Keeping Score:
KPIs for Mechanical Shops
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PRESIDENT
Aaron Swanson
IMMEDIATE PAST PRESIDENT
Mike McLynn
SECRETARY-TREASURER
Randy Notto
COLLISION DIVISION DIRECTOR
Shannon Christian
MECHANICAL DIVISION DIRECTOR
Dan Gleason
ASSOCIATE DIVISION DIRECTOR
Paul Yager
COLLISION SEATS
Scott Miller
Brandon Wistrom
MECHANICAL SEAT
Ashlan Kaplan
STAFF
EXECUTIVE
Linden Wicklund
OFFICE MANAGER
Jodi Pillsbury
1970 Oakcrest Ave., Suite 102
Roseville, MN 55113
PHONE: 612-623-1110
FAX: 612-623-1122
aasp@aaspmn.org | aaspmn.org
AASP
and
industry and the
A MESSAGE FROM AASPMN
4 Consumer Complaints: The Case For or Against Legal Compliance
Spring is the time of year where legislative issues either get squashed or advanced.
LEGISLATIVE UPDATE
5 AASPMN Members Come to St. Paul to Advocate for Priority Legislation
AASPMN’s efforts to strengthen protections for insurance policyholders and repair shops.
ASSOCIATION UPDATES
6 Capitol Day Highlights, Race for Automotive Education Recap & More
AASPMN GOLF OUTING
11 30th Annual AASPMN Golf Outing Registration
Wednesday, June 18
Majestic Oaks Golf Club Ham Lake, MN
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AASPMN
15 Join us for “Success Defined” Monday, April 28 - Tuesday, April 29 Mystic Lake Center & Casino Prior Lake, MN 22
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23 AASPMN MEMBER BENEFITS
Learn about AASPMN member benefits / services programs.
Consumer Complaints: The Case For or Against Legal Compliance
By Linden Wicklund, AASPMN Executive Director
Spring brings a flurry of legislative activity. This is the time of year when issues are advanced or squashed, depending on how they align with lawmakers’ agendas. There are two major topics concerning AASPMN members: the interpretation of the new Junk Fees law and the two AASPMN bills regarding insurance regulations. Both issues are primarily about consumer opinion, although that is not normally how we as industry think of them.
The Junk Fees legislation was designed to specifically address issues going on in the entertainment and hospitality industries. For auto service and collision repair businesses, this means shop fees and/or supplies have come under scrutiny. Who is calling shops out and demanding their interpretation of compliance with the law? It is not the Attorney General; it is the customer, YOUR CUSTOMER. This is based on several calls from members with questions about the law after customers have refused to pay shop fees. AASPMN is actively working on a carve out for auto shops in cooperation with the Auto Dealers Association, which would help clarify why and how the current handling of shop fees is compliant with the law. In the meantime, you may find less customer opposition to shop supplies language if you make sure shop supplies and/or fees are included in estimates, and be careful to advertise or post only the total price. This price needs to be inclusive of any cost which cannot be avoided, which is basically anything other than credit card fees, hazardous waste removal and taxes.
When it comes to insurance compliance, which for now does not include warranties, the biggest issue is the customer, not the insurance company. Why would I make this outrageous claim? Because the law is written to protect the customer from insurance abuse, without a harmed customer, there is no violation of the law. AASPMN’s bills for modification to 72A.201 both begin by adding a definition for repairs to include diagnostic and repair verification steps (for example, pre- and post- scans). It is widely known in the industry that these operations are denied by insurance companies. These are operations for which denial is ALREADY against the law. We do not need corrections in the law to suddenly make them violations. The problem is customers are not, or are not known, to be harmed by the current handling of these violations. Accidents are not being tied to these operations being skipped, shops are doing them without pay and thus protecting the consumer. Customers are not notified of the denial by insurance and even if they are, they may not want to put up a fight. I talk to shops and read the files they share, I stay informed about
MN crash data, and I meet with the Department of Commerce who has repeatedly agreed that what I share sounds like it could be a violation, but they have not seen meaningful complaints. Most complaints are about the shop being harmed when protecting the customer, which is not a violation of insurance law and thus not something the Department of Commerce can act on.
What is the solution?
One: AASPMN will continue to advocate for shops with proposed legislation, ongoing meetings with government, and by informing shops of the laws to aid in resolution of insurance claims.
