FenderBender - November 2020 by EndeavorBusinessMedia-VehicleRepairGroup

FENDERBENDER.COM / NOVEMBER 2020

JOB DESCRIPTIONS THEY CAN’T REFUSE PAGE 50

BECOME A BETTER MEETING HOST PAGE 46

Strategies & Inspiration for Collision Repair Success

WELL-MANAGED TIME BREEDS MOTIVATION PAGE 42

TRUST. LISTEN. COACH.

Coached Up For Paul Van Aken, owner of Paul’s Quality Collision, success as a leader is almost completely dependent on his team.

The modern ways to lead employees PAGE 30

LEAD WITH YOUR VALUES PAG E 41

Let talent shine.

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11. 2 0 / V O L U M E 2 2 / N U M B E R 11

F E AT U R E

30 MODERN

LEADERSHIP Shop operators discuss their spins on The Golden Rule.

MAT THEW MITCHELL PHOTO

BY KELLY BEATON

The Coach Paul Van Aken, owner of Paul’s Quality Collision, applies the principles he learned coaching youth and high school hockey to leading his employees.

Printed in the U.S.A. COPYRIGHT ©2020 BY 10 Missions Media LLC. All rights reserved. FenderBender (ISSN 1937-7150) is published monthly by 10 Missions Media, LLC, 571 Snelling Avenue North, St. Paul, MN 55104. FenderBender content may not be photocopied, reproduced or redistributed without the consent of the publisher. Periodicals postage paid at St. Paul, MN, and additional mailing offices. POSTMASTERS Send address changes to: FenderBender, 571 Snelling Avenue North, St. Paul, MN 55104. November 2020 | fenderbender.com 5

TAB LE OF CONTENTS

NOVEMBER

QUICK FIX

Revisit the FenderBender Awards winners

Seeds worth planting from a budding tech

LaMettry’s Collision ADAS Calibration Center in Bloomington, Minn.

More DRP work means more sales

California’s new gas car ban

One step past the Golden Rule

Making sure AVs get out to the country

PAST THE PAGE

ANALYSIS

NUMBERS

LIGHT HITS

SNAP SHOP

THE BIG IDEA Make your business an asset BY KEVIN RAINS

ADAPT

DRIVER'S SEAT

24 STAFF PHOTO

All Systems Go LaMettry’s Collision created its ADAS Calibration Center in a mixed-use building adjacent to one of its body shops.

“BECAUSE I’M A TECH... I PUSH THE LIMITS AND DO WHAT I LOVE.

”

6 fenderbender.com | November 2020

S T R AT E G Y

Lead based on your values

Tips for making meetings memorable

Enjoy what you’re doing with a new mindset

IDEA SHOP

LEADERSHIP Finding time to stay motivated

PROCESS DRIVEN What normal will look like this winter BY RYAN CROPPER

CASE STUDY

OUTSIDE THE LINES

BY JASON BOGGS

HUMAN RESOURCES Writing a job description worthy of the job

IN THE TRENCHES Make goals real by writing them down

GET T Y

BY STEVE MORRIS

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TRAINING • SUPPLIES • TOOLS • FILLERS • PRIMERS • EVERYTHING FOR PLASTIC

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TAB LE OF CONTENTS

ONLINE EXTRAS

CLICK ON THE LOGO BELOW FOR PRODUCT INFORMATION

Accudraft

Bosch

LKQ Corporation

PPG

ADAPT

Car-O-Liner

Mitsubishi

Pro Spot

AUTEL

FenderBender Managment Conference

Nissan

SATA/Dan-Am Company

2020

AutoNation

FinishMaster

OEConnection

Spanesi Americas

BASF

Fuji Industrial Spray Equipment

Polyvance

TechForce Foundation

WD Co-Auto

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EDITORIAL Bryce Evans Vice President, Content and Events Anna Zeck Editorial Director Mike Munzenrider Associate Editor Maraya King Staff Writer Miranda Jama Marketing Services Manager Nora Johnson Special Projects Editor Jordan Wiklund Special Projects Editor Jason Boggs Contributing Writer Ryan Cropper Contributing Writer Steve Morris Contributing Writer Kevin Rains Contributing Writer Mandy Hay Contributing Writer Lauren Borchart Contributing Writer Natalie Ryder Contributing Writer Kelly Beaton Contributing Writer

EDITORIAL ADVISORY BOARD Jason Boggs Boggs Auto Collision Rebuilders Ryan Hillenbrand Urb’s Garage and Collision Center Jesse Jacobson Heppner’s Auto Body Tiffany Menefee Pronto Body Shop Bob Pearson Pearson Auto Body Louie Sharp Sharp Auto Body Doug Voelzke Doug’s Custom Paint and Body

COLLISION C A S T

FenderBender’s

PODCAST NETWORK SERIES WITH NEW EPISODES EACH MONTH. Explore the industry’s biggest trends & most pressing topics.

ART AND PRODUCTION Zach Pate Art Director Mitch Bradford Graphic Designer Morgan Glisczinski Graphic Designer Fue Vang Graphic Designer Lauren Coleman Production Artist

SALES Chris Messer Vice President and Publisher 651.846.9462 / cmesser@10missions.com Andrew Johnson Associate Publisher 651.846.9459 / ajohnson@10missions.com Nathan Smock Marketing Strategist 651.846.9452 / nsmock@10missions.com Erik Gustafson Marketing Strategist 651.846.9485 / egustafson@10missions.com Shayna Smith Customer Success Representative 651.846.9460 / ssmith@10missions.com Jen George Client Service Specialist 651.846.9465 / jgeorge@10missions.com

10 MISSIONS MEDIA Jay DeWitt President Mariah Straub General Manager and Production Manager Meghann Moore Bookkeeper and Client Service Specialist Kate Fahlen Event Producer Tiffany Fowler Senior Digital Media Strategist Nina Kayfes Digital Media Assistant Kasey Lanenberg Marketing Communications Specialist Corey Steinhoff Administrative Assistant HOW TO REACH US 571 Snelling Avenue North, St. Paul, MN 55104 tel 651.224.6207 fax 651.224.6212 web 10missions.com The annual subscription rate is $72 (U.S.A. only) for companies not qualified to receive complimentary copies of FenderBender. BACK ISSUES Past issue single copies are $8. Go to fenderbender.com/backissues LETTERS TO THE EDITOR editor@fenderbender.com ARTICLE REPRINTS For high-quality reprints or e-prints of articles in this issue call 651.846.9488 or email reprints@fenderbender.com. Opinions expressed in FenderBender are not necessarily those of 10 Missions Media, and 10 Missions Media does not accept responsibility for advertising content.

ADVANCE. DISRUPT. HOW I DID IT. MSO PODCAST. VISION.

LISTEN AND SUBSCRIBE SEARCH “COLLISIONCAST” IN APPS FOR APPLE AND ANDROID

PODCASTS

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AUTOMOTIVE GROUP

November 2020 | fenderbender.com 9

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November 2020 | fenderbender.com 11

PAST THE PAGE DISCUSSIONS, FEEDBACK, CONTENT AND MORE FROM AROUND THE WEB

COLLISION C A S T

PODCAST PRIMER

Tons of Topics From finance to marketing, management to shop life experiences, the FenderBender podcast, CollisionCast, has you covered. Subscribe to it wherever you get your podcasts or head to fenderbender.com/podcasts.

