BodyShop Business, 12.2012

Yelp Help » Hybrid/Electric Repairs » SEMA Review

December 2012//Vol. 31 No. 12

www.bodyshopbusiness.com

Opening a

NEW SHOP All the steps you need to take to ensure success.

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Inside

December December 2012

Vol. 31 No. 12

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ON THE COVER Opening a New Shop The first step before starting a collision repair business is to write a complete business plan to guide your decision.

FEATURES SHOP PROFILE

34 Top Gun

Former Air Force member Jim Marshall of Marshall’s Autobody CARSTAR makes it his mission to give back to wounded veterans.

44 Hybrid & Electric Vehicles: Then and Now 54 Masking with Plastic TECHNICAL

With instructions and common sense, hybrid and electric vehicles can be repaired as safely as other vehicles.

TECHNICAL

Save time and materials, plus eliminate the possibility of dirt ruining your paint job, by masking only with plastic.

SHOP TALK Editor’s Notes

6 10 Viewpoint 28 Web Presence Management 72 Publisher’s Perspective

An Ohio shop owner’s faith in God guides her business.

MSO leaders: Ditch the strict policies and procedures.

Is Yelp making you yell?

New Year’s resolution: plan for the future.

BODYSHOP BUSINESS (ISSN 0730-7241) (Decmeber 2012, Volume 31, Number 12): Published monthly by Babcox Media, Inc., 3550 Embassy Parkway, Akron, OH 44333 U.S.A. Phone (330) 670-1234, FAX (330) 670-0874. Copyright 2012 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 ................................................................................8 Maintenance Tips ............................................................................32 Product Showcase............................................................................67

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Guess

the Car

SOLVED!

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 Dec. 31. *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.

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#116 See the January 2013 issue for winner of Guess the Car #116.

Super Bee = (Dodge) Super Bee

She’s my sis!

!

WINNER #115 Dale LaFortune, president, LaFortune Auto Body, Peshtigo, Wis.

#117

December 2012 | BodyShop Business

Jenny’s sis = (Hyundai) Genesis

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Editor’s

Notes

Publisher

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

God and Family ’m sitting in the office of DeLee Baker, owner of Baker’s Collision Repair Specialists in Mansfield, Ohio, home of the best eggroll in the universe – a determination I made an hour before while having lunch with her and my associate editor, Gina Kuzmick, at a local Chinese restaurant. When I ask Baker her thoughts on an eight-store operation recently scooping up another shop in her market area, I expected her to outline a strategy by which to compete with this goliath. But what she told me took me totally by surprise. I expected to hear about a complex business strategy, but instead I got an endorsement for faith.

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“We put God first, family second and then business,” said Baker. “We trust God will take care of us and things will work out for the best.

Because we’ve had him so involved in our lives in all the generations – my mom and dad, my brother and myself – we’ve given him the glory.

We don’t feel like we could have done this without his strength and fortitude.”

God aside, Baker realized several years ago that she needed to ramp up her mechanical services after finding out that a satisfied cus-

Jason Stahl, ext. 226 (jstahl@babcox.com) Associate Editor

Gina Kuzmick, ext. 244 (gkuzmick@babcox.com) Contributing Editors

Charlie Barone, Mitch Becker, Mark Clark, Mark Claypool, Erica Eversman, Tom Ferry, 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

Pat Robinson, ext. 276 (probinson@babcox.com)

Some of the staffers at Baker’s wore pink for our visit.

tomer went to another body shop simply because, falling into the oneaccident-every-seven-years statistic, he had forgotten about her shop. It just wasn’t at the top of his mind.

“Our thought was that if we offered mechanical service to our customers in this area, whatever percent bring us their cars for service will also want to come to Baker’s when they get in a collision because Baker’s is ‘their’ shop,” Baker said.

And Baker has found that it’s the small touches that bring customers back, too, like the fresh-baked cookies they get before leaving.

And a smile from her that can melt a polar ice cap.

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

Director of eMedia & Audience Development

Brad Mitchell, ext. 277 (bmitchell@babcox.com) Subscription Services

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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Industry

Update Cool Cars, Classes and Cutting Edge Products he 2012 SEMA Show served as a welcome shelter for those fleeing Hurricane Sandy. Mild 80-degree temperatures and sizzling cars dominated the landscape, as usual, along with the smell of burning rubber.

But it wasn’t all eye candy. Hundreds of collision repairers walked away smarter and savvier thanks to the Society of Collision Repair Specialists’ (SCRS) Repairer Driven Education (RDE) classes. Several attendees won free equipment, too, thanks to a raffle by SCRS that rewarded those who visited the booths of the RDE sponsors. A robust Collison Repair & Refinish section on the show floor featured nearly 200 exhibitors. A repairer-only forum was attended by nearly 300 collision repairers who spoke freely about the issues facing their industry. And RDE keynote speaker Kim Hazelbaker from the Highway Loss Data Institute discussed vehicle technology’s effect on business.

Autograph seekers were in their glory, hunting down the likes of Chip Foose, Ray Evernham, the Ringbrothers, Charlie Hutton, Ryan Friedlinghaus and John Kosmoski.

SEMA 2013 Nov. 5-8 can’t come soon enough...

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SEMA 2012 Circle 120 for Reader Service »

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»| Industry Update |« Rick Leos (left) and Ruben De Loera explain Toyota's new predictive estimating product.

Toyota Unveils ‘Predictive Estimating’ Concept at SEMA Show oyota unveiled a new predictive estimating concept at the SEMA Show that it calls a “game changer” in regard to how estimates are written based on following OE repair procedures and putting the safety of the consumer first.

When writing an estimate on a damaged Toyota vehicle, instead of starting with a blank slate, this predictive model will assume repair procedures and parts related to the type and location of the damage. This proactive approach assumes that the types of damage will require corresponding sets of repair functions, related parts and specific repair procedures. The estimator starts with all of the elements of a complete and proper repair, and then can simply eliminate or omit those items that are not needed.

“When estimating by omission versus starting with a blank sheet, repairers are more likely to include all of the appropriate repair methodology, procedures and parts,” says Rick Leos, body & collision business devel-

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opment consultant for Toyota. “Estimators won’t miss key repair items.

We have also included all of the repair procedures next to the line item so there is no missing of critical steps.”

Still in the concept phase, Toyota plans to work with estimating companies and others to develop this new approach to estimating. The OE intends to work with key companies to package the concept and integrate the approach into the shop systems and collision repair industry.

“It’s a game changer,” added Leos.

“We always start with a blank estimate, and now we finally have something that actually allows you to go in reverse. You start with everything you need to fix a car and then you can omit what you don’t need rather than start off with a blank sheet. Also, you will have all of the documentation supporting the safe repair of the vehicle, keeping everything to Toyota’s OE standard, putting our customer first and maintaining our quality products.”

AAIA Meets with NHTSA on Counterfeit Airbag Issue The AAIA Government Affairs team recently met with several National Highway Traffic Safety Administration (NHTSA) officials to discuss the counterfeit airbag safety advisory that was issued

by NHTSA on Oct. 10. The advisory warns drivers that unsafe airbags had been labeled and sold as legitimate original equipment manufacturer (OEM) airbags, but in fact may cause serious safety hazards by being inoperable or worse.

AAIA said it agrees that inoperable, counterfeit airbags can pose a safety threat and should be removed from the marketplace. However, AAIA believes the advisory issued by NHTSA unfairly cast the independent repair industry in a negative light, leading consumers to believe that non-dealer facilities were more likely to act inappropriately than a new car dealer in the replacement of an airbag.

AAIA told NHTSA in an Continued on pg. 64

Collision Industry Veteran Starts Website Development Site for Repairers avid Moore, a 34-year veteran of the collision repair industry, announced that he has created Collision Websites (www.collisionwebsites. com), a site where body shops can build their own websites quickly, affordably and easily, with assistance from experts available during every step. Moore calls it a one-stop, fully comprehensive solution to the un-

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ending struggle of developing a website that’s engaging, useful, convenient for its customers and easyto-find via organic searches.

“Many owners and managers of collision repair shops are intimidated and stressed at the prospect of developing a quality website with all of the right features and capabilities, as well as maintaining it without pay-

ing a lot of money or sacrificing important time away from running their businesses,” says Moore.

“They’ve heard the nightmare stories from their colleagues about hiring developers who charged them an arm and a leg without producing or following through.”

Moore says he has been develContinued on pg. 62

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Viewpoint MSO Leaders Need to Ease Up on Strict Policies and Procedures work for a multiple-shop operation (MSO). How I wound up there is a long story, but one that might be similar to yours.

As I pondered what to make of our “modern” body shops, it led me to a melancholy place somewhere between where it all began decades ago, where we are now and where we’re headed.

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and difficult job, one that takes a certain type of person to do. It takes those people who are willing and able to fix cars to do the job so the shop gets paid and can pay all the bills, stay in business and hopefully make a little profit for the owner(s) to boot. Somebody smashes their car and needs a repair (or maybe they have a vehicle they just want to have look or work better). Someone or a group of people who can do the work offers to fix the car and provide the service. You put that person or people under a roof, hang up a sign and call it a body shop.

An Appeal » What triggered an old body shop guy like me to ramble on like this? I suppose I felt compelled to share a point of view with the leadership of the MSOs to help them see things from a differCertain Types » Here’s the tricky ent perspective…one that gravipart and the one that trips up those tates towards the logical and who try to make a bigger deal out obvious conclusion that we are of fixing cars than it really is. These

By Todd Donald still, in fact – after all these years – “people” who have the ability and fixing smashed cars. know-how to fix a smashed car or Of course, MSOs like the one I work for customize, build and beautify a vehicle are a make up only a small percentage of body certain type of individual. shops, and they cater primarily to insurance People are the cornerstones of a body shop. companies and their responsibility to restore At this point, anybody with a head for busiproperty value and/or financial loss to policy- ness or entrepreneurial spirit would say, “Well holders and claimants alike. To not include of course, Captain Obvious – everyone knows the majority of shops would be negligent on that it’s the people in your organization who my part. After all, it’s at one of those places make it work and produce profit.” Ah, therein where I began my life in the business. lies the problem: assuming that any business So what does all this have to do with unau- is just business as usual, and the business of thorized smoke breaks and strict rules and profit is as simple as collecting people under a policies? Why bother trying to share my inroof and making them build, service or persight or self-proclaimed wisdom? Call it crazy, form whatever it is you happen to sell. but maybe I care.

