AASP-MN News February 2023

SEAT

Dan Gleason

STAFF

EXECUTIVE DIRECTOR

Linden Wicklund

OFFICE MANAGER

Jodi Pillsbury

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EDITORIAL & CREATIVE COORDINATOR

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OFFICE MANAGER

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PRODUCTION COORDINATOR

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UPCOMING EVENTS

Knowledge is Power

By Linden Wicklund, AASP-MN Executive Director

About once a week, I am on the road going to events or visiting members in their shops. I seek out firsthand information on what makes businesses thrive in their specific circumstance and what causes them to struggle. I look for themes and collective imbalances that the association can help with.

It doesn’t matter if your shop is negotiating for fair pay from insurance giants or competing with dealerships for business or trying to access information from OEMs, the power dynamics of who has more knowledge impacts daily business. Dealers, OEMs and insurance companies are big businesses with large pools of data to gleam information from. Independent shops simply do not have the same amount of data to leverage. And yet, independent shops still thrive. Particularly those who know their own data and how to apply it.

One of the core principles of all associations is “members are stronger together” and can compete with big business. Often in practice this means reminding businesses, and the people in them, in a myriad of ways: “You are not alone.” So, what about information sharing? Yes, big businesses have big data and lots of power through that. And yes, the laws that inhibit these businesses from becoming monopolies, also inhibit sharing information (such as pricing) that could be construed as conspiring to inhibit competition. What about information that is gathered in mass, synthesized and sold to only those big players who can pay for it? What about fear mongering and all out bluffs? What about when lawful ownership and sale of the data is in question?

As an association, AASP-MN members and staff are here to remind you that you are not alone and can play the game differently; together we can even change the game. The Alliance is built off the strength that comes from individual entrepreneurship, a spirit of doing things differently. So no, we are not a great “melting pot” trying to homogenize into succeeding in the same way or spout “this is the way to do it best.” We are here to help members figure out how they can uniquely “do it best” for their business in their unique market with their unique skills and abilities.

We are here for those moments when the big knowledge giants claim “you are the only one” to make you back down. Or when they claim to know more about your customers than you do. Or even when they attempt to leverage power in ways that undermine the core values of healthy competition. We are here to give you critical industry knowledge, to teach you to gleam knowledge on your own business and to collectively speak up when power dynamics need to be put in check.

Personal Note: I recently lost my mother-in-law, who was also one of my very best friends. She was larger than life in so many ways. She was a hero in her small town of Solon Springs, WI. As I prepared for her funeral, I came across this poem that reminded me of all of you. Your businesses and the passion you pour into them is deeply local. You show up in times of need for your customers. Your work impacts their everyday lives.

LOCAL HEROES: The Feast of All Souls, 2001

by Thomas Lynch

Some days the worst that can happen happens. The sky falls or evil overwhelms or the world as we have come to know it turns toward the eventual apocalypse long predicted in all the holy books— the end-times of old grudge and grievances that bring us each to our oblivions. Still, maybe this is not the end at all, nor even the beginning of the end. Rather, one more in a long list of sorrows to be added to the ones thus far endured, through what we have come to call our history— another in that bitter litany that we will, if we survive it, have survived. God help us who must live through this, alive to the terror and open wounds: the heart torn, shaken faith, the violent, vengeful soul, the nerve exposed, the broken body so mingled with its breaking that it’s lost forever. Lord send us, in our peril, local heroes. Someone to listen, someone to watch, someone to search and wait and keep the careful count of the dead and missing, the dead and gone but not forgotten. Some days all that can be done is to salvage one sadness from the mass of sadnesses, to bear one body home, to lay the dead out among their people, organize the flowers and casseroles, write the obits, meet the mourners at the door, drive the dark procession down through town, toll the bell, dig the hole, tend the pyre. It’s what we do. The daylong news is dire— full of true believers and politicos, bold talk of holy war and photo-ops. But here, brave men and women pick the pieces up. They serve the living, caring for the dead. Here the distant battle is waged in homes. Like politics, all funerals are local.

First Weeks of Session Bring Quick Action on Federal Tax Conformity, Sets Table for Budget Bills

The 2023 legislative session is off to a fast-paced start. For the first time since 2014, one party, in this case, the DFL controls both legislative bodies and the Governor’s office. DFL leadership has identified its key priorities and has begun to move on some of them. The most bipartisan of these priorities is tax conformity (aligning federal and state tax policy), with committees hearing legislation during the first week of the session. The tax conformity legislation has flown through the process and already passed the House and Senate floors and was signed by the Governor during the second week of the new session.

