Autobody News April 2011 Western Edition

Western Edition California Nevada Arizona

29

YEARS

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Rich Evans Fronts Speed’s TV Hit Car Warriors

Autobody News’ Custom Columnist Rich Evans (kneeling) and the red-shirted All Stars take on a new blue-shirted Challenger team every week in Speed’s new TV hit Car Warriors

Rich Evans’ Car Warriors Interview by Ed Attanasio

Car Warriors is the new hit TV show on Speed. It’s the fastest, most actionpacked custom-car show in the channel’s history. Each week, the pros, an All-Star regular-cast team of eight renowned car builders, six men and two women, is confronted by a shop team of eight car builders, also pros but not so well-known. In three sleepdeprived 24-hour days, each team must take the same stripped down vehicle, which they see for the first time on day one, and turn it into an automotive work of art. What ensues is a marathon of frenzied car construction that taxes each team member to his or her limits.

It’s a grueling, intense, 72-hour, no-holds-barred car customizing build-off, in which the challengers—if they win—drive off in both completed custom vehicles.

But the All-Stars aren’t called that for nothing. In every episode they try to school the challengers in hard knocks by bringing their talent, drive, and creativity to a new level.

Needless to say, it’s a death match of egos, ideas, and energy, with a good amount of over-the-top diva behavior tempered by the occasional hissy fit. And we’re not just talking about the guys here.

See CAR WARRIORS, Page 46

Car Warriors airs on Speed at 6pm PST on Wednesdays

See facebook.com/Car Warriors, facebook.com/Rich Evans Designs or facebook.com/Autobody News for more in links and photos

VOL. 29 ISSUE 4 APRIL 2011

Japan’s Quake, Tsunami Roils US Auto Industry as Yen surges, prices likely to climb f there was ever any doubt that the auto industry is now a completely global enterprise, Japan’s devastating quake, wave, and nuclear disaster is proving that no automaker can go it alone. One week after the devastating tsunami the situation is still critical and most of Japan’s huge auto industry is teetering, costing the global industry hundreds of millions of dollars. ● On Thursday, March 17, American Honda Motor Co. Executive Vice President John Mendel sent a memo to U.S. Honda and Acura dealers saying the disaster in Japan will disrupt dealer orders into May. ● General Motors’ Shreveport, La,

factory, which builds the Chevrolet Colorado and GMC Canyon pickups, closed because it ran out of a Japanese part that it did not identify. GM said March 19 it is cutting unnecessary spending companywide as it assesses the impact of production

REGIONAL STORIES in this issue...

See Auto Tsunami, Page 9

SD CAA Chapter Discusses I-CAR . . . . . . . . . . . . . . . . . . . . . . . . .p. 4

AZ Senate Considers Texting Ban . . . . . . . . . . . . . . . . . . . . . . . . .p. 4

City Auto Body Moves to Larger Location . . . . . . . . . . . . . . . . . . .p. 6

CA and NV Bills Address Tire Pressure . . . . . . . . . . . . . . . . . . . . .p. 8

Pasadena-Foothills CAA Talks LKQ, SEMA, I-CAR . . . . . . . . . . . .p. 13

East Bay CAA Meets With EEEC . . . . . . . . . . . . . . . . . . . . . . . . . . .p. 14

CAWA Holds Aftermarket Summit . . . . . . . . . . . . . . . . . . . . . . . . .p. 18

911 Collision’s ‘66 Mustang For Local Charities . . . . . . . . . . . . . .p. 19

PAINT FOCUS ARTICLES in this issue...

Major NJ Shop Switches to BASF Waterborne . . . . . . . . . . . . . . .p. 11

BASF Sponsors Northeast™ 2011 Waterborne Panel . . . . . . . . .p. 47

Drying Waterborne in the Northeast . . . . . . . . . . . . . . . . . . . . . . . .p. 34

Paint Complaint Does Not Have to Mean an Unhappy Customer p. 38

COLUMNS in this issue...

Gonzo’s Toolbox—A Quick Diagnositic Scan . . . . . . . . . . . . . . . .p. 29

Franklin—Get on the Cosmetic Car Upgrade Bandwagon . . . . . .p. 26

Hey Toby—Keeping Your Shop Clear of OSHA Violations . . . . . .p. 51

Amaradio—Underqualified Repairers Hurt the Whole Industry . .p. 55 Danalevich—Shop Strategies for Savings: Business Insurance .p. 49

Yoswick—Repairers and Recyclers Improve Interactions . . . . . .p. 44

Rich Evans—Remaking a 41 Chevy with an English Wheel . . . .p. 53 Insurance Insider—DRPs and Fear . . . . . . . . . . . . . . . . . . . . . . . .p. 50

Espersen— Are You TSB Savvy? . . . . . . . . . . . . . . . . . . . . . . . . . .p. 22

Sisk—AASP/NJ’s Northeast™ 2011 Trade Show . . . . . . . . . . . . . .p. 32

Change Service Requested

P.O. BOX 1516, CARLSBAD, CA 92018

Presorted Standard US Postage PAID Ontario, Ca. Permit No. 1

2 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

Contents Schroeder - Bates Custom and Collision – “A

Company With a Heart for Community” . . 42

Tucson Charities. . . . . . . . . . . . . . . . . . . . 19

Sisk - AASP/NJ’s Northeast™ 2011 Trade Show

Aisles at the Meadowlands . . . . . . . . . . . . 47

Sisk - Keenan Autobody Cares about Cars,

Caucus Vote. . . . . . . . . . . . . . . . . . . . . . . . 6

Weaver - A Quick Diagnostic Can Seem too

While Driving . . . . . . . . . . . . . . . . . . . . . . . 4

Yoswick - Effort to Develop Collision Repair

Pressure Rules & Fines. . . . . . . . . . . . . . . . 8

Yoswick - Paint Complaint Does Not Have to

Wholesalers Assn. Holds Aftermarket

Yoswick - Recyclers, Repairers Look for Ways

Amended AZ Anti-Steering Bill Passes

AZ Senate Considering Bill to Ban Texting

Bills in California and Nevada Address Tire California/Nevada/Arizona Automotive

Summit . . . . . . . . . . . . . . . . . . . . . . . . . . 18

California’s Median Auto Insurance Rate

Decreases 3% . . . . . . . . . . . . . . . . . . . . . 16

City Auto Body in Simi Valley, California,

Moves to Larger Location . . . . . . . . . . . . . . 6

Dallas Repairer Donates to Local High Schools. 27 East Bay CAA Members Meet with

—A Wealth of Information for Shops . . . . 32

Charity, and the Environment . . . . . . . . . . 24 Good to be True . . . . . . . . . . . . . . . . . . . . 29 Standards Takes Another Step Forward. . . 40

Mean Unhappy Customer . . . . . . . . . . . . . 38 to Improve Business Interactions . . . . . . . 44

NATIONAL

ABRA Auto Body & Glass Announces New VP

of Auto Glass Division . . . . . . . . . . . . . . . 28

After Years of Debate, NCOIL Ends Aftermarket

Crash Parts Model . . . . . . . . . . . . . . . . . . 43

Representatives from Three EEEC Agencies . 14

Airbag Risk Prompts Recall of 144,000 Ford

Rates Survey . . . . . . . . . . . . . . . . . . . . . . 52

ASA Invites Collision Repairers to Washington

Insurance Hike . . . . . . . . . . . . . . . . . . . . . 15

ASA Opposes Proposed Ore. Right to

Texting Ban . . . . . . . . . . . . . . . . . . . . . . . 27

BMW Brands Plan Increased Use of

SEMA, and I-CAR. . . . . . . . . . . . . . . . . . . 13

CARSTAR Pres., Dan Bailey, to Return to

Georgia Collision Industry Conducts Labor Nevada Drivers React to Proposed Car

Oklahoma House Committee Approves

Pasadena-Foothills CAA Meeting Talks LKQ,

Pennsylvania Auto Safety Report is an “F” . . 58

Vehicles . . . . . . . . . . . . . . . . . . . . . . . . . . 12 to ‘Take the Hill,’ May 11 . . . . . . . . . . . . . 23 Repair Act . . . . . . . . . . . . . . . . . . . . . . . . 12

Carbon Fiber . . . . . . . . . . . . . . . . . . . . . . 12

Own Franchise . . . . . . . . . . . . . . . . . . . . . 25

San Diego CAA Chapter Discusses I-CAR

Conn. Association Pivots on Total-Loss

Toyotetsu Texas Wins Toyota Suppliers Award. 37

Groupon Succeeds in Helping Body Shops

Course Restructuring . . . . . . . . . . . . . . . . . 4

Wade Ford Atlanta Chooses an Alternative

Diagnostic Solution . . . . . . . . . . . . . . . . . 28

COLUMNS

Amaradio - Underqualified Repairers Hurt

Measure Bill . . . . . . . . . . . . . . . . . . . . . . . 20

Reach Out to New Local Customers . . . . . 23

IIHS: Big Rig Underride Guards Often Fail

in Crashes . . . . . . . . . . . . . . . . . . . . . . . . 20

Japan’s Quake, Tsunami Roils US

Auto Industry.. . . . . . . . . . . . . . . . . . . . . . . 1

the Whole Industry . . . . . . . . . . . . . . . . . . 55

LKQ Reports Record Financial Results

Waterborne for the Green Reasons . . . . . . 11

New Version of ALLDATA Manage 4.9

Attanasio, BASF - Switching to BASF

Chess - Make Sure Your Shop is Clear of

these Glaring OSHA Violations . . . . . . . . . 51

Indexof Advertisers

AASP/NJ’s NORTHEAST 2011 Show Fills the

for 2010. . . . . . . . . . . . . . . . . . . . . . . . . . 20

Enhances Electronic Parts Ordering With

Additional Selection of Parts Suppliers . . . 28

Danalevich - Business Liability Insurance:

NSF International Settles Spat with CAPA by

Espersen - Are You Technical Service

PreFab Ads Introduces Three New TV Spots

Evans - Remaking a 1941 Chevy Deluxe

Quake Damage Stalls Japanese Auto Sales

Franklin - Get on the Cosmetic Car Upgrade

Rich Evans Fronts Speed’s TV Hit

Insurance Insider - DRPs and Fear—Hope for

Texas-based Service King Will Acquire another

Remember to Review Your Policy! . . . . . . 49

Bulletin Savvy?. . . . . . . . . . . . . . . . . . . . . 22

Back-End with an English Wheel. . . . . . . . 53

Bandwagon . . . . . . . . . . . . . . . . . . . . . . . 26

a Reduction in the Number of Shops. . . . . 50

Dropping Suit . . . . . . . . . . . . . . . . . . . . . . 12

for Body Shops . . . . . . . . . . . . . . . . . . . . 16

in the U.S. . . . . . . . . . . . . . . . . . . . . . . . . 57

Car Warriors. . . . . . . . . . . . . . . . . . . . . . . . 1

MLO, Alamo . . . . . . . . . . . . . . . . . . . . . . . 23

Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Assistant Editor: Erica Schroeder Contributing Writers: Tom Franklin, David Brown, John Yoswick, Lee Amaradio, Rich Evans, Janet Chaney, Toby Chess, Mike Causey, Tom McGee, Ed Attanasio, Chasidy Sisk Advertising Sales: Joe Momber, Sean Hartman (800) 699-8251 Sales Assistant: Kristy Mangum Art Director: Rodolfo Garcia

Audi Wholesale Parts Dealers . . . . . . .54 Autoland Scientech . . . . . . . . . . . . . . .29 Automotive ID . . . . . . . . . . . . . . . . . . . .18 BASF . . . . . . . . . . . . . . . . . . . . . . . . . . .10 BMW Wholesale Parts Dealers . . . . . . .41 British Motor Car Distributors . . . . . . . .19 Buerge Chrysler-Jeep-Dodge . . . . . . . .17 Carlsen Volvo . . . . . . . . . . . . . . . . . . . .42 Chief Automotive . . . . . . . . . . . . . . . . . .9 Classifieds . . . . . . . . . . . . . . . . . . . . . . .58 Crevier BMW . . . . . . . . . . . . . . . . . . . . .14 Downtown Motors of LA (Audi, VW, Porsche) . . . . . . . . . . . . .47 Drew Hyundai-Volkswagen . . . . . . . . . .24 DuPont . . . . . . . . . . . . . . . . . . . . . . . . . .5 Elk Grove Toyota . . . . . . . . . . . . . . . . . .40 Enterprise Rent-A-Car . . . . . . . . . . . . . .55 Equalizer Industries . . . . . . . . . . . . . . .20 Ford Wholesale Parts Dealers AZ, CA, & NV . . . . . . . . . . . . . . . . . . .5 Galpin Motors . . . . . . . . . . .25, 30-31, 35 Garmat USA . . . . . . . . . . . . . . . . . . . . .22 GM Wholesale Parts Dealers . . . . . . . .48 Harbor Hyundai . . . . . . . . . . . . . . . . . .32 Honda/Acura Wholesale Parts Dealers .49 Hyundai Wholesale Parts Dealers . . . .50 Insurance Auto Auctions . . . . . . . . . . .12 Kia Motors Wholesale Parts Dealers . .39 LKQ . . . . . . . . . . . . . . . . . . . . . . . . . . . .59

Serving California, Nevada and Arizona, 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. ©2011 Adamantine Media LLC. Autobody News P.O. Box 1516, Carlsbad, CA 92018 (800) 699-8251 (760) 721-0253 Fax www.autobodynews.com Email: news@autobodynews.com

Western

REGIONAL

911 Collision’s Retro-Mod ‘66 Mustang for

Matrix . . . . . . . . . . . . . . . . . . . . . . . . . .27 Mattei . . . . . . . . . . . . . . . . . . . . . . . . . .19 Mazda Wholesale Parts Dealers . . . . . .44 Mitsubishi Wholesale Parts Dealers . . .57 MOPAR Wholesale Parts Dealers . . . . .33 Nissan/Infiniti Wholesale Parts Dealers .43 Normandin Chrysler-Jeep-Dodge . . . .18 PartsCheck Live . . . . . . . . . . . . . . . . . .60 Power Chrysler-Jeep-Dodge . . . . . . . . .7 PPG . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2 PreFab Ads . . . . . . . . . . . . . . . . . . . . . .16 Quality Stainless Products . . . . . . . . . . .6 Rare Parts . . . . . . . . . . . . . . . . . . . . . . . .4 RBL Products . . . . . . . . . . . . . . . . . . . .34 Rely-On Technologies . . . . . . . . . . . . . .34 Replica Plastics . . . . . . . . . . . . . . . . . . .51 Riverside Metro VW-Honda-HyundaiNissan-Mazda . . . . . . . . . . . . . . . . . .37 SATA Spray Equipment . . . . . . . . . . . .13 Scorpion Coatings . . . . . . . . . . . . . . . . .8 Sherwin-Williams . . . . . . . . . . . . . . . . . .15 Sierra Chevrolet-Honda-Mazda-Subaru .36 Subaru Wholesale Parts Dealers . . . . .45 Timmons VW-Subaru . . . . . . . . . . . . . .26 Toyota Wholesale Parts Dealers . . . . . .54 VIM Tools . . . . . . . . . . . . . . . . . . . . . . . .53 Volkswagen Wholesale Parts Dealers .52 Volvo Crash Wholesale Dealers . . . . . .56 Weatherford BMW . . . . . . . . . . . . . . . . .21

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 3

San Diego CAA Chapter Discusses I-CAR Course Restructuring The San Diego chapter of the California Autobody Association (CAA) held their monthly meeting on March 15 at Tom Ham’s Lighthouse in San Diego.

His final tip was to use blueprint drawers that are long and shallow to separate vehicle clips. At his shop he makes the drawers community drawers so all body technicians are using the same clips. He separates them by make and color. This eliminates a lot of duplicate spending on clips and makes the clips easier to find.

“When you think outside the box, The whole crew at Amato’s Auto Body in Sorrento Valley, Calif. you’re going to make more money,” said Amato.

The San Diego chapter is encourThe night’s invited speaker was aging members to share different efficiency techniques with the group at Gene Lopez, Southwest Regional each meeting, which they call “Tips Manager for the Inter-Industry Confrom the Top.” This month Paul ference on Auto Collision Repair (IAmato, owner of Amato’s Auto Body CAR). in San Diego, spoke about some tricks Lopez, who recently won the he uses around the shop to make CAA’s 2010 Darrell Mallot Award, spoke about I-CAR’s recent changes things run a little more smoothly. in front of about First Amato talked about those 30 attendees. Ivery particular customers everyone is familiar with. Amato said he puts a red CAR’s mission is star sticker on the front and rear of a car to have everyone when the owner is known to be very in the collision inparticular about their vehicle. This way dustry have the it is easy for everyone involved in the necessary knowlvehicle’s repair to anticipate the cusedge and skills to tomer’s expectations and reaction. achieve a complete Gene Lopez Amato also recommended that and safe repair. shops install an air dry system in their I-CAR recently restructured their paint booths. “You cannot shoot water courses and the requirements to be eiwithout a [good] air supply system,” ther a Platiunum Individual or a Gold said Amato.

Class Shop.

AZ Senate Considering Bill to Ban Texting While Driving

Arizona motorists could soon lose their ability to text, according to the East Valley Tribune.

They would, however, still be able to call. In fact, they even could watch a movie on their cell phones, play video games and even run a spread sheet calculation while barrelling down the road.

But that list of exceptions did not discourage Sen. Al Melvin, R-Tucson, from pushing ahead with his legislation to ban driving while texting. He said something is better than nothing.

“The sole motive of this bill is to save lives,’’ said Melvin of SB 1538.

Violators would be subject to a $50 fine, with $150 added on if there was an accident.

The idea drew derision from Sen. Ron Gould, R-Lake Havasu City.

Aside from all the exceptions of what drivers still could do with their phones, he said the measure is unen-

forceable because, absent a confession, a police officer will not be able to tell whether the device was being used for texting or something else.

“To which the officer then says, ‘Let me see your phone,’ to which the informed citizen motorist says, ‘Let me see your warrant,’ ‘’ Gould said.

He said that’s why the city of Phoenix, which already has such a ban, has had fewer than a dozen citations issued. But Melvin said that proves just having the law on the books is deterring motorists from texting.

Melvin did agree to create an exception for motorists who find themselves stalled in traffic jams.

“People could go ahead and text to their heart’s content,’’ he said. But they could not whip out their phones if the only reason the vehicle isn’t moving is because of a traffic light or stop sign.

The measure needs a roll-call vote before going to the House.

4 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

Lopez said I-CAR has spent the last 3 years getting feedback from the industry about how I-CAR can better meet their requirements.

“It is important to take programs relevant to your position,” said Lopez.

The new structure is also levelbased, which helps to support continuous development. This way employees

and shop owners aren’t just taking any courses to fill points needs, they are taking courses directed for what they will be doing every day on the job.

I-CAR has also revamped their website and their My I-CAR account options so employers can keep better

track of their course progress.

There are only about 4,000 ICAR Gold Class businesses nationwide. Lopez says this distinction can help businesses stand out.

“Be someone different than your competitors,” said Lopez.

The old course point standards for Gold Class businesses and Platinum Individuals can still apply until a business’s renewal date in 2011.

“We will make your technicians more efficient,” said Lopez.

He also mentioned that I-CAR is discussing making the program available to students at local community colleges. That way students are coming out of college with the type of training auto repair businesses are looking for.

For more information please visit www.i-car.com. If you are interested in learning more about I-CAR courses, please contact Gene Lopez at gene.lopez@i-car.com.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 5

City Auto Body in Simi Valley, California, Moves to Larger Location City Auto Body in Simi Valley, CA, has been in business for 31 years. Unlike a lot of local businesses that are downsizing, City Auto Body held an open house for their new, larger location on March 15.

The building cost about $2.5 million, including the property itself and the building costs for the shop—but it’s an investment White anticipates will pay off in the long run.

“We’re sort of a staple in Simi

Although the business will not be hiring any new staff to work in the new location, they did purchase and upgrade some new equipment for the space.

City Auto Body’s outside access to its new spray booth

yet, the building is finished and an open house was held on March 15.

White anticipates the business will move into the new building in the coming weeks.

The new City Auto Body is on an adjacent, albeit larger, lot from their current location

Owner Gary White decided to build his own shop on an adjacent property from the leased shop the business is currently located in.

“The new building is about 25% larger than the current place,” said White.

Valley because we’ve been here so long, but news of the new building will probably generate some new customers,” said White.

Although the business has not officially moved into the new building

The newly purchased vehicle lifts

Bays at the new building await cars

White said they put in a new Global heated semi-downdraft spray booth, along with the old spray booth they will be moving from the current location, and purchased some new vehicle lifts.

City Auto Body & Automotive 2045 Easy Way Simi Valley CA 93065 805-581-1671 www.cityautobody.net.

Amended AZ Anti-Steering Bill Passes Caucus Vote

An Arizona bill that could adapt the state’s insurance code to include language about auto glass inspections passed the state Senate’s majority and minority caucuses March 1, and now will proceed to the committee of the whole, and, after that, a third reading before the full state Senate, according to glassBYTES. The bill, sponsored by Sen. John McComish, contains several provisions related to the industry, including one that would prohibit insurers and third-party administrators (TPAs) from causing “a delay in the inspection of a policyholder’s auto glass condition in the handling of a policyholder’s claim regardless of which repair facility the policyholder chooses.”

