Hammer & Dolly December 2016

“We Built

THIS!”

Celebrating 50 Years of the

www.wmaba.com

December 2016 Volume 10, No. 12 $5.95

www.grecopublishing.com

SIMPLER. FASTER. BETTER. Original BMW replacement parts represent the ultimate in safety, quality and reliability.

Imitations can be less expensive but often lack the fit, finish and function that is expected from your BMW customers.

With most parts in stock, BMW of Fairfax is your best choice for Original BMW parts. · · · ·

One stop shopping experience with on-shelf availability exceeding 16,000 line items.

Beltway’s most predictable and dependable delivery system to meet your business demands.

Same day availability on most parts ordered before 2:30pm.

24 / 7 ordering convenience through Collision Link.

BMW of Fairfax Wholesale Parts Hotline: 800-879-2269 (1-800-TRY-ABMW) Parts Direct: 855-397-4426 24 Hour Fax: 703-641-8562 2805 Old Lee Highway, Fairfax, VA 22031 Orders accepted by phone, fax, and now e-mail to speed your delivery and your repairs.

Ask about our next-day UPS delivery.

Email: parts@bmwoffairfax.com Visit us on the web: www.bmwoffairfax.com December 2016

3

4

December 2016

CONTENTS

December 2016

COVER STORY 36 “WE BUILT THIS!” Photo courtesy of www.semashow.com

CELEBRATING 50 YEARS OF SEMA

WMABA and others take in the country’s biggest auto show.

BY CHLOE DURANTE

NATIONAL NEWS BY JOEL GAUSTEN 20 SOLVING THE P&M PUZZLE: INSIDE PMCLogic

Why using a paint and materials accounting system is crucial.

24

DEPARTMENTS

SCANNING & TRAINING ISSUES HIGHLIGHT ANNUAL OEM SUMMIT

SCRS hosts all-day discussion on pressing industry matters.

8 9

Shops and carriers search for middle ground. BY JOEL GAUSTEN

10

Honoring some of the industry's best.

12

REPAIRER RELATIONSHIPS

CIC AWARDS

Executive Director’s

Message

JORDAN HENDLER

New services and presentations highlight an upward climb.

13

WMABA Sponsorship

16

Technician of the

Page

Month: Kyeong

BY JOEL GAUSTEN AND CHLOE DURANTE

Seon Yoo

AXALTA HELPS RESTORE LEGENDARY AMERICAN GRAFFITI HOT ROD

CHLOE DURANTE

An iconic car is reborn.

46

Editor’s Message JOEL GAUSTEN

SEMA RECAP 42 EMBRACING EDUCATION: I-CAR THRIVES AT SEMA 2016

44

WMABA Annual

Membership Meeting Announcement

CIC RECAP 30 CIC EXPLORES ADDING VALUE TO INSURER/

33

Calendar of Events

A BUSINESS FUELED BY PASSION: TALKING SHOP WITH CHIP FOOSE

48

President’s Message MARK SCHAECH, JR.

An industry legends touches down at SEMA. BY CHLOE DURANTE

50

Advertisers’ Index

Stock Images © www.istockphoto.com

December 2016

5

When it comes to parts certification, fit is just the beginning.

You may be able to eyeball a replacement part and tell if it will fit or give you a hard time.

But it’s impossible to look at a part and determine if it’s galvanized, made of the correct material, or even if the welds are all correctly positioned.

But it’s impossible to look at a part and determine if it’s galvanized, made of the correct material, safe, or even if the welds are all correctly positioned. CAPA created the industry’s first-ever auto crash part testing and certification program over 29 years ago to eliminate all doubt. To provide the gold standard for quality replacement parts for everyone whose livelihood depends on quality repairs.

TM

CAPA Certified parts. The only replacement parts good enough to earn the yellow and blue CAPA Quality Seal. That’s always a good fit.

If it isn’t CAPA Certified, it isn’t a genuine replacement part. capacertified.org

IF OFFERING ONLY ORIGINAL MINI PARTS IS A CRIME...

THEN YEAH, WE’RE GUILTY. 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

MINI of Baltimore County 720 Kenilworth Drive Towson, MD 21204 Toll Free: 844-635-4347 410-296-MINI (6464)

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

MINI of Sterling 21826 Pacific Blvd Sterling, VA 20166 888-954-8222 fax: 571-434-7727

Checkered Flag MINI 5225 Virginia Beach Blvd.

Virginia Beach, VA 23462 757-687-3494 fax: 757-687-3495

Crown MINI 8710 West Broad Street Richmond, VA 23294 Toll Free: 800-237-0130 804-527-6860 fax: 804-965-6254

MYMINIANNAPOLIS.COM

MINIOFSTERLING.COM

MINIBALTIMORE.COM

CHECKEREDFLAGMINI.COM

MINIOFALEXANDRIA.COM

CROWNMINI.COM

© 2016 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

December 2016

7

Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS

CLASS LISTINGS

December 8, 2016 WMABA ANNUAL MEMBER SHIP MEETING: THE FUTURE OF OEM PR OCEDURES, REPAIRS AND ADVANCED MATERIAL S Mike’s Great American Restau rant 6210 Backlick Road, Spring field, VA 22150 For more info, visit wmaba .com or see page 9

December 1, 2016 MEASURING

Finish Masters (formerly Refinish Solutions), Springfield, VA

STEEL UNITIZED STRUCTURES TECHNOLOGIES & REPAIR

Parrish Body Shop II Inc., Fredericksburg, VA CORROSION PROTECTION

Criswell Collision Center, Annapolis, MD

SQUEEZE-TYPE RESISTANCE SPOT WELDING

ACT- A Caliber Collision Center, Randallstown, MD

December 6, 2016

December 14, 2016 AUTOMOTIVE FOAMS

Finish Masters (formerly Refinish Solutions), Springfield, VA VEHICLE TECHNOLOGY & TRENDS 2016

NT Auto Body Inc., Alexandria, VA

December 15, 2016

ALUMINUM EXTERIOR PANEL REPAIR & REPLACEMENT

ADHESIVE BONDING

Frederick Co. Career & Tech, Frederick, MD PLASTIC & COMPOSITE REPAIR

Criswell Collision Center, Annapolis, MD

Finish Masters (formerly Refinish Solutions), Springfield, VA

January 18, 2017

Subway Auto Body, Gambrills, MD

December 21, 2016

January 19, 2017

December 7, 2016

NT Auto Body Inc., Alexandria, VA

STEEL UNITIZED STRUCTURES TECHNOLOGIES & REPAIR

FULL-FRAME PANEL REPLACEMENT

Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA ADVANCED STEERING & SUSPENSION SYSTEMS DAMAGE ANALYSIS

Jones Body Shop, Bel Air, MD

SECTIONING OF STEEL UNITIZED STRUCTURES

SUSPENSION SYSTEMS

N T Auto Body Inc., Alexandria, VA

SQUEEZE-TYPE RESISTANCE SPOT WELDING

Finish Masters (formerly Refinish Solutions), Springfield, VA

December 8, 2016

STEERING & SUSPENSION DAMAGE ANALYSIS

Uni-Select USA, Baltimore, MD

UNDERSTANDING THE CYCLE TIME PROCESS

State Farm - Silver Spring, Silver Spring, MD PLASTIC & COMPOSITE REPAIR

Frederick Co. Career & Tech, Frederick, MD HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Criswell Collision Center, Annapolis, MD

December 13, 2016 ADHESIVE BONDING

Keystone - Linthicum, Linthicum Heights, MD

COLOR THEORY, MIXING TONERS & TINTING

Frederick Co. Career & Tech, Frederick, MD RACK & PINION & PARALLELOGRAM STEERING SYSTEMS

January 4, 2017

PLASTIC & COMPOSITE REPAIR

Finish Masters (formerly Refinish Solutions), Springfield, VA

January 5, 2017

UNDERSTANDING THE CYCLE TIME PROCESS

Criswell Collision Center, Annapolis, MD

January 10, 2017

PLASTIC & COMPOSITE REPAIR

Subway Auto Body, Gambrills, MD

January 11, 2017

ADHESIVE BONDING

NT Auto Body Inc., Alexandria, VA

December 2016

CORROSION PROTECTION

Finish Masters (formerly Refinish Solutions)), Springfield, VA COLLISION PROTECTION

Frederick Co. Career & Tech, Frederick, MD Criswell Collision Center, Annapolis, MD

SECTIONING OF STEEL UNITIZED STRUCTURES

Finish Masters (formerly Refinish Solutions), Springfield, VA

January 25, 2017

STEERING & SUSPENSION DAMAGE ANALYSIS

NT Auto Body Inc., Alexandria, VA

SQUEEZE-TYPE RESISTANCE SPOT WELDING

Finish Masters (formerly Refinish Solutions), Springfield, VA

January 26, 2017

ADHESIVE BONDING

Criswell Collision Center, Annapolis, MD

UNDERSTANDING THE CYCLE TIME PROCESS

Lindsay Collision, Springfield, VA

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Finish Masters (formerly Refinish Solutions), Springfield, VA

8

January, 12, 2017

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

National issues, local focus.

