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ALSO IN THIS ISSUE

Groove Or Rut? Brodeur’s Auto Body Branches Out

2 August 2014

New England Automotive Report

CONTENTS

August 2014 • Volume 12, No. 8

DEPARTMENTS VICE PRESIDENT’S MESSAGE 8 | AASP/MA’s Legislative Strategy Needs Your Voice! by Molly Brodeur

MASSACHUSETTS

LEGAL PERSPECTIVE 16 | Repairing Outside the Insurer’s Estimate by James A. Castleman, Esq. SPONSOR SPOTLIGHT 20 | Ladies and Gentlemen, Start Your (Enrollment) Engines! by Tye Elliott, vice president of Core Broker Sales, Aflac LOCAL NEWS 24 | Veteran Repairer Buys First Employer’s Building 33 | AASP/MA Member Named Massachusetts Family Business of the Year 37 | AASP/MA Member Brings Consumer Message to Radio, TV

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

FEATURES 28 | The 2015 Ford F-150: Your Questions Answered 40 | The FUN Season: Inside AASP/MA’s Fall Event Schedule

180BIZ FEATURE 49 | Groove or Rut? by Rick White

ALSO THIS ISSUE 10 | A MESSAGE FROM THE EXECUTIVE DIRECTOR 11 | AASP/MA MIDSTATE CHAPTER BBQ NOTICE 12 | AASP/MA WESTERN CHAPTER CLAMBAKE NOTICE

13 | AASP/MA ANNUAL CASINO NIGHT NOTICE 19 | AASP/MA SUSTAINING SPONSORS 58 | INDEX OF ADVERTISERS

New England Automotive Report

August 2014

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New England Automotive Report

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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: Cover ©www.thinkstockphoto.com/Lonely_.

Top-notch educational opportunities MASSACHUSETTS

Over 150 industry-leading exhibitors Fun for the whole family, and more!

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BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA EXECUTIVE COMMITTEE PRESIDENT Paul Hendricks VICE PRESIDENT Molly Brodeur SECRETARY Gary Cloutier ACTING TREASURER Molly Brodeur IMMEDIATE PAST PRESIDENT Rick Starbard

AASP/MA STATEWIDE DIRECTORS COLLISION DIVISION DIRECTOR Adam Ioakim ASSOCIATE DIVISION DIRECTOR Don Cushing

AASP/MA CHAPTER DIRECTORS N/E CHAPTER COLLISION DIRECTOR Alex Falzone S/E CHAPTER COLLISION DIRECTOR Kevin Gallerani S/E CHAPTER MECHANICAL DIRECTOR Michael Penacho MIDSTATE CHAPTER COLLISION DIRECTOR Tom Ricci WESTERN CHAPTER COLLISION DIRECTOR Peter Langone WESTERN CHAPTER MECHANICAL DIRECTOR Ed Nalewanski

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

August 2014

VICE PRESIDENT’S MESSAGE

AASp/MA’s legislative Strategy needs your voice! As I write this message, we are mere days away from the end of the formal Massachusetts Legislative Session on July 31. I’ve received a couple of calls from our members asking the status of AASP/MA’s issues in the legislative system - particularly, our Labor Rate Bill. While unfortunately the Bill has been “sent to study” - which, for all intents and purposes, could mean the Bill is in fact dead - I’d like to let our members and readers in on our timeline with this legislation, as well as provide some insights as to where we will go from here. AASP/MA’s Labor Rate Bill favorably passed out of the House at the conclusion of its 2012 Session. We filed the Bill (in the same language that had passed out of the House) in January of 2013. At the time, our Bill had a powerful sponsor in Kathi Ann Reinstein. Not only did Kathi Ann have close relationships with those in power at the State House - such as House Speaker Robert DeLeo - but she was also a true champion for our cause, not to mention the collision repair industry at-large. When Kathi Ann stepped down from her position in January 2014 to pursue a career in the private sector, she voiced her intent to help us find a “replacement” sponsor for our Bill. Unfortunately,

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we were unable to find our new champion, and in March, two months following Kathi Ann’s departure, were informed by Chairman of the Joint Committee on Financial Services Michael Costello (who has since resigned and moved to the private sector himself) that our Bill had been sent back to study. We made a strategic decision to move on and tackle multiple issues in other areas of concern. To move the Bill back out of study would have drained our resources. As I’m sure you have read in Executive Director Jillian Zywien’s reports over the past few months, AASP/MA has been making strides in chipping away at the issues we hold dear, including working with the Commonwealth Auto Reinsurers (CAR) to change language in their Performance Standards that will benefit the collision repair industry in Massachusetts. Further, we have secured meetings with the Division of Insurance, and have an ongoing dialogue on a number of matters. Our current strategy is to take small steps in a number of directions, in hopes of identifying and rectifying areas of concern for our members. And that’s where you come in.

CAll To ACTion! AASP/MA’s Legislative Committee will be meeting formally in early September to determine our course of action for 2015. In the meantime, I would like to encourage members and non-members alike to contact either the AASP/MA Office or any of the members of our Legislative Committee to voice your concerns on any issues you face on a daily basis in your shop. We are certainly aware that Labor Rate is a huge one, but I urge you to please get in touch on issues in addition to that. If you’re experiencing something and feel a remedy is needed, let us know. These items will be brought to the Legislative Committee and will help us plan what should be filed in the coming Session. Please take a moment and contact any of the members below; your voice will help chart our course of fighting for you in the coming months. AASP/MA Legislative Committee: Molly Brodeur molly@albrodeur.com Adam Ioakim adam@hoganandvan.com Rick Starbard ricksautocollision@comcast.net Peter Langone peter@langonet.com Ed Nalewanski ed@edsautobody.net Kevin Gallerani kevin@capeautobody.com

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA Vice 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.

