Automotive Recycling Toolbox Edition, Issue 3 • 2024

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3 STEPS For Successful LTL Shipping

Streamline your LTL shipping practices by finding the ideal shipping partner.

1 Look for outside shipping assistance from various vendors, including:

• Sales representatives from local LTL carriers

• Local freight brokers

In (LTL) shipping, if you or your yard handle all the shipping in-house (quoting, booking, scheduling, packaging, loading, etc.), you know it’s not easy. You understand that everything needs to be done nearly perfectly to achieve success. Once you navigate through the quoting, booking, scheduling, and pick-up stages, and your shipment is in transit, transport issues may arise. Upon delivery, other unexpected issues may emerge, such as added services that were not requested. For those who frequently ship, this scenario is familiar. Raise your hand if you’ve experienced unexpected fees added to your shipments or witnessed a slow trainwreck in your own shipping endeavors.

Finally, when you receive your invoice from the carrier, you may find charges galore, leaving you unsure where to start. Most shipping vendors prioritize completing shipments over building relationships or always prioritizing customer needs. However, amidst the busy shipping industry, there are individuals who understand what world-class service entails and are eager to help your business succeed.

Here are three ideas (in box at right) on how you can improve your company’s shipping practices and find partners who offer both competitive pricing and exceptional service.

• 3PLs (Third-Party Logistics providers, offering outsourced logistics services such as transportation, warehousing, distribution, and freight forwarding, providing more than just LTL shipping or brokerage services).

2 Treat your interactions with outside shipping assistance providers as if you were hiring them to work directly for your company. Approach it as a job interview, comparing prices and services from multiple companies. When evaluating potential partners, ask insightful questions to understand how they can support your business. Here are a few questions to consider:

• How do you contribute to my business’s success?

• How do you handle additional charges from carriers?

• What are your payment terms?

• Will I be exclusively tied to your services?

• Do you offer shipment tracking?

• Will I have a dedicated contact based in the United States who knows me by first name?

• How do you handle problems or damage to shipments?

3 Evaluate how local carriers, freight brokers, and 3PLs utilize technology to enhance your shipping experience. Consider whether potential partners offer technology solutions for:

• Real-time shipment tracking

• Automated documentation generation

• Streamlined communication with carriers

• Predictive analytics for better decision-making

While some shipping vendors prioritize offering the lowest price over providing quality service, it’s essential to recognize that opting for the lowest price may lead to additional shipping problems and costs.

When considering technology solutions, ask pertinent questions about the features, integration capabilities, customer support, security measures, scalability, and additional costs associated with the technology.

While some shipping vendors prioritize offering the lowest price over providing quality service, it’s essential to recognize that opting for the lowest price may lead to additional shipping problems and costs. Seek out individuals in the shipping industry who are committed to delivering exceptional service and facilitating your business’s growth. Embrace the opportunity to leverage outside shipping assistance to enhance your operations. Surround yourself with people who are dedicated to serving others and eager to address your shipping needs. TB

Storm Water Compliance ASSISTANCE

Ensure your compliance to regulatory requirements.

he Clean Water Act (CWA) requirements established a framework for regulating industrial storm water discharge under the National Pollutant Discharge Elimination System (NPDES) permit, commonly referred to as a storm water permit, based on their potential to contribute to storm water pollution from industrial activity. Those industries identified by standard industrial classification (SIC) code include salvage activity. Automotive salvage activity typically uses SIC code 5015 for wholesale used automotive parts.

TAutomotive salvage yards have concerns for adding pollutants to storm water runoff due to the sheer number of vehicles present in a yard at any given time. Effective pollution prevention of these pollutants is accomplished through choosing the most applicable Best Management Practice (BMP) as identified in the Storm Water Pollution Prevention Plan (SWPPP) developed as part of the storm water permit requirements.

The storm water permit process differs from state to state but basically follows the U.S. Environmental Protection Agency guidance:

1) Complete a Notice of Intent (NOI) to discharge storm water.

2) Run a public notice in local newspapers.

3) Pay the applicable fee to the state agency.

4) Prepare and maintain a Storm Water Pollution Prevention Plan (SWPPP).

5) Begin an annual inspection of the facility for storm water pollution prevention and provide training to employees.

6) Monitor the storm water runoff by collecting samples for laboratory analysis, based on the state specific interval, either annually or quarterly (or not at all!).

The Automotive Recyclers Association requires certified member facilities to attain and maintain a storm water permit, a certificate of no exposure or a state specific waiver based on zero discharge or location within a Municipal

Separate Storm Sewer System (MS4), generally in large urban areas.

The ARA CAR Certification program has asked environmental assistance groups, state agencies and certification auditors to provide storm water training workshops to help all auto recyclers to maintain compliance with the storm water regulations. Planned storm water workshop webinars will be posted on the Environmental Compliance for Auto Recycling (ECAR) website at http://www. ecarcenter.org. Workshops are currently planned for Michigan, Iowa, Kansas, Connecticut, and Wisconsin. Details are found on the ECAR Center website.

The ECAR Center is a “one-stop shop” for all automotive dismantling and recycling operations and provides comprehensive and up-to-date environmental compliance assistance. Its mission is to help reduce potential impacts on the environment from the automotive recycling sector through better availability of information regarding various forms of best management practices, pollution control and prevention and compliance with environmental regulations. TB

Sue Schauls is an environmental and safety expert whose career started 28 years ago at the Iowa Waste Reduction Center at University of Northern Iowa. She is the Certification Consultant to the ARA and can be reached at sue@a-r-a.org. She is also the Executive Director of the Iowa Automotive Recyclers association and compliance consultant to the industry through the ARA’s Certified Auto Recyclers (CAR) program and the I-CARE program – Iowa Certified Automotive Recyclers Environmental Program.

Using Tech to Manage Inventory

(AND MAKE SALES!)

Exploring and embracing technology can help streamline your inventory management.

What comes to mind when you think of “inventory management?” Some people may think about the management system that you use. To me, it’s so much more. I have always said that the second most important job at the yard is inventory.

Step #1 would be buying. Think about it: if you don’t buy vehicles that your customers want and need, your salespeople won’t be able to sell those parts. Auto parts are not “impulse buys.” You never hear anyone say, “Oh, I think I am going to buy an extra steering wheel to keep around in case of a rainy day.” And, yes, before you yell at me, there are plenty of people buying 6.2 drop outs for fun. I get that. But in general, auto parts are needed when you have a broken or malfunctioning item.

