BodyShop Business, September 2013 by Babcox Media

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September 2013//Vol. 32 No. 9

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Inside

September September

2013

Vol. 32 No. 9

ON THE COVER Walking Away From Your Business So you want to transition your business to your kids or someone else? Planning now can save a lot of headaches.

FEATURES

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Take a sneak peek at some of the vendors and their products that will be front-and-center at the upcoming industry trade shows.

SHOP TALK Editor’s Notes

8 10 Publisher’s Perspective 12 Viewpoint 22 Clark’s Corner 26 Web Presence Management

A repairer gives a valuable lesson on legislation: never give up.

You have many choices for your business’s future.

Include all your labor operations...because you deserve it.

Making a family business work.

The things you think distinguish your business probably don’t.

BODYSHOP BUSINESS (ISSN 0730-7241) (September 2013, Volume 32, Number 9): Published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, FAX (330) 670-0874. Copyright 2013 Babcox Media, Inc. All Rights Reserved. Periodical postage paid at Akron, OH 44333 and additional mailing offices. POSTMASTER: Send address changes to BODYSHOP BUSINESS, P.O. Box 13260, Akron, OH 44334-3912. Member, BPA Worldwide

DEPARTMENTS Guess the Car ....................................................................................4 Industry Update ..............................................................................20 Tech Tips ........................................................................................30 NASCAR Performance ......................................................................32 Product Showcase............................................................................99 The Shop ......................................................................................104

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Guess

the Car

SOLVED! #125

“I’m going for the gold!”

Reader Contest! Win $50! What vehicle MODEL does this picture represent? Fax your guess to (330) 670-0874. Include name, title, shop name, city, state and phone number. Or submit your guess with our online contest form by visiting bodyshopbusiness.com/guessthecar. The winner will be randomly selected from correct entries and awarded $50. Entries must be received by Sept. 30, 2013.

See the October issue for winner of Guess the Car #125.

Yukon gold = (GMC) Yukon

*Only one winner will be selected. Chances of winning are dependent upon the number of correct entries received. Employees of Babcox, industry manufacturers and BSB advertisers are not eligible to enter.

WINNER #124

“Let’s get physical!” Physically fit = (Honda) Fit

#126

September 2013 | BodyShop Business

David Horrocks, owner, B & H Auto and Body, Gladstone, Mo.

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Editor’s

Notes

Publisher

S. Scott Shriber, ext. 229 sshriber@babcox.com Editor

Jason Stahl, ext. 226 jstahl@babcox.com

Labor of Law

Associate Editor

Gina Kuzmick, ext. 244 gkuzmick@babcox.com

t the July Collision Industry Conference in Boston, the Governmental Committee had an interesting panel discussion: “Are the laws and regulations governing the collision industry working?”

Prior to that discussion, John Petrarca, president of the Auto Body Association of Rhode Island, talked about how collision repairers in his state got a total loss bill passed where insurance companies cannot designate a vehicle a total loss if the cost to rebuild or reconstruct the vehicle is less than 75 percent of the fair market value of the vehicle prior to the accident. One thing he said resonated with me: “We never give up.” That really is the key to getting legislation passed. You have to be a bulldog. But you have to first believe that legislation indeed can make a difference.

That’s not always easy. Many laws have been passed in this industry to protect consumer rights, keep the playing field level and ensure that the free market exists which insurers routinely ignore or find clever ways to circumvent. This has made some repairers understandably ambivalent about legislation. But realize this: a wise old cowboy (and he knows who he is) once told me that even if the bill you’re trying to get passed dies on the floor, you still win. How? By educating lawmakers about the collision repair industry, teaching them our language and getting them to understand the daily business challenges shop owners face. And every time you go back to try to reintroduce the bill and push it through, they’ll get more and more educated. Before long, you won’t have to explain what “steering” or a “total loss” is. Beyond believing, it takes a lot of hard work and a concentrated effort by not one but many. That type of unity has been hard to come by in this industry, but when the magic happens, so can good things.

Jason Stahl, Editor Email comments to jstahl@babcox.com

Contributing Editors

Charlie Barone, Mitch Becker, Mark Clark, Mark Claypool, Erica Eversman, Tom Ferry, Curt Harler, John D. Lyman Sr., Hank Nunn, Carl Wilson Graphic Designer

Lisa DiPaolo, ext. 281 ldipaolo@babcox.com Advertising Services

Kelly McAleese, ext. 284 kmcaleese@babcox.com Director of Circulation

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Ellen Mays, ext. 275 emays@babcox.com Tel: (330) 670-1234 Fax: (330) 670-0874 Website: bodyshopbusiness.com Corporate

Bill Babcox, President Gregory Cira, Vice President, Chief Financial Officer Jeff Stankard, Vice President Beth Scheetz, Controller A limited number of complimentary subscriptions are available to those who qualify. Call (330) 670-1234, ext. 288, or fax us at (330) 6705335. Paid subscriptions are available for nonqualified subscribers at: U.S.: $69 for one year. Canada/Mexico: $89 for one year. Canadian rates include GST. Ohio residents add current county sales tax. Other foreign rates/via air mail: $129 for one year. Payable in advance in U.S. funds. Mail payment to BodyShop Business, P.O. Box 75692, Cleveland, OH 44101-4755. VISA, MasterCard or American Express accepted.

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Publisher’s

Perspective Choice Is

Freedom ast week, I received a letter from a former shop owner. It was a compelling note, and it was requesting some information about the industry. His story was a disturbing one, and it ultimately resulted in him selling his business. The disturbing part about the note is that all the unfortunate things about our industry had happened to him. I guess you might say it was his version of the perfect storm.

The situation involved all the usual collision subjects: steering, labor rate suppression, various unreasonable mandates, duplication of systems, reduced parts margins, business partner issues, etc. Did I miss any? The unfortunate thing for this owner is that he faced all of these issues in a short period of time. I give him credit; he looked at each with a very business savvy point of view. He looked at franchising, developing an MSO, becoming part of a group, partnering with a consolidator and closing. Ultimately, he decided to sell. That decision seemed like the best solution for him in his situation. I regularly visit with shop owners and hear them say, “There is no solution, I have no choice.” That is just

not the case. There are choices on how to battle specific problems or business conditions that are causing less than desirable results. Yes, these choices are available in our industry, too. The important thing is to approach them from a business point of view. Don’t let your emotions enter into the process. If you feel you can’t be objective, get an opinion from a knowledgeable third party who has nothing to gain from the outcome. They’re out there, and your fellow shop owners can help you pick a good one. Having the freedom to choose what solution works best for you is what we get in our free enterprise system. Selling, staying and fighting, growing, joining a group, taking on a franchise or going the DRP or nonDRP route are just some of your choices. The important thing is you have a choice. It’s your business. You know it best, and you can take it in the direction you want to go in. It’s only when we truly cannot decide that we have no choices.

S. Scott Shriber, Publisher Email comments to sshriber@babcox.com

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Viewpoint Include All Your Labor Operations...

Because You Deserve It You Are the Professional » If your business needs to perform a labor or refinish operation, then you need to include it in your damage analysis. You are the professional working and performing the repair and refinishing process. I personally take this very seriously, and I’m sure that other collision repair shops do as well. At my shop, we include the necessary labor operations on our damage analysis that many shops do not. Please don’t take this statement as an insult; it’s not meant to be in any way. Over many years, we’ve been programmed by the insurance industry not to include P Is for Profit » We should be various labor and refinish operacharging the hourly rate our busitions on our damage analysis beness must be paid to be profitable cause we’ve been told that they and for any and all of the labor By Rick Finney (the insurance industry) will not and refinish operations on our pay for them. So, over the years, damage analyses necessary to we’ve been coerced one operation at a time complete the repair and return the vehicle to into omitting the operations from our own pre-loss condition. You are the expert when it damage analysis. comes to repairing the vehicle. The consumer We’ve heard the well-rehearsed word is putting their trust in you (the repair profestracks: sional) to return a safe vehicle to them. The shop owner, manager and estimator all 䡲 ”Your shop is the only shop that wants to have the responsibility to the customer to use get paid for these operations.” their professional judgment to make sure that 䡲 ”No one else wants to get paid for that, all necessary labor and refinish operations are and it’s included anyway.” completed during the repair process. 䡲 “You’re the only one.” You also must use any and all available 䡲 “Wet sand and color buffing is included data to determine the proper repair process. in the refinish times.” The OEM repair recommendations, the paint 䡲 “We don’t pay anyone to test drive a car.” manufacturers’ technical information, the 䡲 “Cleaning the vehicle is a courtesy your database providers’ information, etc. All of shop does for your customers.” these sources need to be referenced for the And my personal favorite? “Oh, you’re repair process. THAT shop!” irst of all, let me say that I really care about the collision repair industry and am hopeful that, if we can all share a little information on what has been successful in our daily business practices, we as an industry can be more successful in various areas of our business. Our industry has been divided for far too long and I’m hopeful that, by working together and sharing ideas, we can begin to move in a positive direction. This is way overdue, but it would allow us to take back control of our businesses.

The views expressed in this editorial do not necessarily reflect those of BodyShop Business.

September 2013 | BodyShop Business

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»| Viewpoint |« Without being able to communicate and share information with each other, we can never be 100 percent sure if we are, in fact, the only ones in our area asking to be paid for these operations.

Labor Rates » Labor rates are the real eye opener. Too many shops are

terrified about this subject, but me? Not so much. We’ve been threatened by anti-trust for as long as I can remember, and unfortunately it seems to have worked really well. Shops can talk about labor and material rates as much as they want; this is not illegal. I am not an attorney, but I did discuss this issue with an attor-

ney. What we cannot do as an industry is collectively get together and set labor and material rates. There is a huge difference in what I get paid for labor and materials and what other shops get paid. My labor and refinish rate of $65 is what I paid per hour to have my lawn mower fixed in my area. My new lawn mower cost me around $400. I came to the conclusion that if my business was going to be repairing vehicles worth $20,000 to $40,000 and taking on the liability for those repairs, I should be paid at least the same as the lawn mower repair shop! Most insurance companies in my area pay $65 for body and refinish labor and $53 per hour for paint materials. The company that pays me $72 per hour for body and refinish labor pays me $53 per hour for refinish materials as well. And none of these rates are even enough! By now, most of you reading this article are probably in disbelief, but everything I’ve said is 100 percent true. Don’t get me wrong: there are a few insurance companies that believe they’re special that still refuse to do the right thing and pay the labor rates and materials. I think they call that price fixing. It all starts with one company, and a little persistence. The only way to ever make changes is to document everything!

A Few Examples » I’m going to discuss three simple labor and refinish operations that are explained in the three major database provider estimating guides. The shop’s damage analysis and the insurance company’s estimate will be written on one of the three databases, and most of the labor and refinish operations are similar if not the same in all three. Feather, block and prime: We include this refinish labor operation on our damage analysis any time we’re repairing a vehicle that calls for this particular operation. You’ll never get paid for a labor operation unless you Circle 14 for Reader Service

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»| Viewpoint |« list it on your damage analysis. We recently repaired a quarter panel on a vehicle that had a 6.0-hour repair. On my damage analysis, I also included 1.0 hours refinish labor for the operation (feather, block and prime) because the labor rates were paid at $72 refinish and $53 materials. This operation produced an addi-

tional $125 of revenue for our shop. I know what you’re thinking: “We don’t get paid those rates!” And that may be true, but what’s also true is no matter what your labor rates are, if you never charge for this labor procedure, even though your tech performs the work, you’ll get paid nothing! Let’s say that one of the

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“special” insurers is only paying $48 per hour and $28 for refinish materials and you include the 1.0 hours on your estimate. This will still make your shop $76, so regardless of the labor and material rates, you’ll always make more money if you include it in your damage analysis. Include feather, block and prime on all your repairs that need this operation. On any labor or refinish operation, the least amount of labor you can charge is .1 hours. If we as an industry only start with .1, we’ve taken a step in the right direction and made progress, which can make all the difference in your business. Wet sand and color buff: I love this one. “We don’t pay for that; it’s included in the refinish labor.” Wrong! Or, “We don’t pay for that; your booth filters need to be changed.” Wrong again! According to all three of the major database providers, this is an additional “Refinish Labor Operation” and calls for 30 percent of the refinish time. For example, your damage analysis has 10.0 refinish hours (forget the clearcoat) if you have to wet sand and color buff this vehicle, according to the database providers. You should add wet sand and color buff of 3.0 hours. At the low end of $48 per hour and $28 for materials, this operation alone in this example would increase your damage analysis another $228. And 3.0 refinish hours at $65 refinish labor and $53 materials would be $354. And 3.0 refinish hours at $0.00 refinish labor and $0.00 materials would be $0.00. But you can make it up in volume, right? Wet sand and color buff is done more than most refinish procedures. We have our technicians perform it, but we don’t charge for it because we don’t think we’ll get paid for it, so why even include it on our paperwork? Over time, we just accept this, costing shops tens of thousands of dollars per year in lost revenue. Yet we pay our hourly employees to perform this operation, with absolutely no return to the shop in the form of

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»| Viewpoint |« payment. Do we really expect the flat-rate technician working at our shop to buy into the insurance theory that the wet sand and color buff is included in the refinish labor? Clean vehicle for delivery: This is another labor operation that must be done after the repair process and before returning the vehicle to your customer. This operation should also be charged for because it’s a necessary, non-included labor operation. However, we pay our employees daily to perform this labor operation and rarely get reimbursed from insurers. The reason we’re not getting paid for it is because we believe the insurer will not pay to clean the vehicle for delivery. However, I include this operation on my damage analysis, and most companies pay for it. I don’t believe anyone disagrees that this labor operation must be done on the customer’s vehicle be-

fore delivery to the customer. After all, who would return to your shop if their vehicle was returned to them in worse condition than when they dropped it off? It’s a non-included labor operation, so why would you not charge for it? For example, at your labor rate, if you were to charge .5 hours labor and $10 materials, calculate what this would be per vehicle. Then multiply it by the number of cars your shop does per month. This minor operation would potentially add thousands of dollars a month to your income. If you were to charge .5 hours labor at $48 and add only $5 materials, this would add up to $29 (for the same half hour of work that you’ve been doing for free). Suppose your shop has to clean 100 cars per month for delivery – you’ve just added $2,900 a month to your shop, or $34,800 per year! At $10 materials, it would

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equate to $40,800 per year. In all of these labor operations, you’re paying an employee and getting paid nothing if you leave them off your damage analysis. In other words, we all need to quit subsidizing the insurance industry.

