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Industry Veteran Introduces MARP Methodology to Assess Structural Automotive Realignment by Stacey Phillips

MARP’s patented process provides a consistent even base in A: the collision repair industry, which will

Industry veteran Greg Marion says he has found the missing link to solve an allow collision centers and insurance age-old industry challenge: how to efcompanies to access the same precise ficiently evaluate and realign damaged structural analysis for vehicles. It can vehicle body and frame structures. then provide specific procedures for After receiving an issued patent on the proper realignment. The process is demethodology in 2012, Marion is now rived from the application and measurintroducing a new automotive colliing order of OEM-approved bench jig sion repair application he calls Multiand fixtures. [Conceptually] it is comple Automotive Realignment Process parable to [an internet] search engine. (MARP). The unique process provides web“The automotive collibased automotive structural sion repair industry has not evaluations with complete evolved beyond ‘pull to fit’ realignment order/structural structural realignment praccomponent replacement or tices. These ad hoc methods repair assessments, virtual often cause as much damage reality training, and validated as they remove,” said Marion. certification levels for indus“Many vehicles are not effitry professionals. Greg Marion ciently evaluated; they are reWhy did you see a need to imaligned inefficiently or incorrectly, often plement this in the industry? at considerable extra expense to the owners and to the insurance industry.” Since the invention of the Model He said with the introduction of A, vehicle frame straightening the MARP application, it will help eshas been a mastered ‘lost art’ performed tablish industry-wide standards that by a small majority of body repairmen could result in billions of dollars in also referred to as frame men. They acsavings to the collision repair and inquired a unique understanding with surance industries. how the vehicle structure reacted durAutobody News recently spoke to ing a collision. They also developed a Marion about this innovative development and how he thinks it will rare feel for the transfer of metal within the crumple zone areas of a misaligned change the collision repair industry. vehicle frame. These craftsmen were Can you tell us about MARP? able to envision and recreate the colli-

Q: A:

VOL. 35 ISSUE 5 MAY 2017

Collision Shop Owners Share the (Mostly) Pros and (Few) Cons of Getting OEM Certified

Are automaker shop certifications a of pretty much everyone else because of us getting certified, but it’s really potential substitute for collision repair only been to my benefit. An insurer can shops seeking less dependence on intake any [agreement] I have [with surer direct repair programs? them] away, but they can’t take my cerThat was among the questions addressed by a panel of shop owners at tification. The DRPs helped us get to the recent NORTHEAST Automotive the point where we had the money to spend on OEM certification. Services Show held in SecauBut you get to the point where cus, N.J. James Carvino of you say, ‘Listen, I don’t need RoJo Collision in Brooklyn, you. So if you don’t want to NY, whose shop holds certifipay my rate or do this, you cations from about 10 aucan take the program and go tomakers, said he’s eliminated because now I’m certified. I most of the shop’s DRP reladon’t really need you. You tionships other than two with James Carvino can’t cripple my business.’” insurance companies “that are very understanding.” Tom Elder of Kompact Cars, “I basically have no issue [with Inc. in Clarksburg, NJ agreed, saying them], and I think they are happy to the 11 DRPs he previously had have someone who, even though my “helped us become better financed estimates may be 400 lines, they can and better equipped,” but that Mersee the car and know I’m doing the cedes-Benz and other OEM certificawork,” Carvino said. “I had to get rid See OEM Certification, Page 24

Service King Launches Patented Mobile App: Overdrive MD, a Data Tool For Technicians Service King Collision Repair Centers® has announced that the company is primed to digitize the full vehicle repair process with the national rollout of its custom-designed, patented mobile app Overdrive MD.

See MARP, Page 14

Service King, reportedly the first major collision repair organization to harness mobile technology as a data tool for technicians, successfully built and introduced a beta version in 20 locations across Dallas-Fort Worth, Oklahoma City, Phoenix and Atlanta. The company plans to scale the app

nationwide to all 318 Service King Collision Repair Centers by this summer. “This is a quantum leap forward for technicians across our organization,” said Derek Kramer, Service King chief information officer. “Overdrive MD will fundamentally transform the vehicle repair process by equipping technicians with real-time information and powerful data to consistently deliver best-inclass repairs for our customers nationwide.” According to the company, Overdrive MD empowers technicians to deliver more efficient repairs with real-time documentation, communication and updates through the convenience of their mobile device. The application’s patented techSee Overdrive MD, Page 11

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2 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

Contents Annex Automotive Colors Now Has Nationwide

By 2030, 25% of Miles Driven in US Could Be

in Shared Self-Driving Electric Cars. . . . . . . 52

Service . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Caliber Collision Sets Summer Challenge to

Car Testing Permit, But What it’s Testing

Chief® University Introduces Industry’s

Apple Applies for and is Granted Driverless

May Not be a Car . . . . . . . . . . . . . . . . . . . . . 4

Collect 5 Million Meals for Children. . . . . . . 69 First Joining Technologies Class . . . . . . . . . 68

Attanasio - Everything’s Algood at Mike’s

CREF & ASE Team on Cars, Careers,

Attanasio - Zenia Amezquita Is Just Starting

Driverless Wreck Video. . . . . . . . . . . . . . . . . . . 4

Auto Body in Antioch, CA . . . . . . . . . . . . . . 46

Celebrities Expo . . . . . . . . . . . . . . . . . . . . . . 3

to Rev Her Engine. . . . . . . . . . . . . . . . . . . . 34

Enterprise Holdings Increases Support of SCRS;

Could Hit You in the Wallet . . . . . . . . . . . . . 18

FCA US Marks Opening of New Mopar Parts

Seeks Instructor . . . . . . . . . . . . . . . . . . . . . . 8

Global Finishing Solutions Adds to the

in Las Vegas . . . . . . . . . . . . . . . . . . . . . . . 70

GYS Wins Tesla Approval . . . . . . . . . . . . . . . . 68

New OR Collision Repair Training Program Registration Opens for AAPEX 2017

Sequim Residents, Businesses Step up

to Help out Community. . . . . . . . . . . . . . . . . 8

Service King Adds to Seattle Footprint With Burien Toyota/Chevrolet Collision Center

Partnership . . . . . . . . . . . . . . . . . . . . . . . . . 6

Service King Continues Southern California

Growth, Partners With First Class Collision . . 6

Uber Continues Growing Pains, Loses a Top Self-Driving Executive, Legal Battle

with Google . . . . . . . . . . . . . . . . . . . . . . . . . 4

COLUMNS

Attanasio - Do You Have the Next Great Body

Shop Invention? . . . . . . . . . . . . . . . . . . . . . 42

Phillips - What It Takes to Be a Great Leader

at Your Body Shop . . . . . . . . . . . . . . . . . . . 54

Established New Corporate Membership. . . 69 Distribution Center in Virginia . . . . . . . . . . . 22 Refinish Team . . . . . . . . . . . . . . . . . . . . . . 35

I-CAR® Has Online Cycle Time Course

for Appraisers . . . . . . . . . . . . . . . . . . . . . . 62

I-CAR® Honors Chuck Sulkala With

Lifetime Contribution Award . . . . . . . . . . . . 70

Industry Veteran Launches New ‘Holistic Approach’ to Solving Weaknesses

With a Collision Repair Business. . . . . . . . . 19

Jeff Tech Students Get Creative With

Fender Project . . . . . . . . . . . . . . . . . . . . . . 38

Learn How to Crush It in the Collision Repair

Industry With Newly-Released Book . . . . . . . 6

MA Automotive Tech Programs Painstakingly

Restoring 1926 Model T Ford . . . . . . . . . . . 56

NABC Opens Nominations for Awards to

Recognize Professionalism and Integrity

in the Collision Industry . . . . . . . . . . . . . . . 64

Sisk - An Introduction to WIN’s 2017

News From Collision Repair Education

Yoswick - Could that 180-line estimate you

Northeast Lawmakers Consider Proposed

MIW Honorees . . . . . . . . . . . . . . . . . . . . . . 44 just wrote be 179 lines too long? . . . . . . . . 50

NATIONAL

2017 SEMA Board Candidates, Election

Details Available . . . . . . . . . . . . . . . . . . . . . 64

AkzoNobel Rejects Another Unsolicited

Proposal from PPG. . . . . . . . . . . . . . . . . . . 72

AkzoNobel Signs on as Platinum Sponsor

for Women’s Industry Network . . . . . . . . . . 66

Indexof Advertisers

New California Auto Repair Regulations

Foundation . . . . . . . . . . . . . . . . . . . . . . . . . 58

Collision Repair Legislation. . . . . . . . . . . . . 30

Nurse Fights to Get Car Back from Bronx,

NY Auto Shop. . . . . . . . . . . . . . . . . . . . . . . 46

PARTS Act Reintroduced in Congress, Claims Motoring Consumers will Choose Quality,

Affordable Crash Parts . . . . . . . . . . . . . . . . 62

Phillips - Owner of Swope Family of Dealerships Receives Prestigious Honor & Attributes

Success to Highly-Engaged Employees . . . 32

American Honda Releases New ProFirst

Sisk - Superare Marketing: Stop Playing by the

Apply for Auto Care Internship Scholarships

TechnaGlass Purchases Ohio and Utah

ASA Promotes National Car Care Month . . . . . 68

The Pre- and Post-Scan Revolution. . . . . . . . . 36

Logo for Better Brand Recognition . . . . . . . 66

by May 1 . . . . . . . . . . . . . . . . . . . . . . . . . . 49

Appraiser’s Rules and Set Your Own Prices. . 10

Franchises . . . . . . . . . . . . . . . . . . . . . . . . . 72

Automotive Management Institute

Uber Briefly Puts The Brakes on its Self-Driving

Axalta Launches Imron 8460S Clearcoat for

YANG Announces Next Step Program

Honors Class of 2017 . . . . . . . . . . . . . . . . 62

Commercial Transportation Market . . . . . . . 56

The Collision Repair Education Foundation (CREF) is partnering with the National Institute for Automotive Service Excellence (ASE) on the Cars, Careers & Celebrities event being held on September 15, 2017. This is CREF’s third year hosting the event, which last year brought together over 400 high school and college collision students from 10 states. CREF will work with ASE to open the event up to both collision and automotive repair students. Cars, Careers & Celebrities will take place at Chicagoland Speedway (Joliet, IL) on Friday, September 15th in conjunction with the first race in The Chase for the NASCAR Sprint Cup.

Fleet After Arizona Car Crash . . . . . . . . . . . . 4

Scholarship Winners . . . . . . . . . . . . . . . . . 70

Hundreds of students from the Midwest and beyond are anticipated to attend. They will have the opportunity to meet industry employers, view product demonstrations, hold initial/mock interviews, potentially meet race car drivers, and more in the Chicagoland Speedway’s hospitality village area. There is no charge for high school and college automotive repair and collision students, instructors, and administrators to attend; however, pre-registration is required. Companies interested in participating in the 2017 event should contact CREF Director of Development Brandon Eckenrode at Brandon.Eckenrode@edfoundation.org or (847) 463-5244.

Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Online Editor and Copywriter: Deana Cacus Contributing Writers: Tom Franklin, David Brown, John Yoswick, Janet Chaney, Toby Chess, Ed Attanasio, Chasidy Sisk, David Luehr, Stacey Phillips, Victoria Antonelli Advertising Sales: Joe Momber, Sean Hartman, Bill Doyle, Norman Morano (800) 699-8251 Office Manager: Louise Tedesco Sales Assistant: Jessica Day Digital Marketing Manager: Cass Heckel

Advanced Savings Solutions . . . . . . .9 Aircat Pneumatic . . . . . . . . . . . . . . .31 Audi Wholesale Parts Dealers . . . . .68 Automotive ID . . . . . . . . . . . . . . . . . .26 AutoNation Chrysler-Jeep-DodgeRam-Fiat . . . . . . . . . . . . . . . . . . . .18 Axalta Coating Systems . . . . . . . . . . .5 BMW Wholesale Parts Dealers . . . .73 Bob Smith BMW . . . . . . . . . . . . . . . .34 Bob Smith MINI . . . . . . . . . . . . . . . .34 Capitol Subaru . . . . . . . . . . . . . . . . .76 Certified Automotive Parts Association (CAPA) . . . . . . . . . . .37 ChemSpec USA, LLC. . . . . . . . . . . .20 Chief Automotive . . . . . . . . . . . . . . .23 Chrysler-Dodge-Jeep-Ram of Seattle . . . . . . . . . . . . . . . . . . .53 Classifieds . . . . . . . . . . . . . . . . . . . .74 Colortone Automotive Paints . . . . . .14 Dave Smith Motors . . . . . . . . . . . . .55 Del Grande Dealer Group . . . . . .16-17 Denny Menholt Chevrolet . . . . . . . .44 Dent Magic Tools . . . . . . . . . . . . . . . .6 Diamond Standard Parts, LLC. . . . . .51 DJS Fabrications . . . . . . . . . . . . . . .24 Downtown Motors of LA (Audi, VW, Porsche) . . . . . . . . . . .59 Eco Repair Systems of North America, LLC . . . . . . . . . . .57 ECS Automotive Concepts . . . . . . .28 Engine Parts Warehouse . . . . . . . . .42 Enterprise Rent-A-Car . . . . . . . . . . .50 Equalizer Industries, Inc. . . . . . . . . .22 First Auto Group . . . . . . . . . . . . . . . .54 Ford of Kirkland . . . . . . . . . . . . . . . .53 Ford Wholesale Parts Dealers . . . . .65 Galpin Motors . . . . . . . . . . . . . . . . .43 Glenn E. Thomas Dodge-ChryslerJeep . . . . . . . . . . . . . . . . . . . . . . .15 GM Wholesale Parts Dealers . . . . . .71 Haddad Dodge-Kia . . . . . . . . . . . . .11 Herkules Equipment Corporation . .32 Honda-Acura Wholesale Parts Dealers . . . . . . . . . . . . . . . . . .38-39

Art Director: Rodolfo Garcia Graphic Designer: Michelle Lucas

Western

REGIONAL

CREF & ASE Team on Cars, Careers, Celebrities Expo

Serving California Idaho, Montana, Nevada, Oregon, Washington and Wyoming. 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. ©2017 Adamantine Media LLC. Autobody News P.O. Box 1516, Carlsbad, CA 92018 (800) 699-8251 / (760) 603-3229 Fax www.autobodynews.com / news@autobodynews.com

Hyundai of Kirkland . . . . . . . . . . . . .53 Hyundai of Seattle . . . . . . . . . . . . . .53 Hyundai Wholesale Parts Dealers . .66 Insta Finish Car Care . . . . . . . . . . . .29 Kearny Mesa Subaru-Hyundai . . . . .61 Kia Motors Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . .63 Killer Tools & Equipment . . . . . . . . .47 Lancer Insurance Company . . . . . .19 Lusid Technologies . . . . . . . . . . . . .21 Malco . . . . . . . . . . . . . . . . . . . . . . . .10 Mazda Wholesale Parts Dealers . . .64 MINI Wholesale Parts Dealers . . . . .72 Mitsubishi Wholesale Parts Dealers . .60 MOPAR Wholesale Parts Dealers . .41 Moss Bros. Chrysler-Jeep-Dodge . .25 Nissan/Infiniti Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . .75 Northside Trucks & Equipment . . . .36 Penske Hyundai . . . . . . . . . . . . . . . . .8 Porsche Wholesale Parts Dealers . .70 PPG . . . . . . . . . . . . . . . . . . . . . . . . . .2 Puente Hills Subaru . . . . . . . . . . . . .46 Riverside Kia . . . . . . . . . . . . . . . . . .58 Riverside Metro VW-Honda-HyundaiNissan-Mazda . . . . . . . . . . . . . . .40 Roy Robinson Subaru . . . . . . . . . . .52 SATA Dan-Am Company . . . . . . . . .13 Shingle Springs Subaru . . . . . . . . . .45 Sierra Chevrolet-Honda-Subaru . . .56 Spanesi Americas . . . . . . . . . . . . . .30 Subaru Wholesale Parts Dealers . . .67 Tacoma Dodge-Chrysler-Jeep-Ram .33 The Bay Area Automotive Group . . .49 Valley Auto Dismantlers Association, Inc. . . . . . . . . . . . . . .48 Valspar Automotive . . . . . . . . . . . . . .7 Volkswagen Wholesale Parts Dealers . . . . . . . . . . . . . . . . . . . . .69 Volvo Wholesale Parts Dealers . . . .62 Wesch Tools . . . . . . . . . . . . . . . . . . .12 Wizards Products . . . . . . . . . . . . . . .27 Yellow Jacket . . . . . . . . . . . . . . . . . .35

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 3

Apple Applies for and is Granted Driverless Car Testing Permit, But What it’s Testing May Not be a Car Apple has formally thrown its name into the driverless car ring. The iPhone manufacturer’s name is plainly listed on the California Department of Motor Vehicles website as an approved autonomous vehicle tester within the state’s borders. Apple stands out on the list, which otherwise constitutes recognizable car companies and tech startups; Nissan, Subaru, Tesla, and Udacity are among them. That Apple is doing something with autonomous vehicles is one of the worst-kept secrets in Silicon Valley according to Chris Mills, writing in BGR News. Rumors have circulated for years that Apple is planning some kind of car, and now we know for sure that a research group is testing something. The California DMV awarded Apple a permit to test autonomous vehicles in the state. Apple has not commented on the application for a permit, but a spokesperson instead referred to a previous statement that said Apple continues to invest in autonomous technology, AI, and machine learning. The obvious point is that you don’t apply for a permit to test au-

tonomous vehicles unless you actually want to test autonomous vehicles. This doesn’t mean that Apple is building an Apple Car, just that it’s working on some kind of driverless technology. The majority of the companies that are permitted to test in California aren’t trying to build their own vehicle platform. Instead, most companies take an off-the-shelf car and attach some kind of sensor package, which is most likely what Apple’s doing currently. This is not the first confirmed interest that Apple has had in vehicles. The company attempted a takeover of McLaren, a British racing car company, late last year. Reports suggested that Apple initially considered making its own fully-electric car to rival Tesla, codenamed Project Titan. It sounds like that project ended, and Apple decided instead to focus on the technology side of car-making.

Uber briefly took its self-driving cars off the streets following a crash involving one of the vehicles on March 24. Tempe police confirmed to CNNTech the selfdriving Uber vehicle involved in the rollover accident was not at fault, and there were no life-threatening injuries. The self-driving car tests resumed in both cities March 27, after a temporary halt to investigate the accident. Photos of the accident scene in Tempe, Arizona, showed one of Uber’s Volvo SUVs on its side, while another car nearby appeared pretty beat up. There were no reports of serious injuries. Uber’s car, which had engineers in the front two seats and no one in the back, was in self-driving mode at the time of the collision, local cop Josie Montenegro told reporters. She added that the accident occurred when the other car apparently failed to yield to Uber’s vehicle at a left turn.The company’s fleet of 16 self-driving cars had been on the streets of Tempe for just over a month as part of a pilot program. It confirmed over the weekend that it’s also suspended testing at its two other sites in San Francisco and Pittsburgh

while it continues with investigations into what caused the smash-up. Uber customers had been able to take rides in the self-driving cars, but anyone nervous about doing so could use the app to opt out of the opportunity. While Uber’s technology doesn’t appear to have been at fault in Saturday’s accident, it’s possible the publicity surrounding the incident will prompt some riders to think twice about hopping into one of Uber’s driverless cars when they return to the streets. The San Francisco-based ridehailing giant started testing its driverless car technology in Pittsburgh last year before expanding the pilot program to its home city. However, a runin with regulators at the end of 2016 prompted the company to shift testing from San Francisco to Tempe, Arizona. Uber recently received permission to relaunch testing in the California city. The Tempe crash certainly isn’t a first for self-driving car companies, with, for example, Google’s own project—now operated by Waymo— having experienced a few incidents up to now.

www.autobodynews.com

Uber Briefly Puts The Brakes on its Self-Driving Fleet After Arizona Car Crash

4 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

Driverless Wreck Video

PreFab Ads has just launched “Driverless Wreck,” the latest in a line of humorous TV/Internet collision repair commercials. It is currently available for licensing on an exclusive-by-territory basis for just a fraction of the cost of production. The spot depicts an autonomous taxi cab tangling with an impatient man driving a Mercedes followed by the line, “Need a body shop?” and the featured body shop’s tag. The impatient man was played by actor Jeffrey Weissman who has starred in a number of movies including “Back To The Future” II & III where he played George McFly, father of Michael J. Fox’s character. “Driverless Wreck” has already been licensed by 15 collision repair centers across the US, including Joe Hudson’s Collision Center, AL; North Haven Auto Body, CT; Collision Specialist, TN; Auto Tech, NY; and Fountain Valley Auto Body, CA; Olson Autobody, Casper, WY; Peter’s Body Shop, Fort Wayne, IN; Car Center Collision, Big Rapids, MI; Lefler Collision & Glass, Evansville, IN; AutoTech, NYC; Branson Collision, Branson, MO; Jeffrey’s Auto Body, North Syracuse, NY; and The Professional Touch, Scotts Valley, CA. It marks the 20th collision repair commercial produced by Chuck Jessen of Jessen Productions & PreFab ads over the years. All commercials can be viewed at www.prefabads.com. To view video, go to: http://prefabads.com/myportfolio/driverless-wreck/

Uber Continues Growing Pains, Loses a Top Self-Driving Executive, Legal Battle with Google Uber has lost yet another executive after its vice president of the self-driving car division resigned. Uber is also is currently fighting a high-profile lawsuit with Google about the autonomous technology. Sherif Markaby resigned from his position as Uber’s vice president of global vehicle programs a year after he joined the company from Ford, where he had spent 25 years and was director of global electronics and engineering. Markaby’s departure is the fifth high-profile exit from Uber in recent months, creating doubts about the firm’s ability to bounce back. Markaby’s resignation is one of a number of significant departures among senior Uber figures, including the resignation of its president, two other vice presidents, a well-known security researcher and an engineering executive. Uber is currently fighting allegations that it stole driverless car technology from Google, while trying to recover from claims of sexual harassment and lack of diversity in its offices. In the UK it is also appealing an employment tribunal’s ruling that its

drivers should be classed as employees, which could undermine its business model there. Uber said Markaby’s departure is not related to any lawsuit. “Self-driving is one of the most interesting challenges I’ve worked on in my career, and I’m grateful to have contributed to what will soon be a safer future for everyone,” said Markaby. A spokesman for Uber said: “[Markaby’s] deep experience and knowledge of the automotive industry that have helped us tremendously in working to make self-driving cars a reality.” Former president Jeff Jones quit just six months after he was hired to alter the ride-hailing app’s public image over an irreconcilable culture clash. “The beliefs and approach to leadership that have guided my career are inconsistent with what I saw and experienced at Uber,” said Mr. Jones when he left last month. Uber’s difficulties in recent weeks have led to suggestions that it would be better off if its chief executive Travis Kalanick were next to go.