Now that we are all on the same page – back to buying. You must buy enough to “feed the beast.” As my friend Fran Reitman likes to say, “if you ain’t buying, you’re dying!” So, you need to buy enough product and you need to buy the right product. I don’t think a dozen 1998 Mercury Tracers are going to do any of us any good. There are software tools available to you that help you buy the

right parts for your yard/your customers. They analyze your past sales/requests and your current in-stock inventory (my business uses Bidmate). Are you all in agreement that you must buy an adequate amount of “good” product for your inventory? Good, we can move to step #2.

Step #2 is delivery. In inventory management, delivering the product in a timely and correct manner is critical. This is not as easy as it sounds. There are a lot of recyclers out there not doing this correctly. I don’t mean to call any of you out here, but if you see yourself in this scenario, give me a call and I can point you in the right direction.

ASK YOURSELF:

Does my inventory person have the correct tools to do his or her job?

Do they have a good device for taking pictures (laptop, tablet, or phone)? (I am a firm believer that my iPhone takes better images than any tablet out there, but that is my personal opinion.)

Do they have access to a VIN decoder program? (We use VIN Match Pro.)

Do they have a good program for doing the inventory itself?

At my business, we use the Checkmate management system and we use Partmate with $martList to inventory the vehicles. If you have another management system, there are other programs that you can use.

One of these days when we build a new shop, my dream is to have a couple of bays just for doing inventory. (I know some of you already have that and I am very envious!)

Technology is a huge help in managing your inventory. The software available to us can help you buy better, inventory smarter, take photos, and audit your inventory to uncover problems or inconsistencies in your data.

But at the end of the day, it’s the people using the software who make it or break it. When a yard needs some inventory help, there are two common symptoms:

1. RETURNS – BECAUSE PARTS WERE NOT INVENTORIED CORRECTLY. This has your customers and your salespeople

PHOTOGRAPHY

THE SOFTWARE AVAILABLE TO US CAN HELP YOU BUY BETTER, INVENTORY SMARTER, TAKE PHOTOS, AND AUDIT YOUR INVENTORY TO UNCOVER PROBLEMS.

losing faith. What is your return ratio?

When a part is returned, do you know why it’s returned? Do you keep track of your “not inventoried correctly” returns?

2. SENDING SOMEONE OUT TO CHECK PARTS SEVERAL TIMES A DAY.

This tells me that your salespeople do not have faith in your inventory. I hear them say things like:

“Let me put my hands on it, that car has been here 5000 days and I am pretty sure we crushed it.”

“Oh man, our inventory guy is terrible, let me make sure that’s the correct part.”

“I think we sold that last week, let me make sure it’s still here.”

You all get the idea. We have all heard variations of the same theme. The theme is “I have ZERO faith in our inventory, and I am not afraid to tell my customers that.” That’s not a good theme for your business to have.

Maybe it’s because our yard is newer and we don’t have a lot of employees, but we don’t have anyone to “go check” all the time. We take a lot of pictures and we try to get the inventory right the first time. Am I saying we are perfect? Hardly! But I am saying that we try

really hard to list our parts with good descriptions, good pictures, paint and trim codes, and to price them.

You see, to me “inventory management” is getting my inventory in front of the customers in a way that they can see and understand exactly what they are getting. I want to be the Kohls or Target of auto parts. I want customers who are seeing my parts on Car-Part.com, estimating systems, eBay, or anywhere else, to know EXACTLY what they are getting and how much it costs. I don’t want there to be any surprises for my salespeople, my drivers, or my customers. Yes, we are a “baby yard” right now. But I know a lot of big yards who do exactly this. We want to be just like them when we grow up.

As always, if you have any questions or comments, please reach out to me!

TheresaC@car-part.com or text/call at 859-802-2382. TB

BEYOND THE CHARGE: Understanding the Hurdles in Embracing Electric Vehicles

Although EV adoption is growing, many consumers are hesitant to embrace this new technology.

In recent years, the electric vehicle (EV) market has experienced substantial growth, with the USA witnessing a surge in EV new car sales. However, despite the increasing popularity, EVs still account for less than 1% of all vehicles in the country. The hesitation to embrace this greener alternative can be attributed to various factors, including cost concerns and anxieties about charging infrastructure. In this article, we’ll delve into the key reasons why people are reluctant to make the switch to EVs.

Cost Concerns

As of the end of 2022, the average cost of new EVs in the U.S. stood at $61,448. While this figure is gradually decreasing due to advancements in technology and increased market competition, it remains a significant barrier for many potential buyers. Traditional internal combustion engine (ICE) vehicles often come with a lower price tag, making them a more attractive option for cost-conscious consumers. Additionally, the initial investment in an EV is not the only expense to consider. Battery replacement costs still contribute to the overall ownership expenses. Batteries are a significant component of an EV’s overall expense, and despite advancements in technology, their replacement costs remain substantial. This financial burden raises eyebrows among consumers, contributing

to the prevailing hesitancy and prompting individuals to question the long-term economic viability of embracing electric vehicles.

Range Anxiety

Despite the surging popularity of electric vehicles (EVs), consumers still exhibit a lingering hesitancy, driven by a myriad of concerns.

One of the primary concerns for potential EV buyers is the fear of running out of battery power and the inconvenience associated with recharging. The U.S. EV market share rose to 7.2% by mid-2023, but EVs still account for a small fraction of the total vehicles on the road. Range anxiety is particularly prevalent in areas with limited charging infrastructure, making potential EV owners question the practicality of relying on electric vehicles for their daily transportation needs. A survey conducted in October 2022 revealed that 47% of respondents expected an EV to have a driving range of 400 miles or greater. The perception of limited range and the uncertainty of finding charging stations can contribute significantly to the hesitancy in adopting EVs.

Additional concerns encompass the duration of charging times and the potential wait times at public charging sites. The inconvenience of having to wait in line at these stations amplifies the anxieties related to the practicality of EV ownership. Moreover, the perceived scarcity and distances between charging stations pose a notable barrier, particularly for individuals who rely on their vehicles for extended journeys.

In their tenure spanning nearly a decade at Noble6, Garrett Schwenk has traversed an impactful journey from a Marketing Coordinator to their current role as Business Operations Manager. With a rich history within the company, they’ve honed their skills and expertise, initially delving into the intricacies of marketing before transitioning seamlessly into a broader operational role. Garrett brings a wealth of experience, leveraging their foundational marketing background to orchestrate streamlined operations, drive efficiency, and foster the company’s growth and success.

While advancements in technology and infrastructure are gradually addressing these concerns, the current apprehensions surrounding charging times, queuing at public stations, and the accessibility of charging points continue to influence the decision-making process for those contemplating the switch to electric vehicles.

Regulatory Pressures

In August 2022, California set a groundbreaking rule mandating a shift from internal combustion engine (ICE) vehicles to zero-emission vehicles. The regulation requires 35% of vehicles sold to be zero-emission by 2026, ultimately reaching 100% by 2035. While these measures are aimed at promoting sustainability and reducing carbon emissions, they can create anxiety among consumers who feel pressured into adopting EVs before they are fully convinced of their practicality and convenience.

