Hammer & Dolly November 2019

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Lessons in Liability

Top Education Picks in Vegas

November 2019 Volume 13, No. 11 $5.95

Collision Repair at SEMA:

An Oral History

www.grecopublishing.com

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Are you here?

Come join us!

SCRS’ Repairer Driven Education (RDE) November 4 – 8 (for more information see page 24)

CIC – Tuesday, November 5 at the Renaissance Hotel from 8am-5pm, followed by a reception at the Westgate Las Vegas from 6:30pm-9pm The Collision Industry Conference (CIC) is a forum for participants from all segments of the collision repair industry to discuss issues pertinent among them.

CIC facilitates camaraderie within the industry, allowing members to explore ideas, enhance understanding and communicate potential solutions.

(For more info: ciclink.com)

CONTENTS

SCRS’ OEM Collision Repair Technology Summit – Thursday, November 7 at Upper North Hall N241 (upstairs) at the Las Vegas Convention Center from 8am-5pm The OEM Collision Repair Technology Summit is designed to put SEMA Show attendees in a room with innovators in automotive structural design and technology. Sessions include “From Substrates to Surface,” “Help! A Comprehensive Conversation Surrounding Accessibility to OEM Procedures and Technical Support” and “Meeting the OEM Expectation in Welding.”

(For more info: scrs.com/rde) The IDEAS Collide Showcase – Friday, November 8 at Upper North Hall N241 (upstairs) at the Las Vegas Convention Center from 10:30am-12:30pm The IDEAS Collide Showcase will feature 10 fast-paced presentations designed to stimulate innovation and resolution of business challenges with brash, outspoken and thought-provoking concepts from leaders both in and out of the industry. Audience members will be intrigued by individuals and companies with an eye on the future and willing to take center stage with innovative ideas, business models and concepts that have the potential to revolutionize the future of the collision repair industry.

(For more info: scrs.com/rde)

November 2019 LOCAL NEWS 14 WMABA MEETING BUILDS BULLETPROOF BUSINESSES

Methods to use to shield your shop from liability.

16 MARKET NUMBERS THAT MATTER:

WMABA’S LABOR RATE SURVEY RETURNS A new effort to address insurer reimbursement.

INTERNATIONAL NEWS 20 WMABA’S BOLTON, STAR STUDENTS HIT

DEPARTMENTS 6

RUSSIA FOR WORLDSKILLS Overseas competition highlights American talent.

PREVIEW 24 FIVE REPAIRER DRIVEN EDUCATION (RDE)

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10 10

COURSES YOU CAN’T AFFORD TO MISS Our picks for first-class training and insights.

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FEATURE 28

COLLISION REPAIR AT SEMA: AN ORAL HISTORY A look back at an unforgettable decade.

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42

Editor’s Message JOEL GAUSTEN

Executive Director’s Message JORDAN HENDLER What’s WMABA Up To WMABA Membership Application WMABA Sponsorship Page

Member Spotlight: Greg Cline Automotive Advertisers’ Index

Stock Images © www.istockphoto.com

November 2019

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BMW of Owings Mills 9702 Reisterstown Rd Owings Mills, MD 21117 410-363-1461 Fax: 410-363-7749 www.bmwofowingsmills.com

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

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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

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Joel Gausten

EDITOR’S

(973) 600-9288 joel@grecopublishing.com

MESSAGE 10 REPAIRER DRIVEN YEARS AT SEMA In 2009, the WMABA-affiliated Society of Collision Repair Specialists (SCRS) and other auto body industry entities took a chance and brought industry-specific exhibits and education to the SEMA Show in Las Vegas. The endeavor immediately paid off. By joining forces with the largest automotive industry event in the country, SCRS was able to broaden its representation and provide one of the most extensive education and training slates in history.

Of course, doing so in the SEMA setting added a great deal of fun and excitement to the proceedings.

A decade later, SEMA stands as the definitive year-end event of the national collision repair community. This month, we present a special Oral History that explores the roots of the collision industry’s place at the Show and how this relationship has grown over the years. If you’ve been to SEMA in the time since SCRS first became involved, then you know just how much a week at the Las Vegas Convention Center can impact your business back home. If you’re reading this issue of Hammer & Dolly from the SEMA floor during your first-ever trip, we hope you enjoy your time here. It’s something you can’t replicate anywhere else in the automotive world.

If you were unable to make the trip this time, rest assured that this issue of Hammer & Dolly has a lot of information you need WMABA OFFICERS PRESIDENT

VICE PRESIDENT

TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Bill Hawkins hawkinswilliamjr@gmail.com 510-915-2283 Barbara Chase barbara@siskautobody.com 301-855-5525 Phil Rice phil@ricewoods.com 540-846-6617 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 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

ADMINISTRATION

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

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back home. On the top of the list is the announcement of WMABA’s latest Labor Rate Survey, which I encourage you to take to help the association gather up the figures it needs to paint a realistic picture of the current marketplace. Your time and help in this effort are needed, and your contributions towards improving conditions in your industry are immeasurable. Please go to page 16 to learn about how you can get involved and make a difference.

On a personal note, traveling to SEMA always allows me a chance to touch base with industry colleagues I only see in person there. For years, I’d inevitably meet up with John Norris, executive director of the Collision Information and Industry Assistance and the Hamilton District Autobody Repair Association, in a hallway or on a shuttle bus. We’d catch each other up on our travels and thoughts on the Show, and taking in John’s friendly spirit and good humor was as much a part of my SEMA experience as attending classes, forums and awards ceremonies. Sadly, I won’t have that opportunity this year, as John passed away this past May at age 66. He was a great guy and a true asset to this profession, and I am one of many who will miss him dearly. H&D

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR CREATIVE DIRECTOR EDITORIAL/CREATIVE COORDINATOR

OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten joel@grecopublishing.com

Lea Velocci lea@grecopublishing.com

Alana Bonillo alana@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 © 2019 Thomas Greco Publishing, Inc.

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EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

Why the Labor Rate Survey is a Selfish yet Selfless Act It’s not all about the Labor Rate. But it’s also about the Labor Rate.

I’m here to convince you that it only takes five minutes – and that’s it – to fill out your Labor Rate Survey. It takes a lot longer if we have to call the shops to remind them or gather the data over the phone. Either way, we need your information, as it equates to meaningful advocacy.

