AASP-MN News February 2020

FEBRUARY 2020

2020 Annual Meeting and Leadership Conference Registration Page 19

Plus:

18th Annual

Race for

AUTOMOTIVE EDUCATION HIGHLIGHTS

Your Champion. Your Ally. www.aaspmn.org

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. 2020 All rights reserved. Cover image www.istockphoto.com.

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.

AASP-MN BOARD MEMBERS 2020 - 2021 PRESIDENT Carl Thomas IMMEDIATE PAST PRESIDENT Will Latuff SECRETARY-TREASURER Matthew Feehan COLLISION DIVISION DIRECTOR Randy Miller

CONTENTS Vol. 29 No. 2

MECHANICAL DIVISION DIRECTOR’S MESSAGE........................4 Mark Your Calendar!

by Tom Archambault, Mechanical Division Director LEGISLATIVE UPDATE................................................................5 Compromise on Repair Procedures Still in the Works

by Kevin Walli, AASP-MN Lobbyist LOCAL NEWS ............................................................................6 INSURANCE I.Q. ........................................................................8 NATIONAL NEWS ......................................................................10

MECHANICAL DIVISION DIRECTOR Tom Archambault

PARTNERS IN PREVENTION ......................................................12

ASSOCIATE DIVISION DIRECTOR Loren Feldkamp

DEG ESTIMATING TIPS ..............................................................16

COLLISION SEAT Jesse Jacobson

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ..................................................19

MECHANICAL SEATS Tony Newman Randy Notto, AAM

CASH IN ON YOUR MEMBER BENEFITS! ....................................23

STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE OFFICE ADMINISTRATOR Jodi Pillsbury 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 GRAPHIC DESIGNER Lisa M. Cuthbert | lisa@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten | joel@grecopublishing.com EDITORIAL & CREATIVE COORDINATOR Alana Bonillo | alana@grecopublishing.com OFFICE MANAGER Donna Greco | donna@grecopublishing.com

www.grecopublishing.com

AASP-MN MEMBER BENEFIT PROGRAMS..................................24 UPCOMING EVENTS April 4 SkillsUSA Auto Contests Dakota County Technical College 1300 East 145th Street Rosemount, MN 55068

April 23 AASP_MN Annual Meeting & Leadership Conference Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd.

Minneapolis, MN 55413

June 16 26th Annual AASP-MN Golf Outing Keller Golf Course 2166 Maplewood Drive Maplewood, MN 55109

ADVERTISERS’ INDEX AmeriPride ............................................................10 AkzoNobel ............................................................14 American Honda ................................................IFC Buerkle Hyundai..................................................25 CBIZ ........................................................................11 Dentsmart ............................................................22 FinishMaster ........................................................8 Inver Grove Honda/Inver Grove Toyota ....15 Jack McClard........................................................15 Keystone ..............................................................12 Maplewood Toyota............................................25 Morrie’s ................................................................18

AASP-MN News

Motorwerks BMW ..............................................IBC MPA ........................................................................9 PAM’s Auto ..........................................................4 Proven Force........................................................OBC Reliable Automotive Equipment....................13 Rosedale Chevrolet............................................18 Roseville Chrysler ..............................................23 Straight & Square................................................5 Sherwin Williams - Matrix ................................26 Toyota Group ......................................................17 United Fire Group ..............................................11

February 2020 | 3

MECHANICAL DIVISION DIRECTOR’S MESSAGE

Mark Your Calendar!

Greetings, fellow members! There is the age-old quip that states the only things certain in this world are taxes and death! I would like to add one more certainty…The Alliance’s Annual Meeting & Leadership Conference!

Each spring, the Alliance hosts a one-day conference for members to learn and engage with top industry talent. True-to-form, this year is set up to do just that. Please join us on April 23 at the Delta Hotels by Marriott Minneapolis Northeast for an exciting day of presentations, roundtables, a vendor showcase and grand prize drawings. Here is a glimpse of the agenda to spark your enthusiasm, but check out pages 19 - 22 for the full details.

The opening general session will be kicked off by Meridith Elliott Powell and her presentation, “Leadership Redefined: Ownership, Engagement, Results!”

New to the conference this year will be a panel discussion with experts on ADAS Tom Archambault and its importance as we take our shops into the future. After the luncheon and AASP-MN keynote address, “Make Accountability Your Competitive Edge” (presented by Mechanical Division Director Sam Silverstein), there will be breakout sessions for both collision and mechanical shops that will send you back to the shop filled with great ideas to further your success!

Our day will conclude with a great vendor showcase, social hour and grand prize drawings. If you have never attended the conference, or any other Alliance event, I urge you to make 2020 your year. Come for the knowledge, stay for the camaraderie. It truly is a delight to have the opportunity to “talk shop” with some of the best and brightest our industry has to offer. I hope to see you on April 23!

