AASP-MN News March 2019

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March 2019

Annual Meeting and Leadership Conference Registration

PLUS: 2018 Winners’ Circle Recipients Announced Your Champion. Your Ally. www.aaspmn.org

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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. 2019 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 2018 - 2019 PRESIDENT Will Latuff IMMEDIATE PAST PRESIDENT Wayne Watson SECRETARY-TREASURER Carl Thomas

CONTENTS Vol. 28 No. 3

PRESIDENT’S MESSAGE ............................................................4 You Can Make a Difference Too!

by Will Latuff, AASP-MN President LEGISLATIVE UPDATE................................................................5 AASP-MN Outreach and Initiatives

by Kevin Walli, AASP-MN Lobbyist LOCAL NEWS ............................................................................6 NATIONAL NEWS ......................................................................8

COLLISION DIVISION DIRECTOR Matthew Feehan

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ..................................................13

MECHANICAL DIVISION DIRECTOR Randy Notto, AAM

DEG ESTIMATING TIPS ..............................................................18

ASSOCIATE DIVISION DIRECTOR Dave Bock COLLISION SEATS Bruce Tschida, AAM Randy Miller MECHANICAL SEAT Tom Archambault

STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE OFFICE ADMINISTRATOR Jodi Pillsbury MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 FAX: 973-235-1963 PUBLISHER Thomas Greco | thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli | alicia@grecopublishing.com CREATIVE DIRECTOR Lea Velocci | lea@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten | joel@grecopublishing.com EDITORIAL & CREATIVE COORDINATOR Alana Bonillo | alana@grecopublishing.com OFFICE MANAGER Donna Greco | donna@grecopublishing.com DESIGN ASSISTANT Christoper Rizzi | chris@grecopublishing.com www.grecopublishing.com

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES ..21 How Much Do Injuries Cost You?

by Janet L. Keyes, MS, CIH CASH IN ON YOUR MEMBERSHIP! ............................................25 The Partner You Need to Do Your Image Proud AASP-MN MEMBER BENEFIT PROGRAMS..................................26 UPCOMING EVENTS April 11 AASP-MN Annual Meeting & Leadership Conference Delta Hotels by Marriott 1330 Industrial Blvd. NE Minneapolis, MN 55413

April 13 SkillsUSA Competition Hennepin Technical College 9000 Brooklyn Blvd.

Brooklyn Park, MN 55445

June 18 AASP-MN 25th Annual Golf Outing Keller Golf Course 2166 Maplewood Dr. Maplewood, MN 55109

ADVERTISERS’ INDEX aaa Auto Parts ....................................................8 Akzo Nobel ..........................................................20 AmeriPride ............................................................25 Axalta Coating Systems ..................................IFC Buerkle Hyundai..................................................16 CBIZ - AmeriTrust - UFG ..................................19 Choice Auto Rentals..........................................10 Dentsmart ............................................................18 FinishMaster ........................................................4 Inver Grove Honda/Inver Grove Toyota ....23 Jack McClard........................................................23 Keystone ..............................................................24 Maplewood Toyota............................................5

AASP-MN News

Mills Parts Center ................................................24 Mopar......................................................................24 Morrie’s ................................................................10 Motorwerks BMW ..............................................IBC MPA ........................................................................17 PAM’s Auto ..........................................................7 Proven Force........................................................OBC Reliable Automotive Equipment....................22 Rosedale Chevrolet............................................11 Roseville Chrysler ..............................................24 Sherwin-Williams ................................................12 Straight & Square................................................11 Toyota Group ......................................................9

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PRESIDENT’S MESSAGE

You Can Make a Difference Too!

by Will Latuff, AASP-MN President

Hard to believe a year has passed since my term as AASP-MN President began. 2018 was a great year and it was an honor to serve as your President at the Alliance. I wanted to take a moment and reflect on the past year with the Alliance and highlight a few things happening in the near future.

While it may have been unbelievably chilly just a few weeks ago, last summer the weather was fantastic. The Alliance was in full swing fundraising for the MNCARS initiative. Through the efforts of members like you, the Alliance was able to raise over $42,000 for the MNCARS campaign through the epic motorcycle raffle that was held at the Veit Automotive Foundation in Buffalo! This was a giant win for the industry in promoting careers in the automotive sector. The bike raffle highlighted people’s willingness to give, donate and support the collision and mechanical repair industries we call home. The bike raffle’s success was definitely a proud moment for the Alliance and our industry in Minnesota.

Another accomplishment in 2018 was a successful facelift for AASP-MN. This refresh was a result of input from Mercury Creative Group and a panel of members. This was no small task. The initial branding session lasted two days and was critical in refreshing the association logo and appearance, as well as key messages and communication

4 | March 2019

strategies. The brand refresh process required much more time to complete – but it was worth it! If you haven’t noticed the new logo touting the “Alliance,” keep an eye out for emails, letters and communications from the Alliance which will showcase this snazzy new look. For instant gratification, simply look at the cover of this magazine or visit www.aaspmn.org and check it out. The new look rolled out in January.

