AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 1
FOCUS ON SUCCESS:
February 2018
2018 AASP Annual Meeting & Leadership Conference See pg. 13
Plus: www.grecopublishing.com
AASP-MN to Raffle Custom Motorcycle to Support MNCARS
AASP0218_KD.qxp_AASP News 1/29/18 2:39 PM Page 2
Visit us at NORTHEAST® Booth # 427
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 3
CONTENTS AASP-MN News is the official publication of the Alliance of Automotive Service Providers, Minnesota, Inc. 1970 Oakcrest Ave., Suite 102 • Roseville, MN 55113 Phone: 612-623-1110 • Fax: 612-623-1122 email: aasp@aaspmn.org • website: aaspmn.org. To keep its readers better informed, AASP-MN News allows its columnists to fully express their opinions. All views expressed are not necessarily those of the publication. AASP-MN News is published by Thomas Greco Publishing, Inc. © 2017 All rights reserved. Cover image © www.istockphoto.com.
Vol. 26 No. 2
AASP of Minnesota is an association of independently-owned automotive service businesses and industry suppliers dedicated to improving the state’s automotive service industry and the success of its members.
EXECUTIVE DIRECTOR’S MESSAGE ..........................................4
AASP-MN BOARD MEMBERS 2017 - 2018
Who’s On First? by Kevin Walli, AASP-MN Lobbyist
PRESIDENT Wayne Watson
LOCAL NEWS ....................................................................6
IMMEDIATE PAST PRESIDENT Greg Kasel, AAM
DEG ESTIMATING TIPS ..........................................................10
SECRETARY-TREASURER Will Latuff
ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION......... 13
COLLISION DIVISION DIRECTOR Bruce Tschida, AAM
Focus on Success by Judell Anderson, AASP-MN Executive Director
LEGISLATIVE UPDATE ..........................................................5
INSURANCE I.Q...................................................................16 Bridge Your Auto Policy Gap with Drive-Other-Car Coverage
MECHANICAL DIVISION DIRECTOR Carl Thomas ASSOCIATE DIVISION DIRECTOR Dave Bock COLLISION SEAT Matthew Feehan
PARTNERS IN PREVENTION.........................................................18 A Low Salt Diet...For Your Sidewalks
CASH IN ON YOUR MEMBERSHIP! ............................................24 Five Signs Your Wesbite is Boring (Net Driven)
MECHANICAL SEATS Randy Notto, AAM Mars Overlee
STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE, AAM OFFICE ADMINISTRATOR Jodi Pillsbury
UPCOMING EVENTS April 5, 2018 AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE Doubletree Bloomington South 7800 Normandale Blvd. Bloomington, MN 55439
June 19, 2018 24TH ANNUAL GOLF OUTING Keller Golf Course 2166 Maplewood Drive Maplewood, MN 55109
June 27, 2018 CUSTOM MOTORCYCLE RAFFLE DRAWING Veit Automotive Foundation 914 80th St. NW Maple Lake, MN 55313
MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 • FAX: 973-235-1963 PUBLISHER Thomas Greco | thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli | alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten | joel@grecopublishing.com CREATIVE DIRECTOR Lea Velocci | lea@grecopublishing.com EDITORIAL & CREATIVE COORDINATOR Kristen Dalli | kristen@grecopublishing.com OFFICE MANAGER Donna Greco | donna@grecopublishing.com www.grecopublishing.com
ADVERTISERS’ INDEX AkzoNobel.......................................................9 American Honda Motor Co. ............................OBC AmeriPride ....................................................23 Axalta Coating Systems ..................................IFC Buerkle Hyundai ............................................8 Choice Auto Rentals ......................................19 Dentsmart ......................................................7 FinishMaster ..................................................23 Inver Grove Honda / Inver Grove Toyota ........20 Jack McClard ................................................26 Keystone ........................................................5 Libson Twin City ............................................20
AASP-MN News
Maplewood Toyota..........................................26 Mills Parts Center ..........................................10 Morrie’s ........................................................8 Motorwerks BMW ..........................................IBC MPA ..............................................................11 PAM’s Auto ....................................................23 Proven Force ..................................................12 Rosedale Chevrolet ........................................4 Roseville Chrysler ..........................................10 Straight & Square ..........................................19 Toyota Group ..................................................17
February 2018 | 3
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 4
EXECUTIVE DIRECTOR’S MESSAGE
by Judell Anderson, AASP-MN Executive Director
According to the Merriam-Webster Dictionary:
Focus:
1: a center of activity, attraction, or attention; also: A point of concentration 2: directed attention 3: a state or condition permitting clear perception or understanding 4: adjustment for distinct vision; also: The area that may be seen distinctly or resolved into a clear image
Success:
1: degree or measure of succeeding 2: favorable or desired outcome; also: The attainment of wealth, favor, or eminence
AASP-MN has always been focused on the success of its members and the industry we serve. And now, we're bringing these two concepts together and to life at the AASP-MN Annual Meeting & Leadership Conference on April 5th. The entire day is going to be devoted to programming, networking and
4 | February 2018
activities that will encourage and facilitate your concentration, attention and understanding towards achieving your desired outcomes. And, best of all, you'll be surrounded by leadership experts and industry peers to cheer you on along the way. You'll learn: • Tactics to deal with rapid, disruptive change • How to find balance in this fast-paced world • Myths and principles of customer service • Secrets of America's greatest body shops • How to survive and prosper in the auto repair business • Tips, tricks and inside info from your fellow members
We've built in some time for you to just relax and have fun, too! During the vendor showcase/happy hour and after-hours casino party, you'll have ample opportunity to visit with industry friends – old and new. So, don't miss this event. You'll never achieve success if you don't focus on it. And the Annual Meeting & Leadership Conference on April 5th is just the time and place to do it. See you there!
