Hammer & Dolly November 2023

What Financial Strategies Are Making Shops Stronger?

November 2023 Volume 16, No. 11 $5.95

Help Team USA Take the Gold at WorldSkills!

www.wmaba.com

Charting a Path to COLLISION REPAIR EDUCATION at

You have arrived at the Las Vegas Convention Cent er!

www.grecopublishing.com

POWERED BY

November 2023

CONTENTS You have arrived at the Las Vegas Convention Cent er!

ARE YOU HERE? COME JOIN US!

25 COVER STORY

BY CHASIDY RAE SISK

CHARTING A PATH TO COLLISION REPAIR EDUCATION AT SEMA 2023 Overwhelmed with SEMA options? Start here.

COLLISION INDUSTRY CONFERENCE (CIC): OCTOBER 31

SCRS’ REPAIRER DRIVEN EDUCATION (RDE): OCTOBER 30 – NOVEMBER 2

RECEPTION TO FOLLOW 6PM

Featuring SCRS’ IDEAS Collide Showcase & OEM Collision Repair Technology Summit

CIC is where you’ll traverse the auto body world’s most pressing topics with industry leaders around the country offering in-depth education and insights into the national collision repair scene.

LOCATED AT THE WESTGATE LAS VEGAS RESORT & CASINO (For more info, visit ciclink.com.)

LOCATED IN THE UPPER SOUTH HALL SKYBRIDGE CLASSROOMS AT THE LAS VEGAS CONVENTION CENTER (For more info, see pg. 25)

IN MEMORIAM 10 GREGORY COCCARO JR. Remembering a fighter for honest, safe repairs.

NATIONAL FEATURE

DEPARTMENTS

12 HELP TEAM USA’S PAINT OLYMPIAN TAKE THE GOLD AT WORLDSKILLS! Support our industry’s future.

WMABA WINNER’S CIRCLE

by Alana Quartuccio

14 TYSONS CORNER’S EDWIN RIVERA RECOGNIZED FOR QUALITY REFINISH SKILLS AND TEAMWORK Honoring quality and teamwork.

INDUSTRY ADVICE: ASK MIKE

4

President’s Message

6

Executive Director’s Message

7

WMABA Member Application

11 WMABA Sponsors 30 WMABA Board of Directors 34 Advertisers’ Index

32 WHAT FINANCIAL STRATEGIES ARE MAKING SHOPS STRONGER? Prepare for 2024.

November 2023

3

Steven Krieps (304) 755-1146 skrieps@live.com

PRESIDENT’S

MESSAGE STOP PRETENDING The following are only my thoughts and opinions; however, they are based on actual conversations with adjusters, appraisers, shops, techs and other industry participants.

Let me start by saying that no matter how much I learn and continue to learn – both through formal training and via the people I meet – I am never short of amazed by this business, let alone the world we live in. I have always joked that we are becoming lazier and lazier as a society and leaning on technology way too much, but man, is it not true.

I have the benefit of dealing with repair files and claim files daily, and when I look at all the AI, processes and systems created to help with handling and processing, I see a lack of diligence and care. For example, when I am dealing with claims, and not repairs, all too often I hear adjusters and appraisers say, “I don’t have access to the OEM service information, so I can only do what the estimating systems say. If it will allow me to add it, then we believe it’s allowed.” I ask them, “Do you not understand these systems are just tools; you still must know how to use them?” I always get the same response: “We are trained by insert-provider-here (typically CCC, Mitchell or Audatex), and they set up our profiles for us.” For fun, I’ll send them pages from these systems that support what I’ve already told them, like CCC: “Operation times reported herein are compiled from available manufacturer data, as well as our own evaluation of shop data, and are published only as an estimating guide.”

WMABA OFFICERS

PRESIDENT

VICE PRESIDENT

TREASURER

SECRETARY

IMMEDIATE PAST PRESIDENT

Steven Krieps steve@gregclineauto.com 304-755-1146 Rodney Bolton boltonconsulting61@gmail.com 443-386-0086 Kris Burton kris@rosslynautobody.com 703-820-1800 Phil Rice phil@ricewoods.com 540-846-6617 Torchy Chandler Torchy Chandler torchy.chandler@gmail.com 410-309-2242

BOARD OF DIRECTORS

Don Beaver (donbeaver3551@gmail.com) 443-235-6668

Bill Hawkins (hawkinswilliamjr@gmail.com) 510-915-2283

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

John Shoemaker (john.a.shoemaker@basf.com) 248-763-4375

ADMINISTRATION

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

4

November 2023

CCC’s Guide To Estimating provides the guidelines that apply to MOTOR Crash Estimating Data. Knowledge and application of these guidelines will assist the estimator in developing a clear estimate, reflecting as accurately as possible the requirements to perform operations listed. To maintain accuracy, estimators must frequently refer to these pages throughout the estimating process.

And the estimated work times reported in that publication are to be used as a GUIDE ONLY. MOTOR recommends a review of the OE service information at the time of estimate preparation to confirm the OE manufacturer repair procedure(s). MOTOR assumes the repair facility is equipped with the necessary tools, equipment and training to complete any given repair following published vehicle manufacturer repair procedures.

You can find similar language in all the estimating systems.

Yet, adjusters and appraisers, as well as some shops, have no idea how to find all the relevant information, but they still call themselves professionals or experts. I had an appraiser tell me continued on pg. 21 HAMMER & DOLLY STAFF PUBLISHER

Thomas Greco thomas@grecopublishing.com

SALES DIRECTOR

Alicia Figurelli alicia@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR

Alana Quartuccio alana@grecopublishing.com

MANAGING EDITOR

Chasidy Rae Sisk chasidy@grecopublishing.com

OFFICE MANAGER

Donna Greco donna@grecopublishing.com

PRODUCTION COORDINATOR

Joe Greco .joe@grecopublishing.com @grecopublishing

www.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 © 2023 Thomas Greco Publishing, Inc.­­ Stock Images courtesy of istockphoto.com.

