Hammer & Dolly March 2018

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www.wmaba.com

March 2018 Volume 12, No. 3 $5.95

page 30 www.grecopublishing.com

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March 2018

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Visit us at NORTHEAST® Booth # 227

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CONTENTS March 2018

30 COVER STORY INSIDE NORTHEAST® 2018: AN IN-DEPTH LOOK AT WMABA’S COLLISION P.R.E.P.

WMABA and AASP/NJ partner for education.

BY KRISTEN DALLI AND JOEL GAUSTEN

NATIONAL NEWS 16 SCRS REVEALS 2018 INITIATIVES The national association grows its reach.

BY JOEL GAUSTEN

DEPARTMENTS

18 I-CAR ANNOUNCES MAJOR EXPANSIONS, FUTURE GOALS

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Students and shops to benefit like never before.

22 INDUSTRY REPS REACT TO AUTONOMOUS VEHICLE REVOLUTION

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Editor’s Message JOEL GAUSTEN

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WMABA Sponsorship Page

Preparing for the future of repairs.

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26 CIC PANEL EXPLORES DATA

WMABA Membership Application

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Vice President’s Message BILL HAWKINS

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WMABA Board of Directors

IPs share plans to protect end-users.

12 EDUCATION AND TRAINING: KEEP IT GOING OR START NOW! It's time to get the knowledge you need.

BY JORDAN HENDLER

TECHNICAL FEATURE

38 WHY YOU NEED TO ®

BE AT NORTHEAST

All roads lead to the Garden State.

BY LARRY MONTANEZ III, CDA

What’s WMABA Up To?

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SECURITY SOLUTIONS

EXECUTIVE DIRECTOR’S MESSAGE

Calendar of Events

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Advertisers’ Index

Stock Images © www.istockphoto.com

March 2018

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Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS CLASS LISTINGS March 6, 2018

STEERING & SUSPENSION DAMAGE ANALYSIS Delcastle Technical High School, Wilmington, DE

March 16-18, 2018 NORTHEAST ® Automotive Services Show Meadowlands Exposition Ce nter, Secaucus, NJ Info: aaspnjnortheast.com and cover story on page 30

May 16, 2018 WMABA Golf Outing - 1:00p m Shotgun Start Heritage Hunt Golf Club, Ga inesville, VA

March 8, 2018

ALUMINUM EXTERIOR PANEL REPAIR & REPLACEMENT Gaithersburg High School, Gaithersburg, MD

March 13, 2018

COLOR THEORY, MIXING TONERS & TINTING Keystone – Linthicum, Linthicum, MD

March 15, 2018

CORROSION PROTECTION Gaithersburg High School, Gaithersburg, MD

March 17, 2018

SQUEEZE-TYPE RESISTANCE SPOT WELDING NORTHEAST® 2018 Meadowlands Exposition Center Secaucus, NJ

March 20, 2018

AUTOMOTIVE FOAMS Keystone – Linthicum, Linthicum, MD ADVANCED STEERING & SUSPENSION SYSTEMS DAMAGE ANALYSIS Delcastle Technical High School, Wilmington, DE

March 22, 2018

STEERING & SUSPENSION DAMAGE ANALYSIS Gaithersburg High School, Gaithersburg, MD

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March 2018

SQUEEZE-TYPE RESISTANCE SPOT WELDING Frederick Co. Career & Technical Center, Frederick, MD

March 24, 2018

STEEL UNITIZED STRUCTURES TECHNOLOGIES & REPAIR Fairfield Inn & Suites, Easton, MD STRUCTURAL STRAIGHTENING STEEL Fairfield Inn & Suites, Easton, MD

March 27, 2018

FULL-FRAME PARTIAL REPLACEMENT Keystone – Linthicum, Linthicum, MD PLASTIC & COMPOSITE REPAIR Delcastle Technical High School, Wilmington, DE

March 29, 2018

ADVANCED STEERING & SUSPENSION SYSTEMS DAMAGE ANALYSIS Gaithersburg High School, Gaithersburg, MD

April 5, 2018

AUTOMOTIVE FOAMS Auto Parts Plus (formerly Uni-Select USA), Baltimore, MD UNDERSTANDING THE CYCLE TIME PROCESS Gaithersburg High School, Gaithersburg, MD

April 12, 2018

MEASURING Gaithersburg High School, Gaithersburg, MD

April 17, 2018

COLOR THEORY, MIXING TONERS & TINTING Delcastle Technical High School, Wilmington, DE

April 19, 2018

PLASTIC & COMPOSITE REPAIR Gaithersburg High School, Gaithersburg, MD HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY Frederick Co. Career & Tech, Frederick, MD

April 21, 2018

ADHESIVE BONDING Fairfield Inn & Suites, Easton, MD CORROSION PROTECTION Fairfield Inn & Suites, Easton, MD

www.i-car.com or (800) 422-7872 for info

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Joel Gausten

EDITOR’S

(973) 600-9288 joel@grecopublishing.com

MESSAGE WMABA GOES TO NEW JERSEY

As regular readers of Hammer & Dolly know, the Washington Metropolitan Auto Body Association (WMABA) is much more than a regional industry group. In an effort to always provide the most value to the area it serves, WMABA representatives regularly participate in major industry events across the country. The news and information they receive is then brought back to shops closer to home in the form of local training events and this publication.

Recently, WMABA took a huge step in providing meaningful content to its members by partnering with the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) to present an exclusive education series, Collision P.R.E.P. (Professional Repairer Education Program) at the NORTHEAST® Automotive Services Show in Secaucus, NJ. Held March 16-18 at the Meadowlands Exposition Center, this year’s NORTHEAST will provide three days of high-level industry discussions, exhibits from hundreds of vendors and – thanks to WMABA – an extensive slate of presentations and training courses designed to explore the biggest trends and issues affecting the collision repair community. This month’s WMABA OFFICERS PRESIDENT

VICE PRESIDENT

TREASURER

SECRETARY

IMMEDIATE PAST PRESIDENT

Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Bill Hawkins whawkins@mybmwannapolis.com 410-349-2578 Barbara Chase barbara@siskautobody.com 301-855-5525 Phil Rice phil@ricewoods.com 540-846-6617 Mark Schaech, Jr. mark@marksbodyshop.com 410-358-5155

BOARD OF DIRECTORS

Don Beaver (donbeaver3551@gmail.com) 443-235-6668 Rodney Bolton (rbolton@aacps.org) 443-386-0066 Kevin Burt (kevinburt@walkermillcollision.com) 301-336-1140 Barry Dorn (bdorn@dornsbodyandpaint.com) 804-746-3928

ADMINISTRATION

Ben Gibson (bgibson@richmondmarinecenter.com) 804-355-8151 Steven Krieps (srkrieps@live.com) 304-755-1146 Ashley Kruger (akruger@baughautobody.com) 804-285-8045 Danny Szarka (danny@dynamiccollisionservices.com) 410-525-1000

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

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cover story details a host of reasons as to why being a part of this special occasion is worth the car ride up to the Garden State. Thanks to WMABA and AASP/NJ, you have the opportunity to experience the finest regional industry gathering ever presented.

