Hammer & Dolly January 2018 by Thomas Greco Publishing, Inc.

WMABA to Present Educational Series at NORTHEAST® Show

page 22

A Look at UV Primers

page 24

The OEMs’

Line in the Sand page 42

January 2018 Volume 12, No. 1 $5.95

www.wmaba.com www.grecopublishing.com

January 2018

CONTENTS January 2018

29 COVER STORY NOT SO SAFE AND SOUND: CCC SECURE SHARE CONCERNS ESCALATE

A new platform panics end-users. BY JOEL GAUSTEN

LOCAL NEWS BY KRISTEN DALLI 16

TIME'S RUNNING OUT: WMABA LABOR RATE SURVEY CLOSING SOON Bringing truth to the area collision community.

DEPARTMENTS

TIDEWATER COMMUNITY COLLEGE WINS $25,000 GRANT AT CREF AWARDS WMABA-area school gets much-needed help.

NATIONAL NEWS 22

AASP/NJ AND WMABA TEAM UP TO PRODUCE NEW EDUCATIONAL SLATE AT NORTHEAST® 2018 The biggest regional show in the US gets stronger. BY KRISTEN DALLI

TECHNICAL FEATURE 24

A LOOK AT UV PRIMERS Exploring a beneficial technology. BY LARRY MONTANEZ III, CDA

INDUSTRY ADVICE: ASK MIKE 36 HOW DOES BEING AN ASSOCIATION MEMBER MOST IMPACT A PERSON’S CAREER AND EXPERIENCES IN THE INDUSTRY?

Editor’s Message JOEL GAUSTEN

Executive Director’s Message JORDAN HENDLER WMABA Sponsorship Page What’s WMABA Up To? WMABA Membership Application President’s Message The OEMs’ Line in the Sand MARK SCHAECH, JR. WMABA Board of Directors Advertisers’ Index

Stock Images © www.istockphoto.com

January 2018

Joel Gausten

EDITOR’S

(973) 600-9288 joel@grecopublishing.com

MESSAGE HOMESCHOOLING FOR THE INDUSTRY

Welcome to 2018! I hope that the recent holiday season provided you with an opportunity to have great moments with friends and family and enjoy some time away from work. I also hope you had time to reflect on (and learn from) the many major events that impacted the industry in 2017. This is a very critical time for the auto body world, and this new year promises to be just as intriguing. Of course, this ever-evolving profession creates a major challenge to anyone looking to keep up with everything that’s going on – especially when you’re busy working to simply stay one step ahead of the action at your business. I recently received a great phone call from a collision repair instructor in Maryland who told me that he shares each issue of Hammer & Dolly with his students and later quizzes them on the news and articles we feature. In his mind, teaching tomorrow’s technicians is not just about making sure they can properly repair a vehicle; it’s also about familiarizing them with the grindings of the greater automotive field. The ability to correctly deal with a quarter panel is incredibly important, but it is also necessary to gain insight into how insurers and Information Providers represent themselves at events like the Collision Industry Conference (CIC) or how the actions taken at your state’s Division of Insurance ultimately affect how you do things on the shop floor.

WMABA OFFICERS PRESIDENT

VICE PRESIDENT

TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

Mark Schaech, Jr. mark@marksbodyshop.com 410-358-5155 Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928 Phil Rice phil@ricewoods.com 540-846-6617 Don Beaver don.beaver3551@gmail.com 443-235-6668

BOARD OF DIRECTORS

Rodney Bolton (rbolton@aacps.org) 443-386-0066 Kevin Burt (kevinburt@walkermillcollision.com) 301-336-1140 Barbara Chase (barbara@siskautobody.com) 301-855-5525 Ben Gibson (bgibson@harrisonbodyworks.com) 804-355-8151

ADMINISTRATION

Steven Krieps (srkrieps@live.com) 304-755-1146 Ashley Kruger (akruger@baughautobody.com) 804-285-8045 Bill Hawkins (whawkins@mybmwannapolis.com) 410-349-2578 Danny Szarka (dszarka@mileone.com) 410-525-1000

EXECUTIVE DIRECTOR Jordan Hendler (jordanhendler@wmaba.com) 804-789-9649 WMABA CORPORATE OFFICE P.O. Box 3157 • Mechanicsville, VA 23116

I know it’s often difficult – if not downright impossible – to leave your shop and travel to CIC or any other out-of-state collision event. It’s often hard to even find the time to attend something important in your own state. That’s where WMABA and Hammer & Dolly come in. Each month, we work to provide updates and information from across the country to help you become a more educated industry member. Not only is it important to read up on what we include each month, but it’s also critical that you share our pages with your staff, vendors and (when applicable) even your customers. Classes and seminars can be expensive, but Hammer & Dolly is free to you as a WMABA member. Use us as a resource and a tool to “homeschool” your team on everything they need to know about an industry that is always changing – and never boring. H&D

January 2018

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR CREATIVE DIRECTOR EDITORIAL/CREATIVE COORDINATOR

OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten joel@grecopublishing.com

Lea Velocci lea@grecopublishing.com

Kristen Dalli kristen@grecopublishing.com

Donna Greco donna@grecopublishing.com

PUBLISHED BY TGP, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 973-667-6922 FAX 973-235-1963 Reproduction of any portions of this publication is specifically prohibited without written permission from the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of the Washington Metropolitan Auto Body Association (WMABA). Copyright © 2018 Thomas Greco Publishing, Inc.

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Rockville Audi 1125 Rockville Pike Rockville, MD 20852 Parts Direct: 301.296.2870 Parts Fax: 301.762.5055 www.rockville-audi.com

Audi Owings Mills 9804 Reisterstown Road Owings Mills, MD 21117 Parts: 877-411-6825 Parts Fax: 410-372-3380 www.audiowingsmills.com

Audi Annapolis 1833 West Street Annapolis, MD 21401 Parts Direct: 443.482.3280 Parts Fax: 443.482.3281 www.audiannapolis.com

Audi Chantilly 14839 Stonecroft Center Court Chantilly, VA 20151 703.956.2100 Fax: 703.956.2139 www.audichantilly.com

Audi Silver Spring 3151 Automobile Boulevard Silver Spring, MD 20904 844.413.6929 Fax: 301.890.3748 www.audisilverspringparts.com

Audi Virginia Beach 2865 Virginia Beach Boulevard Virginia Beach, VA 23452 Toll Free: 800.277.2122 Parts Direct: 757.687.3483 Fax: 757.687.3490 www.checkeredflag.com

January 2018

It Takes Genuine Honda Collision Repair Parts To Achieve a Genuine Honda Fit. Honda collision repair parts are engineered and manufactured to Honda standards. In the collision-repair business, time is money, and you canâ&#x20AC;&#x2122;t waste time on parts that almost fit properly. Use Genuine Honda replacement parts. Your reputation depends on it. For Genuine Honda parts, contact these Authorized Honda dealers.

Ourisman Honda 3371 Ft. Meade Rd. Laurel, MD 20724 Direct: 301-498-6050 Fax: 301-498-0157 www.laurelhonda.com

Honda of Tysons Corner 1580 Spring Hill Rd. Vienna, VA 22182 Direct: 703-749-6652 FAX: 703-821-4229 www.hondatysonscorner.com E-mail: sebastian.venegas@hondaoftysonscorner.com

Miller Honda 3985 Valley Pike Winchester, VA 22602 Direct: 800-296-5020 Direct Local: 540-868-9916 Fax: 540-869-1074 E-mail: bmorgan@drivemiller.com

