AASP-MN News November 2023

November 2023

Mission Win-Win: Why U.S. Military Veterans Make Great Shop Employees

AASP-MN Announces 22nd Annual Race for Automotive Education 2023 I-CAR/SkillsUSA Golf Outing Highlights grecopublishing.com

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CONTENTS Vol. 32 No. 11

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. ©2023 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

MECHANICAL DIVISION DIRECTOR’S MESSAGE....................... 4 Growing Pains

by Dan Gleason, AASP-MN Mechanical Division Director LEGISLATIVE UPDATE............................................................... 5 Automotive Workforce Challenges and Opportunities

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

2023 - 2024

LOCAL NEWS............................................................................ 6

PRESIDENT Mike McLynn

NATIONAL NEWS ...................................................................... 8

IMMEDIATE PAST PRESIDENT Jesse Jacobson SECRETARY-TREASURER Aaron Swanson COLLISION DIVISION DIRECTOR Travis Doyle MECHANICAL DIVISION DIRECTOR Dan Gleason ASSOCIATE DIVISION DIRECTOR Paul Yager COLLISION SEAT Shannon Christian

AASP-MN MEMBERSHIP APPLICATION ..................................... 10 RACE FOR AUTOMOTIVE EDUCATION REGISTRATION ............ 11 COVER STORY .......................................................................... 14 Mission Win-Win: Why U.S. Military Veterans Make Great Shop Employees

by Chasidy Rae Sisk INSURANCE I.Q. ........................................................................ 18 Contingent Business Interruption Insurance D.E.G. TIPS ................................................................................ 18 PARTNERS IN PREVENTION ..................................................... 20 Less Salt, Safer Roads, Healthier Environment

MECHANICAL SEATS Tim Kruse Randy Notto

CASH IN ON YOUR MEMBER BENEFITS! ................................... 22 AASP-MN & Automotive Seminars Team Up to Offer Members Online Training Discounts

STAFF

EXECUTIVE DIRECTOR Linden Wicklund

UPCOMING EVENTS

OFFICE MANAGER 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 EDITORIAL & CREATIVE COORDINATOR Alana Quartuccio | alana@grecopublishing.com MANAGING EDITOR Chasidy Rae Sisk | chasidy@grecopublishing.com OFFICE MANAGER Donna Greco | donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco | joe@grecopublishing.com www.grecopublishing.com

@grecopublishing

First Wednesday Each Month, 8am – 9:30am Southern Metro Collision Shop Meeting Dakota County Technical College, Rosemount

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

Second Wednesday Each Month, 7:30am – 9:30am Third Thursday Each Month, 9:30am - 10:30am St. Cloud Area Collision Repair Alliance Meeting Collision Monthly Morning Zoom Meetup APH Headquarters, St. Cloud

ADVERTISERS’ INDEX AAA Parts....................................................... 7

Mills Parts Center.......................................... 19

Aramark.......................................................... 20

Mopar.............................................................. 19

C.H.E.S.S.......................................................... 21

Morrie’s .......................................................... 12

Dentsmart....................................................... 19

Proven Force........................................................ OBC

Inver Grove Honda........................................... 19

Straight & Square......................................... 2, 22

Inver Grove Toyota.......................................... 19

Thomas Greco Publishing.......................... 13

Keystone......................................................... 13

Toyota Group................................................ 2

Maplewood Toyota...................................... 21

WIN.................................................................. 13

AASP-MN News

November 2023 | 3

MECHANICAL DIVISION DIRECTOR’S MESSAGE

Growing Pains

By Dan Gleason, AASP-MN Mechanical Division Director

Is the shop full and you’re trying to figure out where to store the next piece of equipment you had to purchase to stay current with today’s vehicles? Are you dreaming of more space and more lifts so you can get through the pile of cars and be able to be more efficient when the snow comes? Where do you even start?

There are so many questions. How do you expand, when, where, what, where will I find the people? It’s these scary and overwhelming thoughts that flood your mind and you usually tell yourself you can’t afford it, or it’s not the right time to expand. But you keep dreaming and you might even have some sketches sitting on your desk that you shuffle around. So, now what do you do? Everyone’s path is different, this is just some general information on the process that you can take as far as you want and at whatever speed you want.

Think about expansion. Can you expand in your current location, either by purchasing an empty lot nearby, or leasing more space in your current building? If your current location is not an option, then find a commercial realtor and see about their options and price ranges. We each have unique circumstances, so you need to start exploring the options you have in front of you and see which avenue makes the most sense for you.

Once you have an idea for a location, designing and laying out your shop starts with dreaming big and seeing what you can do with your space. Visit other members shops, dealerships, municipality shops (big

WELCOME NEW MEMBER! OCTOBER 2023

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4 | November 2023

budgets), body shops or maybe a niche shop if that is what you want to expand into. Take a tape measure with you and sketch down dimensions so you can add ideas to your plans.

There is no perfect shop. Listen to owners and employees - “wish I would have, didn’t need that or so glad we put this in.” You can just use a pencil, a ruler and some graph paper.

Or if you prefer digital, Excel is easy.

Just use the grid to draw out rooms and use the boxes to measure. Or for the more experienced, you can use free trials from architectural software like Ecdesigns to make 3D versions of the shop and walk through it. Once you have your ideas drawn out or just a list of wants, you can find an architect and have them put your ideas into actual drawings.

Now with some preliminary drawings you can talk to a general contractor who should be able to give you some rough numbers using general costs based on square footage. This is not a final number by any means, but it can be enough information to know if it is 100k or 800k. You will need the actual engineering plans to get actual estimates. But for the most part, talking to the contractor, showing them the plans and explaining what you are trying to do, they can give you some numbers to start building a budget to make sure it is something you can do.

Next, is the money. Talk to your local bank or some place that you have a relationship with and explain what you want to do and let them talk through different options on lending.

There are pros and cons to each of the programs. Have them run some numbers so they give you a range of loan amounts, terms and monthly payments. They will also tell you about environmental soil testing that you may be required to do to make sure that they will loan the money to you. Working with your accountant

AASP-MN News

to make sure your books are in order and making them appealing to lenders is another important step.

Now you have some idea of what it will take every month to pay for it. If you can swallow the monthly payment and like how things are laid out, then it is time to keep pushing forward.

How do I pay for it? Break the monthly payment down to things you already know. Here are some real general equations that can help break the money down to the basics.

Monthly payment / ARO can help you determine how many more cars are needed and help you think about a marketing strategy to bring in additional work.

