Hammer & Dolly April 2021

www.wmaba.com April 2021 Volume 14, No. 4 $5.95

PLUS:

• 2021 COLLISION P.R.E.P. COURSES • THE TROUBLE WITH SCAN TOOL TERMS • WHAT’S GOING ON WITH EVs? www.grecopublishing.com

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April 2021

CONTENTS April 2021

16 COVER STORY

BY JOEL GAUSTEN

BEHIND THE CURTAIN:

WMABA REVEALS 2021 LABOR RATE SURVEY RESULTS - PART ONE

Real figures for changing times.

EXECUTIVE DIRECTOR’S MESSAGE BY JORDAN HENDLER

6 EDUCATING SHOPS ON WHY THE LABOR RATE

SURVEY MATTERS

The importance of cutting through the noise to participate in

a critical industry endeavor.

WMABA FEATURE BY JOEL GAUSTEN 12 WHAT’S IN A NAME? EVERYTHING! A TOOL &

EQUIPMENT REALITY CHECK – PART TWO

Why the terms you use could make or break a job.

LOCAL NEWS BY JORDAN HENDLER 14 A DEEP DIVE INTO LABOR RATES: WMABA

ANNOUNCES 2021 COLLISION P.R.E.P. COURSES

The association unveils new must-see educational content.

DEPARTMENTS 7 WMABA Membership Application

8

Editor’s Message

BY JOEL GAUSTEN

15 WMABA

Sponsorship Page

INDUSTRY ADVICE: ASK MIKE 32 WHAT’S GOING ON WITH EVs?

34 Advertisers’ Index

Thoughts on the industry’s latest revolution.

April 2021

3

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

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

©2021 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.

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April 2021

April 2021

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EXECUTIVE DIRECTOR’S

MESSAGE

EDUCATING SHOPS ON WHY THE LABOR RATE SURVEY MATTERS Recently, I talked to you about how hard it was to get the actual cash posted rates for our Labor Rate Survey revealed in this issue.

We’ve learned more and more; repairers are up to their eyeballs with pandemic issues, and adding the layer of knowing how to set posted rates is just too much to bear.

I’m sorry to say this so pointedly, but the rate is the basis of most of the business’ gross sales. It is the most important segment that needs regular attention. So, we have come to you with two options to learn more about this critical endeavor.

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April 2021

While encouraging you to sign up for our two upcoming WMABA Collision Professional Repairer Education Program (Collision P.R.E.P.) classes (page 14) that are directly educating on this topic, I will say that even if you don’t attend the live versions, you need to get the courses afterwards and see where you are with the materials and information shared. This is imperative if you don’t already have identified resources to conduct the internal study.

It’s hard to understand why this is such a problematic area in collision repair

businesses – until we factor in all of the other things you have to do. Many managers or owners are not highly educated in the ways of accounting and cost analysis. Therefore, it becomes a low priority as long as there’s money in the bank to “cover payroll on Friday.” I hear that a lot. Unfortunately, this will likely put the shop in the position to have to take out loans for upgrades, new equipment, certification fees or technician training. When that debt stacks up, it becomes a problem to keep up with and usually the point at which a realization happens: “We’re not making enough money to improve.” Then, the decision whether or not to grow becomes so much harder and a source of great stress.

The most successful shops in our area – and, frankly, the whole country – know everything about their numbers. They don’t look outward to determine rates as much as they understand the costs of doing business for each category they have rates for.

Associated costs for personnel in the office – even including technician downtime for training, marketing, equipment maintenance/ upgrades and the multitude of other factors – are accounted for. This is how they continue to succeed and excel – especially in the certified repair segment. They’ve got the cash flow to be able to jump into new programs

Knowing your numbers helps you - and the industry!

BY JORDAN HENDLER and invest in the equipment and training needed to be a leader in their market.

WMABA wants to focus on the subject of rates for the betterment of the entire industry. It’s an obstacle for many repairers – members and non-members alike – and we want to see all gain access to this valuable information.

Spend the time to learn, and you will get it back exponentially!

Go sign up, and feel free to ask us any questions along the way. H&D

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

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.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

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

JOIN Y! TODA April 2021

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EDITOR’S

Joel Gausten

(973) 600-9288 joel@grecopublishing.com

MESSAGE THE FUN FACTOR Why are you in this industry?

While I can’t speak for everyone reading this magazine, I’m pretty confident I can answer the above question for 99 percent of you. At the end of the day – after every argument with an insurer, every struggle to keep up with training and equipment and every other thing that stresses you out during the workday – you got into this business because you love cars. Remember the first time you saw a racecar or a custom paint job and thought, “That’s awesome!”? How

about the first time you brought a car back to pre-accident condition for a customer? Those were great times, weren’t they?

If the daily grind of this profession (along with the added pressures of COVID-19) has you feeling like those moments are in the rearview mirror these days, I assure you that there’s still plenty of fun to be had – and there are some amazing things right around the corner. For example, think about electric vehicles (EVs). They’ve been showing up on our pages a lot in recent times, and they’re

definitely not going anywhere. Yes, there are going to be major training and equipment challenges as a result, but just think about how cool this whole trend is. The same goes for ADAS, autonomous vehicles and the rest of what I-CAR calls the “technical tsunami.”

These things can be stressful in terms of getting skillsets and facilities up to speed, but I know there are plenty of you who are excited to get under the hoods of these things and explore what makes them tick.

Think about the fact that a self-driving car is just a few milestones away from being an everyday thing. When we strip away the talk of how that could impact a shop’s bottom line and repair capabilities, we see how incredible that advancement truly is. Who could have imagined 30 years ago that we’d be talking about these things in Hammer & Dolly today?

This is a time of worry, but these are also days of wonder. Enjoy the ride as much as you can.