4 | February 2020

AASP-MN News

LEGISLATIVE UPDATE

Compromise on Repair Procedures Still in the Works As the 2020 legislative session approaches, AASP-MN remains engaged with the Insurance Federation of Minnesota to develop language which would ensure that collision shops receive payment for repair operations consistent with guidance from original vehicle manufacturers.

Time is short, but if we can find common ground with insurers, this issue could still fall into place this year.

In anticipation of coming to terms with the federation, AASP-MN has met with or will meet with the Department of Commerce, our bill authors and key committee chairs – all with an underlying message that we are still working to resolve this issue. At this stage in the process, our prospects for success depend on coming to an agreement.

The 2020 session is the short session in the legislature’s two-year cycle. The focus this year will be on the capital budget (Bonding Bill) which is the process of Kevin Walli AASP-MN Lobbyist allocating state bonds for public infrastructure such as roads, bridges, public buildings, water and wastewater systems.

There are a limited number of committee hearings in the short session and committee chairs will not be inclined to use their limited time on long, controversial debates. Consensus is what they seek and they want the protagonists to come before the committee with an agreement in hand.

We will work this right up to the committee deadlines in hopes that we will find mutually acceptable compromise language before the clock runs out on the 2020 session.

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AASP-MN News

February 2020 | 5

LOCAL NEWS

Thanks to the sponsorship of 1 Collision Network, students from seven Minnesota technIcal colleges were able to participate in this year’s race.

Eighteenth Annual Race for Automotive Education Raises Nearly $15,000 The Alliance of Automotive Service Providers of Minnesota (AASP-MN) held its 18th Annual Race for Automotive Education January 14, 15 and 16 at ProKart Indoor Racing in Burnsville. The event raised nearly $15,000 to support the Alliance’s Automotive Education Fund and will fund scholarships for automotive students enrolled in AFE - accredited auto service and collision repair programs in Minnesota’s technical colleges.

During the three nights, 180 racers took to the track in go-karts reaching speeds of up to 40 miles per hour.

Twenty-four teams of auto service and collision repair shops and industry suppliers were joined by 12 teams of

automotive students from Dakota County Technical College, Dunwoody College of Technology, Hennepin Technical College (North and South campuses), Lake Superior College, St. Cloud Technical & Community College and South Central College. The student teams were sponsored by 1 Collision Network. Many spectator fans were also on hand to cheer on their team.

Trophies were awarded to the first place and runner-up teams each night.

They were: Tuesday, January 14: First place – BLVD Autoworks Runner up – Lancer Service

Wednesday, January 15: First place – Collision repair students from Hennepin Technical College, Eden Prarie Runner up – Collision repair students from St. Cloud Community & Technical College Thursday, January 16: First place – LaMettry’s Collision, Team #1 Runner up – Wenzel Auto Electric In addition to the 36 race teams, the event was supported by the following sponsors: • 1 Collision Network • Auto Value Parts Stores/APH • Axalta Coating Systems • CBIZ AiA • FinishMaster • Fix Auto • Fourth Street Auto Repair • LKQ – Minnesota • Lube Tech & Partners • 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 $250,000 has been invested in student scholarships, SkillsUSA and automotive education programs throughout the state.

TUESDAY NIGHT WINNER BLVD Autoworks

6 | February 2020

THURSDAY NIGHT WINNER LaMettry’s Collision Team #1

AASP-MN News

2020 Membership Dues Are Due! If you have not paid your 2020 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.

Thank you!

Member automotive service shops are invited to take part in an exceptional and turn-key marketing opportunity – The 2020 AASP-MN Get to Know Your Neighborhood Auto Repair Pro™ co-op radio campaign airing this spring through fall.

Participants will promote their shops and the independent auto repair industry in a series of professionally written radio spots. The copy will highlight the trust, quality and convenience of having vehicles repaired at independent, professional auto service centers. The end of each ad will highlight the name and address of two participating shops in rotation. Sample radio spots can be heard at: https://aaspmn .org/ neighborhood-repair-pro.

Most of the ads will air in morning and afternoon drive time, when prospective customers are a captive audience. Only the radio stations reaching the highest listenership of adults 25 and older will be included in this co-op campaign. The mix will most likely include: KFAN AM/FM (sports/talk), KOOL 108 (rock), KQRS FM (rock), KSTP FM (today’s variety) and/or WCCO AM (talk). In 2019, participating shops received specific name and location exposure on an average of 60 spots, reaching more than 750,000 people across the campaign.

If you are interested in learning more about the 2020 Get to Know Your Neighborhood Auto Repair Pro campaign™, contact the AASP-MN office at 612-623-1110 or visit the Alliance’s website, www.aaspmn.org.