Monthly payment / 2 (Half parts half labor (mechanical shop).

That # / labor rate = Production hours needed. This can help you determine if you need another tech or if you can make your team more efficient to produce the extra needed hours.

The good news is that techs and other employees are attracted to growth. They like being part of something new and be part of a growing shop.

This may be the time you pick a general contractor. I recommend interviewing a few and seeing some of the projects they have done.

You want to work with someone who understands your project and is familiar with the type of work.

You can let them start the work with the city, or depending on your location, you may want to have a conversation with the city planner, council members or mayor to show them your ideas and learn what types of hurdles you are going to have to jump to get the city to approve your expansion. There is a lot of money and frustration in dealing with the city to get a building permit. If you choose to let the contractor handle the city continued on pg. 7

LEGISLATIVE UPDATE

Automotive Workforce Challenges and Opportunities

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

Like many industries, the automotive repair industry faces workforce shortages – a phenomenon not only predating the pandemic, but also exacerbated by it.

There are many factors at play, including an aging workforce and an increase in repair demand, partly because of the number of older cars on the road. The work is becoming more complex, just as many high schools have discontinued their career and technical opportunities. At the same time, this provides an excellent opportunity to better connect young adults and employees more broadly to the automotive repair industry as the volume and complexity of repairs increase.

AASP-MN members are acutely aware of this problem, but some recent efforts to address this issue and upcoming opportunities may be new and worth highlighting. One current example is AASP-MN’s ongoing outreach work through MNCARS to pique interest in and recruit new people into the automotive repair industry.

While this work has been successful in many ways, there seems to be a need for additional shared understanding of how different workforce initiatives and policies interact and where gaps (or duplicative efforts) exist. To that end, AASP-MN, through MNCARS, co-hosted the Automotive Workforce Summit in October for industry leaders to exchange ideas and elevate one another for increased impact. Shops, industry suppliers, workforce organizations and educators shared what they have learned, presented programs they are offering and discussed potential next steps.

Legislators and the Governor have also taken notice of both the shortage and the opportunities for training and workforce development. This fall, because of historic funding from the legislature, the Department of Employment and Economic Development (“DEED”) will roll out several new or bolstered workforce development initiatives, including: • The “Drive for Five” Initiative Competitive Grant Program, which provides funding to trade organizations, among other groups in partnership with employers, to conduct outreach, provide education and training, and job placement in (1) technology, (2) labor, (3) the caring professions, (4) manufacturing and (5) educational and professional services. AASP-MN will be exploring this opportunity further.

• A “job training incentive program,” which creates grants of up to $200,000 to businesses to train and develop workers.1 The program is for new and expanding businesses outside of the seven-county metropolitan area.

• Several “clean economy” or “green” workforce training

programs were passed into law. These could be relevant for automotive repair businesses that are, or will be, working on electric vehicles (“EVs”). One of these programs is for apprenticeships for clean economy occupations. Funds can be used to “purchase equipment or training materials in clean technologies or train apprentices and upskill incumbent workers in clean technologies,” to list a few uses.2 In addition to these new programs, well-established resources such as CareerForce serves employers and workers statewide.3 CareerForce is made up of DEED and local workforce development board staff throughout Minnesota. Resources for small business owners include: • Posting open positions and actively sharing with people searching for work.

• Workforce Strategy Consult teams to help tailor recruitment strategies.

• DEED’s Labor Market Analysis, which includes regional job vacancy information, wage ranges and projected demand.

We will continue to closely follow automotive workforce issues and corresponding policy proposals during the upcoming session and as more grants and opportunities are posted at DEED. With input from AASP-MN leadership and members, we will weigh in as necessary.

In other news, AASP-MN continues to advocate for change through many avenues, including discussing the enforcement of current laws with the Minnesota Department of Commerce. Last month, AASP-MN leadership had a productive meeting with the Department of Commerce’s Assistant Commissioner of Enforcement, Jackie Olson. Olson took on the leadership role in February, so it was helpful to provide additional context and examples of issues AASP-MN members frequently face in their daily operations. These meetings play an important part in strengthening our ongoing relationship with the Department.

In the lead-up to the 2024 legislative session, we will continue conversations with the Department of Commerce, the Insurance Federation of Minnesota, and of course, AASP-MN members to hone our priorities and strategy to be as impactful as possible.

1 For more information, visit the Department of Employment and Economic Development’s grant page for information: mn.gov/deed/business/financing-business/training-grant/ 2 See Session Law Chapter 53, Minnesota Revisors (2023). revisor.mn.gov/laws/2023/0/Session+Law/Chapter/53/ 3. For more information, visit CareerForceMN.com/locations or by calling (651) 259-7500.

AASP-MN News

November 2023 | 5

LOCAL NEWS AASP-MN Announces 22nd Annual Race for Automotive Education The 22nd Annual Race for Automotive Education is planned for January 22 - 25, 2024, at ProKart Indoor Racing, Burnsville, MN. The event serves as the Alliance’s primary fundraiser for its Automotive Education Fund, which provides financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the automotive service industry. Since its inception, the fund has disbursed nearly $320,000 directly to students enrolled in automotive programs through the association’s scholarship program and SkillsUSA competition.

AASP-MN members and other industry supporters will organize teams to compete in kart racing at speeds of up to 40 miles per hour. When the final checkered flag waves, the Race for Automotive Education is expected to raise up to

$15,000, which is earmarked to fund scholarships for students enrolled in ASE-accredited automotive program (collision repair or auto service) in the state of Minnesota. Scholarship awards will be announced in the spring of 2024.

See page 11 for more details or contact the AASP-MN office at (612) 623-1110 or aasp@aaspmn.org.

Join AASP-MN For Monthly Zoom Meetups AASP-MN Executive Director Linden Wicklund hosts open format ZOOM sessions each month for members to come together, network, swap ideas and ask questions.

These sessions are designed to be a welcoming space for new ideas and everyday challenges alike. Please join in!

• Mechanical Sessions: Third Tuesday each month, 9:30am to 10:30am.

• Collision Sessions: Third Thursday each month, 9:30am to 10:30am.

UPCOMING EVENTS & EDUCATION From monthly morning Zoom meetups to valuable in-person and online training opportunities, community outreach and more, AASP-MN is on the move!

Watch your email for registration information or contact the AASPMN office at (612) 623-1110 or aasp@ aaspmn.org.