January 2018

EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

NEW GOAL: Strive to Thrive, Not Just Survive Someone in our industry told me a while back that he didn’t know anyone who was successful who didn’t work all the time. That has stayed with me for several reasons, but mostly because I always wonder what the definition of “successful” really is. Is it wealth and fortune? I think that’s what he meant. Is it having a thriving business? Is it the car you drive to the home you own? I’m going all philosophical here, but I beg you to question this, too. What is your definition of “successful”? We are all called to purpose, and no one in the collision industry gets here by accident. My story is no different. I also have a business in association management, and WMABA is – of course – my favorite. But why do I tell you this? Because in owning my own business, I think I’ve realized that we must balance out the things we need to do. This is the one life we get, and each year we live leads us closer to whatever choices we’ve deemed the most important. Yes, working in your business is important (as is working ON your business), but so is spending time with friends and family, focusing on your physical health and maybe even getting a few times to actually have a vacation. If you’re religious, well then that needs some time, too. My point is, I think we do our best work when we have a life balance that gives us the right motivations to have a meaningful and purposeful existence. When you create goals for your year, make sure you cover all the bases: Professional, personal, spiritual – just to give you a start. For me, as a Christian, I have coined this the “Work-LifeChrist” balance, but you should do whatever has the most alignment for your personal views. Get accountable to yourself with a partner. I have an accountability partner: A friend (not spouse) I talk to every two weeks about where we each are with our goals. All of our goals. In every

category. They are all documented, and we share them via Google Drive. It’s important that they are written so they can have life! In doing the exercise for the goals document, I realized how much emphasis I placed on work. I was really out of balance with my family and personal care. I became less efficient at work, and I struggled to keep focused. When it came to figuring out where I was wrong in my tactics, I became far more productive. I also went to a 5am work start, wherein I could accomplish more projects before colleagues began emailing or calling for assistance. There’s much to be gained by simply paying attention to your personal needs so that you can be more helpful to others – coworkers, family and the world at-large! When dealing with problems with work, our industry, our communities or even our own home, we cannot give more than we have. Give yourself some credit, and then pay it forward! Happy New Year, my WMABA friends!

Check the WMABA website and newsletters for regular updates and reports from the Executive Director’s perspective. 12

January 2018

WMABA THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2018!

We encourage YOUR SUPPORT of those who SUPPORT US! For more information about the sponsorship program, please contact Executive Director Jordan Hendler at (804) 789-9649 or email jordanhendler@wmaba.com

www.wmaba.com

LEVEL 2 Automotive Training Institute Certified Automotive Parts Association FinishMaster Mid-Atlantic Paint & Supply National Coatings and Supplies WheelsOnsite

January 2018

Find more association updates at www.wmaba.com.

WHAT’S UP TO? WMABA MEMBERSHIP: THE UN-SECRET PLAYBOOK It’s always a good time to get involved in WMABA. If you’re reading this, your first benefit is already being realized: Staying up to date on the news in our area and beyond.

Get Your Team Jersey Supporting WMABA is an investment in the future of your business and your industry. By becoming a member, you are represented in all the places the Board or executive director go. Whether at a trade show like SEMA, assisting with the SCRS OEM Technology Summit regarding certified repairs or locally at the state capitol meeting legislators or testifying at a hearing, your interests and the interests of all repairers are at the forefront. Though repairers often feel competitive, the association is a place for camaraderie and community. Here, we’re all on the same team. Get Educated WMABA offers issue-specific, topic-driven education throughout the year. Participation in special events and local meetings, such as the Audi Training Center-hosted seminar and tour, offers your business the best in opportunities to advance your understanding of changes within our industry.

JOIN TODAY!

January 2018

The Playbook The association is your resource for all things related to your business. Whether you have a question about current Labor Rate data, operations, customer interaction, insurer relationships, vendor products or national news, your association is the place to ask first. Through our relationships nationally, we can even take issues to the forefront of places such as the Society of Collision Repair Specialists, Collision Industry Conference or national contacts for insurers and vendors. Locally, we research governmental regulations and oversight to make sure the repair industry is protected from any negative legislation. Represented in both Virginia and Maryland, WMABA proposes and opposes recommended bills that come into the legislature during open session. Also, we work with consumer-related entities, government agencies and other related industry organizations to ensure that the voices of the repairer and their customer are heard. Many repairers take advantage of the knowledge and community the association has for navigating situations that arise. A simple phone call or email can circumvent many issues our members encounter.

Call the Game As a member, you decide your personal level of participation. Do you have interest in committees that address particular issues you feel passionately about? Would you want to be a Board member and assist in guiding the direction of the association? How about sitting on the sidelines so you can focus on your own business? All answers can be correct! While WMABA would like to encourage your spirit of volunteerism, it is solely up to you at what level you get involved. The minimum is getting your membership. This year can WIN with your commitment to the betterment of your business and your industry. Sign up today! H&D

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Contact these Mazda dealers for all your parts needs: Brownâ&#x20AC;&#x2122;s Fairfax Mazda 10570 Lee Hwy. Fairfax, VA 22030 Toll Free: 800-234-8642 Phone: 703-385-3994 Fax: 703-591-5348

Nu Car Mazda 172 North Dupont Hwy. New Castle, DE 19720 Toll Free: 800-346-5283 Fax: 302-322-7135

Ourisman Mazda of Rockville 801 Rockville Pike Rockville, MD 20852 Parts Direct: 301-340-7668 Phone: 855-417-4511 Fax: 240-499-2488 e-mail: rockvilleparts@ourismanautomotive.com www.ourismanmazdaofrockville.com

Fitzgerald Mazda 114 Baughmans Lane Frederick, MD 21702 Toll Free: 800-545-4745 Fax 877-696-1841 E-mail parts@fitzmall.com www.fitzparts.com

Fitzgerald Mazda of Annapolis 1930 West Street Annapolis, MD 21401 Toll Free: 866-280-8022 Phone: 410-224-4636 Fax: 410-224-4264 www.fitzmall.com

January 2018

LOCAL

NEWS

The final push for results.

BY KRISTEN DALLI

TIME'S RUNNING OUT:

WMABA Labor Rate Survey Closing Soon The 2017-2018 WMABA Labor Rate Survey can be taken online at wmaba.com/labor-rate-survey or surveymonkey.com/r/wmabalaborratesurvey. The results of the project will be featured in an upcoming issue of Hammer & Dolly. If you have questions or require additional information, please contact Jordan Hendler at (804) 789-9649 or jordanhendler@wmaba.com.

With 2018 just beginning, there’s no better way to position your business for success in the new year than with WMABA’s 6th Annual Labor Rate Survey. The association announced the launch of the survey at the tail end of 2017, providing all members with the opportunity to anonymously provide insights into true market data in the area. The Labor Rate Survey is just one of the ways WMABA is working to better the industry for the territories it serves and is perhaps the most effective way of completing that goal. The Survey provides an accurate depiction of the region’s collision repair industry, emphasizing what’s working and what conditions need to be improved. As the Survey enters its sixth year, WMABA Executive Director Jordan Hendler considers the endeavor as significant as ever and urges all shops to participate. “By doing this for now the sixth consecutive year, the Labor Rate Survey allows us to identify trends in our region,” Hendler noted. “The Labor Rate is imperative to the success of collision repair facilities nationwide, so it is crucial for us to monitor the rates year after year and report on where they stand.” The data collected from the Labor Rate Survey is invaluable to both WMABA’s Board of Directors and its members. Based on the results from the 2016 installment of the Survey, nearly every surveyed region saw an increase in average outside storage prices. Annapolis-based shops went from $43.47 in 2015 to $47.67 in 2016; Virginia Beach increased from $32.78 in 2015 to $36.36 in 2016; the Hagerstown area went from $44.83 in 2015 to $46.02 in 2016; the Charlottesville area increased from $43.16 in 2015 to $44.10 in 2016;

January 2018

and the Richmond area went from $41.68 in 2015 to $42.85. The Survey also asks questions related to shops’ day-to-day routines, giving members an in-depth look at what it’s like to run a shop in the Washington Metropolitan area. Results from the 2016 Survey found that 98.2 percent of survey-takers believe it takes more skill and materials to “blend” a panel versus refinish a full panel, while 83.3 percent deem it necessary to pre-clean most vehicles prior to entering the shop. Another section of the Survey asks members to fill out information related to benefits they provide to their employees. The 2016 Survey showed that over 85 percent of responders offer a paid vacation after a set period, while over 57 percent offer paid sick leave after a set period. It is important to note that when taking the Survey, all prices reflected should be door rates—what a shop would charge a customer who walks in off the street and wants to pay out of pocket for the work. This allows WMABA and its members to get the most accurate picture of the collision industry throughout the area. WMABA uses the Survey to gather information about the automotive repair industry and address any issues it brings. “The responses from the Labor Rate Survey arm us with the information we need as an association to go and try to effect real governmental change. If we want to go to any State House, we need facts, and we get those facts from our members participating in the Survey,” Hendler says. “The Survey is the best way for us to provide our repairers with data that allows them to best serve their businesses. It’s beneficial for everybody.” H&D

January 2018

LOCAL

NEWS

Helping tomorrow’s technicians.

