AASP-MN News March 2024

Shannon Christian

MECHANICAL SEATS

Tim Kruse

Randy Notto

STAFF

EXECUTIVE DIRECTOR

Linden Wicklund

OFFICE MANAGER

Jodi Pillsbury

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AASP-MN

UPCOMING EVENTS

Conference March 27 & 28, 2024 Crowne Plaza Minneapolis West, Plymouth

First

–

Third Tuesday Each Month, 9:30am - 10:30am Mechanical Monthly Morning Zoom Meetup

Third Thursday Each Month, 9:30am - 10:30am

Pay Attention, Stay Flexible and Make a Difference!

By Mike McLynn, AASP-MN President

Serving as the President of AASPMN over the past year has been humbling and exciting, particularly as what I contribute to the conversation is listened to by others and reflected back to me. I tend to be someone who listens and then chimes in, not a big talker. This experience has pushed me to share my perspectives and knowledge. As I end my term, two big shifting topics come to mind as things the AASP-MN has been paying close attention to: the economy and the workforce.

Small business is a very fluid thing. This allows shops to adapt and learn, changing how they operate to match the times. The economic outlook for the next year or more is uncertain, and likely it will be a hard year for some and strong for others; this includes both shops and our customers. I suspect that mediocre shops will suffer, and good shops will do just fine. What we

fix, the types of repairs and vehicles are still going to be there. But people are going to ask a lot of questions before moving forward with repairs. This also means good techs are going to look around for jobs at the shops that are doing well, with a good amount of work cycling through.

The tech shortage has been hard on shops in the past two years, but is improving greatly. In the handful of years leading up to and during COVID, there were no technicians to be found. Not too surprisingly, this came after years of burning through new technicians coming into the industry. We were not forced to train in-house like we do now. This industry was one of the best at wrecking new kids. Now we are seeing a big self-correcting shift out of necessity. Shops are figuring out how to onboard, teach, and motivate technicians to help them move up in

their careers. If people pay more and provide lasting careers, jobs in this industry will be more sought after. People take notice when they see the other guy working hard and driving a new truck.

As long as we pay attention, learn from experience, and stay flexible, solid independent shops will continue to do good business. The time I have taken away from my own shop to serve as a leader and participate as a member of AASP-MN has paid off. It is so important to get out of the shop and connect with others in the industry. You never know what little bit of information you are going to pick up that makes a big difference moving forward.

I look forward to seeing you March 27 and 28 at AASP-MN’s annual meeting as I pass the gavel to Aaron Swanson (LaMettry’s Collision) as the incoming president.

the second year of the two-year biennium, meaning the legislators are the same, and the DFL controls the House of Representatives, Senate and Governor’s office. With the budget set in odd-numbered years, traditionally evennumbered years focus on a bonding or Capital Investment bill for state infrastructure projects. There will also be legislation aimed to tweak larger bills from last year, such as legalized cannabis and policy-focused legislation. The economic forecast, while positive, predicts structural deficits starting in 2026. Any supplemental spending will be done cautiously, and the Senate Tax Chair has publicly stated there will be no new taxes coming out of her committee, so the opportunity to generate additional funds via taxes does not appear likely either.

Within that broader context, specific issues that AASPMN will be tracking include developments in the use of Artificial Intelligence (AI) within the insurance industry, any additional changes to the Right to Repair legislation that was passed last year but excluded automobiles, workforce development initiatives, relevant electric vehicle provisions and any opportunities to support lower property tax rates for member businesses.

AASP-MN’s Uniform & Linen Supplies Program Pays 10 Percent Rebate

AASP-MN recently distributed nearly $85,000 to 176 members participating in the Alliance’s uniform program through Vestis (formerly Aramark). That’s an average rebate of $481! The rebate is equal to 10 percent of their qualifying purchases during 2023.

This is just one of many cost-savings programs the Alliance offers to its members. To find out more about the member benefits/services available, check out page 23 of this issue of AASP-MN News, call the office at (612-) 623-1110, or visit the AASP-MN website, aaspmn.org and start saving today!

22nd Annual Race for Automotive Education Raises

Nearly $14,000 for Student Scholarships

AASP-MN held its 22nd Annual Race for Automotive Education, January 22-25, at ProKart Indoor Racing in Burnsville. The event raised nearly $14,000 to support the Alliance’s Automotive Education Fund and will fund scholarships for automotive students enrolled in ASEaccredited auto service and collision repair programs in Minnesota’s technical colleges.

During the four nights of racing, 36 teams (180 racers) of auto service and collision repair shops, technical school students and industry suppliers took to the track in go-karts reaching speeds of up to 40 miles per hour. Many spectator fans were also on hand to cheer on their team.