Co-celebrating decades of creating chemistry between two industry leaders

Here’s to 241 years of combined service excellence This year, as Albert Kemperle Inc. celebrates its 83rd anniversary, BASF also celebrates its 158th anniversary. We are proud of our decades of partnership with BASF and years of serving the auto paint and body industry together. Kemperle’s founders would be proud of this relationship and the growth their company has experienced because of it.

Today, as we look forward to many more decades of service to our customers, we find ourselves filled with gratitude. The creativity, hard work, and sense of responsibility of the people working for our two companies have made us what we are today.

Thank you for your many years of loyalty.

626 E. Elizabeth Ave., Linden, NJ 07036 414-416 Madison Ave., Paterson, NJ 07524 631 Clifton Ave., Toms River, NJ 08753 100 Melrich Road, Cranbury, NJ 08512 4 Emery Ave., Randolph, NJ 07869

Phone: (908) 925-6133 Phone: (973) 279-8300 Phone: (732) 797-3942 Phone: (609) 860-2800 Phone: (862) 244-4818

Fax: (908) 925-4344 Fax: (973) 279-9030 Fax: (732) 797-0774 Fax: (609) 860-2801 Fax: (862) 244-4822 www.kemperle.com

November 2023

5

EXECUTIVE DIRECTOR’S

Make a plan, and stick to it!

BY JORDAN HENDLER

MESSAGE

LEAVE SEMA WITH MORE THAN A FACE TATTOO! Navigating SEMA is a proverbial smorgasbord of options, and if you aren’t intentional, it could all end in a blur… or something from a Hangover movie, where you find yourself on a plane home with no actual recollection of what you did the past week, maybe even with a tattoo you don’t recollect. I’ve seen too many people get to Vegas and lose their mind staying out all night partying it up, losing all their money and not making it to the morning events they knew they wanted to attend.

You can have fun too, but making it worth it is your first objective. Here are some simple tips!

Make Sure You Include CIC, Red Carpet Awards Tuesday, October 31 isn’t just Halloween, which in Vegas Know Where You’re Going and When is a show in and of itself. It’s the day of the Collision Industry They say you’d only get about eight seconds per booth if you Conference, where you can not only take in discussions on industry wanted to see the whole SEMA Show in the Las Vegas Convention issues and cutting-edge presentations, but also take part yourself.

This event and the awards to follow are both at the Westgate Center. Think about that for a second...or eight. Already, before Resort Hotel, just next to the LVCC. You’ll be able to meet peers you started, you know you can’t see it all. So don’t even try! Make a plan to see what matters, and maybe hit up a couple of fun things and leaders in the industry, while you get to network during the breaks and reception following CIC. you can do along the way.

Tuesday evening will be a chance to dress up (or not, it’s up to you) to participate in the Collision Industry Red Carpet Awards Download the SEMA Show app to your phone, and start looking event. The Awards honor the best of the best in our industry, at all the education classes; you can even search for “SCRS: amidst a literal red carpet dessert party. Several organizations Repairer Driven Education” to see the classes made just for you will be recognizing stand-out individuals for their hard work and as a repairer. Save with a “star” the classes you want to be in, and dedication to our industry. SCRS, I-CAR, CREF, BodyShop you’ll be creating a schedule right there that you can follow for Business, CIECA and NABC will all be giving out honors at the the week. You can even save events you want to see and choose ceremony. CIC will also have their 40th Anniversary celebration as which vendors you want to visit. part of the event, making it even more fun and nostalgic.

The Upper South Hall is where the collision section and Just make sure that, whatever you plan to do, you stick to it.

Leave some wiggle for checking out the extras, but making your education takes place. Once you’re in the vicinity, you’re close to your education and industry vendors. The floor is electric, so make plans will ensure you leave Vegas with no regrets and only wins! sure you have some time to wander through. You will find yourself fascinated by what’s new and innovative from the industry’s leading suppliers.

Check out the full schedule in this issue, and take it around Jordan Hendler with you as your guide.

(804) 789-9649 jordanhendler@wmaba.com

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

6

November 2023

GENUINE NISSAN PARTS MAKE ALL THE DIFFERENCE.

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November 2023

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November 2023

9

IN

MEMORIAM GREGORY COCCARO, JR. The collision repair industry lost a staunch advocate for quality repairs with the passing of Greg Coccaro Jr., age 44, co-owner of North State Custom (Bedford Hills, NY) on September 25 due to injuries sustained in an automobile accident.

His colleagues remembered him as “a regular guy with a big heart, generous and kind,” in a statement on Facebook. They added, “He made some friends here at North State Custom. He will be dearly missed.”

As a second-generation repairer, Coccaro Jr. followed in the footsteps of his father, Greg Coccaro Sr. – not only through the career path he chose but also in the fight for proper repairs and certifications.

Coccaro Sr. was known throughout the industry for his proclivity to fight for consumer safety and shops’ rights, gaining national attention when he triumphed over Progressive in a groundbreaking lawsuit that

Photo provided courtesy of Ron Reichen

10 November 2023

benefited the entire industry. After his death in 2016, his son took up the mantle, continuing his father’s work to fight for what is right.

His untimely death rings as tragic for all who knew him.