Wayne Watson Earns 2019 “Member Recruiter of the Year” Award The Alliance is pleased to announce that Wayne Watson (Auto Works Automotive Service Center, Woodbury) has earned its 2019 “Member Recruiter of the Year” award. The award honors members who recruit or provide leads for prospective members to the Alliance. Wayne recruited two regular new members, each with multiple locations, earning 16 points.

“Current members know the value of their membership first-hand, and their personal endorsement is by far the most effective recruiting tool that we have,” said Judell Anderson, AASP-MN executive director. “Wayne is to be commended, because by introducing other shops to the Alliance, 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 earned points in the 2019 “Member Recruiter of the Year” contest: • Tom Archambault, BLVD Autoworks, St. Anthony • Tom Gleason, Pro-Tech Auto & Truck Repair, Corcoran • Gary Lofald, 4th Street Auto Repair, Duluth • Randy Miller, Collision Specialists, Inc., Austin • Randy Notto, Lenfer Transmission & Automotive, Lino Lakes & Wyoming • Jamison Randall, Latuff Brothers Auto Body, St. Paul • Jeremy Schulz, Axalta Coating Systems, New Richmond, WI • Todd Selbitschka, Akzo Nobel, North St. Paul • Dan Sjolseth, Superior Service Center, Eagan & Apple Valley • Jerald Stiele, Hopkins Auto Body To learn more about the Member Recruiter of the Year program, contact the AASP-MN office at (612) 623-1110 or (800) 852-9071.

Sponsorships Available for April Annual Meeting & Leadership Conference Vendor sponsorships are available for the upcoming Annual Meeting & Leadership Conference, April 23 at Delta Hotels by Marriott Minneapolis Northeast.

The event will feature management 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 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 the AASP-MN website, aaspmn.org for more information.

Year-Long Sponsorships Support AASP-MN’s Educational Programs & Other Activities in 2020 Recently, AASP-MN asked for yearlong program sponsorships from its associate members and other industry vendors to help support AASP-MN’s ed-

AASP-MN News

ucational programs and other activities in 2020. Sponsorships help AASP-MN deliver the quality programs members expect and keep registration fees affordable.

To date, the following companies have made sponsorship commitments:

Platinum Sponsors Fix Auto LKQ – Minnesota Lube Tech & Partners Gold Sponsors Auto Value Parts Stores/APH Axalta Coating Systems CBIZ AiA FinishMaster PPG Automotive Finishes United Fire Group Silver Sponsors aaa Auto Parts Enterprise Rent-A-Car O’Reilly Auto Parts NCS/Single Source PAM’s Auto, Inc. Sherwin-Williams Suburban Chevrolet Bronze Sponsors C.H.E.S.S.

Minnesota Careers in Auto Repair & Service (MNCARS) MNCARS is a non-profit organization established in 2016 by AASP-MN. Its sole purpose is to promote careers in the automotive industry, recruit young people into the state's college-level automotive service and collision repair programs and, ultimately, into industry workplaces. To further those efforts, MNCARS recently participated in the following events: Hennepin Technical College Transportation Career Fair, Eden Prairie Burnsville High School Career Expo, Burnsville Humboldt High School Apprenticeship & Career Fair, St. Paul Take advantage of the resources in the MotorMouth toolbox! Get out and get active in your local community to promote industry careers!

February 2020 | 7

INSURANCE I.Q.

New Changes to the HRA Rules Could Give Employers New Tools for Benefits

By Dennis P. Begley, CLU ChFC LUTCF CBC Final regulations were issued last year relating to a special Health Reimbursement Arrangement (HRA). This change in HRAs allows employers of all sizes to offer pre-tax dollars for employees to purchase individual medical insurance and/or find dollars to cover non-insured costs.

Prior to this final ruling, individual medical could not be endorsed or paid for on a pre-tax basis in an employer situation and HRA plans could not be stand-alone and had to integrate with ACA-compliant coverage. (ACA is the Affordable [Health] Care Act.) What does this actually mean?

The employer must adopt a HRA plan for employees.

Adopting means obtaining proper documents and setting up administration for the HRA plan.

What is an Individual Coverage HRA (ICHRA) and an Excepted Benefit HSA (EBHRA)?

First, it is a move towards a defined contribution approach to funding for an employer rather than based on a percentage of premiums. The White House is expecting this will be widely used. This option has been effective as of January 1, 2020.

The Employer Choices for ICHRA The employer sets a budget per class with no maximum or minimum. This budget can vary per class. Traditional group medical cannot be offered to the same class that has access to the ICHRA. The advantage to the employer for the ICHRA is the contributions can be less than 50 percent of the premium as required by the ACA for group medical. Contributions from the employer to the ICHRA are not income to the employees. This can be useful to a class of employees such as part-time or Medicare eligible.

