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> RUB IT THE RIGHT WAY: THE 2009 ABRASIVES GUIDE! Serving the Business of the Industry

GO FOR GOLD Devon DeBoer will represent Canada at WorldSkills 2009.

EXPANDED HORIZONS What you need to know before you buy a new shop.

ALL ONLINE

ROCK STAR! Derrick Ryan of Garland Auto Body in St. Johnâ&#x20AC;&#x2122;s, Newfoundland gives students the straight goods on collision repair.

Mitchell Information Center speeds up information retrieval.

plus: Insurance updates,

industry events, and much, much more!

COLLISIONREPAIRMAG.COM Vol.8 No.2 I $4.95

Canada Post Canadian Publications Mail Sales Product Agreement No. 40841632 86 John St. Thornhill ON L3T 1Y2

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Chip Foose sprays for results, and that includes environmental results. So it’s only natural that he joins the collision repair industry’s leaders in specifying BASF waterborne basecoats. Our technology, proven over the last 14 years, delivers the attributes you expect—precise color, superior durability and increased throughput— while lowering basecoat VOCs by as much as 90 percent. Leadership. It’s why Chip’s choice has always been BASF, and why we’re the only waterborne paint to take him into the future. Call 1-800-825-3000 or visit basfrefinish.com today.

Discover what Chip Foose already knows. FooseTM, Chip FooseTM, Foose DesignTM and the Chip Foose signature are registered trademarks of Foose Design Inc. and used with permission. © 2009 BASF Corporation.

Boyd Communications BASF Automotive Refinish “Chip Foose Waterborne” Refinish Ad Collision Repair InDesign CS3 January, 2009 Writer: Sue Salter Art Director: Pam Moran Contact: Kathy Boyd 248-539-7861 Ad Size (TRIM): 8.125” x 10.875”

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www.sherwin-automotive.com/hp 8/8/2008 1:59:59 PM

IN THIS ISSUE

YOUR ONLINE SOURCE Canada’s collision repair information resource. New articles and top news stories daily. Visit collisionrepairmag.com.

Issue 8 No. 2, May 2009

ON THE COVER REAL DEAL

Derrick Ryan of Garland Auto Body in St. John’s, Newfoundland gives back to his industry.

al eci

COVER PHOTOGRAPHY BY GERRY BOLAND

FEATURES

pg.2



KIM ROBERTS BRINGS SUPERIOR MARKETING KNOWLEDGE TO FIX AUTO BARRIE NORTH.

DEPARTMENTS

27 TRUE GRIT The 2009 abrasives product guide is here!

06 PUBLISHER’S MESSAGE Spring cleaning. by Darryl Simmons 08 NEWS Seminars, new workshops, and much, much more... 12 POINT BLANK No shortcuts. by Sam Piercey 15 HEALTH & SAFETY Vital inspection. by Larry Crangle 36 MANITOBA MATTERS Location, location, location. by Wilf Bedard 38 PRAIRIE VIEW Estimating, advanced. by Tom Bissonnette

e tur Fea

 REPAIRERS GATHER IN PHOENIX FOR THE FIRST STEP ON THE LEAN JOURNEY WITH PPG’S MVP CONFERENCE.

FEATURES 17 WORLD CLASS Devon DeBoer will represent Canada at WorldSkills 2009. 24 FASTER INFORMATION Mitchell’s Information Center puts all available repair data at your fingetips. 33 BUY LOW, SELL HIGH Buying a shop, selling a shop, or making sure you stay afloat, this article is a must-read.

40 WHO’S DRIVING improve today! by Jay Perry

44 GREENING THE INDUSTRY Repairers, recyclers, and insurers are coming together to promote the use of recycled parts.

42 RECYCLING The electric professional. by David Gold

54 THE LAST WORD Coatings next big leap is almost ready to arrive.

HAVE YOUR SAY We welcome your comments on anything you see in Collision Repair magazine. Send your feedback to editor@collisionrepairmag.com or by mail (7725 Yonge St. Thornhill ON L3T 2C4). Please note that letters to the editor may be published and edited for clarity and length. MAY 2009 COLLISION REPAIR

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PUBLISHER’S PAGE

www.collisionrepairmag.com

PUBLISHER DARRYL SIMMONS (905) 370-0101 publisher@collisionrepairmag.com

RightTime

ASSOCIATE PUBLISHER OREST TKACZUK (905) 370-0101 orest@collisionrepairmag.com

It’s always now.

EDITOR MIKE DAVEY (905) 528-8377 editor@collisionrepairmag.com

Darryl Simmons

e’re well and truly into spring now, even though it seemed for a long time that winter just wasn’t going

to give up the fight. I’ve always thought that spring was the best time of year to start something new. Maybe it’s a Canadian thing. The season offers collision repair facilities the opportunity to do some spring cleaning. A literal spring cleaning is probably in order, but the season also gives us

Improving Quality and Speed can also give you some ideas. There’s also Lean for Dummies. I haven’t read it, but the entire purpose of that series is to explain things step-by-step with lots of charts and examples. More importantly, though, the right time for coming up with new ideas is always Now. Try something new. It can either be an original idea of your own or one tested by someone else.With that said, I can think of at least one thing you probably shouldn’t try.

The season also gives us a great chance to clear out our minds. a great chance to clear out our minds and the minds of our staff. Now is the time to go Lean if you haven’t already. Grab any one of a hundred books and start reading. Online book sellers often have reviews, which can be very helpful in finding the book that’s right for you. Lean Thinking: Banish Waste and Create Wealth in Your Corporation (the classic text) and Creating a Lean Culture: Tools to Sustain Lean Conversions are both great. The Lean Six Sigma Pocket Toolbook: A Quick Reference Guide to 100 Tools for

Many businesspeople in the grip of recession give in to the temptation to lower prices. It’s a trap you must be wary of. You can’t “make it up in volume” if the business isn’t there to begin with. You’re better off trying to attract more customers than lowering prices. Even though my emphasis has been on the new, we can’t ever forget the old. There are some things, like customer service and safe, high-quality repairs, that will never go out of style.

ART DIRECTOR DANIELA LUBERTO COLUMNISTS WILF BEDARD, LARRY CRANGLE, DAVID GOLD, TOM BISSONNETTE, JAY PERRY, SAM PIERCEY MEDIA MATTERS INTERNS KRUNO BRADASEVIC, IVY MOK, SHOKOFEH SHAHSAVARANI, MELISSA THANAKONE CONTRIBUTORS CHRISTOPHER JURAS VP INDUSTRY RELATIONS GLORIA MANN (647) 998-5677 advertising@collisionrepairmag.com SUBSCRIPTION One-year $24.95 / Two-year $35.95

Collision Repair ™ magazine is published bi-monthly, and is dedicated to serving the business interests of the collision repair industry. It is published by Media Matters Inc. Material in Collision Repair magazine may not be reproduced in any form with out written consent from the publisher. The publisher reserves the right to refuse any advertising and disclaims all responsibilities for claims or statements made by its advertisers or independent columnists. All facts, opinions, statements appearing in this publication are those of the writers and editors themselves, and are in no way to be construed as statements, positions or endorsements by the publisher.

PRINTED IN CANADA ISSN 1707-6072 CANADA POST CANADIAN PUBLICATIONS MAIL SALES PRODUCT AGREEMENT No. 40841632 RETURN POSTAGE GUARANTEED Send change of address notices and undeliverable copies to: 86 John Street Thornhill, ON L3T 1Y2

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One painter. One tall order. No Problem. Speed up your operations and increase productivity with DuPont™ Cromax® Pro waterborne basecoat. With 1.5 coat coverage, wet-on-wet application and no flash time between coats, it’s easy to see why leading shops are making the switch to DuPont™ Cromax® Pro. And for even faster results, DuPont™ ColorNet® Color Proofing can give you great color matches before a single drop of paint is mixed. Just a few of the ways that DuPont Refinish can help you reach your operational goals today— while getting ahead of tomorrow’s environmental regulations. To learn more about increasing your productivity visit www.cromaxpro.dupont.com or speak with a DuPont Refinish waterborne conversion specialist at 1.800.668.6945, prompt 5.

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APPOINTMENTS Windom Joins Uni-Select as VP of Marketing

CSN Hires Manager of Operations

Uni-Select hires Brent Windom as the Vice President of Marketing and Product Development, North America. Bringing nearly 30 years of experience in the auto aftermarket, Windom will oversee all marketing and product management efforts for Brent Windom Uni-Select. In addition, he will also be responsible for customer related training, corporate store inventory management and the company’s web-based initiatives. Windom has been part of three major acquisitions, in each case joining the team of the acquiring company. He served as Vice President of Marketing and Merchandising for MAWDI from 1994 to 2004, when it was sold to Uni-Select. Prior to that, he was Executive Vice President at AI Automotive for nine years, until its sale to MAWDI. He began his career overseeing sales with Downey Automotive, which was sold to AI Automotive in 1985.

Collision Solutions Network has announced the addition of Jay Hayward to the corporate team as Manager of Operations and Network Performance. Hayward encompasses a diverse background in the collision repair industry in his previous roles; experienced in both network operational support and sales. In Hayward’s new role, he will focus on all operational issues, network compliancy, performance, profitability, and training. He will also provide support to CSN’s marketing and business development initiatives. CSN is also pleased to announce the promotion of Larry French to the role of National Director of Sales. French will continue to assist with the execution of CSN’s strategic sales and growth plans across Canada, as well as being a key contact in the network’s ongoing insurance relations portfolio.

Patrick Piché has been named Sikkens Services Consultant for Eastern Canada.

Flavio Battilana, Chief Operating Officer of CSN says, “I’m very excited that in a time that so many companies are discussing cost cuts, CSN is investing. The addition of Jay and the promotion of Larry will continue to deliver value and position the CSN network for the future growth, performance and profitability.”

Above: Jay Hayward. Above right: Larry French.

Piché New Sikkens Consultant for East Canada AkzoNobel has announced the appointment of Patrick Piché as Services Consultant for Eastern Canada. Piche will be responsible for the areas of Quebec, Ontario and the Atlantic provinces. He will work in a business advisory capacity with collision repair centres that are members of the Canadian Sikkens Acoat selected network. Prior to joining AkzoNobel, Piché was General Manager for SSRnet Consultants, a continuous improvement implementation and training enterprise, mandated to work on supply chain operations for Canadian Tire. He brings with him a strong focus in lean production. “In today’s volatile economy the words faster, cheaper and better are definitely more than just words,” notes Roland Taube, Market Manager for the AkzoNobel Canadian market. Taube went on to say, “AkzoNobel is making huge strides in an area we refer to as Process Centered Environments. This unique set of business tools takes the generic principles that are taught in programs that deal with lean philosophies and provides real and practical practices for the collision repair industry. We are pleased to be able to have someone with the business background and talents that Patrick offers to assist us in bringing these new concepts to the Canadian market.”

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APPOINTMENTS Gary McGonegal and Tim Morgan join Celette USA

Manager for Celette USA. Morgan brings with him extensive experience in vehicle structural repair, as well as a background in training. He has written numerous industry articles for publications in both Canada and the United States. Both McGonegal and Morgan will report to Bernard Cribier, president of Celette USA, and general manager Sylvain Julien. For more information on Celette, please visit celette-na.com. Gary McGonegal

Celette has announced that Gary McGonegal is Celette USA’s new Sales Manager for North America. One of McGonegal’s primary responsibilities will be to look after the development of the company’s products distribution networks in both Canada and the United States. Timothy Morgan has also joined the company in the role of Technical and Training

Tim Morgan

Johnny Girard Joins Mirka Abrasives Canada Mirka Abrasives Canada is pleased to announce the addition of Johnny Girard to their professional sales team. In this role, Girard

will be responsible for the territory of eastern Quebec and Northern New Brunswick. Girard brings with him an extensive background in industrial shop management and abrasives sales. “Johnny is very service oriented and will be pleased to offer his assistance for all your surface finishing needs,” says John Booth of Mirka Abrasives Canada. Johnny Girard can be reached at 418956-0615 or 1-800-843-3904 for any questions related to Mirka’s line of products. You can also find more information on Mirka at mirka.com. Left: Johnny Girard

I-CAR Offers Volunteer Training I-CAR is now offering a series of training modules designed specifically for new volunteers or those interested in becoming a volunteer. According to I-CAR, these modules/training sessions are also valuable to veteran I-CAR volunteers who would like a brushup on I-CAR and to learn the reestablished role and structure of committees.