2023 I-CAR/SkillsUSA Golf Outing Highlights The Minnesota Volunteer I-CAR Committee, along with SkillsUSA MN, had another successful annual golf tournament at the beautiful Oak Glen Golf Club in Stillwater on September 20. The tournament brings together the best in the industry, including the leading collision repair facilities, parts vendors, automotive paint suppliers, local dealerships, towing companies, auto body equipment vendors and insurance partners. Proceeds go towards technical schools and students for scholarships and grants to continue the successful growth of the collision repair industry.

Congratulations to team Caliber Collision, who won first place and team Heppners Auto Body, who took second place. There were many winners with all the prizes and donations presented at the dinner and awards ceremony following golf. “We couldn’t do it without our sponsors, Keystone/ LKQ (Photography Sponsor), Axalta (Gold Sponsor), Enterprise RentA-Car (Gold Sponsor), Twin Cities Transport and Recovery (Gold Sponsor), Alliance of Automotive Service Providers of Minnesota

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

Get out and get active in your local community promoting industry careers!

Scan the QR code to see what the Alliance is up to this month - and get involved!

6 | November 2023

Take advantage of the resources in the MotorMouth toolbox at

carcareers.org/motor-mouth.

AASP-MN News

MECHANICAL DIVISION DIRECTOR’S MESSAGE (Gold Sponsor), Caliber Collision (Gold Sponsor), Pam’s Auto Parts (Gold Sponsor), FinishMaster (Gold Sponsor), and Hertz (Gold Sponsor), said tournament coordinator Jamison Randall. “We are so grateful and were able to raise about $6,000 that will go towards scholarships and grants to help the future auto body employees to provide safe and quality repairs for consumers.”

aspects, then they will fill you in on the requirements needed to obtain a permit. There are a lot of codes and ordinances that make no sense, but you must follow their rules or you will get nowhere. Some fun examples are approved building materials, zoning, parking, landscaping, conditional use permits, variances and many more.

Hopefully, this overview gives you some tips on how to pursue your dreams of expanding your business. It

continued from pg. 4

is not easy, but you can take it in steps and start to plan how you are going to make it happen. Be patient because it can be a long haul, but in the end it will be worth it. There are also a lot of shops that have been through the process already, so reach out to other members for guidance and ask questions.

Thank you 2023 Year-Long Sponsors!

Platinum Sponsors LKQ Minnesota Lube-Tech

Gold Sponsors

3M AASP National Auto Value / Benco CBIZ FinishMaster NCS / Single Source ShopMonkey

Silver Sponsors

Accelerated Vehicle Technology Aramark Axalta Coating Systems Colonial Life Enterprise Rent-A-Car Heartman Insurance O’Reilly Auto Parts PPG Automotive Refinishes Sherwin-Williams Suburban GM Parts Sunbelt Business Advisors United Fire Group

Bronze Sponsor aaa Auto Parts C.H.E.S.S. Dentsmart PDR Radco

AASP-MN News

November 2023 | 7

NATIONAL NEWS

www.langmarketing.com

o2o Growth Is Changing the DIFM Market o2o eCommerce is disrupting the relationship between consumers and repair outlets as it expands the range of automotive products that can be purchased online and installed offline. o2o auto repair is changing the Do-It-For-Me (DIFM) market across the U.S. New consumer research by Lang Marketing provides powerful insights into the fast-growing o2o DIFM market and how the changing perceptions and needs of different generations of consumers are fueling o2o expansion.

Online to Offline Online to Offline (o2o) DIFM sales involve the online purchase of auto parts installed offline at repair outlets. o2o auto repair has generated the most significant increase in the eCommerce business mix across the aftermarket between 2016 and 2022. o2o’s share of eCommerce auto parts transactions soared by more than two-thirds between 2016 and 2022, with o2o sales exploding by nearly five-fold at user-price.

o2o’s Expanding DIFM Reach Today, o2o auto repair has potential access to over one-third of the DIFM market. Over the next five years, the reach of o2o auto repair will expand significantly, propelled by advanced vehicle diagnostics, artificial intelligence (AI), intelligent components and the use of “big data.”

By 2028, the reach of possible o2o repair will extend to over half of the DIFM light vehicle market.

Average Annual Growth: eCommerce and o2o eCommerce auto parts sales topped 12 percent average annual growth between 2016 and 2022. This was over five times the growth rate of the overall light vehicle aftermarket. o2o auto parts sales climbed even faster, surging at an average annual rate of more than 32 percent between 2016 and 2022. o2o increased its share of eCommerce sales by two-thirds between 2016 and 2022, as it significantly topped the average annual rate of eCommerce auto parts growth. o2o transactions generated nearly 36 percent of total eCommerce auto parts growth between 2016 and 2022, much more than its average annual share of eCommerce auto parts sales.

Generational Differences Lang Marketing’s cutting-edge consumer research explores generational differences in consumer preferences in purchasing auto repair and deciding where

8 | November 2023

work is performed. Special attention is given to o2o auto repair’s role in raising the DIFM strength of different types of o2o sellers.

Many consumers, particularly Generations Y and Z, accounted for a greater share of o2o repair than their corresponding strength in the overall Do-It-For-Me market.

More analysis of the significance of generations in the surge of o2o purchasing will be presented in future issues of the Lang iReport.

Trust Is a Critical Difference Lang Marketing has found in its ongoing consumer studies that Millennials and Generation Xers have more trust in purchasing auto repairs from Platforms and large eSellers than in dealing with local repair shops directly.

Convenience and No Hassle The convenience of ordering parts and repairs online, thus avoiding direct contact with repair outlets and unnecessary travel to mortar and brick shops to discuss automotive work, is a significant consumer benefit of the o2o auto repair model. o2o auto repair offers the added convenience of an approved Installer network, enabling consumers to choose the time and place of repair.

Future Developments Large platforms and eSellers recognize that o2o auto repair provides a means for expanding their penetration of the enormous vehicle repair business.

This offers an alternative to the more complex approach of supplying parts to installers, who often demand rapid delivery that requires significant warehousing and delivery resources.

In contrast, the o2o model allows several days between the time parts are purchased and when a member of the approved installer network conducts the repair.

The growth of o2o will be propelled by its great appeal to Millennials and Gen Zers, who are the future of the DIFM market.

Six Major Takeaways: • Online to Offline (o2o) auto repair is growing at a faster pace than the overall auto parts eCommerce sector and rapidly expanding its eCommerce auto parts share.

• o2o repair enables consumers rather than installers to select the product brands used in the repair. This is a major change from the current DIFM market, where installers make most brand decisions. This could have

AASP-MN News

significant implications for the brand marketing of auto parts.