Trophies were awarded to the first place and runnerup teams each night. They were:

Monday, January 22

• First Place – EuroTech Auto Service, Team #3

• Runner-Up – EuroTech Auto Service, Team #1

Tuesday, January 23

• First Place – Suburban Chevrolet

• Runner-Up – Heppner’s Auto Body, Team #2

Wednesday, January 24

• First Place – LaMettry’s Collision

• Runner-Up – TGK Automotive, Team #1

Thursday, January 25 (Student Night, sponsored by CSN Collision USA)

• First Place – DCTC Mechanical, Team #1

• Runner-Up – DCTC Mechanical, Team #2

In addition to the 36 race teams, this event was supported by:

• 3M

• Auto Value/Benco Equipment

• BASF

• CBIZ

• CSN Collision USA

• Lake Weed Removal

• LKQ-Minnesota

• Lube-Tech

• Precision Diagnostics

• Suburban Chevrolet

The Automotive Education Fund was established in 2002 to provide financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the automotive service industry. Since its inception, nearly $330,000 has been invested in student scholarships, SkillsUSA and automotive education programs throughout the state. For more information, visit aaspmn.org or call the Alliance office at (612) 623-1110. AASP-MN is currently accepting applications for the 2024-25 school year. Applications are due March 31, so there is still time to apply!

2024 Membership Dues Are Due!

Annual membership renewals for AASP-MN were due January 31. If you have not paid your 2024 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!

Night 1 First Place Winning Team: EuroTech Auto Service, Team #3

Night 2 First Place Winning Team: Suburban Chevrolet

Night 3 First Place Winning Team: LaMettry’s Collision

Night 4 First Place Winning Team: DCTC Mechanical, Team #1

Sponsorships Support Alliance

Educational Programs & Other Activities in 2024

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 2024.

Sponsorships help the Alliance deliver quality programming at an affordable price to members.

If you are interested in becoming a sponsor for any Alliance educational program or event, contact the AASP-MN office at (612) 623-1110.

Minnesota Careers in Auto Repair & Service (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.

MNCARS is back on the road and visiting schools! Here is a list of our recent stops:

Feb. 2: Anoka Tech, presentation to three classrooms of mechanical students and tour of new third year program space

Feb. 10: St Paul College event with presentation from Senator Klobuchar promoting The American Apprenticeship Act

Feb. 17: Central Middle School, White Bear Lake Area Schools IDS624, presentations

Feb. 23: Johnson Senior High School, St Paul, Opportunities Fair

Feb. 24: Central Senior High School, St Paul, Opportunity Fair

Feb. 27: Elk River Schools, Career Fair

To date, the following companies have made sponsorship commitments for 2024:

Premium Sponsor

LKQ Minnesota

Platinum Sponsor

Lube-Tech

Gold Sponsors

3M Automotive Aftermarket

Division

AASP National

Auto Value Parts Stores/ Benco Equipment

BASF CBIZ

Silver Sponsors

Axalta Coating Systems

Enterprise Mobility

O’Reilly Auto Parts

PPG Automotive Finishes

Sherwin-Williams

Suburban GM Parts

Vestis

Bronze Sponsors

aaa Auto Parts

C.H.E.S.S.

Dentsmart PDR

Precision Diagnostics

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

www.langmarketing.com

Aftermarket Parts Proliferation Explodes

The array and depth of parts needed to repair the growing diversity of cars and light trucks on U.S. roads are growing exponentially. This is driving a parts proliferation problem that is expanding across the light vehicle aftermarket.

Four major factors are ramping up light vehicle aftermarket parts proliferation. Lang Marketing projects that parts proliferation in the car and light truck aftermarket will soar for the foreseeable future, increasing inventories and the logistical burdens on manufacturers, distributors, retailers and installers. This has important implications for vehicle repair and aftermarket product distribution in the U.S.

Soaring Parts Proliferation

The expanding array of products required to repair cars and light trucks in the U.S. is increasing parts proliferation at an unprecedented rate. Parts proliferation forces manufacturers, distributors, retailers and installers to inventory, handle and manage a growing array and depth of light vehicle products to provide the timely auto repair that American consumers have come to expect.

Four Factors Driving Parts Proliferation

Four factors drive parts proliferation in the U.S. aftermarket: foreign nameplate growth, increasing vehicle age, advancing vehicle technology and electric vehicles (EVs).

Factor 1: Foreign Nameplates

Foreign nameplates are rapidly increasing their number and share of light vehicles in operation. As the foreign nameplate population increases, its age mix is also changing. These factors add to the number and variety of products required for timely car and light truck repair.

The number of foreign nameplate cars and light trucks on U.S. roads will climb significantly between 2020 and 2025.

Foreign nameplates will account for approximately 53 percent of all cars and light trucks in operation by 2025, adding to the parts proliferation problem.

Factor 2: Vehicle Age

The average age of light vehicles continues to climb. Between 2020 and 2025, the average age will increase by over three-quarters of a year. The age mix of vehicles is also changing.

The number of cars and light trucks at least 12 years old will climb between 2020 and 2025. This changing vehicle age mix is boosting the average age of cars and light trucks and extending the vehicle age range for which parts must be carried in aftermarket inventories.

Anemic new vehicle annual sales and the growth of older vehicles are shifting mileage from newer to older cars and light trucks. This increases the need for older-vehicle parts to remain in inventories for an extended time.

Factor 3: Vehicle Technology

Vehicle complexity is increasing, with advancing technology affecting virtually all vehicle operating systems. Growing vehicle technology is adding significantly to the breadth of parts that manufacturers, distributors, retailers and installers must carry to enable the timely repair of light vehicles.

The number of smart parts (vehicle components with special sensors and software) will increase dramatically in aftermarket volume between 2020 and 2025.

During these five years, vehicles with advanced driver-assistance systems (ADAS) will climb at more than three times the annual pace of the overall VIO,

Advancing vehicle technology is fueling the growth of aftermarket parts proliferation and the cost of DIFM aftermarket products and services.

