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AUT M TIVE Serving The new englAnd ColliSion And MeChAniCAl repAir indUSTry MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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WHERE DOES YOUR

MONEY GO? How Member Support Affects the Industry

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New England Automotive Report

CONTENTS

February 2015 • Volume 13, No. 2

DEPARTMENTS PRESIDENT’S MESSAGE 8 | On a Mission for Membership

by Molly Brodeur INSIDE AASP/MA 16 | Member Benefits: Cloud Business Advisors 17 | Meet the Board: Kevin Kyes LEGAL PERSPECTIVE 18 | The New Massachusetts Sick Leave Law Yes, It Will Affect You

by James A. Castleman, Esq.

44 IN THE AREA 23 | AASP/MA Vendor Appreciation Night Notice 25 | MidState Meeting Explores Social Media, Energy Efficiency EQUIPMENT AND TOOLING 33 | Audi-Approved Tools and Equipment

by Jacquelyn Bauman 38 | NATIONAL NEWS Suits Against Insurers Spread Through US Carmakers Expand Airbag Recall Efforts

FEATURES

by Joel Gausten

20 | FUN & FRIENDSHIP: HOLIDAY PARTY/ WESTERN MA VENDOR APPRECIATION NIGHT 27 | VOCATIONAL SCHOOL SPOTLIGHT: SHAWSHEEN VALLEY TECHNICAL SCHOOL

44 | WHERE DOES YOUR MONEY GO? VENDOR SPOTLIGHT 42 | One Step Ahead: Bald Hill Thrives in Changing Times

by Joel Gausten 52 | 180 BIZ FEATURE Goldilocks and the Three Sales

by Rick White

HOW MEMBER SUPPORT AFFECTS THE INDUSTRY

ALSO THIS ISSUE 7 | CALENDAR OF EVENTS 10 | A MESSAGE FROM THE EXECUTIVE DIRECTOR 14 | AASP/MA SUSTAINING SPONSORS 15 | AASP/MA ANNUAL CASINO NIGHT SPONSORSHIP CATEGORIES 40 | NEWS FROM NORTHEAST® 57 | AASP/MA MEMBERSHIP APPLICATION 58 | INDEX OF ADVERTISERS New England Automotive Report

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AUT M TIVE STAFF

FEBRUARY 2015 February 11, 2015 MidState Chapter Meeting Greater Lawrence Technical School 57 River Rd., Andover, MA

PUBLISHER

ART DIRECTOR

Thomas Greco (thomas@grecopublishing.com)

Lea Velocci (lea@grecopublishing.com)

DIRECTOR OF SALES

MANAGING EDITOR

Alicia Figurelli (alicia@grecopublishing.com)

Jacquelyn Bauman (jacquelyn@grecopublishing.com)

EDITOR

PRODUCTION

Joel Gausten (tgpjoel@verizon.net)

Sofia Cabrera (tgp4@verizon.net)

PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963

MARCH 2015

March 10, 2015 Vendor Appreciation Night Doubletree Hotel 5400 Computer Dr., Westborough, MA

March 20-22, 2015 NORTHEAST® 2015 Automotive Services Show Meadowlands Exposition Center 355 Plaza Dr., Secaucus, NJ

www.grecopublishing.com New England Automotive Report is published monthly by TGP, Inc., 244 Chestnut Street, Suite 202 Nutley, NJ 07110. Distributed free to qualified recipients; $48 to all others. Additional copies of New England Automotive Report are available at $5 per copy. Reproduction of any portions of this publication is specifically prohibited without written permission of the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of AASP/MA. Copyright © 2014 by Thomas Greco Publishing, Inc. Images courtesy of www.thinkstockphoto.com/ThinkStock Photos.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA EXECUTIVE COMMITTEE PRESIDENT Molly Brodeur VICE PRESIDENT Adam Ioakim SECRETARY Gary Cloutier TREASURER Kevin Gallerani IMMEDIATE PAST PRESIDENT Paul Hendricks

AASP/MA STATEWIDE DIRECTORS COLLISION DIRECTOR Rick Starbard

AASP/MA CHAPTER DIRECTORS NORTHEAST CHAPTER DIRECTORS Alex Falzone Kevin Kyes SOUTHEAST CHAPTER DIRECTORS Michael Penacho Darlene Andrade MIDSTATE CHAPTER DIRECTORS Tom Ricci Ray Belsito WESTERN CHAPTER DIRECTOR Peter Langone

Turn to page 15 for a detailed listing of sponsorship opportunities.

FOR A FULL LISTING OF UPCOMING AASP/MA EVENTS AND TRAINING OPPORTUNITIES, PLEASE VISIT WWW.AASPMA.ORG

AASP/MA EXECUTIVE DIRECTOR Jillian M. Zywien 12 Post Office Square, 6th Floor • Boston, MA 02109 phone: (617) 574-0741 Fax: (617) 695-0173 Email: jzywien@aaspma.org

WWW.AASPMA.ORG New England Automotive Report

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PRESIDENT’S MESSAGE

on A MiSSion For MeMBerShip When AASP/MA held its strategic planning session back in late 2013, one of our main goals as an association was to grow and foster our membership. A little over a year later, we are still working hard to meet and exceed this goal. I am happy to announce that we are implementing an exciting new approach to not only obtain new members, but also to continue to offer a substantial value and convenience for our current ones.

As we move forward in 2015, AASP/MA has partnered up with vocational schools throughout Massachusetts to offer current and prospective members centrally located meeting sites throughout the state. We have chosen to use vocational facilities as meeting locations for several reasons: We are fortunate to have a good rapport with many schools throughout the state; by offering these facilities as meeting locations, we look to continue to build upon these good relationships, and introduce our members to the programs that are teaching their future local industry.

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Geographically, hosting an AASP/MA meeting at a vocational facility makes great sense! Many of these schools are regional, so they are centrally located to numerous cities/towns in each particular area. If you live in Massachusetts, chances are very good that we’ll be holding a future meeting close to your shop or home.

Hosting an event allows these facilities to show off their terrific programs. The school’s culinary program will not only prepare and serve the food to guests, but the collision repair program will of course be showcased in a major way as well.

We have also begun working with jobbers throughout the state, whose commitment to growing and cultivating AASP/MA membership matches ours in enthusiasm.

Given their pre-existing relationships with countless repairers throughout the state - member and non-member alike and their on-the-road mobility, we are confident that having them spread our message will help increase attention to our association and, ultimately, membership as well.

We are gearing up for our February AASP/MA MidState Chapter meeting, to be held at the Greater Lawrence Technical School in Andover, which will serve repairers in the northeast section of the state.

I urge you to keep checking our website, www.aaspma.org, to see if there is an upcoming meeting happening near you. With our renewed focus on bringing tangible value to our members and an increased concentration on retaining new ones, I guarantee that there will be a worthy event coming to your area very soon. I look forward to seeing you there!

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA President Molly Brodeur is the Chief Operating Officer of Al Brodeur’s Auto Body in Marlborough, MA. She can be reached at (508) 485-1082 or molly@albrodeur.com

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A MESSAGE FROM THE EXECUTIVE DIRECTOR

2015: The yeAr oF The Shop Dear Members, In this issue, you will find an abundance of information regarding AASP/MA legislative initiatives and information on our Political Action Committee. As many of you are aware, one of the most important services that the association offers is its lobbying on Beacon Hill. The collision repair industry is one of the most highly regulated industries; keeping a watch on both legislative and regulatory proposals is imperative to our members. AASP/MA is your liaison to the ADALB, the Division of Insurance, CAR, the Division of Standards and other state agencies. As we kick off the start of the legislative session, I encourage our members to get involved and consider donating to the PAC. Further information about our PAC fund can be found on page 44.

I know many of our members have been discouraged by the lack of legislative action taken on the Labor

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Rate bill; however, this association has a much broader strategy for both legislative and regulatory relief. Our newly appointed Legislative Committee, led by Chairman Peter Langone, worked tirelessly over the past few months to develop five items of priority legislation. Our priority legislation was developed to target the issues the industry faces on a daily basis. At the time of this writing, our legislation has not yet been filed. Following the filing deadline on January 16, our bills will be posted for our members to view on our website.

You will also find information about one of our member benefit programs in this issue. We have developed these programs with our members in mind - seeking out companies you use to save you time and money through group purchasing programs. I hope you use these programs to your company’s advantage and start saving money today! We are

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consistently developing new programs, so please contact the association if there is something we do not current offer! We work for our members.

AASP/MA is the entity bringing together our industry, fighting to prevail on our ongoing efforts - both legislatively and regulatory - and educating consumers on the need for quality repairs. Trust AASP/MA as we continue to “build the success of the auto repair industry.”

MASSACHUSETTS

Sincerely,

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Jillian Zywien , Executive Director AASP/MA Executive Director Jillian Zywien has been a senior account executive at Lynch Associates for over six years. She can be reached at (617) 574-0741 or via email at jzywien@aaspma.org.

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AASP/MA ASKS YOU TO PLEASE SUPPORT OUR SPONSORS!

AASP/MA NEWSLETTER SPONSOR

WOLPERT INSURANCE Contact AASP/MA at (617) 574-0741 / jzywien@aaspma.org for information on becoming an AASP/MA sponsor!

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Tournament Sponsor- $7,500 Package Includes: Company logo printed on event admission tickets Company logo printed on all promotional/marketing materials Extensive coverage in our publications (NEAR & Damage Report) NEW Picture with the Board of Directors published in NEAR & Damage Report NEW Company logo displayed on the outside stadium signage (Visible from the hotel and parking lot) NEW End Zone signage (Jumbotron) complete with company logo/slogan NEW Ribbon screens (surrounding the stadium) will display company logo NEW Prominent dinner station signage NEW Prominent dessert station signage NEW Attendees on the stadium tour will receive promotional materials for your company President & ED will recognize your company during the speaking program Company banner (you provide) will be displayed at the podium Four event tickets with stadium tour and reserved seating NEW Electronic book ad will be displayed on several TV’s throughout the event Company logo listed on AASP/MA website with a link back to your site A member of your company will “kick off” Casino Night!