New England Automotive Report

August 2014

A MESSAGE FROM THE EXECUTIVE DIRECTOR

AASp/MA Kicks off Fall Season

with packed event Schedule Dear Members, their technicians. Our Events Committee is constantly askI am sure you will agree that this summer season flew ing for members’ feedback on educational programs. If by. I cannot believe August is already here! As we quickly there is a program you would like to see the association approach the fall, I am looking forward to a number of offer, please feel free to contact us today at (617) 574-0741. events and educational program offerings that we have Crowing the fall season is our Casino Night event at worked all summer long to put together. the Putnam Club at Gillette Stadium on Saturday, NovemThe MidState Chapter BBQ will kick off the start of fall on Friday, September 5 at the Hudson Elks in Hudson. Last ber 15. Please see this month’s cover story and our flyer on page 13 for more information on this highly-anticipated year’s event was a huge success. This fun-filled, family event. Our Casino Night will sell out, so please purchase event will feature children’s raffle prizes, games and enteryour tickets online today at http://aaspma.org/ tainment and great food provided by Firefly’s BBQ. As many of you are aware, the proceeds of the MidState Chap- uncategorized/casino-night-2014-gillette-stadium. Lastly, I am pleased to announce that the association ofter BBQ help to fund our Tool Grant award. Our Tool Grant fices will be moving at the end of this month. AASP/MA is awarded each year to deserving vocational tech students will be relocating to 12 Post Office Square, 6th Floor. This pursuing a career in the collision industry. To purchase office upgrade will offer 700 square feet of conference your tickets, or to find out about unique sponsorship opspace, convenient parking and buildportunities, please see page 11 of this ing access. Our new space will allow issue or visit http://aaspma.org/ our clients access to free conference mid-state-chapter-bbq-2014. AASP/MA Executive Director Jillian Zywien has been a space for meetings, seminars and edFollowing the BBQ, the Western senior account executive at ucational programs. Please look to Chapter will host their annual ClamLynch Associates for over six future issues of New England Automobake on Friday, September 26 at the years. She can be reached at tive Report and our Damage Report Polish-American Club in Feeding (617) 574-0741 or via email at jzywien@aaspma.org. newsletter for more information. Hills. As always, the Clambake will There are a lot of exciting things feature a giant raffle, shop owner occurring at AASP/MA. If you are prizes, and a 50/25/25 raffle. Do not miss this exciting event for a chance to win great prizes, eat not a current member of the association, please consider joining today or attend some of our fall programs. Become great food and spend a fun evening with your fellow shop a strong voice in building the success of the auto repair inowners. Support your industry and register TODAY! Visit dustry. http://aaspma.org/western-chapter-clambake-2014 for more information. AASP/MA’s fourth quarter statewide meeting will be Sincerely, held on Tuesday, September 9 at the Doubletree in Westboro. We have put together a panel of experts on aluminum vehicles and repairs. The program will feature Larry Montanez of P&L Consulting, Jason Bartanen of I-CAR and a representative from Ford Motors who will perform a Jillian Zywien demonstration. I am really looking forward to this event AASP/MA Executive Director because I know our members are eager to learn more about repairing these new vehicles, the potential costs of additional equipment requirements and training programs for MASSACHUSETTS

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

visit the following links to register for upcoming AASp/MA events: Midstate Chapter BBQ: Sept. 5 http://aaspma.org/mid-statechapter-bbq-2014/ 10 August 2014

Western Chapter Clambake: Sept. 26 http://aaspma.org/western-chapterclambake-2014

New England Automotive Report

AASP/MA Annual Casino Night: Nov. 15 http://aaspma.org/uncategorized/ casino-night-2014-gillette-stadium

2014 AASp/MA weSTern ChApTer AnnUAl ClAMBAKe Friday, September 26, 2014 polish American Club, Feeding hills, MA

$30 per perSon 5:45pm Doors Open! (Cash bar) 6:00pm Clam chowder served! 6:30pm Dinner (steamed clams, a complete BBQ chicken dinner & dessert!)

Giant Ra ffle Great Sh ! o Owner P p rizes! 50/25/2 5 Raffle

7:30pm Gold Sponsor Live Check presentation followed by our infamous Giant Raffle!

ADVANCE TICKETS AVAILABLE NOW THROUGH SEPT. 19! SORRY...NO DOOR SALES

SPONSORSHIPS AVAILABLE!! AASP/MA’s Western Chapter is once again sponsoring our Annual Clambake on Friday, September 26 at the Polish American Club in Feeding Hills. We have several sponsorship options available and would welcome multiple sponsors for each category. For more information, please call any committee member as soon as possible, but certainly no later than September 17. Sorry, but we cannot guarantee that your sponsorship or raffle prize will be printed in the brochure if we don’t hear from you by September 17. gold SponSor: $500

Shop owner SponSorShip:

• Company name/logo on all publicity • Company logo on cover of prize brochure • Your banner displayed on wall • Live check presentation (picture published in New England Automotive Report & Damage Report newsletter) • 2 complimentary clambake tickets

Donate a gift and we will draw one name from all the shop owners in attendance. Items in the past have included a masking machine, a laser fax/copier, a spray gun, an insulated coverall, RMC subscriptions, I-CAR classes and a basket of supplies. Or, donate approximately 35 items and present your gift personally to each shop owner. • Live expression of gratitude • Company name listed in a special category in the prize brochure.

Silver SponSor: $300 • Company name listed in prize brochure • Your banner displayed on wall • Live expression of gratitude • 1 complimentary clam bake ticket

BronZe SponSor: $200

generAl rAFFle priZe: Donate a raffle prize or two and your company name will be listed in the prize brochure. In years past, companies have donated items such as gas grills, copy machines, golf bags, televisions, apparel, coolers, gift certificates to restaurants and stores, car cleaning kits, etc. All donations will be labeled to announce your support of AASP/MA.

• Your banner displayed on wall • Live expression of gratitude, company name listed in prize brochure

TO DONATE A RAFFLE PRIZE, PURCHASE TICKETS OR INQUIRE ABOUT SPONSORSHIPS, PLEASE CALL ANY COMMITTEE MEMBER!