Though the original bill contained a provision that would have prohibited insurers and TPAS from having a financial interest in auto glass replacement companies, that provision was removed by the Banking and Insurance Committee, which voted to pass the amended bill in February.

The committee also had voted to remove a provision in the bill that would have required that, in the case of an auto glass inspection, “the inspector must be a direct employee of the insurer or an independent party

who is unrelated and unaffiliated with any glass repair facility.”

The current language of the bill allows TPAs to recommend a glass repair facility to a customer, but requires when doing so, that they “inform the person of the right prescribed … to choose any glass repair facility for the repair of the loss relating to motor vehicle glass at the same time as making the recommendation or providing information.”

However, it prohibits independent adjusters, auto damage appraisers or claims inspectors from making a glass shop recommendation.

Sen. McComish said that the amendments to the original bill wording came from work with both insurance company representatives and representatives for Safelite.

“After talking with the insurance people as well as Safelite as well as those representing the independent installers, we decided to soften the bill to provide a penalty for those that are steering, as opposed to the original bill, which would alter the business model for someone like Safelite,” he said. “The revised version of the amendment provides penalties for those that do the steering, but doesn’t affect Safelite’s business model.”

6 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 7

Bills in California and Nevada Address Tire Pressure Rules & Fines A California state senator has introduced a bill to reduce the penalties auto repairers face if they don’t check the tire pressures on every vehicle they service, according to Rubber & Plastics News. Exempt from the regulations are auto body and paint facilities, auto glass installers, auto parts distributors, auto wreckers or dismantlers.

The California Air Resources Board issued its tire pressure rule Sept. 1, 2010, two days after the California Office of Administrative Law approved it. The OAL had rejected two previous versions of the regulation for not meeting the state’s standards for clarity and necessity.

Promulgated expressly for greenhouse gas reduction, the CARB regulation requires an estimated 40,000 auto service providers in California to check and if necessary adjust the pressure on the tires of every vehicle they service or repair up to 10,000 lbs. gross vehicle weight, except for motorcycles and off-road vehicles.

The regulation states that auto service providers must use tire gauges

with an error range of no more than 2 psi; have access to a tire inflation reference document not more than three years old; note on invoices that tire inflation was performed; and keep copies of the invoices for at least three years to make available to CARB inspectors upon request.

Tire pressure checks aren’t necessary if customers refuse the service or repairers deem the tires unsafe.

However, invoices must note why the checks weren’t performed.

According to a Frequently Asked Questions section on the CARB website dated October 2010, auto repairers were expected to begin complying with the tire pressure regulation immediately, but staff was available to help implement the rule and answer questions regarding compliance.

Garages also don’t have to wait for tires to cool down after being brought in for service to perform tire checks, the FAQ stated.

The regulation as currently written allows for fines of up to $1,000 per violation, but SB 211—introduced Feb. 8 by Sen. Bill Emmerson, R-

8 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

Hemet—would limit penalties to no more than $20 for the first violation and $50 for each subsequent violation.

This reduction would be a boon for California tire dealers and auto repairers, according to Terry Leveille, legislative representative for the California Tire Dealers Association.

“This bill is more of a fine-tune than a drastic change,” Leveille said.

“We accept the rationale of fuel efficiency, but if there’s a problem we don’t want any of our members going to jail. It should be akin to a seat-belt law.”

Leveille said that, to his knowledge, no CTDA member has been cited for violating the tire pressure law. “I don’t even think any of our members have been inspected yet,” he said.

Although CARB said it would have its staff go to repair shops to educate them about the new rule, Leveille said he hadn’t heard of that happening.

“They’re relying on organizations like us to get the word out,” he said. “But Sam’s Auto Shop in Mon-

tebello, without professional affiliations, might not have been informed.”

No hearings have yet been scheduled for SB 211, according to a spokeswoman for Sen. Emmerson.

Meanwhile, a Nevada state senator has introduced his own bill to force tire dealers and auto repairers to check vehicle tire pressures, arguing for the measure as a safety and energy-saving tool. Sen. Mike Schneider, D-Las Vegas, introduced the tire pressure legislation in the Nevada Senate.

SB 144 would require auto repairers to check and adjust the tire pressure on every vehicle they service or repair, or face losing their operating registrations. The Nevada Senate Committee on Transportation held a hearing on SB 144 Feb. 17, but took no action on the bill.

According to a report from the Las Vegas Review-Journal, Sen. Schneider touted his bill as a necessity on both safety and environmental grounds, but other senators questioned whether garage owners would be held liable if a tire blew out and caused an accident after being checked.

Continued from Page 1

Auto Tsunami

disruptions from the earthquake and tsunami in Japan. ● Toyota Motor Corp. and Subaru of Indiana Automotive Inc. slowed North American production to ration their parts. Toyota’s initial freeze in production has been extended until March 22. In an attempt to limit the financial losses that will come as a result of the production freeze, Toyota also announced its decision to resume the production of spare parts for vehicles already on the market beginning Thursday, March 17. ● Last week U.S. Customs directed all port operations to begin screening arriving Japanese sea and air cargo, including vehicles and auto parts, for radiation contamination. ● At Sonic Automotive Inc., the nation’s third-largest dealership group, Jeff Dyke, executive vice president of retail operations, said Sonic “is prepared to supplement our new-vehicle inventory with quality nearly new used vehicles should the manufacturing disruptions interrupt new vehicle

inventory supplies longer than currently anticipated.”

Automotive News Writer Lindsay Chappell reports that as Japan’s escalating disaster comes ashore in NorthAmerica, automakers, suppliers and dealers are preparing for what could be unprecedented shortages of parts and vehicles. ● While Honda was the hardest hit of OEMs in Japan, more than 80% of Honda and Acura products sold in the U.S. are produced in NorthAmerica, and the vast majority of automotive parts for Honda automobiles manufactured in North America are sourced in the region. ● Nissan Americas manufacturing operations plan to follow a normal production schedule for at least until Friday, March 25. The supply chain is being continuously assessed. Nissan said all North American manufacturing plants will continue to operate on schedule. It does not expect any shortterm impact on sales or availability of cars and trucks. In addition, the company has a 50 days’ supply of vehicle stock in North America or already in transit from Japanese ports. ● Autoliv Inc., the world’s biggest producer of car safety products like seatbelts and airbags, said production

had been halted at one of its three Japanese plants, although all the plants were undamaged. Autoliv supplies Nissan, Toyota, Mitsubishi, Honda, and Mazda. ● Mazda Motor Corporation previously announced the suspension of production at its Hiroshima and Hofu plants from the night shift on March 14, until March 21. ● Mark Fields of Ford said the company was assessing production on a day-to-day basis.

That it was GM—rather than one of the Japanese automakers, which depend on many parts from their home country—that succumbed first to the shortage shows how much the industry depends on far-flung suppliers. But Toyota and Honda have shut their plants in Japan until next week as they try to repair damaged facilities, assess the state of their suppliers and determine how to restart production safely.

“The modern auto industry has never faced a natural or human calamity on the scale of today’s crisis in Japan,” Michael Robinet, the director of global production forecasts for the research firm IHS Automotive, wrote in a report.

G.M. said its assembly plant in Shreveport, La., which makes a pair of compact pickup truck models, would be closed for at least a week, starting March 21.

The company said it would resume operations there as soon as possible, but gave no estimated date for doing so.

“Like all global automakers, we will continue to follow the events in Japan closely to determine the business impact, working across the organization to maximize flexibility, supply the most critical operations and effectively manage cost,” G.M. said in a statement.

Production at Ford Motor has not been affected, but officials are still assessing the situation, Mark Fields, the president of Ford’s Americas division, said. “It’s literally an hour-by-hour, day-by-day type of thing that’s going to unfold,” he told reporters at an event to commemorate the start of production of the new Ford Focus compact car near Detroit. “We have to first understand what is the situation there, and then we’ll determine the appropriate actions that we need to take.”

So far, all auto plants in North America have stayed open despite the See Auto Tsunami, Page 25

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 9

10 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

Switching to BASF Waterborne for the Green Reasons

by Ed Attanasio

As almost every body shop manager in this country knows, waterborne paint is a proven commodity in the collision repair industry and shops outside of California are gradually but decidedly heading in that direction. As federal regulations and air quality management agencies apply pressure designed to nudge more states towards lower VOCs, some body shops in parts of the country will undoubtedly resist change, while others will embrace it for its wide range of benefits.

Some multiple shop operators doing business in California have been able to leverage their experience in California to adopt waterborne elsewhere across the country.

For example, Sterling Autobody Centers announced last year that they have implemented waterborne network-wide, but that is not yet the norm. So it’s interesting that a large New Jersey collision facility went to waterborne recently not because the laws mandated the conversion, but because they wanted to take the high road in being green and helping both their employees and the environment.

They’re hoping that it will lead to more business, additional DRPs and an enhanced overall reputation throughout their communityKeith Holloway is the body shop manager at DCH Brunswick Toyota Collision Center in Brunswick, New Jersey, where he oversees the operation of a 43,000 square foot collision center and supervises 35 employees as they fix 230-250 vehicles per month, he said.

After DCH Brunswick Toyota Collision Center’s contract with another paint company’s solvent product last year, BASF’s eco-friendly Onyx HD waterborne basecoat system won out over several competing paint lines.

“We did some extensive research and BASF’s Onyx HD waterborne basecoat had the best performance and overall value for us. We took paint proposals from five different vendors, but BASF stood out because in the end they offered the best product and service package. We went with BASF because we thought they would help us grow, and we also learned that the Onyx HD waterborne basecoat system is compliant with the EPA regulations and the laws that are coming out in 2011 and 2012. That was definitely something we wanted to work toward, so that’s why we signed with the company.”

Holloway values BASF’s support and education. “We’ve been very impressed by their service and follow-

SHOP & PRODUCT SHOWCASE DCH Toyota Brunswick Collision Center Location: North Brunswick, NJ

Telephone: 888-512-7805 www.dchbrunswicktoyota.com Company At A Glance...

Type: Collision Repair

Facility Employees: 35

In Business Since: 2000 DRP Programs: Two

Number of Locations: One

Combined Production Space: 43,000 square feet

Keith Holloway, the new body shop manager at DCH Collision Center in Brunswick, NJ, was on the team that converted his shop to BASF’s eco-friendly Onyx HD waterborne basecoat system

through. We’re still testing our waterborne and tweaking the way we’re using it, and BASF has been by our side every step of the way. The paint is good, there’s no doubt. But what’s really pleased us the most is the support they’ve provided, especially from our BASF Business Development Manager Kent Leonard and Tom Smetanka, our jobber with Central Paint in Trenton, New Jersey.”

It wasn’t an easy conversion from solvent to waterborne, Holloway admitted, but in the end it’s paying off. “We’re still in the process to determine how compatible our production process is with the BASF waterborne product, and so far it’s doing a very good job for us. It did take us 6-8 weeks to get our staff up to speed with this product, and our painters did have to go to BASF’s training center in Maryland so they could get acclimated to the product and learn all of the do’s and don’t’s of working with it.”

Learning BASF’s waterborne system wasn’t a no-brainer, Holloway said. “It’s quite a bit different and the painters have to slow down to take their time with this waterborne. The paint is not as fast-acting as solvent, and I’m not going to tell you that it was easy. BASF has a great product and the process of applying it took us a while to get up to speed, but we’re now running very efficiently with the waterborne product.”

The federal requirements are going to get tougher in March, because certain high VOC products will be banned from use in body shops nationwide, Holloway explained. Paint technicians are going to have to get

more certifications for completing the proper courses to satisfy the federal mandates.

“Body shops nationwide will have to go through EPA inspections to show that what we’re sending out into the air is not going to hurt the environment,” Holloway said. “The process started one-and-a-half years ago when the EPA started sending out notices and informing shops that that things were going to start changing this March, little by little.”The state laws in New Jersey aren’t mandating the use of waterborne paint (yet), but Holloway is already reading the writing, or painting in this case, on the wall.

“They’re not forcing shops to do it yet, but we want to be ahead of the game when it goes into effect in 2012.

We want to be an innovator in this industry and be able to offer the public and the insurance companies something many shops can’t offer them right now, which is the benefits of waterborne paint. Going green and giving something back to help the planet; those are things we want to be involved in.”

Has Holloway seen evidence that converting to BASF waterborne will eventually help the bottom line at DCH Brunswick, Toyota? “The word is definitely out that we’re now offering something different, which positions us in a better light with consumers.

We feature it in our advertising, but people in this area don’t really understand it completely yet. It’s about educating everyone about this product.

Once they know the all the benefits of waterborne, it will gain momentum here, I believe.”

The DCH Collision Center paints 230-250 vehicles during an average month

The DCH Collision Center has reported top-notch color matching since they adopted BASF’s ecofriendly Onyx HD waterborne basecoat system

BASF Company Contact: David Brez Strategic Initiatives Manager Phone: 951-315-1395 (Mobile) email: david.brez@basf.com website: www.basfrefinish.com

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 11

NSF International Settles Spat with CAPA by Dropping Suit

On March 21 NSF International dismissed its lawsuit against the Certified Automotive Parts Association (CAPA) and Executive Director, Jack Gillis, which was filed in response to CAPA and Gillis’ letter widely circulated on July 28, 2010. In the letter Gillis criticized the Auto Body Parts Association (ABPA) for its decision to support the parts certification plan introduced by NSF International.

In the agreement, CAPA and Gillis agreed not to, either orally or in writing, make false and defamatory statements of fact about NSF. NSF said it believes the record has been sufficiently cleared that continued litigation would be a distraction from NSF’s real work in testing and certifying aftermarket parts, and thus would not be in the best interest of the aftermarket parts industry or consumers.

NSF said it agreed to dismiss its case against CAPA and Gillis to focus on continuing to grow its business.

“There should be no doubt in anyone’s mind that NSF International is fully committed to supporting the automotive aftermarket parts industry,” said Bob Frayer of NSF International.

Airbag Risk Prompts Recall of 144,000 Ford Vehicles

Ford Motor Co said it would recall about 144,000 F-150 models in the United States and Canada from the 2005 and 2006 model years due to a risk that airbags could deploy because of a short circuit.

The automaker said a mistake in the assembly of the trucks at its Norfolk, Virginia plant could cause an airbag wire in the steering wheel to short circuit.

Ford said that it received an unspecified number of complaints about the airbag problem. In most cases, airbags had deployed just a few seconds after the trucks were started.

A response to NHTSA this week from Ford said the automaker believes, “the condition does not present an unreasonable risk to motor vehicle safety. However, to avoid a protracted discussion with the agency and to provide repair to those vehicles most likely to exhibit the condition, Ford is recalling those vehicles produced at the Norfolk Assembly Plant from November 1, 2004, through June 30, 2005.”

Ford has now recalled more than 1 million vehicles in the first two months of this year, more than the 600,000 recalled for all of 2010.

12 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

ASA Opposes Proposed Ore. Right to Repair Act

Legislation has been proposed in the Oregon House of Representatives that would require manufacturers of motor vehicles to make tools, information, software and wireless capabilities available to owners, owners’ designees and vehicle repair shops. This also includes any other means to activate, code or program electronic controls, and modules used to diagnose, maintain or repair motor vehicles. The proposed Motor Vehicle Owners Right to Repair Act would rely on the state court system to ensure independent repairers have the information they need to repair their customers’ vehicles.

ASA opposes this legislation because it says independent repairers already have access to third-party information providers as well as automaker websites to obtain service information. If concerns arise, repairers have the National Automotive Service Task Force (NASTF) available to address issues related to service information, tools and training.

NASTF is a voluntary, cooperative effort among the automotive service industry, the equipment and tool industry and automotive manufacturers.

BMW Brands Plan Increased Use of Carbon Fiber

BMW Group brands plan to make much greater use of lightweight but strong carbon fiber, says Ian Robertson, BMW’s global sales and marketing boss.

“A carbon spaceframe means less weight, and less weight means less fuel consumption,” he said in an interview at the Geneva auto show.

“Carbon fiber is something we’re investing in as a company,” he said.

The BMW i3, previously known as the Megacity Vehicle, has a shell that uses carbon fiber. So does the i8.

“We learned a lot from our experience with Formula One. Across the brands, carbon fiber is going to be one of the technologies of the future, which is why we’re investing in it,” Robertson said.

BMW owns part of a plant in Washington state that makes carbon fiber materials, including carbon fiber-reinforced plastic.

Separately, Rich Steinberg, manager of electric vehicle operations and strategy for BMW of North America, said the plant has enough capacity for BMW’s foreseeable needs, but a lot of development work is still needed to make carbon fiber more practical and affordable for mass-production cars.

Pasadena-Foothills CAA Meeting Talks LKQ, SEMA, and I-CAR

by Tom Franklin

The first meeting of the New Year for the Pasadena/Foothill Chapter was held as usual at the Brookside Country Club in the Rose Bowl. The meeting was Called-to-Order by President Linda Holcomb. She mentioned briefly that IPA Rule 1147 requiring costly noNOx burners for shops is being re-visited due to missing enforcement information from the agency.

She then announced the three speakers for the meeting: Peter MacGillivary, SEMA VP, Events and Communication; Gene Lopez, Western Regional I-CAR Director; and LKQ District Manager, Patrick Matthews, sponsor of the meeting.

A very in-depth presentation was made by LKQ Manager, Patrick Matthews. Matthews had a projection screen displaying LKQ’s new website.

He covered almost everything on the screen from new product access elements to a new ordering, payment and returns system.

There were some heated questions when several CAA members disputed

the quality and fit of aftermarket parts.

Matthews offered to discuss these issues in person after the meeting.

Next, Peter MacGillivary, SEMA VP, took the podium and started with a colorful history of how SEMA became the SEMA of today, the largest trade show of its kind in the world—and the largest gathering of small businesses in the country.

SEMA first began to come together in 1963, but oddly, it was when toy manufacturers of the various mini-hot rod and related toy vehicles sought to consolidate the many sticker types from hot-rod groups around the country into one consolidated set of stickers.

As technology grew more complex, the various groups saw a need for an umbrella organization.

The first organized SEMA Show took place under the bleachers at Dodger Stadium. Bob Peterson of Peterson Publications sponsored it. It was a purely grass roots event. The show moved around a bit to places like Anaheim, until in 1977, it found a home in Las Vegas. Today there are over 100,000 attendees and 200,000 ex-

hibitors, occupying more than 900,000 square feet of convention space.

MacGillivary says the intent is to keep it a mostly domestic, small business trade show. He says printers in

Las Vegas are kept busy churning out phony business licenses for consumers wanting to get in by showing that they are a trade shop. This year both CIC and SCRS voted to meet with SEMA, rather than NACE, which will be exhibiting in Florida instead of Las Vegas. Peter says he expects a strong showing at SEMA by members of the collision industry.

The last speaker was Gene Lopez, giving dollar-and-cents reasons why shops should invest in I-

CAR training now. Lopez showed how spending a couple of hundred dollars on I-CAR EPA Rule 6-H compliance could prevent a $25,000 noncompliance fine. He noted that while I-Car is legally a not-for-profit organization, if it isn’t able to attract training prospects, pay instructors and keep growing, the organization couldn’t survive. That’s why there has been a complete restructuring of programs, systems of instruction, and competency designations.

The revised I-Car is committed to six new programs a year. A major thrust is to eliminate redundancy and random access training. Gold-Class requirements are now measured in teams, with Platinum members forming the basis for the team. If a Platinum member leaves, threatening the move up to Gold Class, Gene says he will do everything in his power to get the team back on course to make Gold-Class. Some shops, like Seidner’s in Southern California, use a rebate system to help technicians pay their I-Car fees. They are then forSee CAA Pasadena, Page 19

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 13

East Bay CAA Members Meet with Representatives from Three EEEC Agencies will usually appear on the EEEC’s radar initially when anonymous tips are The Economic & Employment Encalled in to their offices or through surforcement Coalition (EEEC)—a govveillance efforts. In most cases, it’s a ernment enforcement unit comprised former employee or an unhappy comof investigators and inspectors from petitor who blows the whistle.

The first thing the EEEC will do when performing a sweep is to go through their standard onsite protocol, which includes verifying compliance with state and federal laws, employment tax laws and health safety laws.

Then the EEEC needs (l to r) EDD Agent Archana Mathur, OSHA Safety Engineer Eric to validate appropriate Berg and Deputy Labor Commissioner Kevin O’Connor

by Ed Attansio

several state agencies including EDD, Cal OSHA, the Labor Commissioner’s Office and other agencies—was on hand to speak to the membership at the East Bay California Autobody Association (CAA) membership on March 8 in Dublin, Calif.

Of concern to many members in attendance was “how can body shops avoid expensive fines levied on their businesses by a wide range of government watchdog organizations?”

Seemingly simple things like not posting safety posters, minor errors on payroll bookkeeping or forgetting to offer your employees 15-minute breaks during peak times can all lead to citations which can seriously interrupt or even halt operations at collision facilities throughout the state.

Deputy Labor Commissioner Kevin O’Connor, OSHA Senior Safety Engineer Eric Berg, and EDD Joint Enforcement Agent Archana Mathur gave separate presentations to the 70 East Bay CAA members on hand.

O’Connor opened the evening meeting by outlining EEEC’s primary purpose and discussing how the Division of Labor Standards Enforcement, Cal OSHA, Employment Development Department (EDD) and the U.S. Wage and Hour Division (WHD), along with the Bureau of Automotive Repair (BAR) and the State Board of Equalization (BOE) have been stepping up their efforts and performing more and more unannounced inspections for compliance within the collision industry, to collaborate for vigorous and targeted enforcement against unscrupulous body shops statewide.