Information is like money; when you pile it up, you can buy a lot of insight! How our industry looks needs to come from the actual retail data – not culled from third-party pay systems’ computations.

For instance, look at how estimate platform providers regurgitate the information you – as well as insurer representatives – put in.

Then, they mix it together to tell insurers what a “market rate” is.

That’s not a retail system, and it is certainly not a free enterprise. The only way to get a true look is to gather true data without wholesale intertwined.

When you pay below-average reimbursements, you skew the average in a downward trend. It pushes the top half to the average amount, thereby creating a new lower average. It’s a spiral never to be reversed. This is why we cannot get fully caught up in the hourly Labor Rate.

Much of the issues surrounding our industry can be attributed to information access, training, equipment, labor availability and insurance relations. The building block of the estimate in most repairers’ minds is the labor hour, specifically the labor hourly rate.

When asking what the Labor Rate charged by a shop sounds like, the response I frequently hear is, “Whatever the insurance company is paying.” This perplexes me.

While predatory practices (such as lying about survey data that doesn’t exist) are out there in droves right now, it is never up to the insurance company as to what is charged by an individual business.

The healthcare systems are dealing with similar dynamics, and many

doctors balance bill their customers even in a preferred provider relationship. This is what keeps a healthy environment that supports the resources and education required to prop up patient care. Our industry is no different.

What many miss with the Labor Rate argument are the operations they CAN research and charge for. Not-included items are just the surface level, and what most educated and profitable repairers understand is that fixing the vehicle the way the OEM requires is not just safer, at less liability risk and proper – it’s also capturing all the missed repair time on the repair order.

Understanding paint material calculations versus invoicing is another industry method that could be explored. Knowing how to fix

the car right the first time, and going through all the operations, is how you can directly improve the bottom line for what you already do.

So, while we capture Labor Rate data, you could also be changing the way you look at researching and owning the entire repair process – intake to completion – as the true cornerstone of income.

If you need help, we are here! ← And we really mean that! H&D

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

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November 2019

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

Get Your Team Jersey Supporting WMABA is an investment in the future of your business and your industry. By becoming a member, you are represented in all the places the Board or executive director go. Whether at a trade show like SEMA, assisting with the SCRS OEM Technology Summit regarding certified repairs or locally at the state capitol meeting legislators or testifying at a hearing, your interests and the interests of all repairers are at the forefront. Though repairers often feel competitive, the association is a place for camaraderie and community. Here, we’re all on the same team.

Get Educated WMABA offers issue-specific, topic-driven education throughout the year. Participation in special events and local meetings, such as the Audi Training Center-hosted seminar and tour, offers your business the best in opportunities to advance your understanding of changes within our industry.

JOIN !

TODAY 10

November 2019

The Playbook The association is your resource for all things related to your business.

Whether you have a question about current Labor Rate data, operations, customer interaction, insurer relationships, vendor products or national news, your association is the place to ask first. Through our relationships nationally, we can even take issues to the forefront of places such as the Society of Collision Repair Specialists, Collision Industry Conference or national contacts for insurers and vendors.

Locally, we research governmental regulations and oversight to make sure the repair industry is protected from any negative legislation.

Represented in both Virginia and Maryland, WMABA proposes and opposes recommended bills that come into the legislature during open session. Also, we work with consumer-related entities, government agencies and other related industry organizations to ensure that the voices of the repairer and their customer are heard.

Many repairers take advantage of the knowledge and community the association has for navigating situations that arise. A simple phone call or email can circumvent many issues our members encounter.

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

The minimum is getting your membership. This year can WIN with your commitment to the betterment of your business and your industry. Sign up today! H&D

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WMABA THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2019!

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

www.wmaba.com

FinishMaster • Single Source National Coatings and Supplies • WheelsOnsite

November 2019

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Quality pays off.

BY ALANA BONILLO

MEMBER

SPOTLIGHT Greg Cline Automotive Being quality conscious is the top priority at Greg Cline Automotive.

The owner and namesake of the Winfield, WV shop has been doing this a long time and has seen many changes over the years. The shop has experienced constant growth since its humble beginnings in a tiny garage in 1968. That’s the year when Cline’s father, Henry, started doing collision repair as a side gig in a two-car garage behind his house.

Growing up around the business, Cline took over managing the shop by the time he started college in the early 1990s. His father had moved the business to Winfield in the 1980s, and as the business grew, so did the building, which went through two renovations. In 2002, they constructed a new building alongside the existing one. This provided new space for a proper office and waiting area.

“At that time, most body shops were not that nice – not a place you’d send your mother or sister to,” he recalls. “We wanted to have a place with a nice waiting area that was more comfortable.”

The shop has built a solid reputation as the go-to place for a dependable repair. They only follow OEM procedures and always put the customer first. Cline stands firm that the customer is the owner of the car.

“We won’t do anything an insurance company wants us to do that doesn’t make sense or that would keep us up at night.”

Keeping up with training is extremely important to the team. The shop is I-CAR Gold, and Cline is proud to have a good group of highly educated and qualified

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November 2019

The team at Greg Cline Automotive. Back row (left to right): Ricky Clendenin, Jason Harrison, Trisha Cline, Greg Cline, Kevin Kail. Front Row (left to right): Jacob Cochran, Tommy Alford, Steve Krieps, Brandon Hayes, Dustin Milbee.

Not pictured: Dougie Forbes and Peyton Gillispie

The shop’s decor adds an attractive touch. technicians who are willing to put the time in to research procedures. The facility also focuses on investing in the right equipment, including the Spanesi One Touch Measuring system and two Spanesi paint booths.

“We spend a ton of money in new technology. It’s not an immediate reward, but it pays off later.”

Cline’s customers know that he cares about doing the right thing, and he’s had

Greg Cline Automotive is committed to featuring the finest equipment available in the industry.

customers who’ve moved out of the area bring their cars back to him. One customer drove up from Florida, while another came over from Nevada.

“It says a lot about our business, and it’s something we’re proud of.”

The shop has been a part of WMABA since the association added West Virginia to the fold in 2017. There had been attempts to start up an association in the Huntington continued on page 41

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Avoiding a legal landmine.

