Hammer & Dolly April 2018

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www.wmaba.com

April 2018 Volume 12, No. 4 $5.95

LABOR AND LEARNING: TIME TO GET SERIOUS ABOUT RETAIL RATES WMABA’s Labor Rate Survey Results - Part 1

www.grecopublishing.com

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April 2018

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April 2018

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CONTENTS April 2018

33 COVER STORY LABOR AND LEARNING: TIME TO GET SERIOUS ABOUT RETAIL RATES WMABA’S LABOR RATE SURVEY - PART 1

What the region charges for non-DRP work.

BY KRISTEN DALLI

NATIONAL NEWS 20 LKQ FILES SUIT AGAINST DEPARTMENT OF HOMELAND SECURITY The seizures of grilles leads to a legal showdown.

INDUSTRY ADVICE: ASK MIKE 24

WHAT ARE SOME WAYS THAT A SHOP CAN DETERMINE A REALISTIC RETAIL LABOR RATE?

DEPARTMENTS 8 8

Editor’s Message JOEL GAUSTEN

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WMABA Sponsorship Page

Determining rates and profits in the real world.

GUEST FEATURE 28

THE BUILDING FRUSTRATION WITH DISREGARDING OEM PROCEDURES

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WMABA Membership Application

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WMABA Golf Outing Announcement

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WMABA Board of Directors

BY KEITH MANICH

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DANNY SZARKA An active member makes a new beginning.

What’s WMABA Up To?

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Repairing with the correct information.

MEET THE BOARD

Calendar of Events

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Advertisers’ Index

Stock Images © www.istockphoto.com

April 2018

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Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS CLASS LISTINGS April 2, 2018

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Dick’s Automotive Paint & Supply, Parkersburg, WV

April 10, 2018 SCRS OPEN BOARD OF DIR ECTORS MEETING & ELECTIONS The Westin Westminster Westminster, CO For more info, visit scrs.com

April 11, 2018 SCRS Repairer Roundtable & Awards & Corporate Members Industry hip Recognition Luncheon The Westin Westminster Westminster, CO For more info, visit scrs.com

April 11-12, 2018 Collision Industry Confere nce The Westin Westminster Westminster, CO For more info, visit ciclink. com

May 16, 2018 WMABA Golf Outing - 1:00 pm Shotgun Start Heritage Hunt Golf Club Gainesville, VA

SECTIONING OF STEEL UNITIZED STRUCTURES

Dick’s Automotive Paint & Supply, Parkersburg, WV

April 4, 2018

AUTOMOTIVE FOAMS

Finish Master – Springfield, Springfield, VA

April 5, 2018

SQUEEZE-TYPE RESISTANCE SPOT WELDING

FinishMaster – Fredericksburg, Fredericksburg, VA

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

FinishMaster – Springfield, Springfield, VA AUTOMOTIVE FOAMS

Auto Parts Plus (formerly Uni-Select USA), Baltimore, MD

UNDERSTANDING THE CYCLE TIME PROCESS

Gaithersburg High School, Gaithersburg, MD

April 10, 2018

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Tidewater Community College, Chesapeake, VA

April 12, 2018

FULL-FRAME PARTIAL REPLACEMENT

Alexandria Training Center, Alexandria, VA

STEEL UNITIZED STRUCTURES TECHNOLOGIES & REPAIR

Tidewater Community College, Chesapeake, VA MEASURING

PLASTIC & COMPOSITE REPAIR

FinishMaster – Springfield, Springfield, VA

April 19, 2018

CORROSION PROTECTION

Tidewater Community College, Chesapeake, VA PLASTIC & COMPOSITE REPAIR

Gaithersburg High School, Gaithersburg, MD

April 21, 2018

ADHESIVE BONDING

Fairfield Inn & Suites, Easton, MD CORROSION PROTECTION

Fairfield Inn & Suites, Easton, MD

April 26, 2018

ADHESIVE BONDING

Alexandria Training Center, Alexandria, VA

COLOR THEORY, MIXING TONERS & TINTING

Tidewater Community College, Chesapeake, VA

Gaithersburg High School, Gaithersburg, MD

May 2, 2018

2015 FORD F-150 STRUCTURAL REPAIR TRAINING COURSE

May 3, 2018

April 17, 2018

FinishMaster, Springfield, Springfield, VA

COLOR THEORY, MIXING TONERS & TINTING

Manheim Harrisonburg Auto Auction, Harrisonburg, VA STRUCTURAL STRAIGHTENING STEEL

Tidewater Community College, Chesapeake, VA

HAZARDOUS MATERIALS, PERSONALY SAFETY & REFINISH SAFETY (EVENT FULL)

Frederick Co. Career & Tech, Frederick, MD

COLOR THEORY, MIXING TONERS & TINTING

Delcastle Technical High School, Wilmington, DE

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April 18, 2018

April 2018

REPLACEMENT OF STEEL UNITIZED STRUCTURES

FinishMaster – Springfield, Springfield, VA CORROSION PROTECTION

FinishMaster – Fredericksburg, Fredericksburg, VA

May 10, 2018

SECTIONING OF STEEL UNITIZED STRUCTURES

Gaithersburg High School, Gaithersburg, MD

May 16, 2018

STRUCTURAL STRAIGHTENING STEEL

FinishMaster – Springfield, Springfield, VA

May 17, 2018

PLASTIC & COMPOSITE REPAIR

Auto Parts Plus (formerly Uni-Select USA), Baltimore, MD STRUCTURAL STRAIGHTENING STEEL

Gaithersburg High School, Gaithersburg, MD

May 24, 2018

PLASTIC & COMPOSITE REPAIR

Fairfield Inn & Suites, Easton, MD

VEHICLE TECHNOLOGY TRENDS & DIAGNOSTICS OVERVIEW

Frederick Co. Career & Tech, Frederick, MD

May 26, 2018

FULL-FRAME PARTIAL REPLACEMENT

McClintic Public Library, Marlinton, WV

MEASURING

Auto Parts Plus (formerly Uni-Select USA), Baltimore, MD

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Gaithersburg High School, Gaithersburg, MD FULL-FRAME PARTIAL REPLACEMENT

James Rumsey Technical Institute, Martinsburg, WV

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 LET’S PLAY DOCTOR! In a few short months, I’ll enter my 18th year covering the American collision repair industry. When I look through some of my earliest stories, I’m blown away by just how much this industry has changed since my first day on the job. Vehicle technologies have expanded beyond anyone’s wildest expectations, while the idea of a customer checking the status of a repair on a smartphone was something straight out of The Jetsons back when I started out. Unfortunately, one very critical issue hasn’t changed: Shops still have to battle insurers to get paid for many of the procedures they perform.

I have the privilege of knowing some of the most professional and forward-thinking facility owners in the country. These are folks who’ve made the necessary investments in equipment and training to repair the high-tech vehicles

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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hitting the marketplace. They are committed to following OEM guidelines and documenting every step they take to get their customers back on the road. Unfortunately, many of these people are left with a short-pay for their efforts when an insurer steps in and says that a procedure – even something as important as scanning – is only a “recommendation” by the OEM and not something that warrants compensation. When faced with this dilemma, some shops swallow the loss, others get the customer involved and a few go so far as to take the matter to court.