“High Roller” Sponsorship- $5,000 Package Includes: NEW End Zone signage (Jumbotron) complete with company logo/slogan NEW Ribbon screens (surrounding the stadium) will display company logo NEW Prominent dinner station signage NEW Attendees on the stadium tour will receive promotional materials for your company NEW President & ED will recognize your company during the speaking program Company logo prominently displayed at two gaming tables NEW Two event tickets with stadium tour and reserved seating Engraved “High Roller” trophy to present to the night’s winner Picture with winner published in NEAR & Damage Report NEW Electronic book ad will be displayed on several TVs throughout the event

Exclusive Casino Night Gift Sponsor- $3,000 Package Includes: NEW End Zone signage (Jumbotron) complete with company logo/slogan NEW Prominent dinner station signage Company logo prominently displayed at registration Representative from your company present at registration handing out your gift Three event tickets with stadium tour NEW Electronic book ad will be displayed on several TVs throughout the event

“Pit Boss” Sponsorship- $2,500 Package Includes: NEW End Zone signage (Jumbotron) complete with company logo/slogan NEW Prominent dinner station signage Company logo prominently displayed at one gaming table Two event tickets with stadium tour NEW Electronic book ad will be displayed on several TVs throughout the event

2015 AASP/MA Casino Night Sponsorship Categories Board of Directors Sponsor (2)- $750 Package Includes: NEW Electronic book ad will be displayed on several TVs throughout the event Recognition during President and ED’s speaking portion NEW Picture with the Board of Directors published in NEAR & Damage Report One event ticket with stadium tour Exclusive opportunity to personally present a small gift to each Board Member in recognition of their service to the association. (Your donation will pay for a ticket and two drinks for each Board member.)

Jim Simeone Texas Hold’Em Tournament Sponsor$1,000 Package Includes: Company logo prominently displayed on final tournament table One event ticket with stadium tour NEW Picture with winner published in NEAR & Damage Report Engraved trophy to present to the night’s winner NEW Electronic book ad will be displayed on several TVs throughout the event

Gaming Table Sponsor- $750 Package Includes: Company logo prominently displayed on gaming table One event ticket with stadium tour NEW Electronic book ad will be displayed on several TVs throughout the event

Spin & Win with Bald Hill Auto Group- $650 We will provide our famous four-foot “Spin & Win” wheel with your company logo in the center of the wheel and your company name on five spokes. You provide the prizes. Each attendee will receive complimentary spins as part of the admission price. Spin & Win with your company logo will be listed on all publicity for attendees

Package Includes: NEW Electronic book ad will be displayed on several TVs throughout the event One event ticket with stadium tour

End Zone Signage Sponsor (Jumbotron) - $750 Package Includes: NEW End Zone signage (Jumbotron) complete with company logo/slogan ($2,000 value) NEW Your company logo listed on the website with a link back to your site

Cup Sponsor- $600 Package Includes:

“Card Shark” Sponsorship- $1,500 Package Includes: NEW Ribbon screens (surrounding the stadium) will display company logo Company logo prominently displayed at two gaming tables Two event tickets with stadium tour NEW Electronic book ad will be displayed on several TVs throughout the event

Provide us with 200 cups imprinted with your logo (18oz minimum). Attendees will use these cups all night to hold chips and coupons.

One event ticket with stadium tour NEW Electronic book ad will be displayed on several TVs throughout the event NEW Your company logo listed on the website with a link back to your site

Dinner and Dessert Sponsor- $1,000

Company TableNEW PRICING- $1,125

Package Includes:

Package Includes:

Two event tickets with stadium tour Prominent dinner station signage Prominent dessert and dessert signage NEW Electronic book ad will be displayed on several TVs throughout the event

NEW Prominent company signage at a VIP reserved table NEW Ten event tickets with stadium tour (cost nine tickets) NEW Two drink tickets

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INSIDE

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

MEMBER BENEFITS

Vice president of Cloud Business Advisors, Tiffany Finnegan

one of the most important parts of being a member for AASp/MA is taking advantage of the programs and benefits that the association offers. one of the services offered is through Cloud Business Advisors, a company specializing in healthcare compliance and reform. New England Automotive Report sat down with vice president Tiffany Finnegan to discuss the assets available to AASp/MA members through their business.

New England Automotive Report: What inspired you to join forces with AASP/MA? Tiffany Finnegan: We’ve been associated with the association for about two years. They were getting a lot of requests from members who were using their property casualty benefits and were looking for a similar service, but for healthcare reform.

NEAR: What are some special services or programs that you provide to members of the association?

TF: For one thing, we have a special relationship with AmeriDoc, an on-demand healthcare access service.

Through this, people can use the services offered through AmeriDoc, such as talking over the phone with a doctor or receiving generic prescriptions over the phone, and enjoy special pricing through our business. This definitely helps to cut down on employers’ healthcare costs.

Plus, we provide access to major carriers so if a business owner is in need of a specific product or solution, we are able to help them with that. Plus, we offer complimentary webinars and training on healthcare reform, and we offer free consultation, especially on topics of compliance.

NEAR: That must be especially important now with Obamacare.

TF: Most definitely. People are more confused than ever.

The new system is currently in the process of tracking, but on January 1, these penalties started going into effect.

People aren’t as up to date on new policies and they need to be – it’s the topic we cover on almost every conversation we have. It’s especially important because people understand they aren’t following the procedure properly, but figure they will deal with the consequences when they come into effect. They don’t realize that by taking action now, they can mitigate some of this damage when the penalties hit.

NEAR: Why should members who aren’t taking advantage of your business look into what you have to offer?

TF: We’ve been able to prove time and time again that we can help employers save money. Nine times out of 10, the system that they are working with is inefficient.

They’re usually working with a broker that doesn’t specialize in healthcare, so they’re often buying things they don’t need. We specialize in this field and look at everything from a compliance standpoint in order to help them avoid getting fined. We will be putting up additional webinars and, as usual, offering our free healthcare reform consulting package. Normally, the price for this is around $5,000. Members who use this save not only that amount, but also the discounts on further legal analysis if they choose to seek out more.

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MEET THE BOARD: Kevin Kyes In addition to enjoying the thrills and excitement of Gillette Stadium during the AASP/MA Casino Night on November 15, longtime members of the association were treated to another big moment when it was announced that North Shore body shop owner and industry mainstay Kevin Kyes (Today’s Collision Repair Centers, Chelsea and Malden) was returning to the Board of Directors after more than a decade.

Kyes’ new stint as a Board Member comes at an interesting time in his history. In addition to marking the 25th anniversary of Today’s Collision Centers, he is also celebrating a quarter century of association membership in 2015. Shortly after launching Today’s with his childhood friend and long-running business partner, Bobby Cobb, in Chelsea in 1989, Kyes joined the Massachusetts Auto Body Association (MABA) to learn as much as he could from his more experienced peers in the field.

“Once I learned that there was an association of a bunch of shop owners who got together to try to improve

the auto body industry, it was a no-brainer to join,” he recalls.

In 1992, Kyes began a 10-year run on the MABA Board of Directors. The years between his Board stints saw his business at Today’s grow to the point where he added the Malden location in 2004. Happy to once again serve the industry in a Board capacity, he is looking forward to representing – and growing – the North Shore’s presence in the association and industry at-large. In his mind, the first step to achieving this is encouraging newer or less active members to take advantage of everything offered to them through their AASP/MA memberships.

“By being an active member, you get a lot of knowledge in seminars and events that give you a firsthand view of what is happening in our industry, now and down the road,” he says, “It’s much better to hear about things that are important to you through an association meeting rather than from someone else who is misinformed or when it’s too late to take action.

“If a shop owner can’t attend a meeting in person, he or she can send someone from their shop,” he adds. “I would be willing to bet that once those people go to a meeting or two, they’ll want to go to every one that is offered. For example, my estimators attend meetings on topics away from their area of expertise just so they can get the whole picture of what’s going on in the industry. I can’t believe that a shop owner would not want to be part of an association. You just can’t do it on your own; our strength is in numbers.”

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LEGAL PERSPECTIVE

The New MassachuseTTs sicK Leave Law -Yes, iT wiLL aFFecT You

by James A. Castleman, Esq.

W

hen 60 percent of the Massachusetts electorate voted “yes” on ballot question 4 in November, they created the most generous employee sick leave law in the country. Whether you are an employer or an employee, the new law is almost certainly going to affect you, and it is important to know what it provides - because it may not be what you think. Be aware of the following:

The lAw provideS For generoUS eArned SiCk leAve. Under the new law, employers must credit workers with at least one hour of sick leave for every 30 hours worked. For purposes of the new law, salaried employees and any other employees who are exempt from the overtime provisions of the Fair Labor Standards Act will be presumed to have worked 40 hours in a given week, unless it is shown that that their “normal” workweek is truly less than 40 hours.

Accrual of sick leave begins on July 1, 2015 (the effective day of the new law) for existing employees, and on the actual date of hire for employees who begin work after July 1. Employees generally cannot begin to use their accrued sick leave until they have been employed for 90 days. Once that 90-day period is up, employees can use all of their earned sick leave as soon as it accrues. If they are so inclined, employers can voluntarily choose to allow a faster accrual of sick leave time and allow employees to begin using their sick leave earlier than the law requires.