LOCAL

NEWS

WMABA Meeting Builds Bulletproof Businesses

West Coast native Mark Olson of VECO Experts brought his roadshow to West Virginia to give an in-depth explanation of his “10-Step Vehicle Quality Process,” showing attendees how they can elevate the level of culture and processes for quality repairs. Covering so much more, this meeting forever changed the way these repairers will see their businesses.

Held October 10 at what Olson called “the coolest meeting room ever” in Cabela’s of South Charleston, the meeting drew folks from all over the state who came eager to learn.

What they got was more than they anticipated, as Olson went through a series of pointed – and often uncomfortable – questions about their current processes. He asked about their equipment, intake forms, repair data research and much more. What they found were places they can make effective change by pivoting the items they look for.

With liability being more of a concern than ever, participants listened intently to ways they could create a culture defined by a commitment to quality. Rolling through his now-trademarked Bullet Proof File™ points, Olson offered advice that specifically outlined the checklist of items every repairer needs to have to prevent a dreaded post-repair inquiry from costing them time, money, their business or – worse – their mental health.

Olson talked a lot about how many times he’s encountered a well-meaning repairer who just didn’t have it right. Having hundreds – probably thousands – of vehicle inspections under his belt, he recounted numerous examples of cases where he had to only look in the file for proof the vehicle was improperly repaired.

“I got a file for a door replacement once,

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Mark Olson of VECO Experts (left) gave critical straight talk to repairers on proper documentation and other matters.

and I could see by how they wrote the estimate that they didn’t do the proper repair procedures per the OEM. They’d missed several operations that relate to safety, so it was a failure without me even having to leave my office. [In] another example, I got the file and could see in a picture that they didn’t finish the seam sealer, leaving a gap. Even further, another picture [showed] either rust or a gap in the repair of a strut tower – with use of copper primer, also against OE procedures. Once onsite, we found that the welds were wrong, there were other issues and the forms used for quality control were pencil-whipped.”

Though Olson admitted no one could implement every item at once without a rebellion, he held nothing back in the directions on how to conquer these checklists over time.

He explained intake photos and forms, items needed during repair and quality control to be reviewed after the process. Emphasizing the importance of every detail, note, conversation and piece of documentation making it into the file, he also cautioned folks to get rid of boxes left blank.

“Get it out of there if you’re not going to fill it in every time and completely. Where I see a blank, so does the customer; when things go bad, the blanks look like incomplete work.

That’s when folks like me go digging.”

With another visit to the WMABA region surely in the future (as well as a recently confirmed appearance at the 2020 NORTHEAST® Automotive Services Show in New Jersey this March), it’s encouraging to know that Olson and VECO Experts are available for questions sure to come up.

With vehicles getting more complex and the liability bar raised, it’s important that shops address these issues head-on. The most wellmeaning repairer could be one incident away from a legal battle they’d be unsure to win.

Knowing your liabilities is one way to protect your business for the future. WMABA membership and your industry participation is just one way to stay informed and get connected with leaders who can help you navigate these changing times with efficiency and confidence. H&D

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LOCAL

NEWS MARKET NUMBERS THAT MAKE SENSE: WMABA’s Labor Rate Survey Returns If you’re a collision repair professional in the WMABA region

looking for real-world ammunition to understand market rates, or

parts to OEM, such as used or aftermarket?

then you need to participate in the association’s 2019-2020 Labor

company representatives delay the repair process and cost your

when an insurance representative tells you “you’re the only one,” Rate Survey.

This seventh edition of the Survey (available online at

wmaba.com/labor-rate-survey or surveymonkey.com/r/

wmabalaborratesurvey2019) asks WMABA-area shops to provide

their posted/retail rates for several operations. As always, all Survey

results remain completely anonymous, and no participating shops will be identified by name.

WMABA is encouraging Survey-takers to share certain

procedures they believe are required during the repair process and

whether these procedures are currently performed and charged for at

their shops, such as “mark-up” or “admin” on sublet (towing,

upholstery, mechanical, etc.); “clips and fasteners” needed in the

repair process; “color sand and buff;” Feather, Fill, Block and Prime

on repaired panels; Feather, Fill, Block and Prime on welded panels;

“check and test seat belts” being used in the accident; “prep raw

plastic” when recommended by paint suppliers; and “weld-thru

primer” and/or “cavity wax” when needed.

The Survey also consists of nearly three dozen critical industry-

related “yes or no” questions that include the following:

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Do you believe insurers rate you on the use of alternative

November 2019

Do inadequate or poorly written estimates by insurance

shop time and money while you rectify mistakes?

Do appraiser(s) tell you, “We can’t pay for that, because it is

against insurance company policy,” even though you knew it was a fair, reasonable and necessary item?

Is it your experience that a good portion of insurance company

representatives will intentionally write “low-ball” estimates that omit obvious visible damage?

Do you use the degweb.org website to submit inquiries of

missing or inaccurate labor, parts, materials or other flaws in the estimating system guides?

Do you believe insurer reimbursement rates are fair enough to

support adequate profit for continuing education, certifications and new equipment?

When taking the Survey, shops are asked to provide rates for

body labor, frame/structural work, paint/refinish, paint materials,

aluminum structural work (if applicable), mechanical work and daily inside/outside storage. Additionally, they can include the number of estimators, office personnel and technicians at their facilities, total

square footage, preferred paint and materials cost accounting system

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Finding financial truth.

(if one is in use) and their gross annual sales.

conducting a survey that asked shops to “rate” insurers on a variety of

importance of shops taking the time to fill out the Labor Rate Survey.

Survey on a bi-annual basis.

WMABA Executive Director Jordan Hendler stresses the

“By having our own data to share, we are not only reporting reality

practices. This Insurer Survey will now alternate with the Labor Rate

“Our Board thought it would be helpful to have alternating years for

back to the regions, but we are also able to give this information to

each survey, because every year didn’t seem to yield significant market

moving forward.”

takes to perform it. The Insurer Survey was telling about our

entities that regulate or legislate. That’s how important it is that we keep Perhaps the most critical element of the Survey is that it asks for

posted rates as opposed to discount/concessionary rates common of insurer referral programs.

“WMABA wants to report the door rate because that is the cash or

posted rate and not based on a wholesale skew. That’s no different than

movement for Labor Rates and two years made more sense for what it marketplace in a totally different way, which is also equally useful.”

