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AASP/NJ, WMABA Release 2018 NORTHEAST Agenda by Chasidy Rae Sisk
On Jan. 29, AASP/NJ and the Washington Metropolitan Auto Body Asso-
ciation (WMABA) announced the full agenda for the 2018 NORTHEAST Conference and Trade Show. It will feature the debut of Collision P.R.E.P. (Professional Repair Education Program), which will boast 17
classes by some of the most renowned names in the industry. According to AASP/NJ President Jerry McNee, “As an association, we couldn’t be more thrilled to be offering our attendees such a high caliber of education. This slate of classes is bringing top of the line, national-level education right to our backyards here in the northeast, and if you’re in this industry, you can’t miss it.” Jordan Hendler, Executive Director of WMABA, added, “Our WMABA Board and membership are excited to team up with AASP/NJ to host the Collision P.R.E.P. program and give the Eastern U.S. the oppor-
by Ed Attanasio
Alex Alonso and his wife, Andrea, on the beach in Florida. A former painter/tech, Alex has stage 4 kidney cancer and wants other collision professionals to be aware of the hazards associated with not wearing the proper gear on the job
Change Service Requested
P.O. BOX 1516, CARLSBAD, CA 92018
See Cautionary Tale, Page 30
LIABRA, ABCG Meeting Features BMW Technical Training, Todd Tracy Presentation by Chasidy Rae Sisk
On Jan. 9, the Long Island Autobody Repairmen’s Association (LIABRA) and the Autobody Craftsman’s Guild (ABCG) held its monthly general meeting at Competition BMW in Smithtown, NY.
See Northeast Agenda, Page 24
A Career Painter’s Personal Experience is Cautionary Tale for Others Back in 1985, the actor Yul Brynner was dying from cancer when he told a television audience on “Good Morning America” that what he really wanted to do was film a commercial that said, “Now that I’m gone, I’ll tell you this: Don’t smoke. Whatever you do, just don’t smoke.” When he died several months later, his wish came true when a public service announcement was produced telling the world to quit smoking. Today, it is one of the most memorable anti-smoking statements
VOL. 8 ISSUE 12 MARCH 2018
Texas Attorney Todd Tracy talked about his 2017 victory in the John Eagle lawsuit
The meeting included a BMW technical repair training seminar as part of LIABRA’s ongoing initiative to provide members with OEM training. The meeting also included guest speaker Todd Tracy, who presented “Anatomy of a Lawsuit.” More than 200 collision repair industry professionals attended the meeting. Attendees also enjoyed an Italian buffet dinner before it began, courtesy of the evening’s host, the Competition Automotive Group. The meeting commenced at 7:30 p.m. with LIABRA Executive Director Ed Kizenberger providing some industry news and updates. He reported, “Members of LIABRA’s Workmen’s Compensation safety group received a 30 percent dividend on their Workmen’s Compensation insurance premium this year. In general, participation in the safety group will save you more than enough money to cover the cost of your LIABRA membership dues.” Kizenberger announced that the New York State Department of Envi-
ronmental Control (DEC) is visiting Long Island shops to re-register air permits. He encouraged members to call him at 631-941-9647 to ensure their permit applications are completed properly if they receive such a visit. He warned, “They are also checking hazardous waste disposal invoices. As always, make sure your production and paint areas are neat and clean, and you have no open-to-the-air containers of solvents.” Next, Kizenberger introduced David Sosa, BMW Technical Repair Trainer, who spent an hour reviewing BMW’s levels of structural repairs, various BMW construction materials and BMW advanced technologies. Discussing BMW’s correct repair procedures, Sosa recommended that shops visit bmwtechinfo.com to obtain the latest repair procedures when working on any BMW vehicle, and he also advised that association members can receive free BMW repair training through their local BMW dealer.
LIABRA Executive Director Ed Kizenberger started the January meeting with industry updates and news
Texas Attorney Todd Tracy was introduced next to discuss his experience with the Seebachan lawsuit. According to Kizenberger, “Todd Tracy is a very dynamic speaker, and he reviewed how he won a $42 million lawsuit against the John Eagle Collision Center. Prior to this case, Tracy’s law firm had won $1.2 billion in cases against the OEMs for vehicle crashworthiness. “Todd convinced the jury that the See Todd Tracy, Page 17
Presorted Standard US Postage PAID San Bernardino, CA Permit #2244
2 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Contents Spring Career Fairs . . . . . . . . . . . . . . . . . . 60
AASP/NJ, WMABA Release 2018
1Collision Announces New Call Center,
Anti-Safety Inspection Legislation
42 Apprentices Join Service King’s
Carubba Collision Opens 3 New Facilities
A Career Painter’s Personal Experience
CCCTC Students in PA Construct Forcible
Allstate and Nationwide Among Insurers
NORTHEAST Agenda . . . . . . . . . . . . . . . . . 1 Introduced in WV, NH . . . . . . . . . . . . . . . . 72
in Albany, Syracuse, NY . . . . . . . . . . . . . . 16 Entry Door Simulator for LT Fire Dept. . . . . 12
Cruise & Learn With AASP-PA . . . . . . . . . . . 12
Phone App . . . . . . . . . . . . . . . . . . . . . . . . 74
Training Program . . . . . . . . . . . . . . . . . . . 76 is a Cautionary Tale for Others . . . . . . . . . . 1 Using Public Data Sources In Fraud
Detection . . . . . . . . . . . . . . . . . . . . . . . . . 12
Derelict Car Shop Out of Time in
Bill Garoutte to Take Helm at National
H&V Collision Center in NY Is Now Audi
CA Self-Driving Report May Validate
Howard, PA, Rep ‘GT’ Tours CMHS Career
California Auto Body Technicians Fail
Adams, MA . . . . . . . . . . . . . . . . . . . . . . . 10 Ultra-Certified. . . . . . . . . . . . . . . . . . . . . . 12
& Tech Center, Lauds Program . . . . . . . . . 25
No-Fault Auto Insurance Fraud Driving Up
Auto Body Council . . . . . . . . . . . . . . . . . . 74
Consumer Concerns. . . . . . . . . . . . . . . . . . 4 to Prove Case Alleging Minimum
Wage Violations . . . . . . . . . . . . . . . . . . . . 50
Premiums in NY . . . . . . . . . . . . . . . . . . . . . 6
CARSTAR North America Launches U.S.,
Video to Ease the Stress of Collision
CCCTC Celebrates Career, Technical
NY Auto Body Shop Releases Humorous
Repair . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
Canada 1st Brand Campaign . . . . . . . . . . 74
Education Month . . . . . . . . . . . . . . . . . . . 10
Pittston, PA, Man Faces Fraud Charges
Chuck Sulkala Scholarship Fund to Honor
Roxbury, NJ, Body Shop Plans Property
CIC Industry Meetings Discuss CCC’s
Over Auto Insurance Claim . . . . . . . . . . . . 10
Facelift . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Sisk - ABAC Pulls No Punches With
NABC Founder . . . . . . . . . . . . . . . . . . . . . 76 Changes to ‘Secure Share’, Retains
Interest in EMS Format . . . . . . . . . . . . . . . . 1
Todd Tracy Presentation . . . . . . . . . . . . . . 26
Collision Safety Consultants Opens 8 New
BMW Technical Training, Todd Tracy
Consumer Warning: Car Sound Louder?
Sisk - LIABRA, ABCG Meeting Features
Presentation . . . . . . . . . . . . . . . . . . . . . . . 14 COLUMNISTS
Locations . . . . . . . . . . . . . . . . . . . . . . . . . 16
You May Be the Victim of a Crime . . . . . . . 20
Free Transportation Technician Training
Offered to High School Juniors . . . . . . . . . 20
Attanasio - Canadian Painter Starts
Hawaii Bill Addresses Consumer Safety &
Attanasio - Family of Game Farmers,
Hundreds of Automotive Scholarships To
‘Motivated Painters’ Movement. . . . . . . . . 54
Wholesale Parts Experts—The Hunt
Use of OEM/Aftermarket Parts and Prices . . 28 Be Awarded: Apply by March 31. . . . . . . . 73
Family . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Hyundai Showcases World’s 1st Self-Driven
When They Should Be Marketing . . . . . . . 52
Industry Invited To Sponsor Uniforms for
Attanasio - Too Many Shops are Advertising
Hey Toby - Kool Tools from SEMA 2017 . . . . 34
Fuel Cell Electric Vehicle . . . . . . . . . . . . . . 64
Collision Education Students. . . . . . . . . . . 76
Ledoux - Audi’s Mark Allen Interviewed
KY College Receives $4,000 to Fund
Ledoux - In Reverse: John Loftus,
Leading Painter Olivia Cook Advocates
Phillips - Enterprise Shares Company’s
Mike Anderson to Host Free Webinars
Phillips - How to Build Customer Loyalty,
PPG Funds Refinish Student Scholarships
Sisk - ASA Partners With Bosch to Present
SCRS Releases Video of ‘Kool Tools
Sisk - Management Success Shares Shop
Tesla On ‘Auto-Pilot’ Crashes Into
Yoswick - 5 Years Ago, CT Shops Still
udelv Makes Public Road Test Delivery From
on Shop Certification . . . . . . . . . . . . . . . . 56
The “Dragon Slayer”. . . . . . . . . . . . . . . . . 22
Successful Recruitment Strategies . . . . . . 44
Prepare for the New Customer Mindset. . . 48
Scanning for the Future Webinar . . . . . . . . 32
Resolutions That Stick . . . . . . . . . . . . . . . 66
Hopeful That Judgment Against Insurer
Would Hold . . . . . . . . . . . . . . . . . . . . . . . 58
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Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Contributing Writers: John Yoswick, Janet Chaney, Toby Chess, Ed Attanasio, Chasidy Sisk, David Luehr, Stacey Phillips, Victoria Antonelli, Gary Ledoux Advertising Sales: Joe Momber, Sean Hartman, Bill Doyle, Norman Morano (800) 699-8251 Office Manager: Louise Tedesco Digital Marketing Manager: Bill Pierce Art Director: Rodolfo Garcia Graphic Designer: Michelle Lucas Online and Web Content Editor: Rochelle Beckel Accounting Manager: Heather Priddy Editorial/Sales Assistant: Randi Scholtes
Acura of Westchester . . . . . . . . . . . 54 Akzo Nobel . . . . . . . . . . . . . . . . . . . 21 Amato Agency . . . . . . . . . . . . . . . . 36 Atlantic Hyundai . . . . . . . . . . . . . . . 56 Audi Fairfield . . . . . . . . . . . . . . . . . . 67 Audi Wholesale Parts Dealers . . . . 77 Axalta Coating Systems . . . . . . . . . . 5 BASF Automotive Refinish Coatings. . . . . . . . . . . . . . . . . . . . 29 BMW Wholesale Parts Dealers. . . . . . . . . . . . . . . . . . 78-79 Cadillac of Mahwah . . . . . . . . . . . . 73 CarcoonAmerica Airflow Systems. . 40 CCC Information Services . . . . . . . 37 Central Avenue Chrysler-JeepDodge-Ram. . . . . . . . . . . . . . . . . 28 ChemSpec USA, LLC . . . . . . . . . . . . 9 Classifieds. . . . . . . . . . . . . . . . . . . . 82 Collision Equipment Consulting, Inc. . . . . . . . . . . . . . . 18 Colonial Automotive Group . . . . . . 59 Diamond Standard Parts, LLC . . . . 45 Dominion Sure Seal . . . . . . . . . . . . 64 ECS Automotive Concepts . . . . . . . 14 Empire Auto Parts . . . . . . . . . . . . . . 26 EMS Automotive . . . . . . . . . . . . . . . 10 Equalizer Industries, Inc . . . . . . . . . 60 Ford Wholesale Parts Dealers . . . . 66 Fred Beans Parts . . . . . . . . . . . . . . 84 Fuccillo Kia of Schenectady . . . . . . 51 GM Wholesale Parts Dealers . . . . . 75 GYS Welding USA. . . . . . . . . . . . . . 22 Healey Brothers . . . . . . . . . . . . . . . 61 Honda-Acura Wholesale Parts Dealers. . . . . . . . . . . . . . . . . . 38-39 Hyundai Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 62 Indasa USA . . . . . . . . . . . . . . . . . . . 17 Infiniti of Norwood. . . . . . . . . . . . . . 52 Insta Finish Car Care . . . . . . . . . . . 23 Island Clean Air, Inc. . . . . . . . . . . . . 15 JiffyJump.com. . . . . . . . . . . . . . . . . 12 Kia Motors Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 71 Killer Tools and Equipment Corp.. . 49 Launch Tech USA . . . . . . . . . . . . . . 83 LKQ Corporation. . . . . . . . . . . . . . . 24 Lynnes Auto Group. . . . . . . . . . . . . 69 Malco. . . . . . . . . . . . . . . . . . . . . . . . . 8 Malouf Chevrolet-Cadillac. . . . . . . . 58 Matrix Automotive Finishes. . . . . . . 11
Automotive Scholarships . . . . . . . . . . . . . 62
PPG’s ENVIROBASE, SATA Spray Guns . . . 72
on Locating OEM Procedures . . . . . . . . . . 80
Through CREF . . . . . . . . . . . . . . . . . . . . . 80
From 2017 SEMA Show & More’ . . . . . . . 65
Culver City, CA, Fire Truck . . . . . . . . . . . . . 4
Autonomous Last-Mile Delivery Vehicle . . . 4
www.autobodynews.com Serving New York, New Jersey, Pennsylvania, Delaware, Maryland, Northern Virginia, Connecticut, Rhode Island, Massachusetts, Maine, New Hampshire, Vermont 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. ©2018 Adamantine Media LLC. Autobody News P.O. Box 1516, Carlsbad, CA 92018 (800) 699-8251 / (760) 603-3229 Fax www.autobodynews.com editor@autobodynews.com
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1,000+ Students Registered for CREF
Advertisers
Member Billy Aiello . . . . . . . . . . . . . . . . . . 8
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AASP/NJ Mourns the Loss of Board
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Mazda Wholesale Parts Dealers . . . 70 McGovern Chrysler-Jeep-DodgeRam . . . . . . . . . . . . . . . . . . . . . . . 41 Mercedes-Benz . . . . . . . . . . . . . 42-43 Mercedes-Benz of Atlantic City. . . . 63 Mercedes-Benz of Fairfield . . . . . . . 67 Mercedes-Benz of Fort Washington . . . . . . . . . . . . . . . . . 63 Mercedes-Benz of West Chester . . 63 Mercedes-Benz of Wilmington . . . . 68 Mercedes-Benz Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 80 MINI Wholesale Parts Dealers . . . . 76 Mirka USA . . . . . . . . . . . . . . . . . . . . 32 Mitsubishi Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 76 MOPAR Wholesale Parts Dealers. . . . . . . . . . . . . . . . . . 46-47 Nissan/Infiniti Wholesale Parts Dealer . . . . . . . . . . . . . . . . . . . . . 70 Nucar. . . . . . . . . . . . . . . . . . . . . . . . 53 O’Reilly Auto Parts . . . . . . . . . . . . . 31 Ourisman Chrysler-Jeep-DodgeRam . . . . . . . . . . . . . . . . . . . . . . . 16 Polyvance . . . . . . . . . . . . . . . . . . . . 25 Porsche of Fairfield . . . . . . . . . . . . . 67 Porsche Wholesale Parts Dealers . . 74 PPG . . . . . . . . . . . . . . . . . . . . . . . . . . 2 ProLine Tool & Supply, Inc.. . . . . . . 20 Providence Lacquer & Supply Centre . . . . . . . . . . . . . . . . . . . . . 30 Reliable Automotive Equipment . . . 33 Robaina Industries, Inc . . . . . . . . . . . 35 SATA Dan-Am Company . . . . . . . . 13 Schultz Ford . . . . . . . . . . . . . . . . . . 57 Security Dodge-Chrysler-JeepRam . . . . . . . . . . . . . . . . . . . . . . . . 7 Spanesi Americas . . . . . . . . . . . . . . 48 Subaru Wholesale Parts Dealers . . 72 Symach . . . . . . . . . . . . . . . . . . . . . . . 6 Tasca Automotive Group . . . . . . . . 55 Toyota Wholesale Parts Dealers . . . 70 USI of North America, Inc. . . . . . . . 27 Valenti Audi . . . . . . . . . . . . . . . . . . . 34 Valenti Volkswagen . . . . . . . . . . . . . 34 VIP Honda . . . . . . . . . . . . . . . . . . . . 65 Volkswagen Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 81 Westbury Jeep-Chrysler-DodgeRam-SRT. . . . . . . . . . . . . . . . . . . 19
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 3
udelv Makes Public Road Test Delivery From Autonomous Last-Mile Delivery Vehicle udelv, a Burlingame, CA, company, pulled the wraps off its autonomous, last-mile delivery vehicle Jan. 30 and made the world’s first public road test deliveries from Draeger’s Market in San Mateo to two nearby customers. The 2.5-mile loop, with traffic lights, lane changes, un-signalized left turns and two delivery stops, was accomplished flawlessly. In compliance with existing California
The distinctive orange udelv customized vehicle is built on a fully electric powertrain and features 18 secure cargo compartments with automatic doors using a cloud-based proprietary technology that is shared between the vehicle, customers and merchants. The vehicle can drive for up to 60 miles per cycle and can load up to 700 pounds of cargo
regulations, the vehicle was supervised by a safety driver and in test mode. The distinctive orange customized vehicle is built on a fully electric powertrain and features 18 secure cargo compartments with automatic doors using a cloud-based proprietary technology that is shared between the vehicle, customers and merchants. In its current configuration, the vehicle can drive for up to 60 miles per cycle and can load up to 700 pounds of cargo. A dedicated application is available on iOS to track and potentially reschedule deliveries, with an Android version to be released soon. To complement its autonomous driving technology and ensure reliability of the service, udelv also created an ultra-low latency teleoperations system to monitor and control the vehicles remotely and allow for overrides and human-assisted guidance in unique situations. udelv anticipates that its new vehicle will bring forth a dramatic drop in the cost of local deliveries, add delivery window flexibility and significantly reduce carbon footprint. Clean See Last Mile Delivery, Page 30
CA Self-Driving Report May Validate Consumer Concerns by Chanell Turner, CBT Automotive Network
Would you allow your car to take control of your commute? This is the question many car buyers are still wrestling with. While companies like Tesla, Waymo and even Ford are looking ahead to pushing the boundaries of fully autonomous features in vehicles, the public at large still seems to be on the fence. A study by Carinsurance.com, an online insurance comparison and rate quote company, revealed that 80 percent of its 2,000 respondents would not purchase an autonomous car if given the opportunity. A similar sentiment took place during an MIT survey in 2017. Out of 3,000 respondents, 48 percent said they would never buy a self-driving car because they were not comfortable with the lack of control, and felt the vehicles were not safe. Do consumers have something to worry about? Are their feelings valid?
The Annual Autonomous Vehicle Disengagement Report California implemented a program where manufacturers have the opportunity to test self-driving cars on public roads. The Department of Motor
Vehicles in the state recently released its Annual Autonomous Disengagement Report to reveal how many disengagements the various vehicles experienced during test runs. According to the Department of Motor Vehicles, a disengagement is defined as when a failure of the autonomous technology occurred or if the test driver felt the need to disengage the autonomous mode and manually take over for the safe operation of the car.
GM, Mercedes, and Nissan Reveal Progress This year, 19 manufacturers were included in the report. Recognizable brands such as BMW, Ford, Honda, and Volkswagen did not test any vehicles in 2017 on California’s public roads. General Motor’s Chevy Cruise drove more than 130,000 miles on the public streets of San Francisco with 105 disengagements. GM recorded that most disengagements were attributed to precautionary takeovers to address planning or controls. Mercedes-Benz tested three autonomous vehicles on California roads last year, and in total all three drove more than 1,000 miles. There were 240 manual and 602 automatic disengagements. Nissan tested five cars, including
4 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Tesla On ‘Auto-Pilot’ Crashes Into Culver City, CA, Fire Truck
by Emily Holland, Culver City Patch
Culver City Fire Department’s Engine 42 was struck by a Tesla sedan while working a freeway incident Jan. 23, according to CCFD.
Credit: Culver City Fire Department Twitter
The Tesla was traveling at 65 miles per hour—the driver reportedly told firefighters that the vehicle was on auto-pilot. This is the second accident involving a Tesla on auto-pilot in the last two weeks, according to ABC7. Tesla’s auto pilot feature is an advanced driver assistance system that uses cameras, sensors and various vehicle systems to maintain the speed of the car, prevent them from
three versions of the Leaf. The manufacturer reported the vehicles rode a combined 5,007 miles with 24 disengagements in the year. Two of the most common issues cited for the separations were a software crash or GPS signal issue.
Small Autonomous Automakers Show Promise Waymo, formerly the Google self-driving car project, drove more than 350,000 miles last year and experienced only 63 disengagements. The top two reasons cited were unwanted maneuvering of the vehicle and perception discrepancy. Artificial intelligence company, NVIDIA, had two vehicles drive a combined 505 miles with 109 disengagements. Tesla, a company that has almost become the face of autonomous cars, did not test any vehicles under California law. Instead, the company cited how it gathers autonomous vehicle data from customer-owned cars in shadow mode during normal operation.
There is Still Cause for Concern This report is groundbreaking in that it allows the public a detailed glimpse into real performance data of autonomous vehicles. Even though they
running into slower-moving cars ahead, keep the vehicle in the lane and even change lanes for the driver, according to Auto Trader. Very few other cars have all of these systems, and Tesla gives control of all of them to the car’s electronic capabilities, requiring much less input from the driver, according to Auto Trader. The National Transportation Safety Board will be coming to California to examine the crash, according to ABC7. No one was injured. The first Tesla autopilot crash occurred Jan. 13 on the Bay Bridge. The suspected drunk driver had passed out behind the wheel, ABC7 reported. CCFD warns drivers to stay alert while behind the wheel. We thank Culver City Patch for reprint permission.
www.autobodynews.com were not included in some reports, many manufacturers did detail the reason for each disengagement. Most automakers seemed to have more successes than failures, but is the public comfortable with seeing a “software crash” or “precautionary takeover” as reasons for manual takeovers? A 2017 AutoTrader Car Tech Impact Study gave some additional insight into how drivers feel about autonomous vehicle technologies. Niche autonomous features were cited as having low awareness and appeared polarizing to respondents. Forty-eight percent of respondents were uninterested in fully autonomous technology. Unfortunately, car companies have a bit of a perception problem when it comes to selfdriving cars. While it is normal to experience failures and hiccups during experiments, consumers seem to be on edge with the safety factor of autonomous vehicles. Will the natural experimentation phase of these automobiles throw car buyers off? Only time will tell as manufacturers push forward on their quest to produce a fully autonomous vehicle.
We thank CBT Automotive Network for reprint permission.
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 5
No-Fault Auto Insurance Fraud Driving Up Premiums in NY by Luke Moretti, WIVB 4 News
No-fault auto insurance was designed to ensure payment was made promptly, regardless of who was at fault. It’s been around since the 1970s, serving a valuable purpose—to speed up the payment of medical treatment and lost wages to people injured in accidents. But some are taking advantage of a good thing and costing New Yorkers hundreds of millions of dollars a year because of fraud, according to the insurance industry. “It is more prevalent downstate. There’s a concentration of medical mills downstate, but this problem is creeping upstate. It’s in all the upstate cities, including Buffalo,” said Ellen Melchionni, president of the New York Insurance Association. Melchionni and others said that cost is being passed on to honest people. “Fraud is a clear contributor to higher premiums,” said Jim Quiggle, director of communications with the Coalition Against Insurance Fraud, based in Washington, D.C. “Buffalo does have a problem with staged crash rings. No question about it.” One example involves staged crashes in which people are recruited off the street and packed into cars as fake passengers. Investigators said they’ll conduct low-speed crashes, pretend they’re injured and receive phony or inflated treatment, and then file a claim with the insurance company. “Tens of thousands of dollars. Millions of dollars are pouring into these rings. It adds up to hundreds of millions of dollars in fake claims a year in New York,” said Quiggle. “Your honest drivers, who especially live in these areas where fraud is prevalent, pay in higher premiums.” Industry officials say New York City is the epicenter of this type of fraud because of its sheer size and mass of people that can be recruited. “It does affect all the consumers within New York State,” said Kevin Gallagher of the National Insurance Crime Bureau’s northeast office. The agency investigates suspicious claims referred by insurers across the state. According to NICB data, the agency received 9,149 total question-
able referrals statewide for 2017. Nofault made up 2,062 of those referrals. “A lot of people have the misconception that the insurance companies
have deep pockets—they’re paying for this. It’s getting passed on to all of us through the higher premiums,” Gallagher said. Erie County, for example, had 315 total referrals to NICB in 2017; 54 involved no-fault claims. State Senator Chris Jacobs, R60th District, thinks the no-fault system is broken. “This is very serious, very egregious. It’s really happened for a long time. It’s really time for it to be resolved,” said Jacobs. Legislation that would toughen the law has been introduced in Albany, but Jacobs, a member of the Insurance Committee in the state senate, said there’s no guarantee lawmakers will move on it. “[There] does not seem to be any will up in Albany or elsewhere to try to take action and to mitigate this,” he said. “I think this fraud thing is something that we could deal with, and I don’t think it would necessarily end no-fault at all. I think no-fault could still work. I will say I think we do need to take a look at no-fault because I think there’s problems there in terms of the way it’s designed.” New York is among 12 states implementing no-fault insurance. It’s designed to get people medical and lost wage compensation quickly, regardless of who’s at fault. The insurer has 30 days to pay the claim on time, or pay interest. Melchionni said 30 days is not enough time, and she’s pushing for changes to the law. “We are advocating for a bill that would allow a carrier more than 30 days to investigate a claim if they suspect fraud,” Melchionni said. She would also like to see a law enacted that would permit insurers to retroactively cancel a policy if it was obtained fraudulently. “These criminals will steal a credit card. They’ll go online. They’ll
6 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
purchase insurance, and then within 24 to 48 hours they go out and they load the car up with passengers and they stage an accident,” she added. According to the National Association of Insurance Commissioners, in 2015, New York State had the second-highest average cost for auto insurance in the entire country at $1,234.84. That’s compared to the national average of $889.01 in 2015. John Comerford, a plaintiff’s attorney with Lipsitz & Ponterio, argues that the vast majority of people filing no-fault claims are not faking injuries in order to game the system. “Nothing is perfect. But I think it is working and I hope there [are] no changes,” Comerford said, referring to the no-fault system. “This is a contract. You’ve paid for these benefits. And if you’re injured, you’re entitled to the benefits from this policy you’ve paid into. “They want to get up in the morning. Go work really hard. Come home and see their family. They don’t want to sit on a couch and collect no-fault benefits.”
