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CONTENTS Vol. 31 No. 3
AASP-MN News is the official publication of the Alliance of Automotive Service Providers, Minnesota, Inc. 1970 Oakcrest Ave., Suite 102 Roseville, MN 55113 Phone: 612-623-1110 Fax: 612-623-1122 email: aasp@aaspmn.org website: aaspmn.org. To keep its readers better informed, AASP-MN News allows its columnists to fully express their opinions. All views expressed are not necessarily those of the publication. AASP-MN News is published by Thomas Greco Publishing, Inc. ©2022 All rights reserved. Cover image www.istockphoto.com.
AASP of Minnesota is an association of independently-owned automotive service businesses and industry suppliers dedicated to improving the state’s automotive service industry and the success of its members.
AASP-MN BOARD MEMBERS 2021 - 2022
PRESIDENT'S MESSAGE..................................................................4 Calling All Leaders! by Tom Archambault, AASP-MN President LEGISLATIVE UPDATE.....................................................................5 2022 Legislative Session Begins by Sam Richie, AASP-MN Lobbyist
PRESIDENT Tom Archambault
LOCAL NEWS..................................................................................6
IMMEDIATE PAST PRESIDENT Matt Feehan
NATIONAL NEWS ............................................................................8
SECRETARY-TREASURER Jesse Jacobson
D.E.G. ESTIMATING TIPS .................................................................10
COLLISION DIVISION DIRECTOR Lee Schlosser MECHANICAL DIVISION DIRECTOR Jeremy Nordgren ASSOCIATE DIVISION DIRECTOR Loren Feldkamp COLLISION SEAT Travis Doyle MECHANICAL SEATS Mike McLynn Tony Newman
STAFF
EXECUTIVE DIRECTOR Linden Wicklund OFFICE ADMINISTRATOR Jodi Pillsbury PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 FAX: 973-235-1963 PUBLISHER Thomas Greco | thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli | alicia@grecopublishing.com
AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE PREVIEW..................................................................15 COVER STORY.................................................................................18 Not Her Daddy’s Shop: Women in the Industry by Chasidy Rae Sisk CASH IN ON YOUR MEMBER BENEFITS! .........................................22 Bankcard Questions & Answers by Mac Hardin, AASP-MN Bankcard Program AASP-MN MEMBER BENEFITS ........................................................22 UPCOMING EVENTS April 7, 2022 Annual Meeting & Leadership Conference Crowne Plaza Minneapolis West Plymouth, MN
June 15, 2022 27th Annual AASP-MN Golf Outing Majestic Oaks Golf Club Ham Lake, MN
ADVERTISERS’ INDEX AAA Auto Parts............................................ 19
Morrie’s .......................................................... 10
EDITORIAL & CREATIVE COORDINATOR Alana Bonillo | alana@grecopublishing.com
A-Con Recycling........................................... 8
MPA.................................................................. IBC
Aramark.......................................................... 9
Proven Force........................................................ OBC
MANAGING EDITOR Chasidy Rae Sisk | chasidy@grecopublishing.com
Dentsmart....................................................... 5
Reliable Automotive Equipment..............12-13
Inver Grove Honda/Inver Grove Toyota.... 14
Rosedale Chevrolet...................................... 9
Jack McClard................................................. 11
Spanesi............................................................ 7
Keystone......................................................... 11
Straight & Square....................................... 4, 20
Maplewood Toyota...................................... 21
Toyota Group................................................ 9
Mopar Group ................................................ 14
Valspar Refinish............................................ IFC
OFFICE MANAGER Donna Greco | donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco | joe@grecopublishing.com www.grecopublishing.com
AASP-MN News
March 2022 | 3
PRESIDENT'S MESSAGE
Calling All Leaders! By Tom Archambault, AASP-MN President
Throughout my life I have been given a number of opportunities to serve in leadership roles. Some roles I sought, while others I was given as everyone else turned down the opportunity. Regardless of how I ended up in these roles, they have all felt awkward at the start. Questions swirled in my head like, “Why did they think I could do this?” or “Who would follow me?” I think both questions, and all like them, are only natural given my Minnesotan, middle-class, blue-collar upbringing! When it comes to leadership, it is important to remember a quote from Vince Lombardi: “Leaders are made, they are not born.” No one came into this world as a leader. I would guess that most people reading wouldn’t even see themselves as a leader. You may be thinking “I’m a shop owner, not a leader!” However, I challenge you on that. Do you have an employee? If your answer is ‘yes’, then you’re a leader! Leaders come in all different shapes and sizes, with all different types of strengths and weaknesses. One leader might blaze a trail for others to follow, while another leader might stand behind, encouraging others to pick
the best path. Neither is right and neither is wrong. I believe an effective leader is continually asking questions, learning and growing. At the last board meeting the membership tally for the Alliance was 669. That means within this organization there are at least 669 leaders! This is why I invite you to attend the 2022 Annual Meeting & Leadership Conference. There is the potential to meet up to 668 other leaders! (That’s right…I’m asking every member to come to this event.) Please join us April 7 for the 2022 Annual Meeting & Leadership Conference. The day will be filled with great speakers, peer-to-peer roundtable discussions and industry specific presentations from nationally renowned trainers. The day will be capped off with a vendor showcase and happy hour. It’s a great day to step outside of the shop, connect with your peers and sharpen your leadership skills. Just remember as author and business consultant, Ken Blanchard once said, “None of us is as smart as all of us.” I look forward to seeing you in April!
