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PLUS:  What You Must Require From Your Estimators WACTAL Helps WI Reps Pass New VIN Bill
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2016-2018 WACTAL BOARD of DIRECTORS President Larry Terrien, MJ Collision Center larry@mjcollisioncenter.com Vice President Mark Williams, Williams Auto Body mark@williamsautobody.com Secretary Ronnie Goss, Goss Auto Body, Inc. ronnie@gossautobody.com
Winter 2018
Vol. 5, Number 2
CONTENTS
Treasurer Sue Black, Dean’s Auto Body suzieq@deansautobody.com
PRESIDENT’S MESSAGE................................................................5 Change is Coming in Our Industry by Larry Terrien
Directors Eileen Haberman, Glen's Auto Body, Inc.
WACTAL RECRUIT-A-MEMBER PROGRAM ............................................5
Mike Miyagawa, M & M Auto Body Inc.
LOCAL NEWS ............................................................................7
Michael Taylor, Zimbrick Chevrolet-Sun Prairie
WACTAL MEMBER SPOTLIGHT ........................................................9 Draxler’s Service Center by Kristen Dalli
Tracy Black, Dean’s Auto Body, Inc. Association Administration Sue Peterson wactal@execpc.com / info@wactal.com (800) 366-9472 Lobbyist Jolene Plautz jplautz@aol.com
PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 • FAX: 973-235-1963 ADVERTISING: 973-667-6922 • alicia@grecopublishing.com
2018 WACTAL CONFERENCE & TRADE SHOW PREVIEW..............................10 WACTAL BENEFIT PROGRAM ..........................................................13 TALKING TECHNICAL ........................................................................14 What You Must Require From Your Estimators by Larry Montanez III, CDA Ask Mike ......................................................................................16 What is the Value of Shops Attending National Industry Events? by Mike Anderson WACTAL MEMBERSHIP APPLICATION ................................................18
PUBLISHER Thomas Greco (thomas@grecopublishing.com) SALES DIRECTOR Alicia Figurelli (alicia@grecopublishing.com) CREATIVE DIRECTOR Lea Velocci (lea@grecopublishing.com) EDITORIAL DIRECTOR Joel Gausten (joel@grecopublishing.com) EDITORIAL / CREATIVE COORDINATOR Kristen Dalli (kristen@grecopublishing.com) OFFICE MANAGER Donna Greco (donna@grecopublishing.com)
ADVERTISER’S INDEX Axalta Coating Systems ..........................IFC Dentsmart ................................................17 American Honda Motor Co......................OBC
International Autos Waukesha..................IBC
AkzoNobel...............................................IBC
Morrison’s Auto Parts ..............................4
Body Shop Supply Co. ............................6
Straight and Square ................................8
Buerkle Hyundai ......................................IBC
Zorn Compressor & Equipment ..............8
www.grecopublishing.com Wisconsin Automotive News is published quarterly by Thomas Greco Publishing, Inc., 244 Chestnut Street, Suite 202 Nutley, NJ 07110. Distributed free to qualified recipients; $48 to all others. Additional copies of Wisconsin Automotive News 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 Thomas Greco Publishing, Inc. or of WACTAL. Copyright © 2018 by Thomas Greco Publishing, Inc. Cover image © www.istock.com.
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President’s
Change is Coming In Our Industry This past October, I headed out to Vegas for the annual SEMA Show. While I was there, I had the opportunity to attend a presentation hosted by Todd Tracy and Erica Eversman on how to avoid litigation. Tracy is the infamous attorney who advocated for following OEM guidelines to the letter, and is responsible for the $42 million verdict handed down to John Eagle Collision Center in Dallas, while Erica is a well-known attorney throughout the industry – and a featured speaker at our upcoming convention. The John Eagle case – and the subsequent verdict – were very large topics of conversation at the presentation. The panel also featured a former body shop owner who had lost his shop because of a liability
MESSAGE
lawsuit. The packed house had a lot of questions and concerns, and in the end, the information was invaluable for those in attendance. I have been in this industry for over 45 years and I don’t think that I have ever seen anything as game-changing for our industry. Erica will have a lot more to say on this topic – as will the other presenters – at the WACTAL convention this spring. This is one convention that you truly cannot afford to miss. Your business’ existence and your customers’ lives may depend on it! For more information, and to register for the convention, see page 10.