2014 Clambake Committee: Mike Beal: (413) 562-6764 Mike Boucher: (413) 525-4201 gary Cloutier: (413) 568-3441 dan lamontagne: (413) 268-3044 peter langone: (413) 786-4777 Andre Marcoux: (413) 733-7134 ed nalewanski: (413) 527-7622 don vermette: (413) 786-8226 paul Zollner (west Springfield Auto parts): (413) 335-1666 12 August 2014

New England Automotive Report

THANK YOU TO OUR GOLD SPONSORS (AS OF JULY 25): • ABSAP • AkzoNobel • Axalta Coating Systems • Bald Hill Dodge/Chrysler/ Jeep/KIA • Balise Wholesale Parts Express • Enterprise Rent-A-Car

• Hoffman Auto Group • LKQ • Long Automotive Group • Sarat Ford Lincoln • Sherwin-Williams • Transtar • West Springfield Auto Parts

New England Automotive Report

August 2014

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New England Automotive Report

August 2014

LEGAL PERSPECTIVE

repAiring oUTSide oF

The inSUrer’S eSTiMATe by James A. Castleman, Esq. I’ve noticed a certain issue coming to the forefront in the Massachusetts collision repair industry that I believed had been resolved many years ago. I had thought insurers would have accepted by now that repair shops do not have to perform repairs the way the insurance appraiser writes the job. But as I recently discovered, I guess I am wrong.

BACKgroUnd Last month, I was contacted by a repair shop that had taken in a damaged vehicle with some pre-existing, poorly repaired damage, as well as significant new damage caused by a recent collision. The customer wanted both parts of the car fixed, but did not want to pay the shop any more than the total amount that their insurer would agree to pay for the new damage. The shop agreed to do what the vehicle owner wanted, but told the customer up front that they would have to make repairs in a manner different from what the insurer would allow. The shop wrote a brief description of what it would do and had the customer sign a repair order, approving repairs to be done in whatever manner the shop wanted to make them and specifically waiving their right to know the exact repairs to be made so long as the cost did not exceed a specified dollar amount. An insurance appraiser came out and appraised the cost to repair the new damage, and subsequently also negotiated a supplement requested by the shop. The shop re-repaired the old damage and also repaired the new damage, but did so in a manner different from what the insurance appraiser had written. In particular, the shop had repaired a door and some other items, rather than replace them as the insurance appraiser had written. The shop had otherwise accomplished repairs in a satisfactory manner, although not necessarily as would have put the car into true pre-accident condition as written by the insurance appraiser. The shop prepared a final bill for the customer, itemizing exactly what repairs it had actually made, with a bottom line price equaling what the insurer had paid (which was just below what the customer had authorized as a maximum price). The customer picked up their car and drove out of the shop, apparently quite pleased with the work that had been done. The insurer found out that the shop had not made repairs as its appraiser had written, and apparently was not happy about it. In particular, the insurer was angered by the fact that the shop had requested certain repairs that the insurer’s appraiser had written in his supplement that the shop did not then perform. Purportedly on behalf of the 16 August 2014

New England Automotive Report

vehicle owner, the insurer had their attorney write a letter to the shop, demanding reimbursement for the repairs it had written that had not been made. The insurer essentially alleged that the shop had acted fraudulently because it had not made the repairs it had negotiated with its appraiser, yet had accepted the full amount of payment made by the insurer. The shop owner then came to see me, and I have responded on the shop’s behalf.

The governing lAw Insurance personnel should understand by now how the “direct payment” system of settling insured auto damage claims works in Massachusetts, as set out in governing regulations: On a collision or comprehensive claim, the insurer is obligated to pay their insured the full amount (less any deductible) of the cost of repair, as described in an appraisal written by the insurer’s appraiser. The insurer is additionally obligated pay the amounts determined by their appraiser in any supplemental appraisal. But, the claimant may then elect to not repair the vehicle at all, or may elect to have different repairs made or to have them made in a different manner. The election of the claimant to have no repairs or different repairs made does not excuse the insurer from paying the full amount necessary to repair the vehicle as written by their appraiser. It does allow the insurer, however, to reduce the insured actual cash value of the vehicle by the amount of the repairs not made. Unless it is a referral shop, a repair shop also has no obligation whatsoever to make repairs the way the insurance appraiser wrote them. The shop’s obligation is to make repairs the way their customer wants them made. It is a violation of the Attorney General’s consumer protection regulations for a collision repair shop to make repairs in a manner that differs from what their customer has requested and authorized, no matter what the insurance

“

i thought insurers would have accepted by now that repair shops do not have to perform repairs the way the insurance appraiser writes the job.

BUT i gUeSS i AM wrong.

appraiser has written in his or her appraisal. (For a referral shop, there may be a dilemma if the customer requests that repairs be made in a manner different from what their insurer has written. This depends on what the shop’s referral contract says.) Under the Attorney General’s regulation, a repair shop is supposed to record on their repair order the repairs requested by their customer, or, alternatively, a brief description of the problems that caused the customer to bring the vehicle to the shop. As explained in detail in prior New England Automotive Report articles I have written, the shop may then properly obtain their customer’s authorization for repairs to be made in one of four designated manners. As utilized by the repair shop referred to in this article, one of the ways to obtain proper authorization is to have the customer sign a written waiver (with a separate signature and with specific language set out in the Attorney General’s regulation) leaving it up to the shop to make repairs requested by the customer in whatever manner the shop chooses, so long as the total amount for repairs does not exceed a specific dollar amount agreed to by the customer. The shop is then required to render a final bill to their customer, setting out an itemization of the repairs that were actually performed and the total price charged. The itemization must have a list of all parts used in the repair, the price charged for each such part and whether the part was new, used, reconditioned or rebuilt. Additionally, the number of labor hours charged and the amount charged for the hours must be listed. The shop referred to in this article did exactly what is required. One of the allegations the insurer made was that the repair shop had requested that certain parts be replaced and that repairs be done in a certain manner, and had convinced the insurance appraiser to write his appraisal accordingly. They claimed it was then somehow improper for the shop to not use those parts or make repairs in that manner. The insurer alleged that this somehow violated the Auto Damage Appraiser Licensing Board regulations. Nothing in the ADALB regulations makes such actions on the part of the repair shop illegal or improper. The ADALB regulations assume that both the repair shop appraiser and the insurance appraiser are competent professionals who should know what is needed to repair a vehicle back into pre-accident condition. And as is well known in the industry, the two appraisers are then required to “attempt to agree” on the cost of repair. Nothing in the regulation then requires the shop to make repairs according to a negotiated appraisal, whether or not the appraised cost of repair has been agreed upon. According to the insurer, the shop’s actions also constituted a facilitation of the overpayment of the claim by the insurer, which is illegal. The problem is that there was no overpayment of the claim. What the insurer paid was what was actually necessary to properly repair the customer’s