You Deserve It » If you really want to make money, read my next article and find out how you can quit losing money on repairing and refinishing flexible parts. Maybe you can make enough extra money to pay for your family’s next vacation. The main reason you must always include all the labor operations on your damage analysis is because you deserve to be paid for them. BSB Rick Finney is president of the Choice Autobody Repair Association. He can be reached at (740) 391-7005 or cara.info@ yahoo.com.

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Industry

Update CIC Attendees Voice Opinions on Electronic Parts Procurement By Jason Stahl he Parts & Materials Committee reported at the last Collision Industry Conference (CIC) in July on the progress of its electronic parts procurement survey. But members of the audience accused the committee of ignoring the “elephant” in the room: lack of free market choice. The proliferation of electronic parts ordering was first identified as an issue by the committee in January 2011. A survey of collision repairers was then conducted in November 2011, and the results were reported in January 2012. The feedback the committee received suggested a more comprehensive survey was needed. At the July meeting in Boston this year, the committee announced it was working on putting together a “matrix” to help collision repairers identify all the different parts procurement programs on the market and each of their features so they could compare them. But several audience members said the committee had jumped ahead too fast and should

have first had a discussion about some of the issues vexing the industry. “As a shop owner from Boston, I think the committee is missing what is being said here,” said Chuck Sulkala of Acme Body & Paint in Jamaica Plains, Mass. “I understand that you’re trying to put a matrix together, and I think it’s very important, but the fact is if we don’t have the free enterprise opportunity to utilize the matrix to determine what we’re going to use, what good is the matrix?” Randy Stabler of Pride Auto Body in California expounded on the free enterprise aspect of the parts procurement debate: “The difficult question is, how do we allow free market

Chris Northup, co-chair of CIC’s Parts & Materials Committee.

forces to create a tool that is most efficient for the industry and allows body shops and insurers to choose the tool that allows them to reduce their operating costs and create internal efficiencies? We don’t have free market choices with the direction parts procurement engines are going. “Electronic parts procurement engines are necessary tools, but how can we get the free market forces and get the external forces out and let the people who want to make a parts procurement engine

build the best tool and let the marketplace decide which one is best for it rather than being forced to make a decision?” Added Aaron Schulenburg, executive director of SCRS, “To Randy’s point, I don’t think this touches on what we need to talk about. I don’t think there is anything wrong with the survey, and the questions are appropriate, but we’re missing one of the more important initial parts of that conversation. “For more than a year Continued on pg. 74

Service King Announces New Relationship with Axalta Coating Systems ervice King Collision Repair Centers has announced a new relationship with Axalta Coating Systems. The automotive refinishing company will provide Service King customers with paint services through its Spies Hecker line of products. This new relationship extends Service King’s access to Spies Hecker paint across its entire nationwide footprint, thereby

September 2013 | BodyShop Business

building on its prior experience with the brand in selected locations. “As we grow as a brand in collision repair, Service King continues its commitment to provide the best products and services in the industry,” said Service King CEO Chris Abraham. “Axalta offers the best of the best when it comes to automotive refinishing products, and we believe their high quality, combined with

»| Industry Update |« Utah Auto Body Association Releases

Official Statement on PartsTrader ith PartsTrader set to roll out in Utah in early September, the Utah Auto Body Association has released a statement regarding the electronic parts procurement program mandated for State Farm Select Service Shops. Here is the statement: It is the official position of the Utah Auto Body Association that repair decisions, vendor selections and business processes used in the course of repairing a damaged vehicle are best left to the collision repair professionals who work on these vehicles, with the authorization of the vehicle owners who entrust them to the make

the safest repair decisions available. After considerable review of information presented by PartsTrader and shop owners using the parts procurement program, the Utah Auto Body Association believes that the mandate to use a specific technology vendor may create an unhealthy parts sourcing environment that would create unnecessary and invasive interference in the collision repair process. The Utah Auto Body Association recognizes the current parts supply chain as the best and most efficient system available. The current system allows for an open and free market that utilizes local businesses. This process allows shops to source parts

that can be delivered quickly from trusted suppliers, improving cycle time and reducing administrative delays and expense. These Utah business-to-business relationships are a vital and successful part of our local economies. This proven process can continue to provide the Utah consumer with a timely, safe and guaranteed repair. The Utah Auto Body Association does not recommend or endorse any decisions made by, or actions taken by, businesses or individuals affected by PartsTrader, and asks only that each party research and make educated decisions based upon their own best business practices.

Allstate Concedes to Gunder’s Labor Rates

to Settle Pending Lawsuits under’s Auto Center has announced that Allstate has provided full payment to them to settle 12 pending lawsuits for short-pays on labor rate differences, plus attorney fees and costs. In June 2013, Allstate claims management con-

tacted Gunder’s Auto Center owner Ray Gunder to request a meeting to discuss Allstate’s interest in bringing closure to the lawsuits Gunder filed on behalf of a dozen of his customers. During the meeting, it was agreed, based upon service and

our outstanding service, will deliver the best repair satisfaction to our customers.” Added Nigel Budden, vice president of Axalta’s North America region, “We are excited to expand our relationship with Service King. Our goal is to continue to provide superior products and services, working together with our distribution partners and focusing on meeting Service King’s needs.” As Service King continues to expand nationwide, the company looks forward to

quality, that Gunder’s was entitled to their labor rate. However, it was discussed that not all repairers deserve the same labor rate, and concern was expressed that if Allstate paid Gunder’s its rate, it would have to pay other shops their rate as well.

benefiting from Axalta and its Spies Hecker finishing paint products’ 145-year history. "Axalta's rich history of success, coupled with Spies Hecker's high-quality products, signals Service King's bold move towards setting the highest of standards in the automotive industry," said Jeff McFadden, president, Service King. "We also look forward to being represented bi-annually on the national stage through Axalta's partnership with NASCAR and four-time NASCAR Cup Series champion, Jeff Gordon."

Gunder said he would continue to share his journey with the industry, and whether a settlement with Allstate was reached or litigation continued, others would find out as his intent was to make sure all repairers and their technical staff would be compensated fairly for their efforts, not just Gunder’s. “I’m very appreciative of the way this was handled by Allstate,” said Gunder. “No one wants litigation, however sometimes it is needed to get disputes resolved. My hope is that this is truly a new way Allstate does business nationwide, and they speak to the entire industry with one voice. Not all shops are the same, and as such they deserve to be compensated based upon the quality of their service and offerings.”

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Clark’s

Corner

By Mark Clark

Making the

Family Business Work ccurate alignment isn’t just about getting the customers’ tires pointed down the road correctly. In the huge percentage of collision repair businesses in the U.S. that are family-owned, alignment of the various generations’ goals and abilities is critical to future success. Statistics suggest that two-thirds of small businesses don’t make it to a second-generation owner, and only about 15 percent make it to the third generation. The burning entrepreneurship that caused Dad to leave his job working for someone else and open his own business may be missing entirely in Sonny or Sis. Sonny and Sis may have business education or work experience that would enable them to successfully attack existing shop problems in new and effective ways, but Dad won’t let go. Dad won’t let go because Sonny and Sis don’t understand. Sonny and Sis can’t make needed changes because Dad doesn’t understand. I contend that the exact same thing that causes marriages to fail is the leading cause of business failure: poor communication.

Communication Is Key » I can address the family-run business issue firsthand. I was the SOB (son-of-boss) when my dad and I started our PBE jobbing business in 1970. In addition, many of my past body shop customers and a great many of my jobber friends are lucky enough to have children who currently want into the family business. Some are navigating the transition much better than others. I can 22

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remember coming home really frustrated that my dad couldn’t see how some problem or opportunity I had the perfect solution to would actually work out and refused to go forward. Rather than sit back resentfully and fume about it, I discovered we were able to move forward best when we could have a frank discussion about the issue. This was much easier said than done because our work lives, by definition, overlapped our personal lives. Family dynamics are unlike any other human interaction. It’s no wonder the universal dad doesn’t think the kids have the necessary determination, skills or work ethic to carry on. He remembers when they couldn’t make it to the bathroom in time! And all grown up, Sonny and Sis can’t seem to get the message across that they’re not only fully potty trained, they actually know something about business, too. I got through it all because my dad was a nice guy, and the moment he thought I could sail the ship alone, he sold it to me and moved away with my mother. Once I was at the helm of the business and he was gone, I discovered he had known a bunch of stuff I didn’t. Those proud collision repair industry fathers and mothers who are lucky enough to have their children want to join them in business don’t always recognize the long odds against their succession plan. However, I’ve seen some business generation transitions work well. Here are some tips from the most successful ones.

Start At the Bottom » Coming into the firm directly to the big chair in the front office often

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»| Clark’s Corner |« causes resentment within the employee ranks and leaves the new “boss” without a clear understanding of many departmental issues. This example is about two local car dealer principals: one guy started his son in the parts room, then gave him a stint on the service lanes, then the business office, then F&I, then finally the sales floor. By the time Dad was ready to back off working so much, his successor had hands-on experience all over the dealership. The second dealer set his son up as general manager on day one, in charge of employees with decades of dealership experience. Not only could he not pick out the core problems from the minor ones, he had a building full of resentful staff. SOB (or DOB) is a tough job title; working alongside the existing employees first makes for an informed owner and supportive employees.

Train Each Task Specifically » I know two independent body shops, one with a son and one with a daughter, both who hope to carry on their dads’ businesses. One dad figured that Sis would learn simply by watching him as he flew by during the day doing the thousand things a shop owner must do to succeed. To her credit, she did learn most of it over time, but seldom understood why things worked as they did. In the other shop, Sonny was assigned specific tasks that became his sole responsibility. He was expected to ask questions and do the work alongside Dad until he understood both the how and the why. Once they were his jobs, he received the credit when they went well and the blame when they didn’t. A big part of any business ownership is letting your successor make mistakes. Dad made

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mistakes when he was learning, I promise. One helpful tip is to have the boss write down, in order, all the various steps to complete any work operation. It’s a great first step in training others. Once it’s on paper, missing steps (that are still in Dad’s head) are easier to identify, and it’s simple to ask questions about the process.

Answer All Questions » As a small business owner for 28 years, I was positive no employee could load the trucks, mix the paint or answer the telephones as well as I could. But if my name was in every box on the organization chart, I couldn’t get it all done in time. Many years ago, I heard a speaker at a seminar say that one way to ensure your message is received by emContinued on pg. 28

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Web Presence

Management

By Mark Claypool

Nobody Cares! ll the things that you feel make your business special most likely make you an indistinguishable tree in a forest. Just ask Mike Anderson, owner of CollisionAdvice. He routinely conducts an exercise in his sales and marketing best practices workshop where he passes out sticky notes and asks the audience to write down the three top reasons why someone should choose their shop. He collects them from the audience and then groups them on the wall. Here’s what he sees the most:

likely know what I-CAR is and may not know what ASE certification is either. They don’t care if you use this paint or that paint; they probably haven’t heard of those brands anyway. They don’t care what kind of spraybooth or bench system you have. They don’t even know what a spraybooth is, and when they think of a bench, they think of something you sit on or put tools on. Oh, and that inverter spot welder you just spent a lot of money on? They don’t know what that is and don’t want to know. And yet, all of the above is what we routinely see on body shop websites.

The public simply doesn’t care about these things. They assume you do quality work or you wouldn’t be in business. They assume you have trained/certified staff who will work on their cars. Tell them that they can trust you and they’re immediately on guard. Guarantees and warranties are assumed. And great customer service is fine, but actions speak louder than words. And everyone is telling them the same thing online!

Less Is More » If I’ve said it once, I’ve said it a thousand times: less is more when it comes to body shop website content. The public doesn’t read that much on an auto body shop site. They look at an average of 1.7 pages, typically the homepage and the “Contact Us” or directions page. “What?” you say. “You mean they don’t look at my history page? Or services page? Or staff page? Or all the great equipment I spend a fortune on?” That’s right – very few people look at that stuff. It’s fine to have those pages, and you should for those few who will bother to dig deeper, but keep them simple. Spend your time on your homepage. Hit on what truly differentiates you from your competition, then give people a clear call to action. Direct them to do something you want them to do, i.e. pick up the phone to call you, find your address and see directions or fill out a “request an estimate” or “request an appointment” form.