Larry Terrien WACTAL President
WAN
Recruit-a-Member Program For each member an existing WACTAL member recruits, the sponsoring (existing) member will receive a one-time $50 credit toward their membership dues. There is no limit on the number of members an existing member can recruit. If the dollar amount of the credits exceeds the sponsoring member’s annual dues, the excess amount will carry forward to subsequent years.
No monies will be paid out and credits cannot be cashed out. Credits cannot be split amongst multiple members. The sponsoring member’s individual and business name must be listed on the new member’s Application for Membership as the sponsoring member. If the new member had been a WACTAL member during the prior calendar year, no commission will be allowed. This program can be rescinded or amended without prior notice. In the event the program is rescinded or amended, credits for applications received after the change will be processed under the new program. No credits will be issued if the program is rescinded.
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WACTAL Members Work with State Representatives to Pass New Bill
Local
NEWS
by Kristen Dalli
Last August, Wisconsin passed a new bill into law that makes it legal to remove and replace a vehicle information label that contains a VIN number when it’s a necessary part of a repair. WACTAL President Larry Terrien and Vice President Mark Williams worked closely with Senator Robert Cowles and Representative David Steffen throughout the process of writing the bill, and then ensuring that it passed into law. According to Terrien, this has been a longstanding issue since the 2014 WACTAL convention when the guest speaker – a state trooper who was in charge of vehicle inspections at the time – shared his opinion that any “tampering” with the VIN was illegal – including any label that contained a VIN. “After much apprehension and concern from WACTAL member shops, I contacted the then head of the Wisconsin D.O.T. (Department of Transportation),” Terrien explained. “He stated that it was his opinion that it was not illegal to replace information labels, and that we should continue to do so until the issue got resolved. After several meetings over the next two years with the D.O.T. and the state patrol, it became clear that the issue would never be resolved without legislation to clarify it.”
As luck would have it, Williams had previously worked on Senator Cowles’ car, and contacted him to set up a meeting. “We met with Senator Cowles and explained the issues we were having with the replacement of the information labels,” Terrien continued. “We discussed the vital information that is on these labels, and the importance of having them back on the vehicle following repair. He was very supportive and agreed to author SB90, a bill allowing for the removal and replacement of vehicle information labels when required for the repair of a vehicle.” “By going over with them the intent of what we’re trying to do and why we needed to do it, both Senator Cowles and Representative Steffen gained a better understanding of the bill, and could then talk about it with other supporting senators and representatives,” said Williams. “They helped us get the sponsorship needed to run the bill through the process. “Then when it got to the committees, through both the Senate and the House, Senator Cowles and Representative Steffen came and testified, and Larry and I and several other
WACTAL President Larry Terrien presents Senator Robert Cowles with Legislator of the Year Award.
Representative David Steffen also receives Legislator of the Year honors from WACTAL Vice President Mark Williams.
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continued on page 17
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Serving Northwest Wisconsin
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Draxler’s Service Center
WACTAL
Member
SPOTLIGHT by Kristen Dalli
Hewitt, WI Draxler’s Service Center in Hewitt, Wisconsin opened its doors in 1950, and today, Travis Wienke runs the thirdgeneration family business. Weinke changed careers 10 years ago to help his wife’s family, who owns the facility. “My wife’s grandfather opened the shop in 1950, and her father ran it for 30 years,” Wienke explained. “I took over 10 years ago. Before this, I was a special education teacher. I was always into cars, and I did some work on cars on the side.
The Draxler's crew (L-R): Mike Draxler, Vickie Draxler, Paul Draxler, Josh Haebig, Eddie Finup, Rebecca Draxler-Wienke, Travis Wienke and Jason Jonas.