An employee can accrue up to a maximum of 40 hours of sick leave in any given year, and can carry over up to 40 hours of unused sick leave into the next year. However, earned sick leave cannot be piggybacked from year to year - that is, an employee cannot utilize more than a total of 40 hours of sick leave in any given year, no matter how much may have been carried over from the prior year or earned in the current year.

Employees do not have to be compensated for unused accrued sick leave upon termination of employment. On the other hand, employers cannot set up benefit programs that compensate or reward employees for not using their accrued sick leave, since the statute makes it clear that employers cannot do anything to discourage employees from using earned sick leave.

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iF An eMployer hAS 11 or More eMployeeS, Then All ACCrUed SiCk leAve MUST Be pAid leAve. In determining whether an employer has 11 or more employees, all workers are counted, including part time, temporary and seasonal employees. All of these employees are entitled to the benefits provided by the new law.

The rate of sick leave pay must be the same rate that the employee earns for actual hours worked, although it is not clear from the statute how that is calculated for workers who do not earn a fixed hourly wage, or for workers who get paid commissions or tips.

The new law does not always make clear how to determine whether an employer has 11 or more employees. As an example, it is not apparent whether an employer that has 50 employees overall, but only 10 in Massachusetts, would have to allow accrual of paid sick leave. It is also not clear how the law is to be applied to an employer that has 20 employees over the summer, but only five during the rest of the year. even iF yoU Are An eMployer ThAT hAS Fewer ThAn 11 eMployeeS, The new lAw ApplieS To yoU. While an employer must have 11 or more employees to be required to pay their workers for accrued sick leave, employees of smaller employers still accrue unpaid sick leave under the statute for all hours worked. The only employers that are completely exempt from the new law are the federal government and cities and towns who do not pass an ordinance requiring them to also participate. These exemptions result from particular federal and state constitutional provisions that prevent the new law from otherwise being applicable.

The lAw AllowS An eMployee To USe Their ACCrUed SiCk leAve For A very BroAd rAnge oF pUrpoSeS. An employee can use their accrued sick leave to care for themselves, their child, spouse, parent or parent of a spouse, if they are “suffering from a physical or mental illness, injury or medical condition that requires home care, professional medical diagnosis or care or preventative medical care.” The leave can also be used to attend any such person’s routine

medical appointment. Additionally, it can be used to address the “psychological, physical or legal effects of domestic violence. ” Notably, for purposes of the statute, a person’s child is very liberally defined as “a biological, adopted, or foster child, a stepchild, a legal ward, or a child of a person who has assumed the responsibilities of parenthood.”

There iS noT MUCh ThAT An eMployer CAn do To MAke SUre ThAT An eMployee iS USing hiS or her SiCk leAve For legiTiMATe pUrpoSeS. Although there is a broad range of listed legitimate sick leave purposes, there certainly are limits. In particular, an employee is not supposed to be able to use accrued sick leave for reasons not somehow related to a medical or domestic violence issue. Yet, employers are greatly limited under the law in being able to make employees prove that they were out of work for a covered purpose, leading to potential significant abuse.

Employers can require that an employee provide certification from a health care professional to substantiate that leave has been taken for a covered purpose, but only if the absence from work is for more than 24 consecutive work hours. For lesser periods of time, essentially, the employer has to take the employee’s word for it. Additionally, the law significantly penalizes the employer if they violate this rule or if the employer tries to take any adverse action against an employee for claiming sick leave.

The result of these limitations on employers, together with another rule under the statute that lets employees take sick leave in increments as small as an hour (or less than an hour if the employer has a payroll system that accounts for work time in smaller increments), has led to what some commentators see as the potential for abuse by employees taking “hangover leave.”

The thought is that, if an employee stays out all weekend partying and decides to come in to work on Monday at 11am instead of 9am, then the employee can

claim two hours of sick leave time and there is really nothing that the employer can do about it. This is the case even if the employee is deceptively covering up a continuing problem of just being late to work. The employee cannot be required to submit certification or documentation that he or she was actually ill, and the employer cannot take punitive action against the employee. Yet, the employer may be stuck with an employee who is chronically tardy every other Monday morning and may still have to be paid for the time being missed.

Even if an employee is out of work for more than 24 consecutive work hours, there may be problems for the employer. The employer can then require submission of documentation of the employee’s illness. Yet the statute also says that the employer cannot withhold payment while they are waiting to receive the documentation. Additionally, there is no time limit set by the statute within which an employee must submit the documentation, so there is a question as to whether the statute’s certification requirement has any real backbone.

There is language in the statute that seems to direct that an employee provide advance notice of sick leave. However, the provision is worded extremely weakly. It says that when the use of sick time is “foreseeable,”then the employee must make “a good faith effort” to give advance notice to his employer - whatever that means. This would seem to have no effect on the employee taking hangover leave every Monday morning, since they could just claim that they did not know of their illness until that day, and there would really be nothing that they could have done to give advance notice of their absence. eMployerS MAy hAve To MAke SoMe hArd deCiSionS on how They Are going To MAnAge pAid TiMe oFF For Their eMployeeS. For employers that have existing systems that allow for a certain number of days off each year for their employees (without distinguishing between

vacation days, sick days and personal days), there are now going to be problems. After all, if an employee uses all of their allowed time off as vacation and personal days, then the law mandates that they still be allowed to take off accrued sick leave time.

As a result, it appears that sick leave days are going to have to be accounted for specifically and separately. Otherwise, employers will be facing potential monetary penalties for violating the new sick leave law. The statute allows employees to sue for triple damages and attorneys fees if an employer violates the law. deSpiTe The AppArenT proBleMS oF The new lAw, There MAy Be SoMe relieF CoMing FroM The ATTorney generAl’S oFFiCe. One section of the new law gives the Massachusetts Attorney General the authority to issue regulations regarding implementation of the law. As a result, there is a hope that some of the questions raised by the statute may be answered by those regulations. Perhaps the regulations will address what an employer is to do in order to determine if they are considered to have fewer than 11 employees, or what to do about commissioned or tipped employees. Perhaps the regulations will set specific rules and requirements for written documentation of legitimate sick leave purposes. Employers should certainly welcome anything that addresses the potential hangover sick leave issue.

Maura Healey is just taking office as Attorney General as this article is being written, so it is too early to know what she may address in writing regulations.

Hopefully, she will get to it before the new law takes effect on July 1.

ConClUSion There is a new broad sick leave law in Massachusetts, and it will affect all employers and employees in the state. It

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IN THE AREA

FuN & FrieNdship: holiday party/western Ma vendor appreciation Night

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n December 16, the Slainte Restaurant in Holyoke was the site of a special Holiday Party/Western MA Vendor Appreciation Night hosted by AASP/MA’s Western Chapter in appreciation of the many companies that support the group’s initiatives and events throughout the region.

Each attendee was greeted enthusiastically by the members of the Western Chapter and presented with an engraved portfolio and a Stylus pen. The festivities kicked off with a special musical performance by Paul Motter (Formula Products) and his wife, Melanie, who are both members of the popular CTbased band Satinwood (www.satinwood.net).

After that, attendees were treated to an amazing surf and turf dinner and an evening of special games that yielded prizes donated by the Western Chapter. One game, “So You Think You Know Cars?” tested the partygoers’ knowledge of vehicles. (For example, members were asked to name the first car to use a standardized-production key-start engine, or name the ride with the quickest 0-60mph time.) Don Cushing, wholesale manager at Bald Hill, easily won the game, earning himself bragging rights and a $50 Gift Card to Latitudes Restaurant in West Springfield. Another game, “Kudos,” was just like Bingo – except that the numbers were replaced by the names of vendor companies and some of their key personnel. The winner of each game received his or her choice of more than 30 prizes compliments of the Western Chapter. The “coverall” winner, Debbie Montalbano (wife of Al Montalbano of Long Automotive), was thrilled to receive a $100 Gift Card to the Storrowton Tavern in West Springfield. These activities provided a unique and fun-filled way to say goodbye to 2014 and have an enjoyable evening with friends and industry peers. But as Acting President Dan Lamontagne told attendees, this night was mostly about showing appreciation for the sponsors who help make the Western Chapter so successful year after year.

“Because of people like you, our chapter continues to thrive,” he said.

The AASP/MA Western Chapter would like to thank the following companies for their generous support: ABSAP, AkzoNobel, Amherst Oakham Auto Recycling, Artioli Chrysler/Dodge, Axalta, Auto Craft Sales, Bald Hill Dodge/Chrysler/ Jeep/Kia, Balise Wholesale Parts Express, BMW of West Springfield, CCC Information Services, Central Chevrolet, Empire Auto Parts Enterprise Rent-A-Car, Formula Products/Satinwood. net, Hoffman Auto Group, Linders’ Inc., LKQ/Keystone Automotive, Long Automotive Group, Marcotte Ford, Mirka Abrasives, Mitchell Auto Group, PPG, Sarat Ford Lincoln, Sherwin-Williams, Tasca Parts Center, Transtar Autobody Technologies Inc. and West Springfield Auto Parts.

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AASP/MA Vendor Appreciation Night Tuesday, March 10 6pm-10pm

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Doubletree Hotel 5400 Computer Drive, Westborough, MA 01581 (508) 366-5511 •

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Vendors and Board of Directors Only (shops may attend but must pay $35 per meal) Hypnotist for entertainment Plated Meals

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Two attendees from each vendor company attend for FREE Two complimentary drink tickets for vendor attendees Expanded New England Automotive Report advertising in lieu of vendor gifts

...And Much More!

Registration Deadline: One week before the event For more information, please contact Executive Director Jillian Zywien at (617) 574-0741 (phone), (617) 695-0173 (fax) or jzywien@aaspma.org.

