Hammer & Dolly May 2020

May 2020 Volume 14, No. 5 $5.95

KEEPING THE FAITH: The Industry STANDS

STRONG Against Coronavirus

U Making QUARANTINE Work for YOU U Parts BILL Dies in MD U RISING Above

RESCHEDULED TO AUGUST 21 - 23

CONTENTS May 2020

26

COVER STORY BY JOEL GAUSTEN KEEPING THE FAITH:

THE INDUSTRY STANDS STRONG AGAINST CORONAVIRUS 4

LETTER TO OUR SUPPORTERS WE ARE HERE FOR YOU

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DEPARTMENTS

SAVE THE DATE! NORTHEAST® 2020 RESCHEDULED TO AUGUST 6

14 LOCAL NEWS CONTROVERSIAL PARTS BILL DIES IN MD

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WMABA works to stop concerning legislation.

24 MEMBER SPOTLIGHT SPRINGFIELD AUTO BODY A chat with a decades-long WMABA member.

32 INDUSTRY ADVICE: ASK MIKE HOW CAN SHOPS TAKE ADVANTAGE OF THEIR CURRENT DOWNTIME? Making the most of an unexpected situation.

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Editor’s Message JOEL GAUSTEN

Executive Director’s Message JORDAN HENDLER

WMABA Membership Application WMABA Board Page

WMABA July 29 Golf Outing Flyer

WMABA Sponsorship Page Advertisers’ Index

Stock Images © www.istockphoto.com

May 2020

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PUBLISHER’S

MESSAGE

Publishers of Hammer & Dolly grecopublishing.com

TO OUR VALUED SUPPORTERS: You don’t need me to tell you about the impact of COVID19 on the automotive repair industry. Certainly, you’re getting it from all ends already - the news, social media, your customers, vendors, the mailman...the list goes on. If you’re a small business like Greco Publishing, all you have to do is look at your cash flow over the past few weeks to see how this virus is affecting you, symptomatic or not.

In a world where you’re worried about paying staff, retaining customers and, most importantly, keeping yourself and your family healthy, our magazines could understandably be the last thing on your mind. So, what can Greco Publishing do for you right now?

As it turns out, quite a lot.

Information. We will continue to put out our regular publications informing the repair industry at-large of the issues affecting your daily success, both in and out of this post-coronavirus industry. We vow to keep our readers informed, whether you are receiving our magazines in print or online. I encourage you to bookmark our website, grecopublishing.com, and follow us on Facebook and Twitter to stay in the loop when our issues come out.

Connection. While many of us remain in isolation, quarantine or physical and social distancing, don’t forget that assistance in almost any area - from insurance relations (yes, shops are still hearing “We don’t pay for that” even now) to completing Small Business Assistance (SBA) paperwork - remains very much available. We can directly connect you to representatives from each of our client associations: The Washington Metropolitan Auto Body Association (WMABA), Alliance of Automotive Service Providers of New Jersey (AASP/NJ), Massachusetts (AASP/MA), Minnesota (AASP-MN / “The Alliance”), Wisconsin Auto Collision Technicians Association Ltd. (WACTAL), Auto Body Association of Texas (ABAT) and many more leading organizations with just a phone call or email. Your trade association is in 4

May 2020

place to help you through these tough times; we encourage you to utilize them, and us.

Guidance. Vendors, I won’t claim to have the magic formula to reach more customers than you would if things were “normal,” but I will remind you that as of today (April 10), auto repair is still considered an “essential” business.

That means that you remain essential as well, even if your customers’ (or your) doors are temporarily closed. This is not the time to withdraw from the public eye, but rather a time to stay in communication with your contacts. Trust me that they need you now more than ever. Please contact me to discuss how we can work together - for free - to reach your customers until, and well after, this industry is back on its feet.

Support. Our top priority is your success, in good times and in bad. I ask that you reach out anytime if we can assist you or your company in any way. No request is too big or too small. Call or text me at (908) 565-3270, or email me at alicia@grecopublishing.com. I want to help you through this however I am able.

These are uncertain times, to say the least. But I promise you that until we are all back to “business as usual” - and for long after that - that all of us at Greco Publishing are here for you, no matter what.

Sincerely,

Alicia Figurelli Sr. Vice President & Sales Director alicia@grecopublishing.com

THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW. For Original BMW Parts, contact one of these authorized BMW centers: 499 South Pickett Street Alexandria,VA 22304 Direct: 703-684-5255 Fax: 703-647-1853 bmwofalexandria.com

5000 Auth Way Marlow Heights, MD 20746 301-423-0733 Fax: 301-423-2717 passportbmw.com

3211 Automobile Blvd Silver Spring, MD 20904 866-737-8937 Direct: 301-890-3015 Fax: 301-890-3748 bmwofsilverspring.com

9702 Reisterstown Rd Owings Mills, MD 21117 410-363-1461 Fax: 410-363-7749 northwestbmw.com

8710 West Broad Street Richmond, VA 23294 800-237-0130 Direct: 804-527-6860 Fax: 804-965-6254 E-mail: tdailey@crownauto.com richmond-bmw.com

6700 Baltimore National Pike Baltimore, MD 21228 855-996-2906 410-744-2000 Fax: 410-818-2600 bmwofcatonsville.com

May 2020

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Joel Gausten

(973) 600-9288 joel@grecopublishing.com

EDITOR’S

MESSAGE

RISING ABOVE Driving to work was a surreal experience.

