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Seneca, MO, Body Shop Flattened by EF-1 Tornado, Sustains Most Damage Recorded in County The National Weather Service has confirmed an EF-1 tornado touched down in Newton County the night of May 17 just east of Seneca, MO, according to Felicia Lawrence report-
ing for fourstateshomepage.com. The tornado touched down at Highway 43, four miles south of Seneca at 12:51 AM. It tracked northeast until it lifted four miles west of Neosho at 1:01 AM. The tornado uprooted several trees, destroyed multiple outbuilding structures and blew off roofs on a few barns. Peak winds were estimated to be around 90 mph. Peak width was about 200 yards and total path of the tornado was 10.4 miles. Newton County officials See EF-1 Tornado, Page 41
Lawmakers Take on Michigan’s No Fault Insurance; Medical Providers in Opposition
See MI No Fault, Page 52
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Michigan drivers pay the most expensive car insurance premiums in the country due to their unlimited lifetime personal injury protection and the high number of uninsured vehicles on the road. But—for the third time in two years—state lawmakers are trying to revamp what they see as the culprit, Michigan’s no fault auto insurance system. The new legislation would cut premiums by $100 annually for two years. “We’re getting to the point where many of our consumers can’t afford our product,” Peter Kuhnmuench, execu-
tive director of the Insurance Institute of Michigan said during a committee hearing. “We have to try to be more efficient with the dollars we provide for no fault.” So, what is the catch? The reformed version of the bill could cause those who have been disastrously injured to lose out on some of the unique care that the no fault auto insurance provides, reported the Detroit Free Press. While the House Insurance Committee listened to three days of hearings during the week of April 22, hundreds of people, including those who have
Change Service Requested
by Victoria Antonelli, Online Editor
VOL. 4 ISSUE 9 JUNE 2015
Lead Lawyer for MDL Plaintiffs in FL Discusses New Developments, ‘Bellwether’ Proposal by Stacey Phillips, Assistant Editor
Autobody News recently spoke to John Eaves Jr. of Eaves Law Firm about the recent developments with the antitrust multidistrict litigation taking place in Florida, in which body shops across the country are alleging “steering” and other retaliatory practices by the nation’s top insurers. Eaves is the lead attorney for the plaintiffs on the case: A&E Auto Body, Inc., et al vs. 21st Century Centennial Insurance Company, et al. He said that during their regularly scheduled monthly hearing in May, Florida Magistrate Judge Thomas Smith suggested preparing a “bellwether” case to move the lawsuit along faster. Typically, in a bellwether trial the judge and parties select a representative sample from the parties involved to move the overall litigation toward a resolution.
The Jackson, Mississippi-based firm is currently preparing a motion to implement this type of trial. Eaves explained that this often happens in a mass torte case and will speed things up tremendously. After this is implemented, Eaves will continue to file cases brought on by body shops in additional states and a court date will be set. In the meantime, the firm has been collecting affidavits and specific information from body shops and former adjusters across the country to include as part of the injunction they are filing. “We’ve been getting additional details from the shops; those kinds of details that show the collaboration within the insurance industry in order to oppress the shops collectively,” said Eaves. “We are 90 percent prepared to file an injunction to stop the See New MDL Developments, Page 53
NOLA Shop Owner Indicted in Homicide
A NOLA body shop owner in eastern New Orleans was charged on May 15 by a state grand jury in the death of a man who was gunned down at his shop. Woodrow Woodrow Johnson Johnson, 39, of was indicted by 1407 Linden St., an Orleans Parish was accused of grand jury on May killing Joshua 15 for second-deJackson on Feb. gree murder in the 5. He was charged Feb. 5, shooting with second-dedeath of Joshua gree murder. Jackson, 29. Jackson, 29, Photo Credit: OPSO was shot multiple times at the business in the 7500 block of Chef Menteur Highway, reported Jonathan Bullington, NOLA.com. According to the police warrant, Johnson and Jackson had gotten into a confrontation at the shop
before the shooting. Jackson also sent Johnson a threatening message just before he was killed. After a detective identified him as the subject, Johnson surrendered to police the same day. Johnson’s attorney Cameron Mary said the incident was not a murder, reported Bullington. Police found a 9mm pistol in his home, which matched the 9mm shell casings that were found at the scene of the crime. Johnson had previously been released from the parish jail after posting a $200,000 bond, reported Bullington. On May 14, Criminal District Court Judge Arthur Hunter increased the bond to $1 million at Assistant District Attorney Abigail MacDonald’s request. This led to his rearrest. Second-degree murder carries a sentence of life in prison with no parole upon conviction, reported NOLA.com.
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COLUMNISTS Attanasio - Are You Prepared for Google’s Mobilegeddon? . . . . . . . . . . . . . . . . . . 36 Attanasio - Midnight Body Shops Come Out Into the Light . . . . . . . . . . . . . . . . . 44 Attanasio - resqme™ Vehicle Escape Tool and Related Products Have the Potential to Save Lives . . . . . . . . . . . . . 42 Franklin - Limited Growth? What to do about it!. . . . . . . . . . . . . . . . . . . . . . . . 18 Luehr - Mastering Implementation . . . . . . 28 Yoswick - CIC Panel Discussion on Electronic Parts Procurement Takes Unexpected Turns . . . . . . . . . . . 38 Yoswick - Multiple Parts Suppliers, Body Tech Shortage, M2 Closes, Allstate Challenges No. 1 . . . . . . . . . . . . . . . . . 34
NATIONAL 1919 Pierce-Arrow Wins Best in Show at Concours. . . . . . . . . . . . . . . . . . . . . . . . 3 AAAS Education Foundation Announces 2015 Scholarship Winners. . . . . . . . . . 52
Allstate Joins GEICO in Rate Increase as Margins Fall . . . . . . . . . . . . . . . . . . 61 ARA Attends 2015 ISRI Annual Convention . 62 ASA Board of Directors Installed During Annual Business Meeting . . . . . . . . . . . 46 ASCCA/CAA Joint Legislative Day Focuses on Minimum Wage/Taxes on Labor . . . 22 Automotive Art Refinish System Comes to the U.S. . . . . . . . . . . . . . . . . . . . . . . 30 Axalta Introduces Cromax Mosaic™ Basecoat . . . . . . . . . . . . . . . . . . . . . . 23 Axalta Launches Online Learning Training Campus . . . . . . . . . . . . . . . . . . . . . . . 16 Barn Finds in TX Estimated at $700,000 to be Auctioned at Indianapolis Motor Speedway June 12 . . . . . . . . . . . . . . . 58 CA, TX, FL, MI, and OH are the Top Five States for Vehicle Thefts with Keys Left Inside . . . . . . . . . . . . . . . . . . . . . . 58 Car-O-Liner® Names New Technical Director . . . . . . . . . . . . . . . . . . . . . . . . 57 CCC Information Services Buys DriveFactor Inc. . . . . . . . . . . . . . . . . . . 53 CEI Appraisers Visit Ford HQ for F-150 Aluminum Repair Review . . . . . . . . . . . 11 Lawmakers Take on Michigan’s No Fault Insurance; Medical Providers in Opposition . . . . . . . . . . . . . . . . . . . . . . 1 Lead Lawyer for MDL Plaintiffs in FL Discusses New Developments, ‘Bellwether’ Proposal . . . . . . . . . . . . . . . 1 Longtime I-CAR Executive Jeff Peevy to Lead Automotive Management Institute . 50 Mike Anderson Says “Choose Your Destiny” at WIN . . . . . . . . . . . . . . . . . . . . . . . . . 54 Mitchell’s Q2 ITR Addresses Increase in Average Collision Repair Severity . . . . . 60 New Chief Fume Extractor Protects Body Shop Technicians from Weld Fume Particulates . . . . . . . . . . . . . . . . 50 New GM Silverado Engineered for Better Serviceability During Collision Repair . . 48 NHRA Icons John and Brittany Force to Speak at NACE | CARS 2015, PPG to Sponsor. . . . . . . . . . . . . . . . . . . . . . 10 NOLA Shop Owner Indicted in Homicide. . . 1 NYSACTA and LIABRA Review Aftermarket Parts Bill During 2015 Lobby Day . . . . 26 PartsTrader 3.0 Released with Efficiency Features . . . . . . . . . . . . . . . . . . . . . . . 61 PPG Show Truck Gets a Bold New Look. . 60 Pro Spot’s Virtual Welding Contest at Northeast™ . . . . . . . . . . . . . . . . . . . . . 61 Quik Video Technology Looks to Target Body Shops. . . . . . . . . . . . . . . . 40 Record Revenue for CARSTAR in First Quarter of 2015. . . . . . . . . . . . . . . . . . 57 Sherwin-Williams Partners with Toyota for Estimator Training. . . . . . . . . . . . . . 60 Subaru Maker Reports Profit; More US Capacity. . . . . . . . . . . . . . . . . . . . . 20 Takata Struggling to Meet Air Bag Repair Demands—Car Owners Waiting. . . . . . 58 Turbo Charge Your Dealer Body Shop ROI— Dashboard the KPIs . . . . . . . . . . . . . . . 20 WIN Congratulates 2015 MIW Honorees, Scholarship Recipients at Educational Conference . . . . . . . . . . . . . . . . . . . . . 56 WIN 2015 Educational Conference Addresses Wide-Ranging Industry Issues . . . . . . . . . . . . . . . . . . . . . . . . . 54
ment was the largest engine made for automobiles at the time. “I think it is the outlandish color that gets people’s attention—bright purple with white tires,” Jepson said.
Savannah philanthropist and businessman Robert S. “Bob” Jepson Jr.’s 1919 purple Pierce-Arrow Model 66 A-4 Tourer won Best in Show on Saturday at the third annual Pinehurst Concours d’Elegance in North Carolina. The car has previously won best in class at Amelia and Pebble Beach Concours
NC, Concours d’Elegance on May 2, reported the Savannah Business Journal. “We are so thrilled that we came up here, just a beautiful part of the country,” said Jepson. “And what a bunch of beautiful cars that were here today.” The 1919 Pierce-Arrow, which stands 7 feet tall at its highest point and weighs 7,000 pounds, was once customized for silent movie actor Roscoe “Fatty” Arbuckle. Its six-cylinder engine with its 825-cubic-inch displace-
“It’s what we call our ‘low profile car’… It gives you good exercise because it’s a beast. “To turn it in any kind of tight configuration I feel like Popeye with these great big arms. … The public loves the car because it’s so outlandish.” The vehicle enjoyed a total “nuts and bolts” restoration in 2007 by Lon Kruger of Scottsdale, AZ. It previously won best in class at Amelia and Pebble Beach Concours.
Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Assistant Editor: Stacey Phillips Online Editor: Victoria Antonelli Contributing Writers: Tom Franklin, John Yoswick, Janet Chaney, Toby Chess, David Brown, Rich Evans, Ed Attanasio, Chasidy Sisk, David Luehr Advertising Sales: Joe Momber, Sean Hartman, Bill Doyle, Norman Morano (800) 699-8251 Sales Assistant: Louise Tedesco Art Director: Rodolfo Garcia
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Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin and adjacent metro areas. Autobody News is a monthly publication for the autobody industry. Permission to reproduce in any form the material published in Autobody News must be obtained in writing from the publisher. ©2015 Adamantine Media LLC. Autobody News Box 1516, Carlsbad, CA 92018; (800) 699-8251 (760) 603-3229 Fax www.autobodynews.com Email: news@autobodynews.com
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REGIONAL AASP-MN Holds Annual Meeting and Convention, Elects 2015-16 Board of Directors . . . . . . . . . . . . . . . . . . . . . 24 ABRA Auto Body & Glass Expands in Indiana. . . . . . . . . . . . . . . . . . . . . . . 14 Car-O-Liner Hosts I-CAR Repairability Summit . . . . . . . . . . . . . . . . . . . . . . . . 14 CARSTAR in Nebraska Receives Two Awards from Greater Omaha Chamber . . . . . . . . 4 CREF’s 2015 Cars, Careers & Celebrities Event to Take Place in ChicagoLAND . . 12 Faribault, MN Man Expands Auto Body Business . . . . . . . . . . . . . . . . . . . . . . . . 6 Father and Son Team Up to Expand IL Body Shop. . . . . . . . . . . . . . . . . . . . . . 14 Former WI Shop Owner Charged with First Degree Murder in Fatal Stabbing. . . . . . 14 GM to Invest $1B to Expand and Renovate National Historic Landmark, the Michigan Tech Center . . . . . . . . . . . . . 18 I-CAR® Honors WI Bergstrom Automotive Body Shop Manager . . . . . . . . . . . . . . 16 Indiana State Fairgrounds to Host Spring Classic Car Auction . . . . . . . . . . . . . . . . 6 Michigan Shop Awarded First Place in Synchrony Financial’s Engage with Car Pros Contest . . . . . . . . . . . . . . . . . 17 Minnesota Supreme Court Denies Safelite’s Petition for Review . . . . . . . . . . . . . . . . . 4 NABC Members Showcase Recycled Rides™ at Spring Industry Events . . . . . . . . . . . 47 North Dakota Auto Body Association Affiliates with SCRS . . . . . . . . . . . . . . . 11 Paul Miller Auto Group of KY & MotoFuze Form Partnership . . . . . . . . . . . . . . . . . 12 Police Tie DNA to 2009 Break-in of Essexville Auto Body Shop. . . . . . . . . . 23 Seneca, MO, Body Shop Flattened by EF-1 Tornado, Sustains Most Damage in County. . . . . . . . . . . . . . . . . . . . . . . . 1 Sherwin-Williams Ecolean Workshop in June in OH. . . . . . . . . . . . . . . . . . . . . . 12 Sisk - IABA’s April Chapter Meetings Focus on Estimating Accuracy . . . . . . . 50 Wheelmaker Superior Moves HQ from Van Nuys to Detroit . . . . . . . . . . . . . . . 61
1919 Pierce-Arrow Wins Best in Show at Concours
A 1919 purple Pierce-Arrow Model 66 A-4 Tourer bought last year by Savannah philanthropist and businessman Robert S. “Bob” Jepson Jr. won Best in Show at the third annual Pinehurst,
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Contents
Jake Sweeney Chevrolet . . . . . . . . . . . 38 Kelly BMW . . . . . . . . . . . . . . . . . . . . . . 26 Kia of Des Moines . . . . . . . . . . . . . . . . 49 Kia Wholesale Parts Dealers . . . . . . . . 59 Laurel Auto Group of Westmont . . . . . 45 Luther Hopkins Honda . . . . . . . . . . . . 30 Maaco Franchising, LLC . . . . . . . . . . . 22 Maplewood Toyota-Scion . . . . . . . . . . 47 Martech Service Company . . . . . . . . . 12 Mazda Wholesale Parts Dealers . . . . . 48 Mercedes-Benz . . . . . . . . . . . . . . . . . . 13 Midwest Parts Group . . . . . . . . . . . . . 8-9 Mitsubishi Wholesale Parts Dealers. . . . . . . . . . . . . . . . . . . . . . . 56 MOPAR Wholesale Parts Dealers . . . . 37 Morrie’s Brooklyn Park Subaru . . . . . . 18 Morrison’s Auto Parts . . . . . . . . . . . . . 24 NACE/CARS Trade Show . . . . . . . . . . 19 Orio North America . . . . . . . . . . . . . . . 31 Patrick BMW-MINI . . . . . . . . . . . . . . . . 39 Prime Supply, Inc. . . . . . . . . . . . . . . . . . 6 SATA Spray Equipment . . . . . . . . . . . . . 7 Subaru Wholesale Parts Dealers. . . . . 42 Toyota of Des Moines . . . . . . . . . . . . . 49 Toyota of Grand Rapids. . . . . . . . . . . . 36 Toyota Wholesale Parts Dealers . . . . . 52 Urethane Supply Company. . . . . . . . . 29 Valspar Automotive . . . . . . . . . . . . . . . 21 VanDevere Kia-GM . . . . . . . . . . . . . . . 53 Volkswagen Wholesale Parts Dealers. . . . . . . . . . . . . . . . . . . . . . . 61 West Bend Insurance . . . . . . . . . . . . . 23
www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 3
Minnesota Supreme Court Denies Safelite’s Petition for Review by Jenna Reed, glassBYTEs.com
The Minnesota Supreme Court has denied Safelite Group and Safelite Solutions petition for further review of an Appellate Court decision that upholds the settlement agreement between the Minnesota Department of Commerce, Insurance Division and Auto Club Group. The settlement requires Auto Club Group to “cease and desist from using Safelite Solutions, or any other subsidiary of Safelite Group Inc., as its administrator of automotive glass claims in Minnesota,” according to the settlement agreement. “It is hereby ordered that the petition of Safelite Group and Safelite Solutions LLC for further review be denied,” according to Lorie Gildea, Chief Justice of the Minnesota Supreme Court. In their request for review, Safelite attorneys alleged the court of appeals “plainly erred by dismissing the appeal for lack of jurisdiction.” The attorneys further contend, “Here, in issuing the cease and desist order, the commissioner necessarily concluded that the statute authorizes him to order licensed insurance companies in Minnesota to terminate
valid, enforceable and entirely legal contracts with third-party administrators who are not required to be licensed by the department. In issuing the order, the commissioner necessarily concluded that the statute authorizes him to blacklist third-party administrators, despite the fact that they are not required to be licensed, and authorizes the commissioner to, essentially, de-bar certain legitimate companies from ever doing business in Minnesota. “The commissioner’s cease and desist order, to the extent that it affects petitioners and harms their contract rights in Minnesota, is a quasi-judicial decision that must be subject to judicial review. If not, the commissioner would be free to use cease and desist orders of this type to expand his authority to encompass third-party administrators and other parties who, by law, are not required to be licensed by the department. The cease and desist order exceeds the commissioner’s statutory authority, and raises serious due process concerns. The court of appeals erred by dismissing the writ, thereby immunizing the commissioner’s action from judicial review in this case and in future
CARSTAR in Nebraska Receives Two Awards from Greater Omaha Chamber The Greater Omaha Chamber recognized the three CARSTAR locations in Omaha, Nebraska with two awards at the 2015 Greater Omaha Business Excellence Awards on May 12.
Greg Petersen of CARSTAR Silver Hammer and CARSTAR Northwest
Two Omaha locations, CARSTAR Silver Hammer and CARSTAR Northwest, were recognized as 2015 Greater Omaha Business Excellence Award winners. “Our CARSTAR locations strive each day to provide quality repairs and exceptional customer service,” said Margaret Keith, Marketing Man-
ager. “We are honored CARSTAR Auto Body Repair was chosen for this award.” CARSTAR Don and Ron’s owned by the Krzemien family also received a 2015 “Milestone Award” in recognition of 50 years in business. “Excellence is a way of life in Greater Omaha—earned not given…. and it should be celebrated,” said Melissa Glenn, Manager—Innovative Strategy & Retention and the Chamber. All the Omaha CARSTAR locations are locally owned. The team of Greg Petersen, Bob Keith and Tim Jensen own CARSTAR Silver Hammer and CARSTAR Northwest. CARSTAR Don and Ron’s is owned by Ron Krzemien. Three of Don and Ron’s children work at the Ralston business. Online nominations, submitted to the Commerce, were evaluated and scored on answers for specific characteristics of excellence in business, including innovation, leadership, philanthropy and community.
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cases,” attornies wrote in the petition. Attorneys for the Minnesota Department of Commerce Commissioner had asked the State Supreme Court to deny a review. “The Court of Appeals correctly determined that Safelite was not entitled to petition for certiorari because the underlying administrative consent order is not a ‘quasi-judicial proceeding.’ Quasi-judicial proceedings are reviewable by writ of certiorari but legislative or administrative actions are not,” attorneys wrote. In preparation for such a decision at the state level, Safelite has already filed a complaint in U.S. District Court. It has asked the U.S. District Court, District of Minnesota, to issue a temporary injunction, enjoin and declare invalid enforcement of a Minnesota statute which excludes “Safelite from doing business in Minnesota without the opportunity for a hearing.” “Because some businesses feel disadvantaged by the insurer’s right to refer, some states and state agencies have—as Minnesota has done here—sought to restrict the speech of insurance companies and claims processors. Every court to consider these efforts has concluded that such
speech restrictions are unconstitutional,” Safelite attorneys wrote in the court documents. Meanwhile, attorneys representing the Commissioner of the Minnesota Department of Commerce, call Safelite’s U.S. District Court complaint “misleading.” “With their motion for a preliminary injunction, plaintiffs Safelite Group Inc. and Safelite Solutions LLC allege they have been improperly targeted by the Minnesota Department of Commerce for engaging in commercial speech that is protected by the First Amendment. Plaintiffs’ motion fails to address a host of issues, both with their non-speech related conduct and with the deceptive and misleading nature of the commercial speech they claim is protected,” according to court documents. Attorneys contend AAA, “offered to terminate its relationship with Safelite Solutions as its claim handler as an inducement to lower the penalties the Commerce Department might otherwise impose” during settlement negotiations. The U.S. District Court judge had not issued any decisions at press time. Thanks to glassBYTEs.com for permission to reprint this article.