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IN THE AREA

MidSTATe MeeTing exploreS SoCiAl MediA, energy eFFiCienCy On January 13, the AASP/MA MidState Chapter launched its 2015 schedule with a jam-packed meeting at the Doubletree in Westborough. The robust agenda included guest speakers who covered everything from in-shop production, to social media marketing, to how to save money on energy bills.

The evening kicked off with an update by Amy Blair of Enterprise RentA-Car, who provided an overview of the company’s ARMS Automotive Suite of Products. As discussed at length in our October 2014 issue (“Enterprise Rent-A-Car Provides Industry Leadership & Key AASP/MA Sponsorships”), ARMS helps collision repair centers increase operating efficiencies, enhance customer service and streamline communication with insurance companies and customers. To find out more about the ARMS Auto Suite, visit www.armsautosuite.com or email amy.c.blair@ehi.com.

Next on the agenda was Emily Stout, a fellow from the social media consulting firm Venly (www.venly.com), who offered an in-depth presentation on the importance of optimizing social media websites to ensure that a business is accessible and makes a professional impression when customers search for it online. Shop owners who have yet to take the social media plunge need to look at the changing world around them, as utilizing sites like Google+ and Facebook can lead to increased business and consumer engagement.

According to Stout, happy customers on social media tell an average of 42 people when they have a positive experience at a shop, but will only tell nine people when not using these technologies. Social media is a great opportunity for businesses to build

brand loyalty and maintain two-way conversations with consumers – as long as it is used consistently and correctly.

“The good news is that eight out of 10 US social media [and] social network users want to find businesses online,” Stout explained. “The bad news is many businesses fail to respond to 90 percent of Facebook users’ wall posts and messages.

“When you are successful with social media, it’s a way to get free marketing,” she added. “It’s also a way to see what people are saying about you to make sure your customers are happy.”

Stout stressed the importance of developing strong Search Engine Optimization (SEO), which helps users find you on the first page of a Web search.

“The more times that your name is online, the more times Google is going to think you’re important [and] the higher your SEO is going to be,” she said.

Of course, no social media will help you if you can’t afford to keep your lights on. With energy rates in Massachusetts jumping by as much as 37 percent with some carriers in recent months, now is the time for shops to better streamline their energy efficiency and reduce costs. Frank Collins, regional president of Energy Efficiency & Sustainability (EES), appeared at the MidState Chapter meeting to explain the current trend of high rates and what shops can do to weather the storm.

Collins revealed that the current spike in rates is due to the energy issues caused by an intense winter season.

“Two-thirds of the electricity in Massachusetts is generated by burning

Emily Stout of Venly discussed the benefits of using social media to promote a business.

natural gas,” he explained. “Right now, the pipes coming into New England are too small and too cold.”

Collins added that last year’s harsh conditions caused natural gas to be trucked into the state because not enough was getting through the pipes.

This caused a jump in rates this year – a problem that Collins expects will persist for the next four to five years.

Fortunately, there is good news.

Massachusetts is second only to California in the aggressiveness of its energy rebate program. Each electric bill has a line called the “Energy Efficiency Charge.” Shops are advised to pay close attention to the amount listed in this area, as this figure adds up to a considerable amount over time. According to Collins, shops in the area have seen upwards of $3,500 gather in the “rebate bucket” over the last five years.

“It’s up to you guys to go raise your hand and get that money back by coming in and having somebody do an energy efficiency update,” he said.

Additionally, Collins discussed the energy-saving advantages of using LED lights in place of more traditional fluorescent lighting. For example, he noted that switching to an LED pole light could potentially reduce electricity usage by 75 to 80 percent.

“By lowering your costs, you’re increasing your profits,” he said. “It’s as simple as that.”

EES is currently offering free assessments for AASP/MA members.

For more information, please call (508) 449-0505.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you Contact these Mazda dealers for all your parts needs: 747 Chase Road (Route 13) Lunenburg, MA 01462 Toll Free: 800-322-1241 Fax: 978-582-9841 mlynch@buynorthendmazda.com

North End Mazda

1545 New State Highway Route 44 Raynham, MA 02767 Phone: 877-272-8876 Fax: 508-802-4074 wholesale@mastria.com

Mastria Mazda

141 Stevens Street Hyannis, MA Phone: 508-815-5900 Fax: 508-568-9361 www.premiermazda.com

Premier Mazda Cape Cod

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66 Stamp Farm Road Cranston, RI 02921 Toll Free: 888-789-3311 Local: 401-681-1360 Fax: 401-681-1302 msaroka@tasca.com

Tasca Mazda

VOCATIONAL SCHOOL SPOTLIGHT

shawsheeN vaLLeY TechNicaL high schooL

i

n an ongoing effort to foster stronger relationships between vocational schools and the auto body industry they service, AASp/MA is currently engaged in a series of on-site visits of these facilities to see how the association can better work with them in building tomorrow's workforce. on January 7, AASp/MA president Molly Brodeur kicked off this series with a visit to the Auto Collision program at Shawsheen valley Technical high School in Billerica.

Led by instructors Dan Simard and Dennis Reppucci, Shawsheen's Auto Collision program is open to sophomores, junior and seniors, with freshmen getting a glimpse into the course via an exploratory program. The Auto Collision program is affiliated with the National Institute for Automotive Service Excellence (ASE), which offers two nationally recognized certifications: SP/2 (a safety certification students can earn through testing) and ASE certification obtained after graduation in areas such as body repair, frame repair and painting. In addition, Tech Prep articulation agreements exist with several colleges for students to receive credit for coursework completed while at Shawsheen Tech.

The Shawsheen facility includes a Chief frame alignment machine with computer laser measuring, a plasma cutter, oxyacetylene and MIG welders, eight working stalls and a downdraft spraybooth with paint-baking capabilities. Educational areas include part replacement, plastic and electric repair, stall installation, conventional and unitized frame correction, estimating and more.

In addition to the education available in the school's facility, Shawsheen currently has collision repair Cooperative Education

Photos from top: Auto collision student Harley Thibeault is a junior from Billerica.; Brian Legere, a junior from Bedford, hones his skills on the Shawsheen shop floor.; Wilmington-based student Mackenzie Griffin is in her third year at Shawsheen.

Left: AASP/MA President Molly Brodeur visited with Shawsheen Auto Collision instructors Dan Simard (left) and Dennis Reppucci.

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Audi dealers strive to make you an Audi Genuine Parts fan • Audi dealerships have access to over 200,000 Audi Genuine Parts; no other supplier can make that claim • Six parts distribution centers provide daily overnight service to Audi dealers • Non-stocked items are available through the Audi computerized distribution and delivery network • Audi parts departments provide professional customer service that gets you the right part, the first time

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

Audi Natick 549 Worcester Street Natick, MA 01760 www.bernardiaudi.com 800-247-3033 Fax: 508-651-6841

Audi Norwell 59 Pond Street Norwell, MA 02061 Direct: 888-744-8810 Parts: 781-261-5030 Fax: 781-878-1063 email: parts@audinorwell.com www.audinorwell.com

Hoffman Audi 700 Connecticut Blvd East Hartford, CT 06108 860-282-0191 Fax: 860-290-6355 www.hoffmanauto.com

Mattie Audi 80 William S. Canning Blvd.

Fall River, MA 02721 800-678-0914 Fax: 508-730-1283 www.mattieaudi.com

IRA Audi 105 Andover Street Danvers, MA 01923 800-774-8411 Parts Direct: 978-605-2182 email: pwalke@iramotorgroup.com www.iraaudi.com

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Audi Shrewsbury 780 Boston Turnpike Shrewsbury, MA 01545 508-581-5880 Fax: 508-581-5880 email: parts@wagnermotors.com www.audishrewsbury.com Audi Cape Cod 270 North St. Hyannis, MA 02601 PH: 508-815-5600 FAX: 508-568-9410 www.audicapecod.com

EQUIPMENT AND TOOLING

Audi-Approved Tools for Aluminum Repair “You can’t expect to meet the challenges of today with yesterday’s tools and expect to be in business tomorrow.”

It is no question that the automotive service industry is one of innovation. It is constantly changing and evolving with each and every passing year. The cars on the roads today would sound like science fiction even just a decade or so ago. Perhaps the most prevalent change in modern vehicles that has caused a stir in the industry is the introduction of aluminum-intensive commercial vehicles. New England Automotive Report sat down with Collision Programs and Workshop Equipment Specialist for Audi of America, Inc., Mark Allen, to discuss some of the tools and equipment approved for work on Audi aluminum vehicles.

According to Allen, an entire aluminum kit with Audi-approved tools can cost anywhere from $60,000 to $130,000 depending on how your shop is currently equipped. Although this may seem like a hefty investment, Allen believes it is a necessary one.

“The products that we approve are tested by different labs and institutes to ensure their performance is as specified by Audi engineers,” he says. “An example is the MAG/MIG welders [Fronuis VAS6388, or the Car-o-liner/ Migatronic VAS2001C]. These welders were tested at the Welding Institute in Germany to make sure that they’re capable of doing the type of welds necessary to simulate what is done at the factory.”

When Audi produces a car, they crash approximately 150 of them in order to meet all of the international crash standards. Some of these cars are then used to develop repair procedures. They are repaired with Audiapproved tools, equipment and products and are re-crash tested. The results from the second crash are analyzed to validate the safety of the repair. From these results, Audi does further engineering to better the repair procedures and products. This offers a consistent, repetitive result in order to ensure the safety and satisfaction of the customer.

The products are also designed and tested for the safety of the work environment. The aluminum room curtains they approve are reflective and enhance the lighting of a room to provide a brighter working space, as well as to disperse blast energy in the event of an explosion. Their vacuum and its arm attachment are designed to take the fumes and grinding dust away from the worker in order to minimize health risks, and they are also explosionresistant. That is the same case with electrical tools that may ingest aluminum dust and can either cause fire or explosion.