I will not endorse any decision here (as each owner needs to determine what’s best for their business), but I will say this: If I woke up tomorrow morning with a serious illness, I would seek out the expertise of a medical professional. I wouldn’t just take a picture of where I felt bad and ask a claim rep at my health insurer to make a diagnosis. As an insurance customer, I understand that every policy (whether health or auto) comes with deductibles and exclusions. If I faced something serious with my health, I would absolutely get the treatment I needed to stay alive. I would never accept a doctor telling me, “Your insurer won’t cover this X-Ray, so we’re going to skip it and give you Advil instead and hope for the best.” I’m an adult. I know the limits of my health insurance policy, and I would rather bite the bullet financially to get what I need to keep going. Are collision repairers as important as doctors? Ask the couple who sued John Eagle Collision that question.

As a realist, I appreciate the fact that the point of this message is a pie-in-the-sky scenario to some. I’ve been around long enough to truly empathize with those of you who bow to the pressures that outside parties present to you. That said, you need to ask yourself whether you are a cog in someone else’s machine or a collision repair safety professional. Are you willing to look the other way when an OEM tells you to do something, or do you view your shop as a medical facility for cars? I know who I’m calling the next time I get really sick or get in an accident – regardless of the effect it could have on my bank account. H&D

April 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

April 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

April 2018

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EXECUTIVE DIRECTOR’S

MESSAGE

LABORING OVER LABOR RATES

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

unseen by the general consumer. From my

vantage point, it seems relatively impossible to perform a quality and safe repair for the bottom dollar. Negotiating with an insurer about procedures, parts or electronics is

pretty much guaranteed for all OEM-certified repairers because other repairers in the

marketplace don’t even research how to do it

correctly. Talk about an unfair position: You’re negotiating against your own peers – who really aren’t your peers, are they?

Do yourself – and your employees – the

favor of researching for yourself about what a The Labor Rate Survey is not a labor of

love, but it does teach us a lot about this

industry. Generally speaking, I don’t think enough owners or managers treat their

service and more. Because it’s “all the

insurance company pays,” they just complain about it and move on.

Worse than that, some business models

Labor Rate would be for your individual business. Know your numbers: All your

overhead, equipment investments, etc. From there, you can know what a reasonable

Labor Rate for your business is and negotiate

collision shops with the same regard that

will accommodate the lowest price by cutting

“set” by someone else, new business owners

next job. To me, that’s just trading dollars –

results, but it is okay if you are an outlier

have to buy back after it was totaled due to a

every region, there are variables like property

other businesses are forced to. If a price isn’t

find themselves doing research into how their

overhead, market conditions, human

resources and customer acquisition will lead

to what they can fairly charge to make a

profit.

The artificial market created by

insurance company reimbursements has

killed the industry’s drive to learn all they can

about profitability, marketing, customer

corners to still make enough money to do the and sometimes that bites hard with a car you poor repair. Even the Walmart-style setups that try to make it up on volume don’t

produce work that is consistently in line with

accordingly.

We have the range of each region in the

based on your calculations. Even within

taxes, wage limitations or other factors that make your situation unique. H&D

what the OEM would deem quality based on procedures, equipment, parts or training.

The Labor Rates are the tip of an

iceberg that still remains under water or

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

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April 2018

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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

April 2018

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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

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

April 2018

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

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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

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

April 2018

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NATIONAL

NEWS LKQ Files Suit against Department of Homeland Security On February 7, LKQ Corporation and Keystone Automotive Industries, Inc. filed a lawsuit in the Delaware District Court against the United States Department of Homeland Security and Homeland Security Secretary Kirstjen Nielsen after thousands of non-OEM grilles that LKQ were importing began being seized by customs officers last spring under the guise of trademark infringement. LKQ and Keystone call the detention and seizure of these items “arbitrary, capricious, an abuse of discretion or otherwise not in accordance with law.�

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Customs officials vs. aftermarket parts.

The complaint alleges that in April 2017, United States Customs and Border Protection (the largest federal law enforcement agency of the Department of Homeland Security) began a campaign “of erroneously applying the Tariff Act” to LKQ’s imported repair grilles. This campaign has since resulted in more than 165 seizures and what LKQ and Keystone call “the unlawful detention, seizure and threatened forfeiture of thousands of LKQ’s products embodying hundreds of different grille designs.”

The seizures took place in Long Beach, California; International Falls, Minnesota; and Savannah, Georgia. In each instance, Customs and Border Protection contended that the seized grilles were “counterfeit” of one or more of the registered and recorded automaker trademarks for Ford, BMW, Chrysler, Honda, Hyundai, Toyota and Mazda.

In the filed complaint, LKQ argues that the seized grilles did not infringe on trademarks for Ford and Chrysler grilles and “cannot be considered counterfeit because they are authorized to be manufactured, imported and sold pursuant to confidential design patent license agreements that LKQ entered into” with those automakers. Additionally, LKQ notes that it had contacted each of the remaining automakers to request that they provide consent to Customs and Border Protection for LKQ to import the non-OEM products.

However, only BMW did so by the time of the filing, while the other vehicle manufacturers have “refused to provide said consent despite full awareness of the legality of LKQ’s activities under the law.”

According to a February 8 story on law360.com, LKQ is alleging that “the parts aren’t counterfeit because many final agency reports ‘concede’ that a number of them were not ‘virtually identical’ to the automakers’ trademarks.” Additionally, the suit argues that “LKQ’s repair grilles are not likely to cause confusion amongst purchasers or the relevant public.”

LKQ is seeking “relief from baseless and excessive fines,” the release of any detained, seized or “imminently-to-be-forfeited” repair grilles and the waiver of any associated storage fees and costs. Additionally, they are asking to be awarded “damages in an amount to be determined in the course of litigation.”

Hammer & Dolly’s requests to LKQ for a comment on the case were not returned by press time. H&D

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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

April 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

April 2018

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INDUSTRY

ADVICE

ASK MIKE

What are some ways that a shop can determine a realistic retail Labor Rate?

This month, we “ASK MIKE” to discuss ways that a shop can determine a realistic retail Labor Rate. We at Hammer & Dolly hope you 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 industry-related matter that he can answer in a subsequent issue.

Hammer & Dolly: This issue of Hammer & Dolly presents a view into what the WMABA market looks like right now in terms of what people are charging for retail Labor Rates. Since you have the benefit of working with shops all over the country and seeing how different facilities operate, what do you see as some of the

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April 2018

primary things that they should keep in mind when they’re looking to develop a rate away from whatever arrangement they may have with an insurer?

Mike Anderson: The first thing that really amazes me is how people raise their Labor Rates. When I had my shop, I saw people raise their rates by $2. I’d say, ‘Where the heck did you come up with $2?’ They seemed to grab this fictitious number out of the sky to determine their rates, and it didn’t make sense at all. What I would do was look at the profit I would need to make so I wouldn’t have cash flow problems. Then, I would look at the equipment and training I would need to invest in over the year. I would also ask myself a series of questions. Were there any upgrades that I needed to make to my computers? How much did I need to spend on I-CAR, OEM certification and other training? Did health insurance go up? Did my utilities trend upwards? That way, I would figure out how my expenses would increase for the next year.

