Hammer & Dolly May 2016

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www.wmaba.com

www.grecopublishing.com

May 2016 Volume 10, No. 5 $5.95

WMABA Takes on NORTHEAST速 The Rise of Certification

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CONTENTS May 2016

COVER STORY 32 WHY SCANNING MATTERS

Checking the Malfunction Indicator Lamp is simply not enough. BY LARRY MONTANEZ III, CDA & JEFF LANGE, PE

34 VEHICLE SCANNING: A WMABA PERSPECTIVE

Repair experts share their points of view.

BY JOEL GAUSTEN

LOCAL NEWS 18 AUTO PARTS CONSUMERS LOSE AGAIN IN

MARYLAND: WMABA REFLECTS ON PARTS BILL DEMISE IN HOUSE SUBCOMMITTEE

A legislative initiative reaches its end.

TECHNICIAN OF THE MONTH 20 TIMOTHY SCOTT

One WMABA shop painter shares his story.

DEPARTMENTS 6 7

BY JACQUELYN BAUMAN

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NATIONAL NEWS 22 OEMs ACCELERATE SHOP

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CERTIFICATION PROGRAMS

Manufacturers offer insight into what drives their repair networks.

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NATIONAL FEATURE 28 WMABA AT NORTHEAST®: LOCAL MEMBERS

HIT THE COUNTRY’S BIGGEST REGIONAL SHOW Area industry representatives travel to New Jersey for an unforgettable time. BY JOEL GAUSTEN

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Calendar of Events I-CAR Committee Announcement Editor’s Message JOEL GAUSTEN

Executive Director’s Message JORDAN HENDLER

WMABA Sponsorship Page WMABA Golf Outing Notice

What’s WMABA Up To? WMABA Membership Application President’s Message MARK SCHAECH, JR. Advertisers’ Index

Stock Images © www.istockphoto.com Page 28: Images © John Argueta / Jargapix Photography.

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Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS

CLASS LISTINGS May 3, 2016

OVERVIEW OF CYCLE TIME IMPROVEMENTS FOR THE COLLISION REPAIR PROCESS Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA

May 5, 2016

ALTERNATIVE FUEL VEHICLE DAMAGE ANALYSIS & SAFETY Finish Masters (formerly Refinish Solutions), Springfield, VA WIND NOISE & WATER LEAKS

Radley Chevrolet, Fredericksburg, VA

May 11, 2016

WELDED & ADHESIVELY BONDED PANEL REPLACEMENT

Finish Masters (formerly Refinish Solutions), Springfield, VA

May 12, 2016

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Frederick Co. Career & Tech, Frederick, MD

May 14, 2016

WHEEL ALIGNMENT & DIAGNOSTIC ANGLES

Finish Masters (formerly Refinish Solutions), Springfield, VA

May 17, 2016

SUSPENSION SYSTEMS

Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA

May 18, 2016

AUTOMOTIVE FOAMS

Finish Masters (formerly Refinish Solutions), Springfield, VA

May 19, 2016

VEHICLE TECHNOLOGY & TRENDS 2016

SQUEEZE-TYPE RESISTANCE SPOT WELDING

Finish Masters (formerly Refinish Solutions), Springfield, VA

June 2, 2016

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Criswell Collision Center, Annapolis, MD ADHESIVE BONDING

Finish Masters (formerly Refinish Solutions), Springfield, VA

June 9, 2016

INSPECTING REPAIRS FOR QUALITY CONTROL

ACT-A Caliber Collision Center, Randallstown, MD SECTIONING OF STEEL UNITIZED STRUCTURES

Criswell Collision Center, Annapolis, MD

June 13, 2016

ADHESIVE BONDING

Pohanka Honda, Capitol Heights, MD

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Pohanka Honda, Capitol Heights, MD

June 14, 2016

FULL-FRAME PARTIAL REPLACEMENT

Pohanka Honda, Capitol Heights, MD

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Pohanka Honda, Capitol Heights, MD

SQUEEZE-TYPE RESISTANCE SPOT WELDING

Jones Body Shop, Bel Air, MD

June 15, 2016

PLASTIC & COMPOSITE REPAIR

Pohanka Honda, Capitol Heights, MD

INSPECTING REPAIRS FOR QUALITY CONTROL

State Farm - Silver Spring, Silver Spring, MD

COLOR THEORY, MIXING TONERS & TINTING

Pohanka Honda, Capitol Heights, MD

Finish Masters (formerly Refinish Solutions), Springfield, VA

June 16, 2016

SUSPENSION SYSTEMS

Pohanka Honda, Capitol Heights, MD

SECTIONING OF STEEL UNITIZED STRUCTURES

Radley Chevrolet, Fredericksburg, VA

Frederick Co. Career & Tech, Frederick, MD

May 24, 2016

SUSPENSION SYSTEMS

Finish Masters (formerly Refinish Solutions), Springfield, VA

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June 22, 2016 WMABA Golf Outing - 1pm Shotgun Start Virginia Oaks Golf Club Gainesville, VA 20155 For registration and more info , go to page 14 or tinyurl.com/WMABA-Golf-O uting-2016.

June 17, 2016

ADVANCED STEERING & SUSPENSION SYSTEMS DAMAGE ANALYSIS

Pohanka Honda, Capitol Heights, MD

June 20, 2016

2015 FORD F-150 STRUCTURAL REPAIR TRAINING COURSE

Tristate Collision Center, Columbia, MD

June 21, 2016

OVERVIEW OF CYCLE TIME IMPROVEMENTS FOR THE COLLISION REPAIR PROCESS

Keystone – Linthicum, Linthicum, MD

June 22, 2016

STEERING & SUSPENSION DAMAGE ANALYSIS

King Volkswagen, Gaithersburg, MD

June 23, 2016

INSPECTING REPAIRS FOR QUALITY CONTROL

Criswell Collision Center, Annapolis, MD

June 30, 2016

ALUMINUM EXTERIOR PANEL REPAIR & REPLACEMENT

Pohanka Toyota, Salisbury, MD

OVERVIEW OF CYCLE TIME IMPROVEMENTS FOR THE COLLISION REPAIR PROCESS

Criswell Collision Center, Annapolis, MD MEASURING

Finish Masters (formerly Refinish Solutions), Springfield, VA

STEERING & SUSPENSION DAMAGE ANALYSIS

Uni-Select USA, Baltimore, MD

SECTIONING OF STEEL UNITIZED STRUCTURES SQUEEZE-TYPE RESISTANCE SPOT WELDING

Pohanka Honda, Capitol Heights, MD

SQUEEZE-TYPE RESISTANCE SPOT WELDING

Criswell Collision Center, Annapolis, MD

ALUMINUM EXTERIOR PANEL REPAIR & REPLACEMENT

Finish Masters (formerly Refinish Solutions), Springfield, VA

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

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Maryland Committee MEETING DATES May 10, 2016

Pohanka Honda 1772 Ritchie Station Ct. Capitol Heights, MD

May 19, 2016

LKQ Keystone 815 Central Ave., Unit A Linthicum, MD Criswell Collision Center 181 Defense Hwy. Annapolis, MD

All meetings start at 2:30pm.

