February 2022
Shops Keep Pace with Industry Challenges and Look to Lessons Learned for the Future
PLUS:
AASP-MN AASP-MN Annual Meeting & Leadership Conference Preview 20th 20th Annual Race for Automotive Education Registration
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CONTENTS Vol. 31 No. 2
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. ©2022 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 2021 - 2022
PRESIDENT Tom Archambault IMMEDIATE PAST PRESIDENT Matt Feehan SECRETARY-TREASURER Jesse Jacobson COLLISION DIVISION DIRECTOR Lee Schlosser MECHANICAL DIVISION DIRECTOR Jeremy Nordgren ASSOCIATE DIVISION DIRECTOR Loren Feldkamp COLLISION SEAT Travis Doyle MECHANICAL SEATS Mike McLynn Tony Newman
COLLISION DIVISION DIRECTOR’S MESSAGE..................................4 Where’s My Parts? by Lee Schlosser, AASP-MN Collision Division Director LEGISLATIVE UPDATE.....................................................................5 Salvage Title Task Force Zeros in on Changes by Sam Richie, AASP-MN Lobbyist LOCAL NEWS..................................................................................6 RACE FOR AUTOMOTIVE EDUCATION REGISTRATION...................8 D.E.G. ESTIMATING TIPS .................................................................10 AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE PREVIEW..................................................................15 COVER STORY.................................................................................18 Shops Keep Pace with Industry Challenges and Look to Lessons Learned for the Future By Chasidy Rae Sisk CASH IN ON YOUR MEMBER BENEFITS! .........................................22 CBIZ Provides AASP-MN Members a “One Stop Shop” for Insurance Needs AASP-MN MEMBER BENEFITS ........................................................22
STAFF
EXECUTIVE DIRECTOR Linden Wicklund OFFICE ADMINISTRATOR Jodi Pillsbury 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
UPCOMING EVENTS February 22, 23, 24, 2022 20th Annual Race for Automotive Education ProKart Indoor Racing Burnsville, MN
April 7, 2022 Annual Meeting & Leadership Conference Crowne Plaza Minneapolis West Plymouth, MN
June 15, 2022 27th Annual AASP-MN Golf Outing Majestic Oaks Golf Club Ham Lake, MN
ADVERTISERS’ INDEX A-Con Recycling........................................... 7
Morrie’s .......................................................... 9
EDITORIAL & CREATIVE COORDINATOR Alana Bonillo | alana@grecopublishing.com
Aramark.......................................................... 11
MPA.................................................................. IBC
CBIZ.................................................................. 14
Proven Force........................................................ OBC
MANAGING EDITOR Chasidy Rae Sisk | chasidy@grecopublishing.com
Dentsmart....................................................... 10
Reliable Automotive Equipment..............12-13
Inver Grove Honda/Inver Grove Toyota.... 5
Rosedale Chevrolet...................................... 9
Jack McClard................................................. 21
Spanesi............................................................ 20
Keystone......................................................... 7
Straight & Square....................................... 4, 19
Maplewood Toyota...................................... 19
Toyota Group................................................ 21
Mopar Group ................................................ 11
Valspar Refinish............................................ IFC
OFFICE MANAGER Donna Greco | donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco | joe@grecopublishing.com www.grecopublishing.com
AASP-MN News
February 2022 | 3
COLLISION DIVISION DIRECTOR'S MESSAGE
Where’s My Parts? by Lee Schlosser AASP-MN Collision Division Director
Where are my parts? This seems to be a very common question every day in our shop. A part that you once could get in a day, now takes weeks or months. Automotive parts supplies are low or nonexistent and shipments take longer than ever before. Because of COVID-19, we have labor and material shortages, which have a huge impact on our industry. This problem seems to be getting worse and more complex instead of improving. We always pride ourselves on providing great customer service in this industry and this is disappointing news for our customers. We want and need to provide better service, but how can we do that when we don’t have the answers either? What can we do? Order parts in advance, check dealerships for inventory, look for aftermarket, which are even fewer and farther between? That’s what we’re all doing, yet it doesn’t seem to be enough. Cars are still sitting for weeks waiting on parts. I’ve never met anybody that enjoyed getting in an accident and now we must tell them it could be months before they see their car again. Nothing like adding insult to injury.