• Advanced vehicle diagnostics, artificial intelligence (AI), intelligent components and the use of “big data” will increase o2o’s potential reach from one-third of today’s DIFM market to over half by 2028.

• Significant generational differences influence how consumers select when and where to have their vehicles repaired and how to purchase that repair. Gen Y and Z consumers represent a substantially larger share of o2o auto repair than Gen Xers and Baby Boomers.

• Lang Marketing’s ongoing consumer studies have found that Millennials and Gen Xers prefer purchasing auto repairs online from platforms and large eSellers rather than local repair shops.

• See the all-new 2024 Lang Aftermarket Annual for an in-depth analysis of the rapid growth of o2o repair and the differing perceptions of consumer generations driving this growth.

2022 Sales Analysis in All-New Lang Annual

In 2020, COVID-19 hit the aftermarket hard as it suffered the most severe annual product downturn since World War II. However, the aftermarket proved resilient, and by 2022 product sales were significantly higher than before COVID-19.

The 2024 Lang Aftermarket Annual presents the annual volume and growth of 80 product categories and the sales performances of many key aftermarket sectors, including eCommerce versus brick and mortar, Do-It-For-Me and Do-It-Yourself, foreign versus domestic nameplates, car and light truck parts sales and the five major channels, to name just a few.

2020 Aftermarket Gut Punch COVID-19 hit the aftermarket as never before, with 2020 product sales in the U.S. plunging over seven percent. This was many times greater than any annual decline since vehicle use was curtailed dramatically by fuel restrictions imposed to support the military effort in World War II. 2021 and 2022 Recovery Light vehicle product sales rebounded smartly in 2021, up over seven percent, with 2022 volume showing continued strength and topping car and light truck product sales before the onslaught of COVID-19 by $7 billion at user-price.

80 Products Analyzed The growth of 80 product categories is presented in the 2024 Lang Aftermarket Annual.

Thirty product categories topped five percent growth in 2022. At the other end of the sales spectrum, 10 products failed to achieve growth in the car and light truck aftermarket.

Product growth was distributed across several key products, with 40 percent of the 80 product categories exceeding the annual growth rate of the overall light vehicle aftermarket.

2022 Sales in Major Markets Sectors Differences in product sales performances among several key aftermarket product sectors are examined in the 2024 Lang Aftermarket Annual: eCommerce versus brick and mortar sales, DIFM and DIY volume, foreign and domestic nameplate sales, cars versus light trucks and the sales of five distribution channels are covered, among other significant aftermarket sectors. eCommerce Auto Parts Sales eCommerce in the light vehicle aftermarket is presented in over 13 pages in the 2024 Lang Aftermarket Annual. Analysis is provided for each year back to 2016, with eCommerce growing at an average annual pace more than five times that of the overall car and light truck aftermarket.

Three types of eCommerce are analyzed: DIY, B2B (business to business) and o2o (online to offline).

Foreign Versus Domestic Nameplates Foreign nameplates continued to set the pace for car and light truck aftermarket 2020 product growth.

Foreign nameplates (Imports and Transplants) generated most of the aftermarket product growth during 2022 as they expanded their aftermarket product share, topping 53 percent and up from less than 40 percent of car and light truck product volume ten years earlier.

DIY Versus DIFM After declining in share for many years, Do-It-Yourself (DIY) product volume received a dramatic boost during the COVID-19 onslaught, as DIY sales increased their product share for the first time in more than 20 years.

The Do-It-For-Me (DIFM) sector rebounded in 2021 and 2022, accounting for more than 80 percent of 2022 light vehicle aftermarket growth.

A 10-year history of DIFM and DIY product sales is presented in the 2024 Lang Aftermarket Annual.

Light Trucks Dominate Cars in Aftermarket Growth Their expanding new vehicle share has enabled light trucks to play the dominant role in aftermarket product growth.

This has boosted the growth of accessories because

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continued on pg. 12

November 2023 | 9

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 List other specialties: _________________________________ Date you started in business: __________________________ ANNUAL GROSS SALES:

$0 - $500,000 $1,500,000 – 2,000,000

$500,000 - $1,000,000 More than $2,000,000

$1,000,000 - $1,500,000

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: Join b 1-3 Employees: $295 11/30 y 4-10 Employees: $455 get D /23 & ecem 11 + Employees: $615 for FR ber EE! Out of State: $150 Additional locations: ___ @ $50 ea.

Complete for Additional Location Only: Company name: ______________________________________ Representative: ______________________________________ Address: ____________________________________________ City: ________________________________ Zip: ____________ Phone: ______________________ Fax: ___________________ Email: ______________________________________________ Please attach list for additional locations if needed.

PAYMENT OPTIONS: _____ Check enclosed, payable to AASP-MN _____ Credit Card (select type) Visa MC DISC AMEX Credit Card #: __________________________________ Exp. Date: _______ /_______ CVV: ____________________ Billing address: ___________________________________________________________________________________ Note: AASP-MN adds 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.

RETURN TO: AASP of Minnesota, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 or (800) 852-9071 Fax: (612) 623-1122 Email: aasp@aaspmn.org Website: http://www.aaspmn.org

10 | November 2023

AASP-MN News

22nd ANNUALRACE RACEFOR FOR 21st ANNUAL AUTOMOTIVE EDUCATION AUT AUTOMOTIVE OMOTIVE EDUCA EDUCATION TION

January 23-26, January 22-25,2023 2024 6:00 - 9:30pm ProKart Indoor Racing Pr ProKart oKart Indoor Racing 14350 Rosemount Dr., Burnsville, MN 55306 14350 Rosemount Dr., Burnsville, MN 55306 A fundraiser to support the AASP-MN Automotive Education Fund…

Enhancing opportunities in automotive education through scholarships, program support and partnerships.

Start your engines! Organize your team today. (This event would make a great employee outing!) The competition will consist of up to 10 teams each night with five members each and a crew chief.

These ain’t your daddy’s go karts! ProKart’s fleet of RiMO EVO6 Race Karts are run on power-boosting, lowemission, renewable methanol for consistency and performance.

All proceeds will benefit the AASP-MN Automotive Education Fund When the final checkered flag waves and the adrenaline subsides, our goal is to raise over $15,000 over the four nights. Most of that money is earmarked to fund scholarships for students enrolled in an ASE-accredited automotive program (collision or mechanical) in the state of Minnesota. Scholarship awards are $500 - $2,000 per student.

