AASP-MN News September 2014

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September 2014

www.grecopublishing.com

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CONTENTS Vol. 22 No. 8

AASP 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. All rights reserved. To keep its readers better informed, AASP 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. Cover image © www.thinkstockphoto.com/7Michael; pg. 6 :© www.thinkstockphoto.com/XiXinXing; pg. 14: ©www.thinkstockphoto.com/g-stockstudio.

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

PRESIDENT’S MESSAGE....................................................................6 The Business of People

by Jerald Stiele, AASP-MN President LEGISLATIVE UPDATE ......................................................................7 State House and Constitutional Officers Stand for Re-election

by Kevin Walli, AASP-MN Lobbyist

2014 - 2015 PRESIDENT Jerald Stiele

“Gasoline Direct Injection and GM GDI Diagnostics” & “Variable Cam Timing” Seminar Registration..........................................8 LOCAL NEWS ................................................................................10

IMMEDIATE PAST PRESIDENT Dan Sjolseth, AAM SECRETARY-TREASURER Tom Gleason COLLISION DIVISION DIRECTOR Joyce Weinhandl MECHANICAL DIVISION DIRECTOR Greg Kasel, AAM ASSOCIATE DIVISION DIRECTOR Kevin Martin COLLISION SEAT Mike Cox, AAM Jim Siegfried, AAM MECHANICAL SEAT Wayne Watson

STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE, AAM

NATIONAL NEWS ............................................................................11 INSURANCE I.Q. ............................................................................14 Protecting Your Business and Family

by Dennis P. Begley, CLU ChFC CBC, CBIZ AiA FEATURE ......................................................................................16 AASP-MN Salutes Bill Sauer in His Retirement

by Alicia Figurelli PARTNERS IN PREVENTION ..............................................................19 Ready for the Inspector: A Checklist for Hazardous Waste Compliance CASH IN ON YOUR MEMBERSHIP! ......................................................22 AmeriPride: The Partner You Need to Do Your Image Proud!

CALENDAR OF EVENTS October 8, 2014 Gasoline Direct Injection 4pm - 8pm EP Auto, Tire & Glass 12479 Plaza Dr., Eden Prairie Contact: AASP-MN, (612) 623-1110 / aasp@aaspmn.org

October 8, 2014 Variable Cam Timing 4pm - 8pm EP Auto, Tire & Glass 12479 Plaza Dr., Eden Prairie Contact: AASP-MN, (612) 623-1110 / aasp@aaspmn.org

OFFICE ADMINISTRATOR Jodi Pillsbury MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 • FAX: 973-235-1963 PUBLISHER: Thomas Greco (thomas@grecopublishing.com) MANAGING EDITOR/DIRECTOR OF SALES: Alicia Figurelli (alicia@grecopublishing.com) EDITOR: Joel Gausten (tgpjoel@verizon.net) ART DIRECTOR: Lea Velocci (lea@grecopublishing.com) OFFICE MANAGER: Sofia Cabrera (tgpbrandi@verizon.net) www.grecopublishing.com

November 3, 2014 Part III Chrysler New Technologies for Engine Management Systems 6:30 – 10pm Marriott Minneapolis Northeast, Brooklyn Center Contact: Automotive Seminars, (920) 866-9813 / autoseminars@centurytel.net

November 12 & 13, 2014 Preparing for an OSHA Inspection 11:30am – 1:30pm AASP-MN Office, Roseville Contact: AASP-MN, (612) 623-1110 / aasp@aaspmn.org

ADVERTISERS’ INDEX aaa Auto Salvage ..............................................3 AmeriPride........................................................20 Buerkle Hyundai................................................IFC Choice Auto Rentals..........................................18 Dentsmart ........................................................19 Inver Grove Honda / Inver Grove Toyota..................9 Jack McClard....................................................3 Keystone ..........................................................4 Lowell’s PCE ....................................................21 Maplewood Toyota............................................11 Meadowbrook Insurance ..................................17 Mercedes Benz of Maplewood ..........................9

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Mills Parts Center ............................................4 Morrie’s ............................................................15 Motorwerks BMW ............................................IBC Motorwerks Mini ..............................................IBC MPA.......................................................................................12-13 NAPA ................................................................IFC PAM’s Auto ......................................................7 Proven Force ....................................................21 Rosedale Chevrolet ..........................................20 Roseville Chrysler Dodge Jeep Ram........................4 Straight & Square ............................................18 Toyota Group ....................................................OBC

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PRESIDENT’S MESSAGE

The Business of

PEOPLE

by Jerald Stiele, AASP-MN President

When I first started working in the front office of our shop, I had many opportunities to observe my father interact with people. Back then, it was his job to deal with customers, insurance representatives, vendors and just about everyone that came through the door or called.

If a customer service trainer or sales trainer observed my dad’s initial interaction with customers, they would use that as an example of what not to do. He didn’t have the pleasant greeting or warm smile at first.

He didn’t take the time to listen to the customer. He basically went against every rule we know today on how to engage a customer in an automotive shop. It was almost as if he was upset that they came to him for help. I would worry for the customer and think to myself that we would never get this job.

That worry always quickly faded when they would walk back to the shop laughing, talking about each other’s families, talking about sports or just simply shaking hands.

