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Winter 2019
PLUS:
• Are You Scanning? • How Can Shops Better Attract New Technicians?
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Visit us at NORTHEAST® Booth 427
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2016-2019 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 Treasurer Sue Black, Dean’s Auto Body suzieq@deansautobody.com Directors Eileen Haberman, Glen's Auto Body, Inc. Mike Miyagawa, M & M Auto Body Inc.
Winter 2019
Vol. 6, Number 2
CONTENTS PRESIDENT’S MESSAGE................................................................4 Are You Scanning? by Larry Terrien LOCAL NEWS..................................................................................6 Concerned Auto Recyclers Hold Annual Meeting at Morrison’s Automotive by Alana Bonillo
Michael Taylor, Zimbrick ChevroletSun Prairie
GM’s John Eck Addresses CWABA on Evolution of Collision Repair ..............8 by Alana Bonillo
Tracy Black, Dean’s Auto Body, Inc.
BUSINESS INSURANCE SAVINGS FOR WACTAL MEMBERS ..........................9
Association Administration Sue Peterson info@wactal.com (800) 366-9472 Lobbyist Jolene Plautz jplautz@aol.com
WACTAL MEMBER PROFILE ............................................................11 Dean’s Auto Celebrates 50 Years in Business by Alana Bonillo INDUSTRY UPDATE ......................................................................12 Technical Needs, OEM Solutions: Inside Reliable Automotive Equipment WACTAL SPRING CONFERENCE SCHEDULE OF EVENTS ..............................14
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 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 Alana Bonillo (alana@grecopublishing.com) OFFICE MANAGER Donna Greco (donna@grecopublishing.com) www.grecopublishing.com
WACTAL SPRING CONFERENCE REGISTRATION ........................................15 ASK MIKE ....................................................................................16 How Can Shops Better Attract New Technicians? WACTAL MEMBERSHIP APPLICATION ................................................18
ADVERTISER’S INDEX Akzo Nobel ..............................................IBC
PAM’s Auto ..............................................6
Axalta Coating Systems ..........................IFC
Reliable Automotive Equipment ..............OBC
Body Shop Supply Co. ............................10
Sherwin-Williams ....................................5
Buerkle Hyundai ......................................13
Straight and Square ................................8
Dentsmart ................................................11
Zorn Compressor & Equipment ..............13
Morrison’s Auto Parts ..............................7
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 © 2019 by Thomas Greco Publishing, Inc. Cover image © www.istock.com.
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PRESIDENT’S MESSAGE
Are You Scanning? In collision repair, gone are the days of just removing dents and painting. We are now responsible for the entire repair process. We must look at the big picture. The problem is that the picture is not very clear. Cars are evolving at an exponential pace and we must do our best to try to keep up. This is especially true in the area of electronics. The big picture is that the customer expects their vehicle to be returned to its pre-loss condition, with all of the safety systems and electronics repaired correctly. “Recommended” vs. “required” does not make any difference to them, nor will it to a jury in a court of law! It should not make any difference to you either. By now, I am sure you have heard much about the need to scan and the various options that we have. Do we do scans in-house, send them out or have a third party come to our shop? If we make the decision to do scans in-house, do we buy OE or aftermarket scan tools? What are the pros and cons of each? How often do we need to update our scan tool? If we clear the codes and they come back, what then? Where do we find information on what these codes mean? Well, these and many other questions will be answered at the upcoming WACTAL convention on March 15-16 in
Green Bay. Ken Kempfer will guide you through the scanning process, with a hands-on class on live vehicles where participants will diagnose and determine repair recommendations. Don’t miss this exciting opportunity to get all of your questions answered! In addition to scanning, Bill Kinnard of Grandy & Associates will do a presentation on “Building a Profitable Business.” He will discuss what goes into your hourly rate, the workforce shortage, dealing with the millennial generation, bridging the communication gap and several other topics. Nick Notte, Senior Vice President of I-CAR, will also be there to discuss the exciting changes in I-CAR and the new Gold Class. For the spouses, there will be programs on both days that focus on living a healthy lifestyle. On Friday evening, a welcome reception will be held at the Automobile Gallery in Green Bay. If you have not seen this place, it is amazing! For more information on this exciting conference, please see page 14. Make plans to attend and get your registration in now! Larry Terrien WAN WACTAL President
WACTAL Members
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Members— Keep an eye out for your personal discount card in the mail! To visit the WACTAL homepage, go to www.wactal.com
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Visit us at NORTHEAST® Booth 317
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LOCAL NEWS by Alana Bonillo
Concerned Auto Recyclers Hold Annual Meeting at Morrison’s Automotive This past Fall, the Concerned Auto Recyclers (CARS) drew a big turnout for their annual meeting and training seminar held at Morrison’s Automotive in Edgerton. The event provided an opportunity for body shop owners and others in the industry to come together
WACTAL board members Mike Taylor and Mike Miyagawa were on hand to address members. Much of the dialog was centered on the need for better communication in the industry. “It was an open forum to talk about the industry and what we can do better.” WAN and share ideas and concerns in an open forum designed to keep the lines of communication open, explained Bill Morrison of Morrison’s Automotive. “It was a great turnout. People came from hours away just to attend,” shared Morrison.