There was an odd and unsettling calm in the air as I drove down a near-empty highway to reach the office. Every radio station I tuned to reported growing numbers of people who recently lost their lives. These updates were followed by news of people from around the country stepping up to lend a hand to those whose lives were just shattered.

Shaken by everything I had just heard, I arrived at the office and hoped that working would take my mind off things and bring a dose of much-needed positivity to my day.

I’m not talking about today; I’m talking about the day after 9/11.

During the recession seven years later, I hit the office unsure of what each day would bring. Every industry member I soon spoke to was scared for their future as everything from repair orders to parts sales were plummeting. Events were being canceled left and right. The economy was falling apart. I arrived in Las Vegas that November to find a row of desperate taxi drivers sitting at the airport. The next day, I walked into a NACE that was vastly different from any I had attended in the past. It was a ghost town with vendor displays. People went about their

WMABA OFFICERS PRESIDENT

VICE PRESIDENT

SECRETARY

IMMEDIATE PAST PRESIDENT

Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Bill Hawkins hawkinswilliamjr@gmail.com 510-915-2283 Phil Rice phil@ricewoods.com 540-846-6617 Mark Schaech, Jr. markschaech@gmail.com 410-358-5155

BOARD OF DIRECTORS

Don Beaver (donbeaver3551@gmail.com) 443-235-6668 Rodney Bolton (rbolton@aacps.org) 443-386-0066 Kevin Burt (kevinburt@walkermillcollision.com) 301-336-1140 Kris Burton (kris@Rosslynautobody.com) 703-820-1800

ADMINISTRATION

Barry Dorn (bdorn@dornsbodyandpaint.com) 804-746-3928 Ben Gibson (bgibson@richmondmarinecenter.com) 804-355-8151 Steven Krieps (srkrieps@live.com) 304-755-1146 Danny Szarka (danny@dynamiccollisionservices.com) 410-500-9200

EXECUTIVE DIRECTOR Jordan Hendler (jordanhendler@wmaba.com) 804-789-9649 WMABA CORPORATE OFFICE P.O. Box 3157 • Mechanicsville, VA 23116

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May 2020

business as much as possible, but you could cut the concern in the air with a knife.

Those were not enjoyable occurrences, but they both showed me just how dedicated and resilient this industry truly is. People eventually found new ways to keep moving, and volunteerism and donations went through the roof. As we collectively face our latest great challenge, we can all take solace in the fact that the collision repair industry has been here before – and we’re still standing. While the coronavirus is something none of us have experienced before, the ability for folks in this business – regionally and nationally – to make things work in difficult times has been demonstrated time and time again. We’ll get through this.

My very best wishes to everyone reading this for continued safety, health and peace of mind. I’m proud to represent an industry that is keeping its doors open right now – not an easy feat by any means. But if there’s ever a profession with the heart strong enough to rise above and keep the public safe and secure in a time of need, it’s this one. H&D

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR GRAPHIC DESIGNER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten joel@grecopublishing.com

Lisa M. Cuthbert lisa@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR

Alana Bonillo alana@grecopublishing.com

OFFICE MANAGER

Donna Greco donna@grecopublishing.com

PUBLISHED BY TGP, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 973-667-6922 FAX 973-235-1963 Reproduction of any portions of this publication is specifically prohibited without written permission from the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of the Washington Metropolitan Auto Body Association (WMABA). Copyright © 2020 Thomas Greco Publishing, Inc.

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EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

CAUTION ABOUT “DISINFECTING” VERSUS “APPLYING DISINFECTANT” At WMABA, we’ve seen examples of businesses promoting services to “clean,” “sanitize” or “disinfect” customer vehicles. We need the facts right now more than ever. I hope this message comes to you when you have some return to your normal work abilities, and I also hope to have reached you prior to the issue being released. But just in case you haven’t gotten it before now, I want to share with you a caution about the use of these terms.

I have some colleagues who work in property restoration. They address water, mold, smoke and other damage – and they are the industry that responds to contaminations of the novel coronavirus/COVID-19. To come up with a proper process in that industry, they rely on a certified hygienist and sometimes even doctors who takes into account factors such as 1) PPE in use, 2) chemicals, 3) surfaces of application. When doing these jobs, they are very cautious about their language and warranty of work.

We are sharing this to urge caution with the language used in your promotion of services. For instance, your facility can assure that you “apply/applied disinfectant,” but there is no testing protocol to

ensure that you “disinfected” the vehicle. As testing is not possible, you cannot verify that you’ve disinfected anything, so it’s recommended to alter your language to be in line with what you are actually doing. And as soon as that process is complete, you cannot give any guarantee as to what happens immediately following.

For the restoration industry that’s cleaning hospitals, offices, headquarters, etc., they give “0/0 Warranty” and no guarantees – just that they applied the disinfectant/surfactant or other means as part of their documented process. I strongly caution that you follow the product labels for guidance, use product recommendations that are trusted and alter your verbiage accordingly.

So, keep your liability reduced in these trying times. You have enough to worry about, and having additional exposure isn’t helping anyone – especially not your customers. Be as straightforward as possible.