In case you weren’t aware, 2018 was also an election year in Minnesota. The legislature and governor were up for election. There was a hint of unknown in the political landscape during the campaigns and we all received more negative ads than we could ever dream of. The Alliance’s resources of Kevin Walli and Sam Richie from the Fryberger law firm provided diligent watch as the election unfolded.

Their knowledge and diligence is key to the Alliance’s presence and effectiveness at the State Capitol. We are excited to see what 2019 will bring for progress in our state.

Now to look forward to a few exciting things happening with the Alliance. First, on April 11, the Alliance will be hosting its annual meeting and leadership conference. This year is very special. The line-up of education and sponsors are fantastic. While some of the content will be specific to the mechanical or collision industry, there are two speakers who I am very excited to see and their content applies to both industries. The Alliance is proud to have Mike & Mike presenting at the leadership conference. The first Mike is Mike Anderson of Collision Advice, who is world renowned for his collision industry knowledge. The other Mike, Mike Jones, is the president of Discover Leadership Training. Both Mike Anderson and I are graduates of Mike Jones’s training.

Mike Jones is an electric, energizing and game-changing individual who will be delivering the lunch keynote address, titled “Play Like a Rookie.” Saying you don’t want to miss this event is an extreme understatement! You will benefit from the messages the Mikes bring to the table.

Another great event that will happen at the annual meeting is Carl Thomas from Lancer Service stepping up assuming the role of President for the Alliance. Carl is an extremely driven individual who runs two successful businesses. I am personally excited to watch him lead the Alliance in 2019.

Finally, in my closing thoughts and last message as your President, I want to let you know that you can make a difference. My experience with the Alliance has been invaluable. While my involvement with the association is not over, I would encourage all members to volunteer to serve the association. The Alliance provides an opportunity for growth as a professional, for networking, for support and for making a difference in something bigger than you. I am a firm believer that givers gain. Do it for you, do it for your industry, do it for the future. It is people like you, that care, that take action, that answer the call, that make the difference. Thank you so much to our members statewide; you are special and you make a difference. The Alliance is proud to serve you!

AASP-MN News

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LEGISLATIVE UPDATE

AASP-MN Outreach and Initiatives

by Kevin Walli, AASP-MN Lobbyist

In early February, AASP-MN scheduled a meeting with Minnesota’s new Commissioner of Commerce, Steve Kelley. Commissioner Kelley is a former member of the Minnesota House and Senate. He will lead Governor Walz’s Administration on matters relating to the insurance industry, real estate, banking, securities and energy.

The auto repair industry has made it a point of establishing contact with the leaders of the Department of Commerce – whether they are Democrats or Republicans. It is important that the Agency knows who we are and understands our issues.

During the meeting we were able to describe the association and share information about the important work our members do. We specifically described our initiative relating to establishing a statutory definition of “satisfactory repair.”

AASP-MN is pursuing legislation which would establish this definition in order to ensure that insurance companies would be obliged to cover the cost of work performed by a repair shop following OEM guidance.

We have explained the proposal to the House Commerce Committee Chair, Representative Laurie Halverson (DFL- Eagan), as well.

We also met with representatives of the insurance industry to determine their issues or concerns in advance of legislative hearings. We are working to proceed with the bill introduction as quickly as possible in order to move the bill before action is foreclosed by legislative committee deadlines.

AASP-MN will keep you informed as we proceed with this work. Please let us know if you have any insights regarding how your area legislators might respond to such a proposal.

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LOCAL NEWS through the association’s scholarship program and Skills USA competition. In 2016, AASP-MN’s efforts to attract a future workforce expanded significantly with the creation of Minnesota Careers in Automotive Repair and Service (MNCARS), a statewide initiative to encourage high school students to pursue an education and career in the automotive service and collision repair industry.

Visit www.carcareers.org to learn more.

Enrollment for the 2019 Get to Know Your Neighborhood Auto Repair ProTM campaign is now underway. The campaign will run from April through November on KQRS 92.5 FM, KS95 94.5 FM and WCCO 830 AM, as well as an option on Pandora internet radio.

The message promotes the benefits of doing business with independently-owned auto repair shops. In past campaigns, participating shops received over 140 name and location mentions while also positively promoting the industry.

If you are interested in learning more about the 2019 Get to Know Your Neighborhood Auto Repair ProTM campaign, contact the AASP-MN office at 612-623-1110 or visit the Alliance’s website, www.aaspmn.org.

Uniform & Linen Supplies Program Pays Record Rebates to Participating Members AASP-MN recently distributed nearly $110,000 to 231 members participating in the Alliance’s uniform program through AmeriPride Services. The rebate is equal to 10 percent of their purchases during 2018.

AASP-MN has an impressive menu of cost-savings programs for its members. To find out more about them, check out page 26 of this issue of AASP-MN News, call the AASP-MN office or visit the AASP-MN website, www.aaspmn.org and start saving today!

AASP-MN’s Automotive Scholarships Up For Grabs Thanks to another successful fundraising drive within the Alliance membership, AASP-MN will be awarding scholarships to select students enrolled in post-secondary automotive (auto service or collision repair) programs.

Scholarship awards will be $1,000 per student and can be applied towards tuition or tool purchases.

Recipients must be entering their first or second year of an ASE-Accredited automotive program in the fall of 2019. 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. Applications must be postmarked no later than March 31, 2019.