Excepted Benefit HRA (EBHRA) An employer can offer a second HRA plan to provide dollars to help employees cover qualified expenses. It is referred to as an excepted benefit because it is NOT tied to a health plan or considered a health plan itself.

The EBHRA money can NOT be used to pay premiums for medical, dental, Medicare or individual medical plans. It must be used for medical care expenses (copays and deductibles), COBRA coverage or premiums under an excepted benefit (dental, vision or short-term duration medical coverage). The annual max for this cannot exceed $1,800 per employee (adjusted for inflation in 2021).

There are some nice features once the details are sorted out and it is clearer as to how these new HRAs work and what is required to keep them in compliance. The feature I like best is giving your Medicare-age employees an opportunity to pretax their own Medicare and Med Supplement premiums and for the employer to contribute towards those same premiums pre-tax. Employees working beyond age 65 are becoming more common.

For more information, contact me at (612) 308-6577 or

dennis@begley-group.com.

St. Cloud Technical and Community College Seeks Instructor St. Cloud Technical and Community College (SCTCC) Auto Body Collision Program is going through some transitions. The school’s longtime instructor, Dale DeRung, is in his first year of phased retirement, and its second instructor resigned to return to the field.

SCTCC will launch a new search for a full-time instructor in a month or two, to start in August 2020. The school is also hiring part-time faculty to aid in the transitions of the phased retirement program.

Interested parties can visit SCTCC’s employment site, sctcc.peopleadmin.com/ to apply. Please send potential faculty and ideas their way. Please feel free to call Mike Mendez, Dean of Skilled Trades and Industry, at (320) 3085353 or email mike.mendez@sctcc.edu.

8 | February 2020

AASP-MN News

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NATIONAL NEWS Independent Outlet Sales Per Bay Soar The light vehicle product sales by independent (non-dealer) repair outlets have soared approximately $12 billion in the past five years (2014 to 2019), at user-price. This independent service outlet product growth was generated by greater volume per bay rather than by an increase in the number of independent service bays.

Independent bays expanded their car and light truck DIFM product volume at a 3.1 percent average annual pace, stronger than the 2.7 percent average annual gain of the total DIFM light vehicle market. Independent repair outlets averaged $71,900 in 2014 product volume per bay, increasing to an estimated $84,000 in average bay sales during 2019.

Annual Miles Per Vehicle Decline In 2019 Annual mileage of the average light vehicle declined during 2019.

Lang Marketing estimates that the typical car and light truck in the U.S. was driven approximately one percent fewer miles during 2019 than in 2018.

This continues a trend of reduced annual miles per vehicle since 2016. During that time, the number of vehicles in operation (VIO) has increased at a faster annual pace than total car and light truck miles driven. As a result, the average car and light truck in the U.S. has recorded nearly 700 fewer miles on its odometer over the past three years.

www.langmarketing.com

10 | February 2020

AASP-MN News

Display OSHA Forms February 1 to April 30 State and Federal OSHA regulations require that employers with 11 or more employees at any time in 2019 must post the Annual Summary of Injuries and Illnesses from February 1, 2020 to April 30, 2020. This form lists summary data for all job-related injuries and illnesses that occurred during calendar year 2019.

Businesses with no injuries or illnesses for the year must still post the form.

Businesses subject to these regulations should review their Form 300 to verify that all recordable injuries and illnesses are listed, that all entries are complete and accurate and correct any deficiencies. Record work-related injuries or illnesses that result in death, loss of consciousness, days away from work, restricted work activity or job transfer or medical treatment beyond first aid. (Other incidents that are significant, as defined by OSHA, must also be recorded.)

Use Form 300A to report a summary of these injuries and illnesses, have an officer of the company sign the form and then post it from February 1 to April 30.

In case you didn’t know, Minnesota OSHA (MNOSHA) Workplace Safety Consultation offers free consultation services, where employers can find out about potential hazards at their worksites, improve safety management systems and apply for grants to abate safety standards. The program targets small, high-hazard businesses. It is separate from Minnesota OSHA Compliance inspection activities and no citations are issued as part of a consultation visit.

Learn more and request a consultation via the web (dli.mn.gov,) via email (osha.consultation@state.mn.us) or by phone at (651) 284-5060.

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AASP-MN News

February 2020 | 11

PARTNERS IN PREVENTION

MPCA Grants for Emission Reductions from Solvents and Coatings Applications Due April 22 Volatile organic compounds (VOCs) from common solvent and coating products contribute to poor air quality where we live and work. Sources of VOCs in auto repair shops can include brake cleaners and other degreasers, parts washers and paint.