More controversial issues getting early traction in the committees include: codifying the right to abortions, legalizing adult-use marijuana and amending the state’s renewable energy goals to accelerate the transition to carbon-free energy sources. Other key priorities that will be front and center include a new paid family and medical leave program, exempting taxes on social security and

by Sam Richie & Shannon K. Mitchell, AASP-MN Lobbyists

investments to address the rising costs of child care. Also, expect a bonding bill and significant investments into education, health and human services and housing, given the record-breaking $17.6 billion surplus.

AASP-MN will again be advocating for legislation requiring insurance companies to accept or deny claims within three days. This year, the proposed legislation includes a penalty provision. If insurance companies do not adhere to the three-day requirement, they must pay a daily storage fee to shops. AASP-MN is also considering additional legislation and will monitor and support legislation that advances workforce development priorities in the auto repair industry, such as tuition reimbursement or tax credits, to name a few.

Incoming legislators include almost a third who are newly elected. There are also new chairs in some of the industry and AASP-MN’s key committees including

continued on pg. 9

In Memory: Rich Udenberg

It is with great sadness that we announce the unexpected passing of long-time member and former board member Rich Udenberg of Cannon Auto Repair, Cannon Falls.

Rich began his career in the automotive repair industry in 1976, when he was hired as a detailer and oil change technician at a local dealership. In a few short years, he became a GM-certified master technician. After 20 years in the dealership environment, Rich went to Zumbrota Bearing & Gear, where he learned the ropes of transmissions and differentials. In 1999, he took a job at Cannon Auto Repair as lead technician and, in 2002, purchased the business.

Cannon Auto Repair has been a member of AASPMN since 1994. Rich was active on the Mechanical Advisory Committee from 2008-2012 and served on the association’s Board of Directors from 2009-2012. He was an active member, participating in many AASP-MN conferences, programs and events through the years. Rich and his crew also participated in the Race for Automotive Education for the past several years.

We extend our condolences to his wife of 34 years, Jan; his daughter Ashlan and son-in-law Toby Kaplan; grandchildren, Lincoln and Sophia; his dog, Bear and other family and friends.

Member Recruiter of the Year Award

The Alliance is pleased to announce Tom Archambault (BLVD Autoworks; St. Anthony) has won the 2022 Member Recruiter of the Year contest. The award honors members who recruit or provide leads for prospective members to the Alliance. Tom recruited one member in 2022 and will be recognized April 5 during the Annual Meeting & Leadership Conference for his efforts.

“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 Linden Wicklund, AASP-MN Executive Director.

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.

To learn more about the Member Recruiter of the Year program, contact the AASP-MN office at (612) 6231110 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 $500 - $1,500 per student and can be applied toward tuition or tool purchases.

Applicants must be enrolled in a Minnesota-based ASE-accredited automotive program in the fall of 2023. Applications will be reviewed by a committee of industry representatives, with consideration given to scholastic achievement, education, career goals, financial need and written recommendations. Applications must be submitted electronically or postmarked no later than March 31, 2023.

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 $310,000 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.

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 collegelevel automotive service and collision repair programs, and, ultimately, into industry workplaces.

• MNCARS has been running a successful program called Adopt-a-School over the last handful of years and is now expanding the program to reach even more schools! Instead of selecting two schools to focus on, MNCARS now invites all schools to come forward with requests for support. This could mean asking for tools, cars to work on, materials, or volunteer expertise and time. Reach out and let us know if there is a school near you that could use some MNCARS support!

Take advantage of the resources in the MotorMouth toolbox at carcareers.org/motor-mouth. Get out and get active in your local community promoting industry careers!

Sponsorships Available for AASP-MN Annual Meeting & Leadership Conference

Vendor sponsorships are now available for the AASP-MN Annual Meeting & Leadership Conference, April 4 and 5, 2023, at Minneapolis Marriott Northwest, Brooklyn Park. 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 aasp@aaspmn.org

2023 Membership Dues Are Due!

If you have not yet paid your 2023 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!

Year-Long Sponsorships Support AASP-MN’s Educational Programs & Other Activities in 2023

Recently, AASP-MN asked for year-long sponsorships from its Associate members and other industry vendors to help support educational programs and other activities in 2023. 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

Auto Value / Benco

CBIZ

FinishMaster

ShopMonkey

Silver Sponsors

Aramark

Axalta Coating Systems

Colonial Life

Heartman Insurance

O’Reilly Auto Parts

PPG Automotive Refinishes

United Fire Group

Bronze Sponsor

aaa Auto Parts

Auto Value / Benco

C.H.E.S.S.

Dentsmart PDR

Radco

$30 Billion DIFM Surge After COVID-19

Parts and Labor volume of the Do-It-For-Me (DIFM) light vehicle market surged by $30 billion during 2021 and 2022, at user-price, following the 2020 onslaught of COVID-19. This historic rebound was not evenly distributed among the seven major groups of light vehicle DIFM outlets.