Despite the surging popularity of electric vehicles (EVs), consumers still exhibit a lingering hesitancy, driven by a myriad of concerns. Although the U.S. has experienced a notable uptick in EV sales, the journey toward mass adoption faces its share of obstacles. The price of EVs and apprehensions regarding charging infrastructure and range anxiety stand as prominent barriers for potential buyers. As technology advances and charging infrastructure expands, these hurdles may gradually diminish. As these apprehensions endure, coupled with ongoing perceptions of limited affordability and convenience, a significant portion of potential buyers remains hesitant to fully embrace the electric revolution on the road. TB

THE SWISS ARMY KNIFE

Finding and keeping employees who possess many “tools” needed to help make companies successfully streamlined is vital.

When I was a kid, my older brother at the age of 12 or so started his career in sales. He sold greeting cards to friends, family, or whoever he could talk into buying them. The company that provided them had a large catalog of toys, trinkets, and doodads that were offered to young sellers as a commission. They also offered a cash commission. While I never sold the cards, I did spend a lot of time looking at that catalog. Among other things, what caught my eye was a Swiss army knife – not a little tiny one, but the one with all the tools. Where else could you get a knife, scissors, saw, and even a pair of tweezers packed into one amazing little tool? Talk about an eightyear old’s dream!

In our business, how often do we find ourselves looking for that in people? As a small business, we have some of those

people. They seem to possess all the tools needed. They know the YMS, they know how to take calls and close sales. They know how to ship parts and drive a loader. How valuable are these people to us and our business? We depend on them, and very often we take them for granted. The fact is, that while people like this are a luxury to a manager or owner, when the people are not there it is often very difficult to manage without them. When that individual takes vacation time, or retires, or heaven forbid, leaves your company to work for a competitor, getting by can become a real challenge.

On the other hand, if you have many of these individuals, others can be moved into other positions or even other departments with little difficulty. One of the main “tools” that person will need is flexibility. It is not easy to teach, and some people seem incapable of learning

to be flexible. That doesn’t mean they don’t have a place in your organization, but it does often mean they will have to be positioned in a less skilled area of the business. When we have an individual that does have the ability to be flexible, we want to take advantage of that and also train them in other areas.

Being honest with ourselves, the auto recycling industry really doesn’t have to be complicated to be successful. In an effort to maximize returns and productivity we do tend to add methods and procedures that over time make things less simple. If that proves to be profitable that’s cool. Along with that though usually follows the need for highly skilled people, and more of them. So I find that just as I coveted that Swiss army knife as a kid, I now search for “Swiss army knife” people. If you will remember, those knives came in a variety of sizes with different available functions.

Jake at 715-322-5774 or

Jake Nawrocki, with sister Katy Joles, own and operate Rocki Top Auto Recyclers in Glen Flora, Wisconsin. The company was formed in 1988, and Jake and Katy took over operations in 2009. Since that time, they have been working both in and on the company, in a region that is economically challenged. “Our goal is to make Rocki Top Auto a destination.” Contact

rockitopauto.com.

People are no different. Rarely you will find the deluxe model with every single feature, most times you find the one with a few of the features. Be protective of both kinds. They are vital to our operations. This is where you as an owner/ manager will lead by example in the area of flexibility. Be as flexible as you can with them. Make it easy for them to take the time off they need or want to. This might even involve you doing that person’s job for a day or two. If that happens a couple things can occur.

First, I feel it is good for the team to see the leaders in the trenches with sleeves rolled up and hands dirty. Next, we experience a shift in our perspective. This happened to me recently when the person who inventories all of our cars took time off. Now we are not in a position where we can just stop inventory for two weeks, so it was decided that

When we have an individual that does have the ability to be flexible, we want to take advantage of that and also train them in other areas.

I would relearn the process, and do as much as I can. I have not been involved in that aspect of our business for about ten years, and believe me there have been some changes. What used to take an hour or less now takes multiple hours. We have complicated the process in an effort to extract more sales. It was very good for me to see it through his viewpoint for a while.

A week later we had multiple individuals take a week off to join a mission trip to Mexico.* One of our dismantlers, a delivery driver, a person who works in

shipping, a person who does warehouse and sales work, and another who works in small parts inventory were all gone. That stretched us very thin indeed. But thanks to an amazing staff comprised of several flexible and multi-talented people; not only were we able to get by, the team crushed it with a week of great sales and parts delivered.

Our very existence is due to people like that. So if you haven’t already, find some of these people. You will want to make sure the ones you do have don’t want to work anywhere else. TB

*The mission trip was with an organization called Net Menders, a 501C3. Their mission is to provide support to churches and pastors in Mexico. By supporting them financially and through work projects, it makes it so that they have time and resources to better help those in need in their own communities, and present to them the gospel of Jesus Christ. If you would like to be a part of this through a contribution, or better yet as a participant in a work project, contact Jake at 715-322-5774 or jaken@rockitopauto.com

CARLOS BARBOZA

BEYOND BURNOUT Journey to Renewal and Resilience

Identifying, understanding and addressing burnout can lead to renewed work and personal lives.

Acouple of months ago, I started to notice physical exhaustion. I thought it was only due to the several activities that I was dealing every week such as being an owner, entrepreneur, father, spouse, sports, music, and so forth.

I thought it was just tiredness and it would go away with a good night’s sleep or it was just a “temporary stress moment,” but even after taking a vacation or getting a good night’s sleep, it was the same feeling. Then, I realized I didn’t add my mental situation into the equation. After several researches, I discovered that I was probably in a “burnout” stage.

In recent years, the term “burnout” has become increasingly prevalent in discussions surrounding mental health and well-being. Coined in the 1970s by psychologist Herbert Freudenberger, burnout was initially associated with high-stress professions such as healthcare and social work. However, in today’s society, burnout has transcended occupational boundaries to become a widespread phenomenon affecting individuals from all walks of life.

We are living in today’s fast-paced world, and burnout is more than just feeling tired or stressed; it’s a state of emotional, mental, and physical exhaustion that can have profound effects on one’s well-being and productivity.

Signs and symptoms of burnout may include: fatigue, headaches, frequent illness, cynicism, helplessness, sense of failure or self-doubt, decreased satisfaction, feeling detached or alone in the world, loss of motivation, isolation, procrastination, outburst, etc.

Burnout is not caused solely by stressful work environments or too many responsibilities. It can be experienced by anyone with prolonged levels of chronic stress and pressure causing a feeling of being overwhelmed by work or home demands. It’s also a lack of worklife balance and/or unclear expectations, even a lack of recognition and reward.

