Automotive Recycling Toolbox Edition, August/September 2023 by AutomotiveRecyclersAssociation

August/September 2023

Helpful Articles, Products & Services BY Auto Recycler Professionals FOR Auto Recycler Professionals

Stormwater COMPLIANCE

Making Outbound Customer Calls

ARA’s 80th Anniversary Convention & Expo

Mailed FREE to the top contact person at automotive recycling companies in the USA & Canada

A Look Back at Legacy Recyclers

Inside

COVER: ISTOCK.COM/VENEMAMA

Auto Recycler’s ToolBox® 3

4 The Dreaded Outbound Phone Call By Rob Rainwater

16 Spark Plug Recycling: Problem Solved By Edmund Schwenk

8 Converter Recycling By Becky Berube

18 Develop Your USP By Mike French

11 I’m Mad! Really Mad! By D.J. Harrington

22 The Great ARA Get Together By Vince Edivan

12 Stormwater Basics By Sue Schauls

24 Now & Then Compiled by ARA Staff

13 How To Get Started on a SDS Program By Sue Schauls

30 Standard Operating Procedure By Jake Nawrocki

14 How Do Auto Cores, Commodities, and Recalls Fit Into Your “Partfolio” By Paul D’Adamo

32 The Value of Optimism By Carlos Barboza Furzan 34 ARA News

This Just In!

Regional Section – Check Out News in Your Region!

As we continue to refine this section, please remember to send us YOUR NEWS at toolbox@a-r-a.org. We would love to hear your employee, company, and state news! Did you know Auto Recyclers can also ADVERTISE in this section at a discounted rate? Contact toolboxads@a-r-a.org for information!

TOOLBOX® FEATURED ADVERTISERS ARA 80th Annual Convention & Exposition .................. Inside Back Cover Automotive Recycling Now......................................................................34 ATSG.......................................................................................................15 Auto Data Direct......................................................................................38 Buddy Automotive Innovations ...............................................................21 Carolina Wheel Cover.............................................................................10 Car-Part.com...........................................................................................27 CARVA.....................................................................................................19 Copart......................................................................................................28 CRUSH/S3 Software Solutions.....................................Inside Front Cover ETE REMAN..............................................................................................7 Auto Recycler’s ToolBox Trade Show In Print® is a registered trademark owned by Automotive Recyclers Association. All rights are protected by law.

GJS Co Insurance, an Amwins Company...............................................31 Induction Innovations...............................................................................26 Midwest Gas............................................................................................10 Northlake Auto Parts................................................................................35 Noble 6....................................................................................................17 PMR Catalytic Converter Recycling..........................................................5 Team PRP................................................................................Back Cover Road Ready Wheels................................................................................29 Supershear..............................................................................................33 United Catalyst Corporation......................................................................9

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4 August • September 2023

THE DREADED

Outbound Phone Call Outward customer touches can help retain and grow your business, especially during times of economic slowdowns. By Rob Rainwater

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ere we are in the “dog days” of selling 2023 – my personal nickname for this era of time. We had a nice run that was extended for a few years. Part prices have been rising, demand has been strong, and sales have never been better. Most, if not all, salespeople have established many new records along the way. A certain level of arrogance has taken place in our industry and now we are seeing things start to slide, to an extent. Inbound calls are not as plentiful as they were, OEM pricing matching is back in some areas, part prices are falling while my total sales are not as strong as they had been. What does it mean? It could mean nothing, or it could be the start of the new speed that we operate at. After all, we need to purchase, inventory, dismantle, sell, and deliver the same number of vehicles to have balance. This does not always happen, but over time, we need to have a certain amount of balance that requires the speed of our buying, processing, and sales in our business to match up closely. We seem to have more speed in purchasing and dismantling than in sales now. Is this an aberration or the start of a trend? Wouldn’t everyone like a peak at that crystal ball to see the future? All we really have is ourselves, so we need to work on doing the things that are required to make this sales slowdown temporary rather than a new speed of selling that is slower than it was. I have a mentor that always says that only you can make business great. While that can be a hard truth, it is still a fact that we have a tremendous amount of control over what we sell. When times are booming, we tend to sit back and wait for the phone to ring. Keep in mind that the phone is an all-encompassing term for me. As an old guy, the phone is how I always did business. I still prefer the phone as it gives me numbers to measure that We seem to have more speed are helpful, but in truth, I use in purchasing and dismantling the term “phone” to include all communication methods than in sales now. that you use. Email, text, IM, smoke signals, carrier pigeons and whatever way your customer wants to communicate counts. I believe the proper millennial term would be “customer touches.”

When we are busy, we take things for granted but there are always certain things that are always true in our business. Parts have issues that require additional contact with the customer. When we are busy, these things just happen, and we continue to conduct our day. When you start to slow down on the inbound side of things, the phone is not ringing, emails are caught up, etc. The time that has been created needs to be filled with something. That “something” needs to be some form of outbound communication with your customer – namely, that dreaded outbound phone call that everyone hates to hear about. While not easy, the outbound phone call is a fundamental/foundational piece of selling. We all start off doing it and work hard to get to the point of having a customer base that will sustain us without having to dial for dollars. We lose track of the fact that we are always making outbound calls. We do not feel the pressure If we want to maintain and grow our sales, we when you are talking to people who you talk to all the must do the work required to build the base. time but when dealing with strangers, it becomes differMake those outbound calls and push to grow. ent. How do I change the dynamics of those calls? The first thing is to break them into the five categories of outbound calls. A cold call introducing myself and what we do is the hard1. Follow up on invoices est call, but constantly growing more customers to expand our 2. Follow up on quotes business or replace lost customers is a key to long-term success. 3. Follow up on credits We must make a certain number of these calls. Referrals from 4. Calling back customers at risk existing customers are my favorite cold calls. At least I have a 5. Cold calling new customers reference name to drop that gives me some credibility with them. All of our customer touches should fall into one of these cateWhen I add up the average number of calls that should be made gories. There is a large percentage of our invoices that are a large in each of these categories, I continually find that we do not make enough dollar amount to a customer with continued needs and enough outbound customer touches to accomplish the consistent they warrant a call back to check on the part and make sure they building of relationships with people. If we want to maintain and are happy. When you look at your daily invoice count, how many grow our sales, we must do the work required to build the base. calls should that equal? Make those outbound calls and push to grow. Not every part that you price gets ordered at the time you price I also know that there is a sixth way of making outbound calls it. When they don’t order, you need to pursue them until they that will get my boss off my back but they do not really work. do. It is taking longer for customers to save the money for the That is when I call my buddies and tell everybody I am doing repair so that means more calls to check on them. Is the part still the work but that is not what we are saying. You are cheating the available? Has the price changed? These potential sales need to be company out of effort but you are really cheating yourself out of pursued and that means outbound calls. How many calls should sales commissions and that seems silly to me. you be making checking on your quotes every day? Stay busy and always be selling yourself and your relationship When we issue credit to a customer, everyone is losing. Somethat you have with your customers. People like doing business thing did not happen the way it was anticipated. Sometimes that is with people they like and can count on. Are you doing what it my fault and sometimes things just happen. Either way, I hold mytakes to be one of those people? TB self accountable. That is part of how I build relationships with my customers, knowing I take this seriously. When we write a credit, we should call and say we are sorry. Show that we care and feel bad about it. That commitment to the customer always pays off. With 30 years in automotive recycling, Rob Rainwater is a A warm call is a customer who has bought in the past but not Strategic Business Consultant with the Profit Team Consultlately. Part of the reason you are calling is to find out why. Are ing. His talent lies in transforming industry businesses into multi-million-dollar companies. His focus is in the development they mad? Did we screw up? We can’t fix what we do not know of strong leaders, teams, and automatic profit centers. Reach is wrong and these are hard calls sometimes, but we need to repair Rob at 518-257-0663 or email rainwaterrobert@gmail.com relationships that get strained.

ISTOCK.COM/OLM26250

6 August • September 2023

8 August • September 2023

Converter Recycling Are you in the driver’s seat of your converter sales?