Useless Information » What do we typi-

What People Care About » Differentia-

cally see on a body shop website? Lots of useless information and usually all of the things mentioned above. The public doesn’t

tion always seems to be a tough exercise for shop owners. When they try to come up with what makes them special, they usu-

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»| Web Presence |« ally list the five things on the sticky notes mentioned earlier, so you have to really work on this. Online reviews may help you, if you have them. What are people saying about you? Maybe you can pull some things off those reviews because this is the way people actually see you, not the way you think you come across. That’s an important distinction. You need to know what’s actually going on in your shop, not what you think is going on. That’s where online reviews, both good and bad, can be helpful (which I will talk about in a future column). For example, let’s assume the reviewer states that he had heard “great things” about this shop. The shop arranged a rental car for him (most do, but we don’t always see that in a description of the shop on the homepage), the vehicle owner

was “amazed” at the finished product and the shop “exceeded my expectations.” The shop’s “attention to detail exhibited in the repair was flawless.” The pricing was “exceptionally reasonable.” Their “extensive skill” gives them the ability to repair everything “from a Bentley to a Prius.” He says, “I highly recommend Geneva Body Shop to all my friends and family.” Holy smokes! In one review, we have enough material to build an entire homepage around. How about this one? The reviewer states: “These people are artists, creating masterpieces in every job.” Wow! Share this review with your staff because they’re the ones who earned it. Then, convey this on the homepage like this: One of our loyal customers said it best: “These people are artists, creating masterpieces in every job.” Excellent! This is what people can relate to and what will make you stand out. This is what people actually care about! Now you’re on to something. I’ll be covering things like this in

my social media management and reputation management workshops at both NACE and SEMA this year. Hope to see you there! BSB

Clark’s Corner continued from pg.24

steps to completion; start with the goal of the task first. Then, explain the steps to get there, and have them repeat the steps back to you. Then, get out of the way and let them make enough mistakes to get better the next time. If you’re fortunate enough to have children who want to join you in business, you’re lucky indeed. Listen to their input, be patient and, once they’re trained, get out of their way! BSB

ployees is to ask them to repeat it to you. To successfully train others (family or employees) to do work you’re currently doing, set aside sufficient time. Trying to teach someone in between phone calls, writing estimates and solving daily problems is a recipe for disaster. Block out some training time, one task per session, and make Sonny or Sis repeat the goal and the complete process back to you.

Explain Final Objective » One of Steven Covey’s “Seven Habits” that always rings my bell is, “Begin with the end in mind.” The best suggestion I can make toward training others to do your job is to explain what a win looks like. Don’t start with the individual Circle 28 for Reader Service

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BSB Contributing Editor Mark Claypool has more than 30 years of experience in the fields of workforce development, business/education partnerships, apprenticeships and Web presence management. He is the CEO of Optima Automotive (www.optimaautomotive. com), which provides website design, development, search engine optimization (SEO) services and social media management services. Claypool’s work history includes stints at Metro Paint Supplies, VeriFacts Automotive, the National Auto Body Council (NABC), the I-CAR Education Foundation and SkillsUSA. He is the founder of Mentors At Work and co-founder of the Collision Industry Foundation. He served, on a volunteer basis, as the SkillsUSA World Team Leader for the WorldSkills Championships from 2003 to 2011.

Mark R. Clark is the owner of Professional PBE Systems in Waterloo, Iowa; he is a well-known industry speaker and consultant. He is celebrating his 25th year as a contributing editor to BodyShop Business.

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Tech

Tips

By Karl Kirschenman

Intermittent Airbag Light Puts Lunch in Jeopardy ne Friday, I stop into my friend Mike’s shop to discuss going over to a deli for lunch. Instead, he drags me into the shop. I’m hungry and thinking this better be some exotic car if he’s jeopardizing our ability to get a table at the deli.

The Light Is On » The car is a 2009 Chevrolet Malibu. Not exactly exotic. Mike tells me, “The front fender was damaged, and no one was in the car.” The problem is that the airbag light is coming on intermittently. Mike has already spent four hours diagnosing the issue, and they can’t deliver the car with the light on. Did I mention it was Friday? Our lunch plans are now in serious jeopardy. Nothing is making sense with the codes. Safety systems were inactive at the time of the accident, and the repair was simply removing a fender and bolting on a new one. The customer informed Mike that this intermittent airbag light was not an issue before the accident. With a fresh set of eyes, I start going through the repair with Mike. We start by looking into the diagnostic trouble codes (DTC) again, one by one. First one, nothing. Second one, nothing. On the third DTC, we find a service campaign for the OCS systems. Ten minutes of research, and now we understand the root cause of this issue.

Lunch Is Back On » It turns out that this has been an issue with several GM makes and models going back 30

to 2005 and continuing into some 2012 models. The affected makes include: Buick, Cadillac, Chevrolet, GMC, Pontiac, Saturn, Hummer, Daewoo and Opel. When a GM customer complains about an intermittent airbag light on his or her dashboard, check for these DTCs being set: B0012, B0013, B0015, B0016, B0019, B0020, B0022, B0023, B0026, B0033, B0040, B0042 or B0044. It was B0022 that tipped Mike and me off to the problem. The codes may be set as current or in history in the sensing and diagnostic module (SDM). The issue involves examining the connector position assurance (CPA) retainer. And no, it has nothing to do with a certified public accountant. The offending retainer might be loose, missing or damaged at an airbag/SIR module electrical connector or at a deployment loop wiring harness electrical connector. Of course, before you touch any SIR component or even think of working on the SIR system, it must be disabled. Otherwise, you could be eating an airbag for lunch instead of a great deli sandwich.

OE Info to the Rescue » Speaking of great deli sandwiches, while Mike and I are at lunch, his top tech takes care of the problem. The tech tells Mike that, referring to the OE procedure and parts information, he quickly isolated the affected connector and noted that corrosion was the culprit. Mike’s parts supplier delivers the new re-

September 2013 | BodyShop Business

tainer pronto and the repair is completed in time for Mike to call the customer. I decide I’ll stop by again the next Friday to drag Mike out to lunch and see what other mysteries we can solve using the magic of OE repair information.

Note » This repair/service information is excerpted from information published by the vehicle manufacturer, and intended for the purpose of promoting OE collision repair information to trained, professional technicians with the knowledge, tools and equipment to do the job properly and safely. Before attempting any repairs described, refer to the complete article in ALLDATA Collision S3500. It is recommended that these procedures not be performed by “doit-yourselfers.” BSB Karl Kirschenman, ALLDATA collision product manager, holds a bachelor of science degree in communication. He has more than 10 years of experience in the collision industry. © 2013 ALLDATA LLC. All rights reserved. All technical information, images and specifications are from ALLDATA Collision S3500. ALLDATA is a registered trademark and ALLDATA Collision S3500 is a mark of ALLDATA LLC. Buick, Cadillac, Chevrolet, GMC, Pontiac, Saturn, Hummer, Daewoo and Opel are registered trademarks of General Motors. Kent Moore Tools is a registered trademark of SPX Corporation. All other marks are the property of their respective holders.

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Track Talk Best in the Business? You Could Win a Trip to NASCAR Champion’s Week Working in the automotive field is challenging and can be a thankless job at times. While you may feel unnoticed or underappreciated, MAHLE Clevite applauds the hard work, dedication and commitment you’re making to the engine building industry. “MAHLE Clevite wants to salute the hard work and commitment of the thousands of engine technicians around the country,” said Ted Hughes, marketing manager for MAHLE Clevite. “Sponsoring the Champion Technician contest is just one of many ways we want to roll out the red carpet for those who support us day in and day out.” The MAHLE Clevite Champion Technician contest recognizes the passion, talent and forward-thinking mindset of engine technicians and specialists by rewarding one expert who exemplifies a “champion” in every aspect. The winner will receive a VIP

trip to the 2013 NASCAR Sprint Cup Series Champion’s Week in Las Vegas. This once-in-a-lifetime NASCAR experience will include coach-class airfare for two to Las Vegas; a three-night hotel stay; a special meet-andgreet with a NASCAR personality; access to NASCAR Victory Lap, NASCAR After The Lap, the NASCAR Sprint Cup Series Awards Ceremony and the NMPA Myers Brothers Awards Luncheon. Winner of the 2012 MAHLE Clevite Champion Technician contest, Derek Martel, was selected based on his short essay submission that detailed his passion, experience and career accomplishments as a talented engine specialist. The Cumberland, R.I., native and current instructor at the New England Institute of Technology says it was an honor to receive the memorable trip to Las Vegas.

“The trip was absolutely amazing,” recalled Martel. “It’s something my wife and I will forever remember.” Earn your unforgettable experience by entering the contest today. To enter, nominees must have a minimum of five years of experience working with engines in a professional capacity. Engine technicians working as custom engine rebuilders; in an automotive machine or repair shop; as production engine rebuilders or race engine builders; or as instructors in an engine program are encouraged to enter. Don’t miss out on this exclusive experience. Visit championtechnician. mahleclevite.com now through Oct. 28, 2013, to nominate yourself or a colleague today.

Derek Martel, a talented engine specialist and instructor at the New England Institute of Technology, earned the 2012 MAHLE Clevite Champion Technician title – and a memorable trip to Las Vegas for NASCAR Champion’s Week.

Follow NASCAR Performance on Twitter and Facebook www.twitter.com/NASCARauto ■ www.facebook.com/NASCARPerformance

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News Chrysler Group LLC Commits to Exhibiting at ASRW Automotive Service and Repair Week (ASRW), which includes the International Autobody Congress & Exposition (NACE) and the Congress of Automotive Repair & Service (CARS), announced that Chrysler Group LLC, through its Mopar service, parts and customer-care brand, will exhibit at the 2013 event in the all-new OEM Rotunda area on the show floor. The Chrysler Group’s return to the show comes on the heels of Ford announcing its return to

ASRW. Chrysler and Ford will be joining ICAR in the OEM Rotunda. The OEM Rotunda is one of the newest additions to the ASRW show floor. Additional details and participants will be announced in the coming weeks. “We value the opportunity to meet face-to-

face with the automotive service/repair community and discuss Chrysler and Mopar’s role in service information, parts procurement and new vehicle technologies,” said Patrick Dougherty, vice president, Mopar Sales and Field Operations.

ASRW 2013 When: Thursday and Friday, Oct. 17-18, with education beginning Wednesday, Oct. 16 Where: Mandalay Bay Convention Center in Las Vegas. Website: www.asrwevents.com

ASRW to Address Electronic Parts Procurement and Certification Programs Automotive Service & Repair Week (ASRW) has announced two 90-minute panel discussions during ASRW/ NACE/CARS that will address electronic parts procurement and certification programs. “Understanding Today’s e-Commerce Parts Solutions” (WE10) takes place Wednesday, Oct. 16 at 10:30 a.m. “With the constantly changing e-commerce parts procurement and search engine environment, it is critical that collision repairers understand the impact to their business,” said Roger Wright, vice president of operations for Sterling Autobody Centers and moderator of the WE10 session. “Certification Programs – Are They For You?” (TH17, sponsored by Mopar) takes place Thursday, Oct. 17 at 3 p.m. “Certification is a term that is grossly overused, and more importantly, under-defined. This session should help attendees learn 34

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about the variety of certifications available so they can make the decision as to what works best for their businesses,” said Lou DiLisio, Automotive Industry Consulting Inc. and moderator of the TH17 session. Registration for ASRW is available online at www.asrwevents.com. Both sessions are included in the purchase of a Super Pass registration, which includes one ticket per time slot to the ASRW Conference Program, an Expo Pass to walk the show floor, one ticket to the Opening General Session/Industry Forum, one ticket to the Welcome Party and a 2013 commemorative pin. Sessions may also be purchased individually for $70 each. In addition, all ASRW exhibitors are offering a discount of $50 off any conference purchase, and attendees are encouraged to contact any exhibitor directly to redeem. The 2013 ASRW Conference Program is sponsored by the Alliance of Automobile Manufacturers.

ASRW Mobile App Available for Download Automotive Service and Repair Week (ASRW) has announced its new mobile app is now available for download, free of charge. The app is available for iPhone, Android and BlackBerry users and is sponsored by BASF. It can be found by searching “ASRW2013” in the app stores. Using the app, ASRW participants can quickly search the exhibitor list and access the floor plan in addition to searching all educational sessions and events taking place during the week. It is also integrated with registration, and provides users with an on-the-go method of accessing their records. Other features include a calendar, show alerts during ASRW, and social integration with Twitter and Facebook. In addition, users can access their hotel reservations and information on local restaurants and attractions in Las Vegas. “Based on feedback from last year, we’ve upgraded the technology used in our app to provide a better user experience for our attendees,” said ASRW Associate Show Manager Shelby Hausler. “There’s no better way to access all the critical information from the show website while you’re on the go or on site.”

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COVER STORY

By Hank Nunn ransitioning the family business from one generation to the next is common in the collision repair industry. One of my earliest consulting projects was to assist a family going through the transition. “Dad won’t leave! He was supposed to retire, and the place was supposed to be mine to run! But he still comes in every day and shoots down every new idea I have for improving the business!” lamented the daughter, the new shop owner. “Kids just don’t understand! I mean, I built this business and I know how it works. My daughter thinks we need new computers and fancy tools. She just doesn’t understand. Man, I’m supposed to retire on the income from this place, but the way she’s going, there won’t be anything left!” explained the “retired” former shop owner and father. Transitioning the business from one generation to the next doesn’t have to be filled with conflict. In fact, transitioning from one gener-

September 2013 | BodyShop Business

Transitioning a business from parents to kids is an emotional yet common occurrence in the collision repair industry. Planning now can save everyone a lot of headaches.

ation to the next is no different than transitioning to any other buyer such as an MSO or competitor. Well, there is one difference with a family business: you’ll still be family when the transition is over.

Plan Now » The key to a successful transition is to plan well ahead for the transfer of the business from current ownership to the next generation. The time to begin planning is now! Another early client of mine was a young woman who found herself the owner of the family mechanical repair shop. Her husband, who built and ran the business, passed away suddenly as the result of an accident. His wife, the mother of three young children, was suddenly the owner of a business she knew nothing about. Mrs. Smith’s car still had to go on Friday! Stuff happens. We need to plan for it. The father quoted above, when asked if he had any written procedures for the business, simply pointed to his head and proudly said, “I’ve got it all right here!”