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Indiana State Fairgrounds to Host Spring Classic Car Auction Dana Mecum’s 28th annual Spring Classic auction will be headlined by muscle cars, Corvettes and renowned individual multi-car collections amidst a showcase of an estimated 2,000 vehicles May 12-16 at the Indiana State Fairgrounds in Indianapolis.
exist. This year’s Spring Classic catalog collection, showcasing 2,000 consignments, will take place during Thursday and Friday evening and throughout the afternoon on Saturday, May 15-16. A hand-picked selection from the
stored save for a single repaint. Other featured collections include the 1958 Fuelie Collection (Lots S91S98), a special selection of eight 1958 Fuelie Corvettes representing every color available that year from Larry Gerig’s Corvette Classic Museum in Fort Wayne, IN.; the Danny Hill Col-
1965 Shelby 289 Cobra Roadster
1965 Shelby GT 350 Fast Back
1970 Dodge Hemi Challenger RT
“The Spring Classic is one of the only true national auctions held in the United States,” commented President and Founder Dana Mecum. “As the flagship event of Mecum Auctions, Indy consistently draws buyers and sellers from across the country and around the world, which translates to national reach and relevance on a global scale.” Mecum Auctions’ muscle car roots will be well represented by some of the world’s most sought after muscle cars including the lowest-mileage 1970 Plymouth Hemi Cuda (Lot S111) known to
Don Davis Collection will feature 18 stellar cars that reflect Mr. Davis’s 35 years spent acquiring low-production, historically meaningful cars. The collection, a majority of which has been treated to concours-quality restorations, is highlighted by his two Shelby Cobra Roadsters, a 1967 Shelby 427 CSX3356 (Lot F183) and a rare automaticequipped 1965 Shelby 289 CSX2549 (Lot F186). Also to be offered is Davis’s 1971 Ferrari 365 GTB/4 Daytona Berlinetta (Lot F188) that was factory built to U.S. specifications and is unre-
lection (Lots S130-S149), a selection of 23 big-block full-size muscle cars from the Golden Era of Muscle; the Rick Baker Ford Collection (Lots F213F241); the Mike Yager “My Garage” Collection (Lots T226-T236), a group of 11 Corvettes from the Effingham, IL,-based auto museum owned by Yager, CEO of MidAmerica Motorworks; and a quartet of specialty muscle cars from the Mike Guarise Collection (Lots S103-S106), to name just a few. New this year is Mecum’s Indy Motorcycle Auction Segment to be
Faribault, MN Man Expands Auto Body Business
by Camey Thibodeau, Faribault Daily News
After working out of his home shop for 12 years, Willy Malecha has expanded his auto body repair business in Minnesota. Malecha opened his new shop on April 27 at 1320 Second Ave. NW, just south of the Faribault Woolen Mill at the intersection of Second Avenue Northwest and 14th Street Northwest.
Malecha’s Auto Body owner Willy Malecha stands with his wife Missy in the office at the new location. Photo Credit: Camey Thibodeau/Daily News
“We needed more room and a better location,” Malecha said. “It was sometimes hard for people to find me.” Born and raised in Faribault, Malecha has operated Malecha’s Auto Body from his home, located three miles south of Wal-Mart on Bagley Avenue, since 2003. He started preparing to move his business at the end of January. The new shop can hold 10 ve-
hicles—twice as many as the old shop. Another highlight of the new shop is a booth that cures and dries paint on a vehicle in just 30 minutes. Malecha started in the auto body and repair business when his father worked at Steffens Chevrolet Buick auto dealership that was once located next to Harry Brown’s in Faribault. Malecha got a job there too doing oil changes, then gradually began to take on more. Services provided at Malecha’s Auto Body include auto body repair, painting, frame straightening, glass installation, AC service and more. Malecha also recently got his dealer’s license and is now selling cars, a handful of which are on display at the new shop. Malecha Auto Body has one other employee and is looking for a full-time body and paint technician. Malecha’s wife Missy has helped her husband with the move and lends a hand at the business when she can. “I think it’s really cool that he’s following his dream,” Missy said. “It’s been stressful, but we’re here.” For more information, call: Malecha Auto Body at 507-838-8166 or visit www.malechasautobody.com. Thanks to Faribault Daily Times for permission to reprint this article.
6 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
held May 14 featuring 100 select vintage and collectible motorcycles headlined by the Shreffler’s Land of Lincoln Harley-Davidson Collection. The entire auction is open to buyers, sellers and spectators. Bidder registration is $100 and includes admission for two for all six auction days. General admission tickets are available at the gate for $20 per person, per day; children 12 and younger receive complimentary admission. Doors open each day at 8 a.m. with the auction beginning daily at 10 a.m. NBC Sports Network will broadcast 15 hours of auction coverage, including seven live, and a live stream of the entire auction will be presented at Mecum.com. Mecum’s website is updated daily with the latest consignments including detailed descriptions and photographs of the vehicles. To view the list, to consign a vehicle or to register as a bidder for this and all Mecum auctions, visit www.mecum.com or call (262) 275-5050.
www.autobodynews.com C
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 7
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NHRA Icons John and Brittany Force to Speak at NACE | CARS 2015, PPG to Sponsor NHRA Funny Car Champion John Force and NHRA top fuel racer Brittany Force will be the keynote speakers at the ASA Celebration of
Brittany finished the 2013 NHRA season as rookie of the year. In 2014, she raced her 10,000-horsepower top-fuel dragster to 10th in the NHRA point standings. She is currently eighth in points after the first few races of the 2015 season. PPG will be the gold sponsor of the Celebration of Excellence, where John and Brittany will address the audience prior to the recognition of AMI graduates. Following their talk, they will greet attendees and sign autographs. Attendees will also have the John Force is a 16-time NHRA Funny Car champion opportunity to view the many and an 18-time champion car owner rare cars in the museum’s priExcellence during NACE | CARS vate collection. 2015 in Detroit, MI. This event will Dan Risley, ASA president and take place at the GM Heritage Mu- executive director, stated, “ASA and seum the evening of Wednesday, July PPG are excited to announce John 22. Force and his daughter Brittany as John is a 16-time NHRA Funny keynote speakers for the AMI CeleCar champion and an 18-time cham- bration of Excellence. Graduates of pion car owner. He is the most suc- the program worked hard to obtain cessful driver in funny car history this level of certification and recogniwith 142 wins to his credit as of press tion. John Force appreciates hard time. In addition to racing his own work as he owns and manages a fourcar, he also owns and manages a team car championship race team and conof four cars including two driven by tinues to drive, and win. We are proud his daughters, Brittany and Courtney. to work with our industry partners at
PPG to bring this caliber of speakers to NACE | CARS 2015. ” Registration for NACE | CARS, including all educational sessions, is now open at www.NACEexpo.com or
● NABC and SCRS board and open meetings ● CIECA, featuring NACE | CARS 2015 Conference + Expo July 22-25. (Expo will be held Thursday, Friday
Brittany Force finished the 2013 NHRA season as rookie of the year
www.CARSevent.com. Other events taking place during “Industry Week” in Detroit, July 21-25, include: ● The CIC summer meeting July 21-22 ● The CREF Golf Fundraiser July 22 ● CCIF ● MERA ● I-CAR classes, training and demos
and Saturday.) Now in its 33rd year, NACE | CARS 2015 will feature numerous opportunities for technical training, business education, demonstrations, networking and technology showcases for stakeholders, owners, managers and technicians in the collision and service repair industries.
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CEI Appraisers Visit Ford HQ for F-150 Aluminum Repair Review Three CEI Group Inc. (CEI) appraisers have completed a one-day review of aluminum repairs on the all-new 2015 Ford F-150 pickup truck at Ford’s corporate campus outside Detroit, MI CEI announced on April 22. Greg Neuman, CEI’s senior manager of quality control, attended the session in Dearborn, Michigan, with two of his appraisers, Guy Marchesani and Vance Tshudy, both of whom have extensive prior hands-on repair shop experience in aluminum repairs. The day-long visit included a detailed two-hour presentation by Ford engineers and technicians on the new F-150, which makes more extensive use of aluminum parts than any other mass-production vehicle. Prior models of the pickup truck, consisting mostly of parts made of steel, have been among the most popular fleet vehicles in North America. Following the presentation, Neuman and his colleagues visited one of Ford’s collision repair shops, which featured a color-coded cutaway model of the new truck. Neuman said Ford engineers and repair experts explained the techniques, materials and equipment necessary to making high-quality and safe repairs.
“They went into great detail on a number of parts and procedures, down to the right rivets and glues, the different types of welds, and the maximum temperatures for welding,” said Neuman. Although his department had already taken the I-CAR course
The 2015 Ford F-150
on repairing the new vehicle, “This one-day course gave us even greater insight, particularly in being able to evaluate repair shops’ qualifications to repair the new F-150 and the quality of the work they will be doing.” Neuman’s department reviews shop estimates for every repair CEI manages, to uncover cost savings and assure high-quality workmanship. In 2014, CEI said it saved its fleet customers $15.8 million in collision repair expenses.
North Dakota Auto Body Association Affiliates with SCRS The North Dakota Auto Body Association (NDABA), founded in the fall of 1983, announced its affiliation with the Society of Collision Repair Specialists (SCRS) on April 14. In its formative stages, the NDABA was established to address industry issues and pave the road ahead for member businesses.
“We have a really long and proud history in North Dakota logging almost as many years on the timeline as SCRS does,” shared NDABA President Scott Heintzman of Fargo, North Dakota. “We’ve seen a lot of trends come into the industry and evolve, and as business owners ourselves it is critical to align ourselves with the strongest resources to help both our members and their consumers.” “We’ve seen some really spec-
tacular work come out of the programs SCRS has put together, specifically their focus in delivering information through their new Repairer Driven News site, and the education programs they are putting together with the Repairer Driven Education series held at the SEMA Show. These are the types of things that our organization would like to tap into and bring to a local level to our own members.” “The interest and support from such tenured and respected state associations like NDABA really affords SCRS with added opportunity to serve our mission to educate, inform and represent the industry,” added SCRS Chairman Ron Reichen. “It is a great validation for us when the programs we develop to better serve the industry generate and attract new interest. The more support we receive— whether from the network of affiliate associations or directly from individual shops— the more we can do toward the benefit of those we represent. Just based on the objectives of both of our groups, the whole board is excited about the addition of the NDABA and look forward to what comes next!” If interested in joining SCRS, email info@scrs.com. For more information, visit www.scrs.com. www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 11
Paul Miller Auto Group of KY & MotoFuze Form Partnership
MotoFuze, powered by FuzeCast, announced its newest partnership in the automotive industry with Paul Miller Auto Group of Lexington, KY. Paul Miller Ford-Mazda signed as a client on-site at the 18th Digital Dealer Conference and Exposition held in Tampa, FL, April 21-23. “MotoFuze allows us to re-engage our employees, improve our internal communication and share our community involvement and dealership events with our loyal Facebook fans,” said J.P. Miller, President and General Manager of the Paul Miller Auto Group. “Any dealership that wants to take charge of their brand and maximize their social exposure needs to check out FuzeCast.” Paul Miller Ford-Mazda employs over 300 staff and has been an important part of the Lexington community since 1953. “Building relationships with dealers that understand and embrace new technology and understand the power it has to build their brand is what #StrongerTogether is all about,” said MotoFuze CEO Mike Dullea. MotoFuze chose the 18th Digital Dealer Conference to launch the newest addition to its Customer Experience Management platform, the FuzeCast Mobile App.
CREF’s 2015 Cars, Careers & Celebrities Event to Take Place in ChicagoLAND As a follow up to the Collision Repair Education Foundation’s (CREF) 2014 inaugural Cars, Careers, & Celebrities event, which raised over $200,000 for the organization, the 2015 event will be held on Friday, September 18 at the Chicagoland Speedway (Joliet, IL.).
but also help raise additional funds to assist collision school programs. This event will be available at no charge for high school and college collision students, instructors and administrators; however, the CREF is requesting a $100 donation per individual industry
It is in conjunction with the Chase for the NASCAR Sprint Cup taking place that weekend. The event will bring together hundreds of high school and college collision students, industry members and sponsors. High school and college collision students from Illinois, Indiana, Wisconsin, Iowa, Kansas and Michigan are anticipated to participate in this event and that list is expected to grow by the event date. ABRA Auto Body & Glass will be participating as the first Diamond Level sponsor and the CREF encourages all industry members to participate to not only showcase the various members of the industry to the attending students
member to attend, which will include a trade show, grandstand admission to Friday’s NASCAR Camping World Truck Series race, Fan Zone Pit Pass, food/beverages, raffles and VIP access opportunities for select attendees. CREF Director of Development Brandon Eckenrode noted, “We are excited to be working with Chicagoland Speedway on this event and that is meant to raise the level of industry awareness to area collision school students and help connect them to industry employers. We plan on having industry vendors, NASCAR guest speakers, and much more. As there will be industry vendors and racing celebrities in atten-
Sherwin-Williams Ecolean Workshop in June in OH
Sherwin-Williams introduced its EcoLean™ series of lean workshops more than five years ago and since then, each one has been sold out. The company announced its next EcoLean™ Level 1 workshop will be June 16-17 in Cleveland, OH, at the Renaissance Cleveland Hotel. The Cleveland workshop will also take part offsite at Clevelandbased LeanDog, a software development company. There, attendees will have a chance to tour LeanDog’s headquarters offices and see firsthand how an organization can embrace lean principals to greatly assist in its workflow, communication and increased productivity. “Our goal is for our attendees to leave the two-day event inspired, confident and armed with the necessary tools to immediately increase the quality and production output of their businesses,” says Greg Eisenhardt, Sherwin-Williams A-Plus™ NetworkMarketing Manager. “In this Cleveland session, shop owners and managers will be able to see a little bit of a different working culture—but we think they’ll be able to take back a lot of the positives and introduce some methods back to their own collision centers.”
The EcoLean Level 1 workshop and program from Sherwin-Williams are offered to collision center owners and dealer managers from across the United States and Canada. They are designed to educate attendees about how to maximize profitability by improving production and eliminating waste throughout their facilities. In addition to the LeanDog facility tour, the upcoming Cleveland EcoLean Level 1 workshop curriculum will include a variety of discussions on lean principles and how they can drive quality. Other specific workshop topics include: ● Improving Workshop Efficiency – The history of Lean Production, and its practical application in collision repair ● The Principles of 5S – Methods of making your facility more efficient and consistent ● Overcoming Lean Implementation Challenges – Roundtable discussion with Sherwin-Williams Business Consultants To register online for the upcoming Cleveland EcoLean Level 1 workshop, visit www.sherwin-automotive.com/ecoleanwp. For more information on EcoLean or the A-Plus Network, call (800) 798-5872.
12 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
dance, we ask that industry members interested in attending to save the date and we look forward to seeing the inter-industry this September. Special thanks and recognition to ABRA Auto Body & Glass for being our first Diamond Level sponsor as this event will bring together hundreds of high school and college collision students; we ask that other industry companies looking to engage with the future professionals of the industry to reach out to us and participate.” “The Cars, Careers & Celebrities event is a terrific initiative from the Collision Repair Education Foundation and it is one we are extremely proud to support,” added Chicagoland Speedway President Scott Paddock. “Educational opportunities extending outside the classroom are often some of the most valuable, and the experience that our event weekend will provide in the development of students and young professionals from across the Midwest serves as the perfect precursor to one of the premier weekends on the NASCAR schedule.” Those interested in participating in the 2015 Cars, Careers, & Celebrities event should contact Director of Development Brandon Eckenrode at Brandon.Eckenrode@ed-foundation .org or 847-463-5244.
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 13
WI Repair Shop Owner Charged with First Degree Murder in Fatal Stabbing by Jennifer Fetterly, The Star
Two suspects have been charged in the stabbing death of a man whose body was found floating in Lake Mendota in Wisconsin. Rudy Alberto Ramirez-Milan, 37, of Waunakee, admitted to investigators that he stabbed 23-year-old Jacob D. Payne on the evening of April 7 after
Rudy Alberto Ramirez-Milan, former repair shop owner in Waunakee, WI, allegedly stabbed Jacob D. Payne after RamirezMilan told him to leave his shop and Payne pulled a knife
Juan Aguilar-Vargas allegedly stabbed Jacob D. Payne in the throat after RamirezMilan had stabbed him multiple times in the shoulder. Both are being charged with first degree intentional homicide
Payne pulled a knife on him when he asked him to leave his auto repair shop in the 4000 block of Acker Road in the Town of Burke.
Car-O-Liner Hosts I-CAR Repairability Summit in MI
Car-O-Liner®, a provider of collision repair equipment to the automotive aftermarket, hosted attendees of the ICAR Repairability Summit at their corporate headquarters in Wixom, Michigan. On May 14, over 25 industry representatives comprised of OEM, collision repair, insurance and technical fields, visited Car-O-Liner. I-CAR is currently developing a MIG brazing training and certification test and used this venue to discuss some of the specifics related to the MIG brazing process. The discussion focused on AHSS welding applications, including MIG brazing, processes, equipment, training, and accreditation. “It was great to have this group visit Car-O-Liner for their summit,” said Dan Trahey, Training Manager for Car-O-Liner Company. “We appreciate the collaboration with I-CAR and enjoyed meeting the attendees of their presentation.” Steve Marks, Industry Support Manager for I-CAR added “Car-OLiner was gracious to offer their facility for our gathering. We always enjoy working with them to further the education of our industry.” For information on courses, visit www.i-car.com.
The two men struggled before Ramirez-Milan stabbed Payne in the left shoulder numerous times, before a third man, Juan Aguilar-Vargas, 27, of Madison, grabbed a second knife and stabbed the victim in the throat, according to a statement Ramirez-Milan made to investigators. Authorities said the two men then used Ramirez-Milan’s gray Ford F150 pick-up truck to take the body to Lake Mendota, where they weighed it down with a chain and steel I-beam. A canoeist discovered Payne’s body 30 yards off the shore of Governor’s Island on April 11 in the afternoon. After dumping the body in the lake, investigators said the suspects returned to the Acker Road property to clean up and dispose of the two knives used in the homicide as well as Payne’s cell phone and wallet. Ramirez-Milan and Aguilar-Vargas were charged April 21 in Dane County Court with first degree intentional homicide and hiding a corpse, facing life imprisonment if convicted. Three other suspects—Saul R. Garcia-Rosario, 35, Elmer O. Ramirez-Milan, 37, and Erlin Y. Vargas, 28, all of Madison—were arrested on tentative charges of helping to dispose of Payne’s body. Elmer and
Father and Son Team Up to Expand IL Body Shop
Even though Jake Buhnerkempe of Effingham, IL, only opened J&R Collision with his father six months ago, the duo is already looking to expand in size and demand. Jake’s father, Roger, had previously owned Roger’s Body Shop from 1980-2002, but then decided to leave the industry to pursue excavating. Jake also decided to pursue other avenues and put his interest in auto body on hold to take up firefighting. Eventually Jake returned to his true passion in 2010 and opened Jake’s Collision Repair. At first, he was just fixing cars for his family and friends in his spare time, but then the business began to take off. Jake and his wife moved back to Effingham after he was a firefighter in St. Louis, MO for six years, and he and his father combined forces to open J&R Collision. As Jake concentrates on growing the business, he told Effingham Daily News the hardest part is not having a more hands-on role. “I still very much would rather be out in the paint booth painting or banging on the fender of a car,” he told Effingham Daily News.
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14 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
Rudy Alberto are brothers. Authorities said they have recovered key pieces of evidence, including Payne’s shops, since the first arrests. Payne was working as a drug informant for the Wisconsin Department of Justice, Division of Criminal Investigation and had reported buying cocaine from Ramirez-Milan two times over several weeks at the Acker Road address, according to the criminal complaint. Ramirez-Milan was charged last week with two felony counts of manufacturing/delivering cocaine in connection with two March incidents. Authorities said Payne was living in his black BMW 528i on the Acker Road property with Ramirez-Milan’s permission, and that they had a “tumultuous relationship” but do not believe the suspect knew of Payne’s drug informant work. Thank you to The Star for permission to reprint their article.
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ABRA Auto Body & Glass Expands in Indiana
ABRA Auto Body & Glass announced on May 4 another round of growth, this time in Indiana with the acquisition of Indy Collision Center’s Fishers location. ABRA entered the Indianapolis market three years ago and now has 13 locations in Indiana. The company’s national footprint now includes 284 repair centers in 22 states. ABRA’s President and Chief Executive Officer, Duane Rouse said the company is pleased to continue its growth in Indiana. “Our business partners and customers in Indianapolis have provided us with tremendous support over the past few years. Indy Collision Center is a wonderful facility and we look forward to servicing new and existing insurance partners and vehicle owners in this latest ABRA location.” ABRA is seeking opportunities to acquire repair centers. Interested parties in major markets should contact Scott Gerling, sgerling@ abraauto.com or 763-585-6210. For opportunities in small and midsize markets, contact Mark Wahlin, mwahlin@abraauto.com or 763-585-6210.
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I-CAR Honors WI Bergstrom Automotive Body Shop Manager I-CAR® recently presented its Robert Author Smith Tech Center Award to Joel Preissner, body shop manager for Bergstrom Automotive in Neenah, WI. Bergstrom is one of Wisconsin’s largest automotive groups and has several Gold Class® shops. Preissner joined Mike Hoke, President of Abaris Training Resources, Inc., of Reno, NV, as a 2014 award winner. Hoke received the award at the national SEMA Show in Las Vegas late last year. The honor is presented to individuals and/or businesses that have provided exceptional support to I-CAR course development, recognizing them for lending their knowledge and expertise as well as their commitment to bringing timely and relevant I-CAR training to the industry. This is the only I-CAR award not limited to those within the ICAR network. “Joel has made invaluable contributions to I-CAR’s efforts over the past year,” said I-CAR Director of Curriculum and Product Development Josh McFarlin. “He recognizes the importance of I-CAR programs and has made his shop and his time available to support the advancement of our training programs—helping benefit the entire ICAR community for years to come.” Preissner was named for helping to develop a new training role for the indus-
try: the shop production manager, who manages the repair and customer-service process. He participated throughout the DACUM (Developing a Curriculum) process for the production management role and opened up his state-of-the-art shop a number of times during the year for I-CAR to conduct photo and video shoots for product development.
