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Sentencing for 2017 Body Shop Shooting in Virgina, Injuries to Employee were Non-Fatal by Julia Varnier, WTKR News 3

News 3 in Norfolk, VA, reported that the Williamsburg, VA, man who shot a local auto body shop employee was sentenced in court on April 17. Michael Sean Taylor will serve 20 years for all his offenses and has an indefinite supervised probation time after his release. He was charged with all felonies, so his case was waived to a grand jury. District courts did

not have the authority to find him guilty or not. Taylor racked up a long list of charges for allegedly walking into Ebby’s Auto Painting and Collision Repair with three firearms— including two handguns and a shot gun—on July 25, 2017. Court documents state Taylor targeted and shot an employee several times. He then barricaded himself inside of Ebby’s body shop. We thank WTKR News 3 for reprint permission.

Common Mistakes Body Shops Make When Recycling & Staying Green by Ed Attanasio

ices for recalled and expired goods. It also provides related education and training services for many companies, including collision repair shops. Headquartered in Lake Forest, IL, with many more bases of operation around the world, Stericycle maintains toxic waste incinerators in Utah and North Carolina.

Wade Scheel, director of governmental affairs at Stericycle Environmental Solutions, has been working at the 30year-old compliance company for 11 years and has three decades of industry experience. Stericycle specializes Wade Scheel, in collecting and disposing director of regulated substances, such governmental as medical waste and sharps, affairs at Stericycle pharmaceuticals, hazardous Environmental Solutions waste, and providing serv-

What are the most common slip-ups that body shops encounter when

See Staying Green, Page 4

AUTOBODYNEWS.COM

Vol. 10 / Issue 4 / June 2019

Tampa, FL, Police Bust Repair Shop Owner for Running Stolen Car Chop Shop by Isabel Rosales, ABC Action News

Tampa Police Department is investigating as stolen cars were stripped down for parts. TPD arrested a repair shop owner for allegedly running a chop shop.

Lisa Alucard is still in love with her classic 78’ Pontiac Firebird. She knows what it feels like to have a car torn apart. She believes she may have been a victim of a chop shop scheme years ago. Alucard says

it took her a year to get her car back. “The car inside was in near mint condition and they just ruined it,” she said. According to court documents, Alucard’s neighbor got her car stolen but a GPS she hid inside brought Tampa Police to R & G Auto Body LLC on North 40th Street. There they ended up finding two stolen cars and two others with missing VINs. They found the woman’s stolen Nissan but the stock tires and rims and driver’s seat had been removed from the car and replaced with other parts. TPD arrested owner Rafael Garcia and charged him with operating a chop shop. The document says Garcia did not display a current and valid business license and admitted he did not See Chop Shop, Page 15

CIC Speakers Debate Need to Legislate Use of OEM Repair Procedures

was geared towards new limits the legislation would have placed on the State legislative efforts to enact leg- use of non-OEM parts. islation on the use of OEM repair pro“In the collision industry, we cedures have bogged down. can’t seem to escape loading Other issues, such as steerthese things up,” Bob Reding and non-OEM parts, ding, national lobbyist for have taken priority. Therethe Automotive Service Asfore, these issues are being sociation (ASA), said of incorporated into the prosuch state bills. “Only a few posed legislation, according [of the current proposed state regulations] are skinny to speakers at the Collision Bob Redding bills, dealing with OEM Industry Conference held in procedures. We often see parts get in. Nashville, TN. For example, a bill in Nevada In some state bills, like in Texas, you that would have prohibited an in- see steering slip in there. When you surer “to repair a motor vehicle in a have a bill moving, people try to manner which is contrary to the rec- solve every single issue in it. It brings ommendations of the manufacturer in all sorts of controversy when it of the vehicle,” failed to move for- picks those other kinds of things. It ward by a legislative deadline, this brings out other adversaries, and typspring. Opposition to the bill surfaced ically [the bills] have problems along at a hearing in March. The opposition See CIC Speakers Page 18 by John Yoswick

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JUNE 2019 AUTOBODY NEWS / autobodynews.com

CONTENTS AAAS 2019 Conference & Trade Show Promises Tremendous Opportunity . . . . . . . . . . . . . . . 14 Body Shop Aims to Collect 5 Million Meals

the Bad & the Ugly . . . . . . . . . . . . . . . . . . . 48 Sisk - Get to Know WIN’s 2019 MIW Honorees . 40 Sisk - WIN Honors 2019 MIWs and Scholarship Recipients at Gala Awards Ceremony . . . . . 50

for Hungry Kids . . . . . . . . . . . . . . . . . . . . . . . 6 Border Closure Could Have Adverse Effects on WV Automotive Industry . . . . . . . . . . . . . 12 Did You Know? Autonomous Vehicles Tested in the Villages, FL . . . . . . . . . . . . . . . . . . . . 10 Hundreds Attend DRIVE Expo East 2019 in Savannah, GA . . . . . . . . . . . . . . . . . . . . . . 9 IGONC Regional Meetings Feature Rick White of 180BIZ. . . . . . . . . . . . . . . . . . 15 NABC Recycled Rides Donates 2 Refurbished Cars to Orlando, FL, Residents . . . . . . . . . . . 6 Nashville I-CAR Committee Golf Fundraiser Supports CREF . . . . . . . . . . . . . . . . . . . . . . . 8 Sentencing for 2017 Body Shop Shooting in Williamsburg, VA, Injuries were Non-Fatal . . . 1 Southeast Association Events . . . . . . . . . . . . . 10 Tampa, FL, Police Bust Repair Shop Owner for Running Stolen Car Chop Shop . . . . . . . . 1

NATIONAL ASA Concerned Over State Farm Document . . 14 ASA Webinar Wednesday Focuses on Increasing Sales & Customer Value Proposition . . . . . . 20 AWAF Hosts Fireside Chat With Julie Martin . . . 10 CIC Speakers Debate Need to Legislate Use of OEM Repair Procedures . . . . . . . . . . . . . . 1 Common Mistakes Body Shops Make When Recycling & Staying Green . . . . . . . . . . . . . . 1 First Responders Learn Rescue Skills at NABC . 46 GM Announces New Jobs Coming to Ohio . . . . . 8 Jeff Peevy Addresses Paradigm Shifts in Industry, How They Will Affect Collision Repairers . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Refinish Distributors Alliance Hosts Spring IMPACT Performance Conference . . . . . . . . 54 “SEMA Expands Youth Outreach with NHRA” . . 31 Solving the Tech Shortage: CREF Brings

COLUMNISTS Anderson - Want to Challenge Me on the Need to Check OEM Procedures Every Time? Bring It On… . . . . . . . . . . . . . . . . . . . . . . . 26 Attanasio - AUUX Specializes in Helping Body Shops Online . . . . . . . . . . . . . . . . . . . 30 Chess - Collision Repair Headlines Show Need for OEM-Recommended Procedures . . . . . . 32 Ledoux - The Birth of I-CAR. . . . . . . . . . . . . . . 24 Ledoux - Truck ADAS Systems – the Good,

Among the attractions at the SARC conference, newly located in New Orleans this year, will be talks and presentations given by: the Mississippi Attorny General, Jim Hood; SCRS Executive Director, Aaron Schulenburg, and Dave Jesiolowski, former pro hockey player and author of One Decision Can—among others. The 2019 SARC will begin on Friday, June 14, with “Estimating Skills or Best Practices,” followed by “What is Lean Production & How Does it Apply to Collision Repair?” Aaron Schulenburg will deliver the keynote presentation alongside a panel of local body shop experts. Following a networking break, the evening’s reception party at the

Together Collision Repair Students & Prospective Employers . . . . . . . . . . . . . . 44 Southern Automotive Repair Conference in New Orleans June 14–16, Early Discounts Offered, Dynamic Speakers. . . . . . . . . . . . . . 3 Toyota Stops Plan on AI Technology. . . . . . . . . . 9 Waymo To Re-Use Old Detroit, MI, Plant to Build New Autonomous Vehicles . . . . . . . . 4 WIN Selects 7 New Members to Join Board of Directors. . . . . . . . . . . . . . . . . . . . 53

INDEX OF ADVERTISERS

REGIONAL

Southern Automotive Repair Conference in New Orleans June 14–16, Early Discounts Offered, Dynamic Speakers pool deck side will begin with a toast to Steve Plier, founder of SARC. Says MSCRA Executive Director Ricki Garrett, “We want to bring together body shop owners and employees with our industry partners in order to provide networking and educational opportunities that will benefit the profession. Members will also benefit by having the opportunity to hear state-of-the-art information about their profession, get hands-on demonstrations, and also have an opportunity to network and share information with their peers. There is also the opportunity to hear from political leaders and national speakers on a variety of subjects. Register at sarc-collision.com.

Publisher & Editor: Jeremy Hayhurst General Manager: Barbara Davies Contributing Writers: John Yoswick, Janet Chaney, Toby Chess, Ed Attanasio, Chasidy Sisk, David Luehr, Stacey Phillips, Victoria Antonelli, Gary Ledoux Advertising Sales: Joe Momber, Sean Hartman, Bill Doyle, Norman Morano (800) 699-8251 Office Manager: Louise Tedesco Digital Marketing Manager: Bill Pierce Art Director: Rodolfo Garcia Graphic Designer: Vicki Sitarz Online and Web Content Editor: Alexis Wilson Accounting Manager: Heather Priddy Editorial/Sales Assistant: Randi Scholtes

Advanced Equipment Solutions. . . . . . . . . 15

Serving Florida, Georgia, Alabama, Mississippi, Virginia, West Virginia, Tennessee, North Carolina, South Carolina and adjacent metro areas. Autobody News is a monthly publication for the autobody industry. Permission to reproduce in any form the material published in Autobody News must be obtained in writing from the publisher. ©2019 Adamantine Media LLC. Autobody News Box 1516, Carlsbad, CA 92018; (800) 699-8251 (760) 603-3229 Fax www.autobodynews.com news@autobodynews.com

Honda-Acura Wholesale Parts

AkzoNobel Coatings, Inc . . . . . . . . . . . . . . 13

Dealers . . . . . . . . . . . . . . . . . . . 27, 28-29

Alloy Wheel Repair Specialists, LLC. . . . . . 31

Hyundai Wholesale Parts Dealers . . . . . . . 50

Audi Wholesale Parts Dealers . . . . . . . . . . 51

Jim Cogdill Chrysler-Dodge-Jeep-Ram . . . 18

AutobodyLaw.com . . . . . . . . . . . . . . . . . . 32

Jon Hiester Automotive . . . . . . . . . . . . . . . 44

AutoNation Collision Parts . . . . . . . . . . . . . . 7

Kernersville Lexus-CDJR-GM . . . . . . . . . . 37

Axalta Coating Systems . . . . . . . . . . . . . . . 2

Kia Motors Wholesale Parts Dealers . . . . . 47

BMW Wholesale Parts Dealers . . . . . . . . . 53

Launch Tech USA . . . . . . . . . . . . . . . . . . . 55

Braman Honda Miami . . . . . . . . . . . . . . . . . 8

Lexus Wholesale Parts Dealers . . . . . . . . . 52

Braman Honda of Palm Beach. . . . . . . . . . . 8

Mercedes-Benz . . . . . . . . . . . . . . . . . . . . . 5

Braman Miami . . . . . . . . . . . . . . . . . . . . . 56

Mercedes-Benz Wholesale Parts Dealers . . 52

Car-O-Liner . . . . . . . . . . . . . . . . . . . . . . . . 9

MINI Wholesale Parts Dealers . . . . . . . . . . 53

Certified Automotive Parts Association . . . 24

MOPAR Wholesale Parts Dealers . . . . . . . . 33

Classifieds . . . . . . . . . . . . . . . . . . . . . . . . 54

Mountain View Ford-Lincoln . . . . . . . . . . . 12

Coggin Deland Honda . . . . . . . . . . . . . . . . 41

O’Reilly Auto Parts . . . . . . . . . . . . . . . . . . 39

Dale Earnhardt Jr. Chevrolet . . . . . . . . . . . 38

Porsche Wholesale Parts Dealers . . . . . . . 53

Dent Fix Equipment. . . . . . . . . . . . . . . . . . 35

Radley Chevrolet. . . . . . . . . . . . . . . . . . . . 46

Dent Magic Tools . . . . . . . . . . . . . . . . . . . 10

Rick Hendrick Chevrolet Naples . . . . . . . . 26

Eckler’s Automotive . . . . . . . . . . . . . . . . . 19

Rick Hendrick MOPAR Southeast

ECS Automotive Concepts . . . . . . . . . . . . . 40

Wholesalers . . . . . . . . . . . . . . . . . . 16-17

Equalizer Industries, Inc . . . . . . . . . . . . . . 21

Riverside Ford-Lincoln . . . . . . . . . . . . . . . 14

Ford Wholesale Parts Dealers . . . . . . . . . . 52

SATA Dan-Am Company . . . . . . . . . . . 22, 23

GM Wholesale Parts Dealers . . . . . . . . . . . 49

Southside Kia . . . . . . . . . . . . . . . . . . . . . . 45

Gus Machado Ford . . . . . . . . . . . . . . . . . . 36

Spartanburg Chrysler-Dodge-Jeep-Ram . . 11

GYS Welding USA . . . . . . . . . . . . . . . . . . . 42

Stateline Chrysler-Dodge-Jeep-Ram. . . . . 20

Hendrick Automotive Group. . . . . . . . . . . . 25

Subaru Wholesale Parts Dealers . . . . . . . . 48

Hendrick BMW/MINI . . . . . . . . . . . . . . . . . 43

Tameron Hyundai . . . . . . . . . . . . . . . . . . . 46

Hendrick Honda Pompano Beach . . . . . . . 34

Volkswagen Wholesale Parts Dealers . . . . 50

Hendrick Kia Cary . . . . . . . . . . . . . . . . . . . 30

West Broad Hyundai . . . . . . . . . . . . . . . . . 44

Hendrick Kia Concord . . . . . . . . . . . . . . . . 30

YesterWreck . . . . . . . . . . . . . . . . . . . . . . . . 6

autobodynews.com / JUNE 2019 AUTOBODY NEWS

Continued from Cover

Staying Green

it comes to disposing hazardous waste and recycling?

A couple common mistakes body shops make that fall into the “low hanging fruit” category for inspectors come immediately to mind. One of the very first things that any business, including a body shop, [does] is identify all of the waste that’s regulated and considered hazardous with special disposal requirements or can be recycled. Those items that can go into the trash and those that don’t—that’s where many problems begin. That’s one of the first things that the U.S. Environmental Protection Agency (EPA) says when it comes to hazardous waste, which is to determine what is hazardous and what isn’t. Shops assume it’s just trash that can go in the dumpster, and in many cases, they’re wrong. The other common error that many shops make is not putting items in the [right] containers and not carefully labeling them. For example,

solvent-contaminated rags need to be stored in a secure container and labeled appropriately. Improper storing and labeling are two things that inspectors find more often than any other violations, as well as throwing things in their dumpsters that can’t

go there because it can’t be in the normal waste stream.

Many MSOs have an individual or a department that handles hazardous waste and recycling. But for the smaller independent shops, might it be a little more difficult to achieve this due to time constraints or financial

considerations?