Factor 4: Electric Vehicles

While electric vehicles do not account for a significant share of the VIO at this time, aftermarket products for EVs must be available across a wide range of vehicle systems. As the EVs in operation increase in age, their need for aftermarket products will increase, adding significantly to parts proliferation.

The surge in new electric vehicle

models hitting dealer showrooms in the next few years will dramatically increase the array and number of EV replacement parts that must be carried in aftermarket inventories.

Factors Grow More Intense

All four factors that are driving parts proliferation will intensify over the coming years, placing growing demands on the aftermarket supply chain at all levels.

Distribution Impact

Many participants in multi-tier distribution channels, particularly the traditional distribution channel, have long believed that more extensive inventories favored their distribution methods and capabilities. However, over the past 10 years, the integrated channel (distribution characterized by product ownership not changing hands from when products are purchased from manufacturers to their sale to end-users) has grown faster than multi-tiered distribution channels. Much of this growth has been fueled by the increasing share of aftermarket volume generated by eCommerce.

Future Developments

Parts proliferation does not necessarily benefit one type of distribution channel over another. However, the rapid increase in parts proliferation is inspiring a growing array of distribution innovations aimed at solving the ever-increasing challenges presented by parts proliferation.

Six Major Takeaways:

• A growing number and array of products are necessary to provide auto repair to consumers on a timely basis. Four forces drive aftermarket parts proliferation: foreign nameplates, vehicle age, vehicle technology and electric vehicles.

• Foreign nameplates represent the majority of cars and light trucks on U.S. roads. Their growing VIO and increasing diversity of makes and models significantly add to aftermarket parts proliferation.

• The vehicle age at which parts can be removed from aftermarket

inventories continues to increase as vehicles climb in average age and the population of older vehicles grows on U.S. roads. Lower new vehicle sales and greater vehicle longevity are prompting the VIO age shift from more recent to older vehicles.

• Vehicle complexity is increasing. Technology advances are adding to the breadth and depth of parts that manufacturers, distributors, retailers and installers must manage for auto repair to be conducted on a timely basis as consumers expect.

• Electric vehicles, while they currently do not account for a large VIO share, are significantly adding to the array of products that must be available to the aftermarket to provide timely vehicle repair.

• Parts proliferation does not necessarily favor one distribution channel over another. However, it is inspiring an array of distribution solutions aimed at managing the growing inventory and logistical challenges facing the aftermarket.

WHY THE AUTOMOTIVE AND COLLISION INDUSTRIES ARE LOSING THE EMPLOYEE-RETENTION WAR

Many of you reading this may remember me as the old editor of this magazine, so let me quickly fill you in on what I’ve been doing since late 2021. Before landing my current role as an editor for an international nonprofit organization, I spent 14 months as a job coach in New Hampshire. In that role, I helped people in their twenties and thirties focus on their career goals, better organize their résumés and determine the right employers they should pursue based on their skills and ambitions. When I decided to move on from that position to pursue work closer to my skills and ambitions, I found myself slugging it out in the job marketplace alongside millions of other folks. The lessons I learned from these two experiences could fill 10 books, but since I’m limited to around 1,200 words here, I’ll stick to presenting what I believe are some of the reasons why the automotive and collision repair industries are having such a hard time attracting and retaining younger employees –and what it can do to turn things around.

Younger Employees Are Afraid to Stay with You

The next time you have a few minutes, go through LinkedIn and check out a few profiles for professionals in their early twenties through early thirties who work in other industries. It’s likely you’ll see people staying at a position for 12 to 18 months before moving on to something new. Years ago, this may have been a red flag for an employer who’d see a résumé like that and immediately question that potential hire’s commitment level. I don’t disagree with that concern, but one surprising thing I discovered while working in the job coaching field is that longevity at a previous position is now a potential barrier to future employment. A more “old-school” employer may still look at a potential hire’s 10-year stint at a past company as an indicator of that person’s loyalty and ability to hold down a steady job, but there’s a much greater likelihood that the majority of today’s hiring managers will view this candidate as someone who’s been applying their talents in just one direction for far too long – possibly leading to a stale skill set or (even worse) a decade’s worth of bad habits.

I’m the first person to scratch his head over Corporate

America’s willingness to embrace a revolving-door workforce. Frankly, this mindset is utterly insane. After all, if an employer is looking to hire someone who’s acquired a variety of skills by jumping around, shouldn’t they expect their new hire to bounce after a year or so? That’s not how you build stability in your operation and work culture.

The good news is that the automotive and collision repair field is one of the very last industries in this country that values employee longevity. The bad news is that you need to work damn hard to push against a culture that has made job-jumping the norm. In the November 2023 issue of Hammer & Dolly (available online at grecopublishing. com/hd1123askmike), Mike Anderson of Collision Advice shared how one of his shop clients uses retention bonuses to encourage employees to stick around. The owner of this shop gives his employees a $500 retention bonus for the first year, $1,000 for the second year, $1,500 for the third year and so on. That’s not a bad idea at all.

Do you have a solid training plan in place for employees to sharpen their skills consistently? Are you an innovative, tech-savvy owner who provides your employees with the most current equipment and processes available? Do you communicate to a potential employee what they could make if they stay with you for five or more years? What are some other ways you’re incentivizing them to stay with you for the long haul?