(l to r) Josh McFarlin, Director, Curriculum & Product Development at I-CAR; Joel Preissner, body shop manager for Bergstrom Automotive; John Bergstrom, owner of Bergstrom Automotive; and Jason Bartanen Director – Industry Technical Relations at I-CAR
He was selected for the award by a vote of I-CAR Tech Center staff, comprising the organization’s Repairability Technical Support personnel, the product development team and the fulfillment group. Preissner received the award at the body shop that he manages in Neenah, where he was surprised by I-CAR executives and Bergstrom Automotive Chairman John Bergstrom, who congratulated Preissner on the
recognition. Bergstrom is committed to Gold Class, an I-CAR recognition that lets consumers know a collision repair shop has technicians who have received the standard of training required to perform complete, safe and quality repairs. Hoke was instrumental in helping I-CAR instructors develop their expertise on carbon fiber repair and in developing the carbon-fiber training course. He worked extensively with I-CAR staff on the program’s development and trained the organization’s staff. “Mike has been key to our ability to prepare ourselves and our members for the ‘technical tsunami’ of advanced structural materials and vehicle designs that is flooding the auto industry,” said I-CAR Director of Industry Technical Relations Jason Bartanen. “His expertise and commitment to our training program have elevated the entire community to new levels of collision repair knowledge and quality.” The Robert Author Smith Tech Center Award is named for one of the guiding figures in I-CAR’s history. Smith, a collision-repair instructor at Fox Valley Technical College in Appleton, WI, for more than 30 years, was an early member of I-CAR’s board of directors. For nearly 20 years, the award in his honor has been presented annually to outstanding I-CAR supporters.
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Axalta Launches OnlineLearning Training Campus
To keep pace with changing customer demands and expectations and in anticipation of future trends, Axalta Refinish Training is launching the Axalta Learn-
ing Campus in North America, a new way to access training content and track progress. The Axalta Learning Campus will provide learners with the ability to register for traditional Learning and Development Center classes as well as provide links for eLearning, quick tiptype videos, webinars and more. It will also enable learners to select the content that is most important to them. The Axalta Learning Campus can be accessed at axalta.us website, under Products and Customers > Training or directly by logging onto http://www.axaltalearning campus.com. Once on the Axalta Learning Campus, participants can create personal profiles and select the classes and eLearning modules for the products they use.
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Michigan Shop Awarded First Place in Synchrony Financial’s Engage with Car Pros Contest
Synchrony Financial, a consumer financial services company with 80 years of retail experience, announced on April 27 the winners of its Engage with
their best car care story online at EngageWithCarPros.com to show their appreciation for the outstanding service automotive professionals provide. Nearly 1,000 stories were submitted during the almost eightweek long contest, and dealers and consumers were invited to vote among four finalists for their favorite story through March 30. Eligible consumers could submit a story to recognize auto service professionals across the country, regardless of whether or not they had a relationship with Synchrony Financial. Synchrony Financial announced the winner of its The winning entry was submitEngage with Car Pros contest in recognition of ted by Larry Oechsle of Onsted, outstanding customer service in auto repair. Michigan, who told the story of exTodd McIntyre, owner of the Midas service ceptional service he received from center in Adrian Michigan, won $100,000 based the Midas auto service center in on a story submitted by Larry Oechsle, who Adrian, Michigan. The center was won $2,500. From L-R. Todd McIntyre, David presented with an award check of Smith, marketing leader for Synchrony Financial, $100,000 in a ceremony on April 27 Thanna Oechsle, wife of Larry, and Larry at its 639 South Main Street locaOechsle. Photo Credit: Business Wire tion. Oechsle also received $2,500 Car Pros Contest, conducted by its Car- for submitting the winning story. The complete list of finalists and CareONESM credit card program. The contest recognized automotive repair their stories are available at www. Enshop owners who have gone above and gageWithCarPros.com. “My customers are important and beyond to deliver exceptional service. The contest, announced in De- the reason I am here today,” said Todd cember, asked customers to submit McIntyre, owner of the Midas shop.
“In a small community, delivering outstanding service is particularly important. The relationships we’ve developed keep customers coming back.” Oechsle told the story of traveling from his home in Michigan last November to enjoy the holidays on the Gulf of Mexico, and later with his son’s family in Tennessee. The Oechsle’s truck began to have problems, so Oechsle called his trusted mechanic at the Midas shop in Michigan. The Midas mechanic connected with a local mechanic in Tennessee, sharing notes on the truck’s history and giving the Oechsle family peace of mind that his car was in good hands. In his winning entry, Oechsle summarized his relationship with the employee at the Midas shop, who told him “Larry, you’re not just my customer, you’re my friend.” “It’s evident based on the number of entries we received that customers are passionate about their automotive care shops, and often have a special relationship with the professionals working in them,” said Stephen Roe, Senior Vice President and General Manager of Emerging Markets for Synchrony Financial. “Congratulations to Midas and Mr. Oechsle for their winning entry.” Several key “exceptional serv-
ice” themes emerged from the contest entries including: ● Quality of work, reliability and integrity. ● Offering financing options to fit needed car repairs and services into a customer’s budget. ● Thoroughness – explaining in detail repairs that are needed versus those that can wait. “As a result of the CarCareONESM Engage with Car Pros Contest, it was clear to see what attributes consumers valued in a car care pro, rising them to the top,” Roe explained. “We were pleased to see that offering convenient financing to make major repairs is important to consumers and we’re pleased to provide that value to our merchants and their customers.”
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 17
On Creative Marketing
Limited Growth? What To Do About It! with Thomas Franklin
Almost every shop owner I speak to tells me he or she wants more business. But when we start talking about business growth, I begin to hear reluctance. Too much growth means hiring more people, which means more paper work, more reports to the government, more insurance, and on and on. It also means more capital investment to cover additional equipment and to cover accounts receivable during the interval between the time parts are purchased and checks arrive for completed jobs. Everyone wants to grow in profitability, but very few want to face the costs and pains of growth. In the end it all comes down to how much of a burning desire a shop owner or manager has to expand and grow his or her shop. When the shop owner began his or her shop many years ago, there must have been an intense drive to succeed. The growth must have been successful, perhaps doubling every few months, to bring the shop to the size it is today. So where did all of that enthusiasm go? It’s likely that some of our visions were unrealistic dreams that crashed when they met the reality of competition, government regulations, unreliable employees, unpredictable finances, faulty equipment, irrational customers and unrealistic insurance appraisers and adjusters. But if you’ve survived somehow you had enough enthusiasm, enough drive and determination to push on through those obstacles and continue to grow. So now here we are today. We’ve grown to a certain point, but
is there still enough drive and determination to grow more? Some of us have peaked and actually fallen back a bit. Others seem to have stagnated, staying more or less at the same point for years – maybe even enjoying the pause. And a few others continue to grow, but very slowly. But is that enough? Is the game still exciting? Can we still fire up the troops with a vision of greater growth, more jobs, better pay, more recognition? Or has everyone settled into a mental rocking chair of comfort and complacency, just doing enough to get along – with no more challenge or “fire in the belly?” “Stagnate” is defined as “Standing still; not flowing. Foul from long standing. To become dull or inert.” Not a pretty picture! I’ve found that the shop owners, who somehow overcame the “stagnation trap,” were motivated by a greater purpose. I recall John, a Hispanic man who put three children through college and provided a good living for his family and employees working out of a small 12,000 square foot shop. Then he expanded into a 30,000 square foot former industrial park. John’s son Danny finished his degree in business and came on board to work with John managing the business. I was there the day they opened the new shop. John’s eyes sparkled with the excitement of seeing a dream come true. No longer cramped in a tiny space, shuffling vehicles back and forth to get jobs out, John was thrilled with the opportunity to grow. His joy was in
GM to Invest $1B to Expand and Renovate National Historic Landmark, the Michigan Tech Center
General Motors, in a long expected boost for its research and development activities, will invest $1 billion to expand and renovate operations at its technical center in suburban Detroit. The plans for the 310-acre campus in Warren, MI, include new design studios and a multi-story IT building. The project also includes substantial renovations to existing r&d facilities, construction to accommodate additional testing areas and extensive office upgrades, GM said in a statement.
GM product chief Mark Reuss said work is “already underway” on the long anticipated project, which won municipal tax abatements in April. “The need to attract high quality employees is the real need,” Reuss said. “We're not here to be competitive, we're here to win. So when we do this in Warren, we’re not trying to compete, we’re trying to win.” Work is set to wrap up by 2018. The project is expected to generate about 2,600 new jobs once it is completed.
18 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
Tom Franklin has been a sales and marketing consultant for fifty years. He has written numerous books and provides marketing solutions and services for many businesses. He can be reached at (323) 871-6862 or at tbfranklin@aol.com. See Tom’s columns at www.autobodynews.com under Columnists > Franklin
the realization of his dream to provide his family with more. Today the growth process has become more technical. Mastery of the new structural materials and computerized components of vehicles can determine a shop’s capacity for growth. But it is still the owner/manager leader who determines the vision of the shop. Getting technicians trained on the new processes will be a factor, but the real determinant may be the knowledge and skill of that leader. To get growing again, and possibly regain some of that early enthusiasm, a shop owner and/or manager may have to consider improving his or her own knowledge and skills. At a recent autobody association meeting, a key speaker was from Universal Technical Institute, an educational institution that offers training in collision, automotive and diesel repair. One attendee at the meeting said he had hired about a dozen graduates and all were
able to do their jobs immediately. Training for techs is readily available, but for up-to-date management skills the best choice may be the Automotive Management Institute (www.amionline.org). It was founded in 1989 to answer the demand for management education specifically for automotive service and collision repair professionals. The fields of study focus on five areas of business management: marketing and sales, operations and service, management and administration, financial management, and personnel and human resource development. Its accredited curriculum consists of more than 700 courses taught by more than 150 faculty members. Classroom courses range from 90-minute to five-day sessions. A core of self-study and on-line courses is also available. Upgrading the skills of the leader may well be the key to real shop growth in this age of rapid-fire technical advances.
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Turbo Charge Your Dealer Body Shop ROI—Dashboard the KPIs by Steven Feltovich, Manager of Business Consulting Services, Sherwin-Williams Automotive Finishes Corporation
Why are key performance indicators vital signs that clearly display whether your business is performing or failing? Key performance indicators (KPIs) are the gauges on the dashboard of your business. They provide the information necessary to identify changes or problems that can impact the business’s performance. Key performance indicators are quantifiable measurements which should reflect the critical success factors of your business. Many facets of your business are measurable; however, because an area can be measured does not define that specific area as a KPI. Areas can be delineated as KPIs if, and only if, they qualify as having the single most important attribute of a KPI— they can be directly linked to the success of the organization. It may be necessary to limit the number of KPIs in order to ensure that everyone within the organization remains focused on achieving the same goals and objectives. There are established industry-specific KPIs which are designed to provide leading information pertaining to operational performance and capacity utilization. Review of the data from our most recent “Body Shop Analysis” reports reveals that many collision repair facilities demonstrate near best-in-class operational performance, but they fail miserably in capacity and equipment utilization. When we analyze the most profitable collision repair shops individually, we find that they hit KPI targets in both operational performance and capacity utilization. This fact clearly indicates that KPIs are included in the determining factors of your business’s profitability. The winners in the future of the collision repair industry will be those shop managers and owners who optimize their organization’s operational performance and facility and equipment utilization. Through targeting KPIs in these critical areas of the business, collision repair centers can maximize profit and minimize costs and expenses simultaneously. Time is diminishing for those collision repair centers that are surviving on a daily basis by manipulating the business’s profit and loss statement. When the business is under increasing pressure to make concessions with insurance companies, to control rising operating costs, and to perform more vehicle collision repairs at lower overall profit margins, management must become focused on driving down the business’s costs and expenses. But few collision repair businesses are managing the whole financial picture, which includes resolving issues with customers and insurance companies, man-
aging receivables properly in order to limit exposure to a cash flow crisis, and securing daily working capital needs. Effective and efficient operation of any business demands keen decision-making skills, which stem directly from a properly informed management team. It requires more than just monitoring cash flow and management accounts to increase profitability and cash flow; it takes intense evaluation of the key “drivers” of your business. These “drivers” are the areas which have major influence on your business’s success; we refer to them as key performance indicators. Unfortunately, most of the businesses that we surveyed either are not tracking the right information or do not have accurate information necessary to make crucial business and financial decisions. Therefore, very costly mistakes are being made industry-wide during an uncertain economic time for our industry. Body shop and fixed operations managers are making significant business investments without accurate data to support their investment initiatives. Many expansion and consolidation plans are being built on a false sense of business security, when in fact the business is vulnerable to financial collapse with the current business model. Hence, in the future, the strongest organizations in terms of financial fitness and operational optimization will have the opportunity to thrive while their competitors suffer from shrinking profits and lack of sales. The collision repair industry still falls short of defining and measuring progress toward the most significant goals. Businesses tend to become overwhelmed with reaching the topmost speed and therefore neglect quality and accurate processes, which ultimately produce greater output performance. After you have established the right KPIs for your collision repair business, it will be easy to immediately determine what is not performing well and what needs acted upon. \ Some of the KPIs that we recommend for collision repair centers to monitor are as follows: ■ Average Repair Order (Dollar Amount) ■ Customer Closing Ratio ■ Sales per Estimator ■ Sales per Production Technician ■ Sales per Employee ■ Sales per Production Square Foot ■ Paint and Material Cost per Refinish Hour Sold ■ Gross Profit on Paint and Material Sold ■ Total Paint and Material Cost as a Percentage of Total Sales ■ Spray Booth Throughput ■ Metal Department Proficiency ■ Paint Department Proficiency ■ Gross Profit as a Percentage of
20 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
Sales ■ Net Profit as a Percent of Labor Sold
KPIs are not the silver bullets that will give you instant success, but they are the crucial components that are often overlooked in business management. You can also use the KPIs as a carrot to inspire your staff. People can be motivated to reach those KPI targets that you have implemented within your business structure. Post the KPIs so that your staff can see their progress in the critical areas of the business; discuss the KPIs with your staff; set up incentives that drive the organization toward achieving the business’s goals. From our research, many collision repair shops cannot recognize the real performance of their organization; they are driving the business at a high speed without any gauges on the dashboard to determine if they are capable of finishing the race. Extreme attention to the business’s financial performance, operational activities, and facility utilization will be necessary for those who plan to stay in the race. KPIs are just one necessary component of the equation; you must still have a clear and realistic strategy and the right management team and process in order to have the winning combination for sustaining business success.
Subaru Maker Reports Profit; More US Capacity
The maker of Subaru vehicles, Fuji Heavy Industries, reported a 21 percent surge in operating profit and surging sales delivered record earnings. The allwheel-drive specialist also said it would meet its North America sales target five years ahead of schedule and speed up plans to increase local production capacity here. The U.S. alone accounts for about 62% of Subaru’s global sales. In the latest quarter, U.S. sales rose 12 percent to 128,900 vehicles. In Japan, by contrast, sales slid 1.4 percent to 56,900, while China volume fell 14 percent to 13,100 units. Subaru plans to boost production capacity at its Indiana assembly plant and predicted Subaru would hit North America regional sales target of 600,000 vehicles five years ahead of schedule. It now targets 600,000 units in the current fiscal year ending March 31, 2016. North America sales rose 19 percent to 570,000 units in the just ended fiscal year.
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 21
Western Associations
Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
ASCCA/CAA Joint Legislative Day Focuses on Minimum Wage/Taxes on Labor with Ed Attanasio
With major concerns about bills that can greatly impact their businesses, collision and mechanical repair companies came from all over the state to attend ASCCA /CAA’s Joint Legislative Day on April 14 in Sacramento, to meet with their local legislators and discuss two “hot button” bills, one that would extend a sales tax to labor operations and another that would increase the minimum wage in the Golden State. Legislative Day speakers included Pat Dorais, chief of the Bureau of Automotive Repair (BAR), to discuss provide the two organizations with an overview of recent BAR activities while praising the ASCCA/CAA’s ongoing relationship with the BAR and State Assembly Member Brian Jones. Following a welcome from Steve Vanlandingham, ASCCA state president, everyone was briefed by Jack Molodanof, the lobbyist for both organizations, who taught the members about the correct protocol to be used
while meeting with their legislators or their representatives. Molodanof always opens with a joke or amusing anecdote, but then he’s all business. Coaching the members of ASCCA/CAA about how to approach their local representatives is always crucial and that’s why Molodanof always sets down the rules first. Molodanof was happy with the State Assembly turnout, he said. “It Member Brian was a very successJones spoke to ful legislative day the ASCCA/CAA where the automomembers during their Legislative tive repair industry Day in Sacramento, converged on the CA on April 14 State Capitol and raised awareness and educated legislators and staff about the issues that directly impact their businesses. It was wonderful to see so many new faces at this year’s legislative day!”
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With more than 90 scheduled appointments throughout the Capitol’s offices all day long, ASCCA/CAA members broke into smaller groups to cover as much territory as possible. As members searched the hallways looking for politicians’ offices, body shop and mechanical shop owners were intently focused on meeting with their representatives to discuss the two main bills on their radar. CAA Executive David McClune was pleased with the attendance and the fact that so many appointments were scheduled. “This is our big moment every year when we can meet with our political representatives,” CAA Executive David McClune said. “We can influence these bills before they become laws and provide valuable feedback for our key decision makers, so we tell our members to seize the moment and make the most of it. Most importantly, we can provide them with a look into how our
members run their businesses and all of the factors that can affect them and their livelihoods.” In addition to meeting with their legislators, a copy of the ASCCA Telematics Guiding Principles was provided to every congress or assembly person they visited. “Our members did an outstanding job communicating our concerns to our elected representatives,” Vice Chair of ASCCA Government Affairs Committee James Justus said. “A special thank you goes out to ASCCA member Jeff Stitch, who attended Legislative Day even though he suffered a heart attack two weeks prior to the event. Now that’s a dedicated member! Jeff also made a passionate talk about the importance of legislative day and why every mechanical and collision shop owner or manager should participate in communicating with the politicians who can greatly impact our future in this industry.”
SB 8 (Hertzberg): Tax Reform-Extending Sales Taxes to Services This bill intends to expand the state portion of the sales tax to all services, including automotive labor, but excluding health care services; education services and businesses with less than $100,000 in annual gross sales. The bill will have a disproportionate impact on low-income individuals, because they own older cars that require more frequent repairs. If passed, it will increase the cost of vehicle service and repairs making it less affordable for working families who require transportation. Specifically, the passing of SB 8 will increase the cost for auto body repairs and may cause some vehicles that can be safely repaired to be unnecessarily “totaled”. When car repairs become more expensive due to more taxes, people will forego the repairs, leading to potential vehicle safety issues. In addition, this bill will encourage the underground economy and result in more “midnight body shops” that can charge less and thereby create an unfair advantage in the marketplace. The ASCCA and CAA are both very concerned about this bill, even though it’s still a work in progress.
“There are some large gaps still in this bill and that’s why we’re taking a wait and see approach,” Molodanof said. “It’s more of an intent bill and it’s not even close to being finalized yet, but we want to be involved in the conversation, because obviously this can affect our bottom line in a huge way.”
SB 3 (Leno): Minimum Wage: Annual Adjustment This bill would increase the minimum wage on and after January 1, 2016 to not less than $11 hourly; on and after July1, 2017 to not than less $13 hourly and thereafter commencing January 2019 based on the California Consumer Price Index. This bill would have additional burdens on automotive repair shops to pay employees double the minimum wage when employees are required to bring their own tools. “We are obviously opposed to this bill, because it could literally cripple small businesses, including automotive repair companies,” Molodanof explained. “The bill would have significant ramifications on automotive repair shops because automotive repair employers are required to pay employees double the minimum wage when employees are required to bring
their own tools. It means going from the current $18 an hour ($9/hr. is the current minimum wage) to $26.00 an hour ($13/hr. minimum wage under SB 3) and that is a huge cost increase for shops. With other costs increasing all the time for shops, including increased worker’s compensation rates, increased energy costs and increased costs associated with the Affordable Care Act, this is just another thing for business owners to deal with and that’s why we oppose it.”
Axalta Introduces Cromax Mosaic™ Basecoat
Axalta Coating Systems has introduced a solvent-borne basecoat that enables shops to stay with a solventbased system and be ready for applicable VOC regulations in most U.S. air districts and Canada. Available in a wide choice of solid, metallic, pearl and special-effect colors for spot, panel and overall repairs, the company said it provides outstanding coverage, color match and blendability. For more information, visit www.axalta.us/mosaic.