4 | February 2022
So, as we navigate through these difficult times, I’d like to give a shoutout to our customers, and all customers, for being patient and understanding, and to suppliers all around for doing your best. We will keep doing the best we can and we’ll get through this together. This is one shop owner that would love to get back to a normal routine soon.
AASP-MN News
LEGISLATIVE UPDATE
Salvage Title Task Force Zeros in on Changes The Legislative Task Force on Salvage Title Laws met again on January 12, 2022 to review language proposed by staff based on six months of work by the Task Force. One of the key provisions proposes to establish an “insurance-loss” title brand. This new title brand would be applied to in-state non-commercial vehicles that are outside the high-value or late-model thresholds currently in statute. It would be applied when a vehicle is acquired by an insurance company as a total loss or when a vehicle is self-insured and sustains damage equal to at least 80 percent of its cash value. Essentially, the “salvage” brand on damaged high-value and late-model vehicles would remain unchanged, a position AASP-MN has been fighting for since this process began. The new brand would be for vehicles in the same circumstance but that do not fall under the “high-value” ($9,000-plus) or “late-model” (six years) definitions. The Department of Public Safety - Office of Driver and Vehicle Services expressed concern about establishing this new “insurance loss” title brand. This
by Sam Richie, AASP-MN Lobbyist
new term-of-art in Minnesota could create confusion since it is not a titled use in other states. In lieu of establishing a new title brand, the Task Force asked staff to rely on the definition of “priorsalvage” which is broader usage and more clearly understood throughout the country. The organizations, including AASP-MN, who have been closely monitoring this process expressed a willingness to support the Task Force initiatives. Some concern was raised by the Minnesota Automobile Dealers Association (MADA) regarding whether they would have actual knowledge of prior damage as they receive and resell vehicles that have sustained collision damage. There will be one last Task Force meeting to be convened before the 2022 legislative session begins on January 31. The AASP-MN lobbying team will continue to closely monitor the Task Force process and will seek input from members as the proposal evolves into its final version for legislative consideration during the 2022 legislative session.
AASP-MN News
February 2022 | 5
LOCAL NEWS AASP-MN Announces 20th Annual Race for Automotive Education The 20th Annual Race for Automotive Education is planned for February 22, 23 and 24, 2022 at ProKart Indoor Racing, Burnsville, MN. The event serves as the Alliance’s primary fundraiser for its Automotive Education Fund, which provides financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the automotive service industry. Since its inception, the fund has disbursed nearly $280,000 directly to students enrolled in automotive programs through the association’s scholarship program and SkillsUSA competition. See page 8 for more details or contact the AASP-MN office at (612) 623-1110 or aasp@aaspmn.org. Member Recruiter of the Year Award The Alliance is pleased to announce the 2021 Member Recruiter of the Year contest ended in a four-way tie. The award honors members who recruit or provide leads for prospective members to the Alliance. Tom Archambault (BLVD Autoworks; St. Anthony), Jesse Jacobson (Heppner’s Auto Body; Woodbury), Tony Newman, (Dale Feste Automotive; Hopkins) and Dan Sjolseth (Superior Service Center; Eagan) will all be recognized as 2021’s Member Recruiters of the Year for their efforts. Each recruited a new member and provided an additional lead to AASP-MN. “Members are the best advocates the Alliance has. Their stories of success based on what they get out of membership is the most genuine sales pitch there is,”
said AASP-MN Executive Director Linden Wicklund. 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 2021 Member Recruiter of the Year contest: • Darrell Amberson, LaMettry’s Collision • Shawn Collins, 3M • Matt Feehan, Fix Auto of Brooklyn Park • Troy Sellner, Axalta Coating Systems To learn more about the Member Recruiter of the Year program, contact the AASP-MN office at (612) 623-1110 or aasp@aaspmn.org. AASP-MN’s Automotive Scholarships Up for Grabs The Alliance will be awarding scholarships to select students enrolled in post-secondary automotive (auto service or collision repair) programs. Scholarship awards will be $1,500 per student and can be applied towards tuition or tool purchases. Applicants must be enrolled in a Minnesota-based ASE-accredited automotive program in the fall of 2022. Applications will be reviewed by a committee of industry representatives, with consideration given to scholastic achievement, education and career goals, financial need and written recommendations.