Please RSVP to mdicarcommittee@gmail.com no less than one week prior to the meeting date.

Depending on response, meetings may have to be moved to a larger venue.

Please RSVP so that you can be kept updated!

Topics include: A summary of the 2016 I-CAR Instructor/ Volunteer Meeting in Orlando, FL; Awareness Events – coming to an area near you. (Be part of helping EVERY shop participate in I-Scheduling into 2016); Assisting the local vo-tech schools by partnering with the MD I-CAR Education Advisory Committee; and Open topics.

Can’t make it to a meeting but want to be part of the solution and help heighten our industry’s awareness of new technology, elevate the quality in the field and make a difference in your community? Email mdicarcommittee@gmail.com for additional information on how to become part of the Committee and what you specifically can do to help! We meet to discuss big ideas, but it is those who put in the work on the ground level who make the difference. Even if you can’t attend, please join the effort!

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Joel Gausten

EDITOR’S

(973) 600-9288 tgpjoel@verizon.net

MESSAGE SPRING IS HERE (SORT OF...)

As I write this message in early April, snow is falling outside my home office and actually accumulating. (Before you start scratching your heads, I live up in New England.) So much for my message about how great it is that spring is here...

While it is indeed wacky that I will likely need to do some shoveling tonight, the fact remains that good weather really is just around the corner. Every year, I take the start of warm weather as a chance to completely clean out my office, make sure my important files are up to date and generally clear my head of the first

WMABA OFFICERS PRESIDENT

VICE PRESIDENT TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

Mark Schaech, Jr. mark@marksbodyshop.com 410-358-5155 Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928 Phil Rice phil@ricewoods.com 540-846-6617 Don Beaver Dbeaver@antwerpenauto.com 443-539-4200 ext. 17061

BOARD OF DIRECTORS

Rodney Bolton (rbolton@aacps.org) 443-386-0066 Kevin Burt (kevinburt@walkermillcollision.com) 301-336-1140 RT Plate (rt@pcirepair.com) 703-929-8050

ADMINISTRATION

Barbara Chase (barbara@siskautobody.com) 301-855-5525 Ben Gibson (bgibson@harrisonbodyworks.com) 804-355-8151

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

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quarter of the year (which is typically a very busy time of work-related travel from Annapolis to Palm Springs, CA). I hope these soon-to-be-better days offer you a chance to decompress after the winter and gear up for the next few months. Another nice thing that happens this time of year is that the industry takes advantage of the clear skies and improved road/air conditions to host a variety of exciting gatherings. This month, we look back at the recent NORTHEAST® Automotive Services Show, an event held in late March that drew members of the WMABA community eager to experience the largest happening of its kind in the United States. In just a few short weeks, I’ll be heading out to Seattle for the latest Collision Industry Conference (CIC) and a slew of special events hosted by the WMABA-affiliated Society of Collision Repair Specialists (SCRS). That travel will kickstart a series of trips for me that concludes with the 2016 SEMA Show in Las Vegas in early November.

Although Hammer & Dolly regularly offers in-depth coverage of these major industry events occurring away from your area, nothing beats stepping out of the four walls of your shop and experiencing some of these things for yourself. If you’re in the WMABA region, the NORTHEAST Show is only a four- to six-hour drive away. As you’ll see in our stories on this most recent installment, this is an investment of time worth making next year. Whether you stay for a day or the entire weekend, you will walk away with a level of education and networking experience that is usually only found at a national event that requires a trip to the airport. Of course, big events like SEMA are an absolute blast as well, but it’s important to keep an eye on the amazing opportunities for professional growth that are closer to home. Naturally, this also includes the many exceptional events hosted by WMABA throughout the year, including the association’s upcoming Golf Outing (see page 14).

Whether you drive one hour or fly for six, there is always something interesting happening in this industry. Don’t just read Hammer & Dolly for a recap of recent events – use it as a preview of things you need to attend in person the next time they roll around.

I look forward to seeing you there.

Until then, I’m off to replace my shorts with sweats and my lawn chair with a snowblower.

Again... H&D

May 2016

STAFF

PUBLISHER DIRECTOR OF SALES EDITOR MANAGING EDITOR CREATIVE DIRECTOR OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten tgpjoel@verizon.net

Jacquelyn Bauman jacquelyn@grecopublishing.com

Lea Velocci lea@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 © 2016 Thomas Greco Publishing, Inc.

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EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

WHEN LOSING ISN’T A TOTAL LOSS Getting Consumers to File Complaints When we met with the Virginia Bureau of Insurance (BOI) recently, their overarching message came down to one thing: If you have the customer file the complaint, the Bureau can take it from there.

This means that when a customer is unhappy about his or her insurance payout (whether for parts, paint, rental or any other process issue), he or she needs to fill out the online or printed form and get it in to the BOI. Losing the “argument” at the shop level can be a great opportunity to notify the BOI of an issue. When they are made aware of the problem and multiple complaints come in, their office is compelled to investigate. It can also be the starting point to draw their attention to marketplace issues they can address at the state level.

Here’s a little-known fact: According to VA law (38.2-517.6.B) and the BOI, a repair facility can file on the customer’s behalf if written authorization is given. Better yet, the Bureau suggested filling out the form for your customer, having them sign it, and you then submitting it for them.

What you need to be sure of is that a confirmation is given (usually within 48 hours, but a long as one week) with a number and acknowledgement of the submission.

Without this, you cannot be sure that the information was transmitted.

The moral of the story? If you want to see something change in the marketplace, get those unhappy customers to send it in to the BOI! We’ve been assured that their eyes and ears are open!

Reflecting on Legislation Anyone paying attention to the legislative season this year has been watching a rollercoaster of a ride! In Virginia, having changes to physical inspection was a settled compromise. What people need to remember is that a compromise means that even though we didn’t get everything we wanted, we didn’t lose, either. We felt the compromise still maintained protections for the repairer when disputes arise. Otherwise, it would really be business as usual. This compromise may actually give more freedom of choice for consumers.