The race is on! Registrations will be accepted on a first-come, first-served basis. The Race for Automotive Education is sure to be a sell-out event, so don’t delay – register today! _____ Team Sponsor - $500 (Includes admission for 6, including team captain and 5 racers) Team Name: ________________________________________________________________________________ Contact: ___________________________________________________________________________________ Address: ___________________________________________________________________________________ City: ______________________________________ Zip: _____________________________________________ Phone:_____________________________________ Email: __________________________________________ Preferred Race Night: _____ Monday 1/22 _____ Tuesday 1/23 _____ Wednesday 1/24 1/24 _____ Thursday 1/26 1/25 _____ Race Sponsor - $250 Racing is not in my blood, but I would like to support automotive students/ programs in MN (Includes admission for 2 spectators) Sponsor Name: ______________________________________________________________________________ Contact: ___________________________________________________________________________________ Address: ___________________________________________________________________________________ City: ______________________________________ Zip: _____________________________________________ Phone:_____________________________________ Email: __________________________________________ Return with with check check payment payment by by 1/15/2024 1/15/2024 to: Return to:

AASP-MN Automotive Education Fund 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: 612-623-1110 / Email: aasp@aaspmn.org

Credit cards are accepted with 3% surcharge. This surcharge is not greater than our total cost of accepting credit cards.

Surcharge does not apply to debit cards.

The AASP-MN Education Fund provides financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the independent automotive service industry.

AASP-MN News

November 2023 | 11

NATIONAL NEWS continued from pg. 9

light trucks generate most of their volume. The VIO growth of light trucks has fueled the aftermarket since they average much higher annual product use per vehicle than passenger cars.

Distribution Channels Five major distribution channels supply the car and light truck aftermarket in the U.S. In 2022, there were greater differences in the sales performances of these channels than in any year in over two decades.

The differing sales performances of major distribution channels reflect the varying participation of each channel in eCommerce and foreign nameplate product volume.

Six Major Takeaways • In addition to the 2022 sales analysis of 80 product categories, the 2024 Lang Aftermarket Annual covers the performances of key aftermarket sectors: eCommerce versus brick and mortar, Do-It-For-Me and Do-It-Yourself, foreign versus domestic nameplates, car and light truck parts sales, and the volume of five major channels, to name just a few.

• eCommerce analysis is presented for each year back

12 | November 2023

to 2016, showing an annual growth pace more than five times that of the overall car and light truck aftermarket.

• Foreign nameplates (including imports and transplants) generated most of the aftermarket product growth during 2022, topping 53 percent of aftermarket product sales.

• Reversing a long-running trend, Do-It-Yourself 2020 product volume was given a dramatic boost by COVID19 as DIY sales increased their light vehicle aftermarket share for the first time in more than 20 years.

• Light trucks continued to generate all aftermarket product growth as they dominated new vehicle sales and boosted their share of the VIO. • The onslaught of COVID-19 created greater differences in the 2022 sales of the five major distribution channels supplying the U.S. light vehicle aftermarket than at any time over the past two decades.

AASP-MN News

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!

The “WHY” Behind Final Cleanup Prior to Vehicle Delivery – MOTOR Guide To Estimating Special Precautions >> Hazardous Materials provides the following statement: “Caution must be exercised when dealing with isocyanates, flammables, fumes, liquids and airborne particles.”

After completing repairs, it may be necessary to perform a final cleaning of the vehicle to remove hazardous substances used in the repair process. Estimated work time does not include “Clean up or detailing of vehicle prior to delivery.” This would be estimated after an on-the-spot evaluation for labor and material cost.

CCC: Taillight Pocket Back Side Refinish – DEG Inquiry 31756 provides feedback regarding refinishing the back side of a taillight pocket. “Refinishing the back side of panel is not included.”

Back side refinishing of a taillight pocket may be necessary due to a repair or welding process. End users will need to make an on-the-spot evaluation in these situations.

Audatex/Qapter: Information Tab – Solera Qapter users can click on the “!” on the upper far right side within Qapter application, which will display an overlay showing end users which parts have been selected & highlighted, substrate material color coding and navigation controls features.

Mitchell: Truck Cab Labor – DEG Inquiry 31671 provides Mitchell users feedback when Truck Cab labor is not available. Scenarios without published labor times will require end users to perform an on-the-spot evaluation for the necessary labor.

“Comprehensive Labor Time” While completeness is strived for in each guide, there will be instances, however, in which a labor time has not been established for an operation at the time of publication.

If an item requires replacement and can be replaced as an individual item but shows no time, a time should be agreed upon among all parties and recorded on the damage report.

It also should not be inferred that a component with no established Mitchell labor time has been included in another component’s replacement allowance.”

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

AASP-MN News

November 2023 | 13

COVER STORY

Mission Win-Win: Why U.S. Military Veterans Make Great Shop Employees

Army. Navy. Air Force. Marines. Automotive and collision repair shops? At first glance, one of these things obviously does not belong in this list, but U.S. military veterans who have found a career in repair facilities just may offer a different perspective on the matter.

In honor of Veterans Day on November 11, AASP-MN News spoke with several local veterans about the similarities and differences between military and shop life, how military training lends itself to a successful repair career and what shops can expect when they hire a veteran.

Loyalty. Efficiency. An affinity for training. What employer wouldn’t gladly hire an employee who exhibited these traits? And those are just a few of the attributes that are typically bred into members of the U.S. military.

“Veterans are used to a lot of training, have a strong work ethic and work well with a team,” says Air Force veteran Jesse Jacobson (Heppner’s Auto Body; Woodbury). “They should be very organized, welldressed, professional and punctual.”

Agreeing that organization is an important skill instilled by the military, Army veteran Greg Melartin (Matt’s Body Shop & Tires; Spring Valley) tacks on some additional thoughts: “The military teaches you to prioritize things and to work in an efficient manner. Veterans

14 | November 2023

learn to move with purpose. They are also incredibly dedicated, and these are all things that help greatly in a shop environment.”

“Most who have served in the military are constantly learning, enjoy a structured routine and have a genuine desire to take care of people,” Josh Shaw (Shannon’s Auto Body; Brainerd), another Army veteran, contributes.

“Repair shops repair cars, but we are in a business that takes care of people.”

Scott Miller (Collision Specialists Inc.; Austin), who served in the United States Marine Corps Reserve for six years and did two tours in Iraq, expresses the belief that “there is a lot that crosses over, especially attention to detail. Military daily work involves a lot of life-ordeath situations; that’s what the military does. It trains every day for the day that they get called to war. So, all training and everything done in a normal military workday supports that. That weight of life-or-death decisions hits this industry every day.”