These emissions can be reduced through the use of improved finishing products, such as: Water-based, wetcoat, low-VOC, low-HAP and high solids products, or High efficiency equipment, such as an HVLP spray gun.

MPCA grants are now open for small businesses, organizations, government entities, educational institutions and tribes across Minnesota to switch to alternative solvent and coating products and/or equipment that improves the efficiency of application.

Auto shops that have received grants in the past have used the money to buy equipment to switch to waterborne paint and to switch from petroleum solvent-based parts washer to aqueous parts washer.

12 | February 2020

The maximum award is $3,000 with a 50 percent minimum match, meaning the grant recipient will match $1 for every $1 in grant funds for eligible project expenses. The most cost-effective projects will score highest. Cost effectiveness takes into account the cost of the project and the annual pounds of VOC reduced. Additional preference is given to projects located in areas of concern for environmental justice, small businesses and organizations and small organizations that are veteran-owned, economically disadvantaged or a targeted group business based on ownership.

Eligible applicants: Eligible applicants include: • A for-profit business located in Minnesota with under 500 employees • A governmental entity, educational institution, tribe or non-profit organization within Minnesota with any number of employees Apply now! Deadline is April 22, 2020 Review grant materials, application and Q&A on the MPCA grants for wood and metal finishing operations webpage at pca.state.mn.us/regulations/grants-finishingoperations.

Over $650,000 in grants have already been provided to help businesses make the switch. The new products and equipment will reduce air emissions by approximately 24 tons of VOCs within their first year of use.

AASP-MN News

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AASP-MN News

15 | February 2020

AASP-MN News

ESTIMATING TIPS Audatex: E-coat (protective coating) Removal on New Replacement Parts – Removing ecoat (protective coatings) from replacement panels prior to welding, bonding or riveting processes is NOT INCLUDED per Audatex DBRM Section 4-2, page 44. The labor to remove any coatings required by the OEM prior to installing the replacement part will require an on-the-spot evaluation.

Material/supplies used to remove coatings is NOT included in any Audatex labor times.

All Three Systems: Selecting Correct Paint Process Type – CCC, Mitchell and Audatex may suggest a certain paint code to be a single stage, base coat/clear coat or three stage based on major paint manufacturer suggestions. Ultimately, the type of paint process and paint product used at the repair level needs to be accurately selected from the database for the system to accurately reflect correct labor and material calculations.

Mitchell responded on prior inquiry 15299, “We have seen cases where a specific paint supplier may recommend a unique process for a certain color formulation. Therefore, legitimate considerations can exist on a case-by-case basis for certain colors. Depending on the paint system used, a three-stage formula may be available. In these instances, it is our recommendation to defer to the formula for the paint system being used.”

All Three Systems: Safety Inspections – Required inspections after a collision are manufacturer and vehicle specific down to the type of impact the vehicle has sustained. Information on what components need to be inspected and/or replaced after a collision can be found in all the OEM technical websites or using a third party program like Alldata.

The labor to perform these inspections is NOT included unless specifically noted in the footnotes of a component being repaired. Some inspections will

require selecting components from the database or doing an on-the-spot evaluation for labor.

During inspections, some components MUST be replaced (clips, fasteners, repair kits or specific parts) regardless of the type of impact/collision. Refer to OEM service information for this prior to finalizing repair planning.

Audatex: Structural Adhesive Removal – Audatex DBRM Guide page 43, Section 4-2 Labor Exclusions, states, “Removal of panel bonding adhesive material” is a NOT INCLUDED operation in panel replacement times. When repairers come across situations where a panel has been removed and the vehicle is left with “panel bonding adhesive material,” the labor associated with removing this material in preparation for the replacement part is NOT INCLUDED. This would be an on-the-spot evaluation depending on the process, equipment and consumable materials used.

CCC: Toyota Front Millimeter Wave Radar Calibrations – CCC users may see labor times for “aiming front distance sensor” available in the vehicle database for 1.0 - 1.6 hrs.

Recent DEG Inquiry 15393 clarified additional feedback of included/not included operations, as follows: • Checking the level of the floor would not be included when a dedicated area is used to perform this calibration. This was done once to determine a dedicated area so it should not be necessary again.

• Axis Beam confirmation would be included but adjustment is not.

• The estimated work time includes mapping out the workspace.

• The estimated time does not include any troubleshooting.

• The estimated work time includes one adjustment.

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, DEGWEB.ORG.