As soon as they stopped talking about whatever subject they had in common (and this would take anywhere from five minutes to well over an hour), he would break the next

big rule of selling auto body repair: He didn’t ask for the keys or to schedule an appointment. It didn’t matter. Before the customer would leave, they’d simply say, “Jerry, when would you like me to leave my car with you?” These people didn’t just become customers; they became friends. And most importantly to our business, they became ambassadors for our company.

I observed the same thing with insurance adjusters and vendors my father dealt with. I would always think to myself, ‘He really doesn’t like this adjuster’ or ‘There’s no way he’s buying something from this guy.’ Things usually led to long conversations about nothing related to the business they were working on, followed by coming to a mutually agreeable estimate or deal.

These sales people, tow truck drivers and appraisers didn’t just end up doing a lot of business with us; they ended up on softball teams with my father! He once wrote a personal recommendation (handwritten because he didn’t like computers) for a tow truck driver that gained him employment as an insurance auditor. The tow truck driver was confident that it was what was in the letter that got him the job.

My dad wasn’t formally trained as a salesperson or negotiator. He didn’t always make a positive first impression. What he did was connect with people personally and make a lasting impression. He cared about and enjoyed people. This industry is very different today than it was over 20 years ago when I was first observing my dad. What hasn’t changed is that we are all still just in the business of dealing with people. In this regard, I’m very fortunate to have been trained my entire life by one of the best.

Welcome New Members:

AUGUST 2014 Avid Auto Repair Forest Lake C & N Auto Care Lindstrom CARSpec Eden Prairie Northland Parts McGregor Parents Autocare Minneapolis Pete’s Repair & Fabrication Blaine

My dad didn’t always make a positive first impression.

What he did was connect with people personally and make a lasting impression.

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Thomas Auto Body & Collision Crystal

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LEGISLATIVE UPDATE

State House and Constitutional Officers Stand For Re-election

by Kevin Walli, AASP-MN Lobbyist

All 134 members of the Minnesota House of Representatives face re-election this November. In addition, all of our Constitutional Officers – Governor, Lieutenant Governor, Secretary of State, Attorney General and Auditor – need to make their case to the voters this fall.

There are currently 73 DFL and 61 Republican Representatives. Many of the inner ring suburban districts and rural districts (except those in far Northeastern Minnesota) will be the most closely contested races and will determine ultimate control of the House.

To the winner goes the spoils, which include key leadership posts and chairs of all committees in the House.

Legislators tend to be much more responsive to constituent concerns while they are seeking election or re-election. This is a great time to reach out to your House candidates to

educate them about the auto repair industry. A modest amount of time spent now can pay dividends later when AASP-MN has specific proposals to bring to the legislators at the Capitol.

All of our Constitutional Officers are also standing for election. Jeff Johnson has been selected as the Republican party’s candidate for governor. Johnson now has a little more than two months to make his case for replacing Governor Mark Dayton.

At stake in the Governor’s contest is the appointment of Commissioners at every State Agency. The Commissioners set the tone for enforcement actions, administration of existing programs and proposals for new policy initiatives.

As a state association, much of AASPMN’s attention is focused on state government rather than the federal government. However, auto repair shops should keep in mind that all

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of your US Representatives and one of our US Senate seats are also on the ballot this fall. We will see at least one new member of Congress – replacing Congresswoman Michele Bachmann, who opted not to run for re-election in the 6th Congressional District.

Whether you consider yourself a Democrat or Republican, keep in mind that issues facing the automotive repair industry have not been highly partisan issues. Once the dust settles following the election, you should reach out to your elected representatives to talk about industry issues and concerns. We also need them to recognize the important role you play in the fabric of your community – serving your customers with timely, quality repairs and providing jobs for your employees.

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Gasoline Direct Injection and GM GDI Diagnostics & Variable Cam Timing

Presented by John Thornton, Sponsored by AASP National

Gasoline Direct Injection & GM GDI Diagnostics Wednesday, October 8

Variable Cam Timing Thursday, October 9

This class will focus on GDI operation, theory, diagnostics and service procedures. The discussion is applicable to most manufacturers using GDI today.

GM has been using GDI since 2007. This high-pressure fuel system is found on most late-model GM vehicles.

Topics to be covered include: • Low-pressure fuel system • High-pressure fuel pump • High-pressure fuel regulator • High-pressure fuel injectors

A strong emphasis will be placed on testing techniques using both the GM scan tool (GDS2) and a lab scope.

Key data pids using the GDS2 will be identified and explained. High-pressure injector testing using both the GDS2 and the AFIT (active fuel injector tester) tool will be discussed. Service procedures including intake valve deposit cleaning and fuel injector R&R will also be covered.

A detailed handout will be provided.

The Variable Cam Timing class is a case study-based class. Specific manufacturer strategies and testing are discussed using broken vehicles.

VCT Discussion Topics • VCT Diagnostic Intro • Ford 5.4L 3 valve VCT Operation • 2004 Ford F-150 5.4L no start • 2005 Ford F-250 5.4L poor idle quality • 2005 Cadillac STS 4.6L poor idle quality • 2006 Chevy Impala 3.9L intermittent cam control • 2007 Pontiac G6 3.6L poor idle quality • 2008 Dodge Avenger 2.4L vin K intermittent cam control • 2005 Honda CR-V 2.4L cam code • 2000 VW Passat 2.8L poor idle quality • 2006 VW Passat 2.0L BPY research • 2005 VW Touareg 3.2L cam codes A strong emphasis will be placed on testing techniques using both the scan tool and a lab scope.