BY KRISTEN DALLI

TIDEWATER COMMUNITY COLLEGE Wins $25,000 Grant at CREF Awards During this year’s SEMA Show, the Collision Repair Education Foundation (CREF) hosted its annual awards ceremony at the Renaissance Hotel in Las Vegas. In joining forces with industry partners and I-CAR committees, the Foundation awarded over $600,000 in grants to collision repair programs across the country. One of the evening’s big winners was Tidewater Community College (Norfolk, VA), which took home a $25,000 Ultimate Collision Education Makeover Grant. “We had applied in previous years, so we were definitely familiar with CREF when we first started our program three years ago,” shared Beno Rubin, director of TCC’s Regional Automotive Center. “[The grant] is a good way to really make sure that we have what we need to offer the courses currently in the curriculum. We’re very honored that they chose us this year.” TCC is the largest provider of higher education and workforce solutions in southeast Virginia, enrolling nearly 34,000 students each year. CREF Director of Operations/Administration Melissa Marscin shared that the grant selection is not done by the Foundation staff, but rather by a selection committee of 20 volunteers from around the country, all in different facets of the collision repair industry. “People often ask me, ‘What’s the one thing that will get me selected?’ or ‘What’s the main thing you’re looking for?’ Having been involved in the selection process at one point, I can say that it’s not one thing. It’s a package of what the school has, what the school needs and what we can do as a foundation to bring that school to the next level. It’s a combination of all those things; they really take a lot into consideration.” As for the application process, Marscin stated that it requires a number of different components. “Applicants need to provide general school information, a video component, instructor and administration statements, a budget of what they would purchase with the grant award, a list of tools/equipment they currently have – it’s very extensive. It needs to be that way, though. It’s a lot of money to give away, and we want to make sure it’s going to the right schools.”

January 2018

Tidewater Community College will soon get a major boost thanks to the Collision Repair Education Foundation.

Having won the $25,000 grant, Rubin noted that he’s now working with his instructor on what the program at TCC needs in the immediate future as well what’s necessary in the long term. “There are hand tools that we need for sure. We’ve purchased some, but now we can finish those out. When you apply, you have to provide a detailed list of what tools and equipment you have and acknowledge what you’re lacking. That’s where the money goes, so we definitely need to go back to that list and verify it and start making requests. In the future, we need a measuring system and a new paint booth. We’re using a facility that has an old paint booth; it’s sufficient, but it definitely needs to be replaced.” “Our top goal is to get every school in the country to our Tier One status,” Marscin explained. “We operate under a benchmark program, and each tier has different requirements. With TCC, this grant will allow them to get the items they need to help bring them to that next level and turn out better entry-level employees.” “This grant is helping us support two programs,” Rubin continued. “We have the college program, and we also have a dual-enrollment program with Chesapeake public schools, which is a working partnership with the city, and that just makes this even more exciting.” To learn more about the Collision Repair Education Foundation, visit collisioneducationfoundation.org. To learn more about TCC, visit tcc.edu.H&D

January 2018

THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW. For Original BMW Parts, contact one of these authorized BMW centers: BMW of Annapolis 25 Old Mill Bottom Road Annapolis, MD 21409 410-349-2565 Fax:410-349-2586 mybmwannapolis.com

Apple BMW of York 1370 Roosevelt Ave. York, PA 17404 800-839-1755 Fax: 717-843-2948 applebmwofyork.com

January 2018

BMW of Fairfax 2805 Old Lee Highway Fairfax, VA 22031 800-879-2269 Fax: 703-641-8562 bmwoffairfax.com

BMW of Sterling 21826 Pacific Blvd. Sterling, VA 20166 888-954-8222 Fax: 571-434-7727 bmwofsterling.com

BMW of Alexandria 499 South Pickett Street Alexandria,VA 22304 Direct: 703-684-5255 Fax: 703-647-1853 bmwofalexandria.com

BMW of Silver Spring 3211 Automobile Blvd Silver Spring, MD 20904 866-737-8937 Direct: 301-890-3015 Fax: 301-890-3748 bmwofsilverspring.com

Passport BMW 5000 Auth Way Marlow Heights, MD 20746 301-423-0733 Fax: 301-423-2717 passportbmw.com

Northwest BMW 9702 Reisterstown Rd Owings Mills, MD 21117 410-363-1461 Fax: 410-363-7749 northwestbmw.com

Richmond BMW 8710 West Broad Street Richmond, VA 23294 800-237-0130 Direct: 804-527-6860 Fax: 804-965-6254 E-mail: tdailey@crownauto.com richmond-bmw.com

January 2018

BMW of Catonsville 6700 Baltimore National Pike Baltimore, MD 21228 855-996-2906 410-744-2000 Fax: 410-818-2600 bmwofcatonsville.com

Partnering up for better learning.

NATIONAL

BY KRISTEN DALLI

NEWS AND

VA • MD • DC

Team Up to Produce New Educational Slate at

The Alliance of Automotive Service Providers of New Jersey (AASP/NJ) has proudly announced that it will be partnering up with WMABA to produce an exciting new educational series at the 2018 installment of the NORTHEAST Automotive Services Show. As the country’s largest and fastest growing regional automotive trade show, NORTHEAST draws attendees from around the world to the Meadowlands Exposition Center in Secaucus each March. This year’s show will be held March 16-18. In late 2017, AASP/NJ announced the expansion of NORTHEAST to a second level. The show is now growing even further with the association’s commitment to bringing a top of the line educational forum to NORTHEAST attendees by collaborating with one of the nation’s most prominent automotive repair associations, WMABA. “Education is so important to what we do every day,” says AASP/NJ President Jerry McNee. “Providing industry members with high-quality education has always been one of our main priorities, and teaming up with an association like WMABA, who has many decades of experience providing a high standard of industry training, is helping us do just that.” “To keep up with the changes in technology and our industry, associations need to get together to provide relevant education,”

January 2018

states Jordan Hendler, executive director for WMABA. “Our association’s 50-year history has shown that we are repairer-centric and thrive only when they are successful. The goal of this partnership for us is to provide a quality, lasting educational experience.” “As a fellow repairer, I know that repairers need this event, and they need it to be great,” comments WMABA President Mark Schaech. “It takes a lot of effort and dollars to get techs, managers and owners to an event, and we know what they gain [at NORTHEAST] will be worth it. I’m very excited to have WMABA making these strides.” “We want everyone at the show to have the opportunity to better themselves and better their businesses, and having WMABA’s energy and expertise at the helm of our seminar offerings will undoubtedly accomplish that goal,” McNee adds. “We are well on our way to another incredible NORTHEAST show.” Coming off the 40th anniversary of NORTHEAST in 2017, the 2018 iteration of the show is already on pace to be another historical, record-breaking event. More details – including course offerings and a schedule – will be announced soon. For more information on the NORTHEAST Automotive Services Show (including how to register), visit aaspnjnortheast.com. H&D

IF OFFERING ONLY ORIGINAL MINI PARTS IS A CRIME... THEN YEAH, WE’RE GUILTY. At your local MINI dealer, we believe that using Original MINI collision replacement parts will speed your repairs and increase your profitability. Original MINI parts assure an absolute perfect fit and function.