Volunteers continue to play a vital role in the success of the I-CAR organization. The training organization says the purpose of the volunteer orientation program is to improve the volunteer experience. For more information and to register, please contact I-CAR Field Support Manager Mike Miller. He can be reached at mike.miller@i-car.com.

Join the Collision Repair magazine facebook group today! Visit facebook.com for more information.

may 2009 collision Repair 09

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NEWS Canadian Women Learn, Live & Lead at WIN Conference Once again, women from all across the collision repair industry have gathered together at the Women’s Industry Network (WIN) conference. The 2009 event was held in Dallas, Texas. The theme for this year’s conference, Live, Learn, Lead, challenged the 125 attendees to explore opportunities to expand their horizons while encouraging and teaching others. Keynote speakers included Marjorie Brody, an executive coach and well-known speaker who encouraged the group to market their magic and learn to self promote. Other keynote speakers included John Edelen, President and CEO of I-CAR who gave an update on the status of the collision industry and Stacy Bartnik, Assistant Vice President and Director of Financial Services for Carstar’s U.S.

organization, who spoke on the various organizations within the collision industry structure and how your involvement within these organizations can benefit both your company and the industry. The conference also featured various breakout sessions including a session on Recruiting Women facilitated by Nancy Ng of PPG Canada. WIN is a not-for-profit organization dedicated to encouraging, developing and cultivating opportunities to attract women to collision repair while recognizing excellence, promoting leadership, and fostering a network among the women who are shaping the industry. To learn more about WIN or to be a member of WIN, please visit womensindustrynetwork.com or via email to info@womensindustrynetwork.com.

WIN’s Canadian contingent: Nancy Ng, PPG Canada; Shellie Andrews, Dana’s Collision Center ~ CSN; Debbie Nucciarone, PPG Canada; Debbie Van Rossum, VR Collision Services ~ CSN; Lianne Perissinotti, Collision Solutions Network (CSN).

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How do you create over 50,000 smiling faces?

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LifeorDeath It’s either put up or shut up.

A Sam Piercey

s time goes on vehicle damage is getting harder and harder to repair. This is at the same time as profits are going down. Costs such as taxes, fuel, heat and hydro, paint and paint materials, are continuously going up. But our labour rates are not moving. As an industry, we must continue to invest in new tools and equipment to continue to do safe and effective repairs. We also need continuous training, which is also becoming more costly. Again, this has resulted in large increases in operating expenses, but no similar increase in labour rates. It seems that insurers have no idea on how much it takes to maintain and operate a collision facility today. There has been no money to raise employees’ wages at most of our shops, and yet they also have bills to pay, in a world where the cost of living is always going up. They too have to eat and families to feed. We wonder why we can’t get individuals

cost $25,000 or more. New frame and measuring equipment also costs thousands of dollars. New paint technology, such as water base, costs to paint the cars, and yet there have been no increases. Do people have to die, or at least get seriously hurt before it is understood that cars must be - not should be, but MUST be - repaired right the first time? In their defense, some insurers get it. These are the companies that have programs in which they reimburse shops for training and equipment. But you and I both know that there are others who only look at the bottom line. This does not help overhead and employee wage increases, and these insurers don’t get it! Let’s hope they wake up before it’s too late! To repair cars today back to their new standards and make them safe, we must buy tools and equipment, we must train on welding, plastics, air bags and modules, aluminium, suspension and alignments. That’s just a start.

We must fully understand the repair procedures and follow them. to enter our poor-paying trade, but when very experienced techs can’t make ends meet, and are also expected to keep learning about new technology, new tools, etc. then we shouldn’t be surprised to find that they are losing interest in the collision industry. Technicians today need to make a better living for what they do. I predict that many good and experienced technicians will be leaving the trade in the next few years. Who will fix our cars? Some days I just want to shout, “Hello! Wake up Mr. Insurer!” Cars today are more complex. It’s obvious that this means the vehicles are going to need more attention than ever to be repaired safely. The new steels, such as boron steel and TRIP, need new welders to be repaired properly. These welders can

We must fully understand the repair procedures and follow them through. This means no shortcuts of any kind, ever. The truth is that if you don’t have the money to move forward and get up to date, you’re falling behind. You can’t fix cars right or make them safe to drive and withstand another accident if you don’t invest in tools and equipment. If you can’t, get out of the business before you get sued. As an insurance shop or DRP, invest in new equipment and training, pay your people and keep telling insurers that you cannot fix cars for peanuts. CRM Sam Piercey is the co-owner of Budds' Collision Services in Oakville, ON. Sam is a long-time coyote member and sits on many boards and committees. He can be reached at sam@buddscollision.com.

canadian locations

coastal Finishing system 6861 East Hastings Street Burnaby, British Columbia V5B 2S9 Phone: 778-878-4237 360-647-5157 Fax: 360-647-3648 sales@coastalfs.com

Gilles daigle, inc. 301 Route St. Vallier St. Vallier, Quebec G0R 4J0 Phone: 1-800-943-3273 Fax: 418-884-3831 gillesdaigle@globetrotter.net

Matthews Equipment Enterprises 72 Canyon Drive N.W. Calgary, Alberta T2L 0R3 Phone: 403-560-6925 Fax: 403-282-3412 matthewsequipment@shaw.ca

sonic automobile Enterprise ltd. 1034 Toy Avenue Pickering, Ontario L1W 3P1 Phone: 905-683-8005 Fax: 905-683-3311 johalloran@sonicautomobile.com

north aMErican hEadquartErs

car-o-liner company 29900 Anthony Drive Wixom, MI 48393 Phone: 1-800-521-9696 Fax: 248-624-9529 info@car-o-liner.com www.car-o-liner.com

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• Quick setup and anchoring; unlimited tie-down capabilities • Multi-purpose, lightweight alloy drive-on removable ramps are adaptable for wider and narrower vehicles, giving easy access to the vehicle as an extended work platform • Compatible with EVO and CAR-O-LINER measuring systems • Automatic tilt function • Hydraulic pillar jacks "We nd the • Length: 14' (4.3 meters) QUICK42™ particularly advantageous for what we call • Lift height: Over 4' express repairs, lighter frame • Capacity: Over 6,500 pounds! repairs that are smaller in damage

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and dollars. The system is user-friendly. With its quick setup and easy access to the damaged areas of a vehicle, the QUICK42 reduces cycle time, especially for the lighter types of cosmetic repair. Because the QUICK42 can also handle major structural damage repairs, its versatility denitely benets our LEAN productivity." Jimmy Acker Director of Procurement & Sourcing Sterling Autobody Centers, Natick, MA

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HEALTH & SAFETY

InspectionTime

Eagle eyes protect profitability.

n the war on workplace accidents and injuries, employers must avail themselves of every tool and technique at their disposal. A key weapon in your arsenal is the monthly workplace inspection. Used properly, this tool will identify substandard conditions and practices, persons responsible for correcting these substandard activities. Just as important, it will help you determine whether or not previous corrections are being followed. Regardless of the varying provincial legal requirements, best practice would dictate that workplace inspections be done on a monthly basis by a worker and possibly a supervisor. Rotating this responsibility among several different people will help to minimize the effect known as “the blindness of familiarity.” Sometimes simply having a fresh set of eyes to look things over can reveal issues that were hidden from others. Including a person with supervisory duties is extremely important. It’s necessary for the organization to maintain its duty of due diligence. Now that we have decided on who shall do the inspection and when, we must consider what tools will be required to make sure it’s done right. Paper, pen and clip-board are obviously a good start. But how about a digital camera (or phone camera) to clearly identify problem areas? After all, “a picture is worth a thousand words.” Also, a review of previous inspections will alert the inspecting party of previous problems and be a guide as to whether or not the problem is an ongoing one. A workplace inspection must include all areas of the workplace and anywhere else employees might regularly go. This would include the employee parking lot, outside and indoor storage areas, furnace rooms, lunch rooms as well as offices and customer reception areas. That’s the bare minimum. Your particular facility may have other areas that also need inspection for safety and due diligence.

by Your inspection must also look at equipment. This can’t be stressed enough. Ladders, hoists and jacks, hand tools, paint storage racks, mixing machines and dispensing equipment have to be inspected for damage on a regular basis. Speaking of equipment, it must also be inspected to ensure compliance with inspection requirements and electrical safety standards. The inspection must consider housekeeping issues like the amount of debris on the shop floor and trip hazards caused by improperly stored items and the sufficiency of lighting. The goal of any workplace should be to have a place for all objects and all objects to be in their place. Anything else increases the likelihood of accidents. A workplace inspection should also include observing workers. Inspectors should take a close look at the actual practices as they relate to following specific company safe operating procedures. This

Larry Crangle

An inspection is an ideal time to assess the way a task is performed and to provide workers the opportunity to suggest alternative techniques or assistive equipment that could be used. Hazardous conditions found must be marked down on an inspection form. Ideally the form will identify the hazard, its location, whether or not it has occurred before, who will be responsible for correcting it and when it will be corrected. A checklist for commonly found items can be helpful, but be careful not to become so focused on the inspection sheet that the inspecting party misses items that are not on the sheet. Now we are ready to describe our findings in a report. The workplace inspection report will describe your findings and possibly point out issues that need further discussion or investigation. This duty would typically fall to the safety committee, who would make recommendations about how unsafe conditions or practices might be addressed.

inspection is an ideal time to assess the way a task is performed. must include making sure that all staff are using the proper personal protective equipment. This really is vital. It’s the due diligence factor operating again. Also, the inspectors should be diligent in looking for evidence of work techniques that might lead to ergonomic injuries. It’s worth it. Over time, a minor annoyance can develop into a debilitating injury for the technician and loss of productivity for you. Excessive force and awkward body postures are two key factors that often lead to muscle strains and pain. A veteran worker repeating such movements over many years is susceptible to the kind of repetitive strain injury that can result in long term compensation claims. In turn, these can seriously affect an organization’s experience rating record.

An employer that encourages and follows through with this process and attempts to rectify identified issues is sending out a very clear signal to workers. It is a message that says this organization is one that believes in a safe work environment, an environment where workers are valued and all efforts will be directed toward the prevention of accidents and injuries. An organization that can demonstrate that kind of dedication is an organization that is being duly diligent and well on its way to winning the war on workplace accidents and injuries. CRM

Larry Crangle is a former collision repair facility owner now working as a health and safety trainer for the Occupation Safety Group. He can be reached via email at lcrangle@gmail.com.