The Burnout Society, written by Koreanborn German philosopher Byung-Chul Han, mentions the burnout society can be characterized by a pervasive sense of exhaustion, disillusionment, and disengagement among its members. In this hyper-connected world driven by productivity and performance, individuals are constantly bombarded with demands and expectations, both in the workplace and in their personal lives. The pressure to excel, coupled with the fear of failure and the relentless pursuit of success, has created a breeding ground for burnout. Han added other causes of burnout in modern society such as workplace culture, technological overload, consumerism and materialism, and social comparison.

Therefore, if we just add a little of all of these causes that I mentioned, this will contribute to anxiety, depression, individuals feeling empty, chronic stress and ultimately, burnout.

So, how to address this burnout epidemic? Once I realized that I was under a burnout situation, I reinforced a couple attitudes that worked for me, and of course, adding new personal and business strategies (and still working on it):

WORKPLACE POLICIES. Employers play a crucial role in preventing burnout by implementing policies that promote work-life balance, flexibility, and supportive work environments. This may include offering flexible working hours, promoting open communication, and providing access to mental health resources.

SELF-CARE PRACTICES. You must prioritize self-care and make time for activities that nourish your physical, emotional, and mental well-being. This may include mindfulness practices, regular exercise, adequate sleep, and fostering meaningful connections with others. Do you know that a 10-minute walk can improve your mood for two hours? Take a walk.

COMMUNITY SUPPORT. Social contact is nature’s antidote to stress and talking face-to-face with a good listener is one of the fastest ways to calm your nervous system and relieve stress. Whether through friends, family, or support groups, having a network of people who understand and validate one’s

Carlos Barboza Furzan is the owner of Eco Green Auto Parts, Orlando FL. Their website is https://ecogautoparts.com and they can be found on Facebook @ecogreenautoparts.

experiences can provide invaluable support during challenging times.

SET BOUNDARIES. It’s good to say “no” sometimes. Establish clear boundaries between work and personal life. Designate specific times for work and leisure activities, and resist the urge to check work emails or messages outside of designated hours.

DELEGATE AND PRIORITIZE. Learn to delegate tasks and prioritize your workload to avoid feeling overwhelmed. Focus on completing high-priority tasks first and delegate or postpone less urgent tasks when necessary.

TAKE REGULAR BREAKS. Incorporate regular breaks into your day to rest and recharge. Step away from your desk, go for a short walk, or practice deep breathing exercises to reduce stress and increase productivity.

LIMIT YOUR CONTACT WITH NEGATIVE PEOPLE. Hanging out with negative-minded people who do nothing but complain will only drag down your mood and outlook. If you have to work

with a negative person, try to limit the amount of time you spend together.

THE POWER OF GIVING. Being helpful to others delivers immense pleasure and can help to significantly reduce stress as well as broaden your social circle. Keep in mind this question: What’s your legacy?

REEVALUATE YOUR PRIORITIES OR REASSESS YOUR GOALS. It’s a good sign when you recognize you have a problem. Start by identifying your values and thinking about what gives you meaning in your work. This can be an opportunity to rediscover what really makes you happy and to slow down and give yourself time to rest, reflect, and heal.

LIVE NEW EXPERIENCES. For example, I have a plan of new activities for the next six months, such as visiting new places, a list of new restaurants, learning new hobbies, even scheduling meetings with good old friends.

Recovery from burnout is a slow journey; not a quick dash to some imaginary finish line. You need time and space to

recuperate, so don’t rush through this process. You deserve to celebrate even small accomplishments. These celebrations can help you rediscover joy and meaning in your work again.

While burnout is often perceived as a negative experience, it can serve as a powerful catalyst for personal growth, self-awareness, and resilience. By reframing burnout as an opportunity for reflection and renewal, individuals can harness its transformative potential to cultivate greater well-being and fulfillment in their lives.

Embracing burnout as a catalyst for positive change empowers individuals to navigate life’s challenges with resilience, optimism, and a renewed sense of purpose. I’ll end up with this quote from Dalai Lama XIV: “In dealing with those who are undergoing great suffering, if you feel ‘burnout’ setting in, if you feel demoralized and exhausted, it is best, for the sake of everyone, to withdraw and restore yourself. The point is to have a long-term perspective.” Blessings. TB

Trading Partnerships

Exploring the dynamics of trading partners in the used auto parts industry.

In the intricate ecosystem of the automotive industry, the trade of used auto parts serves as a vital component, contributing to sustainability, cost-efficiency, and accessibility of vehicle repairs. Within this sector, the relationships between trading partners play a crucial role in shaping market dynamics, supply chains, and customer satisfaction. This article delves into the intricate web of trading partnerships within the used auto parts sales domain, highlighting key players, collaboration models, and the factors influencing these relationships.

The Landscape of Trading Partners

1. SALVAGE YARDS AND DISMANTLERS. Salvage yards and dismantlers form the backbone of the used auto parts industry. These businesses acquire end-of-life vehicles, salvage usable components, and resell them. Their partnerships extend to various stakeholders, including mechanics, repair shops, and even individual consumers. Salvage yards often collaborate with other yards to expand their inventory or fulfill specific customer requests.

2. REPAIR SHOPS AND MECHANICS. Repair shops and mechanics heavily rely on used auto parts to offer costeffective repair solutions to their customers. Establishing partnerships with reliable suppliers ensures a steady supply of quality parts, minimizing downtime and enhancing customer satisfaction. These partnerships often involve negotiated pricing, bulk discounts, and timely delivery arrangements.

3. ONLINE MARKETPLACES.

The advent of online marketplaces has revolutionized the used auto parts industry, offering a platform for sellers and buyers to connect efficiently. Trading partners in this space include

Successful partnerships are built on trust, communication, and a shared commitment to quality and customer satisfaction.

both traditional salvage yards and independent sellers. Online platforms facilitate transactions, provide access to a vast inventory, and offer convenient shipping options, fostering partnerships with buyers worldwide.

4. AUTOMOTIVE MANUFACTURERS.

Automotive manufacturers play a significant albeit indirect role in the used auto parts market. They may collaborate with authorized dealerships or third-party vendors to manage the disposal of end-of-life vehicles and surplus inventory. Additionally, manufacturers may establish recycling programs or partnerships with salvage yards to

promote sustainability and responsible disposal practices.

Collaboration Models

1. SUPPLIER-DISTRIBUTOR RELATIONSHIPS.

Traditional salvage yards often function as suppliers, while repair shops and online marketplaces serve as distributors. In this model, salvage yards focus on sourcing, inventory management, and quality control, while distributors handle sales, marketing, and customer relationships. Effective communication and trust are essential for seamless collaboration between suppliers and distributors.