Start thinking in these directions immediately, as securing long-term employees through the allure of a steady paycheck alone just doesn’t cut it anymore – especially in this economy. If you want to grow a dependable long-term employee base, it’s your responsibility to present them with a clear career path and reward them for not leaving. You need them more than they need you.

You Don’t Clean Up – or Shut Up

I say this with the utmost respect for my friends in the industry: More than a few of you run absolute dumps. Sure, your customer waiting area may be spotless and impressive, but what about that hellhole in the back? Is

by Joel Gausten

garbage everywhere on the floor? How many political signs and posters of women in bikinis are on the walls? In 2024? (You know who you are.) To be blunt, you can’t afford to show a potential hire — and, in some cases, their parents, guidance counselors, etc.— that they’d be working in tacky squalor.

In addition to simply cleaning up the mess in your shops, you need to tidy up the social culture within your four walls as well. Today’s society is more politically and socially varied than ever. Whether you agree with concepts like “social justice,” “cultural sensitivity” and “gender fluidity” doesn’t matter – the fact is that younger members of today’s workforce do care about these things. A lot. I raised my stepson in rural New Hampshire, and even his high school had a transgender student support group.

Do I personally align with “woke” culture? Not always, but that doesn’t matter – and it doesn’t matter if you do, either. Why alienate a potential hire because your current staff wants a picture of a half-naked woman on the wall or you want to display campaign posters for your favorite political candidate? Are you ready to call your employees by their preferred pronouns? Your competitors in other fields sure are. Your job is to fill your business with employees with the skills to keep your customers and partners happy – not to make your business a reflection of your sociopolitical beliefs. Save that stuff for your dinner table, and keep it out of your bay.

Why the Industry Can – and Will – Win

Simply put, cubicle farms suck. There are few things more impersonal than having to run a simple question or a time-off request through a 10-person Human Resources email chain and then wait for a reply. I had clients at my previous job who hated those environments. Why? Because they just loved working with their hands and didn’t want to waste their time writing an email to someone they’ve never met to ask if they could leave early to take their kid to a dentist appointment. One of the greatest things about most automotive and collision shops is that employees see the owners every day. You’d be stunned by how rare that kind of interaction is these days, especially when some companies competing for your hires have 300 employees.

There’s an intimacy and family spirit in both the automotive and collision repair industries that is virtually non-existent in almost every other profession out there. Use that rare gift to your highest advantage. Host regular parties or other social events for your team. Don’t just throw a few pizzas on a table once a month; invite your employees to a family-friendly place on a Saturday afternoon – on your dime – and encourage them to bring their kids and/ or significant others. Laugh with them. Make them feel like they’re part of your family – because they’ll be spending a lot more time with you than their actual one. Market these things to your potential hires. It’s simple stuff, sure, but believe me – this is an art that’s dying in today’s workplace. Be the industry to keep it going. Your employees will love you for it – and stay with you for more than 18 months.

I’ll always have a deep love and appreciation for this industry, and I hope these few words have helped shed some new light on an old problem. I wish you well in your search for new employees. You have an extraordinary opportunity to offer them.

• Local/Regional Networking Events

• Annual Education Conference

• Educational Webinars

• Mentoring Opportunities

womensindustrynetwork.com

• Scholarship

• School Outreach Program

• Most Influential Women (MIW) Award

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AASP-MN Annual Meeting & Leadership Conference:

“THE SHOP OF TOMORROW”

March 27 & 28, 2024

Crowne Plaza Minneapolis West 3131 Campus Dr, Plymouth, MN 55441

AGENDA AT A GLANCE

Wednesday, March 27

8:00am - 5:00pm Registration Open

9:00am - 5:00pm Financial Bootcamp Workshop - Unlock Hidden Profits Today!

Presented by Rick White, 180Biz

9:00am - 5:00pm Skills-Based Hiring Practices & Retention Solutions Workshop

Presented by Rework America Alliance

1:00pm - 5:00pm Estimates, Insurance Relationships & MN Insurance Law Workshop

Presented by a panel of experts

3:00pm - 4:00pm 3M Skills Center Open House

Thursday, March 28

7:00am - 5:00pm Registration Open

8:00am - 8:30am Breakfast with Vendors

8:30am - 9:45am Opening Keynote: Leading for Today and Tomorrow

Presented by Dr. Melissa Furman

9:45am - 10:00am Coffee Break

10:00am - 12:00pm Roundtable Discussions (Attendees will participate in 4 topics for 30 minutes each)

12:00pm - 1:45pm Lunch with Annual Meeting & Vendor Showcase

1:45pm - 3:15pm Breakout Sessions:

• Navigating a Multigenerational Workforce and Customer Base

Presented by Dr. Melissa Furman

• Technology Doesn’t Close Sales; YOU DO!

Presented by Rick White, 180BIZ

• Leverage Financial Resources to Expand or Stabilize Your Business

Presented by Johan Gomez Sang, Kevin Pleasant, and Brent Lundell

• Breaking Free - Presented by Dave Luehr

3:30pm – 5:00pm Closing Keynote & Reception: Paid for Done - The Pathway to An 8-figure Enterprise - Presented by Matt Schneider

Event ends with closing thank you & prize giveaway

This year’s conference will be filled with practical advice for today and insights into major factors that shape the future for shops. Topics will range from changes in the workforce to the impact of the economy to industry disruptions and innovations.