LOCAL

NEWS

WMABA PRESENTS...

ANNUAL MEMBERSHIP MEETING: The Future of OEM Procedures, Repairs and Advanced Materials December 8, 2016 – 4pm-7pm Mike’s Great American Restaurant 6210 Backlick Road, Springfield, VA 22150

The WMABA membership is interested in hearing more about what the OEMs are expecting from collision repair participants in their programs and how they work together to preserve the customer experience. This meeting will also be the election of the Board of Directors for WMABA and the update of association happenings locally and nationally. Go to wmaba.com/events to sign up today!

Trying to understand more about the materials and technologies in today’s vehicles and what is yet to come? Join us for the annual WMABA Membership Meeting with guest presenter Dave Gruskos of Reliable Automotive Equipment, a leading supplier of many of the required tools of manufacturer certification programs such as Mercedes, Audi, Porsche and more. This national presentation will be one you don’t want to miss!

Dave Gruskos, Reliable Automotive Equipment

As presented during SCRS’ Repair Driven Education at the SEMA Show: With the growing use of accident avoidance systems, 80 percent of all repairs are limited to one-three non-structural panels. So how will shops investing in delivering high-quality, OEM-quality repairs contend with insurers seeking fast-track, low-cost repair solutions? How can you optimize your opportunities, and what preparation is necessary to tap into future trends? Learn about future automaker programs that will work with the collision repair facility to build a bridge in order to increase consumers’ satisfaction.

December 2016

9

Joel Gausten

EDITOR’S

(973) 600-9288 joel@grecopublishing.com

MESSAGE Turning on the Light

If you’re reading this, there’s a very good chance that you’ve made it through another challenging year in this industry. I hope you’re ending 2016 in a stronger place – both financially and personally – than you were way back in January. I’m grateful to have had another year to serve as your editor, and I know that Hammer & Dolly will continue to thrive through your ongoing interest and support.

Unfortunately, it has been difficult to ignore that 2016 ushered in a time of considerable loss for many. In addition to saying goodbye to a number of beloved musicians and celebrities this year, our industry experienced far too many significant partings. On a personal level, I’m saddened to know that I won’t be seeing the late James Moy anymore at industry events, and it’s still tough to accept that I’ll never see Greg Coccaro’s number come up on my phone ever again. Closer to home, my wife and I saw the departures of not only older family members, but of friends our own age. Most recently, my favorite dog and loyal office companion, Wampa, passed away at 15.

I bring these things up not to bring down your mood, but to illustrate that upsetting and unfortunate situations are often unavoidable.

Chances are high that 2017 will deliver its own hardships, but it is how we react to and overcome these challenges that’s important.

WMABA OFFICERS PRESIDENT

VICE PRESIDENT

TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

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

BOARD OF DIRECTORS

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

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

ADMINISTRATION

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

10

As another new year approaches, I challenge you all to make the next 12 months as positive as possible. Think of one new way to make your business more successful.

Consider a new practice at your company that could make your employees happier. Come up with an exciting new way to spend your all-too-brief time with friends and family. If you’ve always wanted to take on a new hobby, then do it in 2017. Create something new in this world. Make those around you feel better about being here. Find reasons to laugh.

Never allow hope to leave you. Pain is inevitable, but suffering is optional.

There is always opportunity in adversity; there is always light in our darkest times. I wish you all a happy and fulfilling 2017. It’s within reach. H&D

December 2016

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR CREATIVE DIRECTOR EDITORIAL ASSISTANT OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten joel@grecopublishing.com

Lea Velocci lea@grecopublishing.com

Chloe Durante chloe@grecopublishing.com

Donna Greco donna@grecopublishing.com

PUBLISHED BY TGP, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 973-667-6922 FAX 973-235-1963 Reproduction of any portions of this publication is specifically prohibited without written permission from the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of the Washington Metropolitan Auto Body Association (WMABA). Copyright © 2016 Thomas Greco Publishing, Inc.

December 2016

11

EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

REFLECTING ON SEMA — LOOKING FORWARD TO 2017 As executive director of WMABA, I have the privilege every year of going to the most spectacular conglomerate of shops, vendors, equipment and cars ever assembled in the world (at least in my opinion). SEMA is by far the biggest and most anticipated national event I attend. It hurts my insides that more of you do not come and take advantage of one of the greatest opportunities for growth in our industry. You’re only one (at most two) flights from this grand illumination.

Are you looking to score a great deal on equipment?

Do you need training on a particular segment of information?

Want to get the latest in OEM advancements?

Interested in coming to the Collision Industry Conference (CIC) and networking with the bigwigs of our industry?

Want to see the coolest cars on Earth?

While it’s ever-important that you stay on top of information, I believe it’s more important for you to spend time with like-minded individuals. If I can pinpoint one thing that sets shops apart in that top two-three percent, it is absolutely and unequivocally related to the peer groups they participate in. They are all part of national and local associations, do or have done 20 Groups and constantly and consistently learn from each other. They are not afraid to say they’ve failed at something; they are always in a state of evolution. The rolling stone gathers no moss.

It’s my mission to help you set yourself apart in this same way (or in whatever way you are able). If that is coming to WMABA meetings and being a member (or even being a Board member), then that’s what it will be for you. If it needs to be more, then WMABA can be the stepping stone on the way to national meetings and bigger opportunities.

We’re already at these larger gatherings, so you’ll have at least one friend to find when you get there! Make at least one appearance locally and one nationally in 2017. It could be even regionally this March 17-19 at the NORTHEAST® Automotive Services Show in Secaucus, NJ, which is a fantastic event within driving distance from you. No matter where you go next year, make it a point to go out of your comfort zone and experience something new as an industry member. H&D

Do you need more reasons than that?!

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

12

December 2016

THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2016!

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

www.wmaba.com

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

December 2016

13

Contact these Ford or Lincoln Mercury dealers 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 www.waldorfford.com

SHEEHY FORD 5000 AUTH RD, MARLOW HEIGHTS, MD 20746 Phone: 301-899-6300 Fax: 301-702-3650 www.sheehyford.com

HAGERSTOWN FORD 1714 MASSEY BLVD, HAGERSTOWN, MD 21740 Phone: 800-200-0276 Fax: 301-733-0603 www.hagerstownford.com

KOONS FORD OF ANNAPOLIS 2540 RIVA ROAD ANNAPOLIS, MD 21401 Phone: 410-266-3083 Fax: 410-224-4239 www.koonsford.com

© 2016, Ford Motor Company

December 2016

15

Hammer & Dolly chats with the WMABA community’s most inspiring repairers.

TECHNICIAN OF

THE MONTH

BY CHLOE DURANTE

If you would like to nominate someone as Technician of the Month please contact Hammer & Dolly Editorial Assistant Chloe Durante at chloe@grecopublishing.com

Kyeong Seon Yoo

Kyeong Seon Yoo has found his home at Mercedes-Benz of Arlington.

Unlike many of the technicians interviewed by Hammer & Dolly, Kyeong Seon Yoo of Mercedes-Benz of Arlington was not destined to work in a body shop, nor was he grandfathered into a career in the collision industry. He did not have a typical upbringing and from a very young age, his future was unclear.

Seon (pronounced like “Sean”) grew up in the small town of Pocheon, South Korea, where military service was and still is mandated after citizens reach the age of 18. During his service, Seon was exposed to fleet maintenance, where he began as a driver in the motor pool. Slowly but surely, he worked his way up to doing minor mechanical repairs on vehicles and eventually pursued a full-time career as a mechanic after his two-year military stint was over.