Minnesota Careers in Auto Repair & Service (MNCARS) MNCARS is a nonprofit 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. MNCARS met with the Rosemount and Mankato high schools on January 12. Mankato High School has been adopted by MNCARS for 2022. The networking and knowledge sharing during this meeting was just the start of the benefits the school with receive through MNCARS this year. If you are interested in supporting program improvements at Mankato High School or a school near you, please reach out to Linden Wicklund at linden@aaspmn.org or (612) 623-1110.
Take advantage of the resources in the MotorMouth toolbox at https://carcareers.org/motor-mouth/. Get out and get active in your local community promoting industry careers!
6 | February 2022
AASP-MN News
Applications must be submitted electronically or postmarked no later than March 31, 2022. Applications can be downloaded from the Alliance’s website, aaspmn. org/scholarships/ or submitted online at automotivescholarships. com/scholarships/alliance. Online submissions give students the opportunity to compete for several different awards, including those offered by the University of the Aftermarket Foundation Scholarship Committee and over 40 other automotive aftermarket organizations and companies. Specific requirements for each organization’s awards can be found at automotivescholarships.com. 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 independent automotive service industry. Since that time, nearly $290,000 has been invested in student scholarships, SkillsUSA and automotive education programs throughout the state. In 2016, AASPMN’s efforts to attract a future workforce expanded significantly with the creation of Minnesota Careers in Automotive Repair and Service (MNCARS), a statewide marketing and outreach initiative to encourage high school students to pursue an education and career in the automotive service and collision repair industry. Visit carcareers.org to learn more. Sponsorships Available for AASP-MN Annual Meeting & Leadership Conference Vendor sponsorships are now available for the AASP-MN Annual Meeting & Leadership Conference, April 7, 2022 at Crowne Plaza Minneapolis West, Plymouth. The event will feature management education and social activities that provide opportunities to learn, 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 at (612) 623-1110 or visit the AASP-MN’s website, aaspmn. org for more information on sponsorship opportunities. Year-Long Sponsorships Support AASP-MN’s Educational Programs & Other Activities in 2022 Recently, AASP-MN asked for year-long program sponsorships from its Associate members and other industry vendors to help support educational programs and other activities in 2022. 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 LKQ Minnesota Lube-Tech Gold Sponsors AASP National Auto Value /APH CBIZ Elite Worldwide FinishMaster United Fire Group
Silver Sponsors aaa Auto Parts Axalta Coating Systems Colonial Life Dentsmart PDR Enterprise Rent-a-Car Shop Monkey Suburban Chevrolet Bronze Sponsors C.H.E.S.S.
2022 Membership Dues Are Due! If you have not paid your 2022 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!
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A-Con Recycling recondition, fix or sell bumper cores| 7 AASP-MNdoesn’t News February 2022 WHAT WE DO: Recycle plastic bumpers for repair. Instead, we them PICKUP RECYCLE them - keeping and keep out ofand landfills.
A fundraiser to support the AASP-MN Automotive Education Fund…
Enhancing opportunities in automotive education through scholarships, program support and partnerships. Start your engines! Organize your team today. (This event would make a great employee outing!) The competition will consist of up to 12 teams each night with five members each and a crew chief. These ain’t your daddy’s go karts! ProKart’s fleet of RiMO EVO6 Race Karts are run on power-boosting, low-emission, renewable methanol for consistency and performance. All proceeds will benefit the AASP-MN Automotive Education Fund When the final checkered flag waves and the adrenaline subsides, our goal is to raise up to $15,000 over the three nights. Most of that money is earmarked to fund scholarships for students enrolled in an ASE-accredited automotive programs (collision or mechanical) in the state of Minnesota. Scholarship awards are $1,500 per student.
-------------------------------The race is on! Registrations will be accepted on a first-come, first-served basis.
The Race for Automotive Education is sure to be a sell-out event, so don’t delay – register today!