WEDNESDAY, MARCH 27:

Financial Bootcamp - Unlock Hidden Profits Today!

9:00am-5:00pm

Presented by Rick White, 180BIZ

We’ve combined the best of both worlds – financial savvy and KPI expertise – into one comprehensive package. This course isn’t just about learning; it’s about doing. Attendees will dive into real-world scenarios, tackle common problems, and emerge with practical solutions.

Skills-Based Hiring Practices & Retention Solutions

9:00am-5:00pm

Presented by Rework America Alliance

This is an interactive workshop with lots of information and opportunity for exploration and discovery concerning job descriptions, interview processes, onboarding, upskilling, and systems change.

Estimates, Insurance Relationships & MN Insurance Law

1:00pm-5:00pm

Presented by a panel of experts & interactive presentations with AASP-MN Government Relations Team

This workshop will be a deep dive into how to leverage Minnesota and National statutes during collision repair negotiations and mechanical repair customer disputes.

3M Skills Center Open House

3:00pm-4:00pm

The new and impressively high-tech collision repair training facility created by 3M in Saint Paul will be open for tours. Learn about how the continuing education available is drawing attendance from across the county! We are very lucky to have this resource right here in our backyard. Transportation not provided.

THURSDAY, MARCH 28

Breakfast with Vendors

8:00am-8:30am

Grab a cup of coffee and a Danish and visit with industry vendors and make some new contacts! Catch up on the latest and greatest in products and services and get answers to questions you haven’t had time to ask.

Opening Keynote: Leading for Today and Tomorrow

Presented by Dr. Melissa Furman

8:30am-9:45am

Do you have the critical leadership skills needed to successfully lead into the future? Organizations are experiencing historical levels of diversity, change, and disruption and as a result, leaders need to evaluate their abilities, preferences, and mindsets. This engaging and interactive session will provide recommendations and strategies to develop relevant leadership skills.

Roundtable Discussions

10:00am-12:00pm

Attendees will participate in four topics for 30 minutes each:

1) Employee Training & Promoting

2) Building & Lot Management

3) Body Shop Customer Communications & Contracts

4) Mechanical Shop Customer Communications & Contracts

5) Tech School Partnerships & Internships

6) SCRS Blend Study

7) Recruitment Strategies

8) Scans & Safety Repairs

9) Shop Safety

10) Business KPIs

Lunch, Annual Meeting & Vendor Showcase

12:00pm-1:45pm

This year’s annual meeting will include presentations from industry experts on key member benefits and programming, including HR, legislative activities, MNCARS update, member meetups, and other resources to help you and your shop thrive.

Breakout Sessions: 1:45pm–3:15pm

Leverage Financial Resources to Expand or Stabilize Your Business

Presented by: Johan Gomez Sang & Kevin Pleasant, Minnesota Bank and Trust, and Brent Lundell, Alerus Bank

Are you considering expanding your capabilities with a new alignment rack, ADAS equipment, or pricey certification? Have you found yourself with major building repairs to pay for or are you looking at acquiring more space? Or maybe bigger repairs with more expensive parts and increased payroll have made managing monthly cash-flow much more complicated. Regardless of your situation, it can be critical to know what resources you can draw on.

During this session, three different experts will share insights on commercial loans, SBA loans, and other financial tools you can tap into to help you reach your business goals.

Technology Doesn’t Close Sales; YOU DO!

Presented by Rick White, 180BIZ

The recent push into the use of technology has been truly mind boggling. There’s a key concept shops need to understand, though. And that’s that technology doesn’t close sales, YOU do! In this session, attendees will learn:

• Why they’re comfortable using technology to do the selling

• The mistakes made every day talking to customers

• The criteria customers use to make a decision

• How to marry technology into the sales process to enhance the experience

Applying what is shared in this session will help attendees increase sales with the help of the wonderful technology out there today.

Navigating a Multigenerational Workforce & Customer Base

Presented by Dr. Melissa Furman

For the first time in American history, there are five generations present in the workforce and most organizations are serving customers from six generations. As a result, leaders and employees are faced with unique challenges and opportunities due to differing mindsets, workstyles, and communication preferences. This fun, engaging session will provide knowledge, skills, and strategies to recruit, retain, engage, and serve customers and employees across multiple generations.

Breaking Free

Presented by Dave Luehr, Elite Body Shop Solutions

Every entrepreneur dreams of building a business that provides freedom. Freedom from working for someone else, financial freedom, or freedom to spend their time on their terms. For too many, this dream has faded into a daily grind of survival.

Attendees will be entertained as they learn key strategies, including:

• Creating a turn-key business plan

• The concept that growth can only come through growing employees

• Developing or finding the best employees at any cost

• How to create an operational playbook

Closing Keynote: Paid for Done - The Pathway to An 8-figure Enterprise

Presented by Matt Schneider 3:30pm-5:00pm

Attendees will learn how to become the absolute authors of their personal and professional lives so they can build a company creating generational wealth, while at the same time finding themselves living a life of design, abundance, and fulfillment. Attendees will leave feeling empowered, with a short list of action items they can immediately deploy to begin making more profit and dealing with less stress.