O’Connor explained that body shops

licenses, workers’ compensation insurance coverage, time and payroll records, required postings, and other

in place and records must be properly recorded, or citations and fines will follow. Any body shop that has been in-

labor or Industrial Welfare Commission requirements. Everything has to be

spected knows this drill all too well.

The most common issues cited by

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the Labor Commission found in body The most common OSHA-related shops are workers’ compensation-reissues cited in body shops, in Berg’s lated infractions, as well as record experience, include first-aid kits that keeping problems relating to wages aren’t present in shops or properly and hours, O’Connor said.

OSHA Senior Safety Engineer Eric Berg then spoke to the members about workplace safety. He admitted that his organization’s rules and regulations are many and complex (700 pages) and some are not so easy to interpret, but he also emphasisized that (l to r) East Bay CAA President Lisa Daves, Secretary Hellen OSHA is inspecting body Pezzotti, area manager for Hertz, and Secretary Kathy Mello, shops for the purpose of owner of TGIF Body in Fremont, Calif. protecting employees from serious injuries and hazards that potenstocked; improperly stored chemicals tially exist in any collision facility. and a whole host of spray booth safety

concerns, such as filters not getting changed at proper intervals and ventilation problems.

The final speaker of the evening was EDD Joint Enforcement Agent Archana Mathur, who outlined several employee-related pitfalls that body shops encounter. These include misclassifying employees (1099 vs. W2); under-reporting or non-reporting of employees’ wages and taxes and unreported cash compensation, she said.

The overall message from the three government agency representatives was to be proactive in dealing with problems now, so that they don’t lead to citations and fines when the EEEC may come knocking at your door tomorrow or some time in the future.

Nevada Drivers React to Proposed Car Insurance Hike

Drivers could now face higher insurance rates thanks to a Carson City lawmaker who was hurt in a car wreck, according to local station KTNV. Assembly Bill 120 could more than double limits for auto liability and increase rates in some areas by nearly $300 per year.

Ironically, the bill’s sponsor, Assemblyman William Horne of Las Vegas, didn’t have enough insurance to cover his own injuries when he was hit by a driver who only had liability insurance.

Critics of his proposal say this will lead to higher rates, resulting in more people not getting insurance at all. Others say it’s a price that must be paid.

At the Department of Motor Vehicles, Hannah Rogers is new in town and newly married. She says higher liability rates are something she just can’t afford.

“I’m scrounging up all that I can just to be able to drive to work.”

But Johneric Stensrud, who works at the DMV registering vehicles, supports higher liability limits.

“I drive an expensive car and I’ve been hit with people who are completely underinsured, and my insurance company had to pay for it.”

But drivers who only have liability insurance coverage aren’t the only ones who could be affected by Assembly Bill 120.

It would more than double current payouts from $15,000 to $30,000 and $30,000 to $100,000 based on the number of victims, and nearly triple payouts for property damage.

An industry study says this could raise liability rates in Las Vegas alone by $120 to $290 per year based on a driver’s age, address, and driving record.

AAA spokesman Michael Geeser told lawmakers in Carson City that the bill could lead to more drivers without any insurance at all, or worse.

“If we’re going to raise the limit on the minimum, then that would in turn force insurance companies to have to raise their rates if they’re going to be paying more money out.” “$15,000 might have been okay 20 years ago but today you can barely get a Hyundai for $15,000,” Stensrud counters.

He’s got a point: Nevada’s liability insurance limits haven’t been raised since they were set in 1958.

Horne says Nevada’s rates haven’t been changed in decades and don’t reflect the higher costs of medical care. The bill is still being considered by a transportation subcommittee.

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 15

PreFab Ads Introduces Three New TV Spots for Body Shops PreFab Ads recently completed three more humorous auto body TV commercials, bringing the total spots they now have available for licensing by independent shops to 15.

In “Short Cut,” a young couple argues over the accuracy of their GPS moments before it directs them and their SUV over a cliff. From the dash of the smashed car, the GPS informs the unhurt but stunned couple that they have reached their destination.

In “Young Picasso” a four-year old boy picks up a piece of metal in the driveway and etches his master artwork into the side of the family van with the family dog looking on. The boy then proudly shows off his artwork to his stunned mother as she exits the house.

In “Modern Repair”—a fifteen second spot—whimsical, vintage-crash footage of Model Ts is contrasted with the quality repair of modern body shop.

All spots ask, “Need a body shop?” followed with the logo of the sponsoring body shop.

These new commercials have already made their debut in over 12 markets across the US, with more scheduled to start soon.

850 Battery Street • San Francisco, CA 94111 Ph: 415-391-5030

Writer/director Chuck Jessen, of Jessen Productions/San Francisco, created the PreFab Ads concept for body shops in the late 90s after making “Sledgehammer.” The spot shows a betrayed woman pounding a red Mustang convertible with a sledgehammer only to realize, when her husband drives up in an identical Mustang, that she is trashing the wrong car. “Sledgehammer” won several advertising awards and was featured on the “World’s Funniest” TV commercials program (see photo below). Jessen licensed “Sledgehammer” to hundreds of collision repair shops nationwide, giving birth to the PreFab Ads concept.

According to Jessen, PreFab Ads allows local body shops to run a professional commercial, on an exclusive-by-territory basis, for a fee that is about 1/35th of the actual production cost. Jessen feels the combination of high production values and good American-style humor helps break through the media clutter and build interest and awareness for local body shops in a category people might otherwise be indifferent toward—at least, until they actually need collision repair.

According to Ann Davis from J&J Auto Body in Pocatello, ID, they have just started running them but are already getting good response to both commercials. “The women especially love ‘Young Picasso.’ They think it’s cool.”

Andy Peters at Peters Body Shop in Fort Wayne, IN, has been running PreFab Ads commercials for years and his community has developed an anticipation for the new ones, according to Peters. “We’re having a great response to the new commercials. People think they’re hilarious,” Peter’s said.

Mark Lamendsdorf from Star Body Works in Medford, OR, echoed that feeling saying that they’ve had great response from both commercials.

California’s Median Auto Insurance Rate Decreases 3%

The median six-month auto insurance rate in California has decreased approximately 3.1 percent over the past 12 months to reach $809 according to InsWeb. Over the same 12-month period, the national median auto insurance rate has declined approximately 5.6 percent to reach $675, according to Insurance Journal.

According to the online insurance comparison provider’s data, a household that pays the California median rate of $809 and earns the California household median annual income of $46,892 pays approximately 3.4 percent of its gross income for car insurance.

The company’s car insurance affordability index indicates California is the 19th most expensive state in which to insure a vehicle. Currently, Minnesota is the most affordable state with an affordability factor of 2.2 percent, while Louisiana is the most expensive with a factor of 6.6 percent.

Data reveals that men in California pay a median auto insurance rate that is approximately 7.7 percent higher than the rate paid by women.

Additionally, drivers in California 19 years of age and younger pay a median auto insurance rate that is more than double the rates paid by

every other age segment except those ages 20 to 24.

InsWeb also reported median California auto insurance rates segmented by specific demographic groups. These include: Group, Median Six-Month Rate * Men $836 * Women $772 * Age Group: 19 and younger $2,141 * Age Group: 20 to 24 $1,154 * Age Group: 25 to 29 $862 * Age Group: 30 to 39 $768 * Age Group: 40 to 49 $707 * Age Group: 50 to 59 $654 * Age Group: 60 to 74 $667 * Age Group: 75 and older $675

To determine median auto insurance rates, InsWeb uses a proprietary system that tracks the rates of multiple insurance carriers in each state.

Rates are based on actual customer profiles that can include multiple drivers, multiple vehicles and other variables.

Founded in 1995 and headquartered in Sacramento, California, InsWeb’s primary properties include: - InsWeb.com - MedHealthInsurance.com - LocalInsuranceAgents.com - AgentInsider.com.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 17

California/Nevada/Arizona Automotive Wholesalers Assn. Holds Aftermarket Summit The Automotive Service Councils of California (ASCCA) and the California/Nevada/ArizonaAutomotive Wholesalers Association (CAWA) hosted their second annual Automotive Aftermarket

“It was very high energy, people were frank and forthright in the discussions,” said CAWA President Rodney Pierini. The meeting had very good turnout with about 85 attendees.

Sponsors (l to r): Brad Davis, Armstrong & Associates, Mat Nabity and Martin Armstrong, Armstrong & Associates, Jan Beaver, Preferred Employers Insurance Co., and Glen Dailey, Armstrong & Associates

Industry Summit on February 26 at the Westin Hotel in San Diego.

CAWA Past Chair Tim Gerrity and ASCCA President Dennis Montalbano facilitated the event, which was a two hour round-table style discussion of issues the aftermarket industry is facing.

Attendees represented all facets of the aftermarket industry; parts store owners, warehouse distributors, manufacturers, vendors and repair garage owners.

Issues discussed ranged from training to warranties, products to sup-

18 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

plier expectations. The group also discussed why the public does not know that the aftermarket industry is a truly green industry.

There is also a working group be-

style meeting, whereas this year some real dialogue was had, according to Pierini.

“Attendees were able to evaluate the meeting at the end and a lot of

(l to r) Mary Davis, NGK Spark Plugs, Borise Cota, Akebono Corp., Michael Antonelli, Vantage Marketing Global, Inc., Max Niemann, Permatex, Greg Livingston, CARQUEST, and Ron Cannon, Charleston Auto Parts, discuss issues facing the industry

tween the two hosting organizations that will continue to work throughout the year to improve the industry and communications through the industry.

The annual event will return next February; the first meeting was in 2010 and was really an acquaintance

them found it to be very valuable dialogue,” said Pierini.

Armstrong & Associates and Preferred Insurance Co. sponsored the Summit Reception and Dinner.

More information can be found at www.cawa.org or www.ascca.com.

911 Collision’s Retro-Mod ‘66 Mustang for Tucson Charities Tucson-based auto body repairer, 911 Collision Centers, has just unveiled its 2011 fundraising vehicle, a beautifully restored and modified 1966 Ford Mustang.

The company is donating the vehicle as top prize in a raffle to benefit the 911 Collision Centers Community Foundation’s 2011 beneficiaries—Big Brothers Big Sisters and the Cystic Fibrosis Foundation.

The vehicle was purchased by the company and the retro-mod project became a “labor of love” under the direction of Michael Mars, 911 Collision Centers Tucson operations manager, and the team of technicians who donated their time to this fundraising project.

“This project was a huge undertaking and we are so proud of our staff’s efforts. The car came out just beautiful. We will sell out these raffle tickets pretty quickly so get ‘em while you can,” noted Mars.

“I have never worked for a body shop that gives back so much to the community,” said Audie Kirkpatrick,

project lead technician. “We’re proud to work at 911 Collision Centers and to be able to contribute our time to a project that will help local kids in our community.”

formance Coatings donated the materials.

Only 1500 raffle tickets for the Mustang will be sold at $100 each. In addition to the Mustang, second place prize is a vacation for two in Maui at the Hilton Grand Wailea Resort, including airfare, and car rental donated

by Hertz.

Third place is a VIP Jeff Gordon NASCAR trip courtesy of DuPont Performance Coatings.

Drawing for raffle winners will take place May 6 at the This retro-mod 66 Mustang will benefit 911 Collision Centers Foundation’s anCommunity Foundation’s 2011 charities—Big Brothers Big nual charity golf Sisters and the Cystic Fibrosis Foundation tournament, the The vehicle is equipped with a VMake-A-Dent Golf Event.

8 engine, automatic transmission, air conditioning, power steering, deluxe Raffle tickets for the Mustang Pony interior, custom wheels, exhaust, can be purchased online at: stereo, and other options. DuPont Perwww.911collision.com.

Continued from Page 13

CAA Pasadena

given 25%, then 50% and so on over a few years until the debt is cleared.

This gives the tech an incentive to stay with the company and also to get a sense of pride in his or her technical mastery.

So Gene says, “Why I-Car?” Best of all, it’s a market differentiator. It sets a shop apart from a competitor down the street and says, “This is a better trained, more efficient shop!” The fewer redos alone make a Gold Class shop more profitable. And even if I-Car is called “not-for-profit,” new enrollees and performance related development will keep the organization financially strong and growing. And that will continue to keep it a strong asset for the entire collision industry.

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Conn. Association Pivots on Total-Loss Measure Bill The Auto Body Association of Connecticut (ABAC) has gone from supporting a legislative measure to change how total-loss settlements are calculated in the state to “vehemently opposing it,” according to the association’s legislative director Bill Romaniello, the owner of All Pro Collision Repair in Plantsville, Connecticut.

House Bill 5444 was originally introduced, and supported by the ABAC, to ban insurers from utilizing the proprietary total-loss valuation services developed by the major estimating system providers, services that the ABAC believes artificially suppress total loss values.

However, the latest version of the bill not only removes the ban, but also removes the requirement to use the NADA guidebook as a second source of vehicle values. Current law allows insurers to use the total-loss values provided by companies like CCC, Audatex and Mitchell, but also requires them to average those values with the values found in the NADA book.

The ABAC supported version of the measure was seeking to restrict insurers to use only the NADA guidebook, or similar “publicly available” automobile industry sources of vehicle values.

The latest version of the measure however, only says that the, “insurer

shall calculate the value of such vehicle for purposes of determining the settlement amount to be paid to the claimant.” The version has removed all references to how an insurer should calculate those values, or what sources they may or may not use, including the current requirement to consult the NADA guides.

“If this version of the bill passes, it will be like the wild west here in Connecticut,” Romaniello said. “This version leaves too much room for interpretation. Consumers will be forced to battle insurers without any reference line.” Romaniello said the association believes it is essential that the law require the use of the NADA guides.

At a committee hearing in February 10, John Parese, legal counsel for the ABAC, told lawmakers, “Consumers, auto sale businesses, auto repairers, and municipal taxing authorities all use and rely on the NADA for establishing vehicle values. It is essentially the only source in the industry universally used and widely recognized as reliable and fair.”

Romaniello said, “With this bill, are they saying that the NADA book isn’t good enough for insurers to use, but it’s OK for the consumer to be held to NADA values to use when calculating their taxes?”

IIHS: Big Rig Underride Guards Often Fail in Crashes New crash tests and analysis by the Insurance Institute for Highway Safety (IIHS) demonstrate that underride guards on tractor-trailers can fail in relatively low-speed crashes, with deadly consequences. NHTSA has estimated that about 423 people in passenger vehicles die each year when their vehicles strike the backs of large trucks. More than 5,000 passenger vehicle occupants are injured.

The Institute is petitioning the federal government to require stronger underride guards that will remain in place during a crash and to mandate guards for more large trucks and trailers.

Rear guards are the main countermeasure for reducing underride deaths and injuries when a passenger vehicle crashes into the back of a tractor-trailer.

In 2009, 70 percent of the 3,163 people who died in all large truck crashes were occupants of cars or other passenger vehicles. Underride makes death or serious injury more likely since the upper part of the passenger vehicle’s occupant compartment typically crushes as the truck body intrudes into the vehicle safety cage.

“Cars’front-end structures are designed to manage a tremendous amount

of crash energy in a way that minimizes injuries for their occupants,” says Adrian Lund, Institute president. “Hitting the back of a large truck is a game changer. You might be riding in a vehicle that earns top marks in frontal crash tests, but if the truck’s underride guard fails—or isn’t there at all—your chances of walking away from even a relatively low-speed crash aren’t good.

“The Institute has studied the underride crash problem for more than 30 years, including mid-1970s crash tests demonstrating how then-current guards were ineffective in preventing underride.

In the latest study the Institute analyzed case files from the Large Truck Crash Causation Study, a federal database of roughly 1,000 real-world crashes in 2001-03, to identify crash patterns leading to rear underride of heavy trucks and semi-trailers with and without guards.

Underride was a common outcome of the 115 crashes involving a passenger vehicle striking the back of a heavy truck or semi-trailer. Only 22 percent of the crashes didn’t involve underride or had only negligible underride, a finding in line with prior studies.

20 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

LKQ Reports Record Financial Results for 2010 Insurer competition and pressure to lower costs is benefitting LKQ’s parts business.

LKQ Corporation announced that income for the full year 2010 rose 31.4 percent to $167.1 million from $127.1 million in the prior year. Revenue was a record $2.47 billion compared with $2.05 billion for the full year of 2009, an increase of 20.6 percent. The company reported full year organic revenue growth of 8.2 percent for its aftermarket, other new and refurbished products business.

On the recent conference call, LKQ’s President and Co-Chief Executive Officer Robert Wagman responded to questions from financial analysts.

When asked to comment on broader industry trends and how they relate to LKQ’s recent success, Wagman said, “The DRPs are getting stronger and stronger. I just saw a report that the percentage of collision repair going through DRP networks has topped 35 percent, which doesn’t include GEICO or Progressive, so it’s much higher than that actually.”

A Bank of America analyst asked him to respond to the recent Ford reports on the inferiority of aftermarket and salvage parts.

“I think it’s old news being rehashed here,” Wagman replied. “We take it very seriously of course, their allegations. We’ve done multiple crash testing

on our parts, we continue to put new certified parts into the system, which we think is a benefit for everybody, and we’ll continue to test our products. As far as used parts go, I think that’s a little bit of a stretch because we’re talking parts off of cars that were on the road, I don’t think you can get a better tested product than one that’s been on the road before.

“There is still tremendous insurance company pressure to keep costs down, “Wagman told another analyst, “They’re fighting for the same policyholder [and] there aren’t more policyholders necessarily becoming available, so it’s getting quite competitive. Wagman also noted that the company’s fill rates are up in the remanufactured product lines such as headlamps, bumpers and wheels, a development that is contributing to the increased alternative parts usage the company has been seeing, up more than 200 basis points from the prior year, Wagman said.

Joseph Holsten, Vice Chairman and Co-Chief Executive Officer of LKQ commented, “We continued to see increased usage of alternative collision parts in 2010, which has allowed us to grow despite challenging economic conditions...

In 2010 we completed 20 acquisitions,” Holsten said, “I expect 2011 will be another busy year for acquisitions.”

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ALL OEM Information

Dan Espersen is ALLDATA® CollisionSM Program Manager. Dan is a Gold Pin Member of the Collision Industry Conference (CIC) and holds an AA Degree in Automotive Technology. He has 35 years of experience in the collision industry and in the mechanical automotive industry.

Are You Technical Service Bulletin Savvy? with Dan Espersen

Only in the last few years have collision repair facilities had easy access to quality industry repair information. Prior to that, this very important tool was either not available or, if available, was cumbersome and difficult to access.

If we were to wind back the clock five years, the availability of critical industry repair information would have looked something like this: ● Limited availability through OEM sites, either pay or free ● Available through printed manuals ● Limited availability through online search and forums ● Dealership sources ● Limited or non-specific articles available through industry created web sites ● Trade magazines and publications, etc.

You get the point. The necessary information has not always been available or accessible. As vehicles become more and more technologically advanced and collision repairs have required the need for collision as well as mechanical repair procedures, the availability of correct, consolidated and easy to access information has become critical in shops’ day-today operations.

Understanding this critical need, ALLDATA recognized and pioneered action, to provide the collision industry with a comprehensive, easy to navigate, consolidated approach that provided the shops a one-stop solution to access critical collision and mechanical procedures offered by the OEMs. In the past few years others jumped on-board as this demand proved to be a critical need in the shops.

So now—more than ever before in the history of the collision industry—correct, accurate, repairs that conform to published standards may be required, documented and expected by consumers, insurance companies and customers, internal as well as external.

One of the bigger hurdles that has developed over the last few years in shops who have access to this information, is the ability to find or source the information that is specific to the actual repair procedure. In other words, there is too much data available to source, even though it is consolidated and available.

This can certainly be a nice problem to have, since information is no longer the issue. However, finding everything you really need that is critical to getting the overall repair plan developed and to complete the overall repair process can be time consuming in this world of all data being available at the click of a mouse.

Do you know if your Information Provider has a program that can provide you all the information based on a single repair entry? It might be a good question to ask.

For example: You need to replace a sensor for a side air bag deployment on a vehicle. You immediately go to your program and look up the procedure, print it out and build it in to your repair plan.

Did you stop and think that there may be a Technical Service Bulletin associated with the sensor replacement? Or are there other associated procedures that tie into the sensor replacement that you may need?

This is just an example of what shops will encounter daily when accessing repair information for repair plans. The goal is to provide or at least understand other associated items that coincide with the process.

Here is an example of exactly what I am referring to. This article is a technical service bulletin for a 2008 Chevrolet Avalanche that should be considered when replacing a side impact air bag sensor.

TECHNICAL Bulletin No.: 09-08-64-004 Date: March 03, 2009 Subject: Side Air Bag Function (Apply Foam to Door) Models: 2007-2008 Cadillac Escalade Models 2007-2008 Chevrolet Avalanche, Suburban, Tahoe 2007-2008 GMC Yukon Models Attention: If the air bag has been deployed, contact a GM Engineer for further information prior to repairing the vehicle.

Condition In some extremely rare cases, a customer may report that when the front or rear side door is closed with extreme or unusual force, the side air

22 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

bag may deploy. In these cases, the engine must be running. If the air bag has been deployed, contact a GM Engineer for further information prior to repairing the vehicle.

Correction Important: Complete the side door repair steps below, then proceed to side air bag replacement following SI. 1. Remove the side door trim and water deflector.

2. Inspect all of the components in the door to make sure that they are fastened or routed properly before proceeding to step 3.