JOIN US ONLINE fenderbender.com

VIDEO INTERVIEWS

WINNERS CIRCLE Avid readers of FenderBender know that the last issue featured profiles of the 2020 FenderBender Awards Winners. Want to hear more from those five industry professionals? Head to fenderbender.com/winners to check out video interviews with each of the awardees, including clips from the folks who put them up for their awards explaining why they were nominated.

fenderbender.com/facebook

twitter.com/fenderbendermag

fenderbender.com/linkedin

Extra! September was a busy month for shop acquisitions and openingsâ&#x20AC;&#x201D;so much so that not every bit of news made it into the Light Hits section. Go to fenderbender.com/news each morning to meet your daily news needs. 12 fenderbender.com | November 2020

instagram.com/fenderbendermag

STAFF GRAPHIC

INDUSTRY NEWS

Â®

BY THE NUMBERS THE TOPIC S, TRENDS AND METRIC S DRIVING YOUR OPER ATION

DRPs SEEMINGLY STEP UP ANNUAL SALES According to the 2020 FenderBender Industry Survey, shops that rely more on direct repair programs report higher total yearly sales volumes.

PROPORTION OF DRP- DRIVEN BUSINESS 30% -59%

60% -89%

90%+

Total yearly sales volume

$250,000-$499,000

$500,000-$749,000

$750,000-$999,999

$1 million-$2.49 million

$2.49 million-$5 million

10%

15%

20%

25%

30%

35%

40%

45%

50%

Though the above shows a clear picture, not all are convinced collision repair shops need be tied to DRPs. In 2019, FenderBender created a podcast with industry consultant Bill Sefcek, who explained why he thinks shops can get by just fine without DRPs. To listen, go to fenderbender.com/withoutDRPs.

14 fenderbender.com | November 2020

GETTY, STAFF GRAPHIC

LEARN MORE

NOTHING MATCHES TODAY’S COLORS BETTER Ford Ruby Red. Inspired by the vivid hues of the ruby gemstone. Matching any color is easier when you’re spraying with the best. Learn more at envirobase.com

COMPETITIVE PRICING* ON SELECT NEW GENUINE NISSAN PARTS Send your local Nissan Dealer your complete estimate online to receive competitive pricing* versus aftermarket alternatives. Online parts ordering is the right tool for the job and can help you:

– Simplify your parts ordering process – See upfront promotional pricing – Improve ordering efficiency – Reduce returns

Of course, calling or faxing works too! Contact your local Nissan Dealer for available parts ordering options that best meet your needs. And remember – nobody stocks more parts for Nissan than your local Nissan Dealer.

PartsAdvantage.NissanUSA.com *Discount off MSRP for eligible popular part categories only. MSRP excludes all applicable taxes. Dealer sets actual price. See participating Dealer for details. Exclusions apply. Subject to part availability. Always wear your seat belt and please don't drink and drive. The Nissan names, logos and slogans are trademarks owned by or licensed to Nissan Motor Co. Ltd. and/or its North American subsidiaries. 16 fenderbender.com | November 2020

DRIVER ' S SE AT

The Platinum Rule Treating others the way they want to be treated I used to have a team member that was a tough nut to crack.

Have you ever had one of those? I would go into our monthly one-on-one ready with feedback, but no matter what I said, I got the feeling I wasn’t getting through to him. Other team members would leave a glowing one-on-one motivated and invigorated, but he would always leave them the same way: with a nod and an, “Alrighty.” He stumped me, to be honest. I just wanted to let him know how much I appreciated his work! It took me years to finally crack him until, one night, I secretly had dessert sent to the table during a night out with his spouse, celebrating their anniversary. Now, this quite literally cost me $8. And it took five minutes, if that, to call and arrange. But by his reaction, you would’ve thought I had called in the Queen of England herself to deliver the dessert. He was blown away and, when he eventually moved on to a new job, made a point to say that was one of the most touching things anyone had ever done for him and that he would always remember it. It was an important lesson for me as a leader, and one that we cover in far greater detail in this month’s cover feature, The New Golden Rule of Leadership (p. 30). The new golden rule, as you might expect, is to treat others as they would like to be treated. Sounds easy enough, right? Well, it’s really anything but. First, it requires getting to know your employees on a personal level. That’s easy enough when you only have a couple employees, but when you’ve got more than 10, or even multiple locations? Now it’s a bigger undertaking. Perhaps more importantly, getting to know your employees requires truly listening and observing their unique tendencies. With my former employee, for example, I probably should’ve noticed that he always brought in candy or a handwritten card when other teammates had a life event. He consistently exhibited thoughtfulness in those little acts of service. It’s a constant pursuit, sure, but has nearly a direct ROI: you’ll get more out of your employees and they’ll almost certainly feel more valued and understood. I can say that even though the team member in my example eventually moved on, just knowing that he might tell someone, “She was a great boss; she ‘got’ me,” is enough to keep putting in the effort. This year has pushed us all. We’re all on edge, a little worse for the wear. There’s no better time to nail expressing to someone that they’re valued and appreciated.

ANNA ZECK EDITORIAL DIRECTOR a z e c k @10 m i s s i o n s .c o m

November 2020 | fenderbender.com 17

QUICK FIX

ANALYSIS

Repairing the Future At only the ripe age of 22, Noah Blair has already established himself as an ADAS technician ready to take on the next generation of vehicles.

THE NEXT GENERATION

A 22-year-old tech gives timely advice about calibration, technology, and hiring BY MAR AYA KING 18 fenderbender.com | November 2020

education at the heels of their fathers or by tinkering in the family shop. After that they attend school, get an apprenticeship, and begin their careers. Noah Blair, however? He began his career in the underbelly of a UH-60 Blackhawk helicopter. It might sound like an unusual career trajectory to go from working as

COURTESY NOAH BL AIR

Many technicians begin their automotive

systems following vehicles’ repair and maintenance. Bryan Kauffeld, vice president of Ulmer’s, says he knew he wanted Blair to train in ADAS calibrations because “he is always at the cutting edge.” Almost all vehicles on the road today have ADAS capabilities. And as newer vehicles come equipped with increasingly advanced systems, a collision repair shop's ability to perform calibrations on them—getting the ADAS back into precrash condition—as part of a complete repair process will become more and more important. Blair thinks all shops should be moving toward performing calibrations now, and has some tips to get you started.

Blair’s Background

At the age of 17, Blair enlisted in the United States National Guard. During his four years with the Guard, he worked as a mechanic on utility helicopters. “Having been trained in [mechanics] by the Army was enough to teach me what I needed to know to get started working on cars,” he says. “I didn’t have any school, per se, just learning how to wrench and torque and learning how the systems work.” Blair started at Ulmer’s when he was just 19 as a lube technician. “I was doing fluid services and air filters and windshield wipers until Bryan came to me with the ADAS center,” he says. Blair says it was an easy decision to make. He grew up working on computers and dabbling in electrical work, so the calibration center was a logical next step. Becoming fluent in calibrations is no easy feat, though. The calibration technicians at the ADAS Center go through extensive online module training and follow along with in-person calibration procedures led by a representative from Autel, the diagnostic toolmaker. a mechanic on utility helicopters to becoming the lead calibrations technician at ADAS Calibration Center of Cincinnati (Ohio), but that background proved priceless for the 22-year-old. Owned by Ulmer’s Auto Care, the ADAS Center of Cincinnati is dedicated entirely to the accurate and efficient calibration of advanced driver-assistance

Green Can Be Good

Blair attributes some of his strengths to his age. “If I’m being honest, I think I did pick up the software and electronic equipment components a bit quicker than the other guys,” he says. “It’s probably due to me being young and growing up in the electronic age, but I’m sure there will come times

when I have to walk one of them through a procedure.” While he may be aware of his advantages in the shop, Blair says he is also quick to ask for help. He says the older technicians have the experience, and, therefore, the answers. “I think the ability for young people to adapt and learn new things is good, but there are countless times I’ve had to ask other technicians for advice. They saved me countless times,” he says. His favorite part about the industry is the fact that it is ever-changing. Blair says he loves that there is constantly more to learn, but that other shops could be learning a bit quicker. “I think it would be a good idea for people to start educating themselves on ADAS features now,” he says. “The autonomous systems we are working on now will become mandatory on all new vehicles within the next five years.”