For Original MINI parts, contact any of these authorized MINI dealers. MINI of Annapolis 25 Old Mill Bottom Road Annapolis, MD 21409 410-349-2565 fax: 410-349-2586

MINI of Alexandria 5990 Duke Street Alexandria, VA 22304 703-461-6250 fax: 703-751-0595

MINI of Sterling 21826 Pacific Blvd Sterling, VA 20166 888-954-8222 fax: 571-434-7727

Crown MINI 8710 West Broad Street Richmond, VA 23294 804-527-6860 fax: 804-965-6254

MYMINIANNAPOLIS.COM

MINIOFSTERLING.COM

MINIOFALEXANDRIA.COM

MINI of Montgomery County 621 N. Frederick Avenue Gaithersburg, MD 20879 Parts: 240-238-1204 Parts fax: 240-238-1493

MINIOFMONTGOMERYCOUNTY.COM

CROWNMINI.COM

January 2018

TECHNICAL

FEATURE A LOOK AT UV PRIMERS

As many of you know, I only write articles about subjects I am familiar with or an expert at. I was recently asked to write an article on UV primers and other refinishing issues, and I will say it was interesting learning and researching about something different that enhanced my knowledge. UV (ultraviolet) primers have been around for many years, but due to the small area of coverage (and the size and expense of the lamp), it hasn’t been as common in the collision repair industry as it has in other professions. This technology is pretty amazing and very different than what we’re used to with conventional two-part primers. At one time, UV primers could be applied from an aerosol can for small/nuisance repairs or using a spray gun to apply one to two coats in a close-to-conventional application method. However, in the past few years, a few of the major paint manufacturers have developed UV systems that are more user-friendly and can cover larger areas – and be sand-able in only a few minutes. Now keep in mind, I am not a chemist, bio- or chemical-engineer or even a good bartender. (I drink bourbon, which requires four procedures: Open bottle, pour, drink, repeat.) I made some phone calls to a few paint companies and did some research on 1k versus 2k primer by ASTM and other testing organizations. I also read MSDS and technical sheets on a few procedures, and this article will deal with the findings.

January 2018

Some of the interesting things I discovered about UV primers is that ambient temperatures have no effect on primer cure time. It can be 32°F outside or 32°F inside (or 100°F outside or inside), and the temperature will not affect the cure time at all. The two areas that could cause slower introduction of these products are health/safety issues and the cost of the equipment. As you increase the curing area requirement, you increase both the cost of the equipment and the amount of radiation to be controlled not to mention the equipment to keep clean. Costs increase further when you start curing UV clear coat. The equipment has to be located inside the spray booth; therefore, it has to be approved and safe. It is estimated that good quality UV in-booth systems for panel drying will cost between $30,000 and $50,000. Much is being made of the UV clear coats, but something is missing! As the clear coat can only be cured in the booth, you need a large, approved in-booth UV curing system. At the time of this writing, I have yet to see it. There has to be a good marriage between coating technology and UV equipment if this application is to succeed. In the longer term, I predict that UV will be commonly used in the refinish market, but it will be better suited to purpose-built installations – for example, a drive-through booth connected to a drying chamber. Once the vehicle is painted, it is pushed into the drying chamber, freeing the booth for the next vehicle. This method would not be easily adopted in a retrofit market.

A tool for better repairs.

BY LARRY MONTANEZ III, CDA

UVA vs. UVB There are two basic UV primers and curing exposures. One paint manufacturer might use a UVA primer/filler that cures with exposure to a UVA light source, while another manufacturer uses a UVB primer/filler that cures with exposure to a UVB light source. A third might offer both UVA and UVB systems. UVA is a long-wave ultraviolet, UVB is a medium-wave ultraviolet and UVC is a short-wave ultraviolet. The two most dangerous UVs are A and B. UVA rays penetrate deep into the dermis, the skin’s thickest layer. Unprotected exposure can lead to premature skin aging and wrinkling and suppression of the immune system. (Yes, too much sun is no good.) UVB rays will usually burn the superficial layers of your skin. It plays a key role in the development of skin cancer. The intensity of UVB rays vary by season, location and time of day, with 10am to 4pm being the peak hours. Sunburned skin not only hurts, but it can cause permanent damage over time. UVC is relatively harmless, and this type of ray is not used for curing primers.

UV Primers Here are some of the key points to UV primers: It can only be cured by UV from the paint manufacturer’s specific light. The primer itself is applied with a maximum of two coats. Don’t try to achieve hiding – it is designed to be opaque/transparent. The cure process depends on light transfer to achieve full cure. If you apply primer to achieve hiding or coverage, UV light will not be able to cure the primer because the overloaded pigment can block the UV rays from penetrating to the very bottom coat. Generally, when applying over plastic filler, don’t sand finer than 150 grit. Most recommend only 120 grit. If you abrade the surface too fine, the primer tends to bridge the scratch instead of going into the scratch and coating it. This is what causes visible sand scratches when the clear is cured. Application of the primer is important and must be done according to the prescribed instructions. Don’t apply the primer in sunlight or outside. Spray only two coats, allowing a flash time of one to three minutes in between coats (or the amount of time listed in the technical information provided by the paint manufacturer). After the priming is completed, allow a flash time of one to three minutes and then expose the surface to UVA light. Some shops move the car to the parking lot or storage yard for a few minutes, while others can expose the surface to sunlight in the shop. From what I’ve read, this can only be done with UVB primer – not UVA. I say the jury might still be out on this one, so check with the paint manufacturer who made the primer. Cycle time is lowered and work flow is sped up. Waste is cut by 95 percent, as there is no mixed primer to throw away. UV primer is not reactive with other finishes or top coats; when sprayed, it’s inert. UV primer contains no isocyanates. Some information I have read cautioned against flexible bumpers and components, but I did find information about adding flex material to UV primer flexible plastic bumper covers, so check with the paint manufacturer.

Technical and Visible Differences UV primer is an advanced product and will require change and a new way of thinking. This is a huge problem. As we all know, most people – especially technicians – HATE change and fight it all the way. Here are some considerations to think about:

You will never achieve hiding when applying the primer. It’s a highsolids, high-build primer that is designed to be semi-transparent. You WILL see mostly everything through it. When sanding the primer, a hot tip is to close your eyes when sanding, as this will allow you to feel the surface – not see it – and have your eyes play a trick on you. Sometimes if your eyes see it, it makes you feel it. Ever feel your phone vibrate in your pocket when it didn’t? You will need to apply the UV primer in the spray booth. You will need the required UV lamp; otherwise, the primer will never dry. It must be kept in a non-transparent container. Some shops claim that if they do 20 repairs per week, the reduced time for flash and cure times has freed up eight to 10 hours of work time. This could be a huge potential – not only in efficiency, but also in profits. UV primer can go direct to metal (DTM) or over filler or abraded paint surfaces. There’s no mixing with UV primer. Shake, pour, stir, spray and return to the can. There is no pot life if kept in a non-transparent container. In conclusion, there is tremendous potential for UV coatings to be used in the collision repair industry. UV technology has evidence to suggest application advantages, such as the elimination of mixing materials together in the correct ratios, pot life concerns, flash times and curing time decrease. From the EPA and Clean Earth aspects, UV coatings will lower VOC emissions and reduce material and cleaning waste. The major advantage of using UV coatings in collision repair is the saved production time, which will allow more efficiency. Testing shows evidence to indicate UV technology provides completely cured films that lead to quicker chemical resistance and films that do not change properties over time. The next challenge for the UV industry will be to make UV technology safer for the future in automotive refinish coatings. As always, feel free to contact me if you have any questions. H&D

Larry Montanez, CDA is co-owner of P&L Consultants with Peter Pratti Jr. P&L Consultants works with collision repair shops on estimating, production and proper repair procedures. P&L conducts repair workshops on MIG & Resistance Welding, Measuring for Estimating and Advanced Estimating Skills. P&L also conducts investigations for insurers and repair shops for improper repairs, collision reparability and estimating issues. Larry is ISO 9606-2 Certified for Audi and Mercedes-Benz and is a certified technician for multiple OEM Collision Repair Programs. P&L can be reached by contacting Larry at (718) 891-4018 (office), (917) 860-3588 (cell) or info@PnLEstimology.com.

Executive Director’s Thoughts

There are openings in the vast arena of technology – new and old – to improve the repair processes we use today. Keeping an open mind is the most important part. What Larry and P&L point out is that there are options to save time and money if you are willing to take a chance. - Jordan Hendler

January 2018

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January 2018

COVER

STORY BY JOEL GAUSTEN In an industry already swimming in

alphabet soup, here come three more

letters that could have a huge impact on your business in 2018: BMS.