In New York State, each insurance policy carries a minimum of $50,000 in no-fault coverage for each occupant of the vehicle, according to the New York Insurance Association. While it’s not a huge amount for the honest person who requires multiple surgeries and years of ongoing medical treatment, it could be a significant payday for the faker looking to milk the system. According to the New York State Department of Financial Services, suspected no-fault fraud accounted for 53 percent of all fraud reports received by the agency’s frauds bureau in 2016. “We think [that] over the last decade, it’s probably cost New Yorkers almost $2 billion,” according to Melchionni. Comerford believes there’s another side to this issue. “This, to me, is really a ruse by the insurance company,” he said. Comerford has seen issues with no-fault over the years, but said that from his vantage point, the problem rests with some insurance companies. For example, he said, insurers See Insurance Fraud, Page 8
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 7
AASP/NJ Mourns the Loss of Board Member Billy Aiello On Tuesday, Jan. 30, the Alliance of him to have a great energy and apAutomotive Service Providers of preciation for life. New Jersey (AASP/NJ) lost a dear His daughter was his pride and friend, supporter and current Board joy, and he spent many days sharing member with the passing of his love for music with her. William “Billy” Aiello at He had a sense of humor age 47. that was sarcastic and witty Billy was an active and was always followed by member of the automotive that signature smile. Billy repair industry for more truly had a zest for life and than 20 years, joining the will be greatly missed. AASP/NJ Board in Sep“Billy had the passion for tember 2017, and working the industry,” said AASP/NJ for most of his career at President and former colLee’s Auto Body in Avenel, league Jerry McNee. “He Billy Aiello and most recently at Ultiwanted to be better and learn mate Collision in Edison. as much as he could. Billy and his wife, Kara, live in “Quite honestly, we all need to South Plainfield, in a house that they take a look at what he wanted to do. proudly built together, with their Everybody needs to have that drive daughter, Brooke. Outside of the and enthusiasm that Billy had. He alshop, he enjoyed a wide range of ways wanted as much education as music and movies, going to concerts he could get, he wanted to learn as and seeing his favorite sports teams— much as he could—he was like a the New Jersey Devils and the New sponge. He’d take the information in, York Mets—play. He was a huge fan and he was looking to put it to good of a wide array of movies and docu- use.” mentaries, specifically conspiracy “Billy was an unbelievable advotheories. He loved going out on din- cate of the auto body industry,” shared ner dates with his wife, traveling to AASP/NJ Treasurer Tom Elder. “He Puerto Rico with his family, spend- was quite a family man, and just an uning time with his family and friends, believable person. and was known by everyone around “I really developed a nice friend-
8 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Continued from Page 6
ship with him over the last couple of years, and he represented for me everything I look for in a young and rising person in our industry.” “It breaks my heart to see someone like Billy, so full of life with so much to offer…” said AASP/NJ Executive Director Charles Bryant. “Billy was witty, funny and quick to make friends, as well as full of knowledge about the collision industry. Those in the industry that knew Billy will miss him dearly on many levels.” Billy is survived by his wife Kara Aiello, his daughter Brooke, his parents Phil and Rae Aiello, his sister Dana Clayton, and her husband, Robert, his sister Patty Aiello, son Billy Aiello, Jr., grandmothers Pat West and Juanita Aiello, his Uncle Neal and Aunt Mare Aiello, the Van Woeart and Parisio families, nieces and nephew Brianna, Justin and Sofia Clayton and Gianna Aiello, father and mother-in-law Michael and Hala Kaskiw, sister-in-law Kelli Kaskiw and several aunts, uncles and cousins.
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Insurance Fraud
have the right to order what’s called an independent medical exam. “There was a doctor performing independent medical exams in the Buffalo area. He was seeing up to 3,000 claimants a year,” Comerford explained. “He was rubber-stamping that these hardworking men of Western New York, and women, were healthy, period. His only compensation came from the insurance company for his time. He was incentivized to rubberstamp these exams.” Comerford said that in some cases, these exams can result in claimants being cut off from receiving treatment and lost wage reimbursements. “I don’t think these insurance companies who hire doctors like this should have a windfall,” he said. “I think whether it’s the claimant or the insurance company, we need transparency. The great majority on both sides, I think, work in earnest to get it right.”
We thank WIVB News 4 for reprint permission.
Roxbury, NJ, Body Shop Plans Property Facelift by Fred J. Aun, TAPinto Roxbury
A body shop in Kenvil, NJ, wants to substantially improve the appearance of its property and is asking Roxbury officials for permission.
C&L Auto Body & Towing in Kenvil, NJ
Among the changes being proposed by C&L Auto Body and Towing on Route 46 is the removal of a house at the front of the property, conversion of another house—at the rear of the site—into a vehicle storage garage, relocation of the driveway, creation of a new parking lot and landscaping. To accomplish the site improvements, C&L needs a “D” variance, which allows expansion of a non-conforming use, and several “C” variances that seek waivers from township
design codes. The matter is scheduled to be heard by the Roxbury Zoning Board on April 9. In 2007, the board determined that while vehicle body work and painting are prohibited in the district, which is zoned B-2, C&L’s operations pre-dated the zoning law so the business could continue as a pre-existing, non-conforming use. However, the township code does not allow such businesses to change to other uses. “The key question to be answered by the applicant is whether (the) proposed use is substantially similar to what (was) previously existing at the time of the ordinance adoption/2007 Zoning Board Resolution,” wrote Roxbury Township Planner Russell Stern in a review of C&L’s application. “Testimony should also address the extent to which the proposed uses are accessory to the principal use of the property.” C&L does not appear to be proposing any new type of business at the site. Stern said the company’s plans, if approved, would actually bring the property more in tune with
Roxbury’s vision for the zone. “While the D-2 variance is required, it could be argued that merging the lots, elimination of the nonconforming dwellings and development of a formal parking lot and site driveway brings the site into greater conformity with the ordinance,” Stern wrote. C&L owner Charles Napoli did not immediately return a message seeking an interview. Cleaning Up the Place In his review, Stern noted the C&L site’s current appearance leaves room for improvement. “Existing outdoor storage consists of a multitude of operable vehicles, inutile and damaged vehicles, car parts, remnant parts, packaging, etc., which has spilled over into the adjoining lots and prohibited areas,” he wrote. “Shipping containers/trailers are currently being utilized for parts storage. It is recommended they be removed and the board considers a building expansion to either the new garage building and/or rear metal storage building.” Stern also questioned the feasibility of C&L’s plan to convert into a garage the vacant house at the rear of the site, given the building’s condition. He said the building “is in such a state
of disrepair that conversion to a garage appears unlikely,” and added, “The proposal will likely be new construction and the design of the structure should take that into consideration.” Among the “nonconforming conditions” Stern found at the site were the spread of gravel, fencing, trailers, garbage containers, vehicles and parts onto adjacent property owned by Integra Management, the owners of the Drakesville condominium development. He also noted issues with lighting, landscaping, building setbacks from property lines and parking/traffic flow. The C&L property, adjacent to BMW of Roxbury, abuts another major site improvement proposal being heard by the zoning board, Fullerton Grounds Maintenance’s plan to convert a dilapidated former cement facility off of Hillside Avenue into its new headquarters.
We thank TAPinto Roxbury for reprint permission.
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 9
Derelict Car Shop Out of Time in Adams, MA by Scott Stafford, The Berkshire Eagle
One of the first full-service Amoco gasoline stations has run out of time— It’s slated for demolition during the week of Feb. 19.
Duteau's Garage, at 50 Commercial St. in Adams, is due for demolition later this month
Known as Duteau’s Garage, the failing structure at 50 Commercial St. has been vacant for nearly two decades, has partially collapsed and pieces of it have been falling to the pavement, prompting the town to install perimeter fencing, according to Donna Cesan, interim town administrator. On top of that, owner Richard “Rusty” Ransford has not paid taxes for several years and owes $101,600 to the town. More than a decade of neglect has left the building an icon of local blight,
and town officials have been seeking a resolution from Ransford. But now, the town has finally worked through all the legal obstacles required to bring the building down, Cesan said. Last month, the project was finally put out to bid, and town officials chose to employ American Environmental, based in Holyoke, which bid $66,186 for the demolition and asbestos abatement. Ransford did not return messages seeking comment. Through the last couple of centuries, the site has housed a black smith and a painting and woodworking shop. The current structure was built circa 1921 as one of the area’s first full-service Amoco Gasoline stations. The building and property remained an Amoco Gasoline Station and auto body repair shop until the early 1970s. It was then used as an auto dealer and then again as an automotive repair shop. Cesan said it has been vacant for roughly 17 years. “Now it’s a hazard to passers-by because of debris falling off the front fascade,” she said, adding that the owner is “not responsive” to town requests for relief from the decaying
Pittston, PA, Man Faces Fraud Charges Over Auto Insurance Claim by James Halpin, The Citizens’ Voice
A Pittston, PA, man is facing felony fraud charges alleging he lied about the timing of an accident so that his auto insurance would pick up the tab. Bruce Joshua Carey, 30, was charged Feb. 12 with trying to claim more than $4,500 in damages that his 2015 Jeep Compass sustained in a collision with a deer—a crash that prosecutors say took place after his Progressive Advanced Insurance Co. coverage lapsed. According to the charges, Carey’s insurance policy lapsed on Dec. 24, 2015, and he reinstated coverage with a reduced deductible on Jan. 14, 2016. The next day, Carey called Progressive to report he had hit a deer along state Route 309 in Drums, according to charges filed by the state Attorney General’s Office. Carey claimed he called his mother minutes after the crash, and sent Progressive photos of the damage, the charges allege. But a Progressive investigator checked the phone records and found that Carey had not called his mother around the time he claimed the accident oc-
curred, and the photos Carey provided had metadata showing they had actually been taken on Jan. 1 in Northumberland County, according to the complaint. Carey subsequently admitted he did not call his mother at the time he claimed he did, and that he had taken the pictures on Jan. 1 at his girlfriend’s house in Northumberland County, the charges say. Carey told investigators he had the lapse in coverage because of a banking issue and that when he got a letter about the lapse he went online to renew the policy, prosecutors said. His girlfriend told investigators a deer had hit the passenger side of the Jeep on Jan. 1, 2016, as she and Carey were coming from a New Year’s Day party, according to the charges.Authorities charged Carey with felony counts of filing a false insurance claim, criminal use of a communication facility and attempted theft. Magisterial District Judge Rick Cronauer arraigned him on the charges and released Carey on $10,000 unsecured bail. A preliminary hearing was set for Feb. 27. We thank The Citizens’ Voice for reprint permission.
10 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
structure. “It is structurally unsound, contaminated with asbestos and lead paint, and there are other unknown hazards,” Cesan said. “The problem is we can’t test it for contaminants because it is unsafe for entry. We can’t test it until it has been demolished.” The state requires a number of steps before allowing a structure to be taken down without the permission of the owner—steps the town has been completing over the past few years without response from the owner. And there have been complaints from neighbors regarding its impact on surrounding property values and the dangers to passersby. “The public has to understand that we have to follow a certain set of protocols designed to protect the rights of property owners,” Cesan said. The cost of the demolition will be attached to the property as a lien that must be paid before the property is sold, along with back taxes. According to Adams Treasurer Kelly Rice, Ranford owes $101,600 in back taxes on the property. The parcel and building are assessed by the town at $127,400. We thank The Berkshire Eagle for reprint permission.
CCCTC Celebrates Career, Technical Education Month
Students and faculty at Clearfield County Career & Technology Center in Clearfield, PA, will join others across the nation during the month of February to celebrate national Career and Technical Education (CTE) Month®. This year’s tagline is Celebrate Today, Own Tomorrow! CTE Month provides CTE programs across the country an opportunity to demonstrate how CTE makes students college- and career-ready and prepares them for high-wage, high-demand career fields. Among the activities planned are celebrating CCTC’s truck driver training program’s 175th class, highlighting several programs and the recent SkillsUSA district competition. “The activities planned over the next month will illustrate the rigor and relevance CTE courses offer our students,” said Dr. Norman Hatten , Acting Director of the school. “By partnering with the business community, CTE programs are investing in students and providing them with the latest technology and skills that will prepare them to become successful employees and future leaders.”
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 11
H&V Collision Center in NY Is Now Audi Ultra-Certified H&V Collision Center, the largest family-owned-and-operated repair company in the Capital District, announced that it is now Audi Ultracertified.
Adam Roy, a technician from H&V Collision’s Troy location
H&V is the only collision repair facility in upstate New York to become an Audi Ultra authorized collision repair facility for Audi’s collision repair program. There are
currently only 10 other shops in the entire state to earn the Audi designation, with H&V being the 11th shop to be certified. The shop recently sent Adam Roy, a technician from its Troy location, to a two-week training program in Ashburn, VA. “This business changes constantly” Roy said. “Materials are different every year, and this is the department where you can keep in front of the industry. It’s really exciting.” To stay at the forefront of this ever-changing industry, H& V regularly sends its technicians to training programs throughout the country. H&V, an industry leader for more than 40 years in upstate New York, currently has seven locations throughout and outside of the Capital District.
CCCTC Students in PA Construct Forcible Entry Door Simulator for LT Fire Dept. by Staff, Gant News
The students in the welding and collision repair program at the Clearfield County Career & Technology Center (CCCTC) in Clearfield, PA, constructed a forcible entry door simulator for the Lawrence Township Fire Department (LTFD). The forcible entry door simulator is a large, sturdy door and frame combination that gives firefighters hands-on experience in force-opening locked doors. The repeated practice made available by the simulator will save valuable time during emergencies. Department members met with students to go over the finished simulator before loading up the door and putting it to the test.
(Kneeling) Victoria Bailor (collision repair), Jared Grimm (welding), Brandon Francisco (welding); back row: Darren Dale (collision repair instructor), Matt Marinel (collision repair), Elliott Neeper (past fire chief), Scott Wink (lieutenant), Kevin Graham (fire chief) and Dave Rupert (welding instructor), missing from photo- Kyle Clouser (welding)
We thank Gant News for reprint permission.
Allstate and Nationwide Among Insurers Using Public Data Sources In Fraud Detection
The insurance industry is looking to digital technology to help lower claims costs in several ways, and that includes new approaches to fraud fighting. Policyholder fraud continues to be a leading cause of incurred underwriting losses annually in the U.S. And carriers are now ramping up detection efforts to fight back. The Insurance Information Institute finds nearly 10% of annual property & casualty losses result from fraudulent claims data. A 2017 Verisk Analytics study also found that premium leakage—defined as missing or erroneous
underwriting information—amounts to nearly $29 billion a year in losses for personal auto insurers. Allstate is now a few months into its announced fraud detection partnership with insurtech Carpe Data in November. The deal gives the carrier’s claims adjusters license to request on-demand background checks on policyholders using publicly available information. Carpe Data then utilizes AI algorithms to scour social media sites, public databases and news media outlets for proof of limited physical prowess or recent criminal activity.
12 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Cruise & Learn With AASP-PA AASP is setting sail in 2018! Join old friends and meet new ones with AASP as members cruise aboard the Norwegian Escape from Sunday, April 22 to Sunday, April 29, 2018. There's no need to fly when members sail from NYC to Bermuda for an amazing seven-night cruise while enjoying all-included meals, entertainment and an Ultimate Beverage Package** for up to two guests in a cabin aboard Norwegian Cruise Line's Norwegian Escape. While cruising, join members for a brief management seminar during a “day at sea” to further enhance your shop’s productivity. Cruise Seminar The ABC's of Employee Retention When it comes to employees, shop owners are intent on finding and hiring the very best employee they can. There’s a reason why they're looking: SOMEONE LEFT. As hard as it is to find good technicians and advisors today, it makes keeping the great ones you already have even more important. This seminar focuses on keeping great talent by creating and fostering an amazing shop culture. This seminar will help you keep your employ-
ees in YOUR business where they belong, engaged and committed. Exclusive Rates: Rates are per person and based on double occupancy. Space is limited. • Interior (ID) Inside cabin: $1,109 • Interior (IB) Inside cabin: $1,139 • Oceanview (OB) Mid-ship ocean view with large picture window: $1,334 • Balcony (BC) Mid-ship balcony cabin: $1,539 Your Cruise Includes: • Seven-nights’ accommodations aboard the Norwegian Escape (including taxes, fees and port expenses)* • All-included meals and entertainment while onboard • Ultimate Beverage Package, a $650 per person value** • A one-hour private cocktail party • Prepaid shipboard gratuities** • Space for this trip is limited. If you are interested in more information, please email Boscov's Travel at bostraveast@boscovs.com, call 610-779-8640 or 800-782-5605. **Applies only to the first and second guest sharing the same cabin. Additional guests do not qualify. Terms and conditions per Norwegian Cruise Line.
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 13
Tips for Busy Body Shops How To Train, Prepare for Negotiations with Stacey Phillips
Keith Manich of the Automotive “The more information you can Training Institute (ATI) said collision provide to whomever that party is repairers tell him on a regular basis that you are discussing this with— that they often hear the word “no” That is what will win the day for when asking to be paid for required you,” he said. “We have to make procedures associated with sure that we’re providing the repair plan, and that they the documentation that re“feel intimidated.” inforces the fact that you As the director of collimade a decision for a good sion services for ATI, Manich cause.” said shops might be told, “You According to Manich, can’t charge for that,” “I don’t doing this consistently, helps care what the OEM says!” or build rapport with insurance Keith Manich, “No one else charges for that.” director of collision companies. services for the “Threats and intimidaManich outlined a longAutomotive tion are nothing more than a term disciplined negotiation Training Institute bully tactic or strategy,” said strategy for shops. The last Manich, who trains companies on the five steps can be used in the short term “executive” side of the business, in- and typically lead to a positive result. cluding how to deal with financials, managing operations and negotia- 1) Opportunity tions. Over the years, he has found First, determine what the negotiation that few shops have really good rela- is about. tionships with insurers. He said the key to achieve this is good negotia- 2) Identification tion. Next, identify the goal the shop wishes During the 2017 SEMA show in to achieve as a result of the negotiation. Las Vegas, Nevada, Manich explained Manich said developing (SOPs)will how to set up a standard operating help direct the negotiation. procedure (SOP) for negotiations during his presentation, “Preparing for 3) Frequency and Conducting Negotiations for Col- Think through how often your shop lision Repairers,” as part of the SCRS will have to deal with the particular Repairer Driven Education Series. vendor/insurer. Manich stressed the importance of shops being prepared for negotiations 4) Research with vendors and insurers in order to be Find all supporting OEM information successful. that could be used during discussions, “Negotiation successes result from as well as additional information that preparation using consistent and rewill help build a case for negotiation. peatable processes and the discipline to use them effectively,” he explained. 5) Preparation Effective communication is also Review all documentation in its eninstrumental. His advice is to focus on tirety. Manich said that the opponent the goal, use language targeted to the in the negotiation will most likely take opponent and a positive approach in a financial position. “They will typitone so he or she doesn’t feel belittled, cally be preparing the same way you and anticipate questions that may be do, but looking specifically at the cost asked. of repair,” he said. An opponent may “Both sides are looking at the also take an irrational position, acsame vehicle in two different ways,” cording to Manich. “Always rememhe said. “One is looking at it as a profit ber that they have the checkbook, so center while the other one is looking at they may make determinations based it as cost containment. It’s conflicting on that fact alone, not the repair reobjectives from two sides.” quirements,” he said. The bottom line To reduce that tension, Manich is to be prepared to provide as much insaid information and supportive docu- formation as possible to make a rational mentation are imperative. argument.
14 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Stacey Phillips is a freelance writer and editor for the automotive industry. She has 20 years of experience writing for a variety of publications, and is co-author of “The Secrets of America’s Greatest Body Shops.” She can be reached at sphillips.autobodynews@gmail.com.
6) Execution When countering data mining arguments, Manich said to keep in mind that insurers have the scope and scale to gather significant amounts of DRP data. “This puts the repairer at a disadvantage,” he explained. In order to build the execution plan, Manich said to remember that repairers provide this information through their estimates. “When things are removed from the repair plan for whatever reason, there is an ability to control that data,” he said. “It is then used against the repairer ‘showing’ that the repairer in fact doesn’t need it.” An execution plan should include the following:
• Looking at the pros and cons of the position and determining if there is value in its pursuit • Completing the negotiation planning worksheet
• Getting to know the opponent and finding out what makes him/her tick • Looking at past experiences with that person or the company • Asking others within the shop about their experiences • Identifying supporting documentation • Prioritizing the information • Creating a folder containing the relevant documentation and providing it to the opponent • Making an appointment to complete the negotiation activities • Keeping the invitation formal because it’s a business activity
7) Packing of documents/materials Manich said the powers of persuasion can improve the chances of convincing an opponent. These include having the facts on hand, as well as being credible, authentic and sincere during See How to Train, Page 41
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 15
Carubba Collision Opens 3 New Facilities in Albany, Syracuse, NY Joseph Carubba, President and CEO of Carubba Collision Corp., announced that Carubba Collision has once again expanded operations in Central New York State and the Capital District area with the addition of a second location in Syracuse and two new locations in the Albany area. The newest Carubba Collision Syracuse operation is located at 601 Erie Blvd. W in the resurging downtown area, just a few short blocks from the popular Destiny Mall. This second Syracuse location will complement the existing Carubba Collision store located 12 miles away in East Syracuse. “Syracuse and Onondaga County are great communities, and we are very excited about the opening of a second facility and becoming an integral part of such a growing area,” Carubba said. “It is our desire to bring that same high level of quality auto body service to the Central New York area that our customers have enjoyed for so many years in Western New York, and now across the entire state.” The new 22,800-square-foot shop is located on the former V.P. Supply site. Vacant since 2014, the building has been completely renovated and installed with brand new state-of-the-art
equipment. The new manager is Nate Perry, who was promoted from the East Syracuse shop. This is the seventh Carubba Collision location opened in the Central New York region since April 2015. Carubba Collision’s new Syracuse location will employ between 15 and 20 people in the first year of operation. The new facility also includes an Enterprise Rent-A-Car operation on site. Also included on site are multiple insurance companies to handle all customer claims. The two newest members of the Carubba Collision family are also now open in the Albany Capital District with the acquisition of the former Elmo’s Auto Body shops, located at 1143 Ballston Lake Road, Ballston Lake, NY, and 22 Freeman’s Bridge Road in Scotia, NY. Former owner Don Reckner has been in the auto body repair business since 1989, and will be retained as a consultant. All 30 employees from both locations will also continue to be employed by Carubba Collision. They are active in I-CAR training and both shops have Gold Status. “These are two great locations, and we will continue to add employees as the demand calls for it” stated
16 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Joe Carubba. The two shop managers are Don Reckner and Dan Cameron. Both facilities also include an Enterprise Rent-A-Car operation on site. Also on site are multiple insurance companies to handle all customer claims. Carubba Collision is the largest regional MSO in New York State. These new acquisitions will now make 20 stores that share the Carubba Collision brand. Carubba has been adding stores in New York for the past several years, and plans are to continue an aggressive growth strategy. Carubba Collision Corporation has been serving the Buffalo area with certified collision repairs and nationally recognized service for more than 60 years. A family-owned-and-operated business, Carubba Collision is entering into its 3rd generation, which signifies its commitment to the community. Giving back to the community is also something that Carubba Collision has a long and proud history of. Several not- for-profits have benefited greatly from the generosity of Carubba Collision over the years.