“When my wife’s father got sick, they needed some help, and they asked me to come into the business.” Draxler’s has been a Wisconsin staple for so long, Wienke wasn’t sure exactly when the shop became an official WACTAL member. However, he hasn’t been a stranger to the countless positive effects of being an association member. “Our plaques go all the way back to 1989, so I would imagine that’s the first year. Because of WACTAL, we’ve been to the trade shows to keep up with what’s coming out. We’ve also been able to connect with other local shops and share information and call each other for advice. “I really enjoy utilizing Wisconsin-based places and
Winter 2018
businesses. I’m also a member of Wisconsin Independent Businesses (WIB), and I try to stay with local places as much as I can.” According to Wienke, Draxler’s start to finish restorations of classic cars is what helps them to stand out among other area body shops. “We also handle insurance claims and crash work, but we specialize in classic car restorations. On top of that, we’re a full service facility - it’s not just a body shop. “We have a mechanical shop, a body shop, we do our own towing, we have used cars, we have classic cars for sale and a gas station and a convenience store all at one site.” Draxler’s currently has 22 employees, and Wienke attributes the success of the facility to their tireless work and dedication. “Our body shop manager Josh is a key piece to our business. Paul, our body shop technician – he’s actually my brother-in-law – does a very good job. We also have a classic car specialist, Jason, who does a lot of engine and transmission assembly work. “I wouldn’t want to leave anybody out, though,” Wienke added. “They all play a pretty big part in this business.” When it comes to keeping up with the demands of an ever-changing industry, Wienke mentioned that all of his body shop employees are ASE and I-CAR certified, and always stay up to date on different training classes. However, he also has other means of motivating his employees to stay at the top of their game. “I set goals for them. Last year, I told everybody if they make ‘x’ dollar amount in sales, I’ll send them on a vacation to a location of their choosing. I try to offer them benefits or commission to give them incentive to work a little harder and go that extra mile.” Having been in business for over 60 years, Draxler’s often relies on word of mouth to gain new customers, but the company’s active participation in community events also aids in ushering in new customers. As for the industry at large, Wienke believes that the association should focus on developing a better relationship with area vocational schools, so as to combat the lack of continued on page 17 9
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Reference Leader #606459 when making reservations.
SchedULe of eventS friday, february 16
Saturday, february 17
9am - 11:30am: A Day with Mike & Friends
7:30am - 8am: Membership Meeting with Breakfast (WACTAL members only)
8am: Registration
11:45am - 12:45pm: Luncheon
7:30am: Registration
1pm - 5pm: A Day with Mike & Friends (cont.)
8am - 10am: Repairer Liability: Truths, Fallacies & Reality
5pm - 8pm: TRADE SHOW
10am - 2pm: TRADE SHOW
3pm-4:30pm: Spouse Program - Balancing & Managing Stress with Essential Oils 8pm - 11pm: Hospitality Social
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8:30am - 10am: Spouse Program: Cleansing Your Life with Essential Oils
12:30 - 4:30pm: I-CAR Classes Vehicle Trends & Diagnostics (TV117L01) Art & Science of Estimator Interaction (ES045L01) You must register with I-CAR for these classes. Visit www.i-car.com to register.
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PRoGRAM deScRIPtIonS A day with Mike & friends by Mike Anderson, President of Collision Advice This is a must-see presentation by Mike Anderson, creator of “Who Pays for What” surveys. Learn about new estimating tools to help capture more not-included operations. Learn how to attract and increase sales. How will the increased role that OEMs play in the collision repair industry affect you? Mike is an acclaimed champion of everything that is, or could be, right about the industry. As one of the most knowledgeable people in his field, he’s a sought after speaker, author, and consultant, who can discuss and teach on a wide range of topics. Various industry representatives will join Mike in his presentation.
Repairer Liability: truths, fallacies & Reality by Attorney Erica Eversman If the multi-million dollar award in Texas for improper repairs hasn't shaken you, Attorney Eversman's presentation will. Would you be able to survive a lawsuit for improper repairs - real or perceived? The hidden dangers of vehicle technology, improper repair methodology, and your liabilities are real. Ms. Eversman is the chief counsel for Vehicle Information Services Inc. She is a frequent speaker and author of automotive legal topics and recently participated in the panel discussion at the SCRS OEM Collision Repair Technology Summit. Ms. Eversman is a magna cum laude graduate of Wells College, a summa cum laude graduate of the Cleveland-Marshall College of Law and is working toward a Ph.D through Rushmore University.