Sage Words » In an episode of the old TV A Dirty Job » With my Captain Obvious series “Kung Fu,” Master Po gives young cape on, I’ll point out that fixing cars is a dirty Caine (Grasshopper) some advice: The views expressed in this editorial do not neccessarily reflect those of BodyShop Business magazine.

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»| Viewpoint |« Caine: “Is it good to seek the past, Master Po? Does it not rob the present?”

Master Po: “If a man dwells on the past, then he robs the present. But if a man ignores the past, he may rob the future. The seeds of our destiny are nurtured by the roots of our past.”

This quote is no less applicable to the body shop business and collision industry as a whole.

Body shop workers have traditionally been an eclectic mix of creativeminded individuals who, for whatever reason, went to work in a body shop. Perhaps they loved cars and had a natural talent for fixing them and couldn’t believe there was actually a profession where you could do what you love and get paid for it. Or perhaps they found a way to turn a wrench, pound a hammer, spray paint and make a buck. Or perhaps they may have chosen it as a ca-

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reer and went to a vocational school to learn the trade. However, it seems to me there are less and less body techs coming into the business. Either way, collision is a skilled trade that has attracted endearing individuals with quirky personalities, a flare for the creative and the skill to turn sweat into profit.

When I quit high school and went to work in a body shop, what was I thinking? For starters, I could earn $400 or more a week working on cars! Not only that, but body shops were cool. What other job offered such fine amenities and fringe benefits like loud music, pinup calendars, smoke breaks whenever you wanted, the ability to work on your own car, and laugh and joke with the fellas?

Plus, you were respected.

Years Later » Here we are years later, and many of the same types of

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individuals are now working for MSOs. Cars are now a blur of sheet metal, plastic, rubber and glass. Production, throughput, lean operations, cycle time, CSI and key performance indicators were unheard of before, but now have somehow taken priority. While I don’t have any statistics to back this up, I would venture to say that MSOs are facing a new challenge: how to retain and attract body and paint techs.

Let me offer a few thoughtprovoking ideas in test format: 1. You want your body shop to produce more revenue. What should you do: A. Create and enforce rules and

penalties, including write-ups and discharges, to motivate your staff members and technicians.

B. Let technicians and staff members know how much you appreciate their hard work by prohibiting unauthorized breaks.

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»| Viewpoint |« C. Figure out how much revenue you need to make and then ask your staff and technicians to help you reach your goal.

2. Your body shop has a lot of work to do. The best way to get all that work done is: A. Send staff members or techni-

cians home or fire them for breaking

rules and guidelines like taking unauthorized breaks.

B. Keep as much staff on hand as possible and tell them you appreciate their hard work and long hours.

C. Transfer staff members or technicians to another location because someone got fired, quit or is on vacation.

3. Your body shop is busy but needs to save money, reduce cost and produce more revenue. The best way to do this is: A. Hire another manager or pro-

mote someone into management so that you can enforce rules, regulations and company policies.

B. Fire a staff member or technician who is not following rules and regulations and taking unauthorized breaks.

C. Encourage your staff and technicians to come up with and implement creative ways to save money and increase efficiency.

4. Your body shop needs to increase the quality of repairs, while reducing cycle time. You should: A. Encourage, motivate and re-

ward technicians for the extra effort to make a job as good as can be, while providing training or coaching in weak areas.

B. Create a quality control checkoff sheet and hold staff and technicians accountable when they don’t fill it out properly.

C. Write-up and discharge staff members or technicians when a job is not done to company standards.

5. You need a greater volume of sales to reach a target fiscal financial goal. You should: A. Purchase less expensive coffee,

paper towels and toilet paper.

B. Do a better job for the insurance company DRPs you currently have, while trying to acquire more insurance companies to do direct repair work for.

C. Discharge employees who take unauthorized breaks.

The evolution of the collision industry is forever changing and fluid. I suppose where it ends up depends on those innovators in the industry. I would just plead with them not to forget about the basics. BSB Todd Donald got his first job in a body shop in 1979 and has worked his way up from shop helper to general manager. He can be reached at toddsdonald@gmail.com.

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COVER STORY

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COVER STORY » New Shop

OPENING

A NEW SHOP

By Hank Nunn

Starting a collision repair business requires a complete, written business plan – not just to get a loan, but to help you decide if you should open a shop, then guide you in the future.

here are many reasons you may contemplate opening your own collision repair business. Perhaps you’ve worked in a collision center for years and are tired of working for someone else and think you can do it better. Maybe you see an opportunity in your market and think you can build a successful business. Or, you’ve been overcome by a case of “entrepreneurial spirit” and just want to run your own company.

The desire to start and run your own business is not unusual. In fact, small business is the engine that drives our economy. There’s a good chance you can indeed start and run a successful collision repair business.

But then again, there’s a good chance that you can fail and lose everything you have reaching for that dream!

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Bad Numbers » There are plenty of bad numbers to discourage people from starting a small business. Do an Internet search for “percentage of small business failure” and you’ll see page after page of bad news.

While there is a lot of data out there, much of it contradictory, you’ll see that roughly 33 percent of new busi-

nesses will close by the end of their second year. Of the remaining 67 percent, half will close by the end of their fifth year.

So let’s say that 100 new collision centers opened today. Five years from now, only 33 will be in business!

Less than half of those will enjoy reasonable profits. With those odds, you would be better off taking out a second or third mortgage on your house, emptying your bank account and placing all of your money on a roulette wheel. Pick black. Your odds are better than winning in a small business!

There is nothing wrong with wanting to own a collision repair facility, but it’s important to understand that opening any new business is tough.

You’ll work longer and harder than you’ve ever worked – often for no monetary compensation. New business ownership is not an 8-to-5 job!

But the reward for building a functioning and profitable enterprise is huge. It may not always be financially huge, but building a healthy business

provides substantial emotional satisfaction.

Plan to Win » Do every-

thing you can to be one of those 33 winners! Plan to win.

Before going into business, ask yourself, “Do I really want to do this?” You may be a great technician, estimator or manager, but those skills are not the skills required to be a successful business owner.

How are your leadership skills?

Have you taken a class or read a book on management, marketing or accounting? How do you feel about risk? I suggest you get a copy of Michael Gerber’s “The E Myth” and read it cover to cover before you decide to go into business.

Small business “winners” share some interesting characteristics. They have a positive attitude and are willing to sacrifice time, energy and money in the start-up phase. They’re willing to accept reasonable risk.

More than anything else, winners plan their business. Planning is the key to success! The old saying, “Failure to plan is planning to fail” certainly applies to opening a new collision repair center.

The Business Plan » I recently met with a new entrepreneur who’s www.bodyshopbusiness.com 17

COVER STORY » New Shop having trouble in the first year of his business – a sports bar. He mortgaged his home to come up with the money to open it, he hasn’t taken a paycheck in six months and his wife had to take a job to cover home expenses. The place is slowly growing, but the pace is painful and he has had to borrow money

from family to make payroll.

I asked to see his business plan, and he told me he’s working on it now “to get an SBA loan” and that’s why he wanted my help. Like many, he made the decision to open his business without adequate planning.

His decision to create a plan was made to support a loan request. Had

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he created a complete business plan to open his business, he would have seen many of his current problems before they arose.

My friend says he had always wanted to own a sports bar. He felt that he had researched his decision and jumped in with everything he had. In fact, that’s how most businesses start – and why so many fail. We need to properly plan for any business.

“Planning” means the creation of a complete, written business plan.

Before you decide to venture into any new business, a thorough business plan should be created. Usually, we think of creating a business plan as a tool to run a business. But creating a business plan will help you decide if you should open a business, then guide you as you run the company into the future.

Many business owners talk about business plans, but few ever generate a complete one. Usually, business plans are written to support a loan request, like the sports bar example, then are filed away. Business plans are much more than part of a loan application package. A business plan defines where your business is, where you want it to go, how it will get there, what it will cost and how you’ll measure your progress toward the goal.

Let’s look at each section of a business plan: Executive Summary. This is a short, one-page, condensed goal of the plan.

While it’s generally the first page, write it last. Do all of the homework, build the financials and truly analyze the business prospect before you summarize. Many generate the summary in the beginning (because it’s the first page), then spend the rest of their time and energy justifying the Executive Summary.

Market Analysis. This is a look at the market potential for the prospective business. In the case of a collision center, you’re looking for the number, age and types of vehicles, insurance companies and a competitive analysis.

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COVER STORY » New Shop Company Description. It’s just that. What type of company do you intend to build? Are you planning a “Class A” full-service collision center? Will you focus on insurance-directed business or customer-driven repairs?

Are you looking for a “niche” such as Corvettes or British sports cars? This section forces you to really define your prospective business.

Organization and Management. This will describe how the company will be organized. Will this be a partnership, a corporation, limited liability company or sole proprietorship? This should also include the resumes of all owners and officers.

Marketing and Sales. This module is supposed to answer the question, “Where will the work come from?” Really, where will you get the business? The marketing and sales module will compose 60 percent of your business plan for a new business. If you’re buying an existing business, this section will specify where current business is created and how you intend to improve sales.

Service or Product. This section of the SBA plan defines your product. Pretend you’re writing your plan for someone who knows nothing about collision repair.

Define what you plan to do and how your product will be different from your competition.

Funding. This module spells out where the money for the new company will be generated. If the business plan is being created for a loan request, this section is where that request will go. This also requires you to define where your initial funding will come from.

Financials. This section answers the questions about where revenue is generated, where it’s being spent, how loans will be repaid and what profits will be generated.

