Southeastern December 2014 Issue by Autobody News

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Final 2014 CIC Meeting Includes GM Parts Pricing Announcement, Human Resources Quiz by John Yoswick

The biggest collision industry news during SEMA week in Las Vegas last month got all of five minutes at the Collision Industry Conference (CIC). Kris Mayer of General Motors took no questions at CIC after the automaker’s announcement that week that it would be discontinuing the publication of list prices for crash parts, in favor of MyPriceLink.com, a new, online and real-time pricing system that would always quote “competitive prices.” Coming just three weeks before the change was initially going to go into ef-

fect, the announcement stunned many dealers, shops and insurers. “We know it’s disruptive. We are taking that into account. We know what those disruptive points are,” Mayer said at CIC. “Every single workflow disruption that we’ve come across we have a possible

Kris Mayer of General Motors announces that the company will be discontinuing the publication of list prices for crash parts. Photo credit: John Yoswick

See Final 2014 CIC Meeting, Page 14

Pro Spot Gives Autobody News a Facility Tour by Stacey Phillips and Victoria Antonelli

Ashley Olsson, the company’s Director of Communications, conducts a tour of the Pro Spot plant floor

but to show that with the right equipment, training, and attention to detail, anyone can become competent at welding. See sidebars. Our Pro Spot tour began with a See Pro Spot Shines, Page 38

Change Service Requested

P.O. BOX 1516, CARLSBAD, CA 92018

Autobody News reported in our November issue that the Ford Motor Company Rotunda Program has recognized Pro Spot International for being their 2014 Supplier of the Year. Our editorial staff recently toured the 45,000 square foot facility in Carlsbad, CA, to learn more about the innovative products and equipment Pro Spot is developing, particularly in preparation for the new 2015 Ford F150 aluminum body truck now being produced. We were joined by Toby Chess, who took the opportunity to give the two newest editorial team members a lesson in welding. Toby’s intent was not to create expert welders

VOL. 5 ISSUE 10 DECEMBER 2014

GM Pauses MyPriceLink.com Implementation General Motors announced on Nov. 10 that it had paused its MyPriceLink.com program that was launched a week earlier. See other cover story this issue. According to GM, the decision was based on industry feedback to enhance and streamline the workflow for all collision industry partners. MyPriceLink.com is a free automated “real-time” pricing program that will provide Genuine GM collision parts to the market that are competitively priced “up-front” at the initial repair estimate. The company said the repair facilities will have access to Genuine GM Parts at the best available price and in timely manner. “For our GM dealers to be more competitive in the estimate writing process, we are going on the offensive with our collision parts pricing. Our objective is to quote the most competitive OEM list price the first time, reducing supplements and adjustments, while at the same time improving cycle time for repairers, insurers and ultimately the customer,” said Kris Mayer, General Director, Wholesale Dealer Channel. GM said it has re-

ceived overwhelming interest and support for its best price forward pricing strategy from all constituents throughout the collision repair industry. By providing the price up front in the estimating process, GM said it can continue to focus on helping the customer, allowing the vehicle to be returned to pre-accident condition, with original parts, ensuring safety and appearance. Since GM announced this new program, the company said the workflow pressures on outside parties has brought to light enhanced solutions and the increased desire for integration opportunities. In the interim, GM will resume the publishing of list price until MyPriceLink.com is implemented. GM expects to have a fully functioning dynamic pricing process through MyPriceLink.com by early 2015. GM said it appreciates the interest and support MyPriceLink.com has received and looks forward to collaborating with all constituents in the collision repair industry to implement the new way in which GM list prices will be obtained.

More Lawsuits Filed in Additional States Against Nation’s Top Insurers by Stacey Phillips, Assistant Editor

Nearly 500 collision repair shops across the country have now joined the antitrust Multi-District Litigation originally filed by five states in April against the nation’s top insurers. Over the past month lawsuits have been filed against insurance companies in the additional states as part of “The Movement” by body shops to take back control of the industry. Recent reports have stated that body shops in at least 35 states turned in paperwork by the Oct. 31 deadline. When Autobody News contacted lead attorney John Eaves, Jr. to learn the results of the most recent court hearing scheduled on Nov. 14 in Orlando, he reported that the judge took the hearing under advisement. “This whole thing is not about us body shops. This is about the con-

sumer,” said Ron Perretta, owner of Professionals Autobody Body in Pennsylvania. As an active participant in “The Movement,” he said, “What this is doing is it’s not allowing the body shop to fix consumers’ cars properly. This isn’t about us.” Perretta and Tony Passwater, Executive Director of the Indiana Autobody Association and President of AEII Consulting Services, have traveled across the country talking to shops and helping them understand “The Movement.” “We believe that direct repair needs to stop. Direct repair is nothing more than something that was formed to be able to control our industry,” said Perretta. “The direct repair was not formed to make it easier, better, quicker for the consumer.” See MDL and Insurers, Page 8

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2 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Contents

NATIONAL 3M™ Automotive Offers Products and Processes for Aluminum Repair . . . . . . 41 ACD Adds Collision Select to AutoLink™ Software . . . . . . . . . . . . . . . . . . . . . . . 47 Acura TLX Earns Top Safety Pick+ Award . 47 Alcoa Awards $45,000 Aluminum Welding Certification Grant to CREF for 15 Collision Programs . . . . . . . . . . . . . . . 11 Attanasio - CAA Gets a New Web Site with More Features and Better Navigation . . 40 Attanasio - Car Giveaways Become Regular Monthly Events at G&C Auto Body . . . . 32 Attanasio - NABC Gives Away Four Cars at Annual SEMA Luncheon. . . . . . . . . . 30 Attanasio - WD-40/PowerNation Jeep Debuts at SEMA 2014 . . . . . . . . . . . . . 36 Auto Care Association Releases 2014 Digital Collision Repair Trends Report . . . . . . . 47 CarMax Returns to AutoTrader & Cars.com . 42 CARSTAR Auto Body Repair Says They’re Ready for Aluminum Repair . . . . . . . . . 35 CCC’s Parts Shopping through CCC ONE® Touch. . . . . . . . . . . . . . . . . 47 Celette Receives “Best New Tools and Equipment Product 2015” at SEMA November 13. . . . . . . . . . . . . . . . . . . . 11

and mirror hangers in each vehicle repaired. Additionally, Service King honored its teammates who had personally been affected by breast cancer through its “Faces of Breast Cancer” series, hosted on its social media platforms and new blog, The Service Advisor. “Service King’s dedication and support of our mission to help women now has truly been inspiring,” says NBCF Co-Founder & CEO, Janelle Hail. “The funds raised by Service King will help us provide thousands of free early detection services for women in all 50 states.” Service King and the NBCF’s efforts focused primarily on raising early detection awareness. The funds raised will help the NBCF provide education and support services, as well as early detection services through the National Mammography Program, which offers free diagnostic screenings to under-served women across the country. To learn more about Service King and NBCF’s partnership during Breast Cancer Awareness Month, visit The Service Advisor.

Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Assistant Editor: Stacey Phillips Online Editor: Victoria Antonelli Contributing Writers: Tom Franklin, John Yoswick, Janet Chaney, Toby Chess, David Brown, Rich Evans, Ed Attanasio, Chasidy Sisk, David Luehr Advertising Sales: Joe Momber, Sean Hartman, Bill Doyle, Norman Morano (800) 699-8251 Sales Assistant: Louise Tedesco Art Director: Rodolfo Garcia

Allan Vigil Ford-Lincoln . . . . . . . . . . 11 Arrigo Dodge-Chrysler-Jeep-Ram . . 4 BMW Wholesale Parts Dealers . . . . 43 Car-Part.com . . . . . . . . . . . . . . . . . . 12 CarcoonAmerica Airflow Systems . 19 Certified Automotive Parts Association (CAPA). . . . . . . . . . . 31 Classifieds. . . . . . . . . . . . . . . . . . . . 46 Coggin Deland Honda . . . . . . . . . . 36 Crashmax Equipment . . . . . . . . . . . 15 Crown Automotive Group . . . . . . . . 13 DJS Fabrications, Inc.. . . . . . . . . . . 48 Don Reid Ford. . . . . . . . . . . . . . . . . 16 Ford Wholesale Parts Dealers FL, VA, GA, AL, MS. . . . . . . . . . . 41 GM Wholesale Parts Dealers . . . . . 35 Gus Machado Ford . . . . . . . . . . . . . 32 Hendrick Automotive Group . . . . . . 17 Hendrick BMW/MINI . . . . . . . . . . . . . 6 Hendrick Honda Bradenton . . . . . . 30 Honda-Acura Wholesale Parts Dealers. . . . . . . . . . . . . . . 23, 24-25 Hyundai Wholesale Parts Dealers. . 40 Innovative Tools & Technology, Inc. . 29

Serving Florida, Georgia, Alabama, Mississippi, Virginia, Tennessee, North Carolina, South Carolina 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. ©2014 Adamantine Media LLC.

Autobody News

Southeast

COLUMNISTS Attanasio - New Product Showcase Winners a Big Hit at SEMA . . . . . . . . . . 20 Franklin - Autobody Associations—A Great Source of Marketing Information . . . . . 28 Luehr - Competing with MSO Consolidation. . . . . . . . . . . . . . . . . . . . 19 Yoswick - Prevailing Practices, Doing Business on Internet, 2-Way Estimating, Steering Suits . . . . . . . . . . . . . . . . . . . 26 Yoswick - SCRS OEM Technology Event Includes Plenty of Focus on Aluminum Repair . . . . . . . . . . . . . . . . . . . . . . . . . 34

Chicago Pneumatic Displays Motorcycle Air Compressor at SEMA . . . . . . . . . . . . 4 Enterprise’s ARMS Application Helps Shops Track Cycle Time and Benchmark Performance . . . . . . . . . . . 37 Final 2014 CIC Meeting Includes GM Parts Pricing Announcement, Human Resources Quiz . . . . . . . . . . . . . . . . . . . 1 Ford, Chrysler, and GM Approve DeBeer Refinish Waterbase 900+ Series by Valspar Automotive . . . . . . . . . . . . . . . 12 Four Collision Schools Awarded GEICO Grants . . . . . . . . . . . . . . . . . . . 28 GM Demonstrated Rail Saver Repair System at SEMA . . . . . . . . . . . . . . . . . 42 GM Pauses MyPriceLink.com Implementation. 1 Hertz Introduces New Web-based HIRS Tool . . . . . . . . . . . . . . . . . . . . . . 40 SI-Car’s 2015 Ford F-150 Training and Education . . . . . . . . . . . . . . . . . . . 42 IGA & SCRS Partnership . . . . . . . . . . . . . 45 Mitchell Fourth Quarter ‘14 Industry Trends Report Provides Insights for 2015 . . . . 46 More Lawsuits Filed in Additional States Against Nation’s Top Insurers. . . . . . . . . 1 More Than 2,700 State Farm Employees Complete I-Car Training for Ford F-150 Repairs . . . . . . . . . . . . . . . . . . . 15 NAPA/Martin Senour Unveil Custom 1966 Mustang at SEMA 2014 . . . . . . . . . . . . 44 Nissan Introduces Certified Collision Network Consumer Referral Program . . 42 Overview of the SCRS Seminar: Creating Engaging Consumer Videos for Marketing with Kristen Felder . . . . . . . . 18 PartsTrader Integrates with Recycled Parts Network . . . . . . . . . . . . . . . . . . . 32 PPG Launches New Clearcoat and Latest Branded Image . . . . . . . . . . . . . . . . . . 12 Pro Spot Gives Autobody News a Facility Tour . 1 Quest Hires Former Martin Senour Product Manager . . . . . . . . . . . . . . . . . 43 Safelite Renews Annual Contribution to CREF . . . . . . . . . . . . . . . . . . . . . . . . 45 SEMA 2014 Entertains, Informs and Wows the Crowd . . . . . . . . . . . . . . . . . 16 Sentencing Handed Down in Attempted Kidnap Case at Hialeah Body Shop Last August . . . . . . . . . . . . . . . . . . . . . . 7 Service King Raises $112,000 for Breast Cancer . . . . . . . . . . . . . . . . . . . . 3 Sherwin-Williams Donates $170,000 in Products to CREF. . . . . . . . . . . . . . . 44 Sherwin-Williams’ New Additive. . . . . . . . 10 Steeling Yourself for Changes—New High-Strength Steel Poses Additional Challenges According to 3M™ . . . . . . . 45 Valspar Automotive is Newest SCRS Corporate Member. . . . . . . . . . . . . . . . 29 Website Connects Collision Shop Owners & Auto Techs: TalentMonger.com . . . . . 43

Service King Collision Repair Centers and its teammates raised more than $112,000 in support of the National Breast Cancer Foundation Inc.® (NBCF) during the month of October. Service King pledged to match teammate donations to NBCF during its National Breast Cancer Awareness Month initiative. In an overwhelming and inspiring response, teammates from across the country rallied to raise $56,000 to support the cause. “The response from our teammates was truly inspirational,” said Chris Abraham, Service King CEO. “Breast cancer touches countless lives in so many ways. We are honored to come together as a family and raise funds for the National Breast Cancer Foundation and its mission to raise awareness and find a cure.” Throughout the month of October, Service King encouraged teammates at its locations nationwide to raise awareness by wearing Eliminate Breast Cancer t-shirts and pink wristbands. Service King also shared messages of hope with its customers by including pink warranty packages

Indexof Advertisers

REGIONAL AmeriCarna Live Car Show . . . . . . . . . . . . 6 Carousel Capital refinances Joe Hudson’s Collision Center . . . . . . . . . . . . . . . . . . . 6 Classic Collision Reaches Milestone with 14 Locations . . . . . . . . . . . . . . . . . 8 FL Added to QuotesPros.com. . . . . . . . . . . 8 Gerber Opens Location in GA . . . . . . . . . . . 4 Luxury Vehicles Stolen in FL ‘Unlikely to be Returned’ . . . . . . . . . . . . . . . . . . . 4 NC-based Deb Launches Automotive Hand Cleaners . . . . . . . . . . . . . . . . . . . . 6 Service King Opens New Orlando, FL Location . . . . . . . . . . . . . . . . . . . . . . 6 Sherwin-Williams Vision Group Conference to be Held in Naples, FL . . . . . . . . . . . . 10 South Florida State College’s Auto Collision Program Receives Accreditation. . . . . . . 8 Virginia’s The Hybrid Shop Carves a Niche in Hybrid Maintenance and Service . . . 22

Service King Raises $112,000 for Breast Cancer

Box 1516, Carlsbad, CA 92018; (800) 699-8251 (760) 603-3229 Fax www.autobodynews.com Email: news@autobodynews.com

Jon Hall Chevrolet . . . . . . . . . . . . . 18 Kernersville Chrysler-DodgeJeep-Ram . . . . . . . . . . . . . . . . . . 21 Kia Motors Wholesale Parts Dealers. 39 Lexus Wholesale Parts Dealers . . . 44 Mercedes-Benz . . . . . . . . . . . . . . . . . 5 Mercedes-Benz Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . 42 MINI Wholesale Parts Dealers . . . . 43 Mitsubishi Wholesale Parts Dealers . 47 MOPAR Wholesale Parts Dealers . . 27 Nalley BMW. . . . . . . . . . . . . . . . . . . 20 Performance Automall . . . . . . . . . . 33 Porsche Wholesale Parts Dealers . 45 Priority Honda . . . . . . . . . . . . . . . . . . 8 Rick Hendrick Dodge-ChryslerJeep-Ram. . . . . . . . . . . . . . . . . . . 10 SATA Spray Equipment . . . . . . . . . . 9 Stateline Chrysler-Jeep-Dodge-Ram . 7 Subaru of Gwinnett . . . . . . . . . . . . . 28 Subaru Wholesale Parts Dealers . . 37 Tameron Hyundai . . . . . . . . . . . . . . 14 Valspar Automotive . . . . . . . . . . . . . . 2

www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 3

Chicago Pneumatic Displays Motorcycle Air Compressor at SEMA In addition to displaying a wide range of automotive compressors during SEMA, Chicago Pneumatic unveiled a special addition to their booth − the Patriot MOTOCOMP.

The Patriot MOTOCOMP is a custom motorcycle frame outfitted with a fully operational variable speed driven piston air compressor. Created for SEMA, it was a joint project between Chicago Pneumatic and Patriot Marketing and built by Eric Bigham of Patriot Customs, located in Rock Hill, South Carolina. Bigham said it took 120 hours to build. “I’ve always drag-raced and built cars. I’ve definitely never made an air compressor out of a motorcycle,” he said. “It pushed my thinking ability to its capacity.” He said the biggest challenge was in the details of the project, which comprised of finding the parts to put it all together and trying to keep it an air compressor but make it look like a motorcycle. He said that eventually he

Luxury Vehicles Stolen in FL ‘Unlikely to be Returned’

Out of the 50 states, luxury cars stolen in Florida are the least likely to get returned, according to Laura Davison at propertycasualty360.com. More than 25 percent of luxury cars taken from 2010 through 2013 were never returned to their Floridian owners, the National Insurance Crime Bureau (NICB) said in a report on Oct. 23. Cars that go unrecovered are frequently dismantled and sold for parts in the U.S. or abroad. Nationwide, about 17 percent of stolen luxury vehicles in the period were never found, according to the data. According to the NICB, luxury cars comprise a small percentage of all the cars stolen. There were 5,570 luxury vehicles reported stolen in the U.S. from 2010 to 2013. Only vehicle models from 2011 to 2013 were included in the NICB report. The number of vehicles stolen has declined 50 percent from the mid1990s. As of last year, 700,000 vehicles were stolen nationwide, according to Frank Scafidi, NICB spokesman. CA had the most luxury vehicle thefts in the three-year period with 1,390, about 25 percent of the total, followed by FL with 863, NJ with 570 and NY with 462, the report shows.