Four of the seven groups of outlets generated more than 85 percent of the DIFM Parts and Labor surge over the past two years. Additional analysis of this DIFM rebound and the performance of each of the seven groups of DIFM outlets will be reported in future Lang iReports. A full analysis of the 2022 DIFM market will be completed in several months.

DIFM Parts & Labor Surge

The $30 billion rebound of Parts and Labor (Purchased Service) volume over the past two years is the largest surge ever recorded by the light vehicle DIFM market in the U.S.

It reflects the strength of the DIFM market and the pent-up demand for aftermarket Parts and Labor following the onslaught of COVID-19, which blasted a double-digit decline across the 2020 DIFM market.

Biggest DIFM Outlet Winners in 2021 and 2022

Three factors forged winners and losers among DIFM outlets: the evolving mix of foreign and domestic nameplates on U.S. roads, the growing technical complexity of light vehicle repair and the changing competitive strengths of DIFM outlet groups.

Four outlet groups generated over 85 percent of the $30 billion DIFM volume surge (Parts and Labor) during 2021 and 2022: Repair specialists, vehicle dealers, service stations and garages and foreign specialists.

Repair Specialists

Repair specialists (outlets focusing on a limited array of vehicle repairs) accounted for approximately 29 percent of the $30 billion Parts and Labor surge during 2021 and 2022.

Lang Marketing estimates that repair specialists added more than $8.5 billion in Parts and Labor sales during these two years over 2020 levels.

Most of this gain was the result of repair specialists expanding their repair scope, coupled with their growing foreign nameplate repair.

Vehicle Dealers

Vehicle dealers rang up nearly a $7.6 billion increase

in Parts and Labor volume during 2021 and 2022.

This was the second largest gain of any DIFM outlet group and accounted for 25 percent of the $30 billion surge in DIFM sales.

Foreign nameplate dealers generated most of the repair growth (Parts and Labor) by vehicle dealers during 2021 and 2022.

Service Stations & Garages

Despite their diminishing population and market share, Service Stations & Garages ranked third in Parts and Labor growth during 2021 and 2022, topping a $5.0 billion gain.

Despite their loss of Parts and Labor share, Service Stations & Garages accounted for nearly 17 percent of the increase in DIFM volume during these two years.

Foreign Repair Specialists

Foreign repair specialists (outlets focusing on the repair of foreign nameplate cars and light trucks) were fourth in Parts and Labor gain during 2021 and 2022, up by nearly $5.0 billion. They generated almost 16 percent of the total DIFM rebound.

Their small population limited foreign specialists to fourth place in 2021 and 2022 Parts and Labor growth, but they rolled up the largest percentage increase in DIFM volume during these two years.

Other DIFM Outlets with Growth

Tire stores were fifth in Parts and Labor growth during 2021 and 2022, up $2.5 billion and accounting for over eight percent of total DIFM market growth. Discount stores/mass merchandisers with bays added $1.5 billion in Parts and Labor volume during 2021 and 2022, as they represented just over five percent of the $30 billion surge in DIFM Parts and Labor during these two years.

DIFM Outlets Losing Ground

Auto parts stores with bays declined in their share of 2021 and 2022 car and light truck DIFM Parts and Labor sales.

Despite the marketwide surge in DIFM Parts and Labor volume, auto parts stores with bays remained flat in light vehicle DIFM sales during these two years.

Labor Leads in DIFM Growth

Car and light truck parts accounted for approximately 47 percent of the 2021 and 2022 DIFM volume increase, while Labor (Purchased Service) represented about 53

percent of the estimated $30 billion DIFM rebound, at user-price.

Six Major Takeaways

• Light vehicle DIFM volume (Parts and Labor) surged by $30 billion during 2021 and 2022, at user-price, rebounding from the onslaught of COVID-19, which sent a double-digit plunge through the 2020 DIFM market.

• Repair specialists accounted for the largest share of the Parts and Labor rebound during 2021 and 2022, soaring by approximately $8.5 billion in DIFM sales.

• Vehicle dealers ranked second in the 2021-2022 DIFM rebound, expanding their Parts and Labor volume by an estimated $7.6 billion at user-price.

• Service stations and garages ranked third in the DIFM surge over these two years, topping a $5.0 billion Parts and Labor increase.

• Foreign specialists were fourth in the Parts and Labor rebound following the downturn in 2020 product volume caused by COVID-19, up nearly $5.0 billion over the past two years.