In Maryland, well…we lost. And those losses are always hard because we know that what we are working for is transparency and protections for our customers. I included all my reflections from the actual bill on page 18, but personally, this is always tough.

The silver lining of the legislative season is that the association has visibility and momentum. Educating the legislators is a primary goal. One person at a time, one issue at a time; this is really our only way of longterm change. Remember, our opposition is there full time, all year round. That’s really hard to keep up with.

If you feel passionately about a particular law, legislation process or government entity and think it should be on our radar, please reach out and chat! H&D

“The silver lining of the legislative season is that the association has visibility and momentum. Educating the legislators is a primary goal.”

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

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THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2016!

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

www.wmaba.com

LEVEL 2 3M Automotive Aftermarket Automotive Training Institute Certified Automotive Parts Association FinishMaster Mid-Atlantic Paint & Supply National Coatings and Supplies

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2016 GOLF OUTING JUNE 22, 2016 Shotgun Start at 1pm

VIRGINIA OAKS GOLF CLUB 7950 Virginia Oaks Drive, Gainesville, VA 20155

SIGN UP TODAY AT tinyurl.com/WMABA-Golf-Outing-2016

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LOCAL

WMABA’s most popular industry event returns.

NEWS

The Washington Metropolitan Auto Body Association (WMABA) is gearing up for its 2016 Golf Outing, which raises funds for the local Jerry Dalton Memorial Education Fund. Scheduled for June 22 with a 1pm shotgun start, the longtime industry “fun” event will be the kickoff to the summer season!

“We are happy to announce our popular Golf Outing’s date for 2016,” said Executive Director Jordan Hendler. “It’s really not that far away, which is exciting, and we hope everyone will again join us to celebrate our industry’s education initiatives.

Now more than ever, our local industry is fighting to get good techs, and this directly benefits those programs. This event is a great day for a great cause, and I am so happy to be a part of it!”

The WMABA Golf Outing will be held at Virginia Oaks Golf Club (virginia oaksgc.com) in Gainesville, VA. There will be many prizes, a Beat-the-Pro contest and a reception dinner during a fun-filled day of camaraderie for collision repairers and industry constituents.

The 2015 Golf Outing brought repairers out of the shop to relax in the sun.

If you are interested in participating in the event, the details for entry and sponsorship (as well as course information) are all available on the WMABA website at wmaba.com/events/golf-outing/.

To register, go to tinyurl.com/WMABA-Golf-Outing-2016.

H&D

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WMABA responds to a legislative defeat.

LOCAL

NEWS Auto Parts Consumers Lose Again in Maryland: WMABA Reflects on Parts Bill Demise in House Subcommittee The Washington Metropolitan Auto Body Association (WMABA) is disappointed with the outcome of the unfavorable March 18 decision by the Maryland House Economic Matters Committee’s Property and Casualty Subcommittee on what the association believes to be a very important piece of consumer protection legislation. Despite the negative vote, WMABA legislative liaisons remain encouraged by MD legislators’ reactions to understanding collision consumer issues. Many newer delegates of the Economic Matters Committee were very receptive to the issues when they were addressed in association meetings, but this was not enough to overcome opposition from both the insurance community and aftermarket parts vendors, most notably LKQ Corporation.

After a loss with the previous 2014 House Bill 574 (Senate Bill 487), Delegate Rick Impallaria (R-Baltimore), a former repairer himself, felt optimistic in promulgating 2016 House Bill 1258. The bill was negotiated outside of session with other industry segments and submitted to suggest a twoyear original equipment (OE) parts-only regulation, followed by a certified aftermarket part requirement and the ability for recall.

This also included a provision that allowed for consumer consent to choose aftermarket parts at the time of repair.

The committee hearing (beginning at 2:15 and available online at tinyurl.com/ MD-HB1258-Hearing) revealed more of the process and pursuant discussions that highlighted the workings of the collision industry

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and how certain claims settlement practices can put the consumer at a disadvantage.

The most notable change was to have the Certified Automotive Parts Association (CAPA) as an active advocate of the legislation.

WMABA representatives did well to outline the issues and advocate for both the membership and the consumers they serve.

They also worked to debunk the myths and contradictions put forth by the opposition.

WMABA encourages all repairers to view the video (in addition to the voting record) in order to further understand what the opposition said about the collision industry and the repairers who work in the business. For information on the bill, go to tinyurl.com/MDHB1258-Info or read the bill in its entirety at tinyurl.com/MD-HB1258.

The collision repairers were represented well by all those who participated in the hearing. WMABA President Mark Schaech, Jr. of Mark’s Body Shop (Baltimore), Executive Director Jordan Hendler and WMABA lobbyist and government relations consultant Hannah Garagiola (Alexander & Cleaver) combined efforts with Maryland collision repair business owners to create an effective team in Annapolis, both prior to and during the legislative session.

Repairer business owners participated in these same meetings, and even more throughout the state communicated with their representatives about how important this law could have been in protecting Maryland policyholders.

The primary opponents of the bill were several insurers (including the Property Casualty Insurers Association [PCI]) and LKQ Corporation. Of the insurers actively pursuing the defeat of the bill, Nationwide and USAA were the most vocal. Opposition focused significantly, as usual, on the ideology that this would create a “monopoly” of restricting part types, making the repairs and potential premium costs more expensive.

“Representing the collision repairer and their customers for this longstanding issue, or even other issues, is truly the most important work I do,” said Hendler. “Repairers deserve to have their business issues heard and given with conviction. The repairers who joined in the process were well-articulated, smart business owners who were able to convey a professional and realistic view for the legislators into not only how our industry works, but more importantly how insurer mandates can sometimes be in direct conflict with what is best for consumers and their vehicles. They provided honest, factual information and maintained their professionalism and decorum despite the opposition’s accusations and political tactics. I personally thank them for their commitment to excellence and for doing the right thing, even when it made it harder for them to be with their businesses and families.”

For more information on WMABA, please call Hendler at (804) 789-9649 or email jordanhendler@wmaba.com. H&D

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TECHNICIAN OF

THE MONTH TIMOTHY SCOTT

A 32-year veteran of the automotive industry, painter Timothy Scott has seen the way the repair field has changed over the years.

After attending A. Philip Randolph Skills Center (a vo-tech school in Philadelphia), Scott returned to Maryland and within a week of being back, found a job at Wes Ben Body and Fender in Baltimore. There, he began as a helper; in less than a year, he was promoted to painter at the shop. He stayed in that small, family-owned business for about 18 years. Once there was a change in management when the owner’s son retired, he started to look for a new place to work and found an opening at Mile One Collision Center in Silver Spring, where he has been a shop staple now for over 16 years.