Audi is one of the industry’s leaders in innovation, creating the future of the collision repair field. It is important to remember that the rules of nature apply to the world of business as well - those who don’t adapt go extinct.

All of these products and more can be purchased through Snap-on Business Solutions. A complete list of Audi approved tools and equipment can be found at audicollisionrepair.com/media/Audi_Aluminum_ Collision_Manual.pdf.

MASSACHUSETTS

VOCATIONAL SCHOOL SPOTLIGHT continued from pg. 27 program (CO-OP) relationships with 12 body shops in the area. If their grades and attendance are good enough, students are invited to participate in these arrangements beginning in the third quarter of the junior year.

“The CO-OP works out really well,” says Reppucci. “The students learn while they're there, expanding their skills and sometimes becoming a permanent employee of the company.”

Parents and potential students are often introduced to the Auto Collision program at the school's 8th Grade Career Night, where Reppucci and Simard are on hand to distribute brochures and discuss the many auto repair training career opportunities available at the school. Once welcomed into the program, the budding technicians learn in an environment that is constantly evolving to better suit the changing demands of the professional collision repair industry. A state-of-the-art, twobay Garmat prep station highlights the Shawsheen shop, while the footprint of the shop was recently re-designed to provide more open workstations for the young techs to learn their craft.

Not surprisingly, these improvements have led to a steady influx of students eager to learn all they can.

“The program wasn't up to par with what it should have been in terms of the number of students we had,” offers Simard. “Over the last couple of years, things have been getting better and better because of recent changes.”

After touring the Shawsheen shop and conversing with the instructions about their offerings. Brodeur was pleased with what she saw and felt that the program would become even stronger once they're in a position to embrace estimating systems and the I-CAR vocational curriculum.

“Both of the teachers here are passionate about teaching the kids how to have the correct entry-level skills to matriculate into the industry,” she said. “They have a live shop here, so they're working on customer vehicles. The kids are learning a sense of production time, and they understand that there's a customer on the other side of this transaction waiting to get his or her car back.”

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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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 Newport 1215 West Main Road Middletown, RI 02842 PH: 401-847-9600 FAX: 401-841-0680 www.bmwofnewport.com

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BMW of West Springfield 1712 Riverdale St. West Springfield, MA 01089 PH: 413-746-1722 FAX: 413-304-9009 www.bmwwestspringfield.com

New England Automotive Report

BMW of Darien 140 Ledge Road Darien, CT 06820 PH: 203-656-1804 FAX: 203-656-1802 www.bmwdarien.com

New Country BMW 1 Weston Park Ave. Hartford, CT 06120 PH: 860-240-7881 FAX: 860-240-7873 www.newcountrybmw.com

BMW of Stratham 71 Portsmouth Avenue Stratham, NH 03885 PH: 603-772-0000 FAX: 603-772-9436 www.bmwofstratham.com

Original BMW Parts

The Ultimate Driving Machine®

www.bmwusa.com

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 Warwick 1515 Bald Hill Rd. Warwick, RI 02886 PH: 401-821-1510 FAX: 401-823-0530 www.bmwofwarwick.com

BMW of Sudbury 132 Boston Post Road Sudbury, MA 01776 PH: 800-338-3198 FAX: 508-881-7578 www.bmwofsudbury.com

BMW of Cape Cod 500 Yarmouth Road Hyannis, MA 02601 PH: 508-815-5500 FAX: 508-790-3551 www.bmwofcapecod.com

Wagner BMW of Shrewsbury 770 Boston Turnpike Shrewsbury, MA 01545-3202 PH: 866-438-3997 FAX: 508-925-2291 www.wagnerbmwofshrewsbury.com

BMW of Ridgefield 746 Danbury Rd. Ridgefield, CT 06877 PH:203-438-0413 FAX:203-894-8956 www.bmwofridgefield.com

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NATIONAL NEWS

SUiTS AgAinST inSUrerS SpreAd ThroUgh U.S. If recent actions in a variety of states are any indication, 2015 could be the year that the national collision industry finally has its day in court.

According to reports by CollisionWeek Online, the final months of 2014 saw antitrust lawsuits against a host of insurers filed by collision repair facilities in Illinois, Alabama, California, Ohio, Missouri, Kentucky, Oregon and Washington. Additionally, a recently filed suit in Michigan (Rodenhouse Body Shop, Inc. et al v. State Farm Mutual Automobile Insurance Company et al.) names 12 shops as plaintiffs and more than 30 insurers as defendants, while a case filed in Arizona in late October (Legends Collision LLC et al v. State Farm Mutual Automobile Insurance Company et al.) involves six collision repair businesses and 20-plus insurers.

In December, a suit filed against State Farm by Louisiana Attorney General James D. “Buddy” Caldwell and a RICO suit filed by Crawford’s Auto Center of Downingtown, PA (“Frustration & Litigation: The Insurance Industry Gets Served,” NEAR, October 2014) were transferred into current multidistrict litigation (MDL) being heard in the US District Court for the Middle District of Florida. Both Crawford’s and the State of Louisiana had opposed the consolidation of their cases in this manner.

A press release issued by Attorney General Caldwell regarding his case accused the nation’s top auto insurer of engaging “in a pattern of unfair and fraudulent business practices aimed at controlling the auto repair industry and forcing unsafe repairs on vehicles without the knowledge or consent of Louisiana consumers.” Filed last spring, the Crawford’s suit alleges that State Farm, Allstate, GEICO, Progressive, Farmers, Liberty Mutual and Nationwide conspired to control the cost of automotive repairs and create artificial “prevailing” rates based on their DRP shops’ use of products by the industry’s three leading Information Providers (Audatex [AudaExplore], CCC or Mitchell), who have been named as conspirators. USAA, Travelers and American Family were also named as conspirators in the suit, but were not named as defendants.

carMaKers expaNd airbag recaLL eFForTs In response to the National Highway Traffic Safety Administration’s (NHTSA) request for carmakers to implement a nationwide recall of their vehicles that contain Takata airbags (“Danger from Japan: Inside the Takata Airbag Recall,” NEAR, January 2015), a number of manufacturers have announced expansions of their efforts to address the problem.

In early December, honda announced a Safety Improvement Campaign that recalls certain 2001-2007 Honda Accord (with 4-cylinder engines), 2001-2002 Honda Accord (with V6 engines), 2001-2005 Honda Civic, 2002-2006 Honda CR-V, 2003-2011 Honda Element, 2002-2004 Honda Odyssey, 2003-2007 Honda Pilot, 2006 Honda Ridgeline, 2003-2006 Acura MDX, 2002-2003 Acura TL and 2002 Acura CL vehicles. With these additions, a total of approximately 5.4 million Honda vehicles will be covered by the recall.

On December 11, Mazda issued a statement that it would institute a nationwide Safety Improvement Campaign of 2004-2008 model-year Mazda6 and RX-8 models equipped with certain Takata airbag inflators. Currently, there are 330,000 vehicles included in Mazda’s campaign in the United States. On December 18, Reuters reported that Ford expanded their recall of older-model Mustang cars that featured driver-side Takata airbags with inflators to include about 502,500 vehicles. This is in addition to the approximately 55,000 vehicles Ford vehicles already recalled for possible driver-side airbags defects.

On December 19, chrysler (FCA US LLC.) announced that it would “replace driver’s-side airbag inflators in an estimated 3.3 million older-model (2004-2007) vehicles worldwide in an expansion of the ongoing regional field action.”

The manufacturer stressed that this decision was a precaution, not a response to a direct accident or fatality caused by a defective Takata airbag in their vehicles. The expansion affects an estimated 2,890,785 vehicles across the US; 258,586 in Canada; 66,436 in Mexico and 99,030 outside the NAFTA region. Three days after the Chrysler announcement, the New York Times reported that bMw would replace driverside airbags in approximately 140,000 BMW 3 Series vehicles produced in the US between January 2004 and August 2006. Previously, the automaker’s recall was limited to approximately 11,700 cars in Florida, Hawaii and Puerto Rico.

New England Automotive Report will follow this story as it develops.

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NEWS FROM NORTHEAST®

NORTHEAST 2015 Hotel Information Coming to the show from out of town? These hotels are within walking distance from NORTHEAST:

INDUSTRY VENDORS, LEADERS GEAR UP FOR

NORTHEAST 2015

On March 20-22, the New Jersey affiliate of the Alliance of Automotive Service Providers (AASP/NJ) will host the 38th annual NORTHEAST Automotive Services Show at the Meadowlands Exposition Center in Secaucus, NJ. The largest regional show of its kind in the country, NORTHEAST 2015 will offer three days of special vendor displays, industry meetings, seminars and unique educational opportunities designed to help attendees prosper in an ever-evolving profession.

Considering NORTHEAST’s nearly four-decade-long reputation in the industry, it comes as little surprise that a slew of major exhibitors have already signed on to participate in the event.

Not only have such notable players as Accudraft, Honda, Hunter Engineering and RW Mallon increased their exhibition space for this year’s show, but other leading companies including Pro Spot/Innovative Solutions, Metropolitan Car-o-liner, Valspar, BASF, Axalta Coating Systems, LKQ and FutureCure Paint Booths (among many others) are already committed to attending. Returning exhibitor Ford will also be a major part of NORTHEAST this year, boasting a large booth space and various presentations throughout the weekend, in addition to their status as a Gold sponsor.