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LOCAL NEWS by Alana Bonillo
GM’s John Eck Addresses Central Wisconsin Auto Body Association on Evolution of Collision Repair This past October, the Central Wisconsin Auto Body Association welcomed General Motors (GM) Wholesale Dealer Channel Collision Manager John Eck as a guest speaker. Eck addressed attendees in regards to the GM certified collision program while also providing a glimpse into the industry’s future. “These shops need to hear this whether they get in on a collision program or not. The collision industry is changing so fast right now, it’s amazing.
There’s some crazy stuff coming out here soon and these guys need to be ready,” shared Chris Slack of Gandrud Chevrolet of Green Bay, which sponsored the event. Discussion included the importance of pre- and post-scanning and the role technological enhancements like GM’s OnStar will play when a vehicle gets into an accident – including having it towed to a shop that GM trusts will correctly repair the vehicle before the insurance
company gets involved, explained Slack. He believes it’s important for shops to be progressive and forward thinking. “Body shops are at a crossroads right now. They are either going to start having to spend money on training and equipment to fix these cars correctly or they may as well get used to doing rust repair.”
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WACTAL MEMBER PROFILE by Alana Bonillo
Dean’s Auto Celebrates 50 Years in Business Sheboygan, WI In early December, WACTAL member Dean’s Auto Body brought together family, friends, vendors and folks in their neighborhood for a big celebration in honor of their 50th anniversary. “We really wanted to celebrate with the community, who have entrusted us with confidence, allowing us to be as successful as we are,” said Tracy Black, who owns the Sheboygan collision repair shop with his wife, Sue. Tracy and Sue are second generation owners of the family business, having purchased the business from Tracy’s parents, Phil and Nancy Black, in 2013. Phil grew up in the business, picking up the trade as a youngster in grade school and later while in high school working in his uncles body shop. In 1968, Phil purchased a shop from one of his uncle’s and Dean’s Auto Body Shop was born. “It was almost a one-man shop at the time, with Phil doing estimates and repairs while his wife Nancy ran the office, greeted customers and paid bills,” explains Sue Black. As the business grew, so did the need for larger space. The shop moved to other buildings on the same street and in its 50 year lifespan has always remained located on 29th Street. In the 1980s, the Blacks combined two buildings into a larger facility. Today, Dean’s Auto Body is known as the largest independent collision repair facility along Lake Michigan in Sheboygan County. Tracy and Sue say it’s important to stay current with the products and tools they use; just recently they installed a new spray booth and a downdraft paint prep station. Sue also notes the importance of looking towards the future and working with today’s youth, mentoring them towards a career in collision repair. They work with local high schools on a youth apprenticeship program and have an
internship program with local technical colleges. Tracy and Sue have three children – two daughters and a son, Joe, who at age 19 is currently working as a painter at the shop and a graduate of the youth apprenticeship program. As the Black family looks toward another 50 years, it is already believed Joe will one day take over as the third generation owner. During the recent Open House celebration (left to right): Joe Black, Phil Black and Tracy Black WAN
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INDUSTRY UPDATE