H&D

WMABA OFFICERS

PRESIDENT Torchy Chandler

torchy.chandler@gmail.com 410-309-2242 VICE PRESIDENT Bill Hawkins

hawkinswilliamjr@gmail.com 510-915-2283 SECRETARY Phil Rice

phil@ricewoods.com 540-846-6617 IMMEDIATE PAST PRESIDENT Mark Schaech, Jr.

markschaech@gmail.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 Kris Burton (kris@Rosslynautobody.com) 703-820-1800

ADMINISTRATION

Barry Dorn (bdorn@dornsbodyandpaint.com) 804-746-3928 Ben Gibson (bgibson@richmondmarinecenter.com) 804-355-8151 Steven Krieps (srkrieps@live.com) 304-755-1146 Danny Szarka (danny@dynamiccollisionservices.com) 410-500-9200

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

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April 2021

STAFF PUBLISHER

Thomas Greco thomas@grecopublishing.com

SALES DIRECTOR

Alicia Figurelli alicia@grecopublishing.com

EDITORIAL DIRECTOR

Joel Gausten joel@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR

Alana Bonillo alana@grecopublishing.com

OFFICE MANAGER

Donna Greco donna@grecopublishing.com

PRODUCTION COORDINATOR

Joe Greco .joe@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 © 2021 Thomas Greco Publishing, Inc.­­ Stock Images courtesy of istockphoto.com.

April 2021

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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

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April 2021

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

April 2021

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FEATURE

WHAT’S IN A NAME?

EVERYTHING! A TOOL & EQUIPMENT REALITY CHECK - PART TWO These days, you can pretty much generate a diagnostic trouble code (DTC) for a vehicle just by looking at it.

With even seemingly innocuous repairs setting off DTCs in the vast majority of today’s makes and models, having the best scan tools for the job is an absolute necessity. However, the marketplace for such products suffers from the same mischaracterizations and inconsistent use of terminology that currently plague the parts side.

What are the true differences between “OEM” and “aftermarket” scan tools? Are there shades of grey in both categories? It’s time for some real answers.

Five Steps to Clarity Finding a coherent definition for just about anything in the automotive repair and service worlds can be a daunting task. (Need proof? Ask five random people in the inter-industry to explain what “Opt OE” parts are.) Josh McFarlin, executive vice president of operations for AirPro Diagnostics, has developed a five-level list that finally provides industry members with desperately needed direction in regard to what’s available – and what should be avoided – in the scan tool market.

“The benefit in doing this is it starts to clarify terminology,” he says. “People talk about ‘factory,’ ‘dealer’ and ‘OE’ and use those terms interchangeably. But in the purest sense of those words, they are not really interchangeable – they do have different applications.

‘Aftermarket’ can mean an awful lot of things, too.”

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April 2021

Level 1: This is the truest example of a “factory” scan tool, as the factory is likely the only place you’ll find one. Not created for diagnostic purposes, tools at this level are used on the OEM assembly line to essentially help a vehicle’s various options and systems come alive through programming.

“The factory scan tool, in this case, is effectively what’s giving the vehicle its identity,” McFarlin explains. “At some point, as the assembly line is putting all the pieces together, it needs to tell the vehicle what it is and how it operates so that all the different systems can work. For example, blind-spot monitoring isn’t going to work if it doesn’t know that the rear bumper is nine feet behind the mirror. You need to tell it all these things in order for it to start off in life.”

It is not uncommon to see a tool of this nature built by an outside party (Bosch, Hickok, etc.) that has received the specs by an OEM. According to McFarlin, these tools are not found at dealerships or utilized by service technicians except for extremely rare circumstances.

Level 2: Unlike Level 1 tools, which are designed to ensure a vehicle’s functionality, Level 2 tools are designed for dealers to use for diagnostics and calibrations once that vehicle has left the factory and hit the road.

“It’s meant for a technician to use to diagnose and repair a vehicle,” McFarlin says. “It’s still very much an OE tool, but it’s an entirely different use case.”

A clearer path to pro repairs.

BY JOEL GAUSTEN

Level 3: This is where non-dealership repair/ service facilities enter the picture. As a result of various Right to Repair efforts over the past decade-plus, OEMs take software found in the hardware at the dealer level and make it available to shops and vehicle owners for download through automaker websites.

However, McFarlin notes that these downloads aren’t free, and shops could easily find themselves having to pay various subscription fees for the makes and models they repair.

“The cost varies wildly from one manufacturer and subscription/license model to the next.”

Although the information available to shops and the motoring public via Level 3 may be similar to what dealerships have, it’s not always identical. For example, the ability to program keys is typically restricted to Level 2 tools. It is worth noting that level 3 tools are most likely manufactured by the same suppliers that make Level 1 and Level 2 tools.

Level 4: This is where scan tools enter the “one-size-fits-all” aftermarket realm. In order for non-OEM scan tool manufacturers to

access the necessary source code from the OEMs (who have been compelled to supply them via Right to Repair), they sign up with the Equipment and Tool Institute (ETI), which McFarlin describes as “a clearing house for the OEM diagnostic tool software code that is accessible to the different aftermarket tool developers that are ETI members.”

ETI members use the Institute’s TEK-NET library to access the information necessary to build an aftermarket scan tool using OEM source code. An aftermarket tool developer often gets maximum value from its ETI investment by using the information to create multiple scanners ranging from far-reaching (all domestic makes and models, for example) to very specific (TPMS).

While Level 4 tools provide users with an opportunity to theoretically scan more vehicles for less investment, problems can arise if the OEM-generated information available through ETI is not updated as frequently as is needed.

As McFarlin explains, “When you hear somebody out in the industry talking about an aftermarket scan tool that doesn’t display or give you the right information, that’s generally because it’s not updated for the latest release or is not updated based on a new command that’s been generated by the OEM and then passed along – because the OEM has to – back to ETI. So, it’s either out of date or the technician doesn’t understand how to use the tool.”

Level 5: The last resort for options. When an aftermarket scan tool company elects not to pay ETI for access to the OEM source code and instead attempts to reverse engineer higher-level tools to create its own, whatever it puts out in the marketplace falls into this category. While there is a cost incentive to use a Level 5 tool, shops and technicians need to be aware that they get what they pay for.