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Collision Safety Consultants Opens 8 New Locations
Billy Walkowiak, founder and CEO of Collision Safety Consultants (www.collisionsafetyconsultants.us), announced the opening of the company’s eight new locations. These openings bring the total to 12 U.S. locations and two international locations. • Collision Safety Consultants of Southern Arizona - Juan Aragon • Collision Safety Consultants of NSW Australia - Graham Judge • Collision Safety Consultants of Coastal Carolina - Butch Jones • Collision Safety Consultants of Northern Florida - Marty Smith • Collision Safety Consultants of Illinois - Daniel Resendiz • Collision Safety Consultants of Central Indiana - Tony Fuller Sr. • Collision Safety Consultants of Virginia - Matt Dragoo • Collision Safety Consultants of West Virginia - Steven Krieps “They will be advocates working with lawyers, body shops, vehicle owners and auto dealerships. They will also assist shops to improve quality control by advising them and helping them locate and preform proper repair procedures.”
Continued from Cover
Todd Tracy
John Eagle Collision Center had done an improper repair in order to save money and had compromised the safety cage of the vehicle, causing it to collapse [and] trap Matthew Seebachan, causing his injuries. The jury awarded Matthew Seebachan $42 million. After the case, some of the jurors said they would’ve awarded more money had Tracy asked for it! “The bottom line is the jury felt the OEM repair recommendations were actually a repair requirement. If you are repairing collision damage vehicles, you must adhere to the OEM requirements, or you open yourself up to a liability case.”
LIABRA and ABCG’s meeting concluded with raffle drawings. In addition to raffling off dozens of BMW
BMW Technical Repair Trainer David Sosa shared invaluable information on BMW’s latest repair procedures
shirts and hats, the grand prize raffle item was a BMW mountain bike, won by Al from Central Auto Body. Mert from Best Way Collision won the 50/50 drawing. Kizenberger stated, “LIABRA would like to thank the Competition Auto Group and Competition BMW for providing the venue, chairs, tables, dinner, refreshments and raffle prizes, and Todd Tracy for coming from Texas to make his presentation.” For more information, visit LIABRA and ABCG’s January general meeting attracted www.liabra.org. more than 200 collision repair industry professionals
NY Auto Body Shop Releases Humorous Video to Ease the Stress of Collision Repair
Barry’s Auto Body announced the release of the third video in its “I Gotta Guy” series, created to make car repair less intimidating. “The Stain” is a satirical script in which Vito, played by George Passiarello, is being chastised by his father, played by Barry Crupi Sr., for being careless and allowing the white interior of his luxury car to become stained with an unidentifiable red substance. Vito’s father takes one look at the stain and smacks Vito in the head declaring, “...that will never come out!” Vito seems unfazed by his father’s anger as he assures him, “I gotta guy...” to get the stain out. As in the other videos, the camera cuts away to Barry Crupi Jr. standing in the showroom of Barry’s Auto Body as he describes how the shop will use environmentally friendly products to remove the stain and return the vehicle to good-as-new condition. Later in the video, Donna, played by local comedian Jen Remauro, calls out to Vito and his father, revealing what the red substance is. Previous videos in the “I Gotta
Guy” series included education about auto collision repair and how to file an insurance claim. Barry Crupi Jr. said, “We created the ‘I Gotta Guy’ series to relieve the stress that people feel about visiting an auto body shop. Life is stressful enough—We want people to know that automotive and collision repair doesn’t have to be scary.” The videos can be seen on Barry’s Auto Body website and YouTube channel. In addition to the “I Gotta Guy” series, Barry’s Auto Body provides more than a dozen “How to...” videos, covering everything from how to wash a car to how to remove surface scratches from the car’s finish.
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 17
Day Job/Night Job
Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
Family of Game Farmers, Wholesale Parts Experts—The Hunt Family with Ed Attanasio
When Tammy and Paul Hunt aren’t working in the wholesale parts department of Flemington Car and Truck Country/NJ Parts in Flemington, NJ, they run a farm/hunting preserve and help the community whenever they can.
From left: Paul Hunt, Tammy Hunt, Ken Buck, Ella Buck, Cassidy Hunt and JP Hunt operate the Hunt Family Preserve in New Jersey when Paul and Tammy aren't working in the wholesale parts department for Flemington Car and Truck Country/NJ Parts
It’s a busy life consisting of many 14–16-hour days, but the Hunt family loves it and wouldn’t change it for all the money in the world. As the owners and operators of the Hunt’s Family Preserve in Hunterdon County, NJ, Tammy and David grow hay and raise game birds to be hunted at their 140-acre preserve. For the past 13 years, hunters from all over the world have come to hunt for pheasants and Chukar for two-hour or four-hour stints. Last year, they raised 2,000 pheasants and 600 Chukar for the bird hunting season, which goes from October through March. Starting in May, the farm grows hay, which is harvested in September—just in time to prepare for the hunting season. The entire Hunt family is involved in the operation of the farm, with their two sons helping out wherever needed while their daughter, Cassidy, runs a small business selling eggs. The farm does not turn a profit, but selling the hay and running the hunting preserve pays for itself, Tammy said. “All of the money we make on the farm goes right back into the operation to keep it going,” Tammy said. “It involves a lot of work, but in the end it’s worth it. It’s been satisfying to watch my children growing up on the farm. They raise the pheasants from day-old chicks until they’re mature at around 22–24 weeks and weigh
roughly 3 pounds. It teaches them things like responsibility and the value of hard work.” Raising birds is not an easy task, especially when uninvited guests can ruin their season. “We had a fox who got into one of our pens one season, and he killed 280 birds. A raccoon also got 150 one time,” Paul said. “The birds can also get sick when they’re young, and if we get a lot of snow and ice here, that can affect the flock as well.” When she isn’t running a farm, Tammy wears a lot of hats at Flemington Car and Truck Country/NJ Parts—and she likes it that way, she said. “I process credit applications, do our social media and manage the website, but if I need to write a quote, I’ll jump in,” she said. “I used to work in the banking industry, until the last bank I worked for was sold. So I decided to do this and I enjoy it, because every day is different.” Paul has been in the wholesale parts game for 22 years now. He started out as a counterperson and worked his way up to the top, but his first job was working on a dairy farm. “I’m a third-generation dairy farmer, but I realized many years ago that it’s almost impossible to make a living doing it,” he said. “I got out in 1992 when the wholesale prices on milk were so low that we couldn’t afford to make a profit. The wholesale parts business provides more stability and the hours are a little more reasonable, even though we are running a farm at the same time.” Paul works exclusively on the collision side by getting hundreds of body shops in New Jersey the right parts on time. As the wholesale parts manager at Flemington Car and Truck Country/NJ Parts, he oversees an enormous inventory representing nine dealerships that carry 26 different brands. It’s a huge undertaking, but he’s not dissuaded by the workload. He prefers working with his knowledgeable crew as opposed to a bunch of cows that just stand around, he said. By being aware of his customers’ unique needs, Paul can better accommodate them.
18 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
“[The] wholesale parts [industry] is an ever-changing and extremely competitive industry, and we know that it’s not easy for the body shops to make a decent buck,” he said. “Their labor rates are stuck at $45–$50 an hour and the insurance companies dictate every-
Wholesale Parts Manager Paul Hunt works exclusively with body shops at Flemington Car and Truck Country/NJ Parts
thing. The quality of aftermarket parts has improved considerably, but most shops still want to use OE parts—and that’s why we try to make that happen for them.” Paul also knows that shops expect their parts deliveries to arrive
more quickly than ever before, so his department has to respond accordingly. “We have 32 trucks and we know that our customers are judged by their cycle times and CSI scores,” he said. “If our shops call before 1 p.m., we can get them whatever they need the same day. We have to sell service to differentiate from our competitors, and delivery is somewhere we can excel.” Always with an eye to help others, the Hunts all belong to the West Amwell Volunteer Fire Company and are also members of the Future Farmers of America. “We work with students through their high school agricultural programs and assist them with finances through fundraisers,” Tammy said. “The farm life has been wonderful for us, so we want to support the industry if we can, and introducing it to young people is a good way to do it.”
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Free Transportation Technician Training Offered to High School Juniors
Universal Technical Institute is launching “Ignite,” a free summer program to train high school juniors in fundamental transportation technician skills. “There is tremendous need across the transportation industry for trained technicians,” said Kim McWaters, UTI President and CEO. “Our free Ignite program introduces a new generation of young students to a UTI education and gives them a taste for the fulfilling career opportunities that await in the transportation field. We had great success with Ignite as a pilot program in 2017, and now we’re excited to bring this unique training to the rest of our UTI campuses.” During the program’s two 3week courses, Ignite participants are given a glimpse into the world of automotive, diesel, collision repair or motorcycle training—an introductory sample of the programs completed by traditional UTI students. The Ignite curriculum emphasizes the high-tech nature of today’s transportation industry. For more information or to enroll, visit https://uti .edu/programs/ignite.
Consumer Warning: Car Sound Louder? You May Be the Victim of a Crime vulnerable because there is more room to get access to the underside Police in North Carolina continue to of the vehicles, Chapel Hill police report an uptick in instances of a said. crime that could make your car How can you tell if your catalytic sound different overnight. converter has been stolen? The Chapel Hill Police Depart“Your car will sound a lot louder ment said Feb. 6 that it has seen a in the middle of the car than it previously sounded,” Chapel Hill police wrote in social media posts. “In that case, if you’re able, look underneath the vehicle for evidence of a theft.” The Raleigh Police Department issued a similar statement. After 52 cases of catalytic converter theft were reported in Raleigh in 2017, Chapel Hill police posted this photo to social media as an there were 12 this January example of what a missing catalytic converter looks like alone, police said. on the underside of a vehicle. Credit: Chapel Hill Police “The vehicles targeted rise in catalytic converter thefts, like are primarily Honda Accords and many other municipalities in the Ford vans,” Raleigh police said. state. “They have been parked in apartment Thieves are interested in those complexes, random business parking emissions control devices for the pre- lots and auto repair shops throughout cious metals they contain—including the city. The incidents have occurred platinum, palladium and rhodium. on various days of the week and typHondas are being targeted more ically overnight.” than other vehicles, several reports Investigators in Fayetteville resay, but trucks and SUVs are also ported 17 stolen catalytic converters by Aaron Moody, The News & Observer
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just from Jan. 26 through Jan. 29, according to ABC11. Kernersville-area businesses also saw an increase in the thefts since last fall, F0X8 reported, and Greenville had several instances, according to The Daily Reflector.
Chapel Hill police offer these pointers to reduce the chance of catalytic converter theft: • Park in areas that are well lit and don’t offer easy access underneath your car. • Call the police if you hear the sound of a saw or see someone working under a vehicle late at night.
• When in shopping centers, park near the entrance or main road where traffic would be greatest. We thank The News & Observer for reprint permission.
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In Reverse
John Loftus – The Dragon Slayer with Gary Ledoux
Gary Ledoux is an industry veteran with 48 years’ experience in the automotive and OEM collision parts industry. His column appears exclusively in Autobody News. He can be reached at YesterWreck@yahoo.com
“In the early 1980s, body shops had it a lot of travel. tough,” said industry veteran John Loftus continued, “I certainly Loftus in a January 2018 interview. stayed in plenty of hotels. But I often “They needed someone or some- stayed in the homes of shop owners thing to pull them together and repre- and industry colleagues—a great sent them on a national scale. They respite from a hotel room. They knew needed some cohesion. Every shop I was working hard for them, and they owner was fighting their own individ- treated me like family. I always tried ual battles with insurance companies.” to return the favor. One of the shop At that time, auto body associaowners even flew me around the Midtions operated at the state level. One rewest in his private plane. gional association, IASA, represented “The organization back then never both the collision and mechanical sides had a lot of money. But we got by. And of the business in 13 states. In fact, if I was asked to speak somewhere, Loftus spent about three years somehow we found a way to as the Collision Industry Dipay for it. In fact, the first time rector for IASA after spendI was asked to speak in Euing 13 years as the owner and rope, I almost turned it down because I didn’t know how we operator of Hawthorne Auto would pay for it. But someBody in Hawthorne, CA, and several years serving in varihow it got done. ous volunteer roles for the “When I first started, John Loftus California Autobody Associsometimes it was hard to get ation. Loftus was a key player in the through to some shop owners. They formation of the CAA for southern Caljust didn’t get it. I told them they had ifornia and spent a year as the director. to start looking at their own costs, like ASA was around at that time as a nathe insurance companies look at theirs. tional organization. They were wasting so much money. At Loftus knew change was coming, one of my first speaking engagements, but it needed help. Other industry I talked for an entire hour and got zero leaders realized it too. So they formed reaction. At another place, I wasn’t a new industry organization, and gave getting through, so we pulled the table Loftus the reins. On Sept. 25, 1982, cloth off one of the tables where we the Society of Collision Repair Spe- had just had dinner, and I stood up on cialists (SCRS) was formed with goals the table and spoke! Some shop ownof providing body shops with techni- ers had to hear me say the same thing cal training and management educa- a couple of times before it sunk in.” tion, improving the quality standards When asked about how many of collision repair services, raising the places he had visited and where he professional standing of those en- spoke, Loftus noted that he had been gaged in the collision repair industry to 44 states and 20 different countries. and securing the financial position of “I stood in front of an industry individuals within the industry. It was group in England [on my first trip to Euthe first national organization dedi- rope] and told them how things worked cated solely to the collision industry. in the U.S. and the battles we had with When asked what SCRS was like insurance companies and adjusters,” he in its early days, Loftus responded, “The said. “They all sat there nodding, beSCRS office was wherever I said it was! cause it was no different an entire ocean I had a home in Texas, a home in Caliaway. Then we went to France, and then fornia, and some friends in Missouri— Germany and then Canada… everywhere we went, the industry problems Bill Wicklund of Wicklund’s Auto Body, where I stayed occasionally,” Loftus were the same. We went to Russia— noted. “I was there so often, I became an that was almost comical. They were still ‘honorary Wicklund.’ If I had access to a repairing cars there like it was 1950.” phone and a fax machine, that’s where Laughing, Loftus said, “I don’t my office was. We made it work!” think they wanted me to speak—I think Back then, as it does today, the they wanted me to teach them modern position of SCRS Director called for repair methods!”
22 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
In the 1980s, the OEs generally were not as attuned to the collision industry as they are today. But Loftus was quick to point out that SCRS had a good relationship with Toyota back then, as they were some of the first to produce and widely distribute collision repair manuals. He noted that GM was also part of the collision landscape at the time. If there is anything John Loftus is famous for, it’s his self-proclaimed mantra, “Working together is the most important work we do”—and he lived that every day. Loftus is a very one-onone guy and liked to work with individuals. If shops called to tell him that they were having issues with a particular insurance company or a particular adjuster, he would visit them or get the parties on the phone and work things out. “We never threatened to sue them,” said Loftus. “We were never condescending to any party. I always treated the shop and the insurance company
with dignity and respect, and we always came to a resolution because I listened to all parties, and we kept the customer in mind. The consumers spent a lot of money in insurance premiums—now it’s time for the insurance company and the shop to make things right for them because that’s what they paid for.” Loftus remembered one particular instance where an insurance company wanted a shop to clip the rear end of a car. The shop knew it was an unsafe repair, refused to do it, and the shop was removed from that carrier’s DRP program. The shop called Loftus to see what could be done. In a short time, Loftus had talked the insurers into totaling the car, the shop was reinstated in the insurer’s DRP program and the adjuster was exposed for having some ulterior motives for wanting the car clipped. When asked about his “finest moment” as SCRS Director, Loftus pointed to a brochure called “Insured Motorists’ See John Loftus, Page 50
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Continued from Cover
Northeast Agenda
tunity to participate in national-level learning from the industry’s leading experts. It may be a bit of a drive or a short flight, but it will be well worth the effort. If you missed going to SEMA or SCRS’s Repairer Driven Education, then you want to make sure to get you and your team to NORTHEAST!” NORTHEAST 2018 will take place on March 16–18, 2018 at the Meadowlands Exposition Center in Secaucus, NJ. The educational agenda begins on Friday at 2 p.m. with “The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan,” presented by Danny Gredinburg of Database Enhancement Gateway. At 5 p.m., Reliable Automotive Equipment’s Dave Gruskos will offer insights into proper tooling and training by explaining the reasons for OEM procedures during “Riveting and Bonding, and Other Repair Operations and Procedures.” At 7 p.m., Mike Anderson of Collision Advice will present “Write
It Right with Life Nuggets to Live By” as he talks about the importance of an accurate estimate and how to stay positive while navigating the daily complexities of the collision repair industry. He will deliver an encore of this presentation at 12:30 p.m. on Saturday. Saturday morning will commence with an “OEM Repair Panel: Becoming a Certified Repairer and Understanding the OEM Repair Procedures,” featuring panelists Dave Gruskos, Reliable Automotive Equipment; Aaron Clark, Assured Performance Network; Larry Montanez, P & L Consultants; Barry Dorn, Dorn’s Body & Paint; Bill Hawkins, BMW of Annapolis; and Mark Allen, Audi USA. The panel will be moderated by Gary Wano, Jr. of GW & Son Auto Body. At 12:30 p.m., attendees will have two choices in addition to Mike Anderson’s encore presentation: “Structural Repair Methods—Critical in Today’s Vehicles with Advanced Technologies” by Kelly Logan, Global Data and Content for Solera, and ATI’s Keith Manich’s “Developing and Delivering Effective Written and Verbal Negotiation Practices.” Three presentations will also be
24 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
available at 3 p.m. on Saturday. Tim Ronak of AkzoNobel Coatings will cover “Severity Doesn’t Matter and How to Manage Insurer Expectations,” while QLC, Inc.’s John Niechwiadowicz and Jerry McNee of Ultimate Collision Repairs will present “Three Keys to Receiving Proper Compensation for a Proper Repair and What to Do When They Say NO: Education, Documentation and Collaboration.” A panel discussion on “Diagnostics, Calibrations, and Programming: Understanding Shop Liability in this New Era and How to CYA!” will feature Chuck Olsen of AirPro Diagnostics, Assured Performance Network’s Aaron Clark, Paul Sgro of Lee’s Garage, Larry Montanez from P & L Consultants, and Greg Potter of Equipment and Tool Institute. Continuing the focus on shop liability, Saturday’s agenda will conclude with “Anatomy of a Lawsuit—Crash Testing for Evidence” with Texas Attorney Todd Tracy. Sunday morning’s 10 a.m. options include a repeat of Gredinburg’s presentation, “The Time is Now! An Update on Scanning and Calibration” by asTech’s Jake Ro-
denroth, and “Developing an Effective Digital Marketing Strategy That Will Grow Your Business,” presented by AP Media’s Lee Emmons and Brent Betts. At 12:30 p.m., BASF’s John Shoemaker will discuss the “Basics of Blueprinting,” while Jim Saeli of Management Success covers “Social Media Mania.” A third presentation on Structural Repair will also be available, but the presenter has not yet been determined. Registration for the educational courses cost $65 each, and the OEM panel is available for a $150 registration fee. Attendees can also pay $295 for full registration to all courses. The 2018 NORTHEAST Trade Show will be open Friday from 5–10 p.m., Saturday 10 a.m. until 5 p.m., and Sunday 10 a.m. until 3 p.m. and will offer a chance to meet with more than 150 exhibitors. The Exhibitor Appreciation After-Party will be held on Friday night, and the 10th Annual NORTHEAST Family Day will take place on Sunday. Plenty of exhibitor and sponsorship opportunities are still available. For more information or to register for NORTHEAST 2018, visit www.aaspnjnortheast.com.
Howard, PA, Rep ‘GT’ Tours CMHS Career & Tech Center, Lauds Program by Sarah Paez, The Express
On Feb. 12, Rep. Glenn “GT” Thompson, R-Howard, PA, visited the Central Mountain High School Career and Technology Center, which has recently come under threat due to school district budget issues.
Auto collision repair and auto technology instructor Harry Wolfe talks with U.S. Rep. Glenn “GT” Thompson as CTC Director Ken Kryder looks on. Credit: Sarah Paez, The Express
At the last Keystone Central School Board meeting, board members proposed cutting the CTC director position. Due to attrition, the auto body, auto mechanics and cosmetology programs will all lack an instructor next year. The board has considered adding those positions back to the budget, but has not made any concrete decisions. Thompson, who represents Penn-
sylvania’s 5th district, is currently serving his fourth term as co-chairman of the bipartisan Congressional Career and Technical Education Caucus. During the 114th Congress, he introduced the Career and Technical Education for the 21st Century Act, which passed by a vote of 405-5 in the House of Representatives. Thompson also serves as vice chairman of the Agriculture Committee and chairman of the Subcommittee on Nutrition. Ken Kryder, director of the CTC, took the congressman and members of the school board, faculty and CTE programs around the entire CTC building, observing agriculture technology, manufacturing, early childhood education, health sciences, drafting and design, culinary arts, cosmetology and more. Currently, there are 148 CMHS students on track to graduate from various CTE programs. That figure has more than doubled since 2016. Kryder explained that CMHS CTC also offers a dual enrollment program with the Pennsylvania College of Technology, where CTE students can obtain college credits through their classes at no cost. These credits transfer directly to Penn College or a number of other schools so students can save time and money toward their
degrees. It is possible, said Kryder, to graduate from CMHS with 22 credits toward your college degree from the Penn College NOW program.
ucation, especially in rural Pennsylvania school districts like Keystone Central. After touring the entire CTC, he said part of his goal for the CTE Caucus is to bring skills-based education into the 21st century. He said he is working to get Congress to invest more money in CTE every year because there is a clear return on investment. With 6 million jobs opening up in different skilled, technical fields between now and 2020, he said CTE is more important now than ever. “If we don’t step up and invest in this type of program, From left are business teacher and ACCE President our country’s in trouble,” he Thomas Temple, CTC Director Ken Kryder, KC School said. Board members Eric Probert and Debra Smith, SkillThompson said he would sUSA students Joslyn Kramer and Julia Knarr, Rep. like to hold a business and inGlenn Thompson, and FFA students Connor Tolomay dustry roundtable in Clinton and Cain Burnell. Credit: Sarah Paez, The Express County on March 2 to discuss In 2003, CMHS was one of the how CTE can help and be helped by first high schools in Pennsylvania to the workforce. instate a dual enrollment program for “I want to hear from businesses its CTC. and industry what their needs are now “If we’re not giving (career and in Clinton County,” and how protechnical education) to them, where grams like CTE meet those needs, he are they going to get it?” Kryder said. said. Thompson spoke about the imWe thank The Express for reprint portance of Career and Technical Ed- permission.
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 25
Northeast Associations
Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who writes on a variety of fields and subjects, and grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.
ABAC Pulls No Punches With Todd Tracy Presentation with Chasidy Rae Sisk
men and women that work in this industry,” he said. “You’re on the front On Thursday, Jan. 11, the Auto Body line of safety. Each and every day, Association of Connecticut (ABAC) people come to you bringing their second-most valuable possession they’ll ever own, which is their car, only behind their home. And they bring that possession to you to restore it back, so it will safely get them to and from work, get their wife and children to and More than 80 collision repair professionals attended from work and school, and ABAC’s special event on Jan. 11, featuring Texas take care of their family in the attorney Todd Tracy event that another unforeseeheld a meeting at the Best Western able accident occurs. That is an inPlus in North Haven, CT, featuring credible responsibility that people Texas attorney Todd Tracy’s presenta- place upon us, and you deserve to get tion “Anatomy of a Lawsuit.” paid for these responsibilities. And we ABAC President Tony Ferraiolo are going to fight for you to do that. met Tracy during SEMA and de- It’s time for somebody to get into the scribed him as someone who “pulls no arena for all of you, and this little guy punches; he’s uncensored and tells it from Texas is willing to do it.” Throughout his presentation, Tracy emphasized the need for shops to band together in this fight and to involve the consumer. He discussed the value of litigation, why it’s relevant to identify aftermarket parts as imitation parts and how to keep sharks out of your shop. He also covered how he won his $42 million lawsuit against John Eagle, how shops can avoid getABAC President Tony Ferraiolo was impressed ting sued and how the industry must by Todd Tracy’s dedication to the industry when fight insurance companies that refuse they met at SEMA to follow OEM repair specifications. like it is! When you’re right, you can fight until the end. Times are changing due to the complexity of today’s vehicles. You will have to change the way you do things in your business.” Addressing more than 80 attendees, Ferraiolo asked, “How many of you have had the insurance companies bully your shop into doing repairs that you knew were not OEM-certified? How many of you were bullied into Todd Tracy is currently working his way using aftermarket parts instead of around the country as he leads efforts to OEM parts? How many of you have prevent insurance companies from dictating not gotten paid to repair a vehicle to repair methods the OEM specifications, but always Tracy also shared results from the took what the insurance companies three crash tests he performed in Dewere willing to pay?” Tracy opened his presentation by cember, noting, “These tests will hopestressing the importance of collision fully prove that OEM parts and repair repair professionals talking about im- specifications must be utilized to ensure the safety of our customers.” proving safety. The tests evaluated the safety of a “I think it starts with all of you by Chasidy Rae Sisk
26 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
vehicle with a glued-on roof, a vehicle repaired with aftermarket parts and an OEM vehicle with no repairs using an IIHS moderate offset impact.