Two: Customers must be harmed or the soap box from which shops are yelling is only that, a box. We need some truly pissed off customers who are up for a fight and willing to stand up to their insurance company. While this is not a blanket statement, as a woman around the age of 40, I know there are a great many people in my demographic who are up for a fight! So, the next time a pre- or post- scan is denied, and the customer has some productive fire in them, point them in the direction of the Department of Commerce AND make sure they are harmed, which means the operation was skipped, repairs can’t start or they had to pay out of pocket for that specific operation. There are too many complaints about the shop not getting paid. In a meeting I had this week with the Department of Commerce, leaders stated NO complaints have been investigated about denial of pre or post scans, so they are not sure why we need a change to the law.
So, be mindful of how and when you piss off customers, because the laws are designed to protect them. Customers will stick up for themselves if they are forced.
Come to this year’s AASPMN Leadership Conference and Annual Meeting to talk with your peers about how to tackle this issue and more! (See page 15 for more information).
Benefits in action: AASPMN meets with government officials on behalf of members. Are you ready to help make change? Send us your pissed off customers! We are looking for 10 complaints from customers about insurance denial of pre- and post- scans. The customer must be willing to have the complaint investigated on their behalf and must show harm. AASPMN will submit these complaints together as proof of a systemic issue that needs to be investigated. Email Linden@AASPMN. org or call (401) 330-8845.
AASPMN has been working closely with lawmakers in the Minnesota Senate and House on legislation to strengthen protections for insurance policy holders and repair shops in their dealings with the insurance industry. Senate File 2209 (Senator Wesenberg – GOP – Little Falls) and House File 1322 (Representative Huot – DFL – Rosemount) seek to speed up the repair process by requiring quicker response times from insurers on repair supplements, ensures that repairs related to the safety or operation of a vehicle are not reduced in a settlement offer, requires detailed documentation of the claims process between the repair shop and the insurance company and prohibits insurers from repeatedly requesting the same information in an effort to drag out the repair negotiations.
This important legislation would also establish a private right of action for automobile insurance claims which would allow for the recovery of attorney’s fees, witness fees, disbursements and reasonable costs associated with any litigation stemming from an unfair claims practice action. This provision would allow repair
by Sam Richie, AASPMN Lobbyist
shops to take matters to court when there have been serious and egregious violations of state statute rather than relying on reports to the Department of Commerce, a practice that has not been productive in curtailing the behavior of bad actors.
In an effort to support this legislation and further develop relationships with key lawmakers, AASPMN held a Day at the Capitol event in February. Shop owners from across the state came to St. Paul to advocate for AASPMN’s priority legislation and talk to elected officials about challenges facing the industry. We had a great turnout and had great meetings with Senators and Representatives throughout the day. We’d like to sincerely thank all the members who were able to join us and look forward to making the Day at the Capitol a yearly event on the AASPMN calendar.
If you were unable to join us this year but would still like to get involved in supporting our legislative efforts, please reach out to AASPMN lobbyist Sam Richie at srichie@larkinhoffman.com for more information.
AASPMN’s Day at the Capitol Highlights
The AASPMN Day at the Capitol on February 26 successfully advanced members’ interests with the introduction of bills in both the House and Senate, along with discussion of hearings this session. During the day, 16 shop leaders and AASPMN members met with 37 lawmakers in individual meetings that lasted 15 to 45 minutes.
The conversations brought light to key challenges with insurance company abuses in the collision industry. During this critical relationship building day, other topics such as the Junk Fees law were also discussed, and we are better positioned to have a strong voice as new issues arise.
Thank you to those who participated for volunteering your time on behalf of all members!
23rd Annual Race for Automotive Education Raises Over $13,000 for Student Scholarships
AASPMN held its 23rd Annual Race for Automotive Education, February 24-27, at ProKart Indoor Racing in Burnsville. The event raised over $13,000 to support the Alliance’s Automotive Education Fund and will fund scholarships for automotive students enrolled in ASEaccredited auto service and collision repair programs in Minnesota’s technical colleges.
During the four nights of racing, 34 teams (170 racers) of auto service and collision repair shops, technical school students and industry suppliers took to the track in go-karts reaching speeds of up to 40-miles per hour. Many spectator fans were also on hand to cheer on their team.