• Repair specialists accounted for over 29 percent of the spike in Parts and Labor volume during 2021 and 2022, followed by dealers at 25 percent, service stations and garages at 17 percent, foreign repair specialists at 16 percent, tire stores at eight percent, and discount stores/mass merchandisers with bays, recording a five percent growth share.

LEGISLATIVE UPDATE

continued from pg. 5

Senate Commerce and Senate and House Taxes. New leadership and committee rosters provide an excellent opportunity to educate chairs and members on some of the issues most important to AASP-MN members. AASP-MN is meeting with the chairs in the coming days and weeks to help advance our legislative agenda. We look forward to connecting AASP-MN members to their respective legislators on key committees to help advance impactful legislation and give elected officials an insight into members’ experiences.

Shop Here First!

AASP-MN Associate Member Directory

1 Collision Network - Milwaukee, WI

3M Center - St. Paul, MN

aaa Auto Parts - Rosemount & East Bethel, MN

AASP-MN BankCard Program - Minnetonka, MN

A-Con Recycling/A-Condition Wheel Service - Prior Lake, MN

Action Auto Parts of St. Paul, Inc. - St. Paul, MN

AkzoNobel - No. St. Paul., MN

Aramark - Minneapolis, MN

Arcon Solutions, Inc. - St. Paul, MN

Assessment Associates International - Minnetonka, MN

Auto Color & Industrial Supply, Inc. - St. Joseph, MN

Auto Electric of Bloomington, Inc. - Bloomington, MN

Auto Nation Parts Department - White Bear Lake, MN

Auto Value Parts Stores / APH - St. Cloud, MN

Automotive Recyclers of MN - Fridley, MN

Automotive Training Institute - Linthicum, MD

Autoshop Solutions - Apex, NC

Axalta Coating Systems - Andover, MN

BASF Corporation - Maple Grove, MN

Benco Equipment - St. Cloud, MN

Blue Rock Refinishing Solutions, LLC - Roseville, MN

Boulay Financial Advisors, LLC - Eden Prairie, MN

Buerkle Honda - White Bear Lake, MN

C.H.E.S.S. - West St. Paul, MN

CARS Cooperative - Perkins, MN

CBIZ - Minneapolis, MN

Cintas - Minneapolis, MN

Colonial Life - Princeton, MN

Cottens' NAPA - Anoka, MN

Crow River Glass, Inc. - Hutchinson, MN

CSI Accounting & Payroll - Minneapolis, MN

Dent Impressions - Rogers, MN

Dentsmart - Isanti, MN

Dorman Products - Colmar, PA

Elite Worldwide, Inc. - Rancho Santa Fe, CA

Enterprise Rent-A-Car - Eagan, MN

Factory Motor Parts - Eagan, MN

Finishing Touch Car Care - Oakdale, MN

FinishMaster - Fridley, Duluth & St. Cloud, MN

Heartman Insurance - Fairbault, MN

Heartthrob Exhaust - Litchfield, MN

IDENTIFIX - Andover, MN

LKQ - Minnesota - Albert Lea, Fridley & Northfield, MN

Lube-Tech & Partners - St. Paul, MN

Maguire Agency - Roseville, MN

Mark's Towing, Inc. - Eagan, MN

McClard & Associates - Hopkins, MN

Mitchell International - San Diego, CA

Mitchell1 - Ellisville, MO

Morrie's Automotive Group - Brooklyn Park, MN

Motor Parts & Equipment - Winona, MN

NAPA Auto Parts - 43 Central MN locations

NAPA Distribution Center - St. Louis Park, MN

O'Reilly Auto Parts - Brooklyn Park, MN

P.P.G. Automotive Refinishes - Stillwater, MN

Precision Diagnostics - Madison, WI

Proven Force Clutch and U Joint - Maple Grove, MN

Radco/Accessory Pro Warehouse - MN, IA, ND & SD locations

SATA Spray Equipment - Spring Valley, MN

Schmelz Countryside - Maplewood, MN

Sherwin Williams Automotive Finishes - Andover, MN

Shop Monkey - San Jose, CA

Smart Express - Burnsville, MN

Straight & Square Distributing, LLC - St. Cloud, MN

Suburban Chevrolet - Eden Prairie, MN

Sunbelt Business Advisors - Minneapolis, MN

The Flasher Scope & Scan Diagnostics - Prior Lake, MN

United Fire Group - Hugo, MN

Valley Imports - Fargo, ND

Wakeman Equipment Sales, Inc. - Jackson, WI

Wirthco Engineering, Inc. - Edina, MN

Sharing Success: How Three Neighboring Automotive Shops Cohabitate and Thrive

Succeeding in business doesn’t have to involve a cutthroat competition to the top (or the bottom).