In addition to offering plenty of action on the show floor, NORTHEAST 2015 will serve as the home of a variety of nationally focused industry meetings and events that will draw attendees from across the country. On March 19, the National Automotive Service Task Force (NASTF) will hold pre-show Spring Board and General Meetings at the Exposition Center. The closed Spring Board Meeting will explore ways that the automotive service industry, the equipment and tool industry and automobile manufacturers (OEMs) work together to ensure that automotive service professionals employed outside the OEMs’ franchise system have the information, training and tools needed to properly diagnose and repair today’s high-tech vehicles. The open General Meeting will address the growing communication gap between manufacturers and the shop owners/technicians who service their vehicles, allowing for a greater sharing of information between the parties. For more information, please visit www.nastf.org.

On March 20, AASP affiliate representatives will gather at NORTHEAST for the Spring National Board Meeting. The morning event will provide an opportunity for each participating state to provide updates on their individual association’s recent activities and successes. The meeting will also discuss ways to better serve all AASP groups through improved national benefit programs and other initiatives. To learn more about AASP National, visit www.autoserviceproviders.com.

Later that day, AASP/NJ and the Society of Collision Repair Specialists (SCRS) will co-host the 2015 East Coast Resolution Forum. This long-running NORTHEAST event will provide an exceptional outlet for auto repair industry market leaders and influential representatives to network and learn from other state and regional collision repairers or associations facing very similar issues. This year’s objective will be providing a collaborative learning environment where attendees can share their successes or challenges in response to specific questions posed by industry peers. For further information, please visit www.scrs.com.

In addition to the above highlights, NORTHEAST 2015 will be fueled by some pretty impressive star power thanks to a very special guest appearance by Ryan Friedlinghaus of West Coast Customs! Appearing at NORTHEAST courtesy of Platinum Show Sponsor BASF, Friedlinghaus will be on-site on Saturday, March 20, from 10am to 2pm to greet fans, sign autographs and pose for pictures.

With last year’s show drawing the largest crowd in its long history, AASP/NJ President Jeff McDowell is excited by the idea of exceeding that record in 2015.

“I am very pleased with the current progress of our 2015 show,” he says. “I have heard from a great deal of my industry peers about their enthusiasm for this year’s NORTHEAST. It’s looking to be our largest one yet.”

Registration for NORTHEAST 2015 is currently open at www.aaspnjnortheast.com. For more information, visit the website, the NORTHEAST Automotive Services Show on Facebook, the NORTHEAST Automotive Services Show on YouTube page (www.youtube.com/AASP NJNORTHEAST) or follow the show on Twitter @AASPNJNORTHEAST. MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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NORTHEAST 2015 HOST HOTEL! Hyatt Place-Secaucus 575 Plaza Drive, Secaucus, NJ 07094 Phone: (201) 422-9480 Fax: (201) 422-9443 www.hyatt.com (Special Room Rate of $149/night if you mention NORTHEAST. Deadline is March 1.)

Courtyard by Marriott 455 Harmon Meadow Blvd., Secaucus, NJ 07094 Phone: (201) 617-8888 Fax:(201) 319-0035 www.marriott.com (Special Room Rate of $139 [king] / $149 [double] per night if you mention NORTHEAST. Deadline is February 19.)

Meadowlands River Inn 250 Harmon Meadow Blvd., Secaucus, NJ 07094 Phone: (201) 867-4400 Fax: (201) 865-7932 www.meadowlandsriverinn.com Holiday Inn - Harmon Meadow 300 Plaza Drive, Secaucus, NJ 07094 Phone: (201) 348-2000 Fax: (201) 348-6035 www.hisecaucus.com Embassy Suites 455 Plaza Drive, Secaucus, NJ 07094 Phone: (201) 864-7300 Fax: (201) 223-0088 www.embassysuites.com Hotels Five Minutes or Less from NORTHEAST: Holiday Inn Hasbrouck Heights Phone: (201) 288-9600 Fax: (201) 288-6973 283 Route 17 South, Hasbrouck Heights, NJ 07604 www.meadowlandshi.com La Quinta Inn & Suites 350 Route 3 West, Secaucus, NJ 07094 Phone: (201) 863-8700 Fax: (201) 863-6209 www.lq.com (Shuttle Available) Crowne Plaza – Meadowlands Phone: (201) 348-6900 Fax: (201) 348-1407 2 Harmon Plaza, Secaucus, NJ 07094 www.cpmeadowlands.crowneplaza.com 15 Meadowlands Parkway Secaucus, NJ 07094 www.redroofinn.com

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VENDOR SPOTLIGHT by Joel Gausten

ONE STEP AHEAD: BALD HILL THRIVES IN CHANGING TIMES Currently, Bald hill stocks $1.9 million in Mopar & kia parts. The dealer’s lines include dodge, Chrysler, Jeep, ram, Fiat and kia. They have 15 trucks performing daily deliveries to rhode island, Massachusetts, Connecticut and new hampshire. of course, a parts operation of this size can only succeed with the right team at the helm. All of the parts advisors in Bald hill’s Call Center are capable of taking care of any of their many customers throughout new england. one of the biggest changes that happened at Bald hill’s parts department was the March 2014 retirement of their 34-year veteran parts director, ernie wennerstrom. wennerstrom was a big proponent of cross-training and now, under the guidance of new parts director Matt Jarvis (a 20-year Bald hill employee), the department’s 30-person operation is working to have everyone trained so that they all can take any call – whether a customer needs Chrysler/dodge/Jeep parts or kia products. Additionally, Bald hill has been very fortunate to have the ability to “promote from within” with many of its parts employees.

Their eagerness and ability to learn has allowed them a seamless transition as the enterprise moves forward. in addition to knowing Bald hill thanks to its highquality parts and quick deliveries, AASp/MA members have become familiar with the dealer thanks to the regular presence of wholesale Manager don Cushing. go to an association meeting or fundraising event, and there’s a

Left to right: Anthony Pickett, Delivery/Sales; Sid Simoes, Delivery/ Sales; Don Cushing, Wholesale Manager; Matt Jarvis, Parts Director; Emmett Knapton, Warehouse Manager; Lance Sharpe, Business Manager and Chris Hancock, Dispatcher 42 February 2015

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In the world of wholesale, few dealers have reached the heights achieved by Bald Hill in Warwick, Rhode Island.

strong chance that Cushing – a former AASp/MA director – will be there in support. like many of their parts customers, the Bald hill parts team has had to work hard to adapt to a changing industry. with aftermarket companies more prevalent in the marketplace than ever before, the dealership has committed itself to staying one step ahead of the competition. “one of the biggest things that we use here at Bald hill is Mopar’s Conquest program,” explains Cushing. “we are able to be competitive with the aftermarket by using this program in conjunction with oeConnection’s Collisionlink and repairlink solutions. These programs allow us to offer aggressive pricing, which benefits our customers.”

As anyone working in a body shop or dealership these days surely knows, the automotive industry in new england and beyond has also experienced considerable economic ups and downs in recent years. Thankfully, the Bald hill parts operation has been able to thrive in these difficult times thanks to the trust of its co-owners, Jim hagan and Bob petrarca Jr., having the right people in place and being able to anticipate and address industry trends. Above all, Bald hill prides themselves on their ability to pay attention to detail, make sure they specify the correct parts the first time and deliver those items as quickly as possible. By doing so, the dealership’s parts customers remain happy and profitable.

As Bald hill’s relationship with AASp/MA moves forward, Jarvis and Cushing are hopeful that the dealer’s resources and expertise can assist the association in developing new industry education initiatives. “whether these include the tech schools, collision shop owners, association members or non-members, any opportunity we have to offer our services will certainly help as we all grow,” says Jarvis.

Thanks to their commitment to its customers and great reputation throughout the region, Bald hill is in a constant state of growth. The dealership recently completed a major warehouse expansion that now allows them to service all of their dodge, Chrysler, Jeep and kia customers from one central location. This greatly reduces

errors in picking the correct part and virtually eliminates damages caused by having two locations. not surprisingly, there are even more great things in store for this local institution moving ahead. “one event we are currently working on is a Certified Collision Shop program night,” Cushing says. “As this is still in the planning stage, our hope is to be able to have a three-night event in rhode island, Massachusetts and Connecticut, with direct information on how to become certified for Chrysler repair. watch for more updates!” with another great year already underway for Bald hill, Cushing looks forward to welcoming new wholesale customers to the dealer’s exceptional services and unbeatable customer care. “we know that shops have many dealers that they can choose from,” he says. “we are dedicated to providing the best possible service to our customers. Anyone can offer ‘loss leader’ discounts, but you can’t discount great service. we invite everyone to give us a call so that we may have the opportunity to earn your business!”

Bald Hill’s 15 trucks deliver to Rhode Island, Massachusetts, Connecticut and New Hampshire.

The Bald Hill parts team is available Mon-Fri 7:30am to 5pm and Saturday 8am to 1pm. For more information, please call (800) 822-3015 or visit www.baldill.com.

Like them at www.facebook.com/baldhillparts.

New England Automotive Report

February 2015 43

WHERE DOES YOUR MONEY GO? COVER STORY

by Joel Gausten

How Member Support Affects the Industry

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

There has never been a better time to be a part of AASP/MA than right now.

Over the past several months, the association has succeeded in launching a new era of impressive regulatory victories and heightened influence at the political table. Last year, AASP/MA was instrumental in working with the Commonwealth Automobile Reinsurers (CAR) on a change to rewrite Section 4 of their Performance Standards, which previously allowed insurers to suppress the Labor Rate. This year, CAR will be taking a look at their Performance Standards for full review, and AASP/MA has been invited to participate in this process. Additionally, the Auto Damage Appraiser Licensing Board (ADALB) has been working to rewrite the language in 212 CMR. AASP/MA and its legislative team at Lynch Associates have been working directly with the Board and the Department of Insurance to make sure those changes benefit the association membership.

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Now, with a new Governor and legislative session in place, AASP/MA is poised to change the industry in Massachusetts for the better – and your support is going to make it all possible.