With 30 years in automotive recycling, Rob Rainwater is a Strategic Business Consultant with the Profit Team Consulting. His talent lies in transforming industry businesses into multi-million-dollar companies. His focus is in the development of strong leaders, teams, and automatic profit centers. Reach Rob at 518-257-0663 or email rainwaterrobert@gmail.com

2. CO-OPETITION.

In the competitive landscape of the used auto parts industry, businesses often engage in co-opetition – a blend of cooperation and competition. Salvage yards may collaborate on joint inventory acquisition efforts, share resources, or even refer customers to each other based on inventory availability or specialization. However, they still compete for market share and customer loyalty.

3. VERTICAL INTEGRATION.

Larger players in the industry opt for vertical integration, where a single entity controls multiple stages of the value chain. This model enables tighter control over quality, pricing, and supply chain efficiency. Salvage yards may integrate backward into vehicle acquisition or forward into retail operations, streamlining processes and maximizing profits.

Factors Influencing Partnerships

1. TRUST AND RELIABILITY.

Trust forms the cornerstone of successful trading partnerships in the used

auto parts industry. Reliable suppliers ensure consistent quality, accurate descriptions, and timely deliveries, fostering long-term relationships with customers and distributors alike.

2. TRANSPARENCY AND COMMUNICATION.

Clear communication and transparency regarding inventory availability, pricing, and delivery schedules are critical for building and maintaining partnerships. Effective use of digital platforms and communication tools facilitates seamless collaboration, reducing misunderstandings and disputes.

3. QUALITY ASSURANCE.

Quality assurance measures, such as thorough inspection processes, warranties, and return policies, instill confidence in trading partners and end customers alike. Salvage yards that prioritize quality control and invest in refurbishment or reconditioning efforts often attract repeat business and a higher rate of referrals.

4. MARKET TRENDS AND DEMAND. Adaptability to changing market trends and customer preferences is essential for sustaining trading partnerships. Salvage yards that stay informed about popular vehicle models, emerging technologies, and environmental regulations can anticipate demand shifts and adjust their inventory accordingly.

Sustaining Change

The used auto parts industry thrives on the collaborative efforts of various trading partners, including salvage yards, repair shops, online marketplaces, and automotive manufacturers. Successful partnerships are built on trust, communication, and a shared commitment to quality and customer satisfaction. By embracing evolving collaboration models and adapting to market dynamics, trading partners can navigate challenges, capitalize on opportunities, and drive sustainable growth in this dynamic industry. TB

How Technology Enhances the Bottom Line

Yard management systems streamline the calculation of how a business is performing in real-time.

When it comes to technology, the push pull of staying the same because you don’t want to change, and the reality that comes with knowing you must change, faces every business in today’s fast paced world of AI, Chat GPT and cloud based software offerings. The reality is that software is niche oriented, and it saves the business owner time and money, and an investment may be required at the start.

How does technology increase the bottom line and making money for the auto recycler?

Depending on the needs of your business, there are a few tech options to choose from, such as in reporting, financials and other time management tools.

It can be as simple as scheduling when to run your reports, when to submit your financials to QuickBooks, use accounting software to do your financials, or using a software to help automate your recycling business so you can free your time to actually run the business.

Technology allows me to reduce my largest expense. In my facility, prior to creating my own yard management system, I had the same problem that

a lot of other recyclers have. I would spend more time creating reports and gathering data than I would analyzing it. I would spend the first week of every month running reports and collecting metrics from all three of my locations. Then I would spend days calculating the numbers just to see how businesses performed last month. Only then could I meet with my teams and talk about a plan. By the time we figured anything out, we were already half way through the next month!

By embracing technology we were able to understand our needs first. Then, we created a cloud-based operating system that allows access to our data from anywhere in the world at any time. We designed the software in a way that presents all of our data and metrics quickly and easily so that I can check on the performance of any department in real time. Now, I can talk to a manager on the phone and know that we are literally looking at the same report and make changes to the business while sipping cocktails on beach in Hawaii. Well, not really, but you get the idea ... I think it is important to have a review of the needs you face, then decide what type of technology can help your business the most, and consider the financial investment.

What technology can use as auto recyclers to help manage our business better?

Just to name a few:

1 CHAT GPT is a helpful tool in writing copy for any purpose. You can use it to write brochures, catalogs, websites, etc. It does it quickly and accurately depending on the style you choose.

2 AI can help you develop various protocols or standard operating procedures without the time investment by you and/or staff. Choose a program and input details for it to consider and you will be given a result. Tweaking is optional if you are not happy with your results.

3 FINANCIAL ACCOUNTING TOOLS

like QuickBooks, Zoho, Netsuite, Vareto and others can all be downloaded from online sources. These tools help businesses be more efficient with time by connecting directly to your existing data to produce more accurate and timely results for decision making and metrics.

With anything that is an investment of time, money and other resources, it is always wise to talk to your colleagues, staff and advisors to make the best decisions for your auto recycling business. Please feel free to reach to me with any type of questions if you think I can be of assistance. TB

Troy Webber, founder/CEO of YardSmart, created a new paradigm for the auto recycling industry, stemming from his desire to use predictive data to ensure his auto recycling business would thrive. With his background as a third generation auto recycler and owner at Chesterfield Auto Parts in Richmond, VA, he designed YardSmart as a custom yard management software that is the only cloud-based software of its kind worldwide. It was beta tested with his competitors for two years and is now available to the industry. He hopes to see a fourth generation run the recycling business his grandfather started 75 years ago.

FROM TO

Mentoring Networking FOR SUCCESS

Learn to shift your business success out of neutral into hyperdrive.

At an industry convention recently, I was sitting across from a recycler who has been in business for many years. I asked him how business is, and he said, “Very slow. I’m stuck and I can’t seem to climb out of the rut I’m in.” I then asked him if he would be willing to have some free help from someone who’s unstuck, very successful, and willing to help him advance. He said, “Yes, of course I would!” So, I introduced him to a couple of successful recyclers involved in the ARA Peer-to-Peer Mentor Program. This is the fastest way I know to advance a business. Period.

The concept is simple but sound: find someone who’s further along than you in business, where you’d like to be, and allow them to help you get to their level. They will then come alongside you, examine what you’re doing in your business, point out things that need correcting, and then give you practical action steps to follow. And as you make the changes and grow, they will continue

to follow up and help you every step of the way. This process works for every business, no matter how big or small. This is another reason to be an ARA member; it’s a life-changing free benefit among so many others. If you want to take advantage of this wonderful program, just contact ARA to get started.