A detailed handout will be provided.

Time: 4:00 – 8:00 p.m.

Location: EP Auto, Tire & Glass, 12479 Plaza Dr., Eden Prairie Cost: $95 member/$125 non-member for each session or $175 member /$225 non-member for both sessions Company: Address: Phone:

Contact: City: Fax:

Attendee’s name:

Session(s) attending (please circle): GDI Variable Cam Timing GDI Variable Cam Timing GDI Variable Cam Timing

PAYMENT OPTIONS: Check enclosed: _____ Payable to AASP-MN Credit Card: _____Visa _____MasterCard _____Discover Credit Card Number: ________________________________ Expiration: _____________ Signature: _______________________________________________________________ Return to:

AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 - Fax: (612) 623-1122 - Email: aasp@aaspmn.org Cancellation Policy: Refunds require 48 hours notice of cancellation

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Zip:

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REGISTR ATION DEADLIN E OCTOBE R 1st

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LOCAL NEWS

Get to Know

On-the-Air and Online, Promoting Our Participating Member Shops and Industry!

AASP-MN’s “Get to Know Your Neighborhood Auto Repair Pro” is an industry marketing campaign that promotes the benefits of doing business with independent repair shops. The primary message is that independents can perform virtually any repair or service while also maintaining closer, more lasting relationships with customers and community. The program, now in its sixth year, has reached millions of people.

This year’s campaign kicked off in April with commercials running on-air and streaming online on KQRS-FM, 92.5 FM. The ads can be heard Friday-Monday, with each participating shop and location mentioned 127 times through September.

Beginning in July through the first week of November, the commercials run on-air and streaming on CITIES 97, KTCZ 97.1 FM. The ads can be heard on weekday evenings and on the popular weekend morning program, Acoustic Sunrise, with each participating shop mentioned 36 times.

The 8-month campaign will reach over a million adults, ages 25-54, over 10 times!

Participating shops are listed on the Neighborhood Auto Repair Pro website, www.autorepairpro.net. When prospective customers type in their zip code, they’ll find the shop information listed. The Neighborhood Auto Repair Pro site averages 60 unique visits per month. And visitors have clicked directly through to participating shop websites over 20 times!

AASP-MN is pleased to offer this unique shop promotion program to its mechanical members. For more information, visit www.aaspmn.org.

AASP-MN Announces Fall Seminar Line-Up AASP-MN will host “Gasoline Direct Injection and GM GDI Diagnostics,” Wednesday, October 8 and “Variable Cam Timing,” Thursday, October 9. The seminars, presented by John Thornton, will be held from 4:00 – 8:00 p.m. at EP Auto, Tire 10 September 2014

& Glass in Eden Prairie.

The Gasoline Direct Injection class will focus on GDI operation, theory, diagnostics and service procedures. The discussion is applicable to most manufacturers using GDI today.

GM has been using GDI since 2007.

This high-pressure fuel system is found on most late-model GM vehicles. A strong emphasis will be placed on testing techniques using both the GM scan tool (GDS2) and a lab scope.

The Variable Cam Timing class is a case study-based class. Specific manufacturer strategies and testing techniques are discussed using broken vehicles.

A strong emphasis will be placed on testing techniques using both the scan tool and a lab scope.

For registration information, see page 8 or contact the AASP-MN office at 612623-1110 or 800-852-9071 or visit www.aaspmn.org.

In 2013, 27 member companies achieved Winners’ Circle status. Take advantage of all that the Association has to offer and join their ranks today!

Winners’ Circle: A Member Support Recognition Program

Hospitality Sponsors

The “Winners’ Circle” program was designed to recognize members who actively participate in AASP-MN programs and activities. Members who earn 100 participation points during 2014 will be rewarded with a free AASP-MN-sponsored seminar for their efforts.

Start earning points today!

25 Points • Serve on an Advisory Committee • Each new member recruited

20 Points • Participate in an AASP-MN preferred provider benefit program (each) • Attend and/or sponsor the AASP-MN Annual Meeting & Convention • Participate in the Neighborhood Auto Repair Pro campaign • Participate in the Race For Automotive Education • Advertise in AASP-MN News

10 Points • Attend the 20th Annual AASP-MN Golf Outing • Attend any AASP-MN training seminar, meeting, Body Shop Session or Mech XChange (convention seminars not included) AASP News

AASP-MN Thanks Our 2014 Sponsors!

Program Sponsors AASP National AkzoNobel Performance Coatings Auto Care Association Auto Value Parts Stores/APH Autoshop Solutions Bill Smith Foundation Carbench CARQUEST Dent Impressions Dentsmart PDR Keystone Automotive PPG Automotive Finishes WorldPac

3M aaa Auto Parts AAA Minnesota/Iowa Aeromotive Services, Inc. AmeriPride Services AudaExplore Axalta Coating Systems BASF CBIZ AIA CCC Information Services Choice Auto Rental Dorman Products Hertz Corporation IDENTIFIX Inver Grove Ford Lincoln Keystone Automotive Lowell’s Performance Coatings Malco Products, Inc. Meadowbrook Insurance Midwest Parts Advantage Mitchell International Mitchell1 Noble Conservation Solutions Norton Automotive Aftermarket O’Reilly Auto Parts PAM’s Auto, Inc. Pro Paint Sherwin-Williams Suburban Chevrolet

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NATIONAL NEWS I-CAR Launches Technical Support Portal The Inter-Industry Conference on Auto Collision Repair (I-CAR) has launched its Repairability Technical Support Portal for collision repair technical questions and answers.