If there’s anything we can do to assist processes or information you need, please reach out anytime! H&D

Check the WMABA website and newsletters for regular updates and reports from the Executive Director’s perspective.

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May 2020

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It Takes Genuine Honda Collision Repair Parts To Achieve a Genuine Honda Fit. Honda collision repair parts are engineered and manufactured to Honda standards.

In the collision-repair business, time is money, and you can’t waste time on parts that almost fit properly. Use Genuine Honda replacement parts. Your reputation depends on it.

For Genuine Honda parts, contact these Authorized Honda dealers.

Ourisman Honda 3371 Ft. Meade Rd. Laurel, MD 20724 Direct: 301-498-6050 Fax: 301-498-0157 www.laurelhonda.com

Miller Honda 3985 Valley Pike Winchester, VA 22602 Direct: 800-296-5020 Direct Local: 540-868-9916 Fax: 540-869-1074 E-mail: bmorgan@drivemiller.com

May 2020

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JOIN !

TODAY

GENUINE NISSAN PARTS

MAKE ALL THE DIFFERENCE.

Only Genuine Nissan Parts deliver the fit, reliability, and performance to meet your shop’s collision repair needs.

So keep it original, and keep it real with Genuine Nissan Parts.

Contact these Nissan dealers for all your parts needs: Passport Nissan 5000 Auth Way Suitland, MD 20746 Phone: 301-423-6930 Fax: 301-423-2965

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May 2020

Sheehy Nissan of Manassas 9010 Liberia Ave Manassas, VA 20110 Toll Free: 800-969-4778 Local Direct: 703-361-0377 Fax: 703-361-5165 martinfisher@sheehy.com

Cowles Nissan of Woodbridge 14777 Jefferson Davis Hwy. Wodbridge, VA 22191 Phone: 703-497-3097 Parts Fax: 703-497-4407 Email: parts@cowlesauto.com

May 2020

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LOCAL

NEWS Controversial Parts Bill Dies in MD After considerable prompting from WMABA, a concerning parts bill has been withdrawn in Maryland.

As reported in last month’s cover story, House Bill 1418 (sponsored by Delegate Mary Ann Lisanti; D-Havre de Grace) called for insurers issuing automobile policies in the state to make it clear in their policy language that insureds had the option of requiring the use of genuine crash parts, certified aftermarket crash parts or noncertified aftermarket crash parts during the repair of their vehicles. Similar legislation proposed and later stalled in

6913 Ritchie Hwy #2, Glen Burnie, MD 21061 410-689-8066 Fax: 410-689-8008 subparts@wilkinsautomotive.com www.wilkinssubaru.com

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May 2020

2016, House Bill 1258, sought to prohibit the use of certified/non-certified aftermarket parts during the first two years of a vehicle’s life. Although WMABA supported House Bill 1418’s aims in regard to written consent, parts definitions and limiting the use of aftermarket parts, the association took issue with the absence of the two-year provision in this most recent version.

In correspondence sent to Delegate Lisanti, WMABA Executive Director Jordan Hendler detailed the

disadvantages that consumers could potentially face if the legislation moved forward without this language: 1. The original intent was to protect consumer investment on a new vehicle by giving the twoyear window. Without that window, new vehicles are still subject to increased adverse issues in collision repair. a. New vehicles have warranties, and many times lease agreements, that require genuine parts. To maintain their “entire� warranty or be in compliance on a lease, [consumers] would have to pay out of pocket on the difference.

They may also pay on lease return for a repair for correct parts, again all out of pocket. b. Alternative parts warranties are not transferable and failures lead to major problems because parts do not have traceability.

Stalling at the State House.

2. Even though it says that the intent is the insured has the option of the three parts categories, our fear is that the insurance company will then put the insured on the hook to pay out of pocket for the difference above aftermarket part price. a. Their policy requires currently like kind and quality, which is ambiguous enough that if the repair process requires a specific part or the aftermarket part doesn’t fit, the insurance company pays that difference. [Consumers] can also use that term in court to resolve dispute with an insurer. c. Paying out of pocket for the proper parts can be hundreds to thousands of dollars depending on the repair.

Additionally, WMABA recommended that the bill be withdrawn and deferred to the next session while

Continued on page 29

May 2020

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Genuine Volkswagen Collision Parts Are a Call or a Click Away.

The best repairs start with the best shop-supplier relationship. Contact the following Authorized Volkswagen dealers by phone, fax or email to get the parts you need, when you need them.

Alexandria Volkswagen 107 West Glebe Rd. Alexandria, VA 22305 703-684-7007 Fax: 703-684-4138 e-mail: parts@alexandriavw.com

Karen Radley Volkswagen 14700 Jefferson Davis Hwy. Woodbridge, VA 22191 703-550-0205 Fax: 703-643-0081

Ourisman Volkswagen of Bethesda 5415 Butler Road Bethesda,MD 20816 301-652-2452 Fax: 301-652-2589

Fitzgerald Volkswagen of Annapolis 34 Hudson Street Annapolis, MD 21401 Phone: 410-224-4636 Fax: 410-224-4264

e-mail: vwwholesale@ourisman.com

www.fitzmall.com

e-mail: rockvilleparts@ourismanautomotive.com www.ourismanvolkswagenofrockville.com

Fitzgerald Volkswagen 114 Baughmans Lane Frederick, MD 21702 Toll Free: 800-545-4745 Fax: 877-696-1841

Ourisman Volkswagen of Laurel 3371 Ft. Meade Rd. Laurel, MD 20724 Phone: 301-498-6050 Fax: 301-498-0157

e-mail: parts@fitzmall.com www.fitzparts.com

www.laurelvolkswagen.com

“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2020 Volkswagen of America, Inc.