The best and toughest of the financials is the Pro Forma Cash Flow statement. Generally created for three years, this financial statement tells you up front when you will need to borrow and how you will repay. A good cashflow forecast will tell, for example, that sales are off in July because you’re paying for employee vacations and the employees aren’t there to sell. This is the section that will spell out what’s being purchased and for how much.

What is the company’s breakeven point? When will it be achieved? Don’t forget to include the impact of employer-paid taxes and benefits. Many business plans have labor cost calculated at the going flat rate for techs.

When the impact of payroll taxes and benefits are added, the cost of labor increases by 33 percent or more!

The importance of creating a business plan cannot be overstated. A good plan can help negotiate a more favorable lease, credit line, vendor agreements and loan rates. Risking all without a complete business plan is a gamble, not a business venture.

Get Help » Many of us get intimidated looking at business plans. You see the samples with charts, graphs and spreadsheets and mutter to yourself, “I’m comfortable Circle 20 for Reader Service

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COVER STORY » New Shop working on cars, but I can’t do this stuff!” Don’t do it alone. Create a team of people to assist in building your plan. Later on, they can help execute the plan.

Obtain the help of an accountant, or at least someone who’s familiar with accounting and can work with you building profit and loss statements, balance sheets and other financial statements.

You’ll probably need the help of an attorney when deciding on the structural formation of the company.

Partnership, sole proprietor, corporation or LLC? All have advantages and disadvantages. Find an attorney who specializes in business structure.

Most paint companies have business development consultants who may be able to help you complete a business plan. They frequently have access to marketing data as well.

Equipment vendors are usually up to date on permits required for booths

and other pieces of equipment. They may also offer assistance with layout and design issues.

Bankers live in the world of business plans. Find one to review and critique yours.

By the way, their help is usually free!

Collision centers require special licenses and permits.

Most states, counties and cities have small business assistance centers that can help you. Use them! They can walk you through the maze of permits covering everything from digging a pit for a spraybooth to EPA and Hazmat training requirements.

Work those licenses and permits into your business plan.

Specialized help from proven business professionals is available through SCORE. SCORE is primarily

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Attributes of Business “Winners” composed of retired business executives who donate their time to help small businesses. Supported primarily by the SBA, this is a wonderful source for one-on-one assistance from a seasoned veteran, at little or no cost. SCORE can be found through the SBA website or at http://www.score.org.

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COVER STORY » New Shop Creating a business plan is work, but planning is the key to creating a business that will prosper. Hopefully, your business plan will show you and anyone you plan to do business with just how good an investment you’re making. Then again, you may find that going through the process demonstrates that your idea just

doesn’t pan out. But your time still won’t be wasted. Much of your research can be used again and again as you look for a location or acquisition that works.

Pointers » Okay, so far you’ve read this and are disappointed because all I gave you was business

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stuff, not tips geared specifically toward opening your own collision repair facility. Never fear! Here are some pointers: Location, location, location! Get the best you can afford. There are many stories of people who started out in small spaces in the back of industrial parks…but you don’t find many success stories of people who stayed there! Unless you’re opening a niche business, your facility needs to be easy for customers to find.

Greenfield or buy an existing shop…which is better? There are advantages to buying an existing shop. There is a customer base, equipment, and most licenses and permits go with the business. But there is always “baggage.” The equipment may be dated or worn out, the building may need substantial repairs or the reputation may be poor.

The “greenfield” option is nice, too. Shiny stuff, new building. Wow! But permits, improvements and lease rates may be high. How do you choose? Build business plans for both options. The plan will answer your question. By the way, there are a lot of shops for sale. They usually don’t have “for sale” signs out front, but check with vendors in the market for leads. The best purchases are poorly managed, good-looking facilities with good locations that currently don’t make money.

Equipment. I’ve reviewed many business plans for many types of businesses and found that most understate the cost of equipment and materials inventories. You can save money going used, and there’s a lot of used equipment out there. Be sure that the equipment you’re purchasing is suitable to the vehicles you intend to repair. Don’t think you will get by repairing new European luxury sedans with floor pots, a pull post and a 10-year-old MIG welder. To play it safe, always increase estimated equipment, material inventory and leasehold improvements by 33 percent when building your business plan. For example, if you estimate

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COVER STORY » New Shop you need $100,000 in equipment, plan for $133,000 in equipment.

Business structure. Which business structure is best? Most start out as sole proprietorships or partnerships. The best form for collision repair centers is probably a form of corporation. Work with a business attorney and an accountant when deciding your business structure. You might as well start out with the proper structure. Be very careful with partnerships. They can work, but usually break up once one partner is satisfied and the other wants to keep growing. Partnership breakups are worse than divorces. Small corporations provide some legal protection, and share prices and buy/sell agreements can be created up front, making a future departure of a principal much easier than a partnership.

Franchising. Franchises have a significantly lower failure rate than standalone new businesses. That’s because

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most franchise businesses have triedand-true process manuals. There are franchise opportunities in collision repair just as in most other industries.

Some are new business franchises, while others are “conversion” franchises through which existing businesses can “convert” to the franchise form of operation. With the growth of MSOs in the industry, the conversion franchise is an attractive alternative among many individual shop owners. Franchises are certainly worth a look, particularly with their greatly reduced failure percentages.

Marketing. Marketing for a new business should have the highest priority. Unfortunately, most new shop owners don’t spend much time on this until the shop is complete, and by then all of the money is gone. Marketing is everything you do to bring vehicles to your new shop. With no customers, you don’t

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have a business, just a lot of expensive stuff! Read the “Guerilla Marketing” books by Jay Conrad Levinson, or visit the website http://www.gmarketing.com/. In today’s world, the Internet is king, so make sure you have a functioning website – and be sure your site can be found!

Mark Claypool’s great column on Internet marketing, “Web Presence Management,” can be found on www.bodyshopbusiness.com and in every issue of BodyShop Business (pg.

28 of this issue).

Money. Here comes the big question: “How much money will it take to open a new business, and where will it come from?” The answer to “How much?” will come from your business plan. Make sure there is money for operations once you’ve opened your door. You can’t just add up the equipment expenses, lease, signage, and Continued on pg. 60

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Web Presence

Management

By Mark Claypool

Is Yelp Making

You Yell?

ome describe it as an insidious outfit seeking your sponsorship dollars or else. Others say it is the best thing since sliced bread and has been working well for them. Those businesses on its side have been the defendants in many class-action lawsuits. I’m speaking, of course, of the website Yelp.

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recent studies show that consumers may not go beyond page one when looking for a business website, but 57 percent will go as far as page three or deeper when seeking reviews about a company – all the more reason to claim your free listings with sites like Yelp and respond to all reviews, not just negative ones.

Good and Bad » Yelp is best described as

Real-Life Stories » Here are a few stories from your peers who have had dealings with Yelp: Robbie Berman from Robbie’s Automotive in Dover, N.J., highlights Yelp on his website, www.robbiesauto.com. Berman is hoping website visitors will review his business. However, at the time I wrote this article, all reviews had been filtered. There’s

a consumer review site. Consumers create accounts and leave testimonials or reviews of businesses depending on their experience with them. They rate them with stars, one star for the worst and five stars for the best. These reviews stay online for years, which can be good and bad. However, some shop owners claim that many of their good, recent reviews get filtered out, yet their bad reviews never get filtered and seem to be at the top. Ironically, that’s when a Yelp rep stops in or calls to see if they want to become a sponsor.

Worse yet, when someone searches for your business on Yelp and you aren’t a sponsor, a competitor may be…and their ad shows up on your page! The same Yelp rep can take care of that for you, too...if you become a sponsor. No wonder there are class-action lawsuits against this company all over the country. But Yelp has prevailed in just about every one of them.

Search Engine Results » Another negative of Yelp is that it competes for search engine result positions and often outranks shop websites. So when you Google search for your shop, it’s quite possible Yelp will come up first – unless your site is well optimized. Making this even more of an issue,

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(Below) The website of Robbie’s Automotive, where Yelp is highlighted. (Right) Robbie’s filtered five-star reviews.



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»| Web Presence|« not a single review displayed on the front of his Yelp page, and all his reviews are five stars. Explain that one!

Luis Pineda, general manager of Spectrum Collision in Irvine, Calif., has seen Yelp consistently filter out all his five-star reviews. When he emailed Yelp to ask how to deal with this, they told him it was time to take out an ad.

“All they want is for me to advertise,” says Pineda. “I feel like I’m being strong-armed.”

They tell you if you sign up as a business account, they won’t advertise your competitor on your Yelp page. Well, I’ve looked at businesses with sponsored accounts. All the good reviews are up-front, and the bad reviews are filtered out. However, go to our company’s unsponsored page and you’re greeted with old, bad reviews dating back to 2006 upfront. Then, go to our filtered reviews, where recent good ones are hidden. We shouldn’t have to fear Yelp; we’ve got enough to worry about, primarily keeping our customers and insurance companies happy.”

Banks thinks that Yelp reviews should be listed in order of date and also should be verified. He claims he has had erroneous reviews that make no sense, yet claims there’s no easy way to get Yelp to consider removing these.

 (Top) Spectrum’s front-page reviews include “one-stars” from 2011 and “fourstars” from 2007. (Bottom) Their filtered positive reviews from November 2012.

Daryl Banks, general manager of Bellevue Collision Care Auto Rebuild Inc. in Washington, is fed up.

“Yelp seems to go out of its way to be negative and ruthless beyond the unsolicited complaints.

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(Top) Bellevue’s front-page reviews include one-stars from 2006-2007. (Bottom) Their filtered reviews are recent ones...and five-stars.

December 2012 | BodyShop Business

Claim Your Business » Be sure to at least claim your business on Yelp. That’s free. Control the contact information and make it entirely consistent with everything else. It needs to exactly match what is on your website, Facebook page, Google+ page, Twitter page and any other sites like Yahoo Local, CitySearch, Manta, etc. You may decide that becoming a sponsor makes sense and give it a try.