Trophies were awarded to the first place and runnerup teams each night. They were:
Monday, February 24 (Student Night)
• 1st Place – Dunwoody Collision Repair
• Runner-Up – DCTC Auto Service
Tuesday, February 25
• 1st Place – Suburban Chevrolet
• Runner-Up – Eurotech Auto Repair, Team #4
Wednesday, February 26
• First Place – LaMettry’s Collision
• Runner-Up – Wenzel Auto Electric
Thursday, February 27
• 1st Place – Grandview Tire & Auto, Team #4
• Runner-Up – Grandview Tire & Auto, Team #5
In addition to the 34 race teams, the event was supported by:
• 3M
• Apple Ford White Bear Lake
• Auto Value/Benco Equipment
• Auto Works Automotive Service Center
• BASF
• CSN Collision – Minnesota
• LKQ – Minnesota
• Lube-Tech
• NCS/Single Source
• PPG Automotive Refinish
(L-R): Jim Lovejoy, Mike Abrahamson, Greg Melartin, Seth Thorson, Rev. Kaohly Vang Her (DFL), Will Latuff, Sam Richie, Tony Hoffman, Shannon Christian, Jessie Jacobson, Linden Wicklund, Josh Shaw, Jeff Czech & Saraf Czech
The Automotive Education Fund was established in 2002 to provide financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the automotive service industry. Since its inception, nearly $350,000 has been invested in student scholarships, Skills USA and automotive education programs throughout the state.
For more information, visit aaspmn.org or call the Alliance office at (612) 623-1110.
30th Annual AASPMN Golf Outing Announced
The 30th Annual AASPMN Golf Outing will be held Wednesday, June 18 at Majestic Oaks Golf Club in Ham Lake. All collision repair and auto service industry professionals and suppliers are invited to attend the event to enjoy a day of golfing and socializing with industry peers.
Play will begin at 12:30pm, followed by dinner and an awards presentation. The cost to participate is $120 per golfer or $480 per foursome. Golf holes are also available to sponsor for $350 each.
For additional information, see page 11 or visit the association’s website aaspmn.org. You may also email the Alliance office at aasp@aaspmn.org or call (612) 623-1110.
AASPMN Upcoming Events
AASPMN’s 2025 Leadership Conference & Annual Meeting April 28-29
Mystic Lake Center & Casino Hotel, Prior Lake
Northern MN Collision Shop Meeting
1st Tuesday Each Month, 6 - 8pm TBA Northern MN
Southern Metro Collision Shop Meeting
1st Wednesday Each Month, 8 – 9:30am MN ADAS, Bloomington
Central MN Area Collision Shop Meeting
2nd Wednesday Each Month, 7:30 – 9:30am APH Headquarters, St. Cloud
Mechanical Zoom Meetup
3rd Tuesday Each Month, 9 - 10am
Collision Zoom Meetup
3rd Thursday Each Month, 9 - 10am
30th Annual AASPMN Golf Outing June 18, 2025 Majestic Oaks Golf Club, Ham Lake
Keeping Score: KPIs for Mechanical Shops
Running a successful automotive repair business is similar to playing a game in that respect – only whether you win or lose ultimately comes down to whether or not the shop is successful, and the best way to “keep score” requires monitoring and tracking certain key performance indicators (KPIs). But with so many moving parts, how does a shop owner or manager know which KPIs are most important?
Last month, AASPMN News explored this subject on behalf of collision repair facilities (available at grecopublishing.com/ aasp0325coverstory), but while mechanical shops share some of the same KPIs, they typically need to look at things a little differently. Jeff Nott (Altus Business Solutions) suspects that the “biggest problem is that many shops aren’t tracking their KPIs properly or don’t understand them well enough.”
So, how can you track KPIs properly? It begins with knowing which numbers to track – and which are less pressing. “There are a lot of possible KPIs, and if you look at everything you could be tracking, that can be overwhelming,” notes Rick White (180BIZ), who recommends making the list more manageable by identifying how frequently certain figures need to be reviewed. “Measure gross profit
weekly, and every month, examine your expenses. A monthly KPI that many shops neglect is cash flow ratio. Cash flow is oxygen to a company; you cannot breathe without it, and many fail to realize that profit does not equal cash flow.”
On a daily basis, White believes shops should monitor invoice count completed, parts gross profit, effective labor rate (“what you actually collect per billed hour”) and workin-progress, which allows shops to identify potential bottlenecks in their workflow. But the most meaningful number for shops to watch daily is the number of billed hours per day. “A lot of people think average repair order (ARO) is most important, but it’s actually obsolete because it doesn’t mean anything; you could have a high ARO because of a huge job, but if you didn’t charge enough, that elevated ARO is useless to your business. In contrast, nothing happens in a shop unless an hour of labor is sold, so we want to compare total billed hours to our capacity to ensure we’re reaching peak production.”
Nott agrees that productivity is the lifeblood of any business. It’s also one that most shops “don’t pay enough attention to. If your team only produces 50 percent of the work they’re capable of, your labor rate means nothing. A lot of people talk
about percentages when measuring productivity, but how do you track and understand that? Set an hourly goal of 35 to 40 hours per week and then manage the number of cars and the time it takes to move them around. If it takes 15 minutes to get a car on the rack and you’re working on four cars a day, you could be losing an entire hour just moving cars!”