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May 2020

Ourisman Volkswagen of Rockville 801 Rockville Pike Rockville, MD 20852 Parts Direct: 301-340-7668 Toll Free: 855-417-4511 Fax: 240-499-2488

An association fostering the exchange of ideas and providing a voice and support for the collision repair professional.

Position Your Business as a Leader!

OFFICERS

PRESIDENT: Torchy Chandler torchy.chandler@gmail.com 410-309-2242

VICE PRESIDENT: Bill Hawkins hawkinswilliamjr@gmail.com 510-915-2283

SECRETARY: Phil Rice phil@ricewoods.com 540-846-6617

BOARD OF DIRECTORS

PAST PRESIDENT: Mark Schaech Jr. markschaech@gmail.com 410-358-5155

Rodney Bolton rbolton@aacps.org 443-386-0066

Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928

Just like equipment and training, WMABA membership is not only a commitment to excellence, but also a valuable investment.

WMABA is recognized both regionally and nationally as the key forum for the exchange of ideas concerning the D.C., MD, VA and WV collision repair industry. It is the venue to discuss, learn about and impact evolving standards and policies in the technical, administrative and legislative fronts of our industry.

Shops and industry supporters can best develop themselves and their employees by actively engaging in the association and its activities.

Automotive collision repair facilities in Maryland, Virginia, West Virginia and Washington, D.C. who are willing to adopt WMABA’s Standards of Membership and offer a guarantee to their consumers are encouraged to engage their business as an active member of the association. For over 40 years, the WMABA membership of professional collision repair businesses and affiliates have committed to operating at a higher standard on behalf of their industry and their consumers. Over the years, WMABA has proudly represented the collision repair industry at hearings on Capitol Hill, in Annapolis, MD, and Richmond, VA as well as almost every national collision repair event. While WMABA has a rich history of dedicated men and women serving the local collision repair community, WMABA also boasts numerous past and current accomplished Board members who represent our membership at the national level.

WMABA offers current and dynamic discussion forums on topics facing collision repairers, technical information and educational seminars, opportunities to network and discuss pressing topics with leaders of the collision repair industry, an arbitration program that works with consumers to help resolve issues they might have, apprenticeship programs, legislative representation and the ability to receive and contribute to one of the nation’s leading collision repair magazines, Hammer & Dolly.

EXECUTIVE DIRECTOR: Jordan Hendler jordanhendler@wmaba.com 804-789-9649 Kevin Burt kevinburt@walkermillcollision.com 301-336-1140

Ben Gibson bgibson@richmondmarinecenter.com 804-355-8151

Don Beaver don.beaver3551@gmail.com 443-235-6668

Contact Executive Director Jordan Hendler to find out how WMABA can amplify YOUR voice in the collision repair industry.

Danny Szarka danny@dynamiccollisionservices.com 410-500-9200

Steven Krieps srkrieps@live.com 304-755-1146

Kris Burton kris@rosslynautobody.com 703-820-1800

Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you

Contact these Mazda dealers for all your parts needs: Brown’s Fairfax Mazda 10570 Lee Hwy. Fairfax, VA 22030 Toll Free: 800-234-8642 Phone: 703-385-3994 Fax: 703-591-5348

Nu Car Mazda 172 North Dupont Hwy. New Castle, DE 19720 Toll Free: 800-346-5283 Fax: 302-322-7135

Ourisman Mazda of Rockville 801 Rockville Pike Rockville, MD 20852 Parts Direct: 301-340-7668 Phone: 855-417-4511 Fax: 240-499-2488 e-mail: rockvilleparts@ourismanautomotive.com www.ourismanmazdaofrockville.com

Fitzgerald Mazda of Annapolis 1930 West Street Annapolis, MD 21401 Toll Free: 866-280-8022 Phone: 410-224-4636 Fax: 410-224-4264

Fitzgerald Mazda 114 Baughmans Lane Frederick, MD 21702 Toll Free: 800-545-4745 Fax 877-696-1841 E-mail parts@fitzmall.com www.fitzparts.com

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www.fitzmall.com

May 2020

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer.

Fairfax Hyundai 10925 Fairfax Blvd.

Fairfax, VA 22030 Phone: 703-273-5188 FAX: 703-352-3115 E-mail: parts@fairfaxhyundaiinc.com

Malloy Hyundai 1880 Opitz Blvd.

Woodbridge, VA 22191 Parts Direct: 703-490-8263 Fax: 703-490-3864 E-mail: hmkparts@aol.com

May 2020

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Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

Porsche Bethesda 11990 Rockville Pike North Bethesda, MD 855-683-3144 Fax 301-945-4341 bethesda.porschedealer.com

Porsche Silver Spring 3141 Automobile Boulevard Silver Spring, MD 844-413-6929 Fax 301-890-3748 silverspring.porschedealer.com

Porsche of Arlington 3154 Jefferson Davis Highway Arlington, VA 703-684-8835 Fax 703-518-0467 arlington.porschedealer.com

Š 2020 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

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May 2020

Euroclassics Porsche 11900 Midlothian Turnpike Midlothian, VA 804-794-3399 Fax 804-794-9771 euroclassics.porschedealer.com

2020 GOLF OUTING JULY 29, 2020 Shotgun Start at 2:00pm HERITAGE HUNT GOLF AND COUNTRY CLUB

6901 Arthur Hills Dr. Gainesville, VA 20155 www.heritagehunt.net

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May 2020

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WMABA THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2020!