Ultimately, WMABA hopes to utilize the information gathered by the

next Labor Rate Survey to strengthen the financial standing of the industry it represents.

“Our hope is to always use the compiled survey numbers to

how the rate reporting from an estimating company like CCC would have

educate. That is within our membership, our regional contacts and also

is different than what is charged at times, and there just isn’t another

conduct. It’s an uphill struggle – no question – but we must try. We have

discounts included. Those numbers are not all reliable. Reimbursement reliable source of this information.”

Last year, WMABA paused the Labor Rate Survey in favor of

our government agencies that have been deemed overseers of market no chance of positive attention to the issue if we cannot support it with these facts and figures.” H&D

The 2019-2020 WMABA Labor Rate Survey can be taken online at wmaba.com/labor-rate-survey or surveymonkey.com/r/wmabalaborratesurvey2019. The results of the project will be featured in an upcoming issue of Hammer & Dolly. If you have questions or require additional information, please contact Jordan Hendler at (804) 789-9649 or jordanhendler@wmaba.com.

November 2019

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INTERNATIONAL

NEWS

WMABA’s Bolton, Star Students Hit Russia for WorldSkills

WMABA Board member Rodney Bolton (Anne Arundel County Public Schools) was one of several industry members who recently traveled to Kazan, Russia to take part in the 45th Annual WorldSkills Competition. Bolton, who has been a volunteer for various SkillsUSA and WorldSkills events for nearly 25 years, served this year as the competition manager for the international gathering.

“I would say that the infrastructure was the best I have ever seen at any WorldSkills event I have participated in since 1997. The competitors were the best of the best.”

Scenes from the recent WorldSkills competition in Kazan, Russia

This year’s WorldSkills drew more than 1,350 competitors from 63 countries and regions. The Auto Body Repair and Car Painting categories each had 27 competitors.

David “DJ” Fors, a 19-year-old competitor from Lunenburg, MA, placed 14th in Auto Body Repair. Fellow American competitor Dylan Wertz, also 19, traveled from Tiffin, OH to compete in Car Painting and earned a Medallion of Excellence for coming in eighth.

Jerry Goodson, senior associate of specialty training for I-CAR, served as an expert for Auto Body Repair and extensively

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November 2019

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United States students soar.

trained Fors prior to WorldSkills. This training included adherence to I-CAR standards and the use of Car-O-Liner equipment. Goodson was impressed by the high level of talent Fors displayed in a faraway country.

“The amount of work they required the competitors to complete was astronomical.

What he did was really an achievement, and his work was top-notch.”

Already a veteran SkillsUSA competitor by the time he reached Russia, Fors was quick to praise the organization for providing him opportunities to develop in the collision repair field.

“There is a lot to be gained from SkillsUSA. Personally, I have gained new outlooks on life from around the country by interacting with the other competitors. It is also a great place to immerse yourself in new things and learn about trades you may not have known about. Overall, it was a great and positive experience.”

Considering Wertz’s strong performance at WorldSkills, it’s no surprise that he is an avid fan of Car Painting (or Automotive Refinishing, as it’s commonly known in the US).

“My favorite part of my skill is that the technology is always advancing,” he says. “I enjoy pushing myself, working hard and striving to become better every day.”

Car Painting expert James Redd (PPG), who provided Wertz with his pre-WorldSkills training back home, says that he doesn’t believe there is a shortage in skilled laborers – just not enough patience or mentoring of novice tradespeople. He believes the veteran laborer must have the ability, patience and mentoring skills to allow the novice to learn and develop into a skilled worker.

As he says, “We don’t all become experts overnight!”

WorldSkills competition sponsors included SATA (who supplied spray guns to all competitors for them to use and keep), BASF and 3M. H&D

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November 2019

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VENDOR

“The Right Way”

UPDATE TECHNICAL NEEDS, OEM SOLUTIONS: INSIDE RELIABLE AUTOMOTIVE EQUIPMENT

The collision repair industry can be complex and confusing, but help and professional guidance are within reach.

For 30 years, Reliable Automotive Equipment has stayed ahead of the changes hitting the auto body world by offering top-of-the-line OEM products and education. Headquartered in Belford, NJ, Reliable works to maintain an active national presence through participation in various industry associations and events. In addition to serving as a Board member of the Alliance of Automotive Service Providers of New Jersey (AASP/NJ), Reliable President Dave Gruskos is currently a director

“Where Quality and Customer Service Collide”

SEEKING TALENTED INDIVIDUALS Tysons Corner Collision Center is searching for qualified individuals to join our team, in multiple areas!

Positions available include: • Body tech • Aluminum tech • Estimator

The ideal candidate will possess the following qualities: • Commitment to ongoing education • Good attitude and a team player • Attention to detail and high quality repairs

If this sounds like you and you’d like to work with the best techs out there, please contact General Manager Tim Pfeifle for information!

703-564-6101 TPfeifle@penskeautomotive.com 22

November 2019

For more information on Reliable Automotive Equipment, please visit raeservice.com or call (732) 495-7900.

See Reliable Automotive Equipment at SEMA at booth #10861. for the Society of Collision Repair Specialists (SCRS). He is also a well-known speaker and educator who regularly presents at major trade shows including SEMA and NORTHEAST®.

Since the beginning, Reliable has maintained a passion for proper repairs and workers’ health and safety. The company closely follows the direction of auto manufacturers to ensure that only the best and most appropriate equipment is offered to customers.

“We always stay on the cutting edge of what our partners on the car company side require,” Gruskos says. “We devote our energy and resources to do our best for our customers through shop visits, hosting clinics, informing the industry via social media, etcetera. It’s our job to inform shops of the correct ways the OEMs want their vehicles repaired.”

One Reliable-distributed product in particular, the MEC 600 Cutter, has proven to be a huge benefit to repairers working to adhere to OEMapproved methods and procedures with efficiency.

“With so much technology in the types of material, shops need to know if the tool they are using is actually doing the correct job. Also, it’s important to have the right tool for the correct removal of a panel.”

As for the future of automotive technology, Gruskos has a clear idea of what’s to come.