Yes, but in the end the regulations are identical for big chains and small independent shops. Each state has its own set of regulations, so we tell shops that one of their first steps is to identify those requirements that pertain to what they’re throwing out. They need to determine what things can be recycled and those that can go into the trash bin. They must know what is identified as hazardous waste at both the state level and what EPA says. The next step is to design a program around how these items are going to be collected and setting up agreements or contracts with service providers. Many of the waste companies out there are excellent in helping shops with this process, including making recommendations on what they can accept or vice versa. There are also a lot of consultants out there whose only job is to make sure that shops adhere to the regulations. They will also give

Waymo To Re-Use Old Detroit, MI, Plant to Build New Autonomous Vehicles by Paul A. Eisenstein, The Detroit Bureau

A major Silicon Valley tech firm is setting up a base in Detroit. Google spinoff Waymo is taking over a plant in the Motor City, where it plans to convert vehicles to operate as part of its autonomous ride-sharing service.

Waymo plans to use a facility on the north side of Detroit to convert Chrysler Pacifica Hybrids and other vehicles for its Waymo One fleet

Waymo CEO John Krafcik first announced in a blog post April 23 that the company will lease an unused factory owned by American Axle & Manufacturing on Detroit’s north side. It will be used to convert such vehicles as the Chrysler Pacifica Hybrid minivan, which will be a mainstay of the expanding Waymo One ride-sharing service. “There has been a real risk that the shift of the automotive industry could move from Detroit to Silicon 4

Valley, and we’ve been fighting that every step of the way,” Detroit Mayor Michael Duggan said after learning about Waymo’s plans. “I think a major statement was made today in the battle of Detroit and Silicon Valley that a major Silicon Valley company has said the future of vehicles in the city of Detroit.” Waymo is widely considered the leader in the development of autonomous vehicle technology, with Waymo One last December becoming the world’s first commercial ride-sharing service based on selfdriving vehicles. Competitors like Uber and Lyft are still in the process of developing their own autonomous technology. Uber suffered a major setback in March 2018 when one of its prototypes struck and killed a pedestrian outside Phoenix. General Motors, meanwhile, has indicated it plans to launch a direct competitor to Waymo One, partnering its Cruise Automation research subsidiary and its Maven carsharing operation, but it is not clear when the new service will debut. Experts have predicted that by taking the driver out of a ride-sharing vehicle, the cost of offering a

JUNE 2019 AUTOBODY NEWS / autobodynews.com

ride could drop by half, making it cheaper for consumers to turn to a service like Waymo One than owning their own vehicles. For now, however, Waymo One will continue placing a backup operator behind the wheel of its taxis, ready to take over in an emergency. It has not said when it will go completely driverless. That is likely to

depend both upon state laws and on the federal autonomous vehicle legislation that has been working its way through Congress. Waymo initially started out using a variety of different vehicles for its research prototypes and at one point even developed its own vehicle design working with Detroit auto supplier Rousch. It had indicated its interest in developing its own autonomous model but two years ago

you guidance about special waste streams such as anti-freezes, waste oils, solvents waste, filters, and aerosols that can’t ever go in the trash. The problems arise when there is a lack of communication within a shop or when their disposal/recycling program isn’t clear in one way or another.

Is it smart to make one of your techs, estimators or managers your gatekeeper and in-house expert when it comes to recycling and hazardous waste disposal?

Yes, we always suggest that shops should centralize their efforts by designating one person to coordinate every aspect of their program. The rules are very specific and there are a lot of regulations, so making one individual responsible seems to be the best way to go. The fewer people who need to know all of this information, [the] less misinterpretation [there will be]. In many shops, that individual will often meet with the crew and communicate everything they need to know, but having

See Staying Green, Page 21

announced a partnership with Fiat Chrysler Automobiles to use Pacifica Hybrids. Last year, Waymo upped its plans, announcing it would eventually purchase more than 60,000 of the minivans while also signing a deal with Jaguar Land Rover to acquire about 20,000 of that carmaker’s first battery-electric vehicle, the Jaguar IPace. It subsequently said it was looking to set up a conversion center in Detroit. Vehicles that will go into the Waymo One fleet need to be heavily modified. Not only will they need computer hardware and software modifications, but they also will need a number of special sensors, including radar and a high-definition 3D laser technology called LIDAR. The decision to work with American Axle is backed by an $8 million grant from e Michigan Economic Development Corp. In turn, Waymo has signed a three-year lease that will require it to create at least 100 jobs by 2021. The Silicon Valley firm says actual employment is likely to come closer to 400. We thank The Detroit Bureau for reprint permission.

autobodynews.com / JUNE 2019 AUTOBODY NEWS

NABC Recycled Rides Donates 2 Refurbished Cars to Orlando, FL, Residents On Friday, April 12, two deserving Orlando, FL, residents experienced a life-changing event: the presentation of vehicles to provide them independence and the ability to work and take care of their families. The donation was made possible thanks to the National Auto Body Council’s Recycled Rides™ program; car donors GEICO and State Farm; and collision repair part-

ners CARSTAR Autobody Resurrection of Lakeland, FL, and Gerber Collision of Sanford, FL. The presentation was held as part of the United Recyclers Group Conference, held at the Hyatt Regency Grand Cypress in Orlando. “NABC Recycled Rides™ is the

ultimate life-changing gift of many possibilities,” said Patti Haverda, committee chair of the URG Scholarship Foundation Review Committee. “It allows the recipients’ hope and independence with the owner-

ship of their own vehicle. This year’s awardees are both veterans living at The Transition House in Orlando, FL. They both had been homeless addicts down on their luck until they received the treatment, support and counseling to get them back to a productive lifestyle. With the ownership of their new rides, both have a better chance of managing their second chance at life, very similar to their recycled cars.” Joseph O’Brien, a Gulf War veteran, was presented a 2017 Nissan

Auto Body Shop Aims to Collect 5 Million Meals for Hungry Kids by TaTiana Cashy

On May 7, Caliber Collision hosted a food drive to help families feed children over the summer months. Food collected in the Upstate will feed some of the one-in-five children struggling with hunger in South Carolina. Caliber Collision is a national auto body chain, with branches in 37 states across the U.S. The drive, named Rhythm Restoration Food Drive, started six years ago and has raised more than 10 million meals since its inception. Kevin Crane, the Spartanburg & Columbia regional manager, said the focus is to ‘fill a child’s tank’ with healthy meals, so they can ‘go at top speed’ all summer long. “We try to restore everybody back to the rhythm of their life—not only to our clients, customers, and teammates, but also to the community. We want to make sure we’re taking care of everybody. We know there’s a need for this—so, we feel like it’s the right thing to do,” Crane said. The branches in the Upstate decorated their food collection bins in fun, unique and kid friendly designs. Bin decorations are an intentional subtle 6

message, highlighting the dark side of hunger plaguing South Carolina. In 2018, Caliber Collision collected more than 4.5 million meals for families in need. This year’s goal is to reach 5 million meals. To help with the collection efforts, the Upstate branches hosted a golf tournament and raised $100,000 dollars. Crane isn’t sure how close the company is to the 5 million meals, but said every little bit helps. “Really just anything you can bring. I mean, we’ll take anything that I guess is non-perishable, and then, you know, of course donations that are money. Anything we can do. The food banks will take the money of course and provide the food if need be,” Crane said. Caliber Collision started Rhythm Restoration Food Drive on April 9th. The drive is intended to run until, Friday, May 10. But, if the company has not reached the 5 million meal mark, Upstate branches already plan to push back the May 10 deadline. If you’d like to learn more about the Rhythm Restoration Food Drive, click here. We thank WSPA.com for reprint permission.

JUNE 2019 AUTOBODY NEWS / autobodynews.com

Altima that was donated by GEICO and repaired by Gerber Collision of Sanford, FL. The charity, The Transition House, selected O’Brien as a thank you for his efforts to help other residents at The Transition House and be a positive role model. The vehicle will help him pursue employment and continue to improve his life.

“I am honored to have been selected by The Transition House for this great program,” said O’Brien. “If it were not for them and this vehicle, I may have given up all hope. Thank you to everyone for this help up.” Lenward Elliot, a Marine Corps veteran, received a 2014 Ford Focus donated by State Farm and re-

paired by CARSTAR Autobody Resurrection of Lakeland, FL. The Transition House honored Elliot for the positive steps he has taken to overcome homelessness and addiction. He plans to use his new vehicle to return to college and continue working his two jobs.

“It is unbelievable that I am here today and have been selected to receive a vehicle to help me on my path to a more normal life,” said Elliott. Additional partners on the NABC Recycled Rides™ program include LKQ, Keystone, ARC Towing, Auto Glass of Mid Florida, Ben’s Paint & Supply, J&B Auto Upholstery, Lakeland Auto Supply and 1-800-Charity Cars.

autobodynews.com / JUNE 2019 AUTOBODY NEWS

Nashville I-CAR Committee Golf Fundraiser Supports CREF ups began with the tournament kicking off at 7:30 p.m. Attendees also enjoyed a backyard BBQ buffet, desserts and drinks during the tournament, followed by an hour of free play during which winners were announced and raffle prizes distributed. Medeiros shared, “Attendees loved the event because it was a change from the typical green grass tournament. We had a networking happy hour to kick things off and all of the feedback we’ve received tells us that there were tons of beneficial conversations had. During our three hours of Topgolf play, attendees were able to walk the floor when they weren’t up hitting and continue those conversations that started during the happy hour. The staff at Topgolf executed the event beyond our imagination. We hit a grand slam with this event!” The Nashville I-CAR Committee’s Golf Fundraiser was held in conjunction with the Collision Repair Education Foundation (CREF) and served to raise money that “will be directly invested back into Middle Tennessee high school and collision repair programs,” Madeiros explained. “With the funds raised

by Chasidy Rae Sisk

On April 16, the Nashville I-CAR Committee held its Annual Golf Fundraiser at Topgolf Nashville, benefitting Nashville-area high school and college collision programs.

Networking: Attendees enjoyed networking with their industry peers during the Nashville I-CAR Committee’s Annual Golf Fundraiser

According to Committee Chair Kyle Medeiros, “The event went amazingly well. It was our first year hosting our annual fundraiser at Topgolf, so naturally there was some unknown. At the end of the night, it was apparent that we had just executed one of the most fun industry events in recent memory.” The event began at 6 p.m. with a networking happy hour, providing an opportunity for attendees to engage with sponsors. At 7 p.m., warm-

from this event, our committee presented a local student from Lincoln Tech a check for $14,000 that covered every dollar of his student loan debt. It was the most humbling and gratifying thing our committee has ever done.

The Nashville I-CAR Committee held its 2019 Golf Fundraiser at Topgolf. Attendees were very pleased with the event

“It’s great to get everyone from our industry together because we often spend so much of our time grinding to achieve our respective company goals and objectives. For us to be able to relax and give back to the next generation of the collision industry is rewarding.” For more information on the Nashville I-CAR Committee and its future events, visit: facebook.com/ ICARnashville.

GM Announces New Jobs Coming to Ohio

General Motors Co. (GM) announced on May 8, 2019 that it is creating more than 450 manufacturing jobs in three Ohio cities. GM also said it is in discussions with an Ohio-based company that could bring significant production and electric vehicle assembly jobs to the Lordstown Complex. “The U.S. economy and our core business are strong, so we can expand our commitment to U.S. manufacturing and Ohio and create job opportunities for our employees,” said GM Chairman and CEO Mary Barra. Manufacturing investments in Ohio totaling approximately $700 million will help expand GM’s operations in Toledo, Parma and Moraine and create approximately 450 new manufacturing jobs. GM’s discussions to sell the company’s Lordstown Complex in Lordstown, OH, to Workhorse Group, Inc. and an affiliated, newly formed entity that could bring significant production and electric vehicle assembly jobs to the Mahoning Valley.

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Hundreds Attend DRIVE Expo East 2019 in Savannah, GA by Chasidy Rae Sisk

From March 22–24, DRIVE held its semi-annual shop owner’s expo, DRIVE Expo East, at the Savannah Riverfront Marriott in Savannah, GA.

Offering innovative training and management solutions with state-ofthe-art technology, the DRIVE Expo delivered on its promise of a unique learning experience for shop owners. According to DRIVE CEO Bill Kilpatrick, “The DRIVE Expo provides opportunities to network with like-minded shop owners and industry influencers. Workshops provide a valuable and unique leadership experience and an opportunity to work with other shops.” The weekend of training began on Friday with a highly anticipated

general session, followed by breakout training specific to each segment—general repair, collision and heavy-duty truck. The EXPO hall opened on Friday from noon through 6 p.m., and the evening concluded with an awards banquet. Featuring a full day of training, Saturday offered a variety of management topics with expert guest speakers from companies such as Meritor, asTech and SCRS, to name a few. Favorites included “What’s the Real Reason Behind Common Shop Issues” and “You’re the Boss, But Are You A Leader?” as well as “Creating the Ideal Technician,” presented by Kyle Holt of S/P2 on the topic of employee training and retention. Holt shared, “The DRIVE EXPO is always an important industry event. The Savannah convention was very successful, and I always enjoy talking directly with shop owners from across the country.” Jim Goepfrich of DRIVE also delivered several seminars, including the popular “Well-Trained Employee Equals a Happy and Productive

Team.” Goepfrich added, “If your shop’s team is happy and productive, that means better results for the shop’s bottom line. Management skills are a key component to any successful shop and are at the heart of the DRIVE business model.” The EXPO hall was open all day on Saturday, leading up to the highly anticipated Theme Night party for all attendees. Sunday featured a high-energy interactive workshop on team-building and communication skills. Kilpatrick noted, “We seek to improve not only every independent repair business, but the community and the industry as a whole.” DRIVE Expo West will be held at the Sheraton FairPlex in Pomona, CA, from Sept. 27–29. For more information, visit driveexpo.com or call Mandee Bradshaw at 818-546-5838.

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Toyota Stops Plan on AI Technology

Toyota’s plans for a network that would allow vehicles to communicate with each other to avoid collisions has hit a roadblock. The company said on May 2 it was halting plans to install Dedicated Short-Range Communications (DSRC) technology on U.S. vehicles beginning in 2021. Toyota announced plans in April 2018 to begin the installation of DSRC technology in 2021 ‘with the goal of adoption across most of its lineup by the mid-2020s.’ Automakers were allocated a section of spectrum for DSRC in the 5.9 GHz band in 1999, but it has essentially gone unused. Toyota said the decision announced on May 2 was based on ‘a range of factors, including the need for greater automotive industry commitment as well as federal government support to preserve the 5.9 GHz spectrum band for DSRC.’

autobodynews.com / JUNE 2019 AUTOBODY NEWS

Southeast Association Events by Chasidy Rae Sisk

WIA To Host June Conference in Lake Buena Vista, FL From June 23–25, Women in Automotive (WIA) will host its semi-annual conference at Disney’s Coronado Springs Resort in Lake Buena Vista, FL. Speaker applications are currently being accepted. Sponsors for this year’s event include CDK Global, Royalty Logistics, SCP Agency, NOW Digital, General Motors, Acura/Honda Paragon, Gatehouse Auto, and Colors on Parade. The cost for general admission is $695 for the full three-day event. Daily admission is available for $395. Students can attend for $295. For more details or to register, visit: www.women inautomotive.com

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Did You Know? Autonomous Vehicles Tested in the Villages, FL by Dave Werner

There’s a lot of discussion, including in several of these Did You Know articles, about autonomous vehicles. Voyage Auto, a California-based company, is now test-driving its second-generation car, two Chrysler Pacifica Hybrid minivans, in the Village of Virginia Trace, FL. The company is receiving feedback from four residents chosen as test passengers, according to an article by Amber Hair, a staff writer with The Villages Daily Sun. Why test these vehicles in The Villages? There are a few major benefits to testing here, according to Timothy Carone, an associate teaching professor at the University of Notre Dame, who specializes in data science, automation and artificial intelligence. The weather is better for testing and the population can benefit from having non-driving transportation options. Road conditions in The Villages make it easier for developers to program self-driving cars. Slower speeds mean the car can stop almost instantly if the car is about to crash, thus the chances of injury are much lower. To make sure the vehicle is as safe as possible during rollout, Voyage

AWAF Hosts Fireside Chat With Julie Martin by Chasidy Rae Sisk

On Feb. 6, the Automotive Women’s Alliance Foundation (AWAF) hosted an intimate Fireside Chat with Julie Martin, corporate vice president of HELLA, at a beautiful home on Pine Lake.