I developed a spreadsheet that would track my sales and my gross and net profits. If I wanted to make the same net, I would have to determine how much my sales would need to increase to offset any costs I had for equipment and other things. That was how I came up with my Labor Rate. I can tell you

that I never, ever came up with just a flat $2 amount for my Labor Rate to go up; it was always a number like $2.53 or $4.89. I based it off of my specific shop. Another thing that always amazes me is property taxes. What are the taxes in your area versus a place that’s two or 20 miles down the road?

Everybody should determine their prices for doing business in their specific area.

As I travel the country, I see a wide range of Labor Rates. In San Francisco, I’ll see a Labor Rate of $95 or more, and I’ve been in some shops up in Vermont, Maine and Massachusetts that are still in the $35-$45 range. In the Midwest, it might be $70. What I will say is that I do see a wide variety of repair times. What is hypothetically a six-hour dent in one area might only be a two-hour dent in California because of the higher Labor Rates.

In a lot of my classes, I have people bring in estimates and photos of damaged vehicles, and I see what they charge for repair time.

Those repair times do vary quite a bit around the country, and some of that is influenced by Labor Rates.

Also, I think your aluminum rate can’t be this fictitious number. It needs to be based on how much you invested in training and equipment, how many of those vehicles you think you’re going to fix over the lifespan of

HD0418.qxp_Layout 1 3/14/18 6:18 PM Page 25

Insights and advice from an industry mentor.

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. that equipment and what you think you need to make for your return on that investment. Your goal is not to make back the money you spent

on that equipment; a smart business decision might be to make about double that investment. Obviously, that needs to be calculated based off of knowing your gross profit. Aluminum rates will vary based on the OEM; some people have more money invested in training and equipment for one manufacturer than they may for another. When you study your aluminum rate, you need to decide from a business standpoint if that rate is going to be just on structural repair or if it’s going to be a different rate for something like R&I-ing a door handle or a bumper.

There’s also paint labor time. Is your paint labor going to be the same rate as the aluminum, or is it going to be just your regular door rate? Too often, people just post this generic Labor Rate without taking their various costs into consideration.

I also believe you can’t just walk in one day and raise your Labor Rate. In fairness, you need to give anybody you interact with or do business with some type of notice. I used to send out my Labor Rate letter every October, and it would say that my new rates would be effective that January 1.

There are a lot of people who will disagree with me, but I was never one of those people who had a posted Labor Rate and collected less from an insurance company. I just had a posted rate, and that was what it was. My rate was my rate whether you were a consumer or an insurance company. It never made sense to me to have two different rates.

I think looking at your material rate is

equally important. I’ve seen some areas of the country where a paint and material rate is $40, while it’s $28 in other parts of the country. At the end of the day, those products have the same list price. It’s important that shops make sure they know what their costs of business are with paint and materials, especially with these new codes that are coming out.

One of my top three favorite books is called Matsushita Leadership. In the book, Matsushita says that if you take society’s

people and society’s resources and you fail to make a profit, then you’ve committed a crime.

If you do make a profit and you don’t improve conditions in society, then you’ve committed an even bigger crime. People trusted you to come work for you, vendors have chosen to give you a credit line, a bank has loaned you money, someone has agreed to rent to you – whatever the case may be. You have an obligation to make a profit. ‘Profit’ is not a dirty word. 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).

April 2018

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GUEST

FEATURE The Building Frustration with Disregarding OEM Procedures I had a completely different topic to bring to you this month, but a recurring problem surfaced multiple times this week that made me decide it was a good time to revisit it. I’m referring to some insurers’ total disregard for the need to follow manufacturers’ requirements, recommendations or published repair procedures. Why is it that a collision repairer must ask, plead and beg to be paid for operations that the OEM clearly identifies as recommended or required to repair the vehicle properly, only to be told, “We don’t pay for that”? Why is it that insurer “estimates” don’t even recognize the need to repair a vehicle properly by the OEM’s direction? Why is it that insurers feel they have the right to pick and choose the operations they will pay for (even when they are listed in the database they use) while also ignoring not-included operations like destructive weld testing?

I find this mind-boggling given the attention paid to these operations and the time almost all manufacturers have spent with the collision repair industry communicating requirements to complete

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April 2018

them. Insurers are still disregarding countless procedures because “the guy down the street” doesn’t charge for them – forgetting the fact that he may be repairing them incorrectly. Even in the unlikely event that a repairer may not perform the operations, there should still be an acknowledgement that required operations MUST BE completed and should be the first and second lines on an insurer estimate. Here are two examples: Complete pre-repair scanning to identify electronic abnormalities after a collision.

Complete post-repair scanning to validate that the repairs have restored electronic system operational readiness.

This would make perfect sense even to a layman, especially when the insurer still insures the car when it returns to the road (in first-party losses). Think about that: They are still insuring the vehicle after the repair, but they aren’t concerned about proper repairs or proper damage identification. The insurer needs to acknowledge repair requirements.

If they feel the customer has been shortchanged in the repair process, they should pursue those who aren’t performing the repairs properly.

For most of us in this industry, the process of ensuring that safety systems function as designed is a no-brainer. Of all the operations that have to be performed, these should create the least friction when included in the repair plan. I guess we must remember that these are the same folks who ignore the fact that when blending a panel for color match, 100 percent of the preparation items for painting still have to be completed (which are allocated for refinish 75 percent of the time) – yet they want to reduce the panel labor time by 50 percent when surfacer and base are only 65 and 19 percent of the time.

But that is a topic for another month.

I work with collision shop owners in preparing long-term strategies for these “moments of confrontation” to help reduce the friction while getting paid for what they do. But it seems that there is a strategy on the other side to ignore what’s necessary in an effort to control cost no matter what. A frequent concern, which typically

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accompanies this lack of acknowledgement, is the approach used by some insurer representatives who show up unannounced, don’t say they’re finished with their estimate, throw it on the desk as they’re leaving and conclude with, “We just won’t and don’t pay for that.”

One way to help in your goal of getting paid for pre- and post-repair scanning is to include the scanning recommendation and a customer acknowledgement of the need to perform these procedures on your repair authorization form, using the same type of disclaimer that medical providers use. Have this as a line that requires initials. When the customer asks about it, let them know what is occurring. Also, tell them that they can independently submit the difference to their insurer for additional consideration since they are the insurance contract owner.

Here is an example: Scan Code Diagnostics I also understand that there will be scan code diagnostic procedures performed that are recommended or required by the vehicle manufacturer for purposes of identifying diagnostic codes in the vehicle’s computer system. These are recommended or required steps in the repair process. My insurer may or may not recognize these as necessary. Due to this fact, this authorization recognizes the need for the shop to perform them on my behalf. It may be necessary for me to pay the scanning portion of the repair invoice and then submit that portion of the bill directly to my insurer for reimbursement.

INITIALS______

DATE______

It also helps to explain to your customer that they have the right to request a written denial from their insurer when they won’t pay the complete bill. This denial letter and the

information provided by the repairer can be sent to their state’s insurance commissioner in an effort to ensure that they are reimbursed. Hopefully, if this occurs frequently enough, it will help to eliminate this situation over time for all repairers.

The repairer must protect their business, and customer education is the best way to do that. Using the repair authorization as a discussion point specific to the safety systems gives the repairer the opportunity to explain in detail how the systems will be returned to their intended functionality. The detail in this area is extremely important to the customer. The customer then becomes the repairer’s advocate in the event the insurer doesn’t want to pay for the operation.