Life in South Korea was far from easy, and Seon dreamed of moving to the United States in the hopes of a brighter future. He applied for a green card and waited patiently for it to be approved for six whole years. During this time. Seon married his wife, Eun; together, they made the journey to the United States in 2006.

Mercedes-Benz of Arlington Collision Department Manager John Alcorta knew that Seon was special the moment he met him.

16

December 2016

“Upon his arrival and speaking very little English, Seon immediately secured employment at our dealership as a body tech apprentice. At the time, there were two Korean employees who were able to take Seon under their wing. He worked under three different body technicians before I became the new collision department manager in 2012. I rediscovered Seon, and he had rightfully earned and deserved the opportunity to work on his own. When I met him all these years ago, I thought to myself, ‘Wow, this is an amazing, talented young man who deserves more.’ It was his time to shine.

From that point on, he has improved every single day.”

Part of Seon’s challenge is that he is continually learning the English language along the way. You can only imagine how difficult and intimidating it can be for him to grasp the very technical terms involved in collision repair, but he approaches every job methodically and does not give up until he has perfectly completed whatever task is in front of him.

“Everyone knows the challenges in our industry of finding talented technicians,” Alcorta says. “Here is a guy who doesn’t know the language or the trade and waited six long years to come to a foreign country, and yet he has overcome every single challenge he’s been faced with. He is just amazing.”

Seon’s past is truly a reflection of the person he is today. A very patient man who endured years of tedious immigration processes and adhered to an unstructured apprenticeship with three very different team leaders, he has proven over and over again that he is not only a model employee, but also a model citizen.

“He is so dependable, has his uniform on every day, gets along with everyone and really is someone to be admired. He is so modest that at times, I want him to be a bigger chest thumper! But in all seriousness, he is a top producer consistently. Any manager in this industry will tell you that consistency can be very difficult to find, but Seon surpasses my expectations every week.”

Today, Seon is enrolled in the Mercedes-Benz USA collision training program in addition to becoming an elite technician.

“Seon is obviously a long-term planner and goal setter. As a husband, proud father of two beautiful children and a talented technician, Kyeong Seon Yoo is the ‘all-around’ person every company is looking for and would be proud to call their own.” H&D

December 2016

17

YOU tell us what and when and WE worry about how to get you the right parts when you need them.

How do we do it?

• 80 wholesale professionals SERVING professionals • $5.6 million on-site inventory • 24-hour work schedule • Regional / national parts locating • Same night manufacturer deliveries • 24-hour return / credit process • Automated order delivery and tracking

But really, it's not about us...

IT'S ALL ABOUT YOU!

18

December 2016

WE KNOW WHAT YOU’RE THINKING. YOU WANT TO KNOW IF THE PART’S IN STOCK, HOW MUCH IT COSTS, AND WHEN IT’S GONNA GET THERE. We get it.

You want the best part for a Toyota, but you’ve got to know when and how much.

Well, now you can. In addition to tools that can help you find and order the right VIN-based parts, now you can see if it’s in stock, schedule the delivery, even see your shop’s net price from your participating Toyota Dealer.* Now you’re thinking: “Cool!”

ToyotaPartsAndService.com

©2014 Toyota Motor Sales, U.S.A., Inc.

For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: Jerry’s Toyota 8001 Belair Road Baltimore, MD 21236 Toll Free: 877-838-5114 Direct: 410-661-4610 FAX: 443-455-1453 www.jerrystoyota.com

Koons Tysons Toyota 8610 Leesburg Pike Vienna, VA 22182 Phone: 703-790-8310 Fax: 703-356-9081 www.koons.com

R&H Toyota 15 Music Fair Road Owings Mills, MD 21117 Direct: 410-363-4502 Toll Free: 1-866-692-2787 Fax: 410-902-1998 toyotawholesale@rhemail.com

Alexandria Toyota 3750 Jefferson Davis Highway Alexandria, VA 22305 Toll Free: 800-766-9767 Phone: 703-836-8476 Fax: 703-684-3468 www.alexandriatoyota.com

Antwerpen Toyota 12420 Auto Drive Clarksville, MD 21029 Phone: 410-988-9272 Fax: 443-539-4022 darnold@antwerpenauto.com

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

Ourisman Fairfax Toyota 10441 Lee Highway Fairfax, VA 22030 Toll Free: 800-626-2236 Direct: 703-273-2236 Fax: 703-385-8411 fairfaxparts@ourismanva.com www.ourismanva.com

Koons Toyota Annapolis 1107 West Street Annapolis,MD 21401 Phone:(800)262-3330 Fax:(410)280-6361 roy.easter@koons.com

Younger Toyota 1935 Dual Highway Hagerstown, MD 21740 Phone: 800-296-1190 Fax: 301-733-5465 dthompson@youngertoyota.com

December 2016

19

NATIONAL

NEWS Solving the P&M Puzzle: Inside PMCLogic

If you’re not using a paint and materials management system at your business, you’re leaving more money on the table than you can imagine.

According to the 2015 WMABA Labor Rate Survey, approximately 23 percent of shops in Maryland, DC and Virginia utilize some kind of P&M accounting system.

Considering how beneficial a product of this nature can be for a repair facility, there is no question that this number should be substantially higher. In an industry where

every dollar counts, it is becoming increasingly necessary for repairers to keep track of their expenses and potential profits.

That’s where PMCLogic could help.

Produced by parent company ComputerLogic, PMCLogic is a revolutionary system that easily links to any repair estimating and paint mixing system and automatically calculates what specific P&M items will be needed (and in what quantity) for each unique job. This information can be used to quickly generate numerous reports and print an accurate, detailed invoice for each repair.

Invoices for the repair of vehicles are based on the shop’s target gross profit margin, not from some arbitrary “hourly rate.”

Above all, the information provided by PMCLogic will help shops better manage their paint and materials costs and increase sales.

“PMCLogic doesn’t tell anyone what they should do or how much to charge for anything,” explains ComputerLogic CEO Rick Palmer. “We just provide you a program that’s malleable and flexible, give you a very accurate predictive estimate of the P&M

items needed for that specific repair based off of the P&M manufacturers’ recommended usage and provide their pricing data so that you can use that to establish your true cost and selling price for each of those items.”

The best advantage of PMCLogic is the ability for repairers to finally move away from the traditional hourly rate-times-refinish hours mindset.

“There’s nowhere else in life that I know of where you buy anything without getting a receipt. But with this paint and materials situation, everything is wrapped around the refinish hours because it’s such a huge issue to get down to the numbers.”

Not surprisingly, PMCLogic has built a solid user base of proactive, forward-thinking shops throughout the country. Patrick Porter, co-owner of Porter’s Body Shop, Inc. (Brookhaven, MS), has been an avid PMCLogic user for years and is continually impressed by its ability to produce realistic information on the jobs at his facility.

“When I looked at PMCLogic, it was very user-friendly,” he says. “It’s a great product that, when utilized correctly, can help you get materials that you’re not getting on an

PMCLogic automatically calculates the volume of paint and materials used on each panel that’s replaced or repaired. The product “reads” all of the lines on the vehicle estimate from CCC, Mitchell, Audatex, etc. and automatically selects these items for calculating the list of materials and how much it will take for each panel and part to complete the job.

20

December 2016

Exploring a P&M solution.

BY JOEL GAUSTEN

eliminate and help you track your materials. I feel like a paint and materials calculator is the fairest system that an insurance company or a collision repair center can use per job.”

Shop owner John Mosley (Clinton Body Shop; Clinton, MS) believes that PMCLogic has enabled his facility to have more realistic dialogue with insurers when it comes to receiving proper payment for work performed.

“PMCLogic makes you analyze that part of your business and realize what the problem is with losing money or making money,” offers Mosley, who has seen his P&M payments increase by approximately 30 percent since using PMCLogic. “At first, the insurance companies didn’t want to pay [the new amount]. We said, ‘Fine. We’ll submit a

According to the 2015 WMABA Labor Rate Survey, approximately 23 percent of shops in Maryland, DC and Virginia utilize some kind of P&M accounting system. Considering how beneficial a product of this nature can be for a repair facility, there is no question that this number should be substantially higher.