3. If you have not found anything loose or misrouted inside the door, add additional Fusor super flexible antiflutter foam-fast set, Fusor P/N 121/124, or 3M Automix P/N 8463.

Run a continuous, thick bead (shown above) the entire length between the door outer panel and the top edge of

inner safety beam. Make multiple passes behind the side impact sensor portion of the beam as required to fill in any gaps.

4. Apply Fusor super flexible anti-flutter foam-fast set, Fusor P/N 121/124, or 3M Automix P/N 8463, in a continuous bead the entire length between the beltline reinforcement and the door outer panel.

5. Install the side door trim and water deflector.

So, the question is this? Are you TSB savvy when creating your repair plans? Do you even look? And, if not, how much time and money are you wasting in tracking this information down the hard way by starting a procedure not knowing that the OEM has a TSB that explains that there is a preliminary procedure that could save you lots of work?

It’s worth looking next time.

Groupon Succeeds in Helping Body Shops Reach Out to New Local Customers Groupon, the ‘group coupon’ site where businesses submit daily deals for Groupon to market to their large subscriber base, has had lots of recent success with body shop deals.

Groupon allows businesses to submit a coupon deal to their website then, if approved, the coupon goes up on the local branch of Groupon’s website. If the deal is bought by enough people on that day, then the deal becomes available to all; if not, no one gets the deal that day.

The body shop does not pay any upfront costs to have a Groupon, rather the company takes a percentage of each coupon the body shop sells on their website.

“Our services have really expanded because of our popularity and attractiveness,” Chad Nason, Groupon’s Spokesperson told Autobody News.

Body shops have found it profitable to use Groupon to market sort of general maintenance type services to customers. This way they get new customers in the door, show them the value of their services and hopefully create some repeat customers, said Nason.

Some of these body shops are seeing the oil and filter change coupons as a step in the door for new customers and hopefully, their eventual collision business. Getting customers in for general maintenance will help them to remember your name

when they do need collision work done, said Nason.

“You’re looking at something (a collision) that people aren’t planning on, so it’s a little tougher [to market],” said Nason, but he maintains that shops have found that using Groupon to advertise general maintenance can leave a lasting impression for future, unplanned work ahead.

Nason also said that Groupon is becoming a popular marketing tool because local businesses can tap into Groupon’s large subscriber base, which is broken down into region-specific websites each with their own deals.

Great Bear Auto Repair and Auto Body Shop in Flushing Queens, New York, ran a deal with Groupon in December of 2010. Owner Audra Fordin was admittedly skeptical about running the deal; she wanted to run a deal that wouldn’t overwhelm her business and had a higher price point.

“It was awesome. They were awesome; they walked me through it step by step and helped me create a custom deal that would attract customers and be realistic for my business,” Fordin told Autobody News.

The deal was for an oil change, tire rotation and charging systems

Great Bear Auto Repair in Queens saw a lot of new customers after their Groupon ran

analysis. Audra said she was ex- Groupon again in the future if he was tremely happy with the results and is not so busy already. He did have one eager to run another deal with word of caution for shops considering Groupon, probably this spring. She using Groupon in the future. said that the customers who have re“I would advise any shop that’s deemed were all first time customers and she already has their repeat business.

“I will do it again without a doubt, it brought in new customers and they weren’t your typical coupon-cutters just trying to get a deal, they were people truly interested in taking care Employees at Glenville Terrace Auto Body in MA were surprised at of their cars,” said how much interest their Groupon generated Fordin.

Glenville Terrace Auto Body in going to do it to really prepare for it.

Allston, Massachussetts, ran a deal On the day the actual Groupon goes with Groupon in June of 2010. Owner live online have people ready to anBarry Hynes was also extremely swer calls because people call in to pleased with the results of his ask questions about the deal. Also be Groupon deal. prepared for the rush the next day “It went really well, we were told when people come in to use the it was going to be busy and we didn’t coupon—definitely schedule appointreally take it that seriously and boy ments if you can.” were we sorry,” said Hynes, “We defTo learn more about running a initely should have prepared for the Groupon for your business visit: rush more.” www.GrouponWorks.com Hynes said that not only did it bring in new customers, but they beGreat Bear Auto Repair and Auto came repeat customers and were exBody Shop actly the clientele Hynes was looking 164-16 Sanford Avenue for.

Flushing, NY 11358 “The idea was to get new cus718-762-6212 tomers in, and it did just that. These were the kind of customers we were Glenville Terrace Auto Body looking for ... ones that really take 10 Glenville Terrace care of their vehicles.”

Allston, MA 02134 Hynes said he would do another 617-783-1515

ASA Invites Collision Repairers to Washington to ‘Take the Hill,’ May 11 ASA’s “Taking The Hill” Day is your opportunity to govern by meeting with your state legislators and representatives on Capitol Hill. Held on the final day of ASA’s annual business meeting (May 9-11), ASA’s day on Capitol Hill gives automotive service professionals like you a chance to talk specifically about the issues affecting your business.

“Taking the Hill” Day will address key issues facing collision repairers such as federal insurance reform; vehicle disclosure legislation and crash parts; and the EPA’s implementation of the automotive refinishing regulation.

Realizing there are many issues at stake, ASA is encouraging all members to join us in Washington, D.C., May 11 to seize the opportunity to make your opinions known on these issues. The members who participated in “Taking the Hill” on behalf of collision repairers last year felt the experience was very effective and showed the value and power in coming together as a group of like-minded professionals to affect the governing process.

Plan now to join your fellow ASA collision members this year. Together, we can make a real impact on governance matters relating to collision re-

pairers and small businesses.

Online registration closes April 7.

So you are encouraged to sign up at www.ASAshop.org/annual11/index.In addition to providing secure, convenient online registration, the event website also includes summarized agendas and hotel information. (And if you register by March 31, you could WIN FREE hotel nights at the Gaylord National during the event!)

Texas-based Service King Will Acquire another MLO, Alamo

Texas-based Service King Collision Repair Centers has agreed to acquire Alamo Body and Paint, a multi-location operator in the San Antonio, Texas area with eight large scale, high volume locations. The addition of the Alamo Body and Paint locations will make Service King the largest independently and employee owned collision repair organization in the U.S. with 42 locations throughout the San Antonio, Dallas, Ft. Worth, and Houston areas.

The transaction is expected to be completed by May 1, 2011. Terms were not disclosed.

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 23

Shop Showcase

Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who works in a variety of fields and subjects, but grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.

Keenan Autobody Cares about Cars, Charity, and the Environment with Chasidy Rae Sisk

Keenan Autobody is a multi-location operator comprised on eight shops in Pennsylvania and one in Delaware with a combined staff of 115 employees. Keenan has three locations in Clifton Heights, PA, in addition to their corporate office.

Keenan Corporate Office

Keenan East, the retail center in Clifton Heights, is 8500 square feet and employs 17 workers. Their Wreck-O-Mended center spans 13,000 square feet and 11 employees while the Aluminum Repair Center contains 3000 square feet. This center

is staffed from the other shops as they generally only work on 2 or 3 aluminum repairs per month.

Keenan utilizes all of the latest equipment, such as the Car-O-Liner Evo-system and the latest invertertype resistance spot welders. They are factory authorized in BMW and certified

by Mercedes. Additionally, they are ASE certified, I-car gold, as well as a CIC Class A facility. All of Keenan’s shops are VeriFacts VQ shops and are in compliance with Envirosafe. Keenan is affiliated with ASA, CIC, SCRA, NABC, Fix Auto and DuPont Performance Alliance. Keenan processes insurance claims according to CMS standards and they participate in up to 21 direct repair programs at each

shop. Additionally, they offer a national life-time guarantee, ensuring they will take care of any problems in the future no matter where the customer moves across the country.

Keenan’s operating procedure is unique because they utilize their own

Keenan Wreck-O-Mended

10-step production process in which they define Administrative, Blueprinting, Parts Ordering/Sublet, Mirror Batch/Returns, Release to Production, Body Department, Paint Department, Reassembly, Detail and Final Quality

Check.

According to Vice President, Michael LeVasseur, Keenan’s success results from their positive corporate culture and their involvement with the industry and the community. Keenan is very involved with many locals charities, such as a charity golf outing which they have participated in for 13 years. The proceeds of this event benefit the Philadelphia Ronald McDonald House.

Keenan has also taken part in the Guest Chef program for the Ronald McDonald House where Keenan employees make food and serve it to the families of children in St. Christopher’s Hospital, and during the holidays they participate in the

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adopt-a-family program to provide gifts for these families.

In 2010, Keenan’s Middletown and Edgemont shops were involved for the first time with the First Responder Extrication Event which benefits firefighters, police and EMTs.

Keenan Clifton Heights shop

During this event, professional trainers instructed emergency service providers on the proper ways to extract people from cars in order to avoid explosives and ensure safety practices. Keenan plans to participate in this event annually.

Keenan also participates in Recycled Rides by refurbishing a salvaged vehicle to like-new condition so that it can be donated to a needy family. They also provide totaled vehicles for use as exemplars on the effects of a DUI acci-

dent to display in front of local high schools during prom season. Keenan contributes to local charities, such as MADD, the Children’s Cancer Network and Family Community Services of Delaware County, and also sponsors several local sports teams.

Because Keenan hires from within, they offer room for advancement and career paths. They focus on developing their employees’ skills and are engaged with their work force in terms of education and training. According to Craig Camacho, Keenan’s Marketing Director, they “enable employees to be their best, to do their best”. Keenan believes that with strong leadership, their company is able to come together and make a business.

Keenan East 714 East Baltimore Pike Clifton Heights, PA 19018 (610) 622-0555 www.keenanautobody.com

Continued from Page 9

Auto Tsunami

troubles in Japan, although Toyota and Subaru have canceled overtime shifts to slow production and avoid depleting part inventories.

In Japan, most plants remain closed. Mitsubishi began bringing plants back up March 16, and two Nissan plants in Kyushu restarted operations on March 17, but Nissan was uncertain whether it could keep them running for more than a few days.

Toyota has said its Japanese plants would remain closed through at least March 22.

Each lost workday for the carmakers in Japan costs them a total of about 37,000 vehicles, Mr. Robinet said. He estimated a total loss of more than 285,000 vehicles, assuming most plants can be restarted within a week.

Every automaker faces slightly different circumstances. At Volvo, for example, about 10 percent of the parts come from 33 Japanese suppliers, seven of which were in the catastrophe area, including one on the edge of the nuclear security zone.

CARSTAR Pres., Dan Bailey, to Return to Own Franchise

Dan Bailey has chosen to step down from his role as president of CARSTAR Auto Body Repair Experts, the company recently announced. After more than a decade with the company and an additional 23 years spent operating a family-owned chain of collision centers, Bailey plans to take a break before returning to run his own CARSTAR franchise. He will continue to serve on the Mitchell Advisory Board, the CCC Advisory Board, as a national judge for Skills USA-VICA, and as a CIC participant. No replacement is planned for Bailey’s position, which he will leave in the coming months. Stacy Bartnik will assume full responsibility of franchise services.

CARSTAR new hires will allow CEO Dick Cross to handle Bailey’s other duties. Those hires are Cecil Johnson, who will serve as franchise development executive, and Brad Rein, the new chief information officer. They will help guide a number of corporate improvements being made at CARSTAR, the company said. It has revamped its Business Group Program, restructured its franchise development process and plans to launch a new proprietary management system in its stores later this year.

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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

Get on the Cosmetic Car Upgrade Bandwagon with Thomas Franklin

This year many collision shop owners and managers may be heading to Las Vegas for the SEMA Show rather than to Florida for NACE. But only a few have grasped what it means to jump on the SEMA bandwagon.

In 1993, marketing authors Al Ries and Jack Trout came out with a book entitled, “The 22 Immutable Laws of Marketing.” Number one in their book is “The Law of Leadership —It’s better to be first than it is to be better.” They note that Bert Hinkler was the second person to fly the Atlantic solo. He did it faster than Charles Lindbergh, consumed less fuel and did it more efficiently, but only Lindbergh did it first and got the fame.

In collision repair, there have been many firsts. Those shops that offered waterborne paint first got the jump on the later “me too” crowd.

Now there is a new opportunity to be

first. In my area, there are only a couple of shops offering “Cosmetic Car Upgrades,” but I predict after more shop owners take a close look at SEMA, they will all jump on this highly profitable bandwagon.

Learn From the Dealerships As the profit per car sold has gradually decreased, new car dealers have had to get very creative in the ways they can make a profit.

Most dealerships have a merchandise store where they sell every imaginable accessory and restyling product. How profitable are these stores?

I attended SEMA for the first time in 2004. I read that in 2003, sales of specialty parts rose to a record $29 billion! From 2002 to 2003, the sale of vehicle body accessories increased a billion dollars, from $7.3 billion, to $8.3 billion. Audio and entertainment

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component sales increased from $3.4 billion to $3.8 billion. Even wash and wax product sales increased by $200 million.

Performance tires, custom wheels and suspension and steering enhancement sales increased by nearly a billion dollars, from $6.5 to $7.2 billion.

We’re not just talking millions, here.

We’re talking about BILLIONS! This is serious money! Retail sales of these products increased more than twice as fast as the general economy.

Much of the growth came from sales of parts and accessories for sport compact cars, but there was also an explosion in the sale of everything from ten dollar vinyl flame decals to $3000 turbochargers.

Younger buyers are looking for flashy items like custom seat covers, but also performance upgrades. Not every shop owner wants to get involved in engine work, but young buy-

ers are looking for nitrous oxide injection systems and performance exhaust systems to dramatically boost the horsepower of their small car engines.

Nevertheless collision shops can easily offer custom wheels and tires to add uniqueness. Window tinting is big, along with chrome running boards. If the only time people are coming to a body shop is when they have an accident, the shop owner is missing out a very big piece of potential business.

Change May Be Hard What percentage of this revenue could a shop owner capture with a bit of creative marketing? And more importantly, what would it do for his or her collision repair business to get these vehicle-savvy, eager buyers visiting the shop?

I’ve found shop owners reluctant to make this change in identity.

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They’ve relied on auto body repair and refinishing jobs as their only business for so many years, it’s difficult to start thinking in a new direction. But it’s becoming more and more necessary to do so.

Entering the merchandise marketing arena can be scary for a shop owner who’s never had to compete in that area. Real advertising, distributing coupons, and possibly even setting up shop at local swap meets would be an entirely new set of tasks for a shop owner. The upside of the activity would be hundreds—and possibly thousands—of new prospects informed of the existence of his or her business. And bigger profits too!

Our culture has become more and more a car culture. People spend an enormous amount of time in their vehicles. With cell phones, stereo systems, laptop computers and wireless devices they can operate in the car,

today’s drivers have mobile offices and recreation rooms they can take on the road. And this doesn’t even take into account entertainment systems for kids.

This opens up a market for an endless array of products that could be sold at a body shop just as easily as at a dealership or any other location.

The shop owner who wants to continue to be profitable well into this new century will have to broaden his or her horizons. Bite the bullet. Put in an accessory and restyling counter.

Train your desk people to learn the famous waiter and waitress line: “And do we have room for some dessert?”

They need to start asking every customer, “Is there some accessory we can sell you to enhance the power or beauty of your car?” There are billions being made by sellers of these products. Why not be one of them?

Give us your opinion on matters affecting the industry.

write us! publisher@autobodynews.com

Dallas Repairer Donates to Local High Schools

Herb’s Paint and Body, which runs seven shops in the Dallas area, recently donated three $250 checks to local high school programs.

Herb’s opened a new location in Allen, TX, in February of this year and according to Body Shop Manager Alan Walne.

“We wanted to participated in something that gives back to the local community in kicking off our new location,” said Walne.

The checks went to Allen High School’s After Prom Program, the Lovejoy High School After Prom program and McKinney High School’s Project Graduation.

The shop also committed to donating 5 percent ($100 maximum) of a customer’s repair cost to any of the programs through June 1.

Customers have to present documentation from the schools to redeem the donation.

Herb’s Paint and Body is a family owned company founded in 1956.

For more information on the business, go to herbspaintandbody.com.

Oklahoma House Committee Approves Texting Ban

Texting would be banned in school zones and for motorists under the age of 18 under legislation approved by an Oklahoma House committee, according to reports made by Insurance Journal.

The measure by Rep. Danny Morgan of Prague was approved 9-7 by the House Public Safety Committee and sent to the full House for consideration.

Morgan says statistics show that the practice of using hand-held devices to compose and send text messages is dangerous when done behind the steering wheel of a moving car.

Law enforcement authorities say it has led to numerous fatal crashes in the state.

But some committee members questioned how police officers will enforce the measure.

Rep. Fred Jordan of Jenks suggested the measure is not needed because laws already on the books permit officers to pull over vehicles that are weaving.

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Service, Service, Diagnostic Di Diagnostic gnostic and an nd d Mechanical M e chanical ch aniccal al NEWS Mec echanical Mech ech ec hanical ca

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Wade Ford Atlanta Chooses an Alternative Diagnostic Solution Western Edition

CALIFORNIA • NEVADA • ARIZONA

April 2011

Automobiles today are sophisticated and are controlled by a series of internal computer systems, which means the diagnostics require specific software and hardware.

On top of that the basic service environments have not changed. They are still fraught with grime and potential hazards that could damage the diagnostic equipment. We now need digital diagnostics equipment that will withstand these normal daily service bay environmental issues and today ruggedized notebook computers fill that bill very well.

That is one of the reasons Wade Ford of Atlanta, Georgia decided to switch from PDAs to ruggedized laptops for diagnostic and reprogramming purposes.

Ford no longer supported the PDA application, so Wade needed new durable notebooks to connect to

the cars.

“The reason we needed a rugged notebook was because of the environment they are used in—where the technicians are using them is an open environment. They really just need to be able to be bumped around and not go down,” said Dave Tackett, Controller of Wade Ford.

Initially, the only solution Ford provided was Panasonic Toughbooks.

Despite Toughbook’s excellent reputation, Wade Ford felt that the product was too pricey for them.

So Tackett researched alternatives online and talked to others in the field before finding the Eagle rugged series from a 10-year old established provider of rugged portable devices called Rugged Notebooks.com.

“I knew there had to be other rugged notebooks out there besides the Toughbook. I had heard of Dell

having one, but again it was too expensive. Rugged Notebooks’ Eagle pretty much fit the bill for what I needed. For the price of one Toughbook, I could get two Eagles!”

Of course ruggedness and price were important factors in Wade Ford’s decision to choose an alternative solution, but the ability to run Ford’s proprietary software program was also a primary concern.

With Rugged Notebooks Eagle, the technicians were able to easily install the software, and Tackett simply made sure it was connected to their in-house system.

“We have to connect two vehicles through a Ford proprietary link and all the diagnostics, all the reprogramming, goes through that connectivity. So we had to have a laptop to make the connection, but a regular laptop wasn’t going to work because

the technician transfers data around.”

Tackett said there are 4000 Ford dealers in the U.S. and all using the same application. He recommends that all of them consider switching to the Eagle as a lower cost rugged solution.

“The price-point was the biggest deal, and the fact that it was rugged.

The only extra thing I purchased was the touch screens, which the technicians really seemed to like,” explained Tackett. “They like them because the screens are quite a bit bigger than they were on the Toughbooks that Ford was suggesting.”

But here is the real bottom line.

When asked how the Rugged Notebook Eagle laptops have improved his efficiency, Tackett had this to say, “If we don’t have them, we can’t do work. That’s just about as simple as it gets.”

ALLDATA LLC, the leading provider of vehicle manufacturers’ service and repair information for professional repair shops, now integrates with Autoi to make its online parts catalog available to subscribers of ALLDATA Manage 4.9, shop management software designed for owners and managers of independent repair shops.

The integration of Autoi and ALLDATA Manage provides repair shops with online access to electronic parts ordering catalogs through

Autoi’s parts suppliers.

Autoi offers ALLDATA Manage subscribers additional options to effi-

“Autoi’s electronic parts ordering interface in ALLDATA Manage offers customers additional options when ordering parts online.

The Autoi supplier network enables subscribers to efficiently manage dayto-day parts ordering through ALLDATA Manage,” says Senior Product Marketing Manager, Diane Horne.

“ALLDATA is committed to pro-

viding shop management software to meet the needs of its customers by providing a selection of electronic parts catalogs. ALLDATA Manage 4.9 and Autoi’s parts ordering interface improves business efficiencies and ordering accuracy, resulting in ALLDATA’s customers’ ability to better run their business,” says Diane Horne.

For more information on ALLDATA and ALLDATA Manage 4.9, visit www.alldata.com/manage or call 800-697-2533.

New Version of ALLDATA Manage 4.9 Enhances Electronic Parts Ordering With Additional Selection of Parts Suppliers

ciently manage their businesses and submit parts orders online directly through its shop management software.

ABRA Auto Body & Glass Announces New VP of Auto Glass Division

ABRA Auto Body & Glass, based in Minneapolis, announced that Jim Richardson has been named Vice President of ABRA Glass.

Richardson will play an instrumental role in meeting growth objec-

tives in the auto glass division.

Richardson was most recently employed with PPG Industries. During his tenure with PPG he served as Director of Sales, Director of Alliance Programs and Business Development

28 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

and most recently, Segment Manager in their Architectural Coatings Division where he was responsible for strategic planning, revenue contribution and resource utilization management.

“Jim will fill a key strategic position for ABRA. His depth of knowledge... and experience as a Six Sigma Black Belt will be a positive contribution,” said Scott Krohn, ABRA’s Executive Vice President of Operations.