I have spoken with hundreds of repairers who have voiced the same concerns to me in meetings around the country. What I find ironic is that the same insurer will pay for the items in one market and not in another. What changes? What makes it a policy in one market but not somewhere else?

Although it may sound basic, KNOW YOUR P-PAGES. That includes being able to access the P-Pages of the system the insurer is using. You can go to the Database Enhancement Gateway (degweb.org) to access them. If what you are trying to validate in the P-Pages isn’t clearly defined, submit an inquiry to degweb.org asking for clarification. These help the entire industry.

Repairers train to be as good as they can be when performing all needed repairs for their customers. This now includes researching and providing documentation required to support specific repair operations.

Why should it be left to the decision of a street-level insurance representative to tell a repairer that they are the final word on what’s recommended and what will be paid for?

Stand your ground. Define the need. Provide the documents. Repair it correctly and (when needed) with the customer’s support. Most importantly: Be paid properly. H&D

Automaker info matters.

BY KEITH MANICH Keith Manich began his journey through the collision repair industry as a body technician and painter over 30 years ago, progressing through management, insurance claims, automotive engineering, testing and training and technical oversight at an industry MSO. He held roles in senior management in training and research at one of the nation’s premier collision research facilities as well as traveling worldwide in his role as the center vice president. As a trainer and coach in damage analysis and damage blueprinting, he has also been responsible for developing SOPs, financial impact models, job aids and repair personnel job descriptions for collision repairers. He brings unique skill sets to the Automotive Training Institute as well as the industry. He regularly participates at collision industry events delivering immediately impactful information for collision repairers.

His passion for repair process efficiencies, oversight of established processes and the designing and implementation of new repair and production procedures is never-ending.

He has an unquenchable thirst for knowledge that has helped to provide decades of properly repaired vehicles for their owners.

He works with and is an active participant in many industry organizations such as CIC, SCRS, ASA, I-CAR, AMI and WMABA (just to name a few), and he has been a guest speaker at SEMA, NORTHEAST® and other industry conventions. His productivity tips can be seen in Hammer & Dolly, where he is a featured writer. He can be reached at kmanich@autotraining.net.

April 2018

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COVER

Knowing your retail numbers.

BY KRISTEN DALLI

STORY

LABOR AND LEARNING: TIME TO GET SERIOUS ABOUT RETAIL RATES

WMABA’s Labor Rate Survey Results – Part 1 As the annual WMABA Labor Rate Survey enters its sixth iteration, association members continue to share their regular retail non-concessionary rates for a number of procedures to provide insight into the true state of the industry in this region.

This year’s Survey also delves into questions about shops’ specific business practices and philosophies.

THIS MONTH, WE INCLUDE THE RESULTS WE RECEIVED TO THE FOLLOWING QUESTIONS:

WHAT IS YOUR RETAIL HOURLY BODY LABOR RATE?

WHAT IS YOUR RETAIL HOURLY FRAME/STRUCTURAL LABOR RATE? WHAT IS YOUR RETAIL HOURLY PAINT/REFINISH LABOR RATE? WHAT IS YOUR RETAIL HOURLY PAINT MATERIAL RATE?

DO YOU USE A PAINT & MATERIAL CALCULATOR SUCH AS PMC LOGIC, MITCHELL RMC OR PAINT LOGIC? (YES/NO) WHAT IS YOUR RETAIL HOURLY MECHANICAL LABOR RATE?

DO YOU HAVE A CERTIFIED ALUMINUM STRUCTURAL REPAIR AREA? (YES/NO) WHAT IS YOUR DAILY STORAGE RATE? (INSIDE & OUTSIDE)

WHAT IS THE TOTAL NUMBER OF TECHNICIANS EMPLOYED (BODY, PAINT AND MECHANICAL)?

WHAT IS THE SQUARE FOOTAGE OF YOUR COLLISION FACILITY? WHAT IS THE TOTAL NUMBER OF ESTIMATORS EMPLOYED?

WHAT IS THE TOTAL NUMBER OF OFFICE STAFF EMPLOYED?

Do you know how YOUR LABOR RATES COMPARE to other shops in the marketplace?

If not, read on.

April 2018

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REGION 1 BALTIMORE AREA

BALTIMORE COUNTY, MD CARROLL COUNTY, MD CECIL COUNTY, MD HARFORD COUNTY, MD HOWARD COUNTY, MD MOUNT AIRY, MD THE CITY OF BALTIMORE, MD

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017

$40 - 65 $44 - 85 $28 - 65 $23 - 44 $75 - 145 $25 - 90 $15 - 140

2016

$42 - 60 $44 - 125 $40 - 55 $26 - 44 $95 - 149 $30 - 175 $25 - 100

3,000 - 18,000 600 - 42,000

1 - 15 1-4 1-7

2 - 22 1-6 1-8

2015

$42 - 52 $48 - 75 $42 - 52 $26 - 34 $85 - 135 $35 - 125 $25 - 75

2014

2013

$42 - 52 $42 - 68 $28 - 50 $26 - 36 $76 - 120 $25 - 120 $25 - 55

$40 - 48 $45 - 85 $40 - 48 $25 - 32 $75 - 129 $25 - 80 $25 - 55

2,000 - 60,000 1,500 - 68,000

2 - 32 1-5 0-4

1 - 28 1-6 1 - 11

2 - 18

2017 Ratio of office staff to technicians 2 to 3

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017

$46.40 $55.81 $46.02 $30.56 $103.88 $53.64 $46.52 10,532

6.00 2.00 2.10

2016

$44.88 $53.46 $44.65 $29.96 $100.54 $62.26 $45.56 9,103

6.23 1.96 2.00

2015

$45.70 $54.89 $45.70 $30.11 $105.92 $62.26 $45.56 11,328

7.24 2.00 2.09

2014

$44.07 $52.93 $43.95 $29.11 $96.96 $56.70 $39.75 12,730

6.76 2.06 2.21

% “YES” to Yes/No Question

Paint Calc.

2017 2016 23.00% 22.00%

2015 2014 24.00% 10.53%

2013

Change (from

$43.07 3.39% $52.05 4.40% $43.13 3.07% $27.65 2.00% $94.95 3.32% $46.75 -13.85% $36.86 2.11% 12,381.13

7.10

2016)

15.70% -3.69% 2.04% 5.00%

2013 12.70%

The overall percentage of those surveyed who have an operating dedicated structural aluminum repair area is 14.38% REGION 2 ANNAPOLIS AREA

ANNE ARUNDEL COUNTY, MD CALVERT COUNTY, MD CAROLINE COUNTY, MD MD KENT COUNTY, MD QUEEN ANNE’S COUNTY, MD TALBOT COUNTY, MD

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2017 $42 - 52 $45 - 125 $26 - 52 $26 - 36 $70 - 145 $30 - 100 $25 - 55