That’s your call. Just be sure to track the results to make sure you’re getting a positive return on your investment.

Thank You » To all my loyal readers out there, I want to thank you for the great comments I’ve received as a result of writing this column in 2012. I have much more to share with you in 2013, so please keep reading and providing me feedback. Have a safe and wonderful holiday season! BSB BSB Contributing Editor Mark Claypool has 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. He’s also the Director of Business Development for Metro Paint Supplies in Chicago. Claypool’s work history includes VP of VeriFacts Automotive, founder of Mentors At Work (now a division of VeriFacts), executive director of the I-CAR Education Foundation and the National Auto Body Council (NABC), co-founder of the Collision Industry Foundation and national director of development for SkillsUSA. Claypool served, on a volunteer basis, as the SkillsUSA World Team Leader for the WorldSkills Championships.

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Maintenance

Tips

Measuring Systems Whenever possible, verify the tolerance of your system with the best means available to you.

Once you’ve established a reliable, fixed solution, continue to use it.

1 2 3

Keep the system current with the latest software updates.

Keep the fan filter on the back of your cabinet clean.

Always install only approved replacement parts from the system’s original manufacturer when needed.

4 5 6

Cover the computer monitor when not in use.

Knowing how the system works is the most powerful maintenance plan. Understanding the equipment, plus continued training, instills respect and results in product care.

It’s important to keep your attaching tools clean. Never use compressed air on the computer or printer because that will inject dust instead of removing it. In addition, consult with your equipment vendor for calibration and update requirements. BSB

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Information courtesy of Car Bench, Car-O-Liner, Chief Automotive Technologies and Spanesi Americas.

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SHOP PROFILE

TOP GUN Former Air Force member Jim Marshall of Marshall’s Autobody CARSTAR makes it his mission to give back to wounded veterans.

By Jason Stahl ife couldn’t get much more exciting for Jim Marshall in 1980. As an aircraft mechanic for the Air Force, he worked on and traveled with an F-5 fighter plane left over from Vietnam.

“They were painted to match Soviet-style planes,” Marshall explains.

“We flew missions across NATO to simulate Russian pilots and learn their maneuvers so that our other pilots could train off of that.”

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Coming Home » There is a beginning and an end to everything, though, so in pursuit of another challenge, Marshall finished his duty with the Air Force and came home to help his father with the family business – a collision 34

December 2012 | BodyShop Business

center that had grown from four bays to 12 from 1980 to 1983. Within a couple more years, he helped his father expand to 16 bays and continued to work alongside him for 12 years, beginning at the ground level and absorbing every bit of information he could about the auto body business.

“All the things I learned prior to the service, I had to relearn the fatherson way,” says Marshall. “I immediately became involved with the vocational school I graduated from and went to all the training classes I could to learn computer technology, which was fairly new at the time.”

Becoming a CARSTAR » Marshall eventually bought the business from

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SHOP PROFILE » Top Gun 50 ft.

Office

Break Room

Frame Machine

Office

Frame Machine

24 ft.

Body

Detail

Body

50 ft.

Frame Machine

Frame Machine

Body

Frame Machine

Detail

Lift

100 ft.

30 ft.

Mixing Room Booth 1

60 ft.

Prep

Marshall’s Autobody CARSTAR Location: Billerica, Mass.

Established: 1978 Square Footage: 6,800 Owner: Jim Marshall No. of Employees: 14

Gross Sales: $2.85 million Repair Volume/No. of Cars Per Month: 400 Average Repair Cost: $2,415 DRPs: 0

his father in 1992, and grew it from $820,000 in gross sales to $2.85 million today. A used car business on-site helps bolster revenues, with about 150 sales a year.

Four years ago, he became a CARSTAR location.

“CARSTAR has been a vehicle in which to work on my business, as opposed to end my business,” Marshall says. “It’s opened my mind up to reading more books about 36

business management, not just trade publications.”

Employee Retention » Marshall serves as the general manager of his shop, while his wife is the accountant.

A testament to the way he treats his employees is the many long-timers he has: his production manager has served 17 years, four technicians have worked for him more than eight years, and three other techs have five years of

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Booth 2

Door

Door

duty. A couple fresh vo-tech grads have recently joined his team.

Although Marshall covets his employees, he also considers the task of keeping them happy and current with today’s technologies one of his biggest challenges.

“It’s expensive to keep techs trained to an I-CAR level when some states or insurance companies don’t require it,” he says. “It’s also very motivating for an independently owned shop to try

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SHOP PROFILE » Top Gun to come up with the money to do this training. The training is very beneficial from the safety aspect, as well as prohibiting any type of damages that could be incurred by lack of experience and knowing how to do the repair.”

Marshall feels that shop owners who try to keep their employees purely through money are missing a big part

of why they stay loyal to them.

“Money is a byproduct of their hard work, skills and efforts, but it’s not their only driving force,” he says.

“They want to know that they have a stake in the game. They want to be appreciated and trained. And they want to be part of something bigger than themselves.”

Culture Club » Marshall prides himself on the culture he has built at his shop. He tells the story of how his son came home from college one time with a T-shirt that read, “Team,” with an “I” laying on the ground underneath it, all beat up. Marshall was so moved by the shirt’s message that he scanned it and put it on plaques throughout his shop.

“There truly is no ‘I’ in team in our facility; everyone is equal in value,” says Marshall. “They may have a different level of training or education, but everyone can be mentored by the

Jim Marshall on his employees: “They want to be appreciated and trained.”

Managing KPIs allows for production efficiencies on the floor.

Following proper procedures reduces comebacks and increases customer satisfaction.

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SHOP PROFILE » Top Gun old guys, knowing that everyone plays a part of that team.”

that. Plus, it runs contrary to his business philosophy.

“I feel that everything in our Estimating System: CCC, Audatex, Mitchell KPI Measurement » Marindustry and our business is a Management System: Mitchell shall knows how important it negotiation, and with a negotiSpraybooth: 1 FutureCure, 1 Garmat is to measure his shop’s peration, there has to be a little bit Lifts: 3 Car-O-Liner, 1 Brewco, 1 Chisum formance on every single job, of give and take on all sides,” Measuring/Dimensioning System: Car-O-Liner every day. He feels his Mitchell he says. “By focusing on the Welding Equipment: Miller (2 MIGs, 1 resistance) management system, the traincustomer as the No. 1 concern, Paint Mixing System: BASF Onyx ing he has received from even if it means it’s a learning Paint: BASF waterborne CARSTAR and his participalesson for me at that time, it’s Future Equipment Purchases: Plastic welder tion in a financial focus group more valuable for me to learn a has shown him how to effeclesson than a fight that I don’t tively collect data from each repair never previously explored it before want to fight.” order and measure and manage KPIs. and I have a specific spraybooth that I can put box trucks in. That booth has Marketing » Marketing has tradiCustomer Mix » About 15 percent given me the opportunity to search tionally been a challenge to shops, of Marshall’s business is customer pay, out fleet work and capitalize on that.” both from an affordability standpoint 10 percent fleet and the rest insurance.

While some shops in the industry and finding the right avenues. Marshall “I don’t try to market either the cus- have been trying to litigate against in- prefers a grassroots approach.

“From going to local schools and tomer pay or the insurance pay; we surers through “Assignment of Problanket market to the entire commu- ceeds” and other legal methods to participating in a program that we nity,” he says. “I’m trying to reach out recover fair and reasonable charges, started to belonging to the local Chamand grow my business because I’ve Marshall has no such experience with ber of Commerce, we do it all,” he

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Behind the Bays

December 2012 | BodyShop Business

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SHOP PROFILE » Top Gun says. “We’re involved in our community tremendously. We support one of every sports team; if there’s a sport, we put our name on the back of the shirt. We also do hockey boards at ice rinks and holiday lighting festivals.

Being involved in your own local community will mushroom your sales tremendously.”

Customer Service » Marshall subscribes to CARSTAR’s tagline, “Relax, we’ll take it from here.” He tries to remind his employees of that when he walks into his office and hears them say, “I can’t believe the phone won’t stop ringing.”

“I respond, ‘You’re welcome,’” he says. “That’s great news that the phone won’t stop ringing because it means we’re doing our job; we’re following up and listening to what the customer has to say after they have an accident.

They’re in a distressed situation, so

iPods for Wounded Veterans arshall’s most recent charitable endeavor has been to join forces with an organization called “iPods for Wounded Veterans.” It was started by three Vietnam veterans who called Walter Reed Hospital a year and a half ago and asked if the troops needed anything. The doctors and nurses said the iPod shuffle would be ideal because it clips onto anything and it would be one of the most convenient things to have. So they immediately began collecting funds and delivering hand-carried iPods, Nooks and Kindles.

“I’ve been involved with iPods for about a year now, and we’ve raised over $18,000 at my facility,” says Marshall. “I worked with CARSTAR’s marketing team to promote it to CARSTAR as part of their national campaign for the month of November. That means 250 stores in the U.S. will have the opportunity to collect iPods or any kind of media devices and bring them down to select military hospitals around the country.”

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the biggest thing we can give them initially is empathy, the second thing being to help them understand how the process is going to take place. They don’t want to be in the situation they’re in, so we have to try and ease any stresses they may have.”

Compensation » It seems that most shops compensate their employees on a flat-rate basis, but some are hourly and others are even salary.

For the first time in 40 years, Marshall is mandating that his employees choose their preferred method.

“We create a benchmark on an hourly scale for a certain amount of time – for three or four months if they’re a new hire. We analyze their numbers for a specific time frame and then we look at our options and figure out what would be more valuable to them. So right now we have hourly with bonuses and also flat rate, and I do whatever works best for both the company and the technician.”

Charitable Activities » Marshall is involved in many charitable activities throughout his community and the collision repair industry. After his father passed away, he started a $2,500 scholarship in his father’s name for the best student at the vocational school he attended. He is also on the school’s advisory committee for co-op programs.