We encourage YOUR SUPPORT of those who SUPPORT US! For more information about the sponsorship program, please contact Executive Director Jordan Hendler at (804) 789-9649 or email jordanhendler@wmaba.com

LEVEL 2 BAPS Auto Paints & Supply • Certified Automotive Parts Association

www.wmaba.com

FinishMaster • Single Source National Coatings and Supplies • WheelsOnsite

May 2020

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MEMBER

SPOTLIGHT Springfield Auto Body: A true WMABA success story

Springfield

AUTO BODY

Reliable, friendly and quality service is what you get at Springfield Auto Body in Springfield, VA. This simple formula has been the mantra of the shop’s owner, Jim Scott, and it has helped the business remain successful for more than 40 years.

The shop’s story began in the late 1970s, when Scott had an opportunity to open a business in Springfield, which he saw as a thriving area with a lot of potential. In 1977, he opened the doors to Springfield Auto Body.

According to longtime Shop Manager Jeff Sisson, developing and keeping good relationships is what has made Scott thrive in the industry.

“Jim is a nice guy. He has a lot of different interests other than the body shop. He’s into boating and a lot of different things [in the community], and

A look at some of Springfield Auto Body’s impressive interior.

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May 2020

knows a lot of people. Word of mouth and friends telling friends is really where we get a lot of our work.”

For the first 25 years, Springfield Auto Body was located on Fullerton Road, but a large construction project involving the Fairfax County Parkway forced Scott to move the shop around the corner.

The Alban Road location, where the shop remains today, allowed them to expand their body shop and office space and provides accommodations for as many as 120 vehicles.

“We can handle a lot with the room we have,” comments Sisson. “Some shops don’t have that luxury of space.”

Sisson started out at Springfield Auto Body as an estimator working under the shop’s two prior managers. Eventually, he took over the day-to-day management and recently celebrated his 16th anniversary with the shop.

“I enjoy working with the customers and taking a situation that isn’t very good and turning it into one that makes the customer happy. It’s about treating people fairly and making sure they get their money’s worth.”

Knowing how important it is to keep in touch with other shops in the area, Springfield Auto Body has been a member of WMABA for

A VA industry mainstay.

BY ALANA BONILLO

decades. A plaque dated 1980 sits proudly on the wall in the office, and the crew still keeps active with the association.

“It’s important to see how other shops are handling different situations. It’s good to have them nearby to talk to. These are goodquality shops that are trying to do Knowing how the right thing, do good repairs and important it is to retain good technicians. [You want keep in touch with to] make sure you are offering the other shops in the same benefits that other shops are area, Springfield offering their techs.”

Auto Body has As for the future, Springfield been a member Auto Body is committed to providing exceptional repairs of WMABA throughout 2020 and beyond. The for decades. shop’s crew is grateful to be in a strong position in the area market and maintain a steady stream of work.

“It speaks to Jim’s longevity and the work we do. We wouldn’t be around this long if we weren’t doing a good job.” H&D

May 2020

25

COVER STORY

Keeping the

FAITH: The Industry Stands Strong against Coronavirus

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May 2020

Surviving the storm.

BY JOEL GAUSTEN

Note: This article represents current information as of our press deadline of April 10. We encourage our readers to follow the Center for Disease Control (CDC) and state and municipal news for the most up-to-date information on the coronavirus response in your area.

It was a Friday the 13th none of us will ever forget. has donated extra respirators and gloves from his inventory to Already feeling the initial strains of the escalating area hospitals. He has also kept in regular contact with his fellow coronavirus pandemic, the nation braced itself for much more to shop owners in WMABA and the industry peers he works with come as President Trump declared a national state of through SCRS and CIC. As these conversations continue to emergency. Within days, the April Collision Industry Conference reflect varying degrees of success and worry throughout the (CIC) and the Society of Collision Repair Specialists’ (SCRS) country, he encourages readers to remain optimistic and look for Open Board of Directors Meeting, Repairer Roundtable and ways to make the most out of their downtime by focusing on inAnnual Elections joined the list of major industry events house training, reorganization and other areas of the business (including the 2020 NORTHEAST® Automotive Services Show, that are often overlooked during a typical production schedule. which had already announced new dates of August 21-23 on “You are not alone; we’re all in this together. All of us are March 9) that were either postponed or canceled. Closer to struggling; unfortunately, some are struggling more than others. home, members of the WMABA community took immediate There will be light at the end of the tunnel; things are going to action to stay ahead of the changes hitting the industry and still get back to normal.” provide needed services to consumers.

On the national front, the Collision Industry Foundation “Once this really started to (CIF) has formed a specific fund ramp up and our Governor to assist those industry members Visit scrs.com/covid19-resources for started closing businesses, it procured information just for collision whose livelihoods have been really got our attention,” shares repairers, which will be updated as it greatly affected by recent events.