“He was certainly a warrior and a champion for standing up for the right repair for the right reason. He never pulled away from that.

He would never back down from that right,” Ron Reichen (Precision Body and Paint; Beaverton, OR) speaks highly of his friend.

“He was very intent on getting the latest and greatest equipment, the latest and greatest training,” Lou DiLisio (Automotive Industry Consulting Inc.) recalls Coccaro Jr.’s passion for running a highquality shop. “He did a lot of highline automobiles and had a lot of certifications. He was a fanatic about making sure he followed all of the OEMs’ procedures. That’s something that everybody should be doing, but it’s not something that everybody does.”

Dave Gruskos (Reliable Automotive Equipment) largely knew Coccaro Jr. as his father’s son, and he remembers how proud Coccaro Sr. was that his progeny chose to work at his side.

“Greg Sr. was honored by his son’s actions and was looking forward to Jr. walking in his shoes, so as Jr. took over, he immediately pushed to be better by embracing the EV revolution and the increasing certification as well as training. This allowed him to maintain himself as an industry leader…never a follower.

“Greg was a fighter for the industry to help all shops to be compensated for their certifications and training. His goal was to attract only the best workers to our industry. I know Greg would like to be remembered as the man who gave the industry and his community 100 percent at all times. As we all fight the fight for proper repairs and compensation, we should all thank Greg and his dad for helping pave the way for all of us.”

Coccaro Jr. was born in Sleepy Hollow, NY and spent his career working at his father’s side, learning everything there was to know from Coccaro Sr. He is survived by his mother Debra Ann Coccaro (Servello); his brother James Coccaro; his wife Bridget Muzzillo and a young daughter.

WMABA and Hammer & Dolly send their deepest condolences to the Coccaro family. H&D

WMABA THANKS

YOU

WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2023!

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 BAPS Auto Paints & Supply Certified Automotive Parts Association FinishMaster National Coatings and Supplies

November November 2023 2023

11 11

NATIONAL

Time for a victory!

FEATURE

HELP TEAM US SA’S PAINT OLYMPIAN TAKE THE GOLD AT WORLDSKILLS!

As athletes around the world busily train for the 2024 Summer Olympics in Paris, a group of talented young people are gearing up for a similar challenge in nearby Lyon, France: the 47th WorldSkills Competition (WSC), taking place September 10-15, 2024.

Every two years since 1950, dozens of countries and regions from all over the globe have sent more than 1,400 competitors to test their skills in over 60 different trades, and in 2024, Team USA is slated to participate in five categories – automobile technology, auto body repair/car painting, cooking, heavy vehicle maintenance and welding – with delegates being chosen from among the SkillsUSA winners. Selection “involves a detailed analysis of SkillsUSA Championships results followed by interest surveys, individual interviews, skill

demonstrations or hands-on events, followed by the creation of individual training plans for the next year,” according to Team USA’s website.

Although the group of young experts who will represent the US in 2024 has not yet been selected as of this writing, industry supporters have already begun raising funds to ensure Team USA’s “Paint Olympian” is equipped to bring his or her best. Team USA’s painter will prepare for the competition with industry expert Jamie Redd (PPG), who will accompany the fledgling trades professional to France to lend his support during the biennial event often referred to as the “Olympics of Technical Skills.”

“The WorldSkills USA team is funded solely through private donations,” shares Jessica Neri (PPG). “To fully fund our auto

body competitor, we need a minimum of $20,000, but we can do this – this hopeful competitor needs our support!”

Competitors who will represent Team USA must qualify by participating in demanding competitions to demonstrate their skills in order to reach the world stage where they’ll have the opportunity to test those skills against an international standard at levels of Olympic intensity. While many industry professionals believe that’s a standard set by the US, which was built by the skilled trades, the American team has historically seen less industry support than other countries’ teams have received.

“We can’t constantly complain about not having people in the trade but then not want to do anything about it,” insists former Team USA Auto Body/Paint Expert Rodney Bolton (Bolton Consulting). “You’ve got to put your money and support where your mouth is, so we can support the trade 100 percent.”

Competitors need that support to grant them access to the equipment, tools and materials needed to finetune their craft in order to compete at the level necessary to have a chance at taking home a medal, a dream that Team USA’s refinish competitors have yet to fulfill.

“The USA has never medaled at the world level in refinish, but we can change that by coming together to support the Refinish USA World Skills Team – this is the Olympics of our industry, and nothing says ‘America’ like our competitor kicking butt continued on pg. 16

12 November 2023

Conquest your Mitsubishi parts needs!

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

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

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

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November 2023

13

A talented and humble refinish expert.

BY ALANA QUARTUCCIO

TYSONS CORNER’S EDWIN RIVERA RECOGNIZED FOR QUALITY REFINISH SKILLS AND TEAMWORK Talented. Genuine. Motivating.

Humble.

Those are just a few of the ways the people who know and work with Edwin Rivera (Tysons Corner Collision Center/ Penske Automotive Group; Vienna, VA) have described him. Earlier this year, WMABA named Rivera as Painter/ Refinisher of the Year for 2022, during its first ever award recognition ceremony which was held the weekend of the Southeast Collision Conference.

Rivera was described as being “the most quality-conscientious, customerdriven technician I have ever worked with during my long career,” by Timothy Pfeifle, general manager at Tysons Corner Collision Center, who nominated him for the recognition.

Rivera heads the refinish team and has worked for Penske Automotive Group since 2005. He is a certified refinish technician for Mercedes Benz,

Audi, Porsche, Jaguar / Land Rover and Lamborghini, and he is also certified by PPG and BASF. Rivera is I-CAR Platinum certified and holds an ASE refinish certification.