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that the sale goes to the highest bidder, and you receive the “best” price. The downside to this method is that the buyer will most likely turn those converters around and sell them on recovery or assay, which means you most likely left money or margin on the table. Selling on assay: In the past 10 to12 years, selling on recovery re you in control of your converter sales? Or of the precious metals or assay has been the method that we have are you at the mercy of your buyer? How much promoted. In the end, it is the only way to determine the true valinsight do you have into the actual value of your ue of the scrap catalytic converters being sold. With assay-based scrap catalytic converters? Do you sell your units selling, you commonly sell to a professional processor or smelter. by-the-piece for a “fair market value” or are you A processor is a company that de-cans, mills, samples, and selling on recovery by a process called assay? We hope you are assays or tests scrap catalytic converters and that can determine selling on assay with a reputable processor. the precious metal value of the spent automotive catalyst. There Recycling converters on assay is a journey. We want to help are approximately two dozen professional processors in North you with that journey. There is power and profit in your converter America; those with sample prep, fire assay, and ICP laboratories, education. With so many ways to sell converters, let’s go over a there are less than 10. A smelter is a company that transforms the few of the basic methods and then go a little deeper into underspent automotive catalyst into a collecstanding assay. Selling by-the-piece: This is the Selling on assay with refining tor metal by heating and melting and then sends it on for final refining. An most common way of selling scrap catterms is the best way to end-refiner is a company that reduces alytic converters. Units are commonly recycle scrap catalytic the collector metal down to the pure sold to peddlers, collectors, core companies, and some processors for a “fair converters. In fact, it is the only form of Platinum, Palladium, and Rhodium by fire assay and chemical dissomarket value.” The problem with this way to recycle a converter. lution and analysis. There are less than a method is the subjectivity of the prices. dozen smelters and refiners worldwide. Price lists may be based more on the A few of the smelters are mining companies. Most of the refiners competitive landscape of one’s region than they are on the intrinare global material science and chemical companies that make sic precious metals’ value. Converters that are purchased this way catalyst and other technology materials. The photo below shows are often easily upgraded and downgraded to “make the sale.” the complexity of the smelting and refining process. Pro tip: If a Selling by auction or collective bid: In recent years, many facility lacks pyro- and hydro-metallurgical processes, it is likely recyclers have found some peace of mind, and increased profits, not a smelter or refiner. in selling through an auction or bidding process. The theory is

By Becky Berube

August • September 2023

Are You in the Driver’s Seat of Your Converter Sales? Are you selling converters or precious metals? Selling on assay with refining terms is the best way to recycle scrap catalytic converters. In fact, it is the only way to recycle a converter. Ask yourself: Who has my money? Am I getting the most from these converters with a process I trust and can verify? Are you getting the most from your converters? To get the most from your converters there are a few things you need to verify: 1. An actual converter count including halves so that you can know your true average. 2. A reconciliation of the total weight of your load including shipping materials, scrap, catalyst, and dust to ensure no losses. 3. A scientifically accurate sample from the end-refiner or an approved third-party lab as the basis for your payment. 4. A verified assay result from the end-refiner or an approved third-party lab as the basis of your settlement. 5. T he highest metal prices for the sale of your metal. Without one of these five aspects being true and accurate, you are sure to be leaving money on the table even when selling on assay, never mind when selling by the piece or on auction or with an app.

Selling on assay with refining terms is the best way to recycle scrap catalytic converters. In fact, it is the only way to recycle a converter. It happens once it leaves your facility whether you sell it this way or not. The trick to selling on assay is fourfold: Knowing the actual count including halves so that you can know your true average; mass balancing all weights including shipping materials, scrap, catalyst, and dust; scientifically accurate sampling collection to produce the sample of record from the refiner or a third-party lab; verified assay results from the end refiner or third-party lab. Make sure you get paid on the “official assay of record” and make sure the assay results can be verified by a third party. Without one of these four aspects being true and accurate, you are sure to be leaving money on the table even when selling on assay, never mind when selling by the piece or on auction or with an app. TB Becky Berube serves the recycling community as President of United Catalyst Corporation, is a Member of the Automotive Recycling Association’s Educational Programming Committee and is a Past President of the International Precious Metals Institute.

Auto Recycler’s ToolBox® 11

I’M MAD!

REALLY MAD!

It’s important to support those that support you.

By D.J. Harrington

ome of you might not know that my grandfather was born in Cork, Ireland and that my grandmother was born in Dublin, Ireland. I’m considered fully Irish because both parents are from Irish descent. With my Irish heritage comes the ability to get angry. Such was the case last week. I can certainly say, “I was Irish mad.” You’re probably wondering what happened. It happened during a conversation with a fellow businessperson from the automotive recycling industry here in the U.S. My conversations with this person are usually good ones, but this time it was different. Being a high-profile person within our industry, he revealed that going to a state association trade show isn’t something that he would ever do because that association is a “state-run” association. My heart skipped a beat. At that moment, I began wondering how he gets his training, or does he even attend anything. Or, perhaps he will attend a larger show. While I was thinking, the recycler then reveals that he attends some large shows like URG and ARA. “Oh, thank God,” I said to myself ... until he added, “only occasionally.” I must admit, my heart skipped another beat, and my face turned several shades of red. Irritated at this revelation, he continued saying that I would never see him or his team attending FADRA, which was held in Clearwater Beach, Florida. It’s always a great trade show each year with the proceeds going to help their state association. This businessperson lives in Ohio but was not going to attend the Tri-State Automotive Recyclers Summit & Expo which happened August 4th – 5th, at the Sheraton Indianapolis Hotel at Keystone Crossing. As a reminder, that event is called “Tri-State” because it’s facilitated by three state associations of Indiana, Ohio and Kentucky. Had this man gone to his own state association trade show, he would have seen the Past President of ARA, Marty Hollingshead, a great recycler and one of my favorite people; Theresa Colbert from Car-Part.com who spoke; and all kinds of seminars like “How to Grow & Manage Your eBay Sales” presented by Matt Hamlin. This was a great trade show to attend and one too important to miss. When you attend a trade show, the money helps the association and helps their members with lobbyists and things that aid the local recycling industry. I want people to attend the state automotive recyclers show but also want them to visit each booth, thanking the vendors and sponsors for coming to the show. Something they are offering today might help you and your business next week. We need to support the people who support us and

our industry. So, you should join your state association too. The State of Texas had their show September 8th – 9th in Kemah, Texas. Northeast Auto Recyclers is happening September 21st – 23rd. It’s called ARNE Summit & Expo and it is held in Albany, NY. The picture above is of Jeff Schroeder and me and it was taken on the night I was presented with this Lifetime Achievement Award by ARA. Jeff Schroeder, from Car-part.com, is a dear friend and has been a true believer in ARA for many years. He has always supported ARA, and I would like all of you who are reading this article to do the same. Support ARA this October 12th – 14th. They’re having their 80th Annual Convention & Expo in Kansas City, MO. They have a great promotion to help raise funds for the ARA Scholarship Foundation. It is called, “Count Down to the Convention.” The ARA Scholarship Foundation is selling calendar tickets for only $20. From now until the convention, you can win daily. It began on July 27th and continues until the end of the convention. Some of you reading this article could donate a prize and have it featured on the calendar or buy one or both. Winners can win more than once, and you don’t have to be present to win. They will also have a $10,000 raffle drawing at the convention. I almost won it one year. Those tickets are $100 each. So, don’t miss your chance, in a fun way, to help students continue their education after high school. This year’s calendar idea is one of the best things I have seen ARA do. What will this year’s convention do for you? It will give you the opportunity to discover new products and services while attending some outstanding educational sessions. The important part is networking with real automotive recycling colleagues. No matter which state level shows you attend, you’re supporting the exhibitors that support our industry. Your attendance helps your state association because it’s right to give back to those who have our backs. Don’t be like the man that made me mad last week. Support your state association, and the ARA Convention & Expo in Kansas City. See you at the next show. 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.