I suggested that the first step in transitioning the business was to find a way to get those procedures detailing how the business works out of his head and onto paper. “It doesn’t need to be fancy,” I said. “You just need to outline who does what and how things work. Think of it this way: How do your kids run the business tomorrow if you die tonight?” “I’m not dying!” Pop said. “Well, you never know. Look at yourself! You drink too much, smoke too much and you’re overweight. It could happen tonight! All that stuff in your head will be inaccessible to your kids. It would actually be worse if you had a stroke or heart attack and survived. All of the information in your head will still be inaccessible, but the ongoing bills will be enormous!” He fired me on the spot. A week later, he called me back and we began the process of creating a transition plan. Every business owner needs a transition plan to make an orderly transition to family so that the owner may retire or to handle

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COVER STORY » Walking Away the unexpected event of catastrophic illness or death.

Create a Team » To create a solid transition plan, most will need to create a team. The team should be composed of your accountant, a transaction attorney, perhaps a consultant, and a good life and disability

insurance agent. Begin with the accountant, then build the rest of your team. But don’t wait – begin now. Why now? One answer is that you just never know when you’ll need to use your transition plan. Certainly, the young business owner and father had no idea he would pass away that day. The other answer

is that it’s cheaper earlier. Life and disability insurance will likely be funding tools in your transition plan. When you’re healthy in your 30s, those tools are inexpensive. But wait until you’re 60 and those tools will be expensive or not available at all.

Valuation » Once you have your team, the first step is to place a value on the business. There are many ways to value a business. Work with your accountant to determine what the business is worth. You may decide to hire a business appraiser to come up with a fair number. If the plan is to pass the business on to a child or other family member, you won’t need to spend a lot of money on this valuation. You just need a number that everyone will agree on. Remember, the manner in which the sale is written will have significant tax impacts. Keep your accountant in the loop to limit tax liability as you work through creating a transition plan. Get Your Books Straight » I have yet to review a shop’s financial statements without having some interesting questions such as, “Is that RV really a shop tool?” Go through your books, making sure that the P&L is accurate and the proper assets and liabilities are in the proper place on the balance sheet. Don’t forget Work In Process and Inventory, items which frequently aren’t accurately represented in shop financials. The P&L will form the basis for creating financial projections and “pro-forma” statements that will show how the kids will pay for the business later on. You really need clean financials on which you’ll base accurate projections.

Separate Real Estate from Business » Many shops carry the value of the real estate on the balance sheet as an asset. Separate the real estate from the business. Consider the real estate as a separate asset. Circle 38 for Reader Service

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COVER STORY » Walking Away

When asked if he had any written procedures for the business, Dad simply pointed to his head and proudly said, “I’ve got it all

right here!” Work with a commercial realtor to determine a fair market lease rate for the land and building. The business should be considered a tenant of the building and should pay the competitive lease rate to the ownership.

In many cases, the value of real estate is understated and the business isn’t paying a fair market rate for the space. I’ve seen businesses that have paid off the property and show no rent factor. That causes problems with the financials as

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the real estate value is understated on the balance sheet and the rent factor is understated on the profit and loss. In structuring a “happy family transition,” you can make good things happen by structuring agreements around real estate property lease payments. The tax hit may be significantly reduced by lowering the purchase price of the business and increasing the monthly lease payment on the real estate. Once again, work with your transition team to structure the best possible deal. This approach helps solve one of the biggest concerns that parents have in passing the business along to the kids: their retirement income will be coming from real estate lease payments, not the operation of the

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COVER STORY » Walking Away

I have yet to review a shop’s financial statements without having some interesting questions such as,

“Is that RV really a shop tool?”

business. If the kids drive the business into the ground or sell it, the lease payments will continue as the space can be rented to someone else.

Determine Roles » Deciding who does what is easier said than done. Who will continue to run the business

and who will need to come into the business to perform duties being performed by the person who’s leaving? While it may not be obvious to the kids, Dad performs many duties. He comes in at 6 a.m. and does “owner stuff” that may not be seen or appreciated. If he retires and leaves, who will do those things? If the answer is “I will!” then who will do the things you currently do?

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The business may need to hire someone to complete the duties currently being performed by the son/daughter who’s assuming the role of boss. This does not have to be complex. In the example earlier of the owner who carried everything in his head, the answer was to brainstorm among the family members to create an organizational chart of who does what on several flip chart pages. Those

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COVER STORY » Walking Away pages were consolidated into a few pages on a word processor. Soon, everyone knew who did what. Then, if someone isn’t available for any reason, that person’s duties can be reassigned to others.

Lessening Conflicts » Have you already transitioned the business or

are in the process of transitioning and want ideas to help lessen the conflict right now? This is the first step. Conduct some brainstorming sessions and define who does what, exactly. Then, when conflict arises, refer back to your agreements. Include a “mediation clause” in your “who does what” agreement as a

process to follow if there are business-related family disputes. Find an independent party to referee disputes. That person could be your accountant, a trusted friend with a good business head or a consultant. Just find someone who can listen to all sides of an issue, review and understand the financial impact of decisions, and offer a solution.

Forecast Accurately » Perform solid financial planning by creating pro-forma P&L’s and cash flow statements. The biggest problem in most business sales is the failure to accurately forecast the financial impact of the transition. For example, Dad agrees to sell the business to his two children for $500,000 and they’ll lease the building and property for $6,000 per month. Currently, the business pays $4,000 per month in rent. Since the buyers are the kids, Dad is not taking a down payment on the $500,000. Instead, he will accept a note for the $500,000 with a 25-year amortization, seven-year call at 6 percent. (That’s a $500,000 loan, amortized over 25 at 6 percent interest, balance due in seven years) Many will jump in, saying, “Sounds good! Let’s do it!” But someone needs to create pro forma P&Ls and cash flow statements with the new loan payment of $3,221.57 built in as an expense. Those same forecast statements need to show the rent at $6,000 per month plus annual adjustments. Lease payments typically are adjusted annually based on the Consumer Price Index (CPI). Figure a 3 percent annual increase in rent, so next year the rent will be $6,180. Leases typically include property taxes, which should be included in the financial planning as well as insurance expenses. Just considering the rent and loan payment, overhead is increased by $5,221.57 per month. At a 40 percent gross profit percentage, the business must generate an additional $13,539 in sales each month just to cover the Circle 44 for Reader Service

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COVER STORY » Walking Away overhead increase. Next year, the numbers will be bigger. How will those additional sales be generated?

Emotional issues » There is no denying the fact that a business sale is very emotional for the seller. Mom and Dad may have spent 40 years of their lives building the business,

and so selling that business to anyone is very emotional. Selling it to the kids is even more so! The solution is mutual respect and continued communication throughout the transition process. Kids: Understand that Mom and Dad have been coming to work at 6 a.m. for the past 40 years. They built

the company! The business is their baby and it’s impossible for them to just get up and go. It will take time! They’ll still be around. Seek their guidance and keep them involved as appropriate. They probably faced the same problem you’re facing today, so keep communications flowing. Mom, Dad: Respect the fact that the business has been passed along. Be ready with advice, when asked. Enjoy not having to go in every morning! Really enjoy the rent check. Go in if you really have to, but offer gentle guidance and understand that some of your greatest lessons were learned by making mistakes. The new owners deserve to learn the same way. Avoid saying, “I told you so” whenever possible. Many emotional issues can be avoided by one of my personal rules: “Never borrow from family.” In the example above, the kids should borrow the $500,000 from a bank or through an SBA loan. Yes, they’ll have to come up with the down payment, but the parents get their money and the debt is outside the family. If the business fails, the parents still have their money and the property to lease. Yes, tax issues must be considered, but avoid borrowing money from family! On a related issue, if any equipment is on a lease, rewrite the lease to the new owners. Don’t assume the existing lease. Do this to protect the seller. If Dad’s name is on the lease and the kids don’t make the lease payment or are habitually late, Dad’s credit is damaged, not the kids’ credit. So re-write the leases. Of course, work with your transition team to analyze the best structure for your transition. The key to dealing with most problems that arise with the business transition within a family is to maintain open and honest communication throughout the transition.

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COVER STORY » Walking Away tioning the business from the parents to the kids, but the same planning involved in the family transition is useful in overall succession planning. Your team should have discussions regarding other possible events, such as your untimely death. Or more likely, you’ll suffer some form of disability, which may require your

exit from the business for an extended period of time. In the case of the business owner who passed suddenly and left his wife as owner of a business she didn’t understand, a succession plan would have included sufficient life insurance to allow her to hire a qualified manager. He should have left

a “who does what” list so that the business could continue as she dealt with the devastation of losing her husband and returning to the work force on the same day. Don’t ignore the possibility of significant disability. Odds are we’ll be disabled before we die, so plan for that. This is an issue personally as well as for the business. How will the business continue for an indefinite period of time without you? You can’t expect the business to continue paying you a check while you’re out, so how will you pay your personal bills if disabled? Disability and “Key Man” insurance is readily available and affordable, if you buy it early. If you wait until you need it, it’s simply not available! Everyone should carry a private two-year disability income policy. Yes, Social Security has a disability benefit, but approval will probably take two years. Look at life insurance, disability insurance and “key man” insurance as tools in your succession planning tool box.

Summary » Transitioning a business from parents to kids is an emotional yet common occurrence in the collision repair industry. The process should be planned early and involve the work of a transition team composed of your attorney (transaction specialist is best), your accountant, a good insurance agent specializing in life and disability insurance, and key family members. During the transition, it’s critical to maintain open and honest communication and a focus on the numbers that drive the business. Determine a path to resolve conflicts before they arise, and find someone who can help mediate. With proper planning, the transition can work well for all involved. BSB Hank Nunn is a 37-year collision industry veteran. He may be reached at h_nunn@msn.com. Circle 48 for Reader Service

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TECHNICAL

Here, you can clearly see how tailor-welded blanks are made from different thicknesses of steel which are laser welded together. (All photos courtesy of I-CAR)

vehicle. We may not think it’s much, but in the world of manufacturing, any amount of excess is too much. When you add in the cost and energy to weld them together during assembly, it all adds up. Welding metal is also a corrosion issue to be considered by manufacturers. More on this can be found in the I-CAR CPS01 class.

Tailored Blanks » Now, we add

Can I Section Here? The increased use of tailored blanks and new metals have given new meaning to the age-old question, “Can I section here?” Doing it the old way could be dangerous. By Mitch Becker he most common question we ask ourselves and each other is, “Where can I section this?” Years ago, when the General Sectioning Guidelines established by the collision repair industry were still applicable to repairs, this question was answered fairly easily and effectively. This all changed when vehicle manufacturers started building vehicles to meet the new CAFE standards for fuel economy and the new crash test requirements (NHTSA) for safety. Saying, “Well, we did it this way before” or “We’ve always done it this way” becomes a very

dangerous way of repairing today’s vehicles. Looking up the vehicle manufacturers’ procedures and following them becomes critical. Guessing is no longer an option. Other concerns were also affecting the manufacturing of vehicles. If you work in the auto repair industry long enough, you’ll see a vehicle come in with corrosion. Corrosion can occur anywhere metal is exposed and water gets in to form oxidization. Many times, we see this corrosion where we have metal overlapping. This overlap, if compromised, can allow water to get in between layers. This overlapping also added weight to a

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in the need for increased strength, formability, crush predictability and the need to lower manufacturing costs. This brought about the increased use of tailored blanks. There are essentially three types of tailored blanks we will be referring to: 䡲 Tailor-welded blanks 䡲 Tailor-rolled blanks 䡲 Tailor-welded coils Tailor-welded blanks. Tailor-welded blanks are made from individual steel sheets of different thicknesses, strength and coatings, which are joined together by laser welding. The structural and crash performance of the vehicle body is dramatically improved since thicker or higher strength materials can be used in highly stressed areas, while thinner sheets or deep-drawing grades can be used in other areas. The cost of manufacturing stronger steels is reduced by using these expensive materials only where they’re needed. The use of tailored-welded blanks eliminates the need for additional reinforcements and overlapping joints in the body, saving material, eliminating operations and further reducing total weight. In this way, tailored products are a significant enabler to meet specified CAFE targets. Reducing the weight of a vehicle

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ADVERTORIAL

Saab Automobile Parts North America “Saab OE parts ARE available!” ast fall, after Hurricane Sandy hit the northeast, Peter Vincent, parts manager for Charles River Saab in Boston had to fix some damage to the hood of his wife’s Saab 9-5. He decided to see if he could save a few dollars and called a local salvage yard. To his surprise, the salvage yard wanted a premium for a used hood, and the price was significantly more than that of a new one! When he told the gentleman he could buy new OE cheaper, the salvage yard insisted he couldn’t and held the high price. Peter passed, knowing that OE Saab parts are readily available here in North America. Peter ’s experience is not unique. Many questions and misperceptions remain about the availability of Saab parts, due to the unfortunate bankruptcy of Saab Automobile AB in Sweden in December of 2011 and Saab Cars North America soon after. North America is the largest market for Saab with over 500,000 units in operation. However there is no need to be concerned about Saab parts availability.

About Saab Automobile Parts North America » Saab Automobile Parts North America (SPNA) was formed to ensure that Saab OE parts are readily available here. In June 2012, SPNA purchased the remaining parts inventory from the Saab Cars North America bankruptcy estate and began operations in North America.

The first order of business for the company was to restart the flow of parts to the market. Availability was admittedly tough in the first month of operations, but the availability is back to historic high levels, ensuring Saab Genuine Parts and Accessories are available to Saab owners and the service network. “Saab Cars North America was in bankruptcy so they couldn’t replenish their inventory for 6 months. “ Said Tim

Colbeck, CEO of SPNA. “Once we began operations, we immediately began bringing in parts and by end of summer 2012 we had returned availability to normal levels, including a huge order of sheet metal and collision parts.” Availability is now up to 95% and improving. Unfortunately those lean months last year made an impression. “We have an awareness issue right now,” Said Colbeck, “There are still a lot of people who think Saab OE parts are no longer available”.