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AASP-MN News
LEGISLATIVE UPDATE
2022 Legislative Session Begins by Sam Richie, AASP-MN Lobbyist
The 2022 legislative session is in full swing, having gaveled in on January 31. It is the second year of the biennium, which means the session is shorter, the pace is faster, and often the focus is on bonding (capital projects) and tax relief. Adding to the complexity is redistricting. The February 15 unveiling of new legislative boundaries, as expected, led to many new candidates announcing they will run and some incumbents deciding they will not seek reelection. All 201 members of the legislature and the Governor are up for reelection.
For AASP-MN members, this turnover is an incredible opportunity! You will be able to meet and build meaningful relationships with new members who will be looking to you for your expertise and perspectives as small business owners in their districts. We will begin to plan after the session, so stay tuned. Additionally, we are hopeful this turnover may result in changes to key committee dynamics. New members can dramatically change the outlook at the legislature. While the redistricting and reelection discussion has been loud, the Capitol has been relatively quiet. The House committees are meeting virtually, while the Senate is holding hybrid meetings. The Senate and House Commerce Committees (which hear most AASPMN-related issues) have started to hear proposed bills. As bills arise that positively or negatively impact AASPMN members, action alerts will be sent and contacting legislators may be necessary. Keep an eye out for updates and action opportunities. The bill AASP-MN is leading on this year, which would require insurance providers to deny or approve a submitted claim within three days, is drafted, and we are securing lead authors. A bill number will be assigned shortly and foundational conversations with lawmakers and the stakeholders can begin. Member perspective on this issue is essential, and we will work with members to capture your experiences on why this legislation is needed.
AASP-MN News
March 2022 | 5
LOCAL NEWS Congratulations to 2021 Winners’ Circle Members The Winners’ Circle recognizes and rewards AASPMN 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 preferred provider benefit programs • Attending the Annual Meeting & Leadership Conference • Participating in the Get to Know Your Neighborhood Auto Repair Pro campaign • Participating in the Race for Automotive Education • Advertising in AASP-MN News 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
Sponsorships Support Alliance Educational Programs & Other Activities in 2022 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 2022. Sponsorships help the Alliance deliver quality programming at an affordable price to members. To date, the following companies have made sponsorship commitments:
Platinum Sponsors LKQ Minnesota Lube-Tech Gold Sponsors AASP National Auto Value /APH CBIZ Elite Worldwide FinishMaster United Fire Group
Bronze Sponsors C.H.E.S.S.
Congratulations Winners’ Circle Recipients aaa Auto Parts, Rosemount Alexander’s Import Auto Repair, Minneapolis Arrowhead Auto Body, Duluth Auto Value Parts Stores/APH, St. Cloud Auto Works Automotive Service Center, Woodbury Automotive Electric, LLC, Grand Rapids Autoworks Collision Center, Rockford Axalta Coating Systems, New Richmond, WI BLVD Autoworks, St. Anthony CBIZ, Minneapolis Collision Specialists, Austin Crystal Lake Automotive, Lakeville Dale Feste Automotive, Hopkins East Side Auto, St. Cloud Fairway Collision & Mechanical, Vadnais Heights Fix Auto, Brooklyn Park Heppner’s Auto Body, Woodbury Hopkins Auto Body, Hopkins Lake Marion Collision, Lakeville Lancer Service, St. Paul Latuff Brothers Auto Body, St Paul Lube-Tech & Partners, St. Paul Nordgren Automotive, Medina Pro-Tech Auto & Truck Repair, Corcoran Suburban GM Parts, Eden Prairie Superior Service Center, Eagan 6 | March 2022
Silver Sponsors aaa Auto Parts Aramark Axalta Coating Systems Colonial Life Dentsmart PDR Enterprise Rent-a-Car O’Reilly Auto Parts PAM’s Auto PPG Sherwin-Williams Shop Monkey Suburban Chevrolet
If you are interested in becoming a sponsor for any Alliance educational program or event, contact the AASP-MN office at (612) 623-1110. 2022 Membership Dues Are Due! Annual membership renewals for AASP-MN were due January 1. If you have not paid your 2022 membership dues, PLEASE do so today. Your timely payment will save AASP-MN the additional cost and time incurred with re-billing and other collection efforts.We’d much rather be working on programs and initiatives to improve the automotive service industry – and your business. Thank you!
Minnesota Careers in Auto Repair & Service (MNCARS) MNCARS is a nonprofit organization established in 2016 by AASP-MN. Its sole purpose is to promote careers in the automotive industry, recruit young people into the state’s college-level automotive service and collision repair programs, and, ultimately, into industry workplaces.
Take advantage of the resources in the MotorMouth toolbox at https://carcareers.org/motor-mouth/. Get out and get active in your local community promoting industry careers!