“I help place students in other body shops in the area; there’s somewhere between three to six students who get placed,” Marshall says. “The ones who don’t get placed I often take myself to fill that void and keep the program running.”

He also contributes to Donate to Educate, where he donates to any PTO or PTA once a customer brings a car to him for repairs. BSB

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Product

Spotlight Steel and Aluminum.

Cebotech is the best source for welding and cutting solutions. t Cebotech we specialize in welding and cutting solutions for collision repair, and offer a complete line of welding and cutting equipment with the most OEM approvals. The right equipment can save time and make money for your shop, and Cebotech’s line of welding and cutting equipment can save you time and improve your bottom line.

Cebotech’s OEM approved welders and plasma cutters will help to make the job easier, quicker, and right the first time.

From the fully automatic market leading TECNA Smart-Plus spot welders and CEBORA Double-Pulse mig welders for aluminum, to Plasma cutters and plastic bumper welding repair kits, Cebotech has the right equipment for your shop.

Cebotech offers a complete line of welding equipment for Ultra High Strength steels such as Boron and Dual Phase steels, as well as for aluminum, mig brazing, stainless steel, dent pulling and plastic welding. Sales consulting and aftersales training and support are provided quickly through a national network of distributors trained and capable of demonstrating the equipment in your shop.

For more immediate information contact us directly or access our website. For a hands-on experience in your own shop contact one of our distributors.

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(386) 255-7090 www.cebotechusa.com sales@cebotechusa.com Circle 43 for Reader Service

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TECHNICAL

Hybrid y & Electric Vehicles:

With instructions and some common sense, hybrid electric vehicles and electric vehicles can be repaired just as safely as any other vehicles in your shop.

By Mitch Becker y now, most of the panic caused by the prospect of working on hybrid electric (HEV) vehicles and electric vehicles (EV) is winding down. Most collision repairers have realized that with instructions and some common sense, these vehicles can be repaired just as safely as any other vehicle in the shop. The threat of being hurt is there, as is working on any vehicle. The difference is that shops have more access to repair information than ever before.

Repair facilities that provide technicians with instructions and training have found that the techs can be more productive and the shop itself

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What You Need to Repair HEVs and EVs 1. Training 2. OEM repair recommendations 3. Techs who have the ability and willingness to follow instructions with no shortcuts 4. Lineman’s gloves; recertify at required time intervals or if damage is suspected 5. GoJaks to move vehicle 6. High-voltage DVOM to make sure capacitors are discharged and also check A/C 7. Scan tool (possibly); DTC and relearning procedures 8. Common sense

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TECHNICAL » Hybrid & Electric Vehicles can have fewer warranty issues and provide a safe work environment. This approach has proven to be effective with any new vehicles and their technology.

HEV Owners » The majority of people who have purchased HEVs have found they really enjoy them. Many

have developed a devotion to their vehicle, but it isn’t about a particular model or brand. The consensus is always the same: the performance is great, the acceleration is good to great and the handling is smooth.

Many even want to add a second HEV to the family. The fuel economy has a tendency to sway owners, also.

Another interesting trend is that an increasing number of people involved in motor vehicle crashes want their vehicles totaled. But HEV and EV owners tend to want their vehicles back, realizing they can be repaired. They tend to do their homework on the vehicles and their values. Many owners plan on keeping the vehicles for a long time and seek out quality shops with lifetime warranties that will exceed the manufacturers’ warranties. These same owners plan to pass the vehicles down to their kids.

Training » So if a proper repair is crucial to allowing these vehicles to stand the test of time, what should shops do to ensure this?

Lightning Strikes he High Voltage Service Disconnect is designed to protect the vehicle from high voltage surges or irregularities that have been detected.

Recently, an insurance company was having a problem with lightning strikes, not only on but near some of their clients’ vehicle fleets. The vehicles went completely dark. When the dealer was asked to assess damage, the insurance company was told that the systems were destroyed as they could not get any power to the systems to even diagnose the issue. The vehicles were considered total losses.

When I was asked why this happened, my response was, “It shouldn’t have.” The High Voltage Service Disconnect fuse should have tripped to protect the circuits.

They went back and replaced the High Voltage Service Disconnect fuses, all power was restored and the vehicles were ready to drive.

This simple understanding, plus some instructions, can save a shop much time and cost.

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Product

Spotlight Waterborne-Breathable Air Combo System s the use of waterborne paints becomes more popular and in some areas, required, the need for clean and dry compressed sprayable air is a critical component. The need for the proper filtration to remove moisture, oil vapors, gaseous hydrocarbons, dirt, rust, scale, and other potentially dangerous contaminants is the minimum at best. Then if the dew point and relative humidity can be drastically lowered, you can create a quality of spray air necessary to properly apply today’s waterborne paint products.

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Model 50-WB

The convenience of having a solution to comply with OSHA regulations for proper air supplied respiratory protection, and delivering Ultra Clean & Ultra Dry Air from a single system, is cost effective and efficient. The Model 50-WB can process up to 50 SCFM of Breathable Air or 35 SCFM of Ultra Clean & Ultra Dry Air, or any combination within those parameters.

Martech Services Company has been manufacturing

The Model 50-WB is designed to work with your existing compressed air source to properly filter and monitor the compressed air for Grade “D” Breathable Air, plus this system also provides Ultra Clean & Ultra Dry Air for use in spraying waterborne or solvent-based paints.

Quality Air Breathing Systems

This system can handle up to two painters at the same time. The Model 50-WB is a 50 SCFM system, and is also available in an 80 SCFM system.

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MARTECH SERVICES

For more information, contact your local jobber/dealer or

C O M PA N Y We’re serious about the air you breathe.

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| www.bodyshopbusiness.com

» 47

TECHNICAL » Hybrid & Electric Vehicles The first step is to pursue training.

There are some specifics about HEVs and EVs that need to be addressed. If a technician is to work safely and efficiently on these vehicles, knowledge is a necessity.

Understanding how these vehicles operate will lead to better damage diagnosis and repair.

Batteries » The first and most talked about issue is batteries. When the first EVs were introduced back in the late 1800s, most people did not travel far, so limited range was not a drawback. Today’s vehicles need more range, so the HEVs were released to the public.

When first introduced, everyone was shocked at the cost of replacing NiMH batteries. Today, however, with mass production and more available choices, vehicle prices as well as the cost of buying NiMH batteries have dropped dramatically.

This has made these vehicles much more repairable.

The introduction of extended range vehicles has brought a change to batteries available as well. With lightweight and powerful lithium batteries entering the market and the reduced cost of making them, we’ve seen a jump in pricing that

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will eventually come down in the market. Many damaged batteries can be repaired, saving not only on the cost of repairs but reducing total loss ratios. More companies that sell remanufactured battery packs are popping up every year.

The Basics » Let’s put together some basics for shops and take a look at the future.

Technicians should be taught how to recognize high voltage systems – a must as it is not just the battery that runs high voltage. A/C systems and steering also run high voltage, even in normal internal combustion engine vehicles, as noted by the new ESC systems in many vehicles.

High voltage wiring should not be repaired. Identifying components and wiring is well documented in the instructions.

Equipment required would be electrical lineman’s gloves rated to class 0. A shop should have two sets in case one gets wet or a second person is needed for some procedures. Once the disabling procedures for high voltage are done and voltage is confirmed to be disabled, the gloves should go into a protective box or case to avoid damage. Even a pinhole could lead to serious in-

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jury! Have the gloves certified at recommended time intervals.

Disconnect a 12-volt system by removing the cables and wrapping them or shielding them from reconnecting to the vehicle battery or touching structure.

While wearing electrical lineman’s gloves when removing the High Voltage Battery Disconnect, be sure to understand that its function is to disconnect power to the vehicle. The power in the battery remains. The disconnect can occur from the flipping of a switch, to flip, slide and pull, to a rotating style similar to a dial. Once removed, place it in a safe place to avoid damage or someone trying to start the vehicle when it shouldn’t be started. Use a high-voltage DVOM (Digital Volt Ohm Meter) to verify that the high-voltage capacitors have discharged before starting work.

Once the power is removed, the transmission in many models may lock up. This will most likely already have been done by “first responders” if they followed their disable procedures. The removing or cutting of 12-volt cables may cause this to happen. A good set of GoJaks for each wheel will help to

Product

Spotlight

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TECHNICAL » Hybrid & Electric Vehicles move and work on the vehicle.

Once the integrity of the vehicle’s electrical system is restored, you can roll it on its own wheels. This will make it easier to get it into the paint booth, as GoJaks don’t like drain grates in the shop floor or seals at the bottom of the paint booth door.

When welding near any vehicle electrical components, consult vehicle manufacturer directions to learn what is “too close” – batteries and modules may need to be removed. This procedure should be followed when working on any vehicle. If the OE requires that the battery be removed, follow all manufacturer guidelines to avoid injury or negating the warranty. Although the structures are similar and the repair similar to their internal combustion engine counterparts, a little care can prevent unnecessary damage to electronics.

Refer to vehicle manufacturer instructions on heat and battery packs during repairs as well. The vehicle is designed to protect itself and cool its batteries when temperatures rise. These systems are disabled in paint booths, and temperature must be considered when deciding if the battery should be removed. Be aware of any type of forced heating during repairs or priming as to the direction and duration of heat on battery packs.

A/C Systems » There has been much confusion with the repairs of A/C systems on HEV vehicles.

The systems are similar and have the same fittings for the A/C recovery systems currently in use, but the compressor oils are different.

The A/C compressor runs on the same voltage as the high voltage battery. The non-conductive compressor oil prevents grounding to the chassis. The refrigerant or R134a is the same, but the oil is different.

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compressor oil with the correct part number will prevent costly damage to vehicles’ electrical systems and A/C compoHigh-voltage cables in HEVs are identified by their bright orange color.

nents. This may require a separate machine from the recovery machine currently in use at the shop, as the current machine may have conductive oil in the manifold of the system. This contamination during recharge costs many shops thousands of dollars in damage. There are flush kits and other applications that may need to be followed for maintenance of your shop’s A/C machine to be used for EV and HEVs. If these procedures are called for and not followed, you’ll need a separate machine dedicated to EV and HEV use only. Vehicle manufacturers may require a separate machine only with no alternatives.