Offer customers a positive experience and quality product, and there is no need to stomp onto anyone else’s turf – or in this case – onto anyone else’s lot.

Head on down to Mainstreet in Hopkins, and you’ll find three automotive shops just steps apart from each other who prove this concept to be true. All are independent. All different sizes. All with unique clientele. And all achieving success in their own way.

Clearly, each business is doing something right, as customers continue to choose these independent businesses over corporate auto service centers that also call the small town of Hopkins their home.

Dale Feste Automotive (1801 Mainstreet) is the largest of the three as far as building size and number of employees goes. Under the ownership of Tony Newman, the business features eight bays and functions via a team of seven who service all makes and models in all mechanical repair needs.

shop has been in business since 1968, when owner Brian Hartmann’s father, Paul, opened its doors. Brian grew up in the business and took over in 1997, when his father retired. He works with one other employee to provide general mechanical work to predominantly Asian and domestic vehicles.

Each shop owner has taken radically different approaches to their businesses when it comes to shop culture and the customers they service. Despite their multitude of differences, however, they all serve as great shops that offer the approachability and community connections that are exceedingly rare as the industry becomes more corporate and less personal.

Just a shop down, over to the left, lies Tommy’s Garage (1821 Mainstreet). The two bay shop, owned and operated by Tom Martins, has a staff of three, including himself. Tommy’s Garage specializes predominantly in European models including Volkswagen, Audi and Mercedes Benz.

Up the block, just a few doors down to the right, there’s an old service station with a parking lot full of antique cars, but appearances can be deceiving… Although there’s no signage located on the building, this location is home to Hopkins Auto Service (1701 Mainstreet). Its modest exterior gives no indication of the mechanical miracles happening within, including some incredible custom cars. The two bay, two-man run

On a surface level, it appears these shops all offer the same things, such as basic automotive service, diagnostics and maintenance – and they do – but each shop has established a certain clientele they service best. For example, for a customer driving an older vehicle in need of an engine rebuild, the likely choice among the three is Tommy’s Garage who focuses on such work.

“We do a lot of big jobs, including full engine rebuilds

Dale Feste Automotive

Tommy’s Garage

Hopkins Auto Service

and a lot of diagnostic work,” explains Martins. “We aren’t the shop that does many quick jobs. We can do those, but people come to me when they have bigger problems to be fixed.”

“A lot of my clientele drive older vehicles, so we work to help keep them running,” Hartmann offers a description of his shop’s main focus. “We can pretty much fix anything, but we mostly work on Asian and domestic made vehicles. I don’t work on a lot of European models; I leave those to others who specialize in it.”

At Dale Feste Automotive, there really isn’t any service or vehicle they don’t work on, and they have the flexibility to offer just about anything and everything. Newman started as an employee of the business in 2001 when it was owned by Dale Feste and later Tom Aldridge; Newman took over ownership of the shop in 2018. He believes the focus on providing good customer service is what sends their offering home.

He and his employees go out of their way to serve customers. If there’s a customer in need of a quick headlight or tire repair, or even a jump start, his team has the ability to just hop in and take care of it. Newman has even willingly loaned his own car to someone when no loaner cars were available to keep people on the road.

“The service people get and the way they are treated is key,” believes Newman about his shop’s offering. “I think we do a good job of taking care of customers. If something goes wrong, I’ll drop everything to jump in and get a game plan going to straighten it out.”

When it comes to advertising, all three shop owners said they rely most heavily on word of mouth.

“I haven’t paid for advertising in the 10-plus years I’ve been in business,” boasts Martins.

Hartmann sees his largest client base coming from people just spreading the word.

Newman has also seen many customers come through the doors via referrals from previous customers; however, he does take part in some marketing by mail. He mails four postcards per year and sends the occasional e-blast.

He also takes part in the community, teaming up with other businesses. For example, he’s offered ice cream coupons to the Dairy Queen across the street to customers waiting for service. In the springtime, when grilling season begins, Dale Feste’s has made a deal with local grocery stores to get customers a deal on

A Note From the Executive Director:

By Alana Quartuccio Bonillo and Chasidy Rae Sisk

burgers and chips. He’s now hoping to work with some new breweries in the area to offer a discount to their customers.

Newman has even loaned space at the back of the shop to his friend who does pottery work at no charge. The goal is to open the studio up to local groups such as the Boy Scouts or veteran groups to learn how to make pottery. He’s hoping to get more community events going by this summer.

All three shops have been long-time members of AASP-MN. Each owner appreciates the value they get from the network, training and information that is available to them. Hartmann finds the information he reads in AASP-MN News to be of great interest, and he feels the member benefits and training opportunities are useful. Martins finds great value in the networking opportunities that being a part of the association allows. Newman sees the Alliance as being a great sounding board to turn to with questions.