car to pre-accident condition, as was recognized by the insurer’s appraiser in his own, independently written appraisal. Just because lesser repairs could be accomplished at the request of the customer and performed in a different manner does not mean that there was an overpayment of the claim. It just means that the customer was willing to live with a car repaired to less than pre-accident condition, if that could be done for less money. The insurer further alleged that the collision repair shop had violated the Division of Insurance regulations that set out Standards for the Repair of Damaged Motor Vehicles. In particular, the insurer said that the repair shop had improperly convinced the insurance appraiser to write for the replacement of certain parts when, in fact, the parts could have been repaired. The Division’s regulations require an appraiser to specify repair instead of replacement, unless the part is damaged beyond repair, or the repair costs more, or the operational safety of the vehicle might be impaired. The problem with the insurer’s allegations in this regard are at least twofold: First, it was the insurer’s own appraiser who wrote for replacement instead of repair. Second, it is not clear that the Division of Insurance Standards for Repair regulations even apply to collision repair shop appraisers. After all, repair shops are not governed by the Division of Insurance. Rather, they are governed by the Division of Standards, and, to some degree, by the Attorney General and the ADALB. The bottom line is that it appears to me that the repair shop that came to me for representation did nothing wrong. It was the insurer that did not understand what the law requires.

ConClUSion The last line of the book The Great Gatsby is: “So we beat on, boats against the current, borne back ceaselessly into the past.” It is time for the auto insurers in Massachusetts to stop being borne back ceaselessly into the past, and to finally understand that collision repair shops are required to perform repairs in the manner that their customers request, not in the manner that an insurance appraiser has written.

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. New England Automotive Report

August 2014

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AASP/MA ASKS YOU TO PLEASE SUPPORT OUR SPONSORS!

2014 AASP/MA NEWSLETTER SPONSOR

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

August 2014

SPONSOR SPOTLIGHT

ladies and gentlemen, Start your (enrollment) engines By Tye Elliott, vice president of Core Broker Sales at Aflac It’s midsummer, and engines are running hot – not just on the racetrack, but throughout the nation as temperatures soar and the asphalt shimmers. For most people, beating the heat means moving a bit slower, savoring an ice-cold drink and lingering in the path of an old-fashioned fan. Hold it right there! As an employer or business decision-maker, you shouldn’t slam the brakes on planning. Summer is the time to crank up the air conditioner and get to work on your company’s benefits plan. While late fall is generally associated with open enrollment, decision-makers should examine their offerings now – long before it’s too late to make changes that directly affect the financial well-being of employees. Here are a few things to consider:

employees have benefits on the brain. Each year, Aflac conducts the Aflac WorkForces Report (http://workforces.aflac.com), which asks employers and employees to share their opinions about health care issues and benefits. The 2014 study shows that workers’ interest in benefits options is high, driven largely by steady increases in deductibles and copayments.1 workers are worried. Although 41 percent of Aflac study participants said maintaining their health care benefits is of primary importance, the price of doing so is a budget-buster: The Kaiser Family Foundation reports that premiums have increased 80 percent since 2003, nearly three times as fast as wages and inflation.2 Employees are feeling the strain: 10 percent told Aflac that high medical costs have affected their credit scores, and 13 percent have been contacted by collection agencies about unpaid medical bills. Strong benefits reflect well on your organization. The Aflac study found that successful companies believe strong benefits packages are important to workers. They’re correct: 80 percent of employees say their overall benefits packages influence their engagement on the job and with their organizations. They also say benefits influence workplace well-being and employer reputations. voluntary insurance benefits are striking a chord with workers. Some employers leave voluntary insurance policies off their benefits menus because they don’t believe workers are interested in such plans, but the Aflac study revealed that 88 percent of employees consider voluntary insurance options an important part of a comprehensive benefits plan. Even more importantly, 52 percent who do not currently have access to voluntary insurance benefits say they’d be likely to purchase them if their employers made such plans available. Make decisions today that affect your company tomorrow. Wise employers are already meeting with insurance agents and brokers to determine what changes they’ll make to their benefits plans before this fall’s open enrollment. If your company is thinking about adding voluntary insurance to its benefits roster, consider that

1. The 2014 Aflac WorkForces Report is the fourth annual Aflac employee benefits study examining benefits trends and attitudes. The study, conducted in January 2014 by Research Now, captured responses from 1,856 benefits decision-makers and 5,209 employees from across the United States. 2. Kaiser Family Foundation and the Health Research & Educational Trust (2013), “Employer-Sponsored Family Health Premiums Rise a Modest 4 Percent in 2013, National Benchmark Employer Survey Finds,” accessed April 3, 2014 - kff.org/private-insurance/press-release/employer-sponsored-family-health-premiums-rise-a-modest-4percent-in-2013-national-benchmark-employer-survey-finds

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employees who participated in the Aflac study and who agree there’s a growing need for voluntary insurance benefits say coverage helps with challenges such as rising medical and coverage costs, increasing deductibles and copayments and changes to their benefits plans as a result of health care reform.

Remember: It may be hot outside, but you can keep things cool with your workers – and lure top new talent – by offering a sizzling array of benefits options.

managing and implementing strategic sales initiatives for the Core Broker Sales division across the United States. Visit www.aflac.com/brokers, call (888) 861-0251 or send an email to broker relations@aflac.com to learn more.

Tye Elliott, a 20-year insurance industry veteran, is Aflac’s vice president of Core Broker Sales. He is responsible for

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Locally, Aflac is sponsoring AASP/MA, providing dedicated personal service on-site to help with all aspects of their benefits needs. Members now have access to Guaranteed Issue products like Short Term Disability, Life Insurance, Critical Illness & Accident that they have not had access to before, and all at the employer’s preferred rate. No matter what their current health status or prior problems may be, members can get the coverage they need for themselves and their family. For more information, please contact Evan Cross, district sales coordinator (MA – Boston) at (508) 523-3047 (mobile), (617) 345-9044 (fax) or evan_cross@us.aflac.com. New England Automotive Report

August 2014

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August 2014

LOCAL NEWS

veteran repairer Buys First employer’s Building

Clockwise from top: Al Brodeur and his daughter Molly are expanding their business in new and exciting ways; The new shop’s Quonset hut will handle smaller repair jobs; “little princess:” A local legend for 45 years.