More than 40 AWAF members attended the Fireside Chat with Julie Martin of HELLA on Feb. 6

More than 40 association members participated in a networking opportunity while enjoying wine and a buffet meal before the conversation began with Martin. The group’s discussion began with its traditional getting-toknow-one-another activity, which included conversations about television, movies, personal preferences and more. Martin then shared the details of her impressive career jour10

ney. She began as an intern at Ford and progressed to purchasing manager and then director at HELLA, where she now works as vice president of sales and marketing. Emilie Sendra, AWAF marketing committee member, and Patricia Price, AWAF marketing co-chair, recalled, “Entering Ford was a natural progression for Julie Martin, whose grandfather worked on the assembly line and dad worked there for 35 years. On the other hand, entering a German company was a culture shock that, nevertheless, she overpassed with flying colors thanks to her leadership, her communication skills, and her obvious care for people around her.” Balancing her role as a mother with her career was another challenge that Martin discussed with the group. By being honest and confident about what she needed and asking for what she wanted, she felt she had the best of both worlds. Martin shared, “The days I was home with my kids, I was so happy, and the days I could leave them and go to work, I was so happy.” For more information about AWAF, visit awafoundation.org.

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built in three levels of safety. While the car is being guided by its sensors and computers, there will be a human behind the wheel at all times during the testing phase to make sure a person can assume control in case the car runs into a situation it doesn’t recognize. The second level of safety is a second person in the front passenger seat, making sure the human in the driver seat is paying attention to the road, even when they aren’t driving. These two levels of safety will become redundant and phased out as the company expands its presence, but Voyage general manager Dean Bushey says there will always be a way for a human to take control in situations the car doesn’t recognize. The third level of safety is operating only on pre-mapped routes. By sticking to those routes, the sensors can focus less on the surroundings that won’t change, like houses and signs, and more on the surroundings that will, like golf carts and people. The cars are programmed to obey speed limits, yield to other cars and emergency vehicles, stop for road signs when required, and recognize pedestrians nearby. Voyage is a software company,

not a car-building one, so the hardware safety features, like air bags, seat belts and anti-locking brakes, came with the vehicle. The biggest changes to the car are technology they added, like sensors all over the car. “The car can make 1,000 decisions a second—probably more,” Bushey said. Sally Moss of the Village of Virginia Trace took a 30-minute ride, 20 minutes of which the Voyage car was in self-driving mode, on Jan. 31. She watched as the vehicle went through its internal checklists before it started driving. The van drove slower than Moss expected. She also saw the vehicle trouble shoot as it ran into a situation that it didn’t expect. There were two landscaping trucks parked on opposite sides of the road but facing the same way even though one of them should have been facing the opposite direction. The car came to a stop to figure out if either truck was moving while it processed the data; after 10 seconds, it started up again. Moss and the other three people have all taken their first rides, and they met up to compare their experiences. Voyage sent the data from their rides back to California along with their suggestions to make the rides more user-friendly.

autobodynews.com / JUNE 2019 AUTOBODY NEWS

Border Closure Could Have Adverse Effects on WV Automotive Industry by Rebecca Carballo, Charleston Gazette-Mail

As President Donald Trump continues to consider closing the United States’ border with Mexico, West Virginia business owners and industry advocates worry about the effect it could have on the state’s automotive sector. Trump tweeted in late March he was considering a closure. On April 12, The New York Times reported that Trump had urged Kevin McAleenan, his choice as acting secretary of homeland security, to close the country’s southwestern border. Mexico is West Virginia’s 11thlargest trading partner based on dollar value, according to 2018 Census data. Trade with Mexico supports 23,000 jobs, according to a 2017 report from the Wilson Center, a nonpartisan research institute. West Virginia’s exports to Mexico have increased by 378 percent since 1993, according to the report. “There is serious and widespread concern that closing the border with Mexico would be crippling for the United States automotive industry, which could mean

produced, McPhail said. For Allevard Sogefi, a global manufacturer, a border closure could mean losing about one-third of its business, plant manager Troy

timately the costs of all this fall upon our customers and make it more difficult for them to afford a new vehicle that is cleaner, safer and more energy-efficient.” If trucks transporting supplies and goods would still be allowed to cross the border, the industry would be somewhat protected, Thomas said. Otherwise, it would have a significant effect. In the event of a complete border closure, Sogefi’s customers would have to shift engine production elsewhere, Thomas said. This could mean going to U.S. engine Team members at the Toyota Motor Manufacturing West plants, but Sogefi also proVirginia plant in Buffalo put the finishing touches on a vides products to plants outgroup of 4-cylinder engines. Credit: Courtesy photo side the U.S., such as Europe Thomas said. The Prichard plant and South America. does business with four plants in “It would cause U.S. automakMexico, which largely depends on ers to move production back to their transporting goods via truck. U.S. plants,” Thomas said. “We un“There’s no other way. You derstand the strategic interest for the can’t ship them by sea without going U.S. economy for doing that.” through the Panama Canal, and shipBut in the short term, it would ping by air would be enormously expensive. It’s truck or nothing,” Thomas said.

have a significant impact, Thomas said. “They can’t flip a switch and make those other plants increase their capacity,” Thomas said. “The U.S. plants can’t increase their capacity suddenly like that.” It would probably take a minimum of six months to a year for the industry to adjust to this change, Thomas estimated. In most cases, suppliers from Mexico are “directed sources,” Thomas said. This means companies like General Motors tell manufacturers, like Sogefi, who to buy from. Thomas said to him it’s obvious why companies choose Mexico. “The labor cost is less,” he said. “The whole world knows that.” We thank Charleston Gazette-Mail for reprint permission.

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“Virtually every automaker in the United States depends on parts imported from Mexico,” — Rebecca McPhail

similar consequences for West Virginia automotive manufacturers,” said Rebecca McPhail, president of the West Virginia Manufacturers Association. Right now, West Virginia’s automotive industry is growing, McPhail said. In 2013, Allevard Sogefi promised a $20 million investment and more than 250 jobs at its Wayne County plant. In March, Toyota officials announced the company’s plant in Putnam County would double its production line, creating 123 jobs. “Virtually every automaker in the United States depends on parts imported from Mexico,” McPhail said. There is an intricate supply chain between the U.S. and Mexico. Parts can cross the border as many as seven times before the final good is 12

Sogefi also receives three to five truckloads of raw materials from Mexican suppliers every week. Those supplies are not only for products it ships to Mexico, but products Sogefi sells in the U.S. as well. Officials with the Toyota Motor Manufacturing West Virginia plant in Buffalo said in a statement that a border closure would cause disruption across the industry. “Automakers rely heavily on cross-border trade throughout the North American region. In many instances, auto parts can cross the border multiple times before being integrated into the final assembly of a vehicle,” the statement said. Toyota officials said, “We urge all parties to work together to avert a border closing that would result in significant disruptions to the North American auto industry, because ul-

JUNE 2019 AUTOBODY NEWS / autobodynews.com

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ASA Concerned Over State Farm Document

ASA’s Collision Operations Committee is expressing concern about a State Farm Insurance Company document released at the recent Collision Industry Conference (CIC) meeting in Nashville, TN. The document outlines State Farm’s position on vehicle scanning for their Select Service shops. It also acknowledged that the company does give consideration to OEM position statements on required vehicle scanning procedures after a collision event. The document then goes on to state the “Select Service repairers are responsible for determining when a pre- or post-scan is necessary to properly repair a vehicle.” “This document raises several concerns,” said Scott Benavidez, former ASA collision division director and owner of Mr. B’s Paint & Body Shop in Albuquerque, N.M. “In the view of the ASA Collision Operations Committee, the wording is vague and fails to offer specifics.”

AAAS 2019 Conference & Trade Show Promises Tremendous Opportunity by Chasidy Rae Sisk

From June 6–9, the Automotive Aftermarket Association Southeast (AAAS) will host its 2019 Conference and Trade Show at the Sandestin Village of Baytowne Wharf in Destin, FL.

AAAS Chairman Keith West encouraged, “Take advantage of this tremendous opportunity to join your friends and fellow automotive aftermarket industry professionals. With a stunning venue, informative program, great food, fun and fellowship, the AAAS Conference has something for everyone.” The conference will begin on Thursday, June 6 with a Chairman’s Welcome Reception, sponsored by CARQUEST. On Friday morning, attendees will have the opportu-

nity to take a deep sea fishing trip aboard the Relentless, an expedition sponsored by Federated Insurance. Friday will also feature a CarmCast Live presentation, delivered by Carm Capriotto of Remarkable Results Radio, sponsored by N. A. Williams, the Auto Care Association and Merrill Lynch. In addition, the AAAS Board of Directors will meet. The evening hours will offer live music and cocktails during the AAAS and YANG reception. Saturday will commence with a continental breakfast and Tabletop Trade Show, followed by a welcome and state of the association reports delivered by Chairman West. Next, there will be a presentation by Ray Pohlman, president of the Coalition for Auto Repair Equality. Taylor Mitchell, senior vice president of technology standards for the Auto Care Association, will present “Technology and the Aftermarket” before the group takes a break to enjoy more of the Tabletop

Trade Show. After the break, Capriotto will discuss “Nine Top Success Strategies for the Service Professional.” On Saturday afternoon, AAAS will hold its annual golf tournament at the Raven Course Golf Club. Proceeds from the 18-hole, four-person scramble will benefit the AAAS Foundation Scholarship program. Prizes will be awarded for longest drive, straightest drive, closest-to-the-pin and a hole-inone. The AAAS 2019 Conference and Trade Show will conclude on Saturday evening with a dinner party and silent auction. Sponsors for the 2019 event include Federated Insurance, Merrill Lynch, LKQ Corporation, N.A. Williams, BlueCross BlueShield of Alabama, CARQUEST, York Risk Services Group, Interstate Batteries, and more. Registration for the conference is available for $145 with additional fees for the fishing expedition and golf tournament. For more information or to register, visit aaas.us.

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Continued from Cover

Chop Shop

store work orders and titles to the cars on the property. We visited the shop looking for Garcia. We didn’t find him but did find a man claiming to be an independent contractor hired by Garcia. “Is this a chop shop here?” we asked him. “No! I don’t have nothing to do with a chop shop,” said the man. This contractor has not been charged with anything and is not a part of the investigation. “You mean to tell me you haven’t seen anything weird around here?” we asked him. “Well, like I said—that car there. All these cars. I don’t be knowing. He don’t tell me. If something is not right he don’t tell me,” said the man. The same building, at 3222 North 40th St., was the site of a chop shop bust a year ago under a different name. Seven miles away at 6912 North Nebraska Avenue, TPD is in-

vestigating another chop shop case. According to a search warrant, North Port PD asked TPD to investigate a stolen car. A GPS hit on the stolen Stanley Steamer van led officers to the property. Upon arrival, officers saw a man run off from the back of the stolen car and two other men run out from the yard of the property. Within the property, TPD seized two Ford vans, numerous drugs like cocaine, marijuana, and meth. They also found a gun. Employees were not happy to see us. A man who claimed to be the brother of the lot owner insists they are not a chop shop. Furthermore, he says the car business on suite A is separate from the mechanic and paint garage at suite B. But according to the search warrant, both parts of the lot are under investigation. TPD says no arrests have yet been made in this case. We thank ABC Action News for reprint permission.

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IGONC Regional Meetings Feature Rick White of 180BIZ by Chasidy Rae Sisk

During the week of March 25–28, the Independent Garage Owners of North Carolina (IGONC) held regional meetings in Charlotte, Hickory, Greensboro and Durham, NC.

These meetings featured Rick White of 180Biz, who taught attendees “The Key to Business Success” and “Get More Out of Your Tech Today.” According to IGONC Executive Director Bob Pulverenti, “We had a great turnout for these events. We chose to hold them open to the public and ended up having several new members sign up with the association after seeing how much value they got out of the training. Folks received a free dinner and

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learned how to grow their business and manage their staff for success. “Association events are important because it is our job to know our members and help support their needs in a way people outside the industry cannot. These regional meetings were held to give our members an opportunity to learn ways to be more successful with their shops and staff. A lot of our members are great techs, but they need support and new ideas to help them with the day-to-day management of a successful business. We were very happy with the turnout and engagement at the classes. Rick White has been a great asset to our members by teaming up with IGONC and offering training.” In August, IGONC will offer training in the eastern part of NC. White will teach in Roanoke Rapids on August 26, New Bern on August 27, Fayetteville on August 28, and Wilmington on August 29. For more information about the association and its events, visit: igonc .com.

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Continued from Cover

CIC Speakers

the way.” Aaron Schulenburg, executive director of the Society of Collision Repair Specialists, agreed. “It becomes easier to argue against when it gets muddied with other issues,” Schulenburg said. “Parts, as an example, has been debated and addressed in almost every state. There is a lot of existing language. When that enters into the discussion, it makes it much harder to move something forward. The states

seen a shop that does so all of the time. He pointed to the procedure for aiming the headlight on a Ford Fusion, which requires overall maintenance. This includes: checking the tire pressure, emptying the trunk, making sure a person weighing 150 pounds is in the driver’s seat and that the vehicle is on a level floor. If OEM procedures are mandated by law and a shop is failing to do everything mentioned above, it has committed fraud, Olson said. If nothing else, he said, the industry needs to make sure estimating system labor times are adequate to follow OEM procedures.