“I don’t believe there are as many Level 5 tools in the marketplace as there once were,” McFarlin observes. “I think there are a lot more people playing in the Level 4 sandbox than Level 5. Level 4 is still what’s required for part of Right to Repair – auto manufacturers making things available for the aftermarket so they can make tools that are one size fits all.”

McFarlin notes that technicians need to be aware that any scan tool out there – regardless of its level – is simply a sender of a command to a vehicle and not a mechanism to run a diagnostic routine; those operations actually reside within the modules in the vehicle, and the scan tool is triggering the operation.

“A scan tool in and of itself is just sending a command and displaying the results. It doesn’t matter whether we’re talking about the dealer-level tool, the Level 3 tool you can license from an OEM website or a Level 4 tool you can build through ETI – it’s the same string of ones and zeroes that, for example, a 2020 Ford F-150 engine control module needs to see in order to display DTCs.” With that said, the biggest difference between OEM scan tools and those available in the aftermarket can be found in the frequency of information updates.

“Let’s say you have an Apple keyboard and an aftermarket keyboard. In either case, when you press the ‘k’ button, a ‘k’ is going to be displayed on a screen because it has a specific command that it sends to the word pressing program so that the program knows to display a ‘k.’ Now, if Apple comes along and updates its commands, could you end up with a keyboard that’s out of date and no longer sends a right command? You could, but if you have an up-to-date tool and a technician who knows how to use it, you’re likely not doing the wrong thing. If you have an out-of-date tool or a technician who doesn’t have experience using that tool, it’s entirely possible that you’re doing the wrong thing and getting the wrong result.”

The Right Tools for the Right Techs Of course, simply knowing the differences between scan tools isn’t the same as actually ensuring that the right technician is using the right one on the shop floor. WMABA/ Society of Collision Repair Specialists (SCRS) member Barry Dorn (Dorn’s Body & Paint; Mechanicsville, VA) sees this disparity playing out at facilities across the country – and feels it’s time for a reality check.

“I know shops that have the $39 scanner continued on pg. 31 April 2021

13

LOCAL

Virtual training and insights.

BY JORDAN HENDLER

NEWS

A DEEP DIVE INTO LABOR RATES: WMABA ANNOUNCES 2021 COLLISION P.R.E.P. COURSES WMABA has announced two exciting virtual courses devoted to shedding light on Labor Rates. The association has also committed to providing its annual Collision Professional Repairer Education Program (Collision P.R.E.P.) in conjunction with the Alliance of Automotive Service Providers of New Jersey’s (AASP/NJ) NORTHEAST® Automotive Services Show.

Collision P.R.E.P. will launch with on-demand virtual courses this spring and conclude with in-person presentations at the live show September 10-12 at the Meadowlands Exposition Center in Secaucus, NJ. Information and updates will be available at wmaba.com/collisionprep in the months leading up to NORTHEAST 2021.

After conducting the 2021 Labor Rate Survey, WMABA knew it was critical to get education to the industry about Labor Rate identification, understanding how to establish an individual rate and the differentiation of rates for services provided.

Many repairers use the outside market to determine their rates, but what they don’t understand is the basis of the rates they find. If a shop just utilizes a “reimbursed rate,” that is the worst decision a repairer can make. Those rates are likely comparing wholesale rate survey data – if even surveyed at all – to other wholesale rates. Without a true identification of a retail rate internally, there is not a true understanding of the rate needed to gain the profit margin necessary to keep the doors open and continue to retool and train technicians.

Our goal with this education is to characterize realistic processes for determining rates, how to do it step by step and other aspects of rates that are not usually considered. Both Tim Ronak (AkzoNobel) and Mark Olson (VECO Experts) are experts in our industry who are known for their in-depth education and knowledge surrounding shop processes.

These opportunities are perfect for all repairers in all categories. They will learn nuances of identifying their own shop numbers for separate types of repairs (for example, performing structural aluminum repairs or special operations).

Get your seat and bring your questions! Go to wmaba. com to learn more! H&D

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April 2021

COLLISION P.R.E.P. VIRTUAL EVENTS SCHEDULE May 12 - 12pm EST Why Survey Responses – to Protect Shops – Should Never Include Agreement Rates [Tim Ronak, AkzoNobel Performance Coatings]

This course will cover a variety of topics, including: • Why a retail door rate is so important; • How to compute your own door rate; • The credit card effect; and • Consequences of not having a door rate.

June 9 - 1pm EST Differentiating Labor Rates Based on Certification, Skillset, Tooling and Training [Mark Olson, the Vehicle Collision Experts VECO Experts]

Mechanical, structural, aluminum or certified repairs are all different categories of Labor Rates. Understanding what goes into establishing a rate and billing based on technicians and type of repair performed are all important distinctions for proper repair documentation. Get insight and deeper knowledge into the variable rates in today’s collision repairs. wmaba.com/collisionPREP

WMABA THANKS

YOU

WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2021!

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 BAPS Auto Paints & Supply • Certified Automotive Parts Association FinishMaster • Single Source

www.wmaba.com

National Coatings and Supplies • WheelsOnsite

April 2021

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COVER STORY

The wait is over!

BY JOEL GAUSTEN

BEHIND THE

CURTAIN: WMABA Reveals 2021 Labor Rate Survey Results PART ONE The WMABA Labor Rate Survey is back!

After pausing this bi-annual endeavor last spring in response to COVID-19, the association re-launched as 2020 came to a close. With this seventh and latest Labor Rate Survey, association members continue to provide invaluable insight into their non-concessionary rates for various procedures performed daily at shops throughout the WMABA region. They also provided details on their shops’ specific business philosophies and practices.

This month, we include the results WMABA 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 know how YOUR LABOR RATES COMPARE to other shops in the marketplace?

DO YOU USE A PAINT & MATERIAL CALCULATOR SUCH AS PMCLOGIC, MITCHELL RMC OR PAINTLOGIC? (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?

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April 2021

If not, read on.