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 5

Service King Continues Southern California Growth, Partners With First Class Collision

Service King Collision Repair Centers, as part of the organization’s ongoing national growth initiative, has announced further Southern California expansion efforts through a formal partnership with First Class Collision. With the deal, the single-location repair center located at 41729 Eastern Dr. in Murrieta, CA, will begin operating as Service King effective immediately. Service King, one of the fastestgrowing providers of collision repair service nationwide, now provides customers and insurance partners with 27 locations across Southern California – with plans to continue growing. “This is yet another step forward for the Service King team as we build a world-class network of repair centers for motorists across the Southern California community,” said Alan Saviano, Service King market vice president. “Partnering with businesses like First Class Collision that align with our mission and values, is a key step in our growth strategy and ensures we continue providing superior customer service and quality repairs to our customers

and business partners. We’re proud to welcome our new teammates into the Service King family.” Service King operates more than 300 repair centers in 24 states across the U.S., all providing motorists with certified workmanship backed by a written lifetime warranty. The organization, with headquarters in North Texas, first expanded to the Southern California market in 2014. A third-generation family business, First Class Collision has steadily built a strong reputation centered on genuine customer care and high-quality repairs. “We couldn’t be more proud to continue growing First Class Collision as a Service King company,” said former First Class Collision owner Bruce Newell. “Joining hands with an industry pioneer and leader provides our team and customers with best-inclass resources. This is a proud day for our team and we look forward to a bright future under the Service King name.” For more information, visit www .ServiceKing.com.

Service King Adds to Seattle Footprint With Burien Toyota/Chevrolet Collision Center Partnership

Service King Collision Repair Centers officially announced the company has enhanced its Seattle footprint through a formal partnership with Burien Toyota/Chevrolet Collision Center. With the agree-

ment, the location will begin operating as Service King at 225 S 140th Street Burien, WA, effective immediately. Service King now provides high-quality, comprehensive collision repair service to customers at 14 local Seattle repair centers. “We are thrilled about Service King’s continued growth across the Seattle community,” said Brian Cronk, Service King Director of Operations for the market. “This is yet another step forward in our ongoing effort to provide best-in-class service

Learn How to Crush It in the Collision Repair Industry With Newly-Released Book

Discover the six secrets used by America’s greatest body shops in a newly-released book written by Dave Luehr and Stacey Phillips: The Secrets of America’s Greatest Body Shops. Throughout the book, the authors share insightful lessons along with real-world stories of actual collision repairers who have discovered the secrets that have propelled them to a much higher level than their competitors. Both Luehr and Phillips are regular contributors to Autobody News magazine. “Right now is the best time in history to be in the collision repair business, but only for those with the right mindset,” said Luehr, who is also the owner of Elite Body Shop Solutions. “In the book, we’ll challenge you think differently, explain how to reduce your dependency on DRPs, and provide many tips needed to grow the sustainable, profitable business you have always dreamed of.” “Dave helps us see the current state of the collision repair industry in a kind and yet eye-opening way,” said Dave Dunn, CCRM, founder of Masters School of Autobody Management and Dave’s Auto Body. “Additionally, he offers hope for those of us who love our

industry and coaches us into seeing even greater opportunity.” With over 30 years of expertise developing the profitability and efficiency of collision repair shops, Luehr combines his decades as a body shop owner with his expertise gained at some of America’s leading collision repair organizations as founder of Elite Body Shop Solutions. Based in Nashville, TN, the business development and professional coaching organization redefines the value and competitive advantage collision repair businesses can expect from an industry advisor. “Filled with insight on the past, the present and the future, Dave Luehr is definitely someone who contributes to all that is good in the collision repair industry,” said Mike Anderson, owner of Collision Advice. For a limited time, the authors are offering a 10% discount for book purchases made on the publisher’s website—the CreateSpace eStore. Go to https://www.createspace.com/6921940 The book is also available to purchase on Amazon. See also www.bodyshop secrets.com. Please contact the authors at info @bodyshopsecrets.com.

6 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

to local customers and business partners. We look forward to a bright future with our new teammates and our 14th Seattle repair center.” With more than 40 years of experience in the collision repair industry, Service King backs all repair work with a lifetime guarantee honored at any of its locations nationwide. Service King first expanded to the Seattle community in 2014 and continues to explore opportunities for additional growth. “This is a proud step forward for our team and our customers,” said Alan Anderson, President of Burien Toyota/Chevrolet Collision Center. “We take immense pride in providing superior service and best-inclass workmanship. Partnering with an industry leader like Service King provides national support and unsurpassed resources. We look forward to a bright future under the Service King name.” For more information, visit www .ServiceKing.com.

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 7

Sequim Residents, Businesses Step up to Help out Community CAP’s senior nutrition program, said the donated van was much needed for transporting meals through OlyCAP’s Sequim, WA residents and local busi- congregate meal and home-delivered nesses are stepping up to give back to nutrition services. the community. OlyCAP transports meals from the Port Angeles Community Center to Sequim’s Shipley Center on Tuesdays-Fridays for congregate meals each week and also delivers meals directly to clients’ homes. Detailers Jesse Bailey and Chris Babcock volunteered their time last week to wash and condition the inside of the van, clean its instruments and wax and touch up the paint on the outside. Bailey said he volunteered Jesse Bailey, an employee at Skunkworks Auto Debecause he knows what it is tailing & Body Repair, volunteered to detail the inside like to be without food. of a donated van that will be used for Olympic Com“Anything I can do to help munity Actions Programs’ senior nutrition program. people,” he said. (Erin Hawkins/Olympic Peninsula News Group) Babcock shared his sentiSkunkworks Auto Detailing & ments on the project, saying, “It comes Body Repair provided a full-service de- back, I feel,” when it comes to helping tail to a van that a retired Sequim cou- others. ple donated anonymously to Olympic Mozelle Maness, a volunteer tour Community Action Programs (Oly- guide at Shipley Center, said the van CAP), which operates in Clallam and was donated by her clients, a couple Jefferson counties. who recently moved and retired to SeGabe Santiago, who runs Oly- quim. They no longer needed it and by Erin Hawkins, Olympic Peninsula News Group

wanted to make a local donation to the community, Maness said. Maness asked Linda Chamness, owner of Skunkworks, if her company would be able to help by providing a detail service to clean up the van the couple used to move materials while constructing their home. Chamness agreed to provide the service free of charge. “I wanted to do it. It’s giving back to the community,” Chamness said about the project. She is hoping it will inspire other business owners in the community. Santiago said OlyCAP has borrowed a truck to transport meals. When the donated van became available, it was the perfect opportunity. “We definitely need a vehicle,” Santiago said. “It’s an awesome expense we don’t have to worry about right now.” OlyCAP’s senior nutrition program provides anywhere from 16 to 24 meals on any given night for the congregate program in Sequim, Santiago explained, and serves at least 20 people through Meals on Wheels. Santiago said it was great to see everyone step up to support the senior nutrition program. We thank Olympic Peninsula News Group for reprint permission.

Annex Automotive Colors has Nationwide Service

For over a decade and a half, Annex Automotive Colors has been providing discount automotive supplies for auto body professionals and doit-yourselfers in the Pacoima neighborhood of Los Angeles. Now, through their full-service website, Annex expands its reach outside the San Fernando Valley by offering online wholesale auto body supplies to customers across the country. Whether online or in the store, they’ve got a vast selection of auto paint, repair, and restoration supplies guaranteed to keep your shelves stocked with high-quality products at discount prices. Unlike most of their competitors, Annex does the hard work of negotiating down prices so that they can pass those savings directly to the customer. Annex is an authorized seller of PCL, 3M, R-M Glasurit, Limco, BASF, Transtar, SEM, Hystik, Evercoat, USC and Meguiar’s.

www.autobodynews.com CHECK IT OUT!

New OR Collision Repair Training Program Seeks Instructor The Career Technical Education Center (CTEC) in Salem, OR, is looking for an industry professional with experience in collision repair to teach high school juniors and

seniors. It’s an opportunity to join a team of industry professionals and qualified teachers opening a brand new program and facility where technical skills, academic knowledge, professional behavior and industry partnerships are taught together to help prepare students for gainful careers or continuing education. The job description calls for a candidate who understands collision repair and refinishing technology and can teach industry skills

www.autobodynews.com Don’t Miss the Weekly Industry NEWS Your Shop Needs.

and knowledge needed in the profession. Skills needed include, but are not limited to: welding, metal straightening, filler use, surface preparation, color matching, application techniques, estimating and customer service. The successful applicant will also be able to support student activities related to these areas so that students develop the skills, knowledge and attitude needed for employment. This is a full-time job working for Salem-Keizer Public Schools, with commensurate salary and benefits. Contact Rhonda Rhodes at rhodes_rhonda@salkeiz.k12.or.us or John Honey at honey_john@ salkeiz.k12.or.us for more information, or call (503) 399-5511. Information about the school can be found at http://ctecsalemkeizer.com/.

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Northeast News

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

Superare Marketing: Stop Playing by the Appraiser’s Rules and Set Your Own Prices with Chasidy Rae Sisk

On the last day of AASP/NJ’s 40th Annual NORTHEAST Conference and Tradeshow, Superare Marketing’s Tony Lombardozzi and Peter Abdelmaseh hosted two sold-out sessions for shop owners: “Stop Playing by the Appraiser’s Rules” and “Set Your Own Prices and Make Them Stick.” In his introduction, Lombardozzi stated, “Twenty-five years ago, I made a commitment that I’d leave this industry better off. The word ‘superare’ is Italian for excellence, and we need to be more advanced than we are currently. We play by the insurer’s rules not because we have to but because we allow it. Our seminars focus on teaching people to step outside the box and think for themselves and for the improvement of their business.” After adding a disclaimer that neither session should be construed as legal advice and recommending that shop owners consult with a licensed attorney for legal advice, Lombardozzi warned that

some of the day’s content may not work under DRP contracts. Noting that insurers have made a very profitable business at the shop’s expense, he urged independent shop owners to use the information to receive proper compensation. According to Lombardozzi, “The insurance appraiser’s basic job is price suppression and stealing your money. Why do they remain profitable at our expense? Because we allow it! You have the ability to legally charge free market prices, and fearing you’ll realize this, the insurance companies put more and more effort into controlling the collision repair industry, establishing low estimates to maintain their control.” Deeming the insurer’s estimate useless, Lombardozzi pointed out that shops put a lot of credibility into a document known to be worthless and then try to make adjustments as they perform the repair. He stressed, “That’s why we lose.” Diving into how to legally charge

10 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

free market prices, Lombardozzi lectured that substantiated free market prices are nearly impossible to fight in court. Asking why shops allow the lines between their business and the insurers’ to cross, Lombardozzi cautioned, “If you give them too much control, you can’t complain. Appraisers and the process force lowball prices, and the more you give away, the more they profit. We are the only $60 billion industry that sells its services for $30 billion, and that $30 billion goes to someone else who is already making money.” Appraisers commandeer this money and control shops by instilling a permanent fear in the minds of shop owners, Lombardozzi taught. That fear is instilled by creating a takeaway with the most common being, “We don’t pay for that,” and the fear is reinforced until the insurer successfully obtains the shop’s compliance, putting them in a position where the insurer has assumed control of their business.

“DRP programs are the insurer’s primary means of controlling payment,” Lombardozzi coached, “And these programs also allow them to control the shop’s behavior. We know there’s a problem - we are allowing somebody else to control what we do, but the shops that don’t comply may be treated as hostile.” If a shop doesn’t comply with the insurer’s demands, appraisers are taught to enhance fear by issuing threats such as pulling cars from the shop or telling customers that the shop overcharges. They also perpetuate myths of past actions taken against noncompliant shops, and this usually leads to the shop’s compliance. As a result, this diminishes the shop’s value. Taking these threats personally often leads to irrational behavior, such as arguing with the appraiser, but the appraiser controls that argument, leaving shops with a feeling of hopelessness. With the See Suprare Marketing, Page 12

Thieves Caught on Camera as They Break Into Kalihi, HI Auto Body Shop For 10 minutes, the pair rummage through drawers and the refrigerator until one of them realizes Surveillance cameras captured two they’re being watched, and tilts the suspects breaking into the office of surveillance camera away. O’sung Auto Body and Paint in Kalihi, Owner Yun Chang said they HI. took off with a laptop, an iPhone and six vehicle keys. “This obviously caused a lot of headaches for us,” he said. “One of the keys cost me $500, not including having to run around and make the spares for our trucks.” Right next door, Oahu Used Cars was also hit that same morning. Screen capture from video surveillance camera shows The owner didn’t want one of the suspects breaking into Kalihi Auto Body Shop to go on camera, but said It happened April 5 around 3 a.m. The main shop is off King Street, but the office is located on Akepo Lane. Two young men wearing shorts and backpacks are seen trying to open the office door, but it’s locked. They walk around the building and trigger the motion sensor lights. It didn’t take them long to fi- Screen capture from video surveillance nally find a way in, through the back camera shows one of the suspects window of the office. breaking into Kalihi Auto Body Shop by Jobeth Devera, Reporter, Hawaii News Now

30 of his car keys were stolen. In both cases, no vehicles were taken. “It just gets irritating after a while,” Chang said. According to Chang, this isn’t the first time businesses in Kalihi have been targeted. He said he knows who’s responsible for the crime and police have told him the suspects have been in trouble with the law before. “They said they’ve been terrorizing the neighborhood, causing trouble, stealing for years now,” said Chang. Chang managed to track down his iPhone, but the laptop and keys are still missing. He’s offering a $1,000 cash reward to anyone who returns them, no questions asked. “I just want to see people be responsible and not have to break the law to hurt others for their own selfish gains,” said Chang. “That’s why I just want to see these people caught.” No arrests have been made as of April 7. The investigation is ongoing. We thank Hawaii News Now for reprint permission.

Continued from Cover

Overdrive MD

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Continued from Page 10

Suprare Marketing

belief that the insurer won’t pay for certain items, many shops cease to include it on their estimates, permitting the insurer to maintain dominance in the relationship. Shops frequently use inadequate documentation to support their charges which is why it’s important to obtain legal advice from a licensed attorney, but Lombardozzi insists that litigation should be a last resort. “Your goal should be outthinking the appraisers and resisting their intrusions into your business.” Fighting appraisers with threats rarely works because shops have a poor history of following through on their threats. Losing constantly causes them to give up, and price compliance is reinforced with each loss. Another tactic that appraisers use is the idea of gift-giving. By offering to “work with” shops on particular jobs, they create a sense of cooperation that shops view as good negotiation skills, but Lombardozzi points out, “This gifted money never comes close to the money they take away - it’s totally lopsided! Accepting how the insurers’ game is played is a loss for the collision repair industry. It perpetuates the system of permissions and denials, putting the appraiser in charge and leaving the shops to wonder ‘Can I charge for that?’” When it comes to resisting appraiser and insurer intrusions, Lombardozzi advised, “You must be the authoritative party in the transaction by establishing the professional, legal and ethical high ground. Developing the right mindset is the most important part of the solution, and you should use this to your benefit. Once you know where you can position yourself, take advantage of it!” Shops can establish authority by understanding the roles of each party. The consumer is the mutual customer of the shop and the insurer so there’s no reason to involve the insurance company unless the customer requests it. Shops must define the points in the transaction that they can control and then take control. Forming a complete strategy for a variety of situations and developing a documentation system provides a shop with total control. If negotiations are required, a pre-planned formula should be used that keeps the shop in a position of power and strength. Turn objectives into opportunities. Lombardozzi also promotes con-

sumer education, noting “A self-interested customer can be your best and only ally. When you get the customer involved, they’re likely to be on your side after realizing how the insurer is taking advantage of the situation.” Shops can maintain their authority by establishing their supremacy and isolating insurer involvement, Lombardozzi suggests. “Offer what they need, not what they want.” Lombardozzi taught that shops should react to insurer demands by responding immediately and using documentation for important issues. He stated, “Insurers are very sensitive to policyholder opinion. They don’t like negative publicity, and if their intimidation attempts don’t work, they usually stop. Call their bluffs. The insurance companies absolutely don’t want to pursue expensive litigation, so if you demonstrate your dominant position, they’ll likely comply.” As the first segment concluded, Lombardozzi stated, “These strategies are a long-term plan for greater profitability. You need to understand and execute the strategy, making adjustments only when necessary. You have to always be totally consistent, and this is likely to result in much more money in your pocket. Realize that there’s a lot at stake.” Moving right into “Set Your Own Prices and Make Them Stick,” Lombardozzi asked attendees who sets the prices at their shops. Many collision repair industry professionals believe the insurance companies set their prices and that shops can’t charge more since the insurers won’t pay. According to Lombardozzi, “This has gone on for decades, and we allow it to happen, setting up a system of permission and denials. Some people believe adding more operations to their estimate will fix the problem, but that doesn’t necessarily equate to increased profits so then they give up and think they should just get in bed with the appraisers.” Lombardozzi believes that many shops allow the insurers to set pricing benchmarks because they don’t know how to take control, and the solution is to learn the process. “We gave control to the insurance companies,” he reiterated. “This leads to steering, but the problem would disappear if we just took control.” Another issue is that few shops know how to set their own pricing to ensure profitability. With obvious disappointment, Lombardozzi noted, “There’s too much apathy in this industry. It’s easier to let someone else do it. DRP shops agree to program prices, and when the

12 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

insurer tries to force those prices on us, we feel that we can’t win. Some feel that the answer is more laws and regulations that favor our industry, but legislation is expensive and the big insurance companies own the legislature. We complain that the insurers need to give us a raise, but they don’t pay you - the customer does! People in this industry need to stop thinking like subcontractors and start thinking like CEOs; YOU are the CEO of your business!” It’s imperative that shops determine their true costs for all items, such as labor, materials and overhead. The true cost is not the same as invoiced cost or what you pay employees, though. Start by calculating the shop’s needed gross margin which must be based on an ROI profit model. True costs must be segmented, and then the profit margin is added. Lombardozzi emphasized, “Shops can use set prices or specific pricing methods for all billable items. Every item is billable. This is a forprofit industry - the more you give away, the less you make.” Establishing a shop pricing policy is complex and requires consistent bookkeeping. Success at this eventually leads to creating a pricing policy, and it also helps with legal standing, though Lombardozzi reiterated that shops should

only litigate when necessary. To set legally binding prices, the shop owner must acknowledge that his final invoice is a statement of fact, but he must also realize that prices with no real basis are suspect. Communicating with the customer and explaining why certain prices are charged is beneficial, and proper documentation will help the customer retrieve payment from their carrier. A short pay is a gap between the invoiced price and payment, but it’s common for customers to pay small short pay amounts out of pocket. As time ran short, Lombardozzi concluded, “I’m trying to make you aware that things can be changed. To be successful requires documentation and a process, but if you do it right, you will win. You CAN set your own prices.” Superare Marketing offers advisory services on collecting short pays, attorney trial preparation, setting your own prices, minimizing third party intrusions, and transitioning your shop away from DRP programs for greater profit. For more information, visit www.superaremarketing.com or call 617-993-6901. Lombardozzi promised, “We don’t tell you what to do; we tell you what you can do if you want to run a successful and profitable collision repair facility.”

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Continued from Cover

MARP

sion impact by utilizing hydraulic components, chains, clamps and primitive measuring devices, guided by vague vehicle data illustration charts. Through the early years of the collision repair industry, frame men played a very significant role in saving body parts, time and money for the repair technician, consumer and insurance industry. However, if you were to ask 50 of these experienced frame technicians their process or approach in reference to structural evaluation assessments, vehicle anchoring methods and structural realignment order techniques, you would receive 50 different interpretations. Without a proven methodology, the lost art of frame straightening was unable to be passed on to educate and direct future generations of inexperienced body technicians. I believe the only technical certification available was usually a three-toseven day training course offered by the frame rack or bench fixture manufacturing companies. The majority of the basic training was in reference to the proper operating procedures of the repair equipment. Any additional structural realignment training certifications were offered

Greg Marion said he was inspired by Lavell Chisum’s EZ-Liner design

by I-CAR programs, technical colleges and vocational school institutions. These certifications and training methods were merely based on theoretical principles. The primary source of training was hands-on job performance ‘pull to fit,’ trial and error methods. These age-old industry practices are still used today in the 21st century.

Can you tell us about the introduction of electronic measur-

ing systems and how they have been used for structural vehicle evaluations?

With the electronic age and the A: introduction of the computerized electronic measuring system

of technology into all existing 3D vehicle data illustration and EMS software. We have the following goals:

1) Introduce new standard practices for systematical structural realignment order.

2) Create innovative EMS diagnostic practices for complete and precise vehicle structure evaluation assessments.

3) Provide 3D real-time image modeling for EMS.

4) Provide robotic bench fixture capabilities.

Lavel Chisum’s prototype design for EZ-Liner II using the Multi-Axis measuring system

(EMS) in the late 1980s, many in the collision repair industry thought that EMS offered the solution and would provide answers for structural vehicle evaluations and frame realignment protocols. EMS is an effective and efficient means to relay the same three-dimensional vehicle data readings that a 3D measuring system or fixture bench system offer. EMS also provides the benefit of having a print out sheet of the vehicle data readings for documented reassurance. In addition, it features the convenience of viewing the 3D data illustration on a color flat screen monitor and the benefit of a few vague arrows on the data illustration that provides little systematical order for directional assistance for the realignment process. I believe today’s EMS has very little to virtually no definitive information in reference to complete vehicle structural evaluation assessment, structural component replacement determination, the necessity of required tools, precise realignment order of directions, 3D image modeling or technical performance training assistance. The EMS diagnostics capability is subject to the interpretation of the end user.

How are you able to address this with MARP and your issued patent?

Our mission is to implement informational MARP applications

14 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

5) Develop our patented process into a virtual reality simulation application to transform vehicle structural repair industry practices and establish industry-wide innovation with performance training.

6) Develop valid certification levels for technical advancement.

7) Distribute educational information worldwide to collision repair facilities, OEM certification programs, technical colleges and vocational institutes.