(l to r) Scott Barlowe (Patriot Marketing), Dan Little (Patriot Marketing), Rob Little (Patriot Marketing), Ellen Steck (President CP Compressors North America), Eric Bigham (Patriot Marketing)

would like to make one that actually rides. Ellen Steck, President of Chicago Pneumatic Compressors North America, said it was a great opportunity to

Gerber Opens Location in GA

The Boyd Group Inc. announced on Oct. 21 the opening of a collision repair location in Brunswick, GA. The location is 13,500 square feet and previously operated under the name Advanced Collision Center. The Boyd Group operates in 16 U.S. states under the name Gerber Collision & Glass. “We are excited about opening this new center as it plays an important role in expanding our geographic footprint and, since it is about 70 miles between our locations in Savannah, Georgia and Jacksonville, Florida, it bridges a gap in our brand presence as well as offering another local option for our customers and insurance partners in the region,” said Tim O’Day, President and COO of The Boyd Group’s U.S. operations. “With Brunswick being one of the busiest automobile shipping ports in the United States, we know the people there know and care about their cars,” O’Day added. “We look forward to serving them and assure them they will receive the same high-quality service at Brunswick as in all of our Gerber repair centers.” The Boyd Group is always looking to add collision repair locations in Canada and the U.S. For more inforamtion, contact Kim Allen (847) 410-6003 orkim.allen@gerbercollision.com

4 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

talk about a compressed air system. “It has been a wonderful educational piece for people who aren’t industry experts, who do use compressed air, and so we can more easily showcase and high-

light what happens and how the pump and the motor are connected and how the variable speed drive functions.” She said many people were so intrigued they wanted to purchase it. “We were able to use this as a demonstration in a bit of an educational mode because so much of it is exposed.” In place of the speedometer and tachometer display, the gauges read the air pressure and oil temperature of the air compressor. Baldor Electric Company, which specializes in the design and manufacture of industrial electric motors, donated a 5 HP Baldor motor and ABB, a leader in power and automation technologies, provided the variable speed drive to the MOTOCOMP project. “Our automotive customers love cool, custom vehicles,” said Rob Little, owner of Patriot Marketing. “The Patriot MOTOCOMP is a visual representation of Chicago Pneumatic’s dedication to designing innovative, high-quality compressors for the automotive industry.”

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 5

Carousel Capital refinances Joe Hudson’s Collision Center

Carousel Capital announced on October 20 that it has partnered with management to recapitalize Joe Hudson’s Collision Center (JHCC). Based in Montgomery, AL, JHCC operates 23 stores in AL, North FL, and Western GA, providing award-winning services to its customers and insurance industry partners since 1989. “We are excited to partner with the management team of JHCC to assist them in continuing to build one of the highest quality and fastest growing collision center businesses in the country,” said Jason C. Schmidly, a Managing Partner of Carousel Capital. “This investment represents Carousel Capital’s fifth platform investment in the automotive aftermarket services sector and we find the opportunity to expand JHCC among the most compelling we have ever seen.” “We have built our business on the base philosophy of unparalleled customer service. Carousel shares this view wholeheartedly and its experience developed through many successful investments in the automotive aftermarket sector gave us great confidence in working with them on this opportunity,” said Joe Hudson, Chairman and Founder of JHCC.

AmeriCarna Live Car Show

The “AmeriCarna LIVE” Car Show, presented by Ingersoll Rand and MSC Industrial Supply Co. took place on the Ingersoll Rand corporate campus in Davidson, NC, on Nov. 29. “AmeriCarna LIVE” is a car show to support IGNITE, a community center in Davidson for young adults with high functioning autism (HFA) or Asperger’s Syndrome (AS). IGNITE offers activities, skills training and educational workshops that will foster social, financial, educational and employment independence for its members. Ray Evernham, a former NASCAR championship crew chief, host of “AmeriCarna” on Velocity and founder of IGNITE, annually hosts the event along with auto enthusiasts from around the East and some of his NASCAR friends. For information about the event that took place, check out www. AmericarnaTV.com, http://www. facebook.com/AmeriCarnaTV and follow @AmeriCarnaTV on twitter. For more information on Ray Evernham, follow him on twitter @RayEvernham. IGNITE is a program of the Autism Society of North Carolina. For more information on IGNITE visit www.ignite-davidson.org.

NC-based Deb Launches Automotive Hand Cleaners

Deb Group skin care company, headquartered in the U.K. and with North American headquarters in Charlotte, NC, introduced a complete line of heavy-duty hand cleaners designed specifically for the automotive aftermarket industry. KrestoGT offers products formulated to protect, clean and restore technicians’ hands. The KrestoGT line of products will be available for purchase beginning in January 2015. KrestoGT hand cleaner contains all-natural, biodegradable scrubbers with no harsh solvents or sharp scrubber material. The issue of occupational dermatitis (acute skin problems caused by exposure to harsh chemicals) is specifically pressing in the automotive environment, where workers rely on their hands and often cannot wear personal protective equipment like gloves. months away from work. “The Automotive industry is flooded with a multitude of low-quality hand cleaners,” said Michael Bogdanski, CEO of Deb in North America. “The new KrestoGT range features heavy-duty hand cleaning products that are free of petroleum distillates, contain skin-friendly scrubbers and VOC compliant ingredients.

Service King Opens New Orlando, FL Location

Service King Collision Repair Centers, one of the fastest growing collision repair companies nationwide, announced on Oct. 22 that it opened a new location in Orlando, Florida. This is Service King’s third location in Orlando and ninth in the state of Florida. Located in south Orlando at 6163 S. Orange Blossom Trail, the new location will employ up to 35 auto technicians and office teammates. “We take pride in the communities where we do business and look forward to having an even greater social and economic impact on the Orlando area,” said Scott Ward, Service King Regional Vice President of Southeast Operations. “We are excited to deliver the Service King standard of exceptional service and high-quality repairs our customers deserve.” For additional information on this new location and other Service King locations, visit www.serviceking.com.

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6 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Sentencing Handed Down in Attempted Kidnap Case at Hialeah Body Shop Last August by David Ovalle, dovalle@MiamiHerald.com

On a sunny day, two men — one a whitehaired senior citizen, the other a younger man sporting dark sunglasses and one earring—walked up to a Hialeah auto body shop. Both carried pistols. In an instant, the men shoved Jorge Verdecia into a black Nissan Altima. “Calm down, you’re going to die today,” one man barked. Visiting from Germany, Verdecia thought the attack was some sort of joke—until he was viciously pistolwhipped and one gunman repeatedly pulled the trigger, the pistol jamming until one bullet discharged harmlessly. But what appeared to be a coordinated hit, all captured on newly released video surveillance, unraveled quickly when one gunman realized something. “Viejo,” the younger man blurted out. “Old man, this isn’t them!” The gunmen, Oscar Rua Torbizco and Orlando Hernandez, ran off and hopped into a Ford Explorer. What unfolded was a cinematic car chase—with Verdecia and his son, who had come out of the shop, the very victims, chasing their attackers. Gunfire erupted, and soon an offduty rookie police officer cornered the would-be hit men on a dead-end

street. “Everything weaved together into this rather incredible story,” MiamiDade prosecutor Sonali Desai said. Both men were convicted at a joint trial in August. Now Miami-Dade Circuit Judge Marisa Tinkler Mendez

napping, armed burglary and fleeing police at high speed. Prosecutors say Verdecia, 56, and his son, Juliedys Gutierrez, 32, were innocent victims. Exactly who the intended targets were remains unknown, but the would-be hit was likely drug related, authorities believe. The two gunmen were no strangers to crime. Rua served 16 years in federal prison for armed cocaine trafficking. He was released in 2008. In the 1990s, Hernandez served about four years in state prison for armed drug trafficking and robbery convictions in Hillsborough County. Witnesses and evidence Oscar Rua Torbizco and Orlando Hernandez begin to approach at trial detailed the March 2013 attack that started outJorge Verdecia with intentions to kidnap and murder him side the auto body shop on has sentenced 75-year-old Rua to 70 the 2600 block of West 76th Street. years in prison. That’s when Verdecia and his son, who Hernandez, 48, is facing up to life owned the body shop, pulled up in their in prison. He was supposed to be sen- Altima to pick up some equipment. tenced Friday, but the hearing was deAfter Rua and Hernandez realized layed as his defense lawyers, Bob Pardo they had the wrong people, Gutierrez and Matthew Meyers, ask for a new trial. ran back into the body shop—and, Both men were convicted of ag- bizarrely, grabbed a mop stick to degravated assault with a firearm, kid- fend himself.

Then, he and his father got into the Altima and gave chase to the attackers. “They were very courageous,” said Desai, who tried the case with prosecutor Adam Korn. At trial, jurors heard that during the chase, the elderly Rua leaned out of the fleeing Ford and began shooting at the Nissan — an explosion of gunfire clearly heard on a 911 emergency call. When Gutierrez and his father realized they were being shot at, they busted a U-turn and zoomed off. The Ford turned around and gave chase. The gunmen eventually stopped their pursuit, while Gutierrez and his father pulled over and sought help from a group of Jehovah Witnesses. At that moment, rookie Hialeah Gardens Officer Michael Barilari had just gotten off duty when he heard the police emergency bulletin. He spotted the Ford pulling into a Shell gas station at 7750 NW 103rd St. Another chase ensued but ended when Rua and Hernandez pulled into a dead end street near the Palmetto Expressway. As they tried to run off, Barilari arrested them at gunpoint. The entire episode lasted less than 20 minutes. http://www.miamiherald.com/news/ local/crime/article3497681.html

www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 7

South Florida State College’s Auto Collision Program Receives Accreditation

South Florida State College’s Automotive Collision, Repair and Refinishing program recently received national accreditation in the areas of painting, refinishing and estimating by the National Automotive Technicians Education Foundation (NATEF) and The National Institute for Automotive Service Excellence. NATEF said the accreditation signifies that a program meets the highest standards and speaks to the quality of the program’s faculty, curriculum and overall operations. One of their goals is to offer local employers the availability of highly trained entry-level technicians, whose education has been aligned with industry standards. “Accreditation by outside organizations like NATEF gives our students confidence that SFSC is well prepared to give them the skills required in the workplace,” said Tom Bush, Chair of SFSC technical and industrial education. “It also validates the good work our staff has been doing and continues to do.” To achieve this recognition, SFSC’s program underwent evaluation by NATEF utilizing nationally accepted standards of excellence in

FL Added to QuotesPros.com

Direct quotes from Florida collision insurance providers can now be obtained through use of the updated database: http://quotespros.com/autoinsurance.html. Drivers statewide will now have access to the companies and the different policies that are being supplied in part through the QuotesPros.com portal. The revised rates data that agencies are producing for motorists who obtain a quotation through the system is accurate based on zip code and other driver data. “The FL companies that are found through use of our system include a list of the top rated agencies that underwrite automotive protection plans for consumers,” said a Quotes Pros source. The collision protection that is offered separately from liability protection is normally coupled into a full coverage plan through most companies. One new benefit to motorists who use the database to find insurer price details this year is the inclusion of PIP collision providers. “Personal insurance protection and general liability are supplied through companies that are listed inside of our database to help the public explore rates packages,” said the source.

areas such as instruction, facilities and equipment. This process included an extensive self-evaluation, which was performed and approved by the program’s advisory board after intense review. It was then sent to NATEF, which reviewed and proceeded with an on-site evaluation by a NATEF team. Following the successful evaluation, the program received its accreditation for a five-year period and will require a mid-point review in two and half years. “This accreditation is an incredibly significant facet of the student’s education and training,” said Daniel Longnecker, professor of auto collision repair and refinishing. “Students have the opportunity to learn with the newest equipment and an instructor that meets all of NATEF Standards. Without accreditation, you will find yourself with a certificate employers do not respect.” SFSC’s Auto Collision, Repair and Refinishing program said it prepares students to transition into the workforce. Students use hands-on learning techniques in up-to-date lab environments.

Classic Collision Reaches Milestone with 14 Locations

Classic Collision Inc., a privately held operator of collision repair facilities in Northern and Central Georgia, announced it has acquired three additional facilities in the north Georgia Market, bringing their total locations to 14. Classic Collision’s Owner and President, Manfred Kammerer stated, “Our family-owned business is celebrating our 35th year. Our 14 locations employ over 500 citizens. We’ve added five new locations in 2014 alone. With the recent investments made relative to our infrastructure, we feel we are well poised to maintain that pace of growth over the next several years.” Kammerer went on to say, “One of the most satisfying aspects of our growth is watching members of our team rising to the challenge and opportunities that growth affords an organization. Classic Collision will continue to pursue high-quality locations and people as we strive to reach our goal of becoming a top-notch 21st century organization.” For more information about Classic Collision Centers, visit their website at www.classiccollision.net

8 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Continued from Cover

MDL and Insurers

After 35 years in the business, Perretta said he has never seen the industry in this state. “I grew up in this industry taking pride in what I do, doing safe, quality repairs. That’s what they’re trying to take away from us because it’s cheaper to do it that way,” said Perretta. “But they are putting the consumer at risk because of the way these repairs are being done.” Perretta acknowledges that many shop owners are fearful that the insurers will steer work away from them. “They’re scared for their families because if they don’t have work, then their families can’t eat.” However, he said shops have a choice. “They can either do it the right way or do it the wrong way. There’s no in between. But when they choose to do it the wrong way, they’ve made that choice.”

State Farm Responds to MDL “We anticipated the possibility of additional litigation similar to what had been previously filed, given the deadline for filing these complaints,” said Dick Luedke, spokesperson for State

Farm Insurance. “State Farm is a defendant along with dozens of other insurers in the litigation relating to issues that have been raised by some auto body repair facilities.” Luedke said State Farm has excellent working relationships with thousands of body shops across the country and they serve millions of customers who consistently indicate their satisfaction with their handling of claims. He said the just-released American Customer Satisfaction Index from the University of Michigan rates State Farm above all other national insurance companies. In addition, he said the company has consistently scored well above average in the JD Power auto claims satisfaction surveys. Among the 23 auto insurers included in the latest survey, State Farm was third, said Luedke. “As a leader in advancing vehicle safety, State Farm wants safe and reliable vehicles on the road,” said Luedke. “Customers are free to choose where to take their vehicle for repair. If they choose an independent auto body repair facility that takes part in our Select Service program they receive from that repair facility a national, limited lifetime repair warranty, something they don’t necessarily receive See MDL and Insurers, Page 42

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Sherwin-Williams Vision Group Conference to be Held in Naples, FL Sherwin-Williams Automotive Finishes will hold its annual Vision Group Conference at the Naples Grande Beach Resort in Naples, FL, Dec. 10-12, 2014. The conference will provide more than 100 leading North American collision facility owners and managers with training, top industry speakers and group breakout sessions designed to continuously improve shop productivity and profitability. The conference agenda will feature many industry leaders and speakers from the collision repair and business arena, including: Keynote: “Are you on P.A.C.E.?” by G.B. Outlaw who will present an Inspire2Action (I2A) message. He said organizations must climb their Performance Mountain every day for optimal performance; requirements are changing as DRP’s drive performance. As the industry changes, organizations must be prepared to keep pace with the change. As one of the industry’s leading business coaches, specific to collision repair, Outlaw works with many collision repairers to be sure they are staying on P.A.C.E. and will share these tips during the session. Special Presentation: “The Future Technology of Repairs,” by Kim

Hazelbaker, Senior Vice President, Highway Loss Data Institute. This is an extensive review of the future technology of vehicles and how repairers need to prepare for these technologies. The Highway Loss Data Institute collects data regarding vehicle safety/repairs and the information it assembles is available for collision center management personnel. “The Perfect Body Shop” conducted by Sherwin-Williams Automotive Finishes Business Consulting Services Managers: Leroy Rush, Steve Feltovich, Judy Lynch, Ted Williams and David Dewalt. After the keynote speech and guest speakers present, breakout sessions will be held in tandem with peerto-peer discussion groups throughout the three-day event. The discussion groups will give attendees the chance to review financial performance, define their goals and build implementation plans. “The theme of this year’s annual conference is ‘The Time is Now.’ It combines both a big picture industry view, as well as hands-on best practices sharing, to support and educate our Vision Group Members as they formulate their specific 2015 business plans,” said Greg Eisenhardt, A-

Plus® Manager at Sherwin-Williams Automotive Finishes. “This is just one of several meetings our Vision Group members attend and interact extensively with their peers. These are all designed to keep their businesses at the industry forefront.” Sherwin-Williams Vision Group members are part of the brand’s APlus Network. Members not only benefit through their Vision Group participation, but are also assisted by the program’s many business-building opportunities. These include specialized marketing and management programs, industry leading business training, loyalty benefits and specialized programs and services from outstanding contributors. To register for the upcoming Naples annual Vision Group Conference, contact Francine Schaefer at (216) 332-8524 or fvschaefer@sherwin.com. For more information on Sherwin-Williams Automotive Finishes visit www.sherwin-automotive .com or call 1-800-798-5872.

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Alcoa Awards $45,000 Aluminum Welding Certification Grant to CREF for 15 Collision Programs The Collision Repair Education Foundation (CREF) announced on October 31 that Alcoa Foundation, the philanthropic arm of Alcoa, awarded the CREF a $45,000 grant that will sponsor 15 collision school programs with the industry-recognized I-CAR Aluminum Welding Certification. Upon completion of the certification, the instructors will prove their ability to: identify and correct weld defects; properly prepare metal surfaces; perform proper welding techniques; explain safety issues involved with aluminum welding; and properly set up, tune and maintain a welding machine. The 15 schools will be selected from the CREF’s 2014 Ultimate Collision Education Makeover school grant applications. “With aluminum being the second most used material to build cars, it is important to ensure that the professionals who will be repairing these cars have the proper training and certification to ensure the occupants safety,” said Dan Murphy, Senior VP, Business Development Alcoa Defense at Alcoa. “By working together with the Collision Repair Education Foundation and I-CAR, we are able to help provide the industry recognized

aluminum welding certification to collision school program educators, who in turn will pass this knowledge onto their collision students.” CREF’s Director of Development Brandon Eckenrode noted, “We are thankful of Alcoa Foundation’s continued support to help train collision repair educators across this country and their instructor’s efforts to prepare the future professionals of the collision industry. Not only should current technicians be prepared to perform quality, complete and safe aluminum repairs but through this grant, school instructors can obtain current welding skills that their school budgets might not allow them to complete. Through Alcoa Foundation-support and working together with ICAR, we are truly taking technical education within collision repair school programs to a higher level.” I-CAR Senior Director, Segment Development – Educational & International, Bill Stage noted, “I-CAR is thrilled to partner with the CREF and Alcoa to provide this important training to career and technical school instructors. Aluminum-intensive vehicle repair techniques are different, not difficult.”