The site is designed to benefit technicians, shop owners, estimators, insurance specialists and field educators.

“This portal represents I-CAR’s direct solution to the need expressed by the industry: Improved accessibility to the repair information required to support performance of complete, safe and quality repairs for the ultimate benefit of the consumer,” said John Van Alstyne, CEO & President of I-CAR. “We have created an online resource that brings the OEM and collision repair worlds together for an exciting collaboration that will make more repair critical information available across the industry, contributing to time, resource and cost savings in all aspects of the repair process.”

Among the portal’s highlights: • Thousands of pages of OEM repair information specific to hundreds of vehicle models • “Top 10” repair inquiries, plus an extensive searchable database that allows model-specific research into the thousands of technical inquiries I-CAR

has already addressed over the years • The latest industry news and information • Quick and important reference materials such as the Airbag and Partial Replacement Matrices • And all the content is accessible on-thego, from a laptop, tablet, smartphone, etc.

A key element of this new service offering is “Ask I-CAR,” a new service I-CAR designed to help the industry with repair technical questions. Inquiries can now be submitted online, or via telephone. “Ask ICAR” features full-time staff dedicated to responding to collision repair inquiries from users.

EPA Proposing to End Use of 134a in New Motor Vehicles and Consumer Products The US Environmental Protection Agency (EPA) has issued a proposed rule that, if finalized, would prohibit the use of 134a as a refrigerant in new motor vehicles beginning in model year 2021. Further, beginning in 2016, the EPA is proposing to no longer permit the use of 134a as an aerosol in consumer products, some of which are automotive products.

Pointing to the high global warming potential (GWP) of 134a, the agency is seeking to list the substance as an unacceptable substi-

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tute for an ozone depleting substance (ODS) under the Significant New Alternatives Policy (SNAP). Under SNAP, EPA reviews alternatives to ODS to find substitutes that pose less overall risk to human health and the environment.

For motor vehicles, the EPA is listing three alternative refrigerants that could be used for new vehicles, including 1234yf, R-744 and 152a, which were determined to have a lower GWP than 134a. For consumer aerosols, there are three alternatives with lower GWPs that meet other environmental regulatory requirements, including HFC-152a, HFO-1234ze(E) and CO2.

In addition to 134a, the EPA is proposing to list the following refrigerant blends as unacceptable in new motor vehicles beginning in model year 2017: R-426A (also known as RS24), R-416A (also known as HCFC Blend Beta or FRIGC FR12), R-406A, R-414A (also known as HCFC Blend Xi or GHG-X4), R414B (also known as HCFC Blend Omicron), HCFC Blend Delta (also known as Free Zone), Freeze 12, GHG-X5 and HCFC Blend Lambda (also known as GHG-HP).

It is important to note that the proposal does not impact refrigerants used to service vehicles currently on the road. Therefore, shops and do-it-yourselfers will continue to be able continued on pg. 21

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INSURANCE I.Q.

Protecting Your Business and Family By: Dennis P. Begley, CLU ChFC CBC CBIZ AiA

A business owner can spend a lifetime building a successful business only to have it go up in smoke upon their death. It is safe to say that most owners want the business they have spent so much of their lives building to continue on for generations. That is not going to happen without proper planning. Unfortunately, most business planning is often done in the limo driving behind the hearse on the way to the cemetery. Sad but true. And, by this time, the options are severely limited.

A business owner should start planning for how he/she is going to get out of the business the day the business starts. Keeping your eye on the end of your involvement with the business will influence your decisions and where you take the business. Ignoring the reality that someday you will leave - or be carried out on a stretcher from - your business, can leave a pretty huge mess behind for your family and employees - and signal the end of the business.

Example #1 Joe worked in the building trades, getting experience supplying contractors. After years of learning the trade, he made the leap into his own supply business. Joe found some key people to hire. He treated them well, and together they built a multi-million dollar wholesale supply business. After 10 years in business, including surviving the great recession, the business enjoyed a great comeback in the upsurge of new construction. The years of staying in contact and working with the contractors kept those relationships strong. Then Joe had a stroke.

He didn’t die, but couldn’t work in the business anymore. Who was going to run his business now? His wife had zero interest in being involved; besides she had her own career, and now has Joe to take care of. The children are still in school. There was a key person who could operate the business, but why would he want to do all the work for 14 September 2014

Joe’s wife? There were no plans or even conversations about what to do if this happened. Joe’s wife is looking for someone to sell the business to. It is just a matter of time before the employees move on, ending what was a successful business, and leaving only the assets left to sell.

Example #2 Dan loved cars and everything to do with cars. When he was still a teenager, he was always doing something to his 5.0 Mustang. His first job was working at a local auto repair shop. Other employees came and went, but Dan stayed at that shop.

He became like a son to the owner. Eventually Sam, the owner, had a heart attack and dropped dead at the shop. Sam’s wife came to Dan to see if he would take over the shop.