Productivity can be difficult to control, but being aware of that number provides the opportunity to identify ways to improve it. Some other numbers that Nott recommends tracking are gross profit on parts, labor profitability, ARO and average hours per RO which is “possibly the most pivotal since this tells us the shop’s maximum potential for vehicles being worked on each day. Rather than cramming as many cars in the shop as possible, we want to make sure we’re capitalizing on each vehicle we work on by increasing the number of labor hours on each order. In turn, this improves efficiency and decreases the likelihood of an accident as technicians move cars in and out of the shop’s bays.”
Shops often neglect to track KPIs that are very telling of how well they’re doing in “the game.” Nott recommends shops take a look at parts delivery times in order to set proper expectations with clients.
According to White, it’s imperative to monitor “how many new customers come in each week. A shop loses 17 to 21 percent of its client database each year on average due to people moving, being upset with them, dying, etc., so if you’re only marketing to existing clients, that database gets smaller all the time. To maintain your current number of clients, the goal should be 20 percent new customers, and if you’re looking to grow, set the target at 30 percent.”
“If we don’t have new customers, we’re doing inspections and maintaining vehicles, but we won’t have big jobs anymore,” Nott adds. “To keep the business growing, we need new clients bringing broken cars to us. We should also be monitoring the number of lost clients. If we don’t see them for two years, they’re lost, and we need to examine why they aren’t coming back. Why isn’t our retention rate higher?”
Maintaining a consistent client base requires ongoing marketing. “When shops got super busy during the pandemic, many stopped
marketing because they had all the work they could handle,” White recalls. “But marketing isn’t something you do because business is slow; it’s something you do so you don’t get slow. You can’t plant a seed and reap the harvest that same day. Consumers’ buying habits have changed along with the frequency of their visits to shops, and although most people want to take care of their vehicles, they aren’t going to be loyal if they’re not happy with the service they receive. Shops need to identify their ideal clients’ desires and get really good at providing that.”
Along the same lines, Nott feels lost sales can tell a shop a lot about customer satisfaction. “If we fail to sell the work, we’re missing opportunities. It’s easy to track missed appointments. We also need to be aware of our comeback rate because comebacks cost the business a lot, especially in terms of how our clients view our services. These days, we have to work harder than ever to sell value because consumers have access to so much information and so many options.
Reviews and referrals are the most obvious way to monitor customer satisfaction, and White coaches shops to set goals for each of those to ensure it remains a priority. “How do we serve a client to make sure they come back to us? Shops are like dentists – no one wants to go to the dentist because it’s painful and expensive. We need to help clients understand that it’s better to invest in maintenance and repair than to replace their vehicle at 10 times that cost, but before we can convince them of that, we need to create an environment that leaves them with the impression that they’ve found the right shop to take care of them.
“Understand that ‘satisfied’ customers aren’t going to leave reviews,” he continues. “Being satisfied merely means they got their money’s worth; it’s the lowest acceptable outcome in the customer experience because it’s only one step above dissatisfaction. When we get down to it, our goal is to help people. Making money is a byproduct of providing great service, and if you invest time and energy into creating the right experience, the money will come.”
White identifies three levels of customer experience: moments of mediocrity (you get what you paid
for), moments of misery (a negative experience) and moments of magic (an experience that goes above and beyond expectations). “You’ll get reviews for moments of misery and moments of magic,” he predicts. “As business owners, we’re the authors of those stories, but if we’re not paying attention, we end up with experiences where the client feels unseen and unappreciated. We need to pay attention to how we make them feel and figure out how we can cultivate an experience that creates moments of magic!”
Shops should also be creating moments of magic for their employees since they are the ones who typically create client experiences. “Just like my customers, I don’t want my team to be satisfied; I want them to be engaged,” White insists. “And I don’t want employees who merely trade their time for money. I want to hire people who see where the business is going, understand why it’s important and want to be a part of it. I want someone who is willing to go the extra mile because they feel seen, heard and appreciated.”
Why do you do what you do?” Nott asks. “If you can’t explain that,
by Chasidy Rae Sisk
you don’t know your culture, and that’s critical to drawing people in –whether it’s a client or an employee. If your team loves working for you, they will work hard and tell everyone how much they enjoy working at your shop. They will refer other technicians to you, and they’ll also stick around for a long time. If your retention rate is low and employees leave frequently, you’re either making the wrong hiring decisions or you’re not treating them well enough to keep them there.”