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 5
LEGISLATIVE UPDATE
Who’s On First? The Minnesota Senate is currently controlled by the Republicans – but by a razor thin – 34-33 margin. This made it challenging for Senate Republican leaders to move their agenda through the process – particularly when Senators were away from the Capitol – as was the case last Session with Senators attending to family matters such as the death of a parent. The Senators don’t stand for re-election until 2020, which means things will remain close or legislators will have to start working on a bipartisan basis. However, the make-up of the Senate could change in a Special Election scheduled just before the Legislative Session. Former Senator Dan Schoen (DFL-Cottage Grove) resigned in December in the face of sexual harassment allegations. His open seat is being contested between two former House Members, Representative Karla Bingham, a DFLer and Representative Denny McNamara, a Republican. The margin in the Senate will either stay at 34-33 in favor of the Republicans or could expand to 35-32 in their favor. Another complicating factor is the State Constitutional requirement for succession for the Office of the Lieutenant
by Kevin Walli AASP-MN Lobbyist
Governor. With Senator Franken’s resignation from the United States Senate, Governor Dayton appointed Lieutenant Governor Tina Smith to serve until next fall’s General Election – when she will stand for election in her own right. The Constitution provides that the President of the Senate steps into the role of Lieutenant Governor upon a vacancy. The President of the Senate is Republican Senator Michelle Fischbach (R-Paynesville). Senator Fischbach is claiming that she will forego the Lieutenant Governor’s salary but do both jobs – that of Senator and Lieutenant Governor. A lawsuit has been brought claiming that a sitting Senator cannot serve both in the Legislative Branch of Government and in the Executive Branch as Lieutenant Governor. The suit claims that this is a violation of the separation of powers required in the Minnesota Constitution. If Senator Fischbach is required to give up her Senate seat, there will be another Special Election. If the Democrats have held the seat vacated by Senator Schoen, a DFL victory in the Second
AASP-MN News
continued on pg. 22
February 2018 | 5
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 6
LOCAL NEWS
AASP-MN Holds Raffle for 2012 Custom Fat Bagger Razorback Motorcycle The Alliance of Automotive Service Providers of Minnesota (AASP-MN) recently kicked off raffle sales for a 2012 Custom Fat Bagger Razorback motorcycle and bike trailer. The motorcycle and trailer were a generous donation from honorary AASP-MN member Roger Bonn (recently retired from Peter’s Body Shop, St. Cloud) and his wife, Jill. Funds raised from the raffle will support the MNCARS (Minnesota Careers in Auto Repair & Service) campaign, whose goal is to raise awareness and recruit people into Minnesota’s technical college automotive programs (collision and mechanical) and industry careers. The motorcycle is valued at $30,000 and features: • Jim's 120 cubic inch, 121 horsepower racing engine with diamond cut heads, coupled to a 6speed Harley Davidson Screaming Eagle transmission • Vance and Hines 2 into 1 ProPipe Exhaust • An array of parts from RC Components, including but not limited to: -front and rear wheels -front and rear brake rotors -brake calipers -air cleaner • Dakota digital instrumentation with Harley cruise control • Very nice one-of-a-kind custom paint scheme • 18,000 miles • One owner original custom-built bike • Brand new Drop Tail single bike trailer that folds to stand against a wall for easy storage
Tickets for the raffle are $20 each or six for $100 and are available for purchase (cash or check only) by contacting the AASP-MN office at 612623-1110 or aasp@aaspmn.org. No more than 3,000 tickets will be sold. The winner of the motorcycle and trailer will be drawn on June 27, 2018, at Veit Automotive Foundation in Maple Lake, MN. Winner need not be present to win. Must be 18 years of age or older to purchase ticket or win prize. Winner is responsible for any applicable fees or taxes. 6 | February 2018
AASP-MN Hits the Track to Support Student Scholarships AASP-MN recently raised over $10,000 during its 2018 fundraising campaign to support the AASP-MN Automotive Education Fund. The majority of that money was raised during its 16th Annual Race for Automotive Education, held January 9 and 10 at ProKart Indoor Racing in Burnsville, and will fund scholarships for automotive students enrolled in NATEF-certified mechanical and collision repair programs in Minnesota.
During the course of the two-night event, 115 racers tore up the track in state-of-the-art European karts, reaching speeds of nearly 40 miles per hour. Many fans and spectators were also on hand to cheer their teams on. Nineteen teams of mechanical and collision repair shops and industry suppliers were joined by four teams of automotive students from Dakota County Technical College and Dunwoody College. The student teams were sponsored by 1 Collision Network. As usual, the competition was fierce! Trophies were awarded to the 1st place and runner-up teams. They were: Tuesday, January 9 1st Place – Pearson Auto Body, Shakopee Runner-Up – Crystal Lake Automotive Team #1, Lakeville Wednesday, January 10 1st Place – LaMettry’s Collision Team #1, Richfield Runner-Up – Wenzel Auto Electric, Mankato
Tuesday night’s winners from Pearson Auto Body (left) and Wednesday’s winners from LaMettry’s Collision Team #1 (right)
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 7
“Members use this event as an opportunity for teambuilding, and at the same time raise money for a very worthy cause,” said Judell Anderson, AASP-MN executive director. “The addition of college students to the mix was great, and gave us a glimpse of what the industry’s future workforce will bring to the table in terms of skills, drive and competitiveness.” In addition to the 23 race teams, the event was supported by the following sponsors: • Auto Value Parts Stores/APH • CBIZ AIA • Finishmaster • Meadowbrook Insurance • PPG Automotive Finishes • United Fire Group The Automotive Education Fund was established in 2002 to provide financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the automotive service industry. Since its inception, nearly $208,000 has been distributed directly to students enrolled in automotive programs through the association’s scholarship program and SkillsUSA participation.