Tracy discussed how he won the John Eagle case and shared findings from December’s crash tests
Tracy concluded, “We will give every test that we conduct to the auto body shop associations around the
country. We’ve run three tests so far. We’re going to run three more in February/March so that we continually build up a database of information. This way, you guys and gals will finally get some ammunition. I’m going to devote 18 months to this AND $5 million of doing the crash testing because it does cost a lot of money to do this. But that’s because I see a pay day down the line for myself. I also see a pay day for you, the collision repair shops. But most importantly, I see the opportunity to put the insurance companies in their place.” Ferraiolo said, “The Auto Body Association of Connecticut would like to thank Attorney Todd Tracy for making time available to meet with our members and guests and for presenting us with this valuable information.”
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In 1962, Jim Maltbie was only 19, but he opened his own shop called Jim’s Auto Body, Inc. in Port Chicago, CA, right out of high school. Six months later, he moved the shop to Concord, CA, and began to expand the business at a steady rate. A born leader, Jim became known for breaking the mold and embracing new concepts about fixing cars. His reputation grew to the point where other
Head Painter at Jim’s Auto Body, Osvaldo Perez is getting better and better at using the shop’s USI Italia booth and is improving the shop’s cycle times as a result
collision repair professionals asked him for advice as he also mentored many of the body shop owners who went on to success throughout the Bay Area. With the demand for quality auto body work in Contra Costa County growing at a rapid rate in the 1970s and 1980s, Jim Maltbie opened his second shop in Antioch, CA, in 1986 and in 1992, he opened his third location in Walnut Creek, CA. Jim Maltbie passed away several years ago and today, his wife Karen Cox runs the show, managing 99 employees and garnering top reviews for its exemplary work. Using state-of-the-art equipment and consistently updating technical training for his staff, Jim’s Auto Body is still thriving while hundreds of other Bay Area shops have come and gone. Operations Manager Darren Maltbie is looking at the bottom line with his USI booth and more than pleased with the results. “Depending on the situation, we are now painting one or two more cars every day using the
USI booth and the numbers are going up. The air movement with this booth is amazing and it clearly enables us to cut down on our cycle times. We can also speed up the process if we need to, like when we’re jammed and trying to get out some cars, or bumpers or whatever we’re painting. We never need to use blowers, because the system will provide more air when it’s needed. Also, the paint cycle time with the USI booth is shorter, with our other booths, it takes roughly 80-90 minutes to get the job done, with the USI Chronotech we have been able to cut 20-25 minutes depending on what we’re painting, so the time savings is evident. We’re saving a ton of time and energy right there” By running 24 paint cycles five days a week with a paint crew consisting of three refinish technicians and seven preppers, Jim’s relies on its USI Italia booth more all the time. “Our Head Painter Osvaldo Perez has learned the ins and outs of working with the booth’s EPS System that gives him the most efficient way of painting each vehicle in real-time and automatically controlling the airflow and everything else. The EPS allows us to do the job in the shortest time possible, so we are saving energy. It’s like a microwave oven, you just set the parameters and then the painter can concentrate more on things like spraying and getting a precise color match.” After finding out about USI Italia and learning about their line of quality spray booths, Maltbie contacted the company and introduced them to their local rep. “Our local USI rep Rob Dolezal showed us what the booth can do and we were immediately impressed,” he said. “We visited a shop in San Francisco that is using a USI booth and saw it in action. It’s so advanced and well-built and
By using the USI Italia booth’s EPS System, Perez can turn around 1–2 additional cars every day, because it determines the best way to paint every vehicle
has so many great features–I was pretty much sold right away.” USI Italia’s Stefano Moretto played an integral role at Jim’s Auto Body when it came to properly training Maltbie’s crew, he said. “We know that with the USI Italia booth, we don’t need to do anything manually anymore. Stefano clearly explained the different programs and now our main painter Ozzie
has really taken and run with it. Once our other painters start using it more and more, I’m confident that they will become comfortable with it and embrace the technology. They can do a better job using USI Italia’s EPS System and save time by increasing productivity and efficiency.” Saving energy, cutting down on his cycle times and producing a quality product consistently, is a huge deal for a large, busy shop and
Perez with the shop’s Operations Director Darren Maltbie rely on their USI Italia booth to paint the lion’s share of 600 vehicles every month
that’s why Maltbie is relying more on his USI Italia spray booth. “We paint a lot of sheet metal here, and with this system, we can bake the heck of it with Chronotech and do it fast,” he said. “Our other booths can’t even come close to that.” Maintenance is also easy with his USI booth, Maltbie said. “We have our guys come in Saturday and wash down the booth and the booth is constantly monitoring all the filters, letting us know when they need to be changed, so that the air circulation is not being compromised. Our USI booth doesn’t need a lot of maintenance, which is huge for our paint department.” Darren Maltbie and the shop Owner’s Karen Cox saw a great value in the USI Italia booth and are happy that they purchased it. “If we are going to stay ahead of the game in this business, we need to get the best products and equipment to do it, so investing in this equipment is a very smart move for us now and in the future.” See Us at the Northeast Tradeshow at Booth #327. USI North America 556 Commerce Street Franklin Lakes, New Jersey 07417 Ph: 201-405-7761 s.moretto@usius.com
www.usius.com
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 27
Hawaii Bill Addresses Consumer Safety & Use of OEM/Aftermarket Parts and Prices by Stacey Phillips
A group of body shop owners and managers in the state of Hawaii have come together with a common goal: to protect consumer safety by introducing new legislation that addresses the use of OEM and aftermarket parts and who ultimately pays the price. Currently in Hawaii, aftermarket parts are permitted or required as part of a collision claim. Per Hawaii state law, insurers are allowed to ‘charge’ insureds and claimants the price difference if they prefer to use OEM parts for any reason. §431:10C-313.6 Original equipment manufacturers and like-kind and quality parts. (a) An insurer shall make available a choice to the insured of authorizing a repair provider to utilize a like kind and quality part of an equal or better quality than the original equipment manufacturer part if such part is available or an original equipment manufacturer part for motor vehicle body repair work. If the insured or claimant chooses the use of an original equipment manufacturer part, the insured or claimant shall pay
the additional cost of the original equipment manufacturer part that is in excess of the equivalent like kind and quality part, unless original equipment parts are required by the vehicle manufacturer’s warranty. House Bill 1620 was introduced earlier this year by House representatives Roy Takumi and Linda
working closely with other body shops that are part of the Automotive Body & Painting Association of Hawaii to lay out the strategy and arguments required to help pass the bill. “What we’re saying is that there shouldn’t be a law in the state that requires insureds and claimants to pay the difference,” said Takemoto. “If the
Ichiyama, along with companion Senate Bill 2243, introduced by Senators Kidani, Galuteria, Inouye, Baker, S. Chang, Dela Cruz, K. Kahele, Nishihara, Shimabukuro and Wakai. The bill would prohibit motor vehicle insurers from charging insureds an additional fee for repairs made with original equipment manufacturer parts if the vehicle manufacturer recommends them. Van Takemoto, owner of Island Fender in Honolulu, Hawaii, has been
bill passes, then insurers cannot pass that cost on to them.” The original law was enacted in the late 1990s. At that time, Takemoto said vehicle parts were mainly cosmetic. “Today, the car is a safety system. If you replace one component in that safety system, the safety system is no longer the same,” he explained. “If you are going to use an aftermarket part in that safety system, somebody has to guarantee that it will perform
“No bill has ever been introduced in any other state with similar language. It’s very apparent that it’s a bill that will attempt to increase the market share of the car companies.” — Ray Colas
28 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
exactly the same as the original equipment part; not look and fit the same.” He said that supporters of the bill are trying to communicate to the opposition that there is no way of really knowing what that part is truly made out of. “Basically, it’s a safety issue,” he said. An Intrastate Commerce (IAC) committee hearing was held Jan. 31, headed by Chairman Takashi Ohno, D-Honolulu. Following testimony from insurance companies, body shops and other stakeholders, HB 1620 passed favorably with amendments. When Autobody News went to press, HB 1620 was amended in the IAC to create a taskforce. Takemoto said if the bill does not pass in the House, there is still a chance it will be passed in the Senate. He explained that any piece of legislation has to pass in both houses. “If there is a disagreement between the two, it goes to a conference committee. If they don’t agree, then the bill is dead,” he said. A hearing date had not been set in See Hawaii Bill, Page 68
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 29
Continued from Cover
Cautionary Tale
ever made and is often re-broadcasted all over the world. In life, we learn from others’ mistakes so that we don’t repeat them. In this story, a career painter has sage advice for painters and techs who don’t wear proper gear when painting cars. Alex Alonso is 52 years old and originally from Bronx, NY. His father, Jesus, was born in Uruguay and came to the U.S. to eventually open a two-man restoration shop where Alex started working at age 12. After high school, Alex took a six-month course on automotive repair, learning a lot of things he already knew, he said. “In the Bronx, people fix their cars right out in the street, and I started working on my friends’ vehicles while I was in high school,” he said. “Back then, we learned by doing, so when I went to auto tech school, I knew a little more than just the basics.” Father and son worked side-byside restoring primarily classic American cars, and pretty soon, the quality of their work brought them more and more customers. After a while, they moved the business out of the city and continued flourishing. “We moved upstate to Prattsville, NY, where we opened J. Alonso Body Shop in a small facility,” Alex said. “I learned how to do it all—disassembly, sandblasting, painting—you name it. Continued from Page 4
Last Mile Delivery
and affordable deliveries, combined with returns made easy, will meaningfully improve people’s daily lives. “Deliveries are the perfect first application for autonomous vehicles,” said Daniel Laury, CEO of udelv. “Customers simply open the locker with a press of a button on their mobile device, and the vehicle heads on its way to the next delivery or back to the store. “This is a historic revolution in transportation. We are reinventing deliveries. McKinsey estimates that 80 percent of all package deliveries will be autonomous in the next decade. I am very proud that udelv is first and leads this revolution.” “Our customers are very tech-
We would turn around our restorations in 4–6 weeks on average, which meant that we were working all the time, but the shop was literally 3 feet from our house, so it was convenient. I would take multiple photos at every stage and put together an album for every customer with 200–300 pictures of their restoration, and they loved it! We built a reputation for quality and [fast work].” In 1989, Alex and his father moved to Montevideo, Uruguay to run a restoration and body shop, where the business took off despite issues along the way. “We worked on cars for the Israeli, Russian and Spanish embassies on mostly high-end European cars,” Alex said. “Armed guards would come and inspect the vehicles after the repairs and stick mirrors underneath them to make sure everything was safe. They called us the gringos and used to tell us, ‘You gringos do good work.’” Uruguay doesn’t make it easy for collision repairers to do their job, Alex said. “There are a lot of DRPs available to shops in the U.S., but in Uruguay, there is just one insurance company and it is owned and operated by the government,” he said. “The insurance adjustors had all the power and they were a nightmare to deal with. They had a monopoly, so they were rude and nasty all the time and we had to fight with them on every supplement—It was awful.” In 2000, Alex moved to Florida, where he had to go back to square one savvy,” said Richard Draeger, owner, Draeger’s Market. “We look forward to adding the udelv autonomous vehicle and its cost reduction factor to our delivery fleet.” The company, with several technology patents pending, is planning to test dozens of udelv vehicles on the roads in a few states within a short timeframe. udelv is planning to use a subscription business model to roll out its vehicle fleet. Led by Laury and CTO Akshat Patel, former Tesla and Apple special projects engineer manager, udelv is listed on the California DMV Autonomous Vehicle Tester Program under the name of CarOne LLC. The company is funded by a group of investors that includes prominent U.S. and international venture capital funds as well as private investors.
30 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
upon his return. “By the time I got back, it was a different ball game and I couldn’t get a job without a work permit,” he said. “So, I had to take a course and prove what I could do, and then the only job that was available paid $8 an hour. I was working in the hot sun outside painting cars for a shop that charged $300 for a paint job. Luckily, I became friends with a couple of the paint reps there and they helped me get a better job. After a couple years, I was making $1,200 a week working flat rate for a top shop.” In 2012, Alex experienced back pain, so he went to a chiropractor— but it didn’t solve the problem. Finally, he got an MRI. When he went to the orthopedist to find out the results, they met him at the door. “They told me that I had a tumor in one of my kidneys and that I needed to go to the doctor right away,” Alex said. “They removed it and I thought I was out of the woods, but I was wrong.” Today, Alex has stage 4 kidney cancer and the doctors give him 1–2 years to live. The last doctor he saw told him that he wasn’t willing to do any more surgery at this point, because it would possibly make his con-
dition even worse. He is battling for his life and taking chemo pills every day, keeping his hopes up and proceeding as best he can. “I can’t prove it and I’m not blaming anyone, but I know that the risks I took over all the years finally caught up with me,” he said. “I was a mechanic when I was younger and always elbow-deep in all kinds of transmission fluids, brake fluids, motor oil and carburetor cleaner—you name it. I never wore gloves or any protective gear, because when you’re young, you think you’re a superhero. But all of that stuff gets into your blood, and where do you think it ends up? Your kidneys—that’s right.” After 25 years in the paint booth, Alex also realizes maybe a little too late that wearing a breathing respirator and a full suit is a must, he said. “In Florida, it gets really hot and humid, so sometimes I would either wear a half-suit or take it off and not wear gloves at all,” he said. “I tell painters now to put that mask on; don’t be stupid the way I was. In the early years, some of the equipment wasn’t all that great, but now with all of these oxygen-supplied air respiraSee Cautionary Tale, Page 33
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National News
Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who writes on a variety of fields and subjects, and grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.
ASA Partners With Bosch to Present Scanning for the Future Webinar with Chasidy Rae Sisk
On Wednesday, Jan. 17, the Automotive Service Association (ASA) partnered with Bosch to host a webinar on Scanning for the Future, an introduction to the diagnostic scan trends that every collision and mechanical professional should know. Tony Molla, Vice President of ASA, welcomed attendees to the first of a series of webinars on the popular topic of vehicle scanning, which served to provide a general overview and set the stage going forward so everyone would have the same frame of reference. Bosch Technical Instructor Duane “Doc” Watson dove into Advanced Driver Assistance Systems (ADAS), which are technologies that provide a driver with essential information, automate difficult or repetitive tasks and lead to an overall increase in car safety for everyone. Watson noted that some of these technologies have been around for a long time and are proven to im-
prove the driving experience and safety on the roads. “ADAS’s are on the cutting edge of emerging automotive technology,” Watson shared. Looking at how collision warning and avoidance systems operate, Watson explained that a sensor installed in the
is also the world market leader for radar sensors with 77 GHz technology, and one sensor facilitates several ADAS’s. Exploring adaptive cruise control (ACC), Watson explained that this system actively helps the driver keep a safe distance from the driver
front of the vehicle scans ahead for obstacles, and if one is found, the system will determine if there is any imminent crash danger and warn the driver if necessary. Bosch is involved in a variety of ADAS’s, including adaptive cruise control, adaptive light control, automatic braking, automatic parking and blind spot control. The company
in front by maintaining the speed set by the driver while adapting it to changing traffic. Combined with a rear-end collision warning system, the ACC can reduce the amount of heavy braking on freeways by 67 percent and reduce tailgating instances by 73 percent. ACC may use the following three types of sensors: mid-range radar sensor (MRR), long-range radar
32 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
sensor (LRR) or the stereo video camera. Automatic braking is a pre-crash technology designed to reduce the severity of high-speed collisions. Although automatic braking systems can prevent collisions, they’re typically meant to slow the vehicle to the point that less damage is caused and fatalities are unlikely. Watson explained the differences between predictive collision warning (PCW), emergency brake assist (EBA) and automatic emergency braking (AEB). In PCW, the driver is warned with a short but perceivable brake pulse and/or automatic seat belt retraction, while EBA increases the brake pressure partially initiated by the driver to the required level for the current situation. If a driver does not brake, AEB will initiate if a collision is unavoidable. A parking assistant uses an ultrasonic sensor in the side of the front
bumper to scan the road for a suitable parallel or perpendicular space, sending out short ultrasonic impulses that are reflected by barriers, and in turn, the echo signals are registered by the sensors and evaluated by a central control unit, alerting the driver when a parking space is detected. Once the driver activates the automatic parking assistant, the system calculates the best path into the space and assumes control of steering—both to enter and exit the parking space. Watson shared a video that demonstrated this technology at work. Blind spot detection works by using two ultrasonic sensors on each side of the vehicle that monitor the space in the adjacent lanes to alert the driver to possible dangers in their blind spots by means of a warning light. An audible warning sounds if the driver ignores the lights and activates the turn signal to change lanes. The system does not trigger warnings for stationary items or in response to the driver’s overtaking maneuvers. A video demonstration of this technology was also shared. Discussing how this technology will impact shops’ business, Watson predicted that the need for service in-
formation at the time of repairs will be more important than ever. He discussed why it’s no longer adequate to merely check the dashboard for lights, and noting that many OEMs now require pre- and post-repair scans, Watson advised against outsourcing these scans since that could lead to longer cycle times, decreased customer satisfaction and lost profits. It’s not simple to determine when a scan tool is required since that answer is often based on the age of the vehicle, type and extent of damage, and which options the vehicle is equipped with. This means collision repair professionals must apply a level of sound judgement to each vehicle in need of repairs. In April 2017, ASA released a position statement on pre- and postrepair scanning that coincides with many statements recently released by OEMs. According to this position statement, “The Automotive Service Association supports the electronic scanning of all vehicles prior to and after collision repairs are completed in order to ensure that all potential damage has been identified to achieve a safe and complete repair.”
An image of two crashed vehicles showed that the one with the least visible damage had 11 codes fire on the pre-scan tool, while the other had zero codes fire. Watson stressed, “The bottom line is, you can’t tell by looking. You need to PRE-SCAN!” While there is not yet a standard in the industry for shops receiving payment for scans, 70 percent get paid for pre- and post-repair scans. Some things to note are that having a printed or digital report for each scan is key to getting paid, but rates can vary by area, scan method and insurer—while some insurers pay for scans without issue, some require negotiations. In order to comply with OEM requirements for scanning, some investment in equipment and training is needed. Shops will require a quality scan tool, a battery maintainer or high-end battery jump box, and copies of OEM position statements on scans. Shops must provide training for employees to properly perform these procedures and include standard operating procedures as part of the training. Outsourcing scan work is expen-
Continued from Page 30
Cautionary Tale
tors, a painter can be safe all the time. Some shops stay on top of it and make safety a priority, but when things get busy and there are a lot of cars in the shop, it can be discarded very easily.” Staying hopeful and positive, Alex wants painters out there to know that their safety and health should be more important than any paycheck. “I am hoping that painters will read this and learn from my mistakes,” he said. “Don’t take shortcuts and compromise your health, because life is precious and no one is indestructible.”
See ASA Partners, Page 54
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Hey Toby!
Kool Tools: SEMA 2017 with Toby Chess
It’s that time of the year again for Kool Tools of SEMA 2017 & more. Kye Yueng and I walked the floor of SEMA last November looking for unique and helpful tools that will benefit the collision industry. We purchased all the tools (except for the Prospot welder and Dent Fix Maxi) to give them a try. I will tell you that some of the tools that we purchased did not meet our criteria for ease of use or did not work as advertised. Let’s start with the Mason Battery-powered rivet gun. I have purchased a number of pneumatic rivet guns (criteria: Take a ¼” rivet and pull over 4,000 lbs). Some worked great (Taurus 4 from Reliable Automotive Equipment is the Ferrari of rivet guns) and one jammed after two rivets. Some would not pull 4,000 lb structural rivets, and the ones from Mason and Dent Fix worked well (if the Taurus 4 is a 10, the Mason and DentFix are 8+). I came across a battery-operated pull rivet gun from Mason.
Fig 1
The specs on this gun are as follows: 1.181 in. (30.00mm) Stroke, 4,600 lb. (20.46kN) Pull Force, approximately 30 min Recharge Time,
Toby Chess is an I-CAR program instructor, Training specialist, and former salvage yard operator. Toby is universally known in the collision industry for his work with first responders and advocacy for body shops and consumers. He can be reached at tcspeedster@gmail.com
problems pulling a 4,000 lb. structural rivet (I rate this battery powered unit as a 10). It is not on any manufacturers’ certified programs, but it should be. Here it is in action. (Fig 2-5) Call 800-826-2884 for a quote and tell them that you were sent by Toby and Kye for a special SEMA price. The next Kool Tool is from NES.
Alpha Tools has a flush-cutting blade. See Fig 9
Fig 9
I used this with a 4 ½ grinder to remove structural blind rivets. It will cut the rivet head off and mandrel can be punched out. It does score the aluminum. See Fig 10
Fig 6
This is the complete kit from NES Tools (www.nes.co.il/products/). We listened to the sales pitch from one of the salesmen at SEMA. He stated, “These hand tools automatically adjust to any threads diameter and pitch, can be used on left and right hand threads, both inch and metric, and need no prior measurement of the thread. Often the thread of component is damaged at the end of the thread, preventing the use of taps or dies for carrying out the repair. Nes external and Nes internal thread restorers have the capability to enter BELOW the damaged area and work outwards to complete the repair.” Kye purchased the complete kit and used it the next week in the shop. He has a rivet gun (cost over $450) and if the jaws are not screwed down
Code=1850. Moving on to our next item from 3M. 3M came out with a 360 degree wand kit for its cavity wax. See Fig 12
If you tilt the cutter at an angle, it will grid the head right off. Here is the web site - www.alpha-tools.com/ Pages/ProductDetails.aspx - Page-
The Kit has three lengths for various applications. See Fig 13. When you are finished, hang the wand back into the plastic container and the material in the wand will drain to the bottom. The next product we want to look at is from Q Bond. There are a number of these “super” glues on the market and they are all very good, but Q bond is a step above them all. See Fig 14. Q Bond can be used just as an adhesive or with
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20V / Li-ion / 2.0 Ah Battery Pack, Fastener Type: 3/16 Inch to 1/4 Inch Open End Blind Rivets. This rivet gun worked as advertised. It had no
tightly, the threads are severely damaged and not repairable. In other words, a new rivet gun would have to be ordered. Kye used the internal thread restorer and was able to fix the gun. The kit was paid for with just one repair. See Figs 7-8 NES Tools contact number is 905-812-9090. Moving on to the next tool from Alpha Professional Tools.
34 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 35
Continued from Page 34
Kool Tools
reinforcing powders that will allow you to repair almost anything. Uses :
Fig 14
Black powder to repair bumper, grilles, radiators, motorcycle fairings, electrical switches, door handles, dis-
tributor caps and so much more. You sprinkle a little of the reinforcing power on the area that you want to bond and then add the glue for an unbelievable adhesive joint. Kye repaired a trim panel fastener that has broken. See Fig 15 & 16 I checked it out after it had been repaired, and it was just like new (strength-wise). Available on Amazon. The next item was not at SEMA 2017 (could not make the deadline for obtaining a booth at SEMA), but both Kye and I want to show it—a car dolly from Ajon. See Fig 17
What makes this system different is that it bolts to any frame rails (front or rear) and the double wheels articulate for moving a vehicle over uneven surfaces. See Fig 18 with a vehicle being loaded onto a flat bed truck. Contact John at 714-981-760. The next tool from SEMA 2017 are the “Spring Tools” Here are the specifics:
• Double-ended prick punch utilizes small cylinder for controlled slight indentation for spot marking: center punch utilizes large cylinder for maximum impact that creates deep indentation for drilling • Hammerless action ensures accuracy and precision control for superior results • 3,500 lb. of impact-striking force • Outstanding precision and control while being safe and easy to use Available from Amazon or company website (springtools.shptron.com).
Next item is from GRYPMAT These material trays hold tools up to a 70 degree angle with no magnets. The high-friction material protects surfaces and tools alike. Works great when disassembling or reassembling a vehicle. Fig 23 is the Tape Caddy
Fig 23
from Collision Edge (https://www.collisionedge.com) The Tape Thing is an exciting, patented MAGNETIC tool that sticks tape to booth walls, prep carts, tool boxes, or any other metal surfaces. Tape spools off easily from your hand too! Use this in conjunction with Collision Edge’s other product, The Tape Caddy, and keep everything a paint tech uses directly on the hip. They can be reached at 770-328-5666. The next kool tool is from Aria Tools.
aisle, the demo on the next item caught my eye. It is a rubber sleeve
gether, whereas with the body pins, you can only use one at a time to pull. The body pins heat up the metal on the backside to over 1,600 degrees
Fig 28
Fig 25
that fits on anything that has a handle. It is called Re-Grip. See Fig 25 Re-grip comes in three sizes and installs in less than a minute. It adds comfort and efficiency to any handled tool.
