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Here’s to 241 years of combined service excellence
This year, as Albert Kemperle Inc. celebrates its 83rd anniversary, BASF also celebrates its 158th anniversary. We are proud of our decades of partnership with BASF and years of serving the auto paint and body industry together. Kemperle’s founders would be proud of this relationship and the growth their company has experienced because of it.
Today, as we look forward to many more decades of service to our customers, we find ourselves filled with gratitude. The creativity, hard work, and sense of responsibility of the people working for our two companies have made us what we are today.
Thank you for your many years of loyalty.
626 E. Elizabeth Ave., Linden, NJ 07036 Phone: (908) 925-6133
In the fast-paced and easily distracted world of collision repair, the most dangerous phrase a business owner can utter is, “This is how we’ve always done it.” As the industry navigates a marketplace downturn in 2025 and 2026, the gap between shops that are merely surviving and those that are thriving is defined by two things: Community and Education
One of my favorite phrases: If you’re not growing, you’re dying. Being a professional in this field today means embracing the identity of the “everlasting student.” We are part of a highly skilled profession that requires constant adaptation to technological and structural advancements. When you stop learning, you don’t just stand still; you fall behind an industry that is retooling and retraining at a breakneck pace.
The Danger of the “Shut-In” Mentality
Many shop owners and managers are currently suffering from what I call “perpetual COVID shut-in syndrome”. By staying confined within your four walls and relying solely on doorstep or online training, you miss the critical nuances of the modern business climate.
True education isn’t just about reading a manual; it’s about:
• Gaining Perspective: Seeing how your business model compares to those who are successfully making headway.
• Building Community: Engaging with peers who provide a sense of purpose and a rally point against industry pressures.
• Professionalizing Tactics: Learning to stand in a place of authority when justifying your repair procedures and investments. Hearing from other repairers who have already applied their learned tactic is a perfect share-point.
Your Next Classroom: The February Membership Meeting
To help you pivot your tactics, WMABA is hosting a vital
WMABA OFFICERS
PRESIDENT Kris Burton kris@rosslynautobody.com - 703-820-1800
VICE PRESIDENT Phil Rice price@bapspaint.com - 540-846-6617
TREASURER John Shoemaker john.a.shoemaker@basf.com - 248-763-4375
SECRETARY Barry Dorn bdorn@dornsbodyandpaint.com - 804-746-3928
IMMEDIATE PAST PRESIDENT Steven Krieps steve@gregclineauto.com 304-755-1146
Tom Brown (thbrown@ppg.com) 703-624-5819 Torchy Chandler (torchy.chandler@gmail.com) 410-309-2242 Tracy Dombrowski (tracy@collisionadvice.com) 571-458-0648
ADMINISTRATION
EXECUTIVE DIRECTOR
Jordan Hendler (jordanhendler@wmaba.com) 804-789-9649
WMABA CORPORATE OFFICE
P.O. Box 3157 • Mechanicsville, VA 23116
learning session on February 26 in Alexandria: “The Costs of Not Getting Paid: Changing Tactics in the Changing Marketplace.” This isn’t just a meeting; it is a defensive strategy session designed to arm you with knowledge needed to protect your margins.
The “Cost of Not Getting Paid” goes beyond the estimate - it represents a loss of your future readiness. If you cannot fund apprenticeships or new equipment and technology because of suppressed reimbursements, your shop faces an existential threat.
At this meeting, you will learn fundamentals on how to:
• Combat the “Slow Shop” Trap: Understand how insurers are hardening their stances during the current claim volume cooling, and what others in the marketplace are doing.
• Justify Your Worth: Hear from industry experts on how to validate your tooling and training investments.
• Break the Cycle: Stop the “defensive cutting” that happens when repairs don’t generate a true ROI.
Investing time in your education is the best weapon you have against the “onslaught” of marketplace challenges. Surrounding yourself with other repair professionals in your area creates a network of camaraderie you can lean into, and ask for help from.
Get the horse back in front of the cart, and put the first thing first. Your education is the first step in gaining the perspective and tools needed to understand, pivot, and attack the issues and challenges you’re facing every day.