AASP-MN News
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Touch Electronic Measuring System: Comparative Measurements Complete Documentation Mechanical Parts Measurements Suspension Parts Measurements User Added Points with Photos Vehicle Frame and Structural Items Wheel and Tire Alignment Checks Multibench Structural Repair Workstation: Loading Capacity 3,175kg (7,000lbs) Lifting Height 1.45m (4’ 9”) Lift Time (Ascension) 45 seconds Pulling Force 10 Tons
Learn More Now AASP-MN News
224-SPANESI (224-772-6374) www.spanesi-americas.com facebook.com/spanesiamericas March 2022 | 7
NATIONAL NEWS
www.langmarketing.com
Jobber Population Hit Hard by Pandemic At mid-year 2019, there were just over 16,800 jobber stores across the U.S., more than 500 outlets fewer than in 2011. The jobber store population receded at a 0.4 percent average annual rate between 2011 and 2019. This was a much slower annual pace of jobber store attrition than had occurred during the previous 10-year span (2001 to 2011), when nearly 1,800 jobber stores were shuttered. Over the past two years, jobber stores have closed at a sharply increased rate, over double the annual pace from 2011 to 2019. This has changed the mix of auto parts stores (jobbers and retail auto parts stores) across the U.S. Electric Vehicle VIO Growth Faces Bumpy Road Electric vehicles must overcome a number of hurdles in order to significantly increase their share of vehicles in operation (VIO). At the end of 2020, EVs (PEVs, not including hybrids) represented less than one percent of all cars and light trucks on U.S. roads. In expanding their VIO share, EVs face six major challenges, ranging from manufacturing capacity and infrastructure issues to consumer needs. While some of these challenges are probably fleeting, others will persist for the balance of the decade and, perhaps, beyond. VIO Challenges Faced by EVs Electric vehicles (PEVs not including Hybrids) must overcome six major challenges in order to significantly expand their U.S. VIO share: consumer acceptance of a broad range of EV nameplates, a robust vehicle-charging infrastructure, computer chip shortages, battery shortages, reliance on rare earth metals, and the ability of EVs to pass through a number of owners over their life cycles. Tesla Dominates EV Market While electric models are being introduced by virtually all nameplates in the U.S. market, EV sales in the U.S. have been dominated by Tesla. Through 2021, Tesla has accounted for over 80 percent of electric vehicle sales in the U.S. (not including PHEVs). In order for EVs to represent a significant portion of the VIO, the EV models of other nameplates must gain the acceptance of U.S. buyers, expanding EV sales beyond Tesla enthusiasts.
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Charging Station Infrastructure Most current EV buyers have installed home-charging equipment. However, in order for EVs to have a broad consumer base, people without this ability (apartment dwellers, etc.) must be able to easily charge their EVs at public sites. The growth of a charging infrastructure has been painfully slow, and unless there is a massive program (probably government backed) to develop this infrastructure, this requirement for wide-spread EV use will not be available within the next five to 10 years. Shortages of Two Key Components The chip shortage, which currently is hobbling the production of virtually all vehicles in the U.S., is expected to persist for several years before smoothing out. EVs are semiconductor dependent and continued chip shortages could curtail EV production over the next year or two. More significant and probably much longer lasting than the chip shortage is the worldwide lack of battery manufacturing capacity. Experts have indicated that between 2022 and 2029 battery shortages will reduce the global production of electric vehicles by more than 20 million. Rare Earth Metals Are a Choke Point Rare earth metals (metals that are difficult to find in significant concentrations to make mining possible) are critical for manufacturing the types of electric motors that are most common in current EV designs. Rare earth production is concentrated in China, and the U.S. could be dependent on China for most rare earth metals for decades. In switching from ICE to electric-powered vehicles, U.S. vehicle producers are trading one cartel (oil) for another (rare earth metals). In fact, the offshore availability of rare earth metals is much more highly concentrated than oil production. If offshore rare earth metals were suddenly denied to the U.S., domestic EV production would abruptly stop. Secondary Owners Operate Most Vehicles Cars and light trucks in the U.S. pass through a number of owners as they increase in age. Most consumers never purchase a new vehicle. The average age of cars and light trucks is more than 12 years in the U.S. and the number of automobiles in high-age categories (15 years and older) at record-high levels. ICE-powered vehicles have proven to be very durable and easy to repair. It remains to be seen if Electric Vehicles will be able to fill this same market need across the broad range of secondary buyers in the U.S. EV batteries (costing thousands of dollars to replace) have yet to show their durability over many years in the various operating and climate conditions to which they will be subjected. Six Major Takeaways • In order to significantly expand their VIO share in the U.S., electric vehicles (PEVs) must overcome major challenges. • Electric models of many nameplates must gain the acceptance of U.S. buyers over the next few years in
AASP-MN News
•
•
•
•
order for EVs to capture a large portion of the country’s VIO. Unless there is a massive program to develop a charging-site infrastructure across the U.S., there will not be enough public and convenient changing capacity to support a large number of EVs on the road. EV production is dependent on two key components: computer chips and batteries. The future capacity to manufacture these two key components is highly questionable in the U.S. Rare metals are critical to producing the types of motors that are most common in current EV designs. If rare metals were suddenly denied to the U.S. by the world’s largest supplier, China, EV production in the U.S. would stop abruptly. Electric vehicles might not meet the needs of used-vehicle buyers across the U.S., who own the majority of cars and light trucks. More analysis of this key challenge will be presented in a future issue of the Lang iReport.