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in 1969, a young repairer named Al Brodeur kickstarted his auto body career by landing a job at South Street Auto parts in Marlboro. More than four decades later, he has returned to where it all began. Last October, Brodeur – who has helmed different incarnations of Al Brodeur’s Auto Body since 1970 – purchased the old South Street building (which had changed ownership over the years) and its surrounding 1.5 acres in an effort to expand his long-running business. With his main shop on Mill Street (a staple of the Marlboro community for 30 years) growing in popularity every day, he seized the opportunity to take on a second location. “All we do is body work there [at the other shop],” he explains. “The body industry is changing, and we had to diversify and start getting into more of the work that we used to send out to have other people do. We wanted to get more involved in doing mechanical repairs.” In addition to already bringing in three new hires, Al Brodeur’s South Street Auto offers city towing services, a special detailing area and an outdoor Quonset hut that will be used for smaller jobs. Once fully completed, the second shop will allow Al to nearly double the number of vehicles he can work on at a given time. While Al Brodeur’s South Street Auto will feature considerable innovation, it will also boast a nod to the past: “Little Princess,” Al’s original tow truck from the old days, proudly sits in the front of the building.

New England Automotive Report

Although the auto body industry sees its fair share of ups and downs (especially in a difficult market like Massachusetts), the Brodeur enterprise has continued to thrive by always delivering a level of service above and beyond the norm. “Dad has a reputation for being an honest person who’s operated his business with integrity and who does not lie, cheat and steal,” offers Al’s daughter (and current AASP/MA Vice President) Molly Brodeur, who has been with the business since 2006. “He’s prided himself on having relationships with everybody. You don’t come to Al Brodeur’s to get your car fixed; you come to Al Brodeur’s to have an experience. That’s why I think we’re in a position of being able to acquire another piece of property and grow the business even more and now be an epicenter for everything automotive.” Al is currently painting the outside of the new building and plans to have an extensive parking lot installed in the front in time for a special grand opening/ribbon-cutting ceremony and party in late October. After 45 years in business, Al Brodeur still finds tremendous satisfaction in using the skills he honed at the South Street Auto Parts location way back in 1969. “You really have to like what you do,” he says. “I think there’s an artistic element to being a body guy. You’re

A glimpse inside the new shop’s detailing area.

restoring something back to what it was originally, and you have the gratification of seeing that process go on. Instead of throwing things away, you can actually repair them and keep them going.”

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

New England Automotive Report

August 2014

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August 2014

FEATURE

THE 2015 FORD F-150: YOUR QUESTIONS ANSWERED In an effort to help the repair industry better prepare for the arrival of the 2015 Ford F-150, we reached out to Elizabeth Weigandt, dealer communications manager at Ford, to get answers to a variety of questions offered to us by readers and industry representatives. We present this question-and-answer session as a guide to Ford’s current position on a number of topics regarding this technologically advanced vehicle. What are your preliminary sales projections for the 2015 Ford F-150? What areas of the country will the vehicle be marketed to the most? I’m sorry, we don’t share sales projections on our products. Suffice to say, the F-150 is the top-selling vehicle in the US, which makes it popular everywhere. We are appreciative of our customer’s loyalty and we work very hard, year in and year out, to design and manufacture a truck that meets their expectations and needs. We believe the new 2015 Ford F-150 will delight them in its smart technology, efficiency and hard-working design. If a repairer has zero past experience with aluminum but wants to take advantage of the opportunity to repair the Ford F-150, how much money should they plan to invest in order to become compliant with the equipment/training specifications and be considered Ford-recognized? Ford estimates it will cost $30,000 to $50,000 for a dealer or body shop to purchase new equipment needed to repair damage to aluminum. What kind of rivet guns should be used on the 2015 F-150? Here is a full list of equipment (including the rivet gun) we recommend shops purchase for collision work on the new F-150:

What are the primary differences between aluminum repair and steel repair, and how might those differences affect a shop’s ROI and repair rates? We can’t project ROI for shops, but we can say that, in many cases, the new F-150 will actually be easier to repair. The new F-150’s innovative modular structure will significantly reduce time of repair, saving costs. Ford has used aluminum in body parts for years, such as in the hood of the 1997 to 2014 F-150. Apron tube: Can be repaired without dash removal Floorpan: Can be sectioned without requiring complete replacement rocker panel: Can be sectioned without requiring complete replacements B-pillar: Does not require disturbing the roof to be repaired How is Ford addressing concerns over volatility and cross contamination when aluminum dust enters a steel environment (and vice versa) during the repair of the 2015 F-150? We are recommending that dealers and independent shops purchase separate tools for aluminum repair work and section-off an area on the shop floor to be used only for aluminum collision repair work. This does not require a separate building – our list of recommended tools includes a separation/isolation system curtain that will prevent cross-contamination inside the shop. How does the refinishing process on the 2015 F-150 differ from a non-aluminum vehicle? The process is the same as the current F-150 and other Ford vehicles that have used aluminum panels since 1997. In regards to vehicle paint refinishing for the new F-150, the repair facility should follow all guidelines outlined in their respective technical information manuals/materials. All Ford Motor Company-approved refinish paint systems have extensive information in their technical training and support materials. What are the parameters/limits for pulling on the Ford F-150? The vehicle may require anchoring and pulling operations to correct collision damage. This may be done with the usage of the Ford-recommended solid cab mounts, to allow the pulling of the vehicle’s aluminum-intensive unibody along with any frame damage. With the damaged areas

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pulled back to proper dimensional condition, the affected areas are inspected for cracks, damaged fasteners and any other concerns, then replacement of any damaged components may be done per Ford guidelines and procedures. What are some misconceptions regarding the 2015 Ford F-150 that you have encountered in the collision repair industry that you would like to address? We are often asked whether Ford dealers or independent body shops have to become certified in aluminum repair to order Ford Genuine replacement parts or fix the new F-150. Our Ford F-150 Collision Repair Program is not focused on certification; it is focused on training and helping dealers and independents identify and install the right equipment so they can be ready to repair aluminum in the F-150. Like our other

vehicles, Ford dealer service staff will be provided with mechanical repair training through Ford’s training classes. I-CAR will also provide collision and body repair training developed in conjunction with Ford for both dealership staff and independent body shops. Also, Ford will not restrict which dealers or body shops can purchase Ford Genuine OEM collision repair parts to repair the all-new F-150. We recommend dealers and independent shops pursue training and purchase the proper equipment necessary to become aluminum repair-capable. MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