“There is a big movement with carbon fiber as well as multi-material mixes in joining car bodies together. There will be special tooling that will need to be used to take these panels apart using special heat, for example. Additionally, there will be a large amount of safety requirements that technicians will have to keep in mind. We also see an increased need for shops to be knowledgeable about electric vehicles. Reliable is always available to answer any questions that techs have on this or any other equipment-related topic that comes up on the shop floor.” H&D

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www.raeservice.com November 2019

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Recommended for repairers and more.

PREVIEW

For more on these and other Repairer Driven Education (RDE) courses, visit scrs.com/rde.

SEMA 2019: Five Repairer Driven Education (RDE) Courses You Can’t Afford to Miss Once again, the Society of Collision Repair Specialists (SCRS) is bringing the best of the best in educational offerings to the SEMA Show with its informative and thought-provoking Repairer Driven Education (RDE) series.

Below is just a sampling of the many worthwhile opportunities being offered this year. All courses will be held at the Las Vegas Convention Center.

Advanced Business Communications – The A-B-Cs of Building Trust Monday, November 4: 1pm-3pm Upper North Hall, Room N233 Speakers: Paul Webb & Elle Artison, WebbTV The RDE series kicks off with this energizing and engaging discussion that will completely revamp the way business owners do business by learning how to effectively communicate. Attendees will walk away with an understanding of how to build trust in a shorter amount of time, which is effective towards increasing sales and building trust.

The presentation is ideal for anyone who walks the halls at SEMA – fellow presenters, vendors and, of course, the collision professional.

Educate Consumers on Safe Repairs with Owner’s Manuals Tuesday, November 5: 3pm-5pm Upper North Hall, N241 Speakers: Mike Anderson (Collision Advice) and Danny Gredinberg (Database Enhancement Gateway) Two of the most recognizable names in the industry have teamed up for this eye-opening session that will show attendees the crucial importance of educating customers and building their trust by showing them the ins and outs of a safe and proper repair.

Anderson and Gredinberg will provide the links to various owner’s manuals and will review what these manuals say about seat belt inspections, seat calibrations, OEM versus aftermarket parts and much more.

Create an In-House Technician Development Program Tuesday, November 5: 3pm – 5pm Upper North Hall, N237 Speakers: Tim Ronak, Charlie Whitaker and Jeff Baker (AkzoNobel) One of the most frustrating challenges in the collision repair marketplace is the struggle that lies in finding good, reliable technicians.

This workshop will inspire attendees to take matters into their own hands by creating a self-developing workforce. Tim Ronak and company will address how one can become an employer of choice by creating a transparent, internal and self-directed development plan that

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defines the career path for all production technicians regardless of their level of skill when they first enter the shop. Key components will include the following: What skills are needed in your facility?

What does a technician self-directed development plan look like?

How do you encourage training?

Who should do the training?

How does this look in a typical facility?

Capturing Every Procedure: What Are You Missing?

Wednesday, November 6: 12:30pm-2:30pm Upper North Hall, N233 Speakers: Toby Chess (Kent Automotive), Ron Reichen (Precision Body & Paint) and Danny Gredinberg (Database Enhancement Gateway) In today’s collision repair world, one simply can’t afford to NOT have a thorough and comprehensive repair plan on file. Having a weak blueprint impacts efficiency, profitability and morale.

This course is ideal for shop owners, managers and estimators, as it will go through a systematic approach to building a repair blueprint that accounts for OEM-documented procedures, non-included operations and items that cost a shop money when forgotten or overlooked.

Overcoming Objections to Scanning Wednesday, November 6: 3pm-5pm Upper North Hall, N237 Speakers: Mike Anderson (Collision Advice) and Jake Rodenroth (asTech) Mike Anderson teams up with Jake Rodenroth of asTech to address the most common objections collision professionals often hear when it comes to scanning. They will share considerations that attendees must make in regard to diagnostics and calibrations.

Discussion topics will include: recommended versus required; OEMs that do not have position statements; what is included versus not included when it comes to scanning; the differences between OEM and aftermarket scan tools; diagnostics versus scanning; and the “required steps” to performing a proper scan. H&D

Executive Director’s Thoughts

SCRS is just coming out with promos for the OEM Summit and IDEAS Collide portion of its education, and these are certainly all portions of RDE at SEMA you can’t miss. The week, including Collision Industry Conference, is one you must make next year if you’re not there now!

- Jordan Hendler

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Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

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

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

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

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

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

Š 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

November 2019

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Unsurpassed Quality. Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer.

Fairfax Hyundai 10925 Fairfax Blvd.

Fairfax, VA 22030 Phone: 703-273-5188 FAX: 703-352-3115 E-mail: parts@fairfaxhyundaiinc.com

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

Malloy Hyundai 1880 Opitz Blvd.

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

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KEEP IT GENUINE

INSIST ON GENUINE GM PARTS

We stand behind our product, providing collision repair professionals and vehicle owners peace-of-mind and confidence.

Contact these Genuine GM Parts dealers for all your parts needs: NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 e-mail: parts@nucar.com www.nucar.com

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

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

OURISMAN CHEVROLET OF ROCKVILLE 807 Rockville Pike Rockville, MD 20852 Toll Free: 800-345-4640 Direct: 301-424-5332 Fax: 301-294-6381 www.rockvillechevrolet.com

JERRY’S CHEVROLET 1940 E. Joppa Road Baltimore, MD 21234 Toll Free: 844-817-9405 Local: 443-219-3339 Fax: 443-403-0803 chevyparts@jerryschevrolet.com www.jerryschevrolet.com

November 2019

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NATIONAL

FEATURE COLLISION REPAIR AT AN ORAL HISTORY

Ten years ago this month, the Society of Collision Repair Specialists (SCRS) took a major step forward in connecting and educating the national collision repair industry by launching the first Repairer Driven Education (RDE) series at the SEMA Show in Las Vegas. Since that time, both RDE and SCRS’ role at SEMA have been industry staples that become more relevant and memorable with each passing year. This month, we connect with some of the key figures involved in this evolution for a special look back at the industry’s rise at America’s largest automotive show.

In 2009, SCRS arrived at the Las Vegas Convention Center to host its first-ever education series at the SEMA Show. The national association was joined by a slew of first-time collision industry vendors eager to showcase their products to a new audience at this legendary event. The Show also immediately attracted direct participation from the Collision Industry Conference (CIC) and the SCRS-affiliated Washington Metropolitan Auto Body Association (WMABA).