Gonzo’s Toolbox

This is a new story by Scott “Gonzo” Weaver as posted on his website, www.gonzostoolbox.com. See his book “Hey Look! I Found The Loose Nut”, which provides a Good Laugh for Mechanics of Any Age. The book is available at amazon.com. Contact Gonzo at Gonzosae@aol.com

A Quick Diagnostic Can Seem too Good to be True with Gonzo Weaver

Before my father passed away we spent several years under the hood of cars working together at my shop. He was an old school repair guy. Always looking out for the customer, and wanting to do that little bit extra for them. You know, adjust that crooked license plate, grease the door hinges before they pulled away from the shop, that kind of thing.

I usually did the diagnostic work, and he would stick with the mechanical repairs. But most of the time his favorite thing to do was to entertain the customer while I figured out the problem.

The one thing that would give him fits was the way a customer would react after I diagnosed the problem, especially if I diagnosed it quickly.

A quick diagnostic might be fine for some people, but others it was more of a matter of pride that their “regular” mechanic hadn’t found it so quickly, or

that the customer themselves didn’t find it so easily. It didn’t set well with them.

I got the impression that a quick diagnosis led to some sort of mistrust with my abilities, or that I didn’t thoroughly examine the problem to their satisfaction. A lot of times it had more to do with the previous technician taking so much time and not coming up with an answer, so they think it can’t be that simple.

Dad had his own answer for it. He was going to get one of those aluminum foil fire suits, a couple of tall curtains on moveable stands, a disco ball, and some strobe lights. His idea was to pull the car into this “special” diagnostic area turn on the strobe lights and hang the disco ball over the car.

Stick the suit on and make some comment like, “I’m going in…” and then let the light show begin. After a few minutes, come out from behind the curtain wall, whip off the aluminum fire

suit hood and say something like, “Whoo that was a tough one.” Maybe then, these types of people would be more likely to believe the results of a quick diagnosis.

We never tried it, but I think about doing it from time to time. With the advent of the scanners to read and show detailed parameters diagnosing has taken on a whole new approach.

A lot of problems are a matter of following the diagnostic tree correctly to get to the source of the problem.

(Codes don’t fix cars… codes are the starting point) Sometimes it’s a quick trip on the diagnostic ladder, and other times it’s quite lengthy. It really depends on the problem, of course.

Trying to be quick and on the right track with every diagnosis is what makes the money in the shop. Stalling the results just for the sake of making it look like it was an extensive search to find the problem doesn’t make a lot of sense to me.

Then on the other hand, I sometimes believe this is one of the many reasons why a doctor has you wait so long for his 10 minutes of time. Even though he may have walked into the exam room, looked at the chart, took some quick looks at you, and back out of the exam room in less than 10 minutes, I’ll guarantee his bill isn’t going to show a 10 minute charge on it. But, in my business, time is money… and most customers are watching the clock.

Back in the days when my father and I worked together, he came across an old Bosch injector tester for the early K and L injection systems. The old tester was done for. Not only was it dated, it had several missing connectors and the information booklet didn’t come with it.

I took it apart and rewired it as a large volt meter, with a lighted buzzer attached to a separate set of wires. We then rigged up a swinging arm See Quick Diagnostic, Page 48

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 29

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Northeast News with Chasidy Rae Sisk

Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who works in a variety of fields and subjects, but grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.

AASP/NJ’s Northeast™ 2011 Trade Show—A Wealth of Information for Shops

I had the recent pleasure of attending my first Northeast 2011 Trade Show at the Meadowlands Exposition Center in Secaucus, NJ, on Friday and Saturday, March 18–19, 2011. For the benefit of those who were unable to attend I’ll do my best to summarize some of the presentations here, but all who are able should plan to attend next year. It’s a very worthwhile event and a great value for collision repairers.

Waterborne Panel Sponsored by BASF With pending regulations in the Northeast which will very likely mandate adopting waterborne paint to minimize VOCs, many shop owners have questions about converting to waterborne systems. Many of those regulations will come from the Ozone

The American Coatings Association’s Automotive Refinish Coalition has urged the OTC to move forward with adoption of the Delaware rule, which is based on the California mandates, for all its member states.

Anticipating this, BASF hosted a panel at Northeast to discuss waterborne paint and the cost of an effective transition to a waterborne paint system. Tom Hoerner, Strategic Initiatives for BASF Refinish, hosted the panel, directing quesTom Hoerner tions to six individuals experienced with waterborne paint: Tom Elder of Compact Kars, Inc.; Tom Smetanka, the General Manager of Central Paint; Tom Beck, owner of Future Care; Kevin Hundt, sales representative for BASF; Luigi Zucchet of USI of North America, Inc.; and Bob Hickey, sales manager with SL Marketing Specialists.

Hoerner began by asking generally about today’s regulations for water-based paint. Hundt responded that there are no specific regulations

viding easier coverage due to heavier pigment loads and being safer, but not completely safe for employees.

Smetanka suggested that getting one’s shop converted before any mandates occur might provide shop owners with a better chance to get help from jobbers and manufacturers and give more time to understand and perfect usage of the product before the regulations are passed.

Beck explained that the most important need for a successful conversion is the support of one’s local jobber which is aided by converting early while jobbers have more time to spend with individual shops. Elder, Smetanka and Hundt all agreed that training and everyone in the shop buying into the change are the most important aspects when converting to waterborne. With regard to what improvements are needed in equipment, Hickey stressed the importance of en-

suring an adequate clean air supply and a shops compressors’ CFM being able to handle the demands of the equipment, including the possibility of extra hand-held blowers. Smetanka cited the importance of keeping the shop clean to avoid dust being stirred by the increased velocity of the air, as waterborne is more sensitive than solvent to airborne contamination.

Concerning the importance of investing in extra air movement, Elder and Smetanka agreed that it is absolutely essential to increase the amount of clean, dry air movement over that required by solvent flashing when using waterborne paints. Beck emphasized the consistency that is made possible by robotic and standardized equipment in factory environments. Hundt and Hickey agreed on the importance of adjusting temperature and air flow while monitoring humidity, and Zucchet cited the

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Northeast™ 2011 Waterborne panel (l to r): Tom Elder, Tom Smetanka, Tom Beck, Kevin Hundt, Luigi Zucchet & Bob Hickey (see text for affiliations)

Transport Commission, a coalition of eleven East Coast states and the District of Columbia which advises the EPA on regional solutions to air pollution. The OTC has adopted a model rule, which is based on the recently adopted Delaware rule. Delaware, which is a member of the OTC, has already set the following allowable VOC content for various refinish products: Primer: 2.1 lbs./gal; Clear coating: 2.1; Base coat: 3.5; Multicolor coat: 5.7; Sealer: 5.4; Singlestage coat: 2.8.

in the northeast yet, or indeed anywhere other than in California, Europe and Canada which are 100% regulated. Although discussions during the past few years have yielded no exact date, moving to waterborne has become a strategic focus and will be mandated eventually.

Asked about the advisability of converting to waterborne systems early, before any mandates, Hundt pointed out waterborne systems are better for the environment, and offer many benefits to shop, such as pro-

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the booth’s cleanliness as equal in importance to that of air flow and heat.

Hundt said that the education required to convert to waterborne is minimal, while Smetanka pointed out that the conversion is easier when switching from solvent to waterborne while using the same manufacturer since the shop will not need to learn a new system. Elder contributed that he has seen a decrease in the cost of his basecoat since switching to waterborne because it requires less paint to cover the vehicle, again due to the higher pigment loads of waterborne.

Elder and Smetanka praised the excellent color matches that waterborne paint offers, and Hundt said using waterborne systems can be faster than solvents when done correctly. In response to an internet question about the effect of contaminants in the air, Hundt stressed the need for clean air.

Fisheye-type blemishes are common if oil droplet contamination, for example, gets into the air supply.

To make the conversion easier, Elder suggested total buy-in from all employees since processes change a bit and removing the solvent-based system as soon as the waterborne sys-

tem is installed to avoid returning to the original system when problems arise. This is sometimes referred to as “Cold Turkey conversion” in California. There shops that tried to gradually transition from waterborne learned that it delayed conversion because painters sometimes reverted to spraying solvent when even minor problems arose.

Hickey reiterated that proper education is important, and Smetanka emphasized the importance of making sure employees do not fall back to old habits. In conclusion, Hundt offered that converting to waterborne may be a little uncomfortable because it is a change, but it is not difficult in principle to switch to a waterborne painting system. Those that have done so do not regret the transition.

Requirements for Drying Waterborne Have you ever wondered about drying waterborne compared to solvent-based paints in our not-always warm and sunny climate? Do you have to have a balmy Southern California climate to dry it successfully? The short answer is ‘no.’

Panelist Tom Beck, CEO of Future Care which manufactures spray

34 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

booths, led a seminar titled Drying Waterborne: What You Need to Know. Explaining that drying water-based paint requires evaporation of the water within the substance, Beck investigated how evaporation occurs under specific conditions.

By experimenting with a wet towel on a clothesline, Beck demonstrated that the velocity of air Tom Beck movement is more important than increased temperature when attempting to dry waterborne quickly; however, his goal is to increase both the velocity of air movement and temperature, especially in the wintertime.

Because waterborne paints are slower to flash than solvent-based paints due to the heavier water content, it was imperative for manufacturers to determine how to accelerate the speed of evaporation so as to avoid affecting flash-off time for shops using waterborne paints. The temperature and speed of air coming through booths must therefore be increased.

Warm air is less dense than cold

air, allowing the air to absorb moisture.

Unfortunately, cold air settles lower to the ground since it is more dense, and this leads to an ineffective method of drying paint when using a downdraft air flow which will push air down over the car in a “tenting” effect, causing the ends of the car to dry much faster as more air is being pushed through these small spaces between the vehicle and the walls of the booth. The hotter air picks up water molecules from the paint as it passes over the car.

Accelerated drying systems reduced flash-off time by up to 50% for waterborne paints, increasing productivity and reducing energy costs. Beck classifies systems that use compressed air, such as hand-held dryers, as stage one systems which consume a lot of energy. Stage two systems do not use compressed air. Such systems include ceiling fans, booth pods and Jun-Air QADS. The problem with ceiling fans, according to Beck, is that they generate static electricity and spread dust.

Booth pods take a large amount of air in through the top and output it through a smaller space, but they do not increase the temperature and do not eliminate static electricity. Jun-Air’s

Quick Accelerated Drying Systems (QADS) push air through a smaller opening and warm the air by redirecting the hot air from the plenum through vents that redistribute the hot air to the level where most of the painting takes place.

Beck said the temperature will need to be greatly increased in a system that forces air downward in order to reach the goal of 140°F in bake mode, but since cold air molecules fall and warm air molecules settle on top of them, the lower surfaces of the car will still not reach the necessary temperatures for the paint to dry properly.

This is critically important as the paint will move if a clear coat is applies before 100% of the water in the paint is evaporated.

The QADS, by bringing air from the plenum through ducts on the side of the booth, allow all surface areas on the vehicle to reach the necessary temperature to dry effectively. Additionally, the QADS contains a ionization bar which neutralizes static electricity within the booth.

Finding an Integrated Balance between Quantity and Quality in your Shop Cul-

ture: If you don’t have time to do it right, when are you going to have time to do it over?

“Facility Verification and Quality Processes: What It Means to You” was the title of the informative seminar given by Mark Olson, well-known quality control speaker and COO of VeriFacts Automotive.

Olson began by defining a “quantity culture” as being one in which shops focus on throughput, cycle time and profits, assuming quality will take care of itself. But this is a shortsighted strategy in managing productivity in your shop unless you also incorporate a balance of “quality” said the VeriFacts Mark Olson cofounder.

Olson believes the best culture for auto body shops is in finding a balance between quantity and quality. An effective shop culture needs standards that will hold people accountable while also empowering people to do the right thing.

Olson reminded his audience of

the easily overlooked fact that if the job is not done correctly, it does not matter when it gets done. A bad job done soon is usually just a quicker way of getting to redo it. Constantly asking technicians questions such as “how soon,” “how fast,” “how much,” or even “when?”, sends the subtle message that quantity or speed is more important than quality. There needs to be a shift to a mindset of commitment to the process because it is every member of a shop’s responsibility to provide quality repair services to their customer.

Olson listed the components of a positive repair experience as follows: thorough damage assessment and customer communication, internal quality control stage checks and peer inspections, and pre-delivery inspection and estimate review.

Expanding on the concept of thorough damage assessment and customer communication, it is important to begin with complete and accurate estimate, said Olson, or the repair process becomes hurried and frantic at the end of the process. Without such an estimate, the probability of a comeback increases significantly.

Olson even specied that estimators should circle the car several times from various distances to fully assess all damage on the car before writing down a proper and complete first estimate. It is also very important to keep in communication with the customer so that shops can managed and exceed the customers expectations. As such, estimators should walk the floor a couple times each day so that they know what is going on with the customer’s car in case the customer calls to enquire.

Olson repeatedly stressed that quality control cannot be an afterthought. Everyone is responsible for the vehicle throughout the entire repair process. Peer inspections help reduce comebacks, and everyone should be willing to point out something not done correctly.

Olson reviewed VeriFacts’ Quality Measurement Program criteria for a set up and measurement, the vehicle must be secured in a level position and at least eight points (four in the midsection, two in the front and two in the rear) be measured. VeriFacts also suggests using a stage-check verification in which the technician and a peer in-

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spector signs off at each step of the repair.

Concerning “pre-delivery protocol,” which Olson defines as a dress rehearsal for delivery to the customer, it is important to perform a final postrepair inspection, review the estimate, and then do a final test drive before preparing the vehicle to be returned to its owner. Olson went on in a second presentation to amplify his and VeriFacts’ ideas, delving into the area of “unknown unknowns.”

What You Don’t Know You Don’t Know At the risk of reminding readers about former Defense Secretary Donald Rumsfeld’s infamous speech about “known knowns, unknown knowns, and known unknowns, not to mention unknown unknowns...” oh, fuggedabowdit....

Most people have run into a situation where they realized that they do not know something important about their industry, but the situation is even more unfortunate when one realizes they were unaware they were lacking this information (this would be the dreaded Rumsfeldian “unknown unknown.”) Mark Olson, COO of Veri-

facts Automotive, also taught a seminar entitled “Repair Quality: What You Don’t Know You Didn’t Know.”

Olson reminded attendees that customers want their vehicles repaired correctly because their cars are important to them. Explaining that while some shop owners provide service based on what they are paid to do by the insurance company or customer, other shop owners always do what is right for their customers.

Stressing the importance of quality collision repair and proper documentation, Olson began his overview of common repair problems and how they are easily solved. He clarified his statement that it both “is” and “is not” about the money by noting out that a business cannot prosper if customers are continually dissatisfied.

For most auto body shop owners, according to Olson, these deficiencies result from being unaware of what they do not know. Auto body workers must know everything about a car at the beginning of their work, and they must adhere to the current regulations which change so frequently that even quality shops may be unaware of their errors.

For example, most weld-through primers state on their label not to weld through, and they must be dabbed on although they come in a spray can.

Luckily, they work well when used correctly. If the weld-through primers are used to weld through, they tend to cause air bubbles, while dabbing the primer onto the vehicle, instead of spraying it, preserves the original ecoat.

When it comes to corrosion protection, technicians must seam seal all welded joints, even those not sealed by the manufacturer. They should also use epoxy under the seam sealers, and it is important to use corrosion protection on all repair areas. Not properly applying corrosion protection builds failure into the repair as rusting will begin as soon as water touches it.

It is necessary for welders to practice and destroy their welds and reinspect the quality of their welding. A quality control process is recommended to prevent such errors.

An area where many shops have problems is documentation. All operations must be documented, whether they are paid for or not. Shops must add non-charged items to the bill be-

cause, legally, it was not done if it is not documented. Post repair market value insurance claims can be avoided by maintaining proper documentation, communicating with the customer and making proper repairs.

Anything that is paid for but not completed, improper documentation of procedures, and deviation from industry repair standards are all considered fraud; due to this, it is very important to properly document files, properly repair vehicles, correctly inform customers of repairs, listen to the customer and continually pursue education to stay up to date on proJoseph Chiaravallo cedural changes.

Protecting Your Shop Assets and your People from Risk At the Northeast 2011 Trade Show on Saturday, March 19, Joseph Chiaravallo of Utica National Insurance presented a seminar entitled Risk Management for Collision and Mechanical Shops. Defining risk management as managing and pro-

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tecting assets from all types of risk, Chiaravallo informed his audience that the highest claim frequency and the greatest percentage of insurance losses occur in the automotive property-casualty line. The most frequent causes of loss are theft, vandalism, burglary, wind damage and lightning and power surges.

Chiarvallo explained it is possible to minimize property loss from burglary and theft by installing a security system and good exterior lighting, as well as making sure never to leave cash on site. Minimizing vandalism entails similar procedures, such as installing security cameras and better exterior lighting and keeping the customers’ vehicles secured and locked within the facility. To minimize loss caused by wind, shops can remove clutter which could become wind-driven projectiles and install proper door supports. Lightning strikes can cause loss due to severe discharges or even just loss of power. Shops should install a lightning protection system and establish emergency procedures for storm or power outages.

The fifth most frequent cause of insurance loss accidents in the shop

are due to damage to the customer’s car after being struck by equipment.

This is often due to a technician’s lack of experience in moving customer vehicles. Luckily, this is easily remedied by providing the technicians with warnings and the necessary training.

Although the greatest frequency of insurance claims occur in the automotive industry, the highest average cost per claim occurs within the worker’s compensation line of business. The areas of worker’s compensation that produce loss most frequently are as follows: lifting, pulling and pushing, debris particles in eyes, misuse of hand tools, slips, trips and falls, and all manner of machinery mishaps.

To minimize injuries due to materials handling, shops must emphasize training and safety. It should be standard practice to talk with all staff about the common causes of injuries, observe the staff while they perform daily tasks, establish work rules, identify hazardous conditions, and develop a checklist of conditions that need ongoing attention.

Decreasing the risk of eye injuries

can be achieved by insisting on protective equipment usage, talking to staff about the common causes of injuries, observing staff as they work to monitor safety compliance, and identifying hazardous conditions in advance.

Shops can reduce slips, trips and falls by clearing walking surfaces and identifying hazardous conditions, and the dangers of hand tool injuries can be diminished by explaining the threat to employees, establishing rules, and when injuries do occur, finding the cause and effect and, of course, making the necessary changes.

The most common liability claims are for property in the car, custody and control, failure of work performed, injuries to the customers on the premises, falls, and customers and workers having contact with or being struck by objects.

Toyotetsu Texas Wins Toyota Suppliers Award

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San Antonio-based Toyotetsu Texas Inc. received a Launch Performance Award from Toyota Motor Engineering & Manufacturing North America Inc. during ceremonies March 15 recognizing high-quality performance by the company’s suppliers, according to My San Antonio.

Toyotetsu was recognized for stamping and welding excellence on the Tacoma pickup, which Toyota began producing in San Antonio last year.

Four additional suppliers received Launch Performance Awards and several other suppliers were recognized in different categories for exceeding the auto company’s expectations.

“This event emphasizes our suppliers’ commitment to flexibility and continuous improvement, allowing Toyota to focus on building safe and reliable products,” said Toyota Motor Engineering’s Purchasing Vice President Robert Young during the company’s annual supplier business meeting Toyota said it spent nearly $25 billion on parts, goods and services in North America last year.

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Industry Insight with John Yoswick

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.

Paint Complaint Does Not Have to Mean Unhappy Customer Strategies for preventing customer dissatisfaction—and dealing with it when it happens

“The paint on the repaired panels does not match the rest of the car. The shop says it cannot be made to match.

I find this impossible to believe.”

These words, an actual comment written by a customer of a U.S. shop, are not exactly what you’d like to see on the comment cards or customer satisfaction indexing (CSI) reports you receive. That’s why it seemed surprising that the shop owner said he was actually pleased when his CSI provider faxed him a copy of the customer’s gripe.

“Yeah, of course, I always dread finding out that we blew it with a customer,” the shop owner, who asked that his name not be used, admits.

“But on the other hand, I’m not there in the shop all day, every day, anymore. I might not have known that this woman left so unhappy with us. Because (our CSI provider) lets us know right away about negative comments, I was able to call this lady and let her know that I would be getting this taken care of for her.”

It wasn’t an easy or inexpensive fix.

The shop owner said he personally picked up the woman’s car and brought it to the shop to be resprayed.

“On paper, that job was a moneyloser, no doubt about it,” he says. “But that woman has actually referred at least two more jobs to us in the couple of months since then. This is someone who left here unhappy, ready to show anyone who’d listen what a lousy job—at least in her mind—we had done, but now she’s telling people how great we are.”

This shop owner’s experience points out that addressing an unhappy customer’s concerns effectively can be every bit as valuable as working to avoid having unhappy customers in the first place. Studies show that if you address a customer’s concern quickly, that customer can become one of your most loyal—even more loyal than someone who left satisfied in the first place.

Here are some general guidelines and tips for customer complaint reso-

lution based on interviews with shop owners.

Skip the excuses. It’s easy to fall into a pattern of trying to explain away problems (“The parts weren’t available,” “We didn’t know about that,” “Our technician missed that.”)

An explanation later is fine, but it shouldn’t be the starting point. And the explanation should never sound defensive.