KPIs may be how shops keep score, but games can’t be won alone. “KPIs are a lifeline for business owners, yet they can be dangerous as well,” White cautions. “You absolutely need to be tracking your metrics; however, never forget how you get them – by serving others. KPIs measure how well you’re doing at taking care of your clients. If you neglect to care for the people, you aren’t going to make money. Sometimes, a relationship might be more important than a metric. Always remember the people who help us achieve those high metrics: the people performing the work and the people saying ‘yes’ to the repair.”
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AASPMN Leadership Conference & Annual Meeting:
“SUCCESS DEFINED”
April 28 & 29, 2025
Mystic Lake Center & Casino
2400 Mystic Lake Blvd NW, Prior Lake, MN 55372
AGENDA AT A GLANCE
Pre-conference Day 1:00pm - 9:00pm • Conference Day 8:00am- 5:30pm
Monday, April 28
1:00pm - 4:00pm Achievement Now – Elevate Your Success
Presented by Tyler Enslin, Tyler Enslin International Consistently Strong Estimates: Tools for Success
Presented by Will Latuff, Latuff Brothers & Josh Shaw, Shannon’s Auto Body
6:00pm – 9:00pm Member Welcome Party
Tuesday, April 29
7:00am - 5:00pm Registration Open
8:00am - 8:30am Coffee with Vendors
8:30am - 9:45am
Opening Keynote: Remaining Positive in Challenging Times
Presented by Tyler Enslin, Tyler Enslin International
10:00am - 12:00pm Roundtable Discussions (Attendees will participate in 4 topics for 25 minutes each)
12:00pm - 1:00pm Lunch with Annual Meeting
1:00pm - 2:00pm Vendor Showcase
2:00pm - 2:45pm BREAKOUT SESSIONS
A. First Impressions, Online Reviews, and Customer Marketing: Tools for Bringing Customers In & Keep Them Returning
Presented by Max Gamm & Doug Robison, Optimize Digital Marketing
B. Making the Law Work for Your Shop: AASPMN Legislation and Successes from Arbitration
Presented by Sam Richie, Larkin Hoffman & Brian Chenvert, InsuraClaim
3:00pm - 3:45pm BREAKOUT SESSIONS
A. Boost Your Profits with Precise Documentation and Efficient Material Management
Presented by Alberto Amaya, 3M
B. What You Need to Know: Employment Laws and the Modern Workforce
Presented by Christopher Chantry, Larkin Hoffman
4:00pm - 5:30pm Closing Keynote & Reception
Me, We, and Glee: How to Have a Great Attitude, Work As a Team and Keep Your Sense of Humor
Presented by Nick Arnette
*Event ends with closing thank you & prize give away*
Independent shop leadership is not easy, and with so many ways of doing business, it can be hard to figure out if you are successful. This conference is your opportunity to connect with your peers here in Minnesota to talk about what winning in the automotive industry means. Success looks wildly different from shop to shop, so focus your energy on what you want from your shop. Gain valuable practical information to help you run a successful business.
MONDAY, APRIL 28:
Achievement Now – Elevate Your Success
1:00pm – 4:00pm
Presented by Tyler Enslin, Tyler Enslin International
There seems to be an overwhelming amount of content and speakers available on the subjects of achievement and success. Yet, according to Inc. magazine, 92 percent of individuals who set yearly goals fail to reach them. Clearly a fresh approach is needed. In this program, Tyler delivers that approach in a way that is unique, applicable, and engaging.
One major advantage of this session is that it is extremely participant focused. While many speakers on the subject of personal growth share their own stories in an attempt to motivate the audience, this program focuses completely on the individual attendees. People are much more excited and action oriented when they focus on their own goals and their potential to reach them, instead of solely hearing about someone else’s achievements. Additionally, Tyler specifically aims to educate, not motivate. While there can be some benefit from motivational speakers, sustainable personal change takes more than just motivation. This session delivers the education necessary to help participants create permanent habits to drive achievement.
Learning Objectives:
• Understand the actual reason why so many people fail to reach their goals
• Create meaningful individual goals
• Learn four simple habits that can be implemented immediately to drive achievement
• Discover actionable keys to a productive mindset
• Define the features of an energizing goal
• Develop individual action steps to begin the achievement process
Consistently Strong Estimates: Tools for Success
1:00pm – 4:00pm
Presented by Will Latuff, Latuff Brothers & Josh Shaw, Shannon’s Auto Body
Our job as collision repair shops is to put vehicles back on the road that can withstand future accidents. This workshop will cover critical information on creating reliably strong estimates through use of OEM procedures and other best practices. We will do a deep dive into some of the operations that are not performed as frequently as they need to: scans, inspections, and calibrations. Too often shops do these without compensation or overlook these operations because the insurance company doesn’t believe they are necessary. This workshop will walk you
through how to turn safety denials around for your shop.