As longtime members of AASP/MA know, the rewards and benefits of membership far outweigh the cost of annual dues. One very important tool that is directly fueled by membership dues is the AASP/MA website (www.aaspma.org). The site’s Members’ Only section offers exclusive access to past issues of New England Automotive Report, archived Damage Report newsletters, informative links and a special “Ask the Expert” feature.

In addition, users have access to a comprehensive Member Manual that contains laws and regulations governing the industry, helpful tools for their business and essential forms. Perhaps best of all, the site features recordings of meetings held by the ADALB. For many, this feature has been worth the price of membership alone.

“There may be something you are experiencing in your shop that an ADALB advisory ruling has already solved, or perhaps you are looking for the regulations on how to negotiate on paint and materials,” offers AASP/MA Executive Director Jillian Zywien.

“Our members can enjoy the convenience of clicking a link to answer many of these types of questions at any time.”

In addition to their work in expanding the tools available on the website, AASP/MA is building a presence in the new legislative session.

The association’s Legislative Committee, led by new Chairman Peter Langone (Langonet Auto Body), has filed priority matters, including a new incarnation of the long-running Labor Rate Bill.

“In the last session, we were able to identify elements of the Labor Rate Bill, as previously written, that were an impediment to passage,” offers Zywien. “AASP/MA leadership has taken a novel, strategic approach to

initiatives filed on behalf of the industry for the upcoming session. Chairman Langone, along with his committee members and the Board of Directors, evaluated a number of options that could be developed to offer the kind of relief that the Labor Rate Bill sought to provide. Our strategy for these efforts will be to file a number of smaller, separate items that are designed to correct the inequities in the auto body industry’s abilities to

AASP/MA is poised to change the industry in Massachusetts for the better – and your support is going to make it all possible. operate under an open market model where the Labor Rate is fairly negotiated, enforcement of licensing laws is equally applied and the industry will be better positioned to level the playing field.”

After years on the front lines of the Labor Rate debate, Langone is hopeful that AASP/MA’s current and upcoming legislative actions finally provide the economic relief that the

Massachusetts industry has desperately needed for far too long.

“We have the lowest average Labor Rate in the entire country,” he says. “We are not the cheapest place to live, obviously. We should be closer to the rates in our neighboring states, and that’s basically what our new bill is going to try to do.”

With 2015 already proving to be a game-changing year for AASP/MA, Langone encourages his fellow members to take the time necessary to educate themselves on what is happening at the State House and be responsive when the association requests their time, help and enthusiasm in pushing bills forward.

“The legal and legislative arenas are the most important things we are in the association to address,” he states. “This is the main work we are here to do.”

One incredibly important way that members of the AASP/MA community can help the process along is by donating to the association’s Political Action Committee (PAC).

“A [PAC] is a mechanism designed to allow associations to support candidates and elected officials that agree with and work for the initiatives proposed by the industry,” explains Zywien. “When a specific member of government is a champion for the issues we pursue, we want that official to continue in office and thus continue to advocate for our initiatives. Members can donate up to $500 a year to the PAC and then the leadership determines how to most effectively utilize those funds to support those who work on our behalf.

“Building a strong PAC through member support allows the association to participate in fundraising events,” she continues. “With many new members in the 2015 legislature, and a new Governor, it is important that we build our presence on Beacon Hill through strengthening relationships with decision makers. It is our goal this year to introduce the issues of the auto repair profession to as

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COVER STORY many new members of government as the budget allows for. Relationship building and supporting our advocates is the primary purpose of our PAC.” In order for members to have the most effective impact with their PAC contributions, Zywien offers some general rules to follow. For one thing, the law specifies that PACs can only be funded through personal donations; these are not tax-deductible. Additionally, dues funds cannot be co-mingled with political donations, as corporate funds of any kind are prohibited for donation to public officials. However, dues funds do support the association’s professional legislative consultants’ costs.

“PAC donations must be written on a personal check and come from personal funds; these checks are payable to AASP/MA PAC,” she adds.

“You can make an annual pledge to the PAC account, made over several payments if that is more convenient.

You may also pay by credit card if the credit card is your personal one.

Under state law, you may not donate more that $500 per individual, per year to a PAC or the campaign of a specific public official. If all of our members pledged only $100 per year to the PAC, it would facilitate all the needs of the association as we build our footprint on Beacon Hill.”

Fueled by the strongest political muscle it has ever had, AASP/MA has entered 2015 with a renewed sense of purpose in the Legislature. Although promoting anything at the State House is a long and sometimes frustrating endeavor, Langone is quick to remind those who feel burnout over the process that the problems facing the industry didn’t get here overnight – and won’t go away overnight, either.

The industry can win this one; it just needs to keep pushing.

“Even though the last Labor Rate Bill didn’t get passed, it did bring about some changes,” he says. “It kept attention on our situation. We have to keep that message out in the forefront;

if we just let it die, the insurers will just leave things alone. This needs to be out there, in print and discussed all the time.”

“Members play an integral part through development of strong relationships with local elected state officials and a unified effort to supporting the goals of AASP/MA,” adds Zywien. “As the new legislature takes office, it is imperative that members meet with representatives and senators in their districts to educate

lawmakers on the unfair treatment of the auto body industry and the overbearing tactics of the insurance industry. This kind of connection expands the number of lawmakers willing to support and work for passage of our proposals. By forming these relationships in the district, legislators will feel more obligated to you as one of their constituents.”

New England Automotive Report

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

February 2015

47

GENUINE NISSAN PARTS

MAKE ALL THE DIFFERENCE.

Only Genuine Nissan Parts deliver the fit, reliability, and performance to meet your shop’s collision repair needs. So keep it original, and keep it real with Genuine Nissan Parts.

Contact these Nissan dealers for all your parts needs: Clay Nissan of Newton 431 Washington Street Newton, MA 02458 Toll Free: 888-726-9924 Fax: 617-558-6326 E-mail: rphelan@claycars.com Web: www.claycars.com

Mastria Nissan 1305 New State Highway Raynham, MA 02767 Direct Toll Free: 800-248-2458 Direct Fax: 508-802-6118 E-mail: parts@mastrianissan.com

Web: www.mastria.com

Kelly Nissan of Beverly 420 Cabot Street (Route 1A) Beverly, MA 01915 Direct: 978-921-0146 Fax: 978-927-6823

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Kelly Nissan of Lynnfield 275 Broadway (Route 1) Lynnfield, MA 01940 Toll Free: 1-800-698-9280 Fax: 781-598-8026 E-mail: BSherman@Kellyauto.com

Kelly Nissan of Woburn 95 Cedar Street Woburn, MA 01801 Phone: 781-835-3510 Fax: 781-835-3580 E-mail: dcourtois@kellyauto.com www.kellyauto.com

Premier Nissan of Newport 295 E. Main Road Middletown, RI 02842 Phone: 401-619-5050 Fax: 401-847-4559 www.premiernissanofnewport.com

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180 BIZ FEATURE

goldiloCkS And The Three SAleS

by Rick White Once upon a time, there was a customer named Goldilocks, and she was in need of auto repair. The problem for Goldilocks was she had just moved into the area and it was like a vast wilderness. Not knowing what else to do, she decided to visit three repair shops and see what the experience was like at each.

The first shop that Goldilocks walked into was a blur of posters and menu boards. Steve Steamroller greeted her at the front counter. While she was talking to Steve, she noticed he seemed distracted and kept interrupting her while she was discussing her problem.

Every time he interrupted her, he was trying to sell her a service that had nothing to do with her issue. She finally gave up on trying to talk and told Steve she’d get back to him for an appointment. When she walked out of the shop, she did not feel listened to and cared for. Under her breath Goldilocks said, “This shop is too hard to deal with.”

So, she moved on to the second shop on her list.

The second shop that Goldilocks visited had fewer posters on the wall and looked older (and dirtier). Paul Pushover was there to assist Goldilocks and kept asking her what she wanted to do about every little thing. Paul was very nice, gave her lots of information and options, and then asked her what she wanted to do. This made Goldilocks uncomfortable because she had No idea what she wanted to do.

“If I knew what to do, I wouldn’t be here talking to you!” thought Goldilocks.

Even though Goldilocks was smiling and shaking her head up and down, she had no idea what Paul was talking about 90 percent of the time, which only made her feel uncomfortable. She didn’t want someone to educate her, give her options and then ask her which she’d like to pick, so she told 52 February 2015

Paul that she’d get back to him to schedule an appointment. Under her breath Goldilocks said, “This shop is too wishy-washy to deal with.” So, she moved on to the third shop on her list.

When Goldilocks pulled up to the third shop on her list, she was immediately impressed. The parking lot was clean and it was easy for her to see where to park. The front office was warm and inviting with no sales posters at all. The walls had pictures of the employees and their families and some beautiful prints that highlighted some of the natural areas around her new home. Al Awesome greeted her with a smile and his name at the counter. He shook her hand and started asking questions that helped him uncover her issue, as well as her history with her vehicle, how she’s using it today and what her plans were moving forward. Al then suggested a course of action to get her vehicle in the shop and taken care of. Arrangements were made, repairs were performed and the vehicle was picked up. As Goldilocks was driving home from the shop in her great-running vehicle, she couldn’t help but think, “This shop is just right!” and lived happily ever after.

As you can see from this story, you can approach a sale from one of three perspectives: One focused on you and your numbers, or one focused on the fear of overselling or one focused on the customer.

If you come at your customer focused on you and your numbers, your customer will be able to sniff out your true intent quickly, resulting in lessthan-stellar sales. Your customer will feel like a number dealing with your business. You don’t listen to your customer because you think you already know what he or she wants. Then you’re surprised when you push your

New England Automotive Report

customer and lose the sale.