PMCLogic sheet for each job. If you have any questions about anything on the sheet, we’ll be glad to go over it with you.’”

Although PMCLogic offers shops an alternative to the time and headaches that are often involved in manually tracking P&M costs, the system can only succeed if it is used fully

and properly. If you don’t track and review your numbers, you can’t measure them and improve your bottom line.

“Our goal is not just to get shops to use PMCLogic to get paid more money on paint and materials, but it is also to make the whole supply chain more efficient and save everybody money,” Palmer says. “The only way people can do that is to use the system 100 percent. Don’t just use PMCLogic to get paid; use it as a true paint and materials management system.”

For more information on PMCLogic, call (800) 933-6565 or visit PMCLogic.com. H&D

December 2016

21

22

December 2016

SPACE FOR RENT 5,000 square foot office / garage space

Located in Havre de Grace, MD in a high visiblity location on busy Route 40 / Pulaski Highway

• Perfect location for a collision repair facility!

• Several lifts • 400 amp 3-phase electric • New paint booth • High traffic count (over 1 million cars per month passing location)

• $5,000 rent per month

Contact Julie O’Brien for more info:

(410) 937-4893 /

julobrien@gmail.com December 2016

23

NATIONAL

NEWS Scanning & Training Issues Highlight Annual OEM Summit

Left to right: Chris Tobie (Honda), Justin Miller (Nissan), John Ellis (Ellis & Associates), Eric Mendoza (Toyota) and John Hughes (FCA) during “Restoring Vehicle Functionality through Electronic Technology and Diagnostics”

Left to right: Gary Wano, Jr. (G.W. and Son Auto Body Inc.), Shawn Hart (Audi), Mike Kukavica (Porsche), Rick Miller (Jaguar Land Rover), James Meyer (Toyota) and Barry Dorn (Dorn’s Paint & Body) during “Meet the Trainer” If a collision repair business owner or technician stands any chance of being successful in today’s industry, he or she needs to have a firm grasp on what’s happening with current vehicle technologies and what will likely impact automotive construction and materials down the road.

This was the greatest takeaway of the 2016 SCRS OEM Collision Repair Technology Summit, held on November 3 at the Las Vegas Convention Center during the SEMA Show.

The all-day event kicked off with “Restoring Vehicle Functionality through Electronic Technology and Diagnostics,” a

24

December 2016

two-part panel created to explore and address the ever-growing need for pre- and post-repair scanning in the repair process.

The first half of the discussion saw moderator John Ellis (Ellis & Associates) welcome various representatives from auto manufacturers that have issued position statements in support of the procedure.

Although Diagnostic Trouble Codes (including those that don’t trigger an indicator light) have been a reality in automobiles for several years, Honda Collision Business Specialist Chris Tobie cautioned that current industry conditions dictate a greater focus on them than ever before.

“The tipping point is basically all the safety systems and collision avoidance [technologies] that are now going to become very commonplace and pretty much standard on every car by 2022,” he said. “This stuff is not going to go away, and it’s not going to get simpler.”

John Hughes, a collision repair representative for Fiat Chrysler Automobiles (FCA), authored his company’s current position statement on scanning to ensure greater professionalism and accountability on the repair side.

“We wanted to make sure that the vehicle was checked pre- and post- [scan].

Obviously, pre because you want to verify what occurred on the vehicle, number one, and see what you have in the history…We’re finding that in a lot of cases…people weren’t doing a post [scan] because they’re not doing their quality inspection.”

Eric Mendoza, collision repair and training assistant manager for Toyota Motor Sales, stressed that repairers working on these vehicles need to scan the vehicle before and after the job.

Automakers join repairers for open discussions.

BY JOEL GAUSTEN

GM’s Mark Voss discussed the evolution of composite materials in automobiles.

Left to right: Chuck Olsen (AirPro Diagnostics), Jason Bartanen (I-CAR), John Ellis (Ellis & Associates), Doug Kelly (Collision Diagnostic Services), Bob Pattengale (Bosch) and Jason Gabrenas (Snap-on) during “Restoring Vehicle Functionality through Electronic Technology and Diagnostics”

Frank V. Billotto of Dow Automotive Systems offered perspectives on vehicle body design and assembly.

“What it comes down to is the industry has relied on their hands [and] their eyes to assess the vehicle and assess the damage and use the Malfunction Indicator Light as the criteria of [determining] if there’s an electrical problem with the vehicle.”

Nissan and Infiniti have elected to take a slightly different approach to the matter.

“We highly recommend pre-scanning the vehicle, but we do not make it mandatory,” explained Justin Miller, planner – certified collision for Nissan North America. “I think there are some instances in collision repair where it wouldn’t be justified. I will tell you [that] in conversations with my engineering [people], they say it needs to be done. But I think if you apply that to the way the collision industry is right now on the ground, I think it might be a little pushy to ask the shops to do it every single time.”

Despite this philosophy, Miller was quick to add that post-scanning is “100 percent mandatory” on every vehicle that is structurally able to support such an operation.

To illustrate the importance of scanning, Tobie noted that even a basic car like the Honda Fit has around 500 Diagnostic Trouble Codes.

“Only a certain percentage of those actually turn a light on. I don’t think most of the industry understands the magnitude of the number of DTCs that are in a car today…We have to make this very clear – indicators are for driver notification; they are not diagnostic tools.”

While the panel was adamant that scanning is a crucial element of today’s auto body industry, it is up to individual repairers to take the initiative to do things the right way.

As Mendoza said, “If you choose to go against the recommendation of the manufacturer or a printed document in a repair manual [that says], ‘This is required to complete this repair,’ what else can I do?”

The second part of the scanning session featured diagnostic equipment and service providers that have developed technological solutions for the industry. The hour-long discussion made it clear that industry members

need to do their homework to gain a full understanding of the aftermarket scan tools available, what kind of coverage each provides, the reputation of the company providing the product and if these items truly offer the same functionality as the OEM versions. Additionally, there is simply no onesize-fits-all answer to a shop’s scan tool needs.

“One tool is not going to cover every single possibility on every single car that’s out there,” offered Jason Gabrenas, national diagnostics trainer for Snap-on. “There’s a lot of stuff that’s covered, but I’m not going to go out there and say that we cover 100 percent of 100 percent of the cars. It’s almost impossible.”

The Summit’s second presentation, “Advanced Vehicle Materials, Construction and Repair Considerations,” provided an inside look into how evolutions in materials and construction are rapidly changing repairer technologies and procedures. Mark Voss, an engineer for General Motors, offered intriguing – and at times distressing – information on how composites have made repairs more challenging than ever. For example, GM got an eyeful when they performed a full frontal impact crash test on a carbon fiber-intensive C6 Corvette. At first, everything appeared fine with the car; in fact, the hood even popped back into place December 2016

25

THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. For Original BMW Parts, contact one of these authorized BMW centers: BMW of Annapolis 25 Old Mill Bottom Road Annapolis, MD 21409 410-349-2565 Fax:410-349-2586 www.mybmwannapolis.com

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

BMW of Alexandria 499 South Pickett Street Alexandria,VA 22304 Direct: 703-684-5255 Fax: 703-647-1853 www.bmwofalexandria.com

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

Apple BMW of York 1370 Roosevelt Ave. York, PA 17404 800-839-1755 Fax: 717-843-2948 www.applebmwofyork.com

BMW of Sterling 21826 Pacific Blvd.

Sterling, VA 20166 888-954-8222 Fax: 571-434-7727 www.bmwofsterling.com

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

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

26

December 2016

Original BMW Parts

www.bmwusa.com

The Ultimate Driving Machine®

They’re called “Original BMW Parts” for good reason. For uncompromising precision and incomparable quality, your BMW center is your One-Stop shop for everything BMW. BMW of Towson 700 Kenilworth Drive Towson, MD 21204 844-683-5251 Direct: 410-296-7908 Fax: 410-296-4852 www.bmwtowson.com BMW of Bel Air 716 Belair Road Bel Air, MD 21014 844-388-2058 Direct: 443-640-1230 Fax: 443-640-1234 www.bmwbelair.com

Checkered Flag BMW 5225 Virginia Beach Blvd Virginia Beach, VA 23462 757-687-3494 Fax:757-687-3495 bmw.checkeredflag.com Richmond BMW 8710 West Broad Street Richmond, VA 23294 800-237-0130 Direct: 804-527-6860 Fax: 804-965-6254 E-mail: tdailey@crownauto.com www.richmond-bmw.com

BMW of Rockville 1450 Rockville Pike Rockville, MD 20852 844-896-0015 Direct: 301-468-3325 Fax: 301-770-4659 www.bmwrockville.com

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

December 2016

27

NATIONALNEWS

and the paint didn’t even crack. However, a further inspection revealed considerable damage to the internal structure under the hood.