What is your background in the Q: industry? I’ve worked in this industry for A: 43 years, specializing in structural automotive realignment. When I was in high school, I attended an auto body course for two years at DCAVTLI. I went on to attend a 22-month course. I was fortunate to have the same instructor for all four years—Ray Sweden. Ray recognized my talent for welding and working with metal. I was able to graduate a month early with Ray’s help and he placed me in an automotive frame shop, in the mid-1970s, called MPLS Bee-line. I’ve been mastering this lost art ever since. Ray has been a great friend, inspiration and mentor throughout my 43-year career. After working in the private sector for several years, I became self-employed in the mid-1980s. I operated a frame repair facility for a few years in my home state of Minnesota and then migrated to Phoenix, Arizona. There I met John Rang, a Celette distributor, who introduced me to the dedicated bench fixture repair system. I was offered the opportunity to become a Continental frame equipSee MARP, Page 30

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New California Auto Repair Regulations Could Hit You in the Wallet California is part of a disturbing national trend of increasing auto accidents and mounting repair costs to fix more complicated cars. Unfortunately, California drivers face even more risk of escalating insurance costs because new California Department of Insurance (CDI) auto body repair regulations are propelling auto repair costs even higher, reports two California auto insurance trade associations, ACIC, the California Voice of the Property Casualty Insurers Association of America and the Personal Insurance Federation of California (PIFC). “Improved technology has made cars safer for passengers, but these advances have not slowed auto accidents or auto repair costs,” said Mark Sektnan, ACIC president. “California and states across the nation are seeing an explosion of auto accidents, traffic fatalities and higher costs to repair more sophisticated cars. Things are about to get even worse for California drivers because the CDI approved regulations that are rapidly pushing auto repair costs even higher.” Typically, insurers negotiate rates with body shops in order to control costs. Insurance pays for 80 percent of all auto body repairs. The CDI approved new regulations in 2016 forcing insurers to pay “rack rates” which are randomly set by body shops and these costs could likely be passed on to consumers and businesses. “As small business owners, we operate on slim margins; any increase in costs will impact our bottom line and make it difficult to do business,” said M.C. Townsend, president and CEO of the Regional Black Chamber of San Fernando Valley. “Insurance is a requirement, not a luxury. I cannot just go without insurance. With all the other cost increases small businesses face, we cannot afford the increases from these regulations.” Evidence of the impending labor rate increases is mounting quickly. These regulations took effect on March 1st and insurers are seeing labor rates jump significantly. For example, one large body shop in the Bay Area raised their labor rate for mechanical labor from $71.00 per hour to $116.00 per hour. Another shop increased rates from $77.87 to $108.00 per hour. “These new CDI regulations are magnifying the crisis California is fac-

ing from more frequent accidents and higher repair costs. The price tag of these regulations could add an additional $280 to $300 million in higher auto repair costs, which could hit California drivers in their wallet,” said Rex Frazier, PIFC president. “There is an epidemic on our roads with distracted or impaired drivers and pedestrians traveling on congested and poorly maintained roads. These conditions are already creating a deadly and costly environment. Now we are faced with additional repair costs from these new regulations that will simply compound the skyrocketing repair costs.” California already paid elevated

18 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

auto body repair costs before these regulations even took effect. California auto insurers have seen lost costs go up 22.3 percent from 2013 to 2016. In one year alone – 2016 – California auto insurers’ costs for property damage liability and collision claims increased 28.9 percent. “This is bad news for California drivers and small businesses who already struggle with high housing costs, long commutes and high labor costs,” said Frazier. “Policymakers need to implement and enforce distracted driving laws and educate the public about the dangers of driving while impaired from not only alcohol but also recreational and prescription drugs.

Policymakers also must put a stop to increasing auto repair costs by looking closely at proposed legislation or regulations that will push costs even higher.” A Closer Look at California’s Increasing Accidents and Repair Costs:

■ California ranks number 6 in the top ten states with the biggest increase in auto accidents with a 6.9 percent increase. (2015 Fast Track Data)

■ California had a 13 percent increase in traffic fatalities in 2016 that is outpacing the national average of 6 percent increase. (National Safety Council 2016)

■ Over the last 10 years, the auto labor rate in California has increased by 15 percent and is the 9th highest labor rate in the country at $55.48 (Mitchell Data).

■ Since 2011, the average insurance premium jumped 16 percent to $926.00.

■ CDI’s new labor rate regulations are estimated to add an additional $280 to $300 million in higher auto repair costs.

The Association of California Insurance Companies (ACIC) is part of the Property Casualty Insurers Association of America (PCI). ACIC is PCI’s California Voice representing 363 property casualty insurance companies doing business in California. These members write $20.2 billion in premium in California insuring 36 percent of the property casualty insurance sold in the state. California members write 44 percent of personal auto insurance, 29 percent of homeowners insurance, 33 percent of commercial lines business insurance and 40 percent of private workers compensation insurance sold in California.

Industry Veteran Launches New ‘Holistic Approach’ to Solving Weaknesses With a Collision Repair Business After more than three decades in the collision repair industry, Mark Olson has seen—and often helped develop— a variety of solutions to the problems faced by collision repair operations. But Olson, who recently launched Vehicle Collision Experts, LLC (VECO Experts), said he’s come to a new realization about what’s been lacking in the industry. “So many programs and products out there do a great job of addressing one particular problem or part of the process,” Olson said. “But what’s been missing is a holistic approach that recognizes the connections between all the moving pieces within a collision repair business.” Training, certification and coaching programs each can be valuable, for example, Olson said, but individually they don’t take into account how they all interact with each other and within a company’s business practices. That’s what sets VECO Experts apart, Olson said. VECO works with shops on with vehicle repairs and quality on an ongoing monthly basis, but serves not just as a coach or auditor but as a business partner, providing customized assistance to help

determine which of 10 other aspects of a collision repair business are most in need of improvement. “Using some simple interview and tracking processes, we look for patterns that are most adversely impacting the business’ production or financial performance,” Olson said. “We can then help the business pinpoint the cause and make the necessary adjustments in the shop, in the office, or— most often—in both. It can be a bit like solving a water leak in a vehicle. Finding the cause can be the real challenge, which is what we help a collision repair business do. But once you’ve done that, the solution is often, as it is with a water leak, the easy part.” Already VECO Experts is helping collision repair operations with such areas as improving compliance with company SOPs; eliminating start-stop delays within production; reducing vehicle come-backs, and improving vehicle repair quality, touchtime and days-to-repair. “The key is we’re not taking a one-size-fits-all approach,” Olson said. “Being in the partner shops every month, we’re helping the businesses identify the areas most needing im-

provement and focusing on that. We help them with simple systems and a unique set of reporting – that shows at a glance, in less than three minutes, how they are doing, where they are improving, and where we can best help them find solutions.” Prior to launching VECO Experts in November of last year, Olson served as chief operating officer of VeriFacts Automotive, LLC, a company he co-founded in 2002. He is also well-known throughout the industry as an industry speaker and ICAR instructor. For more information on VECO Experts, visit the company’s website (www.VECOexperts.com), email Mark @vecoExperts.com, or call (206) 7712111.

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AASP/NJ Debuts Path to Certification Series and More at 40th NORTHEAST™ Conference & Tradeshow by Chasidy Rae Sisk

AASP/NJ’s 40th Annual NORTHEAST™ Conference and Tradeshow, held at the Meadowlands Exposition Center on March 17–19, was bigger and better than ever with a handful of first-of-a-kinds. AASP/NJ hosted a four-part Path to Certification panel series and presented the first James Moy Memorial Award for Dedication to the Automotive Repair Industry. Additionally, this was the first agenda to include presentations from Superare Marketing, and Mike Anderson of Collision Advice presented a brand new seminar on the importance of disassembly. According to AASP/NJ Executive Director Charles Bryant, “The 2017 NORTHEAST Automotive Tradeshow was once again a great success. These are not just my words; this is what I constantly heard from people at the show and from people that attended the show who have called to comment after the show. There was something for everyone at the NORTHEAST Tradeshow, from the most informative seminars to the most modern tools and equipment available in the industry. Every year, the Northeast Tradeshow seems to get better and better, making it a must-attend event for the members of the industry. Congratulations to all that played a part in making the Northeast Tradeshow available to the many members of the automotive industry.” On Friday afternoon, AASP/NJ and SCRS co-hosted the annual East Coast Resolution Forum and Leadership Meeting. This closed session offered industry leaders an opportunity to discuss collision repair concerns and brainstorm solutions as a group. Friday evening’s seminars began with AASP/NJ’s Path to Certification: The Shop Owner’s Perspective, a panel discussion moderated by Gary Wano of GW & Son Auto Body Shop, which featured Tom Elder of Compact Kars Inc, James Carvino from Rojo Collision, Rick Starbard of Rick’s Auto Collision & Repair, and Barry Dorn from Dorn’s Body and Paint. All of these shops are certified by a variety of OEMs, and they shared their experiences during this session. When questioned about how they got involved with the certification process, responses varied from being approached by the OEM, the shop

pursuing the certification, or being dealership driven, depending on the manufacturer. The transition to becoming certified includes audits from the OEM to view the shop setup, equipment requirements and training standards.

they’ve found it easier to justify the use of OE parts to the insurers since the manufacturers’ requirements necessitate their utilization. Dorn noted, “OEs are demanding like insurers, so we need the carriers to understand the differences between original and af-

Panel on Shop Perspectives: (l to r) Gary Wano (GW & Son Auto Body Shop), Tom Elder (Compact Kars Inc.), James Carvino (Rojo Collision), Rick Starbard (Rick’s Auto Collision & Repair) & Barry Dorn (Dorn’s Body & Paint)

Carvino noted, “You have to look at every aspect of how you run the business slightly differently because the scope of work changes,” and Dorn added, “You have to change the way you and your team think. It’s a culture shift so you really need your team to buy in, and it can be a challenge, but like all challenges, the reward is there when you get through the process; you sleep well knowing that you’re doing the right thing.” Considering which technicians to send for the OEM required training is also an important step since it can be such an expensive process. A lot of the OEMs require I-CAR Gold training, but some require additional courses and education. Elder admitted, “It takes a lot of time, effort and pride to make it work.” Dorn contributed, “You have to choose someone who’s passionate because you want to have every possible advantage to pass.” The overall consensus among the panel participants was that OEM certification requires diligent shop owners who are willing to obtain the training necessary to properly repair specific vehicles. The panel discussed customer expectations for certified shops, the challenges inherent in technological advancements, and the importance of blueprinting. Dorn stressed, “There are procedures that change weekly, so you have to pull the OEM specs on every single repair. Keep in mind that consumers are relying on this technology, and if it’s not properly calibrated, it can cause major issues and be extremely dangerous!” A useful benefit of OEM certification, according to the panel, is that

20 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

termarket parts. There’s a learning curve to get them to understand the real cost behind what we do; the certification process is very stressful but worth the effort.” Since obtaining their OEM certifications, some of the shop owners reported reducing the number of DRP relationships they’d previously had, but most of the panel members still participate in some DRPs. According

to Elder, “Our price is our price, and that’s what we charge. We got rid of the DRPs that require substandard parts and processes, but I don’t have a problem with the others as long as they let me follow OE requirements, charge a fair rate, and perform a proper repair for the consumer.” Regarding how customers react to the OEs referring them to certified shops, Carvino shared, “Customers want certified shops and really get behind us because they want to feel confident that their car is being taken care of.” Taking the money, time and resources required into consideration, Wano asked if the shops would go through the certification process again, and the response was a resounding “yes!” Elder “wouldn’t do it any other way,” and Carvino stated, “It’s meaningful to see that certification.” Starbard insisted, “With all cars becoming so high-tech, you need to step your game up,” while Dorn added, “OEM certification takes your shop to the next level, and the sense of pride you see in your team makes

See NORTHEAST, Page 26

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FCA US Marks Opening of New Mopar Parts Distribution Center in Virginia FCA US celebrated the official opening today of a new Mopar Parts Distribution Center (PDC) in Winchester, Virginia. The 400,000-plus squarefoot facility represents a $12.2 million investment by FCA US and more than 70 jobs over two shifts. It is also the first of two new Mopar PDCs scheduled to open in the U.S. this year. FCA US and UAW leadership were joined by federal and state government dignitaries and dealership representatives in marking the Winchester PDC grand opening. Ceremony attendees included Pietro Gorlier, Head of Parts and Service (Mopar), FCA – Global; Norwood Jewell, UAW Vice President and Director of the Chrysler Department; Mark Bosanac, Director – NAFTA Supply Chain Management and Global Parts Supply Chain Management and Operations; Kevin Farrish, President, Farrish Chrysler Dodge Jeep® Ram; Urooj Mughal, representative for U.S. Senator Tim Kaine; Dave Stegmaier, Director of Community Outreach for U.S. Representative Barbara Comstock; and Hayes Framme, Virginia Deputy Secretary of Commerce and Trade.

“We are celebrating our 80th anniversary in 2017, and throughout the years customer satisfaction has been and continues to be the Mopar brand’s No. 1 priority,” said Pietro Gorlier, Head of Parts and Service (Mopar), FCA - Global. “This new Parts Distribution Center builds upon our mission, allowing us to more quickly and efficiently serve our dealers and customers, delivering the parts they need, when they need them. This is our 22nd PDC in North America and we’ll continue to expand our distribution network as the parts and accessories business keeps growing.” “Today’s opening adds more than 70 jobs to the Virginia economy and makes the Mopar brand’s delivery of parts to dealers and consumers more efficient. FCA continues to grow, which is a constant reminder that the auto loans were a great investment,” said Jewell. A framed Congressional Record statement issued by Congresswoman Comstock was presented in honor of the official opening of the PDC. A special Mopar logo, featuring a commemorative plaque and signed by all event attendees, was also presented to

22 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

Winchester PDC employees and management during the ceremony. The new facility will handle more than 50,000 total part numbers distributed to over 200 FCA US dealerships, located primarily in the Mid-Atlantic region. It will ship approximately 9.2 million pieces annually. FCA US invested $12.2 million in equipment for the Winchester facility. In addition to the more than 70 jobs created, FCA US is also utilizing local resources for assistance in areas such as janitorial services, facilities management and exterior building maintenance. The Winchester operation expands the brand’s current distribution network to 22 facilities in North America, with more than 50 PDCs (including joint ventures) in operation worldwide. The Winchester PDC was launched under FCA World Class Logistics methodology, which establishes a synchronized supply chain that progressively eliminates waste through the contribution of all employees and the rigorous use of methods and standards that promote an approach of continuous improvement.

The facility will be LEED (Leadership in Energy and Environmental Design) certified. LEED, administered by the United States Green Building Council, is a comprehensive system to define, measure and validate green buildings. Certification in the national recognition program is based on strict standards in five key areas: site planning, water management, energy, material use and indoor environmental quality. As part of the LEED initiative, the PDC design incorporates more than 80 skylights, filtering in natural light to the workplace. In addition to the Winchester PDC, FCA US has also announced a $10.4 million investment in a new Mopar PDC located in Romulus, Michigan. That facility will encompass 500,000 square feet and more than 100 workers. Construction is currently in progress on the Metro Detroit facility, with a projected opening in 2017 fourth quarter.

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shops, such as what specific equipment is mandatory. “It’s different than from a pricing matrix, but make no mistake about it: tions have allowed him to drop all but A lot of the OEM certification requirements are very similar to a DRP,” Dorn a couple. said. “It’s different, but still, they want “I use the adage: If you let me fix this, that want that. There’s no grey the car to manufacturers standards, use all OEM parts and charge you a area.” Certified shops, he said, still find fair rate and get the car done quickly themselves in a position of needing to for the customer, I’ll do business with explain the necessary costs you,” Elder said. “Other than involved in proper repairs to that, forget it. I’m not going adjustors and insurers. They to be dictated to by an inmay understand the costs insurer that comes in looking volved for the equipment, for for second-rate work that example, but generally don’t would reduce our reputation grasp the costs involved for or injure our customers. It’s training beyond the fees and worked well. I’ve seen some Tom Elder travel expenses. drop-off in volume. But the “It’s the number of people we have drop-off has been filled in by all those gone in a given month, training somegive-aways that [are part of] direct rewhere,” Dorn said. “These are not your pair, like storage, administrative fees lower-end folks. These are your higherand other things.” Rick Starbard of Rick’s Auto end folks who aren’t producing labor [while they are away at training]. Your Collision in Revere, MA was the only painters aren’t producing one of the speakers on the paint labor because they’re panel who has never had renot getting those cars that [the ferral or contract agreements body technicians away at with insurers. He said he training)] would be producthinks it’s easier to build up ing. So it’s not just that techthe financing for the training nician; it’s everyone else he’s and equipment OEM certifiassociated with and what he cations require “by not havRick Starbard generates for every other deing those relationships.” He partment. That’s gone. That is sales said automakers’ increasing ability [revenue] that you cannot get back.” through vehicle telematics to know That said, the panelists agreed about collisions in real-time and be that customers can be strongly influable to influence customers’ shop choice at the accident scene will make enced by dealer or automaker referrals and the concept of a shop being certiOEM shop certifications increasingly fied to repair their particular vehicle valuable. make or model. “I think that gives us an idea of “When you have a customer where the industry is going and how come to you because you’re a Merthe OEMs are going to start driving cedes-Benz certified shop, in our ex[business],” Starbard said. But Barry Dorn of Dorn’s Body perience, they don’t want to hear what & Paint in Mechanicsville, VA, a shop an insurance company has to say that has earned shop certifications [about other shops],” Carvino said. “They want to take their vehicle to a from Porsche, Audi, Tesla and JaguarLand Rover, cautioned that although certified shop.” Elder agreed that such referrals OEM certification programs are different from DRPs, they similarly place are “a done deal, a sold ticket.” “It does a great job for us,” he said. non-negotiable requirements on Continued from Cover

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The panel was asked how OEM certifications have led to changes in how they prepare estimate or “blueprint” jobs. “I don’t think you write an estimate on this monitor without having vehicle information up on this [other] monitor [next to it],” Starbard said. “They go hand-in-hand now.” Carvino said automakers have good reason for emphasizing the need to print-out the OEM procedures every time, even if the shop has previously done a similar repair on a particular make and model of vehicle, and it’s not just because automakers check for those print-outs in certified shops’ files when conducting audits. He said when one particular Mercedes-Benz model first came out, the OEM procedure for replacing the quarter panel required replacing the roof as well. “Maybe a month or two later, we did the same car, and found there’s now a sectioning procedure, you don’t have to lose the roof,” he said. “So the first thing is to always pull the OEM procedures.” Does OEM certification influence shops’ choice of parts? They all agreed they use little in the way of

used or non-OEM parts. “If you want to be a certified shop, I don’t see why you’d even want to consider alternative parts,” Carvino said. “Other than maybe if you have a 2016 car with the door ripped off and missing, you might want a [used] door from another 2016 or 2017 car so you don’t have to build that whole door completely.” Elder said increasing vehicle technology is doing as much to make new OEM parts the best choice for any shop, certified or not. Mercedes headlamps, for example, must be synched with the vehicle’s computer system. “We had one example where a major insurer wrote ‘opt-OE’ headlights for a new Mercedes,” Elder said. “I got the car after another shop repaired the car, because the car went nuts. Nothing worked. I saw the Mercedes star on the headlight, and I didn’t understand it. The car was totally confused. So I gave the part number to the parts department, and found out the headlight was...for a Canadian [version of the] car that had some sort of different circuitry in it. It cost Allstate Insurance $7,500 to figure that out and put two real headlights back in the car.”