HOTEL INFORMATION

Crowne Plaza Minneapolis West 3131 Campus Drive Plymouth, MN 55441 (763) 559-6600

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 763-559- 6600 or register online at https://bit.ly/AASPMN24hotel by 3/8/24. Be sure to tell the reservationist you are with the Alliance block of rooms when calling.

AASP-MN Annual Meeting & Leadership Conference Registration

Attendee #1: ___________________________________________ Company:

Address: ____________________________________________ City: ______________________________ Zip:

Email: __________________________________________________ Phone:

Attendee #2: ____________________________________ Attendee #3: Wednesday, March 27

ESTIMATING TIPS

Visit degweb.org to submit a Database Inquiry and contribute to database accuracy!

HELPING TO IMPROVE COLLISION REPAIR ESTIMATE INFO THROUGH REPAIRER FEEDBACK

If you’re performing automotive repairs of ANY kind, you need to utilize the DEG! Check out some recent Database Inquiries - and their resolutions - below!

Solera Qapter (Audatex): Administrative Labor –Recent DEG Inquiry 31575 provides feedback from a Solera Qapter request for review (RFR).

“Any time spent utilizing Qapter to complete an estimate is not included in Qapter provided labor allowances.”

Mitchell: Fleet Vehicle VIN Decoding – Mitchell cloud estimating users may experience VIN decoding issues on “fleet” vehicle models.

Mitchell provides feedback on DEG Inquiry 35744, “Fleet vehicles do not decode in MCE. The tip would be to manually select the vehicle.”

CCC: Drivetrain Table Fixtures & Jigs NOT INCLUDED –DEG Inquiry 35937 establishes that labor to set up fixtures or jigs for an EV drive train table is NOT INCLUDED.

“After review, assembling jigs or fixtures is not included in any MOTOR estimated work time.”

All Three Systems: 2014-2023 Jeep Cherokee Front Door Modifications – When replacing front door(s) on a 2014-2023 Jeep Grand Cherokee, repairers should check the inner door shell jamb to determine if mounting holes need to be drilled to reattach the front seal.

DEG Inquiry 35998 provides feedback from MOTOR: “Estimated work times for drilling holes for the Front Seal if the holes do not come on the Door, would be left to an on-the-spot evaluation.”

CCC: Rivian Estimating Database – An estimating database for Rivian R1T & R1S is currently available in CCC Estimating. Always consult OEM repair information and available documents for the most current part numbers, prices and procedures.

All DEG inquiries on Rivian vehicles can be viewed at degweb.org/deg-database/?_vehicle_make=rivian New inquiries can be initiated online at degweb.org Oem1stop.com now includes Rivian position statements.

Note: The estimating databases are all intended to be used as a GUIDE ONLY. View these tips

OFFICIAL MEMBERSHIP APPLICATION

As a member of the Alliance of Automotive Service Providers of Minnesota (AASP-MN), we will abide by the Association’s Code of Ethics, bylaws and other conditions of membership as established by the Board of Directors. We understand the AASP-MN logo must be used in accordance with the logo guidelines. It is understood membership in AASP-MN is subject to acceptance by the Association and is non-transferable. It is also understood that AASP-MN membership dues may be deductible as a business expense for federal income tax purposes, but are not deductible as a charitable contribution.

***PLEASE PRINT OR TYPE***

BUSINESS INFORMATION:

Business Name:

Business Representative Name: _________________________________________Title:

Street Address:

City: ______________________________ County:______________________ State:______ Zip: ____________

Phone Number: ( ) __________________________ Fax: ( )

Email: _______________________________ Website:

Number of Full-Time Employees: _______________ Number of Part-Time Employees:

PRIMARY DIVISION: (check one) Collision Mechanical/Transmission Associate Educational

List other specialties: _________________________________ Date you started in business:

ANNUAL GROSS SALES: $0 - $500,000 $500,000 - $1,000,000 $1,000,000 - $2,000,000 $2,000,000 - $2,500,000 $2,500,000 - $5,000,000 $5,000,000 - $10,000,000 More than $10,000,000

WHAT BENEFITS MOTIVATED YOU TO JOIN AASP-MN?

I hereby consent to allow AASP-MN to receive details on my participation in association-recommended benefit programs including, but not limited to, account information and pricing, insurance premium, dividend and claims information. I further agree that by providing my mailing and email addresses, telephone and fax numbers, I consent to receive communications sent by or on behalf of AASP-MN via regular mail, email, telephone or fax. I understand that the AASP-MN sign and logo policy authorizes businesses that are members in good standing to use the AASP-MN logo. Should my membership in AASP-MN expire, I agree, at that time, to discontinue all uses of the association’s logo and signs.

Name (Print):

Signature: ________________________________________________________________ Date:

DUES:

Regular

or

Out of State: $150 Addt’l locations: __ @ $50 ea.

Associate (Suppliers): $475

Educational (Schools): $100

PAYMENT OPTIONS:

Company name:

_____ Check enclosed, payable to AASP-MN

_____ Credit Card (select type) Visa MC DISC AMEX

Note: AASP-MN adds a 3% surcharge to all credit card

Billing

Is Business Insurance Tax Deductible?