Being a collision repair professional in 2018 is not an easy task, and we fully understand and appreciate the massive demands placed on your time. It takes commitment to devote a weekend to NORTHEAST, but the experience will make you a stronger and more educated industry member when you return to work the following Monday. NORTHEAST was created by people just like you – dedicated automotive enthusiasts who want to make the auto body field a better place for all. Everyone involved in putting this show together looks forward to welcoming you to an event unlike anything else you’ll experience this year. We can’t wait to see you there! H&D

March 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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Audi dealers strive to make you an Audi Genuine Parts fan •

Audi Parts Professionals are your subject matter experts on collision parts, replacement components and mechanical items.

•

Many Audi dealers offer technical service support hotline access that can reduce your repair times and help you meet an on-time promised delivery.

•

Installing Audi Genuine Parts contributes towards improved cycle time that makes both your customer and their insurance company happier.

•

Regardless of the age of your customer’s Audi, Audi dealers have access to over 200,000 part numbers.

No other supplier comes close.

Helping you do business is our business. Order Audi Genuine Parts from these select dealers.

Audi Arlington 3200 Columbia Pike Alexandria, VA 22204 703.739.7490 Fax: 703.684.8420

Audi Bethesda 5206 River Road Bethesda, MD 20816 Parts Direct: 240.762.5636 Parts Fax: 301.718.1847 www.audibethesda.com

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

March 2018

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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 can’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

March 2018

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EXECUTIVE DIRECTOR’S

MESSAGE

EDUCATION AND

TRAINING: KEEP IT GOING OR START NOW! OFESSION PR EPAIRER AL R

ED

U C AT I O N PROGRA M

As I said last month, WMABA’s hosting (for the first time ever!) the Collision P.R.E.P. (Professional Repairer Education Program) education series at the NORTHEAST® Automotive Services Show –

but it’s right around the corner now!

The WMABA area has never had this kind of opportunity to attend a trade show of national caliber with national education until now. It is our association’s joy to put this

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

together to better the industry for our members and non-members. It’s the kind of opportunity that should not be missed!

There are valuable panel discussions for OEM Certification and Repair Procedures and Diagnostics, Calibrations and Programming. Both are offering you cuttingedge information and direction for shop processes. Knowing your minimum requirements and liability is just the start of pushing forward a modern collision facility.

We have the headliners of the industry as well, kicking off with Mike Anderson giving his Write it Right seminar with “Nuggets to Live By,” leaving you feeling refreshed and motivated. Todd Tracy of the Tracy Law Firm will discuss the recently released information about the crash testing he had done in California to follow up his successful lawsuit, and he’ll also outline additional liability considerations all shops should know.

Numerous national speakers round out a track that will give all collision repair professionals a leg up on advanced technologies and information. With topics like Estimating Resources; Riveting and Bonding; Structural Repair Methods; Severity; Negotiating; Scanning; Blueprinting; and much more, the information download to you and your personnel is a great value.

For anyone in the Eastern United States (or anyone wanting to get to New Jersey), this is the only other offering like this besides SEMA, and it’s being held March 16-18 at the Meadowlands Exposition Center in Secaucus. If you’ve found it difficult to get yourself out to SEMA in the fall, then this spring show is all you’ve been waiting for – and MORE! Check out the full listing of the education seminars available on page 31, and sign up today. If you want to find out more about the show, or discuss how this kind of event can help your everyday business, please feel free to call or email me anytime! H&D

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

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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

LEVEL 2 Automotive Training Institute • Certified Automotive Parts Association

www.wmaba.com

FinishMaster • Mid-Atlantic Paint & Supply National Coatings and Supplies • WheelsOnsite

March 2018

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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!

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March 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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NATIONAL

NEWS

Open Board Meeting recap.

BY JOEL GAUSTEN

SCRS REVEALS 2018 INITIATIVES

After concluding 2017 with another successful Repairer Driven Education (RDE) program at the SEMA Show in Las Vegas, the Society of Collision Repair Specialists (SCRS) is committed to pursuing a host of new training and resource initiatives throughout the new year. During the association’s recent Open Board Meeting in Palm Springs, CA, SCRS highlighted many of its goals for 2018 and beyond.

In his opening remarks, Executive Director Aaron Schulenburg revealed a new collaborative effort between SCRS and I-CAR to distribute critical repair information to the industry at-large. In October 2017, I-CAR announced nine new vehicle- and technology-specific training courses; the following month, members of both the I-CAR Training Team and the SCRS Board of Directors connected to talk about the specific application of the information in these courses at the shop level. SCRS and I-CAR captured those conversations (as well as technical highlights from each of the nine courses) in the form of two videos now available in the “Resources” section of the newly relaunched scrs.com. Both SCRS and I-CAR encourage repair business owners and managers to share this content with their staff and colleagues.

“Our belief has always been that the more people who see the information, the better it is for our members,” Schulenburg said.

The Open Board Meeting also marked the first anniversary of SCRS’ ongoing work to research workforce development grants available to the industry. The “Careers” section of scrs.com features an extensive database that identifies available grants by state. This information provides valuable assistance to SCRS affiliates and other stakeholders in their efforts to support the growth and development of future industry professionals.

“Workforce development is one of the biggest challenges facing our members in the industry. For the first time, we’re publicly launching this research information, which is available for for-profit businesses, such as collision repair [shops], and non-profit organizations, such as state associations.”

Schulenburg also discussed ways in which SCRS expanded the scope of its RDE program at SEMA this past year. In responding to requests from various RDE alumni, the association now provides framable Certificates of Completion for each course participants attend.

“We thought it would be an advantage for everybody who attends Repairer Driven Education to receive some sort of recognition that they [were at] the class and were privy to that information.”

Addressing one of the biggest news items to hit the auto body field in recent months, Schulenburg acknowledged the energy invested by many in expressing industry concerns over CCC’s initially proposed Secure Share business model. He also recognized CCC for

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March 2018

SCRS Executive Director Aaron Schulenburg

its decisions to ultimately listen to this industry feedback and remove the fees associated with the Secure Share platform, make critical changes to the system’s user agreement and reverse its plans to sunset the Estimate Management Standard (EMS).

“Those three changes are exactly why every collision repairer should be part of a national association and have an organization that can be your voice when you’re busy worrying about getting your customer’s vehicle out at five o’ clock on a Friday. We feel that CCC’s decision to alter its position is a win for the industry and certainly something that CCC should be recognized for doing; it wouldn’t have been possible without effective voices countering it on the other side.”