“Ford will not restrict which dealers or body shops can purchase Ford Genuine OEM collision repair parts to repair the all-new F-150.” New England Automotive Report

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LOCAL NEWS

AASp/MA Member named Massachusetts Family Business of the year Photos by Kristyn Ulanday On June 11, longtime AASP/MA member Fuller Automotive Companies (Auburn) was among the winners of the Massachusetts Family Business of the Year Awards announced by the Northeastern University Center for Family Business at a celebration event hosted at the Henderson House in Weston. Each year, the Northeastern University Center for Family Business recognizes Commonwealth companies with the Massachusetts Family Business of the Year Awards. Recipients of the Awards are selected by a panel of independent judges based on the following criteria: Business success, positive business and family linkages, multi-generational family involvement, contributions to the community and industry and innovative business practices or strategies. Fuller Automotive Companies, who won in the “medium firm” category (25 to 100 employees), was nominated by customer and friend, Senator Michael O. Moore. The long-running business also received special Certificates of Generational and Centennial Achievement and was recognized and welcomed to the 100 Year Club. Every year, Fuller Automotive donates thousands of dollars to various organizations in their community. This includes Auburn Youth and Family Services and sponsorships of local sports teams, groups and clubs. Fuller’s most recognizable additions to the community include a $10,000 donation to the Auburn High School for a new scoreboard in 2009 and a $10,000 donation to the Pappas Sports Complex in 2012. In 2013, Fuller Auto Body participated in the “Recycled Rides” event along with Hanover Insurance and other local vendors. Recycled Rides is a nationwide community service project in which Fuller Auto Body, a member of the National Auto Body Council (NABC), repaired and donated a recycled vehicle to family in need in the

shop’s community. Additionally, Fuller Automotive continues to be standing members of the Chamber of Commerce, Better Business Bureau and I-CAR Volunteer Committee while also devoting time to being involved with the local vocational high school by maintaining spots on its Advisory Board and employing current and former students. Fuller Auto Body co-owner Josh Fuller was proud to accept the award on behalf of his family business. “It was great to see the recognition for our family and everybody who’s contributed over the years,” he says. “It’s a great thing for our employees, too. Over the years, there have been hundreds of employees who have contributed to fulfilling what we stand for – being good to customers and continued on pg. 37 Josh Fuller of Fuller Auto Body with his wife Michelle at the Massachusetts Family Business Awards.

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LOCAL NEWS

AASp/MA Member Brings Consumer Message to radio, Tv what does your insurance company want? do you think they want the safest repair, or do you think they want the cheapest repair? with that in mind, why would you bring your car to a place your insurance company recommends? The above message is being heard in Massachusetts now more than ever thanks in large part to AASP/MA member Justin Forkuo (290 Auto Body, Worcester), who has spent recent times bringing a much-needed media spotlight to consumer safety in the collision repair process. It all started on June 13, when Forkuo accepted an offer to appear as a guest on The WCRN Morning News with Hank Stolz (WCRN 830 AM; www.wcrnradio.com). In only a few minutes, Forkuo was successful in explaining the importance of customers choosing a body shop based on quality, not price. “I stand for safety; it’s number one for me,” he says. “Safety is not the first thing on the minds of insurance companies and those shops that are working for insurance companies. Money is the first thing on their minds.” Forkuo’s appearance on the show led to an increase of local attention to his shop, a business that he insists will always perform repairs with the customer – not the insurance company – in mind. “Once I give the message to one person, and they understand it, they want to tell 10 more people,” he says. “As soon as I give someone the message of how my company works and what I’ve built this company on, they understand that it’s a whole different world than what they’re going through – especially the perception that an insurance company wants to help you.” To further illustrate his point, Forkuo compares the auto body world to the Solar System. “In the Solar System, there are different planets,” he explains. “The core of Planet 290 Auto Body is the consumer,

and the axis is their safety. That’s what makes our planet revolve. On those other planets, the core is money and the axis is the insurance company. I’d like to hear one of those shops say their consumer is number one if they’re working for the insurance company.” Forkuo’s positive experience on the Hank Stolz’s radio show has led to other media offers in the area, including an appearance on The Hank Stolz Experience TV show (www.chartertv3.com/default.asp?linKnAMe=The_hA nK_STolZ_eXperienCe) on July 14 and an upcoming spot on the Black Legacy Presents TV show (www.wccatv.com/video/black-legacy-presents) on August 4. Black Legacy Presents is a production of the Black Legacy Coalition, a volunteer group “looking to help make Worcester a city where the broader Black community thrives.” The show offers diverse perspectives on various topics including politics, economics, education, arts and youth. Above all, Forkuo is hopeful that his efforts will go a long way in convincing the Worcester motoring public that they do not have to use a body shop simply because an insurer tells them to go there. “I’ve had people tell me, ‘I thought I had to go there’ or “I didn’t know that I could go to another place,’” he reveals. “It all revolves around what insurance companies have been telling consumers when they get in accidents. It’s steering.” In addition to his AASP/MA membership, Forkuo is actively involved in I-CAR and the National Auto Body Council (NABC). 290 Auto Body is fully certified by Honda, General Motors and Chrysler and is one of the only facilities in the City of Worcester to achieve I-CAR Gold Class status. More information on Forkuo and 290 Auto Body is available at www.290autobody.com and www.facebook.com/290autobody. MASSACHUSETTS

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASp/MA Member named Massachusetts Family Business of the year continued from pg. 33 treating them right.” In recognition to the Northeastern University honor, the Fuller operation received a special “Salute” by the Worcester Chamber of Commerce at a special June 19 Breakfast Club meeting at the Beechwood Hotel. Fuller has been a name in the Massachusetts automotive repair industry since 1914. Now a fourth-gen-

eration family enterprise, Fuller Auto Body is currently owned by Josh and his brother Chris. The Fuller brand includes Fuller Automotive, Fuller Auto Body, Fuller Pre-Owned Auto Sales (run by family partner Dana Stoico), SpeeDee Oil Change, Fuller Tire Center and Rapid Auto Rental. All businesses are together at one “campus” on Route 20 in Auburn.