“He is a very talented individual who doesn’t mind sharing his knowledge and expertise with others,” Pfeifle shared.

“Edwin is one of those employees who cares about the quality of his work and trains his team to perform at their best. He genuinely cares about his co-workers and makes sure they are positively motivated.”

Kevin Frost, who has been working with Rivera for 12 years, echoed the same sentiments. His work ethic and leadership inspires everyone around him, including the bodymen.

“He’s not the kind of person to talk about himself. He lets the work speak for itself,” Frost acknowledges of Rivera’s humble nature. “Edwin goes above and beyond. He brings out the best in all his

Edwin Rivera

co-workers as they strive to do just as good a job as he does. For me personally, he makes me want to be the best I can be.”

“I can’t say enough nice things about Edwin; I am lucky to have him on my team,” added Pfeifle. “He really deserves this honor.” H&D

SAVE THE DATE! OFESSION PR EPAIRER AL R

Presented by

ED

U C AT I O N PROGRA M

MAY 16-18, 2024 www.wmaba.com for info

14 November 2023

November 2023

15

NATIONAL FEATURE continued from pg. 12

and bringing home the gold, silver or bronze!” Neri urges. “Would you be willing to help? Would your company be willing to donate a small amount? If we broke it down by $500 increments, we only need 40 companies to donate.”

Making a donation is easy. Just visit worldskillsusa.org/donate, and type “car painting” into the field that asks “gift preference – which competition are you supporting?” And because these donations are tax deductible, don’t miss the opportunity to double your contribution if your company has a matching program!

According to WorldSkills Team USA’s website, “A student-led partnership of education and industry, SkillsUSA is America’s proud champion of the skilled trades, building the nation’s future skilled workforce by delivering graduates who are career ready, day one.

SkillsUSA works year-round to instill positive attitudes, build selfesteem and empower students to excel in the career path of their choice and follow their passions. The organization has 850 national partners and is integral to the training in nearly 20,000 career and technical education classrooms.”

Like the Olympics inspire many athletes to aspire to greater heights, proponents of WorldSkills hope that the premiere event to showcase technical education will likewise draw young people’s attention to the plethora of career opportunities that exist within the skilled trades. The 2024 iteration anticipates attracting over 250,000 spectators, including students, public policymakers, employers, teachers, trainers, technical experts and government officials, which provides an ideal opportunity to promote the value of the trades on the world’s largest platform.

A promotional video available on WorldSkills USA’s YouTube page (youtu.be/VkeGGdMQ734) sums up the importance of supporting the trades quite effectively: “The glory and beauty of athletics is undeniable, but athletics didn’t build this nation; technical skills did that…It’s time – time to show our team, America’s team, that we value them and what they represent. Because they represent us, our past, our present and our future, a future where technical skills once again receive the honor they deserve. And where America once again takes the lead in their development.”

Learn more at worldskillsusa.org. H&D

Executive Director’s Thoughts Vans. Born to run.

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I remember competing in what was then the VICA skills competition for welding when I was in high school, and thinking how cool it would be to make it to nationals... and then worlds. Supporting the dreams of these up-andcoming industry allstars is what we are charged with. They need our help, and we should be doing everything we can to make it a good experience for them representing us to the world! -Jordan Hendler

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You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit.

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

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

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

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

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

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“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2023 Volkswagen of America, Inc.

18 November 2023

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

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November 2023

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

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©️2023 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.

20 November 2023

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

PRESIDENT’S MESSAGE

Sprinter Silver Spring 3301 Briggs Chaney Rd. Silver Spring, MD 20904

301-890-3060 Fax: 301-890-5473 mbsilverspring@mileone.com Hours: M-F 7:30am-5pm, S 8am-3pm

continued from pg. 4

that the reason a shop needs to provide everything the insurer asks for is because they would provide it all to the customer anyway. I pointed out that typically when a consumer brings a damaged vehicle to a shop for repairs, they normally don’t question what the repair professional tells them needs to be done or how much. They don’t ask to see all broken clips, copies of invoices, photos throughout the process and so much more. His explanation was, “They are uneducated about the repairs and don’t know they should ask to protect themselves.” (Pause for dramatic effect.) That was from a veteran appraiser who just finished trying to argue with me about why post-collision safety inspection is not really required because it’s just a way for the manufacturer to cover their butt, and that I-CAR says youfax: can section the upper rail anywhere you want, and the aru and Volvo shop agrees. They “do it all the time,” and it does not matter that the manufacturer says it’s a safety issue and may cause the vehicle not x# is wrong.. to perform as intended in a subsequent collision.

Given the complexity of today’s vehicles, I just don’t understand how we are still in the same position that we were in 20 or 30 years ago. I do not claim to know much at all, which is why I look it up and 239 ask questions. This message is not just for the repairers; it is for everyone in the chain. If you don’t know, look it up. Yes, it costs

money, and yes, it’s covered. I’m sorry, but even if it was not covered, you must do it. You don’t know what you don’t know, and lying about it could cost someone dearly.

On a bright note, a lot of the independent appraisers I work with agree that the situation is a mess and that most have no idea what they are doing, and appraisers should be licensed professionals in all states. It has literally reached a point where even the ones who have a clue just do as they are told because they need an income and have a family to feed. It’s just a job. Educate yourself and your people. Be upfront with your customers and write the repairs correctly and fully. We talk about the empty chair; I say put the customer in it and keep them involved and informed.