In other Information Provider-related news, SCRS Past Chairman (and current WMABA Board member) Barry Dorn reported that the Database Enhancement Gateway (degweb.org) has addressed just under 12,000 inquiries as of January 2018 and currently boasts the highest resolution rate in its history. (DEG Administrator Danny Gredinberg is slated to present a special seminar, “The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan,” as part of the WMABAproduced Collision P.R.E.P. [Professional Repairer Education Program] education series at the NORTHEAST® Automotive Services Show next month in Secaucus, NJ. See this month’s cover story for more information.)

The next SCRS Open Board Meeting (which will include the annual Board elections) will be held April 10 in Denver, CO. The following day, the association will host the annual Repairer Roundtable and Industry Awards & Corporate Membership Recognition Luncheon. More information on these events is available at scrs.com. H&D

Executive Director’s Thoughts SCRS is on fire lately, and WMABA is so happy to be joined with them as an Affiliate Association. Their successes are the successes of all the collision industry; the entire industry benefits from everything they do. - Jordan Hendler

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NATIONAL

NEWS

I-CAR ANNOUNCES MAJOR EXPANSIONS, FUTURE GOALS

Marketing rounding out the list. Twenty-two organizations – including Nearly five years ago, I-CAR coined the phrase “technical 17 OEMs and five insurers – now require I-CAR welding training and tsunami” to describe the staggering array of changes occurring in certification. modern automobiles. As one of the collision industry’s primary In addition to unveiling new vehicle-specific courses in 2017, sources of education and training, I-CAR has devoted recent years to I-CAR created a class called “Using Vehicle Maker Repair responding to the needs of repairers as they work to stay ahead of Procedures.” Module 1 covers the importance of following OEM evolving advancements and demands. repair procedures, with additional emphasis on I-CAR’s information Appearing in Palm Springs, CA to coincide with the recent sources (such as the Repairability Technical Support [RTS] Portal, Collision Industry Conference (CIC), I-CAR President and CEO John Van Alstyne updated the industry on the organization’s 2017 activities training and videos). Other sources for OEM repair information, such as technical service bulletins and the National Automotive Service and future plans via a presentation and a special invite-only media Task Force (NASTF) website, are also identified. Module 2 discusses briefing. what can be found on the various OEM websites From a student perspective, I-CAR training regarding specific repair procedures. This module was completed by 83,693 individuals in 2017. In also touches on scan tools and flowcharts and total, these students completed 178,955 unique how they can be instrumental for quick and courses. Welding training and certification also set accurate diagnosis and repair. new records, with 17,639 students attending “That course should be taken by everybody 9,758 events. The participation level for I-CAR’s in this industry,” Van Alstyne said. annual welding program is now up 700 percent The year ahead will also see I-CAR elevate since 2010, with the number of welding training the availability of the In-Shop Knowledge and certification events up 1,300 percent.

Assessment program that was initially piloted last I-CAR reported an increase of 2,000 shops year. According to I-CAR, the program “assesses engaged in I-CAR training in 2017, while a 27 the knowledge every technician in a shop already percent increase in the total number of Gold Class possesses before they start I-CAR training. The shops was achieved. I-CAR’s Gold Class count assessment will confirm up to I-CAR ProLevel 1 now stands at 5,570 shops across the United knowledge for technicians, relieving them from States, plus 1,300 shops now on the Road to I-CAR President and CEO John taking redundant training classes. An In-Shop Gold.

Van Alstyne at CIC in Palm Springs Knowledge Assessment involves a trained I-CAR Despite this good news, I-CAR statistics assessor going to a shop to execute a step-byreveal that only about one-third of shops in the US step process. By working through the process, the assessor will be trained with I-CAR in 2017, with some shops seeking alternative able to recognize and acknowledge the existing skills and training training methods – if any at all. throughout the shop.” After this review, the assessor will write a “The good news is that as an industry, we’re now at about 58 prescription for the shop for the I-CAR training its staff should attend. percent [of the approximately 33,500 shops in the industry] likely not “We recognized that technicians possess knowledge. One of the training,” offered Van Alstyne during the media briefing. “It used to be knocks against I-CAR has always been, ‘Gee, I already know this at about two-thirds…The industry is stepping up, but I would say stuff. Why do I have to go to a class?’ – and rightfully so,” Van Alstyne more stepping up is required. We’re not done.” explained. “We invented [the Assessments], where we’re actually As of January 2018, 25 organizations acknowledge Gold Class going into shops and conducting face-to-face interviews with for their networks. These include 11 OEMs and 11 insurers, with technicians. We’re taking them through our ProLevel 1 knowledge Assured Performance Network, Innovation Group and TopShop

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Open Board Meeting recap.

BY JOEL GAUSTEN

areas and [determining whether] they know it or not. If they know it, then they qualify for credit in those knowledge areas and don’t have to take the courses. This is a major innovation for I-CAR; I think it’s of high value to the industry.”

Van Alstyne’s presentations also marked the formal launch of the organization’s new Sustaining Partner program for insurers, OEMs, service providers and suppliers. As a Sustaining Partner, participating organizations are able to access the I-CAR portfolio of standard products and services that is relevant to their organizations. Training Alliance class credit fees will be eliminated for courses from Alliance members who become Sustaining Partners. Chief Automotive Technologies and Car-O-Liner are the first two companies to sign on as Sustaining Sponsors, with other entities expected to sign on throughout 2018.

With about 82 percent of I-CAR’s funding currently coming from the collision repair side, the organization is hopeful that the Sustaining Sponsorship Program will broaden the support provided by other industry segments. More information on this endeavor is available at i-car.com/ sustainingpartners.

While I-CAR is expanding its services and building on its successes in 2018, Van Alstyne was quick to acknowledge that more work needs to be done – especially with more than half of the technicians in the industry still not training.

“We need to do better, and we will do better.” H&D

Executive Director’s Thoughts

I-CAR’s statistics of training – even though improving – still make me very sad. That people in our industry generally don’t have a culture of training is awful. Continuing education is mandatory for most professionals – and being as we work on machines that hurl down the road at 70 mph, I believe it shouldn’t be an option for us, either.

- Jordan Hendler

March 2018

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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

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

March 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

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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

March 2018

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

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NATIONAL

NEWS Industry Reps React to Autonomous Vehicle Revolution

Will the world someday see fully autonomous vehicles as the major mode of transportation? Although the complete implementation of this technology is still years away, the collision repair community is actively investigating and contemplating this intriguing – and at times concerning – possibility. At the recent Collision Industry Conference (CIC) in Palm Springs, CA, moderator Russell Thrall (CollisionWeek) led an insightful Governmental Committee panel discussion on where members of the auto body and insurance industries currently stand on the matter – and the federal government’s interest in consistently regulating autonomous vehicles.

As automakers continue to inch closer to making the autonomous concept a reality, repairers will need to embrace the fact that these vehicles will be unlike anything they’ve worked on in the past.