RESULTS BEGIN ON PG. 20

COVER STORY 2021 WMABA LABOR RATE SURVEY RESULTS REGION 1: BALTIMORE AREA BALTIMORE COUNTY, MD HARFORD COUNTY, MD

RANGE

2021

Body Labor $42 - 60 Frame Labor $48 - 150 Paint Labor $42 - 60 Paint Material $32 - 38 Mech. Labor $85 - 155 Inside Storage $35 - 110 Outside Storage $35 - 100 Square Feet # of Techs # of Estimators # of Office Staff

HOWARD COUNTY, MD

2017 2016 2015 $40 - 65 $44 - 85 $28 - 65 $23 - 44 $75 - 145 $25 - 90 $15 - 140

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

1,600 - 50,000 3,000 - 18,000 600 - 42,000

1 - 22 1 - 6 1 - 8

MOUNT AIRY, MD

1 - 15 1 - 4 1 - 7

2 - 22 1 - 6 1 - 8

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

2014

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

CARROLL COUNTY, MD CECIL COUNTY, MD THE CITY OF BALTIMORE, MD

AVERAGE Body Labor Frame Labor Paint Labor Paint Material Mech. Labor Inside Storage Outside Storage

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

2 - 32 1 - 5 0 - 4

1 - 28 1 - 6 1 - 11

2021 Ratio of office staff to technicians - 1: 1.6

# of Techs # of Estimators # of Office Staff

2021

$48.26 $58.37 $48.26 $32.22 $115.02 $69.17 $52.84

$46.40 $55.81 $46.02 $30.56 $103.88 $53.64 $46.52

2017

2016

2015

2014 Change (from $44.07 $52.93 $43.95 $29.11 $96.96 $56.70 $39.75

4.01% 4.59% 4.87% 5.43% 10.72% 28.95% 13.59%

10,532 6.57 1.92 2.25

10,532 6.00 2.00 2.10

9,103 6.23 1.96 2.00

11,328 7.24 2.00 2.09

12,730 6.76 2.06 2.21

0.00% 9.50% -4.00% 7.14%

$44.88 $53.46 $44.65 $29.96 $100.54 $62.26 $45.56

$45.70 $54.89 $45.70 $30.11 $105.92 $62.26 $45.56

2017)

Paint Calculator - 2021 2017 2016 2015 2014 % “YES” 29.00% 23.00% 22.00% 24.00% 10.53%

REGION 2: ANNAPOLIS AREA ANNE ARUNDEL COUNTY, MD COUNTY, MD

RANGE

DORCHESTER COUNTY, MD

KENT COUNTY, MD

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

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

Square Feet 5,000 - 50,000 # of Techs 1 - 25 # of Estimators 1 - 8 # of Office Staff 1 - 7

2,200 - 44,000 2,600 - 44,000 2,800 - 44,000 1,800 - 44,000

1 - 19 1 - 3 1 - 8

$42 - 50 $45 - 70 $42 - 50 $28 - 35 $75 - 145 $30 - 100 $25 - 65 1 - 15 1 - 4 1 - 7

$42 - 50 $45 - 80 $42 - 50 $28 - 32 $70 - 130 $30 - 100 $30 - 55 2 - 17 1 - 4 1 - 7

$42 - 48 $48 - 68 $42 - 48 $26 - 32 $70 - 130 $35 - 75 $35 - 55 3 - 31 1 - 6 1 - 10

2021 Ratio of office staff to technicians - 1: 1.5

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

FREDERICK COUNTY, VA

RANGE

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

GARRETT COUNTY, MD

2021 2017 $44 - 54 $43 - 54 $45 - 85 $50 - 75 $44 - 54 $30 - 60 $30 - 46 $15 - 44

$75 - 135

$45 - 85 $30 - 85

$68 - 128

$25 - 85 $25 - 75

2016 2015 $42 - 80 $42 - 48 $45 - 100 $46 - 65 $40 - 55 $42 - 48 $28 - 44 $28 - 42

$50 - 140

$20 - 100 $25 - 100

4,000 - 28,000 1,800 - 20,000 1,152 - 40,000

2 - 20 1 - 4 0 - 5

3 - 12 1 - 3 0 - 4

1 - 17 1 - 5 0 - 9

2021 Ratio of office staff to technicians - 1: 2.25

April 2021

$47.14 $56.76 $47.14 $32.38 $107.43 $65.38 $52.50

$46.05 $58.14 $44.45 $30.18 $102.73 $54.11 $44.37

22,700 7.33 2.24 2.69

10,387 6.18 1.82 2.18

2016 2015 $45.16 $52.03 $45.16 $29.39 $97.84 $55.00 $47.67

$45.37 $53.84 $45.58 $29.37 $98.00 $61.25 $43.37

$44.94 $53.94 $43.88 $29.53 $97.12 $49.69 $41.18

2014

Change (from

11,336 6.69 2.00 1.84

12,948 7.53 2.00 2.24

14,358 7.38 2.19 2.27

118.54% 18.61% 23.08% 23.39%

2.37% -2.37% 6.05% 7.29% 4.58% 20.83% 18.32%

2017)

Paint Calculator - 2021 2017 2016 2015 2014 % “YES” 38.00% 30.00% 34.38% 21.00% 11.76%

REGION 3: HAGERSTOWN AREA ALLEGANY COUNTY, MD

20

2021 2017 2016 2015 2014 AVERAGE 2021 2017

Body Labor $44 - 54 Frame Labor $52 - 75 Paint Labor $44 - 54 Paint Material $30 - 38 Mech. Labor $75 - 165 Inside Storage $35 - 80 Outside Storage $35 - 75