WMABA Board member Kevin “Our hearts go out to all becomes available.

Burt, owner of Walker Mill Auto those impacted by this worldwide Collision in Capitol Heights, MD. pandemic,” expressed Michael “We put a letter together for our customers and made some Quinn, CIF board president and senior vice president of posts on Facebook that we’re going to make sure customers’ business development at AirPro Diagnostics, in a statement. cars are cleaned and disinfected. Steering wheels, gear shifts – “The CIF is prepared to step forward with an initial commitment all that kind of stuff. We don’t know where the customers have of $100,000 and encourages all stakeholders in the industry to been, and they don’t know where we’ve been. We just wanted to contribute and support collision repair employees, technicians offer some assurances for them that we would clean their cars in and their families in the face of this crisis.” a different way. We also offered some local pick-up and delivery Donations can be made to the fund at when possible.” flipcause.com/secure/cause_pdetails/Nzg3MTk. Readers Providing pick-up and delivery services have also helped who know of an industry member in need can contact CIF at Dorn’s Body & Paint in Mechanicsville, VA. remain active during collisionindustryfoundation.org/ the pandemic. disaster-relief.html.

“Thank God, we’re still busy,” shared owner Barry Dorn with SCRS is another national organization mobilizing its Hammer & Dolly in late March. “We still have a decent workload. membership to act. On March 24, the association released a We’ve definitely seen walk-ins drop off, but we’re taking in about statement urging members to donate much-needed personal 40 percent of what we normally would take in. As of right now, protective equipment (PPE) and supplies to Bellevue Medical we’re fully staffed. It is still business as usual; the only difference Center in New York, which had asked SCRS for assistance in is that we have huge sanitation processes we now go through, reaching out to the automotive community for help. both inside the building and for customer cars. We have two As stated in the announcement, “New York State and the people in our detail staff who are trained to disinfect every touch New York City metro area are ground zero for the COVID-19 point on the vehicle. They put a large checkmark on the epidemic in the US. Health care providers are facing a critical windshield to let everybody know that vehicle has been shortage of personal protective equipment, especially of N95 sanitized.” respirator masks, but also of gowns and face shields…We In addition to keeping his operation moving forward, Dorn

Continued on page 36

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May 2020

LOCAL

NEWS

Continued from page 15

suggesting the possibility of a special working group being formed to address the legislation’s main objectives.

“This could later be a good effort with multiple entities and alliances gained – hopeful for the outcome your constituents desire,” noted Hendler in her communication to Delegate Lisanti. “We could even work towards garnering additional sponsor support in the meantime.”

House Bill 1418 was ultimately withdrawn from the current legislative session, and a House Economic Matters Committee hearing on it originally scheduled for March 12 was subsequently canceled. H&D Executive Director’s Thoughts

The withdrawal of the bill was appreciated by our association, as the terms were just too much to gain collaboration to change. I am hopeful we can address issues in the future.

What most members don’t realize is that WMABA is watching legislative efforts even if we are not proposing new legislation initiatives. We watch our region for anything that may be harmful to our industry and, if we need to, oppose that in many ways. Some of the ways we do that are working directly with the sponsoring legislator, working with other associations or groups to collaborate and combine efforts, sending correspondence to the entire committee or educating individual committee members on the issues therein. It’s in many ways easier to kill a bill than propose one, but the effort is just as important!

Jordan Hendler

May 2020

29

WHY GENUINE PARTS? It’s the Right Thing to Do

You lose money when aftermarket parts don’t fit. Toyota Dealers are your best source for Genuine Toyota Parts. All it takes is one call.

For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: Antwerpen Toyota 12420 Auto Drive Clarksville, MD 21029 Phone: 410-988-9272 Fax: 443-539-4022 darnold@antwerpenauto.com

Jerry’s Toyota 8001 Belair Road Baltimore, MD 21236 Phone: 410-661-4610 Fax: 443-455-1453 toyotaparts@jerrystoyota.com driley@jerrystoyota.com

Younger Toyota 1935 Dual Highway Hagerstown, MD 21740 Phone: 800-296-1190 Fax: 301-733-5465 dthompson@youngertoyota.com

Koons Toyota Annapolis 1107 West Street Annapolis,MD 21401 Phone:(800)262-3330 Fax:(410)280-6361 roy.easter@koons.com

ToyotaPartsAndService.com

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May 2020

USI of North America 566 Commerce St. Franklin Lakes, NJ 07417 PH: 201-405-7761 EMAIL: s.moretto@usius.com www.usius.com

18 USI Italia Booths and Still Counting at No. 1 Collision

When anyone has a technical question for No. 1 Collision regarding any piece of equipment from a car rack all the way to a paint booth, they ask Facilities and Equipment Manager Milford Cumberland is the person to ask. At the age of 66, he is the old wise man that holds the cards and is the information gatekeeper on every facility, as well as all of its training, tools and equipment.

One of Cumberland’s job at No. 1 is overseeing the acquisition, installation and ongoing maintenance for 18 USI Italia booths. It’s an enormous investment that keeps paying for itself over and over again, and as a result, Cumberland is likely North America’s #1 expert about these Italian-made high-end spray booths.