Aaron Schulenburg (executive director, SCRS): SEMA was the pinnacle automotive trade show. We had so many members who really wanted to go, but they wanted to be able to have some industry-specific justification for their participation. They wanted to encounter things that would apply to their businesses. That was what started the conversation between us and SEMA in 2009. We said, ‘We have an industry that has an appetite to be at a show that has the energy and excitement that you have and folds in with the other elements of the automotive space.’ What we brought to the table was educational material that would speak to the industry. With that, we also had an industry that wanted to exhibit there and highlight what it did. Our involvement with SEMA came about through the Show’s

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desire to bring in other aspects of the industry that are part of the overall automotive environment and provide a home for folks who wanted to exhibit in an exciting environment – and our desire to be able to deliver education and information in a way that dovetailed nicely with the types of strategic partnerships that SEMA enters into.

Tim Ronak (senior services consultant, AkzoNobel; treasurer, SCRS; veteran RDE presenter; 2019 IDEAS Collide Showcase speaker): SEMA is a landmark show. As part of that, we wanted to bring the collision industry further up. Being part of the very first sessions, there was an excitement about being able to deliver this training to collision repairers for a nominal cost. It allowed them to participate in a pretty fantastic show and, at the same time, get some exceptional vendor training all located in one place.

Jordan Hendler (executive director, WMABA): WMABA has been involved with SCRS since it was born. WMABA members not only have national representation for their issues, but they can also participate in many of the membership programs. We encourage our members to join both and believe it’s important to be supportive for action items coming from either front. SCRS has become stronger, more active and more education-oriented since it partnered with the SEMA show, and our WMABA-presented Collision Professional Repairer Education Program [Collision P.R.E.P.] at the NORTHEAST® Automotive Services Show in New Jersey wouldn’t be what it is without the parent group paving the way for all of us. We pull many of their top presenters to our education, and there’s just not enough that can be said for how much their leadership matters.

Jeff Hendler (administrator, Collision Industry Conference): We took an opportunity to participate in the largest automotive trade

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Memories and milestones.

BY JOEL GAUSTEN

Generations of SCRS chairmen joined together at the 2014 SCRS RDE Sky Villa After-party.

Longtime RDE presenter and current SCRS Board member Tim Ronak (AkzoNobel) at the 2015 SEMA Show

Jeff and Jordan Hendler (pictured here at SEMA 2016) have been actively involved in the Show for the past decade.

In 2017, the firstever March Taylor Memorial Fund Kina’Ole Award was given to Gary Wano, Jr. (not pictured) at the inaugural Collision Repair Red Carpet Awards Breakfast.

Past WMABA Board member and industry legend Mike Anderson of Collision Advice (pictured here during last year’s SEMA) will be a part of the 2019 RDE slate.

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AN ORAL HISTORY

show event held in the United States, which allowed us to piggyback and bring our attendees to a place they need to be.

Before long, the RDE series grew into one of the most prominent training entities in the country. Each year saw SCRS expand its presence at SEMA through a series of special events that drew new crowds to Las Vegas. The growth of RDE coincided with greater attendance at CIC’s annual year-end November meeting.

Tim Ronak: RDE grew because there was an opportunity to have all of this consolidated training in one place. You weren’t flying all over the country to see these different vendors. Many vendors, including AkzoNobel, would present a topic at SEMA that was new and seen for the first time at the RDE sessions. We would take advantage of providing our latest version of whatever topic or presentation the collision industry desired to see.

Aaron Schulenburg: There have been a lot of topics in the industry that have driven changes in direction for us along the way. One of the things a lot of us around the table at SCRS are so proud of is we don’t let this be a static program. We work really hard each year to develop it and introduce new elements that speak to things happening in the industry, and we find ways to bring relevant content by listening to our attendees on what they want to hear. We’ve had an influx of focus on certification programs and following OEM procedures. Also, the John Eagle lawsuit obviously brought a lot of attention to – and reshaped – how people look at repairs and documentation. Scanning has become a topic that requires a lot more information for the industry to embrace. Those were all in just the last handful of years – not even in the past 10. We’ve developed the RDE program by trying to stay relevant to how the industry is changing.

Jeff Hendler: SCRS has really stepped up to that task. They have taken a tremendous role – not only in our industry, but in what happens at SEMA from the collision side. The highlight for me is watching what has transpired in the last 10 years. It’s like watching a new child grow up and continue to grow and develop. SCRS is not resting on its laurels; they’re planning year-round for the next one. It’s fun to watch. Also, everybody enjoys being in Las Vegas. The city itself offers a lot of different activities that everyone can participate in and look forward to. The CIC meeting itself has actually increased in size in November, but I think that’s a combination of the city and the SEMA Show and being able to partake in both at the same time.

Aaron Schulenburg: Our presence at SEMA has developed each year.

In 2011, RDE expanded to a four-day event from Tuesday through Friday. In 2017, it expanded to a five-day program. This year, we added

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a second session on Monday. In 2010, we had just under 25 speakers.

This year, we’ll have nearly 70 subject matter experts involved in the RDE series. This is also our fifth year of delivering the OEM Collision Repair Technology Summit on Thursday. That’s a tremendous milestone as well. This will be the second year of offering the IDEAS Collide Showcase on Friday, which was introduced last year with a lot of support. In 2017, we added the Collision Industry Red Carpet Awards Breakfast, which was designed to pull various industry organizations under one roof to recognize some of the greatest folks in this industry who deserve support and applause from their peers.

Jordan Hendler: My best experience has to be the honor of being the emcee for the Collision Industry Red Carpet Awards Breakfast. It was so humbling to be a part of how the greatest leaders in our industry are honored. That room is certainly our Hall of Fame! Personally, I like the Thursday night SCRS RDE Sky Villa After-party at the Westgate Las Vegas Resort & Casino. It’s a glorious highlight and a great way to wind down after a tremendous week of meetings and education. To me, it’s a way the industry gets to celebrate the accomplishments of the entire year.

SCRS, CIC and WMABA welcome the 2019 SEMA Show in the strongest position and reputation they’ve ever had in Las Vegas.