When your fear of being perceived as overselling dominates your thinking, you’re afraid of selling because you’re afraid of coming across as pushy. You know what I mean: That typical polyester suit wearing, fast-talking, stereotypical used car salesperson. So how do you deal with this fear? You become a knowledge bearer or an option giver.

You come to your customer with your findings, discuss the options available and then ask them what they want to do. This takes all the weight of the sales decision off you and puts it squarely on the shoulders of your customer. The only problem is that your customer doesn’t know how to make this decision.

As a rule, your customers don’t want more information; they want someone they trust to guide them and to help them get what they want. When you don’t know what they want, that’s when you’re pushing and you’ll lose them. By taking the time to connect with your customer like the third shop did, you understand them. Making a sale is just like practicing medicine; prescription before diagnosis leads to malpractice. Asking questions is how you diagnose. It’s a critical step in the sales process that too many skip. This is costing you the customer, the opportunity and the sale. when yoU ASk qUeSTionS, yoU’re ABle To: qualify the customer. Do you do the work they need done? Are you the best provider for them to get what they want? You can figure this out by asking the right questions. engage the customer. Asking questions takes your customer out of the stands as a spectator and puts him or her on

the field as a player. Engagement is the number one secret to success in sales.

Differentiate your business. Your competitors aren’t taking the time to ask questions to help the customer. Asking questions gives you the ability to connect with your customer and really stand out.

Build rapport. Rapport is a connection you make with your customer outside of the transaction. This is where you build the relationship. Try to learn one new thing with each customer every time you work with them.

About rick white & one eighty Business Solutions

Rick White is a managing member of One Eighty Business Solutions (180BIZ), a Virginia-based coaching and business solutions provider to the automotive and truck repair industries. Rick’s clients consider him a trusted advisor, helping them to increase profits and free time while reducing stress. If you would like more business tips and thoughts just like this, please visit our Facebook page at www.facebook.com/180biz. 180BIZ provides affordable, down-to-earth, one-on-one business coaching with no long-term commitments and a money-back guarantee! To see how we can help you and your business, please email us at info@180biz.com or call (540) 833-2014.

Understand their issue. They’re calling you for a reason. Asking questions helps you uncover that reason and make sure you can help them.

Understand their feelings and needs for this vehicle. Every person has a different set of expectations for each car they own. Asking questions helps you see the world through their eyes as it relates to this vehicle.

Build credibility. You’re being judged by your customer based on your level of engagement and the quality of questions you ask. Ask dumb questions and they’ll think you’re dumb. Ask smart questions and they’ll think you’re smart.

If you ask the right questions and listen to the answers, your customer will actually HELP you build your presentation because you’ll be able to provide them with solutions that exactly match their wants and needs!

While this story shows three shops, each of these scenarios can happen in the same shop on any given day. Many times, it’s the activity level of the shop and the lack of training for advisors that causes the inconsistency. Make a commitment today to slow things down at the front counter and train your advisors on how you want your customer treated (and the questions to ask,) and you’ll see your sales numbers and customer loyalty climb!

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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BOSTON VOLVO VILLAGE Parts Direct: 800-336-2355 Fax: 617-560-1742

PORSCHE OF NORWELL Parts Direct: 888-744-8810 Fax: 781-878-1063

AUDI NORWELL Parts Direct: 888-744-8810 Fax: 781-878-1063

parts@bostonvolvo.com

parts@porschenorwell.com

parts@audinorwell.com

NISSAN VILLAGE Parts Direct: 888-309-0980 Fax: 508-699-2396

CHARLES RIVER SAAB Parts Direct: 617-923-0014 Fax: 617-995-7785

parts@nissanvillage.com

pvincent@crsaab.com

VOLVO VILLAGE OF HINGHAM Parts Direct: 781-829-3120 Fax: 781-829-3193 parts@volvohingham.com

VOLVO VILLAGE OF DANVERS Parts Direct: 978-741-3474 Parts Fax: 978-624-4455

HONDA VILLAGE Parts Direct: 800-555-4235 Fax: 617-965-3743

HYUNDAI VILLAGE OF DANVERS Parts Direct: 888-227-0956 Fax: 978-605-2640

splaisted@volvodanvers.com

parts@hondavillage.com

jperperian@hyundaidanvers.com

• Accurate, professional wholesale staff • Fast Delivery to Your Door • Competitive Discounts • Large Inventory - Over $4 million in mechanical and collision parts • Collision Link

For almost 50 years Ray Ciccolo has been supporting the retail and wholesale automotive market in the metropolitan Boston area.

Your satisfaction is our first priority.

VILLAGE WHOLESALE HOTLINE: 1-855-VAG-PART Visit us on the web: www.villageautomotive.com 1-855-824-7278 54 February 2015

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2015 MEMBERSHIP APPLICATION MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

As a member of the Alliance of Automotive Service providers of Massachusetts (AASp/MA), i will abide by the association’s bylaws and code of ethics. i understand that membership in AASp of Massachusetts is non-transferable, and i must remain current with my dues in order to be a member in good standing. i understand that if i discontinue my membership that i must immediately cease using any association promotions, logos or materials. Additionally, i understand that as part of my AASp of Massachusetts membership, i will receive New England Automotive Report, the official publication of AASp of Massachusetts, faxes, emails and other mailings.

*** PLEASE TYPE OR PRINT LEGIBLY *** BUSINESS INFORMATION: Mr.

What benefits motivated you to join AASP of Massachusetts?

Mrs.

Ms.

Business Representative Name:

________________________________________________________

____________________________

Business Name ____________________________________________

PERSONAL INFORMATION:

Street Address ________________________________________________________________________________________________________ Street

City

State

Zip

Mailing Address ______________________________________________________________________________________________________ Street

Phone Number ( E-mail Address

City

)____________________________________ Fax Number (

State

Zip

) __________________________________________

________________________________________ Web Site Address ____________________________________________

Enrolled By (Name and Address) ________________________________________________________________________________________ MEMBERSHIP TYPE

Name ____________________________________________________

REPAIRER MEMBER (check one) Collision Repair Shop Mechanical Repair Shop Both, Collision & Mechanical Repair Shops Other Repair Shop

Nickname ________________________________________________ ANNUAL MEMBERSHIP DUES (The AASP membership year is from January to January 2016)

Total Due ....................................................................................$395.00 SUPPLIER/ASSOCIATE MEMBER (check one) Auto Paint/Crash Parts/Auto Parts/Wholesaler Equipment/Tool Supplier Manufacturer/Sales Agent Services (Computers, Software, Vehicle Rental, Other)

NEW! Political Action Committee (PAC) Donation ...............$_____

Check or Cash Credit Card:

Visa

MasterCard

LIST OTHER SPECIALTIES ____________________________________ ________________________________________________________ Just like good tools and equipment, membership in AASP of Massachusetts is a valuable investment. AASP of Massachusetts works for you through such outstanding programs as: (1) management and technical training; (2) discount uniform rental; and (3) a wide variety of other business services.

Put AASP of Massachusetts to work for you today.

COMPLETE THE MEMBERSHIP APPLICATION AND RETURN IT WITH PAYMENT TO AASP OF MASSACHUSETTS.

Card Number: __________________________________________ Expiration Date: ________________________________________ Signature: ______________________________________________ Date: __________________________________________________

For oFFiCe USe only Check number ______________________________Check date ________________________Check Amount ______________________________ date Joined ______________________________Member number ______________________next Bill date ______________________________

12 post office Square, 6th Floor • Boston, MA 02109 phone: (617) 574-0741 | Fax: (617) 695-0173|jzywien@aaspma.org As required by the U.S. Tax Code, AASP of Massachusetts, Inc. informs its members that 75% of the dues paid to the association are tax deductible. The remaining 25% is allocated to legislative activities and is not tax deductible.

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LEGAL PERSPECTIVE continued from pg. 19 N

is too early to know all of the effects that it may have, and how much abuse there may be of the new statute. But hopefully, it will work to protect those employees that legitimately need to take time off because of medical issues in their families - and hopefully, the new Attorney General will clear up

some of the major issues that exist in the new law.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Attorney James Castleman is a managing member of Paster, Rice & Castleman, LLC in Quincy, MA. He can be reached at (617) 472-3424 or at

jcastleman@ prclawoffice.com.

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AUT M TIVE AD INDEX Audi Group ....................................................32 Axalta Coating Systems ..................................4 Bald Hill Chrysler Jeep Dodge Ram............43 Balise Wholesale Parts Express ......................6 Baystate Chrysler/Jeep/Dodge ....................8 Bernardi Group ........................................30-31 Best Chevrolet/Best CDJR..........................IFC BMW Group ..............................................36-37 BMW/Mini of Warwick ................................55 Clay Subaru ....................................................23 Colonial Auto Group ....................................29 Empire Auto Parts............................................9 Enterprise ........................................................11 First Chrysler-Dodge-Jeep-Ram ..................11 First Ford ........................................................11 First Hyundai..................................................11 Ford Group ....................................................56 Future Cure ....................................................47 Honda Group..................................................34 Hyundai Group ..............................................41 Imperial Ford ..................................................56 Infiniti of Norwood........................................28 Ira Group....................................................12-13 Jaffarian Toyota/Volvo..................................22 Kelly Automotive Group............................IBC Linder’s, Inc. ..................................................58 Long Automotive Group ..........................OBC Mazda Group..................................................26 Mopar Group..................................................24 Nissan Group..................................................48 PPG ....................................................................3 Robertsons GMC Truck ................................17 Sarat Ford-Lincoln ..........................................9 Sentry Group ..................................................49 Subaru Group............................................50-51 Tasca Group ....................................................35 Toyota Group..................................................39 Village Auto Group........................................54 VW Group ......................................................46 Wellesley Toyota/Scion ................................10

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