“When you’re looking at fully autonomous [vehicles] down the road, it’s really about how that system works,” explained John Eck, wholesale dealer channel manager for General Motors. “It’s not a single-brain functionality within the vehicle; there’s probably upwards of 12 different systems that offer a function, but [they] have to work collectively for the vehicle to run autonomously...It’s a very complex system, but it has to be built and designed from the ground up. [You

Allstate’s Clint Marlow predicts that autonomous vehicles will dramatically impact the insurance field.

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March 2018

can’t just] take these technologies and plug them into a current vehicle today.”

Clint Marlow, director of claims innovation for Allstate, offered insight into the potential impact autonomous technology could have on insurers.

“I think we have to start thinking about who owns these vehicles.

My educated guess [is that] in my lifetime, it’s not your average worker who [will own] a fully autonomous vehicle.”

Marlow predicts that the majority of autonomous vehicles will be utilized by OE manufacturers and companies like Uber and the Google-invested Lyft.

“If those companies are the owners of those vehicles, my business may not be as needed as it once was. Those are extremely large companies that will probably self-insure. Maybe there’s an opportunity to be an underwriting company, but more than likely when you start talking about the Amazons, Googles and GMs of the world, they have the financial resources to self-insure relatively easily.”

Oregon-based shop owner Ron Reichen (Precision Body & Paint) noted that while future autonomous vehicle technologies are indeed fascinating, they pose a threat to any repairer who is already struggling to adapt to the demands that exist on the shop floor today.

“We can’t get people to do a pre- and post-[repair] scan when they’re writing a repair plan. Can you just envision the challenges from the repair side?”

Reichen also expressed apprehension over the rise of photo estimating and the effect it could have on the industry moving forward.

“That might work on a minor repair, but how do you see the hidden fault codes without scanning the car? How do you see two degrees of negative camber on a front tire with a photo taken by a housewife? It’s technical; we can’t bury our heads in the sand any longer.”

Naturally, evolutions in automotive design already weigh heavily on the aftermarket/alternative parts side.

“You look at what’s going on today without fully autonomous vehicles – with the substrate materials, super high-strength alloy steel and all of that – and the aftermarket’s had to react to that,” commented Chris Northup, CEO of alternative parts distributor Professional Parts Group. “As a distributor, [I feel] they haven’t done

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Advancements and concerns.

CIC panelists John Eck (left, General Motors) and Ron Reichen (Precision Body & Paint)

as fast a job as I would like to see, but I think they’re trying to ramp up capability.”

As this new era in automobiles continues to unfold and present challenges for all facets of the repair field, the federal government is also examining what the future will hold for the American motoring public.

Last year, the Department of Transportation (transportation.gov/acat) established an Advisory Committee on Automation in Transportation

(ACAT) “to serve as a critical resource for the Department in framing federal policy for the continued development and deployment of automated transportation.” The key role of ACAT is to “help determine how, when and where automated technology will transform the way we move by looking outside the government for innovative and thoughtful leaders to uncover its full potential across all modes.” Panelist Darrell Ambersen (LaMettry’s Collision) assured the CIC body that industry stakeholders will be present and engaged during this critical regulatory process.

“All the industry entities want to have their seat at the table – parts people, the original equipment manufacturers [and] independent repairers. [They] all want to have some influence on this…We’re [some time] away from completing this, but progress is being made.” H&D

Executive Director’s Thoughts

Autonomous vehicles aren’t as scary to me as the way we fix cars today. Many repairers are balking at the advancements of the technology already on the road and the need to fix it properly. Keeping to the root of professionalism – and that means staying up on the rapid pace of change – is a full investment. Making sure all repairs are researched for OEM procedures is just one indicator of a shop that cares about a quality product. - Jordan Hendler

March 2018

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Alexandria Volkswagen 107 West Glebe Rd. Alexandria, VA 22305 703-684-7007 Fax: 703-684-4138

Checkered Flag Volkswagen 3025 Virginia Beach Blvd Virginia Beach, VA 23452 Parts Direct: 757-687-3465 757-490-1111 Fax: 757-687-3514

e-mail: parts@alexandriavw.com

Karen Radley Volkswagen 14700 Jefferson Davis Hwy. Woodbridge, VA 22191 703-550-0205 Fax: 703-643-0081

Ourisman Volkswagen of Bethesda 5415 Butler Road Bethesda,MD 20816 301-652-2452 Fax: 301-652-2589

www.checkeredflag.com

e-mail: parts@fitzmall.com www.fitzparts.com

Ourisman Volkswagen of Rockville 801 Rockville Pike Rockville, MD 20852 Parts Direct: 301-340-7668 Toll Free: 855-417-4511 Fax: 240-499-2488

King Volkswagen 979 North Frederick Ave. Gaithersburg, MD 20879 Parts Direct: 240-403-2300 Fax:240-403-2398

e-mail: rockvilleparts@ourismanautomotive.com www.ourismanvolkswagenofrockville.com

e-mail: vwwholesale@ourisman.co

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Fitzgerald Volkswagen 114 Baughmans Lane Frederick, MD 21702 Toll Free: 800-545-4745 Fax: 877-696-1841

March 2018

e-mail: parts@vwking.com www.vwking.com

Fitzgerald Volkswagen of Annapolis 34 Hudson Street Annapolis, MD 21401 Phone: 410-224-4636 Fax: 410-224-4264 www.fitzmall.com

Ourisman Volkswagen of Laurel 3371 Ft. Meade Rd. Laurel, MD 20724 Phone: 301-498-6050 Fax: 301-498-0157 www.laurelvolkswagen.com

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GENUINE NISSAN PARTS

MAKE ALL THE DIFFERENCE.

Only Genuine Nissan Parts deliver the fit, reliability, and performance to meet your shop’s collision repair needs.

So keep it original, and keep it real with Genuine Nissan Parts.

Contact these Nissan dealers for all your parts needs: Passport Nissan 5000 Auth Way Suitland, MD 20746 Phone: 301-423-6930 Fax: 301-423-2965

Sheehy Nissan of Manassas 9010 Liberia Ave Manassas, VA 20110 Toll Free: 800-969-4778 Local Direct: 703-361-0377 Fax: 703-361-5165 martinfisher@sheehy.com

Sheehy Nissan of White Marsh 8115 Belair Rd. Nottingham, MD 21236 Parts: 443-270-9001 Parts Fax: 443-270-8993 wmparts@sheehy.com sheehynissanofwhitemarshparts.com

March 2018

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Keeping information safe.

NATIONAL

NEWS CIC PANEL EXPLORES DATA SECURITY SOLUTIONS In an industry rarely short on critical issues, the growing concern over data sharing, privacy and security has unquestionably taken the hottest seat in the house.