Celette Receives “Best New Tools and Equipment Product 2015” at SEMA November 13

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ance, and the ability to add symmetrical points of suspension parts, upper body, tail light openings and the like. The software is easy to update with direct access to Celette’s website and gives users individual storage space in the Celette cloud. This latest Naja 3D software is compatible with tablet computers, desktop computers and laptops. For more information on Celette, its equipment or the Rental Bank please visit www.celette.com or call 1-800-CELETTE.

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PPG Launches New Clearcoat and Latest Branded Image by Stacey Phillips, Assistant Editor

PPG Industries’ whimsical “Toy Store” booth at SEMA showcased brightly-colored cars, bikes and even a boat, reflecting the latest trends in paint designs and finishes. During the show, PPG introduced customers to its new EC530 En-V™ Performance Clearcoat as well as the company’s latest packaging design for its Envirobase® High Performance waterborne product. PPG launched a new look for this product line in October. A modern, molecular-shaped design replaced the water drop image they have used since 2007. “With the brand’s broad market acceptance around the world, we thought it was time to give Envirobase® High Performance a fresh look that would reinforce its foremost position in the industry,” said John Outcalt, Vice President of global automotive refinish. He said the structured graphic represents innovation, color and technology. Although the packaging has been updated, there were no changes made to the technology of the products. Since launching its two brands, Envirobase® and Aquabase®, in the United States in 2007, PPG has continued to develop waterborne products for the collision repair industry.

The company recently reached a milestone, with more than 10,000 of their customers using waterborne basecoat throughout the U.S and Canada. Waterborne was introduced in the United States and Canada to meet the low VOC compliance of 3.5 basecoat. Currently, the compliant areas include California, Delaware,

PPG employees at their “Toy Store” booth during the SEMA show (from left): Stacie Toothman, Product Manager Collision; Jeff Matauch, Tech. Sales Instruction Supervisor; Paul Stoll, Tech. Sales Instruction Supervisor; and Tim Jones, Waterborne Product Manager at their booth during the SEMA show

Maryland, five counties in Utah and all of Canada. Texas, Arizona and13 states in the Northeast, referred to as the Ozone Transportation Commission, are working toward implementing low VOC requirements as well. “We now have more customers in the

Ford, Chrysler, and GM Approve DeBeer Refinish Waterbase 900+ Series by Valspar Automotive

During the week of SEMA, Ford, Chrysler, and GM approved DeBeer Refinish WaterBase 900+ series. Ford’s approval is based on the WSS – M2P100-D specification and applies to all Ford vehicles. Any country that manufacturers, sells or repairs Ford vehicles can now utilize DeBeer Refinish WaterBase 900+ Series by Valspar Automotive. “Valspar Automotive is thrilled to announce the Ford approval. Dedication to excellence remains at the forefront of all we do at Valspar, and this approval is another symbol of our commitment to our customers” said Carl Wierks, Global VP of Valspar. Chrysler’s approval is based on the PF-10537 specification and applies to all Chrysler Group LLC brands. Every Chrysler collision repair center across the globe can now benefit from DeBeer Refinish WaterBase 900+ series coatings. “Chrysler Group LLC is an impressive force in the global automotive marketplace. After many rounds of extensive testing, Valspar Automotive is proud to announce this approval by Chrysler. Our continued dedication to color, technology and the trust of our

customers is prominently displayed in these ongoing Automotive OEM initiatives,”said Wierks. General Motors has given a global approval based on the GM Specification GMW15406M. Countries where GM vehicles are manufactured, sold or repaired can now utilize this series for warranty work. “General Motors performed meticulous and thorough testing of the 900+ product for global use and we are excited to report a successful approval. This approval shows Valspar Automotive’s continued dedication to our customers and our products. Valspar’s vision is to be the best coatings company in the world; this is another step in demonstrating our commitment to excellence in the coatings industry,” said Wierks. Valspar Automotive’s headquarters are in Minneapolis, MN.

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areas that don’t require low VOC using waterborne than we do in all of the compliant areas combined because it improves their productivity,” said Tim Jones, PPG’s Waterborne Segment Manager. He attributes this to the consistent color it offers customers, allowing technicians to complete vehicles more quickly. “We’ve worked very hard to make sure our colors match our chips,” said Jones. He said when a technicians pulls out the color deck and it matches, it gives them the confidence that when it’s mixed together it will be the correct color. PPG debuted its waterborne technology to the automotive OEM market in 1986. The company then acquired ICI’s refinish business, based in the UK, in 1997. “Following that integration, we worked to get the best attributes of both of those two systems and that’s what we now call third-generation Envirobase® High Performance,” said Jones. Over the years the company has been adding clears and primers that are engineered to work with the waterborne basecoat. Jones said as a leader in waterborne technology, they are working toward having the first waterborne fully integrated system over the next few years. “Having a full waterborne system will continue to lower emissions to improve air quality,” said Jones. “We want to be able to offer the collision repair in-

dustry all of the products they need to be successful.” One of these products includes their EC530 En-V™ Performance Clearcoat introduced in late October. “EC530 is a significant expansion of the Envirobase High Performance system,” said Jones. “This is an excellent, compliant clearcoat for our waterborne basecoat.” He said it is easy to use will help shops improve their productivity and throughput. “It also consistently provides the beautiful finish, gloss and appearance expected of PPG products,” said Jones. “We believe these are features collision centers and their customers will find very attractive.” EC530 uses a traditional two-coat application process. Offering four reducers, it works in a variety of temperature and humidity conditions. It has a short bake cycle of 25 minutes or can be aired dried in less than four hours. Jones also said it doesn’t require polishing and dirt nibs can be buffed after cool down. Jones said the industry has always been geared for solvent borne products. “Now that waterborne is gaining a higher percentage of the market, suppliers are also getting onboard with supplying better pigments, better additives and better resins for the waterborne market and that’s going to be better for everyone as well,” he said.

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Continued from Cover

Final 2014 CIC Meeting

or alternative solution to minimize that workflow disruption.” GM subsequently delayed the launch until sometime in the first quarter of next year, but it initially announced it would happen on December 1. As described by GM, the system will allow a shop using one of six supported estimating systems to create an estimate itemizing the GM parts needed (the parts prices will show only as “$0.00”). That estimate would then automatically be transmitted to the MyPriceLink pricing engine, which then sends notice back (generally in less than a minute) to the estimating system that the parts prices have been changed. When the user reopens the estimate, the parts prices would be listed. Alternatively, users can log into MyPriceLink to manually get parts prices through the website. There’s no charge to shops for using the system. It operates through OEConnection, which gives dealers access to information about all parts listed on the estimate including non-OEM and recycled parts. In his 5-minute presentation at CIC, Mayer acknowledged, “there’s probably some disruption and some unintended consequences in this process,” but he said, “We’re trying to be open and work through those.” California shop owner Randy Stabler jokingly thanked GM for providing “a controversial topic” for discussion at CIC just as his term as chairman of the quarterly conference begins in January. Stabler succeeds State Farm’s George Avery, who concluded his 2-year term as chairman at CIC in Las Vegas. Stabler said GM’s unexpected decision “to hold their data proprietary” is a good example of California shop the need for a owner Randy Staforum like CIC. bler speaks at the “Making that de2014 CIC meeting cision in a silo has held at SEMA. Photo credit: John some consequences Yoswick that maybe are not going to be the best for everyone in the long run,” Stabler said of GM’s announcement. “It shows the validity of having a forum where the disparate

parts of the industry can get together and talk and come up with some potential solutions.” With CIC being held just two days after the November 4 election, California attorney Cory King addressed one of the human resource issues effected by the vote in several California attorney states and cities: Corey King minimum wage. addresses the King began his minimum wage issue. Photo credit: presentation at CIC John Yoswick by reminding shops that minimum wage impacts shops even if, for example, their technicians are paid flat-rate and earn significantly more than minimum wage. Though wagehour laws vary by state, most jurisdictions are covered by federal fair labor law which allows flat-rate or commission employees to be exempt from overtime provided two provisions are met. “One, they make more than half of their money from flat-rate or commissions,” King said. “And two, they must make at least 1.5 times the minimum wage for all hours worked. If you’re not running this number every pay period, if you ever get audited or sued, you’re not going to be able to prove that you’re not paying your people overtime because they are exempt.” To do that calculation, shops need to be aware of the minimum wage. In last month’s election, voters in at least four states passed minimum wage hikes, joining more than 20 others that have done so. Workers in San Francisco and Oakland, Calif., also will see voter-enacted minimum wage increases; San Francisco, for example, joined Seattle in enacting a minimum wage that rises to $15 over several years. The other data point shops need is the actual clock hours every employee works. That’s why all employees, including flat-rate or commission technicians, should be using a time clock, King said. King’s presentations at CIC are structured as quizzes, with attendees asked to gauge the possible legal ramifications for employers of various human resource issues King lays out. One such question he posed at CIC in Las Vegas: An employee with a statesanctioned medical marijuana card crashes a customer car into the shop’s paint booth.

14 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

“And he was higher than a kite when he did it,” King said. “Can I fire him?” About half of CIC attendees indicated they thought the shop could fire such an employee, and King said they are generally correct. Most (though not all) states with medical marijuana cards protect the holder only from criminal penalties. In those states, King said, you also do no have to hire a medical marijuana user “as long as you have a quality alcohol and drug policy that prohibits having measurable amounts of illegal drugs in their system.” (Marijuana is still illegal under federal law.) Even in the few states that offer civil protections to medical marijuana card holders, he said, the law “does not allow the employee to possess, use or be impaired [by marijuana] while they are on company premises or during working hours.” The employee who crashed the car, therefore, could be fired, King said. King’s next scenario: A shop wants to fire a newly-hired and underperforming receptionist. She recently refused to put up the Christmas deco-

rations in the shop office, citing religion reasons. Can she be fired for insubordination? No way, King said; that would be seen as religious discrimination. As with someone with a disability, King said, the shop should have talked with the employee and found a reasonable accommodation (in this case, found someone else to put up the decorations) and moved forward. But the shop also found the receptionist had left a window open on her computer screen that indicated she’d been looking for a job while at work. Can the shop fire her for that? It depends, King said, on what the shop’s employee handbook says about Internet usage. It might say shop computers cannot be used for personal use. But when was she using it? She could have been legally looking for a job while on her break. And does the shop enforce the Internet rule consistently with all employees? “It’s a little dicey to say you’re going to fire her because you don’t like what she was doing on the Internet even though you allow other people to do it,” King said. It comes down to the “smell factor,” King said.

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“It smells like you’re coming up with violation of our computer policy as a pretext for what you’re really getting rid of her for, which is you don’t like her religious affiliation and the fact that she refused to do something based on religious grounds,” he said. Instead, he said, as with all employees, notify her of how she is under-performing in her job, explain why that is important, and give her the reasonable assistance she needs to be successful along with time to improve. If she does not, you will have a defendable basis for firing her.

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More Than 2,700 State Farm Employees Complete I-Car Training for Ford F-150 Repairs

With the emergence of more technically advanced vehicles, including the new aluminum-intensive 2015 Ford F-150, State Farm® and I-CAR®, the Inter-Industry Conference on Auto Collision Repair, announced on Nov. 11 that more than 2,700 State Farm Auto Physical Damage Appraisers (ADPAs) have completed the I-CAR 2015 Ford F-150 Structural Repair course (FOR06). This initiative, combined with State Farm’s program to encourage Select Service® repairer participation in I-CAR’s Welding Training & Certification™ program, puts State Farm at the forefront of repair readiness. “The all-new 2015 Ford F-150 is a significant milestone in the collision repair industry, and in order for State Farm to be well-prepared for this aluminum-intensive vehicle, it is important for our staff to learn firsthand about its repairability before the vehicle even hits showrooms,” said Chris Evans, Claim Consultant, State Farm. “This initiative, coupled with our Select Service® Welding Training & Certification program, allows State Farm to continue to support quality repairs to its policyholders, even as technologically advanced vehicles become more popular.”

State Farm originally sought to train 2,400 ADPAs, including Auto Estimatics Inspectors and Property Claim Trainers. Currently, more than 2,700 ADPAs have completed the course, far exceeding State Farm’s expectations. The FOR06 course is a robust training program to properly and efficiently repair the new F-150 vehicle. The course covers all topics on aluminum and vehicle-specific repair information with instructor-led discussion, education and decision-making exercises. The aluminum-body 2015 Ford F-150 is expected to go on sale later this year. “Every year roughly 75 new vehicles and/or major engineering changes on current vehicles are introduced by OEMs. The 2015 Ford F-150 is a great example of this, and it will have a transformative impact on the collision repair industry. State Farm’s initiative is an example of what our industry needs to do for this vehicle, and those that will follow, to be truly prepared,” said John Van Alstyne, CEO & President, I-CAR. “This initiative will not only allow State Farm to work more collaboratively with collision repair facilities, it will also support performance of complete, safe and quality repairs for the ultimate benefit of the consumer.”

In January 2014, State Farm and I-CAR encouraged all of State Farm’s Select Service® repairers to participate in I-CAR’s Welding Training & Certification program throughout 2014. This initiative offers these repairers the opportunity to easily register for welding training at newly reduced price levels. Since January of 2014, 1,650 Select Service shops have gained welding certification, bringing the total number of trained Select Service shops to just over 5,000. To learn more about or to register for the FOR06 course or any of ICAR’s Welding Certification courses, visit www.i-car.com.

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Overview of the SCRS Seminar: Creating Engaging Consumer Videos for Marketing with Kristen Felder by Victoria Antonelli

Kristen Felder of CollisionHub started her seminar with a jolting statistic; “80 percent of visitors on your website will watch your videos, but only 20 percent will read your text.” Felder always asks body shop owners, “Do you have video on your website? If the answer is no, does your competitor have video on their website? If the answer is yes, then 80 percent of that company’s visitors are learning about their business, but they’re not learning about yours.” What does this mean for body shops, especially those who have only recently mastered Facebook? It’s time to break out the camera and open up iMovie, or hire someone who can.

Kristen Felder of CollisionHub gives advice on creating engaging videos for marketing during one of her SCRS seminars at SEMA

Lee Emmons, video expert and vice president of AP Media, Inc., K. Michael Bradshaw, vice president of operations at K&M Collision, Meredith Bradshaw, owner of K&M Collision, accompanied Felder on the panel. Emmons has helped Michael and Meredith create cutting-edge videos for their body shop’s website. “We wanted a high-quality product, but we also had a budget,” said K. Michael. “The more I looked at it all the video, the editing, the type of video, where to put it to get the most exposure, etc., the more I realized I couldn’t do it all on my own,” said K. Michael. “I hired Lee, which was a really good decision. He’s very professional.” Felder addresses the fears many non-tech savvy shop owners have about creating video with a reflection on the first one she made during NACE back in 2009. “You could hardly see it, the white balance was off, and I had horrible audio, but it still worked,” said Felder. “CollisionHub grew with no

print media, no advertising, nothing, it just grew solely on using the internet, using video. But it was the only video in the industry for anyone to watch, so if you wanted to watch something on collision repair, or products, we were your only option. So the quality didn’t matter, what mattered was the content. That’s why I always tell shops, ‘don’t worry, just get started.’” Another major concern amongst body shop owners is budget. Here are a few aspects to consider when creating your video, according to Felder, Emmons, K. Michael, and Meredith. ■ What is your time mark? If you’re making the video yourself – filming, writing, and editing – how much time will you allot to this process? Time is money. ■ Is there another company in your town that you collaborate with frequently, i.e. a tire company? If so, is there a chance you could share expenses to create a video that benefits both parties? ■ Half and half: When Felder first started creating videos, she would shoot the footage herself, and then hire someone to edit it. “Editing is the magic,” added Felder. ■ Do you want to hire talent? If you don’t want to be in your video it’s best to hire actors/actresses or an outside spokesperson. Employees, managers and technicians come and go, so including them in a video may not be the best choice. The best places to find talent are craigslist or a local talent agency. ■ Do you want to hire a film crew? “Local film schools are the best place to look. Many students are eager to find work and gain experience,” said Emmons. If you do hire a crew, provide lunch on filming days: “Don’t let people leave, because you’re going to lose your schedule for the rest of the day,” warned Felder. “Even if you tell everyone, ‘be back at 1pm,’ it’s not going to happen.” Finding the right topic, knowing your audience, and effectively getting your point across will all help to make your video a success, according to Felder and the other panelists.

good sound, but not vice versa,” added Felder.

Kristen Felder of CollisionHub; Lee Emmons, Vice President of AP Media; Michael Bradshaw, VP of Operations at K&M Collision; and Meredith Bradshaw, co-owner of K&M Collision, discuss the importance of video in the auto industry

● Storyboarding: What do you want to say and what do you want to be showing in the background while you’re saying it? ● How to pick a topic based on your audience: According to Emmons, car enthusiast forums, customer testimonials, auto blogs, discussion boards and other videos are great places to look. ● Scripted vs. Freestyle: The nature of the topic has a lot to do with this decision. “A customer testimonial

shouldn’t be scripted, because you want it to sound real,” said Emmons. “If I’m using legal terms or other specific, factual information, then I definitely want to use a script,” said Felder. All panelists agreed that outlines are necessary, and if you’re using a script, you should memorize the information and not read off a piece of paper. ● Time: “You want to stay in that two minute sweet spot,” said Felder. The average retention rate on YouTube is 1:58. ● Location: It may not always be your body shop, and if it is, make sure it is clean and compliant. It may be necessary to shut your shop down during production days in order to minimize background noise. ● NEVER EVER cancel a preproduction meeting

“The average life expectancy for a video is four years, compared to 72 hours for a Facebook post and 12 minutes for a Tweet,” Felder said. “We have become a visual and auditory receptive society, so we want to see it and we want to hear it, we don’t want to read it.”