Navigating the tax code can be complex for businesses of all sizes and sectors. Specifically, business owners may question whether their business insurance is tax deductible. In general, the answer is yes. According to the IRS, business owners can deduct ordinary and necessary business expenses. This means that several types of commercial insurance premiums are deductible. Read on for more information.

Deductible Premiums

The following types of business insurance premiums can typically be deducted:

• Commercial property insurance –This coverage can help pay for repair or replacement costs if a business owner’s commercial property gets damaged by a covered event (e.g., fire, theft and vandalism).

• General liability insurance –This coverage may assist with the resulting expenses if a business owner is held responsible for third-party injuries or property damage.

• Cyber insurance – This coverage can help pay for losses a business owner may face due to data breaches or other cybersecurity incidents, including notification and recovery costs.

• Business interruption insurance – This coverage may assist with lost income and ongoing expenses if a business owner is forced to temporarily close their doors due to a covered incident.

• Professional liability insurance – This coverage can help pay for the resulting costs if a client or customer claims a business owner’s services were negligent or otherwise inadequate.

• Workers’ compensation insurance – This coverage may assist with employees’ medical expenses, lost wages and other benefits after they experience work-related injuries or illnesses.

• Commercial auto insurance – This coverage can help pay for losses a business owner may encounter following accidents or other damages stemming from their use of commercial vehicles.

LEGISLATIVE UPDATE

continued from pg. 5

a similar vehicle is not available locally;

• Requires that reinspection occur within three days when the damage is in dispute rather than the current vague language requiring this reinspection to occur “promptly”;

• Requires the insurer to notify the insured as to why they are not fully covering the repairs to the vehicle if there is a dispute between the insurer and repair facility;

• Directs insurers to approve or deny claims, in part or full, within three days;

• Prohibits using the supplemental process to delay settlement or seriously underpay the cost to repair the vehicle.

These proposed changes are the result of ongoing member engagement and feedback, which we sincerely appreciate. The large majority of the changes draw

Other types of insurance that can be deducted include employee health and life insurance premiums. Additionally, state unemployment insurance fund contributions may be deductible as taxes depending on applicable state laws.

Nondeductible Premiums

Some business insurance premiums generally cannot be deducted, such as:

• Loss of earnings insurance that can help pay for lost income due to a business owner’s sickness or disability

• Life insurance where a business owner is directly or indirectly included as the policy’s beneficiary

Funds placed into a self-insurance reserve are also nondeductible.

As a whole, there are several nuances regarding tax filings and it’s vital for business owners to ensure they adhere to applicable regulations. Business owners should consult trusted tax professionals to learn more and determine which of their policies’ premiums can be written off.

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

from and clarify existing statutes to provide additional safeguards and clarity for all involved in the repair process. The overarching goal is that passing these provisions into law will improve communication between insurers and the insured as to why seemingly necessary repairs are not being covered in full, or at all.

While lawmakers only just returned to the Capitol in mid-February, the constitutional adjournment date does not change so they only have until May 20 to complete their work for the year. As such, committee deadlines are more condensed than normal, with March 22 acting as both the first and second committee deadline, meaning bills must receive a hearing by then to remain in consideration for 2024.

AASP-MN will update members as our legislation moves through the committee process and will reach out with opportunities for you to weigh in on this bill, as well as other key legislation as it arises.

Reliability, Excellence & Industry-Leading Support: Reliable Automotive Equipment

Reliable Automotive Equipment is an industry-leading supplier of OE-certified collision repair equipment. RAE has always been a major advocate of doing things “The Right Way” by demonstrating superior customer service and tailoring equipment solutions to meet the ever-changing demands of the automotive market.

Today’s technicians face unprecedented challenges, including increasingly complex repairs and safety hazards. With the rapid increase in new materials and vehicle construction, there is a growing need for quality tools, top-notch training, and ongoing support. RAE provides professional guidance to help navigate these challenges and maintain a competitive edge within the industry, all while adhering to OEM standards for vehicle repair.

One of RAE’s standout tools is the Xpress800—a versatile “All-InOne” riveting gun system designed to

meet a wide range of riveting needs, including Self-Piercing, Flow Form, Blind Rivets, Blind Rivet Nuts, and more. Its quick-change adapter setup eliminates downtime and ensures efficiency in operations.

The Xpress800 is easy to use and update, while adhering to OEM-approved methods and procedures. It is the preferred rivet gun for certifications. This versatile tool ensures efficiency and effectiveness in various riveting tasks, further solidifying its status as an indispensable asset for automotive professionals.

In an industry marked by constant evolution and heightened challenges, Reliable Automotive Equipment stands firm in its dedication to providing unparalleled support and cutting-edge solutions. With an unyielding commitment to quality, innovation, and customer satisfaction, RAE remains the trusted partner for automotive professionals

worldwide. From superior customer service to industry-leading tools like the Xpress800, RAE continues to pave the way for success in the automotive repair industry. Choose reliability. Choose excellence. Choose Reliable Automotive Equipment.

The Xpress800 system is designed to meet a wide range of riveting needs.

Introduction from the AASP-MN Bankcard Program’s Carley Chivers

Sending out a kind “Hello” to all my new friends and associates at AASP-MN!

I’m excited to have the opportunity to introduce myself and share a little bit about the bankcard world as taught to me by the wonderful (and now happily retired) Mac Hardin! I hope to carry on the same helpful persona Mac brought with him everywhere.