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Police Tie DNA to 2009 Break-in of Essexville Auto Body Shop
Six years to the day after an Essexville auto body shop was broken into, a local man police say is linked to the crime by DNA evidence has been charged with the crime. The night of April 30, 2009, someone broke into Tom Brunette Body Shop at 1404 Pine St. Nothing was stolen, but police recovered a calendar sheet bearing dried blood and a partial palm print. Officers also found dried blood on the driveway, court records show. On April 27, 2015, the Michigan State Police Crime Lab in Bridgeport determined the blood contained the DNA of 27-year-old Leroy ParteeHull. At the time, Partee-Hull was in the Bay County Jail on an unrelated matter. An officer met with ParteeHull, who initially refused to speak but the inmate soon changed his tune, and said a friend from Florida had driven him to Brunette’s shop. He said he broke into the business to steal items, but couldn’t find anything to take, so he left, court records show. Partee-Hull did not divulge his Florida friend’s name, court records show. Partee-Hull on Wednesday, April 29, appeared in Bay County District Court for arraignment on one count of breaking and entering with intent to commit a larceny.
www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 23
AASP-MN Holds Annual Meeting and Convention, Elects 2015-16 Board of Directors by Chasidy Rae Sisk
On April 15-17, the Alliance of Automotive Service Providers of Minnesota (AASP-MN) held its 2015 Annual Meeting and Convention at the Crowne Plaza Minneapolis West in Plymouth, MN. In addition to plenty of networking opportunities, the convention offered a plethora of educational seminars, ranging from HVAC repair and aluminum technical presentations to discussions about streamlining administrative process, management strategies and marketing techniques, thus ensuring that AASPMN provided something of interest to each of the 220 industry professionals in attendance. On Wednesday night, the event opened with “Diagnosing the Top Automotive HVAC Problems,” as Standard Motor Products’ Peter McArdle discussed new HVAC technologies. Thursday morning featured three seminars: “Template Estimating” by Ron Kuehn of Collision Business Solutions, “Tracking Internet Marketing” by Autoshop Solutions’ Danny Sanchez, and “Chemistry Lessons for a Multi-Generational Workforce,” presented by Bill Haas of Haas Performance Consulting. One attendee referred to Haas’ presentations as “very interesting and very eyeopening. I can definitely apply these concepts immediately.”
AASP-MN members enjoy a luncheon while the 2015-16 Board of Directors are announced
During the lunch break on Thursday, Judell Anderson, Executive Director of AASP-MN, provided members with a legislative update and introduced the association’s new Board of Directors. For 2015-16, AASP-MN will be served by President, Tom Gleason of Pro-Tech Auto Repair, Immediate Past President Jerald Stiele of Hopkins Auto Body and Secretary-Treasurer, Greg Kasel, of Downtown Tire and Auto. Kevin Martin of PPG Automotive Refinishes will serve as Associate Di-
vision Director, while the role of Collision Division Director will be filled by Jim Siegfried of Crystal Lake Automotive, and Wayne Watson of Autoworks Diagnostics and Repair will
tion and useful suggestions on improving their businesses; one attendee remarked, “I’m going to take all this information back and shake up the shop. I need to improve on a few things.”
The 2015-2016 AASP-MN Board of Directors. (L-R): Outgoing Board members Mike Cox and Dan Sjolseth; and current Board members Will Latuff, Wayne Watson, Kevin Martin, Jerald Stiele, Jim Siegfried, Mars Overlee, Greg Kasel, Tom Gleason and Joyce Weinhandl
act as the association’s Mechanical Division Director. This year, the Collision Seats on AASP-MN’s board will be filled by Joyce Weinhandl of Twin City Auto Body and new board member Will Latuff, Latuff Brothers Auto Body. Mars Overlee of Rick’s 36 Automotive Service also joins the board as a new member. Anderson notes, “AASP-MN also extends a sincere thank you to this year’s outgoing board members: Dan Sjolseth from Superior Service Center and Mike Cox of Ed’s Collision Center.” Following Anderson’s report on the association’s current initiatives, attendees enjoyed the event’s keynote presentation by comic storyteller Bob Stromberg and three afternoon seminars: Convene LLC’s Josh Dye covered “Failing Fearlessly: How Failure Propels Us Forward,” Shawn Collins of 3M discussed “Dispelling the Common Myths about Aluminum Repair,” and “Developing a Business Continuity Plan” was presented by Dennis Begley of CBIZ AIA. Attendees then had a chance to network with peers and vendors at a Happy Hour social event and industry dinner and casino party. AASP-MN’s 2015 Annual Meeting and Convention concluded on Friday with presentations by Ron Kuehn, Danny Sanchez and Bill Haas, as well as CBIZ Payroll’s Megan Beckman’s seminar on “Employment Practices: Do’s and Don’ts.” Attendees felt the event was filled with important educa-
24 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
A large number of industry vendors sponsored AASP-MN’s event, including Auto Value Parts Store & APH, Axalta Coating Systems, PPG Automotive Finishes, AAA Auto Parts, CBIZ AIA, Hertz Corporation, Inver Grover Ford, LKQ/Keystone,
Lowell’s Performance Coatings, Meadowbrook Insurance, Midwest Parts Advantage, Mitchell International, O’Reilly Auto Parts, PAM’s Auto, Suburban GM Parts, United Fire Group, 3M, AASP-National, Autoshop Solutions, CARQUEST, CBIZ Payroll, Dent Impressions, IDENTIFIX, Robert Bosch, AmeriPride Services, BASF, Choice Auto Rental, Dentsmart PDR, Dorman Products, Enterprise, Net Driven, Norton Abrasives, Pro Paint Metro, and Sherwin Williams. Anderson proudly states, “Year after year, without fail, members who take the time to attend this event rave about the quality of educational programming available. We thank our sponsors, who are so instrumental in making that happen. And, of course, there’s always a lot of conversation and good times to be had. We’re already looking forward to next year!” AASP-MN 1970 Oakcrest Ave, Suite 102 Roseville, MN 55113 612-623-1110 www.aaspmn.org
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NYSACTA and LIABRA Review Aftermarket Parts Bill During 2015 Lobby Day of all the bills of concern with supporting documents and talking points. On April 2015, representatives from In addition to briefly discussing each the New York State Auto Collision bill, Madeiros offered lobbying advice Technicians Association (NYSACTA) to aid attendees in their endeavors. The and the Long Island Auto Body Relegislators’ lobbying packets contained pairmen’s Association (LIABRA) travOEM bulleting, letters from coneled to Albany to lobby their state’s sumers and pertinent news articles, as well as a CD featuring informative videos, including Anderson Cooper’s report on “Auto Insurers Accused of Pushing Cheap and Sometimes Dangerous Repairs.” These packets were designed to aid the collision repair representatives in their discusCollision repair representatives from NYSACTA review sions with legislators. lobbying materials Before attending their schedassemblymen and senators. These repuled appointments, Kizenberger reresentatives included Ed Kizenberger, viewed A2880, an aftermarket parts bill Executive Director of both associawhich would require insurers to distions, Ed Kizenberger Jr., Director close the type of parts they pay for to Paul O’Connell, Director Joe consumers. It would also prohibit the Stelmokas and Hank Hancock. At use of anything except OEM parts on 8AM, they were joined at the Legislative Office Building by over 40 NYSACTA members from all over the state, coming from Syracuse, Utica, Albany, Westchester, Putnam, Rockland, Rochester, Buffalo, Binghamton, Newburgh, New York City and the five boroughs. These representatives from the collision repair industry met with lobbyist Pam Madeiros and the staff from Pam Madeiros and Ed Kizenberger discuss the associations’ proposed legislation with the group Greenberg Taurig LLC, NYSACTA’s Lobby Law Firm. vehicles that are two years old or newer. The event began with Madeiros He also discussed A6684, a parts prodistributing the schedule containing curement bill intended to prevent insurmembers’ appointed meetings with ers from mandating a particular vendor local representatives and reviewing from whom shops can purchase parts each group’s lobbying schedule. She and materials. As he discussed each bill, also provided members with lobbying Kizenberger answered members’ quespackets for both themselves and the tions about the proposed legislation and legislators with whom they met; conlobbying. tained within each packet were copies Beginning at 9AM, participants met with local legislators and their staffs to teach them about the collision repair industry and how their support of the bills would positively affect the daily lives of consumers and shops. Responses were favorable with many legislators and their staff due to their own experiences with claims, while others confessed to being completely dissatisfied and Ed Kizenberger reviews the CNN special with participants disillusioned with insurers’ by Chasidy Rae Sisk
26 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
tactics that forced them to use aftermarket parts or pay the difference for OEM parts.
Madeiros, Kizenberger Jr. and Mike Orso, President of NYSACTA, met with the Leaders of the Senate and Assembly, the Attorney General’s office and the NCOIL President. In the morning, Hancock, O’Connell and Stelmokas had an appointment with Assemblyman Murray and Senator Flanagan which resulted in both legislators agreeing to sponsor bills A2880 and Attendees meet with Assemblyman Murray who agreed A6684. Hancock, O’Connell, to sponsor both bills Stelmokas, Kizenberger and One NYSACTA member re- Madeiros also had a very productive counts, “As soon as we opened up meeting with Robert Farley, Senior with a comment regarding a particu- Counsel for Senate Majority Leader lar insurance company’s tactics, Dean Skelos. staff members themselves would As the day concluded, participants break into a story of how they were gathered at the Legislative Office given a deceptive referral by their Building’s cafeteria where Kizenberger insurance company and though they noted, “Our lobbying campaign was a ‘had to’ go to the insurer’s recom- huge success. Support for our bills on mended shop.” aftermarket parts disclosure and parts The 2015 Lobby Day was very procurement were met with great unproductive and successful. While derstanding and acceptance. In addimembers were encouraged to join tion, our meetings with members of the other members’ meetings if their Attorney General’s office were very schedule permitted, Kizenberger, encouraging.”
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Lean Operations
Mastering Implementation with David Luehr
Has this ever happened to you? You have just returned from an amazing workshop that gave you a great idea on some new lean concept. Let’s say, how to meticulously disassemble a vehicle so that you can capture 100% of the damage at the beginning of the process. You are excited because your shop has been having too many problems on Friday afternoons with parts that were missed on the estimate and this new process of fully disassembling the vehicle will surely solve that! All that’s left to do is go back to your shop and announce to your staff that this is how we will be performing “teardowns” from now on. However, as you explain the new process to your crew that morning, instead of excitement you are instead met with resistance. “I don’t know boss, I don’t think we have the time!” or “If we take the car apart like that, we won’t remember how to put it back together!” So without hesitation, you counter with
David Luehr is the owner of Elite Body Shop Solutions, LLC, a collision business consulting firm based in Nashville, Tennessee. He is a 30 year veteran of the collision repair industry. David is an expert in Body Shop Operations and specializes in Lean, and Theory of Constraints methods. Email him at dluehr@msn.com
a well-timed verbal volley that is surely to convince the crew to your way of thinking. You offer up all the benefits of meticulous disassembly, you explain that it will make them more money, and make their lives easier, and then finally they say, “Okay boss, we’ll do it.” You have won! You secretly pump your fist, and then congratulate yourself on your massive persuasion skills! A couple days later you are walking around the shop and you notice that one of the cars in the lot still has all the trim on the blend panel. “Hmmm” you wonder? Then you see a technician performing a plastic repair on a bumper, but all the grills and fog lights are still in it? “What happened” you think to yourself, “I just got through telling these guys to do a meticulous disassembly and only two days later they seemed to have completely forgotten my eloquent speech!” What happened? The answer to this question is significant indeed! Learning how to
28 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
motivate and enable people to change their actions is likely the most important skill one can acquire. I am not talking about cheesy persuasion tech-
niques, I am talking about understanding the forces that have been used for both good and evil that have both shaped our world or simply allowed leaders to overcome resistance in collision shop change initiatives or implementations. Truth be known, most of us are
only familiar with one method of influence, our mouth. Verbal persuasion is the most popular form of influence because it’s convenient and it actually works a great deal of the time. At least with easy stuff. For resistant problems and resistance to change, verbal persuasion rarely works! Whenever someone is asked to do something, there are only two basic drivers used to decide whether it gets done or not. 1. Can I do it? (Do I have the ability?) 2. Will it be worth it? (Am I motivated?) To address these drivers there are six sources of influence that are either working for you or against you. The book “Influencer” by authors Grenny, Patterson, Maxfield, McMillan, and Switzler gives the reader an amazing look at how these six sources of influence have been used by influence masters to overcome some of the world’s most pervasive problems. Here are the six sources, but as you can imagine there is not room in this article
to discuss all of them. I recommend you pick up a copy of this book, but to give you a small taste of its content, we will take a brief visit to Source One – Personal Motivation. How do we make the undesirable desirable? Your “yes” means nothing if you can’t say “no.” There can be no commitment if there is no choice.” - Peter Block When you force someone to say yes to your attempts to sway them by using techniques such as nagging, begging or using your authority, you may indeed get a yes, but not the kind of yes that will get you lasting change. For someone to fully buy in, they must have the opportunity to decide for themselves. So how do you do that and in turn make what seems undesirable more desirable? When it comes right down to it, we often want the same things. We may have opposing views of how to achieve it, but when it comes to the final result of the change initiative we usually all want it. The problem when it comes to ordinary verbal persuasion methods, is that the whole time we are talking and forming your arguments, the resistant audience is not really listening to you,
because they are busy unconsciously forming their own counter-arguments. When you say “Hey guys I figured out
a bunch of extra free stuff in another weak attempt to make the owner rich!” A technique that works quite well
a way we can streamline our processes and make more money doing it!” They instead hear, “Hey indentured servant, I have figured out how to make you do
is what therapists have been using for years called Motivational Interviewing. Assuming you have a level of trust established, you can sit down
with your resistant body man and explain to him that our goal is to eliminate the missed parts problems that we are plagued with. I am pretty sure he won’t argue with that! You now have a common goal. You then ask him how the problem affects him. Ask, “What do you think are the benefits of changing?” By engaging your people in discussion where they feel they can contribute to solving the problem, they are much more likely to not only agree to the change, but to help design how it will take place. I hope that this article gives you the comfort in knowing that you are not alone in your challenges to create lasting change and successfully implement better processes in your shops. Methods such as lean have been around for quite a while, but unfortunately only a few lucky ones have figured out how to have real success with it. By learning modern leadership skills such as communication and influence strategies you too can become an Implementation Master. If you would like help implementing, learning the six sources of influence or any other leadership skills, please contact me at david.luehr@elite bodyshopsolutions.com for a free no obligation consultation.
www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 29
Automotive Art Refinish System Comes to the U.S. by Chasidy Rae Sisk
Some collision repair facilities in America may be noticing a new option in the selection of refinishing systems—Automotive Art has begun distributing their European paint line in U.S. markets over the past couple years. Glenn Camacho, President of Logicar, Inc., the company that distributes Automotive Art, states, “For the past ten years, we have been operating on the doorstep of one of the largest refinish markets, North America, and exporting to over 30 countries from our Miami distribution center. During this period, we have been restricted from selling our product in the U.S. due to licensing agreements with our primary factory, but a couple years ago, we acquired a stake in a European factory which opened up the ability to supply to the North American market.” Automotive Art is expanding throughout the U.S. and Canada, and
nologies to target the industry’s value segment, while delivering high quality refinish results. Automotive Art’s website boasts that they are “one of Caribbean’s best recognized brands with a reputation for high-quality products at exceptional prices;” however, “our brand and product line is new to the U.S. market, as we introduced the current Automotive Art product line to the U.S. market two years ago,” Camacho notes. The Automotive Art Refinish System was developed to offer body shops a complete line, from fillers to topcoats, of high-quality products under one brand, and factory testing ensures they achieve their mission of ensuring that all of their products work well together to achieve perfect results. Their world-class color documentation includes tools for accurate color matching, while their color formula retrieval software provides a listing of all vehicle manufacturers’
Camacho explains. “In summary, we offer a compliant basecoat system that shops will not need to change when
Furthermore, Camacho believes Automotive Art’s customer philosophy is different because, “We do not buy shops and lock them into contracts with high prices. We want our brand to deliver value to our customer’s operations, allowing them to save money while delivering world class refinish results. In so doing our experience has been that we make our customers more profitable and competitive, and create true ambassadors for our brand, because their shops will save multiple times any upfront money given by the big brands over the course of the contract that they are locked into. We want our customers to use our products because they believe in the value and performance Automotive Art delivers; we don’t want to buy their loyalty, we want to earn it.” Camacho encourages anyone interested in learning about or switching to Automotive Art to contact them at their toll-free number. “We have
Automotive Art booth at NORTHEAST 2015
legislation changes in their market, which enables large and small shops to save significant money AND get a superb refinish results. Our state-ofthe-art chromatic colour tool offers a best-in-class colour matching solution, while saving valuable time for our customers. Finally, our customers enjoy being vested in a truly comprehensive product range that boasts a line-up that starts from Body-Fillers through to Top Coats, which results in better overall performance.”
See Automotive Art, Page 52
Luther Hopkins Honda
Camacho answers questions about Automotive Arts at NORTHEAST 2015
their current focus is on the California market. They are achieving this expansion “by opening jobbers and giving them protected areas of distribution,” Camacho explains. They have also appeared at industry events to promote their refinishing line; in March, Automotive Art exhibited at AASP-NJ’s 2015 NORTHEAST Automotive Services Show. Their booth allowed Camacho and others to demonstrate the product’s usability and superior color matching technology. Automotive Art was founded in 1990 in Barbados, supplying the Caribbean market with the latest in European automotive paint. The company began as a distributor of Glasurit Refinish systems, but their founders saw a need to develop a complete line of products using world class tech-
colors, and contains scale interfaces to ensure perfect color mixing in both their low-VOC and standard basecoat systems, along with a full line of ancillaries. The company also boasts minimal start-up costs, full technical support and in-depth product training. Camacho believes that Automotive Art distinguishes itself from the competition because, “We provide a European high-quality, low-VOC solvent basecoat refinish solution that is superior to what our competitors offer, that is positioned to deliver significant value compared to the established Abrands, while being competitive with value brands in the market. Since it is low-VOC solvent-based, it is very productive over water-base products, and shops do not need additional investment in equipment or training,”
30 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
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What are crash parts? p Take a closer look. Your insurance coverage. g Choosing th he right bod dy sh hop. All AGreat parts are not created equal. equal Co ollissio on 101. What’s a Info for Shops DRP and whyy sho sho ould I caare? re? Where Where d do o aairbag irbags come come ffro rom? m? C Counterfeit ounterfeit airai bags - what you need to know. Take a closer look. What are crash parts? Your rights as a consumer. Your insuraance coverage. Ch hoosing the right body shop. Helpiin ng you through the colllision repair pro oce ess. Collision 101. What’s a DRP and d why should I care? Where do airbags co ome from? Counterfeit airbags - what you need to know. Take a closerr lookk. What are crash parts? Your righttss as a consumer. Your insurance cove erag ge. Choosing the right body shop. Whatt are crash parts? Your riights as a co onsumer. Your insurance coverage e. Choosiing www.collision.honda.com th he riigh ht bod dy sh hop. All paarts t are not created equal. Take a closse ser look. Collision 101. What’s a DRP and why w should I care? Where do airbag gs come from? Counterffeit airbags - wh hat you need to know. Take a closse er look. What are crash parts? Your rights t as a consumer. Your insurance coverage. Choosing the right body shop. o Helping you through the colliission repair process. Collision 101. What’ss a DRP and why should I care? Wh he ere do airbags come from? Counter feit airbags - what you need to know. Takke a closer look. W What hat are are crash crash parts parts? You ur rights as a consumer. Your insurance coverage. Choosing the right bo ody shop. What are www.airbagaware.com crash parts? Yourr rights as a consumer. Your insurance coverage. v Choosing the right body sh ho op. All parts are not created equal. Take a closer look. Collision 101. What’’ss a DRP and why should I care? Where do d airbags come from? Counterfeiitt airbags - what you need to know. Take a closer look. What are crash parts? Your rights as a consumer. Your insurance ccoverage. Choosing the right bod dy shop. Helping you through the collisio on repair process. Collision 101. Wh haat’ss a DRP and why shoulld I care? Where do airbags come from? Counterfe eiit aiirbags - what you ne eed to know. Take a closer look. What are crash p paarts?? Your righ hts as a consumer. Your in nsu urance coverage. www.crashrepairinfo.com Choosing tthe he e rrig ig gh ht b ht body ody sshop. hop. Y Your our rights rights as as a cons consum consumer.. W What haat are crash parts? You ur in nsuran nce coverage. g Choo sing the right body sh hop. All parts Great Info for Consumers are not created equal. Helping you through the collision repair process. 32 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
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Historical Snapshot
—John Yoswick is a freelance writer based in Portland, Oregon, who has a body shop in the family and has been writing about the automotive industry since 1988. He is the editor of the weekly CRASH Network (for a free 4-week trial subscription, visit www.CrashNetwork.com). Contact him by email at jyoswick@SpiritOne.com.
Multiple Parts Suppliers, Body Tech Shortage, M2 Closes, Allstate Challenges No. 1 with John Yoswick
20 years ago in the collision repair industry (June 1995) Shop owners at the Collision Industry Conference (CIC) in Hawaii expressed concerns regarding the number of part vendors that are being listed on a single, insurer-generated estimate. “It’s creating a tremendous burden on the repairer to follow up on the parts specified that are coming from different suppliers that have been searched by the computer system,” Kansas shop owner Bill Eveland said. “We have to make multiple calls to check the availability, we have them shipped only to find out that they’re COD, and then we find out in some cases that they’re the wrong parts and have to be returned. It’s happening more and more, and we’d like to have it addressed.” Eveland said he has received estimates with as many as nine different part suppliers designated – some from hundreds of miles away from his shop.