_____Team Sponsor - $500 (Includes admission for 6, including team captain and 5 racers) Team Name:_______________________________ Contact:________________________________________________ Address:___________________________________________ City:______________________________ Zip:_________ Phone:___________________________________________ Email:___________________________________________ Preferred Race Night: _____Tuesday 2/22
_____Wednesday 2/23
_____Thursday 2/24
_____Race Sponsor- $250 Racing is not in my blood, but I would like to support automotive students/programs in MN (Includes admission for two spectators) Sponsor Name:___________________________________________Contact:____________________________________ Address:____________________________________________City:_______________________________Zip:_________ Phone:____________________________________________Email:___________________________________________ Return with check payment by 2/15/2022 to: AASP-MN Automotive Education Fund 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 To pay by credit card, call the AASP-MN office at (612) 623-1110. NOTE: Credit cards accepted with 3% surcharge. This surcharge is not greater than our total cost of accepting credit cards. Surcharge does not apply to debit cards.
The AASP-MN Education Fund provides financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the independent automotive service industry. 8 | February 2022
AASP-MN News
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AASP-MN News
February 2022 | 9
ESTIMATING TIPS All Three Systems: Welded Impact Bars – Some vehicles may come manufactured from the OEM with front bumper reinforcements bolted and welded to the unibody structure. Published labor times DO NOT account for the additional labor to repair the “adjacent” areas that may be damaged and require repair and refinish resulting from drilling, cutting and grinding. This would be an on-thespot evaluation. Always follow OEM repair procedures for proper torque specifications and to determine if the new part may require re-welding. CCC/MOTOR: Complete Bed Refinish New vs Recycled Assembly – When replacing a bed in CCC with either new or recycled bed assembly, CCC users should verify the footnotes in each category for specific exclusions or inclusions. For example, a new replacement bed may allow 15.6hrs with a footnote, “Labor time does not include tail gate or underside of floor.” For recycled bed assembly, refinish labor allowance may be 18.1hrs with a footnote, “Refinish time is for complete bed assembly.” Page G40 of MOTOR RACED Guide states “Assembly is serviced with tailgate.”
CCC users that encounter identical labor times with footnotes that show differences, please submit a degweb.org inquiry to address database concerns. Audatex: Radiator Support Refinish Masking NOT INCLUDED – Per Audatex DBRM Section 4-5 on page 160, the following information can be found in the last box in the NOT INCLUDED section that reads: “Masking of interior surfaces/entryways, engine compartment and trunk openings. Interior masking may be performed when necessary to ensure prevention of overspray damage that may not be prevented by adjacent panel perimeter masking (including backtaping or application of foam tape). Interior masking may be considered when exterior panels (doors, hoods, etc.) are removed and refinished. See included “protect interior” operation.” All Three Systems: Touch Up Bolt Heads – Touching up painted attachment hardware may be a needed operation that is NOT INCLUDED in all three information providers’ published labor times. Touching up hardware would be an on-the-spot evaluation to determine if needed for an undetectable repair.
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.
10 | February 2022
AASP-MN News
WELCOME NEW MEMBERS!
JANUARY 2022 Autowerks Forest Lake, MN BLS Repair, Rochester Rochester, MN Shop Monkey San Jose, CA TGK Automotive Delano, Golden Valley, Inver Grove Heights, Owatonna, Plymouth & St. Louis Park, MN
AASP-MN News
February 2022 | 11
Two Great Companies. One Great Program. ®
®
14 | February 2022
AASP-MN News
PRESENTS
FULL SPEED AHEAD AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE est wnPlazMipoW Cr
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8:00am OPENIGRALS Staying on the High Road – Service, Professionalism & Leadership presented by Chad Weinstein, Ethical Leaders in Action, LLC
Sponsored by CBIZ, Elite Worldwide & United Fire Group
9:30am ABLEDISCUON RT General topics: • 20 Groups, Coaches and Shop Support Resources • Tips and Tricks for Recruiting Employees • Shop Culture Mechanical topics: • Marketing Your Auto Service Shop • Scams, Rip-Offs & Con Artists Collision topics: • Collision Management Software • Blueprinting 11:30am LUNCH,AMETIG&KYODRS Beyond Grit: Embracing Passion and Perseverance to Gain the High-Performance Edge presented by Dr. Cindra Kamphoff, Mentally Strong Consulting
Sponsored by LKQ-Minnesota and Lube-Tech
2:00pm OUTSEINBRAK General topic: Beyond Grit Workshop Sponsored by AASP National presented by Dr. Cindra Kamphoff, Mentally Strong Consulting Mechanical topic: Tech Momentum Sponsored by Auto Value Parts Stores/APH presented by Aaron Stokes, Shop Fix Academy Collision topic:Productivity + Efficiency = Profit Sponsored by FinishMaster presented by Louie Sharp, Sharp Auto Body & The Gifted Leader 4:00pm Vendor Showcase & Social Hour
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By registering to attend this event, attendees acknowledge and understand that participation includes possible exposure to and illness from infectious diseases including but not limited to COVID-19 and knowingly and freely assume the risk of injury, harm and loss even if arising from the negligence, fault or conduct of AASP-MN, its employees, agents and representatives. Attendees agree to comply with all COVID-related procedures that may be implemented by AASP-MN and the event venue, including, but not limited to, mask-wearing and social distancing requirements and restrictions on certain activities that carry higher COVID-related risk, in order to protect as much as possible the health and safety of all event attendees.