Late last year, CCC received industrywide praise for its decision to remove the fees associated with its Secure Share platform and halt its plans to stop using the Estimate Management Standard (EMS) developed by the Collision Industry Electronic Commerce Association (CIECA) in favor of exclusively using CIECA’s newer Business Message Suite (BMS). In his first appearance at the Collision Industry Conference CCC’s Mark Fincher: Secure (CIC) since the announcement, CCC Share fees go, EMS stays.

Vice President of Market Solutions Mark Fincher used his participation in the CIC Open Systems, Data Access and Sharing Task Force’s recent panel discussion in Palm Springs, CA to expand on his company’s muchcelebrated change of heart.

“We saw that it was inevitable, talking to the app providers that were implementing Secure Share, that the cost was going to be passed on to our customers. We also saw that as a barrier to entry to folks adopting Don Mikrut of Audatex: No Secure Share. Both of those things move to BMS just yet. were not intended outcomes that we expected or wanted from Secure Share, so we made the decision to eliminate those fees.”

Like CCC, Audatex currently intends to provide the EMS option for its end-users as it continues to move to a cloud-based system.

“We’ve supported CIECA since its inception,” offered Don Mikrut, Audatex’s vice president of collision repair services, during the panel discussion. “We introduced BMS back in 2004, and we continue to support [it]. We did not introduce it on the shop’s side – it’s on the claims side – because the shops are not prepared yet to be able to go through and digest it on that side. When it’s relevant, we will actually introduce it into that side of the industry.”

Panelist Jack Rozint, vice president of sales and marketing for Mitchell International’s auto physical damage business unit, offered an intriguing glimpse into how the Information Provider intends to address data security moving forward. In January, Mitchell

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March 2018

announced its plan to release a new solution for the exchange of data among users within the collision repair and insurance claims industry. This solution will incorporate “blockchain” technology in an effort to increase the security of encrypted data between industry stakeholders. According to Mitchell press material, blockchain is “a continuously growing list of records, referred to as blocks, which are linked and secured using cryptography. By design, blockchains are inherently Mitchell’s Jack Rozint: resistant to modification. Mitchell is Blockchain security proposing a collision-centric is the future. blockchain community that is a secure yet simple way to share data among trusted industry partners. The technology allows for a simplified, open and distributed ledger that is transparent, verifiable and selfadministered by the community. As a trusted partner, a company will be able to validate and add to the chain.”

“It’s based on cloud technologies – leveraging the power and speed of the internet – that allow data to be shared between varied parties simultaneously with very high levels of security – and in a way that you, as a businessperson, can decide who is going to get your data [and] which portion of your data you’re going to get,” Rozint explained. “It’s got security that’s second to none; it’s virtually impossible to track. A lot has been said about BMS being more secure than EMS. The fact of the matter is that if the BMS is sitting on a shop’s computer that doesn’t have a decent firewall, that BMS is not secure at all. A teenager could hack it; there’s no inherent security in BMS. With blockchain, you actually define the level of security needed.”

With interest in data security mounting, Rozint was adamant that Mitchell is pursuing a solution that will benefit the professional community it serves.

“We recognize that data security is Job One. If our customers can’t trust that the data that they transact with Mitchell is safe, then they shouldn’t work with us.” H&D

Executive Director’s Thoughts

Even though CCC moved to a platform that doesn’t charge, there is still a lot of movement in the area of secure data sharing. All platforms featured information about changes, and the most exciting – in my opinion – is the use of Bitcoin technology. Mitchell shared a really cool video about it during the week, and I cannot wait to see the possibilities of this new advancement! - Jordan Hendler

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Š 2018 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

Porsche Bethesda 11990 Rockville Pike North Bethesda, MD 855-683-3144 Fax 301-945-4341 bethesda.porschedealer.com

Euroclassics Porsche 11900 Midlothian Turnpike Midlothian, VA 804-794-3399 Fax 804-794-9771 euroclassics.porschedealer.com

Porsche Silver Spring 3141 Automobile Boulevard Silver Spring, MD 844-413-6929 Fax 301-890-3748 silverspring.porschedealer.com

Checkered Flag Porsche 2865 Virginia Beach Boulevard Virginia Beach, VA 757-687-3483 Fax 757-687-3490 checkered-flag.porschedealer.com

Porsche of Arlington 3154 Jefferson Davis Highway Arlington, VA 703-684-8835 Fax 703-518-0467 arlington.porschedealer.com

March 2018

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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

28

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

March 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

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Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you

Contact these Mazda dealers for all your parts needs: Brown’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

March 2018

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COVER

STORY

INSIDE

An In-Depth Look at

OFESSION PR EPAIRER AL R

WMABA’s Collision

P.R.E.P.

The 2018 NORTHEAST® Automotive Services Show is right around the corner (March 16-18), and WMABA and the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) are excited to share the full slate of classes that will comprise the debut of the Collision P.R.E.P. [Professional Repairer Education Program] series.

With 17 classes hosted by some of the biggest names in the industry, the Meadowlands Exposition Center in Secaucus, NJ will be worth the drive up – or even flight – from the WMABA region or beyond.

“Our WMABA Board and membership are excited to team up with AASP/NJ to host the Collision P.R.E.P. program and give the Eastern US the opportunity to participate in national-level learning from the industry’s leading experts,” says WMABA Executive Director Jordan Hendler. “It may be a bit of a drive or a short flight, but it will be well worth the effort. If you missed going to SEMA and SCRS’ Repairer Driven Education, then you want to make sure to get you and your team to NORTHEAST!” Kicking off the show is a presentation by Database Enhancement Gateway (DEG) Administrator Danny Gredinberg

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March 2018

ED

U C AT I O N PROGRA M

entitled “The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan.”

Gredinberg’s main goals for the presentation are to meet new and potential DEG users and “continue spreading the awareness of the DEG as well as various resources available Danny Gredinberg at no cost to parties involved in repair planning and the repair process.”

Gredinberg hopes that attendees will leave with the ability to better embrace the complexities involved in plotting a proper repair.

“Modern repairs require modern repair planning strategies.

Some of these tips may not be considered new, but having a constant reminder of the ongoing changes and overcoming obstacles with

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A must-attend event.