2016 $42 - 50 $45 - 70 $42 - 50 $28 - 35 $75 - 145 $30 - 100 $25 - 65

2,200 - 44,000 2,600 - 44,000

1 - 19 1-3 1-8

1 - 15 1-4 1-7

2015 $42 - 50 $45 - 80 $42 - 50 $28 - 32 $70 - 130 $30 - 100 $30 - 55

2014 $42 - 48 $48 - 68 $42 - 48 $26 - 32 $70 - 130 $35 - 75 $35 - 55

2013 $40 - 48 $45 - 65 $40 - 48 $24 - 34 $65 - 115 $25 - 70 $20 - 55

2,800 - 44,000 1,800 - 44,000

2 - 17 1-4 1-7

3 - 31 1-6 1 - 10

3 - 17

2017 Ratio of office staff to technicians 2 to 3

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April 2018

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017 $46.05 $58.14 $44.45 $30.18 $102.73 $54.11 $44.37 10,387

6.18 1.82 2.18

2016 $45.16 $52.03 $45.16 $29.39 $97.84 $55.00 $47.67 11,336

6.69 2.00 1.84

DORCHESTER COUNTY, 2015 $45.37 $53.84 $45.58 $29.37 $98.00 $61.25 $43.37 12,948

7.53 2.00 2.24

2014 $44.94 $53.94 $43.88 $29.53 $97.12 $49.69 $41.18 14,358

2017 2016 2015 30.00% 34.38% 21.00%

12,843.18

7.38 2.19 2.27

7.70

2014 11.76%

2013 29.20%

% “YES” to Yes/No Question

Paint Calc.

2013 $43.80 $49.62 $43.80 $27.45 $92.36 $45.69 $36.83

Change (from 2016) 1.97% 11.74% -1.57% 2.69% 5.00% -1.62% -6.92% -8.37% -7.62% -9.00% 18.48%

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REGION 3 HAGERSTOWN AREA

ALLEGANY COUNTY, MD CLARKE COUNTY, VA FREDERICK COUNTY, MD FREDERICK COUNTY, VA GARRETT COUNTY, MD LOUDOUN COUNTY, VA WARREN COUNTY, VA WASHINGTON COUNTY, MD

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017 $43 - 54 $50 - 75 $30 - 60 $15 - 44 $68 - 128 $25 - 85 $25 - 75

2016 $42 - 80 $45 - 100 $40 - 55 $28 - 44 $50 - 140 $20 - 100 $25 - 100

2015 $42 - 48 $46 - 65 $42 - 48 $28 - 42 $65 - 109 $25 - 80 $25 - 75

2014 $42 - 65 $48 - 80 $42 - 65 $28 - 48 $60 - 100 $25 - 75 $12 - 50

1,800 - 20,000 1,152 - 40,000 3,000 - 25,000 1,200 - 30,000

3 - 12 1-3 0-4

2017

1 - 17 1-5 0-9

2016

$45.40 $56.90 $42.75 $30.50 $91.30 $50.17 $45.65

$45.54 $55.21 $45.46 $31.20 $83.85 $48.82 $46.02

8,554

10,425

6.65 1.85 1.85

6.40 1.85 2.27

4 - 16 1-5 0-5

2015

$44.96 $54.43 $44.96 $31.09 $86.30 $55.79 $44.83 9,966

8.57 2.30 2.29

2014

2 - 17 1-4 1 - 10

$45.26 $57.91 $45.26 $30.78 $83.13 $51.89 $38.86 11,197.55

6.61 1.96 1.67

2013 $40 - 50 $45 - 110 $28 - 50 $20 - 44 $55 - 105 $20 - 80 $20 - 65 1-15

2013

$43.70 $55.19 $43.04 $29.00 $86.06 $54.26 $45.19 12,692.67

7.60

Change (from 2016)

-0.31% 3.06% -5.96% -2.24% 8.88% 2.77% -0.80%

-17.95% 3.91% 0.00% -18.50%

2017 Ratio of office staff to technicians 5 to 9 % “YES” to Yes/No Question Paint Calc.

2017 38.00%

2016 16.00%

2015 9.00%

2014 21.74%

2013 11.10%

REGION 4 WASHINGTON, DC AREA

ALEXANDRIA CITY, VA ARLINGTON, VA CHARLES COUNTY, MD CULPEPER COUNTY, VA FAIRFAX COUNTY, VA FAUQUIER COUNTY, VA FREDERICKSBURG CITY, VA KING GEORGE COUNTY, VA MONTGOMERY COUNTY, MD PRINCE GEORGE’S COUNTY, MD PRINCE WILLIAM COUNTY, VA RAPPAHANNOCK, VA SPOTSYLVANIA COUNTY, VA STAFFORD COUNTY, VA ST. MARY’S COUNTY, MD THE CITY OF WASHINGTON, DC WESTMORELAND COUNTY, VA

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

Average

2017

$40 - 77 $44 - 130 $28 - 60 $28 - 55 $72 - 175 $38 - 150 $25 - 125

2016

$42 - 60 $42 - 130 $42 - 60 $26 - 65 $65 - 174 $25 - 150 $20 - 95

2015

$40 - 98 $45 - 110 $40 - 98 $27 - 50 $68 - 174 $25 - 150 $25 - 95

2014

$42 - 50 $42 - 88 $30 - 50 $26 - 35 $65 - 132 $35 - 125 $20 - 85

2013

$40 - 55 $40 - 100 $26 - 55 $22 - 45 $50 - 130 $20 - 150 $20 - 100

1,600 - 58,000 1,100 - 40,000 1,500 - 60,000 1,6000 - 66,000

2 - 33 1-8 0 - 10 2017

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

$45.86 $56.73 $44.86 $32.05 $109.13 $66.90 $58.82

Square Feet # of Techs # of Estimators # of Office Staff

8.91 2.40 2.30

11,500

1 - 25 1-5 1-7

2016

$44.72 $56.63 $44.67 $30.68 $101.30 $58.91 $53.67 11,504

7.50 2.21 2.05

1 - 44 1 - 11 0 - 14

2015

$46.13 $57.98 $46.18 $30.94 $103.93 $65.07 $55.54 12,753

8.07 2.46 2.37

2014

1 - 37 1-9 1-11

$44.42 $53.54 $44.01 $30.19 $96.38 $59.94 $50.60 14,088

7.67 2.13 2.15

1 - 37

2013

$43.59 $52.79 $43.34 $29.38 $91.88 $53.55 $46.05 14,885.15

8.90

Change

(from 2016)

2.55% 0.35% 0.43% 4.47% 7.73% 13.56% 9.60%

-0.03% 18.80% 8.60% 12.20%

2017 Ratio of office staff to technicians 1 to 2

% “YES” to Yes/No Question

Paint Calc.