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WORLD SKILLS 2009

DeBoer Debuts Devon DeBoer will represent Canada at his first WorldSkills competition By Kruno Bradasevic

Photography by Trudie Lee

“If you’re going to be successful, you have to believe in yourself. But it goes beyond that. You have to know you’re good enough, and learn to appreciate the fact that you’re talented.” - Devon DeBoer

epresenting Canada in an international competition is no easy task. Devon DeBoer is one of 38 young Canadians who make up Team Canada at the upcoming WorldSkills 2009 competition. From across the planet, people will compete in many skills categories ranging from carpentry to cooking. This year, Devon DeBoer will be competing in auto body repair. WorldSkills is almost like the Olympics of the skilled trades community. Competitors go through extensive training and practice to fine tune their skills. Some of the steps Devon DeBoer has taken to prepare for the event include spending extra hours at the Southern Alberta Institute of Technology (SAIT) shop where his trainer Derek Topolnisky works closely with him to ensure he’s ready for September’s competition. “I’ve always known that Devon is a natural,” said trainer Derek Topolnisky, one of the instructors at SAIT. “He has the right ‘work hard, get down and dirty’ attitude. Devon doesn’t get flustered and loves a challenge. He works like a machine.” Training for the event is challenging. There are many practice jobs given to DeBoer so that when he’s given a job at the competition, he’ll have enough experience to execute it well. He may be given a B-pillar splice, which he’ll dissect and practice welding and measuring on. Essentially, the trainers will smash cars and Devon will fix them. The trainers consult world competition expert Lawrence Danylchuk on a regular basis. DeBoer has the full support of his family, who is very proud of his success. He has a reputation at SAIT as being a pleasure to work with. His father taught him that success is derived from tenacity and determination; DeBoer’s success is derived from a good work ethic and confidence in his abilities. “If you’re going to be successful, you have to believe in yourself,” he says. “But it goes beyond that. You have to know you’re good enough, and learn to appreciate the fact that you’re talented.” Looking forward to future success in his trade, Devon DeBoer credits winning a silver medal at a national skills competition as a boost to his confidence and reputation in the field. The secondplace win also scored him the opportunity to represent Canada at WorldSkills 2009 in his hometown of Calgary, Alberta. “I’m very proud to be representing Canada,” says DeBoer. “This is a great opportunity to show the world that Canada has great talent in skills. I know we have vast potential.” Devon DeBoer is currently further developing his skills as an apprentice at Power Chief Auto Body in Calgary. He is a firm believer that a career should be something both enjoyable and fun. The skilled trades have brought out the best in DeBoer, inspiring him to be a better person both personally and professionally. CRM MAY 2009 COLLISION REPAIR

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INDUSTRY EVENTS

FROM LEFT: Charlie Bathurst, Frank Lefebvre and Stan Siemes of PPG (in blue shirts), Dan Clifford of High River, Tom Bissonnette of Parr Auto Body, Ken Friesen of Concours Collision Centres, and Greg Mario of Regina Auto Body. FRONT ROW: Ron Thompson of Boyd Autobody and Norm Angrove of PPG. Photo by Collision Repair magazine.

TOP: Mike Gunnels and Ken Friesen during “Creating a Winning Culture.“ RIGHT: Norm Angrove of PPG during one of the discussion groups.

PPG MPV conference focused on tools for increased efficiency and economic viability. By Darryl Simmons

he economy may be heading for a “perfect storm,” but collision repair centre owners and managers who attended PPG’s MVP Business Solutions conference in Phoenix, Arizona have learned some techniques to navigate it. PPG’s MVP program is open to any repairers using PPG Refinish products. The conference took place March 9 to 11 at the Pointe Hilton Squaw Peak Resort. Acres of Sonoran Desert provided a scenic background to the three day event focused on improving shop performance and competitiveness. “The new game is quality, speed and cost. The PPG MVP program has the means to help our collision centre owners come out of this stronger, better positioned and set for genuine success,” said Norm Angrove, Senior Manager, MVP Business Solutions Conference Promotion, Exhibitors. Keynote speakers included Michael Martyn, founder of SISU Consulting Service; and John Foppe, veteran author, trainer and executive advisor. Martyn spoke on “Turning the Perfect Storm into a World of Opportunity.” The presentation was very well received, and focused on how to dramatically increase the speed and effectiveness of process improvement efforts. The central idea is to balance the desire for radical bottom-line results, with the development of people-centric process improvements. People were also the focus of the second keynote speaker, John Foppe. Foppe was born without arms, and once led a life of dependency. He shared how he created his visibility through exasperated perceptions, reactions and practices. Foppe also shared proven techniques for taking organizations that are just “getting it done” to whole new level, where the team is really “making it happen.”

COLLISION REPAIR COLLISIONREPAIRMAG.COM

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ABOVE LEFT: Greg and Karen Mario of RAB. ABOVE RIGHT: Bill and Ron Thomson of Boyd Autobody & Glass. LEFT: Don and Cathy Strong of Concordia CARSTAR. BELOW: Robert Minotti of Grand Touring Collision Services ~ CSN listening intently to a presentation.

ABOVE: Mike Srigley of Sunshine Collision Services. RIGHT: Tom Bissonette of Parr Auto Body in conversation with Frank Lefebvre of PPG. All other photos by www.pressandco.com.

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INDUSTRY EVENTS A full slate of seminars provided attendees with techniques to put into practice in their own shops. One highlight of the seminars was 5S Workplace Organization and Point of Use Tools. “It was my first MVP conference, and I can say it wasn’t like any other conference,” says Rob Minotti of Grand Touring Collision in North York. “It was focused on how to put lean practices into your shop.” Other seminar highlights included Practical Application of Lean Six Sigma, Building a Winning Team, the Art of Effective Execution, Developing Self-Managed Workgroups, Problem Solving and Process Improvement through Effective Facilitation, and Creating a Winning Culture, presented by Ken Friesen, owner of Concours Collision Centres in Calgary, Alberta. “Mike Martyn, the opening speaker, helped to open minds to the lean journey,” says Friesen. “I think everyone took something home to improve their business. The closing speaker, John Foppe, was inspirational and helped people realize that they can accomplish almost anything they want with the right thinking process.” Discussion groups also played a key role in the conference, allowing repairers to engage in peer-to-peer exchange with fellow professionals. For Bill Thomson of Boyd Autobody & Glass in Port Coquitlam, British Columbia, the discussion on Repair Planning Best Practices, facilitated by Bruce Young, was of the greatest interest.

“I picked up some new ideas, and that’s always good,” says Thomson. “We also got into the journey to learn.” Other topics included Throughput Performance Solutions, Dealership Collision Centre Management, Finding, Keeping and Developing Top Performers, and Marketing Best Practices. “My favourite way to learn is by talking to other shop owners who share the same concerns I do,” said Tom Bissonette, owner of Parr Auto Body in Saskatoon, Saskatchewan. “A number of factors are combining to bring about a sort of ‘perfect storm,’ and it’s making its presence felt in our industry right now,” says Randy Dewing, Senior Manager, MVP Business Solutions Conference Team Leader for PPG Automotive Refinish. “A struggling economy and increased insurer influence are changing the way business is done. Our goal through the MVP program is to make sure our customers can treat this as an opportunity to better their business.” For more information on PPG’s performance MVP program, please visit mvpperformance.com. CRM Norm Angrove, John Outcalt, and Jim Berkey. The conference provided an opportunity to make new contacts and renew old ones.

Good for the Earth... Good for your Customers... Good for Business... To locate Green Parts for any vehicle contact your local member of OARA or go to www.GoGreenParts.ca

MAY 2009 COLLISION REPAIR

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WOMEN OF THE INDUSTRY “I hope to be able to grow the business even more by finding our competitive differences and making sure the community knows what we have to offer,” Roberts says. She is a firm believer that success relies on marketing your company and what it stands for. With current economic situations it is no surprise that the auto industry is facing tough obstacles, but Roberts remains optimistic. She believes that this is a great opportunity for the industry to grow. Gaining the consumers trust and loyalty are Roberts’ tactics towards weathering the economic slump. She says that as long as there is proper restructuring, “The sky will be the limit.” According to Fix Auto’s Web-CMS technology, Fix Auto Barrie North’s current Customer Service Index is 100 per cent and has been holding there for over four months. Fix Auto Barrie North converted to AkzoNobel Sikkens waterborne in August of 2007. In the last year the facility has taken the initiative to start marketing this conversion. From giving away t-shirts that say, “we’ve gone green”, to participating in a radio campaign for local radio station Rock 95, Roberts says, “By doing those things we’ve gotten a lot of recognition.” Most recently, Fix Auto Barrie North was also one of the finalists for Bell Canada’s Business Awards for the Green Project Award. Roberts has always believed that giving back to the community was an important thing to do. Over the past year the business

became involved with various charity works. They have worked with Gilda’s Club, Grieving Children at Season’s Centre, and the Grove Park Retirement Home. The company is also involved with many professional associations; Collision Industry Information Assistance (CIIA), Ontario Youth Apprenticeship Association (OYAP) as members for the city of Barrie advisory board, and Canadian Collision Industry Forum (CCIF), just to name a few. Roberts suggests that keeping your mind open and sticking with your values and beliefs is the best way to overcome any challenges that might come your way. As for her words of advice for those women who would like to get into the industry? Simple. “Absolutely go for it. Jump right in with both feet. Don’t be afraid to enter into an industry that has been predominantly male oriented.” CRM Women’s Industry Network (WIN) is dedicated to encouraging, cultivating opportunities to attract women to collision repair while recognizing excellence, promoting leadership, and fostering a network among women shaping the industry. Collision Repair magazine is pleased to announce that Kim Roberts, and every woman profiled in our Women of the Industry section, will receive a membership to WIN. For more information, please visit womensindustrynetwork.com.

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PROFILES OF SUCCESS

Rock Star Derrick Ryan of Garland AutoBody is on a mission to give kids the straight scoop. By Mike Davey Derrick Ryan at historic Cabot tower.

here’s an old saying that the fortune of a man who sits, also sits. In other words, you’ve got to keep moving if you want to get anywhere. Derrick Ryan lives this philosophy every day of his life. Derrick is the owner/operator of Garland Autobody in St. John’s, Newfoundland. He started in the collision repair business in the summer of 1974, beginning his career at a local GM dealership, just a few short days after leaving high school. Derrick started as an apprentice in the paint and prep department, and prepped and painted vehicles for the next four years. “Back then, the way the apprentice system worked, once you became skilled, you were often laid off and they would hire new apprentices,” says Derrick. Since he has never been one to wait for something to happen, he made something happen for himself. “In the fall of 1978 I started my first shop at the ripe old age of 21. I worked this shop for one year and then an opportunity arose for a job with the Ministry of Transportation in Goose Bay, Labrador.” Derrick’s workplace employed 30 technicians, 29 of which were mechanics. As the only body and paint tech, he had a lot on his plate. But he still found time to dream of a different future. “I had the itch to be self-employed and it would not go away,” says Derrick. “I knew I needed to be my own boss.“

In 1980, he returned to St. John’s and married his wife, Kathy. Within the next three years they had two girls, April and Julie. With a growing family to support, the entrepreneurial spirit that led Derrick Ryan to open his first shop had to be put on the back burner. He spent the next few years working at a Nissan dealership and later a Chrysler dealership. In 1987, Derrick Ryan started working at Garland AutoBody in St. John’s, Newfoundland. At that time the facility was owned and operated by Alex Garland. “I enjoyed working there, but the itch to be self-employed was too much for me,” says Derrick. “In 1989 I left to pursue my dream of owning a collision repair shop. I spent the next few months looking for a good place for a facility.” He found a building that was suitable, and approached the bank for a loan. However, even with $50,000 for a down payment, the bank said Derrick needed more equity. At this point, Alex Garland reentered the picture. He had been thinking about starting a welding facility, and shutting down Garland AutoBody. “I looked at this as an opportunity,” says Derrick. “I approached Alex and we made a deal for 50/50 ownership. We figured that if we could bring together his existing customers and name, and my $50,000, the bank might go for it.”