Display OSHA Form 300A Feb 1 – April 30 The federal OSHA recordkeeping and reporting occupational injuries and illnesses standard is effective in Minnesota, with the exception of 1904.2, Partial Exemption for Establishments in Certain Industries. Under the standard, employers must use OSHA Form 300, Log of Work-related Injuries and Illnesses, and Form 300A, Summary of Work-related Injuries and Illnesses. Additionally, employers must keep a record of each incident
that appears on the log, using the OSHA Form 301, Injury and Illness Incident Report, or the workers' compensation First Report of Injury form. (An Excel version of the forms is also available.) The regulations require that employers with 11 or more employees at any time in 2017 must post the Annual Summary of Injuries and Illnesses (OSHA Form 300A). This form lists summary data for all job-related injuries and illnesses that occurred during the 2017 calendar year. Businesses with no injuries or illnesses for the year must still post the form, which must remain posted from February 1 through April 30. Further information is available on the federal OSHA website at www.osha.gov/recordkeeping.
Reminder AASP-MN Seeking Volunteer Leaders AASP-MN is looking for automotive industry professionals who are interested in advancing the industry by serving in leadership positions on the association’s Board of Directors and Advisory Committees. If you have a personal interest, or would like to nominate someone else to fill one of these positions, nominations must be received by February 20th. To be considered, an individual must be nominated by five or more Regular Members. The Nominating Committee may also nominate a person whose name was not submitted by the Regular Members. If, by March 1st, only one person has been nominated to fill the open seat(s) on the Board of Directors, the person so nominated shall be declared to have been elected to the Board without further action. If more than one person has been nominated to fill these positions, the Nominating Committee will prepare an electronic ballot setting forth the names of the persons who have been nominated and send to the Regular Members by March 10th.
AASP-MN News
continued on pg. 21
February 2018 | 7
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 8
8 | February 2018
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 9
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 10
ESTIMATING TIPS Audatex: Combination Suspension Definition - When reading an Audatex labor report, you may notice “Combination, Frt Susp” Overlap Labor. This is considered labor to raise and support the vehicle. This overlap is in conjunction with another labor value on the repair order. Per Section 5-5, Glossary of Audatex Terms, “Combination Suspension: The Audatex term for raising and supporting a vehicle.”
Navigating Nissan Tech Info – Nissan USA published a video for the collision repair industry showing users how to access information via www.nissan-techinfo.com. Users can visit the video directly by visiting https://www.youtube.com/embed/pbE-L15NUoY and watching the five-minute tutorial. This will guide users on how to obtain bulletins and technical information for Nissan vehicles. As always, users can access Nissan tech info via www.oem1stop.com.
Mitchell: No refinish time for brackets, braces, minor components and interior structure – DEG Inquiry 11562 explains that Mitchell does not develop refinish times for brackets, braces, minor components and interior structure parts of a vehicle. This will require an on-the-spot evaluation and a manual entry if these repairs are needed. “Individual refinish times are not developed for brackets, braces, minor components or interior structure. Should a component require refinish individually, Mitchell Estimating provides functionality to
allow the user to manually input a refinish time for that component.”
CCC: Verifying correct database version – Sometimes users may experience incomplete or outdated information in the CCC database as a result of using an incorrect version. Users can confirm which version they are using by going to ESTIMATE PROPERTIES in the Estimate Tab to confirm the database version date. If necessary, you can contact CCC Technical Support at 800-637-8511 to assist in running an update.
Mitchell, Audatex, CCC: 2013-2018 Toyota Rav 4 inner rear body panel section procedure – may allow a section procedure that may let the technician perform a “small” or “large” repair for sectioning the rear body panel, and not requiring a full panel replacement. This can save the vehicle from having an intrusive repair as outlined in the TOYOTA TIS Documents. CCC, Mitchell and Audatex each have “sectioning” or partial replacement labor set up in the database for this specific model. It is important to read and understand the labor premise and footnotes when performing partial replacement of a component in the estimating guide for included and not-included operations. Estimators and technicians are encouraged to always check OEM repair documents for approved repair and sectioning procedures set by the OEM manufacturer. Access to OEM repair instructions can be located by visiting www.oem1stop.com or clicking the link from the DEG Estimate Toolbox page.
Note: The estimating databases are all intended to be used as a GUIDE ONLY - it is important to remember that the auto body professional performing the repair is in a position to thoroughly inspect, diagnose and identify the methodology and their unique cost of the vehicle damage repair.You can view these tips and others on the DEG website,WWW.DEGWEB.ORG.
10 | February 2018
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 11
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 12
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 13
2018 Annual Meeting & Leadership Conference
Thursday, April 5
DoubleTree by Hilton Bloomington - Minneapolis South Bloomington, MN 8:00-9:30AM 9:45-11:30AM
11:30AM-1:30PM 2:00-4:00PM 2:00-4:00PM 2:00-4:00PM 4:00-6:00PM 6:00-9:00PM
AGENDA AT A GLANCE
Opening General Session: Bring It! Terry Watson, Easify, Inc. Roundtable Discussions (Three-30 minute sessions), AASP-MN Member Experts Luncheon Keynote: Momma Told Me There’d be Days Like This, Mark Mayfield, Mark Mayfield Presentations Can I Have a Side Order of Service With That? Creating Dazzling Customer Service, Mark Mayfield, Mark Mayfield Presentations The Secrets of America’s Greatest Body Shops – Six Secrets Revealed, Dave Luehr, Elite Body Shop Solutions (Collision) Survive & Prosper in the Auto Repair Business, Dan Gilley, RLO Training (Mechanical) Vendor Showcase & Social Hour Industry Dinner & Casino Royale AASP-MN News
February 2018 | 13
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 14
Opening General Session: Bring it! 8:00 — 9:30AM Presented by Terry Watson, Easify, Inc. Sponsored by CBIZ AiA, AmeriTrust Group (formerly Meadowbrook Insurance Group) & United Fire Group The auto industry is experiencing rapid, disruptive change. Expensive technology is changing faster than you can learn the old one. Profits are being squeezed. One well-written negative Yelp review could actually affect your bottom line. Good people are harder to find and autonomous vehicles are on the horizon. Every week it seems like a new monkey is being added to your back. This session aims to change that! You will discover: • Super simple tweaks to keep you nimble, profitable and more efficient! • How to stand out in a crowded marketplace! • How to compete on value instead of price! • The reputation management tweaks that you must do TODAY if making profit is important to you! • The biggest reputation management mistakes that you are making that you don’t know you are! • The most important question that you must ask the public that you certainly are not! • The workplace changes that make your staff want to retire with you! • The one simple thing that will dramatically reduce your stress and increase your energy! • And more!