TECHNICAL NEEDS, OEM SOLUTIONS: Inside Reliable Automotive Equipment The collision repair industry can be complex and confusing, but help and professional guidance are within reach. For 30 years, Reliable Automotive Equipment has stayed ahead of the changes hitting the auto body world by offering top-of-the-line OEM products and education. Headquartered in Belford, NJ, Reliable works to maintain an active national presence through participation in various industry associations and events. In addition to serving as a Board member of the Alliance of Automotive Service Providers of New Jersey (AASP/NJ), Reliable President Dave Gruskos is currently a director for the Society of Collision Repair Specialists (SCRS). He is also a well-known speaker and educator who regularly presents at major trade shows including SEMA and NORTHEAST®. Since the beginning, Reliable has maintained a passion for proper repairs and workers’ health and safety. The company closely follows the direction of auto manufacturers to ensure that only the best and most appropriate equipment is offered to customers. “We always stay on the cutting edge of what our partners on the car company side require,” Gruskos says. “We devote our energy and resources to do our best for our customers through shop visits, hosting clinics, informing the industry via social media, etcetera. It’s our job to inform shops of the correct ways the OEMs want their vehicles repaired.” One Reliabledistributed product in particular, the XPress 800 rivet gun, has proven to be a huge benefit to repairers working to adhere to OEM-approved methods and
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procedures. “With so much technology in the types of rivets, shops need to know if the tool they are using is actually doing the correct job. Also, it’s important to have the right drill bit type and size for the correct removal of a panel or rivet.” As for the future of automotive technology, Gruskos has a clear idea of what’s to come. “There is a big movement with carbon fiber as well as multimaterial mixes in joining car bodies together. There OEM-approved. will be special tooling that will need to be used to take these panels apart using special heat, for example. Additionally, there will be new safety requirements that technicians will have to keep in mind. We also see an increased need for shops to be knowledgeable about electric vehicles. Reliable is always available to answer any questions that techs have on this or any other equipmentrelated topic that comes up on the shop floor.” WAN
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WACTAL SPRING CONFERENCE PREVIEW Building a More Profitable Business: The 2019 WACTAL Spring Conference March 15-16, 2019 Best Western Green Bay Inn 780 Armed Forces Drive • Green Bay, WI (920) 499-3161
SCHEDULE OF EVENTS
Friday, March 15, 2019 12:30pm Registration 1pm-3:30pm Building A Profitable Business by Bill Kinnard 1pm-3:30pm Make & Take by Laura Lee Lotto 3:45pm-4:15pm I-CAR Update by Nick Notte 4:15 pm-5pm Membership Meeting 5:30pm-9:30pm Reception at The Automobile Gallery (400 S. Adams St, Green Bay)
Saturday, March 16, 2019 8am-12pm Hands-on Scanning by Ken Kempfer (Due to the nature of this program, it will be held at Williams Auto Body - 825 Mike McCarthy Way, Green Bay) 9am-10am Yoga & Meditation by Laura Lee Lotto 10am-12pm Exercise, Eating Right, Essential Oils - Why They’re Important to a Healthy Lifestyle by Laura Lee Lotto
PROGRAMS
Building a Profitable Business by Bill Kinnard, President of Grandy & Associates Understanding the difference between Accounting and Cash Flow and why your P&L will lie to you everyday. What needs to go into your hourly rate. Workforce shortage, the millennial generation and bridging the communication gap. The two things you need if you ever want to get out of business. Kinnard will address all of this and more in his presentation. Kinnard joined Grandy & Associates in 2005. With more than 30 years experience in the trades industry, he has conducted decades of business, financial, technical, and customer service training. Kinnard has a real passion for teaching business owners to better understand their businesses. I-CAR Update by Nick Notte, Senior Vice President Confused or unsure about I-CAR’s newly developed programs, changes in Gold Class, and the new pricing structure? You’ll want to attend this seminar. Notte will talk about the exciting changes in I-CAR, the new Gold Class and new programs and pricing.
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Friday Reception at The Automobile Gallery Style, history, and America’s love affair with the automobile come to life at The Automobile Gallery. More than 60 vehicles of distinction are on display, each with its own story to help guests understand and appreciate the impact of the automobile culture. Hors d’oeuvres and cash bar will be available.