Throughout his years in the collision repair business, Scott has seen many trends come and go.

“After being in the industry for so long, I’d say the biggest challenge has been the switch to waterborne paints,” he shares. “When I started, it was all lacquers and enamels; then, it went to base coats/ clear coats. Now, we’re at waterborne. Plus, through the years, there have been a lot of changes to the spray guns we use. We used to have the three-coat clear system, and now it’s a two-coat system. Things are always evolving.”

The technology isn’t the only place that Scott has witnessed changes in the field of automotive paints.

“The colors you have now include a lot of pearls and pre-stages,” he explains. “I think that trend is going to continue...because the way they sell cars now is based on appearance and what catches the customer’s eye.”

In such an ever-changing field, Scott stays at the forefront of his craft by consistently attending training.

“I go to a lot of classes,” he says. “I’ve been to I-CAR, waterborne paint, safety, etc. Most of the training I go to is from the product suppliers. I adapt to the changes that hit my market by thinking positive and doing what it takes to get the job done. If you don’t adapt to change, you’re no use to the company you work for.”

He cites this positive outlook and dedication to change to one of his vo-tech teachers, William Soleau, as well as his former manager, Mike Slate. “[Slate] was instrumental in sending me to paint classes,” he recalls. “The first course I ever attended was a Sikkens paint course, which set me on my path today. I owe a lot to Mike and Mr. Soleau – who I always find the time to visit every time I’m in Philadelphia.”

When he’s not in the shop, Scott enjoys drawing and painting – noting that he is an artist both in and out of the paint shop. In addition to his art, Scott also enjoys coin collecting, shooting pool and, of course, watching the Baltimore Ravens.

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Hammer & Dolly chats with the WMABA community’s best and brightest.

BY JACQUELYN BAUMAN

If you would like to nominate someone as Technician of the Month, please contact Hammer & Dolly Managing Editor Jacquelyn Bauman at jacquelyn@grecopublishing.com

It is Scott's goal to earn all that he can now to put away for retirement – which is a piece of advice he had received from a friend that he wishes he had taken to heart sooner.

Timothy Scott takes pride in Regardless of what the future the vehicles he paints at Mile holds for Timothy Scott, he is One Collision Center. certainly enjoying success today.

“I’m dedicated to my job and I do whatever I’m asked,” he says.

“When there’s a problem, I attack it and solve it. I’m in early and I work late, usually coming in at 4am and leaving at 6pm. I take pride in my job and always try to make sure I treat every car as if it were my own.”

He would like to thank his manager, Roger Zajdel, for nominating him for the Technician of the Month distinction. H&D

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NATIONAL

NEWS OEMs Accelerate Shop Certification Programs Is your shop an active participant in OEM certification programs? Have you made the training, tooling and equipment investments necessary to reap the awards of being a part of a manufacturer’s network? Is the idea of becoming certified still completely and utterly foreign to you?

Regardless of where you’ve currently positioned yourself on this issue, the fact remains that OEM certification is a growing necessity in an ever-competitive collision repair marketplace. On March 19, representatives from leading auto manufacturers met in Secaucus, NJ for “Body Shop Certification and You: An OEM Panel Discussion,” an in-depth examination of the need for certification

programs and a snapshot of how shops have responded to the trend.

Participants in the event (which was moderated by Aaron Clark of Assured Performance Network and held during the 39th Annual NORTHEAST® Automotive Services Show) included Mark Allen (Audi), Mark Zoba (Nissan), Gary Ledoux (American Honda), Brian Wayne (Fiat Chrysler Automobiles) and Mark Mandl (Ford Motor Company).

Launched nearly a decade ago, the current version of Audi’s program features 167 shops nationally. Of that amount, 67 are trained aluminum shops. (WMABA members should note that the only Audi Training Center on the east coast is located in Ashburn, VA.) Allen explained that Audi’s leap into the world of certification stemmed from the manufacturer’s growing use of materials such as high-strength steel and aluminum and the subsequent need for “a network of people who are capable, trained and tooled” to handle

Moderator Aaron Clark (Assured Performance, left) led the discussion with Mark Mandl (Ford,) Brian Wayne (Fiat Chrysler), Gary Ledoux (Honda), Mark Zoba (Nissan) and Mark Allen (Audi).

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OEMs discuss their growth and objectives.

these automobiles. He stressed that Audi’s ultimate goal for the program is to achieve customer retention and brand loyalty by ensuring crashworthiness and quality. Not surprisingly, this means making sure that certified shops only conduct repairs with Audi-approved equipment and procedures.

“If we say this is the tool and equipment that you need, this is the tool and equipment that you need,” he said.

Keeping the customer happy is also a priority for Nissan, whose program currently has nearly 1,100 shops.

“We’re doing [our certification program] primarily to educate our owners and help the owner retention side of it, very much like all of us are trying to do,” he said. “It’s not about parts sales; it’s about making sure the car’s repaired correctly, our owners are taken care of and we are able to retain that customer into the future.

“The market’s changing,” he added. “We hear shops say, ‘Hey, I’ve been in business 30, 40, 50 years. I’ve been repairing cars forever.’

Well, those repair processes that were done in the past aren’t the ones that are going to be able to fix our vehicles in the future.”

With close to 1,500 certified shops currently on its program, Fiat Chrysler is working to ensure that its vehicles are fixed right the first time – and by properly trained and equipped facilities.

Citing figures provided by Mike Anderson of Collision Advice, Wayne warned attendees that 60 percent of customers who have to come back to a shop following a repair for a job-related issue will trade out of that vehicle within a year.

“Of those 60 percent, 63 percent are going to switch brands,” he revealed. “It’s hard enough to get people in there the first time, let alone risk losing them to the outside after the fact.”

With the aluminum-intensive F-150 now on America’s highways, Ford Motor Company is working harder than ever to guarantee that customers receive a safe and dependable repair.

As of this writing, more than 1,000 shops are enrolled in the manufacturer’s program –

something Mandl cited as vitally important considering that Ford doesn’t have enough in-house dealer repair facilities to meet consumer demand.

“Eighty percent of our repairs are outside a dealership,” he shared.

Launched in March 2015, Honda’s ProFirst Certified body shop program currently boasts more than 500 shops throughout the United States. As the industry continues to proactively address CAFE standards and other technological demands, Ledoux believes that the need for a strong certified repair network will grow exponentially.

“If you think things are intense right now, stay with us, folks; I think it’s going to get even

more intense,” he said.

Speaking with Hammer & Dolly following the panel discussion, Ledoux praised the industry – and NORTHEAST in particular – for stepping up its efforts to inform shops of the certification opportunities available to them.