Jeff Hendler: CIC has grown for a number of reasons. One, it is the only forum that our industry has to join together to discuss these things on a national level. Secondly, I think our current chairman [Jeff Peevy] and several of the past chairmen have taken on the role of addressing what I call ‘friction issues’ in the industry. They’re not afraid to tackle the tough topics. This obviously attracts attention and therefore attendees. People come there with the idea of being involved in literally transforming the industry. It is also interesting that new information from every angle of our industry seems to come to CIC first. That also helps to spur attendance as well as dialogue.

Jordan Hendler: Our industry has grasped SEMA firmly with both hands. There are just more and more people who come and then have the realization that they can move proverbial mountains in the education rooms or on the Show floor. It is truly a career-changing experience for anyone – even those with skepticism.

Tim Ronak: Probably the single-biggest validation of the SEMA Show is the number of vendors that now seek out the opportunity to be able to participate – especially in the RDE series. We have nearly 70 presenters this year. Many of these were actively seeking to present. For the first year, it was a request for support. Now, it’s volunteerism to be able to participate. That’s made a tremendous difference.

continued on pg 34

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

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

•

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

•

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

•

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

No other supplier comes close.

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

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

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

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

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

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

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

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

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

November 2019

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Conquest your Mitsubishi parts needs!

Mitsubishi now o ers 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:

• 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!

• 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

To nd 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@ tzmall.com

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

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

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

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

For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers.

Wilkins Subaru 6913 Ritchie Hwy #2, Glen Burnie, MD 21061 410-689-8066 Fax: 410-689-8008 subparts@wilkinsautomotive.com www.wilkinssubaru.com

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

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

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

e-mail: parts@alexandriavw.com

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

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

King Volkswagen 979 North Frederick Ave. Gaithersburg, MD 20879 Parts Direct: 240-403-2300 Fax:240-403-2398 e-mail: parts@vwking.com www.vwking.com

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

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

www.fitzmall.com

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

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

Ourisman Volkswagen of Bethesda 5415 Butler Road Bethesda,MD 20816 301-652-2452 Fax: 301-652-2589 e-mail: vwwholesale@ourisman.co

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AN ORAL HISTORY

Not surprisingly, SEMA impacts collision industry attendees and organizers on a deeply personal level – making for an experience that can’t be found in any other corner in this profession.

Jeff Hendler: I’m 70 years old, and I’ve spent 46 of those years in this industry. If nothing else, SEMA allows me to see a lot of my old friends on an annual basis and renew friendships and meet new friends. I may be 70, but I’m not dead! I’m still active in the industry and care about it, and the SEMA Show allows me to partake in it.

Tim Ronak: I am a car enthusiast. I’m hugely drawn to vehicles and anything that is related to high performance and improvement. I have a romantic fascination with SEMA because of the opportunity to see all of this new stuff that nobody else sees at one time. From a business standpoint, the concentration of all the vendors coming together to provide information for the

continued from pg 30

industry is absolutely unsurpassed there. We have events like CIC coordinating at the same time. The Show has become a magnet for everything to do with the auto industry. It is linking OEMs that are present at SEMA with the collision industry. That’s a rare opportunity for all segments and interested parties within the industry. Whether it be OEM parts, aftermarket parts, OE manufacturers, paint manufacturers and other manufacturers, they’re all present. It is a singular location where everyone from all segments of our industry can network together.

Jordan Hendler: If you can’t look at a single day of education or one section of the SEMA Show and not see the value compelling your attendance, then you will only work inside your business forever. Being at SEMA means working on and for the future of your business. You owe it to yourself and your teammates to go at least once!

Aaron Schulenburg: What I think this event brings to me – and so many others – that I haven’t received anywhere else is that spark to keep going and be excited about what I do in the industry. I love collision repair; I love working with collision repairers, and I feel honored to represent them. But sometimes, you need those reminders of how much greatness and opportunity exist in this industry aside from the challenges and daily troubles that so many shops face. There is a magic about the SEMA Show; there is a spark of energy that just doesn’t exist anywhere else. It makes you so much more receptive to the information you’re learning and appreciative of the things you can accomplish in your business. I think that, above all else, is what this industry needs more than anything. H&D

Get it right from the source.

Ford and Lincoln Mercury dealers are the one-stop source for all of your collision repair needs.

When you need fascias, grilles, headlamps, wheels or any other Ford Motor Company Genuine Part, call your local wholesaling dealership. They’re a great souce for technical and repair information as well. Using Genuine Parts can help your body shop reduce cycle time, improve relationships with insurance companies and satisfy customers. So get everything you need in just one call to your one-stop collision repair resource – your local Ford or Lincoln Mercury Dealership.

Contact us for all your parts needs: WALDORF FORD 2440 CRAIN HWY WALDORF, MD 20601 Phone: 301-843-3028 Fax: 301-843-0334 e-mail: parts@waldorfford.com waldorfford.com

© 2018, Ford Motor Company

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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

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

MYMINIANNAPOLIS.COM

MINIOFALEXANDRIA.COM

CROWNMINI.COM

MINIOFMONTGOMERYCOUNTY.COM

© 2019 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

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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 of Annapolis 1930 West Street Annapolis, MD 21401 Toll Free: 866-280-8022 Phone: 410-224-4636 Fax: 410-224-4264

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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www.fitzmall.com

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GENUINE NISSAN PARTS

MAKE ALL THE DIFFERENCE.

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

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

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

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

NEW CHIEF MI200T

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Cowles Nissan of Woodbridge 14777 Jefferson Davis Hwy. Wodbridge, VA 22191 Phone: 703-497-3097 Parts Fax: 703-497-4407 Email: parts@cowlesauto.com cowlesnissan.com

Sheehy Nissan of White Marsh 5361 Nottingridge Rd. White Marsh, MD 21162 Parts: 443-270-9001 Parts Fax: 443-270-8993 wmparts@sheehy.com sheehynissanofwhitemarshparts.com

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

Position Your Business as a Leader!

OFFICERS

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

VICE PRESIDENT: Bill Hawkins hawkinswilliamjr@gmail.com 510-915-2283

SECRETARY: Phil Rice

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

phil@ricewoods.com 540-846-6617

BOARD OF DIRECTORS

PAST PRESIDENT: Mark Schaech Jr. markschaech@gmail.com 410-358-5155

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

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

Just like equipment and training, WMABA membership is not only a commitment to excellence, but also a valuable investment.