The 22-Year-Old’s Takeaways

Kauffeld, who hired Blair in 2017, says he knew Blair would excel in the ADAS center because of his extraordinary attention to detail and desire to learn. “He is one of the most impressive guys I’ve seen in the industry,” says Kauffeld, who has almost 20 years of automotive collision repair experience. Blair’s advice to shops is to hire at least one younger person who can help navigate newer systems, even just to navigate with newer verbiage and terms. ADAS terminology has yet to be standardized industry wide, and as a result the industry is inundated with homemade vernacular, making calibrations more difficult than they already are. He also suggests hiring a young person such as himself who has studied computers extensively. When it comes to ADAS calibrations, he says the steepest learning curve is tackling the electronic side of things. Each OEM has its own preferred software and switching between programs can get frustrating if you don’t have experience with computers, he says. Being a member of gen Z, Blair says growing up surrounded by electronics was inevitable, “But the ability for young people to adapt and learn new technologies is so good.” November 2020 | fenderbender.com 19

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Giveaway runs from November 1st, 2020 to November 30th, 2020. All entrants must be a resident of the United States or Canada and at least 18 years old. The giveaway draw will take place December 1st, 2020, and winners will be notified and announced within the following weeks. The first prize winner will choose which package they would like; second prize will choose from the

20 fenderbender.com November 2020will receive the remaining package. By entering and accepting winnings, participants agree to have their name and photo used on our website and media remainder prizes| and the third winner promotions as a contest winner. The giveaway is not open to Pro Spot employees, distributors or their employees.

News

QUICK FIX

For your daily collision repair news visit

LIGHT HITS

fenderbender.com/lighthits

wheel of an autonomous vehicle that hit and killed a 52-year-old woman. Rafaela Vasquez pleaded not guilty to the charge of negligent homicide, though data provided by Hulu shows she was allegedly streaming episodes just minutes before the 2018 crash that killed Elaine Herzberg, a Tempe resident. Gizmodo reported that five months prior to the crash, Uber cut back from two self-driving vehicle safety operators per vehicle, to one. Uber avoided criminal liability for Herzber’s death, but reached a settlement for an unknown amount with her family in 2018.

CALIFORNIA TO BAN SALES OF NEW GAS CARS BY 2035 In an effort to reduce greenhouse gas emissions, California Gov. Gavin Newsom has signed an executive order that bans the sale of new gas cars and trucks in the state by 2035. NPR reported the move is the most aggressive clean-car policy in the U.S. “Our cars shouldn’t make wildfires worse and create more days filled with smoky air,” Newsom said, according to NPR. “Cars shouldn’t melt glaciers or rise sea levels threatening our cherished beaches and coastlines.” After the 15-year deadline, gas cars will still be able to be owned, and sold on the used-car market.

I-CAR CREATES ADAS LIBRARY The Inter-Industry Conference of Auto Collision Repair (I-CAR) announced the creation of an online advanced driverassistance systems resource library. The free library was created in order to provide collision repair professionals with up to date information regarding ADAS training, topics and trends, and industry insights, according to a press release. Jeff Peevy, I-CAR’s vice president of technical products, programs, and services, said in the release, “The resource is another way I-CAR can share its expertise in ADAS collision repair, and its neutrality in bringing together voices from OEMs, suppliers, insurers, and others within the inter-industry, to tackle the challenges of today’s ADAS repair while preparing us for what’s ahead.”

PROCOLOR BREAKS OUT PASSPORT Mondofix Inc., also known as Fix Network World, is bringing its ProColor Collision brand to the U.S., according to a press release. ProColor, which was acquired by Fix Network World this time last year, aims to provide repairers with pristine facilities and outstanding customer service, per the release. Upon crossing the border, ProColor plans to begin its network in California, Florida, Georgia, North Carolina, and South Carolina. The announcement came along with an estimate from the U.S. Bureau of Labor regarding employment in the collision repair industry. According to the release, the bureau has predicted a 4 percent increase in employment of automotive body and glass repairers by 2028.

ALLDATA GETS CLOSER TO SHARING ALL DATA ALLDATA’s diagnostic scan tool, thanks to a recent update, now supports access to the Secure Gateway module by FIAT Chrysler Automobiles, according to a press release. ALLDATA customers can now access FCA’s secure vehicle network via AutoAuth, FCA’s approved authentication provider. The update will allow technicians to perform essential diagnostic functions on FCA vehicles.

UBER SAFETY DRIVER CHARGED WITH NEGLIGENT HOMICIDE Arizona officials have formally charged an Uber Safety Driver who was behind the

DAIMLER TO SETTLE EMISSION CHEATING ALLEGATIONS Automaker Daimler AG and its subsidiary, Mercedes-Benz USA, have agreed to pay the U.S. government and California state regulators $1.5 billion to resolve emissions cheating allegations, reported the Associated Press. Daimler is accused of violating environmental laws by using “defeat device software” to avoid emissions testing and sold about 250,000 cars and vans in the U.S. with diesel engines that did not comply with state and federal laws. The settlement, which includes civil penalties, according to the AP, will require Daimler to fix the vehicles, as well as pay $700 million to settle U.S. consumer lawsuits. Daimler denied all allegations of emissions cheating and denies any liability, per the AP.

AMi ANNOUNCES NEW PRESIDENT Chuck Searles has been named as the new president of the Automotive Management Institute. He was selected by its board of trustees to fill the role previously held by Jeff Peevy. AMi describes itself as one of the industry’s leading providers of management education for automotive service and collision repair professionals, according to a press release. Searles’s 28 years in the industry back up his readiness for the new role. “I’m honored and excited to serve the Board of Trustees and the ever-expanding client base as president of AMi,” Searles said in the press release. November 2020 | fenderbender.com 21

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K E Y I N S I G H TS , TR E N DS A N D S TR ATEG I E S F O R TO M O R ROW ’ S I N D U S TRY—TO DAY A D A P TA U T O M O T I V E . C O M

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The ADAPT Interview Hopefully your shop hasn’t had to deal with a ransomware attack. You don’t want your shop’s digitally stored information to be stolen and held hostage. Learn how to avoid ransomware attacks, and more, by listening to the ADAPT podcast. adaptautomotive.com/podcasts

LOCATION EQUITY IN AN AUTONOMOUS FUTURE The future of autonomous technology appears to be limitless—unless you live in a limited area. Omar Ahmad is the deputy director at the National Advanced Driving Simulator (NADS), located at the University of Iowa’s campus. Ahmad heads one of NADS’ research programs, which is called Automated Driving Systems (ADS) for Rural America. It aims to bring awareness to the unique challenges of driving autonomous vehicles on rural roads. In February 2019, Des Moines, Iowa, received over one foot of snow, according to the National Weather Service. Autonomous vehicles are able to operate via the use of sensors and cameras that are placed throughout the vehicle. These sensors are intentionally designed to pick up everything in its view, but in states like Iowa, that view can often be restricted due to weather conditions. “We want to avoid solely testing on urban roadways,” Ahmad says, “because the solutions will be very urban-centric.” To read more about this research, head to adaptautomotive.com/RuralHurdle.

Head to the ADAPT website to sign up for the ADAPT Trend Report newsletter to have the latest news, strategies and transportation trends sent to your inbox every week. adaptautomotive.com/newsletter

Registration and hotel accommodations are now open for The ADAPT: Automotive Technology Summit. The full two-and-a-halfday schedule is available at adaptsummit.com.