EW! N 12 August • September 2023

TR AINING TOOLS

Empowering Your Team with Education • Find More Resources at ARAUniversity.org

STORMWATER BASICS

Stormwater can collect pollutants that can harm the environment. Make sure you are meeting environmental compliance in the state you operate. By Sue Schauls

he Automotive Recyclers Association (ARA) maintains a free environmental compliance assistance website for auto recyclers at ecarcenter.org as part of an EPA-endorsed industry assistance program. The free resource has environmental compliance issues for auto recyclers organized by state. The state web pages have direct links to each state program to assist the industry in compliance with these rules. ecarcenter.org/FactSheets.html Brought to you by

WHAT YOU NEED TO KNOW

The Clean Water Act requires every automotive salvage Sponsored by the or recycling operator to obtain a stormwater permit or a Certificate of No Exposure (only if no vehicles or parts are stored outside). Therefore, if you own or operate an automotive salvage facility you are required to maintain a stormwater permit.

REGULATIONS — WHAT IS NPDES? In 1987, Congress mandated that “industrial” sites obtain stormwater permits through the National Pollutant Discharge Elimination System (NPDES) program. In 1990, EPA defined “industrial” businesses by Standard Industrial Classification (SIC) code to maintain a permit. SIC code 5015 includes “salvage yards and automotive recyclers” and is usually in the same permit as metal recycling. Federal regulations at 40 CFR 122.26(b)(14)(i)-(xi) require storm-

water discharges associated with specific categories of industrial activity to be covered under the permits that are generally administered by a state program. ecarcenter.org/Stormwater.html Stormwater permits are required because precipitation comes in contact with metals, oil and grease, used batteries and tires, and other materials common at automotive recycling facilities and may cause pollution that can affect the local community’s water source. By taking some common sense actions under the stormwater permit to prevent contamination, you can provide your community with environmental benefits to complement the value of recycling end-of-life vehicles.

STORMWATER POLLUTION PREVENTION PLAN (SWPPP) A stormwater pollution prevention plan (SWPPP) is required for all stormwater permits. The plan must be completed prior to submitting the stormwater permit application known as the “Notice of Intent.” The plan should be kept on-site at the facility or construction site that generates the stormwater discharge. EPA has provided guidance on developing an SWPPP: Developing Your Stormwater Pollution Prevention Plan: A Guide for Industrial Operators, right (PDF).

The ARA Certified Auto Recyclers program has also developed a template SWPPP to make the process easy for auto recyclers: ecarcenter.org/SWPPP_ template.docx. Your SWPPP must include a description of potential sources of stormwater pollution and measures and controls, including best management practices (BMPs) that will be implemented at your facility to prevent or minimize stormwater contamination. When developing the SWPPP, you must consider the use of certain BMPs that EPA considers applicable to specific areas such as vehicle dismantling/storage areas and fluids storage areas. However, you do not need to limit yourself to just these BMPs.

BEST MANAGEMENT PRACTICES (BMPS) Most regulations tell you what you have to do to be in compliance, but they don’t explain how to do it. That’s where “best management practices: come into play. BMPs are proven methods that help you to get into compliance and stay there. The following BMPs are recommended for stormwater pollution prevention. ARA recommended BMPs are listed in the sample SWPPP available for download at aracertification.com/ guidance.

Auto Recycler’s ToolBox® 13

How To Get Started on an

SDS PROGRAM A well-designed SDS program can enhance the safety of your workplace. By Sue Schauls The SDS Library at http://www. sueschauls.com/sds.html contains the Safety Data Sheets (SDS) for all fluids that are evacuated from salvage vehicles plus some commonly used products. The FREE resource is available to all automotive facilities to help facilitate a comprehensive safety program. This makes starting an SDS binder easy and you can grow from there.

IDENTIFY HAZARDOUS CHEMICALS IN THE WORKPLACE

he most basic OSHA rule started with the belief that employees have the right to know about the chemicals in their workplace. This became known as the MSDS or Material Safety Data Sheet rule and later as just Safety Data Sheets or SDSs. The change from MSDS to SDS happened in 2012 when the format of the product safety information was standardized so that all SDS looked similar and aided in quickly finding the information needed in the event of a problem. An example is whether a splash to the eyes should be rinsed in an eye wash station or not. When the United States, Canada and all the United Nations countries agreed to the Globally Harmonized System (GHS) of Classification and Labeling of Chemicals, it simply meant that the safety data sheet

(SDS) for chemicals will look the same in all nations across the globe. Putting together an SDS program is the start of becoming compliant with the whole rule known as the Hazard Communication Standard (HCS). HCS is based on a simple concept – that employees have both a need and a right to know the hazards and identities of the chemicals they are exposed to when working. They also need to know what protective measures are available to prevent adverse effects from occurring. The HCS (29 CFR 1910.1200) is designed to provide employees with the information they need.

The Standard requires a list of hazardous chemicals in the workplace as part of the written hazard communication program. The list will serve as an inventory of everything for which a SDS must be maintained. The best way to prepare an SDS list is to survey the workplace. Purchasing records may also help. Employers should establish purchasing procedures that result in SDSs being received before a material is used in the workplace. Check your files against the inventory you have just compiled to ensure that an SDS exists for each potentially hazardous chemical. If any are missing, contact your supplier and request one or simply search for the SDS on the internet by product name and “SDS.” Most are readily available.

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 currently the Executive Director of the Iowa Automotive Recyclers trade association and is the 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. Sue assists recyclers in maintaining environmental and safety compliance.

14 August • September 2023

HOW DO AUTO CORES, COMMODITIES, AND RECALLS FIT INTO YOUR

“Partfolio”

When markets drop, it’s best to have a hedge. By Paul D’Adamo I hope you like my twist on the word “portfolio”. Most of us purchase, or should I say invest, in vehicles for their “parts” inventory. Based on my analysis of yard inventory data, most recyclers suffer from overstock and over-aged parts. This means we have invested labor into removing parts but have yet to recover our investment. I’m not talking about 30-90 days. Noooooo, I have revealed aged and overstocked inventory of 3,650 days or ten years to several recyclers. Their subdued reaction was not what I expected, almost like they denied it was a problem. Precious time and labor were invested in identifying, removing, and storing these parts. Yet, even after ten years, owners are reluctant to sell them as cores because the prices are too low or for other emotional reasons. Granted, some parts have low core value due to lack of demand, but there are significant parts with a reasonable return on the dollar to warrant turning them into cash. When purchasing parts vehicles, cash is still king!

Auto Cores and Commodities

As we have all seen, the price of converters has dropped like a lead balloon, primarily on the price of Rhodium. The price of scrap metal for our hulks has also tumbled. So, what’s left in your “partfolio” that sustains a value higher than scrap value and can return a consistent financial return: auto cores, commodities, and Takata Recalled Airbags. I refer to these parts as the bonds and CDs of your “Partfolio” as they provide consistent revenue, don’t have a lot of price volatility, and are a by-product of your current processes. Pick and choose which parts will be included in your auto cores, commodities, and recall “partfolio.” The list is long; large cores such as engines and transmissions, small cores including brakes, steering, advanced electronics, electrical, hybrid batteries, converters, wire, scrap metal, aluminum wheels, and recalls.

It’s Not What You Make, It’s What You Keep

I have one piece of advice for the owners and managers to go along with this information. You must be able to measure this segment of your business. Your business demands good financial controls. Take the time to review your P&L Chart of Accounts

TARA PATTY PHOTOGRAPHY

What’s in Your Wallet?

with your bookkeeper and/or accountant. Track these income streams and summarize them as a group to determine the percentage of your gross and net income they return. Take the time to ensure your accounting software allows you to make sound financial decisions.

There is always time to change!

As a guy who organized a massive turnaround on an antiquated 50-year-old business, I might know something about “change.” Feel free to reach out if you need someone to tell you what you need to hear about the cost of falling behind in this industry. Contact Paul, the “Core Hunter” at Rebuilders Automotive Supply. pdadamo@coresupply.com or 401-458-9080. TB

Paul D’Adamo is the RAS “Core Hunter at Rebuilders Automotive Supply and has been an active member of the auto recycling community for 31 years. He is now morphing into the Core Hunter, maximizing Core profits for recyclers. Former owner of Bill’s Auto Parts, Regional Manager for Pick-n-Pull, Consultant at Recycling Growth, and Adjunct Faculty at Curry College and Babson College, Paul has always focused on Leadership, Communication, and Organizational Skills. Contact him at pauldadamo@coresupply.com or 401-458-9080.