Applications can be downloaded from the Alliance’s website, www.aaspmn.org, or submitted online.

Online submissions give students the opportunity to compete for several different awards, including those offered by the Global Automotive Aftermarket Symposium Scholarship Committee and over 40 other automotive aftermarket organizations and companies. Specific requirements for each organization’s awards can be found at www.automotivescholarships.com.

The 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, over $233,000 has been distributed directly to students enrolled in automotive programs

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Congratulations to 2018 Winners’ Circle Members The Winners’ Circle recognizes and rewards AASP-MN members for their support and participation in Alliance activities, events and benefit programs. Members earned points throughout the year for their efforts as follows: 25 Points Serving on an advisory committee Recruiting a new member 20 Points Participating in AASP-MN preferred provider benefit programs Attending the AASP-MN Annual Meeting & Leadership Conference Participating in the Get to Know Your Neighborhood Auto Repair Pro campaign Participating in the Race for Automotive Education 10 Points Attending the Annual AASP-MN Golf Outing Attending any AASP-MN training seminar Attending any Body Shop Session Attending any Mech Xchange event

Members that accumulated 100 points during the year and will receive a FREE AASP-MN sponsored seminar in 2019 are:

Congratulations Winners’ Circle Recipients

AASP-MN News

aaa Auto Parts, Rosemount Alexander’s Import Auto Repair, Minneapolis American Auto Body, Brooklyn Park Auto Value Parts Stores/APH, St. Cloud Auto Works Automotive Service Center, Woodbury Axalta Coating Systems, New Richmond CBIZ AiA, Minneapolis Collision Specialists, Austin Crystal Lake Automotive, Lakeville Downtown Tire & Auto, Hastings Finishmaster, Fridley Heppner’s Auto Body, Woodbury Hopkins Auto Body, Hopkins JAQ’s, Inc., Moorhead Lake Marion Collision, Lakeville LaMettry’s Collision, Richfield Lancer Service Auto Care, St. Paul Latuff Brothers, St. Paul Lenfer Transmission & Automotive, Lino Lakes Medi-CAR Auto Repair, Rosemount PAM’s Auto, Inc., St. Cloud Pearson Auto Body, Shakopee PJW Automotive, New Brighton Pro-Tech Auto & Truck Repair, Corcoran St. Anthony Mobil, St. Anthony Suburban Chevrolet, Eden Prairie Superior Service Center, Eagan

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Sponsorships Support Alliance Educational Programs & Other Activities in 2019 Recently, AASP-MN asked for program sponsorships from its Associate members and other industry vendors to help support AASP-MN’s educational programs and other activities in 2019. Sponsorships help the Alliance deliver quality programming at an affordable price to members.

A big thanks to the following companies that have made sponsorship commitments to date: Platinum LKQ – Minnesota Lube-Tech & Partners Gold AASP National AmeriTrust Group Auto Value Parts Stores/APH Axalta Coating Systems CARSTAR CBIZ AIA Finishmaster PPG Automotive Finishes United Fire Group

Silver aaa Auto Parts Enterprise Rent-A-Car National Coatings & Supplies/Single Source O’Reilly Auto Parts PAM’s Auto, Inc. Suburban Chevrolet Bronze C.H.E.S.S. Leadership Conference Vendor Dent Impressions

2019 Membership Dues Are Due! Annual membership renewals for AASP-MN were due January 1. If you have not paid your 2019 membership dues, PLEASE do so today. Your timely payment will save AASP-MN the additional cost and time incurred with rebilling 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!

Minnesota Careers in Auto Repair & Service (MNCARS) MNCARS is a non-profit organization established in 2016 by AASP-MN. Its sole purpose is to promote careers in the automotive industry, recruit young people into the state's college-level automotive service and collision repair programs and, ultimately, into industry workplaces. To further those efforts, MNCARS recently participated in the following events:

• EPIC (Exploring Potential Interests & Careers), St. Cloud Technical and Community College • Dakota County Career & College Fair, Hastings High School

Take advantage of the resources in the MotorMouth toolbox! Get out and get active in your local community to promote industry careers!

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www.langmarketing.com

90 Percent of Product Growth from One Sector Light vehicle aftermarket product volume can be divided into four major market sectors: Domestic and foreign nameplate product sales split between DIFM (do it for me) and DIY (do it yourself) installation.

Car and light truck aftermarket product expansion has been highly concentrated over the past five years (2013 to 2018), with nearly 90 percent of the $14 billion product growth generated by only one of these four market sectors.

What’s Wrong With This Picture?

ANSWER: A dirty respirator with damage - its straps stretched out from being hung by the straps.

NATIONAL NEWS

• The foreign nameplate DIFM market generated 89 percent of total light vehicle product growth between 2013 and 2018. In contrast, the domestic DIFM market sector recorded the same sales volume in 2018 as it did five years earlier.

• Foreign nameplate DIFM products averaged more than 6.0 percent annual growth from 2013 through 2018, over twice the product growth rate of all market sectors.

• Domestic nameplate DIY sales contributed eight percent of total light vehicle product growth, followed by the foreign vehicle DIY sector, which was responsible for three percent of product expansion by cars and light trucks at user-price between 2013 and 2018.