The dynamics of working in a shop certainly differ significantly from military life in many respects.

“The collision repair environment is fast paced as is the military; however, in a collision shop, we need to be able to adjust to rapidly changing technology advancements,” Shaw shares. “Don’t get me wrong…the

AASP-MN News

by Chasidy Rae Sisk

military does as well. It is just a much more drawn-out process. Collision repair centers are process and SOPdriven, but those helping shape the organization, as well as those on the production floor, must be ready and willing to change as quickly as a new model is released or the OEM changes a procedure.”

Miller observes that the biggest difference to him was “The down time. The military is very similar to a light switch where either you are on or off, either going as fast as you can or waiting to go as fast as you can. I guess some shops are still like that, but the majority of them have learned not to be so on or off and are learning to smooth things out.”

“The lack of a specific rank structure makes things more relaxed,” Jacobson offers a similar perspective.

“Employment flexibility is another. In the civilian world, employees can leave whenever they want or change careers whenever they want. In the military, you are under some sort of contract for a specific time and job. During that time, you operate under the needs of the military 24/7. Also, the military pay scale is very transparent; everyone knows what everyone else is earning along with benefits, so it takes that variable out of the workplace.”

To Melartin, one of the biggest differences relates to the fact that “you have a set baseline for soldiers in

the military about how things are going to be, but that’s not the case with civilian employees. There’s no set baseline or basic training that everyone goes through.

Another thing that’s incredibly different in the military is the adherence to rules and regulations. If someone in the military points out that a directive is a regulation or law, 99 percent of the time, it will be followed. In shops, we deal with insurance companies and adjusters who may adhere to a rule, regulation or policy 30 percent of the time. For military veterans, it can be incredibly frustrating when those rules are not followed.”

Of course, shop employees without a military background are often irked by that same refusal to follow guidelines, and veterans are apt to find that they enjoy working for those types of shops even more since many thrive on the consistency and clarity offered by written shop policies.

“An efficient shop runs on policies and procedures, and so does an efficient military unit,” Melartin points out.

“In a general sense, process drives success,” Shaw agrees. “In the military, there are standards, procedures and processes for nearly everything. If you adhere to what is defined, written and required, a large degree of success can be achieved. For most military personnel,

AASP-MN News

continued on pg. 16

November 2023 | 15

COVER STORY continued from pg. 15

their days are driven by standard operating procedures, which in turn is very similar to an organized and well-run collision shop.”

Another similarity between shops and the military lies in the relationships between team members, according to Jacobson. “In both environments, there’s a need for teamwork to get the job done. Everyone has a role to play in order to accomplish a task, and veterans understand that well. Also, constant training is required in both careers.”

Miller shares his personal experience as a means of further explaining why the comradery between shop employees is so important for military veterans. After returning from his second tour in Iraq and going to work for his father’s business, Miller describes himself as “messy. I acted like I was on leave and would be going back to Iraq. I was quite literally just fumbling along, spending money and partying like a rock star. I wasn’t taking my employment in my dad’s shop seriously until I was faced with a decision: get out or stay in. I chose to dive into the shop fully, and without having somewhere to go to complete my daily tasks, it would have taken much longer to process all the emotions tied to my military experience.

“Without that support system from all the guys in the shop, I’m not exactly sure where I would be,” he continues. “They taught me to slow down, live my life and enjoy it. I spent time with their families and went out with them on the weekends. They were my ‘Marine corps squad’ that weren’t Marines. We were tied together by our common goal (mission), which was to fix the cars in front of us and to do it right. They helped me transition back to civilian life. It’s so important: the comradery between personnel, especially when you have a workplace where everyone is engaged and working toward one common goal. If you can find that level of teamwork in a shop, the similarities to military life can get very close.”

With the current workforce shortage facing both automotive service and collision repair facilities, it simply makes sense for shops to explore the possibility of hiring military veterans.

“We must look everywhere we can in the current labor market,” Shaw stresses. “When conducting an interview or considering potential team members, there are a number of questions to consider: Can this person be trained? Are they a hard worker? Will they be loyal to your team? Does their previous experience relate to what you do? Veterans are a yes, yes, yes and yes.

If there is a veteran looking for employment, please consider what they can bring to your organization in terms of leadership, teamwork, commitment, process development, SOP adherence and more. Remember: Uncle Sam spent a good deal of time and money training these folks on all those things!”

16 | November 2023

“Veterans are always looking for a purpose and want to serve the greater good,” Jacobson insists. “Our industry has a great purpose and mission. Whether its general repair or collision work, we are all about helping customers get their vehicles back on the road to the highest standard. It is a complex industry, and veterans are up for the challenge.”

“Hiring veterans for supportive roles, if they are not properly trained in collision repair, would be advantageous,” Miller suggests. “Attention to detail in parts management, mirror matching parts, detailing vehicles or even quality control managers all seem like good fits.”

With so many desirable skills and traits, Melartin warns shop owners, “Military people are in high demand because they do have that baseline skill set. Eighty percent of veterans are amazing, so if you can get a vet into your business, it’s going to help greatly. But they’re also in high demand in other industries, so until our wages increase and give them a better reason to pursue this field, it’s going to be difficult. Shops need to charge appropriately to be able to pay these sought-after employees. If you’re interested in hiring military veterans, I encourage you to reach out to local vet centers, VFWs, American Legions and even the National Guard Reserves.”

While there are obviously many benefits to hiring military veterans, shop owners and managers should also keep a few things in mind.

“Veterans are used to having a strong organizational structure, goals and values,” according to Jacobson.

“Veterans also get a lot of training on how to be a professional. That includes what it means to be a leader and manager. Leadership principles are drilled into a veteran early on, and management training is added around four to five years of service. The training progression is very detailed and transparent, so shops should have a plan in place so veterans know how to get to the next skill level. Veterans are also very competitive; whether it’s physical training tests or promotion boards, veterans are always measuring themselves against their peers.

“The transition from military to civilian is a culture shock for most veterans, and it may be a difficult adjustment if a shop isn’t clear on those items,” Jacobson adds. “It takes time to understand how everything works, from payroll to benefits, healthcare, vacation, etc. It’s all standardized in the military, so it’s something veterans haven’t had to think much about. Providing resources to better understand these items would definitely help.”

“For the most part, if you tell a veteran how you want something done, that’s how they’re going to do it, but if you change your mind, that’s not going to sit well,” Melartin cautions. “If your policies don’t align with how things are actually done, it can be difficult for veterans to adapt.”