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Lean Operations

Competing with MSO Consolidation with David Luehr

“The 3 Vital Behaviors of the Best of the Best Shops” There are shops that are located in heavily MSO consolidated markets that instead of becoming a victim, became a beneficiary! I call these shops “positive deviants.” When many shops in these parts of the country are struggling or selling out, the positive deviants are actually doing quite well and in many cases outperforming the consolidators! One of these best of the best shop owners told me they have all four big MSOs (Caliber, Gerber, ABRA, Service King) within a five mile radius of his shop! So I am prompted to starting asking the question, what are these guys doing differently than the independents that are struggling in the same markets? After speaking to many positive deviant shops, and asking them what they do to get great results, I got many of the usual answers that you would expect from a successful organization. Good leadership, high quality work,

David Luehr is the owner of Elite Body Shop Solutions, LLC, a collision business consulting firm based in Nashville, Tennessee. He is a 30 year veteran of the collision repair industry. David is an expert in Body Shop Operations and specializes in Lean, and Theory of Constraints methods. Email him at dluehr@msn.com

good customer service, great employees, bla, bla, bla. But these things anymore are kind of a “given.” Even to be a mediocre business you need to have some level of these qualities. So I searched deeper to distill the findings into what I call the Vital 3 Behaviors. 1. Culture of Learning 2. Participation in a peer group or network 3. Measure the Right KPIs All the positive deviant shops strongly display these 3 Vital behaviors, struggling shops don’t!

Vital Behavior 1 - Culture of Learning These businesses crave knowledge! If you don’t believe me, look at the indepth I-CAR study on the subject. (Check it out at www.i-car.com ) ICAR contends that A Learning Culture is at the very foundation of all the super successful shops they studied. The very understanding of things such as proper business management, leadership skills

and process development skills stem from the leaders desire to learn. They seek their knowledge from sources such as I-CAR, Webinars, and Clinics. They typically read books regularly, and are continuously looking for new sources of education.

Vital Behavior 2 - Participation in a peer group or network Some of the positive deviants are very involved with their associations such as ASA, others join franchise organizations, and many get involved in round table groups that their paint manufacturers host. Shops that feel like they are alone on an island, can’t and probably won’t succeed. There is power in numbers far beyond the sum of its individual members. Some of the benefits that participation in a group includes… ♦ Mastermind principal – a group of like-minded individuals with the same challenges working together to achieve

great things ♦ Friendly competitive spirit between members ♦ Accountability to one another ♦ Massive knowledge resource. When you are on the island you only have your own knowledge, in a group, you can have everyone’s! ♦ Leadership skills – by participating in a group of people trying to better themselves and their shops, skills such as leadership are enhanced, you learn to present, become a more professional and rounded person. ♦ You learn to “See beyond you own walls” so to speak. Vital Behavior 3 - Measure the right key performance indicators The third vital behavior was Measure KPIs, but I was reminded by one of the positive deviant shops that it is important to measure the “right ones.” He was right, there are some shops that See MSO Consolidation, Page 33

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SEMA Show Goes On New Product Showcase Winners a Big Hit at SEMA with Ed Attanasio

It’s the Academy Awards, the Emmys and the Tonys all rolled into one if you’re a manufacturer of any automotive product on the planet. Being a winner in the Specialty Equipment Market Association’s (SEMA) New

Evolution 3D Measuring System’s software and LumaIII Inc. is also a runner-up in this category for the Aurora. Malco Products Inc. captured the top spot with their Quarter Panel Hemming Air TurboXTool. This tool uses existing air supply to bend and close up to ¾ inch (19.05mm) deep wheel arc flanges of replacement quarter panels on late model cars. It can replicate a hammer and dolly motion at high speed and is 80 percent faster, based on field trials. The cushioned anvil protects the panel finish while the hammer rolls and flattens the flange from the back. Mike Janey, creative servThe Collision Repair & Refinish Product winner was ices specialist for Malco, Malco Products Inc. for the Quarter Panel Hemming knows the value of this award Air TurboXTool and that’s why he’s already Products Showcase can be a game working hard to leverage it. “Just changer and the beginning of some- being associated with a respected thing truly big. And that’s why when name like SEMA gives us immediate four collision-related companies heard help with things like distribution and their names at the 2014 SEMA Show’s name recognition,” Janey explained. opening breakfast on Nov. 4 they were “Malco was founded in 1950, but obviously thrilled and even a little products for auto body work is a new shocked in some cases. market for our company, so winning These awards are given to the this award means a lot to us. Our goal most innovative and cutting-edge new is to introduce innovative products automotive aftermarket products in that make the lives of body technithe industry today, judged by some of cians easier and alleviate repetitive inthe biggest names in the automotive juries on the user’s shoulders and world. Nearly 2,000 products were entered into 16 different showcase categories to be considered for SEMA New Product Awards this year. Winners were selected based on a variety of factors that included quality, marketability, innovation, technology, consumer appeal and more. The Collision Repair & Refinish Product winner is The LumaIII team was thrilled about their two runners up Malco Products, Inc. for their awards. From left: Owner/CMO Richard Routon, Owner/ Quarter Panel Hemming Air CEO Kirk Lucas, Owner/CFO Jimmy Zluticky and Director TurboXTool. The two run- of Sales Chris Williams ners up in this category are 6 Hands, arms, so that they can work without for their 6-Hands Universal Body interruption and get the results they’re Panel Holder and LumaIII, Inc. for looking for. Technicians want superior their Aurora LED attachment. In the quality performance that saves time Tools & Equipment Product category, and labor while also being reliable, Celette is a runner up for their Naja safe and easy-to-use and with our

20 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.

award for his Universal Body Panel Quarter Panel Hemming Air TurboXTool, we’ve answered all of those Holder. “As a first-time exhibitor and a needs!” One of the runners up in the Col- young business, this award is a shot in lision Repair & Refinish Product cat- the arm,” Sapak said. “We invented egory is 6 Hands with their Universal this device for ourselves to use in our Body Panel Holder. Adjustable to fit any panel, this device consists of three pairs of different length “hands.” After the panel is attached to the 6 hands, it can be rotated using the 6 hands on an X and Y axis. This gives the tool the unique ability to allow the panel to effortlessly be placed in ergonomic positions while performing metal work, sand- 6 Hands captured a runner-up award in the Collision Repair ing, body work and painting & Refinish Product category for their Universal Body Panel Holder more efficiently. Ben Sapak, the owner of 6 restoration business doing custom Hands in Holland, MI has only been metal work, because nothing else did in business for approximately six the job we wanted it to. Now a tech months now, so he’s obviously de- can hold onto a panel without damaglighted about capturing a runner-up See SEMA New Products, Page 29 Nalley BMW

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Virginia’s The Hybrid Shop Carves a Niche in Hybrid Maintenance and Service by Stacey Phillips, Assistant Editor

With nearly 75 different hybrid vehicles currently on the road and more than 100 models expected to be in production by 2016, Matt Curry of The Hybrid Shop said education, training and technology are crucial for the expanding hybrid electric vehicle (HEV) industry. “There’s a pent up demand for hybrid and electric vehicles,” said Curry, the company’s Chief Visionary Officer. “In order to keep up with the future you need to be in the business.” Prior to launching The Hybrid Shop in 2013, Curry and his wife Judy owned Curry’s Auto Service in Northern Virginia since 1997. Over the years they expanded their auto repair business to include 10 shops. During this time Curry purchased eight Toyota Priuses to use as customer shuttles and learn more about hybrids. After talking to Dr. Mark Quarto, a PhD electrical engineer at GM for 28 years who specializes in alternative fuel and hybrid technology, Curry soon realized that HEVs were very different from traditional automotive design. The Currys sold their retail stores to Monro Muffler Brake in 2013 and opened The Hybrid Shop, which is headquartered in Gainesville, Virginia. Just one year later they have 39 franchises across the U.S. and are looking at further expansion nationwide and around the world. They recently attended the SEMA show in Las Vegas to continue to educate the industry about their business. In addition to selling full franchises, the Hybrid Shop offers fractional franchises to those who own existing automotive repair and tire facilities and want to add a hybrid component. New owners and their technicians go through a four and a half day training session in Wisconsin. “We teach them how to diagnose, maintain and repair everything on a hybrid vehicle,” said Curry. The franchise includes diagnostic tools, training, branding, marketing and sales support. “It is a comprehensive system that teaches them everything about hybrid vehicles.” Once a shop is operational, The Hybrid Shop profiles them on their website, which Curry said generates more than 300 leads a month to their dealer network. “We actively drive

traffic into their stores,” said Curry. “We drive car count revenues and profits.” He said that while running his prior business they always prided themselves on their marketing and branding ability. “That’s what allowed us to grow from one store to 10 in 15 years.” Another main component of The Hybrid Shop is the battery conditioning that is offered to customers. Working closely with Chief Technical Officer Dr. Quarto, the AR&D team developed an exclusive technology

On Nov. 19, the company announced that a Northern Virginia investment firm that manages approximately $4 billion in assets, has invested in The Hybrid Shop. Funds managed by the firm now own 38% of the company. “We are proud to announce this investment in The Hybrid Shop by a leading, multi-billion dollar firm,” said CEO Dave Crawford. “The fact that a multi-billion dollar investment firm would want to invest in an early stage company serves as affirmation of our brand, business model and future potential as well as recognition of our

The Hybrid Shop team at their booth during SEMA: Jennifer Martin, Marketing Director; Dave Crawford, CEO; Matt Curry, Chief Visionary Officer; and Bob Curry, President

only found at The Hybrid Shop that can restore a hybrid’s battery to over 95 percent of its original performance. Since hybrid batteries have a 100 percent failure rate, Curry said the only option available has been to replace the battery at an average cost of $4,000. “We can condition the battery for about a third of the price of battery replacement so it saves the customers thousands of dollars, it makes the repair shops thousands of dollars, and it’s better for the environment.” Curry said by conditioning the battery every four to five years or every 80,000 miles, it will keep the vehicle running at maximum efficiency, keep the gas mileage up and the performance of the vehicle working properly. “We are revolutionizing the Hybrid Electric Vehicle (HEV) industry by making repair and maintenance as cost-effective and eco-friendly as we possibly can,” said Curry. The Hybrid Shop received a 2014 Stevie People’s Choice Award for Favorite New Products and the 2014 Stevie American Business Award.

22 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

success to-date in our ongoing efforts to achieve a position of innovation and fast-growth in the rapidly-evolving hybrid and electric space.” Dave Carney, owner of Hillside Auto Repair, purchased a fractional franchise in March as an addition to their shop. “I think it has provided the most amazing opportunities that I’ve seen in the 30 years that I have been in the industry,” he said. The Torrance, California-based company had limited industry training and didn’t feel they had enough knowledge about this growing industry. After sending five employees to The Hybrid Shop’s training, Carney said he could dispatch a hybrid to any one of them and they had the skill sets to be able to diagnose and work on it. “I’ve never seen such an energized, motivated employee in my entire life in 30 years of business as these employees came back from this hybrid training,” he said. “It was extensive. It was a lot of hands on and they came back and had a lot of confidence.” Carney has found that business

comes in spurts and the hybrids that need conditioning are the earlier ones on the road. He predicts that as the number of hybrids increases, they will be working on at least one per week, if not three or four. “What the Hybrid Shop did for us is it gave us the confidence to venture into this area of the unknown,” he said. “My expectation is that a year from now, once we get a little experience under our belt, we will be the knowledge base of everything hybrid in our community in Southern California.” Rich Hoffman, owner of Hoffman Tire Pros in Fayetteville, Georgia, purchased a franchise in June. With no prior knowledge of hybrids, Hoffman said that he saw great potential for hybrids in the future. “I like to stay on top of technology and I like to be ahead of the curve,” said Hoffman, who has owned his business for 38 years. “I did some research and felt like the hybrid was here to stay and the Hybrid Shop has the advantage that nobody else has.” Hoffman estimates that he currently does 35 percent tire work and 65 percent service at his eight-bay facility, which he can also use to work on hybrids. He recently built a 10 foot by 20 foot “clean” room for the hybrid equipment and to service and condition the batteries. “Any service facility can do the job,” said Hoffman. “You just need to have, I feel, a separate place to work on it.” In addition to the training offered by The Hybrid Shop, Hoffman has learned a lot from staying in touch with other dealers in the network. The dealers recently met for a roundtable discussion during SEMA where they established a dealer advisory council. After hearing many wives’ tales about working on hybrids, Hoffman said, “The hybrid is not as difficult as it sounds as long as you have the training and knowledge and respect what you are working with.” “It’s an opportunity to differentiate yourself from the competition, Crawford. He said that with the mandated CAFÉ standards from the federal government, all new vehicle fleets must average 54.5 miles per gallon by 2025. “The traditional internal combustion engine as we know it today will not be able to meet this objective, which opens the door for hybrid technology. Fastforward 10 years from now and the hybrid business is going to be huge.”

www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 23

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Hamp t on

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A n de r so n

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Hall Honda Vi rgi ni a Be ach

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K n ox v i l l e

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 25

Historical Snapshot

—John Yoswick is a freelance writer based in Portland, Oregon, who has a body shop in the family and has been writing about the automotive industry since 1988. He is the editor of the weekly CRASH Network (for a free 4-week trial subscription, visit www.CrashNetwork.com). Contact him by email at jyoswick@SpiritOne.com.

Prevailing Practices, Doing Business on Internet, 2-Way Estimating, Steering Suits with John Yoswick

20 years ago in the collision repair industry (December 1994) The cause and effect of “prevailing practices” was just one issue addressed by an inter-industry panel at the National Autobody Congress and Exposition (NACE) Forum in Las Vegas in December (1994.) Moderator Meryl Comer opened the discussion by asking panelists who they believed is responsible for setting “prevailing practices.” “I think if you ask some of our insurer friends, they’d probably say prevailing practices are set by the shops in the area,” California shop owner Jack Caldwell said. “Whatever most shops do, that sets the pace. And I guess to be totally honest, I’d have to agree, that’s where it starts. However, prevailing practices can be and are modified by the guy with the checkbook.” Insurers on the panel agreed that prevailing practices are their attempt to “mirror” the majority of collision repairers in a given area when preparing or auditing estimates, but shop owners criticized the “one-size-fitsall” approach insurers sometimes use. “It’s important to note that cars are changing,” Texas shop owner Joe Sanders said. “We perform operations today that weren’t necessary a few years ago. Resetting electrical components, for example. That may have only been done in our shop once or twice a month two years ago. But we do that routinely now every day. That process is prevailing in our operation, and I shouldn’t be held back because the shop down the street works on older cars and doesn’t have to do that.” Most of the questions from the audience during the forum were addressed to the insurers on the panel. Gerry Westerfield of State Farm was asked how shops can respond when adjusters “quote unwritten and undocumented company policy for not paying standard P-page procedures.” “If a State Farm representative comes to your shop and says, ‘We don’t pay for that, it’s company policy,’ take it from me, we don’t have that policy,” Westerfield said. “So tell them, ‘I know your policy and that’s not it. Who’s your supervisor?’”

During a panel discussion at NACE in 1994, Gerry Westerfield of State Farm urged shops to question any State Farm adjuster claiming to quote company policy “for not paying standard P-page procedures.”

– As reported in Spray Dust magazine.

15 years ago in the collision repair industry (December 1999) Soon there will be no choice. If you aren’t already using the Internet, you’ll have to in order to stay in business. By 2001, GM will require all of its suppliers to do business over the Internet. Ford has similar Internet plans. Allstate announced last month that it would soon sell insurance over the Internet. In today’s business world, it’s get online or go home. To remain competitive, collision repair faculties will need to use the Internet to their advantage. How will collision repairers be using the Internet? Parts ordering, for one. You can already tap into lustineparts.com and CarStation.com to order parts. And there may come a time very soon when ordering parts over the Internet is handled regularly through brokers. Just as a person looking for an inexpensive airfare can go through Priceline.com, a collision repairer looking for the best quality part at the cheapest price will be able to go through a middleman. The bad news is twofold. For starters, the Internet gives the insurance industry a whole new arena to control. With its financial emphasis on price (sometimes at the expense of quality), the insurance industry will be looking to use the Internet to find the cheapest parts it can. In cyberspace, look for price to reign over quality. A second disadvantage to the In-

26 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

ternet is that it will be more difficult for collision repairers to keep information about their businesses private. In addition to brokering deals, Internet middlemen will be compiling information about the buying habits of collision repair shops. They in turn will sell this information to others interested in making a profit on the industry. – From an editorial in Hammer & Dolly by Sheila Loftus.

10 years ago in the collision repair industry (December 2004) The Society of Collision Repair Specialists (SCRS) is circulating a petition in support of two-way communication between like estimating systems. This is the ability to electronically transmit and receive the vehicle owner’s assignment information, estimate, supplement or attachments between insurers and repairers that are using the same estimating system regardless of whether a DRP relationship exists between the companies. “Two-way communication, as SCRS defines it, would eliminate many of the inefficiencies inherent in the current claims handling process, most specifically the rekeying of the estimate,” said Lou DiLisio, chairman of SCRS. – As reported in Autobody News. It took nearly a decade, but two of the Big Three estimating providers now offer systems that enable shops and participating insurers to exchange data electronically outside of a DRP relationship.

5 years ago in the collision repair industry (December 2009) In fining Allstate Insurance $5,000 for “interfering with (a) consumer’s free choice of repair facility,” the Insurance Division of Rhode Island’s Department of Business Regulation also clarified what constitutes such interference by an insurer. In reviewing a complaint brought by Providence Auto Body, the Department said that “without a legitimate business reason, an insurer may not

take actions that make it more difficult to have the repair done at a (shop) with which the insurer does not have a contractual relationship.” In this case, the Department found that a combination of actions by Allstate constituted interference with claimant Dennis D’Ambra’s shop choice. These actions included: – delaying arrangements for repair of the vehicle (after the shop contacted Allstate saying D’Ambra had hired it to do the repairs) until Allstate could locate and contact D’Ambra seven days later; – telling D’Ambra that Providence Auto Body was not “approved”; – suggesting that D’Ambra take the vehicle to a drive-in claims center after he had already said he wanted Providence Auto Body to repair the vehicle; and, –taking 15 days after contacting D’Ambra to conduct an appraisal of the vehicle at the shop. The ruling states that discussion by an insurer about its DRP or drivein claims center is not in and of itself an indication of steering. “However, when the customer indicates that he does not need or want that information, as D’Ambra did here, the conversation must stop,” the ruling states. “The customer has the right to simply choose a shop and have the shop ‘handle’ the repair.” – As reported in CRASH Network (www.CrashNetwork.com), November 14, 2009. Almost five years later Oklahoma Attorney General Scott Pruitt last month issued a warning in his state about the practice of “steering” by insurers, in which “insurers strongly push consumers to autobody repair shops,” sometimes “crossing the line, making dishonest statements.”