• The two DIY sectors trailed in annual product growth, as domestic DIY product sales increased at a 1.6 percent annual pace and foreign DIY volume climbed at a 1.4 percent yearly rate.

• DIFM product sales averaged 3.0 percent annual growth between 2013 and 2018, while the DIY sector increased at a slower 1.5 percent yearly pace.

• Foreign nameplate DIFM and DIY volume combined to average nearly 6.0 percent annual product growth over this five-year span, more than four times the average yearly increase recorded by domestic nameplate DIFM and DIY products.

Six Major Takeaways:

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AASP-MN News

Your Champion.

Your Ally. www.aaspmn.org

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

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

For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: Inver Grove Toyota 1037 Highway 110 Inver Grove Heights, MN PH: 651-306-4630 FAX: 654-457-8705 www.invergrovetoyota.com

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

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

parts@invergrovetoyota.com

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

ToyotaPartsAndService.com AASP-MN News

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AASP-MN News

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PRESENTS...

2019 Annual Meeting & Leadership Conference

Thursday, April 11 Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd. NE, Minneapolis

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

Opening General Session: Age of Engage: Create Engagement presented by Roger Haskett, Engagement Unlimited

9:45-11:30am

Roundtable Discussions (Three-30 minute sessions)

11:30am-1:30pm Luncheon Keynote: Play Like a Rookie presented by Mike Jones, Discover Leadership Training, Inc. 2:00-4:00pm

Increase Your Sales & Profitability by Winning with the Decision Makers: Women presented by Amy Mattinat, Auto Craftsmen

2:00-4:00pm

How to Lure and Retain Top-Performing Employees presented by Brian Sump, Avalon Motorsports & Urban Autocare

2:00-4:00pm

The Colliison Repair Industry: Revving Up for What’s Next presented by Mike Anderson, CollisionAdvice

4:00-6:00pm

Vendors Showcase & Social Hour

6:00pm

Grand Prize Drawings (door prize drawings throughout the day!)

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Opening General Session: The Age of Engage: Create Engagement 8:00 – 9:30am Presented by Roger Haskett, Engagement Unlimited Sponsored by AmeriTrust Group, CBIZ AiA & United Fire Group Engagement means active participation in your desired company culture, a greater buy-in to your brand and improved bottom-line results. It is the secret sauce that makes your work and your life magic.

Roger’s unique insight and forward-thinking approach to workplace dynamics and culture at-large will challenge participants to re-think their attitudes and discover new and exciting ways to deliver more value to their clients and those around them.

Participants will walk away with tangible tools that will inspire them to be more productive, creative and successful in their work.

Takeaways: • Learn about how shifts in workplace culture, education, media, and cultural values have shaped what engagement means and how we can now effectively measure engagement across all aspects of our lives • Understand how to create and promote active participation and the neuroscience behind emotional contagion, mindfulness, social pain and much more • Discover how to be more engaging and harness this power for improved creativity, productivity, and bottom-line results in your own life Roundtable Discussions 9:45 – 11:30am You will have the opportunity to participate in three 30-minute sessions facilitated by AASP-MN member experts.

• Mobile & remote diagnostic services • Employee tool programs • Customer Relationship Management (CRM) systems • Social media: what’s new and what’s working for shops • Regulatory compliance Q & A • OEM info & resources • Adapting for ADAS • Shop cybersecurity • Parts procurement • Going wireless Luncheon Keynote: Play Like a Rookie 11:30am-1:30pm Presented by Mike Jones, Discover Leadership Training Sponsored by AASP National, LKQ-Minnesota and Lube-Tech Partners Mike Jones will teach you how to embrace the massive changes in the automotive industry, push through the situations you can’t control and thrive in the midst of undesirable circumstances.

Takeaways: • Create the NEXT practice instead of looking at the best practice • Lean into the changes, focus on going beyond doing “good ’nuf” • Create standards that exceed expectations • Get outside your comfort zone • Become aware of your blind spot

Increase Your Sales & Profitability by Winning with the Decision Makers: Women 2:00 – 4:00pm Presented by Amy Mattinat, Auto Craftsmen Sponsored by Auto Value Parts Stores/APH Studies show that 83% of women are responsible for making all of the decisions about their vehicles. Amy Mattinat will give you the inside scoop on specific changes you can easily make to turbo-charge your marketing share with your most profitable prospects – women.

Takeaways: • Learn how women research services they use and why they choose one business over another • Create an appealing brand for women which will also build more business with men • Effectively market to women on less marketing dollars than you ever thought possible • Identify that one simple signal that most automotive service advisors miss when a woman is losing patience with them and make more sales • Learn how to leverage female referrals as the ultimate marketing multiplier, making each new woman customer at least four times more profitable than a new male customer How to Lure and Retain Top-Performing Employees 2:00 – 4:00pm Presented by Brian Sump, Avalon Motorsports & Urban Autocare Sponsored by PPG Automotive Finishes If your shop was fully staffed with rock stars, what would that mean for your bottom-line? What if you could cut loose those employees that are holding you hostage and eliminate your fears about how you will find quality replacements?