16 | February 2020

AASP-MN News

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: Inver Grove Toyota 1037 Highway 110 Inver Grove Heights, MN PH: 651-306-4630 FAX: 654-457-8705 www.invergrovetoyota.com

Rochester Toyota 4365 Canal Place SE Rochester, MN 55904 PH: 507-424-2956 FAX: 507-424-0301 parts@rochestertoyota.com

Burnsville Toyota 14730 Buck Hill Road Burnsville, MN 55306 800-448-5912 PH: 952-435-8401 FAX: 952-435-8515

parts@invergrovetoyota.com

Maplewood Toyota 2873 Highway 61 Maplewood, MN 55109 PH: 651-490-2648 FAX: 651-490-2652 TOLL FREE: 877-574-0667 parts@maplewoodtoyota.com

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February 2020 | 17

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AASP-MN News

2020 Thursday, April 23 Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd. NE, Minneapolis

AGENDA AT A GLANCE 8:00-9:30am

Opening General Session - Leadership Redefined: Ownership, Engagement, Results!, presented by Meridith Elliott Powell

9:45-11:30am

ADAS Presentation & Roundtables

11:30am-1:30pm

Luncheon Keynote: Make Accountability Your Competitive Edge,™ presented by Sam Silverstein

2:00-4:00pm

How to Use the Storybrand Framework to Clarify Your Message, presented by Kim Walker

2:00-4:00pm

Prove it! File Documentation for Profit, presented by Kristen Felder

2:00-4:00pm

Top 8 Front Counter Mistakes & How to Avoid Them, presented by Rick White

4:00-6:00pm

Vendors Showcase & Social Hour

6:00pm

Grand Prize Drawings

Challenge yourself to POWER UP YOUR LEADERSHIP and take your business to new heights at the AASP-MN 2020 Leadership Conference. The event brings the independent automotive community together to learn, to engage and to connect in ways that will help you strengthen your business and achieve your goals. A diverse range of learning formats and experiences will provoke thought and inspire action, leaving you energized with new ideas to improve your personal and professional life.

Opening General Session – Leadership Redefined: Ownership, Engagement, Results!

(Everyone) Presented by Meridith Elliott Powell, MotionFirst 8:00 – 9:30am Sponsored by LKQ-Minnesota & Lube Tech & Partners Employee engagement trumps customer engagement… every single time! The relationship you build with your team members and associates is more important than the relationship you build with your customers. In today’s marketplace, the path to profitability and business growth is through the engagement level of your team.

In this session, Motivational Speaker Meridith Elliott Powell shares the leadership development strategies you need to engage top talent and leave your competition in the dust.

• Learn why engaging today’s employees is different, and gain the leadership development to understand what they want, why they want it • Proven strategies to get the best and the brightest to beat a path to your door • Innovative and motivational ideas to turn employee engagement into competitive advantage • Powerful tactics to build a team that is as passionate as you are about the growth of your business • A cutting-edge motivational system to inspire ownership at every level, to get the results you want at every turn

Luncheon Keynote: Make Accountability Your Competitive Edge™ (Everyone) Presented by Sam Silverstein, Sam Silverstein Enterprises, 11:30am – 1:30pm Sponsored by CBIZ AiA and United Fire Group Accountability is the highest form of leadership. Keynote speaker Sam Silverstein will challenge you to think differently in order to achieve different results. Sam brings a fresh outlook based on over 25 years of research and study in the field of accountability, leadership, and corporate culture.

How to Use the Storybrand Framework to Clarify Your Message (Everyone) Presented by Kim Walker, Shop Marketing Pros 2:00 – 4:00pm Sponsored by AASP National & PPG Automotive Finishes Many leaders, marketers, salespeople and managers are simply ignored. It’s not because they aren’t smart, hardworking or likeable. It’s because they aren’t communicating clearly. The human brain is drawn to CLARITY and away from confusion. If customers are confused about what you offer, they’ll look past you for somebody who can relate to them clearly. Once you clarify your message, your company will begin to grow!

Attendees will leave this workshop having learned how to craft a clear message. Develop your own unique “oneliner” and experience the “website fishbowl” exercise where we evaluate volunteer attendee websites live in class.

Key Takeaways:

ADAS Presentation & Roundtables

(Everyone) Facilitated by Jason Bartanen, Collision Hub, & Alliance Member Experts 9:45 – 11:30am Sponsored by Fix Auto Maintaining and repairing ADAS-equipped vehicles is a game-changer for the auto service and collision repair industry. Virtually all of the vehicles coming out on the market have some sort of ADAS capabilities. This session will lead you through a series of exercises that will offer insight about how ADAS identification and recalibration is essential to performing common jobs that come into independent repair shops every day and help you determine what level of ADAS repair is best suited for your business.

Prove It! File Documentation for Profit

(Collision) Presented by Kristen Felder, Collision Hub 2:00 – 4:00pm Sponsored by Axalta Coating Systems and FinishMaster Understanding what documentation is required for the repair and what documentation is required for proper payment is fundamentally two separate things for collision repairers. Failure in either or both can have catastrophic consequences. In this session, we’ll explore the purpose of documentation, what forms to use when and how to collect and store documentation separate from your estimating systems.