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 27

On Creative Marketing

Tom Franklin has been a sales and marketing consultant for fifty years. He has written numerous books and provides marketing solutions and services for many businesses. He can be reached at (323) 871-6862 or at tbfranklin@aol.com. See Tom’s columns at www.autobodynews.com under Columnists > Franklin

Autobody Associations—A Great Source of Marketing Information with Thomas Franklin

Recently I had the pleasure of being the only reporter at a local autobody association chapter meeting. This was an especially interesting meeting focusing on the new Ford F150 truck and its aluminum body. There was a great panel of industry experts whose comments could significantly impact the success of a shop trying to perform more competitively and profitably. So I was troubled when one member of the panel asked how many shop owners were present and only about six or seven raised their hands. This was a room containing an audience of more than one hundred people. One would think that at least a quarter of the attendees would be major shop decision-makers. But I shouldn’t have been surprised. I’ve heard the same question at numerous meetings with the same low decisionmaker count. The last few meetings I’ve attended focused on elements that will determine the survival and success of most collision repair shops. The focus on new vehicle designs, materials, reparability and management processes prepares shop owners and managers for a business future that may be extremely challenging. That same focus tells these owners and managers what messages they need to get out to current and prospective customers to keep vehicles coming into their shops. This particular meeting provided ammunition for a marketing attack based on the hazards of dealing with aluminum and potential dangers for vehicle owners if they choose an ill-informed and illequipped shop to do their repairs. That message is appropriate for nearly every potential customer, whether an individual vehicle owner, fleet manager, dealership principal, or insurance DRP.

The message I’ve heard in many association meetings this and last year is that technology will now be driving the emphasis in shop marketing. That same message says that collision repair professionals can now command a new, higher level of respect. The days of thinking of a body shop as a place where low-paid workers pound dents out of fenders and massage damaged metal back into place has come to an end. Vehicle manufacturers have raised the bar and a typical shop today must have certified technicians and costly equipment to work on computerized vehicles, dangerous electrical and hybrid systems and exotic metal and carbon fiber bodies. Websites and other media that emphasize the old systems and equipment are missing the marketing boat. The time has come to seize this higher level of respect for the complicated new practice of restoring these complex vehicles to pre-accident condition. A much earlier meeting about this time of year was addressed by a V.P. from SEMA. This was when NACE abandoned Las Vegas to host the NACE show in a different city. The executive talked about the new benefits that can come from a collision shop attendance at and participation in a SEMA show in Las Vegas. The SEMA people were doing all possible to make the show informative and of value to collision repair attendees. Although the V.P. focused on amenities and conveniences for shop owners and managers, there were numerous references to new products and processes collision shop marketers could add to their repertoire of products and services. I attended SEMA that year and saw first hand

surance adjusters like to weasel out of. The information at just one of these meetings could have paid for some very high quality on-line marketing and also a live gal or guy in the field bringing in business! The complaint I’ve heard most frequently about association meetings was that there were uninformative programs and a tendency to be no more than a place to come to eat, drink and complain. What I’ve observed at these highly productive meetings is that there is a core group of members who want to use this irreplaceable forum to bring in speakers and panels with truly valuable information. Association members who complain about a declining volume of business and lower profits have failed to seize the opportunity to get these highly desirable presenters in front of their chapter. All it takes is someone willing to make the calls and arrange the time and place.

what he meant. One lady from a local shop was at the show and she noted that her shop could immediately profit from providing customers with alarm systems, child restraints, pet restraints, backing-up lights and cameras, specialty wheels and more. She saw a way to attract new customers and enjoy greater profits. While these were autobody association meetings that could aid marketing efforts, I think the best meetings focused on providing what is most needed for effective marketing: MONEY! Business analysts generally say about seven percent of gross should be put into sales and marketing. I’ve seen only a few shops that begin to approach that figure. Serious efforts to generate new customers can cost serious money. Two recent autobody association meetings I attended focused mainly on how to negotiate effectively and how to get paid for the many repairs and operations some in-

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Four Collision Schools Awarded GEICO Grants The Collision Repair Education Foundation announced the winners of GEICO’s collision school grants for 2014: Hillsborough Community College (Tampa, FL); Norwalk High School (Norwalk, CA); Texas State Technical College (Waco, TX); Wilson Tech (Dix Hills, NY.) Each of the winning schools applied for a grant from the Ultimate Collision Education Makeover program, and each will receive

$6,750 to purchase items off their collision tool, equipment and supply wish list from their application. The winners were named Nov. 4 at the Education Foundation’s industry reception held at SEMA 2014. “GEICO recognizes that the collision repair industry needs highly-qualified, well-trained and knowledgeable technicians to repair today’s car” said Bill DeGrocco, Assistant VP at GEICO.

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SEMA New Products

from Wichita, KS that didn’t even know if they could make it to SEMA initially. “We’ve had to pool our money together and even some of us sold vehicles to get to SEMA, because we are so confident that this product is needed in this industry,” Owner/CMO Richard Routon said. “People are really embracing the Aurora, because body shop owners can

ing it. We’re so happy that the judges saw a need for this tool and by recognizing it they’ve given us a whole new level of value in the collision and restoration industries. It’s obviously huge.” Another runner-up award went to LumaIII, Inc. for their Aurora, an LED attachment that fits snugly directly behind the nozzle of any spray gun. Lightweight and durable, this battery-operated device allows painters to get an immediate visual confirmation of the center of their spray, saving considerable time and money on primer, paint, sandpaper, The Collision Repair & Refinish Product winner was buffing compound and other Malco Products Inc. for the Quarter Panel Hemming costly alternative illumina- Air TurboXTool tion solutions. By reducing technician clearly see the benefits of it. It’s errors, the Aurora has quickly become quickly changing the industry, bepopular with several industries, in- cause it saves time and labor and cluding collision repair, according to makes painters more efficient and acthe company’s web site. curate. SEMA was great for us and The award will provide a major this award is a big part of it, because it boost for LumaIII, a young company shows that the industry is recognizing

our product and its role in the collision repair industry.” Celette captured a runner-up award in the Tools & Equipment Product category for their newly released NAJA Evolution 3D software. Taking measurements directly from OEM-provided 3D CAD drawings provides technicians with unique views of the control points in relation to length, width and height, allowing an efficient damage analysis on a database of more than 14,000 vehicles. Bastien Dias Da Costa, operations manager for Celette was delighted by the award. “We’re honored to have received such a prestigious award for our newest product at a highly recognized event like SEMA,” he said. “Our software for the Naja Evolution 3D Measuring System has gained some significant recognition for its accuracy and superior graphics. The software is easy to update with direct access to our web site and offers users individual space in the Celette cloud. It’s also compatible with computers, desktop computers and laptops and by adding approximately 9,000 vehicles to the database, it’s the most complete in the industry.”

Valspar Automotive is Newest SCRS Corporate Member

The Society of Collision Repair Specialists (SCRS) has announced Valspar Automotive as its newest corporate member. Valspar Automotive is a global manufacturer of automotive paints and refinish products. In addition to providing the latest in refinishing technology to its users, Valspar Automotive makes available instructional videos and user documentation along with ongoing training classes on every finish application in its five training centers worldwide. “We want to support the industry that supports us, and we find a lot of value in engaging with an organization like SCRS who represents the leading businesses in the industry,” said Valspar North American Automotive Marketing Manager Gina Mahan. “SCRS is a proven and effective voice for body shops, and an advocate that helps strengthen the industry as a whole. A healthy, successful collision repair industry is best for everyone, and SCRS makes a significant and noticeable contribution to ensure this is the case; we want to be aligned with organizations like that.”

www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 29

National Associations

NABC Gives Away Four Cars at Annual SEMA Luncheon with Ed Attanasio

Giving cars to the needy is a perfect and proven way for the collision industry to give back. Most of the time, body shops and insurance companies work together to fix cars and return them back to their owners.

Allstate Insurance, GEICO, Enterprise Rent-a-Car and Hertz. The local repairers included Caliber Collision, Service King and Gerber Collision and a fourth vehicle was repaired by South County Collision in California. The recipients selected by Family Promise were: La Cara and Marice Washington and their three children received a Hyundai Sonata donated by GEICO and repaired by Caliber Collision. They both recently graduated from the Family Promise shelter program and are currently employed and have their own housing. La Cara and Marice Washington and their children with their Hyundai Sonata donated by Gerber Collision and Cassandra Waller, a single Enterprise Rent-A-Car mother with two children reFour formerly homeless Las Vegas ceived a Dodge Durango donated by families visited the SEMA Show last Allstate Insurance and repaired by week and left as proud owners of pracService King. Physical disabilities tically brand new cars presented by limit her mobility so a Recycled Rides members of the National Auto Body vehicle will greatly help her to imCouncil (NABC) at its annual Recycled prove her quality of life. Rides Luncheon on Nov. 5. Magan and Wayne Sykes and These four families were selected their two children received a Nissan by Family Promise of Las Vegas, an Maxima donated by Hertz and reorganization that has been partnering paired by the Van Tuyl Group. This with the NABC for the past seven years to provide at-risk families with reliable transportation, so they can begin to rebuild and regain their financial stability. NABC’s Recycled Rides program is a unique collaboration of the collision industry. Since the program’s inception in 2007, repairers, insurers, rental car companies and suppliers have teamed up to restore and donate over 1,000 vehicles to individuals and Janiecia Fernandez and her daughter admire their Hyundai Sonata Hybrid donated by Caliber Collision and GEICO non-profit organizations nationwide. couple is successfully enrolled in FamCollision repair professionals ily Promise’s Community Partnership from facilities in Las Vegas volun- for Opening Doors Housing Program. teered their time and expertise to reJaniecia Fernandez, received a store damaged vehicles donated by Hyundai Sonata Hybrid donated by

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Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.

Gerber Collision and Enterprise RentA-Car. Fernandez is a single mother of two young children and a participant of the Promises to Keep Housing Program. This vehicle will allow her to devote her time to being a good

ing through our Family Promise programs,” said Terry Lindemann, Executive Director of Family Promise of Las Vegas. “Reliable transportation is the critical link that enables these families to continue on the road to recovery and we are grateful for the support and impact that the National Auto Body Council has made in our local community.” NABC Executive Director Chuck Sulkala is proud of the NABC’s Recycled Rides program and the success it’s achieved especially this year. “We’re going to give away almost 300 vehicles to people in need in 2014,” he said. Magan and Wayne Sykes, with their two young children received a Nissan Maxima donated by Hertz and repaired “With all of these great insurby the Van Tuyl Group ance companies, collision remother and working with her chilpairers, paint suppliers, parts vendors dren’s education. and other companies onboard, this is “Each of these recipient families a joint effort every year and it’s amazhave successfully transitioned from ing to see so many people who go out homelessness into independent housof their way to make this happen.”

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Shop Showcase

Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.

Car Giveaways Become Regular Monthly Events at G&C Auto Body with Ed Attanasio

G&C Auto Body, with 10 locations in the Bay Area has always done everything over the top, especially when it comes to its philanthropy and specifically when they give re-furbished vehicles to needy families, individuals and organizations. Touched by countless letters and requests submitted to

and setting records, but that’s not why they do it, according to G&C Auto Body’s Owner Gene Crozat. “There are so many people out there struggling right now for whatever reason and these letters touch my soul every time I read them,” he said. “Things are not going well for them for whatever reason, but they don’t give up and they never lose hope. If we can help them by giving them a reliable vehicle so that their lives will be a little easier, I feel like it’s our obligation to do it.” Saying yes to some and no to others is obviously difficult G&C Auto Body helped Nicole Ruys and her family with a and that’s why Gene tries to much-needed vehicle. That’s Govinda Crozat, G&C’s outreach program director on the far right say yes to as many as he can. G&C through a car giveaway promo- It’s a tough job to sift through these retion, the company gives away cars not quests, and that’s why Govinda annually or even quarterly anymore Crozat, the company’s outreach pro—but monthly. The Crozat family is gram director plays an important role fast tracking their charitable efforts in reading all of the letters and work-

PartsTrader Integrates with Recycled Parts Network

PartsTrader LLC, the web-based parts sourcing, quoting and ordering platform supporting the automobile collision repair industry, and Hotlines, a recycled automotive parts network facilitating the sale and purchase of recycled parts, have announced that an integration partnership is underway. PartsTrader said that the integration will help recyclers more efficiently identify options from their inventories to satisfy repair shop part needs. Recyclers will no longer need to manually look up interchange parts in their inventory, since possible part matches will automatically list on the PartsTrader quoting screen below each requested part. Streamlined quoting will allow recyclers to select appropriate parts and add them to a quote with a simple click, enabling them to respond more completely and promptly to requests from repair shops. “Recyclers are seeing more opportunities for part sales than they have traditionally seen with phone sales,” said Ken Weiss, PartsTrader’s Director of Business Development. “We’re using technology to solve the challenge that recyclers have faced in addressing the high volume of quote requests by translating their inventory options directly into the PartsTrader quoting

screen.” Integrating inventory into the quoting process is one of several new features PartsTrader will be releasing in the coming months for all recyclers. These include improvements to the built-in VIN decoding tool, better filtering options so recyclers only have to spend time on part types they actually sell, and reporting that will allow better sales performance and targeting. “The human intelligence factor is essential because estimate and inventory data are never perfect,” said Weiss. “The recycling professional will still be selecting the part(s) from their inventory that they believe best meets the needs of their repair shop customers in terms of delivery time, quality, price and value-added service.” Added Betsy Finnell, Co-owner of Hotlines, “Based on feedback we’ve received from multiple recyclers in the industry, we’re confident our Hotlines AutoMatch technology will effectively address their desire to streamline and automate the PartsTrader quote fulfillment process. Our live Hotlines AutoMatch service performs a real-time search of the recycler’s inventory, displaying all necessary information to promptly and accurately quote the partsaving hours of work each day.”

32 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

ing with the other members of the Crozat family as they pick their recipients. It’s a huge undertaking helping those in need and making a difference in the communities in which they do business. “We have given away 21 cars so far this year and we will be

away the cars, we also help people by giving them Safeway, Shell and Target gift cards, as well as occasional help with rent, funeral expenses, utilities and other needs.” By partnering with insurance companies, the Crozat Family Foundation is now giving away more and more cars. “We have had three insurance partners (State Farm, Geico and Allstate) all donate cars which were fixed by our Santa Rosa, Windsor and Petaluma techs on their own time with parts that were also donated by local vendors. It’s amazing and really satisfying to The Purugganan family received a mini-van from the see more people and compaCrozat Family Foundation nies getting involved. ther giving away four more pretty quickly, companies have stepped up to help hoping to hit 24-30 by the end of the G&C in their charitable efforts, year,” Govinda said. “We created the Govinda Crozat explained. “We also Crozat Family Foundation to help have all of the cars processed through people in need. In addition to giving the DMV by a company called B&C

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Registration Services. They’re doing it all free of charge which is exceptional. They know all of the ins and outs with the DMV, which is so helpful. When dealing with salvage titles, total losses and cars purchased at auction, we need a company like B&C to help us to navigate through the DMV. It can be tricky and there is a lot of paperwork involved and Brenda Smith at B&C has helped us tremendously.” Instead of buying cars randomly, now G&C is acquiring vehicles specifically earmarked for particular families in need. “We have gone from buying cars haphazardly at the local car mart to buying ‘in bulk’ at the surplus government vehicles auction every three months in Davis, CA,” Govinda said. “I purchased six cars at the last auction

and will be attending for the third time the Ukiah area,” Govinda said. The air in two weeks. We spend an average of time is donated by the Sonoma Media $5,000 per car after purchase, repairs Group and KWNE. A TV spot is curand DMV registration fees and the recipients get safe, reliable transportation that can last them for many years to come.” “I also purchase cars to fit specific needs,” she continued “I have searched for vans for families with several kids, wheelchair van for a woman and her handicapped Bobbi O’Sullivan (third from right) and her family were son, nd a construction truck borrowing cars from their friends, but now they have their own, thanks of Gene Crozat (far right) and his family for a woman who took over her husband’s construction job after rently running on KOFY TV and we he fell through a second story roof and have received letters from their viewbroke his neck. She was going to lose ers. We also receive some of the letters the job if she didn’t have a truck by directly, as people hear about us from Friday… literally! They also had a friends or sources other than the radio one-year-old so I made sure stations.” that the truck had a rear door Fixing cars is easy, but repairing for easy access in and out of lives is a little tougher, but that doesthe car seat.” n’t mean he will ever stop trying, By constantly touting their Gene said. “If we can change one life car giveaway program on for the better, we’ve done our job. local radio stations, G&C is Sure, we’re in the business of fixing getting the word out in a big cars and doing a quality job on every way. “We receive the request car we repair, but if we can give a litletters through Froggy 92.9 tle back, why not? It’s not all about and Hot 101.7 here in Sonoma money in the end, because you can’t The Perry family now has a car that can make their lives County, as well as KWNE in take it with you.” easier, thanks to G & C Auto Body

Continued from Page 19

MSO Consolidation

become immersed in the minutia of meaningless metrics. It’s important to identify which numbers will truly guide your business to success and then you have to look at them daily, not at the end of the month when it’s too late, but every day or as often is required to make course corrections. Positive deviant shops know that you cannot improve what you do not measure. These shops try to get a little better each day, each week, and each month and they know their numbers! In order for independent shops to continue to be successful in today’s challenging marketplace it is critical that we learn by carefully studying the habits that make best of the best positive deviant shops successful. It is also advisable to study the administrative processes that give the MSO consolidators the ability to grow at such a rapid pace while still performing repair jobs with amazing timeliness and consistency. Independents can in fact remain very relevant with both customers and insurers, but you may have to do things a little different and perhaps a little better.

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 33

Industry Insight

John Yoswick is a freelance writer based in Portland, Oregon who has been writing about the collision 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.