Although AASP-MN is responsible for bringing automotive shops together via its vast network, that was not the case here as Newman, Hartmann and Martins know each other because they are all Mainstreet neighbors.

All three men are in agreement that they don’t see the others as competition.

“People may think there is competition on Mainstreet, but that’s not it,” affirms Newman. “We are all relatively in the same market, but there’s no undercutting going on. I don’t try to get their clients. There’s no cutthroat attitude. I know these guys. We borrow tools and equipment from each other.”

“There are lots of cars to be worked on,” shares Martins. “We don’t have to steal work from each other. We all co-exist. We work on slightly different products, and we help each other. We all talk and bounce ideas off one another.”

Echoing that sentiment, Hartmann nicely sums it up. “We’re all friends. There’s enough people with cars out there. We all have our own clientele, so we don’t need to scavenge from anybody else.”

Once again, succeeding (or not) in business doesn’t have to involve cutthroat competition. Offering quality work and good customer service – and being part of a solid community – is all a business really needs to succeed amongst the big guns and the little guy down the street.

When starting a business or launching a new product, business owners are often asked: “what is the unmet need or problem your offering will solve?”

Our members each find their own unique way of positioning themselves and answering this question. It’s remarkable how varied shops are!

The Database Enhancement Gateway (DEG) helps improve the information in collision repair estimates through repairer feedback about vehicle-specific errors, omissions and inaccuracies in the databasae and labor times. If you are performing automotive repairs of any kind - collision or mechanical - you need to utilize the DEG! Check out some recent Database Inquiries - and their resolutions - below!

DEG Database: Open New Tab or Window – Database

Enhancement Gateway (DEG) has partnered with Phoenix Solutions Group (PSG) to redesign and update the DEG database and website.

DEG users can click on the “details” tab in the right column to view inquiries. We recommend to right click on the details tab and click “open link in new tab” or “open link in new window” to quickly see inquiries without losing the database screen.

CCC/MOTOR: Additional Seam Sealer on Welded Panels NOT INCLUDED – DEG Inquiry 23010 response from CCC/MOTOR states, “MOTOR feedback: The estimated work time includes replacing all seam sealer that was removed due to removal of part. Any additional seam sealer replacement would need to be an on-thespot evaluation.”

An example of additional seam sealer that would be NOT INCLUDED is a bed side replacement where additional seam sealer is needed at more locations than just the welded attachment point of the replacement part.

Audatex: Door Mirror O/H Feature – Some vehicle chapters in Audatex or Qapter Estimating will include the availability of Overhaul (OH) on the Door Mirror. This will allow repairers to quickly add the O/H feature for repair and refinish scenarios where a multi-piece component may need to be taken apart and reassembled.

All Three Systems: Core Charges Mitchell DEG Inquiry 21441

“Processing cores/returns for credit required by OEMs has not been factored into the labor allowance.”

CCC/MOTOR DEG Inquiry 17414

“Processing and administrative tasks related to parts core returns are not factored into MOTOR Estimated Work Times.”

Audatex DBRM Page 35

“Core Charges: Core charges may be required when purchasing some types of parts. The pricing provided by Audatex does not include any core charges (e.g. OEM, PXN, PXS, remanufactured bumpers, wheels, etc). When necessary, the need for core charges should be understood by all parties involved.”

More information about core charges can be viewed in the SCRS Quick Tips: “Don’t Overlook Core Charges” video.

Note: The estimating databases are all intended to be used as a GUIDE ONLY. View these tips and others at DEGWEB.ORG.

Crime Insurance

While you may think your business would never be the victim of theft, the harsh reality is that nearly every business can become a victim. Currently, thieves (including your employees) do not need direct access to cash to steal from you – merchandise, supplies and securities are all fair game.

While standard commercial insurance policies may provide some protection from criminal acts, they often do not cover losses resulting from fraudulent activities. Crime insurance was developed to deal with the limitations of other policies and extend protection to include coverage for a wide variety of wrongdoing.

Claims Scenario: Check Please

The company: A retail company specializing in consumer goods.

The challenge: Crime and fraud can affect businesses from many directions. Worse still, organizations can fall victim to these malicious acts due to the actions of employees themselves.

The vice president of finance at a national retail company created false vendor invoices. Simply by altering checks, the employee was able to embezzle $1.2 million over a 10-year span. As you can see, scams like these can persist for years, and many organizations don’t catch on until it’s too late.

Crime insurance in action: Simply put, any employee that has access to checks or financial information represents a crime and fraud exposure. Even directors, officers and other high-ranking officials pose a threat to a company’s bottom line.