tRAde ShoW coUPonS Register for the Conference Package and receive a $20 Trade Show coupon. Trade Show coupons are valid toward new purchases during trade show hours. Coupons may not be used on prior purchases and have no cash value. Winter 2018
dRAWInG foR tv Register for the Conference Package and you’ll be eligible to win a Samsung 43" Ultra-HD Smart TV. Must be present to win. Spouse Program - Balancing & Managing Stress with essential oils by Laura Lee Lotto Has your stress taken over? Do you struggle to keep your cool? Is your sleeping less then stellar? Is your health being adversely affected? Health & wellness coach, Laura Lee Lotto, will take you on a journey of selfawareness and explain how therapeutic grade essential oils can be the missing tool you have been searching for!
Spouse Program - cleansing Your Life with essential oils by Laura Lee Lotto In our modern world, chemicals and toxins are everywhere. Have they been affecting you negatively? Are you looking for a way to help you or your partner cleanse their body? Chemical exposure can affect our hormones, mental health, physical health and have very dangerous long term lasting affects. Mother Nature has some powerful solutions with pure plant oils. Health & wellness coach, Laura Lee Lotto, will show you the easiest and safest way to clean up your home and your body using essential oils.
visit WActAL.com for updates and announcements leading up to the 2018 WActAL conference & trade Show, or contact the WActAL office at 800-366-9472. 11
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WActAL 2018 confeRence & tRAde ShoW ReGIStRAtIon foRM
Name(s) ____________________________________________________________________________________________________________________________ Business: __________________________________________________________________________________________________________________________ Phone: _________________________ Fax: _________________________ Email: _____________________________________________________________
Address: ____________________________________________________________________________________________________________________________ City, State, Zip: _____________________________________________________________________________________________________________________
ReGIStRAtIon feeS
conference Package includes Seminars, Luncheon, Hospitality and Trade Show _____ @ $ 145 WACTAL Member (per person)* _____ @ $ 175 Non-WACTAL Member (per person)* friday only includes Friday Seminars, Luncheon, Hospitality and Trade Show _____ @ $125 WACTAL Member (per person) _____ @ $145 Non-WACTAL Member (per person) Saturday only includes Saturday seminar and Trade Show _____ @ $ 70 WACTAL Member (per person) _____ @ $ 85 Non-WACTAL Member (per person)
friday Luncheon (additional tickets) ______ @ $25 per person
Spouse’s Program includes programs both days ______ @ $25 per person trade Show onLY (either or both days)
= $ ________________ = $ _______________ = $ _______________ = $ _______________ = $ ________________ = $ ________________ = $ _______________ =$ _______________ no chARGe
totAL dUe = $ _______________
*Each person registered for the Conference Package will receive a $20 Trade Show Coupon. Trade Show coupons are valid for new purchases during trade show hours on Friday and Saturday. Coupons may not be used on prior purchases and have no cash value.
PAYMent oPtIonS circle one: _____Check (Payable to WACTAL)
_____ Credit Card (MasterCard or Visa)
Card Number: _________________________________________________________________ Expiration Date: _____ / _____V Code: _________
Signature: ___________________________________________________________________________________ Billing Zip Code: _________________
Mail or fax this form with payment to: WACTAL • W226 S1742 State Road 164 S, Waukesha, WI 53186 (262) 542-0906 fax • (800) 366-9472 • (262) 542-7707 • info@wactal.com Lodging: Call the Wilderness Resort, Wisconsin Dells for room reservations (800) 867-9453. Reservations must be made by
January 16, 2018 to receive the special conference rate. Mention Wisconsin Auto Collision and leader #606459 when making reservations.