Why Some People Always Succeed and Others Always Fail

Countless success books, how-to seminars, and motivational speakers across the planet tell you what to do to move your business to the highest level. Most of them share the same information and principles in one form or another, often quoting each other. And, truthfully, what they say for the most part is generally true and works if applied.

But, and this is a big “but,” all of them will work or not based solely on this one critical component, which most don’t know about, but I will get to in a moment. I started this article off with the fastest method I know to fast-track your business. And I’m going to end

this article with another one with great potential to also blast you forward. But first, like the middle of a sandwich, I want to insert a vital piece of the success-puzzle for all the ideas, principles, and methods, to make them succeed: if you don’t correct this one thing, you will fail one hundred percent of the time, no matter what you do.

Let me explain with an illustration that I call, “The mind can stop an elephant.” It’s about how an elephant is trained to think when it is very small. The trainer will place a heavy chain around its leg, attached to a stake driven into the ground. The baby elephant will furiously fight that chain until it finally becomes exhausted and gives up. After that, it never tries to escape again because it’s totally convinced in its head that it cannot. Forever after, no matter how large the elephant grows, the trainer can restrain him easily with a chain of any size, even with a string! Even though it continues to grow large and powerful and could easily break free, it’s controlled by the powerful,

Mike French is retired after 39 years of business in the automotive recycling industry. He is an author, publisher, consultant, and speaker. Mike is the founder and executive director of the Christian Auto Recyclers and Vendors Association (CARVA) and will be at upcoming recycler trade shows and events. Mike is available to speak at your group, conference, or event. He loves to share inspirational stories that demonstrate how the Word of God actively changes lives. He can be reached at mike@carva.group. Visit www.CARVA.group and/or www.PowerPackedPromises.com.

unbreakable chain of its own mind. It’s the same for human beings and explains why different business people achieve different levels of success despite being exposed to the same information, tools, and opportunities. Some will grow and succeed despite any obstacles (they think they will succeed), while others seem to continually snatch defeat out of the jaws of victory (they think they won’t succeed). It works the same way as a governor does on an engine that controls its level of speed. Everybody has a governor within their mind that sets their success level. This explains why all those success-books, lectures, and motivational speakers produce mixed results. There is a Bible verse that puts it this way: “As a man thinks in his heart, so is he.” This is confirmed by multiple studies that prove that it’s impossible to behave differently than your dominant thoughts.

So, what can you do?

Well, there is some good news! It is possible to reprogram your mind and

reset your mental limits. And once you do, nothing can stop you. There’s a great book by Dr. Maxwell Maltz, Psycho-Cybernetics, and the cost is only about $8.00 from Amazon. It talks about this process and supplies some mental exercises to help you reprogram your thinking. Psycho-Cybernetics is a term coined by Maltz, which means “steering your mind to a productive, useful goal so you can reach the greatest port in the world, peace of mind.” He was the first researcher and author to explain how self-image (a term he popularized) has complete control over an individual’s ability to achieve (or fail to achieve) any goal. And he developed techniques for improving and managing self-image – visualization, mental rehearsal, and relaxation – which have informed and inspired countless motivational gurus, sports psychologists, and self-help practitioners for more than fifty years.

A quote from Tony Robins (from Unlimited Power) is: “When the mind has a defined target, it can focus, direct,

refocus, and redirect until it reaches its intended goal.”

Utilize Networking Dynamite

Now, to another fantastic, proven success method to apply. It works so well that I call it networking dynamite. Let me explain. To begin with, I have always enjoyed attending industry events and conventions. The speakers and vendors are very knowledgeable and enthusiastic. Even though I’m usually manning a booth myself, I try to attend some of the seminars and sessions, especially the keynotes and roundtables. Even though they are wonderful, I have often gotten my very best help and ideas in the hallways between things or during social functions. I’ve even gotten help from other vendors. For instance, for many years, I printed a lot of expensive brochures and handouts to promote my marketing business. Then one day, a vendor in a booth next to mine happened to see all my direct mail samples, which I

NETWORKING IS A GIVE-AND-TAKE OPPORTUNITY; YOU HELP OTHERS, AND THEY HELP YOU. THEREFORE, MAKE NETWORKING A BIG PART OF YOUR BUSINESS SUCCESS PLAN.

had spread all over my table for recyclers to see. And she said, “Mike, these flyers, postcards, and direct mail pieces you’ve produced for many different auto recyclers are fantastic. They are exactly what people need to see to understand what you produce and will do for them. I have an idea for you: why don’t you print a little colorful sticker to place on each of them that says something like, ‘Your stuff can look this good, too! Call Mike French today to get started!’ Then add your 800 number to them.” This one idea instantly turned all my samples into fantastic self-promotional pieces. From then on, I printed extras of everything my company produced for

customers, attached the stickers, and gave them away at every event. This one brilliant idea has saved me tons of time and money over the years. I no longer needed expensive brochures or flyers.

I’ve heard many similar stories from recyclers who got their best businesstransforming ideas from fellow recyclers during networking times or between regular sessions. Because this is so productive, most event planners include times for networking. Therefore, don’t miss them.

Always carry business cards with you. Don’t spend your time only with the people you came with or that you normally hang around with. Get to

know new people, especially others who are successful. Make it a practice to introduce yourself to others and hand out your business cards liberally (they’re cheap to produce). Then learn to start conversations with good questions, such as, “How’s your business going? Is it up or down?” “What is working well for you?”

“What do you do presently in your business that you wish you had known when you first started?” or something very personal like, “In my company, we’re dealing with ______. Have you figured out a way to solve this issue?”

Networking is a give-and-take opportunity; you help others, and they help you. Therefore, make networking a big part of your business success plan. And I bet you will soon discover why I call it networking dynamite – it really is powerful for problem solving, for discovering and developing important business-changing ideas, connections, and friendships. And it may even blast you forward, even beyond what you could ever dream, hope, or imagine. TB

Email Coleen Krause at ColeenKrause@comcast.net to be featured in a future “Women of the Industry” column.

Women of the Industry

Among the automotive recycling industry are dedicated professional women who make significant contributions to the success of the business.

Pete Elenbaas (who Amber fondly calls Grandpa Pete), with her grandmother Laura, started Pete’s Auto Parts in the 1950’s when he was struggling to make ends meet as a farmer. Pete started towing, ended up with a motley collection of vehicles, and the rest is Pete’s Auto Parts history.

The first employee Grandpa Pete brought on board was Laura, who did the title work and accounting for the business. Pete’s Auto Parts has a long history of employing females in all areas of the business including accounting, sales, human resources, and management. In the past, they also had successful shippers and delivery drivers who were female, as well.