Crime insurance can help organizations recover from the financial impact of fraudulent acts and the misuse of funds. What’s more, crime insurance can provide coverage from a variety of expenses related to business interruptions, recovering data, stolen funds and forensics.

Claims Scenario: The Phish are Biting The company: A design firm with minimal IT security.

The challenge: A design firm that uses their computer systems to store files and other intellectual property was recently the target of a phishing attack. The firm received an email from their bank, advising them of a new security program.

One of the company’s employees opened the email, which infected the firm’s network with malware. From there, cyber criminals were able to obtain the insured’s banking and password information and initiate a fraudulent electronic wire transfer. In total, the hackers’ actions cost the organization nearly $700,000.

Crime insurance in action: Computers and emerging technologies have made it easier than ever for individuals to carry out crimes against businesses. Crime insurance can provide a crucial layer of protection for any money or securities lost via computer fraud, which is an important piece to an effective cyber risk management program.

This is especially important when you consider that attacks like the one described above are increasing in popularity. Without the proper protection and coverage, businesses could have all of their assets drained with little to no recourse.

Learn More About Crime Insurance

As a leader within your organization, you want to trust your employees, the general public and the people you do business with. However, the reality is that no business is immune to the threat of crime and fraud. In fact, the Association of Certified Fraud Examiners estimates that a business can expect to lose five percent of its revenue to fraud each year.

Even if your organization takes the necessary precautions, you could still end up the victim of employee fraud and similar crimes. The only way to ensure your company has the protection it needs is through crime insurance.

To discuss your unique risks and to learn more about crime insurance policies, contact Brad Schmid at (763) 549-2247 or bschmid@cbiz.com.

Why Join WIN?

WIN offers education, mentoring and leadership development opportunities to build critical skills for success in the collision repair market.

• Local/Regional Networking Events

• Annual Education Conference

• Educational Webinars

• Mentoring Opportunities womensindustrynetwork.com

• Scholarship Program

• School Outreach Program

• Most Influential Women (MIW) Award

Greco Publishing has successfully served the automotive repair industry for over 30 years in print, online and as an association liaison. Our publishing team handles all pre-press production in-house, from ad design to editorial layout.

Management Requirements for Handling Waste Antifreeze

Do you want to be in compliance, protect the environment, and avoid violations regarding the handling and disposal of waste antifreeze? This article provides information on how you can keep your business compliant.

What are the potential effects?

Antifreeze is a yellowish-green liquid used as freeze protection and as a heat transfer medium of motor vehicles, heavy equipment etc. Commonly referred to as coolant, it serves as a lubricant for moving parts and frequently contains ethylene glycol, a material that is toxic to humans and animals.

As a toxic product, it must be handled with care to prevent accidental poisonings as improper storage and disposal of antifreeze has resulted in fatal poisonings, contamination of underground water, etc. Furthermore, used antifreeze may contain levels of dissolved heavy metals that can also be toxic to animal life and may contaminate soils if improperly managed.

When is waste antifreeze regulated?

Waste antifreeze is antifreeze that is no longer useable for its intended purpose due to the buildup

of heavy metals or loss of its original properties and is intended for storage, reclamation, or disposal.

• If the used antifreeze must be reclaimed before it can be reused as antifreeze, will be disposed of or will be used for another purpose, it is regulated as a waste in Minnesota.

• In Minnesota, used antifreeze that is reused as antifreeze without first being reclaimed is not considered a waste.

Most states have regulations for the management and disposal of waste antifreeze, regardless of whether it is a hazardous waste. In Minnesota, if you follow the three management practices listed below, you may assume that some of your waste antifreeze is not a hazardous waste. You must:

• Segregate used antifreeze that looks or smells like it contains gasoline or oil and antifreeze from vehicles that have other damage likely to cause contamination and manage as a fully regulated hazardous waste.

• Store the rest of your antifreeze in closed, clearly labeled containers,

for example “Waste Antifreeze.”

• Keep records of the amount of antifreeze in both categories mentioned above and the management method- disposal or recycling, including recycling or disposal receipts. Keep the records for three years from the date of disposal or recycling.

Note: If you do not follow these management practices, you must assume all your waste antifreeze is hazardous waste, unless you evaluate it for, at a minimum, heavy metals and benzene contamination and document it as non-hazardous. Hazardous waste antifreeze must be shipped off site using a hazardous waste manifest.

Waste Antifreeze Disposal

Do not pour waste antifreeze in a stormwater drain, on the ground, into septic systems, into floor drains or mix waste antifreeze with solid waste or used oil. Immediately clean up any spills of antifreeze.