BMS, or Business Message Suite,

is the standard created by the Collision Industry Electronic Commerce

Association (CIECA) to better protect the data generated in collision repair estimates by doing away with the

Estimate Management Standard (EMS) commonly used in the industry. Under

the current EMS system, app providers have access to full (and unencrypted) estimate data and personal customer information. With BMS, data is

encrypted for greater security. Perhaps

most important of all, BMS was intended to give collision repair businesses a

greater ability to select which data is

sent to which app providers and other parties. CIECA explains the need to migrate to BMS on cieca.com:

The EMS standard is the equivalent

of Microsoft DOS â&#x20AC;&#x201C; old and full of security issues. Currently, many in the industry

are concerned about this. It is CIECAâ&#x20AC;&#x2122;s hope that we can move quickly to the

current CIECA standard in XML format.

January 2018

COVER STORY

This new CIECA BMS (Business Message Suite) has features that

exchange of the data, rather than creating a tool that allows the end-user

data that is shared.

data that didn’t previously exist to companies that accessed it for free

would allow body shops to better monitor and control the security of the In some cases, the BMS provides a much more feature-rich set of

data, while in other cases, provides only the data required for that

business function. More data when you need more – and just the right amount of data when less is required.

Considering the many advantages of BMS, it comes as little

to control it. They have imposed fees to manage the exchange of the and with permission. But I think the biggest concerns are around the sentiment of control through imposed conditions that require other

businesses – who may actually be competitors to CCC – to become their customer if they wish to communicate electronically with repair

businesses who they already do business with today – that write estimates in CCC.

“The contractual language is onerous and concerning to third-party

surprise that the Society of Collision Repair Specialists (SCRS) has

providers and, in some cases, has caused a number of them to state

option to collision repair businesses for nearly a decade – and why

contractual language,” he adds. “In those cases, it then causes concern

been pushing for the Information Providers to make it available as an members of the organization have been equally as engaged in exploring and questioning the approach to release that CCC has taken with the soon-to-launch Secure Share.

“The BMS standard itself presents a better solution for the industry

that wouldn’t require transmission of the entire flat file with all the

estimate data,” offers SCRS Executive Director Aaron Schulenburg.

“BMS was designed to provide users with the flexibility and security to transmit specific subsets of estimate information. In theory, the use of

BMS would provide collision repairers the ability to pick who gets which pieces of data. Based on those benefits, and the intention that these

that they won’t participate unless there are significant changes in the over what it means to shops who write the roughly 70 percent of the industry’s estimates in CCC when significant service providers can’t

accept the terms, self-imposed deadlines and contractual requirements. Does electronic communication as we know it cease at that point? Do new solutions present themselves, or is CCC able to leverage their

market share to simply command participation? I think CCC’s market share has also certainly contributed to a great deal of the questions.

Could a company with smaller market share impose the same rules, restrictions and requirements and accomplish this? Probably not.”

In order to utilize Secure Share, app providers and data recipients

standards were created to enable businesses in and around the collision

will be required to register with CCC, pay a one-time developer fee of

independent of the platform or software used – we remain supportive of

reasonably speculate could equate to tens of millions of dollars in

repair process to communicate electronically with one another –

industry adoption of standards that promote the open exchange of information.”

A Possible – if Uneasy – First Step

This April, CCC will be the first Information Provider to enter into

the world of BMS with the official rollout of its Secure Share platform.

$2,500 and pay a $0.50 fee for each transaction – a cost that some

revenue and would likely be passed on to shops downstream in the process. Vendors have had access to Secure Share without this imposed fee since last spring, but that will change in April. CCC’s Perspective

In a recent conference call between Hammer & Dolly and CCC

Currently, approximately 22,000 of the roughly 35,000 body shops in the

representatives, it was clear that the company strongly believes that it

massive. While CCC is using the CIECA-recommended standard as the

Secure Share. This mindset is based on three key pillars: Security,

US are CCC One customers, so the implications of this move are

platform for their new offering, Secure Share’s arrival in a few short

months is already being met with raised eyebrows and concern over

has taken a leadership role on data security with the introduction of repairer control and innovation.

“CCC, as well as many of our clients, spend millions of dollars

who will be able to access, manage and even control one of the

securing our customer data,” observed Mark Fincher, CCC’s vice

seems like a great thing. Why has something that seems like a potential

millions to secure is sitting on thousands of body shop computers, and

industry’s most valuable assets – the data. On its face, Secure Share

positive for the industry resulted in such controversy even before it has

been officially launched?

“The controversy has to do with the business conditions

surrounding it,” Schulenburg observes. “I think a number of the concerns

we’ve heard have to do with how CCC has retained control over the

January 2018

president of market solutions. “This exact same data that we’re spending it’s unencrypted and not secure. While there hasn’t been a significant

breach – thankfully – we don’t want to take this ‘wait and see approach’ and cross our fingers and hope that something doesn’t happen.

“Secure Share now enables repair facilities to be the stewards of

the data,” he added. “If you look at what’s occurred over the past 10

years, we’ve seen this proliferation of data pumps that just indiscriminately extract EMS data from shop servers. These data pumps extract every

estimate or repair order. Within those, every piece of data is extracted

the estimates for that specific vehicle make for the OEM certification

program they’re on. They can filter that connection down to send just the

specific make for that program. That gives the control that they don’t have

every single time. In most cases, hopefully shops know that these data

today.”

talked to many who don’t have any idea what data pumps are running on

the Secure Share experience? Why is it necessary for CCC to charge a

pumps are running in the background and extracting this data. But we’ve

their servers…They may have worked with an app provider five to six

years ago that installed a data pump on a PC or a server, and that could

still be running without their knowledge – even if they don’t work with

that app provider anymore.”

Most significantly, Fincher insisted that Secure Share gives shops the

ability to truly filter the data they generate.

“If a shop is working with a specific OEM certification program, they

don’t need to send every estimate to that provider. They just need to send

That all sounds wonderful, but what about CCC’s need to monetize

transaction fee for this service? Fincher argued that CCC has made “a

significant investment in the infrastructure” of the platform – and such an endeavor comes with expenses that deserve to be recouped.

“It’s important to note that we’re not charging for the use of the CIECA

BMS standard; we’re not selling or charging for the data. We looked at who

gains the most value from Secure Share...Because it is a platform, we’re not just

exporting unencrypted BMS files locally from the client, like others are talking

about doing. There’s a significant expense associated with what we’ve done. January 2018

COVER STORY

“When we looked at that, it became obvious to us that the app

providers by far receive the most benefit from this,” he continued. “We

eliminate their cost in developing and supporting these data pumps –

[which] may run on hundreds of thousands of computers – and we give them a platform to actually market their solution to 20,000-plus repair

facilities…We believe the value’s there, and we believe we have the right to charge for that and extract value from that.”

Not surprisingly, Fincher also has a response to those who suggest

that Secure Share is merely a revenue grab.

“Obviously, we’re going to generate some revenue from this to

offset our cost. We’re not saying this is going to be a break-even

venture. We have a lot of upfront costs, but there will be revenue

generated from this and some profit down the road. But we have a lot of

all industry stakeholders, it could be argued that existing companies shouldn’t have to suddenly begin paying fees to support a for-profit

entity’s efforts to create a “level playing field” with new entrants. Should app providers currently accessing their customers’ data in order to provide an existing service now have to spend money in a new

contractual relationship with CCC to finance a potential competitor’s

arrival on the scene? Or should new companies – who may have a lot of gain from Secure Share – be the sole entities to pay the new fees?

Additionally, could the Secure Share platform ultimately give CCC more control over the data than shops? There’s much to consider regarding Secure Share’s ultimate impact on the industry once April comes around.

Of course, the true test of any product or system comes when it’s

options for placing our investment dollars. Quite frankly, if our intention

actually used in the field. In terms of Secure Share, things could become

than this.”

requirement of its Direct Repair Program, while an OEM requires its

was just to generate additional revenues, we have a lot of better options

very sticky. Let’s say an insurer makes the use of CCC’s Secure Share a certified shops to use another system to satisfy data security needs. Wouldn’t a shop be stuck in the uncomfortable position of having to please two partners with drastically different protocols?