16 August • September 2023

SPARK PLUG RECYCLING PROBLEM SOLVED Why have spark plugs not been recycled?

For years used spark plugs have been sent in with steel scrap for recycling or simply tossed in the trash. Prices paid have always been dependent upon scrap steel pricing. Any precious metal content has been lost to the steel-making process.

Why has the Iridium – Platinum not been recovered? Early attempts have been too labor intensive for economic recovery. Recently mechanical processes have been applied such as shredding but with no success at separation of the valuable metals. We are happy to announce that PGM Recovery Systems has been awarded a U.S. Patent for high-speed automated robotic processing of spent spark plugs to recover their precious metal bearing electrodes. Three years of engineering development has brought about this milestone to the industry. Now you can get paid for your bulk quantities of used spark plugs at prices that are worthy of promoting this enterprise.

New high-speed automated robotic processing of spent spark plus recovers precious metals. By Edmund Schwenk

Why do we need to recycle Iridium? Why now more than ever?

Iridium is one of the scarcest elements on the earth with a low occurrence of only 0.000003 parts per million in the earth’s crust. It is a very hard, brittle, and dense metal that belongs to the platinum group. Its mechanical properties are perfect to survive the environment in today’s high temperature gasoline burning engines. These higher temperatures and pressures are required to achieve lower emissions standards at the tailpipe. The crucial role of Iridium now, in particular, is to supply enough to support scale-up of proton exchange membrane (PEM) electrolysers to produce green hydrogen This will put the world on a path toward a lower green-house gas emissions footprint.

Auto Recycler’s ToolBox® 17

What do I need to do? How does my company benefit from recycling these spark plugs?

By 2030 demand for Iridium for the manufacture of PEMs is projected to require 12 metric tons. If we as an industry collect and recycle this material, we will make a great contribution to the current deficit. The demand for Iridium is high. It is estimated that between 7.5-8.3 metric tons are mined annually. Manufacturing of spark plugs consumes 1.5 metric tons each year and has not been recycled at “end of life.” By 2030 demand for Iridium for the manufacture of PEMs is projected to require 12 metric tons. If we as an industry collect and recycle this material, we will make a great contribution to the current deficit.

HIT ALL YOUR TARGET MARKET AT ONE TIME!

ADVERTISE IN TOOLBOX® EMAIL ToolBoxAds@a-r-a.org TODAY FOR THE MEDIA KIT!

CLASSIFIED

Overwhelmed with inventory backlogs? Have a new hire that needs to be trained on your yard’s system? I am proficient in Checkmate YMS and am happy to help you and your staff get caught up and ready to go! Give me a call or send me a quick email to get started.

Mike Swift

mike@trailsendauto.com | cell 515.208.8805

In the past you have received very little renumeration for this scrap item. Now that has changed, and you can get paid appropriately. All that is needed is to collect bulk. We are now accepting bulk lots of Iridium – Platinum spark plugs, LTL or TL shipments. No copper or partial-broken plugs accepted (whole plugs only), and no trash or deductions will apply. We are harvesting the electrodes (center and side) for their precious metal value. Electrodes need to be intact. TB

Edmund Schwenk has been engaged in the processing/refining/manufacturing of precious metals for over 30 years. Early on, he received training in a laboratory setting as an assayer utilizing classical fire assay, crucible fusion, and cupellation techniques. This coupled with in plant manufacturing process experiences led to advancement as Senior Vice President in charge of precious metals refinery operations for Pure Metals Corporation, directing the fabrication of high purity precious metals products sputtering targets for multiple defense contractors and government testing laboratories. Ed’s unique experience has benefited noble6 through the development of two disruptor technologies for use in the auto catalyst recycling sector. Visit noble6’s website at www.noble6.com or call 619-427-8540 for more information.

18 August • September 2023

USP ISTOCK.COM/GESREY

DEVELOP YOUR

It makes sales and every business needs one.

By Mike French

his is another article in a series I’m writing about sales and marketing methods that don’t change and will continue to help businesses in the automotive recycling industry achieve predictable and measurable results. Many tried-and-true methods of the past have fallen by the wayside, been forgotten, and/or have been replaced by new things that often miss the mark. Most of these methods and advertising strategies are free or low-cost yet have the potential to greatly improve any business’s marketing results. This one about developing USPs is powerful and will make all your advertising much easier!

What does your company do?

While attending a business lunch a few years ago, I placed my business card into a basket for a door prize drawing. Later, I received a pleasant surprise when the MC pulled my name from the basket and gave me a nice gift. Then he said, “Mike, what does your company do?” I could have said, “I own an advertising agency,” “I do direct mail campaigns,” or even “I provide imprinted promotional products for the recycling industry.” I specialize in all these things, but I didn’t say any of them. Instead, I simply stated my USP. I said, “My company gets you more customers like your best customers, and we make your phones ring, guaranteed!”

Before I could get out the door, several business owners handed me their business cards and asked me to call them. They wanted me to do for them what I had just said when I repeated my USP. This shows the power of having a good USP and what it can do for you! It makes advertising easy. It makes sales! Every business needs one!

So, what exactly is a USP?

Simply put, USP stands for “unique selling proposition.” Rosser Reeves, the author of Reality in Advertising, said that a business needs to create a USP to stand out in a crowded market. He said a company does this by clearly communicating the one definable point about itself or its products and services that will capture the attention and stir the emotions of the company’s prospective clients. Some of the well-known USPs Reeves created are: • “Wonder Bread helps build strong bodies in twelve ways.” • “M&Ms melt in your mouth, not in your hands.” • “Colgate cleans your breath while it cleans your teeth.” USPs have always been around, but they were called business slogans or were a part of a catchy jingle you heard repeatedly on radio or TV. A couple of my old-time favorites were Pepsodent Tooth Paste and Brylcreem Hair Jell. They were clever and got stuck in your head. “You wonder where the yellow went when you brush your teeth with Pepsodent!” and “Brylcreem – a little dab’ll

20 August • September 2023 do you. Brylcreem, you look so debonair. But watch out; the girls will all pursue you, they love to get their fingers in your hair!” According to Dan Kennedy, author of No B.S. Sales Success, a USP must answer the question for a potential customer: “Why should I do business with you above all other options, including doing nothing or whatever I’m doing right now?” Kennedy said, “A USP must be specific, concise, and meaningful. People should be able to understand it and ‘get it’ immediately. It must differentiate you from your competitors. It must state at least one unique benefit your customer will receive.”

How do you know you have the correct USP for your company?

Kennedy said there is a simple test: When you tell someone your USP, you should get the following response: “Really? How do you do that?” Then you tell them how your products and services accomplish what you said. For example, let’s say you’re at a party and someone asks you what you do. Instead of saying something ordinary like, “I own a salvage yard,” you tell them your USP. You can say, “My company saves you cash while saving the planet!” There is a good chance the prospect will answer, “Really, how do you do that?” Then you can tell them how using your recycled parts saves environmental resources while at the same time saving 40% to 60% off the cost of buying new parts.