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PROFILES OF SUCCESS That was back in January of 1990, and this year Garland AutoBody celebrates its 25th anniversary. Derrick worked closely with both Alex and Sylvia Garland for the next seven years, and in 1997 he acquired full ownership of Garland AutoBody. “The next three years were the most challenging of my life,” says Derrick. “The transition from being a body tech to a business owner was tough, but I love challenges, big or small.” It’s a good thing that Derrick Ryan likes challenges. He’s well aware that the collision repair industry has some big ones ahead. In his opinion, the single biggest challenge today is making sure there are technicians working today and into the future. It’s something he believes in passionately. He also gives of his time to try to make sure that it happens. “Four years ago we started looking at scholarship programs and we found that they were almost all geared to university students,” says Derrick. “We started a scholarship program dedicated to those going into skilled trades.” It’s an idea that took off, to the point where Derrick has noticed that a few others are now offering similar scholarships for the skilled trades. That’s something that benefits not only individuals, but all of the people of Canada. “I believe in putting effort back into the industry,” says Derrick. “Every year I go to the local trade school and give a presentation on the real story of what students can expect when they start working in the collision repair business.” Derrick has also recently joined the apprenticeship committee at the College of the North Atlantic. Autobody Instructor Gary Hickey is quick to point out Derrick’s extraordinarily high level of commitment to the students and the college. “For at least the last five years, Derrick has made time to come in and talk to our students about what they’re going to find when they enter the industry,” says Hickey. “He’s also been very active in our job observation program, where our students get to go out and observe and assist working techs. It helps the students find out what it’s really like, and gives employers the opportunity to get to know future employees.” In 2001, Garland Autobody joined forces with PPG’s CertiﬁedFirst network. Today Derrick Ryan sits on the advisory council for CertiﬁedFirst. He also takes advantage of PPG’s MVP program. “It’s allowed us to work with some of the top players in the North American industry,” says Derrick. “We meet three times a year in MVP Roundtable meetings to discuss the changes that are constantly taking place in our industry.” One of the biggest changes to come out of this relationship has been Green Belt Training and an introduction to lean processes. “Derrick is a great example of how to make the most of our CertifiedFirst and MVP Programs,” says Norm Angrove, Senior Manager of Value Added Programs for PPG. He has used the knowledge of MVP and Green Belt to create a truly lean shop.” The facility was also the first in Newfoundland to convert to PPG’s Nexa Autocolour waterborne formulation. Derrick Ryan believes that doing these things is not only necessary to thrive in today’s market, but to survive at all. “The number of shops is declining. Two years ago there were 8800 shops. Predictions say that there will only be about 5000 shops left in Canada by the 2011,” says Derrick. “My suggestion to shops out there is to get lean and mean as fast as you can.” crm

Derrick ryan is very proud that garland auto Body in st.John’s is celebrating it’s 25th anniversary this year.

SNAPSHOT GARLAND AUTOBODY aDDress: 850 Torbay road, st. John’s, nl pHone: (709) 722-2017 WeB: www.garlandautobody.com Years in operaTion: 25+ cars per monTH: 75 sTaFF Techs: 2 preppers: 2 Detailers: 1 painters: 1 oﬃce: 4 Frame: guy chart measuring: guy chart Booth: magic global paint: nexa autocolor aquabase plus

“It’s a good thing that Derrick Ryan likes challenges. He’s well aware that the collision repair industry has some big ones ahead. In his opinion, the single biggest challenge today is making sure there are technicians working today and into the future. It’s something he believes in passionately.”

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SOFTWARE TOOLS

Faster Information Mitchell is putting repair data at the technicians’ fingertips.

By Mike Davey

Aaron Parry of Don Butt Autobody in Oshawa references module removal instructions. All procedures are presented with illustrations and step-by-step instructions.

The main screen allows users to search by VIN or by year, make, and model. Once an input is entered, articles appear, sorted into precise categories. Users can navigate via the menu tabs on the left, choosing between History, Jobs, and Favourites. Breaking news and bulletins appear on the left hand side as well.

aving the right information is always valuable, and the sooner you can get it, the better. The explosive growth of online technology has made accessing the information you need easier and faster than ever before. It’s not nice, it’s necessary. Staying up to the minute is no longer enough. To survive in today’s economic climate, a collision repair facility has to stay up to the second. Mitchell International has recently launched a new online application called Mitchell Information Center, providing a central location for OEM technical information. It can be accessed online at www.mitchellinformationcenter.com. A free demo of the software is currently available, and a full-featured demonstration copy is available on request via email. “Hands-on repair information was a niche that wasn’t being addressed, and the Mitchell Information is very positioned to leverage Mitchell’s 60 years of collision repair expertise,” says Mike Jerry, Vice President and General Manager of Mitchell Canada. “This isn’t estimate writing software. It’s a one-stop solution that will allow technicians to quickly and easily access the repair information they need.”

Over 20 years of comprehensive model coverage and repair articles have been put together in a single source to make Mitchell Information Center a reality. “This system is really useful,” says Kevin Kababdjian of Bayview & Steeles Auto Collision. “We used it on the CDs before, but it’s better online. The graphics are better, it’s updated faster, and it’s a lot easier to find the information you need.” Mitchell Information Center shows vehicle dimensions in high resolution vector graphics for readability. Upperbody and underbody dimensions are provided in both millimetres and inches. According to Mitchell, the customizable vehicle dimensions data can be used with almost any frame equipment. Actual digital photographs (not illustrations) show measuring points. Comprehensive information on restraint systems (air bags and seat belts) is provided, as are comprehensive wiring diagrams, allowing technicians to troubleshoot electrical problems and repair electrical components. In the area of brakes, steering, and suspension, the system provides “How-to” chassis repair information, along with information on ABS and other brake system and suspension specifc data. Also provided are torque specifications and wheel alignment data. “We’ve been using it mainly for air bag matrices and wiring diagrams, and so far it’s been very easy to use,” says Aaron Parry, an estimator with Don Butt Autobody in Oshawa, Ontario. “The online format makes it a bit faster and easier to stay up to date.” Also featured is a complete library of OEM technical bulletins and recall information. The data is stored for easy retrieval. Not only can technical bulletins be searched by year, make, and model, but all of the information is indexed by system type and symptom.

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SOFTWARE TOOLS

David Heacock of Bayview & Steeles Auto Collision reading an article on Mitchell Information Center. One of his favourite features is how the system presents step-by-step instructions for module removal.

Currently the system holds over 100,000 different technical service bulletins, and more will be added as they become available. Once a model is selected, available articles automatically appear. A tabbed interface allows technicians to easily access and keep track of multiple vehicles at once. A section on electrical systems

and components was created to help technicians locate hard-tofind electrical components. “I use it to get air bag specifications, refrigerants, A/C, things like that,” says David Heacock, a technician at Bayview and Steeles Autobody. “One of the best things about it is that it outlines the procedures for you. If you’ve got to get a module out, it walks you through the process with pictures. You don’t have to take the car half apart just to get that one module.” Mitchell Information Center also allows technicians to select “favourites,” for cars they see often. This would be extremely useful in a dealership setting, but other technicians have found it beneficial. “We produced this after extensive consultation with professional repairers in Canada and the United States,” states Jerry. “The core concept was to develop an online resource that would amalgamate our existing CD products into an easily accessed form that could be instantly updated. The benefits in time saved using the new system will really start to add up for shops that use it. ” A section on Repair Standards is slated for development, and will eventually be added to Mitchell Information Center. The idea behind the Repair Standards section is to help technicans become confident with the very latest in OEM techniques and principles. This includes section and replacement, removal and installation procedures, and information on materials and components. For more information on Mitchell Information Center, please visit mitchellinformationcenter.com. CRM

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may 2009 collision Repair 25

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Why be anonymous when you can be visible? fixauto.com

TO JOIN THE NETWORK CALL TODD NOBLE 416-857-7580

THE BODY SHOP NETWORK

ABRASIVES SPOTLIGHT

True Grit

Abrasives can make or break a refinish job. By Mike Davey

t’s so commonplace that we rarely think of it. But a solid understanding of abrasives can mean the difference between success and failure in the refinish setting. Although sandpaper has been around a very long time (records show that it was in use in China more than 800 years ago!) it’s undergone considerable technical advancement in that time. The first major innovation took place in 1916, and can be credited to 3M. The company was the first to develop a type of sandpaper with a waterproof backing. This allowed the paper to be used with water as a lubricant, which could carry away particles that would otherwise clog the finest grades. You probably won’t be surprised to learn that the very first application of this new invention was for auto refinishing. Sandpaper comes in almost countless variations, once variations in the backing, grit material, grit size and the bond are taken into account. Backings alone can be confusing for anyone who doesn’t know the system. The weight of the backing is usually designated by a letter. For paper backings, weight ratings range from A (lightest) to F (heaviest). Simple enough, but the system typically used for cloth backings runs like this: J, X, Y, T, and M, from lightest to heaviest. There are a wide variety of materials used for grit in sandpaper. Oddly enough, actual sand (silicon dioxide) was rarely used, even historically. Finely ground glass was considerably more common, and today the most common materials used include aluminium oxide, silicon carbide, and ceramic aluminum oxide. Sandpaper may also be stearated. This means a dry lubricant is added to the abrasive during manufacture. This prevents clogging and has proven to be very useful in refinish applications. Even with something as deceptively simple as abrasives, innovation never stops. Turn the page to see some of the latest innovations from today’s top abrasives manufacturers. maY 2009 collision Repair 27

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PRODUCT SPOTLIGHT: ABRASIVES

Manufacturer: 3M Canada Phone: 1-800-364-3577 A casual inspection of Purple Clean Sanding Discs from 3M will reveal one obvious departure from traditional sanding discs. Rather than utilizing one of the traditional no-hole, 5-hole, or 6-hole designs, the Purple Clean Sanding Disc features a logarithmic spiral of literally hundreds of small holes. 3M says that this unique multi-hole disc pattern will allow for quicker changes, as no hole alignment is required. In addition, the company says the logarithmic, spiral-patterned disc design gives dust a better escape route, moving more dust away from your finishing surface without loading the disc. Purple Clean Sanding Discs utilize the 3M Hookit Attachment System and come in 3”, 5”, and 6” sizes. Grades run from P80 to P500.

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PURPLE CLEAN SANDING DISCS

1950 SIASPEED SIAFAST

Manufacturer: SIA Abrasifs JJS Web: www.3M.com/Automotive Phone: 1-800-337-1325 The grit for 1950 siaspeed siafast is a mix of semifriable aluminum oxide and regular aluminium oxide. The grit ranges from 040-600 and the backing is paper. Sia abrasifs JJS says that grit ranges of 8001500 will be available soon and will feature a film backing. According to the company, the stearate coating greatly reduces jamming and clogging of the abrasive surface, with a net result of a far longer service life. The company also says that 1950 siaspeed siafast can be used with great success on primed, filled, painted and lacquered surfaces. The product has been trialled in sia abrasifs JJS’ test centres to ensure that it is effective on any challenging surface in manual and manual/machine sanding operations.

www.3M.com/Automotive

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RESIN FIBRE DISCS

www.sia-abrasives.com

MULTIPLE FILM FINISHING DISCS

Manufacturer: Gemtex Phone: 416-245-5605 ext. 224

Manufacturer: Carborundum Phone: 1-800-268-2262

Gemtex Resin Fibre Discs (RFDs) are covered with mineral abrasive grain formulated for toughness and sharpness. The RFDs come in a number of different grades: A (Premium Aluminum Oxide), S (Silicon Carbide), X (Ceramic), PMD (Premium Metal), and SMD (Soft Metal). According to Gemtex, the company’s Resin Fibre Discs excel in a wide variety of applications. The discs are manufactured using a multi-layer, heavy duty vulcanized fibre as backing material. The backing material is then covered with a resin bond coat that Gemtex says is specially designed to resist loading, glazing and grain stripping. The discs come in a number of standard sizes, including 4”, 4.5”, 5”, 7”, and 9”. Special sizes are also available from Gemtex.

Carborundum says the company’s Medalist Film Finishing Discs are engineered to remove imperfections quickly and without loading the disc. The company says the product uses a superior grain on a super smooth film backing, which provides an incredibly fast cut with no “pigtails”. The grit material is Aluminium Oxide and comes in a number of grades (P1500, P1200, and P1000). The discs are manufactured with a glue bond and a smooth film backing. Included in the stearate is an anti-loading agent, which is designed to ensure long disc life and consistent finish. Carborundum says that using long lasting Medalist Film Finishing Discs provides a consistent finish that buffs out very fast with Carbo Finish Extra-Cut.

www.GemtexAbrasives.com

www.carboauto.com

COLLISION REPAIR COLLISIONREPAIRMAG.COM

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PRODUCT SPOTLIGHT: ABRASIVES ▲

DYNABRADE ABRASIVE BELTS ABRASIVES FACTS

Manufacturer: Dynabrade Phone: 1-800-828-7333

www.dynabrade.com

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MIRKA AUTONET

Manufacturer: Mirka Abrasives Canada Phone: 1-514-497-1016 According to Mirka Abrasives Canada, Mirka Autonet is a fast, efficient and cost effective abrasive technology that revolutionises the sanding process. Mirka Autonet has been specially developed to satisfy the unique demands of the automotive refinish industry. Mirka Autonet takes its name from the patented construction that consists of a dense network of polyamide fabric threads onto which the abrasive grit is bonded. This open weave net structure means that no dust particle can possibly be more than 0.5mm from a dust extraction hole. According to the company, this design provides for virtually dust free sanding. Net sanding is already a proven technology in Mirka’s Abranet range of products, and is now available for automotive refinishing.

