FenderBender - October 2021

FENDERBENDER.COM / OCTOBER 2021

RAINS:

RETHINK YOUR BIGGEST MISTAKES

PAG E 29

FINDING STELLAR CSRs

PAG E 6 8

Strategies & Inspiration for Collision Repair Success

DO MORE

WITH LESS

What it truly means to work lean PAG E 30

MIKE ANDERSON’S

INDUSTRY WISHLIST PAG E 61

MIDWEST

High on Lean Tony Walker, owner of Rod’s Custom Collision Repair Centers in Alabama, has watched lean principles take his business to new heights.

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CONTENTS

OCTOBER 1 0 . 2 1

|

V O L U M E

2 3

|

N U M B E R

1 0

30

THE LEAN WAY

Looking to do more with less? It’s finally time to embrace lean thinking.

BY MIKE MUNZENRIDER

Printed in the U.S.A. COPYRIGHT ©2021 BY 10 Missions Media LLC. All rights reserved. FenderBender (ISSN 1937-7150) is published monthly by 10 Missions Media, LLC, 571 Snelling Avenue North, St. Paul, MN 55104. FenderBender content may not be photocopied, reproduced or redistributed without the consent of the publisher. Periodicals postage paid at St. Paul, MN, and additional mailing offices. POSTMASTERS Send address changes to: FenderBender, 571 Snelling Avenue North, St. Paul, MN 55104.

October 2021

5

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CONTENTS

OCTOBER

QUICK FIX

15

10

PAST THE PAGE

15

ANALYSIS

Catch up on FBMC

Facing the labor shortage

13

18

DRIVERS SEAT Find your opportunity

NUMBERS

The industry’s biggest challenges

23

ADAPT

The cost of EVs

26

SNAP SHOP

Steve’s Auto Body

20

LIGHT HITS PPG’s new product

PLASTIC REPAIR YOU CAN COUNT ON Polyvance® equipment and training will help you repair more plastics, keep more labor hours in your shop, and improve your cycle time.

polyvance.com 800.633.3047 October 2021

6

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STRATEGY

COLUMNS

29

58

IDEA SHOP

THE BIG IDEA

BY K E VIN R AIN S

BY STE VE MORRI S

Learn from mistakes

The best ideas from pandemic times

61

FINANCE+OPERATIONS Investing in material invoicing systems

66

65

PROCESS DRIVEN

Break it to your team

BY RYAN CROPPE R

CASE STUDY

71

IN THE TRENCHES The voice of the customer

72

OUTSIDE THE LINES

Create your roadmap

BY JASON BOGG S

Enough with aftermarket parts

68

EDUCATION+ TRAINING

61

Identify all-star CSRs

GET HANDS ON. Sitting behind a desk all day? That's not you.

Jump start your technical career in the transportation industry at � TECHFORCE.ORG/CAREERGUIDE

:llf TECHFORCE

October 2021

7

®

FOUNDATION

fenderbender.com

CONTENTS

ONLINE EXTRAS

CL ICK ON THE L OGO BEL OW F OR PRODUC T INF ORMATION FinishMaster

O’Reilly Auto Parts

Focus Advisors

Polyvance

Fuji Spray Equipment

PPG

Axalta Coating Systems

Hunter Engineering

ProColor Collision

Bosch

Induction Innovations

Pro Spot

CAPA

Industrial Finishes

Spanesi Americas

3M

asTech

AUTEL

Car-O-Liner

ITW Evercoat

SkillsTrader

EMM Specialties

LKQ Corporation

SUN Collision

Equalizer

Mitchell International

TechForce Foundation

EDITORIAL

Bryce Evans Vice President, Content and Events Anna Zeck Editorial Director Dave McMahon Editor Paul Hodowanic Staff Writer Noah Brown Digital Multimedia Editor Nora Johnson Special Projects Editor Elle Schulte Editorial Intern Jason Boggs Contributing Writer Ryan Cropper Contributing Writer Steve Morris Contributing Writer Kevin Rains Contributing Writer Mike Munzenrider Contributing Writer