2017 2016 2015 2014 2013 20.00% 29.00% 28.00% 14.12% 23.90%

April 2018

35

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REGION 6

CHARLOTTESVILLE AREA

REGION 5 VIRGINIA BEACH AREA

ACCOMACK COUNTY, VA CHESAPEAKE COUNTY, VA FRANKLIN CITY, VA GLOUCESTER COUNTY, VA HAMPTON CITY, VA ISLE OF WIGHT COUNTY, VA MATHEWS COUNTY, VA NEWPORT NEWS CITY, VA NORFOLK CITY, VA NORTHAMPTON COUNTY, VA PERQUIMANS COUNTY, NC PORTSMOUTH CITY, VA SOMERSET COUNTY, MD SOUTHAMPTON COUNTY, VA SUFFOLK CITY, VA SURRY COUNTY, VA VIRGINIA BEACH CITY, VA WICOMICO COUNTY, MD WORCESTER COUNTY, MD YORK COUNTY, VA

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

Average

2016 $42 - 85 $44 - 85 $42 - 76 $22 - 44 $65 - 135 $20 - 125 $25 - 60

3,000 - 32,000

1,200 - 45,000

1 - 30 1-4 0-8

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017 $44 - 60 $44 - 90 $40 - 56 $26 - 45 $65 - 135 $25 - 100 $25 - 80

1 - 38 1-9 1-6

2017 $46.96 $58.35 $46.08 $32.23 $95.88 $47.33 $36.67

2016 $46.69 $59.33 $46.91 $31.82 $91.91 $46.70 $36.36

2015 $45.19 $55.35 $45.06 $31.61 $88.84 $44.56 $32.78

9,842

10,372

10,757

7.20 2.00 2.04

6.51 2.00 1.93

2015 $42 - 52 $44 - 85 $42 - 52 $24 - 44 $65 - 120 $25 - 100 $15 - 60 900 - 50,000

1 - 20 1-4 1-5

5.48 1.87 1.76

2014 $44.59 $54.62 $44.03 $30.82 $85.83 $39.62 $34.57

2014 $42 - 48 $45 - 65 $42 - 48 $28 - 35 $65 - 98 $25 - 65 $25 - 50 3,000 - 22,000

1 - 20 1-4 1-5

9,308.7

6.34 2.04 2.11

Paint Calc.

36

2017 19.00%

2016 2015 2014 2013 40.00% 19.00% 13.79% 25.00%

April 2018

1 - 28

2013 Change (from 2016) $44.27 0.58% $52.78 -1.65% $44.76 -1.77% $29.35 1.29% $84.51 4.32% $40.50 1.35% $31.69 0.85% 11,228.29

8.00

2017 Ratio of office staff to technicians 5 to 9 % “YES” to Yes/No Question

2013 $40 - 55 $40 - 85 $28 - 60 $22 - 34 $40 - 110 $15 - 100 $10 - 50

-5.11% 10.60% 0.00% 5.70%

ALBEMARLE COUNTY, VA AUGUSTA COUNTY, VA BUCKINGHAM COUNTY, VA CHARLOTTESVILLE CITY, VA FLUVANNA COUNTY, VA GREENE COUNTY, VA HARRISONBURG CITY, VA LOUISA COUNTY, VA MADISON COUNTY, VA NELSON COUNTY, VA ORANGE COUNTY, VA ROCKINGHAM COUNTY, VA SHENANDOAH COUNTY, VA

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

2017 $46 - 50 $55 - 70 $40 - 50 $32 - 40 $60 - 95 $50 - 125 $10 - 50

Square Feet # of Techs # of Estimators # of Office Staff

1 - 18 1-6 0-6

Average

2016 $44 - 55 $46 - 85 $44 - 55 $32 - 40 $60 - 95 $35 - 100 $15 - 65

2015 $45 - 75 $50 - 85 $45 - 75 $32 - 45 $60 - 95 $35 - 100 $10 - 65

2014 $44 - 50 $50 - 75 $42 - 50 $30 - 42 $50 - 85 $35 - 75 $10 - 50

2013 $44 - 50 $46 - 75 $44 - 50 $32 - 46 $55 - 95 $20 - 100 $10 - 50

1,000 - 15,000 2,000 - 17,000 1,500 - 35,000 2,400 - 15,000

2017

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

$48.33 $64.55 $47.67 $34.92 $74.83 $66.00 $41.50

Square Feet # of Techs # of Estimators # of Office Staff

6.08 2.25 1.67

6,000

1 - 12 1-3 0-5

2016

$47.57 $65.78 $47.57 $34.83 $71.05 $62.00 $44.10 9,000

5.09 1.65 1.71

1 - 30 1-8 0-5

2015

$50.32 $67.26 $50.32 $35.68 $76.84 $58.75 $43.16 8,300

6.53 1.89 2.00

1 - 10 1-2 1-5

2014

$47.47 $63.71 $46.59 $35.00 $70.38 $49.58 $36.65 7,150

4.76 1.65 1.83

2013

$45.33 $61.17 $45.33 $33.83 $70.24 $51.92 $36.25

1 - 15

Change

(from 2016)

1.60% -1.87% 0.21% 0.26% 5.32% 6.45% -5.90%

7,307.69 -33.33%

4.70

19.45%

36.36%

-2.34%

2017 Ratio of office staff to technicians 2 to 3 % “YES” to Yes/No Question

Paint Calc.

2017 2016 2015 2014 2013 31.00% 9.00% 40.00% 17.65% 16.70%

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REGION 7 RICHMOND AREA

AMELIA COUNTY, VA BRUNSWICK COUNTY, VA CAROLINE COUNTY, VA CHARLES CITY COUNTY, VA CHARLOTTE COUNTY, VA CHESTERFIELD COUNTY, VA CUMBERLAND COUNTY, VA DINWIDDIE COUNTY, VA ESSEX COUNTY, VA GOOCHLAND COUNTY, VA GREENE COUNTY, VA HANOVER COUNTY, VA HENRICO COUNTY, VA JAMES CITY COUNTY, VA KING AND QUEEN COUNTY, VA KING WILLIAM COUNTY, VA LANCASTER COUNTY, VA LUNENBURG COUNTY, VA MECKLENBURG COUNTY, VA NEW KENT COUNTY, VA NORTHUMBERLAND COUNTY, VA NOTTOWAY COUNTY, VA PETERSBURG CITY, VA POWHATAN COUNTY, VA PRINCE EDWARD COUNTY, VA PRINCE GEORGE COUNTY, VA RICHMOND CITY, VA RICHMOND COUNTY, VA SUSSEX COUNTY, VA

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2017 $44 - 75 $50 - 85 $34 - 52 $30 - 38 $55 - 145 $15 - 75 $25 - 70

2016 $44 - 65 $50 - 85 $44 - 65 $25 - 46 $60 - 133 $25 - 95 $25 - 85

2015 $44 - 55 $44 - 75 $34 - 55 $30 - 48 $60 - 125 $25 - 90 $20 - 95

2014 $42 - 50 $45 - 68 $42 - 50 $30 - 42 $60 - 119 $25 - 95 $20 - 65

2013 $42 - 56 $48 - 78 $32 - 56 $26 - 42 $52 - 110 $20 - 100 $20 - 50

1,500 - 32,000 1,500 - 41,000 1,500 - 41,000 1,600 - 32,000 1,400 - 118,000

1 - 15 1-3 0-5

1 - 18 1-5 0-4

1 - 20 1-3 0-5

1 - 30 1-4 1-3

1 - 22

2017 Ratio of office staff to technicians 5 to 8

REGION 8 ROANOKE AREA

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

2017 $45.90 $59.29 $44.90 $34.38 $84.55 $45.97 $41.63

2016 $45.76 $58.53 $45.88 $34.06 $86.12 $48.37 $42.85

2015 $45.27 $57.84 $45.11 $34.76 $84.53 $47.04 $41.68

2014 $44.73 $57.00 $44.56 $34.15 $83.46 $45.13 $37.24

2013 $44.16 $56.66 $43.62 $32.56 $80.10 $47.22 $37.31

Square Feet # of Techs # of Estimators # of Office Staff

6.18 1.92 1.90

5.46 1.90 1.60

6.32 1.81 1.82

Paint Calc.