“Looking at the hood, you couldn’t tell that car had been damaged,” Voss said. “The hood looked great [and] the paint looked great, but the actual structure itself was compromised.”

Later, first-time SEMA speaker Frank V. Billotto (business marketing manager – aftermarket for Dow Automotive Systems) offered additional perspectives on trends in

vehicle body design and assembly. A considerable amount of his presentation focused on the benefits of structural adhesive products and technologies. For example, adhesives can be used as an isolation barrier between dissimilar metals to prevent galvanic corrosion.

Ultimately, the use of composites and new materials in vehicle design aims to adhere to revised Federal fuel efficiency standards by dropping the average weight of vehicles to improve gas mileage. This will require repairers

to stay up to date on the how modern vehicles are being built.

“We have to maintain safety and performance as we lightweight these vehicles,” Billotto said.

The third and final presentation of the day, “Meet the Trainer,” was moderated by Gary Wano, Jr. (G.W. and Son Auto Body Inc.; Oklahoma City, OK) and Past WMABA President Barry Dorn (Dorn’s Body & Paint, Mechanicsville, VA) and gathered instructors from Audi, Porsche, Jaguar Land Rover (I-CAR) and Toyota for a frank conversation on the obstacles and successes that characterize the current state of education in the industry.

While it is a common assumption that the most experienced repairers make the best students, Toyota Senior Collision Repair & Refinish Training Instructor James Meyer challenged this notion.

“What a lot of people don’t realize is that no matter how long you’ve been in this business, it changes so rapidly that those techs who’ve been with you the longest who you think know the most have the most to learn.”

“A lot of the younger techs are really the ones who are open,” added Shawn Hart, collision repair training instructor and curriculum designer for Audi. “They’re hungry for the information and they want to learn this stuff.”

Of course, automakers are interested in educating insurers as well as repairers. Hart explained that Audi regularly ships car bodies to insurers and offers presentations to show estimators and other personnel what is going on with materials and repair instructions.

“Probably the biggest things for us, at least when we have insurance adjusters in the training, is explaining it just like we do for the technicians: ‘This is why we want you to do it this way.’”

For more information on upcoming SCRS events, visit scrs.com. H&D

Executive Director’s Thoughts These panels were full of current and future information about technologies, repairability and training – things that all repairers and technicians could derive usable and applicable talking points from. It’s the pace of change that is causing the most concern from the OEMs and their counterparts, because the repair market is generally not keeping up. - Jordan Hendler

28

December 2016

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.

Criswell Honda 19525 Amaranth Rd. Germantown, MD 20874-1201 PH: 866-562-2898 FAX:240-864-7165 www.criswellauto.com

Hendrick Honda 14201 Jefferson Davis Hwy Woodbridge, VA 22191 Direct: 703-690-7777 FAX: 703-490-2058 www.hendrickonline.com

Honda of Tysons Corner 1580 Spring Hill Rd. Vienna, VA 22182 PH: 703-749-6651 Direct: 866-658-0841 FAX: 703-821-4229 www.hondatysonscorner.com E-mail:juan.hidalgo@hondaoftysonscorner.com

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

December 2016

29

RECAP

Highlights from CIC's final 2016 meeting.

BY JOEL GAUSTEN

CIC Explores Adding Value to Insurer/Repairer Relationships

Shops and insurers often butt heads during the repair process, but is there a way to make things better for both parties?

During the November 1 Collision Industry Conference in Las Vegas, the CIC RepairInsurer Relations Committee hosted a special panel discussion that sought to identify the value that auto body facilities and carriers bring to each other.

Moderated by Elainna Sachire of Square One Systems, Inc., the panel was comprised of Clint Marlow (Allstate), Roger Wright (Vector Squared, LLC.), Mike Cassata (formerly of Amica and now with Hammer Insights) and MSO representatives Aaron Glaser (Glaser’s Collision Centers), Darrell Amberson (LaMettry’s Collision & Glass) and Vince Glaudio (Gerber Collision & Glass).

Because average collision repair customers only utilize the industry’s services every few years, they often view the insurer, the shop and the rental car company as one entity. In Marlow’s mind, this can lead to friction.

“Certainly within a Direct Repair relationship, if there are problems with quality, the carrier is rightfully dragged into that conversation. But I will tell you from

Incoming CIC Chairman Guy Bargnes (Painters Supply and Equipment Company)

30

December 2016

Several past chairs (including Chuck Sulkala and Jeff Hendler, pictured) presented Outgoing Chairman Randy Stabler - a golf enthusiast - with a special plaque autographed by the late Arnold Palmer as a thank you for his years of service to CIC.

experience that even outside of a Direct Repair relationship, the customer doesn’t think about it any differently. If the repairs aren’t right, we get dragged into that conversation [over] the quality of repairs…Direct Repair or non-Direct Repair, if the repair facility does an awesome job keeping the customer informed, guess what [the customer doesn’t] do? They’re not wondering what’s going on; they’re not calling the carrier, who doesn’t have great visibility into what’s going on and has to turn around and call the repair facility. You think about something just as simple as keeping the customer informed; [that’s a] great valueadded service for us.”

Cassata noted that while many customers are not always technologically savvy when it comes to their vehicles, they definitely know when they’re not respected by a repairer or service provider.

“They’re really not going to know exactly what’s under those fenders, but they are going to know how they were treated by all entities [and] stakeholders.”

Reducing administrative burdens of the shop was a key area of discussion, with Amberson being especially critical of the current demands placed on his employees.

“It’s not uncommon today that an estimator may spend as much as two hours or more doing administrative work and estimating before we can even put a job in process.”

“At the end the day, this industry’s evolving and progressing very fast…That paperwork isn’t going to go away; nobody’s going to snap their fingers and it’s going to disappear like Casper,” Sachire observed.

“It’s still something that’s an administrative burden, and it’s still part of the repair process, so control what you can control and continued on page 32

December 2016

31

RECAP

figure out where we can alleviate that waste.”

Glaser called for greater consistency from insurers who regularly change the criteria they use to measure shop performance.

“If we can keep the metrics and the KPIs the same, it will severely reduce our overhead training costs,” he said.

Cassata suggested the shops that face issues with insurers do have a voice in determining how these dilemmas are handled.

“Don’t be afraid to speak to your local representatives for your local insurance carriers. If you have an idea that you think will work, tell them; don’t just figure that [because] you’re partners [and] they’re sending you work that you’ve got to do what they want you to do. Don’t be afraid to speak up and tell them – not just in a room like this, but on the ground. They do listen.”

“Everything out there today probably can be worked on if you sit in a room and amicably work through a little collaboration on how to get there,” added Wright.

Amberson opined that the greatest takeaway of the discussion was the clear need for stronger collaboration between repairers and insurers to ensure a more professional and streamlined experience for the consumer.

“I don’t think there’s enough exchange of information and enough listening that takes

continued from page 30

place. In a lot of these scenarios, we’ve got to get past egos; we’ve got to get past being completely self-serving and actually sit down and listen to each other and show each other some respect and come up with some mutual solutions.”

“The key is always the communication,” added Glaudio. “If from the beginning, we can have a really good understanding of what everyone’s expectations are, it makes the whole process seem to flow a lot better after that.”

“The customer glues us all together,” offered Cassata. “Find a better way to serve the customer together…I challenge everybody, no matter what you do for a living, to go back to your business when you leave here, take a good look at your facility and your SOPs, be honest with yourself about how you’re operating and see what you could do better to serve the customer. In the long run, it will help your bottom line.”

New Leadership Steps In The November CIC meeting was the last to feature California-based MSO owner Randy Stabler (Pride Auto Body) as chairman. Addressing CIC attendees at the end of his two-year term, Stabler praised the often confrontational forum as an avenue for true expression and collaboration within the industry.