Roundtable Discussions 9:45 — 11:30AM You will have the opportunity to participate in three 30minute sessions facilitated by AASP-MN member experts. Topics include: • KPIs • Protecting against employee fraud • Employee meetings • Estimating resources • Tech tools that save time • And more!
Luncheon Keynote: Momma Told Me There’d Be Days Like This 11:30AM — 1:30PM Presented by Mark Mayfield, Mark Mayfield Presentations Sponsored by FinishMaster & PPG Automotive Finishes Mark will help you identify your major stressors and help you find balance in this fast-paced world.
You’ll learn stress management techniques while you hold your sides laughing, because Mark believes you remember things that make you laugh. Why can’t you remember where you put your keys, but you can remember a funny line from one of your favorite movies? 14 | February 2018
Get better at managing people and managing stress in this fastpaced, outrageously funny program that will help you get more done, enjoy life more and LIVE LONGER.
Can I Have a Side Order of Service With That? Creating Dazzling Customer Service 2:00 — 4:00PM Presented by Mark Mayfield, Mark Mayfield Presentations Sponsored by AASP National This lively program will help you see the customer’s perspective and examines issues like credibility, reliability and responsiveness. You’ll understand the myths and principles of customer service and see how to move them beyond satisfaction to advocacy during this time of great and rapid change. Hold on to your seats! This is a rapid-fire, entertaining look at what makes customers do what they do.
The Secrets of America’s Greatest Body Shops – Six Secrets Revealed (Collision) 2:00 — 4:00PM Presented by Dave Luehr, Elite Body Shop Solutions Sponsored by Axalta Coating Systems In this session, Dave Luehr will explain why he feels that right now in history is the greatest time ever to be in the collision repair business, but only for those with the right mindset! Dave will share insights obtained from over 30 years as an industry leader, and share the Six Secrets that are currently being used by America’s Greatest Body Shops to rise to higher levels of success than their competition. Some of the habits taught in this session include: • Busting old beliefs and staying out of the victim zone • How to make your family-owned business more successful • How to build a sustainable business model that will create consistency and quality while reducing the chaos many see as normal • Modern leadership and how to attract customers in a way that will lessen your DRP dependence • Much more!
Survive & Prosper in the Auto Repair Business 2:00 — 4:00PM (Mechanical) Presented by Dan Gilley, RLO Training Sponsored by Auto Value Parts Stores/APH This program will look at what today’s customers (both external and internal) want and what shops need to do to meet or exceed expectations. Attendees will also learn ways to improve business efficiency through processes and tracking vital numbers. Attend this session to learn about: • Managing your labor inventory • Opportunities to improve gross profits • Service advisor productivity
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 15
Vendor Showcase & Social Hour 4:00 — 6:00PM You’ll have the opportunity to visit with industry sponsors while catching up on the latest and greatest in products and services. You can make some new contacts or get answers to those questions that you haven’t found the time to pick up the phone and ask, all in a fun and relaxing setting.
Industry Dinner & Casino Royale 6:00 — 9:00PM Sponsored by Dent Impressions Become the High Roller you’ve always wanted to be at AASP-MN’s Industry Dinner & Casino Royale. Eat, drink (cash bar) and be merry while enjoying the evening with fellow members and industry professionals. Choose between Black Jack, 3 and 4 card Poker, Red Dog and more, as you wager your “casino money” in hopes of having enough at the end of the night to win valuable prizes.
HOTEL ACCOMMODATIONS
DoubleTree by Hilton Bloomington - Minneapolis South 7800 Normandale Blvd.Bloomington, MN 55439
The DoubleTree by Hilton Bloomington – Minneapolis South is conveniently located at the intersection of Interstate 494 and Highway 100. The full-service property is minutes from all of the Twin Cities area attractions, with the world famous Mall of America just a short shuttle ride away from the front entrance (approximately 10-15 minute drive). The DoubleTree is also just 10 minutes from the Minneapolis/St. Paul International Airport (MSP) with complimentary airport transportation. The hotel features 568 beautifully-appointed guest rooms, which feature complimentary wireless or wired high-speed internet, iHome alarm clock/radio’s MP3/IPOD connectivity and premium channels on a 40” flat screen television.
Make your reservation by calling 800-222-TREE and be sure to tell them you are with the AASP-MN group, (group code AAS) or online at http://doubletree.hilton.com/en/dt/groups/ personalized/M/MSPBSDT-AAS-20180401/index.jhtml?WT. mc_id=POG.
Reservations must be received by March 19, 2018 to guarantee the rate of $89+ per night.
Meet the Speakers
Terry Watson is the “AHA guy,” who makes people, companies and organizations, large and small, aware of the conscious and unconscious ways they sabotage their businesses and lives. He teaches audiences how to improve relationships with customers, close transactions more efficiently and work smarter, not harder. Terry will demonstrate “real world” tactics and provide ridiculously- effective and easilyimplementable strategies. Terry is also a recipient of the Certified Speaking Professional (CSP) designation from the National Speakers Association.