Hit pause, and Get Out and go to school on February 26! H&D
Jordan Hendler (804) 789-9649 jordanhendler@wmaba.com
HAMMER & DOLLY STAFF
PUBLISHER Thomas Greco thomas@grecopublishing.com
SALES DIRECTOR Alicia Figurelli alicia@grecopublishing.com
EDITORIAL DIRECTOR Alana Quartuccio alana@grecopublishing.com
SENIOR CONTRIBUTING Chasidy Rae Sisk EDITOR chasidy@grecopublishing.com
OFFICE MANAGER Donna Greco donna@grecopublishing.com
PRODUCTION Joe Greco COORDINATOR joe@grecopublishing.com
www.grecopublishing.com @grecopublishing
Thursday, February 26 6:30 - 8:30pm
Location: Rossyln Auto Body 6015 Farrington Ave., Alexandria, VA
Join WMABA for an important membership meeting to kick off the year! As you know, the collision repair landscape has shifted beneath our feet. As we navigate the marketplace downturn of 2025, many shops are finding that the “old way” of doing business is no longer sustainable. We invite you to join us for a critical discussion: “The Costs of Not Getting Paid: Changing Tactics in the Changing Marketplace.”
Why this meeting is vital RIGHT NOW:
THE INSURER PIVOT
With claim volumes cooling, insurers are leveraging the “slow shop” environment to harden their stances, rolling back reimbursements on items that were standard just a year ago.
THE ROI CRISIS
When your current repairs don’t generate a true return on investment, the damage goes deeper than your bank account. It forces a dangerous cycle of “defensive cutting.”
THE FUTURE AT RISK
We will discuss how suppressed reimbursements are directly strangling shop reinvestment. In an era where retooling and training requirements change annually—rather than once a decade—the inability to fund apprenticeships and new technology isn’t just a hurdle; it’s an existential threat.
The “Cost of Not Getting Paid” isn’t just lost revenue. IT’S THE LOSS OF YOUR SHOP’S FUTURE READINESS.
Panelists Kris Burton (WMABA President and Rosslyn Auto Body); Barry Dorn (Dorn’s Body & Paint) and Tracy Dombrowski (Collision Advice) will be diving into the specific tactics needed to protect your margins, justify your tooling investments, and maintain your commitment to technician development despite carrier pressure. Audience participation is highly encouraged!
Don’t let a temporary downturn dictate your long-term viability. Let’s discuss how to pivot your tactics and take back control of your business.
EDUCATION, FOOD & NETWORKING!
WMABA Membership meetings are a great way to learn and network with your local market colleagues. Preceding the learning session, meet up with WMABA leaders, and area repairers, to make connections and learn more about the association.
Special thanks to meeting host Rosslyn Auto Body!
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NEWS NATIONAL
Funds for Collision Schools and Students!
CREF’s 2026 School Benchmark Awards and Student Scholarship Applications Now Open
For years, collision repair shops have been lamenting the need for more talented help to address the ongoing workforce shortage, yet educating the next generation of collision professionals presents challenges. Many schools’ collision programs are underfunded, and post-secondary students seeking to enhance their skills and knowledge often struggle to afford tuition and tools.
The Collision Repair Education Foundation (CREF) helps overcome those hurdles through the annual distribution of its Benchmark Awards and Student Scholarships, thanks to support from many generous industry donors and sponsors.
In 2025, CREF broke its previous yearly records with $726,500 in Benchmark Awards distributed to 104 schools, benefitting over 5,300 students training in these programs this year alone. The Benchmark Awards recognize programs that excel at educating students but which require additional financial assistance due to
constrained school budgets, providing funds to purchase the tools, equipment and supplies necessary to enhance their students’ learning experience and elevate the caliber of their graduates.
The 2025 Student Scholarships benefitted 163 students with over $275,000 awarded in financial assistance to ensure those students were able to continue their education, preparing them to pursue a successful career in body shops around the country.
Applications for CREF’s 2026 Student Scholarships opened January 8 with a deadline of March 6. Applications can be found at bit.ly/CREFstudents.
Applications for CREF’s 2026 Benchmark Awards opened on January 20; the deadline is June 30. Apply at bit.ly/CREFschools
To learn more about supporting CREF’s efforts to promote the industry to future generations, visit CollisionRepairEducationFoundation.org H&D
WHAT IS ADAS CALIBRATION?
ADAS calibration is the precise adjustment of your vehicle’s sensors and cameras, essential for the optimal functioning of advanced safety systems. This process is especially critical following significant repairs, part replacements, collisions, or windshield replacements, as these events can disrupt sensor alignment.
ADAS calibration is the precise adjustment of your vehicle’s sensors and cameras, essential for the optimal functioning of advanced safety systems. This process is especially critical following significant repairs, part replacements, collisions, or windshield replacements, as these events can disrupt sensor alignment. It’s important to avoid driving without proper sensor calibration. Uncalibrated ADAS sensors can compromise your vehicle’s safety features, leading to potential malfunctions and driving hazards.