As a shop owner and avid entrepreneur, Brian understands the challenges that the current employment market brings and he’ll share businessaltering strategies and techniques that will help you serve your clients profitably and build for a future, including: • Attracting talented prospects and where to find them • Writing quality position ads • Effective interviewing and hiring tactics • Building your own apprentice program • Retaining top performers

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The Collision Repair Industry: Revving Up For What’s Next 2:00 – 4:00pm Presented by Mike Anderson, CollisionAdvice Sponsored by Axalta Coating Systems & FinishMaster Mike Anderson of CollisionAdvice will share with attendees what the future looks like for the collision repair industry. Topics will include, but are not limited to, the following: • What the average labor hours are per RO per state • What KPIs you should be focused on in 2019 • What role will the OEMs play in FNOL • What, and more importantly, WHEN will telematics and connected cars start to impact the collision repair industry?

• What telematics and connected vehicles will mean for the way you perform a damage analysis • Learn how 36 % of all consumers want to do business with you when you are CLOSED and how to turn this into an opportunity • Where the industry is headed with Pre- and Post-scans and strategies for billing your estimates to improve reimbursement • And so much more!!

Vendor Showcase & Social Hour 4:00 – 6:00pm Visit with industry sponsors and make some new contacts!

• Catch up on the latest and greatest in product services • Get answers to questions you haven’t had time to ask

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

We revved up our game this year!

MEET THE SPEAKERS Roger Haskett is an award-winning international keynote speaker and President of Engagement Unlimited. With his innovative keynotes and programs, he ignites positive transformational change in teams and individuals across North America and beyond. Roger’s topics range from performance under stress and the power of play to effective communication skills and the age of engage within companies and culture at-large. His impressive background in teaching and acting, (he has been seen in over 175 TV shows, movies and commercials), combined with his natural charisma and highly-contagious positive energy, has garnered Roger countless 10 out of 10 audience rankings and hundreds of happy return clients over the past 10 years.

Mike Jones has helped millions of people over the past 30 years. He is an accomplished author, keynote speaker, Master Trainer, and Human Behavior Expert that has worked extensively with small to medium-sized business owners and their teams to help them create better versions of themselves and, in return, increase their profits and decrease turnover. He has also worked on large worldwide projects with Coca-Cola and Exxon/Mobil, as well as local projects with Zions Bank and Caliber Collision. Mike served his country for 6 years in the U.S. Coast Guard and was a Police Officer for 14 years in the Houston Police Department as a pilot in the Helicopter Division. He is also an alumni of Northwestern University and its Executive Leadership Program.

Amy Mattinat is the President of Auto Craftsmen, an independent, award-winning automotive service center in Montpelier, Vermont. She is also considered an auto repair marketing and business expert, as well as an industry consultant. Amy teaches classes in Vermont and around the country.

She has been teaching Car Care Clinics for Women for over 10 years and, along with other female shop owners, created a turn-key workbook for other shops to use to host their own Car Care Clinics. She is the author of “How to Buy a Great Used Car” and also co-authored the book “Whatever Happened to Outstanding Customer Service.” She has spoken on TV and radio and has been a frequent guest of the automotive ‘Remarkable Results Radio’. Amy is very involved in the Auto Care Industry on the national stage. She is the past president of Women in Auto Care and a member of SEMA, SBN, WiAC and ASA. Brian Sump is not your typical shop owner. A former professional athlete, Brian had never turned a wrench in a shop before starting Denver-based Avalon Motorsports in 2007. But in the years since, he has used his business acumen and a detailed, processbased management philosophy to grow the German-specialty shop into an industry leader. In 2014, he and his team opened Urban Autocare, a second facility in Denver, to cater to the general repair market and is under contract to open a third shop. Brian has been recognized with multiple industry and business awards including: Motor Age Top 10 Shop, BBB Torch Award winner, ASA’s AutoInc Top 10 Websites and was the cover subject of Ratchet+Wrench magazine’s premier issue in July, 2012. He currently sits on the Board of Transformers Mastermind, an auto shop owner and manager development organization in Colorado. He is also a writer and instructor for Ratchet+Wrench.

There is no one in collision repair who hasn’t heard of Mike Anderson. He is an acclaimed champion of everything that is, or could be right about the collision repair industry. As one of the most knowledgeable people in his field, he is a sought after speaker, author and consultant who can discuss and teach on a wide range of topics relating to everything – from the politics affecting collision repair, to researching repairs properly via technology, to giving and getting the best from insurers, and to performing an exactly correct repair – just to name a few things!

Mike is the former owner of Wagonwork Collision Centers, two highlyacclaimed shops located in Alexandria, Virginia. Currently, Mike owns and operates CollisionAdvice, an industry research, reference and consulting business. In addition, Mike also serves as a facilitator for Axalta’s highly-recognized Business Council 20 Groups in both the U.S. and Canada. He also facilitates numerous courses for the Axalta Performance Services Educational Series.

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

Registration Options

Early Bird Pricing (before 3/25/19)

Standard Pricing (after 3/25/19)

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

$225 Member/$250 Non-Member ea.

Half-Day (lunch not included.

See additional options below.)

$125 Member/$150 Non-Member ea.

$95 Member /$120 Non-Member ea.