PIXABAY

MAY 10 -11, 2021 NASHVILLE, TENN.

ADAPT Trend Report

November 2020 | fenderbender.com 23

QUICK FIX

SNAP SHOP

LAMETTRY’S COLLISION ADAS CALIBRATION CENTER BY MIKE MUNZENRIDER LOCATION:

Bloomington, Minn. OWNER:

The LaMettry Family SIZE:

6,500 square feet, including offices and other space

STAFF:

NUMBER OF LIFTS:

AVERAGE MONTHLY CAR COUNT:

180

3 1. CALIBRATION’S THE NORM As more OEMs in recent years made advanced driver-assistance systems standard in their vehicles, the people behind LaMettry’s Collision, a Twin Cities–based MSO with nine locations, say they realized ADAS calibration was going to be part of their business for the foreseeable future. Darrell Amberson, LaMettry’s president of operations, says techs scanned and calibrated with temporary set-ups as needed out of two other body shop locations before the company opted to

24 fenderbender.com | November 2020

go with a dedicated calibration center in a mixed-use space adjacent to its Bloomington, Minn., location. He says the importance of calibrating a vehicle’s advanced driver-assistance systems following a crash needs to be better understood—he calls the lack of understanding a “weakness” in the collision industry.

2. FIGURING IT OUT Tools atypical to body shops but helpful in precisely lining up vehicles to OEM-supplied calibration mats—carpenters

Submit Your Shop

Proud of your shop and want to show it off to your peers? Tell us about it at

submissions@10missions.com.

squares and laser levels— hang on the center’s walls nearby another helpful tool: a Bosch DAS 3000. The way LaMettry’s staff members tell it, getting to the point of calibrations being a routine job took months of trial and error, troubleshooting, and tweaks, all while following factory repair procedures to a T.

3. SEE THE LIGHT

Lead tech Paul Bostel says one hidden hurdle was in plain sight: the center’s lighting. Glare and reflections, which would confuse instruments and lead to failed calibration, had techs scrambling to block unwanted light, before the shop solved the problem and installed a dimmable lighting system.

4. LOW AND HIGH TECH

While some calibration setups require the laser levels, Bostel says others are better lined up with strings. In the end, Amberson says, the shop adheres to OE procedures but has found certain tools allow for greater efficiency without a loss of precision. On average, per Amberson, the center calibrates four to eight vehicles per day. When it comes to the center’s schedule, body shop staffers try to research factory repair procedures for vehicles in order to ID those in need of calibration as early in the repair process as possible.

November 2020 | fenderbender.com 25

Ready. Aim. Calibrate. Tech su p include port d for first yea r

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COLUMNS

THE BIG IDEA KEVIN RAINS

The Valuable Shop Do you own a business or a job?

MICHAEL HOEWELER, GETTY

I’ve written the last couple of months

about bringing on Keith Foster as our new chief operating officer. One of the best things for me, personally, about having Keith on board is that I can now focus on the things in the business that I really enjoy and are aligned with my strengths. Through that process, I’m starting to (re)discover what my ideal role is. Things like crafting and communicating the long-term vision; tending the values and culture; building rapport with our key partners both vendors and investors; and working on longer-term projects, like acquisitions, have all become key components of my daily work. For the purposes of this column, let’s focus on acquisitions. I’m aware that not everyone wants to acquire shops. I’m also aware that not all shop leaders are interested in being acquired, either. However, what all shop

leaders do need to be concerned with is creating value. If we’re not creating value for our customers and our teams, what exactly are we doing? This is the core component of what it means to be in business! Whether you are looking to acquire shops, get acquired, or perhaps you simply want to have a long-term healthy and stable single operation, the

goal is the same: establish a valuable business by creating value for your key stakeholders like yourself, your team, your customers and your partners (however you define them). Recently, I had a conversation about just that with an owner who is interested in selling. Very quickly, we compiled a list of things that create real value in

KEVIN RAINS Kevin Rains is the owner of Rains CARSTAR Group with locations in Cincinnati, Ohio, West Chester, Ohio and Lexington, Ky. He is also an industry consultant and founder of Body Shop 2.0.

E M A I L : kev i n r a i n s @ g m a i l .c o m A R C H I V E : f e n d e r b e n d e r.c o m /r a i n s

November 2020 | fenderbender.com 27

KEVIN RAINS

THE BIG IDEA

our industry and that will set you up for a prosperous future: 1. Your financials. One major realization for me is the value of not just the profit and loss statement, but also your balance sheet. Growing sales and even net profit will only take you so far. Balance sheets need to improve year over year as you pay down your debt. Debt to income ratios should constantly be improving. 2. Do you run a lot of personal expenses through the business? Not only could this get you in hot water with the IRS, it can also lower the value of your business. 3. Do you have partners in the business? Is your family employed in the business? Even a minority partner can create challenges when it comes time to sell. And if they own more than 20 percent, most banks require them to submit their personal financials and sign personally on most loans.

4. What is the size, location, and condition of the building? Have you been delaying repairs on a leaky roof, for instance, that may be creating even more expenses downstream than if you just dealt with it now? Deferred maintenance can be more costly in the long run. 5. What is the condition of your equipment? You may have three paint booths and two frame racks, but if they are from the “disco era,” it might be time to upgrade. 6. Where does most of your work come from? Are you in good standing with any DRPs? Do you have any fleet accounts that provide steady work? Are the agreements in writing or a handshake? Both are valid but they carry the same weight in terms of value. Does more than 30 percent of your work come from one source or is it spread out over several? 7. Are your technicians certified? Are you investing in them and are they

investing in themselves via training and tools? What percentage of your workforce is nearing retirement? I’ve heard it said that some business owners only own a job, not a business. A business is an asset that can have significant value well beyond providing the owner and team a paycheck. However, that’s only the case if there is attention to creating value first for all the stakeholders. While this list is not comprehensive, it’s a good starting point to know if you are creating a valuable business. Think of the seven points above as levers. None of them can lift the value of your business. However, if several of them start to work in conjunction with the others, you will be on your way to creating an asset that will not only give you a paycheck, but could also very well be a long-term asset that even outlives you and benefits many for years to come.

Hiring a higher-level manager in your shop

WEBINAR

11/17 11 am cst /

KEVIN RAINS

FenderBender Columnist and Owner of Rains CARSTAR Group

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Unwavering Quality. Unrivalled Price Point.

Engineered for performance, Fuji Spray Auto™ spray guns rival top-market competitor “It’s funny,” says Jim Larin, Operations and Sales Manager for Fuji Spray®, “we’ve been in the market for almost thirty-five years.” That’s how Larin answers the question, How has Fuji Spray®’s emergence in the American market gone this year? Far from a new product or brand, the Canadianbased company has been manufacturing a premium spray gun longer than many of its users have even been alive. Three decades is a long time to perfect a product, but maybe that’s why Fuji Spray® endures: unwavering commitment to quality. “Feedback from shop owners across the board has been outstanding,” Larin says, “and we’ve received the same praise from coatings manufacturers and even educators at local tech schools and colleges.” “People demand value regardless of what’s happening,” Larin continues, “and the market is ready for a high-quality spray gun at an affordable price point. We offer that—a best-in-class product you can afford.” To that end, Fuji Spray® recently launched Fuji Spray Auto™ division, helmed by the V8 Series spray guns. According to a recent press release, the goal of the V8 Series is to disrupt the conventional belief that a perfect, pristine finish can only derive from high-priced spray equipment. QUALITY + VALUE “The affordability of our V8 Series and X Series spray guns without compromising quality and performance is one of the most notable ways we compete,’ says Larin. He also notes Fuji Spray®’s best-in-class customer service. Every phone call yields a knowledgeable Fuji Spray® assistant or technician, ensuring swift answers to sometimes complicated questions. “Our team is always standing by,” Larin says, mentioning a guaranteed 24-hour / 1-business-day turnaround from the call or email. “You’ll get that human interaction,” he says, “something all too rare with larger companies and more diverse portfolios.” (The data plays out—according to a 2019