• Ensures all required calibrations
It’s important to avoid driving without proper sensor calibration. Uncalibrated ADAS sensors can compromise your vehicle’s safety features, leading to potential malfunctions and driving hazards.
even with no warning lights present
The calibration of ADAS can be performed in two main ways: static and dynamic. Static calibration takes place in a controlled environment, ensuring accuracy and consistency. Dynamic calibration, on the other hand, involves driving the vehicle under specific conditions to fine-tune the sensors in real-world scenarios. This comprehensive approach ensures that your vehicle’s safety systems are reliable and effective, providing peace of mind
The calibration of ADAS can be performed in two main ways: static and dynamic. Static calibration takes place in a controlled environment, ensuring accuracy and consistency. Dynamic calibration, on the other hand, involves driving the vehicle under specific conditions to fine-tune the sensors in real-world scenarios. This comprehensive approach ensures that your vehicle’s safety systems are reliable and effective, providing peace of mind on the road.
and CIC Debut in Charlotte FEATURE LOCAL
Excitement Builds for Collision Industry Week in North Carolina
SCC
Start your engines! It’s time to make your plans to head down to Charlotte, North Carolina in April for one of the industry’s best events – the Southeast Collision Conference (SCC)!
Presented by WMABA and the Carolinas Collision Association (CCA), SCC makes its return to North Carolina and its debut in the “Queen City.” Each year, SCC moves between Virginia and North Carolina to best serve collision repairers in both regions.
The growing Southern city with a rich history has a strong tie to the automotive world, as it’s home to the Charlotte Motor Speedway, making it the ideal location for an automotive show. In fact, SCC will be held at the Embassy Suites Charlotte Concord Hotel located on the same strip!
“We’re really excited about the opportunity to have the show in Charlotte,” shares CCA President Kyle Bradshaw. “The area is bustling with activity and offers excellent dining and shopping opportunities via the Concord Mills Mall. Just about everything you could possibly think about getting into is right there!”
Not only is SCC a must-attend event for education, exhibitors, networking and more, it’s being held once again in conjunction with the spring Collision Industry Conference (CIC) and the Society of Collision Repair Specialists’ (SCRS) Open Board Meeting, making April 21-24 a week no serious industry professional can afford to miss!
On behalf of CCA, Bradshaw expressed excitement to be able to host this entire week of industry events and looks forward to welcoming stakeholders from around the country to one of their home states.
The week’s events will kick off on Tuesday, April 21 from 2pm to 5pm with the SCRS Open Board meeting. This event is open to all collision repair professionals interested in learning more about the national association’s mission to educate, inform and represent collision repairers all over the country. Both CCA and WMABA are affiliate members of SCRS.
Be sure to spend Wednesday, April 22 attending CIC to take in a full day of panel discussions featuring speakers from all facets of the industry as they tackle the most pressing issues affecting collision repair professionals. This is an especially great opportunity for anyone in the Mid-Atlantic regional who has been interested in attending CIC but has been unable to get to it when it’s held in other areas. Learn more about the Spring CIC agenda and register to attend at ciclink.com.
The two-day SCC event – Thursday, April 23 and Friday, April 24 – will once again offer the same level of excellent education attendees have come to expect from WMABA’s Collision P.R.E.P. (Professional Repairer Education Program) and busy trade show aisles filled with the latest and greatest in tools and equipment.
Education classes will kick things off on Thursday bright and early at 8:30am with sessions ongoing until 3pm. The trade show floor will be open from 1pm to 8pm. And of course, it wouldn’t be SCC without a celebration! The annual reception is scheduled for 6pm on April 23, and loads of cheer is expected as both associations are likely to conduct their respective annual awards presentations. Friday morning will bring more Collision P.R.E.P. offerings starting at 8:30am, while the tradeshow reopens from 9am to 1pm. The excitement does not have to end there! SCC is also known
as a huge networking event, so why not plan to stay the weekend and catch up with colleagues and take in more events? In fact, SCC will lead right into the National Hot Rod Association (NHRA) 4-Wide National Event beginning Friday night, so race car enthusiasts may have no choice but to stay the weekend!