EDITORIAL ADVISORY BOARD

Sheryl Driggers Universal Collision Jesse Jacobson Heppner’s Auto Body Greg Lobsiger Loren’s Body Shop Tiffany Menefee Pronto Body Shop Stan Medina Certified Collision Works Louie Sharp Sharp Auto Body

COLLISION REPAIR NEWS AT YOUR FINGERTIPS FENDERBENDER.COM

ART AND PRODUCTION

Zach Pate Art Director Olivia Curti Graphic Designer Morgan Glisczinski Graphic Designer Emme Osmonson Graphic Designer Lauren Coleman Production Artist

Your Complete Source

Collision Repair Information

SALES

Chris Messer Vice President and Publisher 651.846.9462 / cmesser@10missions.com Andrew Johnson Associate Publisher 651.846.9459 / ajohnson@10missions.com Marianne Dyal Marketing Strategist (National Accounts) 706.344.1388 / mdyal@10missions.com Bob Marinez Marketing Strategist (National Accounts) 216.533.8747 / bmarinez@10missions.com Martha Severson Marketing Strategist (National Accounts) 651.846.9452 / mseverson@10missions.com Kyle Shaw Marketing Strategist (National Accounts) 651.846.8480 / kshaw@10missions.com Dan Thornton Marketing Strategist (National Accounts) 734.676.9135 / dthornton@10missions.com Sean Thornton Marketing Strategist (National Accounts) 269.449.0257 / sthornton@10missions.com Matt Harper Regional Sales Manager 651.846.9551 / mharper@10missions.com Jen George Client Service Specialist 651.846.9465 / jgeorge@10missions.com

➤

OEM repair information

➤

Body & frame

➤

Paint & finish

➤

Materials

➤

ADAS

... and more

10 MISSIONS MEDIA

Jay DeWitt President Mariah Straub General Manager and Production Manager Meghann Moore Bookkeeper and Client Service Specialist Kate Fahlen Event Producer Meghan Horan Community Development Associate Tiffany Fowler Senior Digital Media Strategist Nina Kayfes Digital Media Assistant Kasey Lanenberg Marketing Communications Specialist Corey Steinhoff Administrative Assistant

HOW TO RE ACH US

571 Snelling Avenue North, St. Paul, MN 55104 tel 651.224.6207 fax 651.224.6212 web 10missions.com The annual subscription rate is $72 (U.S.A. only) for companies not qualified to receive complimentary copies of FenderBender.

BACK IS SUE S

Past issue single copies are $8.

Go to fenderbender.com/backissues

Comprehensive, accurate collision and mechanical data to help you repair vehicles with maximum efficiency.

SUN Collision Repair Information

LET TE RS TO THE E DITOR editor@fenderbender.com

ARTICLE RE PRINTS

For high-quality reprints or e-prints of articles in this issue call 651.846.9488 or email reprints@fenderbender.com.

Opinions expressed in FenderBender are not necessarily those of 10 Missions Media, and 10 Missions Media does not accept responsibility for advertising content.

Visit SUN Collision at SEMA: Booth 32017 LEARN MORE AND GET A FREE DEMO Call us: 800-490-1225 | Visit us: SUNcollision.com

AUTOMOTIVE GROUP

October 2021

©2021 Snap-on Incorporated. SUN is a trademark, registered in the United States and other countries, of Snap-on Incorporated. All rights reserved.

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VIDEOS

PA ST T H E PAGE

|

PODCASTS

|

WEBINARS

|

NEWS

LIVE FROM COLLISION R EPA IR SHOP OW NERS

and operators gathered en masse last month at the FenderBender Management Conference in Minneapolis to get a head start on their businesses for 2022.

Members of the editorial team shared the latest insight and intelligence with podcasts on the CollisionCast network, created on the event floor. Listen at fenderbender.com/podcasts.

October 2021

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C O V E R A G E

Never Too Smart You can’t ever be too smart, which is a perfect reason to check out the FenderBender webinars. Recent have included topics such as:

Next Stop: SEMA Show

• • • •

“Do You Sell Your Shop or Stay in the Game?”