Hands-On Pre-and Post-Repair Scanning by Ken Kempfer In this hands-on class participants will team up to perform a pre-repair scan, make a determination of what is causing the concern and the code, look up repair information, discuss what repairs are needed and whether or not those repairs should be done in the collision shop or to sublet. No repairs will actually be performed. Advance registration required. Kempfer is a communicator, educator, I-CAR instructor, former radio host and technician. Kempfer has a passion for this industry; you can hear it, an you can feel it.
SPOUSES PROGRAMS by Laura Lee Lotto
Make & Take (Friday 1-3:30pm) Learning how to incorporate health into your everyday life can seem overwhelming; however, it can actually be quite fun! This 2.5-hour Make & Take program will have you active and involved making your own healthy, custom oil-infused products. Join us for lotion, spritzer, and lip balm making! You won’t want to miss this!
Yoga & Meditation (Saturday 9-10am) Mindfulness practices are extremely important to our ability to retain information, keep memory sharp, manage stress and allow our body to heal. This active class will teach you the how’s and why’s of yoga and meditation practices. Dress comfortably and bring a yoga mat if you have one (there will be extras if needed).
Exercise, Eating Right & Essential Oils: Why they’re important to a healthy lifestyle (Saturday 10am-12pm) Focusing on making an easy transition into clean eating, moving the body more, and incorporating essential oils into your lifestyle, this seminar is sure to help you learn some amazing tips and tricks to get your life on the path you are searching for. Keeping it fun and simple, Lotto will have you laughing, learning and moving!
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WACTAL 2019 CONFERENCE REGISTRATION FORM Registration Deadline: March 1, 2019 Name(s) ____________________________________________________________________________________________________________________________ Business: __________________________________________________________________________________________________________________________ Phone: _________________________ Fax: _________________________ Email: _____________________________________________________________ Address: ____________________________________________________________________________________________________________________________ City, State, Zip: _____________________________________________________________________________________________________________________
REGISTRATION FEES
Conference Package includes Friday & Saturday Seminars & Reception _____ @ $150 WACTAL Member (per person)* _____ @ $200 Non-WACTAL Member (per person)*
= $ ____________________ = $ ____________________
Friday Only includes Friday Seminars Only (NO reception) _____ @ $75 WACTAL Member (per person) _____ @ $100 Non-WACTAL Member (per person)
= $ ____________________ = $ ____________________
Saturday Only includes Saturday Seminar _____ @ $75 WACTAL Member (per person) _____ @ $100 Non-WACTAL Member (per person)
= $ ____________________ = $ ____________________
Friday Reception at The Automobile Gallery ______ @ $25 Adult (13+), per person ______ @ $15 Child (12 & under), per person
= $ ____________________
Spouses Programs ______ @ $15 Friday Program (per person) ______ @ $25 Saturday Programs (per person)
= $_____________________
TOTAL DUE = $ _____________________
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 Best Western for room reservations (920) 499-3161. Room block will be released February 15, 2019. Mention
Wisconsin Auto Collision when making reservations. Room Rate: $129.99 plus taxes.
*Registration for the Hands-on Scanning program will be at Williams Auto Body starting at 7:30am. Registration for the Spouses programs will be at the Best Western starting at 8:30am. All Spouses programs will be held at the Best Western. Winter 2019
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ASK MIKE
How Can Shops Better Attract New Technicians? This issue, we “ASK MIKE” to discuss how shops can better attract and retain new technicians. We at Wisconsin Automotive News 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.