Mark Mayfield is known as “The Corporate Comedian” because he merged his corporate background as a lobbyist and his comedy background as a nightclub performer to create an extremely unique and comedic presentation style. Mark is author of the popular book, Mom’s Rules. He has received two degrees from Kansas State University and is a recipient of the Certified Speaking Professional (CSP) designation from the National Speakers Association and has been inducted into its “Speaker Hall of Fame.”
Dave Luehr has experienced the challenges of the independent collision repair shop owner for the past thirty years. With a background in lean operations, he has worked for several organizations, including Manheim and ABRA Auto Body & Glass. Dave has served as the Chair of Middle Tennessee’s I-CAR committee, taking an active role in the development of students. Dave uses his vast industry knowledge to help independent collision repair shop owners win by offering hope and practical advice as a coach, mentor and consultant.
Dan Gilley’s automotive career began when he bought, repaired and sold a 1959 Cadillac convertible at age 14. Since that time, he’s worked both as a technician and service advisor at several independent repair shops and new-car dealerships. Dan’s real skills were developed as an independent auto repair shop owner for over twenty years. Early in his career he became passionate about learning all he could about the auto repair business. He attended seminars, business schools and was a member of RLO’s Bottom-Line Impact Groups™. Dan joined the RLO team in March of 2003 as a full-time instructor and coach and became President and owner in 2010.
AASP-MN News
February 2018 | 15
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 16
AASP-MN Annual Meeting & Leadership Conference Registration Form
Name:______________________________________________________________________________________________________ Company:________________________________________ Email:___________________________________________________ Address:_____________________________ City:________________________________ State:______ Zip:_________________ Phone:_________________________________________ Fax:________________________________________________________ Registration Options
Full-day (includes lunch)
Half-Day (lunch not included)
Early Bird Pricing (before 3/15/18)
$175 Member/$200 Non-Member ea. $95 Member/$120 Non-Member ea.
Standard Pricing (after 3/15/18)
$200 member/$225 Non-Member ea.
$125 member/$150 Non-Member ea.
Please indicate the sessions you plan to attend: Package Price: $____________________ Opening General Session: Bring It!, Terry Watson ____ 8:00 – 9:30AM ____ 9:45 – 11:30AM Roundtable Discussions (3 - 30 minute sessions) ____ 11:30AM – 1:30PM Luncheon Keynote:Momma Told Me There’d be Days Like This, Mark Mayfield Can I Have a Side Order of Service with That? Creating Dazzling Customer Service, Mark Mayfield ____ 2:00 – 4:00PM ____ 2:00 – 4:00PM The Secrets of America’s Greatest Body Shops – Six Secrets Revealed, Dave Luehr ____ 2:00 – 4:00PM Survive & Prosper in the Auto Repair Business, Dan Gilley Social Hour & Vendor Showcase ____ 4:00 – 6:00PM ____ 6:00 – 9:00PM Industry Dinner & Casino Royale
Additional Options: _____Luncheon & Keynote Address, 11:30AM – 1:30PM (lunch included in full-day package)....... _________@$30 ea.$_________________ _____Industry Dinner & Casino Royale, 6:00 – 9:00 pm.................................................................... _________@$40 ea.$_________________ Payment Options: Total Price:$_______________________ _____Check enclosed. Payable to AASP-MN _____Credit Card. (Visa, MasterCard, Discover & American Express accepted) Number:_______________________________________ Expires:__________________ CVC #: __________________
Return with payment to:
AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 • Fax: (612) 623-1122 • Email: aasp@aaspmn.org
Cancellations must be received no later than 3/29/18 in order to qualify for a full refund. After 3/29/18 no refunds will be issued and no-shows will be billed.
INSURANCE I.Q.
Bridge Your Auto Policy Gap with Drive-Other-Car Coverage
If you provide company vehicles to your employees and these employees don’t have their own personal automobile policy, a potential gap in coverage may exist. To adequately cover your risk, a drive-other-car endorsement is specifically intended to bridge this gap.
Drive-Other-Car Coverage Basics If the employee doesn’t carry a personal policy and drives a vehicle borrowed from another party, other than the company-issued vehicle, drive-other-car coverage affords them protection should an accident occur. Drive-other-car coverage is endorsed onto your business automobile policy and provides coverage only for scheduled individuals.
How Does This Differ From Hired/Nonowned Coverage? •Hired automobile coverage is provided for vehicles that are leased, rented, hired or borrowed by the insured or its employees for business purposes. •Non-owned coverage is afforded to employers when an employee uses their own
16 | February 2018
personal vehicle for business purposes.
Are You Covered? To show how drive-other-car coverage applies, consider the following situations: •A salesperson rents a car for personal use on vacation and damages another vehicle. Is he or she covered? •A business owner has all the vehicles titled in the company’s name. The owner’s family travels out of town on vacation and rents a car, opts not to purchase coverage and is involved in an accident. Is he or she covered? •An executive borrows a friend's minivan to move and is involved in an accident. Is he or she covered? In all of these circumstances, the business automobile policy provides no coverage since the "covered auto," or company-owned vehicle, was not involved in the accident. A drive-other-car endorsement closes the exposure loop in these instances.
Minimize Exposure Take these steps to minimize your exposure:
AASP-MN News
•Require all of your employees who are either issued or that will drive company vehicles to have personal automobile policies. •Notify your agent of any employees and family members that do not have personal automobile policies. •Review the coverage provided on the endorsement so that you have a clear understanding of what is included. Coverage can include liability, medical payments, uninsured motorist and physical damage coverage. Review the endorsement to ensure that all employees and/or family members that do not have personal automobile policies are scheduled on the endorsement. •Notify your agent of any individuals not shown on the schedule.
Proper Planning is No Accident An agent who understands your business can help you understand drive-other-car coverage and endorse your business automobile policy to your individual needs. Call Brad Schmid at CBIZ AiA today at 763-549-2247 to ensure that your automobile coverage adequately meets your needs.