If you do not want to purchase a separate machine, have the dealer recharge the system. Many shops tell me that the dealer uses the same machine on all cars, but that’s their liability.

A DVOM can also be used in some cases to see if the A/C compressor is conducting electricity before attaching power and causing damage. I’ve seen many “tricks of the trade” to get around this dilemma, but it comes down to a business decision by a shop to use these alternate methods for recharging.

Use a DVOM after charging and before reconnecting the power to

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TECHNICAL » Hybrid & Electric Vehicles prevent some of the costly damage that may occur if the procedure is incorrect.

Scan Tool » A scan tool may be needed to clear codes and repro-

gram some electronics. Many times, a high voltage diagnostic trouble code (DTC) is caused by not inserting the High Voltage Service Disconnect all the way in for proper connection. This requires following

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the disable procedures and repeating the enabling procedures. Many times, this code will then clear out. If the code remains, a simple fix would be to use a scan tool to get the code and then access OE repair procedures to read the code.

Following the flow charts in the repair information will help you make the correct repair. Throwing new parts at a car and hoping the

It pays to understand the procedures first responders undertake when arriving at the scene of an HEV crash.

light goes out is exhausting and expensive.

Just the Basics » I’ve covered only some of the basics on HEVs and EVs, so I’m going to ask you to take one other step when diagnosing vehicle damage: check out the first responder procedures, which are free on all vehicle manufacturer websites. Once you understand how first responders are trained to disable high voltage, you’ll have a better idea of what needs to be repaired. Their procedures differ from that of repair facilities.

As the new version of EVs come to market, shops that repair these vehicles in volume may have to install charging stations. One thing is for sure: there are more models planned, and being prepared is half the battle. BSB Mitch Becker is a technical instructor for ABRA Auto Body & Glass. Contact him at (763) 585-6411 or mbecker@ abraauto.com.

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TECHNICAL

Masking with Plastic

1. All the jambs are masked off and the panels are prepped for paint. The plastic is stretched down to the tires and taped to the bottom of them, and also stretched tight over to the other side.

I’ve found that masking a car with plastic is superior in every way to using paper. You save time and materials, plus you eliminate the possibility of dirt ruining your paint job.

By Tom Ferry ’ve basically done and seen it all after more than 35 years in the collision repair business, and I want to share some techniques with you that you may have never tried before. Let me show you how to mask a car for paint using only plastic.

I

Advantages » I’ve always liked reading trade magazine articles on painting techniques. In the past, I always noticed the way people masked off cars with paper. That was me a couple years ago…before plastic. We used 36-inch paper all taped together – what torture that was! Before car wrap, I used painters’ 12x12 drop cloths.

The first advantage masking with plastic has over paper is speed. Second, it eliminates dust better. The majority of painters use plastic mask for most of the car anyway, then use paper around the edges. They typically don’t mask the outer edge fully, which leaves a place for specks of dirt to hide. Plastic saves on tape, too, plus dirt can’t hide like it can in the folds created by paper. When you stretch the plastic tight, you leave no place for dirt or specks of whatever to hide and pop out onto your paint job.

You can realize another benefit 54

from plastic when you’re masking a van with lots of windows. You just simply cut it out – there’s no going back and forth to the masking machine. Also, some windows are either too big or too small for the size of the paper. On a large side window, the paper might be too short or long, which forces you to either use up a lot of 2-inch tape or add more paper, taking up time and tape. With plastic already stretched over the entire job, it’s already in place and ready to cut to size.

With paper, you’re using all kinds of different sizes: 12-inch, 16-inch, 36-inch, etc. With plastic, you’re not jumping from size to size and don’t have to think about it. There’s way less reloading of tape and paper on your paper machine.

Here are the steps I use when masking with plastic: 1. Prep all the panels as you normally would. Then, cover the car with plastic, stretching it down to within 2 inches of the tire bottoms.

Then, use 2-inch tape to stick the plastic to the tires. If the tape won’t stick because of tire dressing, just pass the tape around to the back of the tire where it will stick.

2. Using a new razor blade, carefully cut out the plastic around the

December 2012 | BodyShop Business

2. The plastic is cut away and stretched more. The plastic and the blending areas of the front fender and rear door are now ready to be sprayed with adhesion promoter so the overspray sticks to the plastic and doesn’t flake off into the job.

3. The three-stage basecoat has been sprayed and blended. Now we’re ready for the clearcoat.

4. The car has now been cleared and is ready for baking. There won’t be a speck of dust in this job!

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TECHNICAL » Masking with Plastic The Hardest Place to Mask Off… and the Most Neglected he gap between the front fender and front door hardly ever gets masked off. Why? Because too many painters don’t want to take the time to do it or don’t know how to do it. It is hard to do, but if you don’t do it, overspray from the sealer, primer and paint will get on the hinge pillar.

There is now an easy way to cover that gap thanks to new wide blue foam tape. When the time comes to mask the area, make sure the back side of the fender toward the door is very clean. Use wax and grease remover, then wash with soap and water and blow it off. As we know, the area down by the rocker is where all the dirt collects; on some models of vehicles, it’s even worse.

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Therefore, blow out as much of it as possible. Now you have a clean surface and you’re ready to proceed.

The next step is to wipe your surface with virgin lacquer thinner. Then, crack the door open wide, cut your wide blue foam tape and attach it to the fender edge, with all the adhesive on the fender and one-eighth of the non-stick foam tape going forward so you don’t see any of the adhesive when you close the door. It will now be sticking out after you close the door. Simply take a filler spreader and push it into place. It will then form an overlapping barrier between the fender and the door.

This wide blue tape is great stuff! We used to have to make our own from 2-inch tape or try to slide in tape behind hinges – what a time-consuming mess that was!

area to be painted. You will also use the plastic to mask the windows.

This takes practice, but you’ll get the hang of it after awhile.

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3. Painters’ biggest fear when using plastic is that the paint will flake off the plastic and get into the job. To avoid this, I first spray all the panels

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TECHNICAL » Masking with Plastic plus two feet around them with adhesion promoter – just as far as the overspray might land. Needless to say, you should not put adhesion promoter on the primer area you will use sealer on.

I usually put on two full wet coats of adhesion promoter using my paint gun. The rattle cans just have too much orange peel for panels.

4. Let it go through the booth cycle, flash and then bake for five minutes. You’re now ready to paint as usual. After baking your clear or after air-dry, you can demask the car without any worry of the paint products flaking off the plastic.

Extensive Testing » I’ve done extensive testing of this method (stretching, blowgun testing, etc.) and have had no problems whatsoever. Another advantage is that all

your wheel openings are masked off so no dirt can pop out from them.

With the plastic stretched very tight and taped in a few spots on the opposite side of the car, there’s no place for dirt to hide.

I still use paper from time to time for some three-stage blends, but very little any more. You generally use plastic wrap anyway, then tape around the edges with paper and around the paper outer edges.

I work on a commission basis, so I make more money with whatever makes the job come out faster with no dust. As with any new technique, there’s a learning curve, but after you get it down pat, you’ll never mask off a car with paper again.

If masking with plastic wasn’t superior in every way to masking

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with paper, I wouldn’t do it. And my boss loves it because I use less tape and paper. A friend of mine who works as a mechanic at a dealership stopped by my shop the other day and said, “That’s a great way to mask off a car!” He then ribbed the other guy who paints on occasion and asked him why he doesn’t mask with plastic as well. I can tell you that he just doesn’t like change. BSB Tom Ferry painted his first car, his dad’s 1969 AMC brown Ambassador station wagon, black with gold racing stripes and gold window tint in the family garage. Despite that, he says his dad didn’t mind driving it. He’s now the head painter at Ketchikan Autobody and Glass in Ketchikan, Alaska. He can be reached at tomferry@gci.net.

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COVER STORY » New Shop Continued from pg. 26 business cards and jump in. You have to buy parts and materials and pay labor expenses to produce your product and get paid. Account for that!

The answer to the question “Where will it come from?” is not so simple.

Start with your business plan to figure how much cash is needed. If you’re buying an existing business, seller financing of 60 percent or more of the purchase price is common. If you’re going to create a new shop, you have to figure out how much of the required money will come from your resources and how much can be financed.

SBA-insured loans are the most

common place to go for seed money.

Working with an SBA-approved banker on the creation of your business plan will make getting a loan or line of credit much easier. Also, work with the banker on any equipment leases you may consider. Frequently, your bank can beat lease interest rates with zero-down loans for the same pieces of equipment. Run different acquisition scenarios by your accountant as well to determine tax consequences of lease vs. buy decisions.

Some first-time business owners take out second mortgages against their homes, like the sports bar owner did. Others borrow from family and friends. If you’ve decided on a corporate form of business organization, you can offer those family and friends shares in the business to be purchased back at preagreed pricing to keep things a little cleaner. Personally, I hate borrowing from family.

If you have a good relationship with ven-

dors (jobbers, paint companies), you may be able to find some vendorsupplied financing for your venture.

Many acquisitions of existing businesses by MSOs are funded through vendor financing.

In reality, you’ll probably use a combination of all of the above, plus your personal savings, to get into business. If you have a solid business plan, your chances of success, and your ability to repay those loans, will be greatly enhanced.

Finding Success » You can find success by opening your own collision repair shop. One of the great things about our industry is that people can still start a new collision repair business and be successful. If you want to win and be one of those 33 who make it five years and beyond, build a team to help plan and run your business. Don’t just survive, thrive!

Planning is the key to success. BSB Hank Nunn is a 37-year industry veteran and president of H W Nunn & Associates Inc., a collision industry training and consulting company. He may be reached at h_nunn@msn.com.