report by JD Power & Associates, customer experience is a “cornerstone” for satisfying aftermarket service.) Fuji Spray® gets it, too, especially because they’re far from new to the scene. “We’re not the new kid on the block,” Larin laughs, “we’re not new to spray equipment, coatings, troubleshooting or customer service! We’ve built an amazing company over thirty-five years, and now we’re putting that same commitment to excellence in the automotive industry.” LAYING IT DOWN “Our guns do exactly that they need to do,” Larin says. “They atomize the finish and lay it down fast and even. We check every box in the painter’s playbook while remaining affordable.” Larin says the V8’s enhanced pattern range is phenomenal and remains the focal point of the Fuji Spray Auto™ offerings. The Turbine series is a little less common in the collision repair aftermarket but is unbeatable for refinishing; “they’re ultra portable and are great for on-site repairs,” Larin says, ideal for swift repair of fleet vehicles or rental cars. The X Series is modeled after Fuji Spray®’s robust HVLP turbine guns and deliver superior air volume, making them fantastic for atomizing difficult coatings such as high-build clears or primers at lower pressures. In the short term, Fuji Spray Auto™ has set its eyes on SEMA 360 due to the coronavirus shutdown. After that, Larin says only this: “Beyond 2021, you’ll hear a lot more about Fuji Spray® and Fuji Spray Auto™. Expansion will be one of our focal points as we’ll debut new products across our divisions as we continue to expand throughout North America and globally.” Though in-person demonstrations of Fuji Spray Auto™’s spray guns are limited due to COVID-19, Larin says to just give them a call to sample some of the products. Check out fujisprayauto.com for more information.

V8 P OW E R I N T H E PA LM O F YO U R H A N D The V8 Series offers two stalwart models: the midpressure MP-V8™ spray gun and the high-volume / low-pressure (HVLP) H-V8™ spray gun. Designed to spray all professional automotive coatings with an emphasis on base coat and clear coat applications, the V8 Series provides a wide range of customization options including tip sizes from 1.2mm-2.2mm as well as a 360° swivel air inlet, reducing spray gun drag and improving application and performance. An enhanced spray fan pattern offers maximum coverage with minimal effort. The MP-V8™ is the ultimate choice for professional clear coat application and features a side-mounted fan pattern control to fine-tune the fan’s width for every project. The MP-V8™ also features a forged aluminum gun body with anodized fluid passages for waterborne or solvent-based coatings and is engineered for highproduction facilities.

STR ATEGY

HUMAN RESOURCES

The Ideal Listing

The who, what, when, where, and why of an effective job description BY MANDY HAY

Writing a solid and attractive job descrip-

tion isn’t always as easy as it sounds. This point was made by Bonnie Schedin, partner and certified assessments practitioner at Pneuma Advantage, a division of The CompuTrek Group that dedicates its time to coaching businesses into increased profitability. With 35 years of experience in human resources management and business coaching, Schedin is an expert in all things HR. When it comes to recruiting and headhunting, she is quick to point out that it is not always easy to find the right person for the job. “[Shops] do just enough to maybe get a top performer, and that’s why employers are so frustrated. You have to plan and prep for writing a job description in order to attract the best candidates,” Schedin says.

Why

Before you write and post a job description, 50 fenderbender.com | November 2020

it’s important to define what exactly the job entails, which will set you up for success down the line. Schedin emphasizes the importance of each shop having an operations manual. “In this industry, employers absolutely need to have a clear understanding between their job description and the position’s job operations manual,” Schedin says. An ops manual is a written explanation of the “how-to” of the job. It lays out expectations for the employee to follow and creates the space for organization and systematic flow within the shop. “If, for nothing else, have it for liability. If you need to let someone go, you have an operations manual showing that they’re not doing their job,” Schedin says. Preparing the position first also makes writing the job description much easier. The position description will not be the same as the ops manual word-for-word, but it is a bird's eye view of it. For example,

where the operations manual says, “When you answer the phone, you need to answer within three rings,” the job description will say, “Greet the customer in a timely manner.” Another point to take into consideration is the potential employee pool available. Cindy Kostelac, a senior employer account manager at Universal Technical Institute educates employers on how to recruit and fill their technician needs. “In today’s market for technicians … the available candidates with experience are not plentiful …. Therefore, it is important [for shops] to open up their options for potential candidates to include entrylevel technicians,” Kostelac says.

Who

After creating an ops manual for the position, the next step is to figure out what your ideal candidate looks like. Schedin says that no matter the position,

in the right job for the right reasons,” Schedin says. Assess their behavioral and cognitive skills. Schedin emphasizes the importance of having each applicant take a job-fit assessment. This tells the employer if the person can do the job, and it highlights behavioral traits that will show up in that particular position, such as his or her motivation level and social skills. Organizations such as Schedin’s Pneuma Advantage have assessments already created and available for employers to send to applicants. “If you look at companies that are hiring, only 14 percent will find a top-level performer by using traditional processes of hiring. Adding a job fit assessment brings that number to 75 percent,” Schedin states. Having an ideal candidate can help in writing a job description, but seeing the bigger picture of the industry is crucial. “Being realistic with your expectations is more important [than getting exactly what you want in a new hire],” Kostelac says.

What

GETTY

a good contender should be committed to the job, passionate about the industry, and pass a behavioral assessment. Each candidate should be asked to sign an agreement that says he or she agrees with and will embody the core values, mission statement, duties and responsibilities that come with the job. “This is an agreement, and it’s worded as a commitment that it’s up to the candidate to take responsibility for the position,” Schedin says. Gauge their passion for the industry. Does the applicant have a passion for the industry, or is it just a job? A person needs to have passion for the job in order to be a good fit for it, and you can usually tell in the interview if he or she is passionate or by how he or she speaks about the industry. Is the tone of his or her voice upbeat? Does he or she seem excited to be interviewing? “You want to get the right person

After you have figured out what the position entails and what the ideal person for the job looks like, you can begin writing the description. Schedin states that a good job posting will include these things: 1. A brief overview of the shop’s core values and mission statement. What does your shop stand for? You want the applicant to think, “Yes, I agree with these values and I want to be a part of a shop that cares about these things.” 2. Character and behavioral traits needed for the position. This is also where you should disclose that each applicant needs to take a job fit assessment before interviewing. 3. The expectations and physical requirements of the job. The nitty-gritty details of what the job entails are put here. This part of the description can be a list of bullet points based off the operations manual. 4. A disclaimer that the position posting is not an employee contract. You should say something like, “The job description does not include all the

duties and responsibilities of the position.” As your business evolves, so might the positions. You will want to run this disclaimer by an HR expert to make sure it complies with local, state, and federal laws. 5. A brief overview of the incentive plan for this position. Any employer looking to hire must have an incentive plan in place. “Shop owners need to do their forecasting and budgeting … because they have to validate the position,” says Schedin. “The shops that are retaining employees ... have a future for their employees and pay them well.” Schedin states that what attracts a person to a position is the working environment, community connection, opportunity to climb the ladder, pay, and benefits. Kostelac adds that having a train-as-you-go program in place is also a great incentive. Keep these in mind when setting up your incentive plan.