BY KRISTEN DALLI AND JOEL GAUSTEN

FRIDAY, MARCH 16 SHOW HOURS 5pm - 10pm 2pm | Upstairs Press Room (Main level)

The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan Danny Gredinberg, Database Enhancement Gateway 5pm | NORTHEAST Room A (Main level)

Riveting and Bonding, and Other Repair Operations & Procedures Dave Gruskos, Reliable Automotive Equipment 7pm | PREP Room 1 (Pavilion level)

Write it Right, with Life Nuggets to Live By Mike Anderson, Collision Advice

SATURDAY, MARCH 17 SHOW HOURS 10am - 5pm 10am | PREP Room 1 (Pavilion level)

OEM Repair Panel: Becoming a Certified Repairer and Understanding the OEM Repair Procedures Panelists: Dave Gruskos, Reliable Automotive Equipment; Aaron Clark, Assured Performance Network; Larry Montanez, P&L Consultants; Barry Dorn, Dorn’s Body & Paint; Bill Hawkins, BMW of Annapolis; Mark Allen, Audi USA; Moderator: Gary Wano, Jr, GW & Son Auto Body 12:30pm | PREP Room 1 (Pavilion level)

Write it Right, with Life Nuggets to Live By Mike Anderson, Collision Advice 12:30pm | PREP Room 2 (Pavilion level)

Structural Repair Methods – Critical in Today’s Vehicles with Advanced Technologies K. Michael Bradshaw, K&M Collision Center 12:30pm | PREP Room 3 (Pavilion level)

Developing and Delivering Effective Written and Verbal Negotiation Practices Keith Manich, ATI 3pm | PREP Room 1 (Pavilion level)

Severity Doesn’t Matter and How to Manage Insurer Expectations Tim Ronak, AkzoNobel Coatings 3pm | PREP Room 2 (Pavilion level)

Diagnostics, Calibrations and Programming: Understanding Shop Liability in this New Era and How to CYA! Panelists: Chuck Olsen, AirPro Diagnostics; Aaron Clark, Assured Performance Network; Paul Sgro, Lee’s Garage; Larry Montanez, P&L Consultants, Greg Potter, Equipment and Tool Institute; Robert Gruszczynski, VW/Audi America; Moderated by Michael Quinn, AirPro Diagnostics 3pm | PREP Room 3 (Pavilion level)

Three Keys to Receiving Proper Compensation for a Proper Repair and What to Do When They Say NO: Education, Documentation and Collaboration John Niechwiadowicz, QLC, Inc. and Jerry McNee, Ultimate Collision Repair 5pm | NORTHEAST Room A (Main level)

Anatomy of a Lawsuit – Crash Testing for Evidence Todd Tracy, The Tracy Law Firm

SUNDAY, MARCH 18 SHOW HOURS 10am - 3pm 10am | PREP Room 1 (Pavilion level)

The Time is Now! An Update on Scanning and Calibration Jake Rodenroth, asTech 10am | PREP Room 2 (Pavilion level)

Developing an Effective Digital Marketing Strategy that Will Grow Your Business Lee Emmons & Brent Betts, AP Media 10am | PREP Room 3 (Pavilion level)

The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan Danny Gredinberg, Database Enhancement Gateway 12:30pm | PREP Room 1 (Pavilion level)

Basics of Blueprinting John Shoemaker, BASF 12:30pm | PREP Room 2 (Pavilion level)

Social Media Mania Jim Saeli, Management Success 12:30pm | PREP Room 3 (Pavilion level)

Alignment to Calibrations: A New Focus on Body Shop Profitability Michael D’Ercole, Hunter Engineering; Robert Barbieri, Hunter Engineering; Paul Stern, Liftnow Automotive Equipment

HD0318.qxp_Layout 1 2/8/18 4:35 PM Page 32

COVER STORY each damaged vehicle presents new opportunities of educating ourselves.”

Gredinberg doesn’t want participants to forget that the DEG (available at degweb.org) and its services are completely free to users.

Taking complete advantage of this resource can only be beneficial.

Above all, he is excited to present for the strong community of industry professionals at NORTHEAST. “NORTHEAST has lots of people with similar interests and

Mike Anderson

passions coming together as a group to unite. People want to attend and learn so they can take knowledge back to their everyday activities and apply them.”

Legendary industry speaker Mike Anderson (Collision Advice) will return to NORTHEAST to present “Write it Right, with Life Nuggets to Live By” on Friday and Saturday. Although he spends hundreds of days a year traveling across America on behalf of the industry, NORTHEAST remains one of his favorite destinations.

“I think the biggest thing is the quality of the equipment vendors there. I get the opportunity to go to a lot of local trade shows around the country – and they’re all good – but NORTHEAST is like a mini SEMA! That, combined with the education track they have there is, very, very impressive.”

Additionally, this longtime WMABA participant and past Board member is thrilled to see Hendler and the rest of the association join up with AASP/NJ to create this year’s education series.

“Knowing Jordan and her passion for the industry – as well as her connections – I’m excited to see what the change will bring and confident that it will be as good – if not better – than what we’ve seen in the past.”

Of course, Collision P.R.E.P. will also devote Todd Tracy time to easily the biggest news story to hit the

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collision field in years. Texas-based attorney Todd Tracy will present “Anatomy of a Lawsuit – Crash Testing for Evidence,” an extensive overview of both the verdict in the John Eagle Collision case and the recent crash tests Tracy had performed in California on aftermarket parts. “[My seminar] will educate and inform [attendees] on how to potentially stay away from a bankrupting kind of liability exposure, number one. Number two, it will give them the ammunition so that they can now fight the insurance companies when they tell [shops], ‘Oh, no, our aftermarket parts that we’re insisting you use are just as safe and reliable – and provide equal protection – as OEM parts.’ That’s just flatout wrong, because we now have scientifically based evidence that refutes that statement. Number three, this will get these guys engaged to realize that there is finally a fight going on that they have a chance of winning.”

Tracy is confident NORTHEAST’s size and popularity will serve a critical role in getting this all-important information out to the industry.

“I think the larger audiences serve a great purpose because of social media. If I can get those people engaged, enraged, pumped up and off the sidelines and into the arena, then I know they’re going to send out some emails or post something somewhere, and social media’s going to pick it up.”

Collision P.R.E.P. will also feature two unique panel discussions on Saturday. The first is “Becoming a Certified Repairer and Understanding the OEM Repair Procedures,” which will be moderated by Gary Wano, Jr. (GW & Son Auto Body) and include Dave Gruskos (Reliable Automotive Equipment), Aaron Clark (Assured Performance Network), Larry Montanez (P&L Consultants), WMABA Past President Barry Dorn (Dorn’s Body & Paint), WMABA Vice President Bill Hawkins (BMW of Annapolis) and Mark Allen (Audi USA). “[This panel] will give attendees the ability to hear and see firsthand knowledge of what current and future OEMs are looking for in their repair programs and what that will look like long term in the future,” shared Dorn. “Right now, we’re at the tip of the iceberg, but there’s a lot more that’s going to be coming down from all of the OEMs that will impact almost everyone…Now is the time that all of us can finally agree that there is no other way to repair a car other than what the OEM requires.

There’s no longer that gray area that has existed for far too many years.”

In addition, Dorn thinks there’s no better time than the present for WMABA-area shops to make the trip to NORTHEAST. “The NORTHEAST show brings together all the industry vendors and leaders in one location, and it allows you to see and speak to just about anybody

HD0318.qxp_Layout 1 2/8/18 4:35 PM Page 33

within that three-day period. The expense and the travel of going to other shows can be time-prohibitive or cost-prohibitive to a lot of shops.