“Demystifying ADAS Recalibration” “Refinishing Electric Vehicles” “Leveraging Performance to Grow Your Business”

TP/ PS

R CO KG MOTO / 266725LB WITH TIRESS FORD 5880LB R: 33 RIM LD D. BY GVWR: REAR GAKWG 6SL 1508 70R1 LE MF PSI CO VEH01IC/ 03 27 35LB WITHES P1263X57/.0J kPa/35 TIR 40 2 R DATE: GAWR: RIMS AT MOTO FRONT KG 6SL LD DERAL PSI CO 1240 /70R1 5 BLE FE .

PLICA F001883 P235 .0J a/30 ABOVE P LL AP k T0 16X7 5 HOWN S TO A 0 2 FORM S IN URE S AT E CON DARD UFACT EHICL Y STAN OF MAN 0000 THIS ICV LE SAFETHE DATE 0 000 VEH ON T 000 0 T EFFEC 00000 B 3U51 VIN: E: MPV F05 TYP

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And more! View the webinar recordings at fenderbender.com/webinars.

fenderbender.com/linkedin

fenderbender.com

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D E L IV E RY I N 1- 3 DAYS !

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@fenderbendermag

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SRS

SIN COUS ) (SRS

The next stop for the editorial team at FenderBender is the SEMA Show in Las Vegas in November. Not able to make it this year? We have you covered. The team will be creating a variety of content at SEMA, including news stories, videos, social media posts and more from the Las Vegas Convention Center. Follow FenderBender on Facebook, Instagram and Twitter to get all the latest information from the show.

ATION FORM OL IN ONTR

TAKE A PHOTO OF THIS AD. DISTRIBUTE TO YOUR ESTIMATORS AND PARTS PERSONNEL.

Kg

NC Y ISSIO 16 M LE EM : 20 VEHIC ions ulat line reg aso with rds. s to LDVFuel: G states standa needed. form T2B4 in ns ents Con A: sale issio r djustm . EP II m U.S OBD Not fo rnia e FI No a FED fornia: Califo AC/TC/D i JW S/C Cal -HO2 V02.3V X S/WR /HO2 GFM NBV 5 2 1 up: TWC -Gro XR0 Z 2.3L p: GFM AB Eva

AVOID THE DREADED CUSTOMER “BRING BACK”, ORDER YOUR LABELS WITH YOUR PARTS.

0000

0000

SERVICE PARTS .

PQTP6P TG33405 1GTZ7TBG6B1000000 135 0 AJ 3 AS5 AU3 AXK A1 2 A1 3 A3 1 BA3 B3 8 C6Y C6 0 DE5 D3 1 EF 7 EVA E2 4 FHS GU6 G8 0 JH 6 JL 4 KC4 KD1 KUP K3 4 K6 8 L9 6 MYD NCF NE1 NU4 N3 3 PDN PPC QB5 R6C R8A R9N SLM TGA T7 4 UJM USR US8 UY7 U7 3 VK3 VR4 VT 7 V1 4 V2 2 V3 7 V8D WEN XHH YD3 YD5 YD6 YHH ZHH ZQ2 ZQ3 ZR7 ZW3 ZW9 ZX 2 ZY 1 Z8 2 Z8 8 1S Z 1WT 5 0U 6A L 7A L 93G 93 I BC/CC

U 8624

93G

CERTIFICATION VEHICLE MFD. BY FORD MOTOR CO.

DATE: 03/98 GVWR: 6000LB/ 2721KG REAR GAWR: 3200LB FRONT GAWR: 3100LB 1406KG WITH 1451KG WITH TIRES P255 / 70R16SL TIRES P255 / 70R16SL RIMS 16x7.0J RIMS 16x7.0J PSI COLD AT 200 kPa/29 PSI COLD AT 221 kPa/32 THIS VEHICLE OC NFORMSTO ALL APPLICABLE FEDERALOTOR M VEHICLE SAFET Y, BUMPER, ANDTHEFT PREVENTIONTANDARDS S IN EFFECT ONTHE DATE OF MANUFACTURE SHOWN ABOVE. VIN: 1FTPW14V57F000000 F0257 Replacement label: Not from Ford T0514 TYPE: TRUCK EXT PNT: K1 WB BRK INTTR TP/PS M2 139 B

EMISSIONS

ANTI-THEFT

PAINT AND TRIM

JTHCE96S870000000

VEHICLE EMISSION CONTROLINFORMATION

.