$65 - 109

$25 - 80 $25 - 75

LOUDOUN COUNTY, VA 2014 $42 - 65 $48 - 80 $42 - 65 $28 - 48

$60 - 100

$25 - 75 $12 - 50

3,000 - 25,000 1,200 - 30,000

4 - 16 1 - 5 0 - 5

2 - 17 1-4 1 - 10

CLARKE COUNTY, VA WARREN COUNTY, VA

AVERAGE

FREDERICK COUNTY, MD WASHINGTON COUNTY, MD

2021 2017 2016 2015 2014 Change (from 2017) Body Labor $47.14 $45.40 $45.54 $44.96 $45.26 3.83% Frame Labor $58.05 $56.90 $55.21 $54.43 $57.91 2.02% Paint Labor $47.14 $42.75 $45.46 $44.96 $45.26 10.27% Paint Material $33.48 $30.50 $31.20 $31.09 $30.78 9.77% Mech. Labor $98.71 $91.30 $83.85 $86.30 $83.13 8.12% Inside Storage $64.64 $50.17 $48.82 $55.79 $51.89 28.84% Outside Storage $53.84 $45.65 $46.02 $44.83 $38.86 17.94% Square Feet # of Techs # of Estimators # of Office Staff

12,748 7.90 1.81 1.81

8,554 6.65 1.85 1.85

10,425 6.40 1.85 2.27

9,966 8.57 2.30 2.29

11,198 6.61 1.96 1.67

49.03% 18.80% - 2.16% - 2.16%

Paint Calculator - 2021 2017 2016 2015 2014 % “YES” 38.00% 38.00% 16.00% 9.00% 21.74%

REGION 4: WASHINGTON, DC AREA

REGION 5: VIRGINIA BEACH AREA

RANGE

RANGE

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

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

2021 2017 $42 - 108 $40 - 77 $44 - 115 $44 - 130 $44 - 108 $28 - 60 $23 - 75 $28 - 55 $80 - 180 $72 - 175 $45 - 300 $38 - 150 $25 - 150 $25 - 125

2016 $42 - 60 $42 - 130 $42 - 60 $26 - 65 $65 - 174 $25 - 150 $20 - 95

2015 2014 $40 - 98 $42 - 50 $45 - 110 $42 - 88 $40 - 98 $30 - 50 $27 - 50 $26 - 35 $68 - 174 $65 - 132 $25 - 150 $35 - 125 $25 - 95 $20 - 85

4,000 - 28,000 1,600 - 58,000 1,100 - 40,000 1,500 - 60,000 1,600 - 66,000

1 - 30 1 - 10 0 - 11

2 - 33 1 - 8 0 - 10

1 - 25 1 - 5 1 - 7

1 - 44 1 - 11 0 - 14

1 - 37 1-9 1-11

AVERAGE

2021 2017

Body Labor Frame Labor Paint Labor Paint Material Mech. Labor Inside Storage Outside Storage

$48.77 $61.43 $48.77 $34.58 $117.99 $79.90 $65.43

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

16,234 11,500 11,504 12,753 14,088 41.17% 7.24 8.91 7.50 8.07 7.67 -18.74% 2.32 2.40 2.21 2.46 2.13 -3.33% 1.84 2.30 2.05 2.37 2.15 -20.00%

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

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

Body Labor Frame Labor Paint Labor Paint Material Mech. Labor Inside Storage Outside Storage

2021 2017 $46 - 89 $44 - 60 $46 - 110 $44 - 90 $44 - 55 $40 - 56 $27 - 46 $26 - 45 $65 - 134 $65 - 135 $25 - 100 $25 - 100 $25 - 75 $25 - 80

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

2015 2014 $42 - 52 $42 - 48 $44 - 85 $45 - 65 $42 - 52 $42 - 48 $24 - 44 $28 - 35 $65 - 120 $65 - 98 $25 - 100 $25 - 65 $15 - 60 $25 - 50

Square Feet 960 - 66,000 3,000 - 32,000 1,200 - 45,000 900 - 50,000 # of Techs 1 - 32 1 - 30 1 - 38 1 - 20 # of Estimators 1 - 7 1 - 4 1 - 9 1 - 4 # of Office Staff 0 - 7 0 - 8 1 - 6 1 - 5

3,000 - 22,000

1 - 20 1-4 1-5

2016

2015

2014 Change

AVERAGE

$44.72 $56.63 $44.67 $30.68 $101.30 $58.91 $53.67

$46.13 $57.98 $46.18 $30.94 $103.93 $65.07 $55.54

$44.42 $53.54 $44.01 $30.19 $96.38 $59.94 $50.60

Body Labor $49.24 $46.96 $46.69 $45.19 $44.59 4.86% Frame Labor $65.09 $58.35 $59.33 $55.35 $54.62 11.55% Paint Labor $47.82 $46.08 $46.91 $45.06 $44.03 3.78% Paint Material $34.03 $32.23 $31.82 $31.61 $30.82 5.58% Mech. Labor $96.85 $95.88 $91.91 $88.84 $85.83 1.01% Inside Storage $54.21 $47.33 $46.70 $44.56 $39.62 14.54% Outside Storage $41.84 $36.67 $36.36 $32.78 $34.57 14.10%

(from 2017)

6.35% 8.28% 8.72% 7.89% 8.12% 19.43% 11.24%

2021 2017

2016

2015 2014 Change

Square Feet 10,044 9,842 10,372 10,757 # of Techs 5.36 7.20 6.51 5.48 # of Estimators 1.75 2.00 2.00 1.87 # of Office Staff 1.79 2.04 1.93 1.76

2021 Ratio of office staff to technicians - 1: 1.75

2021 Ratio of office staff to technicians - 1: 1.5

Paint Calculator - % “YES”

2021 2017 2016 2015 2014

35.00% 20.00% 29.00% 28.00% 14.12%

Paint Calculator - % “YES”

2021 2017 2016 2015 2014

33.00% 19.00% 40.00% 19.00% 13.79%

(from 2017)

9,308.7 2.05% 6.34 -25.56% 2.04 -12.50% 2.11 -12.25%

The percentage of shops that reported having a dedicated aluminum repair area more than doubled in the Annapolis and Hagerstown areas since the previous Survey results were published in 2018.