Keep in mind, the manufacturers of the new EV fleets are having a hard time keeping themselves out of the courtroom because of system failures on these new cars. With social media, this type of litigation will not be a quiet niche, and I believe it will spread…What do you think will happen once that new car is in an accident and your facility works on it? The point of all this justifiably perceived rambling is: you don’t know what you don’t know. Please, for the consumer’s sake and your own, stop pretending like you do. H&D

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November 2023

23

2023

EVENTS SCHEDULE

Westgate Las Vegas Resort & Casino - 3000 Paradise Rd., Las Vegas, NV Hotel Reservations: Visit www.semashow.com

MONDAY, OCTOBER 30 3pm - 5pm

IDEAS Collide (Repairer Driven Education)

TUESDAY, OCTOBER 31 7am 8am - 5pm

Collision Industry Prayer Meeting

Collision Industry Conference Westgate Ballroom AB

9am - 5pm 9:30am - 4pm

SEMA Show Repairer Driven Education

6pm Collision Industry Conference Reception Westgate Ballroom C 7:30pm

Red Carpet Awards Westgate Ballroom AB Featuring the CIC 40th Anniversary Celebration!

WEDNESDAY, NOVEMBER 1 9am - 5pm 9:30am - 4pm

SEMA Show Repairer Driven Education

THURSDAY, NOVEMBER 2

9am - 5pm SEMA Show 9am - 2:30pm OEM Summit (Repairer Driven Education) 9pm SCRS After Party

FRIDAY, NOVEMBER 3 9am - 4pm

24 November 2023

SEMA Show

COVER STORY Let us be your guide!

BY CHASIDY RAE SISK

Charting a Path to COLLISION REPAIR EDUCATION at With vehicle technology increasing on what seems like a daily basis, it’s important for collision repair professionals to stay up-to-date on the latest information available about their craft…and this month features an optimal opportunity to cram in some education while having a little fun in the entertainment capital of the world as collision repairers make their way to the Las Vegas Convention Center (LVCC) on October 31-November 3 for four days of educational updates, vendor exhibitions and networking at the 2023 SEMA Show!

As always, the biggest attraction for auto body experts will be the Society of Collision Repair Specialists’ (SCRS) Repairer Driven Education (RDE) series, and this year’s agenda features some exciting changes – in addition to kicking off the weeklong educational extravaganza with its IDEAS Collide Showcase, SCRS has adjusted its schedule of RDE courses on Tuesday and Wednesday to provide a full hour in between classes to ensure attendees won’t miss out on important information from collision’s best trainers AND allow more time to visit exhibitors on the Show floor.

But that’s not all that SEMA 2023 has to offer. You won’t want to miss the chance to learn from the industry’s elite at the Collision Industry Conference (CIC) on Tuesday, hobnob with the movers and shakers during the SCRS Afterparty and cruise around the upper level of the South Hall to check out the industry’s latest and greatest tools and equipment.

With so many exhibitors to visit and 99 educational sessions to choose from, the sheer number of options may feel intimidating. But have no fear – Hammer & Dolly is here to help you chart a path to a successful, informative and enjoyable SEMA 2023! continued on pg. 26

You have arrived at the Las Vegas Convention Cent er!

November 2023

25

2023 SEMA GUIDE continued from pg. 25

MONDAY, OCTOBER 30

TUESDAY, OCTOBER 31

Although the Show floor opens on Tuesday, IDEAS Collide 3pm-5pm October 31, SCRS begins Upper South Hall its educational offerings the afternoon of Monday, Skybridge Classroom S233 October 30 in the Upper South Hall Skybridge classrooms at the LVCC. So spend your morning exploring the Strip, but get to classroom S233 by 3pm as SCRS shakes things up with its IDEAS Collide Showcase, which “sets the stage for finding solutions for your business through the week ahead while introducing attendees to a number of really phenomenal speakers [who will] rattle the status quo with ambitious ideas that could have a transformative effect on the industry and your business,” according to SCRS Executive Director Aaron Schulenburg.

Keep your notebook handy to jot down some of the groundbreaking ideas you’re about to hear during this unique journey that features 10 (that’s right – TEN in just two hours!) fast-paced presentations on collision’s hottest topics, delivered by a plethora of industry favorites: A Health Plan Your Employees Can Love: Fantasy or Within Reach? (Ben Simmons, Gravie); Culture: The Real Job Market Currency (Michael Bradshaw, K&M Collision); Being Burdened with the Burden of Proof (Richard Desvousges, 3M Collision); Mentoring: Opportunity Amidst Labor Crisis (Kyle Holt and Marc Brune, Mentor Mentee); Death of the “Estimator” Role (Andrew Batenhorst, Pacific BMW Collision Center); Growth through Acquisition — What You Need to Know (Bing Wong, Collision Builders); The Power of One More Booth Cycle Per Day, (Jason Garfoot, 3M); The Culture Code (Tracy Dombrowski, Collision Advice); Creating a Build Sheet for Your Garage Liability Insurance (Shaughn Kennedy, SPARK Underwriters); and Fixing the Faucet: How to Increase the Flow of Technicians into the Industry (Alex Crays, Career Technical Education Center).

After IDEAS Collide, go ahead and play a few games on the casino floor or check out one of Las Vegas’ infamous shows, but make sure to get some rest in order to hit the ground running in the morning.

On the Agenda:

On the Agenda:

26 November 2023

CIC 8am-5pm Westgate Ballroom AB SEMA Show 9am-5pm LVCC South Hall RDE Education 9:30am-4pm LVCC South Hall Skybridge Classrooms CIC Reception 6pm Westgate Ballroom C Collision Industry Red Carpet Awards Night & CIC 40th Anniversary Celebration 7:30pm Westgate Ballroom AB

The first official day of SEMA 2023 provides you with a multitude of options! Get caffeinated before arriving at the Westgate Resort and Casino for the final Collision Industry Conference (CIC) of 2023, covering the auto body world’s most pressing topics with industry leaders around the country offering in-depth education and insights into the national collision repair scene.