With Genuine Saab Parts, forever is a real possibility. Your source for Genuine Saab Parts is open for business. And there’s nothing Saab owners value more than the real thing. Call us for immediate attention at 800.458.7287.

Ownership » SPNA is a subsidiary of Saab Automobile Parts AB, a global spare parts and logistics company, headquartered in Sweden. The company is wholly owned by the Swedish government where it has been placed with the Ministry of Finance which currently runs about 36 companies out of the 55 companies entirely or partly owned by the Swedish government. The Swedish government is committed to being a stable owner and developing the company further.

Products and Services » Founded to ensure Saab owners are supported with Genuine Parts, Accessories, Technical Support and Repair Service for years to come, SPNA is the exclusive authorized distributor to the North American market of the full line of Genuine Saab Parts and Accessories. In addition, we are the exclusive provider of Genuine Saab Service through our network of Saab Official Service and Parts Centers.

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ADVERTORIAL Parts Warranty » SPNA offers industry leading limited warranty coverage for a term of 24 months/24,000 miles*. This coverage is standard on all Saab Genuine Parts and Accessories we sell. “Our industry leading limited warranty coverage on parts is an important addition to the products and services offered to Saab owners and only available through the Saab Service Network,” said Tim Colbeck, President and CEO of SPNA. “With 24 months and 24,000 miles of coverage on genuine replacement parts, there is a compelling reason to use Saab OE Parts and Service versus aftermarket imitations. No aftermarket parts or service supplier

has Saab OE parts quality nor stands behind Saab parts like we do. “We want to make sure everyone knows there is a Saab OE option for all repairs. There’s no reason to unnecessarily total a Saab or to pay a premium for salvage parts,” Said Colbeck.

Network » SPNA had established a network of parts and service centers throughout North America, many of whom are former Saab dealers. The company continues to expand the service network, adding Saab Official Service Centers where needed to serve Saab owners; the network now totals 184. A

recent addition to the network is a west coast parts distribution partner, to improve availability of Saab parts in the important California market. The network distributes Saab OE parts to independent repair facilities and also to collision centers. There’s an Official Parts and Service Center locator on saabparts.com and a Parts Help Line, which operates from the our 153,000 square foot parts distribution center in Allentown, PA, available to answer questions about availability, application and where to buy parts at 1-800-458-7287. Interested in becoming a Saab Official Service Center? We encourage you to contact us via email at SaabOSC@SaabPNA.com.

Partnerships » The company has launched several strategic initiatives and partnerships in its first year of operations, which further support Saab owners and the repair network. The Saab Secure Program supports model year and ‘10 and ‘11 Saab owners with up to 70,000 miles, a menu of Saab Secure vehicle service contracts that provide extended coverage levels and terms at affordable prices. The Program is administered in partnership with Pablo Creek Services, Inc. an Allstate company. A partnership with Tire Rack established the Saab Tire Center. Not only are OSCs able to purchase tires and wheels to service their valued Saab customers, but any other vehicle makes and models they service. Over 10,000 tires under 18 brands and 48 wheel brands with over 800 wheels are available, in most cases next day to most markets. Once again, SPNA leads the way with the most aggressive tire and wheel pricing available in the industry! SPNAs most recent partner agreement, with ExxonMobil, provides U.S. Saab Official Service Centers the opportunity to participate in a National Account Oil Program. OSCs can now benefit from the pricing and support a national program provides. A focused lubricant product portfolio paired with an aggressive pricing structure provides OSCs and their customers the most comprehensive line of lubricant products at market competitive prices. “The company has built an infrastructure for the future. It’s great that we have been able to announce programs and partnerships that provide added support to Saab owners and the Saab service network. We want to keep Saab cars and owners on the road well into the future” Colbeck concluded. 䡲 www.bodyshopbusiness.com 53

TECHNICAL » Can I Section Here? by 25 percent results in a 20 percent reduction in fuel consumption. Repair issues: Many think the laser weld is a section joint. This is not necessarily true. Although possible for some manufacturers, it’s difficult in the field to line up correctly and weld two different thickness and strengths of steel. The heat

affect zone and corrosion could or would be an issue. Sectioning, if allowed, would be either forward or toward the rear of the laser weld. Vehicle manufacturers are very specific on where a section may be done. In the absence of any repair guidelines, sectioning is not an option and you should replace the part. More

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information can be found in the ICAR SPS01 and SPS02 classes along with SPS07. Tailor-rolled blanks. Tailor-rolled blanks are made from individual steel sheets. During manufacturing, the metal thickness is changed continuously during manufacturing. The steel has a continuous smooth surface flow with an almost invisible change in thickness. Because it is so imperceptible, a part could change thickness or strength many times over a short length. There are no overlaps or welds to identify any changes in strength or design. Once the part is stamped, these changes become the areas of transition of energy transfer to absorption or vice versa. The stamping process also makes it hard to know where transitions are. Hot stamping or cold stamping or any forming process changes the steel strength and alters the ability to absorb energy. This continuously variable wall thickness can reduce weight by 20 percent per part. The need for overlap also helps corrosion control. Repair issues: The transitions are difficult if not impossible to detect. Sectioning in the wrong area could be disastrous in an ensuing collision. Heat from the repair process could change the steel’s structure. Section only where procedures allow. If no procedures are available, replace the part. More information can be found in the SPS01 and SPS02 classes along with SPS07. Tailor-welded coils. Tailor-welded coils use the same principle as tailor-welded blanks. The process allows for multiple thicknesses to be welded together, then stamped. Parts that have multiple laser welds may have been stamped together. The cost savings of manufacturing and the reduction in reinforcements and multi-layers of metal make this a great option. The weight savings is a large advantage to this process. Repair issues: Laser welds are not sectioning joints. They’re similar to tailor-welded blanks.

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TECHNICAL » Can I Section Here? of steel they’re working with. The procedures for repair on that strength of steel should also be noted. If the steel is repairable, then check to see if there is a procedure for that particular part. If the procedure is able to correct the damage, then proceed. If the damage exceeds the section location or there is no sectioning procedure available, replace the part. General sectioning guidelines and the “kink vs. bend” rule are still applicable on some older vehicles. Newer vehicles require more dili-

The yellow line indicates the difference in thickness of steel.

Be Diligent » On newer vehicles, the question, “Where can I section?” becomes an exercise. First, a person must look up what type or strength

gence to be sure the repair is done right. As our industry evolves, training becomes critical to repairs being done correctly. Training also becomes necessary to write an estimate and be paid correctly. Not using resources that provide OE recommendations could be seriously bad for business. BSB Mitch Becker is a technical instructor for ABRA Auto Body & Glass. Contact him at (763) 585-6411 or mbecker@abraauto.com.

Advantages of Tailored Blanks 1. Lower vehicle weight 2. Reduced part costs 3. Improved crash performance 4. Less cost to manufacturers due to part consolidation 5. Improved corrosion control due to elimination of overlapping joints and welds

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TECHNICAL » Blending Clearcoat

Blending Clear Into the Factory Clearcoat This technique should help you avoid a clear line or halo coming back to haunt you. By Tom Ferry

here are many reasons you need to know how to blend your clearcoat into the factory clearcoat. I don’t really need to go into more than one example as you professional painters know the rest, but I do need to tell you how to do it properly so a clear line or halo never come back to haunt you.

No Break Line » Painting a quarter panel on some cars that don’t have a break line is the classic reason why you need to know how to do this. You need to blend into the sail panel, otherwise you have to clear the entire roof and

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The area to blend is prepped beyond the silver basecoat by buffing and waxing and degreasing it.

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TECHNICAL Âť Blending Clearcoat

Panel with protective paper in place to guard against overspray from sealer.

This area was prepped with 1500 grit and is ready to blend.

Hereâ&#x20AC;&#x2122;s the panel ready to clear after adhesion promoter has been applied.

the opposite quarter panel. The trick is to soften up the factory clear enough to actually melt the two together. I do this by using slow reducer. The photos in this article show a job I just did where I used this technique. I first prepped the area to blend beyond my silver basecoat by buffing it, then wax and degreasing

it. I used some orange tape so you could more easily see when and where I applied a coat of very thin slow reducer with 5 percent catalyzed clearcoat added to it. Your first pass of clear goes up to the first orange tape line and covers the silver basecoat. This is when you put on your first coat of slow reducer and

let it dry off. Before you put your next clearcoat on, you put on a coat of slow reducer mixed with 5 percent top clear. Let it dry for five minutes, then put on your second coat of clear up to the next orange line. I start at the front door and end at the back of the panels. Then, I melt my line with another coat of reducer.

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TECHNICAL » Blending Clearcoat I immediately go for my third wet on wet coat of final clear up to the next orange line and finish off with reducer. After prepping the area to be blended, I masked off the blend area so no silver overspray would travel more than a couple inches up my blend hoop. Then, I applied my first coat of clear over the entire job

after getting my silver base evened out and baked.

After the First Coat » After applying my first coat of clear, I took off my base overspray paper. Then, after tack time, I shot a coat of slow reducer over my first clear edge that went a couple inches beyond my silver base. This orange tape shows you when and where I applied a coat of very thin slow reducer with 5 percent catalyzed clearcoat added to it.

Before I shot my second coat of clear, I went over the edge of my first clearcoat with the reducer, then shot my second coat of clear going up to the third orange tape line and shot another coat of reducer over that. The cumulative effect of doing this after each clearcoat and before the next is what really softens up your factory clear and makes the two become fused together as one. I do a double wetcoat on my second clearcoat and then finish off my edge with reducer again. You have to be really careful with the reducer as it’s easy to run. But after it’s done, you pull your edgeblending tape, put your finest coat of reducer over that and then bake. After it’s all baked, wait for a day and then just buff with a foam pad and presto! It looks great, you’ve bonded the two together and I doubt you’ll have any problems down the road. This whole process can be used anywhere on a vehicle. I just did a Mustang hood and just blended the tops of the fenders. This technique saves a lot of materials and time, and since the insurance companies only give you half time anyway, this is good. I have been doing this for some time and have never had a problem with clear delaminating from the clear blend. BSB Tom Ferry is the head painter at Ketchikan Autobody and Glass in Ketchikan, Alaska. He can be reached at tomferry@gci.net. Circle 62 for Reader Service

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SHOW PREVIEW ice & Repair Week at the official welcome party! This year, for the first time ever, the festivities will take place on the show floor immediately after the show closes on Thursday, Oct. 17. This is your opportunity to mix and mingle with attendees and exhibitors as ASRW celebrates another year. This event is complimentary and open to all exhibitors and attendees.

The Assembly » ASRW will once

All Bets Are On NACE returns to Las Vegas with a more concentrated educational program and exposition that is as sure a bet as you can make if you want to raise your business to new levels. By Jason Stahl and Gina Kuzmick dmit it. You miss Las Vegas. The bright lights, the chance to become a millionaire, the shows and the excitement. After taking the International Autobody Congress & Exposition (NACE)

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to different cities over the last couple years (Orlando and New Orleans) due to attendee feedback, organizers have brought the show back to the bright lights of Sin City.

Welcome Party » You’re cordially invited to kick off Automotive Serv-

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again hold the Auto Body Repairers Assembly for the second time. It’s a free event that’s strictly limited to qualified collision repairers and will take place on Oct. 16 from 5 p.m. to 7 p.m. The Assembly was created in 2012 as an inaugural event and hosted by ASA/NACE as a natural extension of the activities that take place during ASRW. It not only provides an outlet for repairers to discuss operational issues and challenges, but also creates solutions through engagement of other key industry professionals. Repairers and repair organizations are encouraged to bring their issues to the Assembly and share their opinions. The format is designed to funnel the issues and opinions into resolutions, action items and direct feedback depending upon the issue. The “repairer only” aspect is a central theme and driving force for this event. To gain entry to the meeting, attendees must be verified collision repair professionals – a shop owner, manager, employee or official representative of a repair business. No exceptions will be allowed, and no one else will be permitted to attend the meeting (including other ASRW attendees, exhibitors and press).

Education » The ASRW Conference Program provides 90-minute sessions over three days, featuring more than 100 hours of training and education. It’s divided into two distinct tracks: management and technical.

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SHOW PREVIEW » All Bets Are On Some of the management topics include: 䡲 Using Your CSI to Improve Business in the Social Media Age 䡲 Putting Customers in the Driver’s Seat: Self-Service in the New Era of Collision Repair 䡲 Financial Best Practices 䡲 Simple Cycle Time Solutions Some of the technical topics include: 䡲 Introduction and Challenges to Advanced High-Strength Steel Repairability 䡲 Identifying and Correcting Structural Damage 䡲 Compressed Air Requirements for Body Shops In addition, sessions are presented specifically for collision repair professionals and mechanical service/

MSO Symposium Open to Single-Store Owners This Year! ince starting the MSO Symposium three years ago, its popularity has been on an upward climb. You might say it has kept pace with the accelerating consolidation of the industry. And what a hot topic! Little consolidators want to know how they can compete with big consolidators, big consolidators want to know how they can get bigger and single-store independents want to know if expansion should be a part of their future. This year’s event will be held Wednesday, Oct. 16 at the Mandalay Bay Convention Center in Las Vegas. Attendance will again be limited to qualified collision repair multiple-location operators (MSOs) with two or more locations. New this year, however, is that the symposium will open 75 seats on a firstcome, first-serve basis to single-shop collision repair owners interested in expanding their businesses. Registration is open, and the fee to attend is $200/$250 after Aug. 22. Group-rate registrations are also available for repair organizations with multiple executives who wish to attend.

repair professionals or are labeled applicable to both collision and mechanical attendees. ASRW

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also offers Add-On Education including course offerings from I-CAR and PCI.