They worked out a deal where Dan would buy the shop over a 10-year period. In the meantime, Dan got married and had a family. He paid off Sam’s wife and the shop became his alone. When his son was old enough, Dan taught him about cars and AASP News

tools. They built up a Mustang 5.0 and took it to races. Dan’s daughter had no interest in cars or the shop. She went to college and became a lawyer. Dan and his son worked side by side in the auto shop learning the new cars and technology. Then, one day, Dan had a heart attack and died while fixing the AC unit on a Buick. Now what? The shop was Dan’s largest asset in his estate. Dan owned all the stock, but died without a will.

The court gave 50 percent of the shop to Dan’s wife and 25 percent to each of his two children. The natural choice to run the shop is the son, but now he has to do all the work and get a quarter of the revenue at best. He doesn’t even have controlling interest to make decisions about the business. The line of credit was in Dan’s name. The bank called it. There isn’t enough cash to pay it off. Dan’s son couldn’t re-establish a new line of credit, since he only owned onequarter of the shop and his mother wouldn’t sign on the bank line of credit. Dan’s daughter wants her inheritance in cash. Dan owned minimal life insurance and what he had went to his wife. Dan’s son sold off the 5.0 Mustang to raise cash to pay the employees. Mom is talking about doing an auction of Dan’s tools and the shop.

There are many such stories. Most of them end up with sad family members and employees. Many result in family members not talking to each other.

Most of us spend more time planning a vacation than we do planning for those “what if” things that happen in life. One thing I can guarantee you is that someday you will quit working. If you are lucky, it will be because you decided it was time.

So what should you do to plan for such contingencies? Have a plan and put it in writing. Discuss what you want to happen with those who need to be in the conversation.

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Things you need in place as a business owner:

A Business Continuity or Buy and Sale plan.

Who is going to take over the business? How are they going to purchase it from your heirs or you?

A will. And make sure it is kept up-to-date.

Life insurance. Cash at your death is the only thing that can make a really bad situation better.

Someone is going to have to write some checks.

How much is needed and where is it going to come from?

Disability insurance. This is in case you can’t run the business, and will ensure you don’t have to depend on it for your income. Insure what you can least afford to lose. Check into providing it for your employees, too. Bad things happen to good people. How long will you continue paying a disabled employee? Have a sick-pay plan in writing to protect your business. You can’t arbitrarily continue paying a disabled employee.

A Long-Term Care plan. There will be a time when someone is going to have to take care of you. Anyone who lives long enough will reach a time when they need care. Long-Term Care insurance allows your family the luxury of enjoying your company as a family, rather than as your nurse.

A Business Valuation. As a business owner, you need to know what your business is worth for many reasons. You should learn how a business is valued. That knowledge will impact how you view and run your business. (CBIZ AiA can offer you a valuation at no cost. Contact AASP-MN for details.)

You owe it to your business, your family, your employees and, more importantly, to yourself to plan for the disposition of your business.

The day will come when that plan will be implemented. Without planning, you are going to leave your family and employees in a mess that your business may not survive. No one knows your business better than you do. You should be making the decisions rather than your executor.

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FEATURE

AASP-MN Salutes Bill Sauer in His Retirement For over 50 years, Bill Sauer has been serving the repair industry of Minnesota in a number of ways.

Sauer, the founder of IDENTIFIX (one of the nation’s premier phone and web diagnostic companies) has been an industry mainstay from both his role in the company as well as his outreach to the repair community at-large – and especially his participation in AASP-MN. Following his recent announcement that he would be retiring from IDENTIFIX, AASP-MN News sat down with Sauer to get a glimpse into his decorated past and learn about his plans for the future.

Sauer started out as a service station dealer for eight years, then designed and built a diagnostic center (Autotraac, St. Anthony Village). Four years later, he sold the facility and opened his own equipment sales company. In holding training courses for his customers, he noticed that many in attendance lacked understanding of “theory of operation.” As Sauer explains, “You can’t tell what’s wrong if you don’t know what’s right!” In 1976, he founded Autotech to provide advanced technical training. With the arrival and complexities of computerized vehicles in the 1980s, however, Sauer took it a step further and founded IDENTIFIX (then called Autoline Telediagnosis) in 1987 to offer over the phone technical assistance to the auto repair industry.

IDENTIFIX initially went online in January 1988, with four specialists manning the phones. Today, the Roseville-based company has fielded over 4 million calls to its Repair Hotline through its 46 OE factory-trained, ASE Master L1 carline specialists, all of whom are former technicians themselves. The hotline has also helped compile an exclusive database of short-cut tests and confirmed fixes (700,000), which have been documented and made available in the company’s award-winning tool, Direct-Hit. “When electronic ignition came on the scene, it became obvious

that the mechanics (as they were called then) were in need of training on new technology,” Sauer explains.

“Then with the arrival of computerization of cars, I predicted there would be an additional need for help.