“One of my estimators agreed to refund $100 to a customer, but he did it with such a lousy attitude the cus-

“I have my staff say something like, ‘Oh, thank you for letting us know about this,’” one shop owner said. “‘I’m sorry for the inconvenience this is causing, but let’s see how we can make this better for you.’”

Decide on a solution. Make a suggestion for a solution and ask, “Fair enough?” Or ask the customer what he feels is fair. In any case, make sure employees have the power to make a decision quickly. One study found that 95 percent of complaining customers will return if their com-

12 principles for solving customer complaints

1. Apologize. Let them know that you’re sorry they’re unhappy.

2. Remain positive. Don’t argue with them or sound defensive.

3. Empathize with them. Let them know you understand how they feel.

4. Listen. Don’t interrupt. Give them a chance to tell you everything.

5. Ask questions. Confirm that you have a full understanding of their needs.

6. Be an ambassador for your company. Let them know that you will personally handle this situation.

7. Don’t blame others or pass the buck. Admit that you (or the company) was wrong. Don’t dwell on causes or excuses.

8. Respond immediately. Do whatever you can do to get the problem fixed as quickly as possible. Delays work against you.

9. Try to establish or maintain some rapport with the customer.

10. Use humor when possible. Making people laugh puts them at ease.

11. Agree on a solution. Make sure it is acceptable to them.

12. Follow through. Make sure things get done how and when you said they would. tomer still left unhappy,” one shop owner said. “If you do something for a customer, do it willingly even if you don’t think it’s owed. Don’t do it begrudgingly. Do it with a smile on your face and allow them to feel that you’re doing it because it’s the right thing you do. Either way, you’re out the $100 today, but if you do it right, you’ll keep their business long-term.”

Start with empathy. While an apology is important, it’s critical that the customer also feels that you understand the position they are in.

38 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

plaint is resolved on the spot, but this percentage plummets if the customer has to wait or jump through any hoops.

Assure them you’re changing.

Let them know that not only will their problem be fixed, but that you are taking action to see that similar situations don’t occur in the future.

“Customers like thinking they’ve helped you and future customers,” one shop manager said.

Go beyond resolution. Create a “story” for the customer to tell by fix-

ing the problem in a memorable way.

Make another concession they were not expecting. Give or do something extra. The cost of giving something away is usually much less than the cost of losing a customer’s future business and the business of all those he tells his story to.

One shop with three locations in Illinois actually has a budget line in its annual expenses fund that office staff can use “to soothe things over with customers.” A customer who brings a car back because of a problem may receive a couple of movie passes or a coffee shop gift certificate they can use at the near-by mall if the shop will need the car for an hour or more.

“If we’ve really blown it, we’ll send them a restaurant gift certificate, particularly if it’s a repeat customer or one referred to us,” the shop owner said.

It’s important, too, to look for trends in the complaints your shop receives in order to make longer-term adjustments and corrections. Getting to the root cause of problems isn’t always easy. One technique that can help you get to the root of a problem is the “five why’s;” you often have to ask “why” at least five times to get to the root of a failure.

Here’s an example: Why was Mrs. Jones not satisfied with our service?

Because her car wasn’t ready until a day later than we promised.

Why was her car delivered a day late?

Because we were waiting for a part.

Why wasn’t the part here?

It didn’t get ordered until the car was ready to go.

Why didn’t it get ordered sooner?

Because we didn’t know until then that we actually had the wrong part.

Why didn’t we know we had the wrong one?

Because the technician didn’t check it when it arrived.

After five whys, you usually begin to see what needs to be fixed.

This can be time-consuming, but CSI can help you spot trends, allowing you to focus your attention on the areas that seem to account for the most complaints.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 39

Industry Insight with John Yoswick

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.

Effort to Develop Collision Repair Standards Takes Another Step Forward A Collision Industry Conference (CIC) committee hopes by April to have hired a consultant to help build a business case for a new organization that would oversee the development and implementation of formalized collision repair standards in the United States.

Russ Thrall, co-chairman of the Repair Standards Advisory Committee, said at the CIC held in Secaucus, NJ in mid-March that several proposals from consultants are now being reviewed, and a decision is expected in April. If funding for the position can be raised, the consultant will be asked to issue a draft of the business case by the end of September.

For a number of years, an allvolunteer CIC committee has discussed and crafted some portions of a possible standard, which would address training, equipment and even repair procedures. A draft of the still in-process 100-page document can be viewed online (www.repairstandards.com).

Thrall has said the consultant is needed to work with the volunteer committee to conduct the interviews and research necessary to propose a structure and funding mechanism for the organization that would use a formal process to create and implement the standards. The consultant’s report would also outline the value such standards would offer various segments of the industry, and how the performance of the standards could be measured.

The committee is planning a forum to be held in conjunction with CIC’s November meeting in Las Vegas that would present the consultant’s findings and recommendations.

Thrall said the committee hopes to include presentations and discussion at that forum with representatives from shops and insurers in the United Kingdom where a formalized set of industry standards has been in place for several years.

As happens during many of the discussions of proposed industry standards, a number of participants at CIC in Secaucus expressed questions or concerns about the process or outcome.

Aaron Schulenburg of the Society of Collision Repair Specialists, for example, asked whether the fund-raising that was planned was just to cover the expense of the consultant’s research, or if would be establishing funding for a standards organization even before the need for and interest in such an effort was established. He said his group had recently held a conference call with about 18 of its affiliated state repairer associations.

“The perspective was pretty consistent from association to association,” Schulenburg said. “To be honest, there was a lot of skepticism over the value, the benefit, and the overall impact (of formalized industry standards) on the repair facilities that these association represent.”

Thrall and others on the committee stressed that funding was only being sought to determine whether there is an interest in and business case for the development of a standard-setting and –implementing organization.

I-CAR offers update Also at the meeting, Bill Stage of ICAR provided an update on the training organization’s efforts to revamp its offerings and recognition program. He said that while the Gold Class Professionals designation is currently based on “points,” it will convert to be based on “hours” of training next year.

Stage said there are currently about 4,000 Gold Class facilities in the United States, up by about 1,800 since last July. That growth, he said, came in part because of Allstate’s push to ensure all shops in its direct repair program are Gold Class.

“There’s another insurance company that is pretty close to going down that path as well,” Stage said. “And two OEMs at this time are close to announcing a Gold Class initiative for their dealership shops.”

Starting in July, I-CAR will begin to allow experienced technicians to “test-out” of some of the more “basic” courses required for “Platinum Individual” status. He said I-CAR will announce three new online classes in April, as well as about one new online class about each month after that. He said that while four hours of online

40 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

training currently is more expensive than one 4-hour live I-CAR class, a new pricing structure expected to roll out in January will have “a lot more rationality” in the pricing for the two types of training.

Other discussion at the meeting In other news and discussion at CIC in Secaucus: ● Industry trainer Toby Chess presented information on the need to recalibrate the steering angle sensor that is part of the electronic stability control system on an increasing number of new vehicles. Such systems are standard equipment on 85 percent of 2010 new vehicles, and will be required on all new vehicles as of model year 2012. The recalibration is an additional procedure that must be done after the vehicle alignment. “It’s an added step, and there’s also no more 2-wheel alignments with these systems. That

won’t work,” Chess said. He said even though no “trouble light” will be lit on the dash and the vehicle may handle properly under normal driving conditions even if the system is not calibrated, the electronic stability control function may not work properly in a subsequent “emergency maneuver.” ● Deborah Craig, a compliance officer with the U.S. Environmental Protection Agency, said that even though the deadline has passed for shops to comply with new federal refinish and paint stripping regulations, any business that has not complied should not avoid doing so. “Some folks think if they hang back and don’t submit the paperwork that somehow EPA isn’t going to know about them,” Craig said. “They don’t want to shine a light on themselves by submitting something late.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 41

Shop Showcase

Erica Schroeder is assistant editor at Autobody News in Carlsbad, CA. She loves to talk with owners about their shops and goings on in their areas.

Contact her at eschroeder@autobodynews.com, or 800-699-8251

Bates Custom and Collision – “A Company With a Heart for Community” with Erica Schroeder

Bates Custom and Collision has two locations in Texas, one in Baytown and one in Channelview. Owners Lee and Leila Bates have centralized their business around going beyond providing great quality repairs and workmanship to helping out the communities they are located in.

The Baytown location was opened in 1990 and is about 12,000 square-feet while the Channelview location opened in 2003 and is about 9,300 square-feet. The business has 30 employees total and grosses just over $4 million per year.

Bates’ Channelview location’s 50s-diner theme

“What makes us unique is our community roots, our level of involvement in both communities,” said Co-owner Leila Bates.

The Bates have been giving away a refurbished vehicle in their Responsible Parenting Award and Benevolence Program ever since they opened.

They have given away 20 cars over 20 years through this program.

communities they work in.

The shop is also in a Direct Refor 18 years. About AkzoNobel, they Bates also participates in a Com- pair Program for four large national praise the added value the company munity Giveback Program, which al- insurers. provides. “The value-added services, lows customers to consulting and benchmarking really give an optional 3% make them the best in the industry. It’s off the cost of their retheir can of paint plus services,” said pairs to a local nonLeila. profit. Any non-profit Bates also offers a Lifetime can enroll in the proWarranty against defects in material gram with Bates for and workmanship completed at their free. shops. As long as the same owner “The Commuowns the car, they can come in to nity Giveback Profix defects on any repairs done at gram is new and it Bates. helps us be able to touch more organiza- Responsible Parenting and Benevolence Award: Front (l to r): Alisha, Bates Custom and Collision Tyrese & Corey Stimage; Middle: Lori Tadlock, Tracy & Alexis Stimtions than before,” age, Leila & Lee Bates; Back: Dave Dillon, Lucas Duran, Nuvia Sali3219 North Main Street said Bates.

Baytown, TX nas, Juan Ramirez, Benjamin Garcia, David Cuellar.

Programs like (281) 428-2209 this help to develop community partThe Bates also make a point to nerships with organizations and it’s an train their employees in programs like I- 15532 East Freeway easy way for the organizations to do CAR, ASE, as well as tech training from Channelview, TX some fundraising and to refer some AkzoNobel and Sikkens. They have (281) 452-9100 business back to Bates, said Leila. used AkzoNobel paints in their shops www.batescustomandcollision.com Currently the giveback program includes Betty’s Haven, Christian Women’s Job Corps, Friends of the Wetlands Center, Relay for Life Bay Area and Relay for Life North Channel.

Passion for Performance Bates has also sponsored, and some employees have volunteered in, other community organizations in • Large Inventory of Volvo Genuine Parts their 20 years of service. Leila and • Extensive Parts Experience Lee are familiar faces at a lot of the community board meetings and Leila • 3 Delivery Trucks with Cell Phones Making Two chaired the local Relay for Life comDeliveries Daily to Most North and South Bay mittee for 13 years.

“My husband and I are both from Baytown and we just truly feel like

Staff from the Bates’ two locations gather at their Channelview location

“This program really offers our employees a way to give back,” said Leila. On these types of projects everyone in the building, from painters to body techs, is working together after hours to give back to the

these are our friends, our neighbors,” Bates hosts Continuing Education seminars for insurers, staff and adjusters on the weekends as well. The program is Texas Department of Insurance accredited.

42 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

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After Years of Debate, NCOIL Ends Aftermarket Crash Parts Model The Property-Casualty Committee of the National Conference of Insurance Legislators (NCOIL) has voted to reject the proposed Model Act for Motor Vehicle Crash Parts and Repair. By a vote of 11–7, the committee rejected the Act in its entirety following testimony at its meeting in Washington, D.C. on March 6. NCOIL is a group of state lawmakers who are leaders or members of committees responsible for insurance legislation in their states. Model laws adopted by the group serve as templates for state bills.

The proposal would have required insurers to get consent from policyholders before using aftermarket crash parts, mandate labeling of crash parts, and establish conditions for when insurance companies could limit payment to the cost of aftermarket crash parts.

Since July 2009, when NCOIL first proposed an aftermarket crash parts bill, the debate has been “a solution in search of a problem” say its critics.

Supporters, including numerous insurance companies and aftermarketoriented organizations, such as CAPA and ABPA, say the act was intended to

protect consumers filing auto body damage claims with insurers.

The source of the opposition, led

by The Society of Collision Repair Specialists (SCRS), the Automotive Service Association (ASA) and supported by dozens of other automotive groups sent a group letter of opposition to NCOIL days before the committee meeting, urging the model act’s rejection.

The letter stated “This amendment falsely presumes that a certified part will restore a vehicle to its pre-loss condition and falsely equates that part to an original equipment manufacturer (OEM) part, since the pre-loss vehicle in almost all instances would have OEM parts.”

The opposition reasoned that many states have statutes with language similar to the proposed model act or that actually go further in protecting the rights of consumers, some of which include consent clauses that give consumers the right to choose which parts are used by repairers to fix vehicles after a crash.

Action on the bill was postponed to consider an amendment by Rep.

Brian Kennedy (RI) which was passed by one vote. The Kennedy amendment proposed “that certified aftermarket crash parts shall be presumed to be capable of restoring a vehicle to its preloss condition.” This amendment was supported by CAPA and State Farm.

John Ashenfelter, Associate General Counsel for State Farm, pointing to the “monopolistic” practices of the carmakers, told the committee that that use of aftermarket parts can reduce policyholder costs and could save approximately $140 million per year. Rep. Barry Hyde of Arkansas, after doing some quick calculations, suggested that the savings would amount to about $6.00 per year per State Farm policy.

“Is all this really over only $6.00 per policyholder?” asked Hyde, who later voted to reject the model.

Prior to the final vote, Rep. Barb Byrum (MI), had agreed to withdraw her amendments to save further debate and bring the model to a vote. Byrum’s amendments were supported by the SCRS and added language to hold insurers liable for any aftermarket parts they choose to specify.

“During the hearing in D.C., and in the days leading up to it, SCRS and our partners in opposition to the model became increasingly convinced that we had the necessary support from the committee members to put this issue to rest once-and-for-all,” said SCRS Executive Director Aaron Schulenburg.

Once the additional amendments were removed from consideration, the committee called for an up-and-down vote on the model which resulted in the vote to oppose, and the conclusion of several years spent discussing this topic within NCOIL. Jack Gillis, Executive Director for CAPA said he was pleased that, though the model as a whole was ultimately rejected, the certified parts amendment was passed.

The Property Casualty Insurers Association of America (PCI) issued a statement supporting the proposal’s defeat. “We believe this model is unnecessary because almost every state has laws already to deal with these issues,” Robert Passmore, PCI’s senior director of personal lines, said in a statement.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 43

Industry Insight

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

Contact him by email at jyoswick@SpiritOne.com.

Recyclers, Repairers Look for Ways to Improve Business Interactions with John Yoswick

Mel Hunke said he’d like to eliminate the “wedge” between collision repairers and auto recyclers.

“We used to work together really well,” Hunke said of the two industries. “But once insurers stopped paying for clean-up or repair time on recycled parts, they basically said, ‘You two fight it out.’And we’ve been doing it ever since. That’s the wedge that was driven.”

Hunke, a former shop owner who now represents the Quality Replacement Parts (QRP), a coalition of auto recyclers in nine states, was speaking at the third “Recycled Parts Roundtable,” held in Las Vegas. The gatherings, originally organized by QRP but now open to anyone, bring together representatives from all segments of the industry to discuss and work to resolve issues related to recycled parts.

“We need to blow out the wedge and put our relationship, our core business-to-business process, back together in a way that benefits everyone,” Hunke said as he opened the most recent roundtable.

It was clear by the end of the half-day meeting that many of the two dozen participants – primarily owners of shops and recycling yards – learned things that could help them eliminate that wedge. Here are some of them.

• Photos could help. A Texas shop owner at the meeting asked if recyclers can make photos of the parts they have available. Photos, he said, can help a shop confirm the color and condition of the part. It also could help recyclers with better quality (or more accurately described) parts compete with those selling lower-priced but lower-quality parts, because the shop could see, for example, that the lowerpriced part has rust along the bottom edge.

Several recyclers at the meeting pointed out that yards meeting the Automotive Recyclers Association’s Certified Automotive Recycler program take as many as two dozen photos of vehicles before dismantling. Although few recyclers have photos of individual parts available, these “Gold Seal” recyclers can provide those vehicle photos upon request to the shop.

• Consider more part types. One potential win-win-win for recyclers, insurers and repairers could result if recyclers helped make shops aware of parts they are likely to need in a repair but that are not typically purchased from a recycler.

“If you buy a fender, hood and bumper from me, but you also need the windshield washer jug and battery tray and all the other stuff recyclers are currently crushing, we can amortize our overhead and dismantling costs over more parts, and you can increase your alternative part usage and save totals,” Hunke said.

A representative of one multishop operator at the meeting said his company is working with recycled parts vendors on just such an effort so the collision repair business can maintain insurer-required levels of recycled parts usage without having to use structural or other types of recycled parts it would prefer not to.

• Understand and use part grading and damage codes. Those at the meeting agreed that too few recyclers and shops recognize and understand the codes that have been standardized within the industry to grade recycled parts and identify the type and location of damage on those parts. Educational and reference materials on these description systems are available at the “Standards & Codes” section of the ARA website (www.a-r-a.org).

• Understand estimating issues related to recycled parts. Industry consultant and former shop owner Mike Anderson said at the meeting that he serves on an Automotive Service Association committee that recently updated the “not-included operations” chart it created for recycled parts (a similar chart is available for new parts as well). The charts summarize what operations are not included in each of the “Big Three” estimating system times and thus may need to be added to an estimate when using such parts.

• More data would help. Participants at the Recycler Roundtable meeting have agreed that some data collection could help shops and recyclers work better together – and perhaps help influence insurer practices. Work has begun, for example, on a survey to

44 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

better understand the expectations of shops, insurers and recycler in terms of recycled parts use to help each segment better meet more of those expectations. They survey is likely to ask shops, for example, how valuable the availability of photos of recycled parts would be.

One meeting participant also suggested that a statistical case study look at whether insurers could benefit from accepting lower values for salvage if it increased the availability, pricing and use of recycled parts.

A study could also look at how insurer-mandated use of particular recyclers or the “lowest-cost” part negatively impacts shop efficiency.

• Spend some time at each other’s business. Recyclers and shops at the meeting who had taken the time to visit the recycling yard they purchase from—or the body shops they sell to—agreed it was time well-spent. It’s

a great way to see things that each side in the transaction may be doing or not doing that negatively affects the other.

Ordering parts ahead of determining if a vehicle is a total loss—or ordering the same parts from multiple recyclers to see which arrive first or in the best condition—are examples of shop practices that negatively affect recyclers, those at the meeting discussed. Recyclers’ dismantling practices, or failure to accurately describe part conditions, cost shops time and money. Time spent at each other’s businesses can help shops and recyclers work better together, those at the meeting agreed.

• Understand the value of the Gold Seal designation. Recyclers at the meeting said shops could help themselves and the industry by just asking the recyclers they deal with, “Do you have the Gold Seal designation?”

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Gold Seal is earned by recyclers who meet the ARA’s Certified Automotive Recycler requirements and also conduct ongoing customer satisfaction surveying. A description of the program requirements, and a list of Gold Seal recyclers nationwide, is available at the ARA website (www.ar-a.org).

Among the benefits to a shop of using a Gold Seal recycler is that those recyclers are required to use the ARA part grading and damage codes. Every part from these recyclers includes a

Gold Seal tag that includes a toll-free number a shop can use if a part arrives not as it was described.

“Last year alone, we kicked three Gold Seal recyclers off the Gold Seal program because they didn’t meet the criteria,” a recycler who serves on the program’s oversight committee said at the roundtable meeting. “There was complaints against them from shops, and we removed them.”

Many of the shops at the meeting acknowledged they needed to go back and ask the recyclers they work with

if they have the Gold Seal designation.

Participants at the meeting also agreed that more needs to be done to identify in the parts locating services which parts are from Gold Seal recyclers.

The industry also needs to work, they agreed, to help insurers understand that just as “certified non-OEM parts” are better than non-certified, that there are cycle time and other benefits to be gained from using parts from Gold Seal recyclers.

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Janet Chaney of Cave Creek Business Developer said the goal of the Recyclers Roundtable is to continue such discussion between repairers and recyclers and to bring in other segments of the industry as needed.

Chaney, who serves as the administrator of the roundtable, said the next meeting is being planned for April 16 in conjunction with the United Recyclers Group (URG) event being held in Denver.

For more information, email Chaney at janet_chaney@earthlink.net

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Anderson Subaru Lake Havasu City (928) 764-5177 (928) 764-2574 Fax Mon.-Fri. 7:30-5:30; Sat. 8-2 www.andersondeals.com www.andersondealssubaru.com

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San Rafael (415) 257-4690 (415) 257-4684 Fax Mon.-Fri. 7:30-5:30; Sat. 8-4 marinmazdasubaru@yahoo.com www.marinsubaru.net

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 45

Continued from Front Page

CAR WARRIORS

Their creations are judged by a panel of top custom-car experts, including the famed “King of Kustomizers” George Barris, hot-rod craftsman and TV host Jimmy Shine and auto-electronics wizard Mad Mike Martin.

Autobody News’ long-time Custom Corner columnist, Rich Evans, is the leader of the All Star build team.

After completing nine straight weeks of taping as a participant in Car Warriors, Rich Evans gave us an inside look at what it’s like on the set of this one-hour reality show.

system and the mechanics of the vehicle are going to be a big part of the overall final product—not just a goodlooking paint job. It has to be a team effort, because my attitude is if anyone else on our team isn’t making it, I’m going to step in there and get it done, because I hate losing. Everyone has a different approach, but we have to figure out a way to work as a team and it’s tough with that 72-hour clock hanging over you.