Please indicate the sessions you plan to attend: Package Price: $ ________________ Opening General Session: Age of Engage: Create Engagement, Roger Haskett ___ 8:00-9:30am ___ 9:45-11:30am Roundtable Discussions (Three-30 minute sessions) ___ 11:30am-1:30pm Luncheon Keynote: Play Like a Rookie, Mike Jones ___ 2:00-4:00pm Increase Your Sales & Profitability by Winning with the Decision Makers: Women, Amy Mattinat ___ 2:00-4:00pm How to Lure and Retain Top-Performing Employees, Brian Sump ___ 2:00-4:00pm Positioning Yourself in the Collision Repair Industry, Mike Anderson ___ 4:00-6:00pm Vendors Showcase & Social Hour Additional Options: ___ Luncheon & Keynote Address, 11:30am – 1:30pm (lunch included in full-day package)….. _____ @$40 ea. $ ________ Payment Options: ____Check enclosed. Payable to AASP-MN ____ Credit Card. (VISA, MC, DISC, AMEX accepted) Card Number: ____________________________________________________________ Expires: ________________ Billing Zip Code: __________ CVC #: ______ Signature: __________________________________________________ Return with payment to: AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 - Fax: (612) 623-1122 - Email: aasp@aaspmn.org Cancellations must be received no later than 4/5/19 in order to qualify for a full refund.

After 4/5/19 no refunds will be issued and no-shows will be billed.

A

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CUSTOMER SATISFACTION IS OUR TOP PRIORITY. PARTNERS OFFER DEDICATED WHOLESALE CALL CENTERS. OVER 50 DELIVERY VEHICLES WITHIN PARTNER NETWORK. ALL PARTNERS OFFER TECHNICAL SUPPORT FOR ASSOCIATE VEHICLES.

Toll Free 800-238-6664 Direct 651-423-2432 Fax 651-423-2808

Toll Free 800-537-6072 Direct 651-204-4610 Fax 651-256-9258

Toll Free 800-569-5735 Direct 763-424-3472 Fax 763-424-4631

Toll Free 800-448-5912 Direct 952-435-8401 Fax 952-435-8515

Toll Free 800-642-2654 Direct 952-947-5432 Fax 877-947-5479

Toll Free 800-661-4765 Direct 952-895-9514 Fax 800-661-4768

Walser Nissan - Wayzata Toll Free 800-328-9552 Direct 651-484-8888 Fax 877-593-2526

Toll Free 800-328-3551 Direct 952-475-1721 Fax 952-475-2024

Contact Sales Representative Toll Free 800-592-9514 Direct 651-484-0975 Fax 651-484-1970

Mark Bowman

Cell 715-828-7638 Marxmale@aol.com

SUPPORTING MEMBERS OF

Toll Free 888-483-8840 Direct 651-484-0962 Fax 651-490-6674

PROUD SUPPORTING

MEMBER OF

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ESTIMATING TIPS Audatex: High Build Primer Application – Section 4-5 of Audatex DBRM states that application of “high build primer” is not included in refinish labor. If a welded replacement panel requires the use of such product and material, labor to apply “high build primer” is NOT included and would be an on-the-spot evaluation for the labor and materials used.

Labor to block sand the “high build primer” in “the seamed areas, to bring the panels to the condition of a new, undamaged panel for the purpose of refinish” would be included in the panel replacement time.

2nd and/or 3rd car bagging/cover car and masking operations are NOT included.

As always, material cost is never included in Audatex labor guides.

CCC: Oversized Vehicle Equipment Set-up – Recent DEG Inquiry 13416 provided the following feedback: “Set-up of scaffolding/ladders is ‘not included’ and would require an on-the-spot evaluation.”

Various types of vans, trucks and commercial vehicles may require that repairs be done above ground level, additionally requiring that various types of tooling and equipment be brought up to a safe working height.

When repairs on oversized vehicles require the technician to work on a specialized apparatus, repairers should take into consideration the extra work required when utilizing scaffolding, ladders and lift-type equipment for both the technician and tool.

Mitchell: Navigating Multiple Part Schematics Within a Part Group – Mitchell users may find that not every part is shown when selecting a vehicle part group, and will have to go down the list of part descriptions to see if additional parts exist. Users can quickly identify if multiple parts schematics exist for that group by locating a page number in the schematics screen menu. The DEG has made a quick video showing how to navigate this process: https://youtu.be/rlp8gGZrQGk. All Three Systems: Quick Reference Chart Moldings and Decal Operations – The DEG has made a quick reference chart showing included and not-included operations for moldings and decals for repair situations: http://degweb.org/wp-content/uploads/2019/02/Quick-Reference-moldings-and-decals.xlsx.

OEM service information may indicate a part is not reusable. Additionally, all three estimating IPs recognize this with a note in their guide.

CCC: Estimating Sequence – It is important for estimate preparers to use the database with “estimate sequence” in mind, which is the order the repair plan is developed – front to back or back to front. Following the sequence provided by the database will also allow the database to properly calculate any overlap for adjacent panels for both refinish and panel replacement procedures.

The DEG has made a video tutorial about how to make profile setting adjustments or sequence setting inside the estimate itself, and what to look for when writing in the proper order of overlap deductions. You can find it here: https://youtu.be/6gyg1xNtaL8.