Top 8 Front Counter Mistakes & How to (Auto Service) Avoid Them Presented by Rick White, 180BIZ 2:00 – 4:00pm Sponsored by Auto Value Parts Stores/APH This course reviews the top eight mistakes advisors typically make in a selling situation and in a fast-paced, fun way shows you what you can do to avoid them! This session will be interactive and will combine instruction, stories, and role-playing to showcase each mistake. At the end of each section there will be an easy-toimplement action list to avoid these common pitfalls.

This course will teach you how to: • Identify the most common mistakes made on the front counter every day • Take each mistake and discuss best practice responses for each • Use tools that will be provided in these situations to guarantee success

Vendors Showcase, Social Hour & Prize Drawings 4:00 – 6:00pm (Everyone) Visit with industry suppliers and make some new contacts!

Catch up on the latest and greatest in products and services and get answers to questions you haven’t had time to ask.

• Door prize drawings throughout the day (compliments of participating sponsors) • Two Grand Prize Drawings at 6:00pm (conference attendees automatically registered – must be present to win!)

Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd. NE Minneapolis, MN 55413 Our host hotel balances work with play, offering ample opportunities for fulfilling meetings and relaxing downtime. From its convenient location to nearby downtown Minneapolis attractions & onsite tavern, Twin Cities 400, to its 24-hour fitness center & indoor pool, the Delta has it all. Simple, modern rooms offer space for you to work and unwind and includes free Wi-Fi too!

Call 612-331-1900 to reserve your room today. Please tell reservation specialist you are with the Alliance of Automotive Service Providers (AASP-MN) room block.

Reservations must be made by April 2, 2020 to receive the discounted room rate of $149, plus applicable taxes.

MEET THE SPEAKERS MERIDITH ELLIOTT POWELL is a business growth expert with a background in corporate leadership and sales. She is a Master Certified Strategist, Executive Coach and Certified Speaking Professional, a designation held by less than 12 percent of professional speakers. She has also published more than six courses for LinkedIn’s prestigious education networks.

SAM SILVERSTEIN is the former owner of manufacturing and distribution companies.

He currently writes, speaks and consults with audiences around the globe and teaches them to think differently, work with renewed purpose and achieve record-breaking results.

KIM WALKER is a former shop owner and automotive industry veteran. After closing the shop in 2007, she fell back on her experience in sales and marketing and started a full-service marketing agency.

KRISTEN FELDER is the CEO of Collision Hub. She is recognized as an industry leader with a lifetime of experience in both the collision repair and insurance industries.

RICK WHITE has been in the automotive and coaching industries for more than 30 years.

He is the founder and lead coach for 180BIZ, a training and business coaching company and an AMI-approved training instructor.

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION FORM Name: ______________________________________________________________________________________________ Company: ____________________________________________________________________________________________ Email: ______________________________ Phone: ______________________________ Fax: ________________________ Address: ________________________________ City: _____________________________ State: _____ Zip: ____________

Registration Options

Early Bird Pricing (before 4/2/20)

Standard Pricing (after 4/2/20)

Full-Day (includes lunch and social hour $195 Member/$225 Non-Member ea. & vendor showcase)

$225 Member/$250 Non-Member ea.

$95 Member /$120 Non-Member ea.

$125 Member/$150 Non-Member ea.

Half-Day (lunch not included.

See additional options below.)

Package Price $ ______ Please indicate the sessions you plan to attend: Opening General Session - Leadership Redefined: Ownership, Engagement, Results! _____ 8:00-9:30AM ADAS Presentation & Roundtables _____ 9:45-11:30AM _____ 11:30AM-1:30PM Luncheon Keynote: Make Accountability Your Competitive Edge How to Use the Storybrand Framework to Clarify Your Message _____ 2:00-4:00PM Prove it! File Documentation for Profit _____ 2:00-4:00PM Top 8 Front Counter Mistakes & How to Avoid Them _____ 2:00-4:00PM Vendors Showcase & Social Hour _____ 4:00-6:00PM Additional Options: ___ Luncheon & Keynote Address, 11:30am – 1:30pm (lunch included in full-day package)….. _____ @$40 ea. $ ________ Payment Options: ____Check enclosed. Payable to AASP-MN ____ Credit Card. (VISA, MC, DISC, AMEX accepted) Card Number: ____________________________________________________________ Expires: __________________ Billing Zip Code: __________ CVC #: ______ Signature: __________________________________________________ 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 4/16/20 in order to qualify for a full refund.

After 4/16/20 no refunds will be issued and no-shows will be billed.

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AASP-MN News

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CASH IN ON YOUR MEMBER BENEFITS!