2017 23.00%

2016 29.00%

2015 2014 2013 16.00% 10.42% 12.10%

9,138

12,808

10,457

10,241.25 15,851.61

5.52 1.67 1.78

6.30

% “YES” to Yes/No Question

Change (from 0.31% 2016) 1.30% -2.14% 0.94% -1.82% -4.96% -2.85%

-28.65% 13.19% 1.05% 18.75%

ALLEGHANY COUNTY, VA AMHERST COUNTY, VA APPOMATTOX COUNTY, VA BATH COUNTY, VA BEDFORD COUNTY, VA BLAND COUNTY, VA BOTETOURT COUNTY, VA BRISTOL, VA BUCHANAN COUNTY, VA CAMPBELL COUNTY, VA CARROLL COUNTY, VA CITY OF SALEM, VA COVINGTON CITY, VA DANVILLE CITY, VA DICKENSON COUNTY, VA FLOYD COUNTY, VA FRANKLIN COUNTY, VA GALAX CITY, VA GILES COUNTY, VA GRAYSON COUNTY, VA HALIFAX COUNTY, VA HENRY COUNTY, VA HIGHLAND COUNTY, VA LEE COUNTY, VA LYNCHBURG CITY, VA MONTGOMERY COUNTY, VA NORTON CITY, VA PAGE COUNTY, VA PATRICK COUNTY, VA PITTSYLVANIA COUNTY, VA PULASKI COUNTY, VA ROANOKE COUNTY, VA ROCKBRIDGE COUNTY, VA RUSSELL COUNTY, VA SCOTT COUNTY, VA SMYTH COUNTY, VA TAZEWELL COUNTY, VA WASHINGTON COUNTY, VA WISE COUNTY, VA WYTHE COUNTY, VA

Range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2017 $44 - 50 $50 - 75 $32 - 84 $32 - 64 $44 - 109 $23 - 100 $23 - 85

2016 $44 - 50 $46 - 80 $42 - 50 $30 - 48 $55 - 135 $20 - 150 $15 - 75

2015 $42 - 50 $50 - 75 $36 - 50 $30 - 40 $50 - 119 $25 - 100 $15 - 65

2014 $42 - 48 $50 - 75 $34 - 48 $30 - 42 $55 - 105 $25 - 75 $15 - 55

1,500 - 32,000 1,500 - 20,000 1,500 - 40,000 2,000 - 38,000

1 - 16 1-4 0-5

1 - 26 1-4 0-3

1 - 22 1-8 0-5

1 - 18 1-6 1-4

2013 $40 - 55 $44 - 96 $30 - 55 $24 - 42 $50 - 139 $20 - 125 $20 - 75 1 - 40

2017 Ratio of office staff to technicians 5 to 8

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2017 $47.17 $61.35 $46.93 $35.80 $70.95 $51.24 $41.33 6,487

4.70 1.51 1.39

2016 $46.39 $60.17 $46.19 $34.22 $73.25 $55.76 $40.98 7,019

5.26 1.72 1.40

2015 $46.20 $58.00 $45.93 $34.30 $73.66 $53.09 $41.22 9,707

2014 $45.58 $58.58 $34.93 $33.88 $70.47 $48.04 $36.67 8,538.04

2017 2016 17.00% 32.00%

9,798.18

6.24 1.64 1.31

5.37 1.72 1.41

2015 24.00%

2014 2013 15.00% 12.80%

% “YES” to Yes/No Question

Paint Calc.

2013 $44.01 $54.42 $43.64 $30.46 $83.14 $53.44 $42.64

April 2018

6.30

Change (from 1.68% 2016) 1.96% 1.60% 4.62% -3.14% -8.11% 0.85% -7.58% -10.65% -12.21% -0.71%

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COVER STORY

continued from page 33

The Survey started in 2012 and continues to cover eight different regions: Baltimore, Annapolis, Hagerstown, Washington, DC, Virginia Beach, Charlottesville, Richmond and Roanoke. It is important to note that a ninth region (West Virginia) was included for the first time in this Survey. While there was some response, the number was too low to reveal anything statistically evident in the area. WMABA hopes that just as responses from the eight regions have grown over the years, the participation from West Virginia shops will follow

suit going forward. When reviewing the data on the preceding pages, please note that there is a customary plus/minus five-percent accuracy for the results.

When taking the Survey, we ask all respondents to answer questions based on door rates only – the results do not represent the rates charged in referral agreements between shops and insurers. These rates reflect what WMABA businesses charge a customer who wants to pay for repairs out of pocket.

If looked at overall with the plus/minus

five-percent factor, rates are nearly stagnant and have been the duration of the entire Survey.

While there are a couple of areas where there has been an increase in particular categories for some markets, there is no identifiable movement in the body Labor Rate. Even minor movements wouldn’t even come close to correlating to the rising cost of doing business – or even inflation – in the same markets. Additionally, WMABA feels that there may be some confusion between the reporting of the rates for paint Labor Rate and paint material rate, as reflected in the low numbers of the range.

Since 2013, the Baltimore region has experienced steady growth, increasing their body Labor Rate from $43.07 in 2013 to $46.40 in 2017 and their frame Labor Rate from $52.05 to $55.81.

The Annapolis region has seen a large increase in their frame Labor Rate, increasing from $49.62 in 2013 to $58.14 in 2017. Annapolis also saw a favorable jump in the inside storage rate, going from $45.69 to $54.11.

One of the most positive takeaways from the Survey has been the steady increase of mechanical Labor Rates over the last five years.

In the Baltimore area, the rate went from $94.95 in 2013 to $103.88 in 2017; in Annapolis, the rate went from $92.36 to $102.73. In Hagerstown, the rate went from $86.06 to $91.30; in Washington DC, the rate went from $91.88 to $109.13.

Virginia Beach went from $84.51 to $95.88.

WMABA hopes that the Survey results will continue to be helpful to repairers as the association works to provide useful information to area businesses.

Look for Part Two of WMABA’s Labor Rate Survey results in next month’s Hammer & Dolly.

H&D

Executive Director’s Thoughts

38

April 2018

If you look at the big picture of performing a survey, it accomplishes two things: One, repairers know what their market retail results – in range and average – are and where they are comparatively; two, it is a tool to identify and educate that rates are supposed to be an individual decision based on actual expense numbers with profit calculations. It is a disservice to yourself, being an owner or manager of a business, if you don’t know what you need to charge to be profitable. That is why we encourage all repairers to do the research – and when concessions are made, they are done with all information available. Just accepting a number from a carrier should only be a strategy if you know all factors and how it will affect your bottom line. As Mike says in his column this month, you owe it to the people who work for you and society – this industry – to be a successful, profitable business. - Jordan Hendler

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April 2018

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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

40

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

April 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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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

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

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

April 2018

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The latest from WMABA members and supporters.

MEET THE

BOARD Danny Szarka

WMABA Board member Danny Szarka is now at the helm of his own business.

New business owner and current WMABA Board member Danny Szarka was an avid supporter of the association long before he ever officially joined. After starting out as a 17-year-old pushing a broom in a local shop, Szarka steadily worked his way up the ladder and maintained a dedication to the industry that never wavered.