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 17
AASP-MN News
February 2018 | 17
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 18
PARTNERS IN PREVENTION
A Low-Salt Diet… For Your Sidewalks
When it comes to dealing with ice and snow, everyone has a few tricks up their sleeve. Here are a few tips that will keep your parking lot and sidewalks clear, but keep your salt use to a minimum. Check your sidewalks and parking lot for undissolved salt crystals on dry pavement. That means too much salt was used. Sweep it up, reuse it and use less next time. What does the right amount of salt look like? Aim for evenly spread salt crystals that are about three inches apart. No piles. Handheld salt spreaders work great to spread salt evenly over large areas, and you’ll use about half as much salt as you would with a scoop. You can get a handheld salt spreader at the hardware store for about $15. Use less than four pounds of salt per 1,000 square feet of pavement. One pound of salt is about a heaping 12-ounce coffee mug and an average parking space is about 150 square feet. That works out to no more than four mugs of salt for seven parking spaces. Use a broom, shovel, snow blower or plow to remove as much snow as possible. There will be less melted snow to refreeze into ice, and you won’t dilute the salt you use. Remove snow quickly to prevent compaction. It’s frequently sunny the day after we get a snowfall. If you’ve removed most of the snow, the sun will clear the rest, even if it’s very cold. Don’t spread salt when it is very cold out. Salt won’t do anything until it dissolves and forms a brine. And most salt won’t dissolve if the temperature is below 15 degrees Fahrenheit. If it is too cold for salt to melt ice, use grit or sand for traction. For a stubborn icy spot, sprinkle it with just enough salt to perforate the ice. Give the salt time to do its work, then scrape the ice loose with a shovel. If there is a leaky downspout or other obvious reason for the icy spot, add it to the list to fix in the spring. If it’s a warm day and the sidewalk is wet, don’t use any salt. The sun is already doing the job for you, and throwing salt onto the ice isn’t going to hurry the process. All that salt will immediately wash down the storm drains to your neighborhood 18 | February 2018
lake or river. Why should you think about how much salt you use? Salt pollutes. When snow and ice melt the salt goes with it, washing into the nearest lake or river. Even small amounts of salt can harm fish and plants. High amounts can kill them. It takes only one teaspoon of salt to permanently pollute five gallons of water. The MPCA offers Smart Salting training classes for winter maintenance professionals. If you hire a service to take care of your sidewalks and parking lots in the winter, consider using one that has taken the class. If you do your own winter maintenance, consider attending the training yourself. Many companies that have taken the training have reduced their salt use by 30 to 50 percent. That’s a substantial amount of cost savings if you have a lot of sidewalk or a large parking lot.
Why should you think about how much salt you use? Salt pollutes. When snow and ice melt, the salt goes with it, washing into the nearest lake or river. Make efforts to reduce the amount of salt you use and use it more effectively. Keep your sidewalks clear and keep the water clean. You can take these tips home, too. For more tips, short videos and training information, visit the MCPA’s winter maintenance webpage at www.pca.state.mn.us/r0pgb86.
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 19
AASP-MN News
February 2018 | 19
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 20
20 | February 2018
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 21
There are also a number of positions open on the Collision, Mechanical and Associate Advisory Committees, as well as the Government/Regulatory Affairs Committee. If you are interested in serving on any of the committees above, please contact the Nominating Committee Chair Greg Kasel (Downtown Tire & Auto, Hastings) at 651-437-6400 or the AASP-MN office at 612-623-1110 or 800-852-9071 by February 20th. Note: Only an individual representative of a Member who performs collision work may be nominated to fill a Collision Division Seat, and only an individual representative of a Member who performs mechanical work may be nominated to fill a Mechanical Division Seat.
Sponsorships Available for April Annual Meeting & Leadership Conference Vendor sponsorships are available for the upcoming Annual Meeting & Leadership Conference (April 5) at the Doubletree by Hilton Bloomington – Minneapolis South. The event will feature management education and social activities that allow opportunities to meet and get to know AASP-MN members and other industry professionals. Vendor sponsors are rewarded by increased visibility and recognition within the AASP-MN membership and the industry at-large. It's a great way to stand out, expand marketing dollars and connect with the best shops in the industry. If you are interested in becoming a vendor sponsor at this year’s event, please contact the AASP-MN office or visit AASP-MN’s website, www.aaspmn.org, for more information.
AASP-MN Members Invited to Illinois Annual Meeting AASP’s Illinois affiliate has extended an invitation to its Annual Meeting – with special member pricing – to AASPMN members. The meeting will be held on February 24 at the Diplomat West in Elmhurst, IL, and will feature Todd Tracy – the attorney famous for winning the $42 million John Eagle case – and industry speaker Mike Anderson – president of Collision Advice. For more information, or to register for the meeting, contact Michael Lane at m.lane@aaspi.org or visit the AASP-I website: aaspi.org.
2018 Membership Dues Are Due! If you have not paid your 2018 membership dues, PLEASE do so today. Your timely payment will save AASP-MN the additional cost and time incurred with re-billing and other collection efforts. We’d much rather be working on programs and initiatives to improve the automotive service industry – and your business. Thank you!