Business Plan Information here is a lot of information out there on business planning. By far, the best business planning resource is the U.S. Small Business Administration (SBA) at www.sba.gov. The SBA business plan is required for any SBA guaranteed loan. Yes, there is software available to assist in building a business plan, but doing the work of generating an SBA-formatted business plan manually teaches you more about your prospective venture than the software. Plus, the SBA plan, format and instructions are free.

The SBA business plan is composed of eight sections:

T

The old saying

“Failure to plan is planning to fail” certainly applies to opening a new collision repair center.

䡲 Executive Summary 䡲 Market Analysis 䡲 Company Description 䡲 Organization and Management

䡲 Marketing and Sales 䡲 Service or Product 䡲 Funding 䡲 Financials

Instructions and samples are online at the SBA website.

Create a plan for any business opportunity. It really doesn’t matter if you’re buying an existing business or building a greenfield (new) collision repair center – do your homework and generate an SBA format business plan.

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»| Industry Update |« IndustryVeteran continued from pg. 9

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oping award-winning websites for body shops for the past decade and was writing code long before that, so he knows the Internet and how it can help body shops, collision centers and associated companies to attract new business and strengthen their relationships with their existing customer base online.

Moore says he has hired and contracted some of the best-of-the-best Web development, SEO, social media and content management professionals to create Collision Websites and is pleased with the results after two years of hard work and innovation.

“There’s nothing else out there like this right now,” Moore says. “We’ve combined everything that’s required for a highly successful website and made it easy for someone with even rudimentary computer knowledge to make a website literally in minutes, rather than weeks and months. And we’ve made it affordable, scalable and flexible enough that anyone can become adept at maintaining and changing the site.

With Collision Websites, you don’t have to be at the mercy of an IT company, Web developer or any outside contractor. You get control from day one and never relinquish it by using our simplified point, click and type methodology.”

Body shops that sign up and register for Collision Websites get everything for free for the first 14 days. By filling out a brief, simple form and hitting the submit button, the user can create a fully functioning site with all of the newest technology built in.

After the initial two-week trial period, if the user wishes to sign up for a maintenance/hosting package and keep the website they’ve created, it costs only $99 per month. While many other companies charge $400 to $600 in so-called “setup fees,” there is never a setup fee with Collision Websites.

“By featuring a number of designs and dozens of distinct backgrounds to choose from, users have hundreds of possibilities at their fingertips to ensure that their website will look completely different from any other body shop in the country,” says Moore. “In addition, the user has the capability of changing designs and/or backgrounds as often as they desire. Produced by some of the world’s best designers with experience in creating graphics for the collision industry, these visual templates allow users to create a

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»| Industry Update |« look that will appeal to browsers, visitors and existing customers alike.”

Here’s what a website created on collisionwebsites.com includes: 䡲 Hosting 䡲 Domain name (if needed) 䡲 Mobile site application 䡲 Unlimited pages 䡲 EZ text editor 䡲 Online estimate request section 䡲 Repair status update system 䡲 Basic SEO package 䡲 Complete social media integration (Facebook, Twitter, Google Places, Pinterest and others) 䡲 Google Analytics integration 䡲 EZ before and after photo gallery 䡲 Ability to change the site’s design or background anytime 䡲 No long-term commitments; terminate any time 䡲 A Google Apps setup

䡲 Excellent customer support (via email, live chat and/or a toll-free phone number), 7 a.m. to 7 p.m.

(Central Time) Monday-Friday

䡲 A live chat option, where body shop owners can get their answers quickly and easily

Counterfeit Airbag continued from pg. 9 Oct. 24 letter that the advisory ignored the fact that the vast majority of independent shops provide proper repairs using high quality replacement components.

The AAIA Government Affairs team met with seven individuals from various departments in NHTSA who are handling the ongoing safety issue and are involved in the investigations into the counterfeit airbag retailers. All parties agreed that in the future, the agency should consult with aftermarket groups prior to future releases on safety-related issues that might impact the independent repair industry.

Corporate PPG Offers Middle School Students Inside Look at Auto Refinish s part of an ongoing community outreach program, PPG Automotive Refinish Business Development Manager Steve Topczewski and elite painters Jeremy Seanor and Jason Lutton went to Hudson Middle School in Hudson, PPG painter Jason Lutton displays a flameOhio, on Oct. 19 and spent the day painted panel to Hudson Middle School providing eighth grade students with students. an insider’s look at automotive refinish color and technology.

PPG’s experts brought in painted panels and shared the intricacies of paint application and its technological advancements with five art-and-technology classes taught by Terry Stump. The classes combine computer skills such as Adobe Photoshop, GarageBand for iMovies, and Quicktime with the creative demands of drawing and design, the science surrounding cars, racing and

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»| Industry Update |« fuel, and the practical use of all these skills in a business setting.

“Our class is hands-on with an emphasis on real-world applications,” said Stump. “To have these talented people from PPG come in and talk about what they know not only gives keen insight, it confirms the practical applications of what the kids have been studying.”

Students listened raptly and watched closely as Seanor, a gifted pinstriper, and Lutton, an applications expert, demonstrated a range of refinish possibilities. Using freehand techniques, Seanor pinstriped daggers, flames and various abstract designs that captured the students’ attention. Lutton focused on colors and effects including metallics and flakes. Seanor and Lutton also discussed the new advances in waterborne coatings and Continued on pg. 66

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ADVERTISER INDEX

COMPANY NAME

AFC Air Filtration Co. Aframe Spray Booths Airomax/U.S.Body Products Alloy Wheel Repair Specialists Inc. American Honda Motor Co. BASF Corp.

Bendpak Blair BMW Carcoon USA Cebotech Inc. Certified Auto Parts Association Col-Met Spraybooths Crash-writeR Dent Fix Equipment DV Systems Evercoat Goffs Curtain Walls H & S Auto Shot Mfg. Co. Herkules Equipment Corp.

Innovative Tools & Technologies, Inc. Jessen Productions Kaeser Compressors Lenco D/B/A NLC, Inc.

PG. #

38 13 12 56 31, 53 5 Insert, 64 42 Insert, 21 61, 64 43, 62 11 22 48 15 14 3 52 24 18 29 20 25 26

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COMPANY NAME

Martech Services Co. Masters School of Autobody Maxzone Auto Parts Corp.

MMLJ, Inc. Motor Guard Corp.

NAPA Nissan Motor Corp. USA NRD LLC PPG Industries Pro Spot International Red Kap Reflex Truck Liners Rubber-Seal Products S.A.I.M.A. Of N. America Scorpion Truck Bed Linings Shop-Pro Equipment Spray Tech That’s Included Tite Spot Welders Total Automotive Toyota Urethane Supply Co. Zendex Tool Corporation

PG. #

47, 50 4 39 52 57, 66 63 45 62 Cover 2-1 55, Cover 3 51 33 65 27 41 19 35 49, 58 58, 59 7 Cover 4 23 66

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»| Industry Update |«

Audatex Signs Multi-Year Contract with SafeAuto udatex North America Inc. has announced a new multiyear contract extension with SafeAuto Insurance. The agreement calls for Audatex to continue to provide a full suite of automotive claims processing software to maximize claims efficiencies and drive customer satisfaction for the property and casualty insurance provider in the U.S. As an Audatex customer for nearly nine years, SafeAuto leverages Audatex solutions to manage its claims workflow, including dispatch; alternative parts procurement, tracking and management; and total loss valuation. In addition, the insurance carrier plans to test drive the AudaNet Platform, which

A

made its North American debut recently at NACE. “Customer satisfaction is always our most important goal at SafeAuto.

With Audatex technology’s focus on integrating the entire claims process from start to finish, we’ve been able to condense cycle times and reach new levels of efficiency,” said Rob Huebner, director of material damage for SafeAuto.

Built on technology used for years across 20 countries throughout Europe, AudaNet processes thousands of transactions daily. It has been optimized for the North American market to seamlessly connect insurers, independent appraisers, repair shops and vehicle owners, and serves as the technology platform upon which Au-

datex’s U.S. claims and collision repair solutions are built, offered and delivered. The new platform encompasses a wide range of Audatex solutions that are available for mobile and Web-based delivery.

“We’ve built a valuable, long-lasting partnership with SafeAuto through the years, and we’re very pleased to extend our business partnership with them, particularly as we roll out the new AudaNet platform across North America,” said Wolfgang Ahrens, managing director, Audatex U.S. “We look forward to further supporting SafeAuto with our industry-leading, intelligencebased automotive claims solutions, which are designed to make customer satisfaction a top priority.”

PPG continued from pg. 65 their benefits. In addition, the PPG representatives spoke about career opportunities in the automotive refinish industry.

“We’re always looking for opportunities to become involved with a local school system,” said Cristina Fronzaglia, communications manager, PPG Automotive Refinish. “It’s important for these kids to know there’s an industry ready to embrace their talent, creativity, ideas and energy.”

The presentations ended with a challenge to the youngsters to break into teams and design an original hood or door skin. PPG will judge the designs, select a winner and execute the design.

“This was an awesome experience,” said Topczewski. “The kids got into it and so did we. It was fun to do, and we were impressed with how much the students knew and how much more they wanted to learn. We can’t wait to see the designs they create.”

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Product

Showcase No Mixing By Hand 3M has expanded its Dynamic Mixing System platform to better serve collision repair professionals and their customers. Users do not have to mix any of the products by hand, allowing for improved performance and a reduction in waste. The system’s nozzle allows the products to be mixed without generating air bubbles, while the gun’s controlled force speeds up delivery by 50 percent over traditional methods.

3M www.3m.com Circle 150 for Reader Service

Mobile, User-Friendly Dryer Tsunami’s Portable Regenerative Dryer features an oil coalescing pre-filter and outlet regulator. The easy-to-use compact dryer also comes with a 50-foot Tsunami Ultra-flo hose and high flow couplers. This product is designed for absolute mobility and is packaged in a portable hard case with roller wheels.