Many of you have already been in touch with me, but for reference my contact info is below. Please never hesitate to reach out with any bankcard or terminal questions and concerns. Whether or not you are on the AASP-MN Bankcard Program, I will be happy to assist and look forward to hearing from you!

I’ve recently had some topics that have frequented my phone and email and I’d like to discuss a few of these here.

1. In recent news, we discovered the Verifone VX520 has now been labeled obsolete. Full downloads to these terminals will be ending. If your business operates on a Verifone VX520 terminal, you will want to be in touch with your processor about what this means for you and how to move forward.

If you process through Elavon and I am your bankcard contact, you may have already heard from me in regard to upgrading your terminal. If not, rest assured I will be reaching

by Carly Chivers, AASP-MN Bankcard Program

out, but you can certainly call or email to discuss this news further.

2. You have likely received a call at some point in your time doing business from an individual claiming to be with “Merchant Services.” Often these calls will insist your card processing fees are too high and request copies of your statement. It’s interesting that they claim to know what your fees are but want your statements to verify. That should be your big clue that what they are really trying to do is win your business.

Unfortunately, the bankcard world is filled with a lot of “sheisters” as I like to call them, who are not always honest about their intentions. Keep an eye out for these calls and allow yourself to be comfortable with kindly refusing their requests and ending the call.

There’s so much to share about the bankcard world and I’m eager to carry on the endless learning just as Mac had done before me. I have so many more topics we could discuss, but again, if you have specific questions or would like to see if the AASP-MN Bankcard Program might be the program for you, feel free to reach out to me at any time.

Contact Carley Chivers at carleyc@midwesthardware.com or (715) 254-9600.

AASP-MN MEMBER PREFERRED PROVIDER PROGRAMS

PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE

CBIZ

Contact: Brad Schmid

763-549-2247 / bschmid@cbiz.com

CBIZ AIA and United Fire Group (UFG) have created a program for members that includes a special premium discount, exclusive coverage and potential safety group dividend. CBIZ AIA can present quotes from multiple carriers and, as an added bonus, offer members an exclusive 10% discount on their property/liability insurance premiums.

EMPLOYEE BENEFITS

CBIZ

Diego Campos

763-228-0259 / diegocampos@cbiz.com

AASP and CBIZ are partnering to help make the process of purchasing employee benefits a lot less stressful for members. The CBIZ platform provides increased transparency and more options for savings, the ability to predict rate increases early, and guidance from CBIZ benefits experts. New Health Insurance Options Now Available!

EMPLOYEE VOLUNTARY BENEFITS

Colonial Life

Contact: Deb Ferrao

612-600-4135 / deb.ferrao@coloniallifesales.com or Tracy Bailey

612-801-0139 / tracy.coloniallife@gmail.com

Dedicated representatives can help members transform their benefit package with competitive rates, value added services at no cost and complimentary legal document preparation service. Colonial Life has the tools and flexibility to create a plan to fit everyone’s needs.

UNIFORM & LINEN SUPPLIES

Vestis (formerly Aramark)

Contact: Ryan Vick

612-269-2303 / vick-ryan2@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 Vestis each year.

CREDIT CARD PROCESSING

Association BankCard Services

Contact: Carly Chivers

715-254-9600 / carleyc@midwesthardware.com

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 cuttingedge marketing platform for AASP members. Really Powerful Marketing (RPM) is an all-in-one program that bundles your website, pay-per-click, search engine optimization, social media, and much more! With five levels of RPM to match your budget, goals, and competition, it’s built to drive your shop forward!

REPAIR SHOP PRODUCTS/SERVICES DISCOUNTS

CARS Cooperative

Contact: Stephenie Sheppard

405-547-4077 / membersupport@cars.coop Members receive discounts on a variety of products and services they use every day! From discounts on paint and rental cars to office supplies and phone services. Over 50 programs available!

INFORMATION PROVIDERS

Mitchell 1

Contact: Mitchell 1 Representative

888-724-6742 ext. 6986

Mitchell 1 offers AASP members a $10 per month discount on any eligible Mitchell 1 subscription.

Mitchell International

Contact: Mitchell International Representative

800-238-9111

AASP members receive $350 off Mitchell's MD500 all-in-one solution for scanning, calibration, estimating, and blueprinting.

TECHNICAL INFORMATION HOTLINE

IDENTIFIX

800-745-9649

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

CHECK GUARANTEE SERVICES

Certegy Check Services

877-520-2987

Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments.

SAFETY COMPLIANCE

Complete, Health, Environmental & Safety Services (C.H.E.S.S.)

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.

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

651-387-9168 / chobrough@cbiz.com

Members receive 20% discount off standard payroll, time and attendance, and HRIS products and services.

LIVE-ONLINE & ON-DEMAND

TECHNICAL TRAINING

Automotive Seminars

Contact: Tim Houghtaling

920-866-9813 / tim@automotiveseminars.com

Discounted pricing to AASP-MN members on all liveonline events, as well as on-demand training videos. Automotive Seminars specializes in diagnostic training that provides automotive technicians with knowledge, testing techniques and data interpretation skills needed to diagnose today’s vehicles. The live-online events and on-demand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.

BUSINESS COACHING

180BIZ

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

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

SHOP SOFTWARE

Condition Now

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

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