LOCAL NEWS
Bruce Tschida, AAM Earns 2017 “Member Recruiter of the Year” Award AASP-MN is pleased to announce that Bruce Tschida, AAM of Lake Marion Collision in Lakeville has earned the 2017 “Member Recruiter of the Year” award. The award honors members who recruit or provide leads for prospective members of AASP-MN. Bruce recruited three new members and provided eight additional leads, earning 31 points. He went above and beyond by personally visiting prospective member shops with AASP-MN membership coordinator Tom Kluver. “Current members know the value of AASP-MN membership firsthand, and their personal endorsement is by far the most effective recruiting tool that we have,” said Judell Anderson, AASP-MN Executive Director. “Bruce is to be commended, because by introducing other shops to AASPMN, he is not only helping the shop, but the association and the entire industry.” The Member Recruiter of the Year award is based on a point system: five points are earned for new member recruits and two points are earned for referrals. The member who accumulates the most points throughout the year receives the award. Thank you to the following members who also participated in the 2017 “Member Recruiter of the Year” contest: • Tom Gleason, Pro-Tech Auto & Truck Repair, Corcoran (19 points) • Dan Sjolseth, Superior Service Center, Eagan (11 points) • Scott Jaffe, Dentsmart, Isanti (7 points) • Carl Thomas, Lancer Service Auto Care, St. Paul (5 points) • Jesse Jacobson, Heppner’s Auto Body, Woodbury (5 points) • Tom Archambault, St. Anthony Mobil, St. Anthony (5 points) • Greg Kasel, Downtown Tire & Auto, Hastings (5 points) • Sid Osterman, Body Works, Baxter (5 points) • Bob Auman, Finishmaster, Fridley (5 points) • Scott Peterson, Scott’s Body Shop, Mapleton (4 points) • Will Latuff, Latuff Brothers, St. Paul (2 points) • Debi McConnell, Medi-CAR Auto Repair, Rosemount (2 points) • Jeremy Nordgren, Nordgren Automotive, Medina (2 points) • George Harvotich, Master Auto, Tire & Lube, Burnsville (2 points)
continued from pg. 7
To learn more about the Member Recruiter of the Year program, contact the AASP-MN office at 612-623-1110.
continued on pg. 22 AASP-MN News
February 2018 | 21
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 22
LOCAL NEWS Sponsorships Support AASP-MN’s Educational Programs & Other Activities in 2018 Sponsorships are now available for the 2018 AASP-MN Annual Meeting & Leadership Conference on April 5th at the Doubletree by Hilton Bloomington – Minneapolis South, and for other events throughout the year. Sponsorships help AASP-MN deliver the quality programs members expect, and keep registration fees affordable. Sponsors are rewarded by increased visibility and recognition within the AASPMN membership and industry at-large. It's a great way to stand out, expand marketing dollars and connect with the best shops in the industry. To date, the companies listed at right have made sponsorship commitments. If you are interested in sponsoring any AASP-MN event in 2018, sponsorship information can be found on the association’s website (aaspmn.org) or by calling the office at 612-623-1110. continued from pg. 21
LEGISLATIVE UPDATE continued from pg. 5
Special Election would shift control of the Senate back to the Democrats. I can’t say that the association has a preference of one over the other. On some issues, the Republican policies are helpful and on others, the Democrats are more likely to help. However, we are keeping close tabs on this so we are well positioned to share the repair industry’s perspective on policy issues with whoever holds sway in the legislative process – even if it’s by the narrowest of margins.
Gold Sponsors Auto Value Parts Stores/APH CBIZ AiA Finishmaster Meadowbrook Insurance PPG Automotive Finishes United Fire Group Silver Sponsors aaa Auto Parts Enterprise Rent-A-Car LKQ/Keystone Automotive PAM’s Auto, Inc. Suburban Chevrolet Bronze Sponsor C.H.E.S.S. Casualty Assurance of Chaska Ala Carte Sponsors Choice Auto Rental Dent Impressions Monroe, Moxness, Berg, P.A.
Final preparations are being made for the 2018 Get to Know Your Neighborhood Auto Repair Pro™ campaign. Do you want your shop’s name mentioned this year?
Get to Know Your Neighborhood Auto Repair Pro™ is a radio advertising campaign that promotes the primary benefits of doing business with independently-owned automotive repair shops. It reminds consumers that independent shops are capable of performing virtually any repair or service that the dealer can, and also have a closer, more meaningful relationship with their customers and the community.
CELEBRATING 10 YEARS!
Tom Gleason Pro-Tech Auto & Truck Repair, Corcoran, MN
22 | February 2018
Watch for more details in the mail and in future issues of AASP-MN News.
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 23
WELCOME NEW MEMBERS:
JANUARY 2017
Farmers Union Insurance Agency St. Paul Jesse’s Collision & Restoration Redwood Falls LaMettry’s Collision Chanhassen Heppner’s Rivercity Collision Hudson, WI Village Transmission Center Woodbury Watt Automotive Pequot Lakes
AASP-MN News
February 2018 | 23
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 24
CASH IN ON YOUR MEMBERSHIP!
Five Signs Your Website Is Boring Homepages are like digital welcome signs that greet people when they visit your site. You want your page to not only look good, but provide your customers with the information they need as quickly and as efficiently as possible. Use these do’s and don’ts to help craft your automotive website into something customers want to keep coming back to. Color scheme and background set the tone for your homepage. You want to choose colors that work well together and also make sense for your business. Keep it simple. Don’t add too many different colors or a background that steals the focus from your main images and text. Use color psychology to portray your message to customers. Colors like blue and green make you feel trust, confidence and growth, while colors like red and pink expel excitement, passion and youthfulness. Choose wisely when picking the colors of your website;
Color
24 | February 2018
bright colors can be painful to view on a screen. You also run the risk of causing a distraction and looking unprofessional. People are naturally drawn to graphics and pictures. Using high-quality pictures on your site will help keep the viewers’ attention. You’ll want to include photos of the shop, equipment, staff and waiting area. Letting customers into your business through pictures will create a sense of trust. People like to know what they’re walking in to; these images will provide familiarity to people who haven’t been to the shop before. However, you need to make sure you’re not crossing the fine line of too many pictures. Every image should have a specific purpose.
