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on educating the employees who are doing it right,” Reeves said. “This is actionable insight that you can use to manage your business day-to-day and see something you’ve never seen before. There are two aspects to winning on Parts Trader,” Reeves said. First, you have to write for alternative parts. Second, you must write for the most cost-eff ective alternative parts. Eff ectively procuring parts is important for your business, and doing this the right way allows you to unlock price support on the parts, if it’s available from the manufacturer.” Reeves substantiated this with an example of a shop that wrote for a reconditioned bumper cover on a Volkswagen etta for , sent

John Reeves of Parts Trader discussed how shops can “win” on Parts Trader by writing for the most cost-effective alternative parts CCA President Kyle Bradshaw challenged attendees to focus on growth in 2021, both professionally and personally

it out for quotes and purchased it for , a savings of . When Reeves researched data on that part number, he found another shop had written for a cheaper cover at 1 and was able to purchase the exact same part for . The reporting we created at Parts Trader shows the diff erence in OEM lists the shop is writing, and you can view your shop’s stats in relation to all of our data, data in your state and your shop’s specifi c information, including a breakdown by team member,” Reeves said. “The platform lets you keep track of your parts selection, showing how much money you’re making on the job. y writing for alternative parts, you often get bigger discounts, allowing you to purchase OEM parts cheaper than you could get alternative parts.” Although Reeves recommended purchasing all OEM parts, he acknowledged, It’s a business decision, and you have options Parts Trader’s platform allows you to see and evaluate your profi t margins. Of course, what you sell parts for will depend on your relationships with insurers and customers, but either way, you want to make sure you’re feeding the right data into the marketplace to enable you to make the correct purchasing decisions.” Starting the associations’ presidential addresses, CCA President Kyle Bradshaw challenged attendees with growth, not ust in your business but also personally. Look to continuously grow. With CCA, we have really taken off , and more people are getting involved in the association. The biggest thing we can do is lean on each other. Don’t ust be a silent member we want you to be involved,” he encouraged. MSCRA President Tracy Lewis added, “To get anything out of your association, you have to put something into it. Let’s all go into this with a positive attitude and looking how we can improve our shops and help others improve. We haven’t had this kind of opportunity in MSCRA in a while, and I’m really excited about this!” Kent turned the metaphorical mic over to Tony Yesso of W&M Sales and Service, who questioned why the industry misses so many ADAS repairs and calibrations, noting 9 of new cars produced in 19 had at least one ADAS feature, yet only of the country’s , shops calibrate in-house. There are a lot of diff erence sources to obtain this information, but traditional methods can take a bit of time,” Yesso pointed out. ow, we have autonomous vehicles coming at us like a freight train this isn’t a revolution, it’s an eruption! There’s so much technology coming at us every day that it’s hard to keep up, but if we’re working on automated vehicles, why not use an automated product to identify the systems on these vehicles? “Education is key, and the amount of education that adasThink has put on its platform is incredible. This neat product could be a tremendous help to all of us,” Yesso added, before introducing Dominato. adasThink is a software company that helps collision repair professionals understand what ADAS is equipped on a particular vehicle and which ADAS procedures need to be performed. The platform also provides the documentation needed to substantiate the calibrations, Dominato explained. He then dove into the frequency at which shops should be seeing ADAS calibrations, noting it depends on the OEM since some have narrow requirements, while others are broader.

Dominato then broke down the calibration-to-estimate ratio that adasThink sees by manufacturer: “Overall, we see a calibration-to-estimate ratio across all makes and models, but those are just numbers, so does that mean most don’t require a calibration, but a few have several We also looked at how many times the procedures on an estimate required at least one calibration, and shops should be performing ADAS calibrations on at least half of their estimates. If your shop isn’t, why Dominato cited a study previously conducted that showed only 1 of needed ADAS calibrations had been identifi ed. “The industry is doing terribly when it comes to ADAS calibration identifi cation, he said. Scanning the vehicle won’t help you fi nd a calibration or tell you if you need one because whether it’s needed depends on the operations performed, not the codes that show up. Why are we doing so bad The resources aren’t that great estimating systems usually don’t tell you that you need to do an ADAS calibration, and while service information from the manufacturers have lots of great information, it’s usually not that easy to fi nd or use. adasThink has already done that research.” Dominato then provided evidence of exactly how important

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