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SHOW PREVIEW » All Bets Are On

What’s Happening Michael Jackson ONE Experience the Prince of Pop like never before in this spectacular musical performance. Watch as 63 dancers and acrobatic stars tell an entertaining story through hits such as “Beat It,” “Thriller” and “Smooth Criminal.”

David Copperfield Prepare to be mesmerized by the most successful magician in history. After witnessing illusions such as levitation and disappearing acts, you’ll leave the performance feeling amazed and – most likely – confused as to how he did it all. Oct. 16-19 at MGM Grand Hotel and Casino

Oct. 16-20 at Mandalay Bay

Jim Belushi & The Chicago Board of Comedy Saturday Night Live and According to Jim funnyman Jim Belushi takes the stage alongside an all-star improv troupe for two nights of comedy. This hilarious cast is sure to leave you in stitches with their quick-witted, on-the-spot acting. Oct. 18-19 at The Sands Showroom at The Venetian

Jimmy Buffet Get whisked away to paradise (cheeseburger not included) with the laid-back island sounds of Jimmy Buffet. While a trip to Margaritaville is always a good time, we just hope it doesn’t cause you to miss your flight home.

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Oct. 19 at MGM Grand Hotel and Casino

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The Beatles LOVE Cirque du Soleil brings the legendary music of The Beatles to life. Meet characters from famed tunes such as Sgt. Pepper, The Walrus and Eleanor Rigby and prepare to be entranced by a stunning, energetic performance of aerial stunts and vibrant dance. Oct. 17-20 at The Mirage

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With NACE, SEMA and AAPEX just around the corner, you’re probably getting the itch to start spending money on equipment and products. Let the fun begin! The BodyShop Business NACE-SEMA-AAPEX Booth Previews 2013 is packed full of potential purchases. If something in this paid-for sampling of products and services catches your attention, you can get more information by visiting the company’s booth at NACE (Oct. 16-18), SEMA (Nov. 5-8) or AAPEX (Nov. 5-7). If you won’t be attending any of these shows, fill out the Reader Service card found in this issue between pages 36 and 37 and drop it in the mail. Kaeser To Showcase AirCenter At NACE 2013 Kaeser Compressors, Inc. will have the AirCenter on display at the upcoming NACE show in Las Vegas. The AirCenter is a packaged compressed air system with a Sigma rotary screw compressor, refrigerated air dryer, and optional filter – all compactly mounted on a receiver tank. The small footprint and super-quiet operation lets you place the system almost anywhere, while the energy efficiency, easy maintenance and Kaeser durability offer the lowest possible life cycle cost. Simply connect the power and air-line, and you have a fully operational compressed air system. AirCenters are available in simplex or duplex compressor configurations with size ranges from 3 to 30 hp and working pressures available from 80 to 217

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psig. The duplex configuration offers added energy efficiency by running only the compressor(s) needed to meet the current demand. All Kaeser Compressors come with the support from our factory-trained technicians and compressed air system experts. Whether your concern is air quality, reducing shop noise or reducing time spent on maintenance, Kaeser products help increase quality, efficiency and productivity. Kaeser knows that today’s automotive facilities have high standards, and with the rising cost of labor, tools, paint and other materials, re-work is expensive. Dry, clean compressed air at a stable system pressure is essential for high-quality results, and with a Kaeser that’s what you get. For more information on the Kaeser AirCenter, visit www.kaeser.com/aircenter or visit us at Booth 1148 to see and hear the AirCenter running!

BASF Launches Low VOC Solventborne Basecoat System Fast-dry solution delivers quality solutions, better throughput BASF’s new, low volatile organic compound (VOC), fast-dry, solventborne basecoat system, the ONYX™ HD Low VOC Productive System, offers a new way to comply with regulations, without compromising productivity or quality. The new system produces low VOC waterborne or solventborne basecoats – the only system currently on the market with these options. The benefits and performance are similar to national rule solventborne basecoat systems, and meets all VOC regulations across North America.

ONYX is easy to spray, offers enhanced de-nibbing, and dries quickly under common humidity and temperature conditions, compared to other systems. Collision repair centers testing the system report decreases in drying times, improved cycle time and increased profits. “This new system is a unique basecoat that offers customers options they’ve never had before,” said Antonio Leandres, Market Segment Manager for BASF’s Automotive Refinish business in North America. “A low-VOC solution that dries quickly, saves energy, has excellent hiding capabilities, offers easy application and excellent color matching is something that is beneficial and groundbreaking in the refinish market.”

To learn more, visit www.basfrefinish.com/onyx-sb or stop by NACE Booth 1535.

Clean, Dry And Heated Atomizing Air From Your Existing Air Compressor Cleaning, drying and heating the atomizing air from your existing compressed air source can be accomplished with The Solution by Martech Services Company. According to Tom Wright, Director of Sales and Marketing, when placed near the point of use, The Solution will work with the existing compressed air source. The fourstage filtration is outfitted with an automatic moisture discharger. Then, the clean air is further filtered to remove moisture content for super dry air. A controller with digital outputs allows users to set the temperature of the atomizing air up to 165 degrees F. The Solution is

shipped complete with a 3/8” ID x 35-foot spray air hose. “With the advent of waterborne paints becoming mandated by government agencies, the need for this type and quality of atomizing air is crucial,” says Wright. The Solution is a complete compressed air system designed to clean, dry and heat the atomizing air for today’s spray paint requirements. It’s easy to use, simple to install and affordable to maintain. The Solution is the result of years of experience and testing to bring to the market and is The Solution to today’s needs for atomizing air that works well with both waterborne and solvent-based paint systems. For more information on The Solution, contact Martech Services Company by calling (800) 831-1525. SEMA Booth 11416

Valspar Automotive For more than 100 years, automotive professionals around the world have relied on Valspar's refinishing products to bring new life to old surfaces. From the lab to the body shop, we are on the cutting edge of low VOC and waterborne technology. Our products’ performance, application engineering and operational excellence make Valspar the partner you need at your side as you take your shop to the next level. For more information, visit www.valsparauto.com Visit us at SEMA Booth 23513.

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Booth Previews Axalta Coating Systems Axalta Coating Systems is a leading global provider of liquid and powder coatings to automotive, transportation and general industrial. Axalta Coating Systems, formerly DuPont Performance Coatings, will continue to build on more than 145 years of experience in the coatings industry. Exhibiting at NACE Booth 1125, Axalta will feature its strong portfolio of brands — Cromax®, Spies Hecker® and Standox®. The booth will also feature the ProfitNet™ management system and the latest in color tools. In addition to exhibiting, Axalta will be a sponsor of the MSO Symposium on Wednesday, the Opening General Session and Industry Forum on Thursday morning, and two conference sessions. Axalta Coating Systems 4417 Lancaster Pike • BMP21 / 1120 Wilmington, DE 19806 • USA

UniCure ZAPPER 3006 The UniCure Zapper 3006 is a downdraft side-exhaust spraybooth that comes standard with a full paint and curing system, tri-fold product doors with large windows, a personnel door with a large window and (14) four-tube light fixtures. This booth is constructed of 3” Rockwool insulated double panels and is powder-coated white inside and out. UniCure can also custom build to meet your specific needs. With premium quality, superior features and more than 32 years in business, UniCure has the products and support that your business expects. For more information about our complete product line, visit www.spraybooths.com or call (800) 868-3033.

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Company Contact Info: 1-855-6-AXALTA (292582) www.axaltacoatingsystems.com

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»| Industry Update |« CIC continued from pg. 20 now, this committee has been asked, at least by individuals of this body, that we need to have a very serious discussion about the entry to market – that free market competition – and it keeps being avoided, frankly. So I think the committee may view that [the matrix] was the charge to go down this road, but there is an obvious avoidance of the very real discussion about that free market and how these [parts procurement programs] are coming to market. I think we need to have that discussion before we take the stance of, well, they’re here and they’re expanding, so let’s just ask how they work instead of discussing why we’re seeing some of the things we’re seeing. “To be honest, we’ve seen sales pitches on particular programs and yes, there were some opportunities to respond and ask questions, but

we’ve never had an actual industry discussion via this panel or CIC at all about this issue. I think the committee is missing the boat.” Tim Adelmann, executive vice president of ABRA Auto Body & Glass, took issue with one of the questions on the survey on whether repairers agree or disagree that parts procurement tools are here to stay. “I think the question needs to be, does the system interface with multiple management systems? Also, are the parts procurement tools realtime? In other words, do I have to write an estimate and ship it off to various suppliers, only to get information back that is the most cost effective to rewrite the repair plan? Those steps don’t add any value to the process and slow the whole repair process and customer experience down.” Chris Northup, co-chair of the

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committee, said the issue is complex and sensitive and believes the industry deserves a “drill-down,” which is one of the committee’s objectives. “We just have to make sure we have all the constituents fairly represented and make sure it’s not a commercial platform for any one entity but a fair and open platform,” said Northup. “We all want to support a free market system and choice, but we have to table-set or level-set this discussion so we keep it in the framework and objectives of CIC.” After a vote from meeting attendees, CIC Chairman George Avery concluded that a panel discussion should be held at the upcoming November CIC at the SEMA Show before the committee moves ahead to build the matrix. But he advised the committee to continue with their work and have more information at their disposal for the next CIC.

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»| Industry Update |«

National I-CAR Announces Winners of Annual I-CAR Awards -CAR has announced the winners of its annual I-CAR Awards. The Russ Verona Memorial Award, which honors a business that has actively promoted training and a positive image for the industry, went to Oakland Auto Body of Oakland, Calif., owned by Ron Vincenzi. Oakland Auto Body, a family operation that has been in business for 50 years, has held I-CAR’s Gold Class designation for more than eight years and has served as an I-CAR training location for more than a decade. Vincenzi also serves on I-CAR’s Regional Repairers Advisory Council, and he has also con-

tributed to the industry as a member of the California Autobody Association, the Society of Collision Repair Specialists, the AAA NCNU Insurance Advisory Board and as the co-chair of the Collision Industry Conference’s Insurance Relations Committee. The Jeff Silver Award, which honors an individual whose passion for training and professional growth bolsters the industry’s positive image, went to Mike Loy of Lewisburg, Ohio. Loy has been committed to enhancing his own skills as a longtime Platinum individual in the I-CAR Professional

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Development Program and as a former winner of the Snap On/ASE Master Collision Repair & Refinish Technician of the Year Award. As an I-CAR instructor, he has served as a member and chair of I-CAR’s National Instructor Board, has taught more than 80 different ICAR classes and has been the ICAR lead instructor in Ohio for many years. He also works in a third-generation family business that he now owns, yet still managed to teach more than 1,000 I-CAR students in classes locally and across the nation last year. At the ceremony, I-CAR Chair William Brower also presented the Chairman’s Award to Tom Moreland, North American strategic sales manager and industry relations manager for AkzoNobel Automotive & Aerospace Coatings Americas.

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»| Industry Update |«

SCRS Adds Specific Tracks to RDE Content at SEMA Show he Society of Collision Repair Specialists (SCRS) announced that it has enhanced this year’s Repairer Driven Education (RDE) program by adding three designated tracks designed to help those repairers who have a particular focus attend a series of courses that speak to that focus. All RDE courses can be purchased a la carte, based on attendee interests, but the tracks are designed to help those with a particular focus attend a series of course selections that all speak to a purpose. The three tracks are: 䡲 Understanding Your Business: This track is designed to provide thorough training around fundamental components of running a successful collision repair business. The topics extend through estimating and blueprinting, workflow and cycle time impact, profit center management, marketing and online reputation management. 䡲 Enhancing Your Business: This category focuses on business development and improvement such as production techniques, office efficiency, processes and documentation, creating a turn-key business, mechanization, automation, equipment and systems. This track is for attendees who want to target specific customer bases or types of work, increase their ability to get paid for necessary operations, and be prepared for current and future technologies they’re going to need in their repair businesses. 䡲 Positioning Your Business: Most business owners today are asking themselves one of two questions: how do I compete, or how do I sell my shop for the most value?

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»| Industry Update |« This category is going to present solutions to both. It includes focused strategies for competing against consolidation, growth strategies, preparation on how to sell your business or purchase your competitor, and how to make your business as valuable as possible, whether you plan to continue to operate it or market it to others. It includes a glimpse into future technology trends as well as potential business trends based on varying market shifts. Since RDE first premiered at the SEMA Show in 2010, SCRS has used the forum to present the industry with education that it says speaks to the heart of issues faced in today’s collision repair businesses. The education program is presented each day of the SEMA

Show and features some of the industry’s most respected subject matter experts. “Our single greatest objective since day one has been to deliver education which provides tangible information which can be immediately implemented when our attendees return home to their businesses,” said Ron Reichen, SCRS chairman. “In essence, we seek out subject matter that is welldelivered and relevant to what repairers want, and need, to know. We want topics that are so relevant and urgent to the changing landscape of the industry, they simply can’t af-

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ford to not attend. In my opinion, no other venue provides as much value and opportunity aimed at improving collision repair business and profitability as the SEMA Show does.” Added SCRS Executive Director Aaron Schulenburg, “The track program was actually a proposal from one of our previous attendees. It was suggested that with so many education options in our program, they wished there was a way to determine which selections therein spoke most to what they were looking to gain. It is really important to us to use attendee input and feedback as a primary driver for program development, and it made so much sense to create sub-categories in the manner suggested.”