“We’re left either trying to find the parts locally at the same price or making multiple calls, buying them all over the country, and it’s getting out of hand,” he said. – As reported in The Golden Eagle. It’s an issue that, 20 years later, hasn’t gone away, and now it’s sometimes shops, struggling to meet insurer
15 years ago in the collision repair industry (June 2000) The next time you are trying to hire a technician to fill an opening at your shop, think about the 12,251 applicants - all with recent hands-on work experience in shops - who are no longer working as collision repair technicians. According to a recent study, every year more than 12,000 techs - almost 6 percent of the technician workforce - pack up their tool boxes and head off for other careers. That doesn’t include the 2,100 who retire, or the 5,250 who take other jobs (as estimators, for example) within the industry. That’s just the technicians who deIn 1995, Kansas shop owner Bill Eveland was among those cide for some reason that the expressing concerns about the growing number of parts collision repair industry isn’t suppliers being listed by insurers on a single estimate for them. demands, that may list a high number Those numbers, from an I-CAR of parts suppliers on a single estimate. Education Foundation study released
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last year, go a long way in explaining why a lot of people are talking about a ‘technician shortage.’ The problem, it seems, is not just one of attracting more young people into the trade, but of keeping more technicians working in the trade throughout their productive years. There’s a common misperception in the industry that the technician workforce is aging. So few new techs are entering the industry, one posted message online claimed, that the average age of technicians is 53. In fact, the I-CAR Education Foundation study found the average age is under 36 – lower even than the national workforce average age. But there is a sharp decline in the number of technicians over 40 years old – much worse than the rate of decline of males in this age group in the general workforce. Reducing that decline – by keeping experienced techs working longer – could greatly reduce
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the “technician shortage,” and at the same time make the industry much more appealing to the young people it also needs to attract. – As reported in Autobody News. The numbers have improved somewhat since then. In a similar study in 2013, the I-CAR Education Foundation reported that 6,928 technicians (4 percent of the total) left the preceding year for jobs outside the industry. The average technician age in 2013 had risen to just shy of 39 years old.
10 years ago in the collision repair industry (June 2005) Stuart Burns said there was occasional discussion around the M2 water cooler about how the company was doing, but it wasn’t until April 1 of this year that he really put much stock in it. “Some of the folks who’d talked to the paint and parts guys said they’d heard we were behind in paying the bills, but I didn’t think it was to a point where I needed to worry about it,” said Burns, a former technician (who didn’t want his real name used) with the California M2 chain of shops in California. “I looked at the stream of work
we had coming through this place, and I had a hard time believing they could be losing money.” Burns’ view of the situation changed dramatically in April when, a day after hearing M2 would be bought out by another consolidator, he found out his paycheck had bounced. The purported sale fell through, the doors at the 27 M2 shops were locked with as many as 2,000 in-process vehicles inside, and hundreds of employees found themselves with bounced paychecks for two or even three weeks of work. Estimates on the amount that suppliers and vendors were out end in the word, “millions.” There’s plenty of finger-pointing when it comes to placing blame for M2’s demise. What seems clear is this: Caliber Collision Centers in late March announced that it intended to acquire the M2 chain of shops. As those negotiations broke down in mid-April (Caliber’s Den Pettigrew said it just didn’t have enough time to complete its due diligence), M2’s major creditor, GE Capital, froze the company’s accounts and locked the shop doors in an effort to secure its investment (reportedly close to $5 million).
How good or bad a thing the M2 collapse is depends on who you talk to. At a sealed bid auction of M2 assets in late April, some of the former owners were able to get back in the collision repair business for a fraction of what they sold their businesses for to M2 just a few years ago. Given that M2 wasn’t the first consolidator to implode, it serves as a good reminder to shop owners to get as much cash, and retain as many real assets (i.e., real estate), when selling a business as one can. Accepting stock in the future success of the larger company as full or partial payment seems particularly risky in this industry. – As reported in Collision Repair Industry INSIGHT, June 2005.
5 years ago in the collision repair industry (June 2010) Allstate will have to replace several years of losses in market share with annual growth rates of 7 percent if it is to meet its goal – outlined in an internal memo obtained by Crain’s Chicago Business – to replace State Farm as the nation’s largest home and auto insurer within 10 years. Analysts say the goal could lead to Allstate acquisitions or a price war
similar to one in the industry a decade ago. No. 2 Allstate’s total annual premiums dipped 2.5 percent last year, compared to a 1.4 percent gain by State Farm. But Allstate, which controls 10.7 percent market share (compared to State Farm’s 18.1 percent) has some room to cut premiums; its loss ratio (amount paid out in claims compared to premiums received) last year was 58.7 percent, one of the best among the Top 10 insurers, while State Farm’s 72.9 percent was the highest. – As reported in CRASH Network (www.CrashNetwork.com), June 21, 2010. Rather than moving up to rival State Farm in terms of market share, Allstate has lost yet more ground since 2010. Geico blew past Allstate in 2013 to become the second-largest auto insurer; last year Geico had 10.7 percent market share, exactly what Allstate had in 2010. No. 3 Allstate had 9.9 percent market share last year. No. 1 State Farm continues to hold its own, with 18.7 percent market share last year, even more than it had in 2010.
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Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
Are You Prepared for Google’s Mobilegeddon? with Ed Attanasio
Technology doesn’t stand still and that’s why no one was surprised when on April 21, Google, the planet’s leading search engine, released changes to their algorithm giving mobile-friendly websites a boost on devices with smaller screens. It seems like an obvious move, but change is always painful and website operators don’t like surprises, so many of them are allegedly shocked and perplexed. But, the seasoned pros out there are prepared for what people are calling the “Mobilegeddon” and many have already adapted all or most of their clients’ web sites as they embrace this new regime. Algorithm changes are never pretty, because businesses rely heavily on Google to send traffic to their websites. Google owns two-thirds of the U.S. search market, so when Google changes its code, companies have to move quickly to decipher and adapt to the new way of doing things. In 2011, a key Google algorithm change calculated to promote high-quality content caused the eventual ruin of several companies nationwide due to a significant dip in traffic and revenue. Web developers and online marketers are understandably concerned about the change. The top spot on a search page characteristically attracts 20% to 30% of the page’s clicks while slots #2 and #3 generate 5% to 10% of the clicks. And if you’re not on the first page, you’re going to receive roughly less than 1% of users’ attention. In the Search Engine Optimization (SEO) world, Mobilegeddon is the Super Bowl, Masters and World Series all rolled into one. It’s a make it or break it moment for every business with a web site in search of a mobile presence. Luke Middendorf, president of WSI Connect in Concord, CA is telling body shop marketing people to Keep Calm and Carry On when it comes to Mobilegeddon. “Google’s search engine is putting a new focus on mobilefriendly sites when it comes to their ranking algorithm,” he explained. “This means that if your site is not mobile friendly it will rank lower, or perhaps not at all when it comes to customers using keywords to search for information. These changes will allow customers to get the information they need from all of their mobile de-
vices, but if your site is not mobile optimized (responsive) you may miss out on these customers’ business.”
Here’s everything you need to know about Google’s Mobilegeddon: Only smartphones will be impacted. Google’s search results on laptops and tablets will be unaffected by the new algorithm. But, it’s still a pretty significant deal when you consider the fact that mobile makes up almost half of all Google searches. Studies also show that 70% of all mobile searches are performed by users ages 18-30, a demographic almost every business is hungry for. Relax – time is on your side. Your website people received a two-month warning in preparation for Mobilegeddon, so if they look surprised, don’t fall for it. Normally, Google doesn’t preannounce algorithm changes, but Mobilegeddon could have such a dramatic impact on mobile search results that they decided to give businesses a little time to get ready. Four months ago, Google released a “mobile-friendly” test that enables websites to see if their sites are equipped for the algorithm tweak. Mobile websites with clunky videos, sluggish mobile pages and blocked image files will suffer the wrath of Mobilegeddon. Websites can adjust on the fly. Unlike previous algorithm tweaks, websites can upgrade their “mobilefriendliness” at any time to appear higher in Google’s search results, so it doesn’t have to be done immediately. Google also said that the algorithm tweaks will be rolled out over the course of a few weeks, so the changes might not be immediately noticeable anyway. Some mobile-unfriendly sites could still get favorable search placement. Google’s algorithm judges sites based on numerous criteria, of which mobile-friendlness is just one. The company’s aim is to provide the most relevant results, even if it’s to a site that isn’t optimized for mobile. Is this move to accommodate more mobility a timely re-adjustment by Google and how can it benefit body shops? “With so many new collision-related apps out there and the fact that more and more consumers are using
36 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
their smart phones for everyday tasks, body shops can definitely get business from their mobile sites,” Angel Iraola an award-winning site developer explained. “If you have a site or app that will appear easily on someone’s cell phone and for some reason your competitor hasn’t adapted Angel Iraola, the to this new algopresident at Net rithm, then obviBusiness Consultously you’ll capture ing & Solutions in Santa Rosa, CA that business and said that small they won’t. Or at companies are the very least, paying way too you’ll get a soild much to switch shot at getting that over to Google’s new mobile-centric vehicle. It may not algorithm, called become a huge part “Mobilegeddon.” of your sales and marketing efforts, but if you get 10-12 new customers every year, why not be prepared for Mobilegeddon?”
Iraola, the president at Net Business Consulting & Solutions in northern California was able to change all of his clients’ web sites to the new Google algorithm quickly and seamlessly, he said. “Some web developers are making mountains out of mole hills and overcharging small companies to changeover. I’ve heard crazy prices ranging from $1,500 to $2,000 and even more. That’s ridiculous and a complete rip-off. To convert your web site, it should not cost you more than $600-$700 and it shouldn’t take longer than 6-7 hours to complete the entire job.”
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Industry Insight
—John Yoswick is a freelance writer based in Portland, Oregon, who has a body shop in the family and has been writing about the automotive industry since 1988. He is the editor of the weekly CRASH Network (for a free 4-week trial subscription, visit www.CrashNetwork.com). Contact him by email at jyoswick@SpiritOne.com.
CIC Panel Discussion on Electronic Parts Procurement Takes Unexpected Turns with John Yoswick
It was a panel discussion quite unlike any other in recent Collision Industry Conference (CIC) history, with panel members and CIC attendees questioning one another’s motivations and even clashing over what the topic of discussion was supposed to be. “Well, that didn’t quite turn out as I expected,” CIC Chairman Randy Stabler said at the conclusion of the CIC “Parts and Materials Committee” panel discussion in Atlanta. “We’re going to circle around and try to ensure that we come up with content that’s more meaningful and effective.” The panel was organized and moderated by committee chairman John Bosin of I-CAR and was billed as a discussion of the inefficiencies within the current parts procurement environment. “Randy’s over-arching goal [as CIC chairman] is he absolutely wants to drive inefficiencies out of the industry,” Bosin said as the discussion kicked off. Indeed, there was some discussion of that during the 90-minute session, with panelist Jeanne Silver of CARSTAR Mundelein in Illinois noting that in order to be most efficient, any parts procurement system must be fully integrated with her shop’s computerized management system. “Every time you go outside of your business management system, you’re actually using seconds and minutes, and in my world, every minute counts,” Silver said. Silver also said because some of the auto recyclers she has done business with in the past do not participate in the electronic parts procurement system she uses, the pool of quality used parts she has to choose from is diminished. And previously when she always ordered from a particular representative at a recycler, she said, that person knew her expectations for quality; now someone else at that recycler may handle her electronic parts order, she said, and may ship a part her shop won’t accept. But in part because few of the five panelists – three of whom had not previously participated on a CIC panel – had much if any experience with electronic parts procurement systems other
than PartsTrader, the conversation turned almost entirely into a discussion of the merits and weaknesses of that particular program and State Farm’s implementation of it. Panelist Clint Rogers, a secondgeneration North Carolina shop owner who said he had not used any other electronic parts procurement system prior to PartsTrader, said he now uses it to order parts for all his shop’s jobs, not just State Farm jobs. “It’s more efficient. It’s a better mouse-trap. That’s the reason I haven’t been resistant to it,” Rogers said. “In my case, it’s been a good thing.” Rogers acknowledged PartsTrader is not “100 percent perfect.” He pointed to problems with its export feature designed to update parts pricing but that has been found to make other unwanted changes to estimates. He said he also would like to see the system better integrated with OE Connection’s CollisionLink OEM parts program. “This is more an endorsement for the electronic process than it is the PartsTrader application, per se,” Rogers said. “It’s just the old ways, the phone calls, the faxes, not only are inefficient, but there’s no accountability. When you do it electronically, no longer can your parts man tell you, ‘I ordered that four days ago,’ when he didn’t. I can pull it up and see he ordered it yesterday.” Rogers said State Farm deserves credit for pushing shops to order parts electronically. “As an industry we weren’t driving that change,” Rogers said. “Let’s be honest, guys, no one was pushing the electronic thing until State Farm came along. They’ve introduced something that can help us. Are there problems? Yes? And does anyone like the idea of having anything shoved down their throat? No. But if you set that aside and give an electronic system a chance, I think you’re going to find there’s some very good qualities that are better than the old system. Is it perfect? Absolutely not. Is it better than calling and faxing? Of course.” But panelist Ron Reichen of Precision Body & Paint in Beaverton, Ore., disagreed sharply that shops had-
38 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
n’t already been moving to electronic parts ordering before State Farm began mandating use of PartsTrader. “We were using electronic parts ordering eight or 10 years ago,” Reichen said. “So it wasn’t new to us. To say that I needed somebody else to come in because I wasn’t doing that? Maybe the rest of the industry needed that help, but we did not.” At that point, 35 minutes after the panel discussion began, CIC attendees took to the microphone, often criticizing the direction the discussion had taken. Andy Ingalls of Gerber Collision, for example, asked why the panel was not discussing any of the other — in his opinion, superior — electronic parts procurement systems available. Stabler also urged the panel to focus on how they measure the effectiveness of these programs, regardless of which program they use. Aaron Schulenburg, executive
director of the Society of Collision Repair Specialists (SCRS), pointedly asked Rogers if PartsTrader had paid him to be at the meeting. Rogers at first said he didn’t appreciate Schulenburg’s “accusational tone.” “I think you’re trying to make a point that I’m getting paid to be an endorser, and I think you’re way off base,” Rogers said. “Frankly, I don’t appreciate it. I came down here to speak for the PartsTrader guys, but not from the aspect that I’m up here to give you a commercial. I’m giving you my honest experience with the product. Will I endorse a product for someone when the product is helping me? Absolutely. I don’t think there’s anything underhanded.” But Schulenburg pressed back. “My question is: If a product endorser paid you to be in the room, and you’re endorsing it, and the rest of the panel isn’t being paid to be in the room See CIC Panel Discussion, Page 62
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Quik Video Technology Looks to Target Body Shops by Stacey Phillips, Assistant Editor
A video technology currently being used at dealership service centers could potentially benefit independent body shops and insurance companies, according to the company’s COO Jack Gardner. Quik Video, based in Quincy, Massachusetts, enables technicians to Jack Gardner, COO make and send perof QuikVideo, based sonalized videos to in Quincy, MA their customers via text and email that provide them with a visual on the repairs being recommended. After launching Quik Video in October 2014, Gardner said service managers have found that it has saved them time and money and increased their Customer Satisfaction Index (CSI) scores. “Just as it has increased revenue in the service department it will do the same in the body shop,” said Gardner. “Customers have the same lack of understanding when you explain recom-
mended repairs just like the service department. The customer simply has no frame of reference, but when provided with video proof and an expert analysis from a technician or body shop professional, they understand it.” Although the product is primarily being used at dealerships, Gardner said they are looking at other applications, such as independent body shops and insurance companies. “We feel that insurance companies will embrace the
product as the video means they can approve the repairs in a timelier manner,” he said. “By having video reports, the need to have adjusters visit the body shop several times or at all on a claim is no longer necessary.” He predicts that insurance companies in the United States will rely on video from the body shop, as they have done in the UK, to speed up the ap-
proval process and increase their CSI. Gardner has worked at all levels of the automobile industry including service, sales and OEMs. He said that over the years he has seen changes from the advent of the internet to the speed at which customers now demand information. While working in Europe, he came across a system at a trade show originally adopted by BBC and the European Commission. It was used by BBC reporters to video news stories when cameramen weren’t available. The European Commission found it was helpful to record video conferences and speeches for viewers who couldn’t attend. “I immediately recognized the opportunity this application would have in the automobile industry, given the lack of trust between the consumer and the dealer,” said Gardener. “Having been part of the industry during this period where the lack of trust was generated I saw this product being key to repairing and enhancing industry relations with the consumer.” He developed a partnership with the manufacturer and worked with
seven full-time programmers to design the system for use in the automobile industry. “We had to devise a manner in which the system was easy
Kevin C., a master technician at Colonial VW in Westborough, MA, is making a Quik Video on a customer’s car after completing a complimentary safety check
to use. It had to be simple and require little or no additional work for dealer staff, and it had to be quick, thus the name Quik Video,” said Gardener. When a customer drops off a car and meets with the service advisor, a video request is created with the repair order number, customer name, email and cell phone number. That information is automatically populated into an Apple iPod located in the service bay. Once the technician is working on the
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car, he records his recommendations. It takes a minute and 10 seconds to make and send a one-minute video. A full reporting suite was built into the system so the dealer can monitor and track both increased sales and staff performance. Some of the other features include: automated follow up on declined work, automated appointment reminders, daily, weekly and monthly reports, up sell reports, video proof of
is completed at what Gardner calls the “second opinion location.” “We have proven with our system we can get that approval number of 34 percent up to just north of 70 percent,” said Gardener. He said this is measured by comparing the conversion rates from the prior month and the same month of the previous year. He uses the acronym SUBB – the customer sees it, understands it, they believe it and they buy it.
completed work and video damage assessment on vehicles at check-in. Gardener said they maintain all videos on their servers so a dealer can retrieve prior videos at any time. Gardner said when a multi point inspection is conducted on a customer’s car while in the shop studies have shown that nationally about 34 percent of the recommended repair is converted. The remaining 66 percent
Nigel De Silva, Service Manager at Infiniti of Norwood in MA, began using QuikVideo in October 2014. “We now have a process that has full incorporated video production in our service department and I am happy to report that we are number one in the region across the board, said De Silva. “In an age where technology is constantly evolving, having video in my service department without a doubt
gives me an unfair advantage.” In January 2015, Peter Slota also introduced QuikVideo to his service department. The service manager of Colonial Honda in Dartmouth, MA said he has found that, “It’s making us more money, providing transparency and building trust with our customers and based on the customer response I feel sure we will see an increase in our CSI scores.” QuickVideo has mainly been used in the northeast part of the United States. With a head office in Boston, MA the company recently opened an office in San Francisco, CA and another in Toronto, Ontario, Canada. The company offers a 90-day trial with a money-back guarantee. The monthly subscription rate varies between $795 and $1,295 per month and is based on the number of repair orders. Gardner said that discussions are at an advanced stage with two OEMs in North America to introduce the product to their dealer network. Further plans include opening two new offices in Florida and Texas within the next six months. More information is available online: http://qkvideo.com/
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Continued from Cover
EF-1 Tornado
say J & S Auto Services, located at the intersection of Highway CC and Norway Road, sustained some of the most severe damage in the county. It was completely leveled by the tornado. Community members say it stood at this corner for years and they’re shocked to see it completely destroyed. The news team ran into a man who was looking for his friend that owns the auto body shop to try and help him. The owner is believed to be Johnny Reffett of Neosho, MO, and the business location is 7060 Norway Rd in Neosho. “To see Johnny’s business, like I said, to see anybody when you’re good friends business—just one day it’s there, it’s working. The next day it’s just completely wiped out by mother nature, it’s pretty devastating. And I know he’s going to need a lot of help within the next couple of weeks just getting things cleaned up,” says Rich McCready, who is friends with the owner of J & S Auto Services.
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New Product Showcase
Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
resqme™ Vehicle Escape Tool and Related Products Have the Potential to Save Lives with Ed Attanasio
Body shops and the collision industry in general have taken on the role of imparting useful safety information to its customers. If you’ve ever read a body shop blog, you will often find short posts like Leaving Kids Alone in CarsKnow the Risks and Consequences; I Put the Wrong Fuel in My Vehicle! What Should I Do?; Tire Safety Tips and 3 Misconceptions about Passing on the Road, for example. But isn’t there a conflict of interest there, because body shops make money when people get into accidents, right? Bruce Miles, a blogger for the collision industry disagrees. “Not really, because we know that people are going to get into accidents every 9–10 years like clockwork and that’s something we can’t control, like the weather,” Miles explained. “But, we don’t want drivers to get into bad accidents, because then obviously the cars will likely be totaled out by the insurance companies. And if the accident is fatal, well we want to help people to avoid that at all cost. So offering its customers simple common sense safety tips to avoid those big crashes is something the industry can do and should do, in my opinion.” So, knowing that automotive safety is an important thing that body shops want to convey in their blogs and part of their overall message to consumers, I was intrigued when I encountered a company called resqme™ at the NADA Exposition in San Francisco, CA. a few months back. Located in Santa Barbara, CA, resqme invented and produces the resqme tool, a device that saves drivers’ and passengers’ lives worldwide. This device was recently featured on 20/20 and the Today Show, as well in publications such as Autoweek, Consumer Reports and Popular Mechanics. More than 3 million drivers worldwide own one and now car dealerships, repair facilities and other automotive-related businesses are either giving them to their customers free or offering them for sale. What exactly is the resqme tool and how does it save lives? It’s a window-breaker and seat-belt-cutter—an emergency tool for the safety of any driver. In the event of an emergency
and possible vehicle entrapment, the resqme tool holds a sharp blade to cut a jammed seatbelt and a spring-loaded spike to shatter the car window. Designed in 2003, the resqme emergency escape tool has now saved more than 35 lives and probably more that have never been reported. After identifying a need for a portable and compact version, the resqme tool was developed and is now manufactured in the United States and distributed worldwide. Just last year alone, this amazing tool saved 16 lives, including three in submersion accidents: 10 in situations in which young children were trapped in a vehicle with the keys inside and three more rollover accidents where people were hanging upside in their vehicles. Autobody News recently sat down with Laurent Colasse, the inventor of the resqme tool and the president of this 12-year-old company. “We’re proud of the resqme tool, because obviously we’re making a change and people can see that it’s saving lives,” Colasse explained. “People have escaped fires, rollovers, children locked in a hot car and of course submersions. Prior to the invention of this tool, people were basically helpless, but now this device gives them a chance to make it out alive. They’re great for car dealerships and automotive repair businesses and for a nominal charge we can put their company name on the side of the device.” The resqme tool became a national story after Ashley Neufeld, 21, along with two other friends from Dickinson State University in North Dakota died in a tragic accident in 2009. Their SUV crashed into a farm pond in Stark County, ND, and submerged with the three young women still inside who were unable to escape. As a result, in honor of Ashley, a foundation was created to raise funds with a customized resqme tool with her name to benefit local sports and also to help promote safety against car entrapment. “Knowing Ashley, it was an opportunity to provide a tool to a bunch of people, so that possibly it would never happen to another family,” said one of the foundation’s initiators.