“As a repairer, we want to have the right to fix the vehicle the right way.” — Darrell Amberson

Clint Marlow of Allstate voiced didn’t isolate the [OEM procedure] issue and I think that’s the trend for his opposition on OEM procedure this year. I think going forward it legislation. Despite the fact that the insurance industry regularly lobbies would be advantageous to do so.” During the CIC, there was a for legislation it views as positive, discussion on the other state-to-state Marlow argued that government regvariation in some of the OEM pro- ulation generally only “adds bureaucedure bills. Some state bills focus cracy and costs.” “I think everyone in the room solely on the need for insurers to pay for such procedures. While others wants the vehicle repaired properly, would require shops to follow the and I would implore everyone to figOEM procedures, some of the bills ure out how to achieve that by working together, being collaborative, do both. Out of 200 attendees, 19 percent mirroring transparency with each see no need for OEM procedure leg- other, and finding things that work islation. 32 percent said it is needed for all,” Marlow said. “Government “to prevent insurers from pushing regulation is only going to add more complexity that the industry the use of non-OEM repair doesn’t need.” procedures through payBut others disagreed. ment practices,” according “To be very frank, if we to a poll done at CIC. Howweren’t getting some pushever, an even larger subback [from insurers for folset—48 percent said the lowing OEM procedures], legislation should require shops to follow OEM pro- Darrell Amberson we wouldn’t be seeing the legislation,” Darrell Amcedures. It’s important to note that only about a quarter of the berson of LaMettry’s Collision in CIC attendees were collision repair- Minnesota, said. “As a repairer, we ers—a third were suppliers and six want to have the right to fix the vepercent were insurers, automakers, hicle the right way.” Amberson said he would prefer consultants, educators, etc. Mark Olson of VECO Experts that the issue be resolved without said while he believes shops should legislation. “But as someone who speaks follow OEM procedures (and supports requiring insurers to pay them with insurance representatives on a for doing so), he rarely, if ever, has weekly basis, a lot of the rhetoric I

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more mentoring in the industry since 42 percent of graduates from training programs in automotive trades (mechanical, collision, heavy-duty diesel, etc.) leave the industry within two years. However, another study found that employees who receive mentoring are 77 percent more likely to stay at their job. CIC organizers held a breakfast, prior to the Nashville meeting, for about 50 local collision repair students. Speakers discussed the opportunities in the industry that await those students. The March Taylor Memorial Fund presented six of the students who had applied Encouraging New Industry with a tool box and hand Entrants tools. The Nashville I-CAR The Collision Repair EduCommittee issued a check cation Foundation (CREF) for 14,000 dollars to cover announced at CIC it is seekeducational costs for another ing 12 to 15 teams of techone of the applicants. nician mentors and their “When you have an optrainee to participate in a Jeff Peevy portunity to fill out an applifirst-of-its-kind competition being held September 28 in St. Louis, cation for a scholarship or some sort MO. The teams will vie with one an- of grant, do it,” Jeff Peevy, CIC other to demonstrate proficiency in chairman, advised the students. “Do the competencies needed by entry- it the best you possibly can. The industry has a lot of resources–we are level technicians. CREF is working to encourage here to help you.” hear causes us to seek an alternative to get it done,” Amberson said. “Frankly, there’s a lot of ignorance out there. There are those that are critical of the auto manufacturers, who say they are trying to protect themselves or are trying to sell parts. I frankly take issue with that type of rationalization. I want to do the right thing for our customers and the only way to accomplish that is to use a methodology that is documentable and verifiable and comes with a level of expertise the rest of us can’t provide.”

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ASA Webinar Wednesday Focuses on Increasing Sales & Customer Value Proposition by Chasidy Rae Sisk

On April 17, ASA’s monthly Webinar Wednesday featured a presentation by Aaron Stokes, client services manager for Synchrony, titled “Increase Sales and Your Customer Value Proposition with Financing.” Stokes taught attendees how to inform and educate customers with the right information and options suitable for them, resulting in a winwin situation for the customers and the shop. ASA Vice President Tony Molla kicked off the webinar by welcoming attendees and introducing Stokes. Stokes began by identifying common retailer challenges, including retaining customers, attracting new customers, dealing with declined services and increasing overall sales. He then delved into how financing can help reduce these challenges. Based on a recent report by the Federal Reserve Board, Stokes said, 4 in 10 Americans do not have the cash on hand to cover an unexpected $400 expense. He pointed out that

the majority of the remaining six people would like to have financing options to spread out payments, citing the common practice of financing a cell phone as an example. “Consumers want to be able to better manage their money,” Stokes stated. “You’re not only financing their car—you’re helping finance their life.”

Stokes shared that 79 percent of consumers start their research online, emphasizing the importance of a website that functions well and that explains what financing options your shop offers as well. While 61 percent conduct in-store research, 39 percent bring their shop in for an estimate. Consultation with family and friends is important to 31 percent of con-

JUNE 2019 AUTOBODY NEWS / autobodynews.com

sumers. Stokes pointed out that 66 percent have decided on their payment method before ever entering the shop, 20 percent research financing options, and 31 percent obtain financing. Stokes then explained the differences between primary, secondary and tertiary lenders. Primary lenders, such as Synchrony, offer promotional financing and purchase rebates. These tend to be reserved for customers with better credit. Secondary lenders are geared towards the credit-challenged but generally offer reasonable consumer terms. Tertiary lenders are a last option for extremely credit-challenged consumers but offer extremely high consumer terms. Concerning tertiary lender options, Stokes warned, “People look at auto body shop as family. When you’re with family, you want to be taken care of and be reassured that everything is going to be ok. We trust them. We don’t want you to offer these financing options to your family unless there’s no way they can be

approved through better means.” Credit culture means weaving credit into every aspect of your selling practices. Stokes explained that this will “increase your sales and bring customers back to your shop.” He explained how Synchrony helps businesses discuss, display and drive customers to financing options. He also detailed the benefits of building a credit culture that included enhancing the selling experience, rewarding your best customers, building customer loyalty and increasing the average RO. “It gives your customer the ability to know that you take care of them,” he said. Customers who use a primary lender enjoy many benefits, according to Stokes. No minimum purchase is typically required, and Synchrony offers six months deferred interest on charges of over $200. In addition to receiving alerts on special offers, the lender “breaks down the amount for the customer so it’s very manageable,” Stokes pointed out. Stokes identified the two main

benefits for the retailer as repeat business and increased customer loyalty. The card allows them to be ready for future purchases in your location. A variety of credit promotions are also available that helps businesses benefit, and the instantaneously approved credit line encourages customers to say yes to higher ticket sales that they may have needed to consider differently under other circumstances. Looking at why financing options should start with a primary lender, Stokes explained, “Customers are made aware of the network and your location. They can find your shop online or with a mobile device. They’ll shop at your store, using their Synchrony Car Care credit card for easy approval. By staying engaged with marketing and network purchases, they come back and shop at your store again and again. Our programs are designed to drive customers back to your shop. It’s a huge driver for repeat business to your shop.” Once Stokes concluded his presentation, Molla opened the session up for questions from attendees. In

regards to the normal financing term length, Stokes explained that most customers like the six-month option, but the twelve-month option is beneficial for some consumers. He explained the differences in interest rates and the costs for the business. Stokes further answered questions about online reviews and a variety of other concerns such as training and promotional material available from Synchrony. ASA’s May Webinar Wednesday will feature Rick White of 180 Biz Solutions, who will present “Stop Reacting and Start Succeeding.” For more information on ASA and its events and webinars, visit asashop.org.

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Continued from Page 4

Staying Green

one source and one decision-maker is ideal. Not everyone has to be an expert, so centralizing that knowledge is important. Align yourselves with consultants or waste companies like us who are ready and willing to assist you every step of the way.

Many shops tout the fact that they’re green businesses, advertise it in their marketing efforts and list it on their websites. Do consumers really care about taking their cars to a green shop, or do they just want them taken care of properly?

In some parts of the country, especially in California, there is definitely a movement where more and more consumers will gravitate toward companies that are green. Water quality has become a hotter topic in the news, so I think a body shop with a green seal or a green approach is going to get value out of it. From my experience, it’s not just the younger generation that cares

about the environment. Everyone now is paying attention to it and those stewards of the planet are getting the benefits of that. Also, shop owners are paying more attention to fines, penalties and enforcement when they run into compliance issues. With instant news and all of the social media out there, if a shop gets caught for violating regulations, people know about it literally right away and can be shared easily. Is it wise to develop a handbook that new hires can refer to and use as a road map, so to speak?

Yes, it should always be a part of new employee orientation and/or training. Everyone in your shop needs to know what is or isn’t regular trash and be as environmentally aware of everything involved. Some shops are re-using waterbornebased cleaning products for cleaning their lines, etc., and there is a ton of solvent recycling going on. If your people are kept away from regulatory inspections that may lead to citations and fines by being properly trained, that’s obviously invaluable.

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JUNE 2019 AUTOBODY NEWS / autobodynews.com

autobodynews.com / JUNE 2019 AUTOBODY NEWS

In Reverse with Gary Ledoux

The Birth of I-CAR

As I-CAR celebrates its 40th anniversary this year, we thought it only fitting to provide some insight into the organization’s natal beginnings. Things remained fairly static within the collision industry from its start in the early ‘40s up through the ‘70s. And whatever changes occurred did so at a pace that was easy to keep up with. But several industry leaders, the visionaries, could see things would soon change—and at a rapid pace. With the introduction of the unibody vehicle in 1979/1980, cars were becoming more sophisticated. While paint technology had changed somewhat, and car-building had certainly changed, “body men” were still applying the same repair techniques they had used since the end of WWII. And, it appeared to most that unless someone or some organization took the reins and forced change, shops would soon be incapable of making safe repairs. In April 1979, Bob McDonnough of IDEA invited several industry leaders to meet at the Hilton Hotel at the San Francisco airport and began to devise a plan. The group was composed of Dan Murray from General Motors; a representative from Ford; Bud Merwin representing Automotive Service Association (ASA); Gordon Holcomb, president of the Automotive Legislative Council of America; Jeff Hendler, executive director of the Autobody Craftsman Association; Donn Prover from the Equipment and Tool Institute; Bob Foote, president of Applied Power Corporation

representing Blackhawk tools and equipment; a representative from the National Association of Independent Insurers; and Bob Mecherle, grand-

son of State Farm founder George Mecherle, representing State Farm Insurance, along with an array of shop owners and other interested parties. The first thing they all agreed on was that collision technicians needed better repair information—and a lot more of it. If a vehicle had to be fixed a certain way, the OE had to let the industry know it and make the information readily available. The question was: What was the best way to do that? Of course, each party had its own interests throughout the discussions. It was noted that several insurance representatives only wanted to find a way to make cheaper repairs. Bob Mecherle realized that the discussions were not about “cheap” but how to perform a proper repair and address the changing technology. Murray was a key party to the affair because he had recently returned from a two-year stint working for General Motors in Germany, where the collision repair business had advanced considerably further than the U.S. In Germany and all over Europe, unibody construction

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Gary Ledoux is an industry veteran with 48 years’ experience in the automotive and OEM collision parts industry. His column appears exclusively in Autobody News. He can be reached at YesterWreck@yahoo.com

ltedesco@autobodynews.com

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JUNE 2019 AUTOBODY NEWS / autobodynews.com

had been used for several years, so equipment manufacturers and technicians had advanced considerably. The Europeans had also found a better, more complete way of estimating by dis-assembling the vehicle and finding all the hidden damage at the outset, rather than submitting multiple supplements or having the vehicle go out improperly repaired. In November of 1979, a meeting of 40 invited industry leaders was held in Des Plaines, IL, where after much discussion and planning, more than 30 shop owners and associations, along with State Farm, provided enough seed money to start a nonprofit company that would train collision technicians on how to properly repair collision damage. The entity they founded was the Inter-Industry Conference on Auto Collision Repair, then

known as IICACR and now known simply as I-CAR. Then-chairman of the newly formed training organization was Arthur C. Mertz. Murray was a key figure in providing some the earliest training curriculum for the newly formed I-CAR and left General Motors in 1986 to start his own consulting company. The formation of I-CAR and the almost-overnight change from bodyon-frame technology to unibody technology marked the beginning of a new era in the collision industry. For over 30 years, since GIs returned from the European and Pacific theaters of operation in 1946 up to the late ‘70s, little changed in the industry. Eventually, more dramatic changes would come, and at a quicker pace. The industry would never be the same. But I-CAR would be there to help shops through the technology of the future.

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From the Desk of Mike Anderson with Mike Anderson

Mike Anderson is the president and owner of Collision Advice, a consulting company for the auto body/collision repair industry. For nearly 25 years, he was the owner of Wagonwork Collision Center, an OEM-certified, full-service auto body repair facility in Alexandria, VA.

Want to Challenge Me on the Need to Check OEM Procedures Every Time? Bring It On… You: Hey, Mike, I keep hearing you saying we need to look up the OEM repair procedures on every single vehicle every single time. But surely you’re not talking about even the easy jobs, where we’re just replacing a single part.

Me: Oh, you mean like the Infiniti vehicle I saw recently where something had flown from the road and put a hole in the grille? All the vehicle needed was to have that grille replaced. Sure, you could skip looking up the OEM procedures for that. But then you’d miss the parts diagram showing the small part on the grille marked with a little black dot with a white X in it. That symbol in the Infiniti procedures indicates a nonreusable part. So if you didn’t look up that procedure, you might not know that non-reusable part is an intelligent cruise control cover. And when you replace that part, a calibration is required. If you don’t look up the procedures for that calibration, you won’t know that in order to complete it correctly, you need to make sure the vehicle has a full tank of gas, top off the oil and transmission fluids if not full, ensure all tires are at the correct pressure, and only then do a 4wheel alignment, all BEFORE you do the calibration. So, yeah, that’s why I say you need to research the OEM procedures every time, on every job.

You: But Mike, that’s just one instance. Looking up the procedures on every job seems like a lot of work.

Me: I agree with you that that’s just one example. So here’s another one: Do you know the process to perform

the seat belts inspection that’s required on some Volkswagen vehicles after an accident? That process requires, among other things, at least two different test drives, each at dif-

You: Well, fine, but our shop just sublets out all those calibrations at the end of the job, so that’s up to the dealer to know all that stuff.

ferent speeds, and you have to hit the brakes on each—obviously at a time and place where there are no vehicles behind you. Depending on the traffic in your area, you may not be able to perform those test drives during certain parts of the day. So you’ll probably want to know about that early in the process by researching the OEM procedures every time.

Me: Okay, sure, but safety systems aren’t the only thing your customer is going to expect to be working correctly when you return their vehicle. A shop I know was replacing the cowl cover on a Nissan, which required removing and reinstalling the wiper arms. The shop looked up the procedure to find that what steps to follow depended on whether the vehicle was equipped with a rain sensor. This vehicle was, so when the shop researched that, they found they had to actually squirt water on that

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Me: But if you aren’t familiar with the calibration processes, how can you have some assurances your sublet provider is doing them correctly? Don’t you need to look up the procedures to make sure you know, for example, that the dealer needs to show you they filled up the gas tank

and checked the tire pressure if those things are part of the process? And some of the OEM procedures on these systems can’t wait until the end of the job. When you repair or replace a Toyota quarter panel that has a blindspot monitor, the OEM procedures tell you that you need to check the installation angle of the blindspot monitor BEFORE you paint the vehicle. There’s a flow chart in the Toyota procedure for that process. It involves using a plumb bob and doing all these measurements, and it could require reattaching several components. Again, this is before the vehicle is painted. And by the way, it is all separate from the calibration of that monitor after the vehicle is painted. I run across this stuff all the time. That’s why I say: You need to check all the OEM procedures, on every vehicle, every time.

You: Oh come on, Mike, lots of jobs don’t involve safety items like that.

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rain sensor near the top of the windshield, all while using a scan tool to do a calibration of the wiper arms. You heard me: A calibration of the wiper arms, because the wiper arm speed is dependent on the amount of rain hitting the windshield.