“Based on that hypothetical, the vehicle owner needs to be

considered and emphasized,” Fincher said. “At the end of the day, they

need their car repaired, and they need their claim paid and their vehicle brought back to pre-accident condition. I think there’s an opportunity to

work collectively across all those parties – including the OEM [certifiers] – for the benefit of that consumer. I don’t know exactly how that plays out, but we have that capability available today, and we’re more than

willing to work with all the [contractually participatory] parties involved [in Secure Share] to make sure that – at the end of the day – the consumer

is restored and, at the same time, the consumer’s information, as well as

GM’s John Eck is concerned over Secure Share’s effect on the industry.

Although Fincher is quick to point out the advantages offered to

new entrants now having access to thousands of Secure Share users,

couldn’t this also raise a red flag for existing CCC customers who now

need to pay a fee so that other companies – including competitors – can

now have their hands on that same customer base?

“It’s a great point,” he reasoned. “I think it actually may be some of

the concern from the app providers that we’re hearing about at CIC [the

Collision Industry Conference]. We are creating more of a level playing

field; that goes back to our third pillar on innovation. We do believe that

Secure Share is going to drive more innovation, and we think that’s good

for the industry.”

Despite Fincher’s position that Secure Share aims to better serve

January 2018

the OE information, is kept secure.”

Naturally, many shops involved in key relationships with insurers

and vendors get nervous whenever a new parade of bells and whistles enters the marketplace. (Shops’ concerns over how PartsTrader would affect their relationship with dealers is one recent example.) Fincher is adamant that Secure Share has a place in the DRP landscape.

“I think it actually creates a much better environment than what we

have today. We’re obviously not privy to the agreements that a repair facility has with an insurer, but we’ve talked to many. From our

understanding, there are very specific requirements in those DRP

agreements between the repairer and the insurer and the responsibility

placed on the repairer in securing the information they create on behalf

of the insurer…We believe that Secure Share enables the repair facility to comply with the terns of those agreements they have in place with their DRP partners by creating this secure connection by having

permitted uses in place for the app providers that receive that data.”

“Frankly, we were surprised by the comments made at the last

CIC,” offered Fincher. “We understood from those comments that one of the certification management providers implied that he was not going to participate in the Secure Share program. We think that would be unfortunate since that decision may put the consumers and the

stakeholders – in this case, the OEs – at greater risk. All we can say is that we encourage all vendors and app providers not to dismiss data security as an inconvenience; we think it’s very important across the

board for all stakeholders involved. We would encourage them to sign

up to use [our platform] – or if not, make sure that the alternatives can keep that data secure.”

If other rental companies join Enterprise in refusing to commit to

CCC’s terms, what might rental management look like after the April NuGent IT’s Pete Tagliapietra says his company has developed an alternative to Secure Share.

Saying No

While CCC stands behind the value and effectiveness of its new

system, a growing list of industry vendors have independently expressed reluctance to share the optimism. John Eck, wholesale dealer channel manager at General Motors, shared his perspectives from the floor of the November CIC in Las Vegas.

“We are concerned about Secure Share and the impact on the

procurement process for our dealer network, as well as the overall

impact to our dealers relative to subscription and/or potential transaction fees…It is not in General Motors’ best interest to be beholden to a third

party – or their system – relative to the exchange of that data information that needs to happen to repair that vehicle safely.”

Way back in January 2017, Enterprise Rent-A-Car issued a public

statement in support of “an open, no-cost data platform for collision repair.”

“We firmly believe models that create barriers to vehicle and repair

data could be detrimental to the industry,” stated Mike Hawkins, vice

president of business development for Enterprise Holdings Inc., owners

of Enterprise Rent-A-Car. “That’s because everyone benefits from an

open and level playing field when industry service providers and product

suppliers are able to innovate by using industry-generated data.”

Enterprise Rent-A-Car Assistant Vice President Dan Friedman

reiterated this position at November’s CIC.

“That was last January, and it still holds true today,” he said, adding

that his company has no current plans to embrace Secure Share.

Although CCC did not participate in the latest CIC – or any of the

CIC meetings addressing this topic, with the exception of one – the

statements and opinions made there certainly made their way to

company headquarters.

implementation date? Will Secure Share require more administrative

tasks to manually update? Does it impede efficiency and cost more in loss of use in the long run?

“We can’t comment on the specific business decisions of any

specific companies,” Fincher comments. “If any company is reliant on EMS for data today, they should either be on Secure Share…or have some alternative approach that they can offer to their customers.”

Not surprisingly, “alternatives” to shops using Secure Share to

transmit data are already beginning to surface. Late last year, NuGen IT announced the creation of CDX, a free “transformer” that extracts a

shop’s chosen data (EMS or BMS) off a PDF of their estimate. At press time, NuGen IT planned to implement CDX by January 1.

“If you install our EMS or BMS transformer, our application is going

to search your computer to see if you have a data pump,” explained

NuGen IT representative Pete Tagliapietra during the Las Vegas CIC.

“It’s not going to run if it does. You’re going to have to remove the data pump; then, it will run successfully.”

Open platforms – and shop choice – for the transmission of data is

a concept supported by the CIC Database Task Force, who have issued a position statement on the matter:

The Database Task Force supports the choice to migrate from EMS to

BMS. BMS provides repairers greater control over the data being shared with

their strategic partners. Moreover, the Task Force supports the continuation of the unobstructed flow of data amongst all the industry stakeholders. CIECA

and other industry stakeholders have established a precedent that facilitates bidirectional data exchange in a free and open marketplace. Any third party that restricts or prevents industry stakeholders from accessing or using the data generated and permitted by the collision repair facility and industry

stakeholders will adversely impact the industry. In addition, it will inhibit

advancements in technology, restrict competition and add cost into the

marketplace. Technological advances should enable sophisticated, secure

and more collaborative data usage, not impede industry progress. January 2018

COVER STORY

While the jury is still out on Secure Share,

it is important to acknowledge that the

apprehension expressed throughout this

feature is in response to that particular platform – not with the BMS concept itself.

“The standard isn’t the issue,” Schulenburg

says. “The business conditions that surrounded Assured Performance’s Scott Biggs stands in support of repairers’ ownership of data.

the standard are really what have raised question and concern.”

With the April launch of Secure Share’s

fees right around the corner, industry

stakeholders have little time to investigate the issues surrounding the platform and how they will proceed from here. No matter where the discussion goes moving forward, it remains

clear that no one is fully comfortable with the idea of giving up control of the data they

produce. This story is far from over, but we’ll

conclude for now with this perfect quote from

Scott Biggs of Assured Performance Network from November’s CIC:

“Can you imagine if the guys who sold

Picasso the paint, paint brushes and canvas claimed ownership of one of those paintings

that he finished? In our minds, the shop wrote the estimate; they created that.”

For more information on Secure Share,

visit cccis.com/secure-share. CCC’s official responses to a number of Secure Share-

related concerns expressed earlier this year at CIC are available online at ciclink.com.

Previous coverage of this topic is available in our June 2017 issue. H&D

Executive Director’s Thoughts

January 2018

Secure Share has been likened to the advance of PartsTrader in the national circles. It’s something that comes across as the money grab mentioned in the article, especially when a security concern is unfounded by any instance of a breach that’s been made public. When one IP holds more than the majority market share, with a recent sale and investors to answer to, how does one not come up with that question? We all felt the struggle in the industry when State Farm forced PartsTrader – only to have multitudes of shops go along and the parts managers still grumbling to this day. Who saved money – and who made it – on the backs of the repairers? If you think that CCC is considering the playout of that story, then I’d tend to agree with you. This isn’t an anti-insurance – or even an anti-big business – sentiment. This is way bigger than that. That old adage of “poop” rolling downhill will land solely on the repairers’ desks. The workarounds are just another time suck at the behest of a big company rollout of yet another inefficiency all repairers have to eat – and then turn around and improve on cycle time and KPIs. How long will all of this be possible when the utmost degree of repair quality is demanded by the OEM programs? The teeter-totter struggle for all repairers is seen by WMABA and felt by all in the collision industry. Feel free to call me with your concerns! - Jordan Hendler

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January 2018

Insights and advice from an industry mentor.