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»| Industry Update |« New Ford Workshop Manuals Feature More

Collision Repair Sections, 3-D Graphics Ford Motor Company has begun rolling out new-and-improved workshop manuals, including more sections for collision repair procedures, new 3-D graphics and the addition of a feature that allows repairers to view two procedures at the same time. The enhanced treatment of collision repair procedures means the old body repair section (501-35) has been expanded to seven sections covering the following specific areas: body repairs (general and vehicle-specific information); front-end sheet metal repairs; roof sheet metal repairs; side-panel sheet metal repairs; rear-end sheet metal repairs; and paint (general information).

Along with the new collision sections, the standard graphic line-art has been replaced with advanced 3-D renderings, giving repairers a far superior look at important vehicle details. A new “window-within-a-window” feature has been added as well, letting repairers view two separate but related procedures simultaneously. This also allows for direct links to the applicable wiring diagram cell or connector location when performing pinpoint tests. Gerry Bonanni, Ford’s senior damageability engineer, has long advocated the need to research the repair procedure before any work is done, and believes the revamped manuals can help that process.

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“As more and more advanced materials and metals are used in vehicle construction, researching the repair will only grow in importance, and we think these improvements will allow repairers to do a more thorough job,” says Bonanni. Additional enhancements include a new service information section with safety warnings, a symbols glossary, diagnostic methods and explanations of the various colors used in the graphics and illustrations throughout the manuals, and better indexing than previous versions. The redesigned format is being used on manuals worldwide as part of an effort to globalize Ford’s official repair procedures and information. So far, the new manuals have been released for the following vehicles:

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»| Industry Update |« 䡲 2013 Fiesta 䡲 2013 C-MAX/C-MAX Energi Plug-in Hybrid 䡲 2013 Fusion/Fusion Hybrid 䡲 2013 Focus/Focus Electric 䡲 2013 Lincoln MKZ/MKZ Hybrid Manuals for the upcoming 2014 Escape, Transit and Transit Connect will also employ the new format and features, while those for all other vehicles will be updated as the vehicles undergo significant revisions. Direct questions on any Ford Motor Company body repair procedure to Gerry Bonanni at (313) 317-9000 or gbonanni@ford.com or the Ford Collision Parts Hotline at cphelp@ford.com.

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Polk reported that the average age of all light vehicles on the road now stands at a record high of 11.4 years, based on a review of more than 247 million U.S. car and light truck registrations earlier this year. For passenger cars, the average age met a record high at 11.4 years, while the average age of light trucks also increased to a record 11.3 years. Polk found that the volume of 6- to 11-year-old vehicles also is declining, while the group of vehicles older than 12 years is on the rise. Polk recently developed a new forecast for vehicles in operation (VIO) through 2018. With the rebound in new vehicle registrations, Polk is forecasting the total VIO to grow five percent to more than 260 million vehicles by 2018. During the past five years, the 6- to 11-year-old segment grew marginally, and vehicles more than 12 years old increased by more than 20 percent. However, Polk expects the 6- to 11year-old vehicle segment to shrink by more than 20 percent and the 12-plus year old segment to grow at a rate almost half of the prior five-year period.

»| Industry Update |«

Corporate Ameri-Cure Inc. Named

Distributor for PreFab Ads PreFab Ads, a supplier of pre-made advertising materials for collision repair shops, has selected Ameri-Cure Inc. of Gilbert, Ariz., as a distributor. While not generally exclusive, Ameri-Cure will be the only spraybooth company authorized to distribute PreFab Ads products in the U.S. “Having seasoned professionals like the AmeriCure sales team representing us in the field will free me up to focus on providing even more creative advertising solutions to our existing and future customers,” said Chuck Jessen, founder of PreFab Ads. Added Ron Fraley, national sales manager for

Ameri-Cure, “AmeriCure Inc. is proud to be associated with PreFab Ads and is looking forward to a robust relationship. Adding PreFab Ads to our program is consistent with our intent of providing our customers the best return on investment by providing them the opportunity to utilize PreFab Ads’ extensive and impressive array of commercials and media products to bring more customers to their door. When coupled with our spraybooth products, our customers will also be able to develop increasing awareness and brand strength to their collision centers in their markets.”

Axalta Coating Systems Invests $5 Million in Coatings Polymer Research Axalta Coating Systems has invested $5 million in a new pilot reactor that has begun operations to support coatings polymer research and scale-up activities at its Coatings Technology Center (CTC) in Wilmington, Del. The reactor system is coupled with a complete process automation and control system to enable precise control of ingredient amounts and critical process conditions such as temperature and pressure. The expansion will enhance product development capabilities and accelerate the manufacture and introduction of the next generation of polymers that offer improved performance properties to meet customer expectations. The polymers produced from the pilot reactor can be used for both traditional solvent-based and more environmentally friendly water-based coating products. Circle 85 for Reader Service

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“Coatings are about appearance and performance,” said Axalta Chairman and CEO Charles Shaver. “Our goal is to provide our customers with the best possible coatings, ones that will cure faster, adhere better, offer the latest colors and be more durable than any others on the market.” The company says the new pilot reactor is a key component in the advancement of a variety of polymer technologies to support innovative coating development. Also known as a semi-works facility, the pilot reactor is a small scale manufacturing system that allows new polymer formulations to be produced in a way that fully mimics full scale production. “Our reactor in Wilmington will enable us to manufacture and test new polymer concepts quickly with lower cycle times and bring them to market faster than before,” said Panos Kordomenos, senior vice president for research and development at Axalta.

Lancer Insurance Named to Ward’s Top 50 Performers for Third Consecutive Year Lancer Insurance Company has been named to Ward’s Top 50 performing companies in the U.S. property casualty insurance industry for the third consecutive year. The award for the 2012 calendar year’s performance (covering 2008 to 2012) joins Lancer’s 2011 and 2010 awards recognizing its superior performance for the 2007 to 2011 and 2006 to 2010 periods, respectively. In making the announcement, Ward Group Partner Jeff Rieder noted that the 50 companies selected distinguished themselves from the more than 3,000 companies analyzed by collectively demonstrating the ability to thrive in challenging economic times.

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»| Industry Update |« The companies selected for the honor represent slightly over 1 percent of all companies analyzed by the Ward Group, which is the leading provider of benchmarking and best practices research studies for insurance companies. The firm analyzes staff levels, business practices and expenses for all areas of insurance company operations to help companies measure results and optimize performance. “In selecting the Ward’s 50, we identify companies that pass financial stability requirements and measure their ability to grow while maintaining strong capital positions and underwriting results over a five-year period,” said Rieder. Companies are measured and ranked in performance based on their five-year averages of the following metrics: Return on Average Equity; Return on Average Assets; Return on Total Revenue; Growth in Net Premium Written; Improvement in Leverage Ratio; and Combined Ratio. In accepting the designation from the Ward Group for the third straight year, Lancer President Dave Delaney said he was most pleased that Ward recognized Lancer for achieving outstanding financial results in the areas of safety, consistency and performance over a five-year period (2008 to 2012) that presented unprecedented business challenges. He credited Lancer’s management and staff for achieving the Ward’s Top 50 benchmark to stay profitable and strengthen surplus at a greater rate than the overall property casualty insurance industry. “At Lancer, we always strive to aggressively manage our policyholders’ claims and our operating expenses,” said Delaney. “We also maintain a strong underwriting discipline regardless of market conditions. This serves to keep our prices stable, which benefits our policyholders and their agents.” Circle 88 for Reader Service

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»| Industry Update |«

BASF Displays Custom Car During 2013 Woodward Dream Cruise ASF did its part to add to the colorful and classic atmosphere of the 2013 Woodward Dream Cruise held Aug. 17 in Detroit, Mich., by displaying a custom 1956 Chevrolet Bel Air painted with BASF’s R-M Diamont paint. BASF’s Dream Cruise display was

located at Morisette Automotive on Woodward Ave., just south of 13 Mile Road in Royal Oak, Mich. In addition to the custom Bel Air, BASF also featured artwork from airbrush artist Jeffery James. He had a display showing car parts painted with colors from BASF’s Carizzma paint line – a low-volatile organic

September 2013 | BodyShop Business

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compound refinishing solution offering a wide range of colors and virtually limitless effects, according to the company. Carizzma is supported by BASF’s R-M Refinish System. ”The Dream Cruise is the perfect venue to spotlight the results of our vibrant paint colors,” said Vitor Margaronis, marketing director for BASF Coating Solutions. “It’s the largest one-day automotive event in the country and we love being out here supporting the industry and the community.”

»| Industry Update |«

American Honda Launches

Model-Specific Repair Publication merican Honda has announced that the first two editions of Body Repair News, a new collision industry communication covering new Honda and Acura model body repair information, are now available. The inaugural issues cover the 2014 Acura MDX and 2013 Honda Accord, and can be accessed at techinfo.honda. com or techinfo.acura.com. Click on “Industry Position Statements & Body Repair News,” and then scroll down to Body Repair News. Free to independent collision repairers, Body Repair News is part of a series of American Honda publications that will be created to support new models that are constructed with significant amounts of high strength steel and other new technologies. Body Repair News publications are also planned for the

following new models that have already gone on sale: 䡲 2014 Acura RLX 䡲 2014 Honda Odyssey An edition of Body Repair News will be issued for every future new model. Any minor model change where significant body design changes are made will also have a body repair publication issued. Body Repair News summarizes new body and vehicle technology that may affect collision and other body repairs. It is not intended to replace the detailed information contained in the body repair and service manuals. Rather, it aims to help collision repair industry personnel understand why using the factory service information is so important to make safe and complete repairs.

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»| Industry Update |« Discovery Channel Show ‘Fast ’N Loud’ to Feature Valspar Paint Products

KC Mathieu (left) and Richard Rawlings of the Discovery Channel’s “Fast ’N Loud.”

Valspar Automotive announced the Discovery Channel series “Fast ‘N Loud” will feature its De Beer Refinish line of paint and refinishing products. “Fast ‘N Loud” star Richard Rawlings and show painter KC Mathieu are using Valspar Automotive’s De Beer Refinish products to transform neglected cars to unique restoration show pieces. The show currently airs Monday evenings at 9 p.m. EDT on the Discovery Channel. “Valspar Automotive’s De Beer Refinish products help bring our creative visions to life – no matter how crazy or wild those visions might be,” said Rawlings, owner of Gas Monkey Garage. “I’d personally pick these products to restore a car of my own, so I’m really excited to incorpo-

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September 2013 | BodyShop Business

rate De Beer into Gas Monkey Garage and ‘Fast ‘N Loud.’” Rawlings, Mathieu and the crew at Gas Monkey Garage are using the De Beer BeroBase 500 basecoat system. The complete system allows all solid, metallic and pearl/mica car color formulations, and it can be applied with both conventional and high efficiency techniques. “There’s no better way to show off the high-impact quality of the De Beer 500 Series than by using this product to refinish unique hot rods,” said Peter Willman, general manager of Valspar Automotive. “If anyone can show the versatility and uniqueness of this product, it’s Richard Rawlings, KC Mathieu and the crew in Dallas.”

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»| Industry Update |«

Personnel

Jim Sowle Appointed to SCRS Board of Directors

Nagy’s Collision Specialists Hires New Parts and Materials Manager Nagy’s Collision Specialand his wife, Kate, reside ists in Doylestown, Ohio, in Orrville. an eight-store operation, Nagy’s Collision Specialhas announced the hiring ists offers Autowatch, of Justin Plant to its manwhere customers can view agement team. their repairs online, and ePlant will be responsiEstimates, where customers ble for assisting in mancan get estimates without leaving their home or ofaging the office on a fice. Nagy’s stated mission day-to-day basis and also is to “repair vehicles back managing the parts and to pre-loss condition effimaterials department. He Justin Plant ciently, effectively and with has 13 years of experience the highest quality, while maintainin the automotive industry as well ing a strong moral integrity.” as sales and customer service. He

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The Society of Collision Repair Specialists (SCRS) has announced the appointment of Jim Sowle of Sewell Lexus to its 20132014 Board of DiJim Sowle rectors. Sowle will serve the remainder of Immediate Past Chairman Aaron Clark’s elected term on the board. The board placement is a procedural appointment necessitated by the association bylaws in instances when the outgoing chairman has remaining time left to serve on their term. “As a repairer, both myself and my organization have benefitted from the work SCRS does,” said Sowle. “SCRS is involved in many

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»| Industry Update |« significant activities throughout the industry, but their work with the Database Enhancement Gateway (DEG) and raising awareness on repair procedures is invaluable and exemplary of the kind of work that I want to be part of. I am excited and humbled to serve on the board of SCRS, to give back and to represent repairers in meaningful ways on issues of importance.” Sowle comes to the SCRS board having been involved through active membership in the association during his decade-long career at Sewell Lexus. He served management roles in both the service center and body shop prior to being named body shop director for Sewell Lexus Certified Collision Center in 2006. “Board appointments are a responsibility of the chairman, but the entire board had the opportuni-

ty to weigh in on Mr. Sowle’s candidacy,” said SCRS Chairman Ron Reichen. “As a group, we couldn’t be more pleased to have such a well-respected, articulate and motivated individual join our activities, and we know he is going to bring a great additional perspective to the discussion.” Added SCRS Executive Director Aaron Schulenburg, “Boards such as ours benefit from the diversity of those sitting around the table,

Service King Announces Two Executive Appointments Service King Collision Repair Centers announced that Brent McKinney has been promoted to executive vice president of operations and Dan Michaelis has been promoted to Dallas-Fort Worth market vice president. “We are blessed with a talented

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and the opportunity to take advantage of a wide array of experiences and skill sets. In a time where so many issues in the marketplace have such a common impact on both the independent repairer and the dealer-owner operations, it is a great opportunity to bring someone like Jim to the table. I think Ron and the board made a selection that will serve our members exceptionally well, both now and in the future.”