“The concept of certified shops is one that has come into its own,” he said. “It used to be the domain of the European and high-line makes. Now, because of the technology and cultural changes within the industry, certification has become part of the mainstream. I’m glad NORTHEAST was focusing on that this year, because the time has come and I think shops need get on board.” H&D

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NATIONAL

FEATURE

something unique for attendees: The company hosted a special coloring book contest. This family-friendly event awarded kids from several age groups with gift certificates to Toys ‘R’ Us. In addition, the colorful crowd-pleasing PPG Show Truck – a mammoth 75-foot 2016 Freightliner Cascadia tractor-trailer rig helmed by famed driver Chad Hook – was on hand. By appealing to a variety of demographic groups, PPG succeeded in presenting one of NORTHEAST’s most popular displays, with large crowds learning about the company’s products and services throughout the weekend.

“NORTHEAST allows us to meet with customers outside their shop in a more relaxed setting,” said Brad Panichella, PPG Automotive On March 18-20, the Alliance of Automotive Service Providers of Refinish regional manager. “Customers are so busy with their day-to-day New Jersey (AASP/NJ) welcomed thousands of collision repair prooperations, they don’t always have time to talk during regular hours. fessionals to the Meadowlands Exposition Center in Secaucus, NJ for Being at NORTHEAST gives us an opportunity to get together with its 39th Annual NORTHEAST Automotive Services Show. From a people and connect with them.

It’s a productive arrangement; we always jam-packed show floor to the biggest slate of seminars and presentaget great leads from the show.” tions ever found at a regional show, NORTHEAST 2016 delivered NORTHEAST 2016 was also a great experience for WMABA nothing but excitement. With so much to offer, it came as little surBoard member Rodney Bolton, who traveled from Maryland to New prise that the show attracted hundreds of vendors and spectators Jersey with his wife, Teresa, and son, Rodney Jr. Known to wear from the WMABA region and beyond. many hats in the collision repair industry, he attended NORTHEAST Speaking to Hammer & Dolly from the floor during his third year to network with Maryland-area shops on behalf of Anne Arundel at the show, Pat O’Neill of Chesapeake Automotive Equipment was County Public Schools and investigate opportunities to place eager pleased to once again exhibit at the show in conjunction with ProSpot students in body shops.

That’s right – although the show was a fourInternational. hour drive from home, Rodney made “This is a great weekend for us,” the commitment to spend his weekend he expressed. “I have seen the show at the Meadowlands Exposition Center grow over the last few years. Most of to take advantage of the opportunity to our customers’ primary interest is in network with other repair professionals aluminum repair equipment, so being from his home market. here reinforces that they are more “There is no other show in the aware of the opportunities to invest in area that compares to this,” he says. the equipment they need.”

“Even though you have a lot of compaAway from enjoying one-on-one nies and people from the New Jersey conversations with show goers, O’Neill area, NORTHEAST still has a lot of took in what the OEMs had to offer on representation from people who come the floor. He was especially intrigued up from Maryland because of the

by Honda’s display, which provided Pat O’Neill (second from left) of Chesapeake Automotive close proximity.”

Equipment saw steady traffic at the ProSpot International a real-world look at the differences beAlready a NORTHEAST veteran, booth all weekend. tween a properly repaired MDX Rodney was greatly impressed by the vehicle and one that fell victim to size and quality of this year’s installment. work done without adherence to “This year definitely increased,” recommended procedures. he says.

“There were a lot more people “You can’t get that unless you during the show times and more bang come to the show,” he said. “You look for the buck for anybody who came around the show floor, and you see up there to represent their company. that the OEs are embracing NORTHThe show is definitely growing.”

EAST. They see it as an opportunity Teresa, who serves as director of to get their information out. If you’re collision repair technical programs for not coming to the show, then you’re the National Institute for Automotive not exposed to that.”

Service Excellence (ASE), was PPG used its most recent apequally impressed with her sixth visit PPG offered one of NORTHEAST’s most memorable displays. pearance at NORTHEAST to provide to the show.

WMABA at NORTHEAST®: Local Members Hit the Country’s Biggest Regional Show

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The Garden State offers superior training and networking.

WMABA Mainstay Mike Anderson Scores at NORTHEAST

Left to right: Rodney Bolton (WMABA Board of Directors), Teresa Bolton (ASE), Rodney Bolton, Jr. (VeriFacts), James Moy (VeriFacts), Cory Balsitis (VeriFacts), Gregory Gray (VeriFacts)

“It was the busiest NORTHEAST that I’ve been to,” she shares.

“It was amazing.”

NORTHEAST provided Teresa with the means of communicating with the community that will directly benefit from what ASE has to offer.

“My main goal was to talk to the technicians and help address any concerns they might have had,” she says. “The biggest concern that I saw at NORTHEAST was that they have trouble finding test centers, so I broke out my computer and showed them how to get there. I also talked to technicians and tried to mine for subject matter experts for the workshops that I do to keep the collision series relevant and up to date.”

Teresa also had a chance to talk to attendees about the Women’s Industry Network (WIN), of which she has been a proud member for several years.

“Women at the show were actually searching WIN out, which was fantastic,” she says. “In the 10 years that WIN has been around, they truly have evolved and they’re becoming more visible in our industry.”

In her mind, NORTHEAST’s dual focus on education and networking has been the key to its growing success.

“Attending NORTHEAST is a two-fold benefit because you can get training and talk to vendors if you’re in need of things within your shop,” she observes. “You can do one-stop shopping there if you own a collision facility.

“For people in the WMABA area, NORTHEAST is a short drive,” she adds. “It’s an easy ride up and an easy ride back. It’s a close show; that’s what I like about it. I don’t have to get on a plane; I just have to hop in a car.”

For Rodney Jr., participating in NORTHEAST 2016 was an intriguing look into the current state of the American automotive repair

On March 18 and 19, repairers and other collision industry pros from across the country gathered to experience former WMABA Board member and internationally renowned speaker Mike Anderson (Collision Advice) at two special Axalta Coating Systems-sponsored seminars at the 2016 NORTHEAST Automotive Services Show in Secaucus, NJ. On March 18, a standing-room-only crowd gathered for “Positioning Yourself in the Collision Repair Industry.” A considerable portion of this presentation focused on “virtual steering,” a phrase coined by AudaExplore’s Rick Tuuri to explain developing technology that will directly connect a driver who has been in an accident to an OEM-certified facility at the first notice of loss.

“When there is an accident, that car would notify the OEM manufacturer...It’s OnStar on steroids,” Anderson said. “That car would then contact the customer and say, ‘Mr. Jones, your vehicle notified us that you’ve been in an accident; are you okay?’”