Miller reminds employers to “remember the light

AASP-MN News

switch mentality. Military persons are used to making decisions and moving forward. Taking a while to progress in a project will often frustrate. It’s important to remember that military veterans are individuals, and it would be beneficial for employers to listen to their story to get a feel for those individual needs. I needed patience, which is what my team gave me, and that made all the difference.”

“Remember that they have not been doing this for 20 years,” Shaw urges. “What do they need to know? Are your SOPs clear and concise? What are your expectations, and are they clearly expressed?

Alleviating any questions or concerns at hire can help the onboarding process overall. Finding that individual a mentor or someone that they can connect with and learn from at your shop is important for all new hires, but this is especially true when bringing in a military vet.

Also keep in mind that they came from an organization where there was a clear path for advancement; most will come on board and expect the same wherever they end up employed. Something to keep in mind is that the Department of Veterans Affairs offers an on-the-job training payment to that veteran if they qualify, which may help offset the cost of training in a new hire.”

Hiring new employees always requires an investment, but shops that invest in military veterans are likely to see a high return on their investment.

“You could make an investment and take a chance on someone that served this country proudly for two, six, 10 or even 20 years, and with that, you will generally find loyalty to your shop or organization, someone who understands the benefits of teamwork, a leader who understands process and contributes to needed changes,” Shaw believes. “If you have the privilege of bringing someone into your organization who previously was committed enough to possibly give their life for their country, imagine the possibilities that could bring to your

organization. Provide support and a quality culture and you will be rewarded with loyalty, dedication and new ways of looking at things.”

“Sure, you’re going to have to train them because they’re still human beings, but most veterans are more receptive to training than the typical civilian,” Melartin says. “And training is necessary in this field, so that willingness makes all our lives easier.”

Miller believes, “If you give the veteran a clear path in their job description, they’ll treat it as a goal, and having a ‘mission’ will motivate them to complete it in its entirety!”

“Veterans can provide great value to an organization because they have a diverse background, “Jacobson emphasizes. “They are asked to do a variety of things (needs of the military again), so they have many different experiences even outside of their primary job. I took a break from construction to do military funerals for four months. Veterans are also used to pressure situations.

Some of these situations are artificial training exercises, and some are real-world experiences after being at war for 20-plus years.

“The last thing I’ll say is that veterans are all different,” he adds. “There is no cookie cutter example.

We all served in different parts of the world, with different people, did different jobs and had different experiences.

What we do have in common is that we all took oaths to serve and protect our country, even if it means sacrificing our lives.”

AASP-MN News would like to express gratitude to this month’s contributors and all U.S. military veterans for their service and protection. We salute you!

AASP-MN News

November 2023 | 17

INSURANCE I.Q.

Contingent Business Interruption Insurance

Just one brief business interruption can be incredibly costly for a business, often leading to serious reputational damages or long-term closures. Standard business interruption policies are vital in these instances, providing protection against a variety of common interruptions, including natural disasters, equipment damage and termine coverage limits by considering the vandalism. erage value of vehicles in your care multiplied But what happens when one of your suppliers or the average number of vehicles in your care at customers experience an interruption that derails your y given time. For instance, if the average value operations? To help address this concern, contingent your customers’ vehicles is $30,000 and you business interruption (CBI) insurance is crucial and has d to have 10 vehicles on hand, then you benefits: ould selectseveral a limit ofunique $300,000.

u must select a per-vehicle deductible that youbusiness interruption • Coverage beyond standard ust pay in thepolicies case of a damaging incident. en, the insurer covers the remaining amount, Unlike traditional business interruption insurance that to your limits. compensates the policyholder for a loss resulting from ng exposuresdamage are excluded under to its own property, CBI insurance lets ers coverage:businesses transfer the risk of certain losses to the property of a third party. ntractual obligations

• Reimbursement for several expenses When in place, CBI insurance can help employers cover ongoing expenses – like payroll and rent – should the insured’s revenue stream be impacted by interruptions at a third party. In many cases, it is not necessary that the customer or supplier be totally shut down to trigger CBI insurance.

• Protection for a variety of scenarios In the policy itself, the covered third-party property may be specifically named, or the coverage may simply blanket all customers and suppliers. There are a variety of scenarios where this type of coverage is useful: • When an insured business depends on a single supplier or a handful of suppliers for materials • When a business relies on a single or a few key customers to purchase goods or services • When a business depends on a nearby attraction or neighboring commercial operation for customers

eft by the insured

fective parts or faulty work

ss to sound reproducing equipment, unless it permanently installed

At LKQ, a passion for “better” is what drives us.

ss to sound receiving equipment—such as obile radios and telephones—unless it is talled in the dash or console

dar detection equipment

stands that unfavorable incidents can occur. ers insurance assures that you are adequately Contact Brad Schmid at CBIZ Inc. today for s (bschmid@cbiz.com or (763) 549-2247).

For LKQ, the world’s “good enough” isn’t good enough. We believe better is the reward for those who keep striving. We bring this passion for better to our work every day.

Today, LKQ is the auto industry’s largest recycler of vehicles. Our salvage vehicle operations recycle more than 90% of the materials from end-of-life vehicles that would otherwise end up in a landfill.

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hts is not intended to be exhaustive nor should any discussion or opinions al advice. Readers should contact legal counsel or an insurance propriate advice. © 2011, 2023 Zywave, Inc. All rights reserved.

18 | November 2023

AASP-MN News

Want to Learn More About CBI Insurance?

To truly understand your CBI insurance needs, it’s important to assess your exposures. CBI exposures will differ depending on the industry you operate in, but are most common in manufacturing, retail, hospitality and professional services. To get started or to learn more about CBI insurance, contact Brad Schmid, CIC, at CBIZ today (612) 799-3312 or bschmid@cbiz.com.

Why Join WIN?

ARE YOU INTERESTED IN:

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

Supporting future techs?

Ongoing education?

Improving the industry?

Amazing benefits and discounts?

• Local/Regional Networking Events

JOIN AASP-MN!

If so...

See pg. 10 for application, call (612) 623-1110 or email aasp@aaspmn.org!