The No. 1 Collision Centre in Richmond, British Columbia invested $19 million in an impressive 70,000 sq. ft. state-of-the-art location on two acres that is over the top in every way. “We call our facilities the superstars of the industry and our largest one definitely has that ‘wow’ factor,” Cumberland said. “Other shops and many of the OEMs request tours of this shop all the time and fly here from the U.S. and Europe just to see what we’re doing. When they see a dozen USI Chronotechs here set up side-by-side and full of high-end luxury vehicles, they are impressed, no doubt.”

If you walked into any of the No. 1 Collision locations, you’d find primarily Teslas, Land Rovers, Jaguars, Porsches, Mercedes-Benzes, Audis, Volkswagens, MINIs, Ferraris, Maseratis and even a few Rolls Royces being repaired. Certified to work on this impressive assemblage of 10 OE certifications, No. 1 Collision works hard to stay current with the training and equipment required to make this list.

CEO Rob Walker and his brother COO Scott purchased a shop in 1993 and today No. 1 Collision repairs a total of more than 1,0000 cars every month. The Walker Group of Companies have built an impressive business that includes four collision centers in Canada and one in the U.S. This MSO has invested approximately $1 million in its USI booths after acquiring their first one in 2009. When it comes to acquiring any tools, equipment or training, Walker isn’t afraid to pay for value, “We learned rather quickly that trying to cut costs isn’t the best way to go,” Rob Walker said. When we started looking at paint booths, we realized that the European ones were superior and that USI was the best.

Our Chronotechs are like BMWs while some of the others are more like KIAs. We will never buy another type of paint booth, because these have proven to be superior across the board. The technology is unmatched with incredible lighting, better air movement and sturdy construction.”

Cumberland agrees with Walker and is more than willing to expound on the capabilities and advantages of using USI booths, he said. “We are very impressed with the USI direct drive system and their powerful motors (15hp), and everything is tunable on-site. Some paint booths contain cheap components and in the end they’re nothing more than just cargo boxes with lights. A great booth is something you can install and then not worry about it for 20 years and that’s what we have with USI.”

Refinish Technician Ben Yi paints primarily high-end vehicles in a USI Chronotech spray booth at No. 1 Collision.

Whenever he purchases anything, Cumberland makes certain that the support that is both accessible and accountable. “We made sure that the support from USI was going to be strong, and that was one of the many things we considered before acquiring the booths,” he said. “At the very beginning, all of the USI people gave me their phone numbers, which has turned out to be a real blessing. They’re very responsive and you can tell they love what they’re doing. When I call them, especially their tech people, they are more than willing to answer all of our questions. We can’t afford to be down at any time if we want to maintain our reputation. I tell people the sign says No. 1, not No. 2.”

“I always tell people that to succeed in this industry, you should never skimp on things such as air compressors and paint booths,” Cumberland said. “We’ve been very fortunate with USI and now they’re an integral part of everything we do here.”

When it comes to maintenance and upkeep, Cumberland has a huge calendar that tells him what to replace and when with every USI booth. “With 18 of these babies, we have to stay on top of it, so that they will perform at a high level all the time. With USI, we don’t have to replace the filters or the intake and exhaust cubes as frequently as we would with another brand, which gives us another advantage over the competition.”

Chesapeake Automotive Equipment 857 Keith Lane, Owings, MD 20736

800-604-9653 www.chesautoequip.com May 2020

31

INDUSTRY

Do you have a question for Mike? Contact Hammer & Dolly Editorial Director Joel Gausten at joel@grecopublishing.com or (973) 600-9288, and we’ll ask him in a future issue.

ADVICE

ASK MIKE How Can Shops Take Advantage of Their Current Downtime?

This month, we “ASK MIKE” for his thoughts on how shops can make the most out of this unexpected downtime. We at Hammer & Dolly hope you find this following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industry-related matter that he can answer in a subsequent issue.

Hammer & Dolly: Obviously, the pandemic is impacting the industry more and more each day, and a lot of shops are facing unexpected downtime. While not ideal, this could present new opportunities for them. What might be some really good ways shops can take advantage of what’s going on to benefit their businesses?

Mike Anderson: They can use this time for a lot of things. They can go ahead and do maintenance on their spraybooths and frame machines. It’s also a chance for shops to check their inventories to see if there is anything they need to return. This is also a good time for them to look into their parts credits and any receivables they have. Hopefully, shops are closing repair orders when the cars leave, but some shops have some that haven’t been closed.

They can close them now. If they need to take some I-CAR classes, they can take them online. Maybe there are online classes for OEM certifications that they haven’t taken yet. If they have company vehicles, this is a great time to service them. If employees don’t have much to do, maybe you can offer them use of the shop to perform personal maintenance on their vehicles.

That could help keep up morale. You could see if your employees’

32

May 2020

friends and neighbors have cars that need work, and you can offer them discounted rates. This is also a good time to catch up on doing employee reviews.

Some shops are looking at deductible financing. If customers don’t have money for a deductible, shops can offer that. There are a lot of companies that offer that, and the customer doesn’t have to pay interest for 90 days and the shops pay something similar to a credit card fee.

At the time we’re talking, a lot of places like Lowe’s and Home Depot are open. This is the time you could finally remodel your office and repaint the walls at your shop. If ou don’t have a lot of cars right now, take out the ones you do have and pressure wash your facility.

We will get through this, and these things will help you when things pick up again.