Steps to take in developing your own USP:

1. Answer these two questions: • Other businesses like mine do the following: • What I do better than they do is: 2. Make a list of your biggest customer benefits. Clearly describe how your products or services best answer the customer’s question, “What’s in it for me?” Think in terms of what your products or services do for your customers and the result they desire from a product or service like yours. Include the top benefit in your USP. A good example of this is FedEx’s USP, “When It Absolutely, Positively Has To Be There Overnight!” 3. What sets you apart from your competitors? What area of your business do you and your existing customers see you as a leader in? Why are you uniquely different from others doing the same thing as you? Is there something special, unusual, or significant about the way you do business? A good example of this is Bounty Paper Towels, which offers a very absorbent paper towel that soaks up water quickly. They created a USP around this feature: “Bounty: The Quicker Picker-Upper.” A while back, I wrote a USP for an Elvis tribute artist. There are lots of them, and he needed to stand out. The USP: “I make women swoon and men laugh out loud!” He uses that slogan in all his advertising, and he’s now his state’s top Elvis tribute artist. 4. Solve a “pain problem” for your customer or fill a missing gap in your industry. What are the frustrating pain problems that your customers experience in your industry? Stop that pain in your USP. In the pizza industry, it was how long it took to get pizza delivered to the customer’s door after they ordered it. It usually

Think in terms of what your products or services do for your customers and the result they desire from a product or service like yours. took an hour, and it usually arrived cold! Domino’s Pizza solved the problem with their USP: “Hot pizza delivered to your door in 30 minutes or less, or it’s free.” Then there’s a company who produces men’s hygiene products and they solve a man’s pain problem of itching (you know where). Their USP is, “Men’s Care for Down There!” And men understand it instantly. 5. Your USP should have promises or guarantees to grab attention and compel people to respond. Make sure you can and do deliver on what your USP claims! When FedEx said in their USP that they would absolutely get it to you overnight, they knew they could deliver. They had developed a system that made it possible for them to consistently deliver on their promises. 6. Be concise, specific, and meaningful. Short USPs are better than long ones because they are easier for the customer to remember and easier to incorporate into all forms of advertising. The best USP is one that is instantly understood and meaningful to the consumer. Burger King’s USP, “Have it Your Way,” quickly gets across the idea to the customer. It says that it’s easy for the customer to request changes and get a hamburger prepared exactly the way they like it. 7. Take all the details about your product or service and condense them into one sentence that is clear and concise. Most powerful USPs are written so well that every word is perfectly placed, so you cannot change a single one. Every word must work to earn you money by selling your product or service.

Use it everywhere!

Once you have your USP developed, you can include it in all your advertising projects. Use it in everything you print. Use it in sales copy headlines. Use it on your brochures, your signs, and your business cards. Use it on your letterhead, your website, and your telephone “on hold” messages. And if you do marketing at trade shows, make sure it is prominently seen in your booth display.

Therefore…

Your USP should be the driving force behind all your marketing. Work hard at getting it right, and it will work hard for you! TB

Mike French is retired from 39 years of business in the automotive recycling industry. He is an author, publisher, consultant and speaker. Mike is founder and Executive Director of Christian Auto Recyclers & 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 which demonstrate how the Word of God actively changes lives. He can be reached at mike@carva. group. Visit www.CARVA.group, and/or visit www.PowerPackedPromises.com.

22 August • September 2023

the great

ara Get together It’s that time of year again, where we celebrate the industry and everything we’ve accomplished. By Vince Edivan

s we prepare to gather in Kansas City this October to celebrate ARA’s 80th Birthday, I want to highlight some of the fun things we have planned for you. As ARA’s self-appointed CFO (Chief Fun Officer), I feel an obligation to make sure all of you know where, when and how to make the most of this year’s convention and have a blast doing it! Do not sleep during Thursday’s schedule! Thursday is the day all of our committees meet. These are open meetings, and anyone can attend and find out what’s going on in the nearly dozen committee meetings. If you’re a Past President of ARA, you know that is also the day we host our Past Presidents’ luncheon. As the afternoon winds down be sure to make time to listen to our Opening Keynote Speaker Ryan Mandell. His session is on “Thriving in an Age of Disruption: How to Capitalize in the Growing Trends of Automotive Complexity & Electrification.” Following the Opening Keynote we will have the ribbon cutting and opening of the Exposition Hall! This will be your first opportunity to meet with the numerous vendors who have come to KC to see you! As always, the Past Presidents Reception during the Exposition Opening offers plenty of time for networking, among food and libation stations. At 8:30 pm we invite all of our international recyclers to the International Networking Reception at The Terrace. Friday is packed with amazing training and Tech Talks: Car-Part.com, Einstein/Hotlines, Hollander, Buddy Automotive, EZ Suite, VinMatchPro, URG and Power DB. Plus a full 90 minutes with self-service software providers.

Friday evening get ready to party! Join us for a great night of food, drink, trivia, prizes, live music, and dancing. We will start with a cocktail reception, then dinner, a brief awards ceremony and trivia, followed by the band taking the stage and dancing until 11 pm. And if that’s not enough – join us in the President’s Hospitality Suite until midnight! But don’t oversleep on Saturday! After all, you’re here to learn. Saturday is the final opportunity to meet with the vendors in the Expo Hall. The day is packed with roundtable and panel discussions as well as presentations and learning. Don’t even think about skipping out on the facility tours at Vander Haag and Midway! Transportation, food and beverages will be provided. The hotel bar, Spectators, is open until midnight and the heated outdoor pool until 10 pm. If you need to get that workout done – hit the 24/7 fitness center! We work hard all year to plan the best educational and networking opportunity in the industry, and we also want you to have fun. And not just you! Bring your spouse, partner, friend, wingman, we don’t care – we have a list of activities for them to enjoy while you’re attending the learning and tradeshow sessions. Just visit www.a-r-a.org for more information. We’ll see you soon in KC! TB Vince Edivan is ARA’s Director of Member Relations. In his role, he represents ARA at state industry events, working to connect with current and potential members.

Auto Recycler’s ToolBox® 23

CONNECT

With Leading Industry Suppliers

LEARN

From Top Industry Experts

network With Your Colleagues

KEYNOTE

Ryan Mandell Director, Claims Performance, Auto Physical Damage Solutions Mitchell

Recycler KEYNOTEs Mark Brown

Browns Auto Salvage

Shannon Nordstrom Nordstrom’s Automotive, Inc.

Agenda

FOR FULL AGENDA, GO TO A-R-A.ORG/CONVENTION. FOLLOW LINKS TO THE OFFICIAL CONVENTION SITE.

Thursday, October 12

Auto Recycling Training Institute Meeting Affiliate Chapters Meeting Annual Convention Educational Programming Committee Interchange Committee Industry Relations Committee Awareness Committee Government Affairs Committee MATR Board/Member Meeting Certification Committee ARA Annual Membership/Board Meeting Opening Keynote Ribbon Cutting & Past President’s Reception/Expo Opening International Networking Reception (by invitation only)

Friday, October 13

New Member Welcome Meeting Welcome, Friday Highlights and Awards Recycler Keynote: The Big Footprint of Small Business Is the U.S. Facing a Shredded Scrap Shortage New CAR Member Success Stories: How & Why Building for the Future – People, Processes, Profit Credit Card Best Practices Panel High Level EV Battery Panel How to Make SHIFT Work for Your Vehicles Needs Self-Service Safety Panel Opportunities and Resources for Today’s Independent Operator Tech Talks: Car-Part.com Einstein/Hotlines Hollander Buddy Automotive EZ Suite Self Service VinMatchPro URG Power DB Networking & Awards Dinner Presidents Hospitality

Saturday, October 14

FOR MORE DETAILS, GO TO:

www.a-r-a.org/convention

SHERATON KANSAS CITY HOTEL AT CROWN CENTER KANSAS CITY, MISSOURI

General Session: Recycler Keynote = Parts, Processes and Most Importantly, People Exposition Open w/Brunch Recycler’s Roundtable Operation EV Panel Do’s & Don’ts of Brokering and Tiering Parts Grading & Inventory Best Practices Self-Service Secrets Second Life Battery Panel Being Your Customer’s First Choice Management by the Numbers Operating a Hybrid Facility Have We Been Doing it Wrong All This Time? Selling Airbags on eBay Motors Towing & Vehicle Recovery Panel Techniques to Increase Gross Sales Estate Planning & Succession Self-Service: Marketing & Advertising CLOSER: Recap & Takeaways Departure to Facility Tours: Vander Haags and Midway

August • September 2023

NOW & THEN

Legacy recyclers share their history to honor 80 years of automotive recycling. Compiled by ARA Staff

The Automotive Recyclers Association is celebrating 80 years of protecting the industry, and it culminates at the Annual Dinner at the 80th Annual Convention & Expo in Kansas City in October. In light of this industry milestone, we asked for legacy recyclers in business 25 years or longer to share their story with the Toolbox to celebrate their part in our unique history. Please enjoy this historical look of those who shared their story. If you have a 25+ Legacy Story to share, there is still time to participate. We will highlight you in a future issue. Please send no more than 100 words – such as when the business started, original owners’ names, current owners, short description of the business and its history – along with high resolution images to Toolbox@a-r-a.org.