IS THERE A GROUP OF PRODUCTS OR EQUIPMENT

Dynabrade has long been known for its abrasive power tool technology. The company now also carries a complete line of abrasive products as part of their new “AbrasivEdge” program. Included are narrow Abrasive Belts, available in both Coated Abrasive and Non-Woven Nylon to suit a wide variety of industrial applications. Belts are offered in lengths from 7-3/8” (187 mm) to 20-1/2” (521 mm), and widths from 1/8” (3 mm) to 7” (178 mm). Range of abrasive grits runs from 40 to 320. Choice of three brands includes 3M, Norton and Dynabrade’s own “DynaCut” series (shown here). Typical belt applications are light and heavy-duty grinding, denibbing, blending, finishing, polishing and graining. Most abrasive products are in stock and available for shipment.

- Sandpaper was first used in 13th century China. Crushed shells and sand were bonded to parchment. - Shark skin has also been used as a sandpaper. - Sandpaper was originally known as glass paper, as it used particles of glass, which do not wear down as fast as sand particles. - A process for making sandpaper was first patented in the United States on June 14, 1834.

YOU WOULD LIKE TO SEE FEATURED IN

COLLISION REPAIR

MAGAZINE? Let us know! Please contact Mike Davey via e-mail at

Scanning Electron Micrograph of Dust Particle

Are you taking work home with you? How much dust do you breathe every day? Maybe it’s time to consider the alternative. With vacuum efficiency approaching 95% Autonet allows you to collect and dispose of potentially dangerous sanding dust, providing a cleaner and healthier work environment.

editor@ collisionrepairmag. com

with your suggestions.

www.autorefinishdevilbiss.com MAY 2009 COLLISION REPAIR

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PRODUCT SPOTLIGHT: ABRASIVES SUPER ASSILEX

Manufacturer: Karebac Abrasives Phone: 1-888-527-3222

Manufacturer: Eagle Abrasives Phone: 1-888-68-EAGLE

According to Karebac Abrasives, the company’s Quality DA Sanding discs have very high water resistance and durability. These qualities are enhanced by a stronger paper backing with a resin bond to make for long-lasting performance. In addition, the company says that special coatings used in the manufacturing process help to reduce heat buildup. P-Graded aluminum oxide granules are used to help provide for faster cutting. Quality DA Sanding Discs are available either packed flat with liner or on a roll (shown here). The easily separated discs come in rolls of 100 or 25, with 10 rolls per box. According to Karebac Abrasives, the company’s Quality DA Sanding Discs are ideal when used with orbital sanders.

According to Eagle Abrasives, Super Assilex is the perfect sanding medium when speed, uniform coverage and extremely shallow sanding pattern are needed. These situations can include waterborne paint, bumper repairs or blending. Eagle Abrasives says it prevents irregular scratches that can be caused by non-woven products or the risk of over-sanding caused by standard abrasive sheets. The company also says that no scuffing compound is needed, and there will be no colour residues to clean-up. Super Assilex is Hook and Loop ready and comes in both cut sheets and 6 inches discs. Grit sizes include P500 (Sky), P800 (Lemon), and P1500 (Lemon). The backing for all Super Assilex is a polyurethane film.

www.karebacsalesinfo.com

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QUALITY DA SANDING DISCS

www.EagleAbrasives.com

COLLISION REPAIR COLLISIONREPAIRMAG.COM

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PRODUCT SPOTLIGHT: ABRASIVES ▲

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A275 MULTI-AIR DISCS

4S/4V PREMIUM HOOK & LOOP

Manufacturer: Norton Automotive Phone: 1-800-263-6565

Manufacturer: United Abrasives Phone: 1-800-345-7248

According to Norton, the Multi-Air system is designed to eliminate dust and increase the surface cutting area to improve productivity. The company says that A275 “Original Performance” on hook and loop NorGrip discs offer one of the longest lives and fastest cuts for any sanding job in the automotive refinish setting. The grit material is aluminum oxide. A variety of grit sizes are available, ranging from P80B to P800B. The discs are constructed of a glue bond and B-weight latex fibre reinforced paper backing. Norton says that the A275 Multi-Air Discs offer a 35 per cent productivity gain over traditional vacuum sanding, and a 60 per cent productivity gain over traditional non-vacuum sanding. The product also includes a back-up pad for maximum dust extraction.

According to United Abrasives, the 4S/4V Premium Stearated Aluminum Oxide Hook & Loop Paper Discs excel on painted and primed surfaces. It is the company’s best performing and longest lasting paper disc, and the company says the discs offer long lasting performance and fast removal rates for fine finishing of auto body, wood, metal, and marine applications. The discs feature a premium aluminum oxide grain (for dry use only) and a premium stearate coating and open coat structure that is designed to lubricate and prevent loading. United Abrasives says that the discs are for use in a number of applications, including body filler, paint, primers, plastics, wood and fiberglass, ferrous and/ or non-ferrous metals.

www.nortonautomotive.com

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www.UnitedAbrasives.com

MAY 2009 COLLISION REPAIR

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True

With Envirobase High Performance. ®

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STRATEGY & TACTICS

Will you buy, sell, or just stay afloat? By Christopher Juras

n its history the collision repair industry has gone through long periods of evolution, followed by relatively short periods of revolution, or rapid change. With the recent technological advancements in car manufacturing - the introduction of advanced high strength steels is one example - DRPs and now low-VOC legislation, I would like to suggest the collision repair industry is going through and will continue to go through another period of rapid change. In any industry it is in times such as these that business owners take a look at where they are and where they want to be in the future, with their business being a big factor in these contemplations. We have seen and heard about consolidation in the collision repair industry for the past number of years. I believe that in the next few years we will see much more activity in the buying and selling of body shops. Some owners with a long term vision will decide they want to grow their collision repair businesses and others will decide it is time to cash out and/or retire. The United Kingdom has population of 60 million people.There were over 20,000 collision shops in the late seventies, now there are just over 5,000. When I speak to industry observers in that market, I am told two of the main market drivers for this rationalization of the industry were DRPs and low-VOC legislation. So what are you thinking? Do you have the vision to see yourself and your business in this industry for the long-term? Do you want to move on to something else, or retire?

aCTiOn iTEMS

With these thoughts in mind, there are many items to consider when you decide to buy or sell a business. When it comes to selling a business, this often is one of the

most important financial decisions an owner will ever make. For many owners, selling the business they’ve spent years building can be emotionally very diﬃcult, and unless they have sold another business previously, they will have no past experience to draw on. Ideally, they want to sell “at the right time, to the right buyer, for the right price.” However, this takes a lot more than just luck and coincidence. The key is careful planning and preparation. Often the best time to sell is when you don’t have to. When the business shows sustainable growth and earnings it will fetch a better price. Also added to this fact is the danger that taking a business to market at the wrong time can result in a significantly lower selling price. Recent profit history, general economic conditions, market demand, barriers to entry, future earnings, growth potential and competition are all factors that have to be considered. On a more personal level, one has to consider the following questions. Do you have the stamina and financial resources to get through the challenges ahead of you and your collision repair facility? Do you know all of your options and are you prepared for them? If you are not fully prepared, you can expect that outside forces will limit your options and determine the value of the business, which may or may not be optimum.

STaRTing pOinTS

• • • •

Is your business ready and at optimum value? How will you evaluate your business, and establish a valuation? Who will prepare a detailed selling memorandum for your business? Who will identify qualified, potential buyers confidentially? And who will best confidentially market the business to these buyers? MaY 2009 collision RepaiR

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STRATEGY & TACTICS •

Who will negotiate with, and receive offers from, interested buyers and maximize your return? • How do you plan on conducting detailed due diligence on the buyers? Who is a time waster and who is a competitor trying to get an inside advantage? And how will you fair up during the legitimate buyers’ due diligence process? • How will you run and manage the business while this is going on? • What about structuring and completing the documentation? “Starting Points“ above lists some of the questions you must ask to detemine your future. Some of these you can do yourself. For some, outside help and professional advice would certainly be useful. It will help to protect that which you have worked so long and hard for. A good adviser can help you decide whether your company should remain independent, be merged, or liquidated. That, in turn, will dictate to whom you sell - insiders, another company, investors, or the public. That in turn also will have an affect on the price and value. In addition to guiding you, a professional adviser can help negotiate the deal - a task most entrepreneurs aren’t trained to do. People think they can negotiate alone, but it can be hard. It’s often a costly mistake, as evidenced by the staggering mortality of deals rate of about 80 per cent. The type of adviser you hire depends on the size and nature of your business. First, make sure the adviser you hire is reputable, professional and knowledgeable, and secondly, that they have done transactions in your field and your size. When you’ve made your choice, be prepared for a thorough interrogation. The adviser will assess what the company is realistically worth. After the valuation comes preliminary due diligence. This is followed by an intensive marketing period which includes the

creation of a Confidential Business Profile. This will give interested parties the ability to review and consider your opportunity in great detail. Not that anyone reviewing this should sign a confidentiality agreement. In the case of potentially competing buyers, a non-interference agreement should also be signed. Thereafter, not only will a potential buyer want to know more about your company, but you will need to be prepared for negotiations, offers and due diligence. Managing the due diligence and bringing the transaction to a successful close will then be key. It’s a lot to think about. Having an advisor to source likely targets, to value those targets, to negotiate the terms of the acquisition and to arrange financing can be very important. A professional broker will match your criteria with the target business. This article just touches on the subject, but today there is a huge, burgeoning market in businesses that will be sold over the next 10 years. A 2005 survey suggests that 71 per cent of entrepreneurs plan on selling their businesses over the next five to 10 years. This means nearly 300,000 companies worth more than $1 trillion could wind up on the market. In general, only one third (35 per cent) of SME (Small Medium Enterprises) owners are planning for their future sale. Only 10 per cent have a plan. However, among those who have a plan, the majority are informal and unwritten and what’s more is that 41 per cent of SMEs indicate their intentions to exit their businesses within five years as they age and want to retire. It looks like there are going to be a lot of unprepared people heading for the door at the same time. The risks of not realizing the proper value of a business are undeniable. Are you ready for change? CRM

BEFORE YOU BUY...

BEFORE YOU SELL...

• What’s the future of the product or service? Are sales expanding? • What about the location? Are there zoning changes planned? • Is there an established market with a good repeat customer base? • What about the labour situation? Are there key personnel who contribute significantly to the success of the business? Can you keep them? Must staff salaries be adjusted soon? Is the seller’s personal role critical to success? • What about warranties for work completed? Are you assuming any risk of liability for the seller’s actions? Will customers expect you to make refunds or honour warranties or risk losing goodwill even though you are not legally obliged to do so? • What about the seller? Will he/she agree not to set up in competition for an agreed time? Will the seller train and assist you after the purchase? • What kind of return is reasonable? • How would you value the business? • What about leverage consideration? • Is working capital include in the purchase price or will you have to come up with more money?

• Clean up your books. • Invest in taxes. • Make your business presentable. • Ensure your business is sustainable. • Have procedures and manuals in place. • Increase earnings. • Get rid of inefficiencies. • Ensure continued growth. • Streamline. • Get commitments from key people that they will stay with the business without disclosing your intent. • Keep it confidential.

Christopher Juras is a Certified Business Intermediary based in Vancouver. He is involved in all aspects of business purchases and sales, in valuations, negotiations and mergers. He has over 25 years of experience in international business working with a wide variety of organizations, individuals and markets. Originally from England he moved to Vancouver in 1987.

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MANITOBA MATTERS

Streamlined

Specialization helps streamline total losses.