Topics Covered:
• Local area trends, updates and discussions
• What is a post-collision safety inspection?
• Who is responsible? Is that my job?
• Scan needed? Calibration needed?
• Repair procedure information
• Roles: Customer, Insurance, Shop
• Repair plan changes: Why? Who?
• Total Loss? Now What?
Nearly 200 attendees have taken advantage of training through AASPMN with Josh Shaw in recent months. Participants rave about how much they take away and immediately implement. This is a cannot-miss opportunity to learn from local experts who are up against pushbacks from insurance companies just like you!
Member Welcome Party
6:00pm – 9:00pm
Join other members for refreshments and fun. This is your opportunity to network with other shop leaders and talk about what’s really going on in the local market. Comradery and beer can lead to invaluable inspiration!
TUESDAY, APRIL 29:
Coffee with Vendors
8:00am – 8:30am
The day will kick off with a caffeine boost and time to browse the vendor tabletop displays. Suppliers are in the shops of your competition every day. They have unique insights into what is going on in the industry. That knowledge leads to which products and services they put in front of you. Don’t miss this opportunity to explore how you can improve your business outcomes and keep your team happy (aka productive).
Opening Remarks & Keynote:
Remaining Positive in Challenging Times
8:30am – 9:45am
Presented by Tyler Enslin, Tyler Enslin International
In a recent study conducted by Ipsos, 60 percent of adults surveyed globally report experiencing stress to the point where they feel unable to cope, while 51 percent of Americans view mental health as a top concern in their life. Many can relate to these sentiments even during normal times, but during times of crisis these issues are most certainly magnified. Of course, challenging times in themselves take on very different forms. Whether it is a stressful work project, conflict with another individual, financial struggles, health issues, family problems, or a national or global crisis, the principles in this highly interactive program have been designed to help. As a crisis can affect multiple areas of life, this content has been customized to impact both career and personal aspects of living. Attendees will learn strategies that can help them to control stress levels, build habits to promote growth, and focus on opportunities. Whether currently dealing with a major crisis, or just desiring to be prepared for the next set of challenges, participants can be confident implementing
the practical concepts from this session.
Learning Objectives:
• Discover three keys to manage mindset and reduce stress
• Consider seven daily habits to promote personal growth and mental health
• Learn specific techniques to stay focused and productive during challenging times
• Create individual action items to maximize opportunities
Roundtable DIscussions
10:00am – 12:00pm
Each year the roundtable discussions are one of the cannot miss elements of this conference. You never know who you will end up meeting and learning something new from. Peer to peer conversations give you the truly practical tips and validation that you need to succeed in the local market right here in Minnesota. Attendees will participate in four topics for 25 minutes each.
Leadership/Business General
• Shop Safety: Protecting Your Team and Your Business
• Rising Insurance Costs: How Much Do You Need?
• Multi-Location Leadership
• AI Customer Service
• Mechanical and Collision Business Combined Mechanical
• 20 Groups & Leadership Consultants
• Building Projects & Major Expenses Collision
• Supplement Time Delays
• Results from Department of Commerce Complaints
• Repair Planning & OEM Resources
• Safety Inspection Denials
Lunch with Annual Meeting
12:00pm – 1:00pm
This year’s annual meeting will include presentations from industry experts on key member benefits and programming, including legislative activities, AASPMN and MNCARS updates, member meetups, and other resources to help you and your shop thrive.
Vendor Showcase
1:00pm – 2:00pm
Don’t miss this opportunity to catch up on the latest and greatest in products and services and get answers to questions you haven’t had time to ask.
BREAKOUT SESSIONS 2:00 - 2:45PM:
A. First Impressions, Online Reviews, and Customer Marketing: Tools for Bringing Customers In and Keep Them Returning
Presented by Max Gamm & Doug Robison, Optimize Digital Marketing
Learn why your digital footprint is more valuable than ever in today’s fast-paced world. How does your website rank? What determines your ranking? And what are potential customers really looking for? Discover how to harness the power of digital marketing and make it run on all cylinders—so you can focus on your business and get time back in your day!
B. Making the Law Work for Your Shop: AASPMN Legislation and Successes from Arbitration
Presented by Sam Richie, Larkin Hoffman & Brian Chenvert, InsuraClaim
MN has some of the strongest insurance laws in the country that are part of the reason MN automotive loss repairs are higher than many other states. During this session, the presenters will talk about how AASPMN and its members are working to improve the accountability and enforcement of these laws. AASPMN Lobbyist Sam Richie will talk through two AASPMN bills gaining traction with bipartisan support. Brian Chenvert will provide case study examples and insights from dozens of arbitration hearings. This is critical information to help you advocate for your customers and complete safe repairs.