RESULTS CONTINUE ON PG. 24 April 2021

21

22

April 2021

April 2021

23

COVER STORY 2021 WMABA LABOR RATE SURVEY RESULTS (CONTINUED FROM PG. 21) REGION 6: CHARLOTTESVILLE AREA

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

2021 2017 Body Labor $46 - 80 $46 - 50 Frame Labor $48 - 105 $55 - 70 Paint Labor $46 - 80 $40 - 50 Paint Material $33 - 48 $32 - 40 Mech. Labor $65 - 115 $60 - 95 Inside Storage $50 - 125 $50 - 125 Outside Storage $50 - 75 $10 - 50

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

2015 2014 $45 - 75 $44 - 50 $50 - 85 $50 - 75 $45 - 75 $42 - 50 $32 - 45 $30 - 42 $60 - 95 $50 - 85 $35 - 100 $35 - 75 $10 - 65 $10 - 50

AVERAGE 2021 2017

2016 2015

2014 Change

Body Labor $52.40 Frame Labor $73.00 Paint Labor $52.40 Paint Material $38.70 Mech. Labor $98.00 Inside Storage $97.00 Outside Storage $58.13

$47.57 $65.78 $47.57 $34.83 $71.05 $62.00 $44.10

$47.47 $63.71 $46.59 $35.00 $70.38 $49.58 $36.65

(from 2017)

$50.32 $67.26 $50.32 $35.68 $76.84 $58.75 $43.16

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

Square Feet 4,000 - 17,000 1,000 - 15,000 2,000 - 17,000 1,500 - 35,000 2,400 - 15,000 # of Techs 1-10 1-18 1-12 1-30 1-10 # of Estimators 1-2 1-6 1-3 1-8 1-2 # of Office Staff 0-5 0-6 0-5 0-5 1-5

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

REGION 7: RICHMOND AREA AMELIA COUNTY, VA

8.42% 13.09% 9.92% 10.82% 30.96% 46.97% 40.07%

Square Feet 6,600 6,000 9,000 8,300 7,150 10.00% # of Techs 4.75 6.08 5.09 6.53 4.76 -21.88% # of Estimators 1.22 2.25 1.65 1.89 1.65 -45.78% # of Office Staff 1.89 1.67 1.71 2.00 1.83 13.17%

2021 Ratio of office staff to technicians - 1: 1.5 Paint Calculator - % “YES”

2021 2017 2016 2015 2014

0.00% 31.00% 9.00% 40.00% 17.65%

Body Labor Frame Labor Paint Labor Paint Material Mech. Labor Inside Storage Outside Storage

2021 2017 $46 - 58 $44 - 75 $46 - 125 $50 - 85 $46 - 58 $34 - 52 $32 - 38 $30 - 38 $75 - 145 $55 - 145 $45 - 150 $15 - 75 $25 - 145 $25 - 70

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

2015 2014 $44 - 55 $42 - 50 $44 - 75 $45 - 68 $34 - 55 $42 - 50 $30 - 48 $30 - 42 $60 - 125 $60 - 119 $25 - 90 $25 - 95 $20 - 95 $20 - 65

Square Feet 2,000 - 53,000 1,500 - 32,000 1,500 - 41,000 1,500 - 41,000 1,600 - 32,000 # of Techs 1-29 1-15 1-18 1-20 1-30 # of Estimators 1-4 1-3 1-5 1-3 1-4 # of Office Staff 0-5 0-5 0-4 0-5 1-3

AVERAGE 2021 2017

2016 2015

2014 Change (from 2017)

Body Labor $47.56 $45.90 $45.76 $45.27 $44.73 3.62% Frame Labor $65.15 $59.29 $58.53 $57.84 $57.00 9.88% Paint Labor $47.56 $44.90 $45.88 $45.11 $44.56 5.92% Paint Material $35.48 $34.38 $34.06 $34.76 $34.15 3.20% Mech. Labor $88.81 $84.55 $86.12 $84.53 $83.46 5.04% Inside Storage $70.28 $45.97 $48.37 $47.04 $45.13 52.88% Outside Storage $51.96 $41.63 $42.85 $41.68 $37.24 24.81% Square Feet 10,705 9,138 # of Techs 6.22 6.18 # of Estimators 1.74 1.92 # of Office Staff 1.78 1.90

12,808

5.46 1.90 1.60

10,457

10,241.25 17.15%

6.32 1.81 1.82

5.52 1.67 1.78

0.65% -9.38% -6.32%

2021 Ratio of office staff to technicians - 1: 1.75 Paint Calculator - % “YES”

2021 2017 2016 2015 2014

30.00% 23.00% 29.00% 16.00% 10.42%

Shops in the Baltimore, Annapolis, Hagerstown, Richmond and Roanoke areas reported growth in their technician employee numbers since 2017.

RESULTS CONTINUE ON PG. 28 24

April 2021

Genuine Volkswagen Collision Parts Are a Call or a Click Away.

The best repairs start with the best shop-supplier relationship. Contact the following Authorized Volkswagen dealers by phone, fax or email to get the parts you need, when you need them.

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

e-mail: parts@alexandriavw.com

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

e-mail: vwwholesale@ourisman.com

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

Fitzgerald Volkswagen of Annapolis 34 Hudson Street Annapolis, MD 21401 Phone: 410-224-4636 Fax: 410-224-4264 www.fitzmall.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 e-mail: rockvilleparts@ourismanautomotive.com www.ourismanvolkswagenofrockville.com

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

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

“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2021 Volkswagen of America, Inc.

April 2021

25

Conquest your Mitsubishi parts needs!

Mitsubishi now offers Genuine OEM parts through our new “Opt-OE” parts program at discounted prices. See Mitsubishi’s Ultra-Conquest parts and prices in the Optional OEM Suppliers category of popular collision estimating systems.

Ultra-Conquest Collision Parts Program Highlights: • Discounted prices on quality new and unblemished OEM parts • Automated price and part selection in collision estimating systems • High parts availability • Delivery to most major U.S. cities within 24 hours

• Available through all participating Northeastern area Mitsubishi dealers • Includes the majority of key collision components for select popular models • We can meet or beat aftermarket prices!