SCRS OEM Technology Event Includes Plenty of Focus on Aluminum Repair with John Yoswick

Aluminum was front and center throughout much of the collision repair portion of the 2014 SEMA tradeshow, including at one of the new features of this year’s event: the “OEM Collision Repair Technology Summit,” hosted by the Society of Collision Repair Specialists (SCRS). The day-long summit brought together shops, automakers and equipment manufacturers to discuss what SCRS Executive Director Aaron Schulenburg called a “topic that affects every segments of the industry.” “There is no bigger conversation right now than the changing landscape of automotive design and how that influences the repair of a vehicle,” Schulenburg said as the summit began. Sessions during the event covered OEM shop certification programs, changing vehicle designs impacting repairs, and the increasing use of steel alternatives, including aluminum. Doug Richman, vice president of engineering and technology for Kaiser Aluminum, said Ford’s introduction of the all-aluminum 2015 F-150 pickup is just part of a 4-decade-long expansion in the use of aluminum by automakers. Over that time, the average vehicle has come to have about 400 pounds of aluminum, including such parts as wheels and cylinder heads and blocks. That’s about 10 percent of the curb weight of the average vehicle. It’s gone up by about 7 pounds per year since the mid-1970s, but has risen by 14 pounds per year for the last three years. While Richman is quick to note that steel is not going away, the rate of growth in aluminum use is expected to be maintained over the next decade, according to a recent study commissioned by the aluminum manufacturers association. The study, Richman said, is conducted every three years and relies not on projections but on actually vehicle programs committed to by automakers. It forecasts that by 2025, seven out of 10 pick-ups will be all-aluminum, and 547 pounds (or 16 percent) of the average vehicle weight will consist of aluminum, including an increasing percentage of crash parts and body structures. “Our experience has been [the

study has] been conservative for 21 years,” he said. “For seven consecutive reports, [it has] been very close but conservative.” The most obvious reason for the shift is the weight savings aluminum offers as automakers work to meet increasing federal fuel efficiency requirements. The new F-150 is about 700 pounds lighter than its predecessor, and 400 pounds of that savings is accounted for by the switch to aluminum, Richman said.

“Your industry has a great deal of know-how in managing – at least technically what needs to be done – the aluminum side of the business,” he said. “But I’ve heard repeatedly in conversation on the [SEMA tradeshow] floor that the skillsets to do that work properly may not be on the shop floors yet. In the case of aluminum body structure repair in particular, the skillsets are really critical, because it’s not like welding and repairing steels body structures.”

Separate area, dust extraction crucial for aluminum repair safety, not just quality

Most European automakers call for a separate “clean room” – set off from the rest of the shop by brick-and-mortar – for repair of aluminum. Though its requirements for Ford F-150 certification are somewhat less stringent, Ford requires the repair area be curtained off. A separate dust extraction system for these repair areas is also required. Most shops recognize the need to prevent steel or aluminum dust from contaminating vehicle parts made of the other type of metal. But the dust extraction is also critical to prevent a potentially hazardous build-up of aluminum dust which can be explosive. Sixty-eight people were killed this past August in such an explosion in a factory in China that polishes aluminum wheel rims. During a session at the Society of Collision Repair Specialists’ “OEM Collision Repair Technology Summit,” in Las Vegas in November, ”Mark Allen of Audi of America noted that aluminum oxide was a key ingredient in the “bunker buster bombs” that the U.S. military used in Afghanistan. “For a shop to say they can’t afford to designate a certain amount of square footage in a shop for aluminum is not a good statement to make,” agreed General Motors’ Leo Gruzas, who said his company has new aluminum-intensive vehicles in the pipeline. “Everybody needs to have an area where they can do that specialized work and to make sure the materials are separated and that everybody stays safe.” But the change also improves how the truck rides and maneuvers, he said. There are also safety advantages. “Every single vehicle that has been converted to aluminum has had higher safety ratings than the steel version it replaced,” Richman said. “A lot of that is design, but also the energy absorption capability of aluminum.” Richman focused much of his presentation on “repair considerations” related to aluminum.

34 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Richman offered several key pieces of advice for shops as they prepare to work on more aluminum vehicles. First, he said, automaker recommended procedures are going to be more crucial than ever. Car companies can choose from a wide variety of aluminum materials, each with its own tempers and characteristics, he said. Even knowing the “number” designating a type of aluminum isn’t enough.

“When you see a number like ‘6061,’ what you need to understand is every manufacturer of 6061 has a different formulation – or in fact multiple formulations – that are 6061 materials,” he said. “Just because it says ‘6061’ doesn't mean it acts like the ‘6061` on the next vehicle you see. They are very different. Be certain that you consult the OEM recommended repair practices for the specific model, because even within a manufacturer, they have varying practices depending on the specific design or model.” Dust management is another crucial element of aluminum repair, Richman said, even aside from the risk of galvanic corrosion if aluminum or steels ‘contaminate’ the other (see sidebar). “I want to make sure you understand that aluminum dust is potentially an explosion hazard,” he said. “I personally don’t ever want to hear about a shop having a fire or explosion with aluminum dust. I know this isn’t news to you, but I want to reinforce it. There’s lots of stories about businesses that burned to the ground because they didn’t manage this.” Using the automaker-specified joining process is also critical, Richman said, given the impact to aluminum’s strength in the heat-affected zones around welds. That’s why use of self-piercing rivets and bonding are often the process-of-choice in the manufacture and repair of aluminum vehicles. Again, following manufacturer guidelines for rivets and adhesives are critical, he said. Use of the incorrect adhesive, for example, may not ensure the necessary gap for the adhesive is maintained between the pieces being joined, he said. Schulenburg said the response SCRS received to its inaugural OEM Collision Repair Technology Summit convinced him it is an event that will continue. “This does not end here today. This is the beginning of a very long conversation,” Schulenburg said. “It will be ongoing. As technology continues to evolves so should the discussion. This is the first of many ‘OEM Collision Repair Technology Summits,’ and we’re excited to launch this program.”

CARSTAR Auto Body Repair Says They’re Ready for Aluminum Repair

As the Ford F-150 aluminum-bodied pickup prepares to roll into dealerships around the country, CARSTAR Auto Body Repair Experts have an aluminum repair consulting and certification-focused program in place to handle repairs on these and other aluminum-body vehicles. For the past year, the MSOs operations team has been working with CARSTAR owners around the country to help them prepare their shops

for the demands of aluminum repair, train technicians on aluminum repair processes for structural and non-structural jobs and source the tools and equipment needed for aluminum repair. This training program will continue through 2015. CARSTAR shops that are part of Ford dealerships are officially certified in aluminum repair through Assured Performance and listed as an approved facility on the Ford website.

Other CARSTAR stores are recognized for their aluminum repair training, tools and equipment per the Ford Collision Network. In addition, CARSTAR has its own internal certification process that is part of its proprietary EDGE Performance Tier 5. “We have always been committed to leading the industry in having the best-trained collision repair professionals,” said David Byers, CEO

of CARSTAR Auto Body Repair Experts. “This is a fundamental part of our ability to deliver the industry’s highest KPIs and customer satisfaction. As vehicle technology evolves, we must continue to provide this advanced training for our collision repair team. And, it means we can send our insurance partners and fleet providers a list of ready and capable stores to handle their repair needs.”

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 35

SEMA Show Goes On

Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.

WD-40/PowerNation Jeep Debuts at SEMA 2014 with Ed Attanasio

WD-40 Company and PowerNation pooled their skills and resources together to create a custom, off-road Jeep that debuted at the SEMA Show that wowed people all over the world for four days. This amazing vehicle will go to one very lucky winner in June 2015 via a sweepstakes sponsored by WD-40 and promoted on PowerNation’s TV shows.

went into building the WD-40 Specialist Xtreme Machine before putting their hat into the ring to win it via the sweepstakes,” said Tim Lesmeister, vice president of marketing for WD40 Company. “The PowerNation team did a phenomenal job building something that’s both head-turning and unique, and the guys used a lot of our top-of-the-line WD-40 Specialist products in the process.” Ian Johnson, host of PowerNation’s “Xtreme Off-Road,” was on hand to sign autographs at the SEMA Show inside WD-40 Company’s booth and discuss the vehicle he helped to create in conjunction with WD-40. “We’re proud and pleased to be working with a major name like WD-40,” Johnson said. “The Before it was the WD-40 Specialist Xtreme Machine that Xtreme Machine is truly exappeared at this year’s SEMA, it was simply a 1990 Jeep treme in many ways and we Wrangler YJ went all-in with this vehicle.” The custom 1990 Jeep Wrangler WD-40 Brand Manager Shannon YJ, dubbed the WD-40® Specialist® Edwards gave a little perspective on Xtreme Machine, has an aluminum the history of WD-40’s custom vehibody and tube chassis and is equipped cles, all of which have appeared at with an LS engine, 42-inch tires and SEMA over the years. “This is now coilovers throughout. Located as a feaour seventh vehicle and we’re always tured vehicle in the hallway outside of trying to make the next one the best the North Hall, this Jeep was getting a one,” she explained. “The WD-40 huge response during the entire SEMA show, which is pretty impressive when you consider that all of the world’s best custom vehicles are always there. PowerNation, a twohour block of four automotive shows that air on NBC Sports Network, SpikeTV, the CBS Sports Network, PowerNationTV.com and the PowerNationTV app, includes “Xtreme Off-Road,” “Engine Power,” “Truck Tech” and “Detroit Muscle.” The WD-40 Specialist Under the direction of PowerNation’s Ian Johnson and with some help from the students at UTI San Diego, this Xtreme Machine vehicle is the amazing finished product build will be featured on two episodes of “Xtreme Off-Road” Specialist Xtreme Machine that we in January 2015, with a sweepstakes built with PowerNation is an amazing to give away the vehicle running Jan. Jeep. We wanted an off-road vehicle 2 – May 31, 2015. this year, so we pitched the people at “TV viewers will get to see the PowerNation and they said yes. Ian hard work and attention to detail that wanted to take a stab at it and it was

36 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

This year’s vehicle can be won through a sweepstakes, so that anyone who signs up can walk away with it, Edwards said. “We did it this way, so that any pros or Joes out there can take this thing home, if they’re lucky. You don’t have to know anyone and you don’t have to be rich to own the WD40 Specialist Xtreme Machine and that’s why we decided to give it away via a sweepstakes.” Once again this year, young body technicians in training worked on the vehicle to make it as spectacular as it is today. “The students at UTI San Diego stepped up and did a lot of the work on this vehicle,” Edwards said. “We’re happy that they were able to contribute, because we want to start these young people in the right direction in their careers in the collision industry. These projects allow us to educate and mentor these students as they get some real-life experience along the way.”

obviously a smart decision. Of the seven, five have been for charity; it has been a great program. We’ve raised more than $750,000 for charities raised by auctioning those five vehicles.”

Ian Johnson from PowerNation partnered with WD-40 on this year’s SEMA vehicle

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Enterprise’s ARMS Application Helps Shops Track Cycle Time and Benchmark Performance by Stacey Phillips, Assistant Editor

A website application developed by Enterprise Rent-A-Car 15 years ago has evolved to become an industry standard to help shops track their cycle time and benchmark their performance against others in the collision repair business. Enterprise’s Automated Rental Management System (ARMS) tracks length-ofrental (LOR) data, which Frank LaViola, Assistant VP of Collision Industry Relations, said can improve a shop’s performance by increasing operating efficiencies, enhancing customer service and streamlining communications with insurance companies and customers. With more than 13,000 users, ARMS was originally built in 1999 as a communication tool for auto body shops to report to Enterprise on the repair status of a vehicle. The information was then passed on to the insurance company. Prior to the introduction of ARMS, Enterprise would typically call the collision repair center for an update. “As the number of claims and customers in need of rental cars grew, it became more burdensome for the body shops and the insurance companies to manage the communication,” said LaViola. “When we launched ARMS, we were ahead of the time. Now, ARMS has become a mainstream tool for the majority of collision re-

pairers out there.” Enterprise began sharing LOR information with collision shops five years ago in response to requests from the industry. LaViola, who has worked at Enterprise since 1992, said they sat down with their business partners, individual collision repairers and MSOs and came up with a variety of ARMS reports. After tracking data for more than a year, they have found the cycle time is actually going up. The U.S. average length of replacement rental increased to 11 days in the third quarter of 2014, which was a slight increase over the average third quarter LOR for the last five years. “I think a lot of us would think it would be going down because there is more awareness,” said LaViola. He attributes the increase to several factors, including severe weather conditions. In addition, the number of shops in operation is declining, which he said has been an ongoing process. He said there were approximately 80,000 shops in the U.S. in 1980 and now there are about 34,000. The complexity of vehicles is also a big factor. “It isn’t like five years ago when you could just pound out a dent, and send a car on its way,” he said. “Now you’ve got sensors on vehicles that require you to only use so much paint. Too much paint can cause the sensors not to work because of

the mil thickness.” The free application can be integrated with over 20 body shop management systems, including Mitchell Repair Center, ProfitNet, Rome Management Software and Summit Software Solutions. LaViola estimated that 30 percent of shops currently have a management system that tracks cycle time. Although he said this is a great mechanism to measure productivity internally, the challenge has always been the interpretation of when the cycle time begins. “Three different shops using the same management system can actually have different interpretations of when cycle time starts and ends. Enterprise’s ARMS length-ofrental data helps give shops a more consistent measurement of cycle time.” Enterprise’s LOR has become such an important part of the industry, according to LaViola, because it’s based on the bill dates of the rental, which includes the open date of the rental contract to the last date they bill an insurance company. Using ARMS, shops are able to upload the date into their management system and it will automatically feed the repair status and estimated completion dates to Enterprise and the insurance company. They’ve received positive feedback from shops regarding the reporting, said LaViola. Not only has it decreased the phone calls made, it has also taken away a

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lot of the double keying that is done. Chris Pohanka, VP of Operations for Pohanka Collision Centers of VA and MD, said ARMS has helped him shave off more than two days of cycle time. With 12 locations, Pohanka said they have been using ARMS since it was first introduced. “Currently, we utilize it to manage our cycle time by way of the LOR report,” he said. “With it, we can identify opportunities to reduce cycle time. We find it a tremendous tool.” He stressed how critical it is to have target dates entered correctly in the management system so it is seamlessly transferred into ARMS. “This gives a good indication of the forecasted cycle time and shows what vehicles and files are pending and which ones are closed,” he said. One of Enterprise’s goals is to input the year, make and model of the car into the ARMS application. Since luxury vehicles often take more time to fix than domestic vehicles, shops will be able to track cycle time based on their mix of vehicles. “You can’t improve what you don’t measure,” said LaViola. “When I show collision repair centers what their cycle time is, and they start evaluating their processes within the shop to reduce that cycle time, that’s when the homerun hits. That’s when they’re able to drive themselves to hit those numbers and achieve those goals.”

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www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 37

Continued from Cover

Pro Spot Shines

close look at the assembly process for the top of the line welding and repair products. As one of the manufacturer’s approved by Ford to supply aluminum repair equipment for the collision repair industry, Pro Spot is also well known for its resistance spot welding equipment. In particular, Pro Spot was approved by Ford to supply their Collision Repair Program with SP Pulse MIG welders, Aluminum Dent Repair Stations, Fume Extractors and the SPR Riveter. Ron Olsson, the company’s founder and president, an electrical engineer, grew up in Sweden before moving to California in the 1980s. With a passion for riding motorcycles, Olsson’s inventive engineering started by creating a frame straightening machine for motorcycles. He soon realized there were more cars on the road than motorcycles and opened Pro Spot in 1986 to focus on creating quality collision repair equipment for vehicles. Ron’s daughter, Ashley, the com-

pany’s Director of Communications, explained about the different products Pro Spot designs and builds and gave us a brief history about the company. She recalled memories of the early days of the business and the change they’ve experienced over the years.

Ashley Olsson demonstrates how welder assemblage begins with aluminum billet stock

Now settled after moving two years ago to its fourth location, Pro Spot manufacturers more than 30 products. With nearly 100 employees at their facility, the company owns and manages its own machine shop, a research and development department, a fabrication facility and production lines for various welders.

Victoria Antonelli’s First Welding Experience

When I-CAR-certified instructor Toby Chess told Stacey and me he wanted to teach us how to weld steel, we looked at each other nervously, and proceeded to say how excited we were. I never thought I’d be taking a welding class as part of my job, but I also never expected to become an automotive journalist, so I guess it comes with the territory. The nervousness and excitement returned when we arrived at Pro Spot International. By the end of our tour of the facilities, I was looking forward to getting my hands on the state-ofthe-art welding equipment. Before I knew it, I was putting my gear on. The mask and eye protection felt awkward, but I appreciated their purpose. Toby explained the equipment Victoria Antonelli’s (right) first welding further before we used it, cracking experience as Toby Chess casts a critical eye. jokes and asking surprise questions at every turn—just to make sure we were paying attention. I watched Stacey complete her first MIG weld with flying colors, and then it was my turn. Toby guided my hand, and proceeded to tell me numerous times to slow down as I moved the wire from top to bottom, sparks flying the whole time. That was fun! I did the same one a few more times, and after only a couple of tries, I was able to successfully complete a MIG weld on my own. I couldn’t wait to take pictures of my completed weld, and a selfie with my mask on. “You two are better than a lot of the full-time guys that come in here,” Toby reassured us. Next was the Spot Weld. This one gave me a little bit of trouble, but then again, drawing circles always has. Toby patiently worked with me until I came close enough to completing a small circle with a filled-in spot. After more pictures and gear removal, we headed back to Autobody News, feeling accomplished and ready for our next challenge—welding aluminum! This time I’m going to do my homework first. 38 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

Stacey Phillips’s First Welding Experience

Looking through my heavy mask, I was carrying the torch with shaky hands and holding my breath. Then I saw the first sparks light up the room. I realized at that moment that I was actually welding. With an abundance of patience and his trademark sense of humor, Toby Chess from I-CAR Training & Certification, recently spent a good part of his morning teaching Victoria and I how to weld. First, he gave an overview of the type of welding we would learn – MIG weld brazing. That’s metal inert gas, he explained. The advantage of MIG brazing is the lower heat input. The wires typically used for MIG brazing have a melting temperature of 1,000 degrees, which puts less heat on the vehicle’s panels. After installing the wire, Toby talked about gun angle. Whether welding steel or aluminum, he stressed the Toby Chess (left) and welding student Stacey importance of always holding the gun Phillips (right) work on her first weld using at 80 degrees. Pro Spot’s MIG welder. He gave a quick demonstration of the weld we were going to do using the state-of-the-art Pro Spot welder we were lucky enough to learn on, and I was ready. Mask on. Gloves up. Glasses down. After completing my first weld, Toby put it to the test: did it fall apart under stress? He said I passed with flying colors. Now I was hooked and wanted to learn more. However, I realized it takes more than just skill and training. If done improperly during a collision repair, a poor weld can compromise the vehicle’s structural integrity. I may have just welded sheet metal, but what I really learned are some of the challenges real technicians face. Realistically, how would a collision repair shop hire one? Shop infrastructure and equipment are both important components as well. I-CAR offers these help with their courses as well as an on-site assessment. Looking back at my first welding experience, it gave me a better appreciation for all of the technicians who weld on the vehicles we drive everyday. A proper weld can save lives. What’s next? I asked Toby. Learning how to weld aluminum... Stay tuned.