NORTHEAST allows techs, owners, managers – everybody – to come to one place and experience new and exciting education that’s never been offered in the Mid-Atlantic or Northeast region.”

In addition to exhibiting at NORTHEAST for the first time, AirPro Diagnostics will have a critical presence in Collision P.R.E.P. through Executive Director of Operations Chuck Olsen’s participation in the second Saturday panel, “Diagnostics, Calibrations and Programming: Understanding Shop Liability in this New Era and How to CYA!” Other panelists scheduled to appear include Aaron Clark, Paul Sgro (Lee’s Garage), Jay Horak (Auto Enginuity), Greg Potter (Equipment and Tool Institute) and Larry Montanez.

Gary Wano, Jr. AirPro Diagnostics’ Michael Quinn will serve as moderator.

Olsen hopes that the discussion will enlighten attendees on both the potential liabilities of improper diagnostics and the major differences between OEM position statements and specific service information.

“Position statements have really raised awareness. However, the

position statement is really just leading you to the service information.

That’s really where you need to go. Even if you do a pre- and post-repair scan, a scan tool can’t tell you that an alignment has been changed and the steering angle sensor needs to be recalibrated. That’s in the specific service information.

“Some OEMs haven’t released statements on preand post-repair scanning,” he adds. “In some of these cases, the automaker’s position is that the requirement about scanning is already made in the service manual.”

NORTHEAST mainstay John Niechwiadowicz will be on hand to present “Three Keys to Proper Compensation for a Proper Repair and What to Do When They Say NO: Education, Documentation and Collaboration” alongside AASP/NJ President Jerry McNee. “Our goal is to generate healthy discussion among the attendees with the objective of taking positive steps toward writing a more complete and accurate repair plan in such a way that a shop is fairly reimbursed for all operations that are performed,” Niechwiadowicz says. “We’re hoping the attendees will walk out with solid action steps for taking better advantage of the resources they currently have at their

March 2018

33

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COVER STORY disposal. We’ll discuss utilizing your customers as repair allies, effective alternative parts usage policies, how to address ‘we don’t pay for that’ and many more topics that should prove to be useful on a daily basis.”

As someone who has seen NORTHEAST steadily expand over the years, Niechwiadowicz views it as an exceptional

venue for the Collision P.R.E.P. classes offered to attendees.

“In my opinion, NORTHEAST has grown into the standard for what a regional event should be. The evolution of the event continues to amaze and impress me year after year. The size of the show, the number of attendees, the number and quality of the exhibitors and the

current and relevant training sessions are all just phenomenal.”

As for his own presentation, he most looks forward to facilitating a free-flowing, open conversation with attendees.

“One of the differentiating features that we really pride ourselves on is the level of dialogue among participants. This is not a

John Niechwiadowicz

boring lecture, but an engaging, interactive exchange of information. We regularly receive feedback on how much people enjoy that aspect of our seminars.”

Tim Ronak (AkzoNobel Coatings) will be hosting a seminar at NORTHEAST 2018 that is designed to change attendees’ perspectives on severity. “Severity Doesn’t Matter and How to Manage Insurer Expectations” will not only dive into where severity comes from, but also explore the factors that give it credibility (or don’t).

“The goal of this class is to help industry participants understand that there are metrics used to ‘assess’ their performance that are not based on meaningful or reliable measurement… In turn, these coercive ‘measurements’ are purported to be ‘negative’ indicators intended to change behavior. In many cases, any changes are simply an absorption of procedures and costs by repairers and have no meaningful impact on the actual measured statistic.

“Shops need to understand that when measuring statistics of sample size, sample

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March 2018

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standard deviation and vehicle brand and model all affect severity more than changes in their procedure choices,” Ronak adds.

“Attempting to measure the individual procedure or part changes based on a single vehicle – or even 20 vehicles – is not something that can be measured reliably.”

Ronak is looking forward to presenting at NORTHEAST, saying, “The trade show is creating a legacy of providing valuable information [and] a forum for repairers to both learn and engage with providers of that information.”

Wheel Collision Center Tim Ronak

Your experience at NORTHEAST is guaranteed to leave you with invaluable knowledge from the most reliable industry sources to bring back to your own business.

The full slate of classes is now available online, and registration is open! To register for NORTHEAST 2018 and Collision P.R.E.P. courses (and for more information on individual sessions), visit aaspnjnorth east.com. H&D

For information on hotels close to NORTHEAST®, visit aaspnjnortheast.com/ hotel-area-info.

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March 2018

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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

© 2018 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

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TECHNICAL

FEATURE Why You Need to be at

I’ve been writing articles for Hammer & Dolly for approximately 10 years, and you all know that I’m not somebody who wastes time sugarcoating things. I’m not here to play games or be politically correct; I’m here to give it to you straight, tell you what’s going on with today’s vehicles and do my part to make sure you get the right information instead of depending on some of the asinine comments that you find online about proper procedures. That’s my job, and it’s your job to get as much real knowledge and training as you can.

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March 2018

The only way to figure out how to do a job right is to speak directly with the experts in the industry – not the clowns or selfproclaimed experts – and actually learn from and retain what they tell you. I try to give you a lot of no-nonsense facts and perspectives

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Time to hit the road.

BY LARRY MONTANEZ III, CDA

with my articles, but nothing beats actually having a real face-to-face conversation and cutting through the lies and misinformation out there. The best chance you all have right now to connect with me for a real talk is at the NORTHEAST Automotive Services Show that will be happening up in New Jersey later this month.

At NORTHEAST, I’ll be part of a special panel called “Becoming a Certified Repairer and Understanding the OEM Repair Procedures.” WMABA Vice President Bill Hawkins, WMABA Past President Barry Dorn, Dave Gruskos from Reliable Automotive Equipment, Mark Allen from Audi, Aaron Clark from Assured Performance Network and certified repair facility owner Gary Wano, Jr. will all be on the panel with me. You don’t need to look any further than the name of the panel to know why you need to be there. Even if certification is not something you’re considering right now, you need to attend this session to understand what the OEMs are looking for in repair facilities and how they want their vehicles fixed.

I will also be on board for a panel called “Diagnostics, Calibrations and Programming: Understanding Shop Liability in this New Era and How to CYA!” Aaron Clark, Paul Sgro from Lee’s Garage, Chuck Olsen from AirPro Diagnostics and Greg Potter from the Equipment and Tool Institute are among the the other guests, and we’ll be discussing what you need to know about performing (and documenting) scans and why clearing codes is only part of the process. Make no mistake – this is information you need to have on your shop floor every day.