Note: The estimating databases are all intended to be used as a GUIDE ONLY - it is important to remember that the auto body professional performing the repair is in a position to thoroughly inspect, diagnose and identify the methodology and their unique cost of the vehicle damage repair. You can view these tips and others on the DEG website,WWW.DEGWEB.ORG.

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COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES

by Janet L. Keyes, MS, CIH

How Much Do Injuries Cost You? Let’s take a hypothetical case (based on a real injury). I’m going to use some numbers based on published but unverified data. Feel free to fill in your own numbers and do your own calculations.

One of your older technicians hurt his shoulder when lifting a car hood. But he’s tough and figured he could keep working through the pain. He thought it would eventually heal. After three months of working through the pain, he finally went to see a doctor. The diagnosis: A torn rotator cuff. The recommended treatment: Surgery, followed by physical therapy.

Cost: Reduced productivity for three months, because your tech was favoring his shoulder.

Rotator cuff surgery puts people out of work for some time. A cost analysis published in Arthroscopy journal in 1995 estimated the average cost to be over $50,000 per patient ($82,000 in today’s dollars), and average time to return to full duty, 11 months. Fortunately for you, your employee is eager to get back to work.

And you’ll find a way to accommodate his restrictions, once he’s able to drive to work. But that’s probably six weeks away.

Cost: Insurance covers the $82,000 for medical care and rehabilitation.

Once the employee has been off work for three days, Workers’ Compensation will pay him up to twothirds of his average weekly wage while he’s off work. There’s a cap on that, though. So your top-earning technician won’t bring home more than about $732 a week in workers’ comp. You won’t be paying that directly. But your workers’ comp insurance company will be keeping close track of that amount.

Because you value this employee, you choose to pay for those first three days of lost time. If he’s earning $1,200 a week, that’s $720 out of your pocket.

(Once an employee misses at least 10 days of work, the insurance company will go back and cover those first three days.)

Cost: $720 out of pocket. Your insurance company is on the hook for about $4,400 to cover his wages.

You don’t want this employee sitting at home, losing condition, losing motivation and feeling distanced from

work. That would make it even harder to get him back. So you bring him back to work as soon as you can. You can find light-duty work within his restrictions, having him train in a new technician.

While that improves the new tech’s productivity, you’re now paying for two people and getting the work of only one.

While your employee is busy with rehab and visits to the physical therapist, who’s doing his job? He was a highproducing employee. Are you asking your other techs to work more hours?

Do you turn away work? Schedule appointments farther out? That’s about the same as turning away work, as you are doing less work in the same amount of time.

Cost: During this period, your production efficiency plummets. Your average sales per technician drop by more than $3,000 per month. Repair time is longer. You lose some jobs because other shops can get the repairs done faster.

Finally, seven months after surgery, your employee is back to full production.

That doesn’t mean your costs stop, though. Your insurer paid out nearly $96,000 for the injury – and insurance companies like to be profitable. Your workers’ comp premiums will be going up.

When your insurer calculates your workers’ comp premium each year, the company starts with a standard rate. You pay less for jobs with fewer injuries, such as for office personnel. Then the insurer compares your losses to those of your competition. If your loss history is better than average for your industry, you’re assigned an experience modification rate (EMR or mod rate) below 1. If it’s worse, your EMR is above 1.

Your EMR is calculated with a formula that compares actual losses in dollars to expected losses. If the doctor had decided that your technician’s torn rotator cuff could be treated with

AASP-MN News

physical therapy and some job modifications, resulting in no lost time, your insurer would have discounted the cost by 70 percent. That claim would be treated as a $28,800 claim. That didn’t happen, so the $96,000 cost is used. If that results in an EMR of 1.2, you’ll be paying 20 percent more in workers’ comp insurance than your average competitor – for the next three years of your insurance cycle.

You also pay less if you have one big claim instead of multiple medium-sized claims. Why? One big claim might be attributed to bad luck. Multiple claims shows a pattern of bad safety performance.

Would you have been better off paying out of pocket and not reporting the injury to Workers’ Comp? Only if you like prison orange. Not reporting is illegal and can result in a substantial fine. It also can come back to haunt you – what if the injury you don’t report develops into necrotizing fasciitis, where a bacterial infection spreads rapidly throughout the body? What you thought was a $300 doctor’s visit and a few days off could suddenly turn into a six-figure hospital bill.

How can you reduce the costs?

1) Put an emphasis on safety. Remind employees that doing jobs the safe way is more important than doing them the quick and dirty way. Don’t trust luck to keep your employees from injury.

2) Remind employees to report even minor injuries right away. If that rotator cuff injury could have been treated with physical therapy and job modifications, you wouldn’t have lost an employee for seven months.

Telling your insurer about injuries that do not require medical treatment is a good idea, because it documents the occurrence. Don’t worry about that costing you more – injuries that have no medical costs and no lost time don’t affect your mod rate.

3) If employees are injured, work with them and their doctors to keep them working.

At a profit margin of 30 percent, you’ll have to make about $352,000 more in sales this year, just to cover the indirect costs of this rotator cuff injury.