Conforms to regulations: 2016 MY U.S. EPA: T2B4 LDV FED OBD II Fuel: Gasoline California: Not for sale in states with California emissions standards TWC/HO2S/WR-HO2S/CAC/TC/DFI No adjustments needed.

2.3L-Group: GFMXV02.3VJW Evap: GFMXR0125NBV

TIRE AND LOADING TIRE AND LOADING INFORMATION SEATING CAPACITY

145

TOTAL 3

FRONT 3

REAR 0

The combined weight of occupants and cargo should never exceed 505 Kg or 1114 Lbs.

TIRE SIZE FRONT P265/70R17 REAR P265/70R17

JTHCE96S870000000

ABZ

RC: 21 DSO: R AXLETR SPR 9 H9 U PF

SPARE P265/70R17

145

COLD TIRE PRESSURE SEE OWNERS 303kpa 44psi MANUAL FOR 303kpa 44psi ADDITIONAL 303kpa 44psi INFORMATION

ADL OFFERS 3 EASY ORDERING OPTIONS VISIT US ONLINE AT WWW. AUTODATALABELS.COM

October 2021

CONTACT YOUR LOCAL LKQ / KEYSTONE SALES REP

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SEND PHOTOS TO LABELS@ AUTODATALABELS.COM

fenderbender.com

October 2021

12

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DRIVER’S SEAT

THE ROAD AHEAD Find your support system

FOR THE TEAM HERE at FenderBender, 2021 has been a year full of successes and defeats, similar, I’m sure, to how it’s been for many of you. We’ve had some aspects of what we do hampered or diminished due to the pandemic and its continued trail of challenges that falls in its wake. Other items, though, have been given new life, like the FenderBender Management Conference.

For the first time since 2019, we were able to hold FBMC, and I can’t begin to explain how rewarding and fulfilling that was.

Hopefully many of you reading have attended our event in the past, but for those of you who haven’t, we like to think of FBMC as our magazine brought to life— we try to pool together the top leaders and operational minds in the industry to share with our attendees exactly how they do what they do, and how those attending can do it, too. Every aspect of content is designed for tangible, actionable takeaways that you can implement Day 1 upon returning to your business. And those speakers are attendees as well, sitting in each other’s sessions, there to learn just as much as teach. It’s a networking and peer-learning experience that we couldn’t be more proud to stamp our name on, particularly this year.

I was blown away by the energy in the room during those two-and-a-half days.

Everyone was just so grateful to be there, to be in person, to be with their peers, to share those successes and defeats of the past year.

Even in the lead-up to the show, there was an air of camaraderie that I was touched to witness. When columnist Jason Boggs’

October 2021

community was hit by a rare tornado and he was forced to stay home to oversee rebuilding efforts, fellow columnist Kevin Rains stepped up to take his place during a session. The last 19 months have been challenging for everyone; no one was immune to it. And we all need support.

What FBMC did was remind me of what this industry does best: help each other.

And that support extends to beyond the 200 shop owners at FBMC; it includes you at home, as well. We’re all still here, and we’re all in this together.

ANNA ZECK

EDITORIAL DIRECTOR

azeck@10missions.com

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A X A LT A C O A T I N G S Y S T E M S

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Experience the difference.

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Copyright © 2021 Axalta Coating Systems, LLC and all affiliates. All rights reserved.

October 2021

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NEWS

Q U I C K

|

IDEAS

|

PEOPLE

|

TRENDS

F I X

A NA LYSIS

LABOR SHORTAGE REACHING BEYOND SERVICE TECHNICIANS

Study reveals that only 1 in 5 shops are fully staffed, but new hires are looking beyond the paystub

P R I O R T O T H E C O V I D -1 9 PA N D E M I C ,

the collision repair industry and the broader aftermarket auto industry were struggling with the effects of a widespread technician shortage. Now, as nearly every industry is struggling to find quality candidates in what is now being called “The Great Resignation,”

GETTY

By PAUL HODOWANIC

October 2021

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the problems collision repair shops were having finding technicians have just been exacerbated.