“CIC, as painful as it is sometimes, is an

extraordinary, valuable and necessary opportunity for all of us. It’s the one place where we can bring all segments of the industry together and have a discussion about a particular topic.”

Stabler will be followed in the chair positon by Guy Bargnes of Painters Supply and Equipment Company. No stranger to the Collision Industry Conference, Bargnes has been an attendee for nearly 30 years and has an active history of participation in a variety of CIC endeavors (with his work on the Marketing Committee being just one recent example). He echoed Stabler’s belief that CIC continues to offer value to the professional community it serves.

“We’ve got such a quickly changing industry. Without a forum like this, there is no other avenue that I’m aware of where this exchange can take place.”

More information on upcoming Collision Industry Conference meetings and events is available at ciclink.com. H&D

Executive Director’s Thoughts

Knowing Bargnes for the entirety of my career, I can tell you that there will be a noticeable upswing in both visibility and accomplishment by CIC. He has always been a great moderator and acts decisively towards common ground.

- Jordan Hendler

Left to right: Clint Marlow (Allstate), Roger Wright (Vector Squared, LLC.), Aaron Glaser (Glaser’s Collision Centers), Darrell Amberson (LaMettry’s Collision & Glass), Mike Cassata (Hammer Insights), Vince Glaudio (Gerber Collision & Glass) and Elainna Sachire (Square One Systems, Inc.) during “Adding Value to the Insurer/Repairer Relationship” at CIC

32

December 2016

Recognizing outstanding industry members.

CIC Awards November 2 Las Vegas, NV

Gerald Wicklund of CARSTAR Wicklund’s Collision Center (Liberty, MO) received the NABC Award of Distinction.

Andy Bober of Performance Gateway received the CIECA Outstanding Contribution Award.

Kathy Mello of TGIF Body Shop (San Francisco, CA) received the NABC Excellence in Community Service Award.

The I-CAR Chairman’s Award went to Elise Quadrozzi.

Not pictured/unable to attend

NABC Body Shop Image Award Walter Lee/CARSTAR Macon (Macon, GA) CIECA Outstanding Contribution Award Rick Glusik/State Farm Insurance CIECA Outstanding Dedication Award Kathy Goddard/Safelite Solutions

Clint Marlow of Allstate received the CIECA Outstanding Leadership Award.

Additionally, Allstate received CIECA’s Electronic Commerce Company of the Year Award.

Precision Unlimited CarCare Inc. (Clinton, NY) won the I-CAR Russ Verona Memorial Award.

The I-CAR Jeff Silver Award went to Jerry Dalton of Dalton Collision, Inc. (Blaine, TN)

December 2016

33

Unsurpassed Quality.

Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE.

SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS.

TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR THE WHOLESALE

PARTS SPECIALIST AT THESE FINE DEALERS. Buy Hyundai Parts.

For Genuine Hyundai parts, contact these Authorized Hyundai Dealers.

Fairfax Hyundai 10925 Fairfax Blvd.

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

34

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

December 2016

Malloy Hyundai 1880 Opitz Blvd.

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

Checkered Flag Hyundai 3033 Virginia Beach Blvd.

Virginia Beach, VA 23452 Phone: 757-687-3463 Fax: 757-687-3468 hyundai.checkeredflag.com

December 2016

35

FEATURE “We Built

THIS!” It’s hard to believe that 50 years of the sensational SEMA Show have gone by, but as far as the vendors, sponsors and participating collision repair associations are concerned, the 2016 edition (produced under the motto “We Built This!”) was bigger and better than ever.

On November 1-4, nearly 200,000 exhibitors, buyers, presenters, educators and auto body professionals gathered within the halls of the

Celebrating 50 Years of SEMA

Las Vegas Convention Center to experience some of the strongest networking, education and training opportunities available in the industry. Not only did shop owners and other attendees get to witness some of the most innovative and inspirational designs, equipment and artistry of the vehicles of today and tomorrow, they also were given the opportunity to attend various Society of

Left to right: Celebrity painters Matt Lugo, Rich Evans, Mike Taylor, Ryan Templeton, Kyle Morley and Shorty Ponce display their custom speed shapes that were auctioned off during SEMA. The project raised nearly $4,000 for the Collision Repair Education Foundation and the 3M Hire Our Heroes Program.

36

December 2016

Photo courtesy of www.semashow.com

Collision Repair Specialists (SCRS)-hosted Repairer Driven Education (RDE) classes for the most recent updates and information on technology and training.

For the past seven years, SCRS has been collaborating with SEMA Show organizers to develop and deliver the best education seminars over a four-day period.

With passionate collision repair experts like

Industry mainstay and former WMABA Board member Mike Anderson celebrated his birthday on November 2 by presenting “Who Pays for What? Interpreting the Results for Your Business.”

A look back at Vegas.

BY CHLOE DURANTE

Left: SCRS Chairman Andy Dingman (left) with Past Chairman Aaron Clark Right: WMABA Executive Director Jordan Hendler with her father, Jeff, at the SCRS RDE Sky Villa After-party SCRS Executive Director Aaron Schulenburg on board, the 2016 SEMA Show was able to bring something new to the table.

“We work really closely with SEMA – and not just here, but throughout the year,” offered Schulenburg during a rare break in the action.

“This is a difficult industry; repairers are constantly facing challenges. But when you come to SEMA, there is a spark here that reinvigorates you and gets you excited to be in the automotive industry. It gets you out of your box and opens up new ideas to you.

“It’s a big playground out here on the trade show floor; it gets you enthusiastic about the work that you do,” he added. “There’s also so much opportunity to be even better at what you do by taking classes, and I think you’re able to absorb that more here rather than just taking a class back at home on a regular Tuesday afternoon. Additionally, you have access to roughly 60-plus of the industry’s most respected subject matter experts in one place.

When you get here, it’s like the sky is the limit.”

Not only does the SEMA Show continually provide a level playing field for shops of all sizes and markets, it allows those industry members to share their common issues and

concerns with one another and recognize that they are not alone.

“Maintaining pace with technology continues to be a focus, and that’s on so many fronts because you have shops who are informed and equipped, yet they still face so many obstacles and pressures that really stand in the way of them doing that,” Schulenburg said. “As vehicles change, the needs of our industry and the focus that we have on performing safe, quality and proper repairs that follow the OEM document repair procedures become more and more necessary. Then there is the other side of the industry that’s not currently prepared. So how do we, as an association, get in front of people we are not currently in front of, and how do we help spread that message? I think the biggest challenge as an association is reaching the people we don’t necessarily have the connection with, who don’t know the information and don’t have the insight into what is changing. Being involved at SEMA helps us accomplish that.”

SEMA was also a hit on the Show floor itself. With support from exhibitors like Polyvance, Safety Regulation Strategies and Reliable Automotive Equipment Inc. (RAE),

SEMA is able to thrive on a sense of camaraderie and excitement while simultaneously providing the latest and most pertinent data on automotive technology from the ones who know best. According to RAE’s Dave Gruskos, there are many hardcore facts about repair procedures that many shop owners have yet to learn about.

“When a car post-repair is driven for a week or two, it has to be scanned again,” he says. “This is in addition to the immediate post scan. It may seem like a lot, but things are just going to get more complicated. There’s going to be more demands, and body shops need to know what to get charged for…The more that shops join associations like SCRS, it’s critical in order to streamline these problems. It’s my goal to create awareness about just how complicated these vehicles are. Everything is connected; everything is tied together! There are over 101,000 codes and processes in one car alone, so we need to all remember that.”

In addition to drawing a large crowd at his RAE booth, Gruskos also presented a RDE class, “The Future Landscape of Accident Repairs,” in which he discussed his thoughts on the future of repairs and the best ways to tap December 2016

37

FEATURE

into emerging trends in addition to optimizing opportunities.

“I really tried to focus on what the future will look like for our industry. Really, 80 percent of vehicles will soon be handled directly at car dealerships or super stores, and we need to prepare ourselves for that.”

Additional educational seminars were held on the Show floor by national vendors such as American Honda Motor Co., who in particular offered presenters including Collision Business Specialist Chris Tobie and drew a large crowd in the process.

“Our partners at I-CAR do a wonderful job administering [OEM repair information] for us,” Tobie explained to attendees at the Honda

38

December 2016

display. “Basically, as the manufacturer, we take the information, research it, compile it, program the training and then we deliver a file package to I-CAR, [who] administer it to the public.”