Fig 26
Fahrenheit and will destroy any corrosion protection on the backside of the panel being repaired. DentFix manufactures a dent-pulling system called the “Maxi” that has been on the market for a number of years. See Fig 28 It has the pulling pins, wiggle wire and single pulling rod. A very
Fig 27
Here, I installed on one of my hammers. Available from Amazon. A couple of years ago, I reviewed this dent pulling system from Prospot International. It uses low voltage to secure the pulling keys (very little burn-through on the back side). You are able to place the keys close to-
Fig 29
nice compact system, but has older technology and is not as efficient as See Kool Tools, Page 40
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Fig 24
These are stainless steel and can be rebuilt. They work on both industrial and automotive air fittings. They also have high flow for HVLP air guns. Aria Tools can be reached at 510-730-2584. See Fig 24. As I was walking through the
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H ONDA C ON NEC TI CU T
Lia Honda of Enfield E n fie l d
800-221-3131 860-741-3401 Dept. Hours: M-F 7:30-5:30; Sat 8-4 jdoucette@liacars.com
Manchester Honda M a nch e ste r
800-442-6614 860-645-3115 Dept. Hours: M-F 7-5; Sat 8-4 gabe.llantin@manchesterhonda.com
Schaller Honda N ew Br i tai n
800-382-4525 860-826-2080 Dept. Hours: M-F 7:30-5; Sat 8-1 jkiniry@schallerauto.com MAI NE
Berlin City Honda So u th P or tl a nd
800-640-6685 207-774-6685 Dept. Hours: M-F 7:30-5:30 mmmparts@berlincity.com
Prime Honda Saco
207-391-7910 207-282-0900 Dept. Hours: M-F 7:30-6; Th. 7:30-7; Sat 7:30-4 klavalle@driveprime.com MAR Y LA ND
Criswell Honda Ge r m a n town
866-738-2886 Dept. Hours: M-Thu 7-9; Fri 7-7:30; Sat 8-6 hondaparts@criswellauto.com AC URA MAR Y LA ND
Tischer Acura Lau rel
800-288-6983 301-498-3322 Dept. Hours: M-F 7-6; Sat 8-4 wholesaleparts@tischerauto.com MAS SAC HUSET T S
Acura of Boston Brig hton
800-254-1169 617-254-5400 Dept. Hours: M-F 8-5:30; Sat 8-5 bruce.fisher@acuraofboston.com N EW J ERS EY
Acura Turnersville Tu r ners vill e
888-883-2884 856-516-6060 Dept. Hours: M-F 8-5; Sat 8-4 kristen.powell@penskeautomotive.com 38 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Please contact these dealers for your Honda or Acura Genuine parts needs. M AR Y LAN D
NE W J ERSE Y
N EW YORK
P EN NSY LVA NI A
O’Donnell Honda
Madison Honda
Dick Ide Honda
El li co tt City
Ma dis on
R o che st e r
Wex ford
410-461-5000 410-461-9654
800-648-0293 973-822-1710
800-462-0056 (N.Y.) 585-586-4919
724-940-2006
Dept. Hours: M-F 8-6; Sat 8-5 bshortt@odonnellhonda.com
Dept. Hours: M-Thu 7-8; Fri 7-6; Sat 8-6; mschumer@madisonhonda.com
Dept. Hours: M-Thur 8-8; Fri 8-5:30; Sat 8-5 parts@dickide.com
Ourisman Honda of Laurel
Rossi Honda
Lamacchia Honda
Lau re l
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800-288-6985 301-498-6050
800-893-3030 856-692-4449
315-471-7278
Dept. Hours: M-F 7:30-7; Sat 7-4 julio.cruz@ourismanautomotive.com
Dept. Hours: M-F 6:30-5; Sat 7:30-3 dave@rossihonda.com
M AS S AC H U SE T T S
LIA Honda Northampton No r thamp to n
800-369-7889 413-586-6043 Dept. Hours: M-F 7:30-5:30; Sat 8-4 dstanisewski@liacars.com NEW JERSEY
Clinton Honda Ann a ndal e
877-657-2787 Dept. Hours: M-F 8-5 chrish@clintonhonda.com
Honda of Turnersville Tur ne rsvi l le
800-883-0002 856-649-1584 Dept. Hours: M-F 8-6; Sat 8-4 sbaptist@penskeautomotive.com
Hudson Honda We st Ne w Yo r k
Route 22 Honda Hi lls id e
973-705-9100 Dept. Hours: M-F 7-7:30; Sat 8-5 rt22hondaparts@route22honda.com
VIP Honda
Lia Honda of Albany A l ba ny
800-272-6741 518-482-2598 Dept. Hours: M, T, W, F 7:30-5:30; Thur 7:30-8; Sat 8-5 apersaud@liacars.com
No rt h P lai nfi e ld
Lia Honda of Williamsville
908-753-1680
W il l ia m sv il le / B u f f al o
Dept. Hours: M-F 7:30-6; Sat 8-3 kevinh@viphonda.com NE W YO RK
Babylon Honda Wes t B a by l o n
631-669-5800 Dept. Hours: M-F 7-7; Sat 7:30-3:30 babylonparts@aol.com
Brewster Honda B re ws t er
845-278-4177 Dept. Hours: M-F 8-5; Sat 8-4 kbennett@liacars.com
866-483-6917 201-868-9500
877-659-2672 716-632-3800 Dept. Hours: M-Thu 7:30-8; Fri 7:30-5; Sat 8-5:30 liaparts@liacars.com
Ray Laks Honda
Dept. Hours: M-F 8-5; Sat 8-4 johnryan@baierl.com
J.L. Freed Honda M o ntg o m e r yv il l e
215-855-3587 Dept. Hours: M-Thur 8-6; Fri 8-5; Sat 8-4 joseph.sciacca@jlfreed.com
Shadyside Honda Pi tts bu rg h
800-468-2090 412-390-2908 Dept. Hours: M-F 7:30-5 shadysidehondaparts@hotmail.com
Sussman Honda Ro sl yn
800-682-2914 215-657-3301 Dept. Hours: M-F 8-5; Sat 8-1 rendrick@sussmanauto.com VER M ONT
802 Honda Be rl i n
We st S en e ca
802-223-9700
716-824-7852
Dept. Hours: M-F 7:30-5; Sat 8-Noon hondaparts@802cars.com
Dept. Hours: M-F 7:30-8; Sat 7:30-5:30 ekuznicki@raylaks.com P EN N SYLVANIA
Apple Honda Yo r k
800-960-9041 717-848-2600 Dept. Hours: M-F 7-6; Sat 7-4; Sun 10-4 applehondaparts@appleauto1.com
Dept. Hours: M-F 7-7; Sat 7:30-5; Sun 8-3 anthony.perrone@hudsonhonda.com
NEW JERSEY
Dept. Hours: M-F 7:30-5:30; Sat 9-1 parts@lamacchiahonda.com
Baierl Honda
NE W YO RK
P EN NS YLVANIA
P EN N SY LVA N IA
Elite Acura
Curry Acura
Baierl Acura
M ap l e Sh ad e
S c ar s da le
Wexfo rd
Jen kint own
856-722-9600
800-725-2877 914-472-7406
800-246-7457 724-935-0800
800-826-4078 215-884-6285
Dept. Hours: M-F 8-6; Sat 8-5 parts@curryacura.com
Dept. Hours: M-F 8-5; Sat 8-1 johnsabella@baierl.com
Dept. Hours: M-F 8-5; Sat 8-1 rendrick@sussmanauto.com
Paragon Acura
Davis Acura
Dept. Hours: M-F 8-5; Sat 8-4 bmartinsen@group1auto.com
Park Ave Acura Ma ywoo d
888-690-7621 201-587-0028 Dept. Hours: M-F 8-6; Sat 8-3 jon.tangen@parkaveacura.com N E W Y OR K
Acura of Westchester We st che s te r
914-834-8887 Dept. Hours: M-F 7:30-8; Sat 8-4; Sun 9-4 acura.parts@yahoo.com
Woo d si de
L a ngho r ne
718-507-3990
866-50-ACURA 215-943-7000
Dept. Hours: M-F 8-6; Sat 8-5; Sun 9-4 johnp@paragonacura.com
Smithtown Acura St. James
888-832-8220 631-366-4114 Dept. Hours: M-F 7:30-5:30; Sat 8-4 parts@smithtownacura.com
Sussman Acura
Dept. Hours: M-F 7-7; Sat 8-4 markh@davisacura.com
Lehigh Valley Acura Emma us
877-860-3954 610-967-6500 Dept. Hours: M-F 7-5; Sat 8-5 mustafa@vinart.com
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 39
MIG/MAG method with double pulse is faster than traditional MIG welding
Continued from Page 36
Kool Tools
the newer pulling systems, like the ProSpot unit. The other advantage is the cost, which is lot less than the key pulling system. Well Dent Fix came out with some upgrades for its MAXI at the SEMA 2017 Show. They developed a hand-held puller, a key attachment bracket and a pulling bar to augment the MAXI. These are great additions to the current MAXI dent pulling equipment. Available from DentFix (https://www.dentfix.com). The next item that premiered was its latest MIG welder. See Fig 30 and 31
Fig 30
This welder is a dual pulse MIG Welder. Why dual or double-pulse welding? Welding with the use of MIG/MAG method with double pulse allows us to achieve a high level of weld bead (scale effect). See Fig 32 Benefits of double-pulsed welding: 1. Welding with the use of the
Fig 31
2. Welding with the use of the MIG/MAG method with double pulse achieves aesthetic standards as high as the TIG method (same look achieved with TIG welding)
Pulsed MIG
Fig 32
3. Welding with the use of the MIG/MAG method with double pulse causes smaller deformations than the traditional MIG welding
The welder has a hot-start function and a crater fill function---same as the Foroius welder, Chief double pulse welder and Car-O-Liner’s double pulse welder. You say, “What is the big deal?” Well, all these welders along with ProSpots SP 5.3, are 220 volt 3 phase machines and this welder works on single phase. I have used this welder, and found that it is extremely easy to learn and produces a great-looking weld. Another great tool I found was portable short wave infrared heat lamp from Global Refinishing Solutions (520-808-9118). See Fig 33 This heat lamp is all that is advertised and more. This powerful, lightweight tool is ideal for fast spot repairs, but can also be used for a variety of other applications. With the REVO Handheld, you can soften glass seals, heat up a damaged bumper, cure plastic filler in three minutes or less, heat up aluminum to repair aluminumbody vehicles, push out a dent, or remove emblems, vinyl graphics and adhesives. The REVO Handheld allows the technician to get more repairs done faster. I sprayed on high build primer from Kent Automotive on two panels. The first panel allowed it to air
dry and the second panel I cured with my Revo light. The second panel was cured in less than two minutes. I sanded the panel with 220 grit sand-
Fig 33
paper, and there was no primer transfer on the sandpaper. The first panel was still flashing off when the second panel was cured and sanded. Think about this ladies and gentlemen—A small repair can be primed and sanded in the repair stall and is ready for paint with virtually no down time (for drying) in the paint department. You can also roll-on the primer (needs an additional 5 percent reduction) and the primer is not special product, but your same brand that you use on a daily surface. See Fig 34.
Th The Carcoon A W Features: tttur The T Th he C Carcoon Ca C arcoon America arco Amer Am A America eriiica ca Workstation W Workstation orkk ork ksttati kst ati tiion io i nF Fe F ea e eat atures: a tu es: tures: es
• A massive 179 square feet of filtration area. • Two huge input filters (over 36sf ) clean the air going through the Workstation.
• Four Paint Arrest Filters (140+ square feet) and two Activated • Charcoal Filters ensure the air going back into the environment is clean and EPA compliant.
Different Diff fferent ffe ren nt Sizes Sizes Sizes Available—Including: S Availab A Availabl ble le—IIncludin ncllud diing: g:
• 13’x11’—Parts, pieces and motorcycles. • 30’x14’—Any full size vehicle. • 35’x16’x12’5” tall—As above but also Sprinter vans, small boats, and smaller RVs.
• 60’x16’x12’5” tall—Full size RVs, boats, large trucks, etc. Lighting: LLighting: Ligh ghtiing g:
• Four large clear windows provide ample lighting. • Additional stand lights can be placed outside the booth.
40 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
A Smart Solution. The The Carcoon Car arco co oon on America Am A meric rica Workstation Wo orksta atio on works work wo orks ks the the he same sam sa me and and just ju ust as effectively eff ffecctivvely as as a cross-flow ccrros rosss--fl flow flo fl w paint paiint booth. ootth The Th T he Carcoon Ca C Carrco oon America oo Am me erricca Workstation Work W Work kstation kst ation n is is EPA E A Certified. Cer fi C fie ed Ideal Ideall for fo or the the busy b sy body b dy bod dy shop-mobile sh p-m mob bile technician/smaller ttechn ech hn nician/smaller nici ian n/sma aller shop sh hop ho p with w th limited lim l mited facilities. fa facil cilliti ities. es
866.910.0899 www.carcoonworkstation.com
They also have a single head unit and a two head unit. Call the number I
Fig 34
our technicians have trouble with their vision. To compensate for this problem, I carry in my truck welding masks with magnifiers. See Fig 35 The problem is the majority of the welding masks being used do not have magnifier holders built into the mask. So here is a simple solution from Kent Automotive. Magnified safety glasses See Fig 36. Fig 35
have added for additional information. The last item is from Kent Automotive (800-YES KENT). Fig 35
I have conducted the I-CAR welding certification test for over 14 years. The biggest problem I have is
Fig 36
These glasses are scratch resistant safety glasses that have a 2 times magnifier built into the lense. Ideal for MIG welding when the welding mask can not be fitted with a Doppler magnifier. Less than $20.00 So this ends another Kool Tools from SEMA 2017. Kye and I hope that you will find these items beneficial to your shop and we are always on the hunt for new and exciting products.
Continued from Page 14
How to Train
negotiations. The goal is to be compensated adequately for the vehicle. “The best interests of the customer are what we are responsible to communicate. Make the best choice for the car and customer, and back it up with documentation,” said Manich. “This will make sure you win the negotiation.”
8) Post-negotiation validation When is a win a win? According to Manich, it is when both parties come to a mutually beneficial agreement. If a conclusion cannot be reached, it may have been caused by one of the other parties becoming inflexible or defiant. Manich said the next step is to get the customer involved. A successful conclusion is when both parties have come to an agreement that may have set a precedent for future negotiations. In addition, a financial gain is usually achieved as a result of the negotiation exercise. Not only does this approach help in dealing with insurance companies, but Manich said it can also be used for
any business activity that involves negotiating. Manich also offered the following tips: Soft skills to use during negotiations:
1) Eye contact: Manich said to look at the triangle area on the other person’s face going from the forehead to the chin, and to spend at least 20 percent of the time making eye-to-eye contact. 2) Pay attention to enunciation 3) Body language 4) Facial expression 5) Presentation preparation 6) Position and posture 7) Personal space Do…: • Practice in the mirror and with others in your shop (no matter how foolish you think it is!) • Keep composure no matter what is said • Be confident while presenting and stick with the negotiation plan • Meticulously prepare—This is critical…Have all documentation ready to deliver See How to Train, Page 73
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Tips for Busy Body Shops
Stacey Phillips is a freelance writer and editor for the automotive industry. She has 20 years of experience writing for a variety of publications, and is co-author of “The Secrets of America’s Greatest Body Shops.” She can be reached at sphillips.autobodynews@gmail.com.
Enterprise Shares Company’s Successful Recruitment Strategies with Stacey Phillips
Just over 60 years ago, Jack Taylor Ranging in age from 16–38 (dependfounded Enterprise Rent-A-Car in St. ing on the source), the millennial genLouis, Missouri. eration wants to make a contribution He opened the small business in to the company they work for and unthe basement of a Cadillac dealership derstand why they are doing what they with just seven vehicles. A decorated are doing and how it has an impact. At naval pilot, Taylor named the company the same time, learning new things is after the WWII aircraft carrier on which a priority as well as having access to he had served—the USS Enterprise. additional development and training. Since then, the company has grown to According to a study conducted by include 100,000 employees and nearly LinkedIn and Snagajob, an online em10,000 locations in more than ployment website specializing 90 countries worldwide. The in the hourly marketplace, 71 Taylor family acquired Napercent of the hourly worktional Car Rental and Alamo force is under the age of 30. Rent A Car in 2007 and fully The majority of those who integrated all three car rental were part of the study said brands two years later under they value scheduled flexibilthe corporate parent name En- Pam Webster, AVP ity in a job; 59 percent felt that terprise Holdings, which is flexibility would result in talent acquisition for Enterprise still privately held. higher job productivity. Over Holdings Taylor’s philosophy was half said that learning new to take care of employees and cus- things or having access to professional tomers first, and profits and growth development opportunities would enwould follow. Pam Webster, AVP tal- courage them to stay at their job. ent acquisition for Enterprise HoldClose to 90 percent of millennials ings, said Taylor’s philosophy still said that a reward system during their holds true today. training would boost their engage“He never intended for Enterprise ment, and half said that having friends to be the largest; he wanted us to be the in the workplace would motivate them best,” said Webster. “Jack always said and increase productivity. They also we’re in the people business—not the value regular feedback from their emcar business.” ployer about how they are performing, Webster said an important aspect and 33 percent prefer recognition over of the company’s success has always higher pay. been a focus on building a talent stratWhat are some of the issues egy. With an extensive background in companies are facing in terms of recruiting, Webster shared Enterprise’s recruiting? successful approach during an AkzoNobel Acoat Selected performance Recruiting is not easy, and can group meeting held in San Diego, CA. be challenging in the collision This included the recruitment process, repair industry due to a shortage of employee engagement, training and skilled labor and an aging workforce. development. New vehicle technologies are driving The following information is based significant changes in vehicle repairs, on Webster’s presentation, “Building a which ultimately requires more extenTalent Strategy — Enterprise’s Apsive training for technicians. Currently, proach to Solving Our HR Opportunimore people are leaving the workforce ties,” which was part of AkzoNobel’s than entering it. Whether you are a early bird training sessions held prior to large or small company, not having the the performance group meeting. talent you need to grow and support How would you define today’s the business you are running can make typical job seeker? a big impact. Job seekers today want to work The largest workforce we have where they want, when they want and today—estimated to be about how they want. This is often referred to 77.2 million—is Gen-Y, millennials. as the “free agent” mentality. It’s a
Q: A:
Q: A:
44 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
challenge, especially for brick-andmortar types of businesses, such as collision repair shops that don’t offer that flexibility. For many job seekers, it is now socially acceptable to change jobs. According to a study by Monster, 70 percent of the workforce is willing to do this. Typically, a 20-year-old will have seven different jobs during their twenties. That makes it tough for employers because turnover is expensive. It costs you money and time, and it impacts your ability to deliver on the services you provide—namely, getting cars repaired and back to their owners. Work/life balance has been found to be more important to today’s job seekers than how much they earn. Employers are finding that workers prefer more flexibility, fewer hours and to make less money. That can be a big challenge.
are job seekers looking employment? Q: forWhere As a business owner trying to find a new hire, sometimes you A: have to step back and put the candidate
hat on. Think about how job seekers who want to work in the collision industry search for jobs. The largest job board today is Google. It’s where most people start their job search. Google is based on keyword relevancy. This determines how information about your company shows up in the search results. Therefore, when you’re posting a job on a job board or aggregator, take time to think about what keywords job seekers will search for. Glassdoor and Indeed are two of the top online sources for potential hires. The majority of job seekers go to these sites to do their research. Glassdoor started as a job review site and expanded to become a job aggregator, while Indeed started as an aggregator and is now a job review site.
You mentioned that Enterprise is Q: in the “people” business. How do you ensure your company hires the
right individual for the job?
Everything we do starts with hirA: ing the right people and making sure we are committed to the long-term
when we make a selection. Sometimes, it’s hard to think this way when you have an immediate need in your business, but we’ve always focused on the long-term. We don’t want to just hire somebody and fill a seat on the bus. Instead, we want to ensure we are hiring the right people because it really does impact the culture if you have constant turnover. We’ve found that it will impact morale and engagement of the other employees. When our business started to grow in the 1980s, we built a formal talent strategy that focused on the entire lifecycle of an employee: selection, onboarding, training and development, performance management and career progression. We knew that if we dropped the ball on any one of these stages, it would impact the business and the bottom line. Because our philosophy is to promote from within, we have a commitment to grow our talent. We asked employees about why they work here, what they like/don’t like, what they are looking for in a company that we don’t offer, as well as what our competitors are offering. Then we defined our employee value proposition. That is what makes us unique as an employer. We built that into our brand and incorporated it into all of our communication, including recruitment marketing and messaging. Once somebody is hired, we focus on their learning path, regardless of the job position. We look at their skills and how we measure them, ensure there is a clear understanding of expectations and what they should deliver each day, build in mentoring and coaching, and have a rewards/recognition program in place. The bottom line is employee performance. If we hire the right people, engage them, and offer training and development, we’ll have better sales, service and growth. 10 best practices for hiring and retaining employees based on the Enterprise model: • Build consistent interview guidelines and questions • Set clear expectations and be transparent about your company • Know what your competitors are See Enterprise Shares, Page 62
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Shop Strategies
Stacey Phillips is a freelance writer and editor for the automotive industry. She has 20 years of experience writing for a variety of publications, and is co-author of “The Secrets of America’s Greatest Body Shops.” She can be reached at sphillips.autobodynews@gmail.com.
How to Build Customer Loyalty, Prepare for the New Customer Mindset with Stacey Phillips
According to surveys conducted by Phoenix Solutions Group (PSG), close to 80 percent of body shop customers choose a collision repair facility that they feel has their best interests at heart. Nick Schoolcraft, president of the Illinois-based company, said shop owners and employees need to stop worrying about what their insurance partners and competitors are doing and how they are marketing. Instead, he stressed the importance of understanding how to best interact with customers and connect with them emotionally. “A collision is an extremely emotional event. We really need to focus on building a strong relationship with customers as soon as they walk in the door,” said Nick during a presentation he gave this past November at the SEMA show in Las Vegas, NV, as part of the SCRS Repairer Driven Education Series. He told conference attendees that taking the time to build this type of relationship will help shops
gain repeat customers, referrals, inNick. “Truly understanding your cuscrease sales and ultimately, run a more tomers is the only way to build loysuccessful business. alty.” Nick’s father, Steve, founded PSG During his SEMA presentation, in 1988 following a car accident. “The Time Has Arrived for Change,” “The experience was so horrible, Nick discussed the new consumer he set out to change the industry,” said mindset. Nick. “Customers are expecting Since then, the company different types of experiences has concentrated 100 percent than they used to,” he said. of its efforts on developing “They are no longer delineatmarketing strategies for repair ing between a retail store and facilities. Part of that focus ina body shop.” cludes surveying collision Instead, they are expecting clients, which gives the com- Nick Schoolcraft, the same type of experience president of pany tremendous insight on they receive from forwardcurrent industry trends and Phoenix Solutions thinking companies, regardGroup ensures shops have a multiless of the industry. dimensional understanding of the voice “Eighty-seven percent of conof the customer. sumers measure all brands against Based on PSG’s research, the comApple, Amazon and Netflix, so having pany found that most shops focus on a deeper understanding of the voice of quality. the customer is critical for businesses “Quality isn’t a differentiator or operating today,” explained Nick. motivator—it’s an expectation,” said PSG surveys specifically focus
48 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
on gathering this type of information for the collision repair industry. “Gone are the days where quality and efficiency led the charge for how people chose a body shop,” he said. “Those reasons are actually 1 percent of the total decision that we see in our data.” Nick said customers are now choosing where to take their vehicles based on past experiences, reputation, honesty and additional factors that lead to a really great customer experience. “What’s even more interesting is that in the past 10 years, we’ve seen a 750 percent increase in the number of decision factors that people go through when deciding on a body shop,” said Nick. “More people want the opportunity to make a decision on their own. They don’t want to be told what to do or where to bring their cars.” He pointed out that this movement toward consumer choice is becoming
apparent with insurance companies too, which has been demonstrated by the recent closing of estimating facilities and the implementation of mobile estimating applications. With an extensive background in marketing, Nick joined Accenture six years ago as a subject matter expert focusing predominantly on customer and employee experience strategies for Fortune 100 brands. “The best type of marketing today is word-of-mouth—interactions with human beings,” he explained. “The ability to connect with a human being is the best way to sell anything. You typically want to buy from those you care about.” Typically, after individuals have been in an accident, they go through a series of processes such as calling the insurance company, the police and the rental car company. When it comes to making a final decision on which shop they ultimately go to, they reach out to those they are closest to, such as friends and family, as well as do online research. “By understanding what your customers want, how they are feeling and what they are looking for, you have the opportunity to differentiate yourself
through empathy,” said Nick. “This ensures a shop has a leg up when selling its services.” He also recommended offering customers an experience that is unmatched. “The problem is that a lot of body shops believe it’s all about getting the vehicle in and out,” said Nick. PSG surveys have consistently shown that customers expect that the car will look the same as it did before the accident. “The differentiator is the shop’s ability to connect one-on-one with the customer,” Nick said. By taking the time to really understand customers and learn exactly what they want, Nick said shops can drive a better marketing strategy and enhance customer interactions. Being courteous, shaking hands, looking a customer in the eye and keeping customers informed about the repair process all contribute to connecting with them emotionally. Nick said that a mutually beneficial relationship with customers in which they feel part of the repair process has been shown to drive best-in-class experiences. Over the last year, a large part of what PSG has set out to do is under-
stand the areas of the business where it could enhance interactions with customers. This has led to three top priorities for 2018: social media, employee engagement and dynamic marketing. “We are keeping my dad’s legacy as close to heart as we can and finetuning it to be more adaptive to today’s industry’s needs,” said Nick.