WMABA is recognized both regionally and nationally as the key forum for the exchange of ideas concerning the D.C., MD, VA and WV collision repair industry. It is the venue to discuss, learn about and impact evolving standards and policies in the technical, administrative and legislative fronts of our industry.

Shops and industry supporters can best develop themselves and their employees by actively engaging in the association and its activities.

Automotive collision repair facilities in Maryland, Virginia, West Virginia and Washington, D.C. who are willing to adopt WMABA’s Standards of Membership and offer a guarantee to their consumers are encouraged to engage their business as an active member of the association. For over 40 years, the WMABA membership of professional collision repair businesses and affiliates have committed to operating at a higher standard on behalf of their industry and their consumers. Over the years, WMABA has proudly represented the collision repair industry at hearings on Capitol Hill, in Annapolis, MD, and Richmond, VA as well as almost every national collision repair event. While WMABA has a rich history of dedicated men and women serving the local collision repair community, WMABA also boasts numerous past and current accomplished Board members who represent our membership at the national level.

WMABA offers current and dynamic discussion forums on topics facing collision repairers, technical information and educational seminars, opportunities to network and discuss pressing topics with leaders of the collision repair industry, an arbitration program that works with consumers to help resolve issues they might have, apprenticeship programs, legislative representation and the ability to receive and contribute to one of the nation’s leading collision repair magazines, Hammer & Dolly.

EXECUTIVE DIRECTOR: Jordan Hendler jordanhendler@wmaba.com 804-789-9649 Kevin Burt kevinburt@walkermillcollision.com 301-336-1140

Ben Gibson bgibson@richmondmarinecenter.com 804-355-8151

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

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

Danny Szarka danny@dynamiccollisionservices.com 410-500-9200

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

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It Takes Genuine Honda Collision Repair Parts To Achieve a Genuine Honda Fit. Honda collision repair parts are engineered and manufactured to Honda standards.

In the collision-repair business, time is money, and you can’t waste time on parts that almost fit properly. Use Genuine Honda replacement parts. Your reputation depends on it.

For Genuine Honda parts, contact these Authorized Honda dealers.

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

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

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MEMBER SPOTLIGHT

continued from page 12

area, but those efforts didn’t materialize.

Cline and his shop manager, Steve Krieps, began looking toward surrounding areas to see about teaming up with an existing association. Krieps found WMABA Executive Director Jordan Hendler, and they made the deal. Today, Krieps current sits on the WMABA Board of Directors.

Krieps started out in the back of the shop and is now the front person who does all customer communications.

“What better person to have up front than your number one tech?” Cline comments, adding that many customers have thanked him for having Krieps out in the office.

“I can’t say enough about the whole team here. That is what makes things go smoothly.”

Cline’s wife, Trisha, works in the office doing the bookkeeping and bill paying.

The shop is also heavily involved with local trade schools in an effort to help get members of the next generation in the door.

Cline sits on the Advisory Board at Putnam County Career and Tech Center and regularly invites students to come to the shop and see what working in a modern and professional facility is all about.

“It’s not just about swinging the giant hammer anymore; it’s more about finesse and precision.”

As for the future of Greg Cline Automotive, he looks towards continued success and new customer service opportunities.

“As far as physical growth, hopefully we won’t have to grow anymore. I’d rather do more precision-quality work than quantity.

That’s the target customer – the one who wants the job done right.” H&D

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Read This Full Blog Article at:

chesautoequip.com 800.604.9653

Executive Director’s Thoughts

Greg Cline Automotive’s team is one that all should be aspiring to be, as those who interact with them easily see. They care about their customer more than anything. They uphold integrity, value quality education and advocate for their industry – even if no one else was behind them. WMABA is proud to have them not only as a member, but also as active participants on the Board! - Jordan Hendler

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ADVERTISERS’ INDEX American Honda Motor Co. . . . . . . . . . . . . . . . . .16 Antwerpen Toyota . . . . . . . . . . . . . . . . . . . . . . . . .21 ATI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .42 Audi Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31 Axalta . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .IFC BMW Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4 Chesapeake Automotive Equipment . . . . . . . . . .41 Cowles Nissan . . . . . . . . . . . . . . . . . . . . . . . . . . .20 Crashmax Equipment . . . . . . . . . . . . . . . . . . . . . .37 Empire Auto Parts . . . . . . . . . . . . . . . . . . . . . . . . .41 Fairfax Hyundai . . . . . . . . . . . . . . . . . . . . . . . . . . .34 Ford Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .34 Fred Beans Parts . . . . . . . . . . . . . . . . . . . . . . . . .42 Goliath Carts . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18 GM Parts Group . . . . . . . . . . . . . . . . . . . . . . . . . .27 Honda Group . . . . . . . . . . . . . . . . . . . . . . . . . . . .39 Hyundai Group . . . . . . . . . . . . . . . . . . . . . . . . . . .26 Koons Ford . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .40 Malloy Hyundai . . . . . . . . . . . . . . . . . . . . . . . . . . .15 Mazda Group . . . . . . . . . . . . . . . . . . . . . . . . . . . .36 MINI Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .35 Mitsubishi Group . . . . . . . . . . . . . . . . . . . . . . . . . .32 Mopar Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . .40 Nissan Group . . . . . . . . . . . . . . . . . . . . . . . . . . . .37 Nucar . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .5 Packer Norris Parts . . . . . . . . . . . . . . . . . . . . . . . .IBC Porsche Group . . . . . . . . . . . . . . . . . . . . . . . . . . .25 PPG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .OBC Reliable Automotive Equipment . . . . . . . . . . . . . .23 Spanesi . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13 Sherwin-Williams . . . . . . . . . . . . . . . . . . . . . . . . .9 Subaru Group . . . . . . . . . . . . . . . . . . . . . . . . . . . .32 Toyota Group . . . . . . . . . . . . . . . . . . . . . . . . . . . .19 USI of North America . . . . . . . . . . . . . . . . . . . . . .7 VW Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .33 Wheel Collision Center . . . . . . . . . . . . . . . . . . . . .21

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©2019 PPG Industries, Inc. All rights reserved. The PPG Logo and Envirobase are registered trademarks of PPG Industries Ohio, Inc.