AASP-MN News
March 2022 | 9
ESTIMATING TIPS CCC/MOTOR: 2016 Chevy Equinox Front Impact Bar Replacement – DEG Inquiry 19313 addresses the replacement time for a front impact bar assembly on a 2016 Chevy Equinox. The original time of 1.0 hours was only for drilling out the factory spot welds and did not include welding the replacement impact bar extension brackets supplied with the reinforcement assembly. The DEG provided end-user feedback to the manufacturer, resulting in a new OEM repair procedure documenting the additional steps. The new OEM documentation resulted in an updated replacement time of 1.5 hours body labor, and an additional 0.4 hours of refinish labor for the welded brackets. CCC/MOTOR: Sprinter/Promaster Van Side Panel Caulking Precision Masking for Refinish – DEG Inquiry 19443 states, “Precision masking of the caulk line to retain the OE caulk appearance would be considered Not Included.” An example of this repair scenario is when a repairer is not going to refinish adjacent panels of the side panel where factory caulk is applied.
Audatex: Multiple Booth Cycles Beyond 2.5 Clear Coat Cap – DEG Inquiry 19459 states, “Per Audatex refinish guidelines clear coat application is only included once in a continuous procedure. Any additional clear coat due to multiple spray sessions would be an estimator judgment item. No change warranted this time.” An example of this situation is when multiple booth cycles may be needed and the first booth cycle caps at the 2.5 clear coat application. Manual adjustments may be needed to account for the parts being painted in the second booth cycle beyond the 2.5 clear coat cap. CCC/MOTOR: Check Rear Wheel Alignment – CCC users may find some vehicle chapters under rear suspension group additional operations, “Check rear alignment” for .5. DEG Inquiry 19529 response states “Check rear alignment includes wheelbase measurement from one side to the other to verify correct location of non-adjustable rear suspension by point-to-point measurement. All other operations listed in the GTE would be included with a 2-wheel alignment. "This is just a measurement using a tape measure or string as described below and no alignment machine."
Note: The estimating databases are all intended to be used as a GUIDE ONLY - it is important to remember that the auto body professional performing the repair is in a position to thoroughly inspect, diagnose and identify the methodology and their unique cost of the vehicle damage repair. You can view these tips and others on the DEG website, DEGWEB.ORG.
10 | March 2022
AASP-MN News
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AASP-MN News
PRESENTS
FULL SPEED AHEAD AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE
Thursday, April 7, 2022
Crowne Plaza Minneapolis West| 3131 Campus Drive| Plymouth, MN
AGENDA AT A GLANCE
8:00am OPENING GENERAL SESSION Staying on the High Road – Service, Professionalism & Leadership presented by Chad Weinstein, Ethical Leaders in Action, LLC 9:30am ROUNDTABLE DISCUSSIONS General topics: • 20 Groups, Coaches and Shop Support Resources • Tips and Tricks for Recruiting Employees • Shop Culture Mechanical topic s: • Marketing Your Auto Service Shop • Scams, Rip-Offs & Con Artists Collision topics: • Collision Management Software • Blueprinting 11:30am LUNCH, ANNUAL MEETING & KEYNOTE ADDRESS Beyond Grit: m E bracing Passion and Perseverance to Gain the High-Performance d E ge presented by Dr. Cindra Kamphoff, Mentally Strong Consulting
2:00pm BREAKOUT SESSIONS General topic: Beyond Grit Workshop presented by Dr. Cindra Kamphoff, Mentally Strong Consulting Mechanical topic: Tech Momentum presented by Aaron Stokes, Shop Fix Academy Collision topic: Productivity + Efficiency = Profit presented by Louie Sharp, Sharp Auto Body & The Gifted Leader 4:00pm Vendor Showcase & Social Hour
COVID-19 Disclaimer: By registering to attend this event, attendees acknowledge and understand that participation includes possible exposure to and illness from infectious diseases including but not limited to COVID-19 and knowingly and freely assume the risk of injury, harm and loss even if arising from the negligence, fault or conduct of AASP-MN, its employees, agents and representatives. Attendees agree to comply with all COVID-related procedures that may be implemented by AASP-MN and the event venue, including, but not limited to, mask-wearing and social distancing requirements and restrictions on certain activities that carry higher COVID-related risk, in order to protect as much as possible the health and safety of all event attendees.