1) Social media “I believe a lot of people in the industry today don’t necessarily understand how to use social media effectively,” said Nick. “The misnomer is that many believe that social media should be used as a conversion tool, but the real goal of social media is to create awareness and have a social conversation with those who are following you.” As more people become interested in what you have to say, Nick said, a better social media following will result. Deep customer insight is also critical for businesses, according to Nick. PSG uses the insights gathered from its unique survey to build a robust social media marketing strategy for customers. This involves creating captivating, unique content to drive engagement.
“Social media is only beneficial when the content is relevant to its followers—not through generic, recycled content about cars. If you are posting the same thing that your neighbor is posting or other shops in the country are, your relevancy isn’t really shown,” he explained. “Google and the other search engines pick up on that and it hurts you in the long run.” In addition, he recommended having a consistent look, tone and feel with all social media posts. “This requires a lot of work and insight, but the benefits are far greater when done the correct way,” he said.
2) Employee engagement Another key focus this year for PSG is offering dynamic online learning and training for shops. The company recently invested in a learning management system that will assist collision repair facilities in choosing the training courses that best meet their needs. “The training will be individually tailored to each shop and be directly related to the metrics PSG gathers,” said Nick. He said this will help customers better understand the information the See New Customer Mindset, Page 50
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 49
CA Auto Body Technicians Fail to Prove Minimum Wage Violations by Joanne Deschenaux, Society for Human Resource Management
Two body shop employees who claimed they were not paid the minimum wage required by California law failed to prove their case, the California Court of Appeal ruled. The shop’s time-keeping records, along with other testimonial evidence, contradicted the employees’ claims of unpaid working time, the court noted. Martin Juarez and Adrian Ramirez, who worked as repair technicians or “body men” at MB Body Shop, sued the shop, claiming that it failed to comply with California’s minimum wage requirements because its piecerate compensation system paid them only for time spent repairing vehicles and not for nonproductive time spent waiting for vehicles to be repaired, performing non-incidental cleaning activiContinued from Page 49
New Customer Mindset
company supplies and provide employees with tactics on how to improve performance metrics. “We want to ensure our customers’ employees feel as though they have the tools they need to become better educated, and we also want to put in measures for the ownership team to better understand how their employees are doing and the competencies that are occurring within their shops,” he explained. The courses will be focused on management skills and what Nick referred to as the “soft skills” of the industry. “PSG has always been focused Continued from Page 22
John Loftus
Rights.” One of the things that insurance companies had customers do was get three estimates from three different body shops, then make them choose the lowest estimate. Customers found that irritating. Legitimate shops found it counterproductive and less-then-ethical shops used it to low-ball customers to get the work. SCRS worked hard to eliminate that practice. Loftus explained, “For the first time, we had a ‘tool’ that shops could use to fight the ‘three estimate’ practice.”
ties, and attending meetings and training sessions. Ruling for the body shop, the trial court found that Juarez and Ramirez actually had little if any nonproductive time, were not responsible for cleaning and were not required to attend meetings. Juarez and Ramirez appealed. The appellate court first noted that wage and hour claims are governed both by the provisions of the California Labor Code and by a series of 18 wage orders adopted by the Industrial Welfare Commission. Wage Order No. 9-2001 governs the transportation industry, which includes automobile repair. It provides that an employee must be paid for the time during which he or she is “subject to the control of an employer,” whether or not the employee spends all of that time working. The court then noted that, “An
employee who brings suit for unpaid minimum wages has the burden of proving that he performed work for which he was not properly compensated.” However, an exception to this general rule applies where an employer fails to keep proper records. In such cases, “the consequences for such failure should fall on the employer, not the employee,” and the employer must show that the employee was paid appropriately. The court further noted that California law required MB Body Shop to keep payroll records showing the hours each employee worked daily and the wages paid to each worker. Because the body shop used a piece-rate plan, it was also required to maintain accurate records regarding each employee’s production. The trial court found that MB Body Shop complied with its record-
keeping obligations, and the appellate court agreed. Therefore, the burden of proof remained on Juarez and Martinez to show that they were not properly compensated. The appellate court concluded that the company’s time-keeping records, as well as testimony at trial, supported the trial court’s finding that the body men did not spend time waiting for repair work. For example, the shop manager testified that at no time during his tenure at MB Body Shop were employees “just sitting around with nothing to do.” The appellate court further found that ample evidence supported the lower court’s finding that body men were not required to attend meetings, clean the paint spray booths, or do other non-piece-rate work. The HR manager testified that she was not
on the front of the house instead of the back of the house, and our focus will continue to remain there,” he said. These include courses on topics such as how to set proper expectations up front for customers, how to communicate effectively throughout the repair experience and how to follow up with customers after delivering their vehicles. The courses will be based on the metrics PSG gathers from shop customers and are expected to be available within the second quarter of 2018. “One of the things that my father always wanted to do is be everything for everybody at every point of the day,” said Nick. “This is our way of extending that to the industry.” Many of the trainings will resemble what Steve created, while being
updated to industry standards and expectations.
3) Dynamic marketing PSG also plans to offer shops the ability to market to their individual customers dynamically by personalizing post-repair follow-up letters. Currently, PSG assists shops by sending out hand-signed letters that are focused on particular parameters. “The future letters we send out to customers will change based on the feedback we gather,” said Nick. “They are going to be highly personalized to the individual while incorporating elements the shop wants to market, which will garner a much better response and build trust.” Nick said that this will help address the needs of customers more di-
rectly as well as allow more freedom in choosing the types of messages sent. “Ultimately, it enables a more personalized experience for shops and their customers,” he said. “Our mission for 2018 is transformation—solidifying the core that my dad created over the past 30 years, which is ensuring we are 100 percent focused on the collision facilities and delivering best-in-class types of products for them. Not only do we want to stay true to the industry and their needs, but we are trying to find ways to incorporate that everchanging customer mindset.”
For more information about Phoenix Solutions Group, contact Nick Schoolcraft at 847-764-8079 or visit www .phoenixsolutionsgroup.net
Loftus then went state-by-state, working with the local state-level affiliated associations, getting them to speak with their respective state insurance commissioner to make sure they could distribute their “Motorists’ Rights” brochures. In Illinois, the state insurance commissioner was very difficult to meet with. Finally, the commissioner was due to be at the Chicago airport for a morning flight and told Loftus he would meet him at the airport at a designated time if he wanted to talk then. Loftus hopped on a red-eye flight and made his appointment with the commissioner. The “Motorists’ Rights”
brochure was approved 10 days later. When asked if there was any work he had left undone at SCRS—anything he wanted to do but never had the time or resources to accomplish—Loftus replied, “We did as much as we could every chance we got. We never worried about the resources—We would find some way to get things done. It was a rewarding time for me, and people appreciated what we did. I have no regrets or work left undone.” Loftus was the SCRS Director for 19 years, retiring in 2000, when the reins were turned over to industry icon Dan Risley. In 2003, Loftus and his friend,
Larry Martin, began Loftus and Martin Long Range deep-sea fishing excursions out of San Diego, each trip escorting 23 anglers on a two-week cruise. And that thing about the “Dragon Slayer”… when Loftus retired he was presented with a huge sword in a wood and glass case by the Kansas City and Topeka Chapter of SCRS, where he was deemed to be the “Dragon Slayer Extraordinaire”… the “dragon” being all the issues and problems Loftus tried to address and resolve during his time as SCRS Director. John Loftus was truly a champion of the industry—a Dragon Slayer Extraordinaire.
50 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
See Fail to Prove, Page 73
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Media and Publicity for Shops
Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.
Too Many Shops are Advertising When They Should Be Marketing with Ed Attanasio
Ryan Taylor is a former body shop owner who invented Bodyshop Booster in 2009, an app that streamlines the estimating process for both customers and shops. He advises collision repairers all over the world on marketing, the customer experience and how to generate more business by using his tools.
Why do many body shops Q: stumble when it comes to marketing and advertising, while others
seem to push all of the right buttons all the time?
When I owned my own shop A: and business started to lag, I thought I could offset it by marketing
my business aggressively, so I spent $100,000 on things like radio advertising, and it didn’t even move the needle. I was shocked, so I brought in a lot of experts, and we tore the collision repair industry apart. We found out that when people get in an acci-
dent, it’s an on-demand purchase, which is different from an impulse purchase, where people are motivated and engaged. An on-demand purchase
wreck today!” Most marketing firms provide services to companies that sell products or services that fall into the impulse decision category, such as new cars, vacations, electronics—things that get people excited. So, if you’re working with a conventional marketing company, they probably don’t know enough about the collision repair industry to be effective. Their experience is buying media (such as print, radio and TV broadcast advertising) because that caters to the entire Ryan Taylor, the creator of Bodyshop Booster, advises market. But, as a body shop, collision repairers all over the world on marketing and your customers are limited, so advertising why are you wasting money is like finding out your house is to advertise to everyone? flooded or you have diabetes—it’s not In summary, remember that your an acquisition that you wake up in the customer does not want to be your morning anticipating. I’ve never heard customer, and secondly, there is a very anyone say, “Wow, I hope I get in a small marketing footprint to get to that
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customer when they need you—all things I learned the hard way.
Why is it dangerous for shops Q: to rely heavily on their DRPs for the majority of their revenue?
Back in 2011, one of our major A: DRPs (28 percent of our total volume) contacted us with a “courtesy
call” that was far from being courteous. They told us that they were going to give all of their work to a consolidator with 300-plus locations, so we lost nearly one-third of our business with one phone call. Every shop knows that this is an exposure spot for us, but we usually think that it will happen gradually or taper off over a 5–10 year period, rather than in 30 seconds. So, after losing that big DRP, we started looking for ways to diversify our business, and one of them was fleet work. We charted it out and See Should Be Marketing, Page 62
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Canadian Painter Starts ‘Motivated Painters’ Movement by Ed Attanasio
Gabriel Merino, 29, works at Budd’s Collision Services in Oakville, Ontario, Canada as the head painter. Like any quality painter, he focuses on the details while pushing the envelope to create a pristine finished product every time. However, this 10-year veteran of the collision repair industry has an additional mission: to help painters worldwide through an organization called Motivated Painters.
Painter Gabriel Merino created Motivated Painters to connect with painters in 128 different countries, primarily through YouTube and Instagram
What started out with one simple video that he produced on his cell phone back in mid-2016 has grown at a rapid rate to now include 171 different videos with more than 750,000 views. In addition, he has established a brand with Motivated Painters that includes a line of apparel and is marketing products to his subscribers. Painters from 128 different countries have flocked to Merino for help, inspiration and—that’s right—motivation. It’s a role this young man has embraced as he helps new, and even seasoned, painters do a better job with passion. Born and raised in Ecuador, Merino’s family moved to Canada when he was 16, where he now resides with his wife, Johana. He’s a self-improvement devotee and is constantly listening to podcasts and audiobooks as he continually tries to become better at everything he does. His current mission is to help painters find what inspires them and tap into it. Continued from Page 33
ASA Partners
sive and time-consuming, and remote scanning is expensive as well, but investing in diagnostic scan tools to use in-house also requires tool, update and training costs. Still, it’s the lower in-
“I am currently working on my dream and pursuing the things that I’m passionate about,” Merino said. “I love helping people, and strongly believe in outrageous giving and purposeful living. I want to create value for people wherever I can, and now I am committed to adding value to the automotive refinishing community through all the avenues available to me. Bringing value to the people around you is the biggest investment you can make in your life, and that includes family, customers and other painters, in this case.” As a 19-year-old breaking into the collision repair industry, Merino landed a job at Budd’s Collision with literally zero experience. “I was anxious to learn, and my enthusiasm was eventually recognized by my boss,” he said. “I would describe myself as a clueless, relentless kid during that time. At first, I didn’t even know what sandpaper was, so I was definitely a total rookie. They assigned me to a veteran prepper and told him I knew nothing, and that whatever I was going to learn would have to come from him. So my journey began by cleaning toilets, floors, booth walls, filters and everything else imaginable.” Merino worked hard and kept his head down, and eventually it paid off. “After a while, I started to understand what a red scotch pad was and figured out how to not cut my fingers on the inside of hoods anymore,” he said. “The shop was very busy and had five preppers, so I bounced around from one to the other learning things that I have never seen or heard before. As a person of faith, I believe that in every situation you must take the good and leave the bad, so that’s what I did during those first few years at Budd’s.” Let’s fast-forward after several years of prepping. “The head painter at Budd’s decided to move on,” Merino said. “That very same day, the boss came up to me
vestment offering the highest profitability and ROI, as well as the fastest scans. The next webinar in ASA and Bosch’s series will be “In-House Money Makers,” held on Wednesday, Feb. 21 at 1 p.m. EST. Registration is available at www.tinyurl.com/asa webinarfeb21.
54 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
and said that he was finally going to give me a shot in the booth. I have to credit the boss, Sam Piercey, for giving me a chance. I knew that I had to come through for him, because [I may
Merino has produced 171 YouTube videos on different topics to help painters with certain types of problems they often encounter
not have gotten] a second chance. I’ve been here for 11 years now, and it has been a great experience.” To communicate with other painters, Merino began producing videos—first with his Android phone and then with a GoPro camera, he said. “I started to make videos showing the struggles I was having with painting and techniques,” he said. “I was shocked that even one person would watch my first video. I didn’t have a clue about how to do it and the video is
terrible, but it’s still up on YouTube. After a while, I got better at it and the production values improved.” Merino is now on a mission with Motivated Painters and delighted to see that the movement is gaining momentum. “This industry needs more people helping each other and I have always believed that together we are stronger, because collaboration is much better than competition,” he said. “Motivated Painters is a win-win situation. With so much new technology and social media outlets out there, we need to stay ahead of the curve as an industry and make sure that we’re all in the right boat for when the tide rises.” Now that Merino has established a following, he has bigger plans for Motivated Painters. “I put my heart and soul into this, so I want to watch it grow even more,” he said. “Every time a painter contacts me and tells me that my videos have helped them in any way, it is so satisfying—I can’t even describe it. Motivated Painters is now part of my life and as long as I’m painting, I’ll be right here doing this.”
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 55
OE Shop Certification
Gary Ledoux is an industry veteran with 48 years’ experience in the automotive and OEM collision parts industry. His column appears exclusively in Autobody News. He can be reached at YesterWreck@yahoo.com
Audi’s Mark Allen Interviewed on Shop Certification with Gary Ledoux
For this month’s OE certification profile, we spoke with industry icon Mark Allen, Manager of Collision Programs/Collision Training and EV After Sales for Audi.
ABN: Does your program have a specific name?
about customer retention, and making sure the car is fixed properly.
ABN: What are the program requirements?
Audi: We focus on three areas: tools, equipment and training. For training, we don’t now require that the shop be Audi: It’s called the Audi Authorized I-CAR Gold Class, but many are simCollision Repair Program. It was first ply because they are the better shops and are Gold Class by destarted back in 2003, refault. However, in the near ceived a major overhaul in future we will be requiring all 2006 and another one most shops to be Gold Class. Then recently in 2015. we also have our own classes; some on structural ABN: What is the main purpose of the program? repair, others are model-specific. We also have a 10-day Mark Allen aluminum class and classes Audi: Audi is big on controlling the total customer experience. on carbon fiber. Also, we have two Despite the bad situation an accident levels of training for two levels of brings, we don’t want to make it shops. The hybrid training is the more worse for our clients with a bad shop basic with limited classes. The ultraand a bad repair. So for us, it’s all advanced training includes all classes
56 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
and is meant for the ultra-advanced shops. One other thing about Audi training: most of it is hands-on training. The technicians like it because this is
Authorized shop. Audi Authorized shops are also the first shops of choice to repair any of our transportation-damaged cars, show-damaged cars or any cars that are corporately owned that suf-
what they do all day. They can relate better and learn better rather than watching a video or reading a book.
fer an accident. And of course they can promote themselves as an Audi Authorized shop.
Audi: All shops receive a plaque. Technicians that complete our welding course get a special jacket. All certified shops are on the towing program, so any Audi owner using their Roadside Assistance program due to an accident can have their car towed free to an Audi
Audi: We welcome dealer-owned shops, independent shops and MSOs, but the standards and requirements remain the same. We don’t cut anyone any slack. Right now we have a 60/40 split—60 percent are independent and 40 percent are dealer
ABN: What are the program benefits?
ABN: What shops are eligible?
shops. The dealer percentage is perhaps higher than other OEs, but that is because of our focus on customer retention.
ABN: Must an independent shop be sponsored by a dealer? If so, has that caused any problems?
Audi: Yes, a dealer must sponsor an independent shop and the shop must be in its own market area. If our focus is on the customer experience and retaining customers, it makes no sense for a dealer to sponsor a shop that is 50 miles away. A customer will never drive 50 miles to a body shop. ABN: Can a dealer sponsor more than one shop?
Audi: Yes, but that rarely happens. The units in operation must warrant more than one shop in any given dealer’s area of influence.
ABN: Are any shops specifically ineligible?
Audi: Our program is limited to dealers and shops in the U.S. A few years ago we used to handle what
few participating shops and dealers we had in Canada. Now that there is more participation, Audi Canada handles it themselves, although we still provide a good part of the training materials. ABN: Do you have any program partners, such as Axalta, VeriFacts, Summit, Assured Performance or others? If so, what role do they play? Audi: We have VeriFacts handle the information technology for us.
ABN: What is the fee for the program? Does the program run on an annual basis?
Audi: Independent shops pay $7,500 for the first year and $4,000 for each succeeding year. Our dealer charge is proprietary information. ABN: Do you inspect every shop and if so, who does the inspections?
Audi: Yes, Axalta conducts the annual inspections for us. We also look at feedback from Audi employees and other Audi corporate people who have cars repaired at these shops. They should
have the same good experience and the same proper repair as any Audi customer. On top of that, I travel quite a bit and when I do, I make a point to make a few unannounced visits to Audi Authorized shops.
ABN: Is there an optimum number of shops you want to have and if so, how close are you to reaching that number?
Audi: The optimum number is about 250. Right now we are at about 192 with about 100 being the ultra-advanced shops that work on all models, and the rest are hybrid shops that only work on certain models. Of course, that number fluctuates as shops come and go. We will put on more shops, but we want to do it strategically, placing the shops only where they are needed based on units in operation. ABN: Have you had any shops drop out and if so, why?
Audi: We are big on training because we want the cars fixed properly and our customers to drive a safe automobile. I want to be able to stand up in front of a group of people at an industry meeting or show, talk about
training and know all of our shops are properly trained. So if a shop can’t or won’t meet our requirements and complete the proper training, we have to part ways. Of course, we give the shop plenty of opportunity to take the training. We call and let them know when the training will take place and ask if we can sign them up at that time.
ABN: If the shop is removed from the program due to a training lapse, and they later take the training, are they allowed back into the program?
Audi: We address that on a case by case basis. It is a lot less work to allow that shop back into the program than to go out and find another shop and start from scratch. ABN: Do you have a field force?
Audi: We have Area After-Sale Managers who work with both dealers and shops, but they are not collision-dedicated.
ABN: What has been the biggest challenge in establishing the network? See Shop Certification, Page 62
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 57
Historical Snapshot
—John Yoswick is a freelance writer based in Portland, Oregon, 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.
5 Years Ago, CT Shops Still Hopeful That Judgment Against Insurer Would Hold with John Yoswick
20 Years Ago in the Collision Repair Industry (March 1998) A credible study of the true costs and savings of using non-OEM crash parts could be a solution to the ongoing parts debate. That was one point of apparent agreement among panelists discussing parts-related issues during the Automotive Service Association’s annual meeting in Florida in March. “Cycle time is probably the key buzzword that we’re going to hear in the next two or three years,” said Joe Sanders, the former director of ASA’s Collision Division. “That’s really going to drive everything that changes in our industry in the future. Aftermarket parts are probably the worst villain to cycle time you can imagine.
In 1998, former shop owner Joe Sanders said the industry needed a study into the true costs—including reduced cycle time—of using non-OEM parts
So when we get sophisticated enough to measure the economic impact that aftermarket parts have on cycle time, I think we can finally settle in and put those parts in the right place.” Insurers don’t deny that non-OEM parts can result in costly delays, Sanders said. “But the insurers don’t know whether the cost-saving of streamlining your production will eventually equate to lower costs to repair the cars,” he said. “So sooner or later, it’s going to take some entity to do a good, strong study to figure out how to measure what it cost us in production delays, and what it costs the insurers in rental cars. Then I think we can sit down and revisit this issue.” – As reported in The Golden Eagle. Twenty years later, the debate over the true costs and savings of using non-OEM parts continues.
15 Years Ago in the Collision Repair Industry (March 2003) Two years ago, Caliber Collision Centers’ CEO Matthew Ohrstein was quoted as saying that many in the collision repair industry seemed to have an incorrect assumption about the speed with which consolidation of the industry would take place. “Three or four years ago when we started, back in 1997, I think there was this expectation in this industry that consolidation would be this huge wave that would take over the industry,” he said. “But look at other industries. It can take 20, 30 or 40 years to consolidate just 30 percent of an industry.” Ohrnstein’s words may have provided some comfort to independent shops convinced the torrential pace of consolidator acquisitions in the late 1990s was set to continue. And he certainly set the tone for the two years that have followed in which consolidators for the most part have appeared to focus much more on integration, implementation and dramatic growth. – As reported in Autobody News. Ohrstein later left Caliber (the company added 68 shops during his seven years there) and formed Symphony Advisors consulting firm; he died in 2013 at age 57. But his comments about the likely speed of consolidation of the industry have been proven out. Twenty years after he pioneered the entry of large investors into the industry, the Big 4 consolidators still have less than 25 percent of the market, a share one analyst predicts they won’t reach until 2021.
10 Years Ago in the Collision Repair Industry (March 2008) Eileen Sottile of the Quality Parts Coalition predicted that without changes to U.S. patent law, the increasing number of OEM patents on crash parts could lead to the “extinction” of the non-OEM parts industry and independent repairers (because higher OEM parts prices would total more cars). But Brad Mewes of Craftsmen Auto Body in Cerritos, CA, pointed to a 2005 European study that found that pricing for replacement parts was on average 7.3 percent higher in countries without such design protections. In a letter to Mewes last week, Sot-
58 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
tile says the European study is flawed because it looked at list prices for OEM parts, not the “typically much lower” “market prices.” The study, she said, also mischaracterized the level of patent protection in two European countries.
In 2003, Matt Ohrnstein was the CEO of Caliber Collision and accurately predicted that consolidation of the industry would take decades
Given this, Sottile said the study should have shown that OEM parts prices are actually 3.6 percent lower in countries without design protection.
– As reported in CRASH Network (www.CrashNetwork.com), March 17, 2008. Ten years later, the non-OEM parts industry continues to fight for federal legislation that would slash design patent protection automakers’ hold on crash parts, though the nonOEM parts industry is still thriving and the percentage of vehicles being declared a total loss has remained fairly steady—between 14 percent and 17 percent throughout the last decade. The prospects of the federal legislation moving forward took a hit in January when Sen. Orrin Hatch (R.-Utah), the bill’s chief sponsor in the Senate, announced he is retiring at the end of this year, and Rep. Darrell Issa (R.-Calif.), the bill’s chief sponsor in the House, announced his retirement as well.