Registration deadline: february 5, 2018 (availability of lunch tickets cannot be guaranteed after deadline) 12
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Talking
TECHNICAL
What You Must Require from Your Estimators By Larry Montanez III, CDA A lot is wrong in the collision repair industry, but much of it you cannot control or change unless you alter the way you think. You need to focus on what you actually have control over, which is your business and how it operates. The biggest issues facing a repair facility are investment capital; credit issues; marketing capital; technician procurement and retention; Repair Order (R.O.) severity; quality and efficiency; and claim negotiation misunderstandings. These all take time to achieve, implement or perfect, but some can be easier to accomplish than others. RO severity, quality and claims negotiations can be corrected in a more reasonable amount of time than some of the other issues facility owners face. The most common cause for most of the issues in a repair facility stem from those who write estimates. Some of the estimators (including some who are also owners) in the US lack the training, education and general knowledge necessary to do the job correctly. Some of them also lack motivation and enthusiasm. In this article, I will break down the possible issues and inadequacies of the estimators in your facility and help you evaluate your own estimators. Identity Crisis Estimate: Verb: Roughly calculate or judge the value, number, quantity or extent of. Noun: An approximate calculation or judgment of the value, number, quantity or extent of something. “Estimator” is a poor term or title for the person who controls or has such great influence over your profits. It’s like calling Gordon Ramsey, Emeril Lagasse and Bobby Flay short-order cooks. Does the person you have in the office determining the cost you are charging “roughly calculate” or “make an approximate calculation” of that amount? How long would you stay in business if they did? Rather than “estimator,” a better term would be “damage assessor:” A person who is knowledgeable in a particular field and is called upon to evaluate and calculate the price, cost or value of something and offer advice on options. However, a damage assessor must be knowledgeable, and that requires training, education and research. This means reading and studying – not assuming. 14
Training Requirements Where, how and from whom do you get this training? This is a difficult answer, as there are not many options, and many are either not comprehensive, too basic or too advanced. I-CAR is one place to start for the basics, but it also depends on who is teaching the courses. However, some of the online courses are beneficial and consistent. Another option is to go to one of the three or four schools that teach estimating, but those are usually too general and geared towards the make-believe “insurance compliance” or insurer-friendly ways. Mike Anderson (Collision Advice) and I have classes and workshops, but those might be too far advanced for beginners – and even some intermediate students – due to a fundamental lack of foundation training. Currently, you can use a combination of the above and some on-the-job training. The major issue with on-the-job training is the person performing the training as well as the mindset in the shop. Many shops are misled with incorrect information about how much power insurers have over repairs, or they are misguided based on numbers and money. Collision Hub might have the answer, and they will be launching a series of online training videos. These will be self-paced learning videos that allow users to pay per view, and they cover a wide range of topics (including a damage analysis and report writing [estimating] series). This online series should assist in speeding up the learning process and can be accessed as a reference in the future. The launch should be in the first quarter of 2018. Knowledge of Rules and Regulations A large percentage of facility owners and shop estimators have no knowledge of their state laws, rules and regulations – even those for their own protection. Every damage assessor must look up and read the laws in their state – not only the insurance laws, but also the consumer protection and unfair claims settlement practice acts. Each repair facility should have a copy of each insurance company policy for their state, as it would be extremely helpful to solve issues with insurance adjusters on the spot. How many times are you told their position is in the policy? How many times have you challenged that idiotic and false statement?
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Another thing to consider is that you only need to use your estimating database system when you invoice for the total costs. There is no law or regulation that requires you to explain your cost of repairs to anyone but the vehicle owner. There is no law, rule or regulation that requires you to copy the insurer’s estimate (re-key) and then lock the estimate and create a supplement. Just use your damage report and anything the insurer did not allocate for, then call them back and hand them the same damage report you handed them the first time. What they left off their estimate is not your problem. How to Handle Insurance Companies and Adjusters Contrary to commonly accepted mistruths, the insurance company and adjuster/appraiser have no say on the repair process, procedures, parts, repair vs. replace or even Labor Rates. Only the vehicle owner has that ability, and that person is the only one who can authorize you to perform repairs. This is true for first- and third-party claims. Additionally, the insurance company doesn’t owe you anything; as such, they never paid you anything. The insurance company owes the insured or claimant – not you. The vehicle owner owes you, and they are the ones who must pay you. New OEM vs. junkyard parts vs. knockoff imitation parts are not your issues – they are the vehicle owner’s. On third-party claims, the insurer has no contractual agreement with the claimant, and therefore has no say on anything concerning the repairs the insurer accepted liability for. You, as the shop, can assist the insured with invoking their Right to Appraisal (AOP) or assisting in getting the paperwork together for the insured to sue their company. On third-party claims, the claimant (your customer) just needs to sue the at-fault insurer. How to Obtain Repair Information The only correct and accurate place to obtain the OEM repair procedures and protocols is at the OEM’s technical website. Third-party systems and even integrated estimating database programs are not as up to date as the OEM sites and, in many cases, may be lacking information. A damage assessor should first try the I-CAR RTS website (rts.icar.com) and read the updates for that OEM. From there, you can click the link to the OEM technical repair information. Once you make a username and password and pay for access, you can download or save the repair information. Additionally, you will need to add the cost of the OEM site and labor time to the damage report (estimate). This must be performed on each and every repair. The damage assessor must also read through the information and determine the additional operations that are required that must be added to the estimate. The damage assessor must Winter 2018
also review the mechanical and electrical manuals for the required relearns for the Advanced Driver Assistance System (ADAS), if the vehicle is so equipped. How to Explain the Repair Process and Payment to Consumers This is the easy part, but it does take practice to perfect it. You should give the customer an explanation they can understand. For example, use something they are familiar with, such as a hospital insurance claim. Ask them: “Have you ever been to the hospital for a procedure and your medical insurance covered it? Did you ever get a letter a few weeks later from the doctor or hospital claiming your insurance company did not pay for a third MRI or fourth XRay, but they are only charging you what they were charging the insurance company? Who are you angry with? I am sure we can all agree it would be the insurance company—not the doctor or hospital.” Common sense tells you that the doctor cured you, made you feel better and/or saved your life, and that the doctor has years of schooling and training on medical procedures. The insurer and claim representative have ZERO training on medical procedures – only some convoluted idea what costs should be. The doctor is the good guy and the insurance company is being unreasonable. You did pay your premiums for coverage, right? Now let’s switch the scenario to the collision repair business. A customer’s vehicle is involved in a collision and the insurer refuses to pay them for what the shop is charging. Now who is the bad guy in the customer’s eyes? The shop, right? They are ripping off the insurer and the customer. Perception is everything until someone explains the truth. Damage assessors must explain this to customers, but they should add that they are there to help. Unlike the doctor or hospital, you – the damage assessor – can assist the vehicle owner in fighting the insurer. I hope this article has opened your eyes to the issues not only within our industry, but maybe within your own facility, too. Look for more in-depth articles on these topics in the future.
Larry Montanez, CDA is co-owner of P&L Consultants with Peter Pratti Jr. P&L Consultants works with collision repair shops on estimating, production and proper repair procedures. P&L conducts repair workshops on MIG & Resistance Welding, Measuring for Estimating and Advanced Estimating Skills. P&L also conducts investigations for insurers and repair shops for improper repairs, collision reparability and estimating issues. Larry is ISO 9606-2 Certified for Audi and Mercedes-Benz and is a certified technician for multiple OEM Collision Repair Programs. P&L can be reached by contacting Larry at (718) 891-4018 (office), (917) 860-3588 (cell) or info@PnLEstimology.com. WAN
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Ask
MIKE
What is the Value of Shops Attending National Industry Events?
This month, we “ASK MIKE” to explore the value that can be derived from leaving your shop and traveling to national industry events. We at WAN hope you find this following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industry-related matter that he can answer in a subsequent issue.
WAN: Obviously, you’re a very nationally focused figure. What is the value of shops attending national industry events?
Mike Anderson: I came into the industry as an adult in November 1985 after I got out of the military, and I have to tell you, I’ve never seen things moving at such lightning speed. Our industry is changing and it’s all I can do as a consultant to try to stay on top of everything every day; whether it’s things like insurers moving to photo apps and desk audits or OEMs promoting scanning. We also have to worry about the new substrates coming out and the repairability of vehicles. Honestly, I don’t know how a shop can stay current on these things unless they do the following:
video they see on YouTube or something they see on Facebook. That may not be the best method. I’m not taking away from YouTube and Facebook posts; there’s a lot of great value in there. But just because somebody puts a video out there or posts it on Facebook doesn’t make it right. The best way to make sure you’re doing things properly is to hear from the experts. Obviously, attending OEM training or something like that is going to get you in the right direction. We have to stay networked and tied in through professional events. WAN: Since you have such a history as a traveler in this industry, what has been the greatest lesson you’ve personally learned through your travels across America on behalf of the collision repair industry?