AASP-MN News
March 2022 | 15
AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE The conference will be a full day of insights, practical strategies, and critical information to help you build momentum in the fast-paced recovery from the tumultuous days of the pandemic. You will leave with actionable take-aways and new connections to help you succeed at top speed! 8:00AM-9:15AM: OPENING GENERAL SESSION Staying on the High Road – Service, Professionalism & Leadership Presented by Chad Weinstein, Ethical Leaders in Action, LLC In challenging times like these, professionalism and leadership matter more than ever. This session will focus on the human side of your tool kit, with leadership practices for retaining and developing your team, and communication practices that strengthen relationships with customers, vendors, and employees alike. A sense of humor counts too, so we’ll laugh while we discuss the difficult, the ridiculous, and the inspiring aspects of the automotive service trade. Following this presentation, participants will be able to: • Harness a strong sense of purpose to motivate and engage employees • Define professionalism for themselves, in relevant and practical terms for automotive service providers • Understand how moral motivation, clarity, and courage enable leaders to maintain high standards of professionalism • Use ethical persuasion to strengthen relationships and change minds Participants will be encouraged to engage, listen, laugh, and learn. 9:30AM-11:30AM: ROUNDTABLE DISCUSSIONS You will have the opportunity to participate in three 30-minute sessions facilitated by AASP-MN member experts. • 20 Groups, Coaches and Shop Support Resources • Tips & Tricks for Recruiting Employees • Shop Culture • Marketing Your Auto Service Shop • Scams, Rip-offs & Con Artists • Collision Management Software • Blue Printing 11:30AM-1:45PM: LUNCHEON KEYNOTE Beyond Grit – Embracing Passion and Perseverance for the Future Presented by Dr. Cindra Kamphoff, Mentally Strong Consulting Despite all the factors that we cannot control in the automotive industry, such as ever-changing technology and the workforce shortage, we can choose to lead with grit, purpose and passion. In this keynote presentation, Dr. Cindra Kamphoff will discuss tools to help you: • See the opportunity • Practice self-leadership in change • Savor the good • Commit to leading with grit for the future Dr. Kamphoff is an executive performance coach who works with professional athletes, executives and business leaders, including shop owners in the automotive industry, and she has guided them through change over the last two years. She’ll share practical strategies to help you thrive in change, not just survive.
16 | March 2022
2:00PM-4:00PM Beyond Grit Workshop Presented by Dr. Cindra Kamphoff, Mentally Strong Consulting As we continue to navigate through these uncertain times, more than ever, we can get stuck in fear and frustration, wishing things were different. In this breakout session, Dr. Cindra Kamphoff will go in-depth on how to develop highperformance mindset practices to be resilient and at our best in times of change as owner/operators. She’ll share practical tools she has taught professional athletes, including the Minnesota Vikings and Olympians who performed last year in Tokyo. You’ll learn: • Tools to deal with pressure • How to choose courage over comfort • Ways to reduce negativity so you can build your shop to its true potential 2:00PM-4:00PM Tech Momentum Presented by Aaron Stokes, Shop Fix Academy Are there bottlenecks in your shop because a tech is given the wrong vehicle to repair, and then the next car they were supposed to get is delayed? When that happens, you are left with an upset customer and an unproductive shop. Simply having a different technician evaluate the car could have prevented the delays and frustration. Improve turnaround time for customers and increase productivity for all your technicians by creating a shop workflow vision. This course will focus on examples to help shop owners maximize EVERYONE'S time, including their own! 2:00PM-4:00PM Productivity + Efficiency = Profit Presented by Louie Sharp, Sharp Auto Body & The Gifted Leader This interactive session will be broken down in to two segments that will include experiential exercises to deepen your understanding. The productivity segment will cover: • What are the top 3 tasks for that desk or title? • Alignment to the mission, vision and goals of the organization • Leadership and workflow • How to empower your people to make the best decisions • Accountability—How to gamify in the positive The efficiency segment will cover: • Meeting expectations and deadlines • Importance of clear communication • Time management & how to teach your team • Operations and processes — why and how 4:00-6:00PM VENDOR SHOWCASE & SOCIAL HOUR Visit with industry sponsors and make some new contacts! • Catch up on the latest and greatest in products and services • Get answers to questions you haven’t had time to ask
AASP-MN News
AASP-MN 2022 ANNUAL MEETING & LEADERSHIP CONFERENCE
MEET THE SPEAKERS
ACCOMMODATIONS Crown Plaza Minneapolis West 3131 Campus Drive, Plymouth, Minnesota 55441
Come a day early or stay an extra night to decompress after the conference while enjoying the hotel’s swimming pool, hot tub and restaurant. The Minneapolis area has much to offer guests young and old, so bring the kids too! Guest rooms include standard tier wireless internet (WiFi) access, free parking and several other amenities. To reserve a room at the discounted rate of $129 per night, call 763-5596600 by 3/24/22. Be sure to tell the reservationist you are with the Alliance block of rooms.
CHAD WEINSTEIN is president of Ethical Leaders in Action, LLC, and author of Thinking Aloud: Reflections on Ethical Leadership. Ethical Leaders in Action (ELA) provides leadership development, ethics education, and strategic consulting services to businesses and non-profits as well as public safety and health care organizations. Weinstein’s approach to ethics is positive, focused not on avoiding wrongdoing, but on helping business leaders at all levels to succeed by acting in ways that build trust and promote engagement.
enhance life.