After learning about “Scan Tool Essentials for the Collision Shop” with the CIC Emerging Technologies Committee’s Chuck Olsen (AirPro Diagnostics) and Bob Augustine (Opus IVS), presenting an overview of the Top 10 functions every collision shop needs to be prepared to complete using the scan tool, you take a front row seat as the Data Access, Privacy & Security Committee co-chairs Dan Risley (CCC Intelligent Solutions) and Trent Tinsley (Entegral) take the stage with a panel of industry experts to explore what data is being accessed when a shop uses a scan tool or third-party service provider, as well as what protection repair facilities have in “My EULA, Your EULA,

What Data, Whose Data?” You’re all ears during “Industry Consolidation…A Candid Conversation” as CIC Chair Frank Terlep (Opus IVS) moderates an all-star panel discussion on what’s really going on with industry consolidation.

If your shop is struggling to attract fresh blood, catch the Talent Pool & Education Committee’s panel, “Where Are They Now? Checking in on the Collision Engineering Program,” facilitated by Committee Co-Chairs Bud Center (I-CAR) and Collisionista Petra Schroeder. The update will also include information on engaging with this program in your own market. With the talent shortage continuing to be such a hot topic, it’s no surprise that the next session holds your interest as Aaron Schulenburg (SCRS), Dara Goroff (I-CAR) and Meredith Collins (Ducker Carlisle) dig deep into how the collision industry stacks up against other automotive verticals and explore learning directly from the technicians on how to shift attention to solutions that draw in and retain talent during “The Technician Crisis: Tapping into the Technician’s Perspective.”

The Industry Relations Committee’s Jim Keller (1Collision) and Brandon Cruz (SCA Claim Services) keep your attention as they moderate “Processing The Claim – The Good, the Bad and the Ugly,” illustrating inefficiencies in the claims and repair process that cost time, money and stress, while exploring possible solutions that benefit all involved. Finally, you get your buzzer ready for a game of “Collision Repairdy!” as the Estimating and Repair Planning Committee’s Danny Gredinberg of the Database Enhancement Gateway (DEG) and Erin Solis (Certified Collision Group) host a Jeopardy-style game testing panelists’ – and the CIC body’s – knowledge of the advanced repair and claims approval process.

In addition to CIC, the day provides new educational opportunities as RDE kicks off at the LVCC. You’ll want to reach LVCC’s Upper South Hall Skybridge classroom S230 by 9:30am for “Take

Additional RDE seminars scheduled for 12pm-1:30pm are: • “Death of the Estimator Role,” (Andrew Batenhorst, Pacific BMW Collision Center) in S229; and • “Marketing Jedi Training: All Levels Welcome – From Padawan to Master” (Micki Woods, Micki Woods Marketing) in S230.

Control! The Guild of Advanced Repair Planning” as a panel of collision experts explore the entire repair process, beginning with the initial consultation on through to diagnostic repair planning, advanced processes to consider and compliance with OEM certification. Moderated by the DEG’s Danny Gredinberg, the panel will consist of Danyon Kirchner (Zimmerman Auto Body Supplies), Michael Bradshaw (K&M Collision) and more.

Your other RDE options from 9:30am to 11am include: • “Freedom to Speak? Improve Employee Retention and Engagement Through Improved Communication” (Tony Adams, AkzoNobel) in S229; or • “The Influence the Refinishing Process Plays in Evolving Vehicle Technology,” (Jim Chargo and Jeff Wildman, BASF) in S231.

You take advantage of SCRS’ decision to adjust class times, which provides a full hour in between classes to visit Show exhibitors and grab lunch, but you get back to S231 by noon for “EV: Pulling Together the Critical Puzzle Pieces,” as Dave Gruskos of Reliable Automotive Equipment shares his knowledge on the complexity of repairing electric vehicles (EVs) with attendees.

After your one-hour break, you snag a seat in S231 to hear what Lee Rush (Sherwin-Williams Automotive Finishes) has to say about optimizing operational outcomes during “Doing More with Less: Operationally Addressing Workforce Shortages and Growing Backlogs.”

Or you may choose one of these great classes, also scheduled for 2:30pm-4pm: • “Phone Etiquette and the Power of Mystery Shopping” (Tracy Dombrowski, Collision Advice) in S229; or • “Honey, You Shrank the Dents!

Smaller Dents, Bigger Dollars with ‘Pull to Paint’ Approach” (Chris White and Gene Fetty, KECO Body Repair and Kevin Andrews, KECO UK).

After enjoying one final hour of browsing booths, be sure to discuss everything you’ve learned with your collision industry peers at the CIC Reception, happening at the Westgate at 6pm. And stick around for the Collision Industry Red Carpet Awards Night, featuring CIC’s 40th Anniversary Celebration. When you return to your hotel room, don’t forget to set an alarm and catch some Zs – tomorrow starts early!

continued on pg. 28 November 2023

27

2023 SEMA GUIDE continued from pg. 27

WEDNESDAY, NOVEMBER 1 Rise and shine…and head SEMA Show 9am-5pm over to the LVCC to walk the SEMA LVCC South Hall Show floor before RDE Education 9:30am-4pm hustling over to room LVCC South Hall Skybridge Classrooms S230 for 9:30am, *Catch classes on Tool Choices for Safe where you’re sure Repairs, A Four-Day Work Week, ADAS, to get an injection of energy from industry Estimating, the Tech Shortage & More icon Mike Anderson (Collision Advice), who will share his favorite leadership lessons on how to improve an organization, sharing key lessons with your team and how to make them stick during “Building Operational Leadership.” But that’s not all this session offers – learn how to build, manage and support teams from a panel of collision repair leaders including Casey Lund (Collision Leaders), Ron Reichen (Precision Body & Paint), Andy Tylka (TAG Auto Group) and Michael Bauman (Diehl Auto Group.)