That’s when I formed the business plan for IDENTIFIX. When I had my shops, I had certain people to call when I got ‘stuck’ - someone who specialized in air conditioning, someone who specialized in brakes, and so on - and I was never afraid to reach out for assistance. This mindset, and the knowledge that there was a need for assistance like this, led to the formation of IDENTIFIX.” Even prior to his development of IDENTIFIX, Sauer always held training and information in high regard. This commitment led in large part to his association with AASP-MN. “Shortly after opening my shop, I joined ASA [which then became AASPMN],” he notes. “I’ve always placed a high value on industry involvement. My membership in AASP-MN has helped me learn how to run a business, and the networking you can do with other people in the industry is incredible. I’ve always said that you cannot run a successful shop by hiding in the service bays. Involvement in a trade association like AASP-MN is a must.” Sauer’s extensive support of the Association over the years includes a stint as the Chair of AASPMN’s Education & Training Committee, numerous sponsorships and training courses hosted by IDENTIFIX. Most recently, he was honored by AASP-MN with a special Lifetime Service Award at the Association’s 2013 Annual Meeting & Convention.

“In all the years I’ve worked with AASP-MN, receiving that award has got to be my fondest memory,” he recalls, “and the most surprising! Obviously, to be recognized in this way was a very nice thing, but the fact that everybody was able to hide it from me until the day of was so, so cool. I remember walking into the luncheon and

(L-R): Bill and his wife Duffy, pictured while dogsledding in Northern Minnesota; words of wisdom on a plaque Bill received from his mother shortly after going into business.

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seeing my wife of 57 years, Duffy, and my daughter Lisa in the audience. It was an amazing surprise and honor.”

“Being around shop owners in this capacity for so many years has been such an eye-opening and positive experience,” Sauer continues. “The people I’ve worked with are down-to-earth, willing to learn and professional. It’s so refreshing to work with people who, like myself, are working to raise up the image of the repair industry to the public.

AASP-MN members are committed to bettering themselves and the industry as a whole.”

ship and adventure. It’s all finished, just needs some photos added.”

With decades of life experience both in and out of the auto repair industry under his belt, Sauer offers the following words of wisdom: “You cannot be successful in business without a business plan, not to mention one that’s flexible. You must be willing to adapt your plan, and obviously proper financing is also key. More than that, do not be afraid to be unique. I was once the sole diagnostic center in Minnesota. When we began IDENTIFIX, the idea of a technical hotline was the

first of its kind to be broken down into specialized categories. As John D. Rockefeller said, ‘If you want to succeed, you should strike out on new paths, rather than travel the worn paths of accepted success.’ Closer to home, my mother gave me a plaque when I first went into business that says, ‘Behold the turtle! He makes progress only when he sticks his neck out.’ Using both of these sayings to develop my mindset over the years has served me well, and I’m grateful for the many years I’ve had to serve the industry that I love the most.”

The service station, circa 1963.

As Sauer says goodbye to the industry he’s worked so hard in for over five decades, those who know him are fully aware that there will be no downtime for this retiree.

Sauer is a known world traveler whose adventures include riding mules to the bottom of the Grand Canyon, kayaking with whales in Alaska and living with nomads in Mongolia and Siberia (he’s traveled in the Arctic seven times, sometimes sleeping in tents in temperatures 45 below zero!). “You could say I’ve always been one to keep busy,” he chuckles. “The people close to me already know about my more interesting hobbies…I have a flower garden that I maintain, and I also enjoy woodworking and dog sledding.

I’m known for extensively decorating our house for Christmas - and we regularly win the annual St. Anthony Village lighting contest! Duffy and I regularly host international dinner guests through the US State Department, which has led to some unexpected friendships from around the world, not to mention some great stories. Oh, and I’m also a wildlife rehabilitator. I’ve got 11 raccoons in a cage in our yard as we speak! In my retirement, the main thing I’m going to try to accomplish is to finish the book I’ve written.

It’s my life story, focusing on entrepreneurAASP News

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PARTNERS IN PREVENTION

Ready for the Inspector: A Checklist for Hazardous Waste Compliance You may be visited by a hazardous waste inspector as regularly as once a year or much less often. Either way, you probably feel a little anxious when they show up at your shop. You want to do the right thing, but you’re not always sure what that is. The MPCA has checklists you can use to manage your hazardous waste compliance yourself, at any time.

The checklists are available online.

Do a web search for “MPCA Environmental Audit Program,” or go to www.pca.state. mn.us/0agx5e7. Scroll about halfway down the webpage to find and print the checklist for your hazardous waste generator size. Information at the top of the checklist will help you make sure you are using the right one. Most shops are Very Small Quantity Generators (VSQG) or Small Quantity Generators (SQG).

Walk around your shop with the checklist, answering the questions for each section. Don’t rely on memory. Put your eyes on each area that you are checking. For each question that you answer ‘yes,’ you are following the rule. Make changes at your shop to correct any questions that you answer ‘no.’

The checklist is for you to use and

keep - you do not submit the checklist to the MPCA or your county. This means that you can use it the way it works best for you. You can go through the entire checklist and prioritize the changes to be made, or you can make corrections as you go.

For example, as you review the emergency preparation questions, you may want to come back to that section later to sort out what equipment you have available and make a list of what you need. Or, if you see that a used paint drum isn’t labeled with the words “Hazardous Waste,” you can add the label immediately and check “yes” on the checklist.

When you are back at your desk, you can click on web links in the checklist online for more information on each topic.

Almost all of the fact sheets referenced in the checklist can be found on the MPCA website at www.pca.state.mn.us/veiz8a8.

The same webpage has information on specific wastes commonly found at auto body and repair shops, such as antifreeze, used oil and parts washer solvent.