Interested attendees can register to walk the trade show floor for FREE by visiting carolinascollisionassociation.com/scc-home
Be sure to check out the March issue of Hammer & Dolly for more details about the educational offerings and other SCC happenings. H&D
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Future-proof Your Shop: Tomorrow’s Success Starts with Today
Mike Anderson, Collision Advice
11:30am – 1:00pm | LUNCH & LEARN
Efficiency Unleashed: Rethinking Roles in Collision Repair
8:30am – 9:30am | Option 1
100% Disassembly
Mike Anderson
8:30am – 9:30am | Option 2
ALSO MEETING
SHOW HOURS
Michael Bradshaw of K&M Collision, Barry Dorn of Dorn's Body & Paint, and Kris Burton of Rosslyn Auto Body
2:00pm – 3:00pm | Option 1
The Critical Steps Involved to Achieve an OEM-Centric Calibration
Greg Peeters, CEO, Car ADAS Solutions
THURSDAY, APRIL 23
2:00pm –
Tradeshow: 1pm - 8pm
3:00pm | Option 2
Building Value in Your Shop
Do You Have Leaky Profit? Find Out Where Profit Leaks from Your Collision Center and How to Fill the Holes! Taylor Moss, OEConnection
in conjunction with SCC:
11:00am – 12:30pm | LUNCH & LEARN
Collision Industry Conference (CIC):
Repairer to Repairer: RTA’s and PRI’s, The Process & the Shop’s Role Panelists: Adrian Mora, Collision Consumer Advocates, Billy Walkowiak, Collision Safety Consultants; Moderated by: Steve Krieps, WMABA Imm Past President / Collision Safety Consultants of WV
Matt DiFrancesco, CExP™, Principal/Certified Exit Planner, High Lift Financial
Education: 8:30am - 3pm
Reception: 6pm
4:30pm – 5:30pm | Option 1
Self Confidence: An advanced repair plan you can expand on Danny Gredinberg, the DEG, and Kyle Motzkus, General Manager of Hunter Autobody and Missouri Autobody Association
FRIDAY, APRIL 24
4:30pm – 5:30pm | Option 2
Tradeshow: 9am - 1pm
Education: 8:30am - 11am
Navigating the Challenges of Recruiting & Retaining Technicians Jay Goninen, Co-Founder & President, WrenchWay
and even more happening on the tradeshow stage!
2:00pm – 3:30pm | Option 1
Nurturing the Goose That Laid the Golden Egg
This national conference is a forum made up of all industry segments for the expressed purpose of discussing and exploring the issues that occur among them. There will be sessions from informative and provoking leaders, including an opportunity to join in the dialogue during open microphone!
Bruce Schronce, StrongLead’s Executive Partner and Leadership & Business Consultant
2:00pm – 3:30pm | Option 2
QUESTIONS OR INFORMATION: QUESTIONS OR INFORMATION: Conference Admin | Chris Cage Conference Admin | Chris Cage chris@ chris@ SoutheastCollisionConference.com
Increased Profitability through Proper Documentation: How communication, documentation and collision shop positioning must change in 2024 and beyond
Keith Manich, AMAM - Director of Collision Services, Automotive Training Institute
Society of Collision Repair Specialists (SCRS) Open Board Meeting & Elections: Come to the open Board of Directors meeting, and hear from our national association of collision repairers with a mission to educate, inform and represent the collision repair professional in all aspects of the industry.
*CCA and WMABA are affiliate associations of SCRS!
Spotsylvania Career & Technical Center PROFILE SCHOOL
Collision repair instructors educating the next generation of shop employees face a number of challenges – from budgetary constraints to industry engagement and everything in between – but for Curtis Harrelson, instructor at Spotsylvania Career and Technical Center (SCTC) in Spotsylvania, VA, lack of time is the biggest obstacle.
The two-year collision repair program is broken into level one, which focuses on non-structural analysis and damage repair, and level two, focused on refinishing. Class time rotates every other day for the two levels, with students receiving 2.5 hours of
training on their days in the shop. “Over the course of the two years that my students are enrolled in the program, they spend less than two months in the shop if you translate that time into eight-hour workdays,” points out Harrelson, who has been teaching collision repair for over two decades, first at Osbourn High School (Manassas) and at SCTC for the past seven years.
Those time constraints are compounded by the overall lack of knowledge that most students have when they enter Harrelson’s program. “One of the most common complaints I’ve heard from shops hiring graduates from any technical
center or school is ‘they should know more,’ but imagine hiring someone who doesn’t know the difference between a ratchet and pliers, someone with no idea what a universal joint is. Would you expect them to complete a full structural repair on their own after less than two months? Students enroll in my class to learn the basics, and I have to teach them from the very beginning.”
Five high schools from around Spotsylvania County transport students to SCTC, and this year, Harrelson has 55 students enrolled between the two levels. Level one, designed for 10th or 11th grade students, starts with teaching about tools, auto body parts and general vehicle construction. After ensuring they’ve obtained a basic understanding of the concepts of collision repair, Harrelson educates students on the proper safety precautions they must take before beginning hands-on instruction on damage analysis and repair, including welding and plastic repair.