Where and When

Once you have your job description written, you should be strategic about where and when you post it. Schedin suggests posting your job advertisement on job search websites such as Indeed, more specific sites for the industry like automotiveprofessionals.com, and for some audiences, other general sites such as Craigslist. Shops should be deliberate about when they post positions. Schedin says that most employees are released after a holiday. Because of this, posting your position either right before the holiday or immediately after is best. However, timing is not everything. “Timing is not as important as being responsive when resumes are sent [in],” Kostelac points out. Schedin says to set your intention on having everything ready before you need to post a position. This way, all the work is done and you have a quality job posting that will attract good candidates for the job because you have gone through and done the work. “The scarcity mindset is really what’s holding a lot of automobile repair shops back ... [The reason] they may not be hiring top-level performers or attracting the people that they want is because they are just not prepared,” Schedin says. November 2020 | fenderbender.com 51

COLUMNS

IN THE TRENCHES STEVE MORRIS

Write it Down

Goodbye, 2020—and good riddance

the other day, a team member told me he wants a refund for 2020! It feels like I have been running with the devil since March. Maybe you’re feeling the same way, like nothing is the same and you’ve spent all your energy trying to figure out how to turn this thing around. Many in our industry have been to the edge this year, looked down and saw that they lost a lot of friends there. Maybe you are one of many whose days seemed to drag and you were convinced the clock was slow. Still, others may feel these past several months weren’t the worst that you’ve seen and are excited to hit the ground running to implement new ideas and get great results in your business and personal life. 2021 is right around the corner so we don’t want to wait till tomorrow to correctly set goals and expectations. I am going to provide some information to help you accomplish this. Some of this was previously shared by financial advisor and lifelong collision repairer Brad Mewes to subscribers of his blog. So, let’s get going and I hope you brought your pencil because whatever your goals are, the most important thing you can do now is write down your plan to achieve them. This point was actually driven home recently by a study published in the British Journal of Health Psychology. The project was designed to see the impact of stimuli on participants’ level of exercise. Researchers divided a random sample of participants into three groups. For the first group, the researchers asked the participants to read a passage of an unrelated book before beginning to track how frequently they exercised. For the second group, researchers wanted to measure the impact that motivation had on their exercise levels, so they 52 fenderbender.com | November 2020

were also asked to track their activity levels and then told to read a book’s motivational passage that outlined the benefits of exercise for maintaining a healthy weight. The third group was asked to read the same motivational excerpt as the second group but had the additional task of writing down their exercise goals for the coming week. When the researchers sat down to analyze the results, they were surprised to find that among the motivated group (group 2), just 35 percent exercised once per week. That was slightly less exercise than group 1 (36 percent) even though they were motivated to work out. When the researchers analyzed the third group’s exercise log, they were stunned to find that 91 percent of them had worked out. The only difference between groups two and three was that the third group was asked to write down their goals. That simple task seems to have almost tripled their likelihood to succeed. The researchers concluded that motivation alone has virtually no impact on our actions. Instead, it is motivation coupled with a written action plan of how you’re going to achieve your goals that has the most significant impact on your results. What the study illustrates is an action so simple that it is practically a magic

moment in your quest for success. I’m willing to bet you’re thinking your homework was never quite like this, but, seriously, this is what dreams are made of. The little extra step of writing down your plans for achieving goals will turn those dreams into reality. I imagine you must have many goals in mind and, like most of us, are good at dreaming them up and maybe taking a few steps toward implementing them. But, we all know nothing stays the same and without a written plan, it is very easy to get distracted and stray from the path of execution. If this idea is new to you or a reawakening of previous knowledge, don’t worry, you don’t need to feel tardy. Now is the time to spread your wings and jump at the new normal of goal setting. The reason it feels so good to finish what you started is because accomplishing goals creates an eruption of endorphins in our brains. We need to celebrate these milestones. Each time you achieve a goal, you raise the bar higher and higher but you will have the strength of past experience and past accomplishments to feel like you’re standing on top of the world for a little while and ready to do it again. This really is the best of both worlds because success begets success. And everybody wants some of that!

S T E V E M O R R I S is the director of operations for Pride Collision Centers, a seven-location MSO located in Southern California. He is an Accredited Automotive Manager (AAM) and ASE-certified master technician.

E M A I L : s t ev e m @ p r i d e au t o b o d y.c o m A R C H I V E : f e n d e r b e n d e r.c o m /m o r r i s

NICK SPAETH, GETTY

Man, what a crazy year it has been. Just

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GLASURIT’S 923-365 GLAMOUR PRODUCTION CLEARCOAT

Make productivity gains with short bake cycles

Joining the Glasurit’s Clearcoat lineup is the 923 -365 Glamour Production Clearcoat. A unique, new clearcoat offering that provides users with the same great shine they are accustomed to with Glasurit, but now with bake cycles in a fraction of the time! Compliant for use across North America, the all-new 923 -365 Glamour Production Clearcoat allows users to finish bake cycles in as little as 15 minutes regardless of climate condition. This new Clearcoat is easy to use, providing great sprayability and buffability. When incorporated into shops, users can expect to see productivity gains by getting more cars though the door as compared to the use of a standard refinish baking Clearcoat. With 923 -365, the choice is clear!

For more information, call 1.800.825.3000 or visit basfrefinish.com.

DIAGNOSTIC SCANNING MADE SIMPLE

CCC Diagnostics simplifies vehicle scanning

With an integration to OPUS IVS, CCC Diagnostics offers a consistent scanning process across vehicle types, making it easier for technicians to initiate scans from CCC ONE ®. The OPUS IVS ScanSafeTM device1 allows technicians to request: • OEM-endorsed pre- and post-repair scans – connect with a technician to perform an OEM-quality scan on all major US, Asian, and European vehicles. • On-Demand QuickScans – ideal for pre-repair scans to diagnose areas of concern, shop personnel can easily perform a QuickScan with results returned in just minutes. • IVS360™ Technical Support – Live repair guidance from 100+ brand-specific Master Technicians who can remote directly into the vehicle and seamlessly share data. • Built-in Remote Assisted Programming (RAP ®) – a J2534 remote flash programming experience, including ADAS calibration, to support programming complex vehicles yourself.

54 fenderbender.com | November 80 November2020 2020

CCC Diagnostics captures the scan report and invoice in the vehicle’s workfile*, reducing processing time. As vehicles increase in complexity, CCC is proud to offer solutions to simplify the path to a quality repair. Find out more about CCC Diagnostics and the ScanSafe integration or the integration to select OEM diagnostics clouds. For more information, visit cccis.com/diagnostics. ScanSafe device and scanning functionality are provided by third party

provider OPUS IVS, which is not a CCC company. * Invoice delivery requires CCC ® Repair Workflow shop management.

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CAR-O-TRONIC® VISION2™X3 DAMAGE ANALYSIS

Increase customer satisfaction and reach a better bottom line

Utilizing Car-O-Tronic® Vision2™x3 to diagnose and document suspension before you begin a repair is the key to delivering a great customer experience and reaching a better bottom line. Checking suspension up front allows accurate blueprinting, estimating, avoiding extra trips to the alignment machine and parts delays. You do not need to be a wheel alignment specialist; stick to what you know best and rely on your Vision2™ to be your expert guide for the rest. Make it easier to exceed expectations and deliver a superior repair on budget and on time with Car-O-Tronic® Vision2™x3 in your shop. Features & Benefits Measuring • Suspension diagnosis • 3D upper and lower body measuring with data • LED light identifies the correct measuring point when near position • Comparative and absolute (tram gauge) measuring modes • Compatible with nearly any frame system

• Works with EVO™ anchoring, fixturing, and holding systems • Info center for online software and data updates, news, support, and interactive training Usability • Easily identify control points with automatic measuring point photos • Photograph damaged areas and simply make them part of your reports • Email/print before and after repair reports • Real-time data delivered (3 times per sec) – real-time pulling • Bluetooth wireless communication from PC to measuring slide • Zoom of screens for easy view Please visit car-o-liner.com for more information.