To find out more about Ultra-Conquest pricing contact your local Mitsubishi dealer.

For Genuine Mitsubishi parts, contact these authorized Mitsubishi Dealers.

Fitzgerald Mitsubishi 1930 West Street Annapolis, MD 21401 Direct: 410-224-4636 Fax: 410-224-4264 E-mail: adamsf@fitzmall.com

Younger Mitsubishi 1945 Dual Highway Hagerstown, MD 21740 Direct: 800-296-1190 Fax: 301-733-5465 www.youngermitsubishi.com

Buy Genuine Mitsubishi Parts and get the perfect fit at the perfect price.

10% off on all parts orders when you mention this ad.

26

April 2021

Jerry’s Mitsubishi 1906 E. Joppa Road Baltimore, MD 21234 Toll Free: 844-817-9406 Local: 443-219-2728 Fax: 443-403-1419 mitsubishiparts@jerrymitsubishi.com www.jerrysmitsubishi.com

April 2021

27

COVER STORY 2021 WMABA LABOR RATE SURVEY RESULTS (CONTINUED FROM PG. 24) REGION 8: ROANOKE AREA 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 Mech. Labor Inside Storage Outside Storage

2021 $44 - 65 $44 - 80 $35 - 65 $30 - 60 $44 - 125 $25 - 100 $15 - 75

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

Square Feet 2,400 - 40,000 1,500 - 32,000 1,500 - 20,000 1,500 - 40,000 2,000 - 38,000 # of Techs 1 - 30 1 - 16 1 - 26 1 - 22 1 - 18 # of Estimators 1 - 5 1 - 4 1 - 4 1 - 8 1-6 # of Office Staff 0 - 5 0 - 5 0 - 3 0 - 5 1-4

AVERAGE 2021

2017

2016

2015

2014

Change (from 2017)

Body Labor $48.69 $47.17 $46.39 $46.20 $45.58 3.22% Frame Labor $62.18 $61.35 $60.17 $58.00 $58.58 1.35% Paint Labor $47.86 $46.93 $46.19 $45.93 $34.93 1.98% Paint Material $37.08 $35.80 $34.22 $34.30 $33.88 3.58% Mech. Labor $72.46 $70.95 $73.25 $73.66 $70.47 2.13% Inside Storage $62.83 $51.24 $55.76 $53.09 $48.04 22.62% Outside Storage $46.62 $41.33 $40.98 $41.22 $36.67 12.80% Square Feet # of Techs # of Estimators # of Office Staff

8,905 6,487 7,019 9,707 8,538

5.15 1.59 1.23

4.70 1.51 1.39

5.26 1.72 1.40

6.24 1.64 1.31

5.37 1.72 1.41

2021 Ratio of office staff to technicians - 1: 1.8 Paint Calculator - % “YES”

2021 2017 2016 2015 2014 26.00% 17.00% 32.00% 24.00% 15.00%

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April 2021

37.27%

9.57% 5.30% -11.51%

REGION 9: WEST VIRGINIA ALL WV COUNTIES SURVEYED RANGE 2021 2017 AVERAGE 2021 2017 Change Body Labor $48 - 58 Frame Labor $60 - 75 Paint Labor $48 - 58 Paint Material $32 - 43 Mech. Labor $70 - 110 Inside Storage $25 - 65 Outside Storage $25 - 50

$46 - 50 $55 - 70 $46 - 50 $32 - 36 $65 - 90 $25 - 50 $25

(from 2017)

Body Labor Frame Labor Paint Labor Paint Material Mech. Labor Inside Storage Outside Storage

$51.00 $67.50 $51.00 $35.63 $89.25 $46.88 $31.88

$47.43 $62.86 $47.43 $34.00 $76.86 $29.29 $25.00

Square Feet 3,600- 30,000 12,500 - 50,200 # of Techs 3 - 14 7 - 30 # of Estimators 1 - 7 1-4 # of Office Staff 1 - 7 2-7

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

22,025 8.5 3.38 3.63

36,100 13.14 2 3.29

2021 Ratio of office staff to technicians - 1: 1.2

Paint Calculator - 2021 2017 % “YES” 38.00% 63.00%

7.53% 7.38% 7.53% 4.79% 16.12% 60.05% 27.52%

-38.99% -35.31% 69.00% 10.33%

The 2021 WMABA Labor Rate Survey covers nine regions: Baltimore, Annapolis, Hagerstown, Washington DC, Virginia Beach, Charlottesville, Richmond, Roanoke and West Virginia. The survey now includes comparable results for West Virginia, as the last survey was the first time coverage for that area was included.

Survey participants were asked for information on their door rates only – the results do not represent the rates charged in Direct Repair Program agreements with insurers, though several respondents indicated they utilize the same rates for both. The rates represented in these results are those that a customer off the street would be charged without going through their insurer.

On a positive note, inside storage rates have seen notable increases over the last four years, with increases seen in all nine surveyed areas. Charlottesville jumped 46.97 percent (from $66 to $97), while Richmond’s inside storage figures rose 52.88 percent (from $45.97 to $70.28). Additionally, Charlottesville reported a 30.96 percent jump in mechanical Labor Rate ($74.83 to $98).

On a not-so-positive note, this year’s Survey demonstrates that things are not always as they first appear. Although every area experienced some kind of increase in their body Labor Rates, only two – Charlottesville and West Virginia – currently have an average rate that exceeds the rate of inflation from 2017 to 2021 – and not even by a dollar in either case. Remember, these are requested as posted non-concessionary rates that are not under the influence of the insurance industry. Definitely food for thought. Additionally, the ratio of office staff to technicians dove considerably from 2017, with the Hagerstown area alone dropping 17.64 percent.