Once a student has successfully completed that course, juniors and seniors can advance to level two where they will advance their knowledge of structural repair and start learning the refinishing aspect of the body shop, covering everything from prep and masking to undercoats, color coats and clears.
Harrelson relies heavily on his strong advisory committee to guide his curriculum, and he’s always happy to add more members who want to be part of the program! “Our advisory board meets annually to discuss the most relevant aspects of modern collision repair and help
me figure out how to incorporate that into our day-to-day operations in the program. They’ve been vital in identifying what tasks are phasing out and what is becoming most important, whether that’s plastic repair, aluminum or ADAS calibrations.” He also leans on his personal relationships with members of WMABA’s Board for guidance, and he’s fond of utilizing articles in Hammer & Dolly to educate students on the industry outlook, body shop operations and soft skills.
Comprised largely of shop managers from Crash Champions and Caliber Collision, along with a few independent shops, SCTC’s advisory committee also contributes support when Harrelson is completing ASE recertification, and he’s particularly grateful to committee members for their involvement with the regional and state SkillsUSA competitions. “The majority of our board participates in SkillsUSA, helping us set up, prepare students and judge the competition.”
It’s especially beneficial when the advisory board visits the shop and engages with students in the classroom. “Several of our members come in on a monthly or bi-monthly basis to watch the kids work and offer feedback on the tasks we’re performing in class,” Harrelson shares. “I really appreciate them taking time away from the shop to show up because it has an obvious impact on the morale of my students, especially those who are planning to enter the industry after graduation. I’ve noticed that they become more focused and dedicated to enhancing their skills after these interactions.”
The opportunity to build those relationships presents a benefit to the shops as well; once students graduate, they’re more likely to apply for positions with people they’ve already met. “Many students are afraid to walk into a shop and ask if any job opportunities are available,” Harrelson acknowledges. “Being able to seek out a familiar friendly face makes it a little easier. I also help with job placement by building relationships with local shops and dealerships to ensure I know who is hiring and can recommend where students submit an application. I even have former graduates come to me a few years down the road when they’re looking for a new job, and I’ll help
place them.”
Still, time plays an inhibitive role in students entering the workforce. “Even if I manage to teach them everything in the auto body world while they’re in this building, I just don’t have the opportunity to teach them an eight-hour workday,” Harrelson laments, noting that many struggle with moving from school to a full day of labor. “They need to develop the stamina to spend eight straight hours in the shop, and I think those who have the opportunity to move from school to
a part-time gig before joining the workforce full time tend to be more successful.”
He wishes that more independent shops would offer apprenticeships to help students with this transition. “The big MSOs have developed their own apprenticeship programs, but they have age constraints and will only accept people who are 18 or older. Independents and dealerships don’t have those limitations, but they don’t always
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SCAN
WMABA SCHOOL PROFILE
continued from pg. 17
know how to find their local schools.” (Shops interested in identifying the closest schools with collision repair programs can reach out to WMABA for assistance or utilize the School Locator search features on ASE’s and the Collision Repair Education Foundation’s websites.)
Seeing his students’ success is the most fulfilling part of Harrelson’s job! “When I visit a shop and see a student (or even two students) developing their craft, that’s very rewarding and reinforces that I’m doing what’s right for the next generation of collision repair professionals.”
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But he cannot do it alone. Their future employers must also be willing to invest in these students, and Harrelson suggests that developing a fair incentive program for seasoned technicians to mentor new employees could make a huge difference. “These kids don’t know everything, so someone needs to be willing to mentor them, but often, mentors complain that ‘helpers’ slow them down and cost them money. Shop owners need to incentivize those mentors while also paying these young people a fair rate to keep them engaged. It’s an investment, but it will pay dividends in the long run.
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“Allowing new employees to try out different roles may also inspire them to stick around longer,” Harrelson adds. “Is an apprentice better in the body shop or paint booth? Maybe they’d excel in the parts department or as a customer service representative or estimator. Giving them exposure to every aspect of the shop allows them to learn more and be more valuable to the facility.”
Although such an investment may seem challenging for smaller businesses, Harrelson insists it’s in every shop’s best interest. “The only way to secure our industry’s future is to hire these young people and be willing to teach them. Every one of us started somewhere, and we all needed someone to help us learn. Getting them in the door and then supporting them to take the next step is key to keeping this industry rolling today and in the years to come.”