Joseph Kenny, president of Safety Regulation Strategies, Inc. (SRSI), believes that the SEMA Show allows the opportunity for industry members to go home with something they did not have before – whether that be a piece of wise advice from the experts themselves or a SEMA t-shirt.

“We come to SEMA because it’s the largest automotive show that there is. We get to be exposed to people from all over the world and provide solutions to their problems.

Regulators come in and the business owners don’t know what they’re doing wrong because no one has ever told them, so it’s our goal to help those businesses get where they need to be. I think a lot of people in the collision repair industry found out about the health hazards of their products the hard way simply because they didn’t know about the harmful chemicals.

So SRSI was started to protect the shop and the consumer.”

Speaking with Hammer & Dolly from his high-traffic display, Kurt Lammon of Polyvance was also pleased with his SEMA experience.

“You meet really great contacts here, and it’s been pretty steady everyday. Our goal is to build awareness of our company and our

products, to be able to get into the shop and give demonstrations in order to build it from the ground up. We are able to meet with a ton of jobbers and broaden our customer base. I wish I could spend more time with them, but it’s great to be able to see the people you don’t get to see everyday.”

In addition to exhibitors sharing information about their companies and products, many influential discussions were held away from the Show floor. The Alliance of Automotive Service Providers (AASP) National Board meeting on November 2 saw state affiliate representatives from across the United States – including WMABA Executive Director Jordan Hendler – gather at the

On November 1, the Collision Repair Education Foundation (CREF) awarded $750,000 to various auto body school programs across the country. Recipients from the WMABA region included the following: $4,000 I-CAR Northern Virginia Committee Award – Chantilly Academy (Chantilly, VA), C.S. Monroe Technical Center (Leesburg, VA), Dowell J. Howard Center (Wincester, VA) Anest Iwata Tool Grant – Chantilly Academy (Chantilly, VA), Tidewater Community College (Chesapeake, VA), Delcastle Technical High School (Wilmington, DE) $5,000 GEICO Award – Northern Neck Tech Center (Warsaw, VA)

I-CAR PDP-EE Award – Dowell J. Howard Center (Wincester, VA), Paul M. Hodgson Vocational Technical High School (Newark, DE) Nationwide Insurance $10,000 Grant Award – Tidewater Community College (Chesapeake, VA) Collision Repair Education Foundation $1,000 Award – Delcastle Technical High School (Wilmington, DE), Northern Neck Tech Center (Warsaw, VA), Paul M. Hodgson Technical High School (Newark, DE)

December 2016

39

SEMAFEATURE

YOUR WHOLESALE PARTS DEALER! Total Customer Satisfaction is our #1 Goal Fast and Friendly Delivery Service Knowledgeable Sales Staff Maximum Discounts Given No Hassle Return Policy We’re #1 in Customer Service

Toll Free: 800-766-9767 30 Consecutive Years

Direct: 703-836-8476 Fax: 703-684-3468 Web: www.alexandriatoyota.com E-mail: parts@alexandriatoyota.com

HOurS Of OpEraTIOn: Mon-fri: 7am - 7pm Sat: 8am - 5pm 3750 Jefferson Davis Hwy., alexandria, Va 22305 *Mention this ad for additional savings

Reliable Automotive Equipment, Inc.’s Dave Gruskos was both a presenter and an exhibitor at SEMA 2016.

Westgate Hotel to provide updates on their respective groups’ efforts to strengthen the automotive repair and service fields.

“I want to see something exciting happen for our shops,” offered Hendler during her affiliate update. “I want to see them make headway in legislation to get what they deserve. It’s not easy for them to maintain that hope, but the association isn’t giving up.”

SEMA 2016 also provided an inspiring reminder of the industry’s altruistic side. On November 2, the National Auto Body Council (NABC) hosted a special Recycled Rides reception where they gifted six refurbished vehicles to drivers in need.

It was clear when walking through the Collision Repair and Refinish area and beyond that the various industry sponsors, associations and participants involved in this year’s SEMA Show poured their hearts and souls into it. For that reason, the 2016 50th anniversary of the SEMA Show was an unforgettable success. H&D

Executive Director’s Thoughts It’s empowering to get this kind of exposure to the forefront of the industry, and that is something most shop managers and owners lack. Staying home all the time isn’t healthy for maintaining positive and enthusiastic perspectives.

Make it a point: 2017 is your year to go!

- Jordan Hendler

40

December 2016

December 2016

41

RECAP EMBRACING EDUCATION: I-CAR Thrives at SEMA 2016 Considering that SEMA 2016 showcased the automotive industry’s best and brightest, it came as no surprise that ICAR had a major presence at this year’s event.

On November 1, I-CAR used the SEMA Show setting to announce the creation of a vehicle-by-vehicle guide to calibration requirements for advanced driver assist systems (ADAS) for every 2016 make and model sold in the US. The “OEM Calibration Requirements Search” feature, available online through the I-CAR Repairability Technical Support (RTS) Portal (rts.i-car.com), describes calibration requirements for each car when repairing vehicles equipped with systems such as: · · · · · · · · ·

adaptive cruise control; active park assist; 360-degree camera; collision warning; collision braking; blind spot detection; lane departure warning; lane keep assist; and backup assist.

The portal is free to professionals at ICAR Gold Class and Road to Gold shops, those who have earned Platinum recognition and individuals currently undergoing training. There are approximately 110,000 current subscribers. The first phase of the calibration matrix will include information on up to 90 percent of 2016 model year

42

December 2016

Collision Hub’s Kristen Felder and I-CAR’s Jason Bartanen during their “Cool Tools” presentation at SEMA 2016

vehicles sold in the US. In early 2017, I-CAR expects to have 100 percent coverage of 2016 US models, with a focus on 2017 model-year vehicles and ongoing tool enhancements beginning shortly thereafter.

The launch of the “OEM Calibration Requirements Search” feature comes at a time when evolutions in automotive technologies are at an all-time high.

Addressing the Collision Industry Conference on November 2, I-CAR CEO and President John Van Alstyne stated that rapid changes occurring in vehicle construction and technology result in an average of 75 major automobile changes – ranging from debuts to reengineering – each year.

“If you’re not training and keeping abreast of all this information about all these new vehicles, I’m not sure how you’re repairing these vehicles properly,” he said.

It’s no secret that I-CAR has made quite the effort in recent months to make their presence known throughout the collision industry. Their training awareness movement has been reaching industry segments including shops, dealerships and manufacturers. Across the country, I-CAR has hosted training expositions, instructor conferences and other events with only one goal in mind: To get the collision industry prepared to safely repair the latest vehicles.

I-CAR’s ongoing industry outreach included an awareness event held at the Hilton Garden Inn of Rockville, MD in October.

Making the most of their presence in Las Vegas, I-CAR held dozens of classes and demonstrations from the SEMA Show floor. Well-attended highlights included “Collision Repair Diagnostics” (presented by Jason Bartanen, I-CAR’s director of industry technical relations) on November 1 and

Knowledge equals power.

BY JOEL GAUSTEN AND CHLOE DURANTE

I-CAR’s John Van Alstyne addressing the Collision Industry Conference on November 2 “Ford: Collision Repair Update” (presented by Ford Senior Engineer Gerry Bonanni) on November 2. Kristen Felder, founder and CEO of Collision Hub, joined Bartenen in co-hosting a special “Cool Tools” segment on November 3. In addition to spotlighting intriguing products from companies including Whistler, Pro Spot International and DJS Fabrications, the seminar highlighted perhaps the greatest tool of all – the I-CAR Reparability Technical Support Portal itself.

“When an OEM issues a position statement on recalibration or scanning, [there is] a reason,” offered Felder. “That piece of information is your first tool! Making sure you are doing what the OEMs require and you are utilizing this portal is one of the most amazing, cool tools you could possibly have. The other most amazing cool tool you can have is education. Knowing what has changed on today’s cars, not assuming that yesterday’s technologies apply to today’s vehicles and staying up to date with I-CAR training, OEM certification and continuing education – that is the most valuable tool you can have.”

More information on I-CAR is available at i-car.com. H&D

December 2016

43

RECAP

Bringing a classic to life.