Amber’s father, Ron, bought one half of the business from Grandpa Pete in the 70’s and the other half in the 80’s. On January 1, 2016, Amber bought the business from her father. Ron taught her that other recyclers are not competitors, and that the aftermarket and OEM parts were the real enemy! He was quick to team up with other recyclers as a founding member of the Midwest Automotive Recyclers Group (MARG) which eventually became part of Team PRP. Now in retirement, Ron still serves on the Automotive Recyclers of Michigan board of directors and volunteers in the industry.

“Ron taught me to look to other recyclers as resources and said, ‘a rising tide raises all

ships.’ When the other businesses around us in our industry get higher quality, we all win, that when other recyclers are doing well, it’s good for us too. There is plenty of room in the market for us all to succeed,” says Amber.

“After I bought the business, my team and I worked hard to ramp up the operation, processing more cars than ever before. After working out the kinks and learning how to operate lean – at the time dismantling 2,500 cars a year – as a management team we realized we were working a lot harder for not a lot more money. We decided to scale things back and try to find a sweet spot in terms of units processed and focus on the most efficient, most profitable business model with our land and circumstances. This has been a great learning experience as we continue to grow sales and nurture profits while processing less vehicles and putting our efforts into developing a high functioning staff,” explained Amber.

Pete’s Auto Parts is a true legacy family business with both Amber and her husband, Andy, working together with both Jessi,

General Manager, and Craig, Buyer/Production Manager. Jimi, Distribution Manager, is also married to Audrey, Office Manager, and some of the staff are childhood friends.

As for being a strong woman in an industry dominated by men, Amber says, “Even after 17 years in the automotive recycling industry, watching women thrive, and with six women currently working in my own business, I make an effort to check my own biases when hiring. These biases are engrained in our culture, and I take a step back and focus on talent and work ethic regardless of gender.”

“My hope for the future is that women in recycling will be so commonplace, it won’t be special or different to see a staff with many female workers,” she continues. “The ones I know, you can tell they have earned their place through consistent, concerted efforts, and refuse to accept the status quo!

“The culture is changing, and I think we will see more women in physically demanding positions, as well as management positions, but the only way we can get there is if we are giving women a chance. At times, we must work a little harder for our success, but there are many more doors open than there ever have been! I appreciate LARA for giving me the opportunity to connect with professional women recyclers.”

Contact Pete’s Auto Parts at petesauto.net or email amber@petesauto.net. TB

LARA – Ladies of the Automotive Recyclers Association seeks to promote automotive recycling as a career choice to women and open pathways to enter and thrive in a fulling career within this business community. LARA also provides networking and educational events, usually held at the annual convention of the ARA. If you interested in participating, contact staff@a-r-a.org to find out more on LARA.

Amber Kendrick Owner, Pete’s Auto Parts Hudsonville, Michigan

How Will I Be Remembered?

Promoting and helping grow our annual conventions is the key to a healthy industry.

Some of you have recently asked about my health. So yes, I was diagnosed on December 29th, 2023, with a serious disease called Guillain-Barre Syndrome (GBS). Many have not heard of GuillainBarre before now but it’s not a contagious disease. It can’t spread from person to person. Less than 20,000 people are diagnosed with GBS every year. This rare disorder causes my legs not to work very well, and I continue doing physical therapy every day to stay strong. I will not let GBS get the best of me.

Because of my recent diagnosis, I have thought about how I prefer to be remembered after I’m gone, and maybe you’re also wondering how you’ll be remembered too.

I hope people will remember me wearing my doctor’s outfit giving out prescriptions for success or maybe those monthly articles targeting why you, as a recycler, need to go to every big convention held in our industry.

in Reno for ARA in late October for another great informational gathering. I do the podcast each week for URG and promote the URG Training Conference.

Starting the end of April, I will begin reminding listeners to mark their calendars for October 23rd – 26th to be in Reno, Nevada for ARA. While attending both conventions, I hope that everyone will remember it’s important to NOT eat dinner or meals with the same people they traveled with to get there.

ARA University. It is a tremendous resource for all members of ARA.

So, start now and offer a sales contest that awards the best counter salesperson a trip to Reno, or the most improved team member wins a trip to Reno. Maybe a trip to Reno should be awarded to someone who is never late to work or has not missed a day of work between today and October 1st.

My friend, Paul D’Adamo from RAS calls the two big conventions “bookends.” That’s a unique description for URG joining forces with Team PRP when they have their Annual Training Conference in April. And the other bookend? It’s ARA doing their 81st Annual Convention and Expo on October 23-26, 2024, in Reno, Nevada. URG with PRP and ARA really are bookends. They support each other. Thank you for that insightful thought, Paul.

Start your year off right with URG and Team PRP, and then make plans to be

Here’s another huge tip. Look for people that you don’t already know and sit with them. Pick their brains and listen to how they handle dismantling work and how they handle challenges at their place of business. When you have a drink in the evening, make it a point to walk over and mingle with other recyclers and listen to what new software they are using. Ask lots of questions. You’ll get some wonderful answers.

I spoke with Nick Daurio, the ARA President for this year. He and his family run a stellar place in Colorado. I told Nick that when the URG meeting is over, I will do my best to promote ARA, the Convention & Expo along with my true love – ARA University. I am one of the people that helped start

It’s imperative that, as recyclers, we go to the two big shows during the year. However, at the same time, I believe you should continue to support your own state association. One last tip, make sure to also support the vendors that come to your shows because they support you.

Since I have been writing for this industry for 30-plus years, maybe I will be remembered for my medical jacket, a stethoscope or being “The Car-dialogist.” Or maybe, I will be remembered for my I-CAN prop and I-CAN attitude. Perhaps, I will be remembered for getting recyclers to come to URG, Team PRP and the ARA Convention & Expo.

Please, if you are a praying person, add my name to your prayer list. I sure could use some prayers for my health these days. You might be walking faster than me at both conventions this year because I’ll be slower than normal.

Now, ask yourself how you want to be remembered, and be that person. See you on the podcast. TB

D.J. Harrington is the President and Chief Executive Officer of Phone Logic, Inc., an international training company based in Atlanta, GA. He serves as a consultant and trainer to over 1,000 privately-owned businesses throughout the country, training personnel at all levels of the company, from the dispatcher to the customer service and sales staff. Please visit his website for more information at www.djsays.com.

®

®

– Recycled Original Equipment

ARA’s Interchange Committee

Seeks Your Input!

Do you have people calling you and asking for medium duty truck parts like Ford Super Duty F450 and Ram 4500, or maybe Chevy Silverado 4500? Have you figured out which parts fit the Ford 250/350 Super Duty and Ram or Silverado 2500/3500?