I’m teaching all over the country these days, and I can tell you that NORTHEAST is the best way for WMABA members to get what they need to thrive and survive in this business

without having to book a flight. WMABA and AASP/NJ have done a great thing by getting so many industry specialists in one place. You’re going to get guys like Mike Anderson, Dave Gruskos and tons of OEM representatives.

These are people you don’t typically get to see in your area, and they’re all going to be there.

You’re also going to get vendors from every area of our industry right in front of you. What’s this going to cost you? A tank or two of gas and maybe a stay at a hotel? For that kind of help?

If you don’t make it to the show, then you’re missing the boat.

Let me tell you what I want from you when you come to the show.

Two words: Be stupid.

Nobody in this industry knows everything, so come in prepared to ask questions.

Now, let me tell you what I want from you when you come to the show. Two words: Be stupid. Nobody in this industry knows everything, so come in prepared to ask questions. Take notes during the panels I’m on and every seminar you attend that weekend, and then ask questions. Don’t be afraid of your knowledge gaps; fill them by being open to talking with us. I’d rather see you ask something you think is silly than see you make a ludicrous mistake on someone’s car. The only dumb questions are the ones that are never asked. Don’t take notes and then never look at

them again – use them to better educate yourself.

Here’s some more pre-show advice: Don’t come up with a bunch of questions and immediately jump on Facebook or some other dopey website to get an answer on something I said. Again, I’m going to be right there. If you think of something on the ride home or just feel more comfortable asking me something in private, then call my cell or send me an email.

My contact information is at the end of this article. If you’re trying to learn how to do things the right way, I’ll always make time for you.

If you work in this industry, it’s your job to stay up to date on how quickly things are changing. Did you know it can take longer to properly diagnose damage in a modern vehicle than it does to actually repair it? Do you have the equipment you need to do correct pre- and post-repair scans? Have you ever wanted to talk with me regarding something I wrote in this magazine? Here’s your chance to get answers and facts you won’t get anywhere else within driving distance. You’d be a fool not to take that opportunity.

As always, feel free to contact me if you have any questions or concerns. For more information on the show, go to aaspnjnortheast.com. 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.

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Unsurpassed Quality.

Genuine Hyundai Parts.

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

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

March 2018

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

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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

March 2018

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VICE PRESIDENT’S

Bill Hawkins

(410) 349-2578 whawkins@mybmwannapolis.com

MESSAGE HELP US HELP YOU

Wow, time really flies.

It is hard for me to believe that it has been over a year since I joined this amazing group of collision repair professionals at WMABA. In addition to that, it’s been over five years since I left the West Coast to truly see how the other half lives. It has been a learning experience to say the least. From all appearances, it doesn’t appear that the learning will ever stop.

Like many in our industry, I found the events of the last 12 months eye-opening and,

frankly, a little bit daunting. A multimillion-dollar verdict against a shop like the one we’ve seen with the John Eagle case is something that most facilities would never be able to rise above. Of course, the most important thing to keep in mind here is that lives could potentially be put at risk every time we repair a customer’s vehicle. I think it is high time we buckle down and realize that recent events represent an opportunity for us to re-define ourselves as an industry – and that begins with how we conduct our daily operations.

The importance of training in our current industry cannot be overstated, and I urge all WMABA members to take it upon themselves to actively participate in the association.

Don’t just pay your dues and toss your copies of Hammer & Dolly onto the coffee table in the customer lounge.

As an exercise, I recently started going through years of back issues of this magazine. As I skimmed the articles, it became clear that there are several major national issues that will hit our backyard very soon. WMABA has been ahead of the curve on training for years, and we need you to join us in advocating for a better business environment for all. We all need to work together to ensure that the “computers on wheels” hitting our shops are repaired in a safe, professional and reliable manner.

Lastly, I would like to echo the appeals of our former president, Mark Schaech, and our longtime executive director, Jordan Hendler, in asking all of you to take 10 minutes and fill out our Labor Rate Survey every time we launch it. As we advocate for the interests of our members, it really helps us to have the data to back up our positions – and we need you for that information. To paraphrase Jerry Maguire – one of the most famous sports agents ever – “Help us help you.”

I am honored to serve this great organization, and I look forward to this new year and hopefully meeting more of my fellow collision repair pros throughout 2018. My email inbox is always open. 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: __________________________________ 42

March 2018

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March 2018

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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!”

ToyotaPartsAndService.com

©2014 Toyota Motor Sales, U.S.A., Inc.

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

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

March 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

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

Position Your Business as a Leader!

OFFICERS

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

VICE PRESIDENT: Bill Hawkins whawkins@mybmwannapolis.com 410-349-2578

SECRETARY: Phil Rice

TREASURER: Barbara Chase barbara@siskautobody.com 301-855-5525

phil@ricewoods.com 540-846-6617

BOARD OF DIRECTORS

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

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

Kevin Burt Barry Dorn bdorn@dornsbodyandpaint.com kevinburt@walkermillcollision.com 301-336-1140 804-746-3928

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 WMABA’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 nation’s leading collision repair magazines, Hammer & Dolly.

EXECUTIVE DIRECTOR: Jordan Hendler jordanhendler@wmaba.com 804-789-9649 Ben Gibson bgibson@richmondmarinecenter.com 804-355-8151

Ashley Kruger akruger@baughautobody.com 804-285-8045

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

Contact Executive Director Jordan Hendler to find out how WMABA can amplify YOUR voice in the collision repair industry.

Danny Szarka danny@dynamiccollisionservices.com 410-525-1000

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

March 2018

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ADVERTISERS’ INDEX

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March 2018

American Honda Motor Co. . . . . . . . .IBC

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

AkzoNobel . . . . . . . . . . . . . . . . . . . . .17

Mazda Group . . . . . . . . . . . . . . . . . . .29

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

MINI Group . . . . . . . . . . . . . . . . . . . . .37

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

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

BASF . . . . . . . . . . . . . . . . . . . . . . . . .4

Mopar Group . . . . . . . . . . . . . . . . . . .25

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

Nissan Group . . . . . . . . . . . . . . . . . . .25

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

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

Chesapeake Automotive Equipment .19

O’Donnell Honda . . . . . . . . . . . . . . . .35

Crashmax Equipment . . . . . . . . . . . .33

Packer Norris Parts . . . . . . . . . . . . . .36

Empire Auto Parts . . . . . . . . . . . . . . .19

Porsche Group . . . . . . . . . . . . . . . . . .27

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

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

Ford Group . . . . . . . . . . . . . . . . . . . . .43

Reliable Automotive Equipment . . . . .15

Future Cure/DriveBlueBuzzard.com .34

Spanesi . . . . . . . . . . . . . . . . . . . . . . . .23

GM Parts Group . . . . . . . . . . . . . . . . .28

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

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

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

Hyundai Group . . . . . . . . . . . . . . . . . .40

VW Group . . . . . . . . . . . . . . . . . . . . . .24

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

Wheel Collision Center . . . . . . . . . . . .35

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