Vander Haag’s est. 1939 With a start in agricultural machinery purchasing, John C. Vander Haag Sr. founded his company that is going 80 years strong! John C. Jr. first attended NATWA in 1957 and was president of the association in 1970.

Original location on Federal Blvd. purchased in 1945.

LOCATIONS

7 Salvage and Service Operations Spencer, IA; Des Moines, IA; Sioux Falls, SD; Council Bluffs, IA; Kansas City, MO; Winamac, IN; Columbus, OH 3 Parts Centers Indianpolis, IN; Lousiville, KY; Dallas, TX

Sanborn, IA, 1960

Auto Recycler’s ToolBox® 25

A&A Auto and Truck Parts est. 1947 TOPEKA, KS A&A Auto and Truck Parts is a full service auto recycling facility supplying auto parts for all makes and models, foreign or domestic, from the current year and back. A&A has expanded to two locations in Topeka, KS with over 20 acres of inventory.

Graphic of expansion finalized in 2018. Retail storefronts at 1440 SE Jefferson and 229 NE Burgess, and production and inventory at 1831 NE Grantville.

A&A’s current owners and family (from left to right): Chad Bosch, Ella Bosch, Erin Lewis, Everly Bosch, Curt Lewis (owner), Jane Lewis (owner), Breanna Lewis, Adeline Klamm, Heather Klamm (office manager), Asher Klamm, and Josh Klamm.

Johannes Auto Sales, Inc. est. 1963 JACKSON, MO In 1981 Johannes Auto Sales received the ARA Beautification Award.

Arizona Auto & Truck Parts, Inc. est. 1919 PHOENIX, AZ Established in 1919, Arizona Auto Parts, a full-service auto recycler, has expertly and consistently provided the western United States and northern Mexico with stellar customer service while delivering quality used auto parts.

KK Motor and Salvage est. 1980 GRAHAM, TX KK Motor and Salvage began by buying unfinished race cars, muscle cars, hotrods, and other projects and selling them off in parts.

August • September 2023

Langston’s Used Auto Parts est. 1925 TAMPA, FL For almost 100 years, the Langston family have prided themselves in creating a family-friendly, clean work environment for its customers, employees and community.

Auto Recycler’s ToolBox® 27

Spalding Auto Parts est. 1934 SPOKANE VALLEY, WA Over the years, five generations of the Spalding family have worked to grow the company into one of the largest automotive recyclers in the Pacific Northwest. Spalding currently employs over 200 people and has three locations.

Current Spalding family generations, left to right: Max, Corey, Russ, Jody, Max, Shelbie, Pheonix, and Meghan (above). Dolph Spalding and Max Spalding in front of Spalding Wrecking Truck, circa 1949 (right).

August • September 2023

Stadium Auto Parts est. 1945 DENVER, CO Stadium is now operating on a 25-acre site in Commerce City, Colorado, a suburb of Denver. The company opened its new operation in March 2022 and continues to run an efficient full-service auto recycling business specializing in later model vehicles. TB

Stadium Auto Parts was founded in 1945 by Hyman Wright (left) who purchased Carl’s Auto Parts (far left), an existing small salvage yard and repair shop in Denver, Colorado. They currently employ 25 people in a 35,000 square foot warehouse and dismantling facility (above).

Standard Operating Procedure While some people don’t want to be constrained by rules, parameters in your business can provide a solid understanding of roles, responsibilities and procedures and alleviate frustrations. By Jake Nawrocki

about a problem endlessly while nothing or little is done to solve it. tandard operating procedure. Do you like the As Yogi Berra says, “When you come to a fork in the road, take it.” sound of that, or does it make you cringe? However, we do need to have systems in place for a lot of our When some people hear that, or something business functions so that the entire team is on the same page. We similar to it, they get tense and anxious. They need to handle sales calls in a similar fashion, so that our customers really don’t like being boxed in by something get the same great service no matter which salesperson picks up so restrictive as a set of rules they must follow. the phone or greets them at the door. We need to have a consistent Others are much the opposite. If they don’t have set of standards when it comes to inventory/quality control so that a set of steps, or a recipe to strictly follow, they freeze up and are we are able to meet customer expectations repeatedly. We must very uncomfortable. They don’t have the comfort of knowing they follow environmental guidelines that we may not are not messing up because even if something We do need to have like or even agree with all the time, because they are goes wrong, it won’t be their fault. It was the procedure’s fault. They only did what they were systems in place for handed to us by the powers that ultimately control told. How can we as auto recycles relate to any a lot of our business whether or not we remain a viable business. That last one is a tough one. I think what makes of this? The fact is, whether we realize it or functions so that it so difficult is the fact that it is quite rigid, and also not, our businesses have procedures, rules, and guidelines. How do the people we work with the entire team is the fact that we have so little control over it. I don’t respond to these? How do we as owners/managon the same page. want you to misunderstand me. I believe that the environmental part of our industry is important. The ers deal with these? service we provide is vital and plays a large role in preserving our Personally, I am probably less inclined to want to be constrained environment. I also believe that the majority of the rules are well by rules – at least not too many. I like to be agile in my problem intended and have been put in place for good reason. What I do solving. I like to make the rules up as I go. If something needs to not like is that it is something I have almost no control over. There get done, I am most likely the one doing something, even if it isn’t is not a lot of room for creative problem solving when it comes to the best thing, because that seems better to me than just talking

ISTOCK.COM/DONATAS1205

30 August • September 2023

Auto Recycler’s ToolBox® 31 working with a bureaucratic entity. This is where the value is in association membership, collectively we can give a voice to our industry and hopefully control our destiny a little in that area. With our sales teams and our shop crews we have a little more choice about how we do things. We can set the rules in place to our liking. The difficulty really seems to be that when working with automotive-related things, nothing is the same. We can’t make a rule that says all rack and pinions are going in the core bin, some are very salable, and worth a lot of money and we want them inventoried. We have to look at each situation as unique and be able to make the best decision. A good example are the transmission control modules from GM diesel trucks. Had we left it up to our Yard Management Systems to keep auto pricing while inventorying, we never would have taken advantage of the massive price spike that happened through the COVID pandemic. Here at our yard it was recognized pretty quickly by the sales and inventory teams, and prices were corrected. That can work in both directions. There are countless issues that will arise and require an action – some small, some not so small. Do you have a plan to deal with those issues? Is your team equipped to deal with that or do they come to you every time, with nothing happening until you make some ruling or decision? This is a good scenario for a procedure. If the people can refer to that procedure rather than some higher authority, work can resume quickly and seamlessly.

Make sure when you do this that it is a safe environment in which to make a mistake. If you are the kind that gets angry at someone who messed up; if you raise your voice in language you wouldn’t want your kids to hear you using; if you are tearing the offender down behind their back; if you overreact and completely change policy because of a mistake someone made, you will have staffing and morale issues. The people who don’t quit will not produce to their potential. They can’t do so if every time they do something or make a decision, they are wondering how you will react, and if they will feel your wrath. If we as leaders take a hard look at ourselves and the way we handle ourselves in those situations, we may not entirely like what we see. The good news is: you can change! I don’t have to bad talk others, I can find something positive to say. Or I could even say nothing. There is room for each of us to improve, we just need to start one day at a time. Why not start today and work on one little thing that will make you a better leader? TB

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 Jake at 715-322-5774 or rockitopauto.com.

32 August • September 2023

THE VALUE OF

Optimism By Carlos Barboza Furzan

“

Optimism generates hope... hope releases dreams...dreams set goals...enthusiasm follows.