The first thing I did when I joined those Boards was sit down with the instructors and ask, ‘What do you need from me?’ I found out that a lot of the programs had restricted budgets. I started working with them in getting the materials, tools and equipment they needed to modernize. The second thing I did was offer up one of my employees as a monthly guest speaker to inform students about the different positions Wisconsin Automotive: Obviously, a lot of shops out there and opportunities in the collision repair industry. I also put have a hard time finding and retaining new technicians. together a curriculum for students so they could prepare for Finding success in this arena typically begins at the their SkillsUSA competitions. I gave that curriculum to the vocational school level. Based on your experiences as a schools and said, ‘These are the things that the students really former shop owner, how can repair facilities work to better need to have in order to be successful. If they don’t have these connect with students before they graduate to bring them things, let us know and we’ll supply that for the contest.’ into the industry? We would go to the schools and conduct contests for the students. My employees would serve as judges. At the end of Mike Anderson: There’s a saying: ‘Don’t steal fish from another each contest, we’d say to the students, ‘Okay, here’s how you man’s pond.’ It was never my goal to try to recruit employees should have done this. Here’s what you could have done to be who worked at other facilities. That’s not to say that I didn’t more efficient or more quality-oriented.’ This led to us have people working for me who had previously worked conducting the SkillsUSA contests for Virginia and Maryland. somewhere else, but I didn’t reach out and try to recruit We did those for many years. We would host those contests at people from another shop. I didn’t believe in that. When I first our shops so that the students were all using the same welder, purchased Wagonwork from my dad in May 2000, my goal tools and equipment. We partnered with our vendors and was to grow our staff. I did that in a variety of ways. The first equipment distributors to help us host these full-day events. way was through what is now called SkillsUSA. Because I was While my employees conducted the contest, I talked with the fortunate enough to live in the DC/Maryland/Virginia area, parents about debunking some of the myths in the industry. there were multiple vocational school programs at that time. I During the years we hosted the contest, I don’t think we ever got involved in the Advisory Boards at each of the schools that had anyone from Maryland or Virginia place less than fifth for were in my local area. At one time, I was on seven or eight Nationals. The students we worked with always did extremely different high school Advisory Boards. well. Our work with SkillsUSA also came with a side benefit in that we got to see how the students worked. It was almost like an NFL draft day. Also, the students got to see our shop, and Unfortunately, a lot of people want to we often had Porsche, Mercedes-Benz and Audi vehicles hire those who are already trained. there. It helped us to recruit a lot of employees. That wasn’t While that is an easy short-term solution, our intended goal, but it was another nice benefit. Towards the end of my career as a shop owner, I had 63 employees. Most I found it was better to suffer through of them were in their twenties and thirties, and more than 50 the pain for the first year or so and give of them came from SkillsUSA. During the summers, we would take on a lot of students inexperienced people an opportunity. through an area apprenticeship program. At the time, GEICO
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would pay up to $3 an hour, up to a 40hour week, for a one-year period to help encourage shops to hire apprentices. I managed that apprenticeship program for WMABA, and we would place the students in other shops. GEICO was a great supporter back then. In addition to working with vocational schools, we would also connect with colleges and work with students on the postsecondary level. Another thing we did to recruit employees was work with the Association for International Practical Training [AIPT]. We brought people in through J-1 work visas from Denmark, Germany, France and England. A J-1 visa allows people to come and experience the American way and work here legally for 18 months. We made sure we furnished them with a place to live and paid them a fair wage. We had six or seven employees who came over from Europe. All but two of them just loved America, and they actually applied for a permanent green card and
ended up working for us. We also tapped into the military. Because I had been in the military, I knew a lot of those people were looking to find a career afterwards. Every military branch has a website where you can look at the résumés of military people as well as post ‘help wanted’ ads. When we developed our website, we created a ‘careers’ section. I find that most shop websites don’t have a place where people can go to apply for jobs. We also developed a recruitment brochure. Unfortunately, a lot of people want to hire those who are already trained. While that is an easy, short-term
solution, I found it was better to suffer through the pain for the first year or so and give inexperienced people an opportunity. Once you are a year or 18 months into it, you have a fresh pipeline of people coming in. Above all, I want to recognize my employees who were willing to take on apprentices and train them. I may have found and recruited those apprentices, but my employees were the ones who helped these recruits thrive. Mike Anderson’s OEM webinars are available on the Collision Advice YouTube channel (youtube.com/collisionadvice). 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).
Employers are needed to pilot the Auto Collision Repair Technician apprenticeship, developed by leading collision repair businesses in Wisconsin. Registered apprenticeship combines jobsite training and classroom learning which is put to use and practice immediately. To learn more, contact Owen Smith at 608-266-2491 or owen.smith@dwd.wisconsin.gov.
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Visit us at NORTHEAST® Booth 141 Winter 2019
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Visit us at NORTHEAST® Booth 335
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