COVER STORY
“Ask and you shall receive” – most are familiar with this saying, and although the accuracy of this statement is certainly debateable, its opposite seems to hold true; if you don’t ask, it’s unlikely that you’ll receive.
The veracity of this can be seen repeatedly throughout the results of the 2025 “Who Pays for What?” quarterly surveys, provided free to the industry courtesy of CRASH Network and Collision Advice. These surveys explore, track and analyze how billing and negotiation practices vary between shops across the country by examining a variety of “not-included items.”
“Our goal has always been to help shops become aware of the not-included procedures they are doing or materials they are using and understand how often other shops are being compensated for them,” Mike Anderson (Collision Advice) explains. “The whole reason we do these surveys, and ask you to participate, is because we believe doing so will have a positive impact on your business.”
While each survey acknowledges “none of the procedures in this survey are universally paid by insurers, none are universally rejected by insurers either,” it also draws the conclusion that “whether or not a repair facility is reimbursed for a particular item depends, to a certain degree, on whether or not the shop negotiates for it.”
This is clearly evidenced by a deeper review of the figures presented within the four reports published last year. Combined, the surveys examined 95 not-included operations, and of those, the top 10 most-paid procedures (based on the majority of shops reporting they get paid “all or most of the time”) were negotiated for by at least 95 percent of shops. In contrast, the 10 least-paid procedures show negotiation rates of less than 50 percent on average.
“Who Pays for What?” goes a step further by breaking down its data into various regions. WMABA’s membership falls into the Mid-Atlantic region, which includes Maryland, North Carolina, Tennessee, Virginia and West Virginia. Examining how the Mid-Atlantic figures compare to the national data shows a trend that reinforces the claim that reimbursement correlates to negotiation.
Nearly 60 percent of the time, the operations that were negotiated less often were paid less frequently, while those with higher rates of negotiation yielded more frequent payouts.
In 2025, Mid-Atlantic shops reported that they negotiate more often and typically get paid on 16 procedures; they asked five percent more frequently, and they were 5.5 percent more likely to get paid most/all of the time. Of the 36 procedures where they negotiate and get paid less often than their national counterparts, Mid-Atlantic shops asked for payment on those procedures 4.9 percent less often and collected 7.3 percent less frequently.
The 2025 Refinish survey found that Mid-Atlantic shops are most likely to get paid to apply chip/gravel/stone guard or rough coat (82.6 percent), to blend adjacent panels for color match (80.8 percent) and to mask beyond 36 inches (75.6 percent). They are least likely to get paid for these three operations: removing static (10 percent), wet bed application for blending (7.5 percent) and fuel surcharge (1.4 percent); they negotiate for these operations 46.2, 26.7 and 15.4 percent of the time, respectively.
When it comes to frame and mechanical operations, the three not-included operations that most often see payment are disconnect and reconnect the battery (83.7 percent), transport vehicle to sublet service provider (72.5 percent) and R&I of electrical components (69.5 percent); these are negotiated by 95.5, 93.4 and 86.3 percent of Mid-Atlantic respondents. Despite similar negotiation rates, only 65.7 percent of shops in this region report being paid all or most of the time for administrative fees on total losses, compared to 74 percent nationally.
The three least commonly paid frame operations include administrative fee for re-rekeying of estimate or reconciliation of insurer estimate and shop estimate (6.7 percent), stall cure time (9.6 percent) and tire run-out test (11.7 percent); respectively, these negotiation rates are 34.9, 23.2 and 35.1 percent.
Scanning and calibrations finally seem to be getting a foothold in the industry with shops and insurers accepting the importance of these valuable operations. In the Mid-Atlantic region, 100 percent of surveyed shops negotiate for pre-repair scans, post-repair scans and calibration of other systems, and that dedication has yielded favorable results with 90.5, 92.5 and 98.1 percent (respectively) of shops reporting that they get paid all/most of the time for these items.
Body labor operations seem to have a lower payout rate than other operations in general, but in the Mid-Atlantic, the top
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“Despite what you may be told, you are not ‘the only one’ doing and charging for the nearly 100 not-included procedures and items we cover throughout the year. It has been said there are people in life who WATCH stuff happen, and there are people in life who MAKE stuff happen!”
- Mike Anderson
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The most relevant way to move the needle in a positive way is to make sure your shop is carrying its share of the negotiation load – when more shops negotiate for a specific non-included item, insurers are much more likely to pay for that procedure.