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 25

presentation sponsored by Axalta Coating Systems. Also on Friday evening, Jim Saeli of Management Success shared it worthwhile.” tips to “Supercharge Your Profits.” Friday night’s offerings also inBeginning by telling attendees that cluded “Ford High Voltage Vehicles some shops aren’t getting paid like Components and Operations,” prethey should, Saeli encouraged them to sented by Mike Brabble, Ford Motortake a look at what isn’t working well craft Technical Trainer, and facilitated enough so they can fix the real probby Flemington Car & Truck Country. lem. “Too often, shop owners work harder than anyone and make less money. You should be paid well for all you do!” The process begins by watching your numbers and connecting the dots. Shops Panel on OEM (non-luxury) Perspective: (l to r) Aaron Clark may have plenty of work, but (Assured Performance Network), Mark Mandl (Ford), Dave they need to get it out the Pyle (Toyota), Gary Ledoux (American Honda) & Brian Wayne (FCA) door in a timely manner. Saeli Recommended for all aftermarket servwarned, “Owners often get stuck on ice technicians interested in high voltone thing and miss the big picture. age vehicle technology, the course You have to track your numbers, not provided some of the latest information go by your gut or rely on emotions. A on advanced automotive technology. common fixation is that a shop needs Ford Service Engineer Gerry Bonnani more cars or better marketing, but I provided examples of the improved reoften find that you’re trying to fix pair elements of the aluminum F-150 something that isn’t broken. The most in “Aluminum F-Series Collision Refrequent issue is that shops don’t have pair Information,” and Collision Adanyone up front who can sell. Your vice’s Mike Anderson shared “Who sales guys should be doing 80% or Pays for What? Survey Results” in a better. You need to make time for esContinued from Page 20

NORTHEAST

26 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

timates and invest in a real sales department.” Saeli continued, “Making money comes from efficient problem-solving and then getting paid well for the skills and solutions your team provides. Without evaluating your key numbers, you’re running blind, but your vision improves once you start tracking those numbers. You need statistics for each step of the process. You will make money if your numbers are where they should be, and then your customers do your marketing for you.” Shops must track numbers for each person in the business to ensure they are producing, and putting those numbers into graphs paints a picture and helps easily identify problem areas by revealing what needs to be fixed and what strengths to focus on. “It gives you better control and understanding so you can start making the money you always thought you should,” Saeli emphasized. Noting that the people working at a shop are the number one thing to make or break a business, Saeli turned to recruiting which should be a fulltime endeavor. He dropped a “truth bomb:” “You can’t hire great employ-

ees, but you can hire great potential employees. It’s management’s job to cultivate that potential and to create a great working environment.” Basic marketing techniques are required to recruit a prospective employee, it begins by knowing what employees are looking for in a business: well-equipped, good environment, location and benefits; money is

Jim Saeli of Management Success presented “Supercharge Your Profit”

not a driving factor, but showing appreciation makes a huge difference. Business owners need to sell recruits on joining their team and look for people with the right attitude. Pointing out that people (not cars) have problems, Saeli stated that employees should be friendly, observant, and enjoy helping customers solve

their problems. After discussing efficiency expectations for technicians, Saeli noted that expenses should consist of these percentages: 18% technician pay, 30% cost of parts, 8% front office, 24% overhead, and 20% owner pay, but “If you’re still working in your shop, you should be pulling in more than 20%.” He added, “Treat your employees right because they are as important as your customers—they’re your most valuable asset!” On Saturday morning, Jerry McNee and John Niechwiadowicz hosted an interactive workshop designed to help shops explore ways to become more efficient, productive and profitable, entitled “Open Your Eyes... and You WILL Become a Game Changer.” They delivered an encore presentation on Saturday afternoon. At the same time, Peter Fryzel and Michael Bonsanto taught I-CAR Vehicle Technology Trends and Diagnostics Overview (VT117L01) off-site at the Embassy Suites, located next door to the Meadowlands. Also on Saturday morning, Larry Montanez of P & L Consultants held “Proper and Accurate Blueprinting with Pre-Scan and Pre-Measure,” with assistance from asTech’s Jake Rodenroth

and Metropolitan Car-O-Liner’s Anthony Cetani. The trio explored two specific and important procedures for preparing a vehicle for repair, measuring and scanning. James Meyer, Senior Collision Training Administrator for Toyota, presented “Toyota OE Resources: Get Connected” on Saturday

Panel on tooling & equipment considerations: (l to r) David Gruskos (Reliable Automotive Equipment), Frank Ponte (Car-O-Liner) & Ron Olsson (Prospot)

morning and again Sunday afternoon. The Women’s Industry Network (WIN) also held a seminar on “Engaging Women in Collision Repair.” Beginning at 11AM, the Assured Performance Network’s Aaron Clark moderated AASP/NJ’s Path to Certification: The OEM Perspective (NonLuxury Brands) with a panel consisting of Ford’s Mark Mandl, Dave Pyle from Toyota, Gary Ledoux of American Honda, and FCA’s Brian Wayne. The OEM representatives discussed their

specific eligibility requirements, all of which are based on training, tools, knowledge and the facility itself. In addition to their own training requirements, all of the OEMs present require I-CAR Gold status, except Toyota which uses its own benchmarks, but Honda will accept VQ status through VeriFacts in lieu of the I-CAR classification. Discussing the role of certification in the shop’s relationship with insurance companies, Wayne mentioned the ability to leverage improved CSI, and Mandl stressed that how the shop is promoted to the insurers is critical. Pyle encouraged shops to educate consumers on the difference between OE and aftermarket parts so the customer can have an educated conversation with their insurance carrier. While the OEMs do not generally have parts restrictions, FCA and Honda both have restrictions for certain models, and they all prefer the use of original parts. Although MSOs continue to be an industry trend, the manufacturers’ requirements for certification are exactly the same for independent shops and MSOs. When it comes to consumer awareness, each OEM does its best to

teach consumers that they can choose the shop that repairs their vehicle, and they all deliver messages about the benefit of going to a certified facility. Wayne noted, “We want to add the right shops to our program, and we try to drive consumers to our certified shops so their vehicle is repaired properly the first time. In 60% of re-repairs, the cus-

Panel on OEM (luxury) Perspective: (l to r) Aaron Clark (Assured Performance Network), Mark Allen (Audi) & Benito Cid (MercedesBenz)

tomer switches cars within 12 months, and 62% of them change brands. We don’t want to lose customers due to a poor repair.” The OEMs determine their coverage needs for any given area based on the number of their vehicles driven in that area, and while the manufacturers’ certification requires that the shop possess the tools and information for proper procedures, Clark reminded attendees that it is ultimately up to the shop to adhere to those guides and

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perform the repair properly and safely. Summarizing the OEMs’ goal in certifying shops, Mandl said, “We are trying to set standards in the industry with the consumer at the center because we want to make sure their vehicle has been repaired properly. OEMs, shops and insurers have the same customer, and we all want to do right by the consumer. Certification is a great way to do that.” From 12:30–2PM, “2020 - The Future of Staffing: Where Will You Be?” was presented by Mike Lanza of Sherwin-Williams as he used analysis, statistics and trends to forecast the next few years and discussed how to attract, train and retain the industry’s best employees. In the demo area, Michael Finazzo from Absolute Perfection Media discussed “Shifting Your Online Marketing into High Gear for 2017;” an encore presentation was scheduled on Sunday morning. On Saturday afternoon, Collision Hub’s Kristen Felder moderated AASP/NJ’s Path to Certification: Tooling and Equipment Considerations, a panel which included David Gruskos from Reliable Automotive Equipment, Frank Ponte of Car-O-Liner, and Prospot’s Ron Olsson. These tool company representatives described the extensive research and testing that OEs do before certifying a tool, and they also stressed the importance of following OEM procedures in order to safely restore a vehicle to its pre-loss condition. Gruskos explained, “The OEM has a financial interest in ensuring a proper repair. Certain procedures require specialized equipment, and the manufacturers want to develop a list that’s economically feasible for the shop, but the safety of the consumer and the technician is the most important consideration. A lot is driven by safety—do it right or don’t do it at all!” Ponte added, “The manufacturers test and retest the equipment to ensure it performs to the expected standards. They know they are asking shops to make an investment so they want it to be a good, long-term investment with ROI, and they also verify that the necessary product support is available.” The panel discussed the variety of challenges posed by advancing technology and the multitude of metals and alloys. Olsson noted, “We try to build the best possible equipment to accommodate the different metals, and the quality of the equipment you buy becomes obvious through use. It’s im-

perative that the technicians learn how to use the equipment; you have to commit to training and knowing what you’re doing.” Additional topics included maintaining the equipment, the importance of training and education, and the need for each shop to evaluate its own business needs. Ponte urged shop owners to do their research before purchasing equipment to be confident they’re making a wise investment: “Your responsibility is to find out what you actually need based on OEM requirements and the vehicles you repair. You should be prepared to buy the best. I’ve never had a customer complain about buying the best, but if you base your decision on price, you may regret it down the road.” Felder left the audience with an important reminder: “There will be some vehicles you can’t repair, not because you don’t have the skills, but because you simply cannot afford every [necessary] piece of equipment... Even if you’re not interested in OEM certification, you still need to make sure you’re using the right equipment if you’re repairing that brand.” On Saturday afternoon, Peter Fryzel and Michael Bonsanto shared information on I-CAR’s joining process training in “I-CAR Certification and Technical Hour.” During Larry Montanez’s “Take Back Your Business from the Rekey Process,” Montanez took a moment to honor his friend and industry legend, James Moy, as he presented Barry Roopnarine with AASP/NJ’s first annual James Moy Memorial Award for Dedication to the Automotive Repair Industry. The penultimate educational session on Saturday was AASP/NJ’s Path to Certification: The OEM Perspective (Luxury Brands) which was again moderated by the Assured Performance Network’s Aaron Clark. Audi’s Mark Allen and Benito Cid of Mercedes-Benz participated in this panel, discussing their tool and training requirements as well as the need to be sponsored by a dealership to be considered for certification and the costs of enrolling in the program. Talking about how OEM certification impacts shops’ relationships with insurers, Cid pointed out that it’s important to stay updated since repair procedures change constantly, and he encouraged the education of insurance appraisers so they can understand why shops ask for certain items. “It’s actu-

28 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

ally the repair procedure that needs to be done to restore the vehicle per manufacturer specifications.” Neither Audi nor Mercedes-Benz restrict access to information about repairing their vehicles, but they both restrict repairs on certain aluminum structures due to the complexity, and Audi also restricts the repair of certain carbon fiber components. The time it takes to acquire certification varies greatly based on the shop with the OEM representatives reporting ranges from several weeks up to eight months. Both manufacturers encourage customers to have their vehicles repaired at certified shops and offer a variety of logos and signage to help shops advertise their certification. Allen noted, “We understand our requirements are different because we manufacture high-end vehicles, but we expect other OEMs to start having similar requirements. We recommend business owners start thinking about it. Shops must meet our expectations, and sometimes cultural differences mean they just aren’t a good fit for certification.” Saturday’s conference ended with a brand new presentation by Mike Anderson of Collision Advice: “100%

Disassembly and Parts Mirror Matching.” Anderson debuted this seminar to a packed room. Sunday morning featured educational seminars presented by Tony Lombardozzi and Peter Abdelmaseh of Superare Marketing. In “Stop Playing by the Appraiser’s Rules,” they explained their approach to dealing with insurance appraisers, and the dynamic duo shared strategies for setting legally binding prices in “Set Your Prices and Make Them Stick.” Over 100 exhibitors participated in the 2017 NORTHEAST Tradeshow, and this year’s booths were bigger and better than ever with multiple vehicles on display, representatives from the largest paint and supply companies, and vendors representing every segment of the industry. The tradeshow was open on Friday night at 5–10 PM, followed by the Exhibitor Appreciation After-Party. The tradeshow continued from 10AM to 5PM and 10AM–3PM on Sunday. AASP/NJ’s 2018 NORTHEAST Conference and Tradeshow will take place on March 16-18, 2018.

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MARP

ment distributor-sales representative. This is when I gained a tremendous knowledge of using various frame machines, measuring devices, vehicle anchoring methods and bench repair systems. I took in dozens of used systems on trade, refurbished the machines, then utilized the various equipment in my repair facility, MFS, before reselling to the market.

How was Lavell Chisum inQ: strumental in the development of MARP? Once Chief acquired Continental’s universal measuring sysA: tem (UMS) and data center in the early

1990s, I was offered a frame equipment distributorship from Prodigy ART (Advanced Repair Technology). This is where I met the renowned inventor of the EZ-Liner frame machine—Lavell Chisum. If it wasn’t for his innovative EZ-Liner 196 multiple hole bed design, I would never have gained a diverse understanding of ‘multiple simultaneous, realignment

vectors.’ It allowed me to discover the math behind the age-old mystery of frame straightening. Lavell’s innovative mechanical measuring process gave me insight to a new dimension and paved the way to my issued patent. I give credit to Lavell’s design in equipment for being awarded an issued patent for ‘system and method for repairing and re-aligning damaged ve-

How do you envision MARP The repair industry needs accuQ: being implemented in the col- A: rate diagnostic structural relision repair industry? alignment evaluation assessments on

The process can be implementing into existing EMS and 3D vehicle data software programs, which provides continuous on-the-job diagnostic performance training with every repair. MARP can be adopted throughout the collision repair industry as well as by vehicle manufacturers, insurance companies, and training facilities including technical colleges and vocational institutes. In addition, realignment equipment manufacturers, vehicle data companies, OEM re-certification programs and virtual reality Lavel Chisum’s prototype design for EZ-Liner II using the simulation centers might Multi-Axis measuring system also see advantages integrathicle body and frame structures’ in ing with MARP. 2012. Thank you Lavell! We envision that users will subLavell is now 90 years young and scribe or lease the process through a this year marks the 50th anniversary web-based port, which will provide acof Lavell taking the legendary frame cess to EMS-enhanced vehicle data. machine to market in 1967. Chief acHow would it make a differquired the patent for the EZ-Liner in ence in the industry? 1972 and the rest is history.

30 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

the complete repair. MARP will allow collision repair center and insurance company personnel to obtain accurate evaluation assessments on structural repair. They will have remote viewing of customized step-by-step diagnostic realignment directions for efficiently repairing all types of vehicle structural damage.

For more information, contact Greg Marion at 651-583-4984, marionrecon@hotmail.com, or LinkedIn: https:// www.linkedin. com/in/grmarion/. Details are also available on https://www .youtube.com/watch?v=jYkh2TBBvmk.

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 31

Owner of Swope Family of Dealerships Receives Prestigious Honor & Attributes Success to Highly-Engaged Employees was on stage being recognized as one of the 49 nominees that I learned that Earlier this year, Carl Swope learned the University of Michigan School of he received the 2017 Time Dealer of the Business had selected me! Year Award during the National AutoWe’ve regularly attended NADA mobile Dealers Association conventions throughout the (NADA) Convention in New years. Over my lifetime, I’ve Orleans. The owner of the had the privilege of watching Swope Family of Dealerships my father and uncle both being in Elizabethtown, Kentucky, recognized as nominees as said it was an honor and he atwell as my brother Dick, who tributes his success to the great is also an automobile dealer, people who work for him. recognized twice as a nominee. Carl Swope, owner The 65-year-old com- of the Swope Fam- I was just glad that I got nomipany was started in 1952 by ily of Dealerships, nated. in Elizabethtown, Carl’s father, Bill, and his I have been honored many Kentucky uncle Sam. They opened a times and by many people Chrysler, Dodge, DeSoto dealership and they are all special but I have never in Elizabethtown and established a received an award like this. It’s woncollision center in the late 1950s. The derful to be nominated by your peers, family has a long history of operatin this case, the state of the Kentucky. ing dealerships across Kentucky and To me, that was as good as it gets. Florida. Then the unthinkable happened. Autobody News spoke to Carl What do you attribute your sucabout the award and what makes his cess to? dealerships and independent collision center so successful. I know several of the other nomWhat is the TIME Dealer of the inees and it could have been any Year Award? one of the other 48. They all have some things in common. First, they are all Some say it is the most presti- passionate dealers. I’ve told people my gious award a new-car dealer whole career that I just don’t love cars, can receive. The program honors new-car dealers in the United States who exhibit exceptional performance in their dealerships and perform distinguished community service. Every year, 49 out of 50 states nominate a dealer. They are chosen by members of the Automotive Trade Association Executives (ATAE) and the winner is announced during the NADA convention. The award provides $10,000 to a non-profit selected by our Carl Swope received the 2017 Time Dealer of the Year award during the National Automobile Dealers Association dealership and we chose the (NADA) Convention in New Orleans Community Health Clinic of I love the car business. I turned 60 reHardin & Larue Counties. cently and I was walking into a meeting How did you find out you re- thinking I’ve been doing this a long time and I can’t imagine doing anything else. ceived the award and what was The other thing that these dealers all your reaction? have in common without exception is I found out when I was stand- they have great people who work for ing on stage with the 48 other them and with them. These people are nominees at the NADA convention in not only professionals, but they are New Orleans. It was a huge surprise. I highly engaged at the dealership and the went to the convention thinking the community. The last thing I think is uniwinner probably already knew who he versally true about all of the nominees or she was but literally it wasn’t until I is they come from great communities, by Stacey Phillips

Q: A:

32 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

some of them from large cities. They are highly engaged in whatever part of that city they identify with. In my case,

some of our Swope dealerships, including Sam Swope Pontiac, Honda and BMW. Later, I ran Toyota of Louisville. I decided to move to Elizabethtown in 1986 and bought the stores from my dad and uncle. I now own what we call the Swope Family of Dealerships in Elizabethtown, which includes six stores: Nissan, Hyundai, Ford, ToySwope Chrysler, Dodge, Jeep, Ram is one of the six ota, and Chrysler, Dodge, dealerships Jeep and Ram are located on it’s a relatively small market, about Dixie Ave. in Elizabethtown and the 100,000, but all our dealerships are very Mitsubishi and Certified Pre-Owned engaged in the good things going on in dealerships are about 15 miles away the community. on Dixie Blvd. in Radcliff. We also have the Swope Freedom Plan dealCan you tell us how you be- ership in Elizabethtown. In addition, we have an indecame involved in the industry? pendent collision center with 16 emAfter graduating from Eliza- ployees that is overseen by the general manager of the Chrysler dealership. bethtown High School in 1975, The 11,000-square-foot facility repairs I earned a B.S. in business adminisabout 100 wrecks a month. tration from the Indiana University Bloomington in 1978. I’ve worked in What are some of the commuall phases of the retail automobile nity projects your dealerships business at my family’s stores. The following year I began working at See Swope Family, Page 61

Q: A:

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 33

Day Job/Night Job Zenia Amezquita Is Just Starting to Rev Her Engine with Ed Attanasio

Five days a week and sometimes on Saturdays, Zenia Amezquita, 32, works at Cali Style Auto Body in Hemet, CA as the office manager. But when she isn’t processing claims and meeting with customers, she spends much of her free time pursuing her passion for car racing. She loves working on her family’s shop, but what really gets Zenia going is driving fast in a powerful car. She’s taken it from drift racing to road racing and is also a driving coach at The Porsche Experience in Carson, CA. Cali Style Auto Body was started by Zenia’s father, Javier, in 1997, so the collision industry has been in her life as long as she can remember. “I tell people I was born in it,” Amezquita said. “I was helping my father doing side jobs when I was 10. I remember him handing me sand paper to keep me busy and entertained. I had my Quinceañera here at the shop and now I work here with my mother and father and my brother, so it’s nice.”

Zenia operates the front office at Cali Style Auto Body, but she isn’t afraid to jump in and get dirty if needed. “I have zero problems getting in there and if everyone else is busy, I will tear down a car,” she said. “My

Originally an amateur drifting racer, now Zenia Amezquita is all-in when it comes to road racing

mother even tears down cars, so we’re not afraid to do whatever it takes to get the job done. In a small shop, everyone has to contribute. We’ve realized after all these years that working together is the only way it’s going to work and it’s

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

really nice. Some people find it hard to believe that a family can work well together every day, but we love it. We have breakfast and lunch together every day and I value the time that I get to spend with my family here at the shop.” Zenia couldn’t wait to start driving when the time came. “I got my driver’s license at age 15, before the California law changed to 16,” she said. “My first car was a 1997 Honda Civic that my father bought from an auction and we worked on it together. It needed a new front end and we painted it and he sent me on my way. I didn’t know how to drive stick shift, but he told me I’d figure it out.” Zenia started racing as soon as she could, but it wasn’t exactly the legal kind. “My brother Francisco is two years older than me, so he was already street racing when I was 14, so I would tag along, “ she said. “So when I got my car, I thought, ‘Wow, I can street

race now.’ That’s how it started, racing with my brother and his friends.” Zenia isn’t proud of that period in her life, but she wouldn’t change it for anything either. “I admit that we did some racing in some places where it was very illegal” she said. “I was a wild child back then and as a result, I did get a lot of tickets, but I haven’t gotten one in a long, long time. I’m a very safe driver now; I drive real slow. Kids go speeding past my house now and I yell at them-’Slow down!’ So it’s funny how much my life has changed.” To pursue a new rush (and avoid more tickets), Zenia found drift racing, or maybe it found her. “I had no idea what drifting was, but when I discovered it, I loved it,” she said. “I got my drifting vehicle back in 2003 and I still use it today. It’s a 1985 Toyota Corolla and perfect for drifting. It looks crazy and chaotic while I’m out there, but it’s actually very safe when you compare it to other types of racing. A drifter has

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never been killed during an event.” If you’re not familiar with drifting, it’s a driving technique where the driver intentionally oversteers, loses traction in the rear wheels or all tires, and does it all while maintaining control and driving the car through the entirety of a corner. Drifting competitions were first popularized in the 1970s in Japan and today they are held worldwide and judged according to the speed, angle, showmanship and the line taken through a corner or set of corners, according to www.everything drift.com. As an amateur drifter, Zenia kept busy competing in a lot of amateur

of Porsche Motorsport North America. “I am a driving coach, for people who want to try the newer Porsches and learn about what the car can do and how it handles—it’s pretty neat. The other day, one of my students was the actress By leveraging her racing experience, Zenia now coaches Lisa Kudrow (Friends) and it people how to drive Porsches at the Porsche Experience was pretty exciting. It’s a Center in Los Angeles, CA great gig!” In addition, Zenia is events throughout California. “I have been doing this for 14 years, so I have working in the Ford Driving School probably been in 140 competitions at for Life program in southern Califorplaces like Thunder Hill and Angels nia, where she helps young drivers to Stadium in Anaheim,” she said. “My be safe and better drivers. “It’s funny best finish was 16th out of a field of 54, because I used to race illegally mybut for the last three years, I self and now I am showing these kids have been focusing more on how to be safe and make smart decisions on the road. Wow, my life has road racing rather than drifting. In every race I’m in, I am changed a lot, and it’s all for the betusually the only woman and ter.” Still single, Zenia said she’s marsome people look twice when they see me out there, but ried to racing at least for now. She loves working with her family at the they’re always very nice.” Most recently, Zenia has shop and hopes to become a profestaken her passion for race sional racer in road racing. “My father driving to another level by will probably be retiring at some point, landing a coveted job at the so my brother and I have discussed takZenia is the office manager at Cali Style Auto Body in ing it over,” she said. “And I want to The Porsche Experience CenHemet, CA where she works with her family every day. get a seat in professional road racing, ter, a 53-acre venue in Carson, (l to r) her brother, Francisco; her father, Javier; Zenia and her mother, Angelica CA that is also the new home because that is my ultimate goal.”

Global Finishing Solutions Adds to the Refinish Team

Global Finishing Solutions (GFS) is proud to welcome Chassis Liner Supply, Purified Air and Quality Finish Services to the GFS Auto and Truck Refinish distribution team. These new distributors expand the company’s ability to provide service to automotive and truck refinish customers in Minnesota, southern Texas, western Pennsylvania and Maryland. Chassis Liner Supply, Purified Air and Quality Finish Services come to GFS with great opportunities for building new customer relationships in their respective markets. Prior to joining the GFS Refinish team, these companies have built a strong customer base and are experienced at supplying and servicing a wide variety of automotive repair equipment. “GFS is committed to providing the highest level of service and support to our customers through the finest distribution network in the world,” a statement from the company read. “We are confident that customers in Minnesota, southern Texas, western Pennsylvania and Maryland will benefit greatly from increased access to technical support, parts, filters and a wide range of GFS products. Visit www.globalfinishing.com.

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 35

The Pre- and Post-Scan Revolution Last year, a number of major automakers issued position statements on diagnostic scanning in the collision repair of their respective nameplates. With officials from both Honda and Nissan pounding the table recently with terms like “mandatory” and “100% mandatory,” this is a revolution. Only instead of taking back a country, this revolution is about collision repair shops taking back the customer. Collision repairers must protect the interest and safety of the customer by meeting the requirements promulgated by the vehicle manufacturers. Post-collision diagnostic scanning is now a matter of compliance. What is better than a compliance matter that a shop can actually get paid for and turn a profit? In the never ending struggle between shops and insurers over new and non-included procedures, many shops have become battle fatigued. These mandated scan procedures by automakers are being shrugged off by some as just the latest allowance shops will ask for only to be quickly denied. Not so; this time it really is different. This isn’t fighting over things like color tint or prime and block that are often viewed as overkill or procedures which are included in the labor times despite what the P-pages say. Even if the shop is not properly reimbursed, those ancillary procedures are likely being done anyway. For instance, if tint color is disallowed, a shop would not purposely mismatch the paint and damage the customer relationship along with the shop’s reputation. That would be cutting off one’s own nose to spite their face. Although some brave shops out there will bill the customer on these additional costs over the deductible, most will suck it up as the alternative, asking the customer for more money, is about as desirable as scheduling a colonoscopy. Many of the previous struggles with certain insurers relate to differences of opinion on what is necessary to restore the appearance of the vehicle. This time it is about safety. A collision shop is tasked with not only restoring the appearance of a vehicle following a collision but the repairer is responsible for restoring the vehicle’s functionality. Automakers recognize this and so do insurers.