INDUSTRY

ADVICE

ASK MIKE How does being an association member most impact a person’s career and experiences in the industry? This month, we “ASK MIKE” about

When I joined WMABA around 1986, I

some of the benefits he’s derived as an active

started getting involved. I eventually joined the

association. We at Hammer & Dolly hope you

then vice president. One night I went to a

and longtime member of an industry

find this following exchange useful, and we

encourage you to reach out to us if you have a question for Mike on this or any industryrelated matter that he can answer in a subsequent issue.

Hammer & Dolly: Mike, you have a vast

history as a member of your local

association, WMABA. How did deciding to be an association member most impact your career and experiences in the collision repair industry?

MA: I first got involved in WMABA through

Sheila Loftus, who was the executive director

at the time. She kept on my dad to join the

Board and took on the role of secretary and meeting after being really frustrated with an

employee that day. A fellow member named

Jerry Dalton was there, and I sat next to him during the dinner part of the meeting.

He asked me what was wrong, and I

Two of the best friends I ever had in the

association were [former Board members]

Mark Boudreau and Pete Peturrson. I always

replied, ‘Man, sometimes employees stink! I’m liked that we could commiserate with and so sick of this stuff.’ He started laughing. I

encourage each other, and it was just nice to

funny to you?’

to your pain.

said, ‘I don’t think it’s funny, Jerry. What’s so He said something very profound to me:

know that you had someone who could relate Education is another important piece of

‘Mike, if everybody had the same dedication,

being in an association. The seminars they

be working for you—they’d own their own

inform members of what’s going on are

passion and drive that you do, they wouldn’t businesses.’ That just really resonated with

me. I think that one statement really sums up

what I see as the value in an association. It

hold and the publications they distribute to extremely important. A lot of times, shops

don’t have the manpower or can’t afford to go

to major national industry events like SEMA or NACE. WMABA can still keep you in touch

association, but he said, ‘I’m not going to join

gives you the ability to network with people,

standards.’ At that time, WMABA came out

who have been around for a long time. Talking Hammer & Dolly and know what’s going on

unless you help develop some kind of industry and take advantage of the wisdom of those

with some standards, where members agreed

with them can keep you from making

to do quality work that was warrantied. That’s

mistakes.

association stood for quality was a big thing

gained from being with an association. You

why my dad decided to join. The fact that the

for us. My father joined and started going to

meetings, and I would go to all of them.

Do you have a question for Mike? Contact Hammer & Dolly Editorial Director Joel Gausten at joel@grecopublishing.com or (973) 600-9288, and we’ll ask him in a future issue.

January 2018

There’s also encouragement to be

meet people who have sympathy for you

because they’ve walked a mile in your shoes.

with those issues. Members can read

around the country even if they don’t have the time and financial resources to go to these things themselves.

When I-CAR of Canada came out with

the first aluminum course, WMABA was the first association to bring that training to the United States. It was standing-room only.

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HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE.

SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS.

TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR THE WHOLESALE PARTS SPECIALIST AT THESE FINE DEALERS. Buy Hyundai Parts.

For Genuine Hyundai parts, contact these Authorized Hyundai Dealers. Fairfax Hyundai 10925 Fairfax Blvd. Fairfax, VA 22030 Phone: 703-273-5188 FAX: 703-352-3115 E-mail: parts@fairfaxhyundaiinc.com

Fitzgerald Lakeforest Hyundai 905 North Frederick Ave. Gaithersburg, MD 20879 Phone: 301-670-4881 Fax: 301-670-1595

Malloy Hyundai 1880 Opitz Blvd. Woodbridge, VA 22191 Parts Direct: 703-490-8263 Fax: 703-490-3864 E-mail: hmkparts@aol.com

Checkered Flag Hyundai 3033 Virginia Beach Blvd. Virginia Beach, VA 23452 Phone: 757-687-3463 Fax: 757-687-3468 hyundai.checkeredflag.com

January 2018

ASK MIKE

Another important part of WMABA is what

they do politically. Back in the day, we didn’t

collect taxes on paint and materials in Virginia. We went to the office of Harry Parrish, the

delegate down in Manassas, and we explained the issue to him. Pete Peturrson just took

charge of that; he was a one-man band, and

we got a law passed that said they couldn’t cap paint and materials. I can go on and on about

all the benefits that you get by belonging to the association.

One thing I don’t think people take

advantage of enough is the executive director of WMABA, Jordan Hendler. A lot of times,

shops are hesitant to pursue something with an insurance company out of fear of retribution. Well, you can reach out to WMABA, and the

association can be that voice for you. They can call people out so you don’t have to bring personal attention to yourself.

H&D: Based on your experiences traveling

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January 2018

around the country, what are some things that members of any regional association can do to get the most out of the experience?

MA: Getting involved and reading their

publications. When you get Hammer & Dolly or whatever your publication is, share it with your

other team members. Don’t just leave it on your desk or keep it to yourself. Also, you should

attend the events your association holds to get and share ideas. You have to get off the

sidelines and get in the game. At the end of the day, if you don’t like your circumstances and you want the world to change, you can’t sit

around and wait for someone to ride into town on a white horse and save you. You need to

become that guy on the white horse who will make a difference.

H&D: What are some specific issues you

see shops facing that can be better

addressed through participating in an association?

MA: The biggest thing with any association is that you have a point of contact if you

can’t find something. If I couldn’t figure out

how to section something, I could reach out to Jordan Hendler and she’ll know the right

person to answer that question. She has so

many national contacts – if she doesn’t know the answer herself, she knows someone who does.

Moving forward, I think trade shows will

still bring value from an educational

standpoint. I think the future will also see more webinars and associations utilizing

similar technologies for training. But I think the NORTHEAST Automotive Services

Show in New Jersey has really come up in

ways that no one has ever seen before, and

has been recognized as a really great event.

It’s second to none, and that’s a very clear

example of what a regional association – in

this case, AASP/NJ – can accomplish. H&D Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com).

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January 2018

KEEP IT GENUINE

INSIST ON GENUINE GM PARTS

We stand behind our product, providing collision repair professionals and vehicle owners peace-of-mind and confidence. Contact these Genuine GM Parts dealers for all your parts needs: NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 e-mail: parts@nucar.com www.nucar.com

OURISMAN CHEVROLET 4400 Branch Avenue Temple Hills, MD 20748 Phone: 301-899-6990 Fax: 301-899-9375 www.ourismanchevrolet.com

January 2018

POHANKA CHEVROLET 13915 Lee Jackson Memorial Highway Chantilly, VA 20151 Phone: 888-266-2993 Direct: 703-502-3729 Fax: 703-968-0932 www.pohankachevrolet.com

RADLEY CHEVROLET 3670 Jefferson Davis Highway Fredericksburg, VA 22408 Phone: 800-355-8202 Direct: 540-898-0055 Fax: 540-891-2074 www.radleychevrolet.com

For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers. Wilkins Subaru 6913 Ritchie Hwy #2, Glen Burnie, MD 21061 410-689-8066 Fax: 410-689-8008 subparts@wilkinsautomotive.com www.wilkinssubaru.com

Fitzgerald Lakeforest Subaru 905 North Frederick Ave., Gaithersburg, MD 20879 Phone: 301-670-4881 Fax: 301-670-1595

January 2018

Mark Schaech, Jr.

(410) 358-5155 mark@marksbodyshop.com

PRESIDENT’S

MESSAGE THE OEMs’ LINE IN THE SAND

On behalf of the WMABA Board of Directors, I’d like to start this message by wishing all of our members and industry colleagues a very Happy New Year! I’m sure I speak for everyone reading this when I say that 2017 was a critical year for our industry. We saw everything from a major lawsuit in Texas place the blame for an improper repair directly on a body shop, to the greatest technological advancements in automobiles to ever hit our roadways. Above all, our eyes were opened to the undeniable need to follow OEM-recommended procedures. To put it bluntly, we stand to lose everything we’ve worked for – and a whole lot more – if we neglect to repair vehicles the way the manufacturers suggest. A line is being drawn in the sand; I urge you all to stand with us on the right side – for the sake of your business and the future of our entire industry. January is perhaps the most important month of the year for me, as I take the time to reflect on the previous 12 months and set various goals for what’s ahead of me. Do I have the correct SOPs in place to ensure safe repairs at my shop? Is my culture strong enough to guarantee continued employee engagement? Am I up on the latest OEM position statements and procedures? Am I doing

enough away from my shop to help the greater industry survive and prosper? These are just some of the things on my mind as I move forward. I encourage everyone reading this to review and answer similar questions about your own businesses. If you do, you might end up having the best year you’ve ever had in this field. As always, I urge you to reach out to WMABA if you need information or are struggling with an important issue at your business. We look forward to working with you all to make sure the lessons learned in 2017 help us all build a stronger – and smarter – collision repair community. H&D

WE NEED YOUR LEGISLATIVE CONTRIBUTION! I appreciate WMABA working on my behalf at the state capitol(s)! Here is my contribution to the legislative efforts.