MA: First of all, let’s just say this about traveling: If you don’t have TSA PreCheck, get it immediately! A lot of times, we get to an airport, we’re rushed and there’s a long line. You could miss your flight. TSA PreCheck is something that you can subscribe to that lets you get to the front of all the lines, and you don’t have to take your laptop out or your shoes off. The second thing I would recommend is to Attend industry events like SEMA or the NORTHEAST® Automotive check the weight of your suitcase. I see all Services Show. these people who get to the airport and then Subscribe to publications like WAN. realize their suitcase is over the weight limit. I Take and attend training. see them trying to take stuff out of one suitcase I think these things are critical for a shop to and fit it in another. If you go to the airport with a 50-pound bag, you’re going to find brochures stay in business, but more importantly, for a at a show that you’re going to want to bring shop not to be found liable or get sued for home – and that could put you over the weight something because of improper repairs. We limit. Pack an extra bag that’s not your suitcase. have to stay tied into the industry. Doing the Additionally, make sure you take plenty of three things mentioned are great ways to do business cards. I see so many people who go that. One thing that concerns me is that a lot of to SEMA and run out of them. Remember to give your business card to everybody you meet. people will base their repair decisions on a
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You might be walking the aisle and you’ll see a rep from an OEM. Give them your card and ask them for their card. I see so many people who go to an event and the head of General Motors or somebody from CCC will be there. Part of networking is having access to people after an event. If that person says they’re out of cards, then just put the contact information in your phone. Another problem is that people collect all these business cards and then get back into their office and put them in a drawer. There are a lot of apps you can download on your phone that will scan a business card and put in your phone. That way, you have that number permanently. Utilize technology to grow your network and contact list of people you run into at a show such as SEMA. WAN
Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com). Winter 2018
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WACTAL Member
SPOTLIGHT
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certified technicians. “I’d like to see the association try to put effort into local schooling – to try to get a body shop program into one of the technical schools. It would be great to get into one of the area high schools and try to get kids to go to these vocational schools. “We need to show them that this industry is profitable, and that it’s not a bad way to make a living. If we don’t, we’ll be struggling for techs in the next five to 10 years.” When it comes to technology, Wienke says he notices the biggest changes to be in the switching of metals into aluminum welding, as well as with frame and measuring, unibody measuring and computers. “The biggest issue I’ve been facing is with computers in cars. You used to disconnect a battery and have no issues. Now, you unplug the battery and disconnect seven different computers. “To try to keep up with these changes, we do a lot of training – all of our guys take classes. We also try to stay in touch with other shops, word of mouth-type stuff. And we do a lot of learning on our own. Google can take you a long way.” For the future, Wienke is hoping he can carry the family business into another generation of continued success. “I’d love to see this shop stay successful for a fourth generation to take over. I’d like to see our shop grow throughout the industry, and gain a few more techs to continue the restoration process. That’s something that’s near and dear to my heart, and I’d love to see us grow in that area.”
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WACTAL members were there to help them explain the bill even further. Senators on those committees were able to have their questions answered, and see what this bill would mean to the general public.” Williams also noted that the bill made it through the Senate and the House unanimously, and received a great deal of support across party lines. “This was always meant to be something that was for the consumer,” he explained. “It wasn’t insurance-driven or an issue that was just for the shops. It allows us to maintain the value of the vehicles for the people that are fixing the cars.” “Before this bill became law, many shops in Wisconsin were very apprehensive to replace information labels
because of fear of prosecution,” Terrien offered. “Now they are able to restore the vital information that is contained on these labels, as well as restoring the vehicle to pre-accident condition, and reducing diminished value issues. “I think this law will have a great impact on the safety and wellbeing of the Wisconsin motoring public. Wisconsin now becomes one of the few states in the nation that has legislation that specifically allows for the removal and replacement of the vehicle information labels, and I see our law being used as a model for other states in the future.” Because of extensive work done so closely with WACTAL members, the association has chosen both Senator Cowles and Representative Steffen for their Outstanding Legislator of the Year awards. WAN
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