Wilf Bedard

ncreasing value to customers is a goal of most businesses and one Manitoba Public Insurance shares. There is a natural tendency for people to equate value with the price of something, but the quality of service they receive is also important. We’re extremely proud of our Physical Damage Centre, located on about 70 acres of land in north Winnipeg. It’s a hub of activity that ultimately increases value to customers by providing the best service possible to owners whose vehicles have been written off. How do we do that? Concentrating services into a centralized campus has proven to be one of the most effective ways. When a total loss vehicle gets towed into our compound, it means customers only have to visit one location while settling their claim, rather than visiting multiple locations for different functions. And those claims are generally settled more quickly than they would be otherwise.

The customer, meanwhile, would have gone to another location to settle the claim and, once that was finalized, they would have had to visit the salvage area to retrieve personal belongings. Resolution of disputes over vehicle equipment or condition was delayed. Customer service suffered and cycle times – the time from assignment to settlement – averaged around nine or 10 days. Now, all the total losses are handled where the vehicle is located. Specialization has streamlined the process, improved customer service and freed up claims centre staff around Winnipeg. Before we introduced the Total Loss Expeditor Unit many adjusters weren’t comfortable dealing with total losses. They didn’t feel they had the right skills to do the job the way it needed to be done. They also disliked how negotiations often felt adversarial, rather than cooperative. Three adjustors took part in a successful pilot program in the late 1990s and then,

negotiators work hard at establishing rapport. For staff, it means minimizing how often total loss vehicles are handled on their way to the auction floor. This leads to greater efficiency. Our Total Loss Expeditor Unit, which is the only unit of its type in the province, has posted some impressive numbers. On average, the Total Loss Expeditor Unit settles claims in 5.2 days from the date of assignment, with 50 per cent being settled in two days or less. And that’s with a high volume of work: in the last full year, the 13 adjustors on staff in the Total Loss Expeditor Unit each averaged 4.7 settlements per day. Prior to the introduction of the Total Loss Expeditor Unit, a written-off vehicle would have gone to our Holding Compound and Salvage area.

a few years ago, we expanded the program to create the current complement of total loss specialists. They have a variety of tools at their disposal. Rather than limiting research to one valuation service, Manitoba Public Insurance uses three: the Black Book from Ward Publishing, ValueMate from Mitchell International, and Audatex. Adjustors can also do their own research via the internet and tailor their settlement offers based on the vehicle specifics. This helps to make the entire system more flexible and responsive to the true needs of our customers. The advantages to the current system are clear and numerous. Simply by having one group of dedicated experts specializing in total loss, there’s a greater

consistency from one claim to the next, which has enhanced cost containment. Cost containment leads to better future forecasting and planning, which benefits everyone involved in the auto claims economy in the province of Manitoba. Negotiators work hard at establishing rapport and exceeding expectations. As a consequence, customers are often amazed at how quick and smooth the process is. In most cases they only need to visit the Physical Damage Centre once to claim plates and personal belongings. When Manitoba Public Insurance initially went to the specialized expeditor concept, the objectives of the program were to enhance customer service and satisfaction, adjuster competency, consistency, cost containment and efficiency of work flow. All of these objectives have now been met. But that’s only part of the story of what happens at the Physical Damage Centre. Our compound has a capacity of 2,400 vehicles and in the last year we received roughly 32,000 vehicles (both repairable and total loss). In the last fiscal year our Salvage Department sold a total of 22,646 vehicles, thereby recovering $23.2 million. Our weekly Wednesday auctions move close to an average of 400 vehicles a week out of our very own auction hall. The Physical Damage Centre is also home to Vehicle Standards and Inspections, Glass Claims Audit Unit, Vehicle Research and Training and our Special Investigations Unit burn garage, where suspicious burn cases are examined. All told, the work of our Total Loss Expeditor team, as well as the other associated units at the Physical Damage Centre, help make service an essential part of the value equation. And that’s worth a lot. CRM Wilf Bedard is the Vice-President, Claims Operations and Service Delivery, for Manitoba Public Insurance (MPI). For more inforation, please visit mpi.mb.ca.

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PRAIRIE VIEW

moneyforSomething and no work for free.

Tom Bissonette

n current economic conditions, it is more critical than ever to make sure you get paid for all the things you do to restore your customer’s vehicle to pre-accident condition. Now, there may be some insurance companies who don’t like to pay you for all the things you do. It’s important to remember that their responsibility is to put their customer’s vehicle back to preaccident condition. If they tell you to do otherwise they may be putting themselves into a situation where they could be hit with a diminished value lawsuit. If you fix the vehicle properly and don’t charge them for doing so, then you are enabling them to take advantage not only of you, but of the entire industry. A good

example of this might be a situation where the insurance company refuses to pay R&I of trim to facilitate refinishing. Insurers will pay for necessary procedures on their customer’s vehicles. It’s as simple as that. That doesn’t mean they will necessarily tell you. If you don’t know to ask for pay, you won’t get it. Ultimately it is up to each shop owner’s appraiser to educate themselves on all estimating procedures and guidelines to do a safe and profitable repair. Understanding your estimating system’s procedure pages is the first place you should start. They change as much as every three months. Are you using all of these procedure pages? Here are two examples of procedures often missed:

The first is masking for overspray. Anything beyond 36” of the painted panels needs to be masked and all inside edges are not included in the refinish time. This is potentially another half-hour or more. Total Mask for Overspray time averages close to one hour. Feather Prime & Blocks completes bodywork repair from 150 grit smoothness to the condition of a new undamaged panel, and the point at which refinish labour time begins. Estimating Guide Refinish times are only for “new undamaged panels” so the gap between body repair and refinish is “extra.” How much time does it take to feather the body work, mask for primer overspray, mix and spray etch primer,

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TRAINING IS ESSENTIAL IN TODAY’S INDUSTRY

D URE ASSNORED HO

Assured Automotive is pleased to announce the addition of Laura Pennings to the Assured Marketing Team. Laura has been appointed Manager, Agent and Broker Relations for Assured Automotive. Laura is responsible for managing Assured’s Agent and Broker relationships, as well as, forming an integral part of the Assured Marketing and Business Development Team. Laura brings with her years of experience in the Insurance and Agency Business along with a comprehensive understanding of the needs and requirements of Agents, Brokers and their respective Customer Service Representatives. At Assured we believe that our staff is the key to our success, to this end we would like to once again welcome Laura Pennings to the family at Assured Automotive. Insert Bio from Library

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PRAIRIE VIEW clean that spray gun, mix and spray filler primer (three coats), clean the gun, let it dry inside or heat lamp the car, unmask and block the primed area? Is one hour enough? I know that very few collision repair facilities are actually getting paid for performing these procedures. Why not? If you as a shop owner accept a lousy

Don’t Forget! Tom Bissonette has put together a pdf workbook detailing his list of “forgetables,“ items that should be billed for but often aren’t. One good example that’s very common is fasteners. Just about every component has a replacable fastener, plastic or otherwise. The dollar value ranges, but to give a quick example, a ‘99 Honda Accord has approximately $240 of fasteners used on fenders, hood and bumper. That’s just one vehicle. You can see how it could build up fast. The workbook is available for download from collisionrepairmag.com. It details over 250 “forgetables“ in eight categories.

and find out what you are missing. We all have to keep learning if we want to keep up. If we want to get ahead we’ll have to learn at least twice as much. A great estimator has PIKC (pronounced “pixie“). That stands for Passion (a genuine feeling for what you do), Information (about customers, vehicle

if you don’t know to ask for pay, you won’t get it. estimate from an insurance company or appraiser then you have no one but yourself to blame. If you just didn’t know any better, then get educated. The first step is to talk to your suppliers and find out if they offer estimating classes. From my own experience, I know that PPG’s MVP training has an awesome advanced estimating class where the included workbook and CD Toolbox are worth the price of the class alone. Talk to other shop owners

and situation), Knowledge (about estimate guides and insurance), and Confidence (because you know what you say is accurate!). Most important, stand up for fairness to your business. If we don’t demand what we deserve, we won’t get it. CRM

Tom Bissonnette is the owner/operator of Parr Auto Body, a collision repair facility located in Saskatoon, SK. He can be reached at tom@parrautobody.com.

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WHO’S DRIVING?

WasteNot

Identify inefficiency...and destroy it!

A Jay Perry

t the very base of lean is the concept of waste reduction. Waste is described by way of eight types; Overproduction, Transportation, Waiting Time, Over Processing, Inventory, Rework, Motion and Unexploited Knowledge. Each of these have commonalities, and at the very centre resides the customer. Each can be identified as something the customer would not willingly pay for. Let’s start by illustrating the concept of Value Stream Mapping (VSM) with one of the above mentioned wastes, Over Processing. In our industry, what this really means is that you have put more into the repair than what the customer wants or needs. For example, perhaps a customer has an older vehicle that is used just for basic transportation. If that customer just wants it to look respectable, then he or she would not appreciate a one-size-fitsall approach to R&I operations.

things over time that you realize have been waste and removed those items from the way you do business. Continue! Eliminate waste and what’s left will be stronger and more productive. However, this doesn’t meant that you never add operations. Something customers want and realize they have to pay for is a clean shop. Many collision repair facilities have the policy (with which I agree and fully support) that a work-stall is to be cleaned at the conclusion of a job. I think that a customer expects that their property be respected to the degree that the environment we provide for their property is clean and well organized. As it is commonly recognized that a well organized environment produces higher efficiencies, the customer willingly pays a premium for that level of service because they value efficiency. So when you look at the total stream of tasks from a keys-to-keys approach you will measure each task against that

A very rigid system might be counter-productive. We may - for the sake of our internal procedures - want to R&I all the door handles, moldings and attachments to the outer door panel. If these operations add more costs (which they will), it may exceed the amount the customer is willing to pay for a basic repair. You can see how a very rigid system might be counter-productive to the flexibility needed to produce product in alignment with what the customer is willing to pay. So in the VSM approach, the operation would be ignored as it brings no value to the customer. You have all had this experience already, so I know that the illustration rings true. You can also see that this lean stuff isn’t really so hard to get started on. You’ve probably already hit upon a few

standard of what brings a value to the customer that they will part with their coins to secure. The process of VSM can be tedious. It usually includes listing all the tasks that occur from the moment the customer sets foot inside your office to get an estimate until they drive off your property with their reconditioned vehicle. You will find that hundreds of things are done on average. The vast majority of them will fall off a VSM as they hold no added value to the customer. I would challenge each of you to look at a few things to get started on this progressive journey. I think it becomes daunting. My consulting experience has shown that almost no one can do a successful conversion in a radical fashion. Ours has been an approach of steady pacing of smaller

changes carefully measured for sustainability. That is what I recommend for you too. I definitely want you to start but do not bite off more than you can chew. Perhaps the smart way to go in a VSM exercise is to break the customer’s experience down to departments. Within the department, try listing 10 things that happen under your current system. You will find that many small things can make big reductions to your total of wasted time. An example could be where you have located you estimating department and its proximity to the parking places provided for customers. Something as deceptively simple as better or more prominent signage can solve the problem of wasted movement by your estimators, just by having customers park closer to where the estimating work stations are located. Is the office clearly marked as the “Customer Service Entrance?” Do you have all the forms that are needed to set up the customer for processing in organized fashion that is easily accessed? Is there a comfortable area that allows customers to relax with your people so they are not distracted while the processes are being explained? Just as important, are they greeted in an appropriate fashion and rapidly directed to a helpful member of your staff? Is it easy for your customers to make calls to their insurance companies with accessible phone equipment and prepared listings of frequently dialed numbers or do you have to look it up each time? These are small examples that can start you down the path of examination that in turn can reduce waste which in turn is costing you money. Only by staying on the path of continuous improvement can you refine your offering and make sure you stay the one who’s driving! CRM Jay Perry is the founder and owner of Automotive Business Consultants (ABC), a performance coaching company specializing in the automotive service industry. He can be reached via e-mail at jayperry@a-b-c-inc.com.