Insurers are providing allowances to meet or exceed the recent automaker scan positions. The trick is, you have to ask! And if the responsible insurance company refuses to make the proper allowance, the collision repairer

calibrations would be clearly on the trouble code. Repairers cannot afford shoulders of the shop that chooses not to meet these automaker safety prototo perform these operations. Following cols only half way as some shops are some unforeseen event, an insurer doing. If a collision repair shop wishes would likely say, “We would have paid to reduce their liability and be properly compensated, the value of comfor it, but the shop never asked.” The shops already leading plete compliance with the automaker the charge may have faced position should be delivered to the some early resistance as the consumer. Ignoring the post-repair scan is local field appraiser had no prior knowledge of this situ- not without its consequences. One ation. Appropriate commu- shop I’ve worked with had a vehicle nication with the insurer and they worked on find its way to the OEM dealership once the owner had customer is crucial in overcoming objections. Proper it back. The dealership service departdocumentation of the proce- ment diagnosed an issue with the dural work performed can Blind Spot Monitor (BSM) and disalso overcome insurer resist- covered an unplugged connector. Not only that, the dealer inspected the colance. Some shops feel entitled lision repair and cited welding and to payment by virtue of the workmanship issues that were put in (l to r) Dalila Martinez and Gene Bilobram at Collision the written narrative of the invoice. OBDII cable pins making Diagnostic Service’s booth at the 40th Annual AASP/NJ Had the shop followed the OEM scan contact with the OBDII port NORTHEAST® Automotive Services Show in March mandate, they could have been paid to in the vehicle. However, is duty bound to ask the vehicle owner. scanning and clearing codes is only a scan the vehicle and able to catch the The automaker mandates apply to non- portion of what is required. There is BSM issue beforehand. Now the shop insurance, customer pay repairs as real technician work involved on the is paying the dealer bill of almost well. They are not somehow negated pre- and post-scans and requisite $300 as there is no way they will subin these instances even though some safety systems inspections and calimit that invoice to the insurer showrepairers have convinced themselves brations not always identified by a See Scan Revolution, Page 40 of that. The repairer has an implied obligation to inform the consumer regardless of the source or method of payment. Automakers have confirmed that the dashboard light is an insufficient diQuality - Support - Availability agnostic tool and numerous trouble codes plus potentially compromised UGE NVENTORY OF UALITY vehicle systems may exist with no outward warnings on the instrument panel. EPLACEMENT ARTS FOR A small number of insurers may be reFord / Volvo / Kenworth / Peterbilt / International / Sterling / Mack sistant by only paying for diagnostic scanning in the presence of a dashboard indicator or air bag deployment. Window Components Hoods Any shop that accepts the “no light = no scan” policy without informing the vehicle owner with the option to pay is Door Components setting themselves up for trouble. Grilles Worse is the shop that perhaps unwittingly conspires with an insurer with CAC’s / Radiators Lamps the mantra of “what the customer doesSurge Tanks n’t know won’t hurt them.” With no warning light on the dash, the average Caps Bumpers & Fenders consumer believes all is well as did many in the collision and insurance inMisc. Components dustry until recently. The unwitting participation in concealing these important procedures from the consumer works the other way as well. Until a shop asks, the insurer is Call our Parts Dept. Until MIDNIGHT pst. not denying payment. Any ramifications of a vehicle leaving a body shop without proper diagnostic scanning or

36 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

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H OND A C AL I FO RN I A

AutoNation Honda Co sta M es a

866-411-4759 714-434-5270 Dept. Hours: M-F 7-7; Sat 8-5 kleines@autonation.com

AutoNation Honda Roseville Ro se vi l l e

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Avery Greene Honda Va l l e j o

800-834-8886 707-551-3202 Dept. Hours: M-F 7:30-6; Sat 7:30-5 parts@averygreenemotors.com

Barber Honda Ba ke rs fie l d

661-396-4235 Dept. Hours: M-F 8-5:30 bestchoice@barberhonda.com

First Honda Si m i Va l l e y

888-523-0698 805-584-6646 Dept. Hours: M-F 7-6; Sat 7:30-5 hondaparts@firstautogroup.com

Galpin Honda M i ssi o n H i l ls

800-GO GALPIN 818-778-2005 Dept. Hours: M-F 7:30-6; Sat 8-2 mteeman@galpin.com

AC U RA C AL I FO RN I A

Acura of Fremont Fremon t

888-435-0504 510-431-2560 Dept. Hours: M-F 8-6; Sat 8-5 mike.ohare@acuraoffremont.com

Acura of Pleasanton Pleas ant on

888-985-6342 925-251-7126 Dept. Hours: M-F 7:30-6; Sat 8-6 mitch.cash@hendrickauto.com

38 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

Please contact these dealers for your Honda or Acura Genuine parts needs. C AL IFOR N I A

CAL IFO RNIA

C ALIF OR N IA

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Honda Cars of Corona

Ocean Honda

South Bay Honda

Co ro na

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M il pi t a s

M e dfo rd

800-557-3652 951-734-9045

831-464-1800

877-475-1142 408-324-7460

888-471-7445 541-770-3763

Dept. Hours: M-F 7:30-5 parts@southbayhonda.com

Dept. Hours: M-Sat 7:30-6; Sun 10-5 medfordhondaparts@lithia.com

Dept. Hours: M-Sat 7-5 terry.love@pscauto.com

Dept. Hours: M-F 7-6; Sat 8-4:30 mickw@oceanhondasantacruz.com

Pacific Honda

Honda of Hollywood

S an Die go

University Honda

Ho llywo o d

858-565-9402

D av i s

800-371-3719 323-466-3205

jgardiner@pacifichonda.com

800-585-8648 530-758-8770

Dept. Hours: M-F 7:30-6; Sat 8-5 parts@hondaofhollywood.com

Robertson Honda Nor t h Ho lly wo od

Honda of Oakland

800-508-3894 818-301-3511

Oa kl a nd

Dept. Hours: M-F 7-6; Sat 8-5

510-547-8047 Dept. Hours: M-F 7-8; Sat 7-6

San Francisco Honda

Honda of Pasadena

415-913-5125

Pa sa de na

Dept. Hours: M-F 8-5 partsws@sfhonda.com

Dept. Hours: M-Sat 8-6; Sun 8-5 dfortier@uhdavis.com IDAH O

Larry H. Miller Honda B o is e

S an Fra nc is co

800-433-0676 626-683-5880 Dept. Hours: M-F 8-6; Sat 8-4

Scott Robinson Honda To rra nc e

Larry Hopkins Honda

310-371-8320

Su nnyva le

Dept. Hours: M-F 7-6:30; Sat 7-5 mluna@scottrobinson.com

408-720-0221 408-736-2608 Dept. Hours: M-Sat 8-5 parts1@hopkinsdirect.com

Metro Honda M ontcl a ir

800-446-5697 909-625-8960 Dept. Hours: M-F 7:30-5:30; Sat 7:30-4 wholesaleparts@metrohonda.com

Selma Honda S el m a

800-717-3562 559-891-5111

888-941-2218 208-947-6060 Dept. Hours: M-F 7-6; Sat 8-5 N EVAD A

Findlay Honda

Sierra Honda Mo nrov i a

WASH I NG TO N

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253-288-1069 Dept. Hours: M-F 7-6; Sat 7:30-4:30 rickb@hinshaws.com

Honda of Fife F i fe

888-229-2956 253-922-3331 Dept. Hours: M-F 7-6 Sat 8-5; Sun 8-4 parts@hondaoffife.com

McCurley Integrity Honda

La s Ve g as

Ri ch l a nd

702-982-4260

800-456-6257 509-547-7924

Dept. Hours: M-F 7:30-5:30; Sat 8-5 fsanchez@findlayauto.com

Findlay Honda Henderson H e nd e r so n

Dept. Hours: M-F 7-6; Sat 7:30-4:30 hondapartsmgr@selmaautomall.com

Lithia Honda of Medford

888-234-4498 702-568-3531 Dept. Hours: M-F 7-6; Sat 8-5 fhhparts@findlayauto.com

800-322-8540 626-932-5614

Dept. Hours: M-F 8-5:30; Sat 8-4 hondaparts@mccurley.net

South Tacoma Honda Tac o ma

888-497-2410 253-474-7541 Dept. Hours: M-F 7:30-6; Sat 8-5 bgregory@southtacomahonda.com

Dept. Hours: M-F 7-6; Sat 8-4 parts@sierracars.com

C AL IFOR N I A

CAL IFO RNIA

IDAH O

WASH I NG TO N

Acura of Riverside

Marin Acura

Lyle Pearson Acura

R iv er s id e

C o rt e M ad e ra

Bo is e

Fife

888-701-0725 951-688-1500

800-77-Acura 415-927-5350

800-621-1775 208-377-3900

253-926-3331

Dept. Hours: M-F 7-8; Sat 7-5 Ricardo.pena@hendrickauto.com Mark.reed@hendrickauto.com Jason.torres@hendrickauto.com

Dept. Hours: M-F 8-5:30; Sat 8-4 parts@marinacura.com

Dept. Hours: M-F 7:30-6 acuraparts@lylepearson.com

Metro Acura M o n tc l ai r

AutoNation Acura of South Bay

800-446-5697 909-625-8960

To r ra n c e

Dept. Hours: M-F 7:30-5:30 wholesaleparts@metrohonda.com

310-784-8680 Dept. Hours: M-F 7-6; Sat 8-5 iwashitas@autonation.com

Hinshawâ&#x20AC;&#x2122;s Acura Dept. Hours: M-F 7-6; Sat 8-5 johnny@hinshaws.com

N EVAD A

Findlay Acura He nde r s on

877-770-5873 702-982-4160 Dept. Hours: M-F 7-6; Sat 8-4 jmoore@findlayauto.com

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 39

Continued from Page 36

Scan Revolution

ing a disconnected sensor and harsh criticism on the workmanship. Additionally, the customer will be back to have them correct all of the shortcomings pointed out by the dealership. I have been out in the field and on the phone with shops locally and in various areas of the country. Sadly, I have found an egregious lack of awareness about the procedures or lack of courage to broach the conversation with insurers, especially with DRP shops. What’s most surprising is some of the dealership shops and OEM certified shops are amongst this group of the unwilling or unaware. It is time to sit down with the OEM scan position statements and have the necessary dialogue with insurers. Many insurers want to do the right thing by their customers. It is up to you to present the OEM documentation and be clear that the vehicle repairs are not complete until the completion scan, any necessary resets and calibrations and a road test are performed. The outcome of those discussions may pleasantly surprise you.

Resources Abound To assist shops and insurers in this important dialogue, I have created the “OEM Diagnostic Scanning Positions Quick Reference Chart” which is a fantastic tool for shops to use in educating the insurer and customer on the importance of Pre- and Post-Repair Scans in the collision restoration process. Auto body shops certainly would not want a mechanical shop or dealership notifying the customer and identifying trouble codes or procedures which the auto body shop left behind. The chart appeared in the March 2017 edition of Autobody News and is available FREE as a PDF file at the following site: www .oempositions.com “While the Quick Reference OEM Scan chart is no substitute for the complete OEM position statements, it provides a convenient overview with the basic essential information to assist the damage assessment and repair planning process,” said Charles Bryant, Executive Director of AASP/NJ. “This chart may also prove to be a useful tool when negotiating with an insurer for the appropriate allowance of these operations which automakers have deemed an integral part of the collision repair process.” For those shops that are just start-

ing to implement the latest automaker pre- and post-scan protocols, I’d recommend Automotive Management Institute’s (AMI) latest online course, “Management’s Guide to Scanning and New Technology.” It is a terrific overview of why post-collision scanning is important and highly effective in getting the process started. The 108minute course is reasonably priced at under $50. AMI is a non-profit where the funds go back to creating more valuable content to help auto repair shops. Even shops with a diagnostic scanning program already in place would stand to benefit from the AMI content. Some insurance companies have taken the cue and are having their personnel take the course. Go to: www .amionline.org Jeff Peevy, president of AMI, recently made a brief appearance with me at asTech™ maker, Collision Diagnostic Service’s booth at the 40th Annual AASP/NJ NORTHEAST® Automotive Services Show in March. Booth visitors were introduced to the AMI course and also learned how the asTech™ remote diagnostics solution offers numerous benefits to their collision repair business. The AMI course was awarded in hourly drawings, the

conversation was lively and the interest in pre- and post-repair scanning seemed strong. I-CAR® offers new courses on diagnostics, calibration and scan tools as part of its “Vehicle & Technology Specific Training.” Also, the newest edition of its “Vehicle Technology and Trends” course is available. Savings of 10-15% may be had when choosing from multiple course packages options. Go to: www.i-car.com/Vehicle Technology

Last Battle Cry Automakers have clearly shifted liability onto the shoulders of the collision repair industry in a move that I anticipated in an article in the insurance press last May. The pre- and post-scan revolution is here. The first shot across the bow was fired by FCA Group, LLC. (formerly Chrysler Group, LLC.) with their position statement, one month after my article appeared, in June 2016. Since that time, a half dozen more automakers have joined the fray and issued their own statements. Collision repairers still on the sidelines should know that this is not the equivalent of ‘bringing a knife to a See Scan Revolution, Page 60

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Do You Have the Next Great Body Shop Invention? by Ed Attanasio

A body shop owner invents some ingenious software that can make estimators’ lives easier. A former tech develops equipment that can help technicians to work more efficiently.

Brad Weschler, the owner of WeschTools, is the inventor of numerous collision tools, including four currently in development

The son of body shop owner develops an app that goes viral. We read stories like these all the time and they’re always inspiring. Collision professionals who think outside of the box and are willing to chase their dreams have created tools that many body shops use today. But for every brilliant invention that comes out of the collision repair industry, how many other great ones are left sitting on desks or buried in filing cabinets? And if you think your idea is the “next best thing,” how can you patent it and get it to market without someone stealing it from you or wiping you out financially as you try to develop it? To find out the ins and outs of patenting and manufacturing collision repair tools, we interviewed Brad Weschler, the founder of WeschTools of Baiting Hollow, NY. While the owner of a small body shop, Weschler’s ideas became sketches, drawings and eventually prototypes before taking each one through the arduous patenting process. Today, Weschler’s line of auto body repair clamps, chains, hooks and other frame straightening equipment is sold online at CollisionClamps.com and used in over 18,000 body shops worldwide. The inspiration for any invention can come around anytime or any-

where, Weschler explained. “My first product idea for WeschTools was the Quick Stick that came to me while I was in bed in 1996, so I got up immediately and wrote it down,” he said. “I knew when I woke up, it would be fresh in my mind, and it was. Over a period of time, I came up with new ideas to make the Quick Stick even better. I knew then that I had something special and felt it was important to protect the idea until I could figure out my next steps. But it took two years to develop it and test it and then another two years to get it patented.” To immediately protect himself and his idea, Weschler did what is known as a “poor man’s patent.” “I knew I had to prove that I was the first with this idea, so I made copies and put the original drawing and notes into a self-addressed envelope, sealed it, and then sent it to myself,” he said. “When I got it back, I left it sealed and put it away in a safe location. The postmark proves the date of my idea, like a time stamp.” Now it was time for Weschler to find a good patent attorney, and luckily he found one with an engineering degree who had spent five years in Washington D.C. working as a patent examiner inside the department of patents and trademarks.

$15,000 for that first patent. Over time and with continued product development, I received an additional seven patents covering this single product which increased the cost by an additional $25,000.”

Once you get your official patent number (upper right) you can start making your product and changing the collision industry one tool at a time

After everything is submitted, it’s a long waiting game, Weschler ex-

plained. “Once my application has been filed at the patent and trademark office in Washington D.C., my product is declared “patent pending” and secured with a patent serial number. Patent pending allowed me to move to immediate manufacturing, marketing and selling my first of many products. In my case, I received some great advice and suggestions that I applied to the product which improved on my original idea. In my case, with no additional disputes or conflicts, I was granted my first of 13 patents.” Now the successful inventor of numerous collision tools and with four more currently in development, was all of the hard work worth it, we asked Weschler? “Absolutely, because I have the satisfaction of knowing that I invented a patented product [that is] unique and unlike anything else out there,” he said. “I’m proud to know that this product will save my fellow body collision shop owners’ time and money while increasing profits. That first patent provided me the template that made future patent applications easier and less stressful, and that alSee Body Shop Invention?, Page 58

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After many years of hard work and patience, Weschler finally received his formal patent document

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An Introduction to WIN’s 2017 MIW Honorees by Chasidy Rae Sisk

The Women’s Industry Network (WIN®) introduced its 2017 Most Influential Women (MIW) honorees on March 3. This award is designed to recognize women whose leadership, vision and commitment to excellence have enriched the collision repair industry. This year’s honorees, to be recognized at WIN’s MIW Gala and Awards ceremony during the association’s May conference in Denver, are Cristina Fronzaglia-Murray, Manager of Marketing Communications for PPG’s Automotive Refinish Division; Renee Ricciotti, Sales and Marketing Manager for 3M Automotive Aftermarket; and Elizabeth Stein, Vice President of Business Development and Marketing for the Assured Performance Network. WIN Chair Petra Schroeder stated, “Having been with WIN since its inception in 2006, it is wonderful to see firsthand how the MIW program has evolved and grown and how perfectly it aligns with WIN’s mission to ‘enhance the role of women in the industry.’ Every year, I am truly amazed

by the diversity of every nominee’s talent and industry involvement. It is my honor to extend heartfelt congratulations to Cristina, Renee and Liz for winning this prestigious award.” This year’s three honorees graciously agreed to take time from their hectic schedules to chat with Autobody News about some of their accomplish-

ments and what this award means to them. Words like “shocked,” “humbled,” and “respected” were reiterated throughout each interview. Fronzaglia-Murray had no thoughts of the collision repair industry 23 years ago when, as a recent college graduate, she started working for PPG as a light industrial sales representative in a newly emerging segment for PPG. A decade later, she began working more directly in the automotive refinish division and ultimately took over the communications side of the business, becoming more di-

rectly involved with the collision repair 1994. Ricciotti confessed, “I knew industry. Fronzaglia-Murray observed, nothing about vehicles. The only thing “There are so many opportunities in this I knew was that I liked expensive cars.” industry – it’s been an awesome ride the Things have definitely changed whole time!” since then. Ricciotti is proud to have Feeling fortunate to work in difbeen the first female in many of her ferent roles at PPG, including being the roles within 3M, including marketing, Director of Communications and Marbusiness development, and sales leadketing, Fronzaglia-Murray has also ership positions. Being the first female been afforded the opportunity to host sales manager at the 100-year-old comPPG’s SEMA booth each pany is one great example of year, and she won a SEMA how Ricciotti has made hisaward for her groundbreaking tory within the organization. work—the Athena Champion She was also selected as 3M’s award—in 2014. FronzagliaBusiness Leader to Villanova, Murray also sits on PPG’s direpresenting the company as versity committee, and she they recruit positions and has assumed a mentorship role serving as a mentor. Ricciotti Cristina Fronzagliaat PPG. “I get to do the most was previously a board memMurray fun job at PPG every day,” she ber for the Collision Repair explained. “And it provides more opEducation Foundation (CREF), and she portunities to be seen and heard in this currently serves on the National Auto field.” Body Council’s (NABC) board and exRicciotti had no intention of enterecutive committee. ing the automotive industry either. Her Like her peers, Stein ended up in father worked for 3M, but as she was the industry by accident. She began her interested in sales and marketing, she career as an entertainment publicist, but worked at the Four Seasons Hotel after finding that industry to be inauthentic, college until she interviewed for 3M’s she interviewed for a marketing manager automotive aftermarket department in position at Fix Auto in 2003. Stein re-

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called, “Something just clicked, and I fell businesses. The ability to help change in love with it. The people in the collian industry and see that change is just sion repair industry are some of the most awesome.” sincere, hard-working people there are.” Stein has also served on the For nearly nine years, Stein worked NABC board for the past nine years, for Fix Auto, learning as she went and after being recruited at 8.5 months jumping in as needed until she earned the pregnant, and helped build the Recyposition of Director of Marketing and cled Rides guide shortly after they’d piMembership, and eventually, she helped loted the program with 25 vehicles. the company divide into two organizaThe organization just facilitated the tions. In 2011, Scott Biggs, CEO of the 1400th vehicle donation through RecyAssured Performance Netcled Rides, and Stein exwork, approached Stein and pressed admiration for how offered her a job as Executive far the program has come deDirector, promoting her to Vice spite being an all-volunteer President of Industry Relations organization. within two years. Fronzaglia-Murray first beAccording to Stein, “I get came aware of WIN because to work with some of the same she was involved with paying Elizabeth Stein shops I’d come to know, and the sponsorship bill for a numit’s been great for my family. Our manber of PPG ladies who attended the conagement team is like family, allowing us ference. Curious about WIN, she to be candid with each other. It’s amazresearched the organization, and she deing how much we’ve grown through the termined, “WIN was a wonderful opteam approach, becoming the largest portunity for females to get more certification network in just five years. involved in this industry. I felt we needed Certification is based on criteria that to get invested in order to become more helps remove the politics; it’s about diverse, and it’s great for women to reproper requirements and ensuring the ceive support and be around people who consumer’s value and safety. I enjoy understand what we’re going through.” helping consumers find the right shop When she learned that she had and helping shop owners improve their been nominated as a MIW, Fronzaglia-

Murray was shocked. She had sugable to continue this award. I feel regested that PPG nominate someone spected by my peers honoring me and and was disappointed that they missed grateful for 3M’s support. I feel inthe deadline and an opportunity to exspired, unstoppable and fearless, and I pose a wonderful woman. She recalled, just can’t stop smiling.” “I wasn’t looking internally, so I almost “I’ve worked hard, and this award died when WIN informed me that I is part of the legacy I can leave for othwas nominated. I was floored and feel ers in the industry and for my 13-yearso humbled to be placed in the same catold daughter,” Ricciotti shared. “It’s like egory as these women. I’m so proud that I’ve won the big one – this is a huge deal. my work has made a difference and is If I can win this, I can do anything!” being recognized. You don’t For Stein, involvement in really think about what you’re WIN is about personal develdoing and why until someone opment and becoming more points it out. We women tend knowledgeable about the colto hold ourselves to a differlision repair industry. She atent standard, but it just betended her first conference in comes a part of who you are. 2010 and left feeling enerIt’s great to see the number of gized and empowered. “I got Renee Ricciotti bold women coming into this so much from the conferindustry and taking charge!” ence,” she said. “WIN includes a great Ricciotti’s first WIN conference group of women who are there to prowas in 2007 after Stacee Royce recomvide kinship and advice. People don’t mended it as a growth opportunity, and remember what you say, but they reshe has attended every conference member how you made them feel, and since. Describing her feelings about I’ll never forget how great I felt after being honored as one of WIN’s 2017 that first conference.” MIWs, Ricciotti said, “I truly feel like Stein was amazed when she learned a WINner! I’m humbled to be recogof her MIW nomination. “We all do nized with past and current MIW rethings where we don’t realize the posicipients and grateful that WIN, as an tive impact we’re making on people’s all-volunteer organization, has been See MIW Honorees, Page 48

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Shop Showcase Everything’s Algood at Mike’s Auto Body in Antioch, CA with Ed Attanasio

When Lorenzo Algood recently became the second member of his family to graduate from the Mike’s Auto Body Metal Tech Training Program, it made the celebration a family affair. This is the second class to graduate from the intensive five-month course at Mike’s Auto Body’s training facility in Antioch, CA. With three generations of body technicians spanning a century in the collision repair industry, the Algood family is all-in when it comes to fix-

ing at the corporate Concord location for Mike’s and I began working with a few trainees there,” Lupe said. “Dave Wedding and Dane Dearlove approached me and asked me if I was interested in being an instructor for the company’s training program and I said yes. I was already an I-CAR instructor and I enjoy teaching, so it was an easy decision.” Lupe’s father is a retired body technician and hopefully soon, Lupe Jr., age 16, might be entering the in-

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

ceive classroom instruction along with performing hands-on repairs of metal, plastic, panel removal and vehicle construction on salvaged vehicles at the company’s ADAC facility in Antioch, CA. Students are trained in vehicle disassembly, panel repair, plastic welding, frame and instructional analysis and welded panel removal. In addition, upon graduation, the students will have already achieved I-CAR Training Pro Level 1 and will be fully Car-OLiner certified. David Wedding, a business development manager at Mike’s Auto Body, who oversees the training program and teaches classes as well, is happy to announce that the first program’s graduates are working at Mike’s Auto Body’s various locations under the tutelage of mentors that have been carefully selected. “We can already see that this program is going to benefit the company in many ways, and Ronnie Algood is a

good example of that,” Wedding said. “He is currently working at our Richmond location and getting better by learning new skills and working with several of our more veteran technicians. Now, Lupe’s other son Lorenzo is in our training program and [is] doing well.” Currently, the second training class, including Lorenzo Algood, is progressing well and those students will be graduating early next year with the third class entering in the spring of 2017. If you know someone or have a member of your family that might be interested in pursuing a career in collision repair either as a tech or an estimator for Mike’s Auto Body, contact the Program at internship@mikesauto body.com. Further information about the training program and an online application is available at www.mikesautobody .com/metaltechnicianinternship.