Ashley said the benefit of manufacturing the equipment on-site is the ability to maintain the quality of their products. “We’re really big on qual-

Toby Chess is flanked by editors Stacey (left) and Victoria (right), who showed Toby enough ability to get to the next class

ity, we have control to make sure each product leaving our facility provides our customers with the best product available.” This past summer they visited Ford’s Deerborn Plant near the Detroit River, where Ford started building cars in the 1920s. Inspired by Henry Ford, Olsson modeled some of his own business

practices on Ford’s ideas. “Ford did everything he could so that there would be no bottlenecks in his production process,” said Ashley. “He had his own trains, trucks, forests, etc.” Like Ford, Ashley said her father is a true inventor and visionary. “For example, we were at Ford walking around, an idea came to him and immediately he’s drawing out designs for new equipment on the first sheet of paper he can find,” she said. Pro Spot has worked with Ford over the last five years in regards to the F-150. “Ford really considered the repairability in the design process,” said Ashley. “This is huge because we’re working with them on the possibilities of creating a collision repair program.” “With Ford announcing they are making America’s best-selling vehicle, their F-150, out of aluminum,” said Ron. “Any body shop anywhere, wherever they are, is going to be fixing a few F-150s every month and some of them are going to be doing it See Pro Spot Shines, Page 41

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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.

CAA Gets a New Web Site with More Features and Better Navigation with Ed Attanasio

Sprucing up your web site is like remodeling your house. You want it to look nice and you want your visitors to feel comfortable. You want people to come and stay for awhile and find your address easily and quickly. The California Autobody Association (CAA) recently launched a new web site for its members and consumers and now www.calautobody.com is the organization’s new residence online. CAA Executive Director, David McClune is pleased with the result and many of his organization’s 1,000plus members seem to agree. “Our developer, Optima Automotive, did an outstanding job on our new site,” McClune said. “It’s easy to use and it doesn’t look cluttered. The site provides a way for businesses to join online, an interactive calendar of events, a consumer advocacy section, chapter information, hot links, direct access to regional managers, and a ‘Find a CAA Shop’ feature for consumers. Our members have given the site some great reviews and once they work with it more, I’m confident that they’ll learn more about it and how they can use it to be effective within CAA.” Mark Claypool, President and CEO of Optima Automotive, spearheaded the development of the new CAA site. His company has produced more than 300 automotive-related web sites since opening its doors six years ago. “An association web site should be built with the member in mind, first and foremost,” Claypool said. “CAA members do the same things any member of any trade organizations does - paying dues and participating in association and chapter meetings. But, maybe most impor-

tantly, they run their businesses in this challenging industry. There’s only so much time in the day and that’s why there is nothing more frustrating than a poorly-designed association web site that members struggle to navigate through. Therefore, making a web site simple, easy to navigate, intuitive and proactive is what they deserve, and is beneficial for member retention and attraction and that was our CEO Mark Claypool main objective in and his company Optima Automotive building a new designed the web site for CAA.” California Autobody Optima also Association’s new built the new CAA web site that has web site in responmore features that both members and sive design. “Reconsumers can use sponsive design is taking the web by storm,” Claypool said. “A large percentage of CAA members are likely to be accessing the CAA web site from mobile devices - smart phones, iPhones and tablets, for example. A responsive design web site allows the site to be applied at different browser widths. This means that the site will automatically be altered based on the size screen the visitor is using, making their experience as visually and navigationally satisfying as possible.” The site will have a simple-to-use calendar the CAA staff and board members may use to schedule events, chapter meetings, etc. “This way, officers can easily add events to the calendar and keep all of their chapter members in the loop,” McClune said. “By constantly keeping connected to the membership, everyone can be effective and now we have the ability to

Hertz Introduces New Web-based HIRS Tool The Hertz Corporation introduced a new web-based portal, HIRS for Repair Shops. Developed in conjunction with the software company Information Builders, HIRS for Repair Shops assists shops in managing their key performance indicators and provides real time rental reporting. The tool was created to help repair shops reduce in-coming phone calls, give real time access to customizable reporting and manage Hertz rentals all in one place.

Set to launch in the first quarter of 2015, shops recently had the opportunity to demo the product and sign up for service during SEMA. “Hertz is committed to growing its network of neighborhood locations that service the collision repair industry,” said Hertz Senior VP John Holt. “Our new HIRS web portal was developed to assist shops in managing their performance and to provide real time Hertz rental reporting.”

40 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

continually update the information on the site, which is huge.” The new CAA site has a consumer section where people can search for member shops via zip codes. “We made this as easy as we could, so that people looking for member body shops can locate them quickly and easily,” Claypool said. “Everything is go, go, go today and if a consumer can’t find the information they need fast, they’ll move on, so we made this feature as intuitive and easy to access as we possibly could.” In addition, CAA’s new site has a link to LinkedIn groups, private to the CAA and also private to each chapter. “These LinkedIn groups make for a simple, affordable way to push communications to select members about events, milestones, legislation, etc.,” Claypool explained. “A step-by-step how to sign up on LinkedIn is provided on the site for members to get set up. Key events and actions can be pushed

through the suggested LinkedIn group designated for legislative purposes. This means that communications will link members on the world’s-leading professional networking site and also makes it possible to save CAA money. Rather than spending a significant amount of money to program this capability into the CAA site, why not take advantage of the technology that already exists and take advantage of all of its other residual benefits?” The new CAA web site went live in October, so that members can offer feedback as they tweak it. “The site will continue to evolve over time with member input and as times and technology change,” McClune said. “We want to have the best site we possibly can, and by developing it using Word Press, we can make changes seamlessly.” Visit CAA’s new home online and look around. You’ll be impressed by its easy navigation, clean look and numerous features.

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3M™ Automotive Offers Products and Processes for Aluminum Repair

Preparing for aluminum repair is a big challenge, considering the investment, shop renovations, new processes and training for the repair experts. 3M Automotive Aftermarket Division is helping shops better understand what’s needed to efficiently handle aluminum repairs, including standard operating processes, tools, training and products for disassembly, re-assembly, sanding and paint preparation. Aluminum has several unique characteristics compared with other vehicle materials such as steel. Repairing this heat-sensitive metal requires use of advanced repair techniques and methods. That means updated training and key equipment. In addition to knowledge, the shop must have the dedicated space to make the repair within a clean room containing separate tools, where technicians perform all welding, bonding, riveting, sanding, grinding and structural procedures on aluminum components. 3M has been working with OEMs for several years to validate the tools, products and processes for aluminum repair. Now, shops can implement 3M’s portfolio of products, tools, SOPS and materials to repair aluminum-body vehicles. “The key in handling non-structural or structural aluminum repairs is

to create an entirely separate environment from the rest of the shop to avoid contaminating aluminum with iron oxide components that can cause corrosion. Contamination can lead to adhesion and paint failures, which translate to re-work and damaged parts that impact KPIs,” said Shawn Collins, Technical Expert for 3M AAD. “Most shops create their clean room by using a curtain structure or by utilizing a separate room or building. Regardless, aluminum repair will require a separate tool cart with an entirely separate set of tools, products and materials used only for aluminum repairs. Additionally, self-generated vacuum tools from 3M AAD can provide low-cost dust extraction.” Separate safety equipment is also important, as technicians will need dedicated respirators, eye protection and gloves for aluminum repairs. 3M also makes the seam sealers, premium body fillers, undercoats and abrasives that can be used on both aluminum and steel. Premium 3M AAD body fillers and glazes contain adhesion promoters and are approved for use on aluminum. For sanding, 3M AAD recommends the 3M™ Cubitron™ II abrasives.

Although the aluminum panel bonding process is often slightly different than the steel bonding process, the 3M™ Panel Bonding Adhesive is also compatible and OEM approved for aluminum. 3M Panel Bonding Adhesive has been used to bond aluminum panels for nearly 20 years and is specifically recommended by Ford for the repairs to the 2015 Aluminum F-150. Panel bonding adhesives undergo extensive testing in order to be specified by a car maker. 3M automotive Aftermarket Division also now has available Standard Operating Procedures for aluminum repair. Visit 3MCollision.com/aluminum for more information. For more information about 3M products and solutions for aluminum repair, contact 1-877-MMM-CARS, contact your local 3M Distributor or 3M Sales Representative or visit the website at www.3Mcollision.com

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Pro Spot Shines

everyday.” In order to meet this need, Ron said the company is focused on supplying the necessary equipment to collision repair shops. “We work with the technicians, using their feedback to make sure our equipment is user friendly,” said Ashley. They designed a special research and development area where engineers can build new things and test them out. During the tour, Ashley explained some of the challenges with aluminum during the repair process. “Aluminum doesn’t have a memory like steel and is also sensitive to heat. The repair process requires a different approach. It’s not impossible, it’s not harder, it’s just different,” she said. “These shops are just going to have to learn a new procedure for preparing the aluminum.” “You can’t weld on aluminum the same way you would on steel because on a spot weld pressure and heat creates a resistance,” said Ashley. “With aluminum, you can’t heat it up because it becomes brittle and will break.

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CarMax Returns to AutoTrader & Cars.com

After a 16-month hiatus, CarMax Inc. started posting inventory on Cars.com and AutoTrader.com in October 2014, according to reports by David Barkholz at Automotive News. Although third-party shopping sites reach a wider audience than some of the most wellknown auto groups according to senior automotive analyst at Bloomberg Intelligence, Kevin Tynan, the fees can be a deterrent. Dealers vouched it can cost $3,000 to $25,000 a month to get a prominent online position on Autotrader.com or Cars.com. Pricing depends on the advertising package and the number of vehicles listed. A dealership group executive said tht a store paid $16,000 a month to list 150 vehicles on AutoTrader.com. Barkholz reported that Carmax’s net profit and revenue jumped more than 10 percent in its fiscal quarter ending Aug. 31 vs. the year-earlier quarter, total vehicle sales at the company’s stores open at least a year stalled at 0.2 percent yearover-year growth. Tynan said CarMax stopped using these sites during the recession, which reduced supply of available used vehicles. More latemodels will be coming off leases shortly so these websites are profitable again.

I-Car’s 2015 Ford F-150 Training and Education

I-CAR held presentations, discussions and training focused on the 2015 Ford F-150 throughout SEMA 2014. The company also brought members of Ford’s Service Engineering team to the SEMA Collision Repair & Refinish stage to present, “2015 F-150 Collision Repair Program.” I-CAR held its 2015 Ford F-150 Structural Repair (FOR06) course at SEMA. FOR06 is a six (6) credit hour, instructor lead, course that satisfies training for I-CAR collision repair and insurance roles including Aluminum Structural Technician. Students learn material-specific training that highlights the processes associated with aluminum repair of the Ford F-150. Since the launch of FOR06 in May, I-CAR has seen an overwhelming demand for both FOR06 and Aluminum Welding Training & Certification™. Over 5,500 repair technicians and 3,300 insurance APDAs completed FOR06 and over 2,200 more professionals have earned their Aluminum Welding Certification. “This really tells us that the industry is hungry for relevant, timely, and vehicle specific training,” said John Van Alstyne, CEO & President, I-CAR. “

Continued from Page 8

MDL and Insurers

from a repair facility that is not part of our Select Service program.”

The ‘Movement’ Perretta said the next step for the ‘Movement’ is to continue encouraging more shops to get involved. “If they feel the way I feel and a lot of others

feel, the only way to stop that is to get on board with us,” said Perretta. Meanwhile, shops are gathering documentation on the allegations being made. “It’s not a matter of what we say. It’s a matter of what we give them and show them.” Another trip to Congress is also on their agenda. Autobody News reported on their September trip to Washington D.C. in the (last) November issue of the

magazine. The goal is to educate the house and senate about the 1963 Consent Decree, in hopes of getting the law enforced by U.S. Attorney General nominee Loretta Lynch. Autobody News will continue to follow this story and keep readers upto-date about developments with the lawsuit. More information about ‘The Movement’ can be found online: www.TakingBackOurIndustry.com

Nissan Introduces Certified Collision Network Consumer Referral Program

Nissan announced major new enhancements to the Nissan Certified Collision Repair Network program on November 10, launching a consumer-focused referral initiative that ties Nissan vehicle owners with Nissan Certified Collision Repair Providers. To enhance relationships between certified shops within the network and Nissan owners, Nissan North America is launching an On-Demand-Marketing (ODM) tool. The tool simplifies marketing for certified shops through a one-stop-shop process that grants them access to Nissan owners geographically. Now, Nissan Certified shops can send marketing messages via mailer or email promoting their certified shop location directly to Nissan owners. The Nissan Collision Repair Network combines Collision Shop Certification, consumer awareness and education ele-

GM Demonstrated Rail Saver Repair System at SEMA

General Motor’s Dealer Equipment Solutions has developed the The Rail Saver Repair System tool for collision repair technicians. The company said it was designed by an auto body technician to help fellow technicians efficiently repair frame rails and side members from the inside out. TG Products’ Tim Gerhards held a demonstration of the rail saver at SEMA. “The Rail Saver Repair System was tested and approved by General Motors for use on both full-frame and unitized vehicles,” said the GM Collision Repair Technology Center Manager at GM. “This product works on steel, high-strength steel, and aluminum body components. This tool will help pin-point the damage location to ensure accurate repairs from the inside of a frame rail working outward,” For more information visit www.GMDEsolutions.com or call 1-800-GM-TOOLS.

www.autobodynews.com CHECK IT OUT!

42 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

ments, along with shop locators to ensure that Nissan customers can locate a certified repairer. This program assures that certified collision shops have the right tools, equipment, training and facilities to repair Nissan vehicles. “In some cases, Nissan customers have endured a collision repair experience—and the resulting repairs—that have been controlled by third-parties who don’t necessarily have the customer’s best interests in mind,” said Mark Zoba, Collision Parts Manager, Nissan North America. “Nissan values our customers and is willing to do whatever we can to enhance our customer’s experience. With this program, Nissan is addressing this critical issue by assuring their vehicle drivers are able to select certified shops that are able to properly and safely repair Nis-

san and Infiniti vehicles.” Nissan has teamed up with Assured Performance, a non-profit consumer advocacy organization and the third-party administrator for OEM Certification-Recognition programs. “Nissan’s bold customer referral program is the ultimate payoff for shops who are willing to re-invest in their business and retool and train to ensure they are able to properly repair the new generation of vehicles being introduced by all of the major automakers,” said Scott Biggs, CEO, Assured Performance. “This is a positive step for the entire industry. No business or person should be able to touch a vehicle if they are not equipped and trained to do it properly, and customers and insurance companies should not be paying for substandard work.”

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Website Connects Collision Shop Owners & Auto Techs: TalentMonger.com by Stacey Phillips, Assistant Editor

Finding and hiring new staff can often be a challenge for collision repair shops. Greg McVicker, a collision center manager in McMurray, Pennsylvania, recently launched TheTalentMonger.com website to help shops recruit employees based on their specific employment needs. “The whole premise of our site is that it’s proactive,” said McVicker. “You can go search for the person you are looking for versus spending the money to put an ad up and hoping that someone is going to respond to it.” Working at Budd Baer dealership and collision center in Washington, Pennsylvania since 2005, McVicker said one of their biggest challenges was to find qualified staff while their facility expanded. Established in 1975, they re-located in 2010 and added a two-story addition in 2014. “Through that time period I saw the same scenario play out over and over again where we tried to use traditional means of recruitment that are somewhat outdated for our industry,” he said. In addition to placing ads in the local classifieds and advertising on generic online recruitment sites, McVicker recalled spending nearly

$1,600 one week looking for technicians. After interviewing perspective employees who responded to the advertisements, he found that many didn’t have the necessary qualifications. Around that same time, McVicker became involved with the Alliance of Automotive Service Providers of Pennsylvania. He has been the local chapter President in Pittsburgh since 2008 and sat on the board of directors as the Collision Division Director of AASP-PA since 2012. Last year he began representing the association on the national board. As he was introduced to more and more shops, he noticed a recurring theme. “It became very clear to me that this wasn’t just an issue I was dealing with here in Pittsburgh,” said McVicker. “It was an issue that all over the country shops are struggling and trying to find and get connected with those people.” He said this led to the creation of the job search website. “That’s really the spirit with which TheTalentMonger.com came into existence,” said McVicker. “It was a way for us to eliminate the current recruiting process in the industry, save shop owners valuable time and money and get them connected with qualified techs.”

Quest Hires Former Martin Senour Product Manager

McVicker and his two partners, Erin Koen and Alan Shen, hired Impere Media in February to design the website. Seven months later it was launched nation-wide to the industry. Auto technicians are able to create a free profile highlighting their certifications, education and training. Owners and managers can also create a free profile for their shop, which allows them to search for potential employees who meet their specific criteria. Whether they are looking for a frame tech or a paint tech, when they are ready to contact a candidate, they can subscribe to the service to gain access to detailed information. As the site expands, McVicker said one of their goals is to reach out to the technical schools to give students a way to connect with the industry. Eventually, the plan is to give techs the option to relocate, which McVicker said would give shop owners access to a group of employees they might not otherwise have. They are also working with industry partners, such as SherwinWilliams, to help spread the word about the site. He encourages both job seekers and shop owners to check back regularly as TheTalentMonger.com continues to expand.

Quest Automotive Products has hired a new Director of Product & Color Management − Hermon Ferrell. Ferrell brings over 26 years of industry experience to Quest Automotive Products. His previous roles included Senior Product Marketing Manager at Sherwin-Williams. This role, among other senior leadership positions, has given Ferrell an opportunity at QAP to oversee color management, color development, all aspects of product management and new strategic business developments. In turn, Ferrell will focus on developing more forward-thinking tools and initiatives, leading to customer-centric product solutions and faster-to-market processes for QAP. “Mr. Ferrell’s passion for this industry and decades of experience is a huge advantage for QAP and our customers,” said Mark Flint, VP of Sales & Marketing, Paints & Coatings. “To grasp this industry and these products with such clarity and understanding is a rare thing. He fits our culture and shares in our goals.”