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Wanda is looking Smarter and Smarter these days. There’s no better time than now to make the Smart Choice. In a challenging economy, you need to make the right choices for your business. Wanda can help make one of those choices easier. An efficient, complete automotive refinish system, Wanda offers great value without sacrificing quality. With excellent color match, an extensive range of up-to-date color formulations, ColorPro- our advanced color retrieval program, durable, simple to use products and less stocking inventory - it’s hard to find a better value. Getting back to basics never looked so good. It’s no wonder that, when the going gets tough, the Smart Choice is Wanda. For additional information, visit us at

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For distribution information call 877-745-5959 or email info@carsystem.ca

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Wanda_Color of Money_Single Pg. Ad_(Apr/May 2009) Collision Repair Magazine (CAN)_Trim Size: 8.125”w x 10.875”h_w/Bleed_8.375”w x 11.125”h_4C

RECYCLING

GreenDisposal A look at the future of auto recycling.

T David Gold

oday’s marketplace of vehicles is comprised of an eclectic array of makes and models from various beleaguered manufacturers around the world. No matter where or how they are constructed, these vehicles will eventually reach the end of their useful lives. The way in which professional automotive recyclers have processed these vehicles in the past differs very widely from how we process them now. There’s already writing on the wall indicating that how we process them in the future will differ just as much, possibly even more.

The illegal operator’s goal probably isn’t doing massive ecological damage, but it’s the end result of these shady operations. Hybrids and plug-in electrics will only make the damage worse. Speaking generally about the newer models, it is fair to say that the vehicles on our roads will continue to become much more technical. Safely recycling these vehicles will require a level of sophistication consistent with a business model that is willing to develop, nurture and train talented people to properly process them. What I like about these newer, fuel efficient, environmentally friendly techno-

The future of auto recycling will be painted with a green brush. With good reason, the future of auto motive recycling will be painted with a green brush. What may be surprising to some is that professional automotive recyclers and dismantlers, like those that belong to our local and national trade associations, welcome this responsibility with open arms. The trick in the future to further advance the “green” way in which vehicles are processed may indeed have more to do with the technological advancements of the automobile than with any other single factor. However, these technological advancements will further escalate the need for the professional recycler. This is especially true when it comes to hybrids and electric vehicles, and the multitude of battery components that are associated with each and every one of these increasingly popular vehicles. It’s a sad fact that as of today, the vehicle disposal landscape still includes anyone and everyone, whether licensed or not, utilizing a plot of land that may or may not be legally zoned for auto recycling. The illegal auto recycler (“outsider”) is only interested in making a quick buck at the expense of harming the environment.

vehicles is that perhaps for the first time automotive recyclers may get the support we need from the public at large with respect to how and where these vehicles should be processed. Today it is widely recognized that 95 per cent of the vehicles on the roads will be sent for to a processor for dismantling. It’s also a matter of record that an average of 84 per cent of a vehicle is recyclable. What is far too often not reported is exactly who these vehicle processors are and what their level of commitment is to the eco-friendly vehicle disposal movement. The truth of the matter is that only the professional automotive recycler will have the necessary equipment and infrastructure to dispose of a vehicle properly and safely in accordance with specific automotive recycling industry standards. That’s actually pretty much how you tell the difference between a legitimate recycling professional and a scrapyard operator who simply doesn’t care. When you look at how traditional scrap metal processors handle and process end-of-life vehicles you see very little care taken to safely remove all hazardous fluids including mercury switches.

It must be acknowledged, however, that automotive recyclers are only part of the overall solution as to what happens to the end-of-life vehicle. Auto manufacturers play a vital role in the process because of how computerized and complex modern day vehicles have become. It is imperative that all auto manufacturers provide recyclers with the relevant information to help us properly process and dismantle each vehicle. A primary goal should be to reduce the amount of automotive shredder residue (ASR) going to land fills after a vehicle has gone through an automotive shredder. To accomplish this goal, professional recyclers will have to invest in a lot of costly equipment to help reduce even more waste. Governments need to appreciate and acknowledge this investment. There are also wide selections of new materials that will be used in hybrids and electric vehicles that are being planned for the future and as always professional automotive recyclers and dismantlers are willing and able to do our part to help recycle and reuse these materials. If the vehicles that will inhabit our roads in the future are built with care and consideration for seamless and efficient recycling, then less ecological harm will result to the environment. Auto recyclers are big believers of this philosophy and support the need to produce better vehicles, not only for business reasons but for our own genuine concern for the environment, and we are willing to participate in any way possible. Help us contribute to a better planet, and give your support to one of the most beneficial ways to dispose of products of all kinds with special attention to what can be reused in the process! CRM

David Gold is the co-owner of Standard Auto Wreckers, an auto recycling facility with locations in Toronto, Ontario and Niagara Falls, New York. He can be reached by telephone at 416-286-8686 or via e-mail at david@standardautowreckers.com.

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RECYCLING NEWS oaRa conference leads to Multi-industry committee to Better Market Recycled parts Ontario recyclers gained momentum for their initiatives with the creation of a multiindustry panel including collision repairers and insurers at the recent Ontario auto Recycling association (OaRa) convention in Toronto. The committee was born from a panel discussion on “How to increase the use of recycled parts,” a key event at the two-day conference bringing together more than 150 recyclers and suppliers. Sam Piercey, co-owner and manager of Budds’ Collision Services in Oakville, struck the motion after members of the three sectors agreed that using recycled parts in the repair process was a means to improving profitability and productivity. Initial priorities of the ad hoc committee are to work together on collateral marketing material that will make it easier for repairers to “sell” their customers on the value of Green Parts.

Roger Fugere of Lecavalier auto Parts.

above: Ron Sturgeon delivered the keynote address.

Jeff mcLean of Jeff ’s auto Recycle and Donald mcGuire.

Dean Hellyer of Dave’s Truck & auto Parts and mary Poirier of Valley automotive.

Right: Denis Desjardins and Daniel Laniel of Sonshine auto Parts.

members of the panel that led to the formation of the new committee. From left: industry consultant Dominic maurini; Keith Hudd of Economical Insurance Group; David Gold of Standard auto Wreckers; Don Fraser of aadco auto Parts; Dom Vetere of Dom’s auto Parts; Steve Fletcher, Executive Director of OaRa; Gary mcknight of The Co-operators; Darryl Simmons, Publisher of Collision Repair magazine and the leader of the panel; Sam Piercey of Budds’ Collision Services; and Tony Canade of assured automotive.

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RECYCLING NEWS “I know the recycling community has put a lot of effort into marketing materials, but we as repairers need to help shape the messaging and marketing collateral to help us convince our customers,” said Sam Piercey. Keith Hudd of Economical Insurance Group (EIG) said insurers are looking at ways to increase recycled parts usage and indicated EIG has increased the mark-up on recycled parts to 32 per cent and the increased labour by 2.2 hours to encourage the use of recycled parts. The panel, hosted by Darryl Simmons (publisher of Collision Repair magazine and Canadian Auto Recycler magazine) consisted of key industry leaders: Keith Hudd Economical Insurance Group, Sam Piercey - Budds’ Collision Services, Tony Canade Assured Automotive, David Gold - Standard Auto Wreckers, Dom Vetere – Dom’s Auto Parts, Don Fraser – Aadco Auto Parts, Gary McKnight – Co-Operators and Dominic Maurini, industry consultant. “There has been a lot of education and a general mind shift in the collision repair industry. The time is right for the entire industry to be held more accountable,” said Tony Canade of Assured Automotive. Recycled parts are known to have a number of environmental benefits. “No other product on earth is recycled more than an automobile,” said Steve Fletcher, Executive Director of OARA. “By increasing the use of Green Parts we will greatly reduce the industry’s environmental impact.” The 2009 OARA conference was held on March 26-28 in Toronto. The conference was a huge success and it was standing room only for the keynote address by Ron Sturgeon on “The Future of Auto Recycling.” Sturgeon, author of several books including Salvaging Millions, discussed the past, present and future of the auto recycling industry. “People who pay attention and make required course corrections will do well,” said Sturgeon. “The future of recycling will see pressures on margins, the need for better quality and increased service demands.” The OARA conference included several other presentations. Cara Sweeny of the Clean Air Foundation presented Canada’s New Vehicle Recycling Program called Retire Your Ride. Michael Hlacar, Director of Ferrous Trading discussed how global demand of raw steel will stay at the current level for some time. Warren Barnard from the Used Car Dealer Association discussed the new MVDA Regulations and items that need to be disclosed when buying and selling vehicles. For more info, visit oara.com. maY 2009 collision Repair 45

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NEWS Cars Auto Collision ~ CSN Acquires Second Location Nick DiLuca, President of Cars Auto Collision ~ CSN in Burlington, Ontario has acquired City Automotive ~ CSN, also in Burlington Randy Pickard, founder of City Automotive ~ CSN states, “Nick DiLuca is the best fit for City Automotive. Not only does he operate a successful existing repair facility in Burlington but he also shares similar business practices and the same belief in customer service as I and the staff at City Automotive

have embraced over the last 35 years. I know Nick will carry on the City Automotive name with great pride as he has done with Cars Auto Collision ~ CSN.” City Automotive is an 11,000 square foot facility located on the west side of Burlington. Randy Pickard founded City Automotive ~ CSN in 1974, the same year that Burlington became a city (which is where the name came from). A solid reputation and strong

TWO SIDES. ONE SOLUTION. I want a seamless conversion to waterborne!

I want an easy application of the basecoat system!

customer base has allowed City Automotive to grow and evolve over time. Nick DiLuca, founder and owner of Cars Auto Collision ~ CSN says, “Bringing the two facilities together seemed like a natural fit. I have known Randy Pickard for many years and truly respect the business he built. We have worked together on a number of joint initiatives including our involvement within Collision Solutions Network (CSN). I always viewed Randy and City Automotive as a business partner rather than a competitor which is why I encouraged him to be part of the CSN team from the beginning. I am honoured to carry on the City Automotive name and tradition.” Cars Auto Collision & City Automotive are part of Collision Solutions Network (CSN). CSN is a network of over 60 co-branded collision repair facilities located throughout Ontario and Atlantic Canada. For more information on CSN, please visit csninc.ca or email info@csninc.ca.

Compulsory Certification for Nova Scotia’s Techs?

Paint Circuit knows how to open the doors of communication. At Paint Circuit, we listen and work with both the front and the back end of your business. We provide a hassle-free seamless process for converting to waterborne for the front, while providing the back with an easy application of the basecoat system, expert training, and speed. The result is increased profitability for the entire business. There is no simpler solution.

www.paintcircuit.com Toronto E. 416.490.8883 l Toronto W. 416.237.1744 l Barrie 705.726.3335

Nova Scotia may see compulsory certification for the body repair trade in 2009. After passing through apprenticeship and other committees for approval, Minister of Labour and Workforce Development Mark Parent will present the application and regulations to cabinet for final approval. “The Apprenticeship department has been very busy searching out technicians who have been working in the collision industry for many years without certification,” said Lindsay Gates of the Collision Repair Association of Nova Scotia (CRANS). Refresher sessions have been developed that will be offered to technicians in order to prepare them for writing the exam. The main focus of these sessions is to help technicians read and understand the terminology used in the testing. Three sessions have already been held last year, taking place in the Halifax-Dartmouth area, Sydney and New Glasgow respectively. Techs who wish to write the exam are encouraged to contact Apprenticeship and Skills Development 800-494-5651. “I believe we will be very close to meeting the goal and the cut off date of two years set by the Director of Apprenticeship and Skill Development,” said Gates. “Thank you to all the hard working folks who are keeping this project moving forward.”

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Showcase YOUR Talent in the

Talent

SEARCH Collision Repair magazine has launched a NATIONAL TALENT SEARCH for people in the industry. Prizes will be awarded for demonstrations of great talent.

REAL PEOPLE. REAL TALENT.