P.O. Box 3157 • Mechanicsville, VA 23116

Name: ______________________________________Company: __________________________________ Address: __________________________________________________________________________________ City:____________________________________________State: ______________________Zip: ________ Phone:

______________________________Email:

Donation Amount: Check Enclosed

$50

$100

____________________________________________ $500

Other ________________

Credit Card (Visa, Amex, MC)# __________________________________________________________ Exp: ________

Name on Card: ______________________________Signature: __________________________________

When it comes to parts certification, fit is just the beginning.

You may be able to eyeball a replacement part and tell if it will fit or give you a hard time. But it’s impossible to look at a part and determine if it’s galvanized, made of the correct material, or even if the welds are all correctly positioned. But it’s impossible to look at a part and determine if it’s galvanized, made of the correct material, safe, or even if the welds are all correctly positioned. CAPA created the industry’s first-ever auto crash part testing and certification program over 29 years ago to eliminate all doubt. To provide the gold standard for quality replacement parts for everyone whose livelihood depends on quality repairs. TM

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WE KNOW WHAT YOU’RE THINKING. YOU WANT TO KNOW IF THE PART’S IN STOCK , HOW MUCH IT COSTS, AND WHEN IT’S GONNA GET THERE. We get it. You want the best part for a Toyota, but you’ve got to know when and how much. Well, now you can. In addition to tools that can help you find and order the right VIN-based parts, now you can see if it’s in stock, schedule the delivery, even see your shop’s net price from your participating Toyota Dealer.* Now you’re thinking: “Cool!”

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For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: Antwerpen Toyota 12420 Auto Drive Clarksville, MD 21029 Phone: 410-988-9272 Fax: 443-539-4022 darnold@antwerpenauto.com

Checkered Flag Toyota 5301 Virginia Beach Boulevard Virginia Beach, VA 23462 PH: 757-687-3443 FAX: 757-687-3437 www.checkeredflag.com

January 2018

Ourisman Fairfax Toyota 10441 Lee Highway Fairfax, VA 22030 Toll Free: 800-626-2236 Direct: 703-273-2236 Fax: 703-385-8411 fairfaxparts@ourismanva.com www.ourismanva.com

Younger Toyota 1935 Dual Highway Hagerstown, MD 21740 Phone: 800-296-1190 Fax: 301-733-5465

Koons Toyota Annapolis 1107 West Street Annapolis,MD 21401 Phone:(800)262-3330 Fax:(410)280-6361

dthompson@youngertoyota.com

roy.easter@koons.com

An association fostering the exchange of ideas and providing a voice and support for the collision repair professional.

OFFICERS

PRESIDENT: Mark Schaech Jr. mark@marksbodyshop.com 410-358-5155

VICE PRESIDENT: Torchy Chandler torchy.chandler@gmail.com 410-309-2242

SECRETARY: Phil Rice

TREASURER: Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928

phil@ricewoods.com 540-846-6617

BOARD OF DIRECTORS

PAST PRESIDENT: Don Beaver don.beaver3551@gmail.com 443-235-6668

Rodney Bolton rbolton@aacps.org 443-386-0066

Barbara Chase Kevin Burt kevinburt@walkermillcollision.com barbara@siskautobody.com 301-855-5525 301-336-1140

Position Your Business as a Leader! Just like equipment and training, WMABA membership is not only a commitment to excellence, but also a valuable investment. WMABA is recognized both regionally and nationally as the key forum for the exchange of ideas concerning the D.C., MD, VA and WV collision repair industry. It is the venue to discuss, learn about and impact evolving standards and policies in the technical, administrative and legislative fronts of our industry. Shops and industry supporters can best develop themselves and their employees by actively engaging in the association and its activities. Automotive collision repair facilities in Maryland, Virginia, West Virginia and Washington, D.C. who are willing to adopt WMABAâ&#x20AC;&#x2122;s Standards of Membership and offer a guarantee to their consumers are encouraged to engage their business as an active member of the association. For over 40 years, the WMABA membership of professional collision repair businesses and affiliates have committed to operating at a higher standard on behalf of their industry and their consumers. Over the years, WMABA has proudly represented the collision repair industry at hearings on Capitol Hill, in Annapolis, MD, and Richmond, VA as well as almost every national collision repair event. While WMABA has a rich history of dedicated men and women serving the local collision repair community, WMABA also boasts numerous past and current accomplished Board members who represent our membership at the national level. WMABA offers current and dynamic discussion forums on topics facing collision repairers, technical information and educational seminars, opportunities to network and discuss pressing topics with leaders of the collision repair industry, an arbitration program that works with consumers to help resolve issues they might have, apprenticeship programs, legislative representation and the ability to receive and contribute to one of the nationâ&#x20AC;&#x2122;s leading collision repair magazines, Hammer & Dolly.

EXECUTIVE DIRECTOR: Jordan Hendler jordanhendler@wmaba.com 804-789-9649 Ben Gibson Bill Hawkins Ashley Kruger bgibson@harrisonbodyworks.com whawkins@mybmwannapolis.com akruger@baughautobody.com 804-355-8151 410-349-2578 804-285-8045

Contact Executive Director Jordan Hendler to find out how WMABA can amplify YOUR voice in the collision repair industry. Danny Szarka dszarka@mileone.com 410-525-1000

Steven Krieps srkrieps@live.com 304-755-1146

January 2018

ADVERTISERS’ INDEX American Honda Motor Co. . . . . . . . .IBC

Koons Ford . . . . . . . . . . . . . . . . . . . . .46

Audi Group . . . . . . . . . . . . . . . . . . . . .9

Malloy Hyundai . . . . . . . . . . . . . . . . . .7

Axalta Coating Systems . . . . . . . . . . .IFC

Mazda Group . . . . . . . . . . . . . . . . . . .15

BMW Group . . . . . . . . . . . . . . . . . . . .20-21

MINI Group . . . . . . . . . . . . . . . . . . . . .23

BMW of Fairfax . . . . . . . . . . . . . . . . . .3

Mitsubishi Group . . . . . . . . . . . . . . . .41

CAPA . . . . . . . . . . . . . . . . . . . . . . . . .43

Mopar Group . . . . . . . . . . . . . . . . . . .27

Chesapeake Automotive Equipment .39

Nissan Group . . . . . . . . . . . . . . . . . . .26

Crashmax Equipment . . . . . . . . . . . .19

Nucar . . . . . . . . . . . . . . . . . . . . . . . . .10

Dominion Sure Seal . . . . . . . . . . . . . .38

O’Donnell Honda . . . . . . . . . . . . . . . .38

Empire Auto Parts . . . . . . . . . . . . . . .39

Packer Norris Parts . . . . . . . . . . . . . .38

Estify Transfer . . . . . . . . . . . . . . . . . . .38

Porsche Group . . . . . . . . . . . . . . . . . .35

Fairfax Hyundai . . . . . . . . . . . . . . . . .46

PPG . . . . . . . . . . . . . . . . . . . . . . . . . .OBC

Ford Group . . . . . . . . . . . . . . . . . . . . .17

Subaru Group . . . . . . . . . . . . . . . . . . .41

Future Cure . . . . . . . . . . . . . . . . . . . .34

Toyota Group . . . . . . . . . . . . . . . . . . .44

GM Parts Group . . . . . . . . . . . . . . . . .40

VW Group . . . . . . . . . . . . . . . . . . . . . .28

Honda Group . . . . . . . . . . . . . . . . . . .11

Wheel Collision Center . . . . . . . . . . . .38

Hyundai Group . . . . . . . . . . . . . . . . . .37

January 2018