You can also check out one of these informative RDE sessions offered from 9:30am-11am: • “Making the Right Tool Choice Using Empirical Data to Ensure a Safe and Proper Repair” in S229 (Chris Chesney, Repairify); or • “Changing the World with a 4-day Work Week?” (Tony Adams and Tim Ronak, AkzoNobel) in room S231.

On the Agenda:

Over the next hour, be sure to stop by the many jaw-dropping booths on the Show floor before arriving at S231 for “Overcoming the Challenges of Opening and Managing an ADAS Calibration Business” as Greg Peeters (Car ADAS Solutions) moderates a panel of shop owners who share their experiences overcoming and even capitalizing on their challenges, while opening and running very successful ADAS calibration businesses.

Alternate educational opportunities from 12pm-1:30pm include: • “Repairer to Repairer: Stop Estimating and Start Repair Planning” (Michael Bradshaw, K&M Collision) in S229; and • “Talent Shortage – Ensuring We Have Collision Technicians in Five Years” in S230 with moderator Jeff Wildman (BASF) and panelists Lisa Wyatt (BASF), Jennifer Maher (TechForce Foundation) and Brandon Eckenrode (Collision Repair Education Foundation).

After spending an hour networking – or simply catching your breath – you head back to finish your day with one of RDE’s final three sessions, all beginning at 2:30pm. Settle into a seat in room S230 to learn how to reduce pushback and gain reimbursement for the OEM required operations during “Being ‘Elite’ in a Consolidating Market” with BASF’s John Shoemaker.

If that’s not the topic for you, opt for one of these other great RDE courses: • “The Formula for Business Success, Considering Current Events” in S229 with Frank Terlep (Opus IVS); or • “The New Age of Paint and Material Billing and Reimbursement!” in S231, presented by BASF’s Jim Chargo and Danyon Kirchner (Zimmerman Auto Body Supplies).

Spend the last 30 minutes of the Show checking out some of the awesome rides outside the LVCC before meeting a friend for dinner and drinks to share your newfound knowledge and thoughts on the day.

28 November 2023

THURSDAY, NOVEMBER 2 On the Agenda:

SEMA Show 9am-5pm LVCC South Hall RDE Education 9:30am-4pm LVCC South Hall Skybridge Classrooms SCRS OEM Collision Repair Technology Summit 9am-2:30pm LVCC South Hall Skybridge Classroom S232 SCRS Sky Villa Afterparty 9pm-12am Westgate’s Versailles Sky Villa On the penultimate day of SEMA 2023, head back to S232 in the LVCC for the SCRS OEM Collision Repair Technology Summit, a three-part series of interactive panel discussions. The summit begins at 9am with Session I: Understanding OEM Insurance, taking a deep dive into the new world of OEM insurance programs, featuring Andrew Rose, president of OnStar Insurance; Rob Spencer, president of Toyota Insurance and Rivian’s Head of Insurance Mike Slattery.

OEM Summit Session II: North American Automotive Material Outlook and Implications to Collision Repair (11am-12:30pm) features Abey Abraham and Bertrand Rakoto (Ducker Carlisle) discussing with panelists Dan Black (Rivian) and Matthew Pitta (Lucid Motors) metallic and non-metallic material strategies that shops can expect to encounter as the transition to EVs and alternate fuels create dynamic changes in the material makeup of vehicles.

The details for Session III (beginning 1pm) have not been released as of the time this article was written, but will be made available at bit.ly/2023OEMSummit3.

When it ends at 2:30pm, you return to the Show floor and spend the last hours of the day visiting with vendors to explore the latest and greatest equipment to keep your shop on the cutting edge. You may want to indulge in a quick cat nap before donning your finest apparel to rub elbows with the collision industry’s elite at the SCRS Sky Villa RDE Afterparty, which begins at 9pm in the Westgate’s Versailles Sky Villa Suite.

(Hopefully, you remembered to get your tickets for the most-talked-about collision networking event in advance!)

FRIDAY, NOVEMBER 3 Your brain is buzzing with all the SEMA Show 9am-4pm knowledge you just absorbed, but with just LVCC South Hall a few hours left before SEMA Fest Doors Open at 12pm the LVCC doors close, Las Vegas Festival Grounds you cannot afford to miss a minute! Eager to absorb all you can at SEMA 2023, you grab a cup of coffee – or three – and navigate your way around the Show floor to chat with vendors and other repairers before grabbing your bags and heading to the airport. If you booked a later flight, be sure to secure tickets to the inaugural SEMA Fest, the official SEMA Show afterparty, for a cacophony of motorsports, music and car culture.

Be sure to rest up over the weekend because you’ll want to hit the ground running on Monday to implement everything you learned at SEMA 2023 in your shop!

Learn more about SEMA 2023 at SEMAShow.com. To sign up for RDE courses, visit scrs.com/rde. Attend CIC by registering at ciclink.com.

If you’re not at SEMA 2023, be sure to mark your calendars for next year’s event, scheduled for November 5-8, 2024.