We are Distinctively Different. Mike’s Auto Body’s second in-house graduating class produced four new collision professionals, including Lorenzo Algood, (third from right), whose father Lupe (second from right) is one of the program's instructors

ing cars. Lupe Algood, 40, has been a body technician at Mike’s Auto Body for the past five years and is also an instructor for the company’s in-house training program that kicked off in 2016 and is already considered a success. In addition, Lupe’s two sons, Ronnie and Lorenzo, are now entering the collision repair industry and onboard with Mike’s Auto Body. Ronnie recently graduated from the company’s training program and Lorenzo is currently enrolled. Lupe Algood is a proud father, a passionate teacher and a highlyskilled metal technician who still repairs vehicles when he isn’t teaching or mentoring the collision professionals of the future. How did he become an instructor for Mike’s Auto Body? “I was work-

dustry as well. “I tell young people that if they learn their skills and are dedicated to this craft, they can have long, lucrative careers in collision repair. There is a huge demand for technicians right now, so get your training and the jobs will be there.” Lupe’s son Ronnie is one of the program’s first graduates and is delighted to be working in the collision repair industry as a fledgling metal technician for Mike’s Auto Body. “It is a great opportunity for me and it’s an awesome time to be in this industry,” Ronnie said. “My goal is to become a journeyman within 18 months or so. I know I can do it, because I have a lot of support here at Mike’s Auto Body and they want me to succeed.” In order to complete this comprehensive training program, students re-

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Continued from Page 45

MIW Honorees

Apply for Auto Care Internship Scholarships by May 1

Applications for the Auto Care Careers Internship Scholarship program are due by May 1, 2017. The scholarships provide financial support for students that have secured an internship in the auto care industry. Auto Care Careers Internship Scholarships are valued up to $2,500 and are intended for those enrolled in internship programs with direct application to the auto care industry and working in fields such as engineering, supply chain management, information technology, finance, sales and marketing, and other business functions. The scholarships help ease the financial burden of temporary relocation for interns traveling more than 100 miles from their permanent address to the internship, including the costs of travel, lodging, utilities and meals during the internship period. To apply for one of the 22 available Auto Care Careers Internship Scholarships, interns should visit the “Get Started” section of the AutoCareCareers.org website. For information about careers and internships in the auto care industry, visit www.autocarecareers.org or contact Katy McQuiston at katy .mcquiston@autocare.org.

lives, and when they reach out in appreciation, it validates that you’re doing the right thing. I am so humbled by all the support I’ve received, and I am shocked because I didn’t expect this tremendous honor. I’ve always looked up to my WIN predecessors who’ve broken down barriers, and we continue to break them down for the next generation.” Looking at the importance of females entering the collision repair industry, Fronzaglia-Murray recounted her mentor, David Chapman, thwarting her fears and excuses when she first began working for him. “I was scared to talk to the men in the industrial segment because they had more experience and knew so much more, but Dave told me, ‘It’ll make you tougher. I’m not asking you to know what they know – I’m looking for a different perspective because we need that to grow the business.’ He was right; we need different people to bring different mindsets because if we stick to the same opinions, none of us grow and flourish. “I had so many excuses, but Dave wouldn’t let me fail. He was positive

and encouraging. You have to thank the people who have challenged you along the way. You may do things differently, but that doesn’t mean it’s wrong.” Ricciotti and Stein both agree that diversity of perspective is the most important reason for women to join the automotive industry. Ricciotti observed, “Everyone is more productive when you have more than one kind of voice. It’s good for businesses to have multiple perspectives, and it gives us a great advantage to bring something unique to the table. The collision repair industry is truly a great place to be if you want to be unique, but it takes a special individual who is comfortable with growth, rapid changes, and a challenging environment – it’s never boring! This is the industry for you if you’re inspired and challenged by change.” Stein added, “It’s all about who’s qualified and who is best for the position. I never want a position I didn’t earn. Being a well-rounded business requires a holistic approach. Women get that, and we add a little something because we offer a different perspective.” All three MIWs offer similar advice to young ladies who are interested in pursuing a career in the automotive industry. “Do it!” Fronzaglia-Murray

encouraged. “It’s a great industry with great opportunities and room for growth. Don’t try to be like anyone else – just be the best you and bring your different opinions and views to the table. Don’t be afraid of failure, but learn from your mistakes. Be yourself.” Stein’s advice is “Don’t be afraid to be a student. Ask questions, and instead of fearing failure, take on challenges outside the scope of what you know. I wouldn’t be in my current position if I didn’t take risks, and criticism has made me a better professional because results are what matter at the end of the day. Women set their own limitations, but there are so many options in this industry. We have a deficit of and a need for talented people, regardless of gender.” Ricciotti added, “Invite yourself instead of waiting to be invited, and never give up. Seek companies that look at your capabilities, not your gender; it’s comforting to know that the way people treat you is due to your skills, not because you’re a woman. There will always be challenges, so find a mentor and a great support system like WIN. I never thought I was any different, but I’ve always believed that achieving success is the only option.”

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Historical Snapshot 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.

Could that 180-line Estimate You Just Wrote be 179 Lines too Long? 20 years ago in the collision repair industry (May 1997) Rick Tuuri of [estimating system provider] ADP said the company has no plans to change its current system of allowing the user to options to use a clearcoat “cap.” He did say, however, that the wording of the disclaimer printed on estimates calculated using the user-defined maximum value will change. “We’re changing the term to ‘threshold,’” Tuuri said. “We’re printing on the estimate that the estimate has been calculated using the threshold value, and that further approvals may be required.

In 1997, Rick Tuuri was with ADP, whose estimating system was later sold and evolved in the AudaExplore system today

– As reported in Autobody News. ADP’s estimating system was later sold, eventually becoming the AudaExplore system used today. Tuuri retired from AudaExplore last year.

15 years ago in the collision repair industry (May 2002) Caliber Collision Center’s Costs Mesa, CA, location was closed for a week by the California Bureau of Automotive Repair (BAR) as part of a settlement agreement reached by Caliber following allegations by the BAR of fraud, gross negligence, faulty record-keeping, and failure to comply with the regulations of the Automotive Repair Act. Caliber, the nation’s largest collision repair consolidator, with 62 shops in California and Texas, has come under increased scrutiny lately since it accepted a financial investment from the Inter-Insurance Exchange, which operates Auto Club insurance in California and Texas. A bill was recently introduced in the California Senate that would make such investment unlawful.

The BAR’s complaint alleged numerous failures to comply with state regulations, including invoicing for parts not actually provided; the use unclear abbreviations on invoices; failure to states clearly if a part was new, used, rebuilt or reconditioned; failure to identify all crash parts used as OEM or non-OEM; failure to obtain a vehicle owner’s permission before repairing the vehicle; and failure to properly annotate a repair order when a change to the original estimate was authorized verbally by a customer. To settle the complaint, Caliber admitted to the truth of all the charges except for the fraud allegations, which it denied. The company agreed to pay the BAR $8,000 as partial cost recovery for the investigation, close its Costa Mesa shop for five days, and prominently post a sign indicating the reason for suspension. The shop will remain on probation for three years, subject to random inspections by BAR personnel. – As reported in Autobody News. Caliber remains the largest U.S. consolidator, with more than 400 shops in 18 states. The California legislation to prohibit insurer-owned shops was not passed, but similar legislation was enacted in Texas, leading the Inter-Insurance Exchange to sell off its interest in Caliber.

10 years ago in the collision repair industry (May 2007) Could that 180-line estimate you just wrote be 179 lines too long? During a recent Collision Industry Conference (CIC) held in Atlanta, one participant at the meeting posed this question to insurers: Could you accept an estimate that didn’t include the line-by-line breakdown but instead just the total repair cost? Scott Biggs, CEO of the Assured Performance Network of collision repair shops, said decades ago, estimates were as simple as, “Fix car, $300.” “Now you have 180 lines and insurers saying, ‘No, we don’t pay for that, and we need to cap this,’” Biggs said. “What if repairers stopped itemizing the estimate? Just think abut it for a minute. It doesn’t matter how you got to that number at the bottom. You

50 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

can use whatever means. But how do you debate when there are no lines? How do you argue about the door rate when there are no lines?” George Avery, a claims consultant with State Farm, said there are several factors that can necessitate the need for more detail on estimates. Some states, most notably California, have strict guidelines for what must be specified on the estimate for the consumer. But Avery said that given that nearly two-thirds of estimates for State Farm work are written by shops in the company’s Service First / Select Service programs, there could be potentially less need for a detailed estimate up-front if other such obligations could be met. “It could be as simple as the repairer saying, ‘I just want to let you know I have this car here. There are no issues associated with appearance allowance, betterment or depreciation, and I don’t have any recycled or af-

termarket parts on this car,’” Avery said. “I could be in a position where I would say, go ahead. You’re going to have an obligation eventually in your final repair bill to explain what you did to the car. So I think this is one of those things that we could talk about.” Roger Wright, manager of material damage and direct repair programs for AIG, said he had virtually such a program in place a dozen years ago when he was with another insurance company. “I built a partnership with a collision repair shop group and I said, ‘Fix the car and send me a bill, and fix the car like you are fixing it for your mother using your money,’” Wright said. “I felt very comfortable with that, and it worked great. Now we had some arm’s length auditing to manage it. And we had some outliers who wouldn’t behave well. But I didn’t have to have 100 people on the street; I only had to have 12.” See 179 Lines Too Long?, Page 56

www.autobodynews.com | MAY 2017 AUTOBODY NEWS 51

By 2030, 25% of Miles Driven in US Could Be in Shared Self-Driving Electric Cars By 2030, around a quarter of all miles driven in the US could be in shared autonomous electric vehicles, which will offer consumers in large cities the lowest-cost, most convenient form of transportation, according to new research by The Boston Consulting Group (BCG). BCG’s key insight is that the convergence of three trends—ride sharing (services such as Uber and Lyft), autonomous driving, and vehicle electrification—create a far more compelling economic case than any of these forces alone. Due to their ability to cut travel costs by 60%, shared autonomous electric vehicles (SAEVs) could shift about 25% of miles traveled from private automobiles, creating enormous benefits for consumers as well as causing major disruption to the automotive industry. While total vehicle demand will only be affected slightly, by 2030, more than five million conventional cars per year could be replaced by a combination of fully autonomous electric vehicles for urban fleets and partially autonomous cars for personal use. Cities will benefit from less congestion and cleaner air, but could be

disadvantaged by falling ridership on public transit, fear of which could result in some cities proactively trying to regulate the number of SAEVs on the road. “Such an evolution in mobility is no longer a fantasy. The technology exists and our research shows that many consumers will embrace it,” said Brian Collie, a Chicago-based partner who leads BCG’s automotive practice

per mile to around 50 cents per mile. Over the course of a year, that could put more than $7,000 in that driver’s pocket, effectively doubling consumer discretionary income. Unlike most industry studies, which look at trends such as autonomous driving and powertrain electrification in isolation, BCG’s research aims to provide an integrated view of the future of mobility in the US. The

in North America. “Yet, few players are taking the bold steps needed to position themselves to thrive in this nottoo-distant future. The time to act is now.” SAEV is an apt acronym for these vehicles, as fleets would save time, money, and lives. By using SAEVs, a typical Chicagoan who owns a car and drives 10,000 miles a year could cut the cost of travel from around $1.20

consultants combine insights from a variety of sources—including a proprietary survey of more than 6,000 US consumers; detailed modeling and analysis of traffic patterns and population density in over 100 cities of varying sizes; economic forecasting; past BCG studies; and interviews with a wide range of industry experts. The results focus on implications for automobile and parts manufacturers,

“Such an evolution in mobility is no longer a fantasy. The technology exists and our research shows that many consumers will embrace it” — Brian Collie

car dealers, service providers, and city governments, as well as other key stakeholders, such as energy and insurance companies.

Radical Shift Will Be Concentrated in Large Cities BCG’s conservative estimate is that 23% to 26% of miles driven in the United States, or about 800 billion to 925 billion miles, could be traveled in SAEVs by 2030. The shift to SAEVs, which would be gradual and would begin by the early 2020s, would likely occur in cities with more than 1 million people, where there is sufficient demand to keep fleet utilization high and there are significant pain points associated with private vehicle ownership (expensive insurance, difficulty finding parking, and congestion). Adoption could be even faster and more widespread if innovations in technology and pricing models reduce costs further for consumers. Innovations could include radically different vehicle designs (such as driverless pods), new tailored services (such as pooled ride sharing), and new revenue streams (such as in-vehicle advertis-

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ing). At a lower price point, SAEV service might be attractive in more mid-size cities (with populations of 500,000 to 1 million). Nonetheless, significant hurdles remain. Major technical and infrastructure challenges must be solved. For example, BCG concludes that SAEVs are unlikely to be economically viable in small cities and rural areas. And even in larger cities, their survey findings suggest that many consumers remain skeptical of the technology or are unwilling to give up the many conveniences and benefits of private vehicle ownership.

Shift Will Have Massive Impact Moving up to a quarter of all miles driven would have massive impact, not only on household economics and lifestyles, but also on society as a whole, urban planning, the automotive industry, and key supporting industries such as energy, finance, and insurance. ● Automakers and parts suppliers would face the most profound challenge to their business models in a century. While total vehicle demand isn’t likely to change materially, the types of cars required will be vastly different. BCG estimates that in 2030,

a total of 4.7 million autonomous electric vehicles will replace 5.1 million conventional autos sold in the US. This shift undermines the current industry business model, with its focus on engine technology and its long product cycles, and opens the market to a range of new competitors. Hundreds of billions of dollars worth of industry assets could turn into liabilities. Dealers will be less relevant as fleets make up a much bigger portion of sales. Current aftermarket businesses will take a hit because SAEVs will require less maintenance and have fewer accidents. But at the same time, whole new businesses will develop to manage large urban fleets and service them daily. ● The new model would also have important implications for cities. In addition to benefits such as less congestion, fewer traffic deaths, cleaner air, and reduced need for parking space, cities may also face financial hardship because of the impact on public transit. The economics of shared autonomous electric vehicles makes them competitive with public transportation for short trips—and more convenient (no schedules, door-to-door service). According to BCG analysis of traffic patterns and “pain points” of mass transit riders in

Chicago, as many as 20% of public transit miles could shift to the new transportation mode. This could leave cities in the position of maintaining aging transit infrastructure with reduced ridership and fare income. However, cities can plan for the loss of transit income by finding other sources of tax revenue, such as fees on SAEV fleets and trips. They could even consider investing in publicly owned fleets. ● Additional effects would include a sharp drop in fuel demand— an impact looked at in depth in an upcoming comprehensive powertrain study by BCG. And the sharp reduction of traffic accidents and related injuries from autonomous and semiautonomous vehicles could reshape the auto insurance business. Tech companies, data providers, and electric utilities would benefit.

The Next Car You Own May Be Your Last “The age of shared autonomous electric vehicles is upon us and now is the time for automakers, suppliers, and cities to begin taking the bold steps necessary to thrive in this rapidly changing world,” said Justin Rose, a Chicago-based partner who leads

BCG’s digital efforts for industrial goods companies. “Companies need to deconstruct and rebuild business models, develop new capabilities, create new sources of sustainable advantage, and shift assets and talent to new purposes—or risk becoming irrelevant. As with any great disruption, this transition will be risky and extremely challenging, particularly in the face of near-term investor expectations of customer demands.” To help navigate this turbulent period of transition and uncertainty, the authors have developed a roadmap to guide automakers, cities, and regulators in preparing for this profound change, with a set of recommended actions for each. “The automotive industry is on the brink of a major transformation, and it’ll be here faster than people realize,” added Rose. “For millions of Americans living in large cities, the next vehicle they purchase may be the last car they ever own.” A formal report with further details on the study—the first in a multipart series on the reinvention of the automotive industry—will be published in the coming weeks on www .bcg.com.

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Shop Strategies

Stacey Phillips is a freelance writer and editor for the automotive industry. She has 20 years of experience writing for a variety of publications. She can be reached at sphillips.autobodynews@gmail.com.

What It Takes to Be a Great Leader at Your Body Shop with Stacey Phillips

Most body shops would agree that “This will put tremendous pressure excellent leadership is critical to run- on the development of those who are ning a successful business. “Leadergoing to take over and also put presship is a balance of many aspects that sure on those who are currently in can build a company into a dynamic charge and have to shepherd that force when done correctly transition,” he said. or can destroy a lifetime of The average supervisor is work if done poorly,” said typically in a position of Jay Perry, owner of Ally leadership nine years prior to Business Coaching and coreceiving any leadership deauthor of Success Manivelopment training, accordfesto, during a recent Guild ing to recent research Perry 21 webinar. shared. “That is shocking,” Jay Perry, owner Passionate about the imhe said. “How much damage of Ally Business portance of leadership dehas been done because of a Coaching and covelopment, Perry addressed author of Success lack of understanding of the Manifesto some of the relevant issues job and being equipped to do facing business leaders today: the job of the leader? There is a cost associated with poorly-trained lead■ Legal compliance: Perry said it ers.” takes a village to manage legal comHe said 30 percent of people who pliance, especially with the issue of quit their job are actually quitting liability associated with it. their boss. He said this creates more than $146 billion annually in turnover ■ Diversity in the workforce: This in- costs. cludes cultural influences, religious After realizing the serious conseconsiderations, age-related issues and quences of not addressing leadership language barriers, which can all development, Perry was prompted to cause communication problems. write the book Success Manifesto, along with Brian Tracy. The book ■ Consolidations in all industries: addresses how to master health, When businesses are affected by con- wealth and lifestyle and deals with solidation, it puts additional pressure the fundamentals of leadership. on leaders to perform at increasingly During his Guild 21 presentahigher levels. tion, he shared the eight tenets of leadership: ■ HR challenges: Most are aware of the competition in regards to attracting 1) Leadership skills can be and are and retaining good employees. Not learned abilities only are companies competing with Perry said there is no such thing as a those in their industry, but against born leader. “Seventy percent of what other industries as well. There are five we know is learned through modelgenerations now active in the current ing,” he said. Therefore, the emphaworkforce, according to Challenge sis should be on the type of Factory. This can be a tremendous environment leaders are in and how challenge in the style and form of comthat environment supports them munication used to address a multi- when learning leadership skills. generational workforce. Similar to the game of golf, he said you may have certain skills that ■ Education: Perry said education help your game, but to become really has typically lagged when it comes to good, you have to invest time and leadership. “Only now do we see money to develop your skills. “I feel leadership making its way into edu- it is very important for those of us cational curriculums of a very few se- who are desiring to improve our leadlect schools,” he said. ership or those of us who are in leadership and need to help others, to take Perry said 1.1 million businesses will this to heart,” said Perry. “If your enchange hands over the next 10 years. vironment does not provide that edu-

54 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

cation, then seek it out now or if you are in position of responsibility to help others in their development, start to create it so talent can be molded into the right form.” He stressed the importance of creating a progressive company that values continuing education for advancing and rewarding performance.

2) Be very specific in your goals and how you measure your success “People with clear written goals accomplish far more in a shorter period of time than people without them could ever imagine,” said Perry. When it comes to leadership development, he said it’s imperative that goals are outlined in detail so progress and effectiveness can be measured. The goals might be associated with KPIs such as employment engagement, retention, reviews and exit interviews. He encouraged all shops to be open-minded, listen carefully

and take notes. “There will be nuggets of gold and information in these reviews,” said Perry. “Without goals that can help measure your progress, you’ll wander aimlessly, wasting a lot of time and money.”