Make time at least once a year to go through the checklist. Each time, pull the previous one out of your files and look for recurring problems. Is the funnel on the

AASP News

used oil drum always unlocked? Maybe the solution is as simple as painting the funnel latch a different color so it stands out. Work with your employees and colleagues to come up with solutions.

If you are inspected by your county hazardous waste department each year, consider going through the checklist about six months later and combine it with the list of corrections from the county inspector. This six-month ‘check-up’ will help you avoid the same violations at your next inspection.

You can also use the checklist to participate in the MPCA Self-Audit program or to qualify for the MPCA Green Star award. More information about these programs is available on the MPCA’s Environmental Audit program web page at www.pca.state.mn.us/0agx5e7.

Environmental rules are written to protect human health and the environment. Of course, your shop is affected by rules and policies that aren’t covered by these checklists, but they are a good place to start. Using the hazardous waste checklist can help you be more confident that you are following the rules correctly, even if you don’t expect an inspector any time soon.

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SPECIAL ANNOUNCEMENT

Greco Publishing Names Alicia Figurelli Director of Sales

Thomas Greco Publishing Inc., publishers of New Jersey Automotive, New England Automotive Report, Hammer & Dolly, AASP-MN News and Wisconsin Automotive News, has named Alicia Figurelli Director of Sales.

Figurelli, the current Vice President of the company, will be adding all sales responsibilities for the company’s publications as well as booth sales for AASP/NJ’s NORTHEAST® Automotive Trade Show and the NORTHEAST Conference Journal.

A graduate of Seton Hall University, Figurelli joined Greco Publishing in 2003 as an Editor before gradually moving up to Managing Editor. She was named Vice President in 2009. A constant for over a decade, Figurelli is a well-known figure familiar with every facet of the industry, bringing experience from editorial, administration and management to go along with her sales abilities.

Alicia Figurelli can be contacted at (973) 667-6922 / (973) 235-1963 (fax) or via email at Alicia@grecopublishing.com.

For more information on Greco Publishing, please visit www.grecopublishing.com.

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NATIONAL NEWS continued from pg. 11 to service their current vehicles with 134a.

A fact sheet on the proposal can be found here: www.epa.gov/ozone/downloads/SAN_5750_SNAP_Status_Change_ Rule-Fact_Sheet_070714.pdf Trichloroethylene Receiving New Scrutiny from Feds Several federal agencies are coordinating efforts to either replace trichloroethylene (TCE) as an ingredient in solvents and degreasers, or step up warnings about its suspected dangers. The National Toxicology Program (NTP) is considering a change in the status of TCE from its current “reasonably anticipated to be a human carcinogen” to the “known carcinogen” category. Additionally, the EPA will hold an unrelated public workshop on a draft work plan to find replacements for TCE. The NTP proposal comes from a draft report on TCE released on July 1 which will then undergo a peer review before being submitted to the Secretary of Health and Human Services for the final decision. The secretary’s decision would not impact uses of TCE, but could change workplace hazard communications regulations.

The EPA effort, however, could change the use of TCE in degreasing processes. The EPA has been undertaking an effort to create a work plan for identifying alternatives for TCE and working with industries, including automotive parts manufacturers, to transition to substitutes.

However, there are industry concerns that the transition could prove to be prohibitively expensive, and potentially less effective at cleaning products like electronics, auto parts and others that are subject to degreasing in the manufacturing process.

To review the draft NTP report on TCE, visit http://ntp.niehs.nih. gov/ntp/about_ntp/monopeerrvw/2014/august/draft_tcemonograph20 140812.pdf.

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CASH IN ON YOUR MEMBERSHIP!

The Partner You Need to Do Your Image Proud!

AmeriPride® is the AASP-MN Preferred Uniform & Facility Care Product Supplier!

Special pricing for AASP-MN members AmeriPride Services offers a towel, rug, and uniform rental program to AASPMN members that features discounted prices, annual rebates, free installation, free emblems, no deposits and no set-up charges.

Participation in this program supports AASP-MN’s programs and services.

Professional Image In your industry, trust rules. You work hard to earn it from customers every day.

When your business features branded workwear and floor mats, clean restrooms and bays, customers trust that you’re doing things right. This helps you stand out from the shops down the street, and keeps customers coming back.

Fully-Managed Program With a uniform and facility care product program from AmeriPride, you’ll save: • Time – We’ll manage the details so you don’t have to. Customer Portal with online billing and payment adds convenience and ease.

• Space – Stocking the exact quantities your business needs.

• Money – Weekly inventory monitoring means you’ll only spend on what you need.

AASP-MN MEMBER BENEFIT PROGRAMS WORKERS’ COMP INSURANCE Meadowbrook Insurance Group Contact: Dennis Spindler 763-549-2238 / dspindler@cbizaia.com Up-front scheduled credit makes Meadowbrook one of the most competitive programs around for Worker‘s Compensation insurance. In addition, members are eligible to receive an annual dividend based on the group’s loss ratio. For more information, log on to www.wcpolicy.com/aaspmn.

WEBSITE AND INTERNET MARKETING SOLUTIONS Net Driven Contact: Jon Napoli 218-623-7351 / 218-310-7285 Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. Net Driven assists independent tire and automotive industry dealers who are looking to increase revenue by selling more tires, service, and wheels. AASP-MN members who choose Net Driven are eligible for a $500 discount off their 1st year setup fees. For more information, contact Jon Napoli.