More information on Fuller Automotive is available at www.fullerauto motive.com. More information on the Northeastern University Center for Family Business can be found at www.mafba.com.

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COVER STORY

The

Season

inSide AASp/MA’S FAll evenT SChedUle As the summer season comes to a close, AASP/MA is busy promoting a series of exciting special events planned for the remainder of 2014. The happenings discussed in this feature will offer countless opportunities for you and your staff to have an unforgettable time while making AASP/MA a stronger force in the collision repair field. Family-Friendly industry Support On September 5, AASP/MA will kick off their fall event schedule with the MidState Chapter BBQ at the Hudson Elks in Hudson. A true family-friendly affair, the evening party will feature music, food and prizes and makes a great way for any AASP/MA member to treat their employees to a special night out. Additionally, the night will feature special free meals and raffles for children under 12. AASP/MA Vice President Molly Brodeur, who helps organize the event alongside association members John Lundy (Imperial Cars) and Tom Ricci (Body & Paint Center), feels that this year’s event will offer something for 40 August 2014

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everyone. “We’re really trying to encourage people to bring their spouses, boyfriends, girlfriends and kids and not worry about getting a babysitter,” she says. Beyond hosting great food and good entertainment, the MidState Chapter BBQ exists to support one of the greatest causes imaginable: The future of the collision repair industry. The funds raised by the event go towards the AASP/MA Tool Grant to help Massachusetts automotive repair programs flourish. This is in line with the association’s ongoing efforts to build stronger relationships with vocational schools in the state. In addition to hosting a special “vocational roundtable” with a number of school representatives earlier this year, AASP/MA recently created a special vocational school database with contact info for every instructor in the area. These dedicated teachers will be invited to be a part of this year’s BBQ. “We really want to have instructors and students come, participate and see what it is that we’re doing while having fun at the event,” Brodeur says.

Above all, AASP/MA hopes that this year’s Tool Grant will be utilized by instructors in the best way possible. “We are always trying to make sure we are doing the right thing with the money that we’re able to raise,” Brodeur says. “Going forward, one of the things we’re going to change is making sure that we have a connection to the recipients and are able to find out what they did with the Grant money. What we heard from the instructors was that they love the Tool Grant, but they would really love the flexibility to decide how they’re going to use the money. One instructor said they wanted to give it in the form of some tools to one particular student, while another said they would really like the money to pay for the I-CAR ProLevel 1 training they can do now. I think it’s important to allow the schools to utilize the money how best they see fit for their classroom and their students.” More information on the AASP/MA BBQ (including a list of current sponsors) is available on page 11. Clams & Camaraderie The MidState BBQ isn’t the only Friday Night AASP/MA gathering worth checking out next month. On September 26 at the Polish American Club in Feeding Hills, the Western Chapter will host its annual Clambake, an extremely popular event that draws hundreds of shops and other industry supporters from throughout the area. Even at the end of the week during a busy time of the year, AASP/MA members far and wide wouldn’t miss the Clambake for the world. “People talk about the Clambake yearround,” says Western Chapter Acting President Dan Lamontagne (White Lightning Auto Body). “Everybody looks forward to it; it’s a relaxing night out, and everybody has a good time. In all the years I’ve been going, I haven’t heard of anybody who said, ‘I’m never coming back to this thing.’” For fellow Clambake Committee member Gary Cloutier (Cloot’s Auto Body), the event represents the true meaning of automotive community. “More than anything, it’s the camaraderie – running into people you haven’t seen in a while,” he says. “It’s about know-

2014 Casino night Sponsorship opportunities geT TonS oF AddiTionAl eXpoSUre For yoUr CoMpAny’S BrAnd AT AASp/MA’S 2014 CASino nighT By BeCoMing An evenT SponSor! If you have any questions about the opportunities listed below or would like more information on becoming a sponsor, please contact AASP/MA at (617) 574-0741 or jzywien@aaspma.org.

Tournament Sponsor: $7,500 “high roller” Sponsorship: $5,000 exclusive Casino night gift Sponsor: $3,000 “pit Boss” Sponsorship: $2,500 “Card Shark” Sponsorship: $1,500 dinner and dessert Sponsor: $1,000 Board of director Sponsor (2 available): $750 Jim Simeone Texas hold’em Tournament Sponsor: $1,000 Cribbage Tournament Sponsor: $1,000 gaming Table Sponsor: $750 Spin & win with Bald hill Auto group Sponsor: $650 Stadium ribbon Screens Sponsor: $500 end Zone Signage Sponsor (Jumbotron): $750 Stadium Tour: $500 Cup Sponsor: $600 Company Table Sponsor: $1,250 New England Automotive Report

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COVER STORY ing you’re a part of an association and meeting up with people who all have the same issues to deal with. It’s still a David and Goliath fight; at [the Clambake], all the Davids get together.” Cloutier and his wife Liz will be among the AASP/MA volunteers who will organize the Polish American Club the night before. This will include setting up the many amazing prizes offered by an ever-growing list of area vendors and sponsors. Without their strong support, the Clambake would not be possible. “It’s a mutual give and take,” Cloutier says. “They support us because we’re buying from them. We need each other, so that’s why we get such a good turnout.” A paint sales rep for West Springfield Auto Parts, Clambake Committee member Paul Zollner works to spread the word to shops in the region and get sponsors actively involved in making the night a success. After already serving three years on the Committee, he looks forward to doing his part to make his fourth Clambake experience the best yet. “It’s a good time,” he says. “I don’t mind helping out [by] making sure a raffle goes through and everybody has their tickets, and by doing little odds and ends just to make sure [the Clambake] goes smoothly.” Although he is retired from the industry, legendary Massachusetts industry veteran Mike Beal has been lending a much-appreciated helping hand throughout the planning stages of this year’s Clambake, assisting in reaching out to sponsors and getting the general logistics of the event in order. Since he spends most of his current days traveling with his wife Mary, he is especially excited to touch base with his many friends in the industry at this year’s event. “I get to see a lot of people I don’t see throughout the year,” he says. “Now that I’m retired, [the Clambake] is a ‘catch-up’ time.” Like the other Clambake volunteers, Cloutier is looking forward to being a part of one of the most enjoyable nights of the year. “I don’t look at it like it’s taking anything away from my time,” he shares. “As far as I’m concerned, you should always be giving something back to the industry you’re in. Whether you’re a body man, a plumber or an electrician, if you’re not part of an association, you’re missing out.” More information on the AASP/MA Clambake (including a list of current sponsors) is available on page 12. A (new) night to remember Of course, no successful AASP/MA event schedule would be complete without the annual Casino Night. Slated for November 15, this year’s gathering will be held at an exciting new venue - the Putnam Club in Gillete Stadium in Foxborough! “Since this is AASP/MA’s most popular event among our members, we want them to feel appreciated for their