3) Stay humble and practice active listening In order to be an effective leader, active listening is a necessary trait. “It allows us to access empathy and have a better understanding of those around us,” said Perry. “Active listening is actually bringing concentrative powers to bear so you can repeat or rephrase back to a speaker what was just said to you.” This helps the other person realize that they are being listened to. However, he said it can be very difficult to put into practice. This is because we speak at 120 words per minute; however, a person listens at 400 words a minute. “What

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Continued from Page 50

179 Lines Too Long?

Others at CIC pointed out that the initial estimate is needed for the customer to know what will be done for the car, and to generate the work order that is given to the technicians.

In 2007, Scott Biggs of Assured Performance suggested that detailed estimates were not necessarily something insurers and shops needed to negotiate ahead of repairs

But Biggs countered that today’s estimates are so full of abbreviations and “gibberish” that the average consumer can’t read them anyway, nor are they always complete and accurate enough to give technicians all the information they need. “The estimate is a negotiating item, and we’re lying to ourselves if we

say that (it) is an exact blueprint for repairs,” Biggs said. “And I’m not suggesting that you... replace the databases and arbitrarily pick $300 or $3,000 out of the air. But we could get there faster, easier and less expensively and then have less minutia to argue about and get to the job of fixing cars. You can’t say, ‘We don’t pay for that,’ if there isn’t ‘that’ on the estimate.” – As reported in Autobody News. Wright is now an independent consultant in the industry. Avery retired from State Farm last year.

5 years ago in the collision repair industry (May 2012) State Farm has rolled out mandatory use of its PartsTrader parts ordering system for its Select Service shops in four markets: Tucson, AZ; Grand Rapids, MI; Charlottesville, NC; and Birmingham, AL. Aaron Schulenburg of the Society of Collision Repair Specialists (SCRS) said the association’s board met with State Farm executives in late April and PartsTrader was clearly “an issue we’re not going to see eye-toeye on.” Schulenburg questioned State Farm’s contention that the system improves efficiency.

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“Having an outside entity tell you what processes you’re required to do, and who you must do them through and how, is the furthest thing from ‘lean,’” Schulenburg said during the board meeting. “A process that requires you to review your vendors, especially ones you’ve built very strong relationships with and that provide excellent service, is far from lean as well.” Schulenburg also questioned whether the system would be voluntarily adopted by the industry given that other electronic parts ordering systems are struggling to gain acceptance. He asked State Farm’s George Avery if the insurer would move forward with PartsTrader if shops, dealers and other parts vendors are resistant to it. “At this point, we are moving forward,” Avery said. “We are moving through our test. We’re obviously gathering information, making adjustments along the way. But I can tell you that State Farm is moving forward with this. We think it is in the best interest of our customer.” – As reported in CRASH Network (www.CrashNetwork.com), May 7, 2012. By late 2014, State Farm had rolled out mandatory use of PartsTrader nationwide.

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News From Collision Repair Education Foundation Collision Students’ Tuition Debt Erased through CREF’s Lon Baudoux Legacy Scholarship Fund Destiny Potter, a 2016 Lon Baudoux Legacy $2,000 Scholarship recipient, attended the recent I-CAR Volunteer & Instructor Conference in San Diego to highlight how significantly financial support has assisted in her technical education. At the end of her presentation, Potter was surprised with the announcement that to recognize her continued efforts in gaining part-time industry employment while finishing her remaining year at Lincoln College of Technology in Indianapolis, her 2017 student debt would

be “erased” through the Baudoux Legacy fund. In total, over $10,000 in student debt will be paid for Potter, who is on track to graduate from Lincoln Tech this October. Potter, currently employed parttime with ABRA Auto Body & Glass, noted, “Being on stage in front of hundreds of people and to talk about the Lon Baudox Scholarship I won in 2016 was tremendous enough. But then for the Collision Repair Education Foundation to announce that they were paying my tuition just left me incredibly speechless. This means ‘no debt’ and ‘no stress.’ On a personal note, this also means that I am noticed, I am supported, and I am believed in. Who knew that something like this would happen to me?” “It’s incredible to see the real impact of the foundation in the lives of individual students,” said Peterson Santos, regional vice president at ABRA Auto Body & Glass. “We are Continued from Page 42

Body Shop Invention?

lowed me to take more of my ideas to fruition.” For that technician, painter, estimator or body shop owner with a great idea for a tool that can change the industry, what last piece of advice would Weschler offer them? “Invest

honored to have Ms. Potter on our team and are especially grateful for the mentorship ABRA team member Rebecca Stultz has provided her throughout her journey. Ms. Potter’s future is bright and we are certain she will enjoy a long and successful career in the industry.”

Nationwide Insurance Awards $50,000 to Six Collision School Grants CREF has announced that Nationwide Insurance has made a $50,000 donation to assist the Education Foundation’s support of high school and college collision school programs across the country through school grants.

Six schools were supported through these Nationwide school grants. The schools applied for the Education Foundation’s 2016 Ultimate Collision Education Makeover school grant and these funds will help fulfill the schools collision program’s wish list of needed tools, equipment, and supplies. The Nationwide Insurance school grant recipients include: ■

■ ■

■

ities of their program on the Collision Repair Education Makeover grant application. Last year, due to expanded financial and in-kind support from the industry, every school that completed an application received a grant to help them move to the next Tier or increase their capabilities. The program is currently accepting applications for 2017. In 2016, nine schools received a Tier 1 designation, 80 schools achieved Tier 2 and 31 schools achieved Tier 3. Schools are recognized at different levels based upon criteria that focus around the number of hours of instruction and curriculum in place along with the tools, equipment, and supplies a school uses to prepare their students for employment in the collision industry. Participation in the Makeover grant program provides schools with necessary items to help them advance to higher levels and expand their programs to best serve students and the industry. The goal is to help every school acquire the resources to eventually achieve a Tier 1: Advanced school designation. For more information, visit www .collisioneducationfoundation.org.

(Wilmington, NC)

“Nationwide recognizes the growing need for highly trained repair technicians,” said Patrick Burnett, Associate Vice President of Claims at Nationwide. “That’s why we’re proud to support organizations dedicated to training and developing tomorrow’s collision repair professionals.”

CREF Recognizes 121 Career Programs With Collision School Career Readiness Benchmark CREF announced it has recognized 121 schools with its new designation program called the “Collision School Career Readiness Benchmark,” which was launched in 2016. Under the new program developed by the Foundation, schools were classified into three tiers: • Tier 1: Advanced, • Tier 2: Proficient, or • Tier 3: Developing.

The designation was determined by the Foundation based upon information provided by schools about the capabil-

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Continued from Page 54

What It Takes

are you doing with that surplus capacity for thought? I know you are forming thoughts because it must be filled. But I don’t know what the thoughts are unless you are working on repeating or rephrasing back what I just said.” He said another important factor is the conditioned learning that has taught us to go into “solution mode” as soon as someone speaks to us. From an early age, most of us were rewarded for coming up with the right answer. “Without bringing concentrative powers and focusing on how we are going to rephrase back to a person what they have said, we will miss a lot of their content,” said Perry. “We will also set up for ourselves a defensive posture that defends our existing beliefs and not being open to a potential variation that could bring benefits to us in our organization.”

4) Follow up There are many benefits to following up. Perry said it is a key attribute that Continued from Page 40

Scan Revolution

gunfight.’ Quite the contrary. There are stockpiles of ammunition in the form of automaker position statements with a war chest of educational articles, learning courses and industry pundits to lend battlefield support. In the midst of this diagnostic scanning revolution, collision repairers must decide whether they are going to take the customer back in the name of safe and proper repairs or take cover and wave the white flag. Any liability-conscious shop owner out there knows there is only one correct choice to make. Be one of the smart ones and join the Pre- and Post-Scan Revolution today. Your customers deserve nothing less. Gene Bilobram has been an automobile physical damage appraiser for over 25 years. His company, Lacey Appraisal Service, Inc. is a physical damage appraisal, consultancy and manufacturers’ rep firm serving the collision repair and insurance industries. He may be reached at (609) 384-8093 or at laceyappraisal@ aol.com to discuss the latest shop

will keep people on track and improve a leader’s image. “It actually improves our image and the perception our followers have of us,” he said. Dr. Marshall Goldsmith, a revered thought leader, said that follow up shows you care about getting better and you value the opinions of coworkers. Goldsmith found that following up changed the perception followers had of a leader. The effectiveness of those leaders was perceived to improve even though the only difference in their behavior was they followed up with their charges. He said the benefits of following up include the reinforcement of content you have shared, improving the perceptions of what others have of you as a leader and keeping others on track.

5) Procrastination can derail many people Although procrastination can contribute to the downfall of many people, Perry said it doesn’t have to derail you. Instead, it can be managed by using what he called “touchpoints.” By setting the way we plan for ourselves and our charges, we can move things back on track. We do this tools and solutions in the pre- and post-repair scan revolution. His company is Manufacturer’s Representative for the leaders in post-collision remote vehicle diagnostics and systems calibrations. Gene will personally refund the purchase price of AMI’s scanning course to anyone who takes the course and later purchases any of the postcollision products or services he has to offer. Some restrictions apply. Contact him today for an updated OEM Scan Chart, email alerts, shop diagnostic program assistance and valuable insights into the often challenging process of insurance company reimbursement. The opinions expressed are that of the author and not necessarily the opinion of any of the companies, individuals or organizations mentioned herein or of this publication.

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through touch points—setting interim goals to measure progress along the journey. He recommended planning projects to include touch points for ourselves and those who work for us.

6) Success is accomplished in small doses like a brick wall is built one brick at a time Whether you’re building a successful career, business or relationship, Perry said there is no magic bullet. “If it came in a bottle, everyone would have it,” he said. “What sets people up for failure in this area is they believe there’s one special thing and if they can tap into it they would be successful leader.” Instead, it takes investment, time, money and blood, sweat and tears. He said we have become acclimated to an instant society where we can get everything we want overnight and sometimes the same day. Leadership development on the other hand doesn’t work that way. It takes time and it’s critical to be patient. This is where guidance from professionals who do this on a regular basis can be worthwhile. 7) Provide for others the opportunity

for growth and a supportive pathway to realize advancement It’s important to create pathways at your organization so you don’t lose good employees. One way to do this is to design a career path for people so they have the opportunity to move upward. This might mean technical training that could eventually lead to top recognition. You can also offer routes to advancement that may lead to other positions in the organization. Finally, take the time to plan with your employees and get them involved under your guidance. “If you take into account that it’s their future and nobody is more interested in it than they are, then they should be involved,” said Perry. This is especially true when dealing with younger workers who are open to doing multiple things throughout their careers. However, it can also apply to older workers who might require more challenging settings or take on a variety of jobs.

8) Look for aptitude and glimpses of leadership ability in others, and then nurture and mentor it Perry said to pay close attention to specific aptitudes that your employees will display on occasion. These

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can be developed with certain techniques and methodologies. “You’re looking for the initiators people look up to, even if they don’t have the title,” said Perry. These are often the “go-to” people in your organization. There are certain ways to go about doing this. First, Perry highly recommended having employees assessed. “It is a fantastic way to discover many useful things about them as well as making leadership investment a little more secure,” he said. Relatively inexpensive, there are a variety of assessments available that will identify and validate the process. It’s often helpful to obtain professional assistance in this area. Consulting with human resources experts, whether internal or external, can also be valuable. If they are forward-thinking individuals, they will be able to share ideas on how to improve efficiencies and boost profits. Born in Canada to a family of entrepreneurs in the automotive field, Perry ran a multi-million-dollar collision-repair business in Toronto, Ontario before he was 30. He has served on boards of directors and advisory councils including NABC, State Farm Collision Advisory Board and the

CCIF Steering Committee. Perry now runs Ally Business Coaching, a North American leadership coaching company that assists shops with process improvement and leadership development. Perry said the company’s mission is to build great leaders inside great companies. “We do it every day and see the profitably of companies increase as the contributions of the developing leaders start to take hold and they move toward becoming superstar leaders,” said Perry. He and Tracy offer several programs that address different levels of leadership goals.

For more information, contact Jay Perry at 416-587-1748; jayperry@ab -c-inc.com or visit www.allybusiness coaching.com. He also sends out a daily tweet with a leadership thought. Follow on twitter @jerryperryally

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PARTS DEPT. HOURS:

SUBARU

MON-FRI 7-6 / SAT 8-5

e. It ju st ma ke s se ns

Continued from Page 32

Swope Family

take part in and what is the importance of getting involved?

We take part in various proA: grams that support our community and make it a better place. In

the 1990s, we established a local affiliate for Habitat for Humanity and the statewide Kentucky Habitat, and our associates build houses with Habitat for Humanity. It’s so rewarding to have the team work together and help a family in need in our community. We also participate in a wonderful program through the United Way that fills backpacks with nutritious food for children in need and prepares care packages for deployed soldiers. Not only do we encourage our associates to get involved, but we facilitate programs that they are interested in.

What is the importance of getQ: ting involved for both the employees and the community?

Obviously, we’re all in business A: to make a living and satisfy customers. If you can get your associ-

ates engaged in the community, they are going to be the kind of engaged employees that please and satisfy customers. That is the success at the end of the day—to please your customers. I realized how powerful our dealerships can be if I encourage and support all our leadership and associates to get involved. Together, we are making Elizabethtown and the central Kentucky region a better place.

What sets your dealerships and Q: collision center apart from others in the industry? I’m blessed to have 290 emA: ployees working at the dealerships and collision center, who are

doing the lion share of the work. My shortest tenure is about 18 years. The longest tenure is 28 years. We don’t have a lot of turnover and these are not only satisfied employees, but they are also highly engaged employees. That’s true throughout our organization and I think it really sets us apart. See Swope Family, Page 64

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 61

Automotive Management Institute Honors Class of 2017

The Automotive Management Institute (AMi), the industry’s leading provider of management education for automotive service and collision repair professionals, held its annual graduation ceremony March 4 at the Overland Park Convention Center in Overland Park, Kan.

The ceremony honored the 23rd class of Accredited Automotive Managers (AAMs). The graduating class of 2017 includes 3 automotive service and collision repair professionals who earned the Institute’s prestigious AAM designation by successfully completing AMi courses and accumulating a minimum of 120 credits. This year’s event also recognized 40 members of its second graduating class of Accredited Master Automotive Manager (AMAM) designation by successfully completing AMi courses and accumulating a minimum of 180 credits. The Automotive Management Institute collaborates with training providers across the industry aligning training

courses into comprehensive educational curricula, that when completed, results in professional designations and certificates. The education represented by these programs have proven to make positive impacts on business KPI scores and overall profitability. AMI courses concentrate on seven core areas of business management education: financial management, sales & marketing, operational management, HR and personnel development, IT management, risk management and leadership. “After 25 years of offering AMiapproved classes at the VISION HiTech Training & Expo event each year, it was truly an honor to host this year’s AMi graduation during the VISION Awards Ceremony”, stated Sheri Hamilton, AMi Chairperson and VISION Conference Manager. “This year’s graduates join an elite group of automotive service professionals that have proven their dedication to improving their knowledge and skills within this industry.” “It was honor to recognize and celebrate the accomplishments of these two groups of professionals during our graduation ceremony. It is also great to see the growth in the number of graduates again and we look forward to more achieving this level of professional recognition.” said AMi President, Jeff Peevy.

I-CAR® Offers New Online Cycle Time Course for Appraisers

In today’s business environment, efficiency is essential to bottomline performance, and reducing cycle time is one of the most powerful ways to increase efficiency in a collision repair facility. I-CAR has launched a new online course

on the topic specifically focused for auto physical damage appraisers (APDAs). The course, Understanding Cycle Time as an Appraiser (AP05-5E01), was designed specifically to provide APDAs with an understanding of cycle time as it relates to the collision damage repair process. The development of this course is part of I-CAR’s new approach to place an even greater emphasis on the perspective of each course’s intended audiences. In this case, the course was created with an additional focus on the specific needs of

APDAs. Conveniently offered in a onehour, online format, the course will help the APDA identify how to measure cycle time, identify waste in the repair process, and learn how standard operating procedures can be used to create a consistently high-quality repair process. The course also presents APDAs with a basic understanding of repair blueprinting and 100 percent teardown, both of which can be beneficial for improving cycle time, as well as information on supplements and their impact on cycle time. For more information on Understanding Cycle Time as an Appraiser (AP055E01), visit I-CAR.com or call (800) ICAR-USA.

PARTS Act Reintroduced in Congress, Claims Motoring Consumers will Choose Quality, Affordable Crash Parts

Promoting Automotive Repair, Trade and Sales Act of 2017 (PARTS Act), was introduced in Congress April 3.

The bi-partisan, bi-cameral bills (H.R. 1879/S. 812) would expand consumer choice for automotive collision repair parts, cut costs paid by motoring consumers and insurance companies, and increase competition. Senate sponsors are U.S. Senators Orrin Hatch (R-UT) and Sheldon Whitehouse (D-RI), and lead sponsors U.S. Representatives Darrell Issa (RCA) and Zoe Lofgren (D-CA), with

original cosponsors Reps. Blake Farentold (R-TX), Steve Cohen (D-TN), Scott Perry (R-PA) and Jim Langevin (D-RI). The PARTS Act would narrowly amend U.S. design patent law to reduce, from 14 years down to 2.5 years, a car manufacturer’s design patent on collision parts. “According to a study by Microeconomic Consulting & Research Associates, consumers will realize a savings of $1.5 Billion a year by having the ability to purchase high quality, but less expensive, aftermarket collision parts when their vehicles have been involved in an accident,” said Ray Pohlman, president of the Coalition for Auto Repair Equality (CARE). “The automotive aftermarket wishes to thank the House and Senate sponsors for their leadership in doing what’s right for America’s motoring consumers. “We hope that House Judiciary Chairman Bob Goodlette (R-VA) and Senate Judiciary Chairman Charles Grassley (R-IA) will hold hearings as soon as possible in order to progress the bills for consumers,” concluded Pohlman.

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62 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

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Carson Toll Free (800) 553-0940 Parts Direct

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Car Pros Kia Glendale Glendale (818) 745-1103

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 63

Continued from Page 61

Swope Family

What advice can you offer to other businesses in terms of reQ: taining employees?

We call ourselves the Swope A: Family of Dealerships. The word family is very important to us.

We really think of each other as fellow associates. Certainly, we have hierarchy, but we buy into this idea that you manage processes and you lead people. Everybody in our organization is considered a leader. We appreciate what they do, we pay them well and we recognize what they do day in and day out. I’m very fortunate to have a great organization. I have an office but I’m rarely there. Most of my time is spent in one of the stores with our associates. In addition to being active in the Kentucky Auto Dealers Association (KADA) as a director and officer, I serve on numerous boards of community associations and am a member of a 20 group. I feel it’s very important to get See Swope Family, Page 66

NABC Opens Nominations for Awards to Recognize Professionalism and Integrity in the Collision Industry The National Auto Body Council has announced that online nominations are now open for its Annual Awards Program, which recognizes individuals and businesses that exemplify the professionalism and integrity of the collision industry.

“We have many heroes who work tirelessly and give generously of their time, talent and resources to promote the professionalism and integrity of our collision industry,” said Marie Peevy, Chair of NABC’s Awards Program. “We want to hear more about these individuals, who they are, hear their stories, so that we can recognize and honor their efforts.” Winners of the NABC awards will be announced at the Collision In-

2017 SEMA Board Candidates, Election Details Available by SEMA Editors

The following is the slate of candidates vying for a seat on the SEMA Board of Directors: Chair-elect Category (one open seat) • Mitch Fogle, president and CEO, Lund International

• Brian Lounsberry, CEO, Motovicity Distribution Manufacturers Category (one open seat)

• James Lawrence, CEO, Power Automedia

• Shahriar “Nick” Niakan, president and CEO, Advanced Flow Engineering Inc. (aFe Power)

The Award of Distinction recognizes individuals for bravery, philanthropy, charity and selfless acts of kindness. It transcends the rigors of daily business to uncover those helping the world around them without a thought of recognition for themselves. Any individual, business organization, or group employed in a collision industry-related segment, such as collision repair facility, vehicle manufacturer, supplier/vendor, educator, insurer, independent appraiser or trade association is eligible to be nominated. The Body Shop Image Award recognizes the most significant improvements made to a shop’s interior and

www.autobodynews.com Don’t Miss the Weekly Industry NEWS Your Shop Needs.

exterior. Any body shop completing a remodeling during the calendar year 2016 is eligible to be nominated. One winner and three runners-up will be recognized.

The Excellence in Community Service Award celebrates outstanding charitable efforts and volunteerism by collision industry individuals and businesses. The award recognizes exceptional service initiatives that improve the quality of life for individuals or the community at large.

Online nominations and more information for all three awards are available at www.NationalAutoBodyCouncil.org. For more information on NABC Awards program, contact Marie Peevy, Awards Program Chair, at marie.peevy @automotive trainingcoordinators.com or 630-881-7945.

www.autobodynews.com

The Right Parts. A Perfect Fit.

• Dennis Weese, president, LINE-X

Voting will take place online May 10–24, 2017, and is open to current SEMA-member companies. Votes must be cast by each company’s primary contact. Details with ballots and Order Genuine Mazda Parts from these Parts Specialists in your area

• Tim Martin, vice president, K&N Engineering Distributor/Retailer Category (one open seat)

• Greg Adler, CEO, Transamerican Auto Parts

dustry Conference during the SEMA Show in November in Las Vegas. Nominations are being accepted in three award categories:

SO. CALIFORNIA The current SEMA Board of Directors led by Chairman Doug Evans (front center).

links will be sent to the member company’s designated primary contact beginning on April 28. Winners will be announced by May 30 and formally introduced at the SEMA Installation Gala July 28. For more information about the 2017 SEMA Board of Directors election, contact Susan Alfonso at 909978-6671 or susana@sema.org.

64 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 65

AkzoNobel Signs on as Platinum Sponsor for Women’s Industry Network AkzoNobel, the global decorative paints, coatings and chemicals company, is celebrating Women’s History Month by announcing that it is the Platinum Sponsor for the non-profit Women’s Industry Network (WIN).