Axalta Helps Restore Legendary American Graffiti Hot Rod On November 1, TV host and former NASCAR champion crew chief Ray Evernham had an opportunity to realize a lifelong dream by unveiling the holy grail of hot rods – a car that he pursued for more than 40 years – the 1958 Chevy Impala featured in the 1973 movie American Graffiti. The special event took place before a sizable crowd of car enthusiasts at Axalta’s outdoor booth during the 2016 SEMA Show. Evernham was joined in the festivities by actress Candy Clark, who played Debbie in the legendary film.

“To save this car for future generations, we had to go back 44 years to its original movie condition,” noted Evernham. “It really was a forensic preservation. We completely took it apart, cataloged every piece and then repaired those pieces. Every piece of chrome was straightened and re-chromed. The emblems were rechromed as well. The nuts and bolts were re-plated. The interior was entirely disassembled, cleaned and reinstalled.

Everything we took off went back on the car. Even the rear tires are original.”

Using Axalta’s Cromax ChromaPremier, Evernham also replaced the paint and famous red striping on the vehicle to make it look exactly like it did in the movie.

“The paint was more than 40 years old and hadn’t been maintained,” he explained. “If it were left unprotected for much longer, the car would have just been bare metal.

We digitized and made detailed templates of the striping for exact duplication and placement. Axalta was even able to recreate the exact paint colors, so we returned this car to the condition that moviegoers have seen for years.”

Clark was blown away to see the restored version of the car she helped make famous more than four decades ago.

Left to right: Car restorer Dan Baker, Axalta President - North America Michael Carr, Candy Clark and Ray Evernham

44

Actress Candy Clark sees the restored ride for the first time.

“I think it’s better than it was when it came off the assembly line! It never looked this good – ever! It’s magnificent!” she said.

With the SEMA debut under his belt, Evernham plans to show the Impala at a range of car shows across the country. The restoration will appear in an upcoming season of AmeriCarna on Velocity. For more information, visit AmeriCarnaTV.com.

For more information on Ray Evernham, follow @RayEvernham on Twitter. H&D

December 2016

45

RECAP

A chat with an innovator.

BY CHLOE DURANTE

A Business Fueled by Passion: Talking Shop with Chip Foose The Society of Collision Repair Specialists (SCRS) decided to partner with Capital One® Spark® Business in order to offer 300 attendees the chance to sit in on an intimate conversation with the legendary Chip Foose at SEMA 2016. As Buck Stinson (SVP of Small Business Card at Capital One®) uncovered during his interview with the passionate industry expert, it was clear that Foose was destined for automotive greatness.

“From the age of seven, I knew that I wanted to go to Art Center College of Design to be a car designer. I was able to turn my passion into a career, and I feel so lucky and blessed that I get to make a living doing something that is 100 percent unnecessary,” Foose joked as the room filled with laughter. “The world may not need another hot rod, but the greatest thing about this industry is the fact that it is 100 percent passion-driven. Guys will open up their wallets for us to build them their dreams, and that is my dream come true right there.”

Foose’s fame truly erupted after the idea to create a television series that would provide a deserving person with a beautifully restored vehicle. Although his celebratory success was and is an inspiration to all, Foose explained that it wasn’t always easy; in fact, there were times he didn’t know if he would be able to pull it off.

“When we pitched the idea for Rides to the Discovery Channel, they loved it so much they ordered seven episodes right away! When we started filming, it was such a rush to get the car done. We did the first seven episodes in eight days, and I would do all eight days with zero sleep! I was dead-tired; I didn’t know if I could do this again, but it was the atmosphere and the feeling of camaraderie that kept me going. It was like being in your best friend’s garage on a Sunday night and everybody is trying to get the car running in order to make it to school the next day. It was a really special time.”

With his latest endeavor being restoring old bicycles, it doesn’t look like Foose has any intentions of slowing down anytime soon.

“I’ve always had a passion for bikes; I love to restore old bikes from the 1800s. I just designed a complete frame for McCarthy Cycles. I’m not sure when that will be in production, but it was such a pleasure to be able to

46

December 2016

The event drew one of the largest collision repairer crowds at SEMA 2016.

Chip Foose discussed his life and career in front of a packed room. design them. We took some paint schemes from some of the cars we have already built to use on the bikes. I’m very excited to see how they turn out.”

Before the interview came to an end, Stinson and SCRS Executive Director Aaron Schulenburg had a special surprise to present to Foose.

“Chip, the collision repair industry is one that is in desperate need of new people to help us move forward,” said Schulenburg. “You have brought a great visibility to that and what we have to offer as an industry. Because of that, SCRS would like to present you with the Industry Influencer Award for your continuous efforts and involvement in raising the visibility in the collision repair industry and the opportunities that exist within it. Thank you so much.”

H&D

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

Fitzgerald Mazda of Annapolis 1930 West Street Annapolis, MD 21401 Toll Free: 866-280-8022 Phone: 410-224-4636 Fax: 410-224-4264 www.fitzmall.com

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

Priority Mazda 8525 Leesburg Turnpike Vienna, VA 22182 Phone: 703-749-6500 Fax: 703-749-6478

E-mail parts@fitzmall.com www.fitzparts.com

e-mail: dbanks@priorityauto.com

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

December 2016

47

Mark Schaech, Jr.

(410) 358-5155 mark@marksbodyshop.com

PRESIDENT’S

MESSAGE GOODBYE 2016

As 2016 draws to an end, I find myself looking back on the past 12 months. While there have been a few challenging times, I feel blessed that my business was able to continue to deliver our services to customers. For another year, our team did everything in our power to educate vehicle owners and insurers while striving for excellence in a trade we love.

As we look to 2017, we embrace the challenges to educate ourselves and tool up for the new vehicles, materials and systems we will see in the New Year. As we all continue to move through what I-CAR calls the “technical tsunami” impacting our profession, rest assured that WMABA will continue to serve as your go-to resource for education and training. If you are looking for

information on a specific repair procedure or want to know where training is being offered in your area, then please reach out to us.

We are ready and happy to help.

I want to personally wish everyone a Happy New Year!

Through our combined efforts, we can make 2017 a year of progress and prosperity for our industry. H&D

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

Here is my contribution to the legislative efforts.

P.O. Box 3157 • Mechanicsville, VA 23116

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

______________________________Email:

Donation Amount: Check Enclosed

$50

$100

____________________________________________ $500

Other ________________

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

Name on Card: ______________________________Signature: __________________________________ 48

December 2016

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 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

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

December 2016

49

ADVERTISERS’ INDEX

Alexandria Toyota ................................40

Audi Group ..........................................49

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

BMW Group ........................................26-27 BMW of Fairfax....................................3

CAPA ..................................................6

Chesapeake Automotive Equipment ..50 DJS Fabrications ................................44

Empire Auto Parts................................41 Ford Group ..........................................15 Future Cure ........................................28

GM Parts Group ..................................17 Honda Group ......................................29

Honda ProFirst ....................................IBC Hyundai Group ....................................34 Koons Ford ..........................................9 Malloy Hyundai ....................................4

Mazda Group ......................................47 MINI Group ..........................................7

Mitsubishi Group..................................22 Mopar Group ........................................23

Nissan Group ......................................31 Nucar ..................................................18 O’Donnell Honda ................................50 Packer Norris Parts ............................11

Polyvance ............................................14

Porsche Group ....................................41 PMCLogic ............................................21

PPG ....................................................IFC Safety Regulations ..............................43 Space for Rent ....................................23 Subaru Group ......................................35 Toyota Group ......................................19 VW Group............................................45 Wheel Collision Center ........................43

50

December 2016

<RX Ã&#x20AC;[ LW :H FRDW LW Providing customers around the world with products that improve durability, enhance productivity, and add color. Our ability to provide WKHVH EHQHÃ&#x20AC;WV UHVWV RQ D IRXQGDWLRQ RI \HDUV RI H[SHULHQFH LQ WKH FRDWLQJV LQGXVWU\ 7RGD\ RXU UHVRXUFHV VSDQ WKH JOREH $[DOWD RIIHUV the latest coating technologies, application systems, services and support to our customers.

D[DOWD XV

Â&#x2039; $[DOWD &RDWLQJ 6\VWHPV //& DQG DOO DIÃ&#x20AC;OLDWHV $OO ULJKWV UHVHUYHG