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NAPA/Martin Senour Unveil Custom 1966 Mustang at SEMA 2014

The Martin Senour Company unveiled a custom-built and custom-painted 1966 Mustang during SEMA featuring the Martin Senour Pro//Base™ Automotive Refinish System and restored by Chris Carlson Hot Rods in Mulvane, Kansas. The unveiling/press conference of the Mustang custom coupe named “Good Karma,” displayed a paint job featuring a custom Martin Senour color “Velvet Red” (based off the new Rod & Restoration Color Deck, color code: PCRS36). “We were very excited to partner with Chris Carlson Hot Rods during the custom development of this truly magnificent Mustang,” said Brandon Devis, Martin Senour Director of Sales. “The attention to detail and Velvet Red color is beyond stunning. It is truly a testament to a vehicle that has become an American icon, particularly as it celebrates the 50th anniversary of its launch this year.” Chris Carlson Hot Rods practically did a complete custom makeover on the traditional ‘66 Mustang. “One of my biggest things is that I’m a true custom guy. Normally a Mustang renovation is not a ‘real custom’ project to us. So in this case, we wanted to do a full-body system without losing the nice Mustang look,” according to shop owner, Chris Carlson. “When it came to the exterior modifications we chopped two inches and

extended and raised quarters one inch; a pancake deck lid; a frenched-in ‘68 Camaro rear bumper; custom fabricated the rear roll pan; custom fabricated wheel openings and side scoops; extended two

Good Karma Mustang unveiled at SEMA

side body lines; shortened the cowl 3.5 inches; and molded the complete front clip together,” said Carlson. “We then added a hood scoop, frenched headlights, custom grille, front bumper cut and tucked, custom fabricated inner fender panels; a custom fabricated firewall; and finally, a flush-mount windshield and back glass.” For the paint, Carlson said, “Working with the NAPA and Martin Senour guys was a tremendous experience. Collectively we chose to finish the car in a

customized version of Velvet Red, based off the new Martin Senour Rod & Restoration deck. We then gave it a double dose of reflective crystals; plus, a Dark Red flake racing stripe.” The new Rod & Restoration custom color program includes 200 colors made from a series of optically enhanced automotive paints containing special combinations of highly reflective additives. Depending on the project and what the end vision of the car is, the Rod & Restoration custom color program is available in three color categories, including: Exact Match OE Classic, BarrettJackson Modified Muscle Car and Rod & Custom. The Mustang coupe is named “Good Karma” in honor of Chris’s wife, Karma Carlson (it is, after all, really her car – as promised to her by her husband as far back as just their second date, in 1990). She recalls, “Chris said that someday he’d build me my Mustang. I rolled my eyes – it was our second date after all – fast forward 18 years and four kids later... Chris drove me to check out a car. It

was a forest green 1966 Mustang Coupe, that we bought in 2008. I loved it! The kids and I made lots of memories in that car and every time it broke down, Chris would have to come and fix it.” “It even broke down mid-parade and had to be pushed the rest of the way by our car club members. We finally decided to park it in the barn until we could do a complete custom overhaul on it,” continues Karma. “Life happened and six years passed. Chasing out the raccoon family and pulling that car out of the barn was a momentous day! I truly can’t believe this is the same Mustang that I taught my son to drive in, took my daughter prom dress shopping in and hauled home the world’s largest pinata for my younger boys. It took 24 years but Chris came through on that promise he made to me on our second date, and it’s gorgeous. I love the Velvet Red color; it’s such a beautiful, deep red.” For more information about Martin Senour paints visit www.martinsenourautopaint.com or call 1-800-526-6704. To learn more and share in the ‘Good Karma’ 1966 Mustang custom build, or to Like Us on Facebook, visit: https://www.facebook.com/Martin SenourAutomotive.

Sherwin-Williams Donates $170,000 in Products to CREF

Sherwin-Williams Automotive Finishes donated $170,000 in products to high school and post-secondary collision school programs through the Collision Repair Education Foundation (CREF). The products included mixing guns, orbital sanders, polishing pads, conditioning brushes, and much more. Instructors around the greater Chicago land area were invited to visit the Sherwin-Williams training facility in Burr Ridge, IL and select from 16 pallets of products, which will assist collision instructors in teaching proper collision repair with up-to-date materials. “Sherwin-Williams Automotive Finishes is proud to be working with the Collision Repair Education Foundation to make a difference in our industry by supporting secondary and post-secondary schools whose students are currently looking to enter into the collision industry and make it their career,” said Rod Habel, Sherwin-Williams Automotive Finishes’s Director of Training Operations. “Thank you to Sherwin-Williams for allowing our school to receive so much of their paint supplies. I know that running a collision program can be a demanding job with all of the budget restrictions and red tape, just to get a few items at our school, but I

must say Sherwin-Williams has come through for us,” said Kenny McMillian, Collision Instructor at Kennedy King College in Chicago. “We had a paint class that had started and for some strange reason the paint supplies that we needed to teach the class never got ordered. I started panicking and didn’t know how I was going to teach the class with no supplies, which was maxed out in the enrollment. Sherwin-Williams stepped up to the plate and donated the supplies we needed to teach the class. I am so grateful to the Collision Repair Education Foundation and Sherwin-Williams for helping to support the collision technical schools.” CREF Director of Development Brandon Eckenrode noted, “SherwinWilliams comes through for collision schools and instructors each and every year through product donations and instructor training. These types of donations are vital for instructors who have the expectation of providing highly skilled entry-level students but face smaller and smaller program budgets.” Industry members interested in helping high school and/or college collision school programs through CREF, should contact Brandon Eckenrode at Brandon.Eckenrode@edfoundation.org or 847-463-5244.

44 DECEMBER 2014 AUTOBODY NEWS | www.autobodynews.com

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Steeling Yourself for Changes—New High-Strength Steel Poses Additional Challenges According to 3M™ The collision repair industry is seeing more vehicles with high-strength steel, posing some new challenges for technicians. As OEMs push to meet future CAFÉ standards, they are looking to new alternative body materials that provide greater strength to meet crash and rollover standards, while also allowing them to lighten the vehicle to reach the 54.5 MPG goal for 2025. High-strength steel (HSS) parts present a challenge to body shops and body technicians for a number of reasons, including limited use of traditional repair methods for applying heat, pulling, hammering and sectioning. To create a safe and crashworthy repair with HSS parts, technicians now must use the proper equipment and tools to limit the amount of collateral damage to the host panel during panel disassembly and assembly. Tips from Branden Loesch, 3M Automotive Aftermarket Technical Service Engineer: “If you walk into a shop today, body technicians are likely using one of two tools to remove spot welds during disassembly – either a drill or a die grinder. There are other methods, like an oxyacetylene torch or plasma cutter that may have been used in the past for this operation, but we have finally

put those dinosaurs to rest with the drill or die grinder. “While die grinder or drill both work and get the job done, there are some concerns and negative impacts when using them. I see many technicians drilling to remove welds on vehicles today. This is always a challenging process because drill bits do not cut welds efficiently, and it takes a significant amount of time to remove all of the welds in a panel using a drill. They also have a tendency to damage the host panel, either through over-drilling and drilling into or through the host panel, or by missing a portion of the weld, resulting in tearing the panel when separating with an air chisel. “This leads to a loss of strength in the part and also extended repair times because the technician spends a significant amount of time repairing and straightening the flange prior to installing a new panel. Drills and drill bits can also send your material costs through the roof, especially on highstrength steel panels that require hardened drill bits that have a significantly higher cost and tend to have a shorter life span, which requires multiple drill bits per repair. “If your technicians prefer grinding, you must now be concerned with

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heat generation and burning of the host panel, which could alter its strength. There are also concerns with overgrinding and spark control/protection. To make a long story short, drilling and grinding can get the job done, but there is a much better way to do it.” Enter the 3M™ File Belt Sander and Cubitron™ II file belts. The 3M™ File Belt Sander tool was brought into the collision market in 2013 to help meet the technician’s challenges with spot weld removal and part replacement on today’s vehicles, especially those made out of high-strength steel. The 3M™ File Belt Sander provides improved control and speed, as well as reduced fatigue for those technicians who are using it in place of drills and grinders. Technicians can now cut through spot welds, and control their depth of cut much more accurately so they do not damage the host panel during weld removal. The 3M™ File Belt Sander is a tool that efficiently removes all the weld material, which significantly reduces the collateral damage done to the host panel during weld removal. The cutting action of the 3M™ File Belt Sander used with 3M™ Cubitron™ II file belts have significantly improved technicians productivity

IGA & SCRS Partnership

The Independent Glass Association (IGA) has joined the Society of Collision Repair Specialists (SCRS). IGA said its goal is to address education and industry best practices in relation to automotive glass repair and replacement services at collision repair companies. “We all share the common goal of providing quality repairs focused on safety while being fairly compensated and without obstruction from third-party administrators and their discriminative programs,” said Gary Hart, IGA Executive Director. “With the IGA’s support, we are confident that we can identify a lot of the commonalities and potential solutions that will ultimately benefit businesses in both industries. We are excited to have the support of membership from the IGA, and look forward to their participation with SCRS,” said Aaron Schulenburg, Executive Director of SCRS. SCRS members can apply for IGA membership at http://www. iga.org/scrs. The IGA is extending SCRS members $50 off any new membership through December 31, 2014 in addition to an IGA new member discount of an additional $50 off ($100 total savings).

throughout the process. The precisionshaped grain abrasive technology used in 3M™ Cubitron™ II file belts slice through high-strength steel and remove welds much more efficiently than traditional methods. This new Cubitron™ II mineral technology allows you to cut welds faster, allowing more welds to be removed with a single belt. Using the file belt solution also leaves your technicians with renewed energy, no longer having to use excessive force to get a drill bit or grinder to cut through high-strength steel. They simply have to put the belt in contact with the panel and hold it in place during weld removal, which leaves technicians with much less fatigue at the end of the panel disassembly process. The versatility and design of the 3M™ File Belt Sander allows your technician to reach welds in difficult areas that historically have taken a significant amount of time to remove. Now your technician can reach and remove these welds by quickly adjusting the file belt arm.

www.autobodynews.com CHECK IT OUT! Safelite Renews Annual Contribution to CREF

Safelite® Group renewed their annual contribution of $10,000 to the Collision Repair Education Foundation (CREF), displaying its commitment to the future of the collision industry. To advertise callSafelite’s Advertising Sales at: contribution benefits the industry by enhancing the 800-699-8251 Education Foundation’s ability to offer e-mail: to career grants and scholarships advertising@autobodynews.com and technical schools and colleges. The $10,000 gift from Safelite www.autobodynews.com will support the Education Foundation’s CREF fund, which allows the foundation to provide its annual student scholarships, school grants, and the annual Ultimate Collision Education Makeover $50,000 school grant. See the N “Training is critical for auto body and vehicle glass technicians,” said Jerry Beigel, Senior Vice President of Safelite® Solutions, the www.autobodyn company’s P&C insurance claims business unit. “Their craft impacts the safety of everyone on the road, and we are pleased to contribute to the future of our industry by supporting the CREF.”

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e-mail: www.autobodynews.com | DECEMBER 2014 AUTOBODY NEWS 45 shartman@autobodynews.com

Mitchell Fourth Quarter 2014 Industry Trends Report Provides Insights for 2015

Mitchell, a leading provider of technology, connectivity and information solutions to the Property & Casualty (P&C) claims and Collision Repair industries, announced on Nov. 5 the availability of its Industry Trends Report (ITR) for the fourth quarter of 2014. The report compares year-overyear data to analyze the key areas of growth within the industry and help P&C insurers, bill reviewers, payers and auto body repair shops make better business decisions. The ITR is delivered in two editions to address timely concerns for the auto physical damage and casualty industries.

In the Auto Physical Damage edition, vehicle repair speed remains a hot-button industry topic because turnaround time is a priority for all parties involved. Within that process, bumper covers are the most commonly damaged part and the first point where an appraiser exercises judgment to repair or replace. In the report, Greg Horn, Vice President of Industry Relations at Mitchell, analyzes the labor hours devoted to repair a bumper and whether time varies by the make of the vehicle or if bumper price impacts repair time. According to Horn, the industry “should be devoting more hours to

bumper cover repair because it is a demonstrable win-win-win for the shop, the insurer and the vehicle owner. But the repair must be a quality, durable repair. It also suggests that whether you are an appraiser or collision technician, you need to keep up with the latest repair products and materials. When was the last time you looked?” In addition to this trends analysis, readers will find the latest data on average rental car time and used vehicle market conditions. Mitchell offered a webinar, Industry Trends Live, on the Auto Physical Damage edition of the report. During

the webinar, Horn provided a deeper look into the trends, information and studies highlighted in this quarter’s ITR on Wednesday, November 12. First published in April 2001, Mitchell’s ITR now reaches more than 33,000 collision and casualty industry professionals and provides visibility into data-driven trends in the P&C market. The complete report is available at www.mitchell.com/industrytrends-report. For further collision repair and property casualty industry updates and perspectives, follow Mitchell on Twitter @MitchellClaims and @MitchellRepair.

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Acura TLX Earns Top Safety Pick+ Award

The 2015 Acura TLX, a new midsize luxury sedan, earnd the Top Safety Pick+ award for acceptable performance in the Insurance Institute for Highway Safety’s (IIHS) small overlap front test, good ratings in four other crashworthiness evaluations and a superior rating for front crash prevention. In the small overlap test, the driver space was maintained reasonably well, with maximum intrusion of about seven inches at the lower hinge pillar. The dummy’s movement was well controlled. Its head hit the front airbag and stayed there until rebound. The side curtain airbag also deployed and provided sufficient coverage to protect the head from intruding side structure and outside objects. Measures from the dummy sensors indicated that injuries to the left lower leg would be possible, but the risk of other injuries in a crash of this severity was low. Introduced by IIHS in 2012, the small overlap test is more challenging than either the head-on crashes conducted by the government or the Institute’s moderate overlap test. In the test, 25 percent of a vehicle’s front end on the driver side strikes a rigid barrier at 40 mph. The crash replicates what happens when the front corner of a ve-

hicle collides with another vehicle or an object such as a tree or a utility pole. The TLX replaces the TL and the TSX in Acura’s lineup. The new car does better in the small overlap test than the TSX, which earned a marginal rating, but not as well as the TL, which earned the top rating of good. Neither predecessor vehicle had available front crash prevention. The TLX has two front crash prevention options, a warning-only system that qualifies for a basic rating and another that includes both the warning feature and automatic braking. In track tests of the autobrake feature, the car avoided the target in four out of five runs at 12 mph and in all five runs at 25 mph, earning a superior rating. The TLX earns good ratings in the institute’s long-standing moderate overlap front, side, roof strength and head restraint tests. Good ratings in these tests, a good or acceptable rating in the small overlap test, and a front crash prevention rating of basic or higher are the requirements for the institute’s highest award for 2014, Top Safety Pick+. The TLX is the seventh vehicle from Honda/Acura to earn the award. Another three, including the TL, earned Top Safety Pick, which doesn’t require front crash prevention.

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Auto Care Association Releases 2014 Digital Collision Repair Trends Report

The Auto Care Association has released the 2014 Digital Collision Repair Trends report, an online 70-page analysis of data compiled from primary Auto Care Association research, federal government and independent research data sources. The report highlights the size and scope of the U.S. collision industry, including the paint, body and equipment (PBE) segment, with a brief analysis of the Canadian collision industry. It also includes analyses of factors influencing the collision industry, automotive collision insurance coverage and the Direct Repair Program (DRP). According to this year’s report, collision repair-related sales by industry repair shops dropped slightly (0.2 percent) in 2013 to $40.1 billion from $40.2 billion in 2012. Despite the drop in sales, the industry, since 2009, has managed a sustained growth at an annual rate of 2.2 percent, with most of the growth coming from the high-priced post-collision repair parts.Powered by Nxtbook Media LLC™, this digital publication re-

ACD Adds Collision Select to AutoLink™ Software

ACD, a national company that focuses in claims management, advisory, audit and technology solutions to the property and casualty industry, announced the release of Collision Select to its auto claims workflow management platform, AutoLink™. Collision Select is an enhanced feature within AutoLink™, which allows insurers to dispatch an assignment to any collision repair facility a vehicle owner chooses. Through ACD’s integrated response technology, the company said a repairer can quickly respond with required information eliminating the need to login to any system. Collision Select accepts any estimating software and can log digital imagery, video and all file types. “I’m very excited that we have added Collision Select to our AutoLink™ workflow technology. Our mission is provide every avenue of inspection for our clients whether it be Self(ie) Service™, a traditional appraisal or documentation from a repair facility,” said Ernie Bray, CEO of ACD. “Our goal is to provide a seamless solution that meets the needs of our clients and increases customer satisfaction.”

tains both the traditional design and high-quality content of Auto Care Association reports. This online production provides added value with many new functional enhancements.

Users can: ● Download Excel-based files, charts, tables and graphs that can be copied and pasted for presentations. ● Turn pages with the click of a mouse. ● View pages in a variety of sizes and formats. ● Quickly locate what you are looking for through a “word search” feature. ● Save material for future reference through the “bookmarks” feature. ● Print the entire publication.

Copies of the new 2014 Digital Collision Repair Trends report are now available at $125 for Auto Care Association members and $250 for non-members. The report can be ordered by calling member services at 301-654-6664 or email info@autocare.org. About the Auto Care Association.

CCC’s Parts Shopping through CCC ONE® Touch

Auto repairers often must go to multiple websites, place phone calls or send faxes to track down and purchase the parts needed to complete quality repairs. CCC Information Services recently introduced Parts Shopping, a new CCC ONE® Touch feature that offers repairers the ability to buy parts during the estimating process. “The introduction of the CCC TRUETM Parts Network in 2013 and the parts quoting and procurement functionality are key milestones in our strategy,’ said Joseph Allen, GM of CCC’s Automotive Services Group. “The announcement extends our efforts, making it possible for repairers to access live pricing and to buy parts during the estimating process, where critical buying decisions are made.” The Parts Shopping feature is available to users of CCC ONE Touch at no additional charge. Users can search for parts, view live pricing, add items to their shopping cart and purchase selected items. It is also configurable by the user, so unique terms and parts pricing that may be pre-negotiated with suppliers are automatically reflected for each item.

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