Graphics
You will come off as more professional and organized if your website’s content is well thought-out and tidy. Choose a clean layout that’s easy to navigate. Your customers don’t want to spend a lot of time searching
Navigation
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 25
through pages or ads and never-ending text. They want to find what information they need easily. Ideally, customers should be able to arrive on your site and not have to think about where they should click next. Update your content frequently. Fresh content will let customers know that your website is up to date and a dependable source of information. When customers first visit your site, they should immediately understand which services you provide. Keep the descriptions simple within your service catalogue. You can always go into more detail on other pages. Short, concise bits of information are easy for your customers to read quickly.
Content
What useful functions can you have on your website to benefit your customers? Just like navigation, functionality of your website is extremely important. Some items you’ll want to include to create the easiest use for your customers are: Social icons so they can easily access your Facebook and Twitter, a contact form so they can send any questions or
Functionality
concerns to you and your business’ phone number, address and hours of operation so they can find you. Your layout should also be simple and easy to use. Everything you put on your site should have a purpose. Don’t include flashing intros and pointless widgets like a weather update or current time. Focus on what’s important and how to create the best experience for your customers. Using color and graphics to create an interesting website will draw customers in, but having proper, easy to use navigation and up to date, informative content will keep them on the page and coming back to your shop every time. Keep these guidelines in mind and you’ll be able to build a successful platform. Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. AASP-MN members who choose Net Driven are eligible for a $500 discount off their first year setup fees. For more information, contact Rich Mullen at 877-8602005 or rmullen@netdriven.com.
Remember
AASP-MN MEMBER BENEFIT PROGRAMS WORKERS’ COMP INSURANCE Meadowbrook Insurance Group Contact: Brad Schmid 763-549-2247 / bschmid@cbizaia.com Up-front scheduled credit makes Meadowbrook one of the most competitive programs around for Worker‘s Compensation insurance. In addition, members are eligible to receive an annual dividend based on the group’s loss ratio. For more information, log on to www.wcpolicy.com/aaspmn.
WEBSITE AND INTERNET MARKETING SOLUTIONS Autoshop Solutions Contact: Tony Mercury 919-267-1731 / tony@autoshopsolutions.com AASP-MN members receive a $500 discount off the Website Marketing Success Package set-up fee and special pricing on template websites starting at just $59/month and $149/set-up (regularly $79/month and $250 set-up).
PROPERTY/LIABILITY INSURANCE CBIZ AIA Contact: Brad Schmid 763-549-2247 / bschmid@cbizaia.com CBIZ AIA will present AASP-MN members with quotes from multiple carriers for property/liability insurance and members can choose the program that best fits their situation. As an added bonus, CBIZ AIA will offer members an exclusive 10% discount on their property/liability insurance premiums. Ask about our program with United Fire Group!
Net Driven Contact: Rich Mullen 877-860-2005, ext. 224 / rmullen@netdriven.com Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. AASP-MN members who choose Net Driven are eligible for a $500 discount off their 1st year setup fees.
EMPLOYEE BENEFITS Business Planning Professionals Contact: Dennis Begley 612-308-6577 / dennis@begley-group.com Business Planning Professionals will provide AASP-MN member with quotes from multiple carriers for life insurance, health insurance, longterm care and disability insurance. UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Jim Dillon 651-955-1398 / jim.dillon@ameripride.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc. Purchases are also discounted. Members receive annual rebate equal to 10% of their business with AmeriPride each year.
CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 / mach@retailfinancialservices.biz Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment is also available. LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick 800-496-6789 Members receive free, over-the-phone legal assessment and consultation (some restrictions apply) with an attorney who specializes in the area of law that is the subject of the call. TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-288-6220 Members enjoy discounted prices on the industry’s #1 technical information hotline, Direct-Hit.
INFORMATION PROVIDERS Mitchell1 Contact: Mitchell1 Representative 888-724-6742 x 6986 Mitchell1 offers AASP members special savings on Mitchell 1’s ProDemand, Manager SE and Teamworks products. For more information, contact Customer Service at 888-724-6742, ext. 6986. Mitchell International Contact: Mitchell International Representative 800-238-9111 AASP members receive a 15% discount on any Mitchell RepairCenter TechAdvisor package. Visit http://repaircenter.mitchell.com/Catalog/OEM Repair.aspx for more information. AUTO EMPLOYEE ASSESSMENT Assessment Associates International Contact: Ron Page (952) 854-6551 / ronald.page@aaiassessment.com / www.auto.aai-live.com Designed to help facilitate and enhance hiring decisions. AASP-MN members receive 50 percent off retail price and starts as low as $15 per assessment. BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discount rate on printed business forms and calendars. CHECK GUARANTEE SERVICES Certegy Check Services 877-520-2987 Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments.
AASP-MN News
SALES, MARKETING AND CUSTOMER SERVICE SOLUTIONS eMarketing Sherpas Contact: Frank Terlep 888-377-2661 / www.emarketingsherpas.com eMarketing Sherpas provides AASP members up to a 10-percent discount on its Demand Engine CRM Suite, Review Engine online review and reputation marketing system and its Digital Lobby point of sale digital signage, menu board and interactive kiosks solutions. PAYROLL PROCESSING CBIZ Payroll Contact: Carrie Hobrough 612-436-4620 / chobrough@cbiz.com Members receive 20% discount off standard payroll products and services (excluding 401k). Members who switch prior to June 30 will receive first month of payroll processing free. BUSINESS COACHING 180biz 540-833-2014 / info@180biz.com Website: www.180biz.com Members receive a 20-percent discount on oneon-one sales and management coaching programs (covering financial planning & analysis, strategic marketing, leadership and personnel development) without long-term commitments. Members also receive a 25-percent discount on monthly sales & management webinars as well as a 20-percent discount on all 180BIZ advisor training programs.
February 2018 | 25
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 26
26 | February 2018
AASP-MN News
AASP0218_KD.qxp_AASP News 1/24/18 12:13 PM Page 27
AASP-MN News
February 2018 | 27
AASP0218_KD.qxp_AASP News 1/29/18 2:44 PM Page 28