BREAKOUT SESSIONS 3:00 - 3:45PM:
A. Boost Your Profits with Precise Documentation and Efficient Material Management
Presented by Alberto Amaya, 3M
Are you leaving money on the table? Many body shops unknowingly give away repair materials without proper documentation—costing them thousands in lost revenue. This course will show you how to capture, track, and invoice for billable items used in a repair.
You’ll learn:
• How to identify and document often-overlooked materials
• Best practices for integrating billables into your repair planning
• Strategies for securing proper reimbursement from insurers
Join us and take control of your profitability—because every dollar counts!
B. What You Need to Know: Employment Laws and the Modern Workforce
Presented by Christopher Chantry, Larkin Hoffman
This session will focus on the practical side of what you really need to know as an employer in today’s world. With major changes at the state level with laws impacting employment practices, it is important to know what is happening to not only that care of your employees but also protect your business from disgruntled employees or reporting requirement violations.
Closing Keynote: “Me, We, and Glee: How to Have a Great Attitude, Work as a Team and Keep Your Sense of Humor” & Vendor Reception
4:00pm - 5:30pm
Presented by Nick Arnette
After a full day of content-rich sessions, important conversations and new connections, it is time to unwind with refreshments and a drink. This is your chance to chat with others about their big “ahh!” moments from the day. The closing keynote will energize you for the drive home and give you the perspective needed to improve your business and life. We could all use a bit more humor to get through the ups and downs of this industry!
Grab a seat as Nick Arnette presents: “Me, We, and Glee: How to Have a Great Attitude, Work as a Team, and Keep Your Sense of Humor.” The title of this keynote pretty much describes it all. It encompasses maintaining a positive
outlook during changing and stressful times, defining teamwork and enhancing humor at work and home. Nick specializes in delivering relevant content and a customized message that’s intertwined with humor. Studies show people learn better and remember more when they are in a good mood, so Nick’s goal is to keep his audiences inspired, informed and happy! Nick has performed for hundreds of groups, including AT&T, Unilever, Microsoft, Adobe, and Motorola. He has worked with such comedy greats as Jay Leno and Jerry Seinfeld, and has performed in all the top comedy clubs, such as the Improv, Catch a Rising Star and the Comedy Store. His TV appearances include A&E, Comedy Central and HBO. Nick Arnette also has a background that includes sales, the hospitality industry, education, and award-winning work in mortgage banking. All this experience means you’ll get a performer who is an expert at entertaining and who can relate to people’s work environments! Nick is perfect for any group that wants to laugh, feel good about life, and leave with some practical advice they can use right away. Wouldn’t you prefer entertainment that gives you something to feel good about?
OUR HOST HOTEL
Mystic Lake Center & Casino Hotel 2400 Mystic Lake Blvd. NW Prior Lake, MN 55372
952-445-9000 or 800-262-7799
RESERVATION DETAILS:
When making reservations by phone, please let them know you are with the AASP Annual Conference to ensure you receive our Group rate of $169.00 per night. Reservations must be made by 3/26/25 to guarantee that rate. Call 952-445-9000 or book online at https://bit.ly/AASPMN2025hotel
AASPMN LEADERSHIP CONFERENCE & ANNUAL MEETING REGISTRATION
The XPress 800: Practicality and Precision for All Riveting Needs
Quality repairers need quality tools to ensure precision in every job, every time. The RAE - Wieländer+Schill XPress 800 Riveting System provides a variety of options for all riveting needs, offering excellent accessibility and effortless maneuverability regardless of the nature of repairs needed.
The XPress 800 is made even more user-friendly with easily interchangeable adaptors, while being lightweight and effortlessly maneuverable. Its power control system includes a convenient STOP key, allowing you to halt tool advancement for adjustments without releasing pump pressure.
The XPress riveting system provides versatility by accommodating various tools for diverse functions and applications, with several customizations available to accommodate any repair needs. Thanks to its modular design, this device seamlessly integrates with a range of hydraulic cylinders and designated C-arms, enabling pressure control for self-piercing rivets, flow form rivets, blind rivets, punching and blind rivet nuts (when appropriately configured). The basic, standard and full set options offer versatility and portability, enabling repairers to locate the system wherever the job requires. Additional kits are available for specific manufacturers, allowing facilities to adhere to OEM requirements and repair procedures
The XPress 800 Riveting System offers options and customizations to handle a wide variety of repairs.
wherever necessary.