AASP-MN News
February 2022 | 15
AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE The conference will be a full day of insights, practical strategies, and critical information to help you build momentum in the fast-paced recovery from the tumultuous days of the pandemic. You will leave with actionable take-aways and new connections to help you succeed at top speed! 8:00AM-9:15AM: OPENING GENERAL SESSION Staying on the High Road – Service, Professionalism & Leadership Presented by Chad Weinstein, Ethical Leaders in Action, LLC In challenging times like these, professionalism and leadership matter more than ever. This session will focus on the human side of your tool kit, with leadership practices for retaining and developing your team, and communication practices that strengthen relationships with customers, vendors, and employees alike. A sense of humor counts too, so we’ll laugh while we discuss the difficult, the ridiculous, and the inspiring aspects of the automotive service trade. Following this presentation, participants will be able to: • Harness a strong sense of purpose to motivate and engage employees • Define professionalism for themselves, in relevant and practical terms for automotive service providers • Understand how moral motivation, clarity, and courage enable leaders to maintain high standards of professionalism • Use ethical persuasion to strengthen relationships and change minds Participants will be encouraged to engage, listen, laugh, and learn. 9:30AM-11:30AM: ROUNDTABLE DISCUSSIONS You will have the opportunity to participate in three 30-minute sessions facilitated by AASP-MN member experts. • 20 Groups, Coaches and Shop Support Resources • Tips & Tricks for Recruiting Employees • Shop Culture • Marketing Your Auto Service Shop • Scams, Rip-offs & Con Artists • Collision Management Software • Blue Printing 11:30AM-1:45PM: LUNCHEON KEYNOTE Beyond Grit – Embracing Passion and Perseverance for the Future Presented by Dr. Cindra Kamphoff, Mentally Strong Consulting Despite all the factors that we cannot control in the automotive industry, such as ever-changing technology and the workforce shortage, we can choose to lead with grit, purpose and passion. In this keynote presentation, Dr. Cindra Kamphoff will discuss tools to help you: • See the opportunity • Practice self-leadership in change • Savor the good • Commit to leading with grit for the future Dr. Kamphoff is an executive performance coach who works with professional athletes, executives and business leaders, including shop owners in the automotive industry, and she has guided them through change over the last two years. She’ll share practical strategies to help you thrive in change, not just survive.