DR. CINDRA KAMPHOFF is the CEO of Mentally Strong Consulting, a consulting company who provides mental training for individuals, teams, and groups. She is recognized nationally for her work and contributions to the field of performance psychology. As a leader, high-performance coach, author, professor, and speaker, Dr. Kamphoff brings passion, energy, and authenticity to her work with athletes, performers, and businesspeople. She believes we perform each day, and the strategies and skills used to enhance performance in sport are similar strategies and skills used to
AARON STOKES is a 22-year veteran of the automotive repair industry, who uses his experience to help other auto repair shop owners build successful businesses. Through his business, Shop Fix Academy, he provides innovative management coaching and training based on the knowledge he acquired growing the automotive repair chains, Eurofix and Autofix. Stokes created Shop Fix Academy to provide comprehensive training for shop owners delivered through user-friendly videos, conferences, one-on-one coaching, and peer groups to ensure that participants receive maximum value for their money. Stokes also offers consumers advice on automotive repair through his radio show, “Fixin’ Cars with Aaron Stokes,” broadcast weekly on Nashville’s 99.7 WTN. LOUIE SHARP is a nationally renowned, world class speaker with over 11 years of professional speaking experience. He has been seen on NBC and ABC, as well as delivering keynote speeches for distinguished companies such as DuPont, Edward Jones, Sage, and Axalta Coating Systems. Louie is a successful business owner in his own right. He started his first company, Sharp Auto Body, at the age of 23 and 40 years later it is still going strong. He is also a published author of The Gifted Leader—How to Grow Your Business for More Profit & Freedom!
AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION FORM Name: _______________________________________________________________________________________________ Company:____________________________________________________________________________________________ Address: ________________________________ City: _____________________________ State: _____ Zip: ____________ Email: ___________________________________________ Phone: _____________________________________________
Registration includes lunch, social hour & vendor showcase! Early Bird Pricing (before 3/24/22)
Standard Pricing (after 3/24/22)
$195 Member/$225 Non-Member ea.
$225 Member/$250 Non-Member ea.
Payment Options: ____Check enclosed. Payable to AASP-MN ____ Credit Card* (VISA, MC, DISC, AMEX accepted) *NOTE: We add a 3% surcharge to all credit card payments. This surcharge is not greater than our total cost of accepting credit cards. Surcharge does not apply to debit cards. Card Number: ___________________________________________________________ CVC #: _____ Expires: ____ /_____ Billing Address: _______________________________________________________________________________________ Signature: ___________________________________________________________________________________________ Return with payment to: AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 - Fax: (612) 623-1122 - Email: aasp@aaspmn.org Cancellations must be received no later than 4/1/22 in order to qualify for a full refund. After 4/1/22 no refunds will be issued and no-shows will be billed.
AASP-MN News
March 2022 | 17
COVER STORY
Not Her Daddy’s Shop: Women in the Industry Although women comprise around 51 percent of the population, less than two percent of auto body repair technicians are female, based on a 2021 report by the U.S. Bureau of Labor Statistics. Yet, nearly 60 percent of women participate in the labor force, which begs the question: Why aren’t more women working in automotive and collision repair shops where we so desperately need help? A large reason for the lack of female technicians is simply…the lack of female technicians. Young women often don’t pursue careers in the automotive and collision industries because they don’t see other women in those roles, leading them to believe that there’s no place for them. Of course, that’s totally untrue. While women are different from men, those differences are a strength when leveraged properly! Women think differently. Their focus on efficiency and accuracy tend to be huge assets for shops, not to mention the fact that female consumers are typically more comfortable visiting shops that employ women. But defying the odds and being the only woman in the room comes with its own unique set of challenges and fears. Overcoming the fear of being different is never easy – just ask any collision repairer whose negotiations with insurers have been quelled by the claim that they’re “the only one!” – but fortunately, some women are comfortable being uncomfortable; they didn’t allow their fears to subdue their aspirations to join this industry. ASP-MN News talked to a few of the amazing women who’ve found a home in Minnesota shops about their experiences working in a male-dominated industry, the benefits of diversity and how shops can attract more female employees. As the daughter of an auto repair shop owner, Danielle Tinney was born with cars in her blood. After graduating school to become an automotive technician, she began working at Superior Service Center (Eagan) as a mechanic in 2017. Two years later, she transferred to the collision side of the business where she works as a diagnostic technician. “I considered multiple career paths – the sky was the limit! – but I’ve always been interested in automotive,” she recalls. “I knew I needed to be open to every opportunity within this industry, so I started getting my toes wet. Learning about diagnostics really sparked my interest, and I began diving deeper into that because I knew it would be evolving over the next few years. Seeing what the future will bring really caught my eye.” Due to her background in the industry, Tinney is comfortable working in a male-dominated field and has received a lot of support from her co-workers. “The people I work with have helped me along the way, but growing up surrounded by men in this industry has been instrumental in figuring out what I wanted to do. I’ve never been talked down to because I’m female;
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everyone has been welcoming, and our boss treats everyone the same. I also think that women are becoming a larger presence in shops. We have a female estimator on the auto body side, plus three women in the front office helping customers. I’ve also seen more women delivering parts.” While Dawn Weitzel (Bodywerks Auto Body Repair; Elko) does not have the same automotive upbringing, her career began in an equally male-dominated field. After obtaining her master’s degree in public administration, she worked in city government management for over a decade, but when her husband Jeff took over his father’s shop in 2001, she resigned from municipal government to develop the business where she now handles the shop’s finances, marketing strategy and communications with customers and insurers. “At the time, 80 percent of our volume was rental car fleet related, and we turned the business around by focusing more on individual insureds. We continue to refine our business plan. I’d originally considered returning to a career in government, but when you own a business together, it becomes your baby, and that’s what the shop turned out to be. I can’t imagine leaving it.” Government agencies tend to be male-dominated, just like the