Q: Now that viewers have seen three episodes of Car Warriors, what are you hearing from friends and fans?

What does it take to create these phenomenal vehicles?

Q: Right now your record is three wins and one loss. After losing the first build-off (the1966 Mustang challenge) you won the next three (the 1999 Ford F-150, 1986 El Camino challenges, and the 240Z build.) Tell us about the process of filming Car Warriors.

RE: Each build starts on Tuesday and ends on Friday. We just got done taping nine weeks in a row. To put

On the premiere episode of Car Warriors, the All-Star Team led by Rich Evans lost, even with this amazing ’66 Mustang build

This patriotic Ford F-150 truck build took Evans’s 8-member crew to victory in episode #2 of Car Warriors

RE: The feedback we’re getting is that people love it. Viewers seem to like it because it shows them everything it takes to build a car. Trying to get a team together on the same page; working without sleep; your biggest enemy is the clock. You have to devise a process that will get the car done within 72 hours. If you want to do something on the build, you’d better be able to come up with a process to beat that clock, because otherwise it doesn’t matter. As the All-Star Team Leader, the most weight is on my shoulders. I have to get everybody to agree and buy in for the entire build.

Some people have to make compromises and they don’t like it. My main job is to have everyone on the team focused on their particular set of skills. And in the end, we have to come up with an original looking product. So, that means the paint by itself is not going to win the deal at the end of the day, because the judges are looking at the entire car. We know going into each build that the body modifications, the interior, the audio

together one hour show, they shoot 380 hours of tape. It’s a large production on a huge set located on the grounds of Ted Moser’s famous Picture Car Warehouse in Northridge (Calif.). They have two cameras on the challenger’s side; two cameras on our side; one boom camera and one time lapse camera. And they also add other handheld cameras randomly from time to time. Both teams have their own producers on the set all the time, and sometimes they pull you away from the build to do oncamera interviews. It’s always go, go, go! I was averaging 6-8 hours of sleep on each build. On the El Camino build, for example, I didn’t even get to sleep until around 45 hours into it.

Q: I heard that you were working at your shop (Huntington Beach Bodyworks) close to 40 hours per week while taping Car Warriors for nine straight weeks. Did you ever hit the wall? How did you survive this crazy schedule?

46 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

RE: I guess I became immune to it after the first episode. After that, I fell into a type of a rhythm, plus I love to work. I’m used to doing long builds at my shop, so I’m not afraid to work 1820 hours in a row if I need to. I’ve done it for many years, so I think I’m basically primed for those types of conditions. I don’t really look at the clock when I’m working; I’m more into working toward getting the next phase of the project done, like getting the vehicle into the paint booth, for example.

Q: I noticed certain members of your All-Star Team standing around quite a bit and talking while others are doing most of the work, is that what happened?

RE: Absolutely. I’m doing the majority of the bondo work and shaping, disassembling the cars and then putting them back together. When I’m

The Car Warriors All-Star Team called this ’86 El Camino “Freaky Tiki.” It was the winning vehicle on the third episode of Car Warriors

done with that, I’ll help the interior department, and then I’ll go into the paint department and do what I need to do. Scott (Owens) has asked me for help several times and I’ll do it every time. I’ve been in business for 18 years and I’ve never considered myself the boss. I’m a team player but I’m also the team leader, so people take shots at me all day. I’m the punching bag and I’ll take the shots, because I’m surely not here to make friends. I’m here to do a job and to compete. My favorite saying is ‘the proof is in the footage.’ Some guys got really tired and started talking about quitting, but I’m not about that.

I believe that if we put 100% into a build and you keep going, you’ll get it done.

One of the big problems in our work is time management. It’s a skill and the only way to learn it is by doing it repeatedly. It’s learning how to make deadlines. But someone has to take the responsibility and make the decisions; otherwise we’re standing around looking silly.

I have a process that works for me and I’m bringing it to this show and to the team, and if anyone else wants to be the team leader, they can just step up and we’ll follow their process.

Q: How much of this reality television is actually real, based on your experience with this show?

RE: On Car Warriors, I can honestly tell you that reality television is 100% real and everything you’re seeing is exactly what’s happening. This show is as real as it gets and it depicts daily life in a shop. The only differences are the 72-hour deadline and the fact that there are cameras all over the place, but otherwise it’s 100% accurate.

Q: I’m going to toss out names for some of your All-Star Team members. Tell me the first thing that comes to mind about them.

Ryan “Ryno” Templeton (paint, airbrush, pinstriping): He was on Trick My Truck and he knows his paint.

Ian Roussel (fabrication, engines, paint, interior): A genius and an amazing fabricator. He’s from the series Monster Nation.

Tommy “The Itch” Otis (pinstriping): A pain in my ass. He’s become the comedy relief on the show, but he’s a good pinstriper.

Nicole Lyons (engines & mechanics): She’s a NHRA and NASCAR race driver and she’s got her own shop (Cole Muscle Cars in Sylmar, CA), so she knows her stuff.

Tina Sharpe (interior & upholstery): She’s done Nicole Lyons work for Gene Winfield and the owner of Ames Sharpe Design that does car interiors.

Scott Owens (interior & car audio): He’s the best audio guy I’ve seen.

Dave Cooke (engines & mechanics): He specializes in imported engines and owns a performance shop in Southern California called Well Oiled.

And the judges: “Mad Mike” Martin: I may not agree with all of the judges all the time, but they’re definitely all impressive. He made his name on Pimp My Ride. Mike has 25 years experience and he’s an incredible genius when it comes to electronics.

George Barris: How can you argue See CAR WARRIORS, Page 55

AASP/NJ’s NORTHEAST 2011 Show Fills the Aisles at the Meadowlands Friday through Sunday, March 18–20, body shop owners and operators and their mechanical counterparts met at the 34th annual Northeast™ 2011 show at the Meadowlands. Northeast™ is the

region’s largest automotive repair show with hundreds of booths on exhibit.

Organized by AASP/NJ, supported by Thomas Greco Publishing, and boosted by official show sponsor BASF, the the show appeared well-attended and provided an active exhibitor hall along with some very informative presentations.

Jeff McDowell, AASP/NJ President, said prior to the show, “Despite the economy, our attendance has been on the rise over the last two years,” adding, “We are confident that trend will continue.”

BASF’s sponsorship and the colocation of meetings of CIC, SCRS, NABC, and co-op Assured Performance Network, reflects the heightened

significance of the show to repairers in the region as well as the national organizations who chose to hold their meetings immediately prior or con-

currently with the show.

Along with the latest in equipment and technology, Northeast™ 2011 offered a full slate of educational and training seminars on topics including waterborne paint application and drying, estimating, steering, risk management for collision & mechanical shops and technical certification courses from I-CAR in both Spanish and BASF was the official sponsor of Northeast 2011 (l to r) Autobody Jeff McDowell, AASP/NJ President (l) and English.

News’ writer Chasidy Sisk (see her coverage of the event this Charles Bryant, AASP/Executive Director at issue, p. 32), James Beck from BASF, and Autobody News CoOne of the most Northeast™ 2011 owner Barbara Davies obvious enhancements this year was a well-coordinated social marketing campaign which was the second year > Best Delivery Service (Twice Daily) to LA County in which AASP/NJ used social media to help promote the show. “Last year, > $750,000 Genuine Audi Partss Inventory we got a ton of positive feedback from > 8,000 + Parts in Stock exhibitors and attendees who had heard about the show either through Twitter, Audi of Downtown LA LinkedIn or our Facebook ‘Fan’ page,” Service Hours: 1900 S. Figueroa Street said McDowell. “These social media 8:00am - 6:30pm Los Angeles, CA 90007 tools definitely helped generate interwww.audidowntownla.com est in the show last year, and I foresee the response to be even greater this FAUSTO G. Tel 213.747.7248 GENUINE year as we up our efforts.” AASP/NJ Parts Manager AUDI PARTS Fax 213.222.1261 has also created a YouTube page (www.youtube.com/AASPNJNORTHEAST), where promotional videos before and after the show are posted.

Best Delivery Service (Twice Daily) to LA County < The weeklong schedule of naOF DOWNTOWN LA tional automotive repair industry meet$500,000 Genuine Parts Inventory < $500 ings,held for the first time during the 6,000 Numbers in Stock < show kicked off on Wednesday, March 16 with the Society of Collision Repair Service Hours: Specialists (SCRS)’s Board Meeting 1900 S. Figueroa Street 8:00am - 6:30pm and Awards Luncheon, held at the Los Angeles, CA 90007 Crowne Plaza Meadowlands. Thurswww.porschedowntownla.com day, March 17, brought the Collision Industry Conference (CIC)’s quarterly MARLON L. Tel 213.748.4624 GENUINE meeting and reception to the Crowne Parts Manager PORSCHE PARTS Fax 213.222.1278 Plaza leading up to the SCRS Annual Meeting and Board Elections on Friday morning. The East Coast Resolution Forum & Leadership Conference > Best Delivery Service (Twice Daily) to LA County was held off later that day at Meadowlands and the Assured Performance > $750,000 Genuine VW Parts Inventory entory Network hosted a member shop meet> 8,000 Numbers in Stock ing later in the afternoon.

“We are very excited and thrilled that industry leaders from around the Service Hours: 1900 S. Figueroa Street country are coming to our NORTH8:00am - 6:30pm Los Angeles, CA 90007 EAST™ show and holding their meetwww.vwdowntownla.com ings,” said McDowell. “Having the show at the Meadowlands has increased our exCARLOS L. Tel 213.747.7246 • 213.747.7247 GENUINE posure and influence locally and nationParts Manager Fax 213.222.1272 VOLKSWAGEN PARTS ally and I think this is a reflection of that.”

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 47

Continued from Page 29

Quick Diagnostic

mounted to the wall out of PVC pipe.

The pipe contained the wires to the tester that we mounted on the wall. It was more for decoration than usable, but it was kinda cool in its own funky way. Anytime we got one of those “lookylews” (one of my dad’s favorite words), you know the type, the kind that has to hover over the hood while you’re working on it. Dad would motion to me to wire up the buzzer to the

battery, and use it as a way to find the draw or short in the car.

His job was to entertain, while I looked for the problem. Most of the time, I’d study the wiring diagrams, determine the most likely spot for the problem, and find the solution. As I would get close to the problem I would intentionally ground out the buzzer on the wall, and it would make a horrible noise.

Dad would make a comment to the customer as to what was going on. His old school charm was what made the

difference. At times this whole thing would get quite humorous. I’d be lying under the dash zapping the buzzer and good old dad would be working his magic with his broad smile, and his quirky sense of humor.

These days the electronic scanners have somewhat evened the playing field. To some degree the abilities of a good tech are now wrapped up in a good quality diagnostic machine. But it still takes a good tech to understand it, and evaluate the information he/she sees on the screen.

I still try to diagnose things as fast and accurately as I can. I don’t have the old buzzer, or my dad’s inventive conversations with the customers to help me with the diagnostics. It’s a memory I’ll never forget. But, I’ll always keep in mind some of those lessons from my father… “Take your time son, you’re good… but they (the customer) don’t know how good you are… so you’ll have to prove it to them each and every time.” Old school wisdom is still important, and fatherly advice is some of the best.

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Wholesale Direct: 925-828-8251 Fax: 925-829-2941 Hours: Mon. - Fri. 7am - 6pm Sat. 8am - 4:30pm 4200 John Monego Ct., Dublin, CA 94568 Chevrolet•Cadillac•GMC•Buick•Pontiac Oldsmobile•Saab•Saturn•Hummer

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Business Liability Insurance: Review & Research Before You Renew! with Walter Danalevich

TThis month, let’s take a look at Business Liability Insurance needs for operating a professional body shop with the goal of adding profit to your bottom line.

Our auto body shop in Santa Barbara, California, after several years of patronage to a well-known business insurance provider, recently changed our business liability insurance carrier to another major player.

The results were a saving of about 33% from the previous year with similar coverage. Like most of us, I am guilty of getting too busy during the day-to-day operation of our business to review our insurance policies and their costs on a regular basis.

What motivated me to review my policy and getting new insurance quotes was an act of “overeagerness” from my insurance company to roll over my policy.

A few weeks before our policy

expiration date, a large brown envelope arrived via special delivery at our office. On opening the envelope I discovered a binder containing our business insurance policy documents pertaining to the next policy term.

My first thoughts after opening the envelope were skeptical. In years past we never received a renewal policy before discussing our renewal intentions with the assigned insurance agent.

I came to the conclusion that someone from our insurance company appears to have placed us on an “Automatic Renewal Mode.”

A few days later I initiated shopping for other insurance quotes. My preference was to speak to an auto body shop liability specialist instead of shopping for quotes online, without really understanding what is covered.

Soon afterwards, I scheduled an

appointment at our shop with a business insurance liability specialist.

Within 24 hours I was presented an insurance quote which was approximately 33% less than my long time insurance company.

When I realized the annual savings I felt some bitterness as a result of accepting the rates from my longtime insurer for so many years.

Based on my business insurance shopping experience I highly recommend reviewing your insurance policy at least 60 days before the renewal date. With some preplanning and research you should have sufficient time to choose the best value for your specific insurance coverage needs. All it takes is allowing some time to acquire comparative insurance quotes instead of proceeding with the habitual “automatic renewal”.

The following policy options can be used as a preliminary aide to help you understand your business liability insurance. At a minimum, your business should have the following protection; ● Business property insurance: Protects your business by funding repair or replacement of damaged physical assets.

● Building coverage: Protects your business against financial losses resulting from claims of injury or property damage caused by you or your employees from your products and services.

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● Workers Comp Insurance: Protects you and your employees to satisfy medical needs in the event of an accident or injury.

● Business Auto Liability Insurance: Protects you from liability created as a result of damaged incurred to another party’s vehicle and bodily injury.

● Business Crime Insurance: Protects your business from fraud, theft, forgery or robbery.

Optional Insurance

● Business interruption coverage: Allows you to continue to receive income while your Auto Body shop contents are being repaired or replaced. ● Employment Practices Liability: Protects you from employment related offenses against you.

● Umbrella liability: Adds additional coverage over and above your primary policy.

● Machinery and equipment breakdown: Covers loss of Business income resulting from equipment damage.

Remember, there is no such thing as a one-size fits all business insurance coverage.

I highly recommend you steer away from the “automatic renewal” mode and discuss your shop’s insurance repair needs with an experienced insurance specialist who is knowledgeable in understanding and explaining the variety of available auto body shop insurance coverages.

Remember, your business has specific needs which may change over time. As a result of reviewing your policy with an auto body shop insurance liability specialist annually, it will provide you peace of mind about your insurance coverage and will continue to fully protect your and your family’s assets.

The choice is yours, either preplan your shopping several weeks in advance of your renewal date or go with the status quo and see where your business liability insurance journey takes you!

Give us your opinion on matters affecting the industry.

write us! publisher@autobodynews.com

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 49

The Insider is a corporate-level executive with a Top 10 auto insurer in the U.S.. Got a comment or question you’d like to see him address in a future column? Email him at Auto.Insurance.Insider@gmail.com

Inside Insurance

DRPs and Fear—Hope for a Reduction in the Number of Shops with The Insurance Insider

Let’s start with a simple question: What does “DRP” really stand for?

Conventional wisdom says that “direct repair program” is the correct answer. While that is the literal meaning of the acronym, the non-official translation could easily be, “Don’t remove, please.” I can assure you from many years of experience in the insurance industry that this is more true than most people care to acknowledge.

Many body shops have lost control of their business. As a result, many of those shops spend a lot of time hoping, begging and pleading that they aren’t removed from their DRP lifelines.

When the insurance company says, “Jump,” the shop shouts, “How high, how many times and should I give you a discount for allowing me to jump?”

This isn’t conducive to a marketplace that allows all the stakeholders-

-repairer, insurer and vehicle owner-to benefit.

Before anyone shouts “Amen,” there are different ways of losing control. Yes, it is true that the insurance in-

dustry has assumed some control over a portion of the body shop industry. The control was attained because shops allowing it to happen, and because of the ever-evolving marketplace. That marketplace has seen a drop in claims, double-digit total loss percentages, customers cashing out, $1,000 deductibles on the rise, and damaged vehicles being shipped overseas faster than they can be rolled off an assembly line in a Detroit manufacturing plant.

The end result is a drop in the number of repairable vehicles, leaving

many of the 35,000+ repairers in the United States in search of work. In other words, low demand and high supply equals shops desperate for business.

Even though I am referring here to the U.S., international shops have experienced very similar problems.

Australia and the United Kingdom come to mind. In fact, in the U.K., the low supply caused a large percentage of shops to go out of business.

Although neither industry would openly admit it, many insurers and repairers have been anxiously awaiting a mass reduction in the number of shops for varied reasons. High-quality, ethical body shops want the bottom-feeders to go out of business. The bottom-feeders invest very little in their businesses – yet they are (unfairly) treated the same as the Tier 1 shop. In most cases, the Tier 1 shop and bottom-feeder have the exact See DRPs and Fear, Page 52

See these Hyundai dealers below for all your collision parts needs!

SO. CALIFORNIA

Drew Hyundai SAN DIEGO

888-839-0777 619-668-7782 Direct 619-460-4082 Fax importorder@drewauto.com www.drewhyundai.com Hyundai Sonata 2011

LONG BEA CH

562-989-1317 Fax Mon-Fri 8am - 5:45pm Sat 8am - 1:45pm djones@harbor-hyundai.com www.harbor-hyundai.com

Kearny Mesa Hyundai SAN DIEGO

800-469-9731 858-300-3331 Fax Mon-Fri 7am - 6pm Sat 8am - 5pm cguth@hyundaisubaru.com www.kearnymesahyundai.com

50 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

NEVADA

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Mon-Fri 7am - 7pm Sat 8am - 5pm snielsen@tuttleclick.net www.tuttleclick.com

Mon-Fri 7am - 6pm Sat 7am - 4pm parts@hendersonhyundai.com www.hendersonhyundai.com

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QUALITY IS ALL WE THINK ABOUT. THAT AND QUALITY.

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Mon-Fri 7am - 6pm Sat 8am - 1pm etaylor@lithia.com

Hey Toby!

Toby Chess is an I-CAR program instructor, Welding specialist, and former salvage yard operator. Toby is universally known in the collision industry for his charitable works, worthy causes, and magic tricks. He can be reached at tcspeedster@yahoo.com

Make Sure Your Shop is Clear of these Glaring OSHA Violations with Toby Chess

Hey Toby—Is it true that the fine for using an illegal air blower is $5000 in California?

—Jeff from San Francisco

Hey Jeff—I checked with CAL Osha and they confirmed that fine could be up $7000 for using an illegal air blower. With the poor economic conditions that exist today in state finances, more and more regulatory agencies are now becoming revenue generators. Here in California, Governor Brown has stated that there will be no new taxes (unless approved by the electorate and that has about as much chance of happening as a snow ball in hell.)

On January 6th of this year, traffic fines went way up. For example, using a hand-held cell phone while driving, first offense: $148. Parking in a handicap zone: $976 for first offense and $1876 for a second offense,

and $436 for failing to stop at a stop sign—the list goes on.

I have been taking a 40-hour on line OSHA course and I have been checking for OSHA violations in body shops as I conduct I-CAR training on site. What I have seen is unbelievable.

The typical blower in the body shop is a female and male air tool fitting

Respirators not in a secured bag when not in use

Open solvent container for cleaning a spray gun

Exit door blocked and locked during business hours

Fire extinguisher access blocked by an object

Ungrounded and damaged electrical cords

Grinders without a shield

No signage for fire extinguisher

Ungrounded flammable storage containers and not spill containment equipment See Hey Toby!, Page 56

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 51

Georgia Collision Industry Conducts Labor Rates Survey

Continued from Page 40

Repair Standards

The Georgia Collision Industry Assoto come into compliance. Give the reciation (GCIA) will again conduct a labor rates survey for body shops in gional EPA folks a call. Ask for help the Atlanta area. in filling out the forms. Talk to folks in The purpose of this survey is to your trade group for assistance. Talk provide Georgia collision shop ownto your paint suppliers. A lot of the ers with prevailing rates for labor and paint suppliers have really been offermaterial charges so all shops can be ing such excellent customer service by paid fairly for work performed.

CSi Complete is conducting the helping you comply.” survey as a third party. Go to ● An informal collection of cash dohttp://www.csicomplete.com/gcia/sur Want to Contribute to this Southwest Edition? nations from the approximately 150 vey.aspx to complete the survey. people at the meeting raised more Labor rates surveys are a valuable than $1,600 for the Japanese Red tool for body shops in any area. They Cross to support efforts to help that help to determine the fair and prevailcountry following the earthquakes ing rate publisher@autobodynews.com for work done at a collision shop in a variety of areas including and March 11 tsunami. metalwork, refinishing, painting, etc.

They are also an invaluable tool when yourRepair business with Promote your business with itPromote comes to Direct Program payment negotiations. an exclusive article featuring an exclusive article featuring Associations in many areas atyour products or services. yourtoproducts or services. tempt conduct annual labor rates surveys to keep track of the industry average for posted door rates.

Although many insurers conduct labor rates surveys of their own, the associations usually follow up with CALL: Joe Momber for details!

Call for details! their own surveys to make sure the correct800-699-8251 average rate is agreed upon.