continued support and participation, ” offers AASP/MA Executive Director Jillian Zywien. “Gillette Stadium is the perfect way to show how thankful we are for all their efforts throughout the year. We sought to create an event that members could be proud of and also be excited to attend and bring guests. Over the years, this event has continued to grow; we looked at several venues that would accommodate expansion. The Putnam Club was hard to beat.” The event at the Putnam Club will enhance the Casino Night experience for attendees through AASP/MA’s exclusive stadium tours, priceless scenery, expanded gaming experience and a few additional surprises that will be revealed that evening. The association has also improved the experience for their valued vendors and sponsors, including opportunities to advertise in the end zones, on the ribbon screens surrounding the stadium and in the association’s new electronic ad book, which will be displayed on several television screens inside the Club. (Vendors and sponsors can find AASP/MA’s new advertising and sponsor packages on page 41.) Naturally, the special stadium tours are a very attractive part of the revitalized Casino Night. “The stadium tours are an exclusive offering to our members this year,” explains Zywien. “Members who sign up for the tour will have the privilege of seeing the stadium from a player’s viewpoint! The tour will cover the visiting team’s locker room, a view from the sidelines and much more. Tours will be given at the beginning of the night’s festivities so as not to affect gaming play.” As in past years, the 2014 Casino Night will feature a slew of amazing prize offerings. As the event gets closer, please check future issues of New England Automotive Report and AASP/MA’s Damage Report newsletter for sneak previews of these goodies. While the location and some of the attractions might be different this year, the tradition of togetherness and fun established over the years at the Casino Night will continue to be at the heart of this amazing annual event. “Casino Night provides a rare chance for our members to relax and enjoy spending time with their significant others, employees and their fellow shop owners,” Zywien says. “Events like these are what creates a strong and united community. This opportunity gives all of our hardworking members a night to remember.” The 2014 Casino Night will sell out. Please go to www.aaspma.org to register online or to receive information on all of the association’s upcoming events. MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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180BIZ FEATURE

groove or rUT? by Rick White Are you still in the groove, excited each morning about the opportunity that awaits you, or are you in a rut starting to fall back into autopilot, making getting to the end of the day your only goal? “Rick,” you may be wondering, “how do I stay in the groove?” I’m glad you asked! Excitement and enthusiasm are the natural byproducts when you first start down the path with a big idea or goal. Over time, the excitement dwindles, making it harder to stay motivated and focused. Let me share with you the five actions I take that are keeping me moving forward.

“visit” the image of my destination in my mind. I close my eyes and I can actually see and feel what it looks like. My image is so clear that it gets me pumped up and ready to rock. It only takes a moment, and I do this in the morning, at lunchtime and just before

stopping for the day. Second, I write down my goals every morning and night. Again, this takes just a minute to do and reinforces my destination. The third thing I do is keep my vision board in front of me all the time. It’s the background on my computer and

1. Feed your mind first. Before you can help others, you need to care for yourself first. Likening your mind to a garden, thoughts and ideas are seeds planted every moment you are awake. As the caretaker or gardener, you have the responsibility to plant, feed and nurture those thoughts (seeds). You can neglect your gardening and weeds (negative thoughts) will overrun your garden in a very short time. You don’t have to plant weeds; they just happen. Or you can plant seeds that will bear fruit (positive thoughts) and nurture them daily with effort, it’s your choice. I choose to work my garden every day by starting each morning thinking of five things I am truly grateful for and then follow that up by reading or listening to something positive for five or 10 minutes. At the end of each day, I review my successes of the day and once again, read or listen to something positive for 5 or 10 minutes. Everything starts in your mind, so be careful what you allow in. 2. Keep your eye on the prize. You need to remind yourself constantly of where you are going. I do three things every morning to reinforce my focus on my desired destination. First, I New England Automotive Report

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180BIZ FEATURE phone, and I have it printed out in my bedroom and bathroom. A vision board is simply a collection of pictures that represent my goals visually. If you would like to see my vision board, let me know and I will share it with you. 3. don’t just think about what you want; take action towards achieving it. Don’t get stuck in analysis paralysis, overthinking and scheming... doing nothing. I find that taking deliberate action towards my goals keeps me excited and enthusiastic because I

am actually doing something! Try it; you will be amazed at just how invigorating this one step is! 4. Measure, measure, measure. It is imperative that you are able to measure your progress as you move towards your destination. Like losing weight, seeing progress feeds your motivation to continue and feeds the feelings you get from taking action. You must measure daily, track your progress and make adjustments as needed. Remember to stay firm on

your destination and flexible on how you get there. 5. Celebrate often. Waiting until you get to your final destination before celebrating can actually work against you. At some point you may think, “Why bother?” What you want to do is celebrate all the time! It might be as simple as a fist pump followed by a big old “YES!” to something more elaborate. These smaller celebrations keep you excited and wanting to reward yourself more. So if you want to increase sales, instead of waiting until you realize your sales goal to celebrate, celebrate when you get a referral or get up early to visit that fleet that you’ve wanted. See what I mean? The bottom line is that motivation doesn’t last forever. You have to set yourself up daily for wins along the way that will keep you pumped up, focused and on fire. Like Zig Ziglar says, “People often say motivation doesn’t last. Neither does bathing—that’s why we recommend it daily.”

Stay motivated and see the greATneSS within you! MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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, oneon-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. 52 August 2014

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ATTENTION

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA MEMBERS: HAVE YOU REGISTERED ON THE ASSOCIATION’S WEBSITE???

Don’t miss out on important AASP/MA updates, events and news! http://aaspma.org/index.php?/register/2012-aasp. Cut & paste this address into your browser to get started!

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