“The shop I started at received Hammer & Dolly, and I knew that WMABA stood out,” Szarka shared. “I knew they were sending a clear message, and I wanted to be part of that team. When I spoke to [WMABA Executive Director] Jordan Hendler later in my career, she introduced me to the Board. I met [Past President] Mark Schaech, Jr., who invited me to join.”

Confident that WMABA is heading in the right direction, Szarka is excited to see the industry get behind the association’s ideals and plans for the future.

“We’re starting to see the industry shift to what WMABA has been preaching for the last 10-15 years in regard to repairing vehicles and the legal side of things. It was a great time for me to get on the Board, better understand [WMABA’s] message and to get more involved in the community.”

Moving forward, Szarka would like to

see WMABA continue to be aggressive as an industry leader.

“The association keeps it local, which a lot of shops in this region appreciate. In our day-to-day work, information is key; we need the right information to fix cars correctly. In today’s world of convenience, WMABA is the outlet to access this information to help shops in the industry make the right decisions.

We’re all dealing with the same issues and struggles, and I think it’s important for members - and others in the industry – to know we aren’t all direct competition. It’s good to have some healthy competition; it’s okay to ask questions and reach out for help.

Success comes in numbers and results. Why not be successful by learning from each other?”

In addition to being on WMABA’s Board of Directors, Szarka recently opened the doors to his own shop on February 5: Dynamic Collision Services in Baltimore, Maryland.

“We started this particular journey two years ago, but I always knew I wanted to be a business owner long-term. I’ve been in this industry since I was 17 and a kid in love with cars; I’ve always looked towards the future and known I’d have my own shop one day to

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: __________________________________

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A look inside Szarka’s new shop, Dynamic Collision Services

do things differently. My passion is driven by doing things the right way and over-delivering on quality.

“At Dynamic, it’s about the experience,” he continues. “We care about the details, so we explain our process. We listen and educate the customer. That’s our MO; it’s the dynamic difference.

“Our team is driven and passionate; you see it in the work we deliver. Talent isn’t enough to make it in this game; you have to have the drive, and our team does. I am humbled to work with such an exceptional team.”

Now at the helm of his own shop, Szarka sees the benefits of being involved with WMABA on an even greater scale.

“As a shop owner, it makes sense to be part of an organization like WMABA and to surround yourself with other driven and successful members of the industry. You always want to better yourself and get involved with a strong inner circle. Looking at WMABA, why wouldn’t you want to be in that circle? It was an obvious choice.

“The thing I love most about working in this industry is the people. I knew going into this business that I had to get a strong team behind me. If I was able to create a workplace where people are excited to come in every day, I’ve already won. Game over.”

H&D

April 2018

43

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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

44

April 2018

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

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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 410-500-9200

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

April 2018

45

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ADVERTISERS’ INDEX

46

April 2018

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

Malloy Hyundai . . . . . . . . . . . . . . . . .14

AkzoNobel . . . . . . . . . . . . . . . . . . . . .7

Mazda Group . . . . . . . . . . . . . . . . . . .26

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

MINI Group . . . . . . . . . . . . . . . . . . . . .32

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

Mitsubishi Group . . . . . . . . . . . . . . . .44

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

Mopar Group . . . . . . . . . . . . . . . . . . .23

BMW Group . . . . . . . . . . . . . . . . . . . .18-19

Nissan Group . . . . . . . . . . . . . . . . . . .23

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

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

Chesapeake Automotive Equipment .43

O’Donnell Honda . . . . . . . . . . . . . . . .21

Crashmax Equipment . . . . . . . . . . . .17

Packer Norris Parts . . . . . . . . . . . . . .30

Empire Auto Parts . . . . . . . . . . . . . . .43

Polyvance . . . . . . . . . . . . . . . . . . . . . .17

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

Porsche Group . . . . . . . . . . . . . . . . . .15

Ford Group . . . . . . . . . . . . . . . . . . . . .39

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

Future Cure/DriveBlueBuzzard.com .38

Reliable Automotive Equipment . . . .4

GM Parts Group . . . . . . . . . . . . . . . . .31

Spanesi . . . . . . . . . . . . . . . . . . . . . . .20

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

Subaru Group . . . . . . . . . . . . . . . . . .44

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

Toyota Group . . . . . . . . . . . . . . . . . . .41

Kemperle . . . . . . . . . . . . . . . . . . . . . .IBC

VW Group . . . . . . . . . . . . . . . . . . . . .22

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

Wheel Collision Center . . . . . . . . . . .21

HD0418.qxp_Layout 1 3/14/18 6:19 PM Page 47

Announcing the 2018 Kemperle Training Schedule

2018 Course Schedules for 1st & 2nd Quarters Dates

Class #

AXALTA Class, Amityville, NY

Jan 3 & 4 Feb 7 & 8 Mar 7 & 8 April 4 & 5 May 2 Jun 6 & 7

201 201 201 201 201 201

Spies Hecker Solvent L2 Spies Hecker Solvent L2 (Spanish) Spies Hecker Hi Tec L2 Spies Hecker Solvent L2 Internal Tech Training Spies Hecker Solvent L2

Dates

Class #

BASF Class, Amityville, NY

Jan 16 & 17 Jan 18 Feb 13 & 14 Feb 15 Mar 22 Apr 17 & 18 Apr 19 May 22 & 23 May 24 Jun 19 Jun 20

RFN201 RFN202 RFN101 RFN102 SPEC RFN201 RFN202 RFN101 RFN102 RFN400 RFN300

Glasurit Certification Program Glasurit Color Adjustment Techniques RM Certification RM Color Adjustment Technique TSS Training Glasurit Certification Program Glasurit Color Adjustment Techniques RM Certification RM Color Adjustment Techniques Glasurit Re-Certification RM Re-Certification

Dates

Class #

I-CAR Class, Amityville, NY

Jan 9 Jan 23 Feb 6 Feb 20 Mar 6 Mar 20 Apr 3 Apr 17 May 1 May 15 Jun 12 Jun 26

MEA01 QUA01E QUA01E SPS11 WKR01 SPS11 FOM01 DAM15 GE001L01 PLA03 REF09 WCS04

Measuring Inspecting Repairs for Quality Control Inspecting Repairs for Quality Control Sectioning of Steel Unitized Structure Hazardous Materials, Personal Safety and Refinish Safety Sectioning of Steel Unitized Structure Automotive Foams Advanced Steering & Suspension Damage Analysis Understanding Cycle Time Process Plastic and Composite Repair Color Theory, Mixing Toners and Tinting Squeeze Tight Resistance Spot Welding

Dates

Class #

I-CAR Class, Port Chester, NY

Jan 4 Feb 1 Mar 1 Apr 5 May 3 Jun 7

STE04 CPS01 SPS10 WCS04 FFR01 VT117L01

Wheel Alignment and Diagnostic Angles Corrosion Protection Replacement of Steel Unitized Structures Squeeze Type Resistance Spot Welding Full Frame Partial Replacement Vehicle Technology Trends and Diagnostic Overview

Contact: Victoria Herrmann 914-922-9462 • 914-606-1810 • victoria.herrmann@kemperle.com

Valuable Training for Our Valued Customers.

Get the training you need at our local training facilities.

Class size is limited, so, sign up today!

8400 New Horizons Blvd., Amityville, NY 11701

631-608-6240 • www.kemperle.com

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