There are many musicians working in collision repair shops across the country, but you don’t have to be a musician to win prizes. We want everyone to have fun filming any talents, including dancing, telling jokes, even dressing up in a costume and parading down the street. One of the main prizes up for grabs is a Fender Classic Series ’65 Mustang guitar. “The Collision Repair Talent Search is a platform that will demonstrate the sense of fun the collision repair industry has,” said Darryl Simmons, publisher of Collision Repair magazine. “We want the country to see that the workers of the industry have talents spanning farther than the Trans-Canada highway, while attracting the attention of Canadian youth.” All videos have a chance to be included on the upcoming DVD The Biggest Hits of Collision Repair available exclusively through Collision Repair magazine. This DVD will be a compilation video of some of the greatest talents the collision repair industry workers possess. The DVD is also a means of raising money for Skills Canada, the not-for-profit organization aimed at promoting skilled trades and technology careers among Canadian youth.

Clockwise from top: Larry Jefferies of CARSTAR Automotive Canada entertains at the Royal York in Toronto, Ont. during the big blackout of 2002. Dan Bradimore of the band Hello Beautiful. Terry Hill of Coachworks Ltd. was the lead singer of The Suedes in 1963. Kruno Bradasevic, Public Relations Coordinator at Collision Repair magazine writes and sings music.

Once your video is ready, upload it to YouTube (or any other video hosting web site) and send an e-mail with “Video Submission” to crash@collisionrepairmag.com. Be sure to include your name, age, address, telephone number, e-mail address, video title and video URL. All submissions must have a copy of Collision Repair magazine visible during in the video. Head over to our web site collisionrepairmag.com/talentshow and check us out on MySpace at myspace.com/collisionrepairtalent.

Talen t S EAR

COLLISION REPAIR COLLISIONREPAIRMAG.COM

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NEWS AkzoNobel Reveals New “Process Centered Environments” Program Following an extensive development cycle AkzoNobel has revealed the availability of the Sikkens Process Centered Environments (PCE) program. This is a set of business management tools designed to go beyond Lean theories and bring practical, definable and measurable processes to improve efficiencies in collision repair centres. “Everybody is talking about Lean practices today. Many have been talking for years and for the most that is just what it is; a lot of talk,” observed Tim Loden Director of Marketing for AkzoNobel Car Refinishes Americas. Loden continues, “We could have rushed to be one of many on a bandwagon touting the word Lean. However, AkzoNobel studied and assessed dozens of application strategies using Lean principles, refined them into useable processes and then monitored those processes in real world applications to ensure Tim Loden

that what we were delivering actually worked.” AkzoNobel has a strategic partnership with DCR, a company that markets a patented production system that defines repeatable processes or creating maximum efficiencies in a collision repair centre. In commenting on the announcement from AkzoNobel, Michael Giarrizzo President and CEO of DCR said, “Knowing about Lean can only take you so far. Businesses today understand that they need a real world roadmap. Process Centered Environments make the journey possible. ”

SAAR Secures Higher Door Rate from SGI Collision repair facilities in Saskatchewan are getting a boost in door rates from Saskatchewan General Insurance (SGI). As part of the agreement between the Saskatchewan Association of Automotive Repairers (SAAR) and SGI, shops are now entitled

to a door rate of $67 an hour—up as much as ten dollars from the previous rate. The agreement comes after intense negotiations. “It’s a step in the right direction,” says SAAR’s Executive director Bill Ziebart. “But it’s far short of where we need to be,” he quickly adds. SAAR thinks that shops should be compensated at a comparable door rate offered to other four-year journeymen—which is anywhere between $85 to $125 an hour. The increased $67 dollar rate may only be a short term solution. “It’s been and continues to be an ongoing fight to get reasonable compensation,” says Ziebart. The real contention is the vast difference between rates in auto body compared to other trades. When young workers enter a trade program, they’re likely to choose the one with the best wages. By the start of next year SAAR hopes that the two parties can come to a fair agreement. But more importantly, SAAR hopes that relations between the two parties will improve. “We’re asking for fair compensation,” says Ziebart. “We also need to be treated as partners. They don’t acknowledge us as a partner right now.”

MAY 2009 COLLISION REPAIR

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NEWS Celeste Scarpelli: 1968-2009 CELESTINA SCARPELLI (nee BONACCORSO) Peacefully surrounded by family on April 12, 2009. Beloved wife to Sam for 21 years. Devoted and loving Mom to Mario and Marco. Cherished daughter of Francesco and Pina Bonaccorso. Forever missed by John (Anna), Tino (Lorraine) and Fabio (Peggy). Loving aunt to Francesco, Sophia and Ava. Beloved daughter-in-law to Mario and Elisa Scarpelli.

Loving sister-in-law to Frank (Lina), Roberto (Nadina), and Mary (Gino). Loving aunt to Lucas, Erica and Josh. Celeste will be dearly remembered by many family and friends. An integral component of Exclusive Collision in North York, Ontario, Celeste always skillfully balanced her office work with raising her children. A Funeral Mass took place on Thursday, April 16, 2009 at Immaculate Conception

Celeste Scarpelli of Exclusive Collision will be greatly missed.

Church in Woodbridge, Ontario. Donations made to the Mario and Marco Scarpelli Education Fund will be greatly appreciated by the family.

Danforth Hosts Low-VOC Seminar Danforth Collegiate in Toronto, Ontario played host recently to the one installment in a series of workshops highlighting new loc-VOC paints. The evening event featured collision repair shop speakers, grants and incentives updates as well as health and safety assistance with simplified environmental compliance help. Collision repair shops in Ontario are switching to lower-emission paints, while facing an uncertain marketplace and challenging personnel needs. In order to assist repair facilities to sustain improved environmental operations and profit from grants and incentives offered, including apprenticeship hiring credits and significant tax reduction rebates on booths and other equipment, the province of Ontario and the collision repair trade associations presented the series of eight workshops/seminars with guest speakers across the province.

Joseph Jagielnic of the Centennial College School of Transportation at the Danforth Collegiate event. 50â&#x20AC;&#x192; collision Repairâ&#x20AC;&#x201A; collisionrepairmag.com

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NEWS ACWL Holds Annual Conference Across Canada Warehouses Ltd. (ACWL) held its annual meeting and conference recently at the Toronto Hilton. The event drew together stakeholders from 31 ACWL members and 21 major suppliers for three days of meetings, speakers, and networking. “It’s a chance for members and suppliers to reconnect and discuss how we can best serve our customers, the professional repairers,” said Paul Reichert of ACWL. The conference officially got underway on Sunday with the directors’ meetings for

Paul Reichert of ACWL at the “Poker Pool“ tournament held at the Academy of Spherical Arts.

Left: The evening event also featured a demonstration of trick shots.

ufacturers and suppliers to assess what new offerings are available. This continued through Wednesday, which ended with an awards ceremony recognizing growth and achievements among Across Canada Warehouses Limited members. For more infomration on Across Canada Warehouses Limited, please visit acwl.ca. ACWL and CRSI. The Annual General Meeting for both organizations followed on Monday, after which approximately 100 people attended the evening social event at the Academy of Spherical Arts, featuring a “Poker Pool” tournament. Tuesday’s event included guest speaker Dawn Frail, who presented a number of intriguing ideas on the best ways to inspire leaders, build trust, and leadership for teams to increase productivity. The bulk of Tuesday’s session consisted of members renewing contacts with man-

Boyd Group Year-End Results Boyd Group Income Fund released its year-end financial results on March 26. Management held a conference call that morning to review the financial results. A live audio webcast of the conference call is available through boydgroup.com. An archive of the webcast will be available for 90 days.

CARSTAR Expands in Ste. Sophie CARSTAR Automotive Canada is pleased to announce the opening of a new location in Ste-Sophie, Quebec. CARSTAR –S. Quirion et filles is the most recent addition to CARSTAR’s network of over 130 locations across the country. CARSTAR – S. Quirion et filles is owned and operated by Sylvain Quirion, who possesses 33 years of experience as a licensed painter and bodyman. CARSTAR Automotive Canada would like to welcome Sylvain, Manager Liza-Marie Quirion as well as the entire CARSTAR –S. Quirion et filles team to the CARSTAR network.

CARSTAR –S. Quirion et filles. 52 collision Repair collisionrepairmag.com

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NEWS co-auto co-operative to Hold equipment seminars

Bob Derby of co-auto co-operative, Tony ionno of BasF examine saTa’s new spraygun, being shown by larry King of co-auto co-operative.

other pieces of equipment from steck, H&s auto shot and Drester gun washers. “The seminar drew a good crowd, and they seemed pretty pleased with the information they took away,” says Don Teevens of co-auto co-operative. “That has encouraged us to expand the seminar program. if there are specific products repairers are interested in, it may be possible to add them to the seminars.” Future seminars are planned for london, Kitchener, Toronto, and ottawa. Those interested in attending may contact Don Teevens via email at dteevens@ co-auto.com.

a saTa information seminar hosted by co-auto co-operative has proved so successful that the organization has elected to expand the seminars to a number of other dates and locations in ontario. The seminar was held to demonstrate some of the latest products saTa has developed in its new guns. The new spray guns are specifically geared toward Waterborne application. The seminar took place at Budds’ collision services in oakville, ontario. more than 50 collision repair stakeholders attended the seminar and took a tour of the collision repair facility. also demonstrated during the evening event were

Zachary Tyler King of co-auto co-operative with some of the equipment featured in the seminars.

performance World Rolls into Toronto

performance World took place in Toronto in march at the international centre. The three day event featured some of the coolest cars on earth, as well as numerous celebrity appearances and a large trade show. shown manning the meguiar’s booth are Tyler Hughes, Joel prior, and Bill prior.

inG and aviva May Merge canada’s two largest private automobile insurers could be considering a merger. ing canada, which was recently spun off by its cash-starved Dutch parent company, is reportedly weighing a bid for the canadian operations of aviva plc, the troubled British insurer, according to a story published in the national post newspaper. ing canada became an independent public company in February of 2009, when its Dutch parent company sold its 70 per cent stake to canadian investors in a $2.2-billion deal. if ing canada buys aviva canada, the merged company would create a single group with a roughly 20 per cent market share in canada’s private insurance provinces. officials at ing canada and aviva’s canadian arm have declined to comment. Watch collisionrepairmag.com for updates on this story as it develops.

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THE LAST WORD

HealThyself The future just showed up.

L Mike Davey

et’s all take a moment and reflect on how incredible modern chemistry really is. Chemists take basic elements, put them together in novel ways, and produce new products. This is only really impressive when you consider that a lot of those new products depend on what amounts to engineering on a molecular level. Today’s chemists routinely pull tricks that are the equivalent of putting a bunch of parts in a bag, shaking it, and producing a fully-functioning car stereo system. A good example of this hit the news recently. Scientists at the University of Southern Mississippi have developed a self-healing coating material, according to a paper published recently in the journal Science. The material was developed by Biswajit Ghosh and Marek Urban. Dr. Urban has publicly stated that the compound needs more testing before it can be used commercially. There is no doubt in my mind that it’s going to be available sooner rather than later. There already are a number of selfhealing products available, but they typically work by having a number of tiny tunnels filled with gunk. The surface is scratched, the gunk bleeds out and fills the scratch. Neat, huh? Impressive stuff, but there’s a big downside. Most of these materials are complex and expensive to produce, meaning they’re generally restricted in use. The new material invented by Ghost and Urban isn’t like that There are no tunnels and no gunk. Basically the new coating is a polyurethane that contains chitosan (a chemical found in certain crustacean shells) and organic compounds called oxetanes arranged in rings. When the coating is scratched, the rings of oxetane are broken to expose chemically reactive sites. Ultraviolet light from the sun splits open the chitosan molecules. The oxetane and chitosan attract

Sun OXETANE

Scratch CHITOSAN Scratches cause damage to the oxetane rings. This exposes reactive sites in their molecular structure. Ultraviolet from the sun breaks open the chitosan.

The chitosan and the remains of the oxetane rings are attracted to each other and bond. This bond forms a new molecule that causes the scratch to “heal.”

each other, bond and close the scratches. However, if it gets another scratch in the same place, you’re out of luck. The stuff only works once. In places that get lots of sun this process could take as little as thirty minutes. We Canadians will probably have to wait quite a bit longer for our magic paint to work as advertised. CRM Mike Davey is the editor of Collision Repair magazine. He can be reached at 905-528-8377 or via email at editor@collisionrepairmag.com.

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