Depending on the driver’s needs, the system would then dispatch police, emergency medical people, a tow truck...and notify a certified auto body shop if that driver doesn’t already have one in mind.

On March 19, Anderson presided over a special 90-minute seminar focusing on the results of the quarterly “Who Pays for What?” surveys conducted by Collision Advice and John Yoswick of CRASH Network.

“At the end of the day, I’m here to give you a third-party solution that says, ‘Here’s how often people get paid for it,’” he said. “When an insurance company comes in and says, ‘You’re the only one,’ you’ll have the ability to pull out a document and say, ‘No, I’m not!’”

Of course, a project of this nature means absolutely nothing to this industry if shops don’t participate.

“You have not because you ask not,” Anderson observed. “I’m not saying that the insurance companies are always going to pay you for every single thing. [But] at the end of the day, if we want to get paid more, we have to ask.”

James A. Powell, Axalta’s business development manager for the Northeast region, tells Hammer & Dolly that his company was very pleased to bring Anderson to NORTHEAST 2016.

“Mike Anderson is very passionate and supportive of the industry,” he says. “He knows what’s happening in this ever-changing industry and tries to inform the body shops. We’re all learning every day, and he is leading the charge to make us better.” H&D

continued on page 44

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Technology demands a more thorough repair.

COVER STORY

WHY SCANNING MATTERS very day, we see posts on multiple collision-related social media sites regarding vehicle electronics. We regularly receive phone calls from technicians about electronic issues on vehicles they’re attempting to repair. The places we rarely hear from are the European OEM-Certified Collision Repair Facilities (CCRFs). Why is that? Well, this article offers a possible explanation.

A large percentage of American repair facilities are under-tooled, under-equipped and under-trained to repair modern vehicles, and the extensive use of electronically controlled systems adds to this issue. Many shops and technicians assume that if there is no Malfunction Indicator Lamp (MIL) illuminated, then everything is working properly (just like they assume that there is no structural damage if they don’t see it.) This is not only incorrect, but extremely dangerous and potentially costly. Most of the European OEM CCRFs are not only trained, but required by their CCRF program contracts to pre-scan the collision-damaged vehicles in their shop. Pre-scanning and pre-measuring a vehicle are the two most important procedures to perform prior to writing a damage report (estimate).

Why do you need to perform a pre-scan on collisiondamaged vehicles? Today’s automobiles are equipped with multiple computer-controlled systems that oversee a variety of safety systems, which require maintenance and updates as part of their normal operation. But in the event of a collision (and after repairs and/or replacement of components), the electrical systems will require resetting or reinitializing to ensure the system is operating correctly. The Electronic Control Modules (ECMs) operate vehicle systems including adaptive cruise control (ACC), lane assist, vehicle stability, collision avoidance, blind

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BY LARRY MONTANEZ III, CDA AND JEFF LANGE, PE 32

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spot detection, back-up cameras, front and rear radar, DISTRONIC cruise control, discriminatory SRS, PRE-SAFE, heads-up display and more.

What is unknown to most technicians and insurance companies is that many vehicles hold diagnostic trouble codes (DTC) or fault codes and history codes. In many cases, they may or may not illuminate an MIL. Facilities must have the equipment and ability to read these codes to determine if they are a result of the collision event or an operational issue prior to the accident. Once the repairs are completed, a post-scan is required to ensure that all codes have been identified and cleared and/or other system problems have been identified. Additionally, systems often need a relearn or initializing after repairs are completed. If post-scans are not performed, collision repair facilities may be unaware of any symptoms or inoperative functions. Symptoms will sometimes be noticed by the vehicle owner while operating the automobile, and/or warning lights will illuminate soon after delivery. This will cause the customer to return to the body shop. Sometimes the vehicle owner will bring his or her vehicle to a dealer for warranty repairs, thinking the issue is not accident-related. But as we all know, the dealer eventually finds out the vehicle was in an accident and then claims it is related to that collision event. Oftentimes, the shop gets involved and says it can’t be related to the incident, and an argument ensues. The issue with a particular system is very often related to the collision event, but many shops do not know how the system operates, and this leads to confusion.

Here are examples of problems or inoperative systems that do not illuminate an MIL/warning light: Auto/express power windows Auto-adjust mirror functions/curb parking Satellite radio reception/updates Passive entry/auto approach entry Hands-free calling/bluetooth/voice command Puddle lamps/approach warning Auto A/C blower functions/ambient temperature climate control Passenger presence disable/occupant weight system

Let’s look at a few examples of pre-scanning, post-scanning and relearning. Many vehicles require fuel management systems to be reinitialized or reprogrammed after certain sensors or modules are disconnected or replaced.

Toyota, Lexus and Scion vehicles: After any collision event, these vehicles require a reweighing of the passenger seat Occupant Weight System (OWS) for the passenger airbag discriminatory system. Many other OEMs also require this procedure. A

pre-scan is required to determine what other systems are inoperative after a collision event. These include (but are not limited to) seat belt buckles, pretensioners and the airbag control module.

Many OEMs have procedures for “Inspections Required after a Collision” that explain the scanning and testing that should be performed (such as static testing of the seat belts and checking the system for fault codes and the deployed airbag module mounting areas for misalignment, to name a few.)

BMW vehicles equipped with turning headlamps require a scan and relearn to align the turning lamps with the GPS and steering angle sensors after removal, installation or replacement.

Additionally, the electric power steering in many BMW models requires resetting once it is disconnected and/or replaced.

Almost every OEM with a guided back-up camera requires it to be aligned with the steering angle sensor after the decklid, tailgate or hatch is removed and reinstalled or replaced. Audi, Porsche and VW vehicles require the parking sensors to be aligned after just removing and reinstalling the bumper fascia. Certain Audi and Porsche vehicles have radar sensors in the fascia that require a specific aim in procedures after the fascia have been removed and reinstalled. Additionally, Audi A8 Ls require a specific Audi computer program to set the ride height, headlamp aiming, distance control and pre-crash system while the wheel alignment is being performed. Certain equipped Mercedes-Benz vehicles require three or four systems reinitialized after replacement of windshield glass. These systems can be lane departure, PRE-SAFE and rain sensors.

These are just a few examples. Please remember that checking with OEM repair procedures will allow the damage assessors to know what needs to be done. Pre-scanning will also ensure that any inoperative systems are noted and addressed. Technicians and insurance adjusters must understand that there will be no socalled “idiot light,” “malfunction lamp” or “warning lamp” illuminated.