5 Years Ago in the Collision Repair Industry (March 2013) At last weekend’s East Coast Resolution Forum and Leadership Meeting,
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 59
the president of the Auto Body Association of Connecticut said that more than three years after an associationled class action lawsuit resulted in a jury award of $15 million against The Hartford, no money has been received. A jury essentially found in 2009 that unfair trade practices by the insurer
In 2008, Eileen Sottile of the Quality Parts Coalition predicted dire outcomes for the industry if federal patent protection on OEM crash parts wasn’t amended
led to suppressed shop labor rates. Tony Ferraiolo was unsure why there has been such a long delay in the judge’s issuing of a final judgment on the verdict in the case, but said that he expects that to happen soon, which would also bolster a similar lawsuit pending against Progressive Insurance. He said attorneys continue to pursue the
Progressive lawsuit despite not having received payment in either case. “That’s telling you these class action lawsuits might have some merit for all of us when they pan out, but you’re talking 10 years before they are done,” Ferraiolo said. “That’s a long time. One of the named plaintiffs in the case has sold his shop in the meantime. So these class action lawsuits are important, but not our total answer. We’re committed to keeping them going.” – As reported in CRASH Network (www.CrashNetwork.com), March 18, 2013. In 2015, the Connecticut Supreme Court overturned the lower court’s judgment against The Hartford. The jury in the case found that The Hartford violated the state’s unfair trade practices act by requiring its appraisers to enforce an artificially low labor rate determined by the insurer rather than approaching the appraisal “without prejudice against, or favoritism toward, any party involved to make fair and impartial appraisals.” But The Hartford argued in its successful appeal that the “parties involved” were the insurer and insured, because an appraiser “could not possibly owe a duty of impartiality or reasonableness to the very shops with whom he is negotiating on behalf of an employer.” The state
60 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
Supreme Court agreed that the unfair trade practices act does not “regulate the conduct at issue” in the case. “It would be patently unreasonable…for us to conclude that the [insurer] is lawfully permitted to determine the hourly labor rate that it is willing to pay for auto body repair [but] that [its] apprais-
In 2013, Tony Ferraiolo of the Auto Body Association of Connecticut was still hopeful that a $15 million judgment against The Hartford would hold (but it was later overturned by the state’s Supreme Court)
ers are ethically required to disregard that determination when negotiating on the [insurer’s] behalf,” the Court wrote in its unanimous decision. Shops, the Court said, are capable of representing their own interests and “certainly are under no obligation to accept insurance-related work that is not sufficiently remunerative.”
1,000+ Students Registered for CREF Spring Career Fairs
The Collision Repair Education Foundation announced that more than 1,000 students have registered for its first three spring career fairs being held in Tampa and Miami, FL, and San Antonio, TX, during February and early March. The current Spring 2018 schedule includes: • Feb. 14 – Tampa/Orlando, FL – Hillsborough Community College • Feb. 16 – Miami, FL – Robert Morgan Education Center & Technical College • March 1 – San Antonio, TX – Judson High School • March 16 – Los Angeles, CA – SEMA Headquarters Office • April 6 – Chicago, IL – Tech-Cor • April 7– Phoenix, AZ – LKQ • April 13 – Denver, CO – Manheim • April 18 – 19– Greensboro, NC – North Carolina SkillsUSA State Competition • April 24 – Atlanta, GA – Maxwell Technical High School • April 26 – Boston, MA – Assabet Valley Technical High School • May 16 – Nashville, TN - TBD • Dates & Locations TBD: Dallas, TX; Houston, TX
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doing and what they are offering to their employees Create a recognition program for • workers where they can be recognized by leadership • Foster a team-building culture, whether that’s internally with work-related contests or a friendly competition outside of the workplace, such as forming a sports team • Empower employees, regardless of their role, and give them autonomy to make decisions • Look at the core competencies for all jobs, such as empathy, resilience, good communication, work ethic and flexibility • Devise a consistent process across the company • Set up a mentoring program and teach managers how to manage and motivate employees • Continually measure the effectiveness of your hiring process, as well as training and development programs For more information, message Pam Webster at www.linkedin.com /in/pamwebsterrecruit4eh.
found out that customer pay has been growing. In 2008, it was 5 percent and today it’s 20 percent—and there are a lot of reasons for that. Our analysts are telling us that it will be around 30–38 percent by 2020 and eventually, the DRP system will go away altogether. There are a lot of reasons why the insurance companies can profit by eliminating their DRP programs, and they’re starting to figure it out. So, we see a major shift in DRPs and a lot of this new technology (Allstate’s new photo app, for example) is aiding them in this shift. In Canada, shops are very DRP-dependent, so we haven’t seen this change there yet, but we believe it will happen there too within the next 3–5 years. Another change we’ve seen is that now with deductibles going up ($500– $1,000 on average), the market will split and more cash-pay customers will emerge. In North America, 44 percent of all repairs are what we call Type 1 repairs, which require 11.9 hours or less to complete the job. With all of the new collision avoidance systems, we
Continued from Page 57
file current so we know who we are talking to when we call. It’s also a challenge to keep everyone’s training current.
Enterprise Shares
Shop Certification
Audi: Today in 2018, most people in the industry know about high-strength steel, aluminum and such, and know that vehicles with these substrates require different tools, equipment and procedures. When we started back in 2003, this was a foreign concept to most people—even those in the industry. First, I had to convince our own corporate team at Audi that changes were necessary. Then we had to convince our dealers. They wanted to continue fixing cars the same way they learned 25 years ago. It was a challenge in 2003, but we eventually started changing minds. ABN: What is you biggest challenge in maintaining the network?
Audi: Our biggest challenge is maintaining communication with our shops. It seems the technician base in our shops is pretty solid—few people come and go. The “curn” is with management people in the shops. It’s a real challenge to get them to keep their pro-
Should Be Marketing
ABN: What do you see for the future of OE certification programs?
Audi: I think it is inevitable that all OEs will have some sort of certification program. Those that don’t have a program now will start one. Those that have an existing program will put more teeth into it. In the future, I think OEs will make their customers more aware of their programs and find ways to drive more vehicles to their shops. Also in the future, I think insurance companies will pay more attention to certified shops and give them more credence due to liability concerns. ABN: Any final thoughts?
Audi: We have a lot of other ideas to enhance the program. Some are under development, some are still just ideas. But we will continue to move forward with the industry.
62 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
are seeing more and more of these types of repairs. So, many of these are now customer pay. If the consumer has a $1,000 deductible, for example, and the job is going to cost them $1,500, that’s now within their threshold, so they’re going to pay it rather than call their insurer.
Experts claim that word-ofQ: mouth is the best way to get new customers, but how can you man-
age this and reap the benefits?
A:
The latest studies show that every happy customer has the potential to affect 4.1 other people around them. The challenge is how to get them to refer you. Extensive research shows that your average customer will only drive 15 minutes to get an estimate, but they will travel up to 35 minutes for a repair. By harnessing the power of technology, you can get customers who are outside the 15-minute window to commit to a repair appointment and thereby expand your market reach. Studies show that 74 percent of customers make their decision based on convenience. All over the world, deductibles are on the rise, causing customer pay
to be more and more common, so capture more work by making the estimate process easier, because ease of doing business is why 83 percent of people will go online to check out repair shops. Supply them with what they are looking for, and you will capture new business. Customers are afraid to make an insurance claim because they fear drastic premium increases. Capitalize on that by making the estimate process smooth and educational.
KY College Receives $4,000 to Fund Automotive Scholarships
The Owensboro Community & Technical College Foundation, Inc. in Owensboro, KY, received funding from the RPM Foundation for eight $500 scholarships to award to new students enrolling in Owensboro Community & Technical College's (OCTC) Automotive Technology program. RPM Foundation is an educational grant-making program of America's Automotive Trust (AAT). RPM is funded by collector vehicle and classic boat enthusiasts to serve youth and young adults on their pathways to careers in automotive/marine restoration and preservation, along with long-term interests of the collector vehicle and classic boat communities.
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Hyundai Showcases World’s 1st Self-Driven Fuel Cell Electric Vehicle
A fleet of Hyundai Motor Company’s next-generation fuel cell electric cars has succeeded in completing a selfdriven, 190-kilometer-journey from Seoul to Pyeongchang. This is the first time in the world that level 4 autonomous driving has been achieved with fuel cell electric cars, the ultimate eco-friendly vehicles. Until now, autonomous driving has been demonstrated at a limited speed on some sections of domestic roads, but this is the first time autonomous cars have driven such a long distance at 100 km/h-110 km/h, the maximum speed allowed by law on Korean highways. Five Hyundai vehicles completed the journey. Three vehicles are based on Hyundai’s next-generation fuel cell electric SUV NEXO, scheduled to be released in Korea next month, and the other two are Genesis G80 autonomous vehicles. All vehicles are equipped with level 4 self-driving technology, as defined by the SAE international standards, and 5G network technology. The vehicles used for the demonstration are “futuristic vehicles” that closely represent Hyundai’s three visions for future mobility: con-
nected mobility; freedom in mobility; and clean mobility. The demonstration started in Seoul on Feb. 2 with the ‘CRUISE’ and ‘SET’ buttons being pressed on the autonomous-driving steering wheel of each vehicle, at which point the cars immediately switched to self-driving mode and began the 190-km journey to Pyeongchang. Entering the high-
them to recognize surrounding vehicles more accurately and make better judgments at junctions and at branching roads, navigate through toll gates by accurately calculating the toll gate’s width and position, and precisely pinpoint the vehicle’s position on a map by using external sensors fitted for situations when the GPS signal was interrupted, such as going through
way, the vehicles moved in response to the natural flow of traffic. They executed lane changes, overtook maneuvers and navigated toll gates using Hi-pass, South Korea’s wireless expressway payment system. Building on the successful demonstration of Hyundai’s vehicles, which drove autonomously in Las Vegas during the Consumer Electronics Show (CES), these cars featured a number of advanced technologies that enabled
long underground tunnels. Hyundai conducted a significant number of highway test drives amounting to hundreds of thousands of kilometers traveled, which enabled them to accumulate a vast amount of data that helped enhance the performance of its self-driving vehicles. “Hyundai’s philosophy for developing autonomous driving technology is to provide the highest level of safety combined with a high standard of con-
“Hyundai’s philosophy for developing autonomous driving technology is to provide the highest level of safety combined with a high standard of convenience that our customers expect,” — Jinwoo Lee
64 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
venience that our customers expect,” said Jinwoo Lee, head of the Intelligent Safety Technology Center at Hyundai Motor Group. The exterior and interior of selfdriving vehicles used for this demonstration look similar to Hyundai’s other mass-produced models, but they are equipped with various cameras and LIDARs. Adding a small number of sensors to mass-produced vehicles has enabled the realization of fully autonomous driving technology, and thus brings the company a step closer to the commercialization of self-driving technology. Autonomous driving processes a high volume of data, which requires a lot of power. The fuel cell electric model is able to produce electricity through a reaction between hydrogen and oxygen in the fuel cell stack, making it the optimal vehicle model choice for this test. The NEXO fuel cell electric SUV can drive more than 600 km on a single charge, which takes approximately five minutes. The model boasts a worldclass system efficiency of 60 percent, durability equivalent to internal com-
bustion engine-driven vehicles and a load space of 839 liters. Connectivity Enhanced Infotainment System: Utilizing the 5G network of KT Corp., a Korean mobile service provider, the vehicles deliver five new advanced information technologies, all accessed through a user interface (UI) that provides an intuitive user experience.
Passengers in the rear seats can use “Home Connect,” a car-to-home technology that enables the user to access and control IoT devices installed in their smart home. They can view home camera images in real-time, control the lighting, remote door lock or TV, and even manage home energy systems. Hyundai plans to phase in the home-to-car and car-to-home tech-
nology to its vehicles from the first half of 2018 and from 2019, respectively. “Assistant Chat” is a technology that allows users to ask a Chat Bot questions with simple voice commands and receive answers in the form of text or images. “Wellness Care” can monitor health information of passengers seated in the rear of the vehicle, such as their stress level, heart rate, and mood state. They can also access relaxing therapeutic services, and they can be connected with a health consultant through a real-time video call. In addition, the vehicle also provides “Noise-Away” cabin noise reduction technology, and “Mood Care,” which provides rear door mood lighting when the music player or Wellness Care is active. The Korean karaoke application “Everysing” also allows passengers to sing along to music on their journey, and it’s possible to stream video to the rear-seat entertainment system. Lastly, users can receive real-time traffic information notifications, supported by
multiple languages, including Korean, English and Chinese. These advanced infotainment features enable drivers to make the best use of their time spent in autonomously driven vehicles, making them more than a simple means of moving from one location to another. Hyundai Motor Group, which includes flagship units Hyundai Motor and Kia Motors, is preparing for the commercialization of the SAE standard Level 4 compliant autonomousdriving system in smart cities by 2021. To this end, the company announced plans at CES 2018 last month to jointly develop self- driving technology with Aurora Innovation, a U.S.based autonomous driving startup. Hyundai also plans to commercialize the technology for fully autonomous driving by 2030. Furthermore, since August last year, Hyundai has been researching and building its V2X infrastructure. As a founding member of the American Center for Mobility, an American research institute for future mobility, Hyundai Motor Group last October invested $5 million in the ACM-led construction of state-of-the-art testing facilities.
SCRS Releases Video of ‘Kool Tools From 2017 SEMA Show & More’
In January, the Society of Collision Repair Specialists (SCRS) held an open board meeting in Palm Springs, CA, including a presentation from the SCRS Education Committee on “Kool Tools” that may provide assistance or convenience in collision repair tasks. The presentation, led by committee member Toby Chess and SCRS Chairman Kye Yeung, was inspired by the wide range of products and offerings exhibited during the SEMA Show in Las Vegas, NV. Each year, the SCRS Education Committee walks the SEMA Show looking for unique tools, equipment and offerings to the collision repair industry that they feel provide notable value in fixing today’s damaged vehicles. Kye Yeung and Toby Chess purchased these tools, tested them and shared some of their favorites during the live presentation at the SCRS Open Meeting in January. SCRS encourages you to subscribe to the association’s YouTube channel SCRSCollision to be notified as new material is released. For more information about SCRS, or to join as a member, please visit www.scrs.com, call toll free 1-877-841-0660 or email us at info@scrs.com.
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National News
Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who writes on a variety of fields and subjects, and grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.
Management Success Shares Shop Resolutions That Stick with Chasidy Rae Sisk
On Wednesday, Jan.10, Management Success Senior Consultant Jim Saeli presented a webinar on “Secrets to Success: Shop Resolutions that Stick.” He began by noting, “You probably set goals at the beginning of your business and have achieved them, improving your business and acquiring better control of it. But as time passes, we all tend to lose focus and fall back into old habits and may ask ourselves, ‘What am I missing?’” While it’s easy to think it’s all “fine,” Saeli considers this a bad fourletter word. “If you’re not expanding, you’re contracting,” he said. “If things are just fine, they will catch up with you.” It’s easy to lose focus, so he suggested looking at the shop's basics, some of which are so basic that they’re easy to overlook until it’s too late. It is important to monitor all aspects of one’s business because it’s easy to get lost in the day-to-day actions of shop production and to stop seeing everything, until someone else points out the change. “When you first opened your shop, you set a goal and worked to achieve it, but it’s important to set new goals once you reach your first goal,” Saeli encouraged. “Or maybe you set a goal and had a hard time focusing on the new goal because things changed. There will always be these types of situations in a business, such as changing employees, but you have to figure out how to keep your eye on the ball, and with the start of the New Year, this is a great time to sit down and establish goals for 2018!” Saeli suggested getting in the habit of looking back at goals to determine if they were achieved. He stressed the importance of writing down goals and also encouraged attendees to write down their vision and look at it occasionally. “Your business will always be a work in progress, and your vision will change as your business grows,” he said. “Your job as the owner is to set goals for your business so that you’re the one directing the shop, and you do this by planning. “The owner’s responsibility is to improve the existing situation and
move it toward the idea or vision you have for your business.” He polled attendees to determine how often they plan, suggesting it’s important to decide what each person wants to accomplish this year and emphasizing the importance of writing down plans.
Asking how shop owners track their progress, Saeli informed them that they should be tracking their KPIs and using these numbers to determine whether they’re heading in the right direction. Keep your KPIs up-to-date, look at them weekly, and then make corrections based on that information. According to Saeli, “Your KPIs are a roadmap that allows you to see the past and plan for the future. It’s helpful to put them into graph form to evaluate them quickly. Not having them is like trying to diagnose a check engine light on a car just by listening to the vehicle—and none of you would ever do that! Call this your scan tool; it’ll help you figure out what’s going on with your business.” Figure out your goals by starting with a sales target, broken down into sales for a month and a week, and then figure out the billed hours needed to achieve this goal. Saeli believes that working out weekly targets is a great start, but next, shop owners must share this information with their employees and remind them of it on a regular basis. “This is one of the reasons to have weekly meetings,” he said. “It allows you to go over your targets and reinforce your expectations, plus it helps get everyone behind you, working towards those goals.” When an employee is not producing the way they used to, Saeli advised the shop owners to sit down with them to find out why, suggesting that the employee may need help establishing goals, they may simply need to be pointed in the right direc-
66 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
tion or they may require additional training to improve their competency. “Talking to your employees is a win/win/win situation,” Saeli noted. “They are better able to help the customer, the shop and make more money themselves. It’s important that we do not become so engrossed in the day-today that we forget about training. “Have you reached your goals? Have you lost your passion for the business? You must see when you reach your goals and set new ones to have something to reach towards, to look forward to. Goals are key, and having them written down helps visualization.” Some ideal targets Saeli suggested for both the individual and their businesses are sales targets, turning over responsibilities to associates and spending a certain number of days away from the shop to do enjoyable things. “Money helps you get things, but time is very valuable,” he pointed out. Noting that all professionals have
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coaches to point them in the right direction, Saeli asked attendees about who helps them keep their eyes on their business goals, point them in the right direction and keep them focused and successful. He then shared information on Management Success’ Shop Business Analysis product, which is designed to help in this aspect. As the webinar concluded, Saeli observed, “The more training you receive, the better equipped you are to handle situations, and you become more competent at running your business by setting up a training plan. It’s important to identify the key actions that must occur in order to achieve your goals.” Due to the positive feedback received from this webinar and an overflow of attendees, Management Success will be presenting a live webinar on the same topic with a different presenter and a guest shop owner on Wednesday, Jan. 24.
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accidents routinely involve damage to motor vehicle parts and original body parts and cost more than aftermarket parts. Further, changing the statutory requirement from manufacturer-’required’ parts to manufacturer-’recommended’ parts would mean the insurer could cover the cost of all original parts since it is likely all manufacturers would recommend the use of higherpriced original equipment as replacements… finally, these higher costs will likely result in a higher number of vehicles deemed a total loss simply because insurers will [determine] it’s cheaper to total a vehicle rather than repair it with original equipment parts.” Supporters of the bill say this section of the law and the bill only relate to crash parts and do not have any effect on mechanical or consumable parts. Ray Colas, the government affairs representative for LKQ Corporation, also testified in opposition to the bill. He said the company’s main concern is due to the part of the bill that states that parts that are recommended have to be used for insurance-paid repairs. “No bill has ever been introduced in any other state with similar lan-
Continued from 28
Hawaii Bill
either the House or Senate as of midFebruary. “The insurance companies and national insurance organizations are saying that this is an aftermarket parts bill to kill the use of aftermarket parts and that it will allow the OEMs to increase their prices, and therefore increase the premiums,” said Takemoto. “They are trying to protect their profits.” He said in reality, the bill will stop an insurer and claimant from having to pay the cost difference between an aftermarket and OEM part. “The law should not shift the costs from the insurer to the claimant,” said Takemoto. “The claimant had nothing to do with it.” During the hearing, Commissioner Gordon Ito testified on behalf of the Department of Commerce and Consumer Affairs why the department opposes the bill. “The proposed change lacks an obvious benefit to consumers,” Commissioner Gordon said. “Insureds will pay higher insurance premiums since
guage. It’s very apparent that it’s a bill that will attempt to increase the market share of the car companies,” he stated. “Today, the car companies own 64 percent of the market share while the salvage industry, the remanufacturing industry and the aftermarket industry own the difference… it would essentially legislate a monopoly, and that’s the concern that we have. We’re in the business of providing a lowercost alternative for consumers, so if you state that the insurance companies must pay the difference, then you eliminate the only benefit to our industry. We also prevent vehicles from being declared a total loss because we provide a lower cost alternative to keep the cost below the total loss threshold… we also stimulate competition.” The general manager for Geico, Tim Dayton, also spoke during the hearing. He said the cost of auto insurance in Hawaii, compared to the rest of the country, is the 25th-highest. If this bill passes, Dayton said two things will happen. “Number one, it will eliminate aftermarket parts use in Hawaii and second, insurance premiums will go up dramatically,” he said.
Takemoto testified during the committee hearing as a representative of the Automotive Body & Painting Association of Hawaii. “This bill does not prohibit the use of aftermarket parts by an insurer or anyone else… They can still compete and the marketplace stays the way it is, in my opinion,” he stated. “Basically, all it is doing is not allowing the transfer of the increased cost to the insured or the claimant when they choose not to use aftermarket parts.” In regard to insurance premiums and the cost to the public, he said there are many different insurance companies in Hawaii, and most of the local companies do not pass this cost on to the driving public in Hawaii. “It’s mainly a couple of larger mainland national insurers who are using this practice of passing the cost on,” he said. Testimony was also provided by Sabrina Dela Rama, president of the Automotive Body & Painting Association of Hawaii and manager of Tony Group Collision Center in Waipahu. “I am in strong support of this bill and the reason for it is consumer safety,” she said. See Hawaii Bill, Page 70
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 69
Continued from 68
Hawaii Bill
She explained to the committee why consumers should be able to choose which vehicles they put their families in. “The insurance industry has been able to tell the consumers that it’s law,” she stated during her testimony. She said it can be written in the policy, but when you are putting the cost on an innocent claimant, who does not have a policy and doesn’t have a choice because the insurance industry says it’s the law, then that isn’t the right way to use the law. Instead, she said consumers should be able to make their own choice and shouldn’t have to pay out of pocket. “I think this bill makes it a fair playing field,” she said. She also pointed out that many of the local insurance carriers do not use aftermarket parts, and are still competitive. Dale Matsumoto, owner of Auto Body Hawaii on the Big Island, also spoke in support of the bill. “Safety is a huge factor,” he said. “The safety and well-being of Hawaii’s people should not be jeopardized no
matter what… The cost is the cost… There is no proof that there is going to be an increase in cost to the rates, but there is already written proof that the use of aftermarket parts will increase a second collision.” Brandon Okahara, co-owner and vice president of Oka’s Auto Body in Waipahu, also submitted testimony in support of the bill. “When HRS 431:C-313.6 was originally introduced back in the midto- late ‘90s, vehicle design and construction were nowhere near what they are today. The statement of ‘Like-kind and quality’ is now questionable when comparing an aftermarket part to an Original Equipment Manufacturers (OEM) part,” he said. “Components such as bumpers, hoods and reinforcements are methodically crash tested by the OEM, and the entire safety system is engineered around multiple OEM components reacting in a calculated, predictable manner. To the best of my knowledge, the same testing and engineering have not been tested by the aftermarket parts suppliers to confirm that they perform as the same safety cell that the OEM intended; thus, leaving the vehicle owner uncertain if their vehicle
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will react, as designed, in a subsequent collision. “… it is our responsibility as a collision repairer to return the consumer’s vehicle back to pre-loss condition, following the vehicle manufacturer repair procedures, as well as utilizing replacement parts as recommended by the vehicle manufacturer. Following these stringent guidelines using the OEM recommended parts is the only way to ensure the tuned safety cell will react as it was designed to protect you.” Not all body shop owners in Hawaii are in support of HB 1620. One is Dan Dutra, a partner in Sigs Collision Centers. The Oahu-based company currently processes more vehicle repairs annually than any single business entity in the state of Hawaii, according to Dutra. In his testimony against HB 1620, he said, “The proposed bill makes several assumptions that are false or misleading about aftermarket parts.” He used the example of a statement in the bill saying that “proper repairs” require the use of parts produced by the manufacturer. “We know this to be false, as ‘aftermarket parts’ such as tires, spark plugs, suspension parts and wheels,
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among others, are often known to be equal to, or better than, the original equipment parts,” said Dutra. He also said that the bill’s reference to parts not being crash-tested is false. “There are unintended consequences to the proposed legislation that would not be in the best interest of the public,” he stated in the testimony he provided. “Trying to dictate the specific use of any part or procedure, no matter [how] good the intention, will do just the opposite and raise costs to all consumers.” Supporters of the bill counter that HB 1620 does not have any effect on parts such as tires, spark plugs, etc. Instead, they said it focuses on crash parts and currently, the law does not give consumers a choice. Autobody News will continue to follow this story and share updates about the bill with readers.
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Leading Painter Olivia Cook Advocates PPG’s ENVIROBASE, SATA Spray Guns
Olivia Cook was born on the island of Newfoundland in Canada, grew up as a military brat and lived overseas until 2001. From a very early age, she loved cars of every kind—from high end imports, to the everyday, to muscle cars. In high school, she had a fascination for cars and art and wanted a job that somehow combined both. While attending high school in Mascoutah, IL, she took her first auto body class. After high school, she moved to Blairsville, PA, to attend Wyotech. At Wyotech, she studied collision refinishing, trim and upholstery, and also took a custom street rod class. After graduation, her first job was at Collision Plus, a high production shop chain in Illinois. At Collision Plus, she started off as a porter and worked her way up to a body tech. Her strong desire to become a painter led to her first job painting full-time at Kurt’s Carats in Maryville, IL. During this time, she also painted at a hot rod shop doing restorations. She is currently the head painter at Auto Crafters Autobody in Red Bud, IL, where she swears by PPG’s ENVIROBASE and SATA spray guns. “My experience with painting began with solvent, so I was nervous
about switching to water- based. Since making the change to PPG’s ENVIROBASE, I’ve been pleasantly surprised by the excellent results and have never looked back,” she said. “I love the shop because I have the best of both worlds. We do collision and full restoration work as well. There is something about restoration work that I think is more gratifying in the end. Also, my boss has the bar set very high for quality, which is another reason I love it. I like to get involved in custom painting projects and car shows, which got me involved in Refinish Kulture, a social media community.” An important milestone for Cook was working on the “Chevy Montage” all-female build sponsored by Bogi’s Garage. Prior to that experience, she had befriended Bogi Lateiner (host of the “All Girls Garage” TV show and owner of Bogi’s Garage), Dez Ferrell and Konstandina Manjavinos (founder of “Girls Behind The Gun”) through social media, but by working on the project, she was able to meet them in person. Cook described how working with Bogi’s Garage allowed her to share her struggles as a female working in the auto body business.