16 | February 2022
2:00PM-4:00PM Beyond Grit Workshop Presented by Dr. Cindra Kamphoff, Mentally Strong Consulting As we continue to navigate through these uncertain times, more than ever, we can get stuck in fear and frustration, wishing things were different. In this breakout session, Dr. Cindra Kamphoff will go in-depth on how to develop highperformance mindset practices to be resilient and at our best in times of change as owner/operators. She’ll share practical tools she has taught professional athletes, including the Minnesota Vikings and Olympians who performed last year in Tokyo. You’ll learn: • Tools to deal with pressure • How to choose courage over comfort • Ways to reduce negativity so you can build your shop to its true potential 2:00PM-4:00PM Tech Momentum Presented by Aaron Stokes, Shop Fix Academy Are there bottlenecks in your shop because a tech is given the wrong vehicle to repair, and then the next car they were supposed to get is delayed? When that happens, you are left with an upset customer and an unproductive shop. Simply having a different technician evaluate the car could have prevented the delays and frustration. Improve turnaround time for customers and increase productivity for all your technicians by creating a shop workflow vision. This course will focus on examples to help shop owners maximize EVERYONE'S time, including their own! 2:00PM-4:00PM Productivity + Efficiency = Profit Presented by Louie Sharp, Sharp Auto Body & The Gifted Leader This interactive session will be broken down in to two segments that will include experiential exercises to deepen your understanding. The productivity segment will cover: • What are the top 3 tasks for that desk or title? • Alignment to the mission, vision and goals of the organization • Leadership and workflow • How to empower your people to make the best decisions • Accountability—How to gamify in the positive The efficiency segment will cover: • Meeting expectations and deadlines • Importance of clear communication • Time management & how to teach your team • Operations and processes — why and how 4:00-6:00PM VENDOR SHOWCASE & SOCIAL HOUR Visit with industry sponsors and make some new contacts! • Catch up on the latest and greatest in products and services • Get answers to questions you haven’t had time to ask
AASP-MN News
AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE
MEET THE SPEAKERS
ACCOMMODATIONS Crown Plaza Minneapolis West 3131 Campus Drive, Plymouth, Minnesota 55441
Come a day early or stay an extra night to decompress after the conference while enjoying the hotel’s swimming pool, hot tub and restaurant. The Minneapolis area has much to offer guests young and old, so bring the kids too! Guest rooms include standard tier wireless internet (WiFi) access, free parking and several other amenities. To reserve a room at the discounted rate of $129 per night, call 763-5596600 by 3/24/22. Be sure to tell the reservationist you are with the Alliance block of rooms.
CHAD WEINSTEIN is president of Ethical Leaders in Action, LLC, and author of Thinking Aloud: Reflections on Ethical Leadership. Ethical Leaders in Action (ELA) provides leadership development, ethics education, and strategic consulting services to businesses and non-profits as well as public safety and health care organizations. Weinstein’s approach to ethics is positive, focused not on avoiding wrongdoing, but on helping business leaders at all levels to succeed by acting in ways that build trust and promote engagement.
enhance life.
DR. CINDRA KAMPHOFF is the CEO of Mentally Strong Consulting, a consulting company who provides mental training for individuals, teams, and groups. She is recognized nationally for her work and contributions to the field of performance psychology. As a leader, high-performance coach, author, professor, and speaker, Dr. Kamphoff brings passion, energy, and authenticity to her work with athletes, performers, and businesspeople. She believes we perform each day, and the strategies and skills used to enhance performance in sport are similar strategies and skills used to
AARON STOKES is a 22-year veteran of the automotive repair industry, who uses his experience to help other auto repair shop owners build successful businesses. Through his business, Shop Fix Academy, he provides innovative management coaching and training based on the knowledge he acquired growing the automotive repair chains, Eurofix and Autofix. Stokes created Shop Fix Academy to provide comprehensive training for shop owners delivered through user-friendly videos, conferences, one-on-one coaching, and peer groups to ensure that participants receive maximum value for their money. Stokes also offers consumers advice on automotive repair through his radio show, “Fixin’ Cars with Aaron Stokes,” broadcast weekly on Nashville’s 99.7 WTN. LOUIE SHARP is a nationally renowned, world class speaker with over 11 years of professional speaking experience. He has been seen on NBC and ABC, as well as delivering keynote speeches for distinguished companies such as DuPont, Edward Jones, Sage, and Axalta Coating Systems. Louie is a successful business owner in his own right. He started his first company, Sharp Auto Body, at the age of 23 and 40 years later it is still going strong. He is also a published author of The Gifted Leader—How to Grow Your Business for More Profit & Freedom!
AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION FORM Name: _______________________________________________________________________________________________ Company:____________________________________________________________________________________________ Address: ________________________________ City: _____________________________ State: _____ Zip: ____________ Email: ___________________________________________ Phone: _____________________________________________
Registration includes lunch, social hour & vendor showcase! Early Bird Pricing (before 3/24/22)
Standard Pricing (after 3/24/22)
$195 Member/$225 Non-Member ea.