At RAE, we recognize that the right tools are only half of the equation. That’s why we provide comprehensive training with the purchase of tools like the XPress 800, ensuring technicians can confidently master the equipment and perform repairs with precision. This commitment to training helps facilities not only meet, but exceed, OEM standards.
To learn more about the XPress 800 system and our full product offering, visit raeservice.com
Any P.A.R.T. Any Time.
| Aftermarket | Recycled | Transmissions & Engines
At LKQ, the “R” in P.A.R.T. stands for Recycled OEM parts LKQ first began 25 years ago through the acquisition of several auto salvage yards, and through the years, LKQ has grown to become the largest recycler of vehicles in the industry. LKQ now operates more than 125 auto recycling yards across North America. Through its stateof-the-art processes, LKQ recycles or re-sells more than 90% of the materials from end-of-life vehicles that would otherwise end up in landfills.
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 Inquiriesand their resolutions - below!
The DEG Helps You Fix The Gaps, So You Can Focus on Fixing Cars!
The Database Enhancement Gateway (DEG) addresses database inaccuracies across all three estimating systems to help ensure fair collision repair labor times. Below are some recent database updates thanks to the DEG:
MITCHELL:
• Feedback on second color consideration when refinishing backside and inside of outer door panels
• Updated recommended workflow when transferring glass from original damaged liftgate to new replacement liftgate
SOLERA QAPTER (AUDATEX)
• Advice on itemizing materials and labor when considering each step in the corrosion protection process
CCC
• Feedback on replacement of BMW door shells that may require additional labor for loose fasteners and hardware AND MORE!
If you spot discrepancies—like identical labor times with conflicting footnotes—submit an inquiry at degweb.org. Stay informed, follow OEM procedures, and make sure you’re getting compensated for the work you perform!
• Local/Regional Networking Events
• Annual Education Conference
• Educational Webinars
• Mentoring Opportunities
womensindustrynetwork.com
• Scholarship Program
• School Outreach Program
• Most Influential Women (MIW) Award
AASPMN MEMBER PREFERRED PROVIDER PROGRAMS
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
Vestis
Contact: Ryan Vick 612-269-2303 /ryan.vick@vestis.com
Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc. Purchases are also discounted. Members receive annual rebate equal to 10% of their business with Vestis each year.
LEGAL CONSULTATION
Larkin Hoffman
Contact: Sam Richie srichie@larkinhoffman.com
Members receive free, over-the-phone legal assessment and consultation (some restrictions apply) with an attorney who specializes in the area of law that is the subject of the call.
WEBSITE AND INTERNET MARKETING SOLUTIONS
Optimize Digital Marketing
Contact: Max Gamm
651-217-8152 / mgamm@whyoptimize.com
All-in-one Digital Marketing Solutions: Expert social media, digital advertising, website and software solutions that keep you present online so you can be present offline!
CREDIT CARD PROCESSING
Association BankCard Services
Contact: Carley Chivers
715-254-9600 / carleyc@midwesthardware.com
Competitive rates for AASPMN members. Terminals and printers sold at cost.
INFORMATION PROVIDERS
Mitchell 1
Contact: Mitchell 1 Representative 888-724-6742 ext. 6669
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 AASPMN members. Use existing credit card terminal. Fast claim payments.
SAFETY COMPLIANCE
Complete, Health, Environmental & Safety Services (C.H.E.S.S.)
Contact: Carol Keyes 651-481-9787 / carkey@chess-safety.com
AASPMN members receive a 20% discount on Safety Data Sheet Management (SDSLinks), Right to Know(RTK)/ Hazard Communication program customized for your facility and monthly safety reminders, and other safety, OSHA or environmental assistance.
AUTO EMPLOYEE ASSESSMENT
Assessment Associates International
Contact: Nate Page 952-854-6551 / nate@aai-assessment.com
Designed to help facilitate and enhance hiring decisions. AASPMN members receive 50% off retail price, starting as low as $15 per assessment.
LIVE-ONLINE & ON-DEMAND TECHNICAL TRAINING
Automotive Seminars
Contact: Tim Houghtaling 920-866-9813 / tim@automotiveseminars.com
Discounted pricing to AASPMN members on all live-online events, as well as on-demand training videos. Automotive Seminars specializes in diagnostic training that provides automotive technicians with knowledge, testing techniques and data interpretation skills needed to diagnose today’s vehicles. The live-online events and on-demand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.
BUSINESS COACHING
180BIZ
540-833-2014 / info@180biz.com
Members receive a 25% discount on Rick White's Pocket Business Genius subscription, offering independent auto shop owners fast access to actionable business advice from a leading industry expert.