On the Agenda:

*All events/times are subject to change. H&D

Why Join WIN? WIN offers education, mentoring and leadership development opportunities to build critical skills for success in the collision repair market.

• Local/Regional Networking Events • Annual Education Conference • Educational Webinars

• Scholarship Program • School Outreach Program • Most Influential Women (MIW) Award

• Mentoring Opportunities womensindustrynetwork.com

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November 2023

29

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

OFFICERS

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

VICE PRESIDENT: Rodney Bolton rbolton@aacps.org 443-386-0066

SECRETARY: Phil Rice phil@ricewoods.com 540-846-6617

TREASURER: Kris Burton kris@Rosslynautobody.com 703-820-1800

BOARD OF DIRECTORS

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

Position Your Business as a Leader!

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.

Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928 EXECUTIVE DIRECTOR: Jordan Hendler jordanhendler@wmaba.com 804-789-9649

Bill Hawkins hawkinswilliamjr@gmail.com 510-915-2283

30 November 2023

John Shoemaker john.a.shoemaker@basf.com 248-763-4375

“

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

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

© 2023 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

© 2023 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

November 2023

31

INDUSTRY

ADVICE

ASK MIKE:

What Financial Strategies Are Making Shops Stronger?

This month, we “ASK MIKE” for his thoughts on financial strategies that could help shops grow their profits. We at Hammer & Dolly hope you find the following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industry-related matter that he can answer in a future issue.

Hammer & Dolly: We’ve had several conversations over the past three or so years about how the pandemic has affected this industry. That said, how would you categorize how shops across the country are doing these days financially?

Mike Anderson: Based on what I’ve seen, most people seem to be pretty busy. A lot of people I’ve talked to – whether it’s the OEMs or paint companies – did see a decline in sales this past July and August, but I think that was due to some repair facilities slowing down to go on vacations. Right now, a lot of shops have work for three weeks to three months. I was in Northern California a couple of months ago, and a lot of shops there said they didn’t have much of a backlog of work, but that’s mostly because it was back-to-school season and people had other priorities. Overall, everybody seems to be doing pretty well – but shops need to be careful about getting a false sense of security. Facilities’ sales may be up while they’re repairing fewer cars due to more parts per job, Labor Rate increases, or calibrations, but they need to avoid thinking they’re completely safe. Shops need to keep marketing their business and not let up on that gas pedal.

As shops begin to put together their budgets for next year, they should talk to their vendors about any equipment maintenance or upgrade needs they have. They should also talk with their

32 November 2023

IT [information technology] people about any recommended improvements. These are things you should investigate to help you better determine your budget for 2024.

H&D: If the last three years have taught us anything, it’s that any business – whether it’s an auto body shop or an ice cream parlor – sometimes must deal with things out of its control. At the same time, businesses need to adapt to whatever changes come their way. What are some financial considerations that shops should keep in mind today that would have been completely foreign to them three years or even 12 months ago?

MA: A lot of shops are really trying to get their processes dialed in with closing ROs [repair orders] on time. The facilities I’m working with are closing their ROs when the vehicles leave, and they’re staying on top of their receivables and parts credits.

It’s also important to make sure that you’re good on cash.

Somebody once told me, ‘It’s not what you make; it’s what you spend.’

Just because you’re having good sales doesn’t mean you can put off building a nest egg.

H&D: Employee recruitment and retention is a topic that never seems to go away. Over the past couple of years, we’ve seen shops offer sign-on bonuses for new employees. Are you still seeing that, or has that evolved into something else?

MA: I still see that going on in a lot of areas. People are offering signon bonuses, but they should think about offering retention bonuses for people who’ve been with them a long time. I have a shop client who gives his employees a $500 retention bonus for the first year. If an employee’s been there for two years, they get $1,000. After three years, they get $1,500, and so on. At that shop, the retention bonus maxes out at $5,000. At another shop I know, a technician receives a $1 retention bonus for every hour of labor they produce – but they don’t get it until the following year. That sort of thing encourages employees to stay with you.

Understand expenses; budget profit.

WITH MIKE ANDERSON

H&D: There are always those “little” expenses that everyone tends to overlook.

Often, business owners don’t realize there’s a shortfall until those expenses pile up over time.

MA: Yes, and that’s why they need to look at their profit and loss every month. Their bookkeeper should be analyzing that and telling them if anything is higher than usual.

They should monitor their expenses, profits and losses every single month.

H&D: As we look toward 2024, what are the big investments that shops need to make today to make sure that next year is profitable for them?

MA: As we move into electric vehicles, people need to weigh whether they’re going to invest in that equipment and training and put together a budget. Also, going back to your question

about retention, shop owners should think about ways they can improve their facility for their employees. I have a client who spent $300,000 to air-condition his shop to make it a better environment. Think about whether your offices need updating or whether your employee bathroom needs to be nicer. These are all things that matter and are worth the investment.

H&D: What about tools to bring customers to your door – whether it be an app or another kind of marketing strategy?

MA: There’s a company called 3P Marketing that does a lot with geofencing, which basically puts your shop within an invisible fence around a specific GPS coordinate to market your business. There are also out-of-the-box marketing ideas like advertising on Netflix or Hulu.

H&D: It’s always easy for a business owner to focus on the negative and dwell on the areas where they’re not making money, but let’s flip that around. What are some of the biggest financial opportunities for this industry in 2024?

MA: That’s a good question! Nissan is in the process of rolling out a rebate program for people who buy OEM parts. That’s one opportunity. On a larger scale – and I’m not an investment broker by any means – but if you have cash, you shouldn’t just let it sit there. Put it into a short-term investment strategy so that your money’s working for you.

Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com). H&D November 2023

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