Look for Part Two of WMABA’s 2021 Labor Rate Survey results in next month’s Hammer & Dolly. H&D

Executive Director’s Thoughts The process of gathering survey responses is excruciating at best, and our concerns over the industry’s lack of understanding surrounding a retail or cash posted rate and a concessionary wholesale rate continue to disturb us. Reporting an “insurance rate” (as some call it) as the retail rate is actually suppression of the cash rate for all repairers who do report their retail rate. - Jordan Hendler

April 2021

29

MAINTAIN AN INFINITE INVENTORY OF ORIGINAL MINI PARTS. 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

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

MYMINIANNAPOLIS.COM

CROWNMINI.COM

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

MINI of Montgomery County 820 Russell Avenue Gaithersburg, MD 20879 Parts: 240-238-1204 Parts fax: 240-238-1493

MINIOFALEXANDRIA.COM

MINIOFMONTGOMERYCOUNTY.COM

© 2021 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

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April 2021

WMABA FEATURE continued from pg. 13 and have the detailer do the scan because they don’t have anybody else. That detailer doesn’t know anything more about scanning than a guy off the street, as they have never been trained or this is not their core competency.”

Whether a shop elects to use either a Level 3 or Level 4 tool, a successful scan isn’t simply a matter of plugging it in and having it do all the work. McFarlin cautions that a considerable learning curve exists for even the most seasoned repair professional.

“I have plenty of years of experience as a technician, but if you put me behind a scan tool I haven’t used before, I cannot guarantee the results, period. I’m going to have to explore. That’s what everyone else needs to do as well.”

Look for Part Three of this story in an upcoming issue of Hammer & Dolly. H&D

Executive Director’s Thoughts It’s inexcusable to not have the proper scanning equipment – or sublet for the work – that can perform the functions to make sure that onboard systems are functional at the end of the repair process. The job is plainly not done until the customer can get into their car and have all of their safety systems health-checked, recalibrated if needed and documented for reference.

- Jordan Hendler

April 2021

31

INDUSTRY

ADVICE

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.

ASK MIKE:

What’s Going on with EVs? This month, we “ASK MIKE” to share his thoughts on the growth of electric vehicles (EVs) in the American marketplace and what this could mean for the collision repair industry. 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.

H&D: There’s a lot of talk about how the rise of EVs will revolutionize the automotive industry – especially when it comes to the repair side. What’s your current take on this situation?

Mike Anderson: Right now, it appears that electric vehicles are a lot more prominent in other countries than they are in the US. I’m not a politician, nor do I understand the entire political climate, but I believe that under President Trump, there probably wasn’t as big of a focus on electric vehicles as there is under the Biden Administration. My impression is that the current administration is more focused on CAFE [corporate average fuel economy] standards and wanting vehicles to get certain miles per gallon, so I think that is absolutely going to push the electric car initiative forward.

From a collision repair perspective, I think there have always been concerns and/or precautions when it comes to fixing electric vehicles. One of the biggest things with electric vehicles that a lot of people may not be aware of is refinishing cure times. A lot of electric vehicles actually require a different or maximum temperature at which you can bake the vehicle when you’re curing it so that it doesn’t damage the battery. That time absolutely varies based on the vehicle manufacturer.

I was looking at a Fiat electric vehicle, and the procedure said that when you go to paint that vehicle, you don’t want the battery to have more than a 20 percent charge. If the vehicle is fully charged, you need to drive it in circles with accessories added to it to bring the charge down. Everybody talks about researching OEM procedures from a collision perspective, but I can absolutely see how we need to be doing it on the refinish side. And that’s not new – that’s something we should have been doing all along.

In the case of one European auto manufacturer with a lithium

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April 2021

battery, you need to check the vehicle’s temperature near the battery area multiple times after repairs to ensure the temperature is maintained. If it isn’t, then you have to quarantine the vehicle and call in a specialist from the manufacturer. That’s been around for years in the OEM repair procedures; it’s just that most people haven’t been doing it or thinking about it.

As EVs become more commonplace, we’re going to start looking things up and saying, ‘Oh my gosh; we have to do this.’ But in reality, a lot of these procedures have been there for years; we just never bothered to look. It’s the same with the references to scanning that have been in the OEM procedures for a long, long time.

I don’t think it’s going to be any different with EVs than how it was when we encountered aluminum. It’s just an additional set of tools and training that is going to be required. I’m confident that the industry will be able to address that.

H&D: How would you currently gauge the industry’s preparedness to tackle what’s going to occur with EVs over the next handful of years?

MA: I think it’s going to require a whole new round of investment in specialized equipment or even curing technologies. We need to be prepared to have a quarantine room, as in the case with the European manufacturer I just mentioned. We also need to prepare for a new level of training. I also think this lends itself to some very specific marketing strategies. If a shop geofenced a charging station, maybe that would attract work to that facility. There are some very specific nuances to EVs in regard to training and equipment, but I also think it’s going to lead to some marketing strategies that a shop that doesn’t repair those vehicles won’t have access to.

H&D: That’s an interesting point. When aluminum took center stage in the industry, we knew plenty of shop owners who didn’t look at it as an insurmountable task; they saw it as a new entrepreneurial opportunity. They took the steps to make sure their facilities were able to handle that type of repair. Where should those shops who look at EVs as an opportunity be right

New repair and marketing strategies.

now in terms of their tooling, equipment and training to set a foundation to move forward?

MA: If you’re a shop that’s fixing Teslas, you’ve probably been somewhat exposed to that already. But if you’re coming into this and haven’t had a lot of training, you shouldn’t rush out there and buy all this equipment tomorrow. You might want to sit back and wait until the OEMs offer up training and equipment requirements. It also needs to make sense for you. I don’t want to stereotype anybody or be judgmental, but I’m sure there are some parts of the country where EVs will be very prominent and other parts where you’d be lucky to ever see an electric car. Ultimately, I think this is going to be a path very similar to aluminum. Again, it’s good to wait until the vehicle manufacturers and I-CAR bring out some training and we get guidance on what to buy instead of just rushing out and purchasing stuff that might not be approved by that specific OEM. Above all, my message would be this: Don’t panic, and don’t make any rash decisions. Be open-minded, but just sit back a little bit and wait until more information is released and you can figure out how to turn this into an opportunity for your business.

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

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