42 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
This fundraiser was an unexpected success and quickly became an overwhelming experience as a pure expression of amazing solidarity in the community of Brandon, ND where Ashley grew up. Several thousand resqme units with the name Ashley Neufeld have been sold raising more than $56,000 to date. In addition to the resqme tool, the company also manufactures several other lifesaving devices, Colasse said. “We want our products to become a lifestyle for people who are socially responsible and want to stress safety for themselves and the people around them. That’s why we’re always looking to inventing other tools like the resqme original keychain car escape tool.” Other products designed and sold by resqme include: alertme™ Lifesaver Alert: About the size of a bluetooth earpiece and lightweight, less than an ounce, the
alertme™ is the latest and safest lifesaver electronic device that helps prevent accidents caused by falling asleep behind the wheel. Its ergonomic design makes it very comfortable to wear and improves your vigilance on the road. protectme™ Pepper Spray: A handheld aerosol canister with maximum strength & UV marking dye that sprays an irritating formula in the eyes, nose and mouth of a person threatening your personal safety. In response to their customers’ demands, resqme, Inc. has opted to co-brand with Sabre Red by offering the best compact pepper spray in the market place. The protectme™ pepper spray is an effective means of nonlethal self defense for people concerned with safety and security. Used by police departments, security agencies, and individuals concerned with security and self defense. prepareme™ Lifesaver Kits: All See Vehicle Escape Tool, Page 48
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Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
with Ed Attanasio
Midnight Body Shops Come Out Into the Light Just the other day, I was in a grocery store parking lot in San Francisco one afternoon when a kid approached me. “Hello sir,” he said. “That’s a bad dent on your bumper there. I can fix it for you.” I laughed, but he didn’t smile in return. I realized he was serious. “Really, how old are you?” “10,” he replied. I was about to ask him if he was I-CAR trained, but I resisted. I know this industry is having problems finding good, qualified people, but this is ridiculous, I thought. Then, all of a sudden a car drove up and a gentleman (probably 35-40) looked at me and then nodded at the child. I figured out what was going on rather quickly. It was sneaky, but impressive in a way. He’s using his child to get repair work, just like Tatum O’Neal in the classic film Paper Moon. O’Neal won the Oscar for her performance in 1973 and this kid was a pretty good actor himself. At least he was keeping busy, staying away from video games and learning some invaluable sales skills in the process; but did he know that his father was likely breaking the law? My curiosity piqued now, I entered into a conversation with the gentleman. He explained that he could fix my dents right there, quickly and affordably. The whole job would take less than an hour and I didn’t have to pay him until I was completely satisfied, he said. “If you take it to a shop, you’ll have to pay the deductible, plus it could take more than a week and of course your insurance company will raise your rates,” he said. “I can make it look brand new for say, $250?” He obviously didn’t realize that I’ve been writing about the collision industry for more than a decade now, but once I began peppering him with questions, he got nervous and starting getting back in his car. “Are you using waterborne paint and how can you possibly match the color? Is the work guaranteed? (I pretty much knew that answer). Are you trained to do this type of work or are you a do-it-yourselfer? And isn’t it illegal to do the repair here in the parking lot?” He looked down and said, “Are you a cop?” That made me laugh and I told him no. He seemed relieved. I informed him that no thanks, I
don’t want you to fix my car, but can I ask you a couple questions? I told him that I don’t want to know his name, but that I’m curious about his business model and his interesting sales approach (we both laughed). In short, he is 42 and has three children, including the diminutive salesman. He has been a body tech for 20-plus years and worked for a few shops I had heard of, including a large MSO. In 2008, when the economy imploded, he was laid off and that’s when he started doing freelance collision repair under the table and off the radar. He was I-CAR Gold before his sudden retirement from the legitimate side of the industry, he said, so he’s not current on aluminum repair, but claims he can do just about anything that doesn’t require sophisticated equipment. If a repair is more extensive, he doesPatrick Dorais, n’t need to do it in California BAR Chief a parking lot, he asks body shops explained, because and consumers to report any shop that he has a small shop is operating illegally, at his home (locaunder the table and/ tion withheld). or under the radar The next thing he told me was a shocker. “How much do you make,” I asked him? “A good week is $5,000 and the average is around $3,000,” he said. “One month I did $40,000 after a bad storm. It’s all mostly PDR and little dents. I’m good at plastic work and I can fix a bumper. The shop would just replace it, but I can save it almost every time.” I had heard for many years about the dreaded “Midnight Body Shop,” but this was in broad daylight and no one seemed to be sneaking around. So, I wanted to see if I could find another one of these fly-by mobile body shops and I only had to look as far as the Internet. I searched through Craigslist in my area under body shop repairs in the “Services” section, and came up with several dozen collision repair listings. I responded to one that stated it had “very low, affordable rates—I can beat the body shop’s prices!” After sending an email, my phone rang within 10 minutes. I immediately
44 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
explained to the caller that I was writing an article about under the radar, illegal, so-called midnight shops and did he fit into this category? Again, I told him I don’t want to know his name and after the call I will take his phone number off my cell. Initially, he said no, but after chatting for a few minutes, he agreed. This man’s story was very similar to the one I heard in the parking lot. “I can make more money fast and I don’t have to answer to anyone except myself. I control the quality and I don’t have to wrestle with an insurance adjuster. I’m like the Uber taxi service— an alternative for people who don’t care if I’m licensed or certified—they just want a good job at a fair price and that’s what I give them.” So, I asked Patrick Dorais, the BAR Chief of California what we can do as consumers to prevent these types of businesses from flourishing, without licenses or the proper insurance.
“This issue is something we continue to address, but we can’t do it alone,” Dorais said. “We encourage any shop or any consumer that suspects unlicensed activity to contact their local BAR field office and report their concerns so we can investigate these issues. BAR utilizes two enforcement paths for unregistered shops, Dorais explained. “First, regulations for issuing citations took effect in October 2011, and BAR regularly issues citations to unlicensed facilities under this authority. Second, BAR continuously fosters relationships with district attorneys throughout the state in an effort to create support for criminal and civil filings against unlicensed facilities. In addition, BAR is exploring an industry suggestion to require regulations that providers of automotive repair services publish their registration numbering in all advertising. This will further enhance BAR’s ability to identify those who are engaged in unlicensed activity.”
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ASA Board of Directors Installed During Annual Business Meeting The Automotive Service Association (ASA) held its annual business meeting April 21 at the Westin Crystal City Hotel in Arlington, VA. The week kicked off April 20 with a welcome reception sponsored by Feder-
“I am very excited about where ASA is going. We’re in the midst of reorganizing our business model, and we are building up our industry relationships and want to get more members involved in the association,” said Seyfer, whose father, Don Seyfer, served as chairman of ASA from 1996-1997. Following the board and committee meetings, attendees enjoyed a private tour of George Washington’s home, Mount Vernon. At the conclusion of the tour, the group shared dinner and honored outgoing ASA Chairman Darrell AmberAttendees of ASA’s recent annual meeting in Washington, son, AAM, for his service to D.C., enjoyed a private tour of George Washington’s ASA. home, Mount Vernon Dan Risley, ASA Presiated Insurance. On April 21, there dent/Executive Director said, “With were association meetings in the more than 40 years of experience in morning, including a closed board of the collision industry, Darrell brought directors meeting and an affiliate di- valuable insight to the leadership of rectors meeting, followed by a lunch- ASA during his two years as chaireon. In the afternoon, ASA members man. We remain profoundly grateful attended an open board meeting, fol- for his contributions to ASA, as well lowed by the swearing in of a new as the automotive industry in its enchairman and other board members. tirety. We wish him all the best in his Donny Seyfer, AAM, Seyfer next endeavor.” Automotive, Wheat Ridge, CO, is The Automotive Service AssociASA’s new chairman. ation’s new board of directors began
their term at the close of the annual business meeting. Serving two-year terms on the board are Seyfer; Darrell
ASA’s new board of directors, who were installed at ASA’s recent Annual Board Meeting in the Washington, D.C., area. Front row, from left to right: Bill Moss, AAM, secretary /treasurer; Donny Seyfer, AAM, chairman; Roy Schnepper, AAM, chairman-elect; Darrell Amberson, AAM, past chairman. Back row, from left to right: Ed Cushman, AAM, general director; Scott Benavidez, Collision Division director; and Bob Wills, AAM, Mechanical Division director
Amberson, AAM, LaMettry’s Collision Inc., Minneapolis, MN, as immediate past chairman; and Roy Schnepper, AAM, Butler’s Collision Inc., Roseville, MI, as chairman-elect. Bill Moss, AAM, EuroService Automotive, Warrenton, VA, a former general director, was nominated to serve a one-year term as secretary/treasurer.
Ed Cushman, AAM, C&H Foreign Auto Repair, Spokane, WA, was elected to serve a two-year term as general director. Moss’s move into the secretary/treasurer role leaves a general director vacancy that will be filled at a later date. Bob Wills, AAM, Wills Auto Service, Battle Creek, MI, begins the second year of his two-year term as Mechanical Division director; and Scott Benavidez was elected to a two-year term as Collision Division director. Risley also serves on the ASA board of directors in an ex-officio capacity. ASA’s next national event is the NACE | CARS 2015 expo and educational conference in Detroit, MI July 23-25, held in conjunction with several other industry events throughout the week. For more information, visit www.CARSevent.org and www.NACE expo.com. To learn more about ASA, visit www.ASAshop.org or call (817) 5142900.
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NABC Members Showcase Recycled Rides™ at Spring Industry Events National Auto Body Council (NABC) members showcased the organization’s signature Recycled Rides™ program at collision industry events across the country in April, highlighting the impact that reliable transportation provides for individuals struggling to rebuild their lives.
Rick Tuuri, Chair of NABC Recycled Rides, Leo Wasilewski of Gerber Collision-Douglasville and recipient Theresa Riggins
The April Recycled Rides events are among the 104 vehicles currently in progress or completed to date in 2015. “We have already hit the 50% mark of last year’s total Recycled Rides and thanks to our members, are well on the way to surpass the number of vehicles donated last year,” said Rick Tuuri of AudaExplore, a Solera Company and the Chair of NABC’s Recycled Rides program. The NABC’s Recycled Rides program brings together collision industry members to repair and donate vehicles to
individuals and service organizations in need. Insurance carriers, rental car companies, and salvage yards donate vehicles, which are then repaired as a volunteer effort by collision repair shops. Manufacturers and suppliers contribute to the effort by donating parts and materials. Highlights of the NABC’s Recycled Rides events in April include: ● Collision Industry Conference in Atlanta where Gerber Collision and GEICO teamed up to donate a 2009 Honda Accord to a single grandmother, raising two young granddaughters. She had lost her job, her home and up until recently, was living in a Family Promise shelter. LKQ Corporation also donated parts and materials. ● Automechanika in Chicago where two Recycled Rides vehicles were donated to help give women a second chance to
Recipient Caress Pouncy is all smiles in her new Recycled Rides vehicle donated by CARSTAR of Mundelein, Illinois and Allstate Insurance
jumpstart their lives. A young woman who fell into trouble with school and the law as a teenager after the death of her parents, was selected as recipient for a 2010 Nissan Altima donated and repaired by CARSTAR of Mundelein, Illinois and Allstate Insurance. With the support of the Women With Drive Foundation, which nominated her for the Recycled Rides program, she recently completed training to be a welder, joined a union and has a new job with a local construction company. A second vehicle was donated at Automechanika to the nonprofit group Another Chance Outreach Center, based in Gary, Indiana, which provides support services and programs to veteran, battered, and ex-offender women. The refurbished 2006 Toyota Prius, donated and repaired by 1-Collision Schererville in Indiana and State Farm Insurance, will help the organization provide transportation to participants in the residency program as they transition back into independent living. ● The PPG Automotive Refinish Spring MVP Conference in Palm Desert, CA was the setting for a fourth NABC Recycled Rides presentation in April. Allstate Insurance and Ben Clymer’s The Body Shop teamed up to donate a 2009 Toyota Camry to a Coachella Valley single mother and her young children. PPG
Automotive Refinish donated paint and materials. Vehicle titling and registration services were also donated by 1-800 Charity Cars for these events as well as many other Recycled Rides nationwide.
Participants in the Recycled Rides presentation – Ben Clymer, Jr., recipient Rosa Magana, Palm Desert Mayor Susan Weber, Bobbie Neff of Community Connect, Domenic Brusco of PPG Industries, and Rick Tuuri of AudaExplore, a Solera Company
“Recycled Rides is a life-changing experience not just for the recipient but for everyone who participated and contributed to these vehicle donations,” said Chuck Sulkala, Executive Director of the NABC. “We are very proud that through our Recycled Rides program, members of the National Auto Body Council demonstrate the professionalism and integrity of the collision industry by providing many struggling families with the keys they need to help improve their quality of life.”
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 47
New GM Silverado Engineered for Better Serviceability During Collision Repair by Stacey Phillips, Assistant Editor
When General Motors initiated the redesign of the Chevy Silverado 1500 full-size pickup truck several years ago, an important aspect of the project was to incorporate features to reduce the time, cost and complexity during the collision repair process. “When we design trucks, we don’t only consider what features our consumers demand from a full size-truck,” said Mark Szlachta, Advanced Service Design Engineer for General Motors. “We also approach the process
that one of his primary goals as a service engineer was to look at the project from a body repair perspective. “I’m looking at the vehicle from the perspective not how it’s going to look when it’s done, or how it’s going to be built, but how it will fare in the event of a crash. How we are going to take it apart, how we’re going to put it together and try to make sure that at the very least we don’t lose any serviceability,” said Szlachta, who has a background in collision repair. “In fact, our job is to always improve serviceability.” Szlachta said a full-size pickup
Tom Wilkinson, communications manager for Chevy Trucks, said, “The other thing that continually evolves are safety standards and crash testing, such as new roof crush standards and new offset front impact standards. We have
The 2015 Chevrolet Silverado truck
to do a lot of re-engineering to make sure that you’re doing well in those tests.” The new Silverado is constructed using significant amounts of highstrength steel, particularly in the frame and cab structure. He said this makes the truck stronger and more rigid for improved safety, ride and vibration control, and helps reduce mass for improved fuel economy. When Autobody News asked
Wilkinson if there were any plans to change the Silverado’s body components to aluminum during this midcycle update, he said there are no plans to do so. “We already use aluminum hoods on full-size and mid-size trucks,” said Wilkinson. “Given the ongoing wave of new, refreshed and redesigned vehicles being introduced each year, it’s more important than ever that automakers focus on design for affordable reparability,” said John Van Alstyne, President and CEO of I-CAR, the Inter-Industry Conference on Auto Collision Repair. “Understanding and adapting to the issues and opportunities associated with advanced materials and technologies is not only a key consideration in the early stages of the design and engineering process, but the impact on repair must also be considered upfront to ensure complete, safe and quality, and affordable repairs throughout a vehicle’s total lifecycle.” The 2015 Silverado is currently being sold by Chevrolet. For more information, visit Chevrolet.com
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Engineers incorporated several features into the new Chevrolet Silverado’s body structure in order to help reduce the time, complexity, and cost involved with body repair
with our technician hat on, ensuring we engineer a truck that is straightforward and cost-effective to repair.” When Autobody News asked Szlachta the various requirements that went in to redesigning the truck, he said
truck is typically re-engineered every five to seven years. “The reason why we change is because technology changes,” he said. These new technologies help make the truck quieter, stronger, lighter and more fuel efficient.
Continued from Page 42
tion and preparedness. defendme™ Personal Alarm: This self-defense tool allows the user to sound a 120db siren when threatened by anyone and can be carried easily on a keychain, backpack, etc. If you’re interested in purchasing resqme devices with your shop’s name on them, you can find out more about this amazing life-saving device, go to: www.resqme.com. If you can help to save just one person’s life with this device, why not?
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Midwest Associations
IABA’s April Chapter Meetings Focus on Estimating Accuracy with Chasidy Rae Sisk
Over the course of three days in April, the Indiana Auto Body Association (IABA) held five chapter meetings that focused on estimating accuracy. Be-
cause the technology used on modern vehicles changes constantly, shop owners’ responsibilities and liabilities also increase regularly. In order to ensure
members are aware of the procedures necessary to properly repair a vehicle and that they also know which procedures to include on their blueprint and final bill, IABA held five VLIVE TRAINING sessions with Mike Anderson, famed industry speaker from CollisionAdvice.com. Tony Passwater, Director of IABA, stated, “Our new VLIVE format worked very well, and the information provided was very educational.” The New Albany chapter held their quarterly luncheon meeting on April 14 at Tuckers, and that evening, the Bloomington chapter met for dinner at Crazy Horse Food and Drink Emporium. The Merrillville and Fort Wayne chapters both met on Wednesday, April 15, and the Indianapolis chapter met on April 16 at a new venue, Rick’s Boatyard and Café, where they plan to hold their August meeting because “it was a very good place to hold the meeting,” Passwater said.
Longtime I-CAR Executive Jeff Peevy to Lead Automotive Management Institute
I-CAR announced on April 27 that Jeff Peevy, Senior Director Segment Development – Collision Repair & Field Operations, has been recruited to lead the Automotive Management Institute (AMI) as its next presiJeff Peevy dent. His last day with I-CAR was May 15. The opening created by Peevy’s departure is not expected to be immediately filled. Peevy has been associated with I-CAR for nearly 25 years. He joined the organization in 1990 as a committee member, served as an instructor and rose to become a top regional manager, leading the South Central Region for six years. In 2006, Peevy was promoted to National Field Operations Manager and then joined I-CAR’s leadership team in Hoffman Estates to head Field Operations in 2007, later becoming senior director, managing both Field Operations and the newly formed Collision Repair Segment
team since 2012. “The I-CAR ecosystem will miss Jeff, and at the same time, we also are thrilled that he is taking on a new challenge that will also serve the interests of our industry,” said ICAR CEO and President John Van Alstyne. “While Jeff has played a key role helping drive positive change at I-CAR over the past several years, this commitment transcends Jeff—customer focused continuous improvement is now part of our DNA at I-CAR. We wish Jeff well and look forward to exploring possible synergies with AMI that will benefit the collision repair industry, especially in new curriculums such as our new Production Management Role, which will be launching later this year.”
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Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
Each meeting commenced with updates on current events that may impact members’ businesses. IABA next addressed association news and
The Indianapolis chapter loved their new venue, Rick’s Boatyard and Cafe
programs. The VLIVE presentation followed; VLIVE TRAINING is a new format designed to provide the best speakers and information for IABA meetings through the association’s virtually live interactive format. VLIVE debuted at IABA’s February meetings with a special message from John Arthur Eaves Jr., as well as
glimpse of new technology, the Catalytic Cold Gas Curing System. Passwater shared, “In our April meetings, we had Mike Anderson, Danny Panduro and Tim Briggs provide insights on getting to 100% estimating/blueprinting accuracy. We also had some new technology from Collision Diagnostics Services and the Astech Unit. Our new VLIVE format really has allowed us to add very educational content to our meetings from the top presenters in our industry.” IABA PO Box 532364 Indianapolis, IN 46253 317-290-0611 www.iaba.info
www.autobodynews.com
New Chief Fume Extractor Protects Body Shop Technicians from Weld Fume Particulates
On April 24, Chief Automotive Technologies introduced a heavy-duty weld fume extractor. The new fume extractor collects weld fumes at their source. The fume extractor is part of Chief’s product line expansion into “fusion” products. The fusion group includes a new rivet gun as well as a full line of spot and MIG/MAG welders that had previously been marketed under the Elektron brand. “Welding and brazing produce toxic fumes that can be harmful to the technician operating the welder or those working nearby,” said Bob Holland, Director The Chief FE7 Fume of Collision in Extractor helps North and South protect body shop America for Chief technicians from parent company weld fume particle Vehicle Service Group (VSG). “Continued exposure can lead to illness, lost time and worker’s compensation claims. Some facilities utilize overhead vacuum systems to clean the air, but the new Chief fume extractor offers superior protection by capturing weld fumes before they reach the
technician’s breathing zone.” The Chief fume extractor uses an electric motor to draw weld fumes through a cylindrical arm that leads to a large ProTura® Nanofiber cartridge. The filter offers a MERV 15 efficiency rating. MERV (Minimum Efficiency Reporting Value) ratings vary from 1 to 16, with higher ratings indicating greater efficiency in trapping airborne particles. The filters in the Chief fume extractor provide the ultimate combination of high efficiency, low operating costs and longer filter life. A built-in pressure gauge on the fume extractor shows when the filter should be replaced, and the machine’s “Quick Seal” door release provides fast filter removal and maintenance with no tools required. While traditional fume extractor arms are made of plastic tubing, the Chief fume extractor’s arm is manufactured of powder-coated aluminum with cast aluminum joints. The sevenfoot arm holds a bell-shaped extraction hood with an integrated 360-degree handle, and an ember catcher prevents hot particles from reaching the filter. To learn more, visit www.chief automotive.com/OnOurLines/ or call (800) 445-9262.