ARA’s Interchange Committee is collecting recycler-to-recycler part interchangeability information that doesn’t necessarily meet the criteria for traditional interchange information. For example, part modification or fitment information based on recyclers experiences. The goal is to help recyclers make more sales outside of what is provided by interchange. Information received will be reviewed and verified by a subcommittee of the Interchange Committee. Industry inventory management software providers have agreed to incorporate this user feedback into their systems.

To submit your interchange information, please send the following to: ARAPI@a-r-a.org.

1. Interchange Numbers

2. User Notes (Please provide a description of what changes need to be made for this part to become interchangeable)

3. Your contact Info

4. Photos (not required but appreciated)

5. OEM Part Number (not required but appreciated)

ARA Updating the Recycled Parts Guide – Input Welcome!

ARA’s Interchange Committee is working to update the Recycled Parts Guide and as part of that project, recently reviewed several dozen parts that are either missing from the Guide and/or by default were graded as a mechanical part.

The Committee is planning to suggest that automotive recyclers use the grading listed in Column B of the spreadsheet available on this page of the ARA website https://www.a-r-a. org/peer-interchange-program.html and would like to solicit comments from the membership.

New Resource on ARA University!

When was the last time you checked out ARA University?

Your ARA volunteer leaders and staff are excited to announce an updated version of the popular Inventory Specialist and Parts Grading module with brand new content and a fresh look!

Filmed on location at Yancey Auto Parts in Perry, Missouri, this new module includes plenty of examples and discussion about how to both inventory a vehicle and properly grade collision parts, mechanical parts, wheels, seats as well as cosmetic parts and more.

Developed over the past year by ARA’s Interchange Committee, this updated module is an excellent resource for training your staff on the importance of having consistent grading within the industry and why accurate part descriptions as well as photos are so important.

PLUS A Spanish version of the module is currently in development ... stay tuned! TB

A. AARA 4-CORNERS GOLF TOURNAMENT

B. GMARE - IT’S A WRAP!

C. TRI-STATE AUTOMOTIVE RECYCLERS SUMMIT & EXPO

D. ARNE CONVENTION & TRADESHOW 2024 WEST MIDWEST SOUTH NORTHEAST

Auto Recycler’s West News

AARA 4-Corners Golf Tournament

May 10-11, 2024

Gila River Resort & Casino, Chandler, AZ

The Arizona Automotive Recyclers Association is very excited to announce the 2024 Golf Outing, Member Meeting and Dinner scheduled for May 10-11, 2024. We are looking forward to a great turnout since we weren’t able to meet last year. Make plans to join us for an enjoyable round of golf, good food, sharing ideas and great networking! For more information and to register, search for AARA 4CORNERS Golf Tournament in the events calendar at https://web.a-r-a.org/events.

Auto Recycler’s Northeast News

ARNE Summit & Expo 2024

September 12-14, 2024

Turning Stone Resort & Casino, Verona, NY

Don’t miss the ARNE Convention & Tradeshow 2024 – open to recyclers from across the Northeastern states and Canada. Our program includes speakers on topics relevant to today’s changing business to help you succeed. The Expo will include top vendors to share new products and services and help you uncover new uses for existing products. Bring a colleague or business associate to increase your benefits of attending and networking with others in our industry! For more information, visit arany.com/events.

We would love to hear your employee, company, and state news: toolbox@a-r-a.org

Auto Recycler’s Midwest News EVENTS NEAR YOU

TRI-STATE Automotive Recyclers Summit & Expo

August 16-17, 2024

Sheraton Indianapolis Hotel at Keystone Crossing, Indianapolis, IN

Join the Tri-State Automotive Recyclers Summit & Expo 2024. Speakers will discuss relevant topics focused on helping you and your business succeed in today’s changing world. The Expo will feature leading industry vendors bringing you the products and services needed in your day-to-day operations. You don’t want to miss this event! For more information, search for TriI-State (Indiana, Kentucky, Ohio) 2024 in the events calendar at https://web.a-r-a.org/events.

GMARE – Wrapped Up with Success!

In March, professional automotive recyclers and industry vendors gathered in Kearney, Nebraska for the Greater Midwest Automotive Recyclers Exposition (GMARE). It was the 30th anniversary of the annual event and ARA President Nick Daurio as well as Second Vice President Shannon Nordstrom enjoyed the opportunity to spend time with attendees and share updates about association activities. Congratulations to all involved on this special anniversary event! TB

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The Automotive Recycling ToolBox™ Edition delivers peer-to-peer articles with information that you would get while networking at industry events and trade shows. Our mission is to be current, educational and inspirational. We bring you:

• Educational and instructional “how-to” articles written by fellow recyclers, top industry professionals, leaders & trade show speakers.

• Information from providers of industry-related products and service you typically find at industry events and trade shows.

PUBLISHED 6 TIMES A YEAR AutoRecyclingNow.com/Toolbox

AUTOMOTIVE RECYCLERS ASSOCIATION OFFICERS

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Published by Driven By Design LLC

EDITOR

Caryn Smith, Toolbox@a-r-a.org

ART DIRECTOR

Jessie Sharon

ADVERTISING SALES

Jay Mason, ToolboxAds@a-r-a.org

ARA OPERATIONS

EXECUTIVE DIRECTOR

Sandy Blalock

Automotive Recyclers Association Sandy@a-r-a.org

SENIOR DIRECTOR OF ASSOCIATE OPERATIONS

Jessica Andrews, Jessica@a-r-a.org

SENIOR DIRECTOR OF MEMBER SERVICES

Kelly Badillo, Kelly@a-r-a.org

VICE PRESIDENT OF STRATEGY AND GOVERNMENT AND REGULATORY AFFAIRS

Emil Nusbaum, Emil@a-r-a.org

DIRECTOR OF MEMBER RELATIONS

Vince Edivan, Vince@a-r-a.org

PROGRAM MANAGER

Kaitlyn Gatti, Kaitlyn@a-r-a.org

EVENT MANAGER

Kimberly Glasscock (615) 476-4501

kglasscock@awardwinningevents.com

CERTIFICATION CONSULTANT

Sue Schauls, Sue@a-r-a.org (319) 290-7843

PRESIDENT Nick Daurio Daurio Auto Truck Pueblo, CO

nick@daurioauto.com

1ST VICE PRESIDENT

Eric Wilbert

Wilbert’s U-Pull-It, LLC Williamson, NY

eric.wilbert@wilberts.com

2ND VICE PRESIDENT/TREASURER

Shannon Nordstrom Nordstrom’s Automotive, Inc. Garretson, SD

shannon@nordstromsauto.com

SECRETARY

Sean Krause Speedway Auto Parts, Ltd. Joliet, IL sean.krause@speedwayap.com

IMMEDIATE PAST PRESIDENT

Shan Lathem

Cocoa Auto Salvage Cocoa, FL

shan@cocoaautosalvage.com ARA