• • • •

THE NEXT GENERATION OF COLLISION REPAIR PRODUCTS IS SMART

High quality, cost-effective body filler and glaze alternatives

PHOTOS COURTESY COMPANY

SMART’s Ultra Premium Body Filler and Glaze are the products your shop is missing. These two products, exclusively distributed by FinishMaster, are specially formulated to produce better results with less work, solving common application and usage problems. SMART Ultra Premium Body Filler is built like a body filler but finishes smooth and pinhole free, helping to eliminate extended work time, possibly reducing, or even eliminating the need for glaze.

Smooth sanding and feather edging with no lifting or balling Easy to apply with smooth, creamy, non-sagging formula Sands to a fine powder, eliminating clogged sandpaper Great adhesion to a variety of substrates (including bare metal, galvanized, aluminum, plastic, and even properly prepped painted surface

If you have a project that requires glaze, you want to use SMART Ultra Premium Glaze. This fast-drying formula sands to an exceptionally smooth and fine finish, specially formulated to repair surface scratches and small imperfections. • • • • •

Available in 30 oz pumptainer Ultra-fine, superior sanding Can be used with any body filler or alone Excellent vertical hang/hold Semi-flexible and extra creamy

SMART produces high quality, cost-effective alternatives to many of the trusted products demanded in the industry today. Rigorously tested, premium quality products backed by a trusted partner in FinishMaster, you know you can trust SMART. For more information, visit finishmaster.com/wecanhelp.

November 2020 | fenderbender.com 55 81

PROMOTION

THE FINDER

THE V8 SERIES FROM FUJI SPRAY AUTO™

You don’t need expensive equipment for a perfect finish

Fuji Spray Auto™ has worked tirelessly to find competitive solutions for the modern painter—proven by the enhanced features and overall build quality of the V8 Series. Within the V8 Series are two stellar offerings— the mid-pressure MP-V8™ spray gun and the high-volume low-pressure (HVLP) H-V8™ spray gun. These spray guns are designed to spray all professional automotive coatings with an emphasis on base coat and clear coat application. The large selection of tip sizes, ranging from 1.2mm to 2.2mm, provides the professional painter with a one-stop solution for achieving a showroom finish. Designed with convenience in mind, the V8 Series boasts an enhanced fan pattern range with incremental size control as well as a 360° swivel air inlet which reduces spray gun drag resulting in a lightweight spray experience.

COLLISIONLINK® SHOP FROM OEC®

Streamline your parts ordering process without compromising safety

OEC ® CollisionLink ® Shop technology changed the way collision shops buy original equipment (OEM) parts. With 24/7 online parts ordering, integrated pricing/availability, VIN validation and OEM-sponsored parts programs, it’s easy to see why CollisionLink Shop is the preferred parts ordering solution for collision shops. Collision shops using OEM parts to perform safer repairs can quickly and accurately locate and purchase OEM parts through the CollisionLink Shop online platform. CollisionLink Shop streamlines the parts ordering process between collision shops and dealers, giving shops even more opportunities to use OEM parts to repair cars without compromising on safety.

56 fenderbender.com | November 82 November2020 2020

Designed with Fuji Spray®’s Mid-Pressure technology, the MP-V8™ is the superior choice for professional clear coat application. Suitable for highproduction facilities, the MP-V8™ features a forged aluminum gun body with anodized fluid passages for waterborne or solvent-based coatings. Best suited for base and clear coat applications, the H-V8™ has few internal components, features a forged aluminum gun body with anodized fluid passages and an optimized HVLP air cap resulting in a soft spray pattern. The V8 Series is complemented by the wide variety of Fuji Spray® products—the X Series of compressor spray guns as well as Fuji Spray®’s flagship lineup of HVLP turbine spray systems. For more information about Fuji Spray Auto™ products, visit fujisprayauto.com or call 1-800-650-0930.

CollisionLink Shop offers: • New to CollisionLink Shop, the Upfront Pricing tool. Collision shops can view a dealer’s competitive pricing on non-OEM specified parts before sending a quote request. • 18 OEM collision parts programs. Tens of thousands high-quality OEM parts are available at competitive prices. • Reduced parts returns. With high accuracy rates on orders, part returns occur less frequently to improve cycle time and reduce repair delays. • One ordering process. CollisionLink Shop integrates with all major estimating systems, making it easy to import estimates for all makes and models. • Order tracking and status updates. Collision shops can see their order status at any time. • Photo uploading to dealers. With the photos feature, collision shops can snap a digital photo and send it to the dealer to get the right parts for the repair. CollisionLink Shop is available to collision repair facilities with free training and support. Visit CollisionLinkShop.com to enroll for FREE!

PHOTOS COURTESY COMPANY

Specifically designed for the automotive aftermarket and collision repair industry, the goal of the V8 Series by Fuji Spray Auto™ is to engineer a world-class product while disrupting the conventional belief that the perfect finish equates to high-priced equipment.

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DELTRON® V-PRIME® SURFACERS

Improve cycle time and enhance performance

Primer Surfacers Built for Speed With the goal of speeding up the cycle time performance of high production collision centers, PPG has enhanced its lineup of fast- drying DELTRON V- PRIME surfacers. The simple choice of just two products offers refinishers the capability of meeting any spot and panel repair need. • DPS7500 V-Prime High Production Primer Surfacer Designed for performing full to multi-panel repairs, this new surfacer air-dries in 60-75 minutes before sanding and features a long pot life of 70-85 minutes at 70°F. • DPS3105 V- Prime Quick Prime Urethane Surfacer This super-fast surfacer is ideal for smaller spot repairs and needs only 30 -45 minutes to air dry before sanding.

Beyond fast dry-to-sand times, both Deltron V-Prime surfacers offer many other features to enhance performance and ease of use: • High film build • Easy to apply and sand • Roll-on option • Built-in guide coat • Excellent resistance to shrinkage • Simple mix ratios • Shared reducers/hardeners In addition to the Deltron refinish system, V-Prime surfacers are compatible with numerous PPG products, solvent and waterborne, and available across North America through our network of PPG distributors. For more information, contact your local PPG distributor or visit ppgrefinish.com

6142 SHIM JIM TAB SEPARATOR TOOL Save time by using the separator tool to easily disassemble snap-in tabs

The 6142 Shim Jim Tab Separator Tool from Polyvance helps the auto body technician easily disassemble the aggravating snap-in tabs that often hold trim such as grills and bezels to the bumper cover. Many times, a dozen or more of these tabs must be pried apart to separate the components. Inevitably, some of them pop back together as the others are being pried apart, leading to time-wasting struggles in separating the parts. The Shim Jim’s pistol grip design helps the repair technician easily pry each tab apart with a twist of the wrist. The tip of the tool features three different working edges to match narrow, medium, and wide tabs. Most importantly, the Shim Jim kit comes with 25 specially shaped shims that will hold the snap-in tabs apart. The galvanized steel shims have a wedge shape to accommodate different tab widths and a turned down edge for easier handling. Once all the tabs have been pried apart and shimmed open, the parts will separate with minimal effort.

The Shim Jim kit is 100 percent designed and manufactured in the U.S. by Polyvance, the leader in plastic repair and refinishing products since 1981. The pry tool is made of heavy gauge steel with a precision-ground tip and powder coated to provide many years of service. As a bonus, the pry tool also features a bottle opener to help the repair technician celebrate a job well done. For more information, visit polyvance.com.