PROPERTY/LIABILITY INSURANCE CBIZ AIA Contact: Dennis Spindler 763-549-2238 / dspindler@cbizaia.com CBIZ AIA will present AASP-MN members with quotes from multiple carriers for property/liability insurance and members can choose the program that best fits their situation. As an added bonus, CBIZ AIA will offer members an exclusive 10% discount on their property/liability insurance premiums.

Stormlogix Contact: Paul Switzer 732-364-1156 / paul.switzer@stormlogix.com Stormlogix extends a discount on its website packages to AASP members. Costs can be spread out over 6 months.

EMPLOYEE BENEFITS CBIZ AIA Contact: Dennis Begley 763-549-2260 CBIZ AIA will provide AASP-MN member with quotes from multiple carriers for life insurance, health insurance, longterm care and disability insurance.

TECHNICAL INFORMATION HOTLINE IDENTIFIX Phone: 800-288-6220 Fax: 651-633-2188 Members enjoy discounted prices on the industry’s #1 technical information hotline. One free call is extended to all firsttime AASP-MN member callers.

UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Jim Dillon 651-955-1398 • Fax: 952-738-3318 jim.dillon@ameripride.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc. Purchases are also discounted.

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

BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury Phone: 612-623-1110 or toll free 800-852-9071 Fax: 612-623-1122 / jodi@aaspmn.org Discount rate on printed business forms and calendars.

CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 • Fax: 952-933-4595 mach@retailfinancialservices.biz Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment is also available.

INDUSTRIAL & PAPER PRODUCTS Wipers & Wipes, Inc. Contact: Dennis Julson Phone: 651-486-4866 Fax: 651-486-4859 Discounts on industrial supplies and paper products. Free, next-day delivery is available in the metro area. Shipping free to outstate members with $100 purchase.

SHOP SERVICES Summit Software & Mobile Solutions Contact: Frank Terlep 888-377-2661 / fterlep@summitsoftwaresolutions.com.

Website: www.emarketingsherpas.com AASP members receive a $50 discount on their annual eMarketplace subscription, a digital marketing system that includes mobile phone apps and a complete customer service, sales, marketing, advertising and communication platform.

INFORMATION PROVIDERS Mitchell1 Contact: Mitchell1 Representative Phone: 888-724-6742 x 6986 AASP members are eligible for special Mitchell 1 information and management programs at significant discounts. For more information, log onto www.mitchell1.com or contact the Mitchell 1 representative at 888-724-6742, X6986.

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

PAYROLL PROCESSING CBIZ Payroll Contact: Bob Willbanks 612-298-1176 / bwillbanks@cbiz.com Members receive 20% discount off standard payroll products and services (excluding 401k). Members who switch prior to June 30 will receive first month of payroll processing free.

CHECK GUARANTEE SERVICES Certegy Check Services Contact: Heather Ellis 952-240-5017 / heather.ellis@fisglobal.com Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments.

BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com Website: www.180biz.com 180BIZ offers BUSINESS COACHING to AASP members at a steep 20% discount! One Eighty Business Solutions LLC (180BIZ) has been helping shop owners increase profits and car count while decreasing stress since 2003. AASP members receive a discount on very affordable one-on-one coaching plans without long-term commitments and complicated contracts.

180BIZ offiers a risk-free trial of their services. To learn more, please call or email us, or visit our website.

REPLACEMENT PARTS Dorman Products Phone: 800-868-5777, ext. 5329 Website: www.dormanproducts.com AASP members receive insider information, special access and other perks from Dorman Products, a leading supplier of dealer “exclusive” automotive replacement parts.

LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick Phone: 800-496-6789 Fax: 218-725-6800 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.

Maximum Service Local support keeps your program running smoothly. We know that service is more than doing the job. Excellent service is the result of going above and beyond. That’s why you’ll see the same familiar face at every delivery. We know service is more than a 1-800 number. Service is showing up. Every day, no matter what.

New Diamond Plate Shop Shirt, Manufactured by Red Kap® – Available through AmeriPride Meet one of the newest additions to our AmeriPride family of Shop Gear products built specifically for car guys. Garage-tested for durability and comfort and inspired by car culture, it’s loaded with features designed to make doing your job easier and look good while doing it. It’s a shirt that’ll work as hard as you do – day after day, car after car.

New Performance Shop Pants and Shorts, Manufactured by Red Kap® – Available through AmeriPride® AmeriPride’s performance shop pants and shorts are unique in the industry. They come standard with features to make your job in the automotive field a little easier. Like a cargo pocket on the left leg and double-pockets on the right leg for easy access to phone, keys and tools. And a concealed waistband button to prevent accidental scratching of paint jobs.

Minnesota-based AmeriPride makes it easy to maintain a clean, professional image.

We’re a one-stop solution for uniforms, linens and facility care products. Since 1889, our success has been built on products and services that exceed industry standards and customer expectations. It’s not a coincidence that our customers stay with us. We are timetested. We are always ready to serve. We are the People You Can Count On®.

Minneapolis 612-331-1600 Bemidji 218-751-5150

Mankato 507-345-1039

Hibbing 218-263-3611

St. Cloud 320-251-2525 Fargo 701-232-7484

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