$225 Member/$250 Non-Member ea.
Payment Options: ____Check enclosed. Payable to AASP-MN ____ Credit Card* (VISA, MC, DISC, AMEX accepted) *NOTE: We add a 3% surcharge to all credit card payments. This surcharge is not greater than our total cost of accepting credit cards. Surcharge does not apply to debit cards. Card Number: ___________________________________________________________ CVC #: _____ Expires: ____ /_____ Billing Address: _______________________________________________________________________________________ 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 4/1/22 in order to qualify for a full refund. After 4/1/22 no refunds will be issued and no-shows will be billed.
AASP-MN News
February 2022 | 17
by Chasidy Rae Sisk
COVER STORY
Shops Keep Pace with Industry Challenges and Look to Lessons Learned for the Future A year ago, many shops never would have envisioned that 2022 would begin with an overwhelming amount of work, yet that’s exactly the situation that repair facilities find themselves facing. In fact, a recent CRASH Network study indicated that 95 percent of shops reported a backlog in the third quarter of 2021, compared to just 43 percent at the beginning of 2020. “Our current work in progress (WIP) is much higher due to lengthy parts delays that increase cycle times; we’re seeing issues from shipping, short supply of parts and lack of staff at dealerships and OEMs, and the confusion it causes about when we’ll receive the parts makes it difficult to keep customers informed,” states Travis Doyle (Arrowhead Auto Body; Duluth). “We’re also seeing more repairable cars which has forced us to schedule out much further than in prior years.” “A perfect storm of events have caused shops to reach this max capacity situation,” suggests Jesse Jacobson (Heppner’s Auto Body; Woodbury). “Parts delays throw a wrench into small and large repairs; a $20,000 job can be delayed because of one part. We do our best to identify all parts during disassembly, but even then, a part that’s in stock one day may be on backorder by the next morning. eV hicle complexity also continues to increase administrative and technical work to every repair. “Used car values are up 34 percent, and new car values are up eight percent, and more cars being fixed versus totalled means larger repairs that take longer, require more parts and tie up space,” he continues. “In the past, as a MSO, we could move vehicles to a less busy shop, but all shops are in the same boat. It has been stressful on our employees, but they’ve worked really hard and show great resilience for which we are grateful.” Unfortunately, not all shops have enough employees to process the work. “We’re booked out to May, and we really need more qualified technicians,” DeeAnn Cluff (Aitkin Body Shop; Aitkin) explains. “It’s a dying breed; there aren’t as many kids learning the trade in tech schools, while many techs are ready to retire. The lack of help really limits how many vehicles we can process in the shop.” “Right now, we’re filled to capacity and booking out as far as we can,” says Jamie Schlechter (180 Collision Inc; Young America). “Parts delays and the tech shortage impacts us, but our biggest challenge has been the increase in administrative work from insurance companies, often adding days to our cycle time.” Cluff agrees: “Insurers try to reduce their time by using photo estimates, but then we have to process a supplement.
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It’s double the work, yet no one wants to pay us forour time to handle the additional administrative burden.” With experts predicting that many of the problems facing repairers will continue into 2022 – and likely beyond – shops are implementing the lessons they’ve learned in the past two years to reframe some of their business practices, ensuring their shop’s future success. “The biggest thing we’ve learned is to write a complete estimate from the beginning of the process. Accurate blueprinting and making sure we have all the parts on site before we take in a driveable car has been vital to keeping up with the workload challenges,” according to Schlechter. “We communicate constantly with the vehicle owner, and fortunately, our customers have been very understanding about the parts delays.” “We set customers’ expectations so they know there’s an unprecedented parts shortage that’s causing repairs to take longer than normal,” Doyle contributes. “As life settles into our ‘new normal,’ we plan to use our hard-learned lessons to our advantage in the future. In the past two years, we learned a lot about scheduling, parts management and blueprinting, and our whole staff has also learned to be patient with parts providers, customers and insurance companies which helps reduce our day-to-day stress.” “We’re a normal small business in a small town,” Cluff acknowledges. “We’ll keep doing everything we can to safely repair our customers’ vehicles and help our business survive.” “Going into the pandemic, we assured our employees that we’d do everything possible to retain our staff so we could be stronger coming out, and by staying employee-focused, we upheld that promise and only lost two employees out of 8 team members across our six locations,” Jacobson shares. “We learned to stay focused on our values and principles. When we created our core values six years ago, we had no idea how important they’d be, but during these difficult times, we leaned on them to guide us in the right direction; they’ve been instrumental in guiding us through the pandemic to ensure we’ve implemented solid business principles and practices to succeed in the future. “Operationally, many things have changed that won’t return to the old ways, but I don’t think we’ve yet settled into our ‘new normal,’” he continues. “We’re exploring how we work and communicate with customers, insurers, suppliers and vendors to ensure we’re as effective as possible. Now is a great time to make changes to the way you want to do business in the future.”