November 2020 | fenderbender.com 83 57

PROMOTION

THE FINDER

ION SPOT ANTI-STATIC GUN

Efficiently remove static electricity from your workplace

What is it? The Ion Spot eliminates static and dust in seconds while drastically reducing contamination. What does it do? The tool works on compressed air only, has no electrical input, no batteries, and no charging devices. The Ion Spot will remove static electricity from the workpiece for up to 40 minutes. The Ion Spot can be used on all surfaces where electrostatic discharge is a problem: plastic, aluminum, or steel! How will your shop benefit? Removing the static electrical charge from the workpiece keeps dust and other particles from collecting on the “to be painted” surface and provides a cleaner and smoother finished painted surface. It reduces dry edges, improves paint adhesion, and cuts down the

SATAJET X 5500

The revolutionary nozzle system redefines the application standards for the future

The Dream Team: Newly designed with synchronized air flow geometry inside the spray gun and nozzle set, ensuring perfect material distribution, optimized atomization, and precise spray fan shapes. All of this combined with material savings and a much softer application with a reduced noise level.

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prep time before paint. The Ion Spot also helps aid in metallic control for better color blending. Using the Ion Spot will also bring down costs on chemicals and cleaner, saving money and time. For more information, visit prospot.com/products/ion-spot/.

Two distinct available spray fan patterns per nozzle size allows for either enhanced application control or increased application speed, as well as the adaptation of the nozzle set to different temperature and air humidity levels. • Revolutionary: The X-nozzles take atomization to a whole new level • Noticeably quieter: Whispering nozzle™ due to optimized air flow geometry, reduced noise, and softer feel • Individual: Matches each application requirement, such as specific characteristics of the paint system, climatic conditions, and application method (application speed and control) • Precise: Optimized material distribution for enhanced spraying uniformity and atomization with both spray fan shapes • Low maintenance: No air distribution ring required, ensuring a much easier and faster cleaning process • Consistent: Constant fan size across the entire nozzle spectrum (within the range of each respective atomization technology) with linear increases of the material flow rate • Efficient: With the optimized atomization painters will notice considerable material savings using the same application method For more information, visit satausa.com or call 800.533.8016.

R E F N CO T N E M E E C G N A E N R A E F M N R O E C D T N E N B E E R C M E E N D E G N R A E N F A E N F M O N R C O E T C T N E B E N D N AG E M E N M E N G E A R A E N F N O C DER M ENDER MA T N E E C M B E N R E E G R A E N F END A N M O F R C N E T O D N C N E E T M N E E G ERB M A E N C G A N A E M N R R A E F N O ENDE BENDER M C T N E E R C M E E N D E G R A E N FEN F A N F M O N R C O E T C D N E R B E N A N AG E M E N AG E M E N T R E N M A E R F M E N R D O E N C D E T N E N B E E R C M E E N D E G N R A E N FE F A N M O N R C O E T C D N T N E N M E E M JOIN US IN 2021 FOR THE G ERBE E A G N N A E A N R M A E R F M NDE R MANAGEM ENT CO NF ERENCE N R O E C D E N D EFENDERRBE T N E N B E E C M E E N D E G N R A E N FE F A N M O R C O E T C D N T N E E N M E E M G E A DERB G N A E A N R M A E R F M E N R O E C D T N BEND E N BB U SINE S S SUC C ES G ERE E R C M E E N D E S START S HE N R A E N FE F A N M O R C O E FENDERBENDERCONFERENCE.COM T C D N T N E E N M N D E R B R M A N AG E M A N AG E M E N F E O E R C D E N T D E N N E E RB M B E N R E E G R A D E N N F E A N F M O R C E T D C N EN E T M B N E R E G E M A E N G A A FEND M N R A E M D R N E DERBE DERBEND 2021

The FenderBender Management Conference is a three-day, annual event to provide collision repair shop owners and operators with the knowledge, networking, motivation and tangible strategies to push their businesses forward.

SEPTEMBER 13 -15 MINNEAPOLIS, MN

November 2020 | fenderbender.com 59

COLUMNS

OUTSIDE THE LINES JASON BOGGS

Take Flight

Moving into a different mindset is easier than you think

incredible trips over the years—and paying next to nothing for them. I’ve flown in first class many times and usually pay well less than $100 for the flights. I’ve also been able to stay in some amazing hotels—all for free. My favorite trip was flying first class on Korean Air to Seoul, South Korea, to visit our son, who was stationed there at the time. The experience was top notch from beginning to end. We were treated to meals that were better than most restaurants we go to, they provided pajamas, and the bathroom was bigger than my home bathroom. All this for $82 each. How did I do it? I began taking advantage of signup bonuses from credit cards, and as a result, racked up over 2 million free points just for signing up for new cards. Whenever I share this with someone, I usually get the reaction that it’s too difficult to use points or they never spend that much to earn enough points. I can relate, as I used to think the same way. Then, I found an entire online world dedicated to sharing tips and advice on how to earn points quickly and maximize the use of the points. That advice completely changed my vacation habits and experiences. I could go on about all the other experiences I’ve shared, but the reason for writing about this is there is a parallel to be applied to our industry: a little extra effort usually pays huge dividends. It can be easy to fall into a routine of showing up to work each day and checking off the boxes that need to be done in order to keep the business going. There’s always a fire to put out, a difficult customer to deal with, a dispute to resolve, and an insurance company reminding you that they’re being charged too much. All those things can zap our energy and take away the joy of the experience—kind 60 fenderbender.com | November 2020

of like going to the airport, waiting in long security lines, and counting down the minutes until you get off the plane. Something that was enjoyable has now become burdensome. Just like flying in coach keeps getting worse, doing things the way we’ve always done it is making it harder to earn a profit and continue growing in our industry. It’s starting to feel like we are sitting in the middle seat and the captain just told us there will be a two-hour delay while we sit on the tarmac. It’s time to start making the extra effort to turn the experience of managing a shop into an enjoyable and profitable one. Listening to an insurance company say they don’t pay for something, or—better yet—that you are the only one charging for that, happens every day in our industry. This is an area where making a little extra effort pays huge dividends. We don’t take no for an answer when it comes to billing for the items on our estimates. Sometimes it takes just a little resistance and the insurance company, which is typically not used to that resistance, backs off. Other times it requires a little more effort: digging into an OE website to document the reason we are charging for a particulate procedure; or talking to a supervisor to explain again why we charge for a certain line

item. Those conversations with supervisors can go a long way, impacting many claims with that insurer down the road. But this concept applies to people in our shops, too. Sadly, another status quo in our industry has been to ignore issues with staff members when things aren’t going the way we want. We usually avoid the “crucial conversations” (see Kevin Rains’ column) and we hope the issue will resolve itself. Whether someone isn’t getting along with a coworker or they’re just plain under-performing, we usually subscribe to the theory that time heals all wounds. I can’t tell you how many times I’ve wanted to take the easy way out and avoid those conversations. But, the times I’ve decided to sit down and talk about the issues at hand are the ones I can look back on and see how much growth happened, on both sides, as a result of making the extra effort to help improve our team. Running a business has always been hard work, but enjoying the fruits of your labor can be a little more difficult today. The best way to get off the hamster wheel is to find a way to put in effort that will pay big dividends. I’d suggest starting by making that effort to get paid for all the line items on your estimates and taking the time to have the difficult conversations with your staff. You might be surprised at how much the return will be on those investments.

JASON BOGGS is the owner of Boggs Auto Collision Rebuilders in Woodbury, N.J. He has attended the Disney Institute and Discover Leadership, and has studied lean manufacturing processes.

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