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Continued from Cover
MI No Fault
been confined to wheelchairs after crippling motor vehicle accidents, came out to Lansing to protest. “It seems that every 20 years or so, the auto insurance industry aligns with misguided political leadership to reignite the battle field,” Oakland County Executive L. Brooks Patterson said during a committee hearing, reported the Detroit Free Press. “I fail to see any positive benefit from the destruction of the best auto insurance program that serves the recovery needs of the catastrophically injured.” Patterson was critically injured in a car accident in 2012. This time around, lawmakers have made an effort to compromise. All costs associated with catastrophic injuries, including lifetime benefits, will remain intact. Also, a new fund will be enacted to cover care costs over $535,000. As of now, the fund covers costs over $530,000 according to the Michigan Catastrophic Claims Association website. However, that doesn’t change the fact that the reformed plan: ■ caps the price that medical providers
can charge for certain services ■ limits the amount of money that caregivers can charge to provide home health care help for the most critically injured people Because victims with brain damage make up nearly half of the 36,685 claims to the MCCA, medical providers believe a blanket approach to compensating health care providers would put the industry in a bind. According to their homepage, the MCCA is a “non-profit association whose mission is to protect the financial integrity of Michigan’s auto insurance industry by providing an effective reinsurance mechanism for Personal Injury Protection (PIP) benefits.” “If these fee schedules are put in place, we would be committing malpractice,” Joseph Richert of Special Tree Rehabilitation Services of Romulus said during a committee hearing, reported the Detroit Free Press. “There is no way we could meet the needs of the people with brain and spinal cord injuries.” The current assessment price for each vehicle is $186, but is expected to go down to $150 later this year. Next on the agenda would be to phase out MCCA, and replace the association with a seven-person gover-
nor-appointed commission. Unlike the MCCA, the commission would be subject to the Open Meetings laws and the Freedom of Information Act. In mid-April, the bill passed out of the Senate 21–17 with only one hearing. The House, however, sat through a total of seven hours of hearings from the insurance industry, health care providers, patients and consumers, leading to the approval of a substitute on a 9–6 vote that included some major changes from the Senate version of the bill. The Detroit Free Press reported these modifications as: ■ A set fee schedule—150% of rates charged for Medicare—that health care providers could charge for services to critically injured people. The Senate version didn’t have a set fee schedule. ■ Rates for home health care providers would be capped at $15 per hour for family members unless they were trained health care professionals. The amount could go up if more specialized care is needed. ■ Unlike the Senate plan, the House version mandates that insurance companies reduce auto insurance rates by $100 per vehicle for two years.
Continued from Page 30
Automotive Art
several programs to assist shops in setting up Automotive Art in their shop and in training their staff, and we will identify a jobber in their region that can supply their needs. Since our system is a user-friendly, solvent basecoat system and we offer superb colour tools to get the right colour match, the conversion is quick. A shop can be up and running with our new system in only a couple days.” So why would you consider switching to Automotive Art’s line? According to Camacho, “Our brand delivers colour matching solutions that rivals those of the big A-brands, while delivering outstanding refinish results, saving our customers money, AND making them more competitive; surely this promise is one worth looking into?” Automotive Art 1361 NW 155th Drive Miami, FL 33169 888-815-2278 www.automotiveartpaints.com
AAAS Education Foundation Announces 2015 Scholarship Winners by Chasidy Rae Sisk
Since 2005, the AAAS Education Foundation’s (AAASEF) Scholarship Program has provided deserving students with financial assistance. These scholarships are available annually thanks to the generosity of AAAS members and friends as well as the dedication of AAAS’s volunteers. Priority is given to association members, their employees and their family members who are pursuing a post-secondary education. Last month, AAASEF Chairman Clyde Darville of 3-D Service in Tampa, FL proudly announced the winners of the 2015 AAASEF scholarships for the 2015-16 academic year. To receive an AAASEF scholarship, students must be sponsored by an association member. This year’s scholarship recipients are: Kyle Beasley of Honoraville AL; Lauren Lewis of Greenville AL;Patrick Rumore of Birmingham, AL; Cole Turner of Wetumpka, AL; and Alex Ward of Bainbridge, GA. AAASEF also awarded six memorial scholarships which are endowed by AAAS members, family and friends. This year, Justin Lee of Union Grove, AL and Whitney Nabors of Boaz, AL
received the Stan Waits Memorial Scholarship, while the Gertrude Ellis Memorial Scholarship was awarded to Daniel Ellard of Mobile, AL and Olivia Kempwerth of Birmingham, AL. Rachel Berbert of Marianna, FL was awarded the Dick Bell Memorial Scholarship, and the recipient of the Al Hines Memorial Scholarship was Luke Liles of Tallahassee FL. AASEF also reserves scholarship funds for association members and their employees who wish to further their education or enhance their skills through trade schools, junior colleges or OEMsponsored clinics. Because AAAS collaborates with the Global Automotive Aftermarket Symposium (GAAS) Scholarship Committee, students can be considered for the AAASEF and GAAS scholarships as well as other industry awards by completing one online application at automotivescholarships.com/ AAAS. Those interested in supporting the AAAS Education Foundation can make a tax-deductible donation to AAAS using the contribution forms under the Education tab at www.aaas.us. Donations can be mailed to AAAS Edcuation Foundation, 11245 Chantilly Parkway Court, Montgomery, AL 36117.
52 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
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Continued from Cover
New MDL Developments
steering and retaliatory practices of those body shops that we represent.” He said that any shop owner or employee that has proof or evidence he or she would like to share can be added to this injunction, whether or not Eaves Law Firm is representing them. “We still want all we can get to make this a clear case to truly show the judge at the next phase what the shops are enduring,” said Eaves. Originally filed in February 2014, the antitrust suits were consolidated in August and now more than 500 auto body shops in 36 states are part of the
multi-district litigation. Earlier this year, Judge Gregory Presnell had dismissed a large portion of the federal lawsuits without prejudice, meaning they can be re-filed. This was followed by a dismissal of cases in Louisiana, Tennessee and Utah in April. Eaves is currently rewriting the lawsuits to include more specific information from the shops. Another recent development occurred in April when defendant Old Republic Insurance Company moved for entry of sanctions, including an award of attorneys’ fees and expenses against the plaintiffs for “…asserting frivolous claims unsupported by existing law and lacking in evidentiary
support and for engaging in vexatious litigation for the improper purpose of harassing Old Republic and needlessly increasing the cost of litigation,” according to court documents. In response, the plaintiffs stated that the “Defendants Motion for Sanctions is without legal or factual merit. It is effectively a regurgitation of arguments previously made and already ruled upon by the Court. The Motion fails to put forward any facts or authority to establish the allegations against Defendant are frivolous. Denied by Defendant? Yes. Frivolous? No.” The plaintiffs went on to request that the Motion for Sanctions be denied. Regarding Old Republic’s Mo-
agnostic platform for insurance telematics,” said Marc Fredman, Senior Vice President of Corporate Strategy & Development, CCC. “DriveFactor’s technology provides superior flexibility and data quality for underwriting and marketing, and by integrating telematics data into existing claims operations carriers will have the first full-service solution to satisfy their policyholders and improve efficiency. We’re excited to welcome the DriveFactor team to the CCC family and look forward to working together to bring sustained innovation to customers.”
McKay said, “Telematics is rapidly evolving and holds enormous potential for carriers to increase consumer engagement, strengthen loss ratios, and improve claims performance. To realize the promise of telematics and stay ahead of the curve, carriers will need to access an array of technologies–from OEM systems to device and service providers. A full-service, open platform delivers choice and scale to carriers as their needs in telematics grow and change. I’m excited by the data, expertise, and network
CCC Information Services Buys DriveFactor Inc.
CCC Information Services Inc. (CCC) acquired DriveFactor Inc., a provider of a technology platform for insurance telematics. CCC, an SaaS technology provider to the U.S. auto insurance industry, said it will strengthen and extend DriveFactor’s technology to create the first full-service, open telematics platform for auto insurance. “Steve McKay is an insurance veteran and telematics visionary. He, Mac Fraser, and the rest of the DriveFactor team have been pioneers in delivering a proven, device-
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tion for Sanctions, Eaves said “We don’t believe there is any merit. We have a good cause, and a good case and that is a standard defense attorney tactic that’s used. I think you’ll see pretty soon that the judge will not honor that request.” Old Republic is represented by Fox Rothschild LLP and lawyers for the insurance company did not respond for comment. No decision had been made by Judge Presnell as of press time. The next regularly scheduled hearing for the multi-district lawsuit is Friday, June 5. Anyone with information that would like to share with Eaves Law Firm, should contact steve@eaveslaw .com
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WIN 2015 Educational Conference Addresses Wide-Ranging Industry Issues by Chasidy Rae Sisk, stories and photos
On May 4–6, the Women’s Industry Network (WIN) held their 2015 Educational Conference, “Connect to Cultivate,” in Washington, DC. The social unrest and riots led to a last-minute change of venue from Baltimore to
Susanna Gotsch (l) receiving the Cornerstone Award from WIN Chair Denise Casperson. Gotsch also presented a data-driven analysis of the economy, industry and insurance markets
Washington, but WIN’s Conference Committee was able to change the venue with just three days’ notice. It was clearly successfully executed as the 2015 WIN Conference boasted the highest attendance to date with 191 participants.
As a first time attendee I was impressed with the welcoming nature of this group and especially their positivity. They made me feel like a part of this amazing industry more thoroughly than ever before. The first day’s presentations “Change Makes Me Happy... Or Is It the Other Way Around?” by Paul Gange and Jeff Peevy’s “The Sustainable Competitive Advantage” were praised as extremely interesting and informative. On Tuesday morning, WIN members started early in support of WIN’s Scholarship Industry Walk with Renee Ricciotti as event emcee and BASF as sponsor. Professional headshots were taken during the breaks as a service to members. Mike Anderson of CollisionAdvice.com presented “Choosing Your Destiny,” sponsored by Enterprise. Susanna Gotsch of CCC Information Services Inc. then presented “Smart Connections: What the Future Holds for Our Industry.” Acknowleging the general recovery of the US economy bolstered by an average of 246,000 jobs added monthly in 2014. Even though miles driven dipped during the recession, 88.7% of employed individuals still commute to work in a privately owned vehicle. More driving results in more accidents. Gotsch touched on the likely pos-
Mike Anderson Says “Choose Your Destiny” at WIN
CollisionAdvice.com’s Mike Anderson was the keynote speaker at WIN 2015. Anderson energetically hopped onstage to begin a highly entertaining, interactive presentation filled with personal anecdotes ranging from uproariously comical to tearfully touching. Attendees shouted, danced and sang at various points during Choosing Your Destiny: The Three C’s of Life. Choices. Chances. Changes. Throughout his presentation, Anderson interwove anecdotes about his challenges having Tourette syndrome.
Anderson talked about how he joined his father’s collision repair shop after returning home from the military. After taking the shop over, he abided by the philosophy “you don’t steal fish
from someone else’s pond.” Instead of recruiting employees from other shops, Anderson found people from overseas through an AIPT program, and he also invested heavily in Skills USA and in women as he looked to the industry’s future. Anderson was well-known for his skill in estimatics and DuPont Performance Coatings (now Axalta) enlisted his aid to teach classes, launching his career in consulting. Anderson sold his shops and founded CollisionAdvice.com, an on-site consulting firm for shops. He also facilitates 20 groups in the US and Canada, so he spends much of his time traveling and speaking on industry issues. “I’m not married and I don’t have kids; I decided this industry would be my legacy.” This legacy includes providing opportunities for the next generation through Skills USA as well as by promoting opportunities for women. Anderson said, “A big problem in this industry is a lack of trust. We spend a lot of money on checks and balances, but in order to put this industry back in good standing, we need to regain trust.” Anderson praised WIN’s effort to encourage, develop and cultivate opportunities to attract women to the collision repair industry. On behalf of CollisionAdvice.com, he donated $1000 to
54 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
sibility of a shortage of qualified repair technicians and the introduction of autonomous vehicles. In terms of accident frequency trending, she predicts slow but steady shifts. Gotsch also pointed how insurance has changed in the last 10 years: how it’s written, marketed, sold and priced has all changed. Auto claim severity trending is up about 3% per year, while claim frequency has also risen by 3.5% annually. Gotsch credits this to the increased frequency of storms that leads to the necessity for repairs. Gotsch examined increases in auto sales and the impact of regulatory changes on the repair process. Over 90% of new vehicles sold in 2014 contained at least one part constructed with lightweight material, just one fact leading to increases in vehicle complexity. A lot more happens with these cars when they’re in the shops in terms of technological advances in safety features and programming. She noted, “The auto segment is dealing with the transition from a primarily mechanical-based industry to a software-based industry.” Gotsch predicted, “While collision avoidance is ultimately a good thing, it will force shops to adapt to the new market to stay afloat. The market will see fewer but more expensive repairs.”
New vehicle sales have returned to pre-recession levels, Gotsch stated, and the average age of repairable vehicles has increased and is now reaching a plateau; however, there is no foreseeable plateau in the average age of total loss vehicles. Average repair costs have risen over the past four quarters, and due to OEM price-matching programs, OEM parts are seeing increased utilization. Meanwhile, labor rates have increased moderately, as vehicle scrap rates have fallen. In closing, Gotsch noted that we are living in a “100-year-old ecosystem that’s screaming for change and technology. There’s potential for continued change, but we need to be able to adapt. There are a lot of changing features and changes in the marketplace, but the marketplace is healthy and growing.” The Annual Membership Meeting, led by WIN Chair Denise Caspersen reminded attendees that the organization’s mission is to provide education, offer networking opportunities and to recognize leaders. She introduced WIN’s 2015 Strategic Initiatives, which include growing the WIN network and building the organizational capacity necessary to better serve their growing network. Next, Caspersen introduced WIN’s Board members for 2015-16. WIN’s Executive Committee for 2015–16 will in-
WIN’s Scholarship Industry Walk. He employs four women full-time whereas his two part-time employees are both male. When he owned a shop, he did not participate in DRPs, but as a consultant, “I found that there are quality DRP shops and non-DRP shops that perform poor quality repairs; I’ve also met ethical insurance people who want to do the right thing. I realized that I was wrong because I was judgmental. The first step to Choosing Your Destiny is to own your stuff, be transparent and admit when you’re wrong. WIN encourages positive dialogue, but you have to choose to be positive every day.” Anderson believes that most people in life settle for less because they’re scared of change. “People often think they’re not worthy, but life is too short. You have a right to have your needs met. Too many people look at change in terms of cost instead of gain, but most people only use 10 percent of their potential, which means they’re leaving 90 percent on the table!” Anderson believes it’s time to gather statistics on women in various fields, and he challenges I-CAR to undertake the initiative. He insists that men and women have the same capabilities. “It may not be the easiest path, but you can accomplish anything with
determination; it’s not the strongest opponent who wins but the one with the strongest will.” Anderson encouraged attendees to get out of their comfort zones. “Don’t worry about what others think. Worry about your character, not your reputation. Your character is who you are, and your reputation is who others think you are. If you’re trying to pretend that something else is holding you back, stop it!” Recalling his fear to ask girls to dance at school events in his youth, Anderson admitted that fear was the only thing holding him back, and he urged the audience to let go of that fear because “the fear is worse than what really happens. You can’t innovate from within your comfort zone—the magic happens when you step outside of your comfort zone.” “Ignore critics. Most people take themselves out of the game before even trying because they listen to their negative internal dialogue, which prevents them from seeing the opportunities in front of them. The only thing standing between you and your goal is the story you keep telling yourself as to why you can’t achieve it,” Anderson admonished. “Quit telling yourself you’re not worthy because you ARE!”
See WIN, Page 56
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Continued from Page 54
WIN
clude Denise Caspersen as Chair, Petra Schroeder as Vice Chair and Melissa Miller as Administrative Vice Chair. Beverly Rook-Twibell will serve as Treasurer with Jessica Rob acting as Secretary. Margaret Knell is WIN’s Immediate Past Chair. WIN’s Cornerstone Award is designed to recognize the efforts of a member whose actions and unique contributions demonstrate her commitment to the WIN mission and vision and who also sets an example for others. This year’s winner was Susanna Gotsch, a popular choice. Ruth Weniger of Powerful Business Strategies LLC then led an exercise on the Value of WIN. Weniger asked attendees to share the value they get from WIN. One attendee noted, “This is where I come to get my inspiration.” Caspersen asked WIN members to consider joining the association’s committees. 357 members have been added so far this year, compared to 371 at the end of 2014. Updates were provided by the Marketing and Communications, Scholarship, Sponsorship, Governance, Nominating, MIW and Industry Outreach Committees. Attendees then proceeded to two of
three 30-minute sessions. The first option was “Feedback: Giving and Receiving” by Marianne Godwin and Mary Yama of Mitchell International. Noting that most people are terrified of feedback because it’s rarely good, Godwin stated, but, “Feedback is a gift. If it’s given in the right manner, something can happen.” Giving quality feedback includes behavior and its impact. Next, perspective, and then a suggestion or request. After demonstrating, Yama and Godwin asked attendees to practice in pairs.
Chair Denise Capersen introducing WIN’s 2015-16 Board to Conference attendees
“Reality Marketing” with Cheryl Senko of PPG Industries reviewed the general small business environment and your customer’s perspectives, opinions, challenges and pains. Defining your ideal customer and considering solutions to the inconvenience, loss of vehicle value and use, and unexpected expenses. Reality Marketing develops compelling “headlines” to address the customer’s discomfort and your solutions to create an emotional
WIN Congratulates 2015 MIW Honorees, Scholarship Recipients at Educational Conference
On Tuesday, May 6, WIN ended their day of educational training with a Gala Dinner and Award Ceremony in recognition of their 2015 Most Influential Women (MIW) honorees and 2015 scholarship recipients. After dinner, where photos of past and present MIW honorees were prominently displayed, WIN members and guests gathered to toast WIN as association Chair Denise Caspersen emphasized the importance of recognizing women in the industry. Beverly Rook-Twibell and Petra Schroeder, Scholarship Committee Co-Chairs, then recognized WIN’s 2015 scholarship recipients. Jasmine Herrera from Main East High School received the scholarship for a second-
2015 scholarship recipients. (l to r) Shelby Woods, Faith Schoovaerts, Leni Casares, Claudia Felici, Corina Rutland
connection. Building on the description of the ideal customer, headlines capture the essence of what you can do for your customer by featuring what makes your business remarkable. The third breakout session was “Bridging Silos: Using Marketing Concepts to Attract, Retain and Grow Talent” with Sandra Herron of MiddlEdge, Inc. A WIN member survey of the most pressing issues identified: 1) aging workforce and a lack of younger, trained employees; 2) finding skilled, trained technicians and
ary school. Also absent from the event were post-secondary scholarship re-
reinforcing a pride in their craft; 3) employee involvement; and 4) retaining quality employees. Herron believes applying marketing tools to HR challenges is logical because employee behavior mimics consumer behavior and customer satisfaction is closely correlated to employee satisfaction. Good marketing begins with good research. Listening to the workforce also allows for decision-making based on
facts, rather than intuition and feelings. Herron explained segmentation which is the art and science of grouping customers with similar needs and preferences, as well as targeting, the process of identifying niches with specific, actionable needs and preferences. Positioning is the process of branding the organization in the mind of the target market. Herron explained how marketing people use the “marketing mix” to build capabilities for delivering on the customer promise, and this consists of produce, price, placing and promotion. Because marketing people know that both markets and consumer expectations change, they stay on top of trends. Likewise, when it comes to collision repair industry businesses interested in attracting and retaining quality employees, it’s important to heed relevant trends, such as learning opportunities, salary data and competitor benefits. WIN held their Gala Dinner and Most Influential Women Award ceremony on the last evening. On Wednesday morning, Sean Carey of SGC Management Consultants Inc. presented Connected Cars/Connected Claims followed by Ruth Weniger’s Time Management ‘There’s No Such Thing.’ As the 2015 WIN Educational Conference concluded, all in attendance seemed in agreement that the event was successful, informative and inspirational.