”

—MARTIN SELIGMAN

ptimism, often described as the hopeful expectation of positive outcomes, has a profound impact on various aspects of our lives. Many studies reveal that optimism has been proven to improve the immune system, prevent chronic disease, and help people cope with unfortunate news. I believe optimism needs to be combined with more attitudes, such as gratitude and resilience, but both words each deserve another article, so let’s focus on optimism only. Winston Churchill once said: “A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.” I do love this quote, optimism means acknowledging challenges that come your way but approaching them as manageable, temporary kinks on the road to success, while pessimism usually expects unfavorable outcomes and is suspicious when things seem to be going well. Therefore, it is not just about seeing the glass half full but channeling a can-do attitude. Suzanne C. Segerstrom in Breaking Murphy’s Law: How Optimists Get What They Want from Life – and Pessimists Can Too came up with a good definition of optimism with which she could identify: “You expect the best in the future, and you work to achieve it. You believe that the future is something that you can control.” People tend to follow leaders who are upbeat and have a positive attitude. With the right and balanced communication, you show that there is a way through the current situation, motivating people to make plans and drive forward. Keep in mind that you need to be open about bad news and counter it with good news. Of course, you will find unhelpful optimism and you will make mistakes, so keep that as a lesson that will make you stronger in the future. It’s important to connect your values and strategy and bring them with you on the path to success. When faced with adversity, an optimist is more likely to persevere, adapt, and seek alternative solutions. This ability to maintain

a forward-looking perspective enables them to navigate difficult situations with a sense of purpose, ultimately increasing their chances of achieving their goals.

Here are a couple tools that will help you to increase optimism:

• Believe in yourself rather than comparisons. • Accept failure as part of the learning journey to achieve your goals. • Live in the present rather than justifying the past or dreaming about the future. • Optimism lets us see disappointing events as temporary situations, not permanent. • Don’t blame yourself when things go wrong, just keep going. • Optimism goes hand-in-hand with action. It’s about finding a healthy balance of positive and realistic thinking. • Focus on what’s working. Don’t ignore problems or pretend life is perfect, just choose to focus on what’s good about a situation and what you can do to make things better. • Be grateful when you notice good things as they happen, and also when bad things happen because that will make you stronger. John C Maxwell said: “Sometimes you win, sometimes you learn.” • Everything in life is temporary, including setbacks, so we must adjust our thoughts and flow with the forces of life so it takes us where it needs to. • Sometimes life is not fair. Acknowledge what you can and cannot control. Letting go of control takes a lot less energy and effort than trying to control everything. There is no need to be prisoners of circumstance. • Seek progress, not perfection. Set a meaningful goal, and take the smallest measurable step towards achieving that goal. That win will propel continued positive action as your brain gets a boost from perceiving progress. Now that you have a better understanding and some tools about how to apply optimism in your life, I’d like to talk about a book my father recommended me a couple years ago that’s related to this article. The book, A Man’s Search for Meaning, written by Viktor Frankl, inspired millions of people to identify their attitudes towards life. Frankl was an Austrian psychiatrist and Holocaust survivor. He overcame the horrors he experienced during the Holocaust stoically and it laid the foundation of a very personal type of therapy,

Auto Recycler’s ToolBox® 33 logotherapy, a school of psychotherapy that describes a search for life’s meaning as the central human motivational force. Frankl lived the frightening experiences that no one would like to live, such as hunger, forced labor, humiliation, physical and mental punishment, inclement cold, illness, brutality, separated from his relatives without knowing what fate they had suffered during the Holocaust (then he realized that none of his relatives had survived, including his wife who was four months pregnant at the time of her deportation). Just try to imagine all of these situations in just one place, and live the uncertainty whether today will be your last day on Earth. Under these brutal circumstances and miserable existence, Frankl took a tremendously hopeful attitude about the human ability to transcend difficulties and discover the “true purpose in life.” The true purpose or meaning of life according to Frankl lies in finding a purpose and taking responsibility for ourselves and other human beings. By having a clear “why” we can face all the “how” questions of life. Only by feeling free and sure of the objective that motivates us will we be able to make the world a better place. You don’t have an obligation to define the meaning of life in universal terms. You can have your own meaning of life starting with yourself. Your potential and experiences will define your meaning and how you can make this world a better place.

Remember, your purpose of life should give you a satisfaction and encouragement to get up in the morning and fight for what you want. For instance, my meaning of life is whatever the situation I’m going through, as long as I see or feel that there’s a true (my true) justice, that’s my motivation to achieve something, overcome all obstacles and fight for what I want. However small, this will help me clarify my purpose in each stage of my life. This purpose really helped me to find a peace of mind and not endure my suffering; but see it as a challenge. “The point,” said Frankl, “is not what we expect from life, but rather what life expects from us.” A life well-lived is a life where we do our best to stay connected to the present moment, appreciate each and every day, honor what good we can do for ourselves and others, and feel blessed about everything. When you wake up and before closing your eyes in the bed, ask yourself: What good have I done today? TB 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.

34 August • September 2023

NEWS

Do You Have Peer Interchange Ideas?

CELEBRATING 80 YEARS!

® – Recycled Original Equipment ®

News from the Interchange Committee

he Interchange Committee continues to identify ways of enhancing the capacity of all ARA members to sell more Recycled Original Equipment (ROE) parts that currently have no interchange or adequate description to allow integration into quotes and/or listings. In consultation with industry yard management systems, last year the Committee identified the 12 parts below as needing part numbers. Many members currently utilize user defined part types (dot numbers) to inventory these parts. Improving consistency within the industry is something the Committee focuses on each month and as such, ARA is recommending member businesses utilize the part numbers below for the 12 parts. Please note that this is voluntary and up to individual businesses to decide whether or not to.

804 Bumper Pad 806 Hood Insulation Pad 807 Bumper Face Bar, Front 808 Bumper Face Bar, Rear 809 Headlight Bulb 810 Wheel Lug Nut 811 Back Door Moulding 812 Brush Guard 813 Hood Scoop 814 Grille Moulding 815 Cabin Air Filter 848 Wheel Opening Moulding The Committee has recently updated the “Inventory Specialist and Parts Grading” course on ARA University, again in an effort to improve consistency in how parts are listed and described across the industry. The updated course was filmed on-site at Yancey’s this summer and is expected to be available in the early Fall.

he Interchange Committee is currently collecting and verifying recyclerto-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. Once information has been reviewed and verified, Checkmate and Hollander have agreed to incorporate this user feedback into their systems. Car-Part has also agreed to put this user feedback information on their website. To submit your interchange information, please send the following information 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. P hotos (not required but greatly appreciated) 5. O EM Part Number (not required but greatly appreciated)

Auto Recycler’s ToolBox® 35 CAR Committee Rebrands and Adds New Certifications to the Logo

RA’s Certification Committee is excited to announce the release of a new more modern logo for the program as well as related badges signifying those facilities that are also Gold Seal, Recall and/or High Voltage Vehicle certified. Certified facilities are encouraged to start incorporating the updated logo and badges into their daily operations. The new graphics are available NOW to certified facilities. Please contact ARA staff at staff@a-r-a.org for the files. The Committee and ARA realize that many proud certified member facilities have already invested significantly in signage and other marketing materials that utilize the existing CAR logo. We thank you for helping spread the word about this industry recognized program! It is the Committee’s goal that by January 2024 all certified members will be using the new logo. To be listed as CAR certified in the print version of the 2024 Membership Directory that is shipped to all ARA members, your self-audit must be completed, submitted and approved by December 1. All 2023 electronic records are due by December 31, 2023. 2023 electronic records received after December 31, 2023 will not be accepted. 2024 is a professional audit year. The 2024 electronic records will be available for purchase in the late fall. For a list of CAR-approved auditors, please contact staff@a-r-a.org.