• Annual Education Conference • Educational Webinars

• Scholarship Program • School Outreach Program • Most Influential Women (MIW) Award

• Mentoring Opportunities womensindustrynetwork.com

AASP-MN News

November 2023 | 19

PARTNERS IN PREVENTION

LESS SALT, SAFER ROADS, HEALTHIER ENVIRONMENT It’s November, and we’re getting closer to the early arrival of snow. Usually, the first snow in St. Paul comes in October. In recent years, to be exact, on Tuesday, October 20, 2020, southern and central Minnesota received about six-to-nine inches of snow, which broke many records for earlyseason snowfall.

Whether you’re an auto service or collision repair provider, driver, property owner or in any other role, it’s essential to consider the removal of snow and ice from driveways, alleys, parking lots and streets. As such, the use of road salt plays a vital role. Salt on roads is a big help in winter to keep us

20 | November 2023

safe. However, more salt does not always mean safer conditions. We can all check and improve how we care for roads during the winter.

The amount of salt used is crucial due to Minnesota’s salty water problem. When snow and ice melt, the salt flows into ditches, drains and bodies of water. Minnesota currently has 50 water bodies that exceed the state chloride standard which poses risk to aquatic life, and 75 more water bodies are at risk.

Interestingly, road salt is a major source of chloride pollution.

Here are some suggestions to reduce salt usage while maintaining clear parking lots and sidewalks:

AASP-MN News

• Remove snow and ice manually: Clear as much ice and snow as possible using a shovel, snow blower, snowplow or ice scraper.

Removing more reduces ice formation, and less salt is required.

• Spread salt grains three inches apart: Salt should be spread three inches apart to remove snow and ice. Use salt only on trouble spots and areas that are slippery.

• Salt is ineffective at 15°F: At this temperature, many types of salt don’t work. To make surfaces less slippery, you can use sand, but keep in mind that sand doesn’t make ice melt. Visit

pca.state.mn.us/newsand-stories/snow-removal-doit-better-cheaper-and-pollutionfree for reference on how to apply the correct product for various conditions: • Slow down: Adjust your driving to match the weather and leave ample space for snowplow drivers as they clear the roads.

• Using extra salt doesn’t result in more effective melting: Use less than four pounds of salt per 1,000 square feet (an average parking space is about 150 square feet). To visualize, one pound of salt is approximately equal to the contents of a heaping 12-ounce coffee mug.

You may want to consider purchasing a hand-held spreader to ensure an even and consistent amount.

• Clean up any excess: If you can see salt or sand on dry pavement, it’s not effective anymore and will wash away.

Consider using it elsewhere or disposing of it properly.

• Staff capacity building: Watch the “Winter Site Maintenance for Small Sites” video. This brief video is helpful for training employees responsible for clearing entryways, sidewalks or similar small areas. You can locate the video on the Minnesota Pollution Control Agency webpage at bit.ly/ smartsaltonyourown.

• Utilize the (MPCA) free webbased Smart Salting tool (SST) smartsaltingtool.com designed to assist organizations with assessing and reducing salt use during winter maintenance.

• Hire a certified Smart Salting contractor. Hire a winter maintenance professional trained and certified in limiting salt use.

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If you have questions about smart salting, contact the Small Business Environmental Assistance Program at the Minnesota Pollution Control Agency at (651) 282-6143 or by email smallbizhelp.pca@ state.mn.us.

AASP-MN News

November 2023 | 21

CASH IN ON YOUR MEMBERSHIP BENEFITS!

AASP-MN & Team Up to Offer Members Online Training Discounts AASP-MN and Automotive Seminars have partnered up to offer you discounted pricing on all upcoming liveonline training, 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 training 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.

These online options take the best of in-person training and bring it to technicians wherever they are, whether at home or in the shop. Highlights include:

• Unlimited video access after the live-online event concludes • PDF manual included • Certificate of Completion with number of hours • Each live-online event costs $100 for the entire shop (multiple-shop locations require a license for each Scan QR code for available courses! location) • AASP-MN members receive 15 percent off all live-online presentations, as well as Automotive Seminars’ entire on-demand video library, by using promo code AASP-MN-DISCOUNT during checkout.

• Live-online events have Q & A periods after each discussion topic. These dynamic sessions are there to make sure everything is clear, and that the technician understands the information provided.

• Each shop’s technicians can be watching at the same time, from any location

For more information, visit aaspmn.org or contact the Alliance office at (612) 623-1110.

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AASP-MN MEMBER BENEFIT 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.

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!

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 Program Now Available!

REPAIR SHOP PRODUCTS/SERVICES DISCOUNTS CARS COOPERATIVE Contact: Stephenie Sheppard 405-547-4077 / membersupport@cars.coop Members receive discounts on a variety of products and services they use every day!

From discounts on paint and rental cars to office supplies and phone services. Over 50 programs available!

EMPLOYEE VOLUNTARY BENEFITS Colonial Life Contact: Deb Ferrao 612-600-4135 / deb.ferrao@coloniallifesales.com

or Tracy Bailey 612-801-0139 / tracy.coloniallife@gmail.com Dedicated representatives can help members transform their benefit package with competitive rates, value added services at no cost and complimentary legal document preparation service. Colonial Life has the tools and flexibility to create a plan to fit everyone’s needs.

UNIFORM & LINEN SUPPLIES Aramark Contact: Rick Krenz 612-616-5290 / krenz-richard@aramark.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc.

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

CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 / mach@retailfinancialservices.biz

Competitive rates for AASP-MN members.

Terminals and printers sold at cost. Monthly rental of equipment is also available.

LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick 800-496-6789 Members receive free, over-the-phone legal assessment and consultation (some restrictions apply) with an attorney who specializes in the area of law that is the subject of the call.

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

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

TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-745-9649 Members enjoy a 20% annual savings on Direct-Hit and Direct-Help subscriptions, the industry's most reliable source for experience-based repair information.

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

Fast claim payments.

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.

AASP-MN News

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).

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.

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.

November 2023 | 23

“From The Flywheel To The Drive Wheel” We Have What You Need - Delivered To You

Maple Grove • (763) 425-7474 Choose a Replacement that Performs Better than OE. Inventory, Compatibility, Warranty and Service

Automatic Transmissions Over 2,500 vehicle-specified units in stock Up to 3-Year/100,000 Mile Warranty

Differentials 2-Year/Unlimited Mile Warranty

Manual Transmissions 1-Year/Unlimited Mile Warranty

PTUs (Power Transfer Unit) 2-Year/Unlimited Mile Warranty

4WD Transfer Cases 2-Year/Unlimited Mile Warranty

Driveshafts Replacement, Custom Driveline

We offer a complete line of all driveline parts.

- Uncompromised Quality and Service -

24 | November 2023

AASP-MN News