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+ CBIZ AiA Provides Members a “One + Insurance Needs +

CBIZ AiA is the recommended insurance agency + for property and casualty, workers’ compensation and + employee benefits coverage for members of AASP+ MN. CBIZ AiA has developed a program designed specifically for members of the Alliance which in+ cludes: Property & Casualty - CBIZ AiA and United Fire Group created a policy with forms specific to the garage industry. There is special pricing for AASP-MN members and the opportunity to qualify for a dividend based on the group’s performance.

CBIZ AiA and United Fire Group have made this program available to all the contracted United Fire ! agents in the state of Minnesota. If you, or your agent, want more information on how to gain access to the program, contact Brad Schmid at (763) 549-2247.

Stop Shop” for

Employee Benefits - CBIZ AiA, in conjunction with Dennis Begley of Business Planning Professionals, offers a full line of employee benefits. Dennis brings over 30 years of experience in the business. He can customize your employee benefits plan, focusing on the budget of the owner and the needs of the employees.

For more information, contact Brad or Dennis at: Brad Schmid (763) 549-2247 bschmid@cbizaia.com

Dennis Begley (612) 308-6577 dennis@begley-group.com

Workers’ Compensation – With over 20 carriers, CBIZ AiA has the flexibility to offer you the best coverage at an affordable price. Contact Brad Schmid at (763) 5492247 to get a quote before your policy renews. +

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AASP-MN MEMBER BENEFIT PROGRAMS PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE CBIZ AIA Contact: Brad Schmid 763-549-2247 / bschmid@cbizaia.com CBIZ AIA and United Fire Group (UFG) have created a program for members that includes a special premium discount, exclusive coverage and potential safety group dividend. CBIZ AIA can present quotes from multiple carriers and, as an added bonus, offer members an exclusive 10% discount on their property/liability insurance premiums.

WEBSITE AND INTERNET MARKETING SOLUTIONS Autoshop Solutions Contact: Tony Mercury 919-267-1731 / tony@autoshopsolutions.com Autoshop Solutions has developed the most cutting-edge marketing platform for AASP members. Really Powerful Marketing (RPM) is an all-in-one program that bundles your website, pay-per-click, search engine optimization, social media, and much more!

With five levels of RPM to match your budget, goals, and competition, it’s built to drive your shop forward!

EMPLOYEE BENEFITS Business Planning Professionals Contact: Dennis Begley 612-308-6577 / dennis@begley-group.com Business Planning Professionals will provide AASP-MN members with quotes from multiple carriers for life insurance, health insurance, long-term care and disability insurance.

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.

UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Joel Hogstad 612-362-0318 / Joel.Hogstad@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.

TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-288-6220 Members enjoy discounted prices on the industry’s #1 technical information hotline, Direct-Hit.

INFORMATION PROVIDERS Mitchell1 CREDIT CARD PROCESSING Contact: Mitchell1 Representative 888-724-6742 x 6986 Association BankCard Services Mitchell1 offers AASP members special Contact: Mac Hardin savings on Mitchell 1’s ProDemand, 952-933-2026 / Manager SE & Teamworks products. For mach@retailfinancialservices.biz Competitive rates for AASP-MN members. more information, contact Customer Terminals and printers sold at cost. Monthly Service at 888-724-6742, ext. 6986. rental of equipment is also available.

Mitchell International Contact: Mitchell International Representative LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick 800-238-9111 800-496-6789 AASP members receive a 15% discount on Members receive free, over-the-phone any Mitchell RepairCenter TechAdvisor legal assessment and consultation (some package. Visit repaircenter.mitchell.com/ restrictions apply) with an attorney who Catalog/OEMRepair.aspx for more specializes in the area of law that is the information. subject of the call.

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AASP-MN News

AUTO EMPLOYEE ASSESSMENT Assessment Associates International Contact: Nate Page 952-854-6551 / nate@aai-assessment.com Designed to help facilitate and enhance hiring decisions. AASP-MN members receive 50% off retail price, starting as low as $15 per assessment.

BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discounted rates 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.

SAFETY COMPLIANCE Complete, Health, Environmental & Safety Services, Inc. (CHESS) Contact: Carol Keyes 651-481-9787 / carkey@chess-safety.com AASP-MN members receive a 20% discount on Safety Data Sheet Management (SDSLinks), Right to Know(RTK)/Hazard Communication program customized for your facility and monthly safety reminders, and other safety, OSHA or environmental assistance.

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).

BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com Members receive a 20% discount on oneon-one sales and management coaching programs (covering financial planning & analysis, strategic marketing, leadership and personnel development) without longterm commitments. Members also receive a 20% discount on monthly sales & management webinars as well as a 20% discount on all 180BIZ advisor training programs.

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M AV ER IC K AP P R OV ED .

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