Can you afford that?

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CASH IN ON YOUR MEMBERSHIP!

The Partner You Need to Do Your Image Proud

In the automotive service and collision repair industry, trust is earned. You work hard to earn it from customers every day. When your business features branded work uniforms and floor mats, and clean restrooms and bays, customers trust that you’re doing things right. This helps you stand out from the shops down the street and keeps customers coming back.

AmeriPride Services offers a towel, rug and uniform rental program to members of the Alliance that features: • Discounted pricing • 10 percent annual rebate • Free installation • Free emblems • No deposits • And, no set-up charge

With a uniform and facility care product program from AmeriPride, you’ll save:

• Time – AmeriPride will manage the details, so you don’t have to.

A customer portal with online billing and payment adds convenience and ease.

• Space – Your AmeriPride representative will stock the exact quantities your business needs, leaving you with the extra shelf space.

• Money – Weekly inventory monitoring means you’ll only spend on what you need. And, as an AASP-MN member you’ll receive discounted pricing and an annual 10 percent rebate for your purchases with AmeriPride.

2018 member rebates totaled nearly $110,000!

Local support keeps this program running smoothly. At AmeriPride, we know that service is more than just doing the job. Excellent service is the result of going above and beyond— and earning your trust. That’s why you’ll see the same familiar face at every delivery to your shop. We know service is more than a 1-800 number. Service is showing up every day, no matter what. We put the pride in AmeriPride!

For more information, visit www.ameripride.com or call: Minneapolis 612-331-1600

Hibbing 218-263-3611

Bemidji 218-751-5150

St. Cloud 320-251-2525

Mankato 507-345-1039

Fargo 701-232-7484

WELCOME NEW MEMBERS: FEBRUARY 2019

Buffalo Collision Repair Buffalo, MN Further Performance Minneapolis, MN Mr. Tire Minneapolis, MN Norm’s Tire Sales Roseville, MN AASP-MN News

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AASP-MN MEMBER BENEFIT PROGRAMS WORKERS’ COMP INSURANCE AmeriTrust Group (formerly Meadowbrook Insurance Group) Contact: Brad Schmid 763-549-2247 / bschmid@cbizaia.com Up-front scheduled credit makes AmeriTrust one of the most competitive programs around for Worker‘s Compensation insurance. In addition, members are eligible to receive an annual dividend based on the group’s loss ratio.

For more information, log on to www.wcpolicy.com/aaspmn.

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

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.

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

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

Net Driven Contact: Rich Mullen 877-860-2005, ext. 224 / rmullen@netdriven.com Net Driven is a market leader in website EMPLOYEE BENEFITS and internet marketing solutions designed Business Planning Professionals exclusively for the automotive industry.

Contact: Dennis Begley AASP-MN members who choose Net 612-308-6577 / dennis@begley-group.com Driven are eligible for a $500 discount off Business Planning Professionals will provide their 1st year setup fees.

AASP-MN members with quotes from multiple carriers for life insurance, health TECHNICAL INFORMATION HOTLINE insurance, long-term care and disability IDENTIFIX insurance.

800-288-6220

UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Joel Hogstad 612-362-0318 / Joel.Hogstad@ameripride.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc.

Purchases are also discounted. Members receive annual rebate equal to 10% of their business with AmeriPride each year.

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.

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Members enjoy discounted prices on the industry’s #1 technical information hotline, Direct-Hit. INFORMATION PROVIDERS Mitchell1 Contact: Mitchell1 Representative 888-724-6742 x 6986 Mitchell1 offers AASP members special savings on Mitchell 1’s ProDemand, Manager SE & Teamworks products. For more information, contact Customer Service at 888-724-6742, ext. 6986.

Mitchell International Contact: Mitchell International Representative 800-238-9111 AASP members receive a 15% discount on any Mitchell RepairCenter TechAdvisor package. Visit repaircenter.mitchell.com/ Catalog/OEMRepair.aspx for more information.

AASP-MN News

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

BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discounted rates on printed business forms and calendars.

CHECK GUARANTEE SERVICES Certegy Check Services 877-520-2987 Discount rate of .75% to AASP-MN members. Use existing credit card terminal.

Fast claim payments.

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

PAYROLL PROCESSING CBIZ Payroll Contact: Carrie Hobrough 612-436-4620 / chobrough@cbiz.com Members receive 20% discount off standard payroll products and services (excluding 401k).

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

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TRUTH IS THE MOST IMPORTANT REPLACEMENT PART. Your customers’ confidence is priceless. Original BMW Parts are identical to Series production parts and just as reliable. Choose the parts you can trust. Choose Original BMW Parts. · · · · ·

Professional, experienced, friendly wholesale specialists 2-year nationwide warranty on all parts Same-day shipping on most parts Free delivery within Minneapolis metro area Nationwide parts locator

Motorwerks BMW 1300 West American Blvd., Bloomington, MN 55420 Wholesale Parts Hotline: 1-888-204-2700 24-Hour Parts Fax: 612-884-6065 Wholesale Email: epeterson@penskeautomotive.com Hours: Mon - Fri 7:30 a.m. - 6:00 p.m. Sat 8:00 a.m. - 4:00 p.m.

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