WIN is dedicated to encouraging, developing and cultivating opportunities to attract women to vehicle collision repair. WIN recognizes excellence, promotes leadership, and fosters a network among women who are shaping the industry. Doug Holmberg, Vehicle Refinishes Business Director for AkzoNobel in North America, says that he is extremely proud of AkzoNobel’s longstanding relationship with WIN. “AkzoNobel is a strong propo-

nent of our industry and the advancement of diversity within it,” said Holmberg. “Many of WIN’s founders and current leaders were first recognized by AkzoNobel through the Most Influential Women in the Collision Repair Industry program, began in 1999; and, today administered

under the stewardship of WIN. As a result of this history, we were the first and primary corporate mentor for WIN as it aspired to be the only association in the North America collision repair industry specifically focused on the advancement of women at all strata. This sponsorship demonstrates our appreciation of their work.” The WIN organization is currently in growth mode, as companies representing every segment of collision repair around the world are be-

American Honda Releases New ProFirst Logo for Better Brand Recognition

by Chasidy Rae Sisk

American Honda released a refreshed logo for its ProFirst certified shops in mid-March to help promote brand recognition. The new design includes the Honda Automobile Division marque and the Acura Division marque on either side of the ProFirst logo. Honda decided to revamp their ProFirst logo after learning that many shops were

not advertising their certified status because consumers didn’t affiliate the design with the manufacturers; the new design will be more easily identifiable to Honda and Acura owners. According to Leigh Guarnieri, Collision Marketing Manager for American Honda, “This is consistent with the logo design format used by other OEs. This is a positive step for everyone, making the ProFirst shop more recognizable to Honda and Acura owners.” ProFirst program administrator Gary Ledoux adds, “Honda and Acura owners are some of the most loyal followers of a car brand in the industry. They recognize the Honda and Acura marques and know they stand for quality - in the car they drive, the

Honda and Acura dealerships where they have their cars serviced and now at the dealers and independent shops where they have collision damage repaired. ProFirst shops displaying the new logo may have a better chance of attracting Honda and Acura owners needing collision repair work.” Since the new logo may present placement challenges since it is quite long and cannot be altered in any way, the existing logo may also be used to officially signify a ProFirst shop. Both versions of the logo are available in a variety of color combinations. ProFirst shops will have exclusive access to the new logo in digital form to use in marketing materials, and now ProFirst shops will begin receiving their plaques and signs with the new logo in May with current certified shops receiving the updated signage as they renew their certifications. As such, Honda anticipates it will take approximately a year to complete the changeover. The new logo will be available on the CRN website in the near future, but certified ProFirst shops who went to starting using the new logo right away can email profirst@ ahm.honda.com with subject line “logo” to receive the logo in JPG, PDF, EPS or Adobe Illustrator format.

66 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

Continued from Page 64

coming members. Susanna Gotsch, chair of WIN’s Sponsorship Committee, says that their growth is made possible through the support of organizations like AkzoNobel. “We are happy to support such a worthwhile organization,” said North American Marketing Manager for AkzoNobel Vehicle Refinishes Jennifer Solcz when announcing the $25,000 sponsorship. “In addition to providing financial support, AkzoNobel employees are actively involved with WIN. Past employees served on WIN’s founding Board of Directors and we have several current employees working to advance the association through their involvement on various committees.” “The importance of WIN’s mission to our industry is reaffirmed by the tremendous support we have received from our sponsors,” said Gotsch. “At WIN, we provide a unique industry setting where women can connect with peers in the industry to share different perspectives, challenges and ideas to improve the industry.” For more information, visit www .akzonobel.com.

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Swope Family

involved so you can be exposed to new things, innovative things that are happening. It doesn’t matter if it’s the collision center, sales area or service—if you don’t get yourself out of your box, your box is going to get pretty small.

Can you tell us about the Swope Q: Museum? Swope’s Cars of Yesteryear A: Museum is located between the Chrysler dealership and the Nis-

san dealership. It was started by my father after I purchased the stores from him. He has been collecting vehicles and displaying them in the museum since his retirement 30 years ago. There are currently about 70 vehicles ranging from the early 1900s to the 1960s in a variety of makes and models. About 45-50 are on display at the museum at any given time. Some were restored in the collision center and others were purchased. I encourage anyone in the area to check it out!The source for timely

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The following dealerships are eager to serve your needs. Call your local Subaru collision parts specialist today! SO. CALIFORNIA

Galpin Subaru

Santa Clarita (818) 778-2005 (818) 778-2090 Fax

Kearny Mesa Subaru San Diego (800) 548-9124 (858) 300-3331 Fax Mon.-Fri. 7-6 cguth@kmhyundaisubaru.com www.kearnymesasubaru.com/parts

Puente Hills Subaru City of Industry (626) 322-2555 (626) 322-2600 Fax Mon.-Fri. 7-6; Sat. 8-3 parts@puentehillssubaru.com tony@puentehillssubaru.com

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 67

GYS Wins Tesla Approval

Chief® University Introduces Industry’s First Joining Technologies Class Chief University introduces the first all-encompassing, hands-on collision repair class focused on joining technologies. The one-day Chief University Joining Technologies class is designed to provide estimators and ap-

and provides the most hands-on classroom environment we have ever delivered.” The Joining Technologies course is a combination of classroom and hands-on experiences in several new joining disciplines. Each student will have the opportunity to participate in the following exercises:

GYS has announced that their NEOPULSE 300-T2 Pulse MIG Welding machine has been approved by TESLA for aluminium welding for structural repairs to the vehicle manufacturer’s Model S and Model X cars. The NEOPULSE 300-T2 is a MIG/MAG inverter, offering up to 270A and high duty cycle, pulse in pulse welding. According to the company, a key feature of the machine is that it offers 2 torch operation so can be simultaneously set up to weld 2 metal types. An advanced yet easy to use LCD control panel offers a user-friendly interface. Neil Pulsford, GYS UK Commercial Director commented, “We are delighted to win this approval from Tesla, a company that is moving forward very quickly and is building a body repair network to operate at the highest standards in repairing Aluminium.” The approval follows other recent endorsements for the Neopulse range from Mercedes as well as from Ford Motor Company and Volkswagen Group for other welders in the GYS range. GYS is French family-owned industrial group which manufactures three product families: industrial welding machines, battery maintenance equipment and auto body welding equipment.

Standards. The new Chief University Joining Technologies class is approved for I-CAR credit hours through the I-CAR Industry Training Alliance® program. Cost for the eight-hour class is $395.

■ Perform steel and aluminum welding and brazing, using Chief’s virtual welder.

praisers a thorough understanding of the current welding, riveting and adhesive bonding and removal technologies being used in today’s shops. “We are constantly updating the training curriculum at Chief University to keep pace with the OEM changes in vehicle design, technology and materials,” said Ken Boylan, global training manager. “Chief is proud to be the first in the industry to offer the opportunity to study and understand the joining technologies OEMs are requiring and want to see implemented in vehicle repair. This class is designed for all skill levels, from first-timers to experienced appraisers and estimators,

■ Install and remove self-piercing rivets and flow-form screws. ■ Install blind rivets.

■ Perform structural weld bonding and debonding.

■ Perform spot welds with and without adhesive.

■ See a demonstration of carbon fiber repair.

Chief University training is certified by the National Institute for Automotive Service Excellence (ASE) for compliance with the Continuing Automotive Service Education (CASE)

ASA Promotes National Car Care Month www.autobodynews.com

The Automotive Service Association (ASA) is celebrating April as National Car Care Month by supporting the national “Be Car Care Aware” public service campaign by

the Car Care Council. The monthlong campaign is a national effort by industry-leading organizations to draw attention to the importance of having consumers get their vehicles professionally checked and serviced in preparation for the summer travel season. ASA’s support of the campaign includes distributing information in its publications and online media and encouraging its 16 affiliated organizations to promote the campaign in member-shops across the nation. “National Car Care Month in April is a great opportunity for ASA members to take advantage of the national exposure and reach out to their customers to explain the importance of proper vehicle mainte-

Chief University introduces the industry’s first Joining Technologies class, covering welding, brazing, riveting, weld bonding and more

nance,” said Tony Molla, ASA vice CHECK IT OUT! president. “The resources available through the Car Care Council can help set up an event providing free check lanes for consumers to have their vehicle inspected for common problems and provide an opportunity to demonstrate the value those businesses provide to their local communities.” Additional information about To advertise the campaign and the Car Care call Advertising Sales at: Council is available at www.car800-699-8251 care.org, including in-depth vehicle service information and videos. By e-mail: following the Car Care Council on advertising@autobodynews.com Facebook, Twitter and YouTube, motorists will receive quick car care www.autobodynews.com tips and reminders.

The next Joining Technologies will be offered April 13 in Lewis Center, Ohio. Chief University class offerings are updated frequently. For the most up-to-date schedule, course descriptions and to register, visit www .vsgdover.com/training/ViewAvailable Classes.aspx?PL=2. For more information, visit www.chief automotive.com.

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Caliber Collision Sets Summer Challenge to Collect 5 Million Meals for Children

In its ongoing commitment to fight childhood hunger, Caliber Collision is raising the bar with a goal to collect 5 million meals during its 6th Annual Restoration Food Drive, from April 17 to May 19, benefitting 49 food banks across the country. As the largest collision repair company in the U.S, Caliber is partnering with its network of teammates, customers, business partners, schools and local communities to increase the number of meals collected in 2017 by 60%%. Caliber’s annual Food Drive is a grassroots effort driven by teammates nationwide who challenge each other in friendly competitions while hosting a wide variety of activities that engage and encourage their local communities to donate cash and food items. Collection centers are set up at each of Caliber’s 488 store locations across 17 states. Cash donations can also be made online at www.CaliberDonations.com. Caliber Collision has committed to a corporate matching contribution for local food banks based on the amount of cash donations and food items collected by Caliber teammates across each local community.

Enterprise Holdings Increases Support of SCRS; Established New Corporate Membership Enterprise Holdings Inc. has been announced as the newest Corporate Member of the Society of Collision Repair Specialists (SCRS), upgrading from a Company Membership which has been in place since 2013. Enter-

prise Holdings, through its regional subsidiaries, operates the Enterprise Rent-A-Car, National Car Rental and Alamo Rent A Car brands and delivers a comprehensive portfolio of transportation solutions, including car rental, car sharing, vanpooling, car sales, truck rental, online ride-matching and affiliated fleet management services. “Our company was founded on a set of values, and one of those centers around the success we’ve experienced through listening to our customers and always looking for new ways to meet their needs,” said Dan Friedman, Assistant Vice President for Enterprise Holdings’ Insurance Replacement Division (Collision Industry) in North America. “I think collaborating with

a well-connected organization like SCRS provides an amazing opportunity to hear from a wide cross section of customers and, in turn, become a better informed and more valuable industry partner.” Collaborative work in an effort to create a more informed industry isn’t a new objective for SCRS and Enterprise, but rather an ongoing approach that both groups have worked to cultivate. “We’ve seen the benefits that come from bringing everyone’s strengths together,” added Friedman. “We think the industry and our mu-

tual customers benefit even more with increased collaboration among all of the various stakeholders in our industry.” “It’s always rewarding to have such respected entities within the industry both offer more support to the

work we undertake on behalf of our members, as well as actively seek more opportunities to collectively put our unique resources to work,” offered Andy Dingman, SCRS Chairman. “As the challenges the industry faces evolve, having organizations like Enterprise as a highly participatory member opens up the types of constructive dialogue that can take place, and solutions we can explore. This may present itself in a variety of ways, and we are interested in the potential.” “Technology is only going to become more complex and more critical to our mutual success in both the near and long term,” added Friedman. “We believe collaborating with SCRS on a variety of fronts has the potential to produce significant upside for the industry, and we are excited at what can be.” Through its direct members and 40 affiliate associations, SCRS is comprised of 6,000 collision repair businesses and 58,500 specialized professionals who work with consumers and insurance companies to repair collision-damaged vehicles. Additional information about SCRS including other news releases is available at www.scrs.com.

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 69

Registration Opens for AAPEX 2017 in Las Vegas

Online attendee registration for AAPEX 2017 is now open at www .aapexshow.com/news. AAPEX represents the $740 billion global automotive aftermarket industry and will take place Tuesday, October 31 through Thursday, November 2 at the Sands Expo in Las Vegas.

AAPEX online registration is only $40 (US) through Friday, October 13. Registration includes the expo with more than 2,200 exhibitors displaying new products and technologies to diagnose, service and maintain the nearly 1.2 billion vehicles on the road today. Registration also includes New Product and New Packaging Showcases and awards, a General Session keynote address, Let’s Tech presentations, and AAPEXedu sessions, including a Service Professionals Program and a REMANedu Conference. With an AAPEX badge, buyers have the opportunity to network with 44,000 targeted buyers and visit the SEMA Show, a separate event taking place in Las Vegas

the same week as AAPEX. The fee for registering via fax or mail, instead of online, is $65 (US) through October 13. After that date, online and onsite registration will be $90 (US) and $115 (US) for fax or mail registrations. Registration for approved and credentialed media is free and can be completed at www.aapexshow.com /media. In addition to registering early for AAPEX, attendees also should reserve their hotel rooms now for discounted rates at www.aapexshow .com/rooms. Attendees are encouraged to use only onPeak, the official hotel partner of AAPEX, to ensure the lowest rates at conveniently located hotels in Las Vegas. Approximately 158,000 automotive aftermarket professionals from more than 140 countries are projected to be in Las Vegas during AAPEX and the SEMA Show. AAPEX is co-owned by the Auto Care Association and the Automotive Aftermarket Suppliers Association (AASA), the light vehicle aftermarket division of the Motor & Equipment Manufacturers Association (MEMA). For more information, visit www .aapexshow.com.

YANG Announces Next Step Program Scholarship Winners

The Young Auto Care Network Group (YANG) has announced the 2017 Auto Care Association Next Step Program honorees. Eleven young industry professionals will receive $1,100 scholarships to attend Auto Care Association Spring Leadership Days, May 3-5 at the Grand Hyatt in San Antonio, Texas.

sociation and various aspects of the industry work. Scholarships are made possible by the support of the Automotive Warehouse Distributors Association (AWDA), the Manufacturers’ Representatives Council and YANG.

The 2017 recipients are:

Erin Anderson, BBB Industries Hunter Brack, Hirsig-Frazier Company Inc. Isabel Burton, The NPD Group Kyle Ryan Byrne, Arnold Motor Supply Chris Castillo, tascosalesreps Jonny Dykstra, Auto-Wares Group of Companies Mario Garza, XL Parts Angela Golden, NGK Spark Plugs Charlotte Grimmett, Aftermarket Auto Parts Alliance, Inc. Sam Pennington, Valvoline Nolan Sponseller, Best One Tire of Upland

The Next Step Program offers future leaders in the auto care industry opportunities to experience how the as-

“These young people are our industry’s future and it is important for them to witness in person how thought leaders come together to discuss strategy and the direction of the auto care industry,” said Bill Hanvey, president and CEO, Auto Care Association. “The Next Step Program allows participants the chance to see the value of volunteering their time and expertise to participate in their industry’s trade association.” More information about the program can be found at www.autocare .org/yang.

I-CAR® Honors Chuck Sulkala With Lifetime Contribution Award Chuck Sulkala, past chairman of the I- Chairman, Collision Industry ConferCAR International Board of Directors, ence (CIC) and chairman of numerwas awarded the Lifetime ous CIC committees Contribution Award in recogFounder, President and curnition of his years of dedirent Executive Director, cated leadership and service National Auto Body Counto I-CAR, and his passion cil (NABC) and commitment to excelVice-Chairman, I-CAR Edlence in the collision indusucation Foundation, now try. This award was presented the Collision Repair Educaat the recent 2017 I-CAR Voltion Foundation, and curChuck Sulkala unteer and Instructor Conferrent Trustee Emeritus file photo ence held in La Jolla, CA. Collision Division Steering “Chuck is still active on several Committee, Automotive Service AssoBoard Committees for both I-CAR and ciation (ASA) the Collision Repair Education Founda- Board of Directors, Collision Industion,” said I-CAR International Board try Foundation of Directors Chairman Jim Roach. “His knowledge of the industry, I-CAR As a speaker and consultant, Sulkala and overall governance makes him a has been featured at NACE on more tremendous asset.” than 10 different occasions, and has Since taking over his family- been an educational consultant and owned business 45 years ago, Sulkala speaker for companies as diverse as has held a number of industry leader- 3M, Dawn Enterprises, AKZO Coatship positions, including serving as: ings, CARSTAR Automotive, CCC Information Services, Body Shop Chairman, Inter-Industry Conference Video, DuPont Refinishes, Processon Auto Collision Repair (I-CAR) Claims, Sherwin-Williams AutomoChairman, I-CAR Canada tive, Injury Sciences, CompEst Inc., President, Massachusetts Auto Body Modine Manufacturing, Auto Watch, Association (MABA) Verifacts, Proliance Int., I-CAR, and Chairman, Society of Collision Re- Allstate Insurance. He has conducted pair Specialists (SCRS) over 150 three-day seminars across

70 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

North America in the 3M/ARMS Management Workshop program. Sulkala has been honored as “Man of the Year” by the Massachusetts Auto Body Association and “Collision Executive of the Year” by BodyShop Business magazine, and received the “Industry Achievement Award” from SCRS. He was also named Honorary Life Member of NABC; a Hall of Eagles recipient; recognized with the ASA 2001 Humanitarian Award, and Automotive Body Repair Network (ABRN) recognized him as one of the Collision Industry’s 25 Movers and Shakers of the 20th Century. He was the first recipient of the Collision Industry Conference Chairman’s Award recognizing a lifetime of service to the collision industry. In addition, he has also been recognized by both ABRN and SCRS for lifetime achievement awards. “Chuck has always been willing to go the extra mile for our industry,” said I-CAR CEO & President John Van Alstyne. “He was very involved with our Professional Development Program transition a few years back; bridging the gap between I-CAR and repairers to ensure we got the program right. Chuck’s decades of support for I-CAR and the entire industry have had a tremendous and lasting impact.”

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www.autobodynews.com | MAY 2017 AUTOBODY NEWS 71

AkzoNobel Rejects Another Unsolicited Proposal from PPG AkzoNobel has announced that it has rejected a second unsolicited, non-binding and conditional proposal of 20 March from PPG Industries Inc. for all of the issued and outstanding ordinary shares in the capital of AkzoNobel. The proposal not only fails to reflect the current and future value of AkzoNobel, it also neglects to address

the significant uncertainties and risks for shareholders and other stakeholders. The Management Board and Supervisory Board of AkzoNobel, together with their financial and legal advisors, have thoroughly reviewed the second proposal taking into consideration the interests of AkzoNobel’s shareholders, customers, employees and other stakeholders. The revised proposal represents a

value of €88.72 (adjusted for final dividend) consisting of €56.22 (adjusted for final dividend) in cash and 0.331 PPG shares, as at 20 March 2017, per AkzoNobel share. The proposal does not address the concerns expressed by the Boards in their initial rejection of 9 March 2017. The revised proposal:

1. Is not in the best interests of shareholders. It substantially undervalues AkzoNobel and fails to reflect the value creating opportunities of the new strategic direction and focus for both the Specialty Chemicals and the Paints and Coatings businesses, allowing them to build further on their respective leadership positions. 2. Contains significant risks related to the increased stock component and the high leverage of the proposed combined businesses.

3. Would result in a large number of substantial divestitures due to the major geographical and segment overlap of both companies across Decorative Paints and Performance Coatings, bringing into question value leakage. It does not address the significant risk and uncertainty, including timing, of

deal completion due to extensive antitrust concerns. These anti-trust issues would have a significant negative impact on employees and customers which will affect the integrity of AkzoNobel.

4. Will lead to significant job cuts. It includes synergies which can be expected to result in the restructuring of

the combined employee base, leading to job losses. PPG provides no substantive commitments to employees, creating potential uncertainty for thousands of jobs worldwide.

5. Does not address fundamental stakeholder concerns and uncertainties, nor does it substantiate any tangible solutions in relation to, among others, R&D, pensions and employees.

6. Does not meaningfully address our concerns regarding community

contribution and sustainability and the significant culture gap between both companies, including how any issues arising from this would be addressed.

The unsolicited proposal does not warrant AkzoNobel’s engagement with PPG. The Boards unanimously reject PPG’s revised proposal. Ton Büchner, CEO, AkzoNobel:

“This proposal significantly fails to recognize the value of AkzoNobel. Our Boards do not believe it is in the best interest of AkzoNobel’s stakeholders, including our shareholders, customers and employees. That is why we have rejected it unanimously. “We are convinced that AkzoNobel is best placed to unlock the value within our company ourselves. We are executing our plan, including the creation of two focused businesses and new cost structure, and believe this gives us a strong platform for continued profitability and long term value creation for all our stakeholders with substantially less execution risks.” AkzoNobel will provide updated financial guidance and hold an upcoming investor event soon. Details of the event will be announced in due course.

TechnaGlass Purchases Ohio and Utah Franchises

TechnaGlass has reported that it has purchased the Cincinnati, Ohio and St. George, Utah franchises of TechnaGlass as part of its strategy to operate and develop company-owned units. In Ohio, Joe Dills, the former TechnaGlass franchisee, will remain with the company and will oversee sales and marketing as Area Development Manager. The company will retain all employees and continue operations in Milford, Ohio. In St. George, Utah, TechnaGlass will also continue to operate at its current location and with existing staff. These transactions are part of the company’s strategy to accelerate its growth through the acquisition of existing franchises in addition to rapid, regional corporate expansion. “These deals allows us to accelerate our plans to open TechnaGlass retail locations throughout the country that are corporate-owned and operated,” said Troy Mason, CEO and Founder of TechnaGlass. “We anticipate opening new locations in Ohio and Kentucky in the near future.” TechnaGlass provides high quality auto glass repair and replacement services in 11 states and 42 retail locations, along with its fleet of dis-

patched mobile technicians. TechnaGlass has serviced over 2 million customers since its inception in 1991 by providing outstanding customer service and guaranteeing its workmanship. In addition to a large retail consumer base, TechnaGlass provides services to a diverse commercial account base including auto dealerships, municipalities, school systems, car rental firms, and fleet services companies. TechnaGlass is accredited by every major insurance provider, allowing direct billing and electronic reimbursement of claims, which is hassle-free for consumers. Now in its 26th year, TechnaGlass has grown from a small familyowned auto glass company to become one of the largest regional auto glass repair and replacement companies in the United States. TechnaGlass is committed to pleasing its customers and providing a safe and high quality installation experience. TechnaGlass uses OEM materials and adheres to AGRSS (Auto Glass Repair Safety Standard), which is the accepted industry benchmark.

For more information, visit www .technaglass.com.

72 MAY 2017 AUTOBODY NEWS | www.autobodynews.com

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