AASP-MN News
AASP-MN News
February 2022 | 19
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CASH IN ON YOUR MEMBERSHIP BENEFITS!
CBIZ Provides AASP-MN Members a “One Stop Shop” for Insurance Needs CBIZ is the recommended insurance agency for property and casualty, workers’ compensation and employee benefits coverage for members of AASP-MN. CBIZ has developed a program designed specifically for members of the Alliance which includes: Property & Casualty - CBIZ 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. A seven percent dividend totaling over $183,000 was distributed in 2020 to participating members! CBIZ and United Fire 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.
Workers’ Compensation – With over 20 carriers, CBIZ has the flexibility to offer you the best coverage at an affordable price. Contact Brad Schmid to get a quote before your policy renews. Employee Benefits - CBIZ, 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
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AASP-MN MEMBER BENEFIT PROGRAMS PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE CBIZ AIA Contact: Brad Schmid 763-549-2247 / bschmid@cbiz.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 cuttingedge 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.
REPAIR SHOP PRODUCTS/SERVICES DISCOUNTS CARS COOPERATIVE Contact: Stephenie Sheppard 405-547-4077 / membersupport@cars.coop Members receive discounts on a variety of products and services they use every day! From discounts on paint and rental cars to office supplies and phone services. Over 50 programs available!
EMPLOYEE VOLUNTARY BENEFITS Colonial Life Contact: Deb Ferrao 612-600-4135 / deb.ferrao@coloniallifesales.com or Tracy Bailey 612-801-0139 / tracy.coloniallife@gmail.com Dedicated representatives can help members transform their benefit package with competitive rates, value added services at no cost and complimentary legal document preparation service. Colonial Life has the tools and flexibility to create a plan to fit everyone’s needs. UNIFORM & LINEN SUPPLIES Aramark Contact: Rick Krenz 612-616-5290 / krenz-richard@aramark.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/Aramark 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.
22 | February 2022
INFORMATION PROVIDERS Mitchell 1 Contact: Mitchell 1 Representative 888-724-6742 Mitchell 1 offers AASP members special discounts on the Mitchell 1 family of integrated software tools. Mitchell International Contact: Mitchell International Representative 800-238-9111 AASP members receive a 15% discount on any Mitchell RepairCenter TechAdvisor package. Visit ww.w.mitchell. com/ products-services/collision-repair-shop-solutions/ cloud-estimating for more information. TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-288-6220 Members enjoy discounted prices on the industry’s #1 technical information hotline, Direct-Hit. 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. 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.
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BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discounted rates on printed business forms and calendars. SAFETY COMPLIANCE Complete, Health, Environmental & Safety Services 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 one-on-one sales and management coaching programs (covering financial planning & analysis, strategic marketing, leadership and personnel development) without long-term commitments. Members also receive a 20% discount on monthly sales & management webinars as well as a 20% discount on all 180BIZ advisor training programs. LIVE-ONLINE & ON-DEMAND TECHNICAL TRAINING AUTOMOTIVE SEMINARS Contact: Tim Houghtaling 920-866-9813 / tim@automotiveseminars.com Discounted pricing to AASP-MN members on all liveonline events, as well as on-demand training videos. Automotive Seminars specializes in diagnostic training that provides automotive technicians with knowledge, testing techniques and data interpretation skills needed to diagnose today’s vehicles. The live-online events and on-demand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.
AASP-MN News
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