Online Welding Safety Guide Lincoln Electric’s Welding Safety Interactive Guide converts the company’s award-winning Welding Safety Interactive DVD into an online format that is easily accessible and viewable on PCs and mobile devices. It’s designed to educate arc welders about potential safety hazards and includes information on how to avoid electric shock, preventing fire and explosions, and choosing appropriate personal protection equipment.

The Lincoln Electric Company www.lincolnelectric.com Circle 153 for Reader Service

Leak-Free Paint System Norton’s TORQ Paint System is manufactured with the company’s SpillGard technology, comprised of a quick-connect lid, self-sealing

Tsunami Compressed Air Solutions www.tsunami.us.com Circle 151 for Reader Service

Laugh-Out-Loud Calendar The Insurance Adjuster Quote of the Day calendar is chock full of annoying quotes that body shops hear from insurance companies on a daily basis. Some memorable phrases include, “You’re the only shop…” and “That’s included in the repair time.” The calendar features a new cartoon and quote for each day of 2013 and retails for $19.99 with free shipping.

valve and triple seal. Three separate seals within the unitized lid and liner assure that paint remains inside the cup, while an extra-large filter size and expanded space between the filter and tower allows for increased volume for optimum flow.

That’s Included Inc. www.thats-included.com Circle 152 for Reader Service

Norton/Saint-Gobain www.saint-gobain.com Circle 154 for Reader Service

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»| Product Showcase |« Four-Stage Filter The SuperStar .01 Micron Filter is a fourstage filter designed to operate most effectively within 25 feet of the point of use. By incorporating a charcoal absorption element, the filter offers a standard .01 micron rating with flow ranges of 50, 75 or 100 SCFM and pressure ratings of 250 psi. Additional standard features include built-in differential pressure gauges and an automatic float drain.

La-Man Corporation www.la-man.com Circle 155 for Reader Service

Three Variable Speed Drive Models Sullair Corporation’s V250S Single-Stage Rotary Screw Air Compressors offer a choice of three Variable Speed Drive models ranging from 250 to 350 hp, with capacities of 1,085 to 1,580 cfm and pressures of 100 to 125 psig. All three models are available with Sullair’s WS Microprocessor Control System, which features an easy-to-read graphics display to highlight frequently used compressor information. This controller is also programmed to monitor all necessary functions, including protection from abnormalities.

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In two steps, the Presta Ultra 2 Step Buffing System quickly removes 1200 and finer sand scratches from fresh or cured paint, creating a deep gloss and flawless final finish. With no waxes, fillers or silicones to hide or cover up scratches and imperfections, the finish stays true with no dieback. All products in the system are water-based for quick and easy cleanup.

Presta Products www.prestaproducts.com Circle 158 for Reader Service

Fund Business Growth

The Model 50-WB is designed to work with your existing compressed air source to properly filter and monitor it for Grade “D” Breathable Air, while also providing ultra clean and ultra dry air for use in spraying waterborne or solvent-based paints. This system can handle up to two painters at the same time, and is available as a 50 SCFM or 80 SCFM system.

Palm’s asset sale-leaseback program allows small businesses to use the cash equity of their existing assets to fund their businesses’ growth and expansion. Under the program, Palm purchases an asset or assets from a small business for an up-front payment. The company then leases the single or multiple assets back to the business on a rent-to-own basis over a six-month term. During that time, the business maintains possession and has full use of the assets. At the end of the lease, ownership of the assets transfers back to the business.

Martech Services Company www.breathingsystems.com Circle 157 for Reader Service

Palm National Partners www.palmnational.com Circle 159 for Reader Service

Grade “D” Breathable Air

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Water-Based Buffing System

December 2012 | BodyShop Business

»| Product Showcase |« Plastic Repair System The Magna-Stitcher Plastic Repair System (MS-2500) works by welding a rigid stainless steel stake into the surface of the plastic, resulting in a permanent repair of the crack. It features a powerful work light in the gun to illuminate hard-to-see areas and comes with an assortment of Magna Stakes.

This system can be used to repair bumpers, fascias, spoilers and other thermoplastic parts.

Motor Guard www.motorguard.com Circle 162 for Reader Service

Regularly Change Air System Filters Best Buy Filter Kits allow users to replace filters for respective breathing systems on a regular basis. Each product in the kit has a recommended yearlong filter change schedule, which ensures a safe shop environment and a long lifespan of the product. Kits accompany Martech’s Models 50, 80 and 150.

Martech Services Company www.breathingsystems.com Circle 160 for Reader Service

Super-Refining Sanding Discs Available in 3-, 5- and 6-inch sizes, the 3M Trizact 5000 Sanding Discs leave a sanding pattern so refined that the paint is reflective, according to 3M. The 5000-grit damp-sanding discs are manufactured with silicon carbide minerals embedded in a cured resin medium on polyurethane foam backing. These discs work best on fresh paint, but can be used on older paint to eliminate swirls, scratches and oxidation.

3M www.3m.com Circle 163 for Reader Service

Anti-Texting Commercial

EPA-Approved Spray Gun

PreFab Ads has recently introduced “Text Crash,” a TV/Internet commercial aimed at increasing public attention of the hazards of texting while driving.

The commercial opens with a young woman texting her boyfriend while driving. As a result, she runs a red light and T-bones a van in the intersection. In the eerie aftermath, amidst the wreckage and against the wail of the approaching sirens, there is the “ping” of another text as her boyfriend asks where she is. The words, “Please don’t text and drive. We don’t need the business that bad,” fade up next followed by the logo of the sponsoring body shop. “Text Crash” can be viewed at www.youtube.com/watch?v=dtN6I0YS9O0.

The WS400 Supernova spray gun features a higher fluid delivery that facilitates a faster, smoother application. The result is a higher transfer efficiency rate and greater material savings. This product is approved by the Environmental Protection Agency and complies with Clean Air Act regulation.

PreFab Ads www.prefabads.com Circle 161 for Reader Service

ANEST IWATA www.anestiwata.com Circle 164 for Reader Service

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»| Classifieds |«

BodyShop Business Classified Help wanted • Business for sale Equipment for sale • Software... and so much more!

Call Tom Staab today at 330-670-1234 ext. 224 70

December 2012 | BodyShop Business

»| Classifieds |«

Now Dismantling 2011 Hondas New, never used 䡲 Most models 䡲 Fronts, doors & clips 䡲 Mechanical & interiors

View @ partsbyweller.com Or call 616-538-5000

MIG / TIG / PLASMA / SPOT * Fixed & Flex-Neck Torches * Tips / Nozzles / Caps / Diffusers

* Wire / Rods / Tungsten * Helmets / Gloves / Safety Gear

The Body Shop Specialists Toll-Free 1-866-568-3170

• Original Equipment Wheels In Stock • Limited Lifetime Guarantee • 1000s of Wheels In Stock • Affordable Prices

WELDINGDIRECT.COM

We ship from eight different locations:

MarkiNgpeNdepot.coM

Dallas, Houston, San Antonio, Los Angeles, Philadelphia, San Francisco, Chicago, Miami

Alloy Wheel Remanufacturing Order your Wheels at:

www.newwheel.com

Collision Shops, Towing, Auction Sites, Dealers, Recyclers, OEMs

or 800-486-0931

Body Shop Inventory & Web Software

by Rossknecht Software www.rossknecht.com

A Windows® inventory system for Body Shops that also salvage vehicles or have new/used parts to sell – vehicle and parts inventory, invoicing, reports, instant sales totals, bar-code labels, digital pictures, electronic catalog of body parts. NEW: Put your inventory on your Website included.

No monthly fees. $895 complete. Free Demo CD.

Tow Pro $2.50 Autowriter $3.50 Posca $3.50 Bopagla $2.00 Unipaint $3.86 MPD-15 $1.30 Volume Discounts!

Call 888-906-9370 or online at

markingpendepot.com

bpsales@rossknecht.com phone 303-884-5315

Quality Solutions for the Collision Industry

1.800.529.2640 W W W . K AY C O S P R AY B O O T H S . C O M

USED BIG TRUCK PARTS Dismantling Medium & Heavy Trucks.

Large stock of Cabs, Hoods, Doors, Fuel Tanks, Farings, Front & Rear Axles, Engines, Repairables

CALL (866) 241-2110 or view at: F R O N T I E R T R U C K PA R T S . C O M

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Publisher’s

Perspective Another Year

Gone

can hardly believe that I’m writing the December 2012 Publisher’s Perspective. It seems like only yesterday that I was sitting down to craft the January column.

Look at what has happened since. We had a mild winter season; State Farm announced its parts initiative; DuPont Performance Coatings was sold to a private equity firm; the nation elected our next president; and the East survived a devastating hurricane. That’s a lot of news in just one year’s time.

What about you? What have you accomplished in the last 12 months? I know you’ve fixed many customers’ vehicles and hopefully made some profit along the way. But that’s not really the answer I’m looking for. I’m interested in what you did to move your business forward and make it sustainable into the future.

As we report every other year in our State of the Industry piece, all of us continue to get older. The age of the average body shop owner is well into the 50s, and it just keeps getting higher — not that

I

age is a bad thing, but sooner or later, we need some new blood.

While most of you and I are peers, I get worried when I don’t see many younger people entering the industry. Don’t get me wrong, there are many talented young people in this business, but not as many as we’ll need going into the future. Many of us have been kicking around here for quite awhile, and it’s time for a fresh set of ideas and motivations to get involved.

So I ask you: Do you know how you’re going to move your business into the future? Are you going to sell to a consolidator, or will a family member take over? Will you just close up your shop and sell the land? These are all options, and there are plenty of others.

The important thing is to think about your options now — not when you have to or, worse yet, when someone else has to do it for you.

Think about how hard you’ve worked to build your business. It’s probably the hardest thing you’ve ever done. Don’t let procrastination force you into a bad business situation. Come up with a plan now. There are many sources out there where you can get advice. Your associations can be a great resource, as well as consolidators, consultants and other collision business owners.

We all know that people are going to continue to drive and smash up their cars.

Where there is demand, there is a future. Be sure you and your business are ready for it.

See you in 2013.

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

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