H&D: Repairers and estimators typically have to deal with customers who are stressed and unhappy anyway, as nobody walks into a body shop on a good day. A lot of shop employees are very skilled in improving customer morale on a regular day. In light of things, how can shops still project that kind of positivity to others?

MA: I know of some shops that are trying to support their local restaurants by buying gift cards from them. Then, they’re doing radio ads or ads on social media where they’re doing drawings where customers can receive those gift cards for takeout or delivery. There are a lot of positive things we can do.

Reflection and refinement.

H&D: Because your own business model has suddenly changed, what are some ways you’re adapting to where we are as of today?

MA: I’m trying to use this time with my team to develop new content. There’s always new content in my head that I don’t usually have time to develop. I have my team going through and purging their email to make sure we’re all caught up on those. I just went to the Database Enhancement Gateway [degweb.org], downloaded the P-Pages for CCC and Audatex and re-read them again to see all the things that are not included. I’ve been going through industry websites like oem1stop.com and looking at some of the consumer tools they have available. We all have things we want to do but never have the time, so I’m using this time to catch up on these and other things to sharpen my mind.

Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com). H&D

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Audi dealers strive to make you an Audi Genuine Parts fan •

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Audi Bethesda 5206 River Road Bethesda, MD 20816 Parts Direct: 240.762.5636 Parts Fax: 301.718.1847 www.audibethesda.com

Rockville Audi 1125 Rockville Pike Rockville, MD 20852 Parts Direct: 301.296.2870 Parts Fax: 301.762.5055 www.rockville-audi.com

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May 2020

Audi Silver Spring 3151 Automobile Boulevard Silver Spring, MD 20904 844.413.6929 Fax: 301.890.3748 www.audisilverspringparts.com

Audi Owings Mills 9804 Reisterstown Road Owings Mills, MD 21117 Parts: 877-411-6825 Parts Fax: 410-372-3380 www.audiowingsmills.com

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Contact Us E-mail: parts@cowlesauto.com Phone Number: 703-497-3097 Fax Number: 703-490-4407 www.cowlesnissan.com

May 2020

35

COVER STORY Continued from page 27

Get it right from the source.

Ford and Lincoln Mercury dealers are the one-stop source for all of your collision repair needs.

When you need fascias, grilles, headlamps, wheels or any other Ford Motor Company Genuine Part, call your local wholesaling dealership. They’re a great souce for technical and repair information as well. Using Genuine Parts can help your body shop reduce cycle time, improve relationships with insurance companies and satisfy customers. So get everything you need in just one call to your one-stop collision repair resource – your local Ford or Lincoln Mercury Dealership.

recognize that many collision repairers may have these types of supplies in the shop. If you have an excess of masks or are going to be closed for any period of time where the inventory isn’t immediately necessary, there may be ways to support your community through donations – whether to [Bellevue Medical Center] or local medical facilities in your own region.”

Although its regular activities have been postponed until the summer, SCRS is still actively providing critical resources to the inter-industry. These include educational videos from the most recent SEMA Show and other events available on the official SCRS Facebook page (facebook.com/SCRSCollision). Additionally, SCRS Corporate Member KPA has published a free online guide, “How Employers Can Manage Coronavirus Anxiety and Safety” (available at kpa.io), for the benefit of industry members and nonmembers alike. SCRS has also provided a special online directory of collision industry-related COVID-19 resources at scrs.com/covid19-resources.

Readers facing difficulties with meeting payroll and other critical business needs are urged to visit the Small Business Administration (SBA) website at sba.gov for updates and information on loans and grants currently available to help collision repair shops and other businesses stay afloat during quarantine.

Various assistance avenues available through the SBA include payroll protection, debt relief and express bridge loans.

With each day presenting new challenges, members of the industry continue to move ahead as much as possible with their hopes and spirits intact.

“Our prayers are with our country,” Burt says. “This is something we’ve never witnessed before. We’ve been through bleak times, but this is one of those we’ll remember for the rest of our lives.”

In this trying time in our history, WMABA President Torchy Chandler offers words of support to everyone feeling the impact at home or in the office.

“During this time of swimming in uncharted waters, please remember the most important thing is to protect our families’ health.

Please take care of yourselves and your families, and we will get through this together. May God bless and keep you.” H&D

Contact us for all your parts needs: WALDORF FORD 2440 CRAIN HWY WALDORF, MD 20601 Phone: 301-843-3028 Fax: 301-843-0334 e-mail: parts@waldorfford.com waldorfford.com

Executive Director’s Thoughts

© 2018, Ford Motor Company

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May 2020

During these unprecedented times, the association is doing what it can to work with local and national contacts. There are a lot of unknowns, but know that reaching out to us is always an option – even if it is just to talk about what’s happening in your business or area. We want to stay connected with you in this!

- Jordan Hendler

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OURISMAN CHEVROLET OF ROCKVILLE 807 Rockville Pike Rockville, MD 20852 Toll Free: 800-345-4640 Direct: 301-424-5332 Fax: 301-294-6381 www.rockvillechevrolet.com

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JERRYâ&#x20AC;&#x2122;S CHEVROLET 1940 E. Joppa Road Baltimore, MD 21234 Toll Free: 844-817-9405 Local: 443-219-3339 Fax: 443-403-0803 chevyparts@jerryschevrolet.com www.jerryschevrolet.com

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