If certain systems (such as pre-crash/accident avoidance, distance cruise control and lane departure, to name a few) are not re-aimed, reinitialized or reset, a collision event could occur due to the vehicle not identifying another vehicle or object in its path. This could be extremely dangerous.

In the March 2013 issue of Hammer & Dolly, we wrote about the importance of sending the vehicle to the dealer after repairs for these types of systems. We all must remember that vehicles starting in the $18,000 range have some of these systems. We can no longer assume and say, “I don’t see any warning lights; it must be all good.” This way of thinking must stop; it is negligent to use old technology and thoughts on new advanced systems.

If you were walking around your house and your laptop fell out of your hands, you would be out of your mind worrying that the continued on page 35

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VEHICLE SCANNING: A WMABA PERSPECTIVE As detailed in this month’s cover story

by Larry Montanez, pre- and post-repair scanning is quickly becoming an absolute necessity in every legitimate collision repair facility. Not surprisingly, many within the WMABA community have worked to adapt their businesses to this new reality.

“With the technological advancements in the vehicles that we’re repairing today, there are systems that weren’t there 10 years ago,” offers Mark Schaech, Jr. of Mark’s Body Shop in Baltimore. “We’re dealing with different makes and models with different systems. Part of the reason our facility wants to scan vehicles is to ensure that there are no DTCs in the system that would cause it to not work properly. For example, if there’s a DTC in lane assist, distance sensors and those kinds of items, it doesn’t always show up on the instrument cluster. There’s no way for us to be certain that we’ve brought the car back to safe, drivable pre-loss condition without hooking a scan tool to it.”

As Schaech has learned, scanning and recalibration are vital to even the most minor jobs, as something as innocuous as a displaced microphone for a hands-free system can be picked up by the scan. These days, there’s no such thing as relying solely on the dashboard to tell you if there’s an issue to address.

“Honda, Acura, Toyota and Lexus are perfect examples of cars that require a recalibration after an accident that do not necessarily provide a trouble code in the instrument panel,” he says. “With the passenger seat occupancy sensor, those manufacturers say that they want either the output checked or a recalibration on the weight so that it detects whether a child or an adult is sitting in the seat and whether to deploy an airbag. The weight sensitivity in the seat isn’t going to trip a dash light; it’s something that we have to check at the end of the repair.”

While it is clear that scans need to be performed, does that automatically mean that insurers have caught up to speed with

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BY JOEL GAUSTEN

WMABA’s Mark Schaech, Jr. is among the auto body experts who have embraced scanning as a regular part of their repair work.

actually paying for this work? If history has taught us anything, it is that carriers are notoriously slow to adequately pay for certain required procedures. Hammer & Dolly has received reports of one insurer that flatly refuses to pay for scanning unless it is to address a warning light on the dash, while another will only pay for it if it is recommended in writing by the manufacturer. Schaech insists on performing scans regardless of a particular insurer’s position on the matter.

“In my facility, I offer it to the customer when his or her insurer refuses to pay for it,” he explains. “I let the customer know our position and what the manufacturer says about the vehicle. Sometimes, we’ll recommend a scan but we won’t have a position statement from the manufacturer. We won’t be able to show something in print that says, ‘This car needs to be scanned,’ but we’ll still recommend it. We feel that it’s not only a way of checking our work, but also making sure that all the systems in the vehicle are working properly. When an insurer says, ‘Yeah, I know Honda says that, but we think it’s diagnostic in nature, so we don’t pay for that,’ we call Mr. Jones and say, ‘Here’s what Honda has to say about post-accident recalibration and scans to your vehicle. This is how much we charge to do this procedure. Would you be interested in doing this?’ If the customer doesn’t do it, and there is something in writing

from the manufacturer, we require that customer to sign a hold-harmless agreement. As an OEM-certified shop, I feel even more responsible to make sure that the manufacturer’s guidelines are followed.”

Schaech’s philosophy on scanning is shared by industry consultant and speaker Mike Anderson (Collision Advice), who used his March 18 presentation at the NORTHEAST® Automotive Services Show (see page 29) to stress the importance of using a scan tool to uncover hidden problems and dangers before and after a repair.

“I personally scanned over 1,000 vehicles myself last year with factory scan tools,” he added. “[The vehicles] had no dash warning lights on them, but all had issues relating to the accident. I will challenge anybody that I can scan a vehicle that you have ready for delivery, and 98 percent of the time, I will tell you that I will find a fault code.” H&D

Executive Director’s Thoughts

Pre- and post-repair scanning is necessary.

Knowing the codes (if any) before the vehicle has been repaired is one way of capturing the entirety of the repair plan. After the job, knowing you are handing back the keys to your customer with those issues addressed is peace of mind for them and you. - Jordan Hendler

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COVER STORY laptop may not work, right? You would turn it on and try a few programs out (or restart it) and do a scan, right? If a vehicle contains 2550 computers and modules and it is involved in a collision event, wouldn’t you think the bare minimum you should do is check the system?

There are general scan tools from OTC and Snap-On that will allow some programming and resetting. There is even the all-new AsTech2, which works as an interface to AsTech to read vehicle systems with OEM computers and software programs over the Internet. There are multiple choices for collision repair professionals. The one choice they don’t have is to neglect making the investment.

A damage assessor who does not premeasure and pre-scan a vehicle (and check with the OEM repair procedures) is not only negligent, but is also putting the consumer and the general motoring public at risk. H&D Larry Montanez III, CDA is co-owner of P&L Consultants with Peter Pratti, Jr. P&L Consultants works with collision repair shops on estimating, production and proper repair procedures. P&L conducts repair workshops on MIG & resistance welding, measuring for estimating and advanced estimating skills. P&L also conducts investigations for insurers and repair shops for improper repairs, collision repairability and estimating issues. P&L can be reached by contacting Larry at (718) 891-4018 (office), (917) 860-3588 (cell), (718) 646-2733 (fax) or via email at larry goju@aol.com. The P&L website is www.PnLEstimology.com.

Jeff Lange, PE is president of Lange Technical Services, Ltd. of Deer Park, NY (www.LangeTech.net). Jeff is a Licensed New York State Professional Engineer who specializes in investigating vehicle and component failures. Lange Technical Services, Ltd. is an investigative engineering firm performing forensic vehicle examinations and analysis for accident reconstruction, products liability and insurance issues. Jeff can be reached at (631) 6676128 or by email at Jeff.Lange@Lange Tech.net.

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WHAT’S

The Playbook

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.