JUNE 2019 AUTOBODY NEWS / autobodynews.com

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Please contact these dealers for your Honda or Acura Genuine parts needs. HONDA ALABAMA

FLORIDA

Freeway Honda Birmingham

800-987-0819 205-949-5460 Dept. Hours: M-F 7:30-5 greg_thomas@freewayhondaal.com

FLORIDA

GEORGIA

Braman Honda of Palm Beach

Hendrick Honda Pompano Beach

Gwinnett Place Honda

Greenacres

Pompano Beach

888-479-0695 561-966-5185 Dept. Hours: M-F 7:30-6; Sat 8-4:30 parts@bramanhondapb.com

Jerry Damson Honda

Duluth

954-425-8244

800-277-8836 678-957-5151

Dept. Hours: M-Fri 7-6; Sat 7-5; gerardbruno@hendrickauto.com

Dept. Hours: M-F 7:30-6; Sat 8-5 gphwholesaleparts@hendrickauto.com

Rick Case Honda

Honda Mall of Georgia

Huntsville

Classic Honda

Davie

Buford/Gwinnett

800-264-1739 256-382-3759

Orlando

877-544-2249

678-318-3155

888-893-4984 407-521-1115

Dept. Hours: M-F 7-7; Sat 7:30-4 robbutton@rickcase.com

Dept. Hours: M-F 7-7; Sat 7-5 cdunlap@penskeautomotive.com

Dept. Hours: M-F 7-7; Sat 8-4 parts@classichonda.com

South Motors Honda

Milton Martin Honda

Dept. Hours: M-F 7-5:30; Sat 8-4 Rkeel@damson.com FLORIDA

AutoNation Honda Clearwater C l e a r wa t e r

888-205-2564 727-530-1173 Dept. Hours: M-F 7-7; Sat 8-5; Sun 10-3 santosr1@autonation.com

Coggin Deland Honda Deland

800-758-0007 386-626-1811 Dept. Hours: M-F 7:30-6; Sat 8-5 gbennett@cogginauto.com

Ed Morse Honda

Miami

Gainesville

888-418-3513 305-256-2240

770-534-0086 678-989-5473

Dept. Hours: M-F 8-7 mfranceschi@southhonda.com

Dept. Hours: M-F 7:30-6 robertthomas@mmhonda.com

GEORGIA

Carey Paul Honda Snellville

R iviera Beach

770-985-1444

800-232-1098 561-844-8089

Dept. Hours: M-F 7-7; Sat 7-6 gperkins@careypaul.com

800-542-8121 954-964-8300

Dept. Hours: M-F 7:30-6; Sat 7:30-5 tonyrocha@edmorse.com

Ed Voyles Honda

Dept. Hours: M-F 7-7; Sat 7-5; Sun 9-5 hernandeze@autonation.com

Headquarter Honda

Braman Honda

800-497-2294 407-395-7374

Dept. Hours: M-F 7-7; Sat 7-6 hondaparts@edvoyles.com

Dept. Hours: M-F 8-7; Sat 8-5 pepe.guevara@headquarterhonda.com

Gerald Jones Honda

AutoNation Honda Hollywood H o l l y wo o d

Miami

305-266-1915 Dept. Hours: M-F 7-7; Sat 7-4 calvarez@bramanhonda.com

Marietta Cler mont

800-334-3719 770-933-5870 Direct

Augusta

Hendrick Honda Bradenton Bradenton

877-706-2021 941-752-2123

800-733-2210 706-228-7040 Dept. Hours: M-F 7:30-6; Sat 8-5 tdunn@geraldjoneshonda.com

Honda of Newnan Newnan

678-423-8183 Dept. Hours: M-F 7-6; Sat 7-4 samuel.trapani@henrickauto.com

Nalley Honda Union City

866-362-8034 770-306-4646 Dept. Hours: M-F 7:30-7; Sat 8-5 hondawp@nalleycars.com

Southern Motors Honda Savannah

888-785-8387 912-925-1444 Dept. Hours: M-F 8-6; Sat 8-5 angela@southern-motors.com

Dept. Hours: M-F 7:30-7; Sat 8-4 Kris.kitzman@hendrickauto.com ACURA ALABAMA

GEORGIA

Jerry Damson Acura

Duval Acura

Jackson Acura

Huntsville

J acksonville

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800-264-1739 256-533-1345

800-352-2872 904-725-1149

877-622-2871 678-259-9500

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Dept. Hours: M-F 7-5:30; Sat 8-4 Rkeel@damson.com

Dept. Hours: M-F 7-7; Sat 8-5 Cecil.adams@duvalacura.com

Dept. Hours: M-F 7-6; Sat 7:30-6 kmcmillan@jacksonacura.com

Dept. Hours: M-F 7:30-6; Sat 8-5 travis.morrison@southernmotors.com

Rick Case Acura

Nalley Acura

FLORIDA

Acura of Orange Park J a ck s o n v i l l e

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FLORIDA

F o rt Lauderdale

Marietta

800-876-1150 954-377-7688

800-899-7278 770-422-3138

Dept. Hours: M-F 7:30-6; Sat 8-5 rubenramos@rickcase.com

Dept. Hours: M-F 7-7; Sat 7-5 byoung@nalleycars.com

JUNE 2019 AUTOBODY NEWS / autobodynews.com

Southern Motors Acura

NO. CAROLINA

Flow Acura Winston-Salem

800-489-3534 336-761-3682 Dept. Hours: M-F 7:30-6; Sat 8-1 www.flowacura.com

MISSISSIPPI

NO. CAROLINA

TENNESSEE

VIR G I N I A

Patty Peck Honda

Metro Honda

Airport Honda

Hall Honda

Ridgeland

I n d i a n Trail

Alcoa

Virginia Beach

800-748-8676 601-957-3400

866-882-9542 704-220-1522

800-264-4721 865-970-7792

800-482-9606 757-431-4329

Dept. Hours: M-F 7:30-6; Sat 8-5 pmartin@pattypeckhonda.com

Dept. Hours: M-F 6:30-6:30; Sat 7-4 www.copytk.com

Dept. Hours: M-F 7:30-6:30; Sat 7:30-5 parts@airporthonda.com

Dept. Hours: M-F 8-7; Sat 8-5 fox@hallauto.com

Vann York Automall

AutoNation Honda West Knoxville

Valley Honda

NO. CAROLINA

Apple Tree Honda Asheville

800-476-9411 828-684-4400 Dept. Hours: M-F 8-5; Sat 8-4 appletreeparts@hotmail.com

H i g h Point

336-841-6200 Dept. Hours: M-F 7:30-6; Sat 8-3 SO. CAROLINA

Breakaway Honda G re e n ville

Crown Honda Southpoint Durham

800-849-5056 864-234-6481

855-893-8866 919-425-4711

Dept. Hours: M-F 8-6; Sat 8-5 fmarshall@breakawayhonda.com

Dept. Hours: M-Thu 7-11; Fri 7-6 Sat 7-5; Sun 11-5 www.southpointhonda.com

Hendrick Honda Easley

Hendrick Honda

888-513-5869 864-850-1200

Charlotte

800-277-7271 704-552-1149 Dept. Hours: M-F 7-7; Sat 8-5 rob.thomas@hendrickauto.com

Leith Honda Raleigh

800-868-6970 919-790-8228

E a s l ey

Dept. Hours: M-F 7-6; Sat 8-5 christopher.gagnon@hendrickauto.com

Midlands Honda C o l u mbia

877-273-4442 803-691-8585 Dept. Hours: M-F 7-7; Sat 7-4 www.copytk.com

Knoxville

800-824-1301 865-218-5461 Dept. Hours: M-F 7:30-6 rossd1@autonation.com

Bill Gatton Honda Bristol

800-868-4118 423-652-9545 Dept. Hours: M-F 7:30-5:30; Sat 8-1 hondaparts@billgattonhonda.com

VIRGINIA

Checkered Flag Honda Norfolk

800-277-2122 757-687-3453

McKenney-Salinas Honda

800-849-5057 864-375-2082

Colonial Honda

NO. CAROLINA

Chester

800-564-9836 804-414-1960 Dept. Hours: M-F 8-7; Sat 8-4 rreese@i95honda.com

TENNESSEE

VIRGINIA

Hendrick Acura

Gary Force Acura

Charlotte

B re n t wood

Falls Church

800-768-6824 704-566-2288

800-653-6723 615-377-0500

800-550-5035 703-824-5785

Dept. Hours: M-F 7:30-6; Sat 8-5 justin.taylor@hendrickauto.com

Dept. Hours: M-F 7:30-6; Sat 8-2 jtrail@garyforceacura.com

Dept. Hours: M-F 7:30-6; Sat 8-6; Sun 10-5 jimgraf@radleyauto.com

Leith Acura Cary

800-868-0082 919-657-0460 Dept. Hours: M-F 8-6; Sat 8-4:30 parts@leithacura.com

Dept. Hours: M-Fri 7:30-6:30; Sat 8-5 wbhonda@aol.com

Dept. Hours: M-F 7-7 ekerr@wolfchasehonda.com

Dept. Hours: M-Sat 7:30-6 honda.checkeredflag.com

Dept. Hours: M-F 7:30-5:30 parts@mshonda.com

Richmond

800-446-0160 804-672-8811

Bartlett

A n d e rson

Dept. Hours: M-F 7:30-6; Sat 8-5 swhite@piedmontcars.com

West Broad Honda

800-982-7290 901-255-3780

Piedmont Honda

888-703-7109 704-824-8844 x 624

Dept. Hours: M-F 7:30-5:30; Sat 9-5 bwimer@myvalleyhonda.com

Wolfchase Honda

Dept. Hours: M-F 7-7; Sat 7:30-5 parts@leithhonda.com

Gastonia

Staunton

800-277-0598 540-213-9016

Radley Acura

VIRGINIA

Karen Radley Acura Wo o d b ridge

800-355-2818 703-550-0205 Dept. Hours: M-F 7:30-5:30; Sat 8-3 coreythompson@radleyautogroup.com autobodynews.com / JUNE 2019 AUTOBODY NEWS

Media and Publicity for Shops with Ed Attanasio

Ed Attanasio is an automotive journalist based in San Francisco, California. He can be reached at era39@aol.com.

AUUX Specializes in Helping Body Shops Online Only 25 years ago, the average body shop’s marketing plan involved buying a Yellow Pages ad and sponsoring the local Little League team. Back then, most body shops didn’t have marketing managers or marketing budgets and relied primarily on word-of-mouth for its new customers. Boy, things have surely changed on many levels. Now, the majority of every shop’s marketing plans revolves around the Internet. Today, a first-rate reputation that leads to positive referrals is still as good as gold. But now the marketing universe is huge, so unless you know what you’re doing, it can be a black hole that can suck up your money before you know it. Shops are always hearing about the newest and the latest, which can be overwhelming to say the least. Pay-Per-Click (PPC), Search Engine Optimization (SEO), local

marketing, content marketing, social media marketing, email marketing, e-commerce marketing, remarketing, lead generation, Internet advertising and public relations are just some of

AUUX co-owner Vic Krikorian in Glendale, CA, has succeeded by helping body shops in the area of Internet marketing

the marketing tactics that shops have to sift through. Direct mail, broadcast advertising (radio and TV) and other forms of marketing are now

prehistoric. Forward-thinking shops that aren’t afraid to try new approaches will excel. There are only so many cars in your town, so shops that aren’t stepping up are losing market share. How long can you rely on your DRPs or inclement weather to generate business? In the old days, that might have been enough, but no more. Vic Krikorian, co-owner of AUUX in Glendale, CA, has succeeded by helping a wide range of small-to-medium-size businesses with their marketing and advertising, including body shops. With his partner, Abram Ter-Oganesyan, Krikorian is taking collision repairers to an online world that’s getting them results that are both tangible and trackable. One client giving AUUX fivestar reviews is Pacific Coast Collision Center (PCCC) in Rancho Cordova,

CA, for its beneficial three-year relationship with Krikorian and his team. PCCC’s owner, Eddie Shadarevian, is repairing approximately 220 cars with a crew of 22 and will soon be moving into a cutting-edge facility down the street. His car count has increased since contracting AUUX and credits much of his success to smart, targeted and results-oriented marketing. “AUUX re-vamped everything we were doing, and we saw results within roughly three months,” Shadarevian said. “We were pleasantly surprised by how everything happened so quickly because other companies were telling us that it would take at least eight months to one full year to gain some traction. We hired AUUX for a lot of reasons, including the fact that we were in the process of adding a second location. We wanted to get the word out and

d Nee em u o Kia ts Y eed Th r d a P N nts ate ists u The n You c i o c e l ed ry Wh Dis f D ecia nto

se e er y o e p a v v v i i S t l e n i m I t r tisfy e c D e n Tea Parts ompe v i ly ,I • Sa e ens e Dai C t d x E • Tims an ers Fre • e • av ofit tom S

Parts Dept.

888-837-3085 Fax

919-466-6354

Mon-Fri 7-6 // Sat 7-5 90 MacKenan Drive Cary, NC 27511

www.hendrickkia.com

Parts Dept.

877-686-9320 Fax

704-566-2140

Mon-Sat 7-7 7550 Hendrick Auto Plaza NW Concord, NC 28027

www.hendrickkiaofconcord.com 30

JUNE 2019 AUTOBODY NEWS / autobodynews.com

grow intelligently because many shops expand their services and add locations, but they don’t know where the business will be coming from.” When Krikorian started working with body shops, he was surprised to learn that some collision repairers are savvy when it comes to marketing while others are still in the dark. “When we found out that many top shops don’t even have websites, we couldn’t believe it, which is a major red flag,” he said. “It’s not that they don’t realize the importance of a strong presence online, but business is good, so they’re not ready to commit. Once they lose a DRP or another shop moves in nearby, they will start scrambling around, but then they have to catch up, which can be difficult.” AUUX is all about creating custom solutions for its clients, as opposed to using a “one size fits all” approach, Krikorian said.” We focus on the customer experience and stress a seamless process that makes generating leads easy and simple. Consumers today expect things to happen quickly, so we need

to get the information into their hands fast and use the technology to achieve it. They want to be able to get quotes online and monitor the entire repair process from the convenience of their cell phone, iPad or laptop computer.”

AUUX co-owner Abram Ter-Oganesyan is an expert on Pay-Per-Click (PPC), Search Engine Optimization (SEO), content marketing and social media marketing

By being experts on how to use Google and Bing for leads and staying in the loop with Facebook and Instagram to keep clients engaged, AUUX has helped PPC hit the ground running with its newest location. Part of the plan is targeting

services and getting specific results, Shadarevian said. “It’s a lot about setting search parameters that bring us the right type of business,” he said. “In the past when we were working with some other marketing companies, we were getting leads that didn’t apply to what we do here. We’re not a MAACO, so when we get inquiries about doing inexpensive fast paint jobs, that’s not our market. We also used to get leads about doing mechanical repairs, but we don’t do that either. We learned that the Internet works, but if search results get us leads that are irrelevant, what’s the point?” By stripping all of the guesswork out of the marketing process and concentrating on where their strengths lie, AUUX is getting results others aren’t. “We know what’s working and not working for body shops, and that’s what sets us apart from the competition,” Krikorian said. “Some shops try a lot of things, but that can get costly, so we guide them in the right direction and get the most out of everything they spend.”