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MIW winners with event announcers. (l to r) Marcy Tieger, Cheryl Boswell, Lisa Siembab, Ruth Weniger, Lauren Fix, Susanna Gotsch, Denise Caspersen
cipients Kayla Adams of TN College of Applied Technology and Maria Carmen Mendez from Universal Technical Institute. Post-secondary scholarship winners were: Shelby Woods from Southwestern IA Community College, Faith Schoovaerts of Washburn Tech, Lake Technical Center’s Leni Casares, Claudia Felici of TX State Technical College, and Corina Rutland from Moultrie Technical College. WIN Sponsorship Chair Susanna Gotsch and Marcy Tieger reSee MIW Honorees, Next Page
56 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
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MIW Honorees
minded everyone that MIW began in 1999 under Akzo-Nobel. Emphasizing the importance of networking, Gotsch admitted that women generally aren’t as effective at this as men, “but MIWs don’t have that problem. Effective leaders engage with each other in a way that inspires ideas.” The first 2015 MIW recognized was Cheryl Boswell of DCR Systems LLC. She recognized her father as her inspiration. Lauren Fix, the Car Coach, was honored next, and she urged attendees to “Remember: nothing can stop you but yourself.” Lisa Siembab of CARSTAR and Executive Director of ASA-CT said, “there are no shortcuts to anyplace worth going.” Ruth Weniger said she wanted to be “someone who is leaving something good behind.” Caspersen again thanked attendees as the evening resumed with cocktails and socializing. WIN’s 2015 MIW awards were sponsored by ABRA Auto Body and Glass, AkzoNobel, AllState, AudaExplore, Enterprise, Nationwide, CCC Information Services, Mitchell, OEM Collision Repair Roundtable, PPG, Safelite Solutions, SCA Appraisal Company, and Valspar Automotive. WIN also acknowleged its re-
turning board members include: ● Amy Nuttall, USAA ● Beverly Rook-Twibell, Safelite Solutions ● Denise Caspersen, National Autobody Parts Warehouse ● Jaclyn Byers, Estimatics Team Manager, State Farm Insurance Co. ● Jessica Rob, Business Service Development Specialist, Akzo Nobel Coatings, Inc. ● Katie Henwood, Axalta Coatings Systems ● Margaret Knell, I-CAR ● Marie Peevy, Owner, Automotive Training Coordinators, LLC. ● Melissa Miller, CARSTAR Franchise Systems ● Michelle Sullivan, Akzo Nobel Coatings, Inc. ● Nina Pedraza-Zinna, Director of Field Operations, SCA Appraisal ● Petra Schroeder, Axalta Coatings Systems ● Shellie Andrews, Dana’s Collision ● Susanna Gotsch, CCC Information Services ● Terri Neely, Nagy’s Collision Centers ● Trish Gould, Controller/Human Resources, Keenan Auto Body New board members were introduced and officially welcomed: ● Cheryl Boswell, DCR Systems ● Yen Hoang, UYL Finishing
Car-O-Liner® Names New Technical Director
Record Revenue for CARSTAR in First Quarter of 2015 CARSTAR has announced that it finished the first quarter of 2015 with revenue of $195.6 million, which puts it on track to outpace its performance in 2014. Last year, CARSTAR delivered North American revenue of $712 million, up nearly 10 percent from $649 million in 2013, a record for the company. It also ended the year with same store sales in North America that were up 11.3 percent over the previous year. CARSTAR saw a significant increase in insurance work during the first quarter of the year. In 2014, its insurance carrier volumes increased 11 percent over 2013, and it added 179 direct repair programs (DRPs) to its network, a trend continuing in 2015. “There are several factors driving our growth this quarter,” said David Byers, CARSTAR’s CEO. “We’ve seen increases in repair volumes from the top 25 insurance carriers, driven by CARSTAR’s EDGE Performance platform and continued KPI performance. We are seeing higher repair values as consumers continue to purchase new cars. And, weather has played a role, with heavy winter storms throughout the country.”
Car-O-Liner® hired David Scribner as its Technical Director. Scribner brings over 25 years of experience in product line management, product development, design patents and worldwide OEM homologations of automotive and heavy-duty truck service equipment. His extensive background comes from prior executive positions held within Snap-On Equipment, Bosch Diagnostics and Hunter Engineering Company. “His responsibilities as Technical Director will encompass broad areas related to leadership in our business growth and applied technologies to the automotive and commercial divisions within our subsidiary of the Car-O-Liner Company,” said Jeff Kern, President of Car-O-Liner, The Americas. “We are thrilled to have David join the team, helping to ensure our company’s expansion as we continue to serve our valued customers with technically correct, OEM-approved, total solutions,” Kern added. For more information about Car-O-Liner, visit www.car-o-liner .com.
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 57
Barn Finds in TX Estimated at $700,000 to be Auctioned at Indianapolis Motor Speedway June 12
A collection of rare cars stored inside a Texas barn is estimated to be worth nearly $700,000, reported the website inquisitr.com. A man identified only as ‘Jack’ originally purchased the vehicles in the
1960s. The cars remained untouched for 40 years despite the owner’s plans to eventually restore them. The vehicles include a 1908 REO Model G Boattail Roadster/Sedan Tonneau, a 1923 Milburn Electric Model
Motostalgia will be in charge of the June 12 rare car auction at the Indianapolis Motor Speedway
A collection of rare cars found inside a Texas barn is estimated to be worth nearly $700,000. Photo Credit: www.inquisitr.com
27L, a 1932 Cadillac 370B V-12 Victoria Convertible, a 1933 Cadillac Model 370C V-12 Town Coupe, 1937 Kozy Coach Travel Trailer, and a 1938 Cadillac Series 90 V-16 Fleetwood Limousine—which was originally owned by the Wrigley family. Examiner reports that the individual vehicles are worth between $45,000 and $350,000. The entire collection is estimated to be worth at least $700,000, according to Motostalgia auctions, which will manage the sale. NY Daily News reported that the most valuable of the cars is the 1932 Cadillac Victoria Convertible, which is actually a prototype. Jack’s prototype has a V-12, while the more recent prototype has a V-16. It is estimated to be worth $350,000.
Jack’s 1923 Milburn Electric is one of the last fully electric vehicles manufactured by the company. It is worth an estimated $125,000. The 1908 REO Model G, which is estimated to be worth $95,000, includes an interchangeable back seat and boattail. Jack’s 1933 Town Coupe is “one of only 952 built.” The vehicle, which still runs, is estimated to be worth $75,000. Jack was hesitant to part with his collection, but eventually admitted he doesn’t have the time or energy to restore the rare cars, and decided an auction would be the best decision. He will, however, keep two of the rare vehicles in the garage. The rest will be auctioned off at the Indianapolis Motor Speedway on June 12.
CA, TX, FL, MI, and OH are the Top Five States for Vehicle Thefts with Keys Left Inside
More and more drivers are making it easy for thieves by leaving keys inside their unlocked vehicles, according to a report in Insurance Journal. A new report by the National Insurance Crime Bureau (NICB) found an increasing number of thefts of vehicles with the keys left inside. For the years 2012 through 2014, at total of 126,603 vehicles were reported stolen with the keys left in the vehicle. While overall vehicle thefts are declining, vehicles stolen with keys left inside are trending in the opposite direction. As a percentage of overall thefts, 5.4 percent of vehicles stolen (39,345) in 2012 had their keys in them. That figure rose to 6 percent
(42,430) in 2013, and in 2014, it increased again to 6.7 percent (44,828). To show the significance of these numbers, if the 44,828 thefts were removed from 2014’s reported estimated total of 659,717, the thefts would fall to 614,889. The last time national vehicle thefts were that low was 1966. The top five states that posted the most vehicle thefts with keys during this reporting period were California (19,597), Texas (8,796), Florida (7,868), Michigan (7,726) and Ohio (7,452). The top five core-based statistical areas were Las Vegas-Henderson-Paradise, NV. (6,185); Detroit-WarrenDearborn, MI. (4,882); Atlanta-Sandy
Springs-Roswell, Ga. (3,234); Philadelphia-Camden-Wilmington, PA-NJ-DE-MD. (3,141) and New York-Newark-Jersey City (2,917). Looking at day-of-week data, Saturday saw the most thefts with keys (19,147) followed by Friday (18,719) and Monday (18,647). “Stealing a vehicle is very difficult with today’s anti-theft technology and leaving the keys in the vehicle is an open invitation for the opportunistic car thief,” said NICB President and CEO Joe Wehrle. Wehrle was not shocked by the numbers? “In fact, I’m sure the numbers are probably higher, because we are only able to determine the thefts
Takata Struggling to Meet Air Bag Repair Demands—Car Owners Waiting
Takata is having a hard time keeping up with demand for air bag replacement parts. Though the company has refused to expand previous recalls that focus only on hot and humid parts of the country, car manufacturers like Honda and Toyota have broadened their recalls to include other states, writes Eric T. Chaffin in the blog legalexaminer.com. That means millions of vehicles require new air bag inflators—those parts deemed defective by the National Highway Traffic Safety Association (NHTSA). According to a recent report in the Journal Sentinel, in Wisconsin, as in many cities throughout the country, car owners are being told that there are no parts available to complete repairs. Just a few weeks ago, the NHTSA reported that nearly 90 percent of vehicles with defective Takata air bags had not
yet been fixed. The administration considered taking additional, aggressive steps to speed up the process. The NHTSA has the authority to require more manufacturers to produce the air bag inflators, but has never used it. Honda—the automaker most affected by the recalls—assured the administration it had already made agreements with additional air bag suppliers like AutoLiv to bump up production. Still, it takes time to make the adjustments needed at the manufacturing level to produce the required volume of additional parts. In Wisconsin, Toyota is putting car owners’ names on a waiting list, to be notified when the parts become available. President of the Automotive Dealers Association of Mega Milwaukee noted that because Takata had such a majority of
58 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
the air bag market, they haven’t been able to keep up with demand. Still, he recommended that people get their name on the list rather than wait, to expedite repairs once the inflators arrive. Takata and many auto manufacturers have focused on repairing vehicles in more hot and humid areas of the country. Takata’s tests on the malfunctioning air bags seemed to reveal that hot weather and high absolute humidity, along with age, were factors increasing the risk that the air bags would explode upon deployment, sending shards of metal and plastic into the interior of the car and potentially seriously injuring and even killing occupants. That means people in Wisconsin and other cooler, dryer areas may be waiting six months to a year to get their vehicles fixed. This has left drivers con-
where the car was recovered with the keys inside, or where someone admitted they left the keys in the car or the ignition. Many times that is not admitted in the police report or the insurance claim,” he said. He said NICB also see cases where the owner gives up the car by leaving the keys in it to allow it to be stolen. “Anyone who does that is committing fraud,” he said. Leaving a vehicle running while running into a store or to warm it up before a chilly winter commute might make sense to an individual, but it creates a perfect moment for a car thief who looks for such an opportunity, NICB warns.
fused as to the best course of action. Some have considered shutting off their air bags, but that hasn’t been advised as air bags typically do save lives, and the recalls do not mean that every air bag will explode. For now, drivers are advised to turn passenger air bags off if there are no other passengers in the vehicle. Honda Takes Steps to Increase Repairs Despite the slow process of repairing the air bags, Honda has recently launched an ad campaign encouraging car owners to get their vehicles in for repairs, though the campaign has so far been limited to hot and humid areas. Honda has announced that those customers who cannot get their vehicles fixed will be offered “transportation alternatives,” which may include loaner or rental cars.
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Mitchell’s Q2 ITR Addresses Increase in Average Collision Repair Severity lifecycle the more opportunity the aftermarket has to replicate the part and the more potential salvages out there.” Horn said what he found interesting was that the midcycle for the Camry was surprisingly still high, around 80 percent OEM utilization. “The takeaway for shops is that it
robust new car sales, that lowers the value of the cars in off road today.” He In the latest edition of Mitchell’s Q2 Insaid there is a downward trend of the dustry Trends Report released in May, actual cash value of vehicles being apGreg Horn addressed the driving facpraised and repaired. tors behind rising collision repair costs. “When you start to see falling acHorn, Mitchell’s VP of Industry Relatual cash values and rising repair costs, tions, looked at the increase in average that means that we’re going to see repair severity in terms more cars being totaled of an estimate, parts, out,” said Horn. “Ris“Rising costs and lower values labor, paint and materiing costs and lower valals. ues equal more total equal more total losses” Horn’s feature artilosses.” cle, “What’s Driving the This can be attrib—Greg Horn, Mitchell’s VP of Industry Relations. Costs to Repair Today’s uted to more complex Top Selling Car,” examvehicles being built and ined four top-selling mid-size sedans in changes so quickly,” said Horn. “There added technology, which both add to the United States to find out if the design may be more alternative parts available the overall cost of the repair. lifespan of the vehicles affects parts uti- than there were the last time you reThe complete report is available lization and overall repair costs. paired that vehicle on the salvage side at www.mitchell.com/industry-trendsThe 2012 mid-size vehicles in- and on the aftermarket side. He said report. Mitchell will also host a wecluded a new Volkswagen Passat, a that by conducting a good diligent binar on June 2: Industry Trends Live. midcycle Toyota Camry, as well as a search of alternative parts, it could po- Horn will provide a deeper look into Ford Fusion and Chevy Malibu that tentially help shops repair more cars the trends, information and studies were both in the last years of their de- due to an increase in the parts supply. highlighted in this quarter's industry sign cycle. “We found that the vehicles The second quarter industry trends report. In addition, Horn will discuss that were the oldest had absolutely the report also included information about other current events of interest such as lowest use of new OEM parts,” said average length of rental, current events Google’s self-driving cars. “I think Horn. The new 2012 Passat had the in the collision repair industry and this industry is changing at a faster highest use of OEM parts and the highlighted new vehicle sales data. rate than I’ve seen changes in the 27 Camry had substantially more OEM “When you look at the big picture, we years I’ve been involved in it,” said utilization than both the Fusion and the process almost seven million estimates Horn. To sign up for the webinar, visit Malibu. “When it gets to the end of the a year,” said Horn. “When you look at go.mitchell.com/register. by Stacey Phillips, Assistant Editor
PPG Show Truck Gets a Bold New Look
PPG Automotive Refinish has repainted its popular show truck. The truck, a 75-foot 2016 Freightliner Cascadia tractor-trailer rig, now features a red, white and blue paint scheme reminiscent of the stars and stripes of the American flag. “The PPG show truck represents our company wherever it travels,” said Cristina Fronzaglia-Murray, Manager of Marketing Communications, PPG Automotive Refinish. “We
PPG’s 75-foot 2016 Freightliner Cascadia tractor-trailer show truck was recently repainted
wanted it to be an absolute showstopper, one that clearly displays what our products can do. We also wanted the paint scheme to recognize and celebrate the freedom we have in this country—from the ability to pick the cars we drive to the color and paint we choose for them.” Steve Breakfield and the team at Motorhead Racing and Design Co., Charlotte, N.C., came up with the design. Gerber Collision & Glass in
Grand Rapids, MI, was awarded the refinish project. Led by fleet operations manager Fred Honoré II and Chris Hansen, General Manager of the company’s Grand Rapids truck location, the crew stripped and sandblasted old paint off the trailer before using several premium PPG DELFLEET® Evolution products including F3995 Epoxy Primer, the FBC Basecoat System and F3921 2.1 VOC Clearcoat to achieve the bright, colorful finish. “We were privileged to be a part of this,” said Honoré. “To be chosen by PPG to paint its show truck, that’s a real honor. This is the kind of thing you tell your grandkids—that your work was respected enough by your paint supplier that they trusted us with a job as important as this. We loved painting this truck.” Veteran PPG driver Chad Hook will drive the truck, which has a brandnew cab tailored to his requirements, to major custom car and truck shows sponsored by the Goodguys Rod & Custom Association, the National Street Rod Association (NSRA) and other automotive enthusiast groups. For a schedule and more information about PPG Automotive Refinish products, call (800) 647-6050 or visit www.ppgrefinish.com.
60 JUNE 2015 AUTOBODY NEWS | www.autobodynews.com
Sherwin-Williams Partners with Toyota for Estimator Training
Toyota Motor Sales, U.S.A. and Sherwin-Williams Automotive Finishes announced the 2015 schedule for the annual Toyota Certified Collision Center estimating program, with SherwinWilliams continuing as one of the facilitators for the program’s training workshops. Conducted through the University of Toyota, the workshops will be held in Phoenix, AZ August 26 and Dallas, Texas September 22. “Our Gulf States Toyota shops that have participated in the Estimating Solutions for Profit classes have averaged better than a $150 increase in their repair order value,” according to Travis Rice, Manager of Collison Operation for Gulf States Toyota. The workshop, B005 Collision Repair Estimating, comprises realworld estimating scenarios and industry-specific issues pertaining to body shop operations and insurance company relations. Attendees who participate in this estimating program will get hands-on experience with the techniques, skills and information necessary to write and negotiate more accurate (and profitable) estimates. For information, contact Toyota or visit www.sherwin-automotive.com/ collision-repair/training-support.
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PartsTrader 3.0 Released with Efficiency Features
PartsTrader® announced May 5 that it has started rolling out its PartsTrader 3.0 release. “The release of PartsTrader 3.0 is a major step in the evolution of the application. The features contained in this release continue to move both our repairer and supplier users to greater efficiencies in the parts procurement process and the new reports being added will provide managers with tools that help them better understand their business,” said Margaret Ho, Director of Product Management & Integration for PartsTrader. Major highlights of this release include a re-designed Quote Selection Tool, enhanced management reporting and inventory quoting capabilities. The Quote Selection Tool has fewer steps needed to select the quote. This release includes new management level reports. The first phase of the time saving inventory quoting system to be rolled out is the Hotlines Automatch integration for recycled parts suppliers, soon to be followed by the DMI data platform integration for OEM dealers. Suppliers will be able to quote far more efficiently than traditional phone or fax based methods.
Pro Spot’s Virtual Welding Contest at Northeast™
Pro Spot International hosted a virtual welding contest to educate attendees and bring attention to the importance of training at this year’s AASP Northeast™ Show held in Secaucus, NJ, in March. Ron Olsson, president of Pro Spot International, explained that teaching welding can be difficult, and as with all technical skills, practice is required. Pro Spot designed the simulator to cover a variety of weld techniques and applications to fully simulate today’s demanding collision repair environment and learn what their strengths and weaknesses are. The competition was judged by averaging each participant’s scores in the speed, work angle, arc length, straightness, travel length, stickout and defects. This year’s winner was Anthony Dworniczak, of Mario’s Complete Auto and Collision Repair in Philadelphia, PA. Dworniczak was awarded a new big screen TV. “We really want to work on education and training within the industry as well as introducing the technology to more schools,” said Ashley Olsson, Communications Director for Pro Spot. “Providing solutions that allow technicians to constantly improve their skill is extremely important to our company.”
Wheelmaker Superior Moves HQ from Van Nuys to Detroit
Superior Industries International Inc., a longtime aluminum wheel manufacturer led by former Visteon CEO Don Stebbins, is relocating its global headquarters from California to suburban Detroit. The move from Van Nuys, CA, to Southfield, MI, just north of Detroit, will result in the loss of about 50 managerial and clerical positions in California, the Los Angeles Business Journal reported.Superior is the largest manufacturer of aluminum wheels for passenger cars and light-duty vehicles in North America. The company operates five manufacturing facilities in the U.S. and Mexico that employ approximately 3,000 people. Superior plans to invest up to $2.5 million and create 75 jobs. As a result, the company has been awarded a $900,000 Michigan Business Development Program performancebased grant. Michigan was chosen over competing sites in Texas and Tennessee. The city of Southfield is providing support to the project in the form of expedited permitting through the city’s building department. California’s loss is Michigan’s gain with 75 new jobs along with the $75 million investment expected.
Allstate Joins GEICO in Rate Increase as Margins Fall
Allstate Corp., the largest publicly traded U.S. seller of car and home insurance, said it’s raising rates for drivers after profitability declined at its namesake auto unit. Allstate joins Berkshire Hathaway Inc.’s GEICO in lifting rates after margins worsened. First-quarter underwriting income for Allstate auto fell 48% to $144 million, the insurer said. “We didn’t make as much money in auto insurance this quarter, in part because of weather, in part because we have to adjust prices, reflecting economic activity,” Allstate Chief Executive Officer Tom Wilson said in a conference call. He said customers have been driving more miles as the economy improves, increasing the number of claims. Allstate recently extended its share price loss to 4.4% this year. The average premiums paid by customers have been “steadily increasing,” Matt Winter, Allstate’s president. In addition to the Allstate brand, Wilson’s company also sells coverage through the Esurance and Encompass units.
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www.autobodynews.com | JUNE 2015 AUTOBODY NEWS 61
Continued from Page 38
CIC panel discussion
to endorse other [products], I think there’s something disingenuous to the audience about that,” Schulenburg said. Rogers then acknowledged that PartsTrader had paid for his flight to the meeting in Atlanta. “If what you’re saying that someone paying $200 for my flight here is me getting paid when I take a day off of work to come down here, I think that’s kind of silly, Aaron,” Rogers said. “Two hundred dollars and now I’m a paid endorser? Let’s be serious.” The panel discussion continued
but only occasionally focused on inefficiencies in the current parts ordering environment. After the meeting, Stabler and Bosin said they’d not known PartsTrader had picked up Rogers’ travel expenses, although Bosin said a PartsTrader representative on the CIC committee had suggested Rogers when Bosin was looking for shop owners to be on the panel. Stabler said steps would be taken to avoid any such issues in future CIC presentations. Bosin said he plans to present his own look at inefficiencies in electronic parts procurement at the next CIC meeting, being held July 21 and 22 in Detroit in conjunction with NACE.
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ARA Attends 2015 ISRI Annual Convention by Chasidy Rae Sisk
On April 21-25, the Institute of Scrap Recycling Industries (ISRI) held their 2015 Annual Convention in
Vancouver, Canada. The Automotive Recyclers Association (ARA) was represented by their CEO Michael Wilson and President Ricky Young. Wilson notes, “The event went very well and was well-attended by recyclers of all trades, including many automotive recyclers and ARA members.” Lauded as the largest gathering of recycling professionals in the world, the ISRI convention provided professional automotive recyclers with the opportunity to attend various educational seminars on critical
issues impacting the scrap recycling and automotive recycling industries. In addition to general business topics like managing employees, ARA members took particular interest in sessions pertaining to the scrap metal market, problem of metals theft, exports and interactions with law enforcement. Wilson explains, “Participation in the ISRI Conference is important to ARA and ARA members for many reasons. Many professional automotive recyclers also operate scrap metal processing arms of their business and interact daily with ISRI member companies. Legislation often has an impact on both industries as well.” Young and Wilson also met with ISRI leaders to discuss ways that the associations can collaborate to benefit both industries. ARA’s exhibit on the trade show floor promoted their upcoming 72nd Annual Convention, scheduled for October 7-10 in Charlotte, NC as a means of encouraging scrap recyclers to attend this fall’s event, creating even greater cooperation between the two industries.
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