MEMBER TESTIMONIALS

The two obvious benefits of belonging to WMABA are: 1) Keeping up to date on industry events, challenges and technical changes, and 2) Networking with industry shop owners and vendors. The not-so-obvious benefit is that we as shop owners can unify to make a change. Being a member assures each of us that we are not ‘the only one’ dealing with these issues. WMABA is the only association focused on making this industry better for the collision shop owners and technicians. No other organization can make that claim. Most of them just follow the money. Put your money where it counts – join WMABA! - Bill Denny, Bill Denny’s Automotive, Inc., Havre de Grace, MD

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Find more association updates at www.wmaba.com.

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

WMABA keeps us in touch with what is happening in our industry, from class action lawsuits to pending legislation in our state and the whole country. Our membership helps us remember that we are not the only ones facing the discouraging burdens and issues out there. It reminds us that if we all stick together, we can make a change for the better.

Their coverage of PartsTrader, well before it hit home, was invaluable. They even went to the State and tried to make it unlawful for insurance companies to require it. They are working hard for us on things that all body shop owners care deeply about, but don’t have the time to stand up and fight.

- Barbara Chase, Sisk Auto Body, Owings, MD

I joined WMABA the very first year I opened my shop. I was immediately embraced by both colleagues and mentors who provided me the fellowship to know I wasn't the only one facing the challenges before me, advice that provided clarity and confidence to make the decisions that would guide my business and a network that I could call on repeatedly over the years I have been a member. WMABA's ability to educate the collision repair industry, speak on its behalf and lobby for issues that affect it has been - and is to this day - the greatest value I have received from any association of which I have been a member.

- Mark Boudreau, Spectrum Collision Center, Arlington, VA

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JOIN TODAY

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Mark Schaech, Jr.

(410) 358-5155 mark@marksbodyshop.com

PRESIDENT’S

MESSAGE THE POWER OF CERTIFICATION This issue of Hammer & Dolly features a number of discussions about the benefits of becoming an OEM-certified facility. If you’re on the fence about taking the leap at your business, I can tell you that it was one of the best decisions I ever made for my shop.

As a collision repair facility certified by 17 manufacturers, we really see the value in partnering with the OEMs to ensure high-quality, proper and safe repairs. We value our OEM relationships and take full advantage of our access to up-to-date repair information and training opportunities.

While the tooling and training can be expensive, OEM certifications provide reassurance to our customers that we have what it takes to make repairs to their vehicles. Each manufacturer has specific guidelines when it comes to repairs, whether it’s for aluminum and carbon fiber, rivet bonding, spot welding or MIG brazing. With all of the advanced materials and vehicle designs floating around these days, it’s more important than ever to follow OEM guidelines.

Our customers appreciate our dedication to the brands they drive. I think there is a peace of mind associated with the cooperation between the collision repairer and the manufacturer.

For us, being a certified repair facility has been an alternative to getting leads by being on a DRP. Most of the OEMs have special Web pages where their certified shops are recognized, and this helps provide leads. More importantly, we consistently market ourselves online as a certified shop. This marketing has been a key factor in our continued success.

If you’re interested in becoming an OEM-certified facility, the best advice I can give you is that it all starts with dealer relationships. Talk to your parts manager and get information about that OEM’s program. Pay attention to the tooling and training that is required, and make sure that your equipment purchasing is done with satisfying multiple programs in mind.

Although it requires a strong commitment to quality and continued education, OEM certification can be a greatly rewarding opportunity for the right shop. H&D

WE NEED YOUR LEGISLATIVE CONTRIBUTION! I appreciate WMABA working on my behalf at the state capitol(s)!

Here is my contribution to the legislative efforts.

P.O. Box 3157 • Mechanicsville, VA 23116

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

______________________________Email:

Donation Amount: Check Enclosed

$50

$100

____________________________________________ $500

Other ________________

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

Name on Card: ______________________________Signature: __________________________________ 42

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NATIONAL FEATURE continued from page 29

field. In February, he returned to the US after running a successful mobile detailing business in Germany. Now an operations manager for VeriFacts Automotive, he was blown away by what the show offered his company and the other exhibitors who signed on.

“It was really great to see so many vendors and participants there,” he says. “It was a completely packed show. At one point, it just seemed like there was a never-ending stream of people.”

A strong crowd also turned out for a series of seminars featuring Hammer & Dolly Technical Writer Larry Montanez (P&L Consultants). On March 18, he joined Dave Gruskos (Reliable Automotive Equipment) and Doug Richman (Kaiser Aluminum/The Aluminum Association) for “AASP/NJ Presents: Advanced Material Repair in 2016 and Beyond.” The following day, he presented two seminars (“Increase Profits, Lower Cycle Time/ Supplements with Triage Estimating” and “OEM Collision Repair Procedures vs. Industry Standards: A 2016 Update”) and participated in the “Photo Estimating Comes to the Northeast” panel discussion moderated by Kristen Felder of Collision Hub. Bolstered by the active support and participation of WMABA members, NORTHEAST 2016 proved that a great show is worth the road trip. If you have yet to experience this one-of-a-kind weekend, you know where you have to be next March.

For news and updates on the 2017 installment of NORTHEAST, visit aaspnjnortheast.com.

For more information on ASE, contact Teresa Bolton at tbolton@ase.com or (703) 669-6610.

H&D

Executive Director’s Thoughts

I am pleased that so many WMABA members took the time to enjoy NORTHEAST this year! I’d much rather have been there – seeing the vendors, attending the meetings and seminars and catching up with other industry folks – than going to the meeting in Annapolis where the Subcommittee voted down our parts bill. I always come back from this show with positive and useful information. - Jordan Hendler

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ADVERTISERS’ INDEX Alexandria Toyota ................................35 Audi Group ..........................................9

Axalta Coating Systems ......................OBC

BMW Group ........................................24-25 BMW of Fairfax....................................3

Caliber Collision ..................................15

CAPA ..................................................26 Chesapeake Automotive Equipment ..46 Collision Equipment Company ............11

Empire Auto Parts................................23 Ford Group ..........................................16 GM Parts Group ..................................27 Honda Group ......................................31 Hyundai Group ....................................17

Koons Ford ..........................................21 Malloy Hyundai ....................................8

Mazda Group ......................................38 MINI Group ..........................................36 Mitsubishi Group..................................39 Mopar Group ........................................11

Nissan Group ......................................37 Nucar ..................................................4

O’Donnell Honda ................................44

P&L Consultants ..................................35

Packer Norris Parts ............................IBC Porsche Group ....................................30

PPG ....................................................IFC Safety Regulations ..............................44

Steck Manufacturing............................21 Subaru Group ......................................19 Toyota Group ......................................45

USI of North America ..........................20 VW Group............................................43 Wheel Collision Center ........................46

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