SEMA Expands Youth Outreach with NHRA

The Specialty Equipment Market Association (SEMA) is expanding its youth outreach efforts by partnering with the NHRA’s Youth & Education Services (YES) Program. This initiative enables SEMA to introduce students to the excitement and opportunities in motorsports. SEMA is committed to supporting efforts to introduce youths to the unique environment found at race tracks. “We all remember our first time at a race track,” said Chris Kersting, SEMA president and CEO. “We never forget the adrenaline and rush watching Top Fuelers top 300 mph in a matter of seconds.” The NHRA YES Program, which began more than 30 years ago, enables SEMA to reach thousands of students in a unique environment. “We’re thrilled to have SEMA join us at the 2019 NHRA YES events,” said Glen Cromwell, NHRA president. “SEMA’s support helps us to continue inspiring youth.”

autobodynews.com / JUNE 2019 AUTOBODY NEWS

Hey Toby! with Toby Chess

Toby Chess is an I-CAR program instructor, Training specialist, and former salvage yard operator. Toby is universally known in the collision industry for his work with first responders and advocacy for body shops and consumers. He can be reached at tcspeedster@gmail.com

Collision Repair Headlines Show Need for OEM-Recommended Procedures On July 13, 2018, an Ohio appellate court rejected an auto body shop’s arguments in a $105,462 case where the body shop was convicted for failing to follow OEM procedures during a repair. Dallas Body Shop was ordered to pay 31.5 million dollars for not following OEM Procedures. A major MSO with 38 collision repair centers has settled a lawsuit, because it had collision repairs performed that did not follow manufacturer procedures. Are you following OEM procedures on weld testing as outlined? Manufacturers have a lot to say about Squeeze Type Resistance Spot Welding (STRSW). Toyota (Fig. 1), Nissan (Fig. 2) and Audi’s (Fig. 3) position statements are self-explanatory. The last OEM ex-

Fig. 2

ample is from Honda (Fig. 4). Let’s say your thickness is 1.2mm and the square root is 1.1. Multiply Fig. 3

Fig. 1 32

JUNE 2019 AUTOBODY NEWS / autobodynews.com

autobodynews.com / JUNE 2019 AUTOBODY NEWS

middle of the top test coupon—a ½ inch in from the edge (also known as edge distance) (Fig. 7). 4. Using a V-Jaw vice grip pliers, roll both pliers inward toward each other. Beware of the position of the pliers. For example, a round part of pliers need to roll into each other in order to work (Fig. 8).

nugget formula. If there is no formula to determine the correct size of the nugget, a good rule of thumb is

Fig. 9

Fig. 4

Fig. 5

Fig. 6

Fig. 7

those numbers by 4.5 and you get a tear out of the diameter, 4.95 mm. After you calculate the measurements, you may make the appropriate 34

adjustments and then you’re done. Steps necessary before testing STRSW welds: 1. Follow OEM procedures for testing. 2. Cut two pieces of metal from the vehicle (preferably 2”X 3”). 3. Clean the metal where the STRSW electrodes come in contact with the metal itself. 4. If adhesive is necessary in the repair, use it on the test coupons. Then, you will need to verify if the test will need to be done wet or with cured adhesive. If the test information is not available, it would be in your best interest to use wet adhesive. 5. Use a shunt clamp if adhesive is used or if the e-coat is not removed from the mating surfaces. If the OEM requires weld though primer, you may use it on the test coupons. 6. Get your tools and products necessary for the test. 7. Always wear safety glasses, a face shield and hand protection when performing the test.

STRSW destructive testing done in a technician’s stall: 1. Measure the thickness of both pieces of sheet metal to be tested. Add the thicknesses of both pieces and divide by two to get the proper metal thickness (this step is not necessary with full automatic welders) (Fig. 5). ½ inch overlap of the two test coupons (Fig. 6). Note: Electrical tape is used on the vise grip pliers to prevent the pliers from acting like a shunt. 2. Secure both test coupons with a pair of vice grip pliers. 3. Place a single spot weld in the

JUNE 2019 AUTOBODY NEWS / autobodynews.com

Fig. 8

5. Peel back both coupons to expose the torn out weld nugget (Fig. 9). 6. Measure the diameter of the weld nugget with a caliper. Refer to the OEM data to determine the weld

Fig. 10

as follows—the thickness of the metal being welded times 5. In the above example, the thickness was

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.8mm times 5 equals 4.0 mm. This is a good weld (Fig. 10). 7. Photograph results showing caliper measurement, the repair order number, the date and the technician. Attach all of the results to the estimate and the repair order file (Fig. 11).

the shops I work with to have a person in parts or in the front office to be in charge of the kit. After the technician performs the test and the kit is

for the electrodes (Fig. 13). Note: The vice grip pliers are taped with electrical tape to prevent the pliers from acting like a poor

shunt. A resistance spot weld will be placed on the clean part of the coupon. The e-coat is left intact between the two mating surfaces.

Fig. 15

Fig. 12

Fig. 11

Here is a kit I made for some collision shops (Fig. 12). The kit includes: 2 pliers, a caliper, a sharpe and a set of laminated instructions. Destructive testing is not an included operation. I tell

returned, a line should be added to the repair order, outlining the test. The technician should be given time to perform the test. Be sure that the pictures are attached to the file.

Use of a shunt clamp: I have two pieces of e-coated coupons from the vehicle and shunt pliers. I cleaned two locations on the outside of both coupons—one for the shunt pliers to make contact and the other

Fig. 13

Fig. 14

Lastly, note the ½ inch overlap between the two coupons (Fig. 14-15). Let’s assume that these welds were performed on a car. The OEM states to leave the e-coat on the mating surfaces. A shunt plier will be used for the first resistance spot weld. Remove the shunt pliers and use two isolated clams for the second weld. The path of the current will flow from the electrode through the metal, until it reaches the first spot weld and an electrical circuit is made; thus, forming a spot weld at the second location. This process is followed until all of the welds are See Repair Headlines, Page 38

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Jeff Peevy Addresses Paradigm Shifts in Industry, How They Will Affect Collision Repairers by Stacey Phillips

Jeff Peevy has observed many changes in the collision repair industry over the course of his nearly 40year career. As the current chairman of the Collision Industry Conference (CIC) and president of the Automotive Management Institute (AMi), Peevy regularly talks to body shop owners and managers about the current issues they face. During a recent webinar, Peevy shared several shifts he has observed as a result of these conversations and his involvement in the industry. Peevy then addressed how they are expected to affect future collision repairers. The free webinar was part of Dave Luehr’s Elite Body Shop Academy’s “Elite Webinar Series” and can be replayed by visiting www .elitebodyshopsolutions.com/academy. The shifts include a new focus on the customer experience, OEM certification expansion, the changing type of work in the industry and emerging liability issues.

realizing there is a customer experiNew Focus on the Customer ence that requires more than just Experience During a typical day in a body shop, technical skills.” Peevy stressed the importance of employees are hard at work ensuring vehicles are repaired properly, cus- utilizing soft skills, especially for staff tomers leave satisfied and great cycle members who regularly deal with customers. These include good time is maintained. listening skills, communicaWhen problems arise, tion, phone skills, negotiating Peevy said that by nature, and problem-solving. collision repairers typically Due to today’s widespread look for solutions from a use of social media, Peevy technical perspective and said that making a mistake mindset. This is partially bewith a customer can negacause technical training has Jeff Peevy, tively impact a business now become increasingly imporchairman of the more than any other time in tant to keep up with new Collision Industry Conference (CIC) history. technology. Technicians are and president of About six years ago, he spending much of their time the Automotive began noticing that the more learning about new equipManagement forward-thinking collision rement, repair procedures and Institute (AMi) pair facilities focused a porprocess improvements. As a result, he said, many times it can be tion of their training on teaching their easy to overlook a key element at their administrative and customer-facing staff soft skills. The results were very facilities—employing soft skills. “We all believe they are impor- positive. Not only was there better overtant, but traditionally as an industry we don’t use them,” said Peevy. “In- all communication in the business, stead, we try to solve everything but they also found that when techfrom a technical aspect. We’re now nicians and everyone else in the shop

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listened to one another and communicated better, employee retention improved. “If a technician is uncomfortable in an environment, the way it is typically handled is that person will leave,” said Peevy. “If technicians have better communication skills, they can sit down and communicate their feelings and often negotiate an environment they are happy with, and as a result they will stay.” Peevy said one of the main challenges has been the lack of training available. This is especially true of online training since many of the staff members in these types of roles aren’t in a position to travel to places offering opportunities to learn about soft skills. Since becoming president of AMi, Peevy said he has tried to build on that opportunity for shops to have access to training in this area.

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six years ago, he said, car manufacturers began establishing shop networks. “For many of them in the past, it was about selling parts,” said Peevy. “However, I’ve seen that changing as OEMs are trying to protect their brands.” Statistics have shown that when someone is in an accident and has a negative collision repair experience, he or she will usually trade in the car once it has been repaired and then change brands about 60 percent of the time. “OEMs are trying to keep brand loyalty and want to be part of the customer experience,” explained Peevy. OEM certification programs are evolving from primarily focusing on the tools, equipment and training requirements to now putting new emphasis on the customer experience. “I expect to see more non-technical staff training requirements in the very near future,” said Peevy. Peevy tells repairers who are part of a certified network and question the return on investment (ROI): “With the growing vehicle communication capabilities, collision repair marketing is difficult enough as it is without being on the wrong side of the certified OEM list generated by your customers’ cars.” He encourages shops to become certified and take the necessary steps to stay part of the OEM programs. Changing Type of Work in the Industry From what he has observed, especially at CIC, Peevy said there is a new type of role developing in the shops—an electronic diagnostic technician. “The consensus is this is the perfect role for the younger generation that naturally gravitates toward Continued from Page 36

Repair Headlines

completed. The same procedures would be used for weld bonding. The shunt pliers can be obtained from Dent Fix Equipment. The downloadable instruction sheet can be found at www.scrs.com. Go to technical resources, scroll down to technical information by topic— click on it, find destructive weld testing and open the PDF worksheet. I-CAR has two courses for those 38

computer software and the diagnostic process related to it,” said Peevy. According to the Equipment and Tool Institute (ETI), next year the value of software and electronic components will exceed the mechanical components on average. In 2000, electronics and software made up only 23 percent of the value of a vehicle; 77 percent was allocated to the mechanical aspect of the vehicle that includes everything shops have traditionally worked on in the past. A decade later, electronics and software consisted of 45 percent of the value, while the remainder was mechanical. Next year, electronics and software are expected to make up 60 percent. Peevy said there is a direct correlation between the value and the amount of work and time needed for the component repair. Although many industry veterans are concerned about the future industry because of the widespread changes happening and the direction it’s headed, Peevy said the younger generation’s skill set perfectly positions them to deal with it. Emerging Liability Issues Most in the industry are now familiar with the John Eagle Collision case, which has heightened awareness of the risk of being sued for an improper repair. Peevy said there is an additional liability that shops must take notice of and that he predicts will continue to grow at a blinding pace: who owns the data collected during a repair and what can be done with it. Some of the common types of data being collected include event data recorders, OBD diagnostic data, location data, sensors, microphones, looking for more training on topics mentioned above. Theory is studied in WCS 04. Class ST015L0 provides a hands-on skill test. Car-O-Liner, Chief Automotive and Pro Spot International have STRSW training that will give you credit on I-CAR’s alliance program. Following OEM procedures are essential in order to protect yourself, your business and your employees. Technicians should do destructive weld testing on MIG and STRSW welds. Email me with any questions at tcspeedster@gmail.com.

JUNE 2019 AUTOBODY NEWS / autobodynews.com

cameras, user recognition (fingerprints), mobile apps and telematics. Peevy found that more than half of the 308 shops he has spoken to since becoming CIC chairman are doing nothing to protect their businesses from the exposure of the data they are generating from the scanning process and then sharing it with third-parties without permission. “Over half didn’t even consider it might be a liability,” said Peevy. “It’s very real, and you need to protect your business.” The issue is currently being addressed by CIC’s newly formed Data Access, Privacy and Security Committee. Peevy recommends that shops learn more the potential liability and put a data privacy agreement in place after being reviewed by a lawyer (a sample of the ASA Pre and Post-Repair Diagnostic Scan Authorization Form can be found here: https://asashop.org/tools-resources /free-industry-tools/). A good starting point for shops, according to Peevy, is to ask the following: Do you share data and do you know who you are sharing your data with? Do you know how they are

using your data and if they are selling or distributing it to a third-party without your consent? Do you and all of your third-party partners have a data privacy agreement in place? Growing Benefit of Attending CIC In closing, Peevy said that with the shifts taking place in the industry and the speed they are occurring, it’s critical to increase a shop’s exposure and hear other perspectives. “CIC is a rare and unique forum to do that, and we don’t see enough collision repairers taking advantage of it,” he said. During the forum, he said all segments of the industry are working together to enable a complete, safe and quality repair. Everyone can come to the microphone, express an opinion, ask questions and make statements. “If you intend to stay in the collision repair business, you need to get involved,” said Peevy. “We need your voice. Stay in the know and don’t be a victim.” For more information about CIC and the active committees, visit https:// www.ciclink.com/.

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National Associations with Chasidy Rae Sisk

Get to Know WIN’s 2019 MIW Honorees The Women’s Industry Network (WIN) recently announced that four women will be honored as Most Influential Women (MIW) and celebrated at the MIW Gala and Awards Ceremony in May. The ceremony will be held during WIN’s Educational Conference in Fort Lauderdale, FL, from May 6– 8. Originally established by AkzoNobel in 1999 and taken on by WIN in 2013, the MIW program aims to recognize women whose leadership, vision and commitment to excellence have enriched the collision repair industry. The 2019 MIW honorees are Yen Hoang, CEO of UYL Color; Erica L. Schaefer, Mopar collision marketing manager at Fiat Chrysler Automobiles (FCA); Kathy Mello, CFO of TGIF Body Shop; and Judy Folk, manager of collision repair design service (CRDS) at Sherwin-

Williams Automotive Finishes. While all of these women are involved with WIN, the association does not select the MIW honorees. Established criteria focused on industry influence, professional accomplishments, mentorship and

community service are considered by an independent third-party company that reviews the nominations and selects each year’s winners. This year’s honorees graciously agreed to discuss their careers, their involvement with WIN and how they feel about receiving this recognition. Growing up in the Detroit area,

JUNE 2019 AUTOBODY NEWS / autobodynews.com

Chasidy Rae Sisk is a freelance technical writer from Wilmington, Delaware, who writes on a variety of fields and subjects, and grew up in a family of NASCAR fans. She can be contacted at crsisk@chasidyraesisk.com.

it’s unsurprising that Erica L. Schaefer entered the automotive industry as a Chrysler intern in 1995 after her graduation. She notes, “It just seemed natural. From the start of my career, I was involved in some form of collision.” Throughout Schaefer’s 23 years with FCA, the company has undergone several ownership changes, but she has always proudly represented the Mopar brand. She has served as warehouse supervisor, inventory control supervisor, supplier relations manager and most recently, collision marketing manager. Schaefer is grateful for the support she has received at FCA, which has allowed her to participate in OEM roundtables that provide mentorship and support her growth within the collision space. After speaking at a Mitchell event on FCA’s certified repair pro-

gram in 2015, Schaefer noted, “This is the moment I realized my customer was so much more than our FCA wholesale dealers. While revenue was still a focus, I shifted gears and started digging into the body shop world with focus on safe and proper repair. This was not an easy transition, as many of the discussions I actively sought were highly technical in nature, and I had few company resources to rely on. I still have a lot to learn in the body shop space, but with the help of my OE roundtable colleagues, Mike Anderson, the team at Assured Performance and so many other industry experts, I don’t feel so lost in the dark.” Schaefer is also extremely thankful for her manager, Lauren Kolak, who “believes in me and allows me to run in as many directions as I do. Having a manager who is committed to the same goals and

mission makes my job easier. Lauren Folk “saw this as a huge opportunity and I are committed to doing our part to use my skills, learn a new industo make a difference in the collision try and continue to grow. Being a repair process and experience. We consultant in the automotive indusstill have a lot of work to do to help try has offered me the opportunity to our FCA customers secure a safe and meet and influence so many incredproper repair, but I am proud to be ible business owners, and in return, part of getting this accomplished.” I learn from them every day.” Still, what Schaefer is most Folk’s role has allowed her to proud of “isn’t necessarily my career collaborate with shop owners to debut the career I have made sign facilities across North while not compromising America and improve their time with my family,” she profitability and productivshared. “I am fortunate that ity. She feels satisfied seeFCA supports the demands ing existing businesses of a working woman, wife thrive and new businesses and mother. I am also so apopen, facilitating communipreciative of the support I ties’ growth and creating Yen Hoang receive at home from my new jobs for technicians. husband and my parents. While I She also teaches Sherwin-Williams’ don’t travel as often as some, I take EcoLean workshops and created the comfort in knowing that the ship still Sherwin-Williams Women’s Leaderruns without me when I’m gone. ship Council. She served as chair of Without support from my family and the council for two years and estabmanagers, I would not have been con- lished the “Week of Service” initiasidered for such a prestigious award.” tive for employees. Judy Folk was recruited by In addition to authoring articles Sherwin-Williams more than 30 published in Fixed Ops, Body Shop years ago to create a department Business and ABRN, Folk has prespecifically for shop layout and de- sented at NACE, SEMA and other sign. Coming from a career in retail, industry events and for the Sherwin-