ARA Scholarship Foundation Holds Calendar Fundraiser with $20,000 in Prizes and a $10,000 Raffle at the ARA Convention in Kansas City

he ARA Scholarship Foundation’s newest fundraiser is catching fire, and participation in the fun is high! They are selling calendar tickets to Countdown to Convention, with chances to win 80 exciting daily prize giveaways that started on July 27th and continues until the end of the Convention on October 14th. Over $20,000 in prizes are being given away with a minimum value of $100 daily. Those playing found out quickly that buying more than one increases odds of winning. Need not be present to win and you can win multiple times! There is still time to get in on the fun. To purchase calendar tickets at $20 each, see instructions at www.a-r-a.org/convention or use the venmo code (left) and include your email in the message. Want to Win $10,000? Your opportunity takes place on Saturday, October 14 at the ARA Convention. The Scholarship Foundation is holding a raffle to win $10,000. Raffle tickets are on sale now for $100 each. Contact Kelly Badillo to get yours at kelly@a-r-a.org or find an ARA Scholarship Foundation committee member at the event. Need not be present to win! TB

36 August • September 2023

AUTO RECYCLER’S NORTHEAST NEWS High Voltage Vehicle Training and Certification October 20-21, 2023 Hosted by Chuck’s Auto Parts Solutions Chuck’s is hosting an Open House on Friday 3-6

Registration is now open! https://web.a-r-a.org/events/PARTS2023-190/details

ARTS is pleased to be able to offer our members the opportunity to send dismantlers to hybrid and high voltage vehicle training on October 21st 9am-5pm. This will be an in-depth full day training seminar conducted by Salvage Wire expert Andy Latham. The training will include explanations of hybrid and electric vehicles as well as an overall look at common features they all share. Members will then learn about high voltage safety and how to de-power a high-voltage system. Andy also teaches techniques and requirements for moving and towing hybrid vehicles. He will go over proper battery storage and best management practices. The training is designed specifically for vehicle recyclers and is accredited by the Waste Management Industry Training and Advisory Board. Participants will be tested at the end and issued a WAMITAB accredited certificate for training records. You MUST pre-register to attend this training. PARTS members will be given the first opportunity to attend before open seats are offered to non-members. The cost for this 6-hour training is $95.00 per person for PARTS members. Nonmembers wishing to participate are invited to do so, the cost for non-members is $175.00 per person. Due to the high demand and extremely limited capacity available put this in your calendars and plan to send your team members for this opportunity to learn firsthand about the vehicles we will be processing more in the future. FAIRFIELD INN & SUITES POTTSTOWN LIMERICK 99 Robinson Street Pottstown, PA 19464 888-236-2427 $199 night limited space https://www.marriott.com/event-reservations/reservation-link. mi?id=1686334713048&key=GRP&app=resvlink

Questions please contact: Sandy Blalock - Sandy@parts.org - 505-228-0401

Thursday September 21st, 2023 8:00am-5:00pm PRP-NE Owner’s Meeting 3:00pm-6:00pm Registration Open 5:00pm-6:00pm ARANY Board & Membership Meeting 6:30pm-9:30pm Kick-Off Party Friday September 22nd, 2023 – Owner/Manager Focused Sessions 8:00am-5:00pm Registration Open 8:00am-10:00am Breakfast & TEDTalks 10:00am-10:55am Kick-off Keynote: Collision Industry Headwinds George Avery 11:00am-11:50am Leading at a Higher Level Becky Berube 12:00pm-1:45pm Lunch and Exposition with Vendors 1:45pm-2:35pm Increasing Productivity with Limited Staff Mike Kunkel 2:40pm-3:30pm Teach Them Right the First Time Beth Gustafson 3:35pm-4:25pm The Impact of Technology & Capitalizing on Current & Future Opportunities Ryan Mandel 4:30pm-5:20pm Streamlining Your Warranty Program for Greater Success Mike Kunkel 5:30pm-9:00pm Dinner, Tradeshow, Networking & Auction Saturday September 23rd, 2023 – Staff Focused 7:30am-2:00pm Registration Open 8:00am-10:30am Breakfast with Vendors & Tradeshow 10:30am-11:15am Government Affairs/Legislative/Advocacy Speaker TBA 10:30am-11:15am Taking Your Sales to the Next Level Mike Kunkel 10:30am-11:15am Data & Inventory Ray Butler, Matt Hamlin, Kristi Werner 11:20am-12:05pm Risky Business-Driving Behaviors that Affect More than your Fleet Brian Riker 11:20am-12:05pm Unlocking Quality Control & Optimization: From Picking to Returns Alex Bechstein 11:20am-12:05pm Marketing & Social Media Maegan Quinn 12:10pm-12:55pm Certification Greg & Nick Daurio 12:10pm-12:55pm Taking Your Sales to the Next Level Mike Kunkel 12:10pm-12:55pm Y2Y Best Practices Anthony Wahl - Moderator 1:00pm-2:15pm Lunch, Intro of new ARANY Board & PRP-NE Awards 2:15pm-3:15pm General Session, Wrap up, Prizes

To Register Visit: www.arany.com/events/

Auto Recycler’s ToolBox® 37

AUTO RECYCLER’S SOUTH NEWS FADRA By Bobby Davis

rom the opening Welcome Event at Tropicana Stadium to see the Tampa Bay Rays-Baltimore Orioles game, to the closing Tailgate Party with games, live and silent auction, and sumptuous meal, the 2023 FADRA Convention set a high standard for business education and social interaction for auto recyclers from all over Florida and the Southeast. We had 143 yard and vendor attendees, plus 29 exhibitors in the Trade Show with an additional 74 booth reps, join us to see leading industry speakers such as Dan Snyder of Snyder’s Certified Truck and Auto Parts, Mike Kunkel of Profit Team, Sue Schauls of the Iowa Auto Recyclers Association, and Garff Fitzgerald of eBay Sales.

AUTO RECYCLER’S MIDWEST NEWS 2024 Upper Midwest Auto Recyclers Convention & Trade Show SAVE THE DATE !! Friday, April 19, 2024 Banquets of Minnesota 6310 Hwy 65 NW, Fridley, MN https://banquetsofmn.com Hosted by Automotive Recyclers of Minnesota (ARM) with Cars of WI. For more information contact ARM at arm123@comcast. net or call 612-781-5555. ARM website: www.autorecyclersmn.net Convention website: www.recyclersconvention.com TB

38 August • September 2023

TOOLBOX® MISSION

BY RECYCLERS FOR RECYCLERS We deliver the Automotive Recycler Trade Show Experience to those who do not attend industry events and trade shows. We also reinforce the automotive trade show experience for those who do attend them. We accomplish our mission by being current, educational and instructional. Each edition of the Auto Recycler’s ToolBox® Magazine includes the following: • Educational and instructional “how-to” articles written by top industry professionals, leaders & trade show speakers. • Information from providers of industry-related products and service you typically see at industry events and trade shows. PUBLISHED 6 TIMES A YEAR AutoRecyclersToolbox.com CELEBRATING 80 YEARS!

® – Recycled Original Equipment ®

Publisher / Executive Director

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

Editor / Art Director

Caryn Smith, Driven By Design Toolbox@a-r-a.org

Advertising Sales

Jay Mason, Driven By Design ToolboxAds@a-r-a.org

ARA OPERATIONS Senior Director For Association Operations; Director Of State Government And Grassroots Affairs

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

Senior Director of Member Services & Certification Program

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

Vice President of Government and Regulatory Affairs

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

Director of Member Relations

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

Administrative Assistant

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

Meeting Planner

Kimberly Glasscock (615) 476-4501 kglasscock@awardwinningevents.com

Automotive Recyclers Association Officers President

Shan Lathem Cocoa Auto Salvage Cocoa, FL shan@cocoaautosalvage.com

1ST Vice President

Nick Daurio Daurio Auto Truck Pueblo, CO nick@daurioauto.com

2ND Vice President/Treasurer

Eric Wilbert Wilbert’s U-Pull-It, LLC Williams, NY eric.wilbert@wilberts.com

Secretary

Shannon Nordstrom Nordstrom’s Automotive, Inc. Garretson, SD shannon@nordstromauto.com

Immediate Past President

Martin “Marty” Hollingshead Northlake Auto Recyclers Hammond, IN martyh@narparts.com

ARA Contact Information

ARA Headquarters (571) 208-0428 staff@a-r-a.org www.a-r-a.org

Accountant

Candee Roth, Candee@a-r-a.org

For all print and digital advertising, email ToolboxAds@a-r-a.org. For editorial or production information, e-mail Toolbox@a-r-a.org or call (239) 225-6137.

® – Recycled Original Equipment ®

9113 Church Street Manassas, VA 20110-5456 USA

Automotive Recycling Toolbox Edition, August/September 2023

Articles inside

Converter Recycling