automotive industry, but Weitzel was fortunate enough to have many mentors (both male and female) who encouraged her and “really shaped who I am. They encouraged me to trust my skills and abilities, and from a very early stage of my career, I learned the importance of being heard. Taking advantage of every possible opportunity has helped me develop a strong sense of selfconfidence. “I treat others fairly and expect the same in return,” she continues. “Sure, you’ll occasionally get that person who tries to belittle or demean you, but that behavior is the person’s issue, not mine. I refuse to take it and have no problem with politely setting expectations so they understand very quickly that treating me poorly is unacceptable. I expect and receive mutual respect.” Lisa Roering (Roering Auto Body Inc.; St. Paul) also commands respect after owning her shop for the past 22 years. Although she was not involved with the business when her ex-husband owned it, she couldn’t let the shop go when he lost interest after his father passed away. “This special place meant too much to sell it, so I took it over. I didn’t get much respect in the beginning because a lot of people just thought I was a backyard startup holding my daddy’s right hand, and I even had one guy tell me I couldn’t run the shop because I’m a ‘girl.’ Well, that guy had no idea who I am, and his disparaging remarks didn’t discourage me; they simply motivated me to prove myself even more. I honestly had no idea what I was getting myself into, but when you really want something – the way I wanted to succeed in my shop – you work as hard as you can to achieve it.
AASP-MN News
by Chasidy Rae Sisk
“I set out to learn everything I could,” Roering elaborates. “I asked a lot of questions and attended industry classes, receiving help from vendors and employees. A handful of employees quit because they didn’t want to work for a woman, which is fine since it obviously wouldn’t have worked out in the long run if that’s their mindset; however, the majority of my employees have been nothing but respectful. They’ve supported me and explained things I needed to know.” Some customers have posed challenges, while others have intentionally sought a female-owned shop. “I can’t begin to guess how many times a man has come in, addressed me as ‘honey’ or ‘sweetie’ and asked to speak to my dad,” Roering muses. “On the other hand, I’ve had customers come to the shop specifically because I’m a woman.” Since women influence up to 85 percent of automobile purchases, it stands to reason that they also determine where to take a vehicle in need of repairs. Female customers often find comfort in dealing with women working at shops due to insecurities about their own lack of automotive knowledge, as well as misperceptions related to the propensity of repairers taking advantage of that deficiency. “Women want to be treated with respect when they deal with any business,” Roering contributes. “They want to know that they can trust us. Women tend to listen, absorb the customers’ concerns and express sympathy in ways that men haven’t learned. It really comes down to how you treat people, how you perceive them and how they perceive you.” “We’re seeing an upward trend of women coming into the shop and calling about their vehicles,” Weitzel notes. “As a woman, I communicate differently than men, and female customers seem to appreciate those soft skills. Bringing your car to a shop after an accident is a stressful situation for anyone, and a lot of women feel nervous about whether they’ll be treated fairly in a shop full of men. My customers know I won’t talk down to them, and that puts them at ease. Regardless of my customers’ gender, my goal is to assist them, and they can sense that my desire to help is genuine.”
Employing women in the shop – as technicians, estimators, detailers, painters, mechanics, managers or any other role – benefits the business in many other ways as well. “Running a small business always requires a juggling act, but women are very good at juggling different roles and moving from one thing to the next,” Weitzel explains. “Women pay close attention to detail, so they also excel in leadership roles where they have to deal with human resources, vendors and customers…and all the
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related problems that arise.” Attracting more women to the industry is as simple as making them feel welcome and creating space for them – sometimes literally. “This industry is not always going to be male-dominated,” Tinney expresses her hope for the future. “Vehicles won’t always consist of dirty, greasy work on a combustion engine, and as technology advances, I believe that will naturally open the door to more women entering the automotive continued on pg. 20
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COVER STORY continued from pg. 19 industry because they’ll be intrigued by the mental challenge of tackling the problems we deal with in the shop. But that will only happen if they feel welcome. Shops would be more structurally appealing if they offered restrooms and changing rooms for men AND women in the shop to show that we’re being intentionally invited. We need to know that there’s room for us.” “It’s vital for the automotive industry to hire more women to cater to the growing population of female customers since we make them (and people in general) feel more at ease,” Weitzel points out. “But really, women are looking for many of the same things as men. They want to be treated with respect and dignity, and they also want to work for a business that invests in their skills and provides opportunities for growth through training and education.” With all the challenges thrown at industry professionals, being confronted with additional hurdles related to gender can be daunting. What advice would these ladies offer other women interested in pursuing a career in the collision industry? “This industry changes every day, so you’re constantly learning something new,” Tinney shares. “I really enjoy problem solving, so if tackling puzzles and brain work appeals to you, this industry is definitely worth considering as a career path.” “People may snicker at you, and you’ll need to develop a tough skin to deal with people’s arrogance about their own
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vehicles,” Roering admits. “Know your worth. I’m modest, but I’m also proud of the accomplishments I’ve achieved in my shop. You have to be passionate about what you do, and if you’re passionate, just keep going. Don’t stop.” “Go for it! This interesting industry constantly changes and evolves, and there’s a wealth of opportunity and many available roles for women in the body shop industry,” Weitzel insists. “Every position is integral, and we’re seeking your skills and abilities! Spend a day in a shop to see if something really strikes you. Is it painting, communications, repairing vehicles or something else? Surround yourself with a network of educated people you respect, find mentors, and stay informed. Join industry groups focused on women for additional support.” Weitzel offers one last piece of advice: “Be yourself. In this industry, I’ve never felt pressured to change who I am, and I think it’s important for young women to realize that you don’t have to go into the body shop and be one of the guys. Just keep being who you are.” And who are they? Well, the women in the automotive and collision industries are brave, formidable and intelligent, and we stand in awe of them. Happy Women’s History Month!