Williams automotive sales team. A Since Hoang became the CEO 2012 career highlight was Folk’s of UYL Color, the company has recognition as “Woman of the Year” grown over 900 percent and been by the National Association of Profes- listed on Fortune’s fastest-growing sional Women. She currently serves inner city companies three years in a on the board of directors for the Na- row. tional Alliance on Mental Illness. The Hoang said, “I get to work alongamazing support and advice of family, side some pretty amazing people at co-workers, customers and Sherwin- UYL Color, and what I’m most proud Williams made this all possible. of is my employees’ commitment to Yen Hoang grew up in her fa- live by our mission—making it easier ther’s body shop, often helpfor our customers to be sucing out to pass the time. cessful. There’s such a deep Although she pursued a casense of obligation and comreer with a Big Four acpassion towards our miscounting firm, Hoang left sion, and I’m always taken the firm in 2010 to join back by their commitment to UYL Color, a paint supply fulfill these obligations for company that she founded our customers out of a sense Erica L. Schaefer with her father and brother. of real concern and care, no Her father “felt there was a dearth of matter how difficult the customer can service but also an opportunity to be.” serve the underserved, which means Hoang is also a member of the all [shop sizes]—not just the dealer- Houston Auto Body Association, ships who are accustomed to getting Auto Paint Exchange 20 group and service,” Hoang shared. “Being in several non-industry specific CEO the industry for almost 10 years now, groups as part of her efforts to enI can appreciate my dad’s vision and hance her knowledge of the industry support whatever endeavors neces- and as an entrepreneur. She partsary to continually have a positive nered with Microsoft to create a impact on our industry.” commercial for its Surface Pro while

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promoting UYL Color. On Interna- viewed as someone who’s influential At the urging of WIN’s Liz Stein, tional Women’s Day 2017, Microsoft in it is so surprising to me,” she said. Schaefer attended her first WIN Edurecognized her as a leader leaving a “When I look at all those pictures cational Conference in 2014. Although positive impact. lined up of women who’ve been hon- she was initially skeptical about how Previously employed in the med- ored over the years, I marvel at how WIN could benefit an OE, she acquiical field, Kathy Mello began work- I fit into that category.” esced. ing behind the scenes for TGIF Body Hoang joined WIN in 2012 at “It was a great experience,” she Shop when her husband founded the the recommendation of WIN mem- said. “I enjoyed many of the speakers, company in 1980. The business went ber and former MIW recipient Linda especially ones focused on work-life on to grow exponentially when TGIF Sommerhauser. balance because that’s extremely imsigned its first DRP contract in 1989. Hoang recalled, “What initially portant to me. I was also able to meet By 1996, the company needed a new began as a keen interest in gaining a some strategic partners from various location to accommodate its growth. better understanding of the industry sides of the collision world that With her children grown, Mello was eventually led to a sincere desire to Mopar has partnerships with. Netable to pursue a more active role in embrace WIN’s mission of working works. I’ve used the business. fostering and advancing my connections throughout Mello admitted, “This industry women in the collision remy career and take comfort is something I would never have pair industry. I have never in always having a phone-achosen had it not happened the way felt disadvantaged in any friend through my WIN conit did, but I really enjoyed it and way because of my gender, nections.” couldn’t understand why at first. race or age, but the reality is Schaefer feels humbled After some soul-searching, I realized those factors are used to and honored to be named a Judy Folk I love helping people, and that’s judge people, and that mat2019 MIW. what we do in collision repair.” ters whether you like it or not. HavShe shared, “It is human nature Mello has learned about the in- ing to navigate the business world in to feel you aren’t doing enough or dustry by taking AMi training, ac- a male-dominated industry is chal- you could do things better, but this quiring mentors and attending as lenging but achievable when you be- award tells me that my efforts to help many industry events as possible. lieve in yourself—your capabilities, improve the overall collision repair She serves on the board of directors your value and your worth. WIN process and experience have not for the California Autobody Associ- brings such a sense of camaraderie gone unnoticed, and it makes me ation and is a co-founder of WIN. that it makes it easy to be yourself and even more determined to influence “Just staying connected share your thoughts and pasis important,” she said. “I’m sion. I hope I can be a posigrateful that I’ve been able to tive influence for the women serve in different capacities I meet in WIN. in the community, but I see “I am genuinely humbled them more as opportunities to be considered amongst than as accomplishments. such an astonishing group I’m also very grateful for the of accomplished women! Kathy Mello mentors who shared their Their work and engagement wisdom with me along the way.” in this industry are palpable and lastMello attended a women’s in- ing, admirable and reflective of the dustry conference hosted by Assured award—influential! Personally, seePerformance in 2005. When the ing them has always given me pause ladies were encouraged to run with and made me ponder how I can recrethe idea, that’s exactly what they did. ate that influence for positive impact Mello recalled, “They say that in my own way.” when you show up, things happen; Folk has been involved with this was a happening. The conference WIN since its inception, and before was educational, and though none of that, she met with a group of female us was sure we belonged when it industry professionals at NACE each began, we knew we could make a dif- year. ference in the industry by the time it She shared, “WIN offered me the ended. We started planning the next connection to other professional year’s conference, and within a year, women throughout the entire automowe had the conference set up as well tive industry. I am so humbled and exas a new entity, WIN, but we never cited that I was even nominated for set out to start an organization—it the MIW award. Imagine my shock just happened.” and excitement when I heard that I Being recognized as a 2019 MIW won! It means a great deal to me to be is an “unexpected honor” for Mello. recognized, especially by my fellow “This is not an industry I would teammates, showing their support and have chosen, and the fact that I’m the confidence they place in me.” 42

JUNE 2019 AUTOBODY NEWS / autobodynews.com

positive changes in whatever ways I can. This award wouldn’t be possible if I didn’t have the support of my family, various managers throughout my career and all my industry phone-afriends. I have to thank them for making me be the best I can be. Everyone has the power to make a difference.” Schaefer believes it’s important for women to be involved in the collision repair industry because they “bring color and passion to conversations, along with different points of view.” She encourages young women interested in an automotive industry career to “find mentors, both professionally and personally, who you can bounce stuff off of and seek advice from. Always seek the why; don’t accept everything as fact. Investigate and find out the truth. Don’t stop learning and growing—23 years into my career, and I still learn every day. Seek what makes you passionate. Work is more fun when you enjoy what you’re doing. Be dependable and accountable. If you say you’re going to do something, do it.” Folk added, “Not harnessing the perspectives of women on important See MIW Honorees, Page 46

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Solving the Tech Shortage: CREF Brings Together Collision Repair Students & Prospective Employers by Stacey Phillips

Just over a decade ago, there were approximately 1,400 high school and college collision repair programs in the United States, according to Brandon Eckenrode, director of development for the Collision Repair Education Foundation (CREF). The latest statistics show that number has dropped dramatically to roughly 1,000. Eckenrode frequently receives calls from concerned technical instructors who tell him that if enrollment doesn’t increase, their school programs will most likely be shut down and students won’t have access to the training necessary to work in the collision repair industry. As a result, CREF is taking steps to support these programs and ensure there will be enough students to help fill the overwhelming number of jobs currently available. “There are more opportunities than people available to fill these positions,” said Eckenrode. “We’ve heard from some of the school instructors

CREF’s roots date back to 1991 when the collision industry was also facing a critical shortage of qualified and well-trained entry-level employees and was initially focused on distributing I-CAR curricula to high school and college students. It was designed to teach the body shop skills required of entry-level employees. In 2008, CREF became a traditional, 501c3 philanthropic organization, working with industry partners to support high school and college collision repair school programs, students and instructors across the country. The first year, the organizaCREF encourages body shops to sponsor work uniforms for tion raised $300,000. Since students. CARSTAR Omaha/Lincoln donated new Cintas then, that number has grown tech shirts to automotive collision students at Metropolitan to $100 million. Community College in Omaha, NE More than 85 percent of “It’s difficult for instructors to what has been raised comes in the graduate a highly trained, entry-level form of in-kind donations, including staff member when they are facing tools, equipment, supplies, paint, eslimited budgets,” said Eckenrode timating software and safety glasses. who has worked with CREF since Eckenrode said schools desperately need these items, especially when 2009.

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faced with increasingly limited and shrinking budgets. Each year, interested schools complete a CREF survey to be eligible for monetary and in-kind donations. The survey asks details about their budget, enrollment and placement information so the organization can learn more about their situation and determine their needs. CREF then reaches out to a wide range of potential donors to fulfill the requests. Both traditional collision repair vendors and non-traditional businesses, such as flooring companies, have shown their support over the years. Ninety cents of every dollar raised by CREF goes directly to the schools, students and instructors. CREF has been recognized by Charity Navigator as a four-star (out of four stars) charity due to its lean operational expenses and ensuring that as much as possible goes back to the schools. Not only have these donations made a significant impact on existing school programs, but Eckenrode said they have also helped attract

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new students to the industry and put processes in place to employ the students after graduation. One of the main ways Eckenrode said that CREF is making a difference is through its career fairs. Over the last few years, CREF began facilitating and organizing these events in major markets across the country to bring students and the industry together. Typically held in schools, neighboring high school and college students are invited to learn about the various career opportunities open to them. Initially, about 200– 300 students attended each event. Over time, this number has grown to include about 400-plus students. In addition to collision repair students, participants also include those interested in auto service and automotive heavy-duty diesel, which Eckenrode said has been successful in giving hiring companies a larger pool of potential employees to choose from. Those students who register for the career fairs at least 30 days prior to an event receive new Cintas technician shirts to wear. Eckenrode estimates they have distributed more than 75,000 of these shirts over the years.

Eckenrode said the goal is to continue increasing the number of career fairs held each year and track how effective they are. “Because these career fairs are open to not only seniors, but also students just starting out their technical careers, it’s not always easy to track the successes because students might attend the events, but not be immediately looking for work ,” said Eckenrode. “However, by attending the events, they see what is waiting for them and stay CREF donated $1,000 to the collision repair program at within the programs and are Tennessee College of Applied Technology in Shelbyville, TN, able to network with the which was used to purchase equipment participating companies.” A recent example came as a re“What we have heard from a lot of the instructors is those students at- sult of an event held in Tampa earlier tending these events were great moti- this year. The Ferman Auto Group, vators to make sure they stayed within one of the largest dealership groups the program,” said Eckenrode. “In- in the U.S, hired eight students folstead of an instructor standing in front lowing one of CREF’s events. Eckenrode said the CREF team of class and saying there is an industry ready for you and wanting to employ and supporters are continually workyou, students have the opportunity to ing to enhance the career fairs. They meet these businesses first-hand and recently started capturing students’ learn about the opportunities avail- resumes and contact information electronically so companies that parable.” The uniforms have made a positive impact on the program, according to Eckenrode, because the students look like industry professionals and are treated with a new level of respect by their peers and school staff.

ticipate have access to the information and can follow up about job opportunities. Another recent addition is the interview sessions CREF has put into place during some of the career fairs. In some cases, students have the opportunity to participate in a mock interview session while other times, one-on-one interviews are arranged with hiring companies. To help increase the number of events per year, CREF is working closely with I-CAR committees to create their own local career events. The goal is to have one in every major market. The next Solving the Tech Shortage column will feature information about I-CAR initiatives, including the local career fairs planned by I-CAR committees. Part of the expansion plans also includes holding career fairs in different venues, such as the Denver Auto Show, which was held in March. Through the partnership with the Colorado Auto Dealers Association, CREF had the opportunity to talk to parents and students who otherwise might not have been familiar See Tech Shortage, Page 52

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Continued from Page 42

MIW Honorees

First Responders Learn Rescue Skills at NABC

More than 100 first responders from across the Mid-Atlantic region gathered on April 26, 27 and 28 for information on accident scene first responder safety awareness. First responders saw demonstrations of the latest techniques in emergency vehicle extrication, preparing them to provide the best response for car accident victims in the region, all thanks to the National Auto Body Council F.R.E.E.™ program, Interstate Rescue, Forest Volunteer Fire Department and HURST Jaws of Life. In crashes where minutes can spell the difference between life and death, first responders to the accident scene need up-to-date information so they can act quickly and safely. Knowing specifically where and how to efficiently cut, pry and extricate can make the difference in saving precious minutes and lives as well as the safety of the first responders.

business decisions will only hurt the automotive industry in the long run. The face of the consumer population is changing dramatically. Everyone knows the narrative about change— we’re living in it. The collision repair industry is becoming less about physical strength and more about technology, communications and customer service, which offers a great career path for women. “In the automotive industry, I recommend that young women don’t let themselves be intimidated. Stay steady and focused on what you want to do, continue learning and keep that vision in front of you. In any career, I’d tell them to stop worrying and to embrace the changes life throws at you.” Regarding women’s roles in the industry, Mello stated, “Women tend to be collaborative and nurturing by nature. The human side of the business is sometimes challenging for business owners, but a lot of women bring solutions to that challenge to the

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“The automotive industry is experiencing a renaissance with the emergence of advanced technology upending what we traditionally know about autonomous driving, vehicle repair, self-driving versus ride-sharing and more. We need the vibrant youth and diversified perspectives of young women to continue to drive the innovation critical to every facet of the automotive industry to keep us ahead of the curve and prepared for the fast-paced, ever-changing world we live in. “My advice would be to learn from the experienced, but keep your fresh perspectives intact and vocalize them, especially when it differs from the seasoned voice. It’s not an easy thing to do, but we all have to be constantly challenged to improve together. When you speak with confidence, curiosity, and genuine interest towards the common objective, you will be heard. And when you inevitably feel like you are not being heard, don’t despair; continue to persevere!” Congratulations to these four spectacular women for being named 2019 MIWs!

table. Women are also detail-oriented and passionate. Including women in this industry is imperative so there’s opportunity for longevity as a career. “Surround yourselves with knowledgeable people, and create a support system for some of the challenges, including gender challenges, you might face. Fortunately, it seems like that ideology is departing and women are being more welcomed; many of the barriers to women entering the automotive industry have been destroyed. Surround yourself with people who can help you with any hurdles that might come along. WIN certainly does that since it’s one of the organization’s tenets.” Hoang said, “Our industry affects everyone, not just individuals in this industry. As women, we bring a different perspective, idea, opinion, voice and lens, which are all critical to adding depth and knowledge to an industry that is still predominantly run by men. We are so instrumental to the subversive changes that have been made and are yet to come. The inclusion of women, especially in our industry, is therefore a necessity, not an option.