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“One thing that I will always remember from this build is when Bogi asked me what I would think about my daughter wanting to get into this business,” she said. “I told her that honestly, I hope she doesn’t, and that’s really a shame to say. It was always a struggle for me and so many other women, and I hope with future generations it won’t be. In the end, I just want to help women in the auto body industry and portray them in a positive light. I look up to women like Petra Schroeder from WIN and Konstandina Manjavinos from Girls Behind The Gun. They are definitely giving women [in the industry] positive exposure.” Bogi Lateiner’s “Chevy Montage” was a tremendous success at SEMA 2017. It was a custom build combining a 1957 Chevy Pickup with a BMW S62 engine, and was unveiled at the BASF booth. Sponsors included 3M Automotive and many more. After returning from SEMA, Lateiner hired Cook as a custom painting instructor starting in April 2018. For more information, visit PPG, SATA, Bogi’s Garage and Auto Crafters Autobody.
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72 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
West Virginia Sen. Robert Karnes, R-11, recently introduced Senate Bill (SB) 90. If enacted, this legislation would repeal West Virginia’s vehicle safety inspection program, which requires an annual inspection. In New Hampshire, Rep. Glen Dickey, R-Hillsborough-05, introduced House Bill (HB) 1328, which would change the annual inspection requirement to a biennial (every two years) requirement. Those bills are the latest in a recent series of legislation designed to dismantle or weaken a state’s safety inspection program. ASA opposes both SB 90 and HB 1328. All interested parties in West Virginia and New Hampshire are encouraged to visit TakingTheHill.com and click “Alerts” to contact their state representatives in opposition to these bills.
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Hundreds of Automotive Scholarships To Be Awarded: Apply by March 31
The University of the Aftermarket Foundation is now accepting applications for automotive scholarships at its Automotive Aftermarket Scholarship Central website at: www.automotivescholarships.com. The application deadline is March 31, 2018. Interested candidates can view a wide array of scholarship opportunities, ranging from $1,000 to $10,000, available from the University of the Aftermarket Foundation and more than 30 industry organizations. Hundreds of scholarships are available for students enrolled in four-year and two-year colleges as well as ASE/NATEF-certified automotive, collision and heavy duty post-secondary schools. By completing a single application online, students can be considered for multiple scholarships for the 2018–19 school year. A full list of scholarships is featured on the Automotive Aftermarket Scholarship Central home page with links to pages outlining each organization’s scholarship details, eligibility requirements and
awards. To apply for as many scholarships as possible, applicants should read the individual pages thoroughly to ensure they include the proper information required by each organization. “Every completed scholarship application is reviewed by all the organizations where the candidate meets the qualifications. Last year, more than 50 students received multiple awards from one application,” said Pete Kornafel, MAAP, chairman of the University of the Aftermarket Foundation scholarship committee. “We are pleased to be able to offer so many scholarship opportunities for the 2018–19 school year and encourage interested students to apply today.” For more information about the University of the Aftermarket Foundation and available automotive scholarships, visit: www.UofAFoundation.com and www.automotivescholarships.com
www.autobodynews.com
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Continued from Page 41
aware of any mandatory meetings or training sessions for technicians. Evidence showed that an outside company did the major cleaning and maintained the sprinklers in the paint booths. Painters and preppers, not body men, cleaned the windows and changed the filters in the paint booths. Therefore, the appellate court said, the trial court properly concluded from all of this evidence that Juarez and Martinez failed to satisfy their burden of proving that they spent unpaid time waiting for work or performing other tasks not incident to the repair of vehicles. Juarez v. Ali, Calif. Ct. App., No. H041348 (Jan. 8, 2018). Professional Pointer: Keeping complete, accurate records went a long way in enabling the body shop to disprove the workers’ minimum wage claims in this case. Joanne Deschenaux, J.D., is a freelance writer based in Annapolis, Md. We thank Society for Human Resource Management for reprint permission.
• Be ready if the opponent tries to use “scare” tactics and prepared to get the customer involved if necessary. Documentation is imperative. • Prepare for the opponent to use “scope creep,” which will take the focus off the facts.
Fail to Prove
How to Train
Don’t…: • Take anything personally. • Be disrespectful no matter how or where the opponent tries to lead the conversation. • Underprepare—it will be evident during the presentation. • Forget you are the repair expert. • Use intimidating body language and watch the opponent’s. It will show where the most significant resistance to the argument is focused. • Move away from the facts—stick to them because those are what will repair the car properly.
For more information about training programs offered by AMI for the collision repair industry, contact Keith Manich at 301-575-9191.
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www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 73
Bill Garoutte to Take Helm at National Auto Body Council
The National Auto Body Council (NABC) is pleased to announce that Bill Garoutte, a veteran business development, marketing and collision industry executive, has been selected to take the helm at the organization. “We are thrilled to have Bill take the lead to continue Bill Garoutte the tremendous legacy and positive impact that Chuck Sulkala and many of our colleagues have made in our collision industry through the National Auto Body Council,” said Darren Huggins, NABC Board Chairman. Through its signature Recycled Rides™ program, NABC members teamed up to repair and donate a record 300 vehicles in 2017, adding to a total of nearly 2,000 over the past 10 years, to individuals and service organizations in need of reliable transportation.
www.autobodynews.com
CARSTAR North America Launches U.S., Canada 1st Brand Campaign
This year, CARSTAR North America will launch a new brand campaign across the U.S. and Canada —its first-ever integrated campaign for North America. A new television spot titled “It’s Your Car” will be unveiled in February, airing for the inaugural time during the Winter Olympics across all of Canada. CARSTAR stores in the U.S. will air the spot in local markets. The commercial shares the story that at CARSTAR, “We care, we are efficient and we are accountable. It’s not just a car. It’s YOUR car.” “Our key findings reinforced our understanding that we know no two accidents are the same,” said Michael Macaluso, President, CARSTAR North America. “Every car is different, and each deserves to be treated with care. That’s why we are committed to making every job count. Because when it’s your car, it matters most. At CARSTAR, we work with you to find a solution that best fits your needs, and make sure that when your car is returned, it’s exactly what you expected.”
1Collision Announces New Call Center, Phone App The 1Collision Network announced the release of a phone app and call center integrated technology solution designed to assist the motorist—from handling the scene of an accident, to finding the nearest 1Collision repair center, to initializing the repair process.
The Network Call Center, a function button on the app, will direct consumers through a toll free number, utilizing an advanced zip code locator as well as an option to connect the caller to the network corporate office directly for support. The 1Collision phone app also assists the motorist in
the collision repair process, with features such as “What to Do After an Accident,” “Find a Location,” and “Request an Estimate.” Network President Jim Keller commented, “We are excited to launch these tools aimed at assisting consumers with solutions when the unfortunate happens, and also naturally creating opportunities to increase the traffic at our network locations.” The 1Collision Network phone app is now available on both the Google Play Store and the Apple Store. The app will be promoted by 1Collision through targeted social media and other marketing channel campaigns. Collision repair businesses interested in participating should contact John Keller, Director of Locations support, at jrkeller@ 1collision.net.
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www.porschenorwell.com 74 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
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M-F 8 - 5; Sat 8 - 4 david.connell@openroad.com www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 75
Industry Invited To Sponsor Uniforms for Collision Education Students The Collision Repair Education Foundation (CREF) is facilitating a uniform donation program between collision repair businesses and high school and college collision repair programs for the 2018–2019 school year. Uniforms will create a more professional learning environment for students, preparing them for potential careers in the collision industry. Each local student can be sponsored for $50, which provides the student with a Cintas work shirt and pants. Businesses that sponsor more than 20 uniforms can have their corporate logo featured on a patch on the front of the uniform shirts. Students of Barry Roopnarine, a teacher in the collision program at Edison Technical High School, received donations from The Collision Centers of New York Inc. for the 2017– 2018 school year. Roopnarine said, “The sponsorship… allows the students to maintain a professional look. It also makes them aware that the collision industry is taking their education seriously, as they are the future of the industry.” Participating businesses can sponsor schools of their choice, or they can choose to be paired with a school in need by the Education Foun-
42 Apprentices Join Service King’s Training Program
Service King Collision Repair Centers announced it has officially accepted and welcomed 42 new auto body repair technicians to its growing Apprentice Development Program at locations in five different states across the U.S. “The entire Service King family is thrilled to welcome the latest class of apprentice technicians,” said Tyra Bremer, Service King Vice President of Talent Development. “It is exciting to witness our apprenticeship program continue to grow and provide immersive training opportunities to aspiring technicians from across the country. We look forward to equipping and training each of the 42 technicians who joined our family this week to prosper in the next chapter of their careers.” The immersive approach to Service King’s Apprentice Development Program features a proprietary curriculum developed with insight from master auto body technicians, management and leading experts from across the industry. The Apprentice Development Program officially launched in 2015, placing more than 125 certified auto body technicians into its workforce.
dation. The donation program can lead to long-term relationships between professionals and school programs that are preparing the next generation of collision industry employees. Madison Larson, Human Resources Representative from The Collision Centers of New York Inc., said, “As we move into 2018, it’s important to invest and encourage our next generation of technicians. These uniforms for the Thomas E. Edison auto body program allow the students to feel like they are a part of something special. It creates confidence and excitement for the program. The program is very dedicated to its students, and we are thrilled to be a part of that.” Sponsorship and donations are facilitated through the Collision Repair Education Foundation, but sponsoring businesses are invited to visit the school to meet the students and distribute the new uniforms. Roopnarine said, “Having members from the Collision Centers visit the classroom allowed students the opportunity to explore career options and gain a deeper understanding of the importance of their education.” Zachary Concepcion, a 12th
grade collision student at Edison Technical High School and recipient of uniform donations in 2017, said the donation shows him and his classmates where they can find opportunities in the industry. “It gives us a reason to never be unprepared… and makes us look really professional as a class,” he said. Companies interested in sponsoring the uniform donation program through the Collision Repair Education Foundation for the 2018—2019 school year should contact Collision Repair Education Foundation Director of Development Brandon Eckenrode at Brandon.Eckenrode@ed -foundation.org or 847-463-5244. Roopnarine said, “Through partnership between collision education programs and collision industry associates, it can lead to opportunities to help fill the technician shortage. Without the efforts of the Collision Repair Education Foundation, this opportunity would not have been possible as they help form a link between collision repair schools and the collision industry.”
www.autobodynews.com
Chuck Sulkala Scholarship Fund to Honor NABC Founder
The Chuck Sulkala NABC Appreciation Scholarship Fund has been established to honor the 50-year career and legacy of the retiring Founder and Executive Director of the National Auto Body Council (NABC).
NABC Chairman Darren Huggins presents Chuck Sulkala, with commemorative plaque honoring his years of service
“We know of no better way to thank and immortalize Chuck’s significant contributions and impact than to help ensure that a future generation of collision repair professionals will benefit from the many opportunities created during Chuck’s labor of love to transition the image of body shops into today’s respected collision repair industry,” said Darren Huggins, NABC Chairman. The Sulkala scholarship fund, which will be administered by the Collision Repair Education Foundation (CREF), was announced at the National Auto Body Council’s Annual Member Reception in Palm Springs.
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rgreen@euromotorcars.com
Flemington 877.657-2787 908.782-1795 Fax M-F 7:30am - 5pm Sat 8am - 12pm www.njparts.com
Maryland Audi Silver Spring Silver Spring 301.890.3015 800.288.6982 301.890.3748 Fax M-F 7:30am-5pm wholesaless@mileone.com www.audisilverspring.com
Audi Hunt Valley Cockeysville 410.630.3174 410.628.6030 Fax M-F 8am-6pm Sat 8am - 3pm
New Jersey Audi Meadowlands North Bergen 201.408.2085 201.223.7842 Fax M-F 7am-6pm Sat 8am-2pm jpooler@bbmcc.com
DCH Millburn Audi Maplewood 800.553.9250 973.762.2381 Fax M-F 7:30am-6pm Sat 7:30am - 4pm
Jack Daniels Audi of Upper Saddle River Upper Saddle River 201.252.1500 x1511 M-Th 7:30am-8pm F 9am-6pm; Sat 8am-5pm
Paul Miller Audi Parsippany 800.356.4553 973.575.7793 973.575.5911 Fax M-F 8am-6pm; Sat 8am-5pm
audiparts@audialbany.com
Audi Brooklyn of Bram Wholesale Parts Network 866.770.5999 718.392.6570 Fax M-F 7:30am-5:30pm parts@lexusofqueens.com
Audi Southampton Southampton 631.204.2565 Tue - Sat 8am - 5pm parts@audisouthampton.com www.audisouthampton.com
www.paulmilleraudi.com Audiparts@paulmiller.com
ddipalma@dchusa.com www.dchmillburnaudi.com
umbergers@autonation.com www.audihuntvalley.com www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 77
Original Thought #78
YOU ONLY GET ONE CHANCE AT THE FIRST REPAIR.
MARYLAND
BMW of Catonsville Catonsville 855-996-2906 410-818-2600 Fax M-F 8am-5pm
www.bmwofcatonsville.com
BMW of Silver Spring Silver Spring 301-890-3015 800-288-6982 301-890-3748 Fax M-F 7:30am-5pm wholesaless@mileone.com www.bmwofsilverspring.com
MASSACHUSETTS BMW of Sudbury Sudbury 800-338-3198 508-881-7578 Fax M-F 7am-5pm
wholesaleparts@herbchambers.com www.bmwofsudbury.com
NEW HAMPSHIRE BMW of Stratham Stratham 800-989-5200 603-772-9436 Fax
jmaxwell@group1auto.com www.bmwofstratham.com
NEW JERSEY
BMW of Bloomfield Bloomfield 888-596-7024 973-748-8373 M-F 8am-6pm psantos@dchusa.com
BMW of Morristown Morristown 973-796-3145 973-796-3146 Fax M-F 8am-6pm
wholesaleparts.bmw@openroad.com www.bmwofmorristown.com
78 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
BMW of Newton Newton 973-579-6020 973-579-6702 Fax M-F 8am-5:30pm
bmwofnewtonparts@gmail.com www.bmwnewton.com
BMW of Flemington Flemington (877) 657-2787 (908) 782-1795 Fax M-F 7:30am to 6pm Sat 8am to 2pm www.njparts.com
Circle BMW Eatontown 732-440-1238 732-440-1239 Fax M-F 7:30am-6pm Sat 8am-3pm
Wholesale@circlebmw.com www.circlebmw.com
Park Ave. BMW South Hackensack 888-349-5168 201-291-2376 Fax M-F 8am-5pm Sat 8am-4pm al@parkavebmw.com www.parkavebmw.com
NEW YORK
BMW of Bayside Bayside 516-304-3733 516-570-4268 Fax M-Sat 8am-5pm
bmwparts@bmwbayside.com www.bmwbayside.com
BMW of South Albany Glenmont 518-465-1724 518-463-2422 Fax M-Th 7:30am-5:30pm Fri 7:30am-5pm Sat 8am-4pm
bmwparts@bmwofsouthalbany.com www.bmwofsouthalbany.com
• Original BMW Parts & Accessories Competition BMW St James 631-724-3322 631-265-0501 Fax M-F 8am-5pm Sat 8am-4pm
asolla@competitionbmw.com www.competitionbmw.com
Habberstad BMW Huntington Station 631-271-7488 631-271-7931 Fax M-F 7:30am-5:30pm Sat 8am-4pm
parts@habberstadbmw.com www.habberstadbmw.com
Keeler BMW Latham 877-553-3909 518-785-4197 518-785-4710 Fax M-F 7:30am-6pm Sat 8am-4pm
PENNSYLVANIA
Apple BMW York 717-849-6597 717-843-2948 Fax M-F 7am-5pm Sat 8am-4pm
applebmwparts@appleauto1.com www.applebmwofyork.com
RHODE ISLAND
BMW of Newport Middletown 401-847-9600 401-841-0680 Fax M-F 7:30am-5:30pm
gromani@metromotorgroup.com wwwbmwofnewport.com
When you repair a BMW, use the parts
that are identical to those used in Series production and just as reliable. Choose Original BMW Parts and Accessories.
Because you can’t repair your reputation.
bmwparts@keeler.com www.keelerbmw.com
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 79
Mike Anderson to Host Free Webinars on Locating OEM Procedures
Trainer and consultant Mike Anderson of Collision Advice will host a new series of free monthly webinars, titled “Learn to Research, Research to Learn,” throughout 2018. The webinars are designed to help shops more easily research and find OEM collision repair procedures. Most will include an automaker representative, and attendees will have an opportunity to text in questions during the live webinar, to be answered by Anderson or the OEM representative. “I’ll be focusing on a different automaker each month, and I will walk shop owners, estimators and technicians through the process of using that OEM’s specific website to locate the repair procedures, information and position statements they need,” Anderson said. Anderson has long been a proponent of shops checking OEM repair procedures for every job, and believes far too few shops are doing that. “Once you understand the automakers’ websites and begin using them, it becomes a much faster and
PPG Funds Refinish Student Scholarships Through CREF
easier process, and these webinars will help shops do that,” he said. “Repetition is key.” The first of the free monthly webinars will focus on Toyota’s Technical Information System (TIS), and will be held at 2 p.m. (Eastern) / 11 a.m. (Pacific) on Wednesday, Feb. 21. Visit the following URL to register: http://bit.ly/2EQiDk7 Collision Advice is a full-service training and consulting firm offering collision repairers’ businesses of all sizes assistance with virtually every aspect of business management and production, including estimating, SOP development, lean principles, accounting, sales and marketing, customer service, negotiating, workforce development, websites and social marketing. Anderson and his Collision Advice team offer dozens of workshops and seminars throughout the country each year, and provide business and shop operational consulting services for individual collision repair businesses. Collision Advice also conducts quarterly “Who Pays for What?” surveys in conjunction with CRASH Network.
The PPG Foundation has provided $20,000 in funding for the Collision Repair Education Foundation, which will be awarded to students who have demonstrated a career interest in automotive collision repair and refinish. The scholarships, $5,000 each, are awarded annually to full-time students attending a post-secondary school with a focus on degree programs in collision repair. The funds may be used to assist the students with educational expenses such as tuition, books, tools and equipment. Scholarship award winners will be announced later this spring. Domenic Brusco, PPG Automotive Sr. Manager, MVP Business Solutions & Industry Relations, said, “PPG proudly supports the Collision
Repair Education Foundation’s effort to promote careers in the collision industry and assist future professionals as they train for a career. It is more important than ever to showcase the industry as a rewarding career option for students and, through these scholarships, we can help remove some of the financial barriers they face during their technical education.” Industry members interested in working together with the Collision Repair Education Foundation in supporting secondary and post-secondary collision repair students, instructors and their school programs should contact Director of Development Brandon Eckenrode at 847463-5244 or Brandon.Eckenrode@ ed-foundation.org.
Advertise in our CLASSIFIED SECTION for $50 per column inch! Place an ad in our AUTOBODY MARKETPLACE section of Autobody News.
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Finish it like a Masterpiece THESE DEALERS ARE MERCEDES-BENZ GENUINE PARTS SPECIALISTS. DELAWARE
è USE GENUINE MERCEDES-BENZ PARTS.
Mercedes-Benz of Wilmington Wilmington
800-800-1949
302-995-5030 Parts Direct 302-995-5033 Fax M-F 7:30am - 5pm; Sat 8am - 2pm parts@mbofwilmington.com www.mbofwilmington.com
MARYLAND
Mercedes-Benz of Annapolis Annapolis
888-801-2369
443-875-0290 443-875-0315 Fax
NEW YORK
PENNSYLVANIA
Mercedes-Benz of Goldens Bridge Goldens Bridge
Mercedes-Benz of New Rochelle New Rochelle
914-232-5733 Fax
914-206-3797 Fax
215-540-0263 Fax
M-F 8am - 6pm; Sat 8am - 5pm parts@mbnewrochelle.com
M-F 7:30am - 6pm; Sat 7:30am - 5pm mbpartswholesale@yourmercedes.com
914-232-8146
M-F 8am - 5:30pm; Sat 8am - 2pm dkorkatzis@mercedesbenzgb.com
800-581-2705
Mercedes-Benz of Smithtown St. James
www.mbnewrochelle.com
631-265-5339
Mercedes-Benz of Atlantic City Egg Harbor Township
631-265-8146 Fax M-F 8am - 5pm; Sat 8am - 4pm mlevantino@mbofsmithtown.com www.mbofsmithtown.com
M-F 7:30am-6pm Sat 8am-1pm rhamilton@mileone.com 80 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
NEW JERSEY
609-645-9310 215-540-0263 Fax M-F 7:30am - 6pm; Sat 7:30am - 5pm mbpartswholesale@yourmercedes.com
Mercedes-Benz of Fort Washington Fort Washington
267-419-1414
Mercedes-Benz of West Chester West Chester
800-220-7278 215-540-0263 Fax M-F 7:30am - 6pm; Sat 7:30am - 5pm mbpartswholesale@yourmercedes.com
CONNECTICUT
MARYLAND
MASSACHUSETTS
NEW YORK
Curran Volkswagen Stratford
King Volkswagen Gaithersburg
Volkswagen of North Attleboro North Attleboro
Hudson Valley Volkswagen Wappingers Falls
Fax: 203-380-3732 M-Th 8am-6pm; F 8am-5pm Sat 8am-2pm
Fax: 240-403-2398 M-F 7am-6pm Sat 8am-4pm
203-378-6516
parts@curranvw.net www.curranvw.net
Valenti Volkswagen Watertown
860-274-9846
Fax: 860-945-4987 M-F 8am-5:30pm Sat 8am-12pm
VWParts@valentiauto.com www.valentivw.com
Prestige Volkswagen Stamford
203-352-4656
Fax: 203-973-2900 M-F 8am-6pm Sat 8am-4pm
240-403-2300
dprunner@vwking.com www.vwking.com
Ourisman VW of Laurel Laurel
301-498-6050 Fax: 301-498-0157 M-F 7:30am-7pm Sat 7am-4pm
julio.cruz@ourismanautomotive.com Ourisman VW of Rockville Rockville
855-417-4511 Fax: 240-499-2488 M-F 8am-5:30pm Sat 8am-5pm
rockvilleparts@ourismanautomotive.com www.rockvillevolkswagen.com
508-695-7131 Fax: 508-695-0321 M-F 8am-5pm Sat 8am-2pm
kenr@driveavw.com www.driveavw.com
NEW JERSEY Flemington Volkswagen Flemington
877-NJPARTS 877-657-2787
Fax: 908-782-1795 M-F 7:30am-5pm
www.njparts.com
Open Road Volkswagen of Bridgewater Bridgewater
908-685-1068
Fax: 908-685-1547 M-F 7:30am-5pm Sat 8am-3pm
845-298-2365 Fax: 845-224-3686 M-F 7:30-5:00 Sat 8:00-5:00
billsantoro@thepremiercollection.com Platinum Volkswagen Hicksville
516-822-4800
Fax: 516-822-4831 M-F 7:30-5:30
parts@platinumvw.com www.platinumvw.com Volkswagen of Kingston Kingston
845-336-6600
x 319
Fax: 845-336-7436 M-F 8am-5:30pm Sat 8am-1pm
kvangorder@vwofkingston.net
vwb.parts@openroad.com www.openroadvwparts.com
www.autobodynews.com | MARCH 2018 AUTOBODY NEWS 81
AUTOBODY MARKETPLACE
Stop wasting valuable time looking for cardboard or cleaning mixing boards!
Clean Sheets® Mixing Boards are used by thousands of repair shops to mix epoxies, body filler, fiberglass, plastics, gel, putty and touch-up paint. • Prevents costly reworks • Bonded on 3 sides • Non-absorbing, heavy-duty paper with grip for mixing • Pays for itself the first week you use them!
Clean Sheets® “The Original Patented Mixing Pad
Since 1988”
Call your local Jobber or: 800-365-1308 www.cleansheetsmfg.com
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JiffyJump.com 631-325-5555
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ER K C A R C Y POL
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Waterborne Wax and Grease Remover SINCE 1985
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When all you need to do is move a vehicle, use:
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Call or e-mail now for rates: 800-699-8251 or ltedesco@autobodynews.com 82 MARCH 2018 AUTOBODY NEWS | www.autobodynews.com
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