Anderson suggests that shop estimators and staff can use the quarterly reports “to identify which of the procedures the shop is performing on some or all jobs. Then consider which, if any, of those items the shop wants to include on estimates and invoices when appropriate…maybe you’ll want to start with those items most frequently being paid by insurers. Next, prepare your staff to negotiate for these items, perhaps choosing two or three to focus on each quarter.”
He recommends asking yourself four questions:
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five operations that are most often paid all have negotiation rates of over 90 percent and include repair adjacent/mating panels (57.7 percent), apply seam-sealer on bolted-on panels for CCC and Audatex users only (63.1 percent), remove molding/emblem/ decal adhesive (64.2 percent), install sound-deadening material (64.9 percent) and rust-proofing (69.5 percent). One of the largest variances between the number of shops negotiating for an item and actually getting paid is – not surprisingly – labor to install non-OEM parts. Although 83 percent of Mid-Atlantic shops negotiate this line item, just 16.3 percent actually receive compensation for it.
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“Despite what you may be told, you are not ‘the only one’ doing and charging for the nearly 100 not-included procedures and items we cover throughout the year,” Anderson stresses, noting, “It has been said there are people in life who WATCH stuff happen, and there are people in life who MAKE stuff happen!”
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1. Is it required to return the vehicle back to its preaccident condition? Shops can determine and document the answer to this question by researching OEM repair procedures, reviewing bulletins from paint manufacturers and scanning the vehicle.
2. Is it included in any other labor operation? Estimators can ascertain the answer to this question by reading the p-pages, accessing the Society of Collision Repair Specialists’ Blueprint Optimization Tool or by submitting an inquiry through the Database Enhancement Gateway (DEG).
3. Are there pre-determined times? The best resources for determining whether a pre-determined time has been established for a not-included item are the estimating systems or the DEG.
4. What is it worth? Although there is no way to establish a specific price range for a procedure, Anderson encourages shops to “figure out what your labor is going to be and any
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materials you’re going to use. The time you charge should reflect how long it takes the average technician to gather up their tools, equipment and supplies and perform the task in a safe and proper manner and then return their tools and equipment.” Conducting time studies might be a valuable way to determine a fair and appropriate charge.
“Arm your estimators with the tools and resources needed to answer those questions, and you can be among the shops successfully being paid for many of the procedures in this survey,” Anderson urges.
Another way for collision repair facilities to “make stuff happen” is to participate in the quarterly “Who Pays for What?” surveys to ensure this data is as accurate as possible. Based on the US Census Bureau and National Automotive Dealers Association data, there are approximately 40,000 repair facilities across the country, and although “Who Pays for What?” attracts responses from most or all states in each iteration, an average of just 620 shops participated in this valuable resource in 2025. While this number is consistently higher than other industry surveys and boasts a considerably low
margin of error (around three percent), higher participation is always encouraged.
Participation is particularly low in WMABA’s market where less than 10 Maryland shops participated each quarter of last year and an average of 16 shops from Virginia responded. West Virginia saw just two or three shops participate in three of the four surveys, with seven shops contributing insights to the Refinish edition. An increase in respondents would help ensure that these regional insights are as accurate as the national results.
The 2026 Refinish survey just closed in January, and results will be available next month. The Frame and Mechanical survey will be available in the second quarter of this year.
Shops can weigh in to take the surveys online at crashnetwork.com/collisionadvice. Everyone who completes the survey receives a report once the results are compiled. Results are also available for download via the website. H&D
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Just like equipment and training, WMABA membership is not only a commitment to excellence, but also a valuable investment.
WMABA is recognized both regionally and nationally as the key forum for the exchange of ideas concerning the D.C., MD, VA and WV collision repair industry. It is the venue to discuss, learn about and impact evolving standards and policies in the technical, administrative and legislative fronts of our industry. Shops and industry supporters can best develop themselves and their employees by actively engaging in the association and its activities.
Automotive collision repair facilities in Maryland, Virginia, West Virginia and Washington, D.C. who are willing to adopt WMABA’s Standards of Membership and offer a guarantee to their consumers are encouraged to engage their business as an active member of the association. For over 40 years, the WMABA membership of professional collision repair businesses and affiliates have committed to operating at a higher standard on behalf of their industry and their consumers. Over the years, WMABA has proudly represented the collision repair industry at hearings on Capitol Hill, in Annapolis, MD, and Richmond, VA as well as almost every national collision repair event. While WMABA has a rich history of dedicated men and women serving the local collision repair community, WMABA also boasts numerous past and current accomplished Board members who represent our membership at the national level.