AASP-MN News
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March 2022 | 21
CASH IN ON YOUR MEMBERSHIP BENEFITS!
by Mac Hardin, AASP-MN Bankcard Program
Bankcard Questions & Answers Whether you’re participating in the AASP-MN Bankcard Program or not, I’m always available for questions. Here are a few I’ve received recently: Q: Somebody called today from Merchant Services saying my PCI compliance is past due and that I’m being charged a penalty. It this legit? A: Probably not. In an effort to sound like they already have a relationship with you, “Merchant Services” is a common phrase used by many bankcard salespeople. Chances are they probably asked you to send your statement. That’s a real tip off that the person calling has no idea of your PCI compliance status, and that their real mission is to become your processor. By the way, PCI is short for Payment Card Industry – Data Security Standards. Q: I received a call from someone who says they do “no-fee” processing. Is this possible? A: It’s about as possible as you having a no-fee repair shop, which your customers would love. The card companies, Visa, MasterCard, Discover and American Express don’t process your sales for free. Period. It’s most likely a service that would pass the cost along to your customers, which they won’t love. Q: I have a $5,000 engine job on the line, but the customer insists he wants to pay over the phone. What’s my risk?
A: Be careful of this one. Do you know the customer? If not, this could be someone wanting to pay with a stolen card number. Chances are the sale will go through when you hand key it, but once the real owner of the card sees the charge, he or she will dispute it. That’s when the money will be taken from you as easily as it was originally paid, right after the guy has driven off with your new engine. Q: If the chip on the card won’t read, am I okay swiping the mag stripe on the back? A: Be careful of these sales too, and again, know your customer. It is possible that someone has made the chip unreadable. Your protection on a fraudulent sale is greatly diminished if the chip can’t be read. Q: Can I take Apple Pay and Google Pay? A: Whether you’re set up to take these forms of payment is a question you’ll have to ask your processor. These are “contactless” transactions, and the rates should be the same as a chip-read transaction, plus you should have the same protection as a chip-read card. Again, you’ll need to contact your processor to see if they have you set up for it. If you have other questions, or if you would like to see if the AASP-MN Bankcard program can reduce your costs, I can be reached at (612) 750-2988, or mach@retailfinancialservices.biz.
AASP-MN MEMBER BENEFIT PROGRAMS PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE CBIZ AIA Contact: Brad Schmid 763-549-2247 / bschmid@cbiz.com CBIZ AIA and United Fire Group (UFG) have created a program for members that includes a special premium discount, exclusive coverage and potential safety group dividend. CBIZ AIA can present quotes from multiple carriers and, as an added bonus, offer members an exclusive 10% discount on their property/liability insurance premiums. 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.
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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. 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! 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 Mitchell 1 offers AASP members special discounts on the Mitchell 1 family of integrated software tools.
Mitchell International Contact: Mitchell International Representative 800-238-9111 AASP members receive a 15% discount on any Mitchell RepairCenter TechAdvisor package. Visit ww.w.mitchell.com/ productsservices/collision-repair-shop-solutions/ cloud-estimating for more information. TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-288-6220 Members enjoy discounted prices on the industry’s #1 technical information hotline, Direct-Hit. CHECK GUARANTEE SERVICES Certegy Check Services 877-520-2987 Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments. AUTO EMPLOYEE ASSESSMENT Assessment Associates International Contact: Nate Page 952-854-6551 / nate@aai-assessment.com Designed to help facilitate and enhance hiring decisions. AASP-MN members receive 50% off retail price, starting as low as $15 per assessment. 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).
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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. 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 long-term commitments. Members also receive a 20% discount on monthly sales & management webinars as well as a 20% discount on all 180BIZ advisor training programs. LIVE-ONLINE & ON-DEMAND TECHNICAL TRAINING AUTOMOTIVE SEMINARS Contact: Tim Houghtaling 920-866-9813 / tim@automotiveseminars.com
Discounted pricing to AASP-MN members on all live-online events, as well as ondemand training videos. Automotive Seminars specializes in diagnostic training that provides automotive technicians with knowledge, testing techniques and data interpretation skills needed to diagnose today’s vehicles. The live-online events and on-demand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.
AASP-MN News
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