The Minnesota Pollution Control Agency (MPCA) strongly recommends recycling waste antifreeze. Non-hazardous waste antifreeze may be recycled on or off site. If you recycle on site, assume the resulting sludge or still bottoms are hazardous unless evaluated and documented as non-hazardous. Do not mix them with used oil. If you do not recycle your waste antifreeze at your facility, it may be recycled offsite by an EPA approved facility.

If you generate less than 600 gallons of waste antifreeze a year, you may have the option to discharge the waste antifreeze to the sanitary sewer. To do this, you must comply with the following:

• Notify the Publicly Owned Treatment Works (POTW)/sewage treatment plant of your intended antifreeze discharge.

• Comply with any discharge limitations, conditions and prohibitions required by the POTW.

• Record of the amount of antifreeze generated including when it was generated. Records should be kept for three years from the date it was generated.

The MPCA has a fact sheet with more details about Waste Antifreeze at: pca.state.mn.us/sites/default/ files/w-hw4-02.pdf. You can also contact the MPCA Small Business Environmental Assistance Program for confidential assistance on regulatory matters at: (651) 282-6143 or e-mail smallbizhelp.pca@state. mn.us

CASH IN ON YOUR MEMBERSHIP BENEFITS!

AASP National Benefits Available to AASP-MN Members!

Website and Internet Marketing Solutions

Autoshop Solutions, the leader in internet marketing for the automotive aftermarket, has developed and launched the most cutting-edge marketing platform for auto shops. RPM is an all-in-one program that bundles your website, pay-per-click, search engine optimization, social media and much more! For more information, visit autoshopsolutions. com or contact Tony Mercury at (919) 267-1731 or tony@ autoshopsolutions.com

Information Providers

IDENTIFIX offers AASP members discounted pricing on the industry’s number one technical repair information subscription, Direct Hit. For more information, contact Customer Service at (800) 288-6210 or visit identifix.com/ service-maintenance-repair.

Mitchell International offers AASP members a 15 percent discount on any Mitchell RepairCenter ™ TechAdvisor package. Call Customer Service at (800) 2389111 or visit mitchell.com for more information.

Mitchell 1 offers AASP members special pricing on Mitchell’s family of integrated online solutions. For more information, contact Customer Service at (888) 724-6742, ext. 6986 or visit mitchell1.com/alt-home/index.html

Business Coaching

180BIZ offers members a 25 percent discount on Rick White’s Pocket Business Genius subscription, offering independent auto shop owners fast access to actionable business advice from a leading industry expert. For more information, call (540) 833-2014 or email info@180biz.com

Condition Now

A platform that allows shops to supplement the accident or damage information reported on Carfax and Autocheck vehicle history reports. AASP members receive a discounted inspection rate, allowing them to generate additional revenue from their retail and dealer customers. For more information, call (888) 868-5440 or visit conditionnow.com/ body-shop

Online Education Portal

AASP members have access to free webinars designed to enhance management skills and help their business thrive. Live webinars from home or office. Archived webinars available 24/7. Visit elearning.autoserviceproviders.com to check it out.

For more information about any of the AASP National programs above, contact the AASP-MN office at (612) 6231110 or aasp@aaspmn.org

AASP-MN MEMBER BENEFIT PROGRAMS

WEBSITE AND INTERNET MARKETING SOLUTIONS

PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE

CBIZ

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.

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.

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.

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!

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!

INFORMATION PROVIDERS

Mitchell 1

Contact: Mitchell 1 Representative 888-724-6742 ext. 6986 Mitchell 1 offers AASP members a $10 per month discount on any eligible Mitchell 1 subscription.

Mitchell International

Contact: Mitchell International Representative 800-238-9111 AASP members receive $350 off Mitchell's MD-500 allin-one solution for scanning, calibration, estimating, and blueprinting.

TECHNICAL INFORMATION HOTLINE

IDENTIFIX

800-745-9649

Members enjoy a 20% annual savings on Direct-Hit and Direct-Help subscriptions, the industry's most reliable source for experience-based repair information.

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.

BUSINESS FORMS/CALENDARS

AASP-MN

Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org

Discounted rates on printed business forms and calendars.

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).

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.

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 ondemand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.

BUSINESS COACHING

180BIZ

540-833-2014 / info@180biz.com

Members receive a 25% discount on Rick White's Pocket Business Genius subscription, offering independent auto shop owners fast access to actionable business advice from a leading industry expert.

SHOP SOFTWARE

Condition Now

888-868-5440 / conditionnow.com/body-shop

A platform that allows shops to supplement the accident or damage information reported on Carfax and Autocheck vehicle history reports. Every AASP member receives a discounted inspection rate, allowing them to generate additional revenue from their retail and dealer customers.