WMABA offers current and dynamic discussion forums on topics facing collision repairers, technical information and educational seminars, opportunities to network and discuss pressing topics with leaders of the collision repair industry, an arbitration program that works with consumers to help resolve issues they might have, apprenticeship programs, legislative representation and the ability to receive and contribute to one of the nation’s leading collision repair magazines, Hammer & Dolly
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ADVICE INDUSTRY ASK MIKE:
How Is the Industry Doing with Scan Tool Training and ADAS Education?
This month, we “Ask Mike” to share his thoughts on how well the industry is doing with addressing the demand for scan tool training and ADAS education. We at Hammer & Dolly hope you find the following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industryrelated matter that he can answer in a future issue.
Hammer & Dolly: I recall being at a Collision Industry Conference a few years ago when you spoke adamantly in support of OEM scan tools. Obviously, scanning has been an industry topic for well over a decade now. What do you see as the current state of OEM scan tool usage in collision repair? Have things progressed positively, or do we still see gaps in education, training and adoption with those tools?
Mike Anderson: One of the things that John Yoswick [CRASH Network] and I ask in our ‘Who Pays for What?’ industry survey is what shops are using to scan vehicles. Are they using an OEM scan tool, or are they subletting out those scans? Are they using a remote scanning service? How about Autel or Snap-on?
As we’ve published those results, we’ve seen OEM scan tool utilization increase. What’s interesting is that the percentage of shops that use third parties – such as AirPro, asTech and OpusIV – has generally stayed the same. You have companies
like Connected Automotive Systems (CAS), which is in Massachusetts, that sell factory scan tools and provide training and support. With insurers now restricting what they will or won’t pay for with scan reimbursement, we’re seeing more shops purchasing their own scan tools and bringing scanning in-house.
Excluding scan tools for European models, which are more expensive, a lot of OEM scan tools are quite affordable. We’re seeing somewhat of a split; some shops will buy the OEM scan tools for the majority of vehicles they repair, and they’ll use a dealer or a third party for the vehicles they only repair occasionally.
One problem area is that there’s still little to no training available to teach people how to use the factory scan tool properly. The industry still lags in that respect. We do our industry a disservice when we have our wash rack people hook up a scan tool. It’s more than just hooking up that tool; it’s understanding how to utilize it as a tool. There are certain nuances to using it properly.
For example, Honda/Acura doesn’t give you a diagnostic trouble code [DTC] if there’s an SRS problem. You have to go in and look at the live data. A lot of shops don’t know how to save scanning reports to the cloud so they’re in there as history for that OE manufacturer. There’s still a huge lack of knowledge in how to properly use a scan tool.
Additionally, a lot of people still have a flat fee for scanning. I just don’t think that’s wise. You still have to do guided fault findings, or GFFs, which determine the cause of the DTC and problem-solve it. It’s not like every code can be cleared. Sometimes, there’s a cut wire, a bad ground, a component that needs to be replaced or another issue. I think it’s a mistake to lump everything into one flat fee, because there’s more to
the process than just clearing codes. A professionally-trained technician is going to know that.
H&D: If the OEM side still has gaps in training, would it be fair to say there’s an even greater dilemma in that respect on the aftermarket side?
MA: I would say the aftermarket offers a little more support in how to utilize their tools, just because their tools are somewhat standardized in how they’re operated. Some OEMs, such as Toyota/Lexus, offer training as part of their certification programs, but that’s only available to their certified shops. Nissan/Infiniti created an e-learning module for certified collision centers to take to utilize their scan tools, but that’s obviously limited to those shops as well. I was on General Motors’ website the other day, and they offer an e-learning module that anyone can take. Some OEMs offer more training and support than others.
Additionally, software issues often come into play. People will try to install two different pieces of OEM scanning software on the same laptop, and those software pieces don’t play well together.
Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com) H&D WITH MIKE ANDERSON
Shops need someone familiar with how a particular piece operates to ensure that it’s working properly on their laptop.
H&D: As we move forward in 2026, how would you like to see the industry step up with its ADAS training?
MA: Years ago, Collision Advice collaborated with Nissan/Infiniti to provide hands-on ADAS training specific to their vehicles, scan tools and targets. Unfortunately, that training started right as COVID began. Nobody attended the classes, and Nissan/Infiniti ultimately had to pull the plug on it financially. I’m not saying this just because we delivered the training, but it was the single-best ADAS training ever provided to the industry. If Nissan/Infiniti were to relaunch that training today, every class would be sold out. There’s not really much OEM-specific training available to anybody and everybody. There’s a huge opportunity for the OEMs to launch more ADAS training. I still believe that most ADAS calibrations are not done properly, and that’s very concerning to me.
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