800-699-8251

write us!

or Our

wsletter

s.com

Continued from Page 50

DRPs and Fear

same labor rate in a given direct repair program. How is that fair or good for business?

Insurers need to find a way to differentiate the high quality shop from the bad. That is one reason why insurers like the idea of a shrinking number of body shops. There are so many shops that they have a hard time identifying the high quality shops. In addition, a reduced number of shops would better assist them in controlling the customer’s experience and repair.

There are many shops around the country that have resisted the DRP security blanket and have remained autonomous. This doesn’t make the autonomous shop any better or worse than the DRP shop. It’s simply a different way of doing business. It’s okay to be different. In fact, in this world we celebrate and promote diversity.

And, at least in the United States, if you don’t promote and encourage diversity, you can quickly find yourself on the receiving end of a lawsuit for being discriminatory.

DRPs play a vital role in the industry whether you care to believe it or not. They promote competition, can reduce cost (which ultimately benefits the consumer) and can positively impact the customer’s experience. Don’t be hypocritical by questioning my opinion if you are one of the many enrolled in a DRP-type health care program. If you are currently enrolled in an HMO or PPO program, please don’t send me any hate email on how stupid I am. In the immortal words of Forest Gump, “Stupid is as stupid does.”

While I was joking about “Don’t remove, please,” the fact is many shops do operate in total fear. Fear that at any given moment they could lose a significant amount of their business and revenue. While this may not be fair, shops that heavily rely upon DRPs benefit the most from these relationships. In the end, it is a decision made on an individual level as to what is best for that business. Just be careful that the oxygen that the direct repair program is providing your shop isn’t your only source of air.

Otherwise, you risk having the plug pulled when you expect it the least.

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52 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

www.cityvolkswagen.com

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No. California Dirito Bros. Walnut Creek Volkswagen WALNUT C REEK

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Volkswagen of Downtown LA LOS ANGELES

213-747-7246

FAX: 213-222-1272 Ask for Carlos or Erasmo

Custom Corner

Rich Evans is the owner of Huntington Beach Bodyworks and an award winning painter and fabricator. He offers workshops in repair and customization at his facility to share his unique talents. For contacts and design samples visit www.huntingtonbeachbodyworks.com

Remaking a 1941 Chevy Deluxe Back-End with an English Wheel with Rich Evans

This month is a current project I’m working on which is a 1941 Chevrolet Deluxe STD two-door sedan. This is for some of you fabricators out there and other body men who know that sometimes you can’t just replace parts or parts aren’t available. This 1941 Chevy was rear-ended and the impact

lids. Chevys of the ‘40s offer a fiber glass one but this customer wants metal. You know some customers are different, some will play off the fiber glass. Sometimes you can look for used deck lids and I put my feelers out there and I could not find any used deck lids for this ‘41 Chevy. The prob-

On Creative Marketing with Thomas Franklin

Opinions Count lem is the ‘41 Chevy is the only year

damaged the deck lid, the left quarter panel, the bumper fillerDick and theStrom floor. with So I’m having to repair this deck lid because there aren’t any deck lids available, or at least any metal deck

that those deck lids would fit, especially for the sedans. From ‘42 to ‘48 they’re all interchangeable. So that narrows the options a lot .We’ve got a

Action Counts with Lee Amaradio Jr.

Your Turn with Sheila Loftus

Shop Showcase with Janet Chaney

vehicle that doesn’t offer this deck lid as a match for any other year.

The best way to start this process is to take the deck lid off and strip it all the way down to metal, so there’s maybe 65–70 years worth of body work, bondo, paint, etc. I strip all the metal off inside and outside. From that

I can. Then I’m going to take it back to the vehicle, bolt it on, and make sure I’ve got that frame fit as best as it can. I’ll make my adjustments as needed. Then get the latch on it now to make sure it latches, because then I can see everything without having to skin everything. I spend a little bit of

point we’re going to depick the skin from the frame and there’s special tools out there for that. You can find them through Eastwood and different speciality companies like VIMTools.

These guys carry specialty equipment where you can go back and pull things apart without damaging them too badly. Next I drilled the spot welds out then depicked it with a depick tool to roll that edge back out. I take my time on this. I don’t try to get into it too hard because these panels are 70 years old and they’re going to be brittle and have rust in them. If you’re too rough you’re going to have to go back and repair them.

The process I used takes a little bit of time so you’ve got to be patient with it. After removing the skin from the frame, I hammer it out roughly with a hammer and dolly. Use a sand bag if you need to. Try not to stretch the metal too much. Just try to rough it into its shape because metal does have memory. I used a selection of Martin Hammer tools and dollys. If you guys aren’t familiar with Martin Hammers go to their site at www.martinsprocket.com. They’ve been around for years and even have books that tell you how to hammer and dolly and show you different techniques. They have a variety of hammers, a variety of dollys, spoons, you name it—they have it. Their tools will help you to get through a process like this.

I’m going to start with the frame, and hammer it out to get it as close as

time reinforcing, welding, and repairing which will pay off in the end.

After that’s completed I drill two 1/8th-inch holes in the left and right hinge so I know that this structure will go back exactly where it needs to go.

I don’t want to spend a half-hour to maybe 2 hours trying to adjust it and get it back where it was. Now to reinstall it I insert two 1/8th inch dowel pins in there, put your 3 bolts on each side, tighten them, and you’re right back where you were. I call it a mock up.

I’m back on to the skin now. I’ll hammer and dolly it, slapstick it a little bit, get it as close as I can. I’m going to go use the English Wheel to try to even out the metal. You want to do this as a slow process because you don’t want to stretch the metal, you just want to get it back to where it was. You want to make sure all your high and low damage spots are mostly gone. Start working from one end to the other with the English Wheel, roll it, tighten it a little bit, go back through the same process again, roll it some more, make sure you’re not putting too much pressure on. All you want to do is just even it out, and the panel should take its shape back. You want to use the flat side of the English Wheel, the flattest wheel you can get, the ones without any radiuses on them. A slight radius basically. So it’s a back and forth motion, the more you use the English Wheel the more you’ll get comfortable with it. Just another

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 53

tool. Woodward is a sponsor of mine, so check out www.woodwardfab.com.

They have affordable tools from hammers to English Wheels to shears. All their stuff is affordable. They have 36inch throats or 24-inch throats on the English Wheel. You can make that work until you start stepping it up and doing bigger panels like roofs and bigger fenders on bigger cars. You can then upgrade to something else.

When it’s sitting right without too much pressure on the clamps you can remove it from the car and set it up.

The next step is like putting on a regular door skin. We’re going to roll it back. Some pieces break off on the edges just because it’s been brittle so save those smaller pieces. I found some cracks where I need to roll it. I do the next step with a TIG welder.

Some people use a torch. I don’t have

might have to shift the skin around a little bit. I reattach the deck lid to the hinges, set it down, check the gaps to get them right, and do whatever alignments I have to do to massage the skin connected to the frame. Then I put the latch in to make sure the handle fits.

The handle has an alignment part where it has to go through a hole, so I make sure that’s centered and shut.

Then I can massage it a little more

member, we all need to make sure we get paid for our time.

I’ll put a skim coat of Bondo™ on it, shape it, and try to keep that Bondo™ under an 1/8th inch. Going for 1/16th inch would be better, 1/8th inch at the max. Spend a little more time, use a uni-spotter, nail gun, pull out those lows, if you have to heat a little bit, then heat it and shrink it, keep that metal tight.

After I’ve spent about an hour and a half using the English Wheel, I’ll pull the skin out, lay it on the structure that’s bolted to the car. This way it’s easier for me to see how it’s going to fit. Then I clamp it up, but not too much pressure with the clamp because too much pressure will bow the structure and it could twist on you.

a flame, but I TIG those areas where it allows me to roll that edge over to the frame. Then I can take the pieces that broke off, clamp them there and TIG them back on. Then hammer and dolly the welds flat. With a TIG welder you don’t have a lot of build up as long as you get your settings right.

I don’t weld it in place because I

with the hammer to get it closer to fitting perfect.

Now I go outside of the deck lid and find the low and high spots, mark them out and work from there. I can pull some of the low spots out, even out your high spots and then you can start filing at that point. I’m thinking now how far I want to take it and re-

I may have to split some panels if some work has been done before on the back. Not a surprise. This car’s been around for awhile. I can split the panels, get the gap a little better. Mock up is key, before you even start shaping. Once I have the gaps I’m pretty much home home free.

See Remaking, Page 57

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54 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

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Action Counts

Lee Amaradio, Jr. is the president and owner of “Faith” Quality Auto Body Inc. in Murrieta, California. Lee is president of the CRA as well as an advocate for many other industry groups. He can be contacted at lee@faithqualityautobody.com

Underqualified Repairers Hurt the Whole Industry with Lee Amaradio Jr.

As the financial pressure mounts with the that is doing a proper repair look like U.S. recession going on three years now, a bunch of pompous overcharging the collision industry is rapidly bewith Leefalling Amaradio Jr. donnas. The fact is that it costs prima hind the technology curve. Many shops more to repair a collision properly are unable to afford the training and new than to do a proforma job and in equipment required to repair today’s modern vehicles. today’s marketplace it is also less

Action Counts

profitable to do it right. Although the Insurers are accutely aware of the fact overall ticket average may be higher that there are fewer fewer shops withandSheila Loftusthe bottom line profit remains lower. able and ready to repair many of The entire collision industry is today’s high tech vehicles. The old struggling because we have allowed methods of repair will no longer work ourselves to become “yes men” and but the responsibility to educate the throughout this recession things have insurers lies with the collision repaironly gotten worse. How can anyone ers themselves. But how can a shop agree to repair a vehicle the new techwithand Sheila Loftusnical details of which they know little that is well-educated well-trained compete in a marketplace where the or nothing about? Yet many shops are status quo is so far behind the times? doing this every day.

We’re implicitly teaching insurers that The inexperienced adjuster says it’s still OK to ‘repair’ vehicles the you do it this way and shops say ‘yes,’ way we always have because to do so some to eliminate any repercussions costs less. and others because they think it’s OK. with Janet Chaney When we are forced to prove this It is never OK to put a used welded point over and over, it makes the shop frame rail on vehicle but I am forced

Your Turn Your Turn

Shop Showcase Shop Showcase with Janet Chaney

Industry Overview with Janet Chaney

Industry Overview with Janet Chaney

Industry Insight with John Yoswick

Industry Insight with John Yoswick

Industry Interview with Janet Chaney

to argue this point weekly. Because the wrecking yard has clips available does not mean we should be using them. So why do we find it necessary to have the same argument over and over almost weekly?

The reason is because of undertrained, underequipped body shops.

Adjusters are not our problem; insurance companies are not the problem—underqualified shops are the problem.

Eliminate the underqualified, undertrained shops and you will eliminate the problem. Why? Because training raises the standards bar for everyone. When the inexperienced adjuster comes in to a well-trained shop and then goes on to the next one, he or she is hearing the same thing everywhere (s)he goes and he or she begins to learn something, the supervisors begin to learn something, and the argument of repairing the vehicle correctly goes away.

I believe there are many roads that lead to the same destination but with collision repair we first need to define our destination before we begin our journey. If our destination is to control costs (at all cost) we arrive someplace different than where a safe structural repair should lead. If our destination is a safe repair that restores the integrity of the vehicle’s standards then cost alone cannot be the guidance system to get us there.

I believe that the only consistent credible way to restore the vehicle’s safety after a collision is to rely on what the OEM’s have tested and

proven to be deemed reliable methods. Anything differing from the restoration of the vehicle’s structural integrity is the wrong road to follow.

Everybody needs to use the same map to arrive at the correct destination with a collision repair.

So where does this leave the shops that may be willing to do the repair correctly but lack the knowledge or equipment to do so? It leaves you on the sidelines of the collision industry until you gain the credentials required to repair today’s modern vehicles. Would you head out on a cross-country trip without knowing where you were going or with out knowing your destination? Certainly Not. So it’s time to step up and check your destination or you will find yourselves lost in the wilderness without a map or compass with no way of ever getting back. This may sound harsh but 50% of the shops will not make the cut.

Insurers are becoming more and more conscious of the liability involved if the vehicle is not repaired properly and they are naturally gravitating to the shops that are trained and equipped properly.

There are plenty of resources available for shops interested in making the cut. VeriFacts, I-CAR, ASE, OEM programs, and ALLDATA for OEM specs come to mind. Join these groups in raising the bar, and pass the education you get from them along to your customers, insurance adjusters, and your fellow shop owners.

Support the industry, protect your customers, and don’t get left behind.

Continued from Page 46

RE: I’ve heard through the grapevine that the show is being sold overseas and the reviews have been very positive. Tune in each week, because it gets better and better. You will see some amazing builds coming up and the vehicles are more and more over the top every week.

To keep up on Car Warriors news, visit the show’s Facebook fan page and for breaking news about Rich Evans, visit Rich’s updated Web site at: www.richevansdesigns.com or the new Rich Evans Designs Facebook fan page.

CAR WARRIORS

with an icon? They don’t call him the King of Customizers for nothing.

Jimmy Shine: He is very educated and knows his stuff big-time. He’s from the show Hard Shine and one of the top guys at So-Cal Speed Shop.

All three judges are more than capable to judge these builds.

Q: What’s in the future for Car Warriors?

www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 55

Continued from Page 51

Hey Toby!

Unchained welding tank and no signage

Ungrounded flammable waste container and an open lid. Also there is not signage on the wall

This picture needs not description

Refrigerator in paint department, ungrounded flammable storage drum, battery charger, new flammable products, no signage and unlabeled paint containers

Today

No signage, missing electrical outlet cover and extension cord missing its ground

I have many more examples, but I think that you get the picture. The next issue of Autobody News will have a shop check list that will allow you to go through your shop and identify major potential OSHA problems.

Today

volvo Genuine parts Unlabeled bottles

Right Part. Right Price.

Right Now.

Letâ&#x20AC;&#x2122;s take a look at some of the more common violations in the body shop.

The next series of pictures were taken at my friendâ&#x20AC;&#x2122;s shop about 2 years ago. He embarked on the lean process trail and the first thing that we did, was clean up the shop and make it OSHA compliant. It took about 2 weeks and the results of cleaning up in the shop has resulted in 20 percent decrease in cycle time in the first six months of implementing the lean process.

Your Source for Wholesale Volvo Parts So.California

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There were parts stored in the 3 foot barrier that is needed around all electrical panels.

Also the signage was missing

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56 APRIL 2011 AUTOBODY NEWS | www.autobodynews.com

Trust your order to the collision parts specialists at these fine Dealers

Remaking

Then it’s left to primer block, mask and blast, you’re ready to go. So those are a few little tips for the process I use. Metal finishing versus taking the easy route and just putting a fiberglass deck lid on. Take some time. Learn and work the metal. It’s all about seat time, that’s how you’re just

might want to look up a company called Chevs of the 40s. They’ve got at least an inch thick catalog. Visit them at www.chevsofthe40s.com.

They’ll give you a free catalog.

They’ve got parts that I wouldn’t have even known they had.

Often I’ll come across a project where I have to reach out and spend a little time on the computer. Check with friends and find out where they’re getting parts or if they’ve

going to better yourself. My daily focus is to get up every morning and learn something new and try to better myself, it’s all I can do.

That’s basically how I run my day in a nutshell. You have to love what you do, and I love what I do.

Anyone else working on these ‘40s

worked on these types of cars. I even went to Gene Winfield to see if he had any contacts on digging up a deck lid and all the way back to South Dakota to where my brother lives to see if he knew about any deck lids. I must have spent about two days searching for a deck lid and with those two days I

Continued from Page 54

lems that they overlooked. That makes you a better tech and keep on going guys. Better yourselves.

Check out my new show Car Warriors on SPEED, 6pm PST and 9pm PST every Wednesday night. It’s the hottest car build competition show that’s ever hit the airwaves. If you’ve never thought about what you can do in 72 hours, this show will show you what can be done in 72 hours. Trust me, what can be done will blow your mind. Got to my fanpage on Facebook, Rich Evans Designs, become a fan and you’ll be able to stay up to date with everything I’m doing and thewww.autobodynews.com projects I’m working on day in CHECK IT OUT! and day out.

Talk to you guys next month.

To advertise call Advertising Sales at:

800-699-8251 e-mail:

advertising@autobodynews.com

www.autobodynews.com

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have pretty much knocked out this deck lid. I’ve got about 19 hours into the whole process and, again, I want everyone to make sure they get paid for that. If it’s an insurance job, make sure you get paid for metal time, for fabrication time, all of the above because it is a learned skill and it does take time as well as taking us away from other projects. Cross your T’s dot your i’s, be smart about it, have fun with it. At the end of this build, we’re going to add a little two-tone, put the color back on it while it has its down time.

The owner wanted to do a few alterations and that’s what make it fun.

With this project I also found a lot of problems, the striker used house screws to hold it on, the lower bumper filler had about 50 self-tapping screws. I welded all the holes and put nut inserts on and marked them out evenly. It just makes for a cleaner job.

You’re not getting paid for this, but you’re practicing to get better, and that’s what we should all do every day.

When I see something wrong, I just take the time and fix it. Do what it takes to make the job better than when it came in and fix other people’s prob-

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Factory shutdowns in Japan have disrupted the country’s best-selling export models to the United States, with 17 of the top 20 nameplates still offline more than a week after the earthquake, according to Automotive News reporter Hans Greimel.

Hardest hit is Toyota , which originally suspended vehicle assembly through March 22. The company extended the shutdown of its 18 domestic assembly plants, including those of subsidiaries, through March 26. Parts shortages and supply chain disruptions were mostly to blame.

Sales of the 20 most popular Japanese import models accounted for 1,092,453 U.S. vehicle sales in 2010.

Through February, they racked up U.S. sales of 174,667 vehicles. Small or fuelefficient cars, such as the Honda Fit, Toyota Prius and Toyota Yaris account for a big chunk of the nameplates. But so do larger luxury brands such as Lexus, Infiniti and Acura.

Production of the Prius hybrid, the best selling Japanese import in the United States with 24,174 units sold through February, has been on hold since March 13. Other affected Toyota models among the best-selling Japanmade vehicles in the United States include the Corolla compact, 4Runner SUV, RAV4 small crossover, and the Yaris subcompact. The Yaris is made at

two plants in northern Japan, the region See11the N receiving the brunt of the March earthquake. The 9.0-magnitude quake, one of the strongest ever recorded, broadsided Japan’s auto industry. Communication breakdowns, blackouts, www.autobodyn transportation problems and widespread damage to suppliers have made it difficult for production to resume.

With most of its lineup made in Japan, the Lexus brand is among the big casualties. The Lexus ES and IS sedans, the No. 15 and 18 best-sellers in the U.S. this year, are offline. So are the LS and GS sedans, as well as the RX crossover and GX and LX SUVs. Toyota expects to lose 140,000 units of Toyota and Lexus brand production through March 26. About 60%, or 84,000 vehicles, would have been export bound.

“For the time being, we’ll have to handle it with vehicles already in stock or on ships,” Toyota spokesman Paul Nolasco said about overseas demand for Japan-made vehicles.

Honda said it will extend its shutdown, through March 27. It had initially suspended production through March 22. All three domestic assembly plants will be closed. Honda has three models among the top 20 sellers in the United States. Its Fit subcompact is No. 8, followed by the CR-V crossover at 9.

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www.autobodynews.com | APRIL 2011 AUTOBODY NEWS 57

Pennsylvania Auto Safety Report is an “F”

Advocates for Highway and Auto Safety, an alliance of consumer, health, safety and insurance groups, on Jan. 31 ranked Pennsylvania as one of the seven worst states when it comes to the adoption of safe driving laws. The group gave Pennsylvania an “F” in teen driving laws and an overall “Danger” rating when it comes to basic laws. The group rated every state surrounding Pennsylvania with a green light for legislation that promotes safe driving.

The group’s annual report was announced at the National Press Club in Washington, D.C. Among the speakers was Marlene Case, of Lower Pottsgrove, who became a highway safety activist after her

17-year-old son, Andrew, was killed in a crash involving a teen driver in November 2009.

“It’s too late for Andrew, but it’s not too late for others,” said Case, as she spoke through tears to the gathering. “These laws don’t cost states any money and only require political leadership.”

The leadership lacking to enact safe driving laws in Pennsylvania has a profound effect.

In another study released the same day, Children’s Hospital of Philadelphia and State Farm Insurance reported that in 2008 more than half a million people, 681,000, were involved in crashes in which

a teen driver was behind the wheel.

The study said that nearly one-third of the recently people killed as a result of car wrecks involving teen drivers aren’t even in the teenagers’ cars. Cyclists, pedestrians and occupants of other vehicles comprise 30 percent of the people killed in crashes involving teen drivers.

Officials said the research shows that most of the tragedies are caused by inexperience and are therefore preventable.

Strong graduated driver licensing laws, which allow teenagers to gain experience under lower-risk conditions, are proven to be an effective prevention measure, researchers maintained. Also proven

effective in states where they have been adopted are passenger limits in cars driven by teens.

As Case pointed out, this is not difficult: It just requires leadership.

Safe driving standards and more restrictive teen driving laws have been adopted in neighboring states of New Jersey, New York, Delaware and Maryland.

Pennsylvania has gotten failing grades on many fronts recently, and new Gov. Tom Corbett says he intends to change some of that.

This fix is simple. It doesn’t cost anything except leadership to enact safe driving laws.

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