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Truck Topics with Gary Ledoux

Truck ADAS Systems – the Good, the Bad & the Ugly Advanced driver assistance systems (ADAS), a computer-aided means of keeping a vehicle in its lane and preventing or mitigating collisions, is a relatively new concept in the automotive world and even newer for the trucking world. On the truck side, they are also commonly referred to as CMS or Collision Mitigation Systems. No matter what you call it, truck fleet managers, fleet owners and fleet safety departments are already sold on the concept. In fact, according to Brian Daniels, manager of Power Train and Component Product Marketing for Daimler Trucks North America, makers of Freightliner and Western Star trucks, 75 percent of the new trucks coming off their lines now have integrated CMS systems. Unlike the auto side, collision mitigation systems can also be retrofitted to older trucks.

At its semi-annual meeting and exhibition, on March 19, the Technology and Maintenance Council (TMC) conducted a panel discussion titled “Justifying, Implementing and Maintaining Active Safety Systems.”

The room held perhaps 750 people and had standing room only. Featured speakers were: • Chris Reynolds – Southeastern Freightlines (large fleet operator) • Rick Reinoehl – Covenant Transportation (large fleet operator) • Brad Aller – Bendix Systems safety systems (producer of ADAS systems) • Doug Donaldson – WABCO Americas safety systems (producer of ADAS systems) • Brian Daniels – Daimler Trucks (makers of Freightliner and Western Star trucks and Detroit diesel engines)

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The Good Chris Reynolds, director of safety and security for Southeastern Freightlines noted that at first, he wasn’t entirely sold on the CMS concept. To test it, Southeastern retrofitted CMS systems in 10 over-the-road trucks and monitored them for six months. The result was a drastic reduction in accidents. Roll-over accidents were decreased by 40 percent, run-off-the-road accidents were decreased by 14 percent, and rear-end collisions were decreased by 22 percent. For 2018, one fleet manager noted 2.61 accidents occurred per million miles driven for those tractors without CMS technology. An average for all tractors was 2.03. But for those tractors with CMS technology, the accident rate went down to 1.05. Accident rates are sure to go down looking forward. In 2014, less GEORGIA

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than 30 percent of heavy trucks utilized a CMS system. In 2018, that’s up to almost 75 percent. Of course, there are still a lot of older trucks on the road that don’t have CMS and are probably too old to justify the expense, but the trend is definitely something to think about if you are a collision shop specializing in heavy trucks.

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• Traffic Sign Display providing limited traffic speed sign display in the dashboard • Intelligent High Beams alternates the use of high beams as needed • Video Capture from a forwardfacing camera trained on the road ahead • Side Guard Assist detects objects in the driver’s blind spot • Steering Wheel Sensor warns the driver when their hands have been off the steering wheel for too long

The good news for fleet managers is that all the data generated by the above systems on any given trip can be downloaded and collated into an easy-to-understand spreadsheet to see if the driver was operating his/her truck in a safe manner—or not. The Bad Some fleet drivers, especially those who have been in the business for a long time, don’t like the CMS systems. They claim that the constant beeping or flashing lights of the various warning signals drives them crazy. (One must ask, if they weren’t tailgating, going over the lane lines

or waiting until the last minute to stop in traffic, would the warnings signals beep or flash?) Other drivers feel that the systems are too much like “big brother” looking over their shoulder. They like the freedom of the open road and feel that the systems are too intrusive on this freedom. Not to mention that all this data is recorded, can be easily accessed in a spreadsheet format and may come under the scrutiny of a company safety official. (It was suggested during the panel discussion that this information can be used to counsel an errant driver as well as reward a safe driver.) Seeing the advancement in CMS system technology and the proliferation across various truck lines, some drivers are afraid that these systems will put them out of a job. They have heard the beating of the autonomous vehicle drums and some fear that their days as drivers are numbered, making them fearful for their jobs and for the industry. However, fleet executives all agree that they are investing in the CMS systems to make driving safer for their own drivers, make the high-

ways safer for the general public, protect the investment they have in equipment, and mitigate potential lawsuits resulting from traffic accidents. Chris Reynolds of Southeastern Freightlines noted that the cost of litigation for one accident can go a long way in paying for a CMS system. When an accident involves a truck, especially one that is part of a fleet, people look to the trucking company, the guys with the “deep pockets” to pin the blame on … even though the car driver may have been at fault. A quick search on YouTube came up with a dozen lawyers that specialize in trucking accidents and suing the truck companies. The Ugly Some drivers have learned enough about the various CMS systems to know how they work and have tried to defeat them. Some have put tin foil over the radar sensors or the camera lenses to keep the system from beeping and flashing. In one case, a driver did not have enough room to put tin foil over a camera lens but instead placed a business card in front of the lens. Of

course it was inevitable … that driver was involved in an accident for which he was blamed. When the fleet manager and safety manager reviewed the video footage, all they could see was … a 30-minute video of someone’s business card. Training Brad Aller, director of fleet sales and service implementation and maintenance for Bendix, makers of CMS system, noted that drivers need to first be trained on how the system in their truck works, what to look for and how to react. If a driver is in the same truck day after day, they get used to it and know the system. However, if a driver is in and out of several trucks over the course of days or weeks, they must learn the different systems and how each works. It was suggested during the presentation that there be some standardization of light and sound warnings across all systems to make them easier to understand. Repairing CMS Systems With so many systems and combinaSee ADAS Systems, Page 52

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WIN Honors 2019 MIWs and Scholarship Recipients at Gala Awards Ceremony The Women’s Industry Network (WIN) honored its 2019 Most Influential Women (MIW) and 2019 scholarship recipients on the evening of Tuesday, May 7. The annual MIW

Resort. After the group enjoyed a cocktail reception before the ceremony, Cheryl Boswell, incoming chair, welcomed attendees. Boswell acknowledged the 20th anniversary of the MIW program and told attendees, “It’s about you too. This is a time to celebrate all of us. These are the change-makers who have paved the way for all of us.” Bev Rook-Twibell and Debbie Menz, co-Chairs of the Scholarship Committee, welcomed the 2019 scholarship winners to the stage. WIN honered the 2019 MIWs on May 7 during the group’s Together, they introduced annual educational conference. (l to r) Yen Hoang, Kathy WIN’s largest scholarship Mello, Erica Schaefer, Judy Folk class to date: Jennifer Evon and Scholarship Awards Ceremony (Tennessee College of Applied Techand Gala took place during WIN’s nology), Nicole Gutierrez (Washburn 2019 Educational Conference, held Tech), Heather Hawkins (Lake Techat the Westin Fort Lauderdale Beach nical College), Tamara Meyers

(Lake Technical College), Cheyenne Purchase (Metropolitan Community College), Hannah Quinteros (Washburn Institute of Technology), Lilian Reed (College of Southern Idaho), and Jennifer Watson (TX State Technical College). Watson took on the role of a spokesperson and said to WIN attendees: “We are overwhelmed and inspired. One day, we would love to be up on this stage again, receiving the MIW award. Thank you for giving us this opportunity and believing in us.” Marie Peevy and Petra Schroeder, 2018 MIW honorees, then took the stage to introduce this year’s MIWs, who each received a standing ovation. Yen Hoang of UYL Color was “honored to be considered among these amazing women. What I envision for every woman in this room is that you’ll know your worth and be

able to articulate it.” Kathy Mello of TGIF Body Shop in Fremont, CA would have never chosen the collision repair in-

Bev Rook-Twibell (pictured) and Debbie Menz, co-Chairs of the Scholarship Committee, introduced the largest scholarship class WIN has had

dustry, but she feels fortunate to have been involved with the birth of WIN, she said. Recalling WIN’s first conSee WIN Honors, Page 53

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Continued from Page 49

Continued from Page 45

tions of systems around, not to mention the fact that some systems come as standard equipment and some are retro-fitted, it is tough for a technician to know what system is in the truck they are trying to repair. It was suggested that a database be built by truck VIN number telling what CMS system was in that truck. Perhaps more basic than fixing a system that is down or malfunctioning is knowing when that system goes down or malfunctions. Some drivers may see that as a “win” when the system ceases to function. The answer seems to be a system monitor than provides the health of the system remotely to a fleet manager or fleet safety department.

with the industry and then showcase the different career paths available. Eckenrode advises shop owners and managers unsure about how to hire graduating students to find out about their local school programs if they haven’t already done so. For those in the industry who have hired technical students in the past and felt they weren’t prepared, he encourages potential employers to be persistent and work through the issues to help improve the programs. By putting in the time and showing their support, he said students will likely be more qualified when they graduate and better prepared for the future. “It’s a matter of getting these businesses in front of instructors and schools and involved in advisory boards as well as getting in front of the administrations,” he said. “What we’ve heard, time and time again, is that if the administration sees companies interested in hiring these students, there’s a better chance that they will want to keep these pro-

CMS Systems Outlook The panel noted four issues that mark the future of CMS systems for trucks: • Each iteration of CMS system is getting better and more intuitive • Engineering safety into each truck is becoming the norm • Drivers can now be coached using hard data from these systems. Errant drivers can be corrected, good drivers can be rewarded, but in either case, the coach and all involved must understand the technology • Video continues to have a real value in claims cost. A video leaves no question as to what happened in an accident

Despite any issues or pitfalls, it looks like heavy trucks are on the same trajectory to the future as autos as far as CMS/ADAS systems are concerned. As long as humans are behind the wheel, there will still be accidents that need repair. Whether it is a semitruck or an auto that needs repair, it will require a better understanding of the technology and repair protocols to properly repair these systems.

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To get involved with one of these events, help organize your own career fair locally, and/or be connected with your local collision school programs, you can reach Brandon Eckenrode at Brandon .Eckenrode@ed-foundation.org or 312-231-0258.

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grams running.” In addition to attending a career fair, especially if one is not yet available in the area of the country where a body shop is located, Eckenrode said there are several ways to get involved and make a difference. For example, some collision repair facilities have sponsored new uniforms for students while many others have donated supplies, tools and equipment. “There are things [body shops] can do, working together with us, where they can help encourage students,” he said. “We’re all in this together, so having a collective force at the local level is where we think we are going to make the biggest impact.” The spring CREF career fairs have wrapped up; however, an initial list of markets where the events will be held this fall include (more expected to be added):

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Continued from Page 50

WIN Honors

ference, she shared, “What you see today is the result of showing up. I’m so grateful to have a front row seat to all of this.”

Gerry Kottschade, one of WIN’s founders, toasts to the 2019 MIWs

After expressing her gratitude to her parents, husband and children, FCA’s Erica Schaefer’s witty speech concluded with a “challenge AUTOBODY

to all of us together—let’s change the world!” Judy Folk of Sherwin-Williams modestly thanked her family and the industry for supporting her career. As attendees raised their glasses, Gerry Kottschade, one of WIN’s founders, toasted to the 2019 MIWs. “This makes 20 years of celebrating the amazing women in this industry. Here’s to the class of 2019!” Attendees enjoyed a delicious dinner and an evening of networking as WIN members and guests honored and celebrated the 2019 MIWs and scholarship recipients. During the conference, the 2019 scholarship recipients thanked Rook-Twibell for everything she has done for them, gifting her with a signed surfboard. WIN’s Annual Scholarship Walk took place on Tuesday, May 7 to raise funds for next year’s scholarships. On Wednesday, May 8, Michelle Sullivan, outgoing chair, honored the 2019 Cornerstone Award recipients: Schroeder and Boswell.

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WIN Selects 7 New Members to Join Board of Directors WIN (Women’s Industry Network) recently announced the appointment of seven new members to its board of directors. The WIN Board of Directors is designed to further WIN’s mission to promote women in the collision repair industry, support professional

development, create a wide network of women across the country and provide educational tools for young professionals. The following appointments were made: • Trista Anger, regional business manager, BASF • Tanya Elkins, VP business delivery, Syngin Technology • Kimberly Frasher, director of customer experience, Axiom Accident & Hail Repair • Susie Frausto, VP marketing,

Boyd Group/Gerber • Jennifer Hubbard, strategic solutions, advisor CCC • Laura Kottschade, assistant general manager, Jerry’s ABRA Auto Body & Glass • Liz Stein, VP of industry relations, Assured Performance Network “We are pleased by the vast experience and industry successes our new WIN board members will bring to the table,” said Michelle Sullivan, WIN chair. “We are most excited to have them join our dynamic leadership group as we continue to make WIN the mentoring and information resource for women in the collision repair industry.” WIN is a 501(c)(6) not-forprofit organization. WIN recognizes excellence, promotes leadership and fosters a network specifically for and among women. WIN drives industry sustainability by developing women through education and connections. For more information, go to www.womensindustrynetwork.com.

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Refinish Distributors Alliance Hosts Spring IMPACT Performance Conference by Chasidy Rae Sisk

From April 1–3, the Refinish Distributors Alliance (RDA) hosted its Spring 2019 RDA IMPACT Performance Conference at the OMNI Frisco in Frisco, TX. More than 100 RDA members, manufacturer partners and guests were in attendance, making this the second consecutive meeting where every participating RDA member and manufacturer partner was represented. Robert McKenzie Jr., executive director of RDA, noted, “We would like to thank all of our manufacturer partners who sponsored this event and helped make it such a success.” In addition to a couple of optional early bird meetings, Monday included an opportunity for interested members to meet individually with John Halstead, RDA director of business development, to discuss benchmarking and other related topics. On Monday morning, Axalta also offered a standing room only informational workshop for RDA member distributors. The main event kicked off on Monday afternoon with Frisco Mayor

Jeff Cheney welcoming RDA to his city. He was followed by keynote speaker Chip Eichelberger’s presentation on “Reevaluating and Recharging: Being Your Best Consistently.” The first day of the conference con-

fered special promotions and prizes throughout the event.” During a break from The Huddles, Eichelberger presented “Breaking Barriers” before lunch, which consisted of exciting personal motivational activities, including breaking a pine board by hand. Eichelberger also signed copies of his book, “The Smart Guide to Accomplishing Your Goals.” After lunch, The Huddles continued until late afternoon when the group was treated to a private VIP tour of the Cowboys’ training facility, Every participating RDA member and manufacturer The Star, which is adjacent to partner attended RDA’s 2019 Spring IMPACT the OMNI. After the tour, Performance Conference conference participants encluded with a poolside welcome re- joyed dinner at the hotel, along with an ception at The Edge on the OMNI’s evening of entertainment from hypnotist Erick Kand. roof. The final day of the conference, Tuesday was a busy day, beginning with RDA’s third annual mem- open to members only, began with a ber/manufacturer all-day speed dating well-received data collection and Q&A session, facilitated by RDA’s style event, “The Huddles.” According to McKenzie, “Man- John Halstead. Next, Steve Zeleufacturers made offers, and members choski of Corporate Visions precame prepared to respond, resulting in sented “Why You?” a follow-up to the a fun and productive time for every- “Why Change?” workshop he delivone. Our manufacturer partners of- ered during RDA’s Fall 2018 IM-

PACT Performance Conference in Louisville, KY. The meeting concluded with a Treasurer’s Report by Josh Byers and a discussion of several important member topics with Melissa Jolls. McKenzie stated, “RDA would like to thank all our members who attended this event and extend special appreciation to M/C Michael Coran of Kemperle and Josh Byers of Automotive Color, who ran the RDA Board Meeting and facilitated daythree sessions. Both did an excellent job filling in since I was unable to attend. “RDA/IMPACT is the largest national group of refinish jobbers dedicated to providing quality services and products to our collision shops. RDA has 17 members, representing over 300 locations. Members service over 4,000 collision centers throughout the United States. We represent a cross-section of all major refinish brands and do over $500 million in sales as a group, comprising around 18 percent of the refinish business nationwide.” Those interested in learning more about RDA and their events can visit rda-impact.com.

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