September 2013 | BodyShop Business

and tenured leadership team, which is a differentiator for Service King,” said Service King CEO Chris Abraham. “As we continue to grow rapidly and identify new opportunities for expansion, we have taken great care to build the leadership infrastructure to sup-

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»| Industry Update |« port today’s needs and prepare Service King for the future.” McKinney joined Service King in 2000 as a store manager and quickly moved up to a regional manager. He was then promoted to San Antonio market vice president in 2011 to oversee development in the new market. In 2012, he returned to Dallas to serve as the DFW market vice president. As executive vice president of operations, McKinney will oversee all market vice presidents, lead new market integration, and oversee market and company performance in all operational areas. Michaelis joined Service King’s accounting department in 1990. He then moved on to become service adviser and location manager in Plano, Texas – the largest Service King location at the time. In 2006, Michaelis was promoted to DFW regional manager before moving to Houston to assist in Service King’s first expansion outside the DFW market. In his new role, Michaelis will oversee the operational growth and development of Service King’s largest market.

In 2010, Zoebelein opened Stratosphere Studio to move from trade show marketing to digital marketing. At Stratosphere Studio, he worked with industry veterans such as CIECA, Verifacts, Fix Auto

and Collision Hub, and started inbound marketing for auto body shops, generating as many as 60 Web leads a month through the Internet for individual shops.

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AutoBody-Review.com Hires Tom Zoebelein as Director of Marketing AutoBody-Review.com recently hired Tom Zoebelein as director of marketing. Within this role, Zoebelein will lead the AutoBody-Review.com Strategic Accounts Team. “From the moment I met Tom, I knew he was a perfect fit for our company,” said Curtis Nixon, president of Flash of Genius. “Tom brings marketing and design service experience for local auto body collision centers across the nation. His experience led to a connection to the National Auto Body Council, helping to improve their trade show presence and rebranding the organization as a whole. This really caught my attention.” Circle 115 for Reader Service

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»| Industry Update |«

Consolidation ABRA Auto Body & Glass Opens New Repair Center in Tennessee ABRA Auto Body & Glass has announced the opening of a new repair center in Tennessee. The new location marks ABRA’s 17th repair center in the state and 175th in the country. It is located at 280 Tech Park Drive in La Vergne, serving the city of Smyrna and surrounding communities. “We are aggressively investing in major markets that enhance ABRA’s national reach and capabilities,” said Duane Rouse, president and CEO. “Not only are we fully committed to our long-term growth strategy, but we believe Circle 98 for Reader Service

ABRA can rise to even greater levels of operational excellence while maintaining our competitive advantage and serving customers and business partners across the country.” Added Tim Adelmann, executive vice president of business development, “We are creating a powerful market presence in Tennessee. Not only is ABRA becoming a household name, but we’re a premier multi-shop operator with the expertise, talent and industry-leading processes that allow us to be a bestin-class collision repairer.”

Wesco Acquires Three PBE Stores in Eastern Washington On Aug. 1, Professional Paint Supply joined the Wesco Group family. Professional Paint operates in Wenatchee, Union Gap and the Tri-Cities area of Eastern Washington. Wesco is a full-service paint, body and equipment distributor operating throughout Washington, Oregon and Idaho that carries major paint lines such as BASF, PPG, Axalta and AkzoNobel. With this acquisition, Wesco has 36 store locations, more than 200 employees and three warehouses. Wesco also has two equipment divisions involved in shop layout, design and construction. Major equipment lines include Chief, Pro Spot and Global Finishing Solutions.

Nu-Look Collision Opens New Shop in New York Nu-Look Collision announced that it has opened a new shop in Webster, N.Y., moving locations in the same city. The new center features more space to better serve customers. The building was the former home of a dealership and had been vacant for more than four years. Renovations began last fall, and the company has turned it into a state-of-the-art auto mall. Nu-Look is officially up and running in its new location. “Ever since the day we moved in, we have seen what a great town Webster is and are truly proud to be Circle 116 for Reader Service

a member of this community,” says Nu-Look President Todd Zigrossi. “With a much bigger shop and a prime location right on Empire Boulevard, we are very excited about our newest location in Webster.” All of the employees from NuLook’s former Webster shop have remained, and the company will be looking to grow their workforce as the workflow expands. Nu-Look Collision has 10 locations in and around the Greater Rochester area.

Product

Showcase Accurately Measure Wheels

Precisely Match Color The Valspar Automotive Spectrophotometer offers a precise color match with the click of a button, even colors that prove difficult to match. Itâ&#x20AC;&#x2122;s a versatile alternative when compared to other color matching tools on the market, offering a Smart Formulation Option that ensures a color match can be made in a variety of lighting conditions. The user-friendly interface ensures anyone in the body shop can use the Spectrophotometer to make an accurate color match. Valspar Automotive www.valsparauto.com Circle 150 for Reader Service

Durable Basecoat in Adverse Conditions Metacryl FC 3.5 VOC 2K Polyurethane Basecoat is a conventional solids basecoat for use with the Metacryl universal hardener system and zero VOC reducer for a mix of 4:1:2. Quick dry and recoat times combined with the activated base means higher durability and adhesion in adverse conditions. ChemSpec USA www.chemspecpaint.com Circle 151 for Reader Service

The Ranger DST64T is equipped with a DataWand and inner data set arm, allowing operators to quickly and automatically enter wheel parameter settings in less than three seconds for exact balancing every time. The product includes a soft-touch key pad and display panel with dynamic, static and variable alloy settings, featuring dynamic tire and wheel graphics to help guide technicians through balancing procedures. BendPak/Ranger www.bendpak.com Circle 152 for Reader Service

Rent Your Own Vehicles Lancer Insurance Company helps auto collision shops gain the necessary insurance coverage to get into the profitable vehicle rental business. Watch revenues rise while minimizing your customersâ&#x20AC;&#x2122; inconvenience by renting your own replacement vehicles. Lancer Insurance Company www.lancerinsurance.com Circle 153 for Reader Service

Remotely Remove Glass from Vehicles The Glass Bot is operated via remote control for precise removal of auto glass. Mounted to the interior of the glass part, a cutting element is pulled through the adhesive from the exterior, cutting the adhesive without damage to paint, moldings or glass. The Glass Bot Lite is designed for quarter, back and overhead glass parts as well as body molding and emblem removal. Nelson Glass Tools www.glassbot.net Circle 154 for Reader Service

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»| Product Showcase |«

Remove Rough Contaminants from Vehicle Surface Mystic Clay quickly and easily removes tree sap, industrial fallout, rail/brake dust and other contaminants that make vehicle surfaces feel rough. It’s also excellent for removing fresh overspray without harsh solvents or rubbing compound – saving you hours of time and the cost of professional buffing. Wizards Products www.wizardsproducts.com Circle 155 for Reader Service

Illuminate Alignment Bay for Increased Productivity

Paint Gun Washer Maintenance Kit Herkules’ Paint Gun Washer Maintenance Kit is equipped with the most common components needed for tuning up its Paint Gun Washers. It also includes parts that can modify a Herkules Paint Gun Washer from a two-gun/two-cup washer to a four-gun washer. Herkules www.herkules.com Circle 158 for Reader Service

This rack lighting kit illuminates wheel alignment adjustment points for higher productivity in the alignment bay. It switches on and off automatically as the rack rises and lowers. The new LED lights can be installed by a Hunter service rep during a new rack installation or at a future date as required. Hunter Engineering www.hunter.com Circle 156 for Reader Service

Remove Particles and Lower Humidity The WNA AMD-035 Membrane Dryer has a flow rating of 35 SCFM and maximum working pressures of 150 psi. It’s capable of removing particles down to .01 microns and lowers the humidity level by venting it harmlessly into the surrounding atmosphere. It includes a four-stage pre-filtration to extend its longevity, which includes differential pressure gauges and comes complete with mounting brackets. Walmec North America www.walmecna.com Circle 157 for Reader Service

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Generate Grade “D” Breathable Air The Personal Breathing Unit provides Grade “D” Breathable Air for a proper NIOSH-approved respirator. With the provided 54-inch tool air hose assembly, it allows for a bypass for air for a spray gun. It’s a 20 SCFM system and works with the existing filter compressed air supply. Martech Services Company www.breathingsystems.com Circle 159 for Reader Service

»| Product Showcase |«

Quickly Convert Air into Nitrogen NitroHeat is an affordable, efficient heated nitrogen system designed to plug right into your compressed air system, converting air to 98 percent nitrogen. It atomizes and lays down efficiently while flashing off faster, increasing productivity by nearly 20 percent. Wedge Clamp Systems www.wedgeclamp.com Circle 160 for Reader Service

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ADVERTISER INDEX COMPANY NAME

AAPEX AFC Air Filtration Co. Aframe Spray Booths Airomax/U.S. Body Products Airvantage Tools Inc. Amerex Corp. American Honda Motor Co. Anest Iwata USA AutoBody-Review.com Automotive Mgmt Institute Axalta Coating Systems BASF Corp. BendPak Bernardo Ecenarro Blackburn’s Hubcap & Wheels, Inc. Blair CCC Cebotech Inc. Certified Auto Parts Association ChemSpec USA Chief Automotive CJJ Inc. Coastal Boot Col-Met Spraybooths Crash-writeR Dent Fix Equipment Driven Brands Inc./MAACO Dynabrade DV Systems

PG. #

69 48 76 40 80 97 43 19 84 95 5, 72 17, 35, 70 99, Insert 13 58 46 9, 84 60 29 39 54 82 88, 89 15 Insert 11 56 101 44

COMPANY NAME

PG. #

COMPANY NAME

Eagle Abrasives Engineering & Manufacturing Services Evercoat Farecla Inc. Garmat USA Goffs Curtain Walls Herkules Equipment Corp. Homak Manufacturing Company Inc. Hostar Inc. Induction Innovations Innovative Tools & Technologies, Inc. Island Clean Air Jessen Productions Kaeser Compressor Lancer Insurance Co. LiftMaster Malco Products Martech Services Co. Martin Tool & Forge/ Martin Sprocket & Gear, Inc. Matrix System Automotive Finishes LLC Maxzone Auto Parts Corp. Mitchell International Mobile Spray Technology Motor Guard Corp. NACE NAPA Nissan Motor Corp. USA O’Reilly Auto Parts

55 99 3 4 6,7 68 16, 38 79 96 78 77 49 85 62, 70 66, 71 51 95 88, 71

PPG Industries Pro Spot International Rapid Tac RBL Products Reflex Truck Liners Rubber-Seal Products S.A.I.M.A. Of N America SAAB Parts North America Safety Regulation Strategies Sata Spray Equipment Scorpion Truck Bed Linings SCRS SEMA Sherwin-Williams Co. Southern Polyurethanes Spanesi Steck Mfg. Co. Suburban Mfg. Sunmight Abrasives TG Products Tite Spot Welders Toyota TYC/Genera Corp. UniCure Spray Booths Vale Training Solutions Valspar/Debeer Walmec North America Wedge Clamp Systems, Inc. Zendex Tool Corp.

97 23 47 14 42 92 87 67, 93 65 91

PG. #

Cover 2-1, 75 Cover 3 63 27, 90 86 24 57 52-53 86 25 92 83 45 31 33 78 96 18 74 94 Cover 4 61 41, 72 81 59, 71 94 73 28

Classifieds

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LEARN WHEEL REPAIR

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The

Shop Rick Hudak Owner Village Auto Body 䡲 Richfield, Ohio

How did you get into collecting antique firearms? A few years back, I had some modern guns, and I have kids in and out of the house all the time. Even though the guns were super locked up, it still made us a little nervous, and I really wasn’t enjoying them, so I decided one day to liquidate them. Instead of just spending the money I made, I decided to start investing in antique guns.

How did you educate yourself on these guns? I got interested in the early abolition movement, and the city of Richfield was very active with the Underground Railroad. So one thing led to another and I was asked to look at some parts of a Revolutionary War gun, which I found out were not real but reproductions. Continuing my research, I found out you could buy actual guns from the Revolution, so that started me down the path.

What interested you about the abolition movement? John Brown the abolitionist lived in Richfield for four years. In fact, four of his children are buried across the street from my house. He’s one of the reasons I started collecting firearms from Harper’s Ferry, where Brown led an unsuccessful raid on the federal armory that ended with his capture.

What is the oldest gun you have? A 1769 Brown Bess that was used in the 17th Regiment of Foot, which was an English regiment that fought in the revolution.

How did your interest in Harper’s Ferry pistols lead to you writing a book about antique guns? There wasn’t a lot of good information

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out there on those pistols, and I wanted to buy one and be sure I knew what I was getting. So I started doing a lot of my own research on early pistols made between 1806 and 1808. I acquired a bunch of photos and original articles and compiled them for my own use. My friend’s wife saw this and asked if I was publishing a book, so I mentioned it to my wife and she said, “Well, you should publish a book.” I looked into self-publishing, but then a real publishing company got ahold of the manuscript and ended up publishing it.

How long did it take you to write? It took me two years, and I finished it in August 2012. The first year I wrote it, I didn’t realize I was writing a book! What I really like is that the publisher didn’t rewrite the text. Being a science major, I’m pretty proud to have written a well-received history book.

You have a unique perspective on your guns, don’t you? Yes, these guns are part of history. I don’t really own them. I have control over them and I paid someone for them. But eventually I won’t be here or, for whatever reason, won’t want to keep them and someone else will possess them in the future.

Does it irk you when you see people attempting to shoot these guns on TV? Yes. There are certain popular cable TV programs where the so-called “experts” will tell an unsuspecting person who owns the gun that it’s worth X amount of dollars but will be worth twice that amount if it can be fired because then it’s functional. I cringe every time I see these clowns take a 150- to 400year-old firearm out, put something that acts as an explosive powder in it and fire it. No true collector or dealer would ever attempt to do something like that because you could potentially destroy a piece of history. BSB

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