A new study found that 81 percent of auto body shop owners would hire one or more technicians if they walked into their shop looking for a position. Additionally, 29 percent of shop owners would hire two technicians immediately if presented with qualified candidates.

The report, based on data from the “Who Pays for What” survey conducted

by CollisionAdvice, illustrates not only the ongoing technician shortage but the labor shortage that the auto industry and the larger U.S. economy is facing as shops are looking for more than just technicians. Just under one-third of respondents indicated they currently have a need for a body helper or apprentice. A total of 22 percent of shops are in need of a detailer and 19 percent of shops are looking for a front office estimator.

Only 21 percent of shops that responded

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GETTY

QUICK FIX

to the “Who Pays?” survey in April said they were fully staffed and had no job openings for any position. Last October, 37 percent said they were fully staffed, the report said.

“It’s really tough out there right now,” says Daniel Panduro, industry coach and CEO of CARSTAR Sun Valley. “It’s a tough situation and a tough subject and it’s been hard since before the pandemic.”

Independents Struggle

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benefits are health insurance (72 percent) and a retirement plan (59 percent).

The hiring shortage also can’t get better unless expectations for and from young technicians change, Panduro says.

He’s had to tame his own expectations of new hires, especially those right out of school. They should not immediately be expected to produce top efficiency and productivity numbers. Schools do a good job of training students, Panduro says, but often the technicians still need a year or two before they get up to speed with more experienced technicians. In the same vein, Panduro sees too many new technicians enter the industry expecting to be at a higher pay level and immediately make an impact. A conversation with young technicians and a shop owner should come early in their tenure so both set reasonable expectations.

“Tell them you’re committed but it’s going to be a journey. That’s the only sustainable approach,” Panduro says.

ION

ORMAT FRONT 3

REAR 0

REAR P265/70R17

SPARE P265/70R17

VEHICLE MFD. BY : SAMPLE MANUFACTURER 09 ⁄ 07 GVWR 3945LB GAWR FR 2130LB RR 1835LB TH I S VEHICLE CONFORMS TO ALL APPLICABLE FEDERAL MOTOR VEHICLE SAFETY , BUMPER , AND THEFT PREVENTION STANDARDS IN EFFECT O N THE DATE OF MANUFACTURE SHOWN ABOVE. PASS. CAR 00000000000000000

C ⁄ TR:1F7 ⁄ FD14 ANT10L -ALPGKA A ⁄ TM: -01A ⁄ U241E MADE IN JAPAN

270

A

COLD TIRE PRESSURE SEE OWNERS 303kpa 44psi MANUAL FOR 303kpa 44psi ADDITIONAL 303kpa 44psi INFORMATION

WARNING

WARNING

WARNING

ROTATING SHAFTS ARE DANGEROUS

LIFTGATE HAZARDS CAN RESULT IN CRUSHING OR FALLING

YOU CAN SNAG CLOTHES, SKIN, HAIR, HANDS, ETC THIS CAN CAUSE SERIOUS INJURY OR DEATH.

KEEP HANDS AND FEET CLEAR OF PINCH POINTS

– EXPOSED ROTATING SHAFTS MUST BE GUARDED.

– DO NOT WORK ON OR NEAR AN EXPOSED SHAFT WHEN ENGINE IS RUNNING.

– SHUT OFF ENGINE BEFORE WORKING ON POWER TAKE-OFF OR DRIVEN EQUIPMENT.

DO NOT PAINT OVER THIS LABEL!

MAXIMU M CAPACITY

2000 LBS.

IF RIDING LIFTGATE, MAKE SURE LOAD IS STABLE AND FOOTING IS SOLID

READ P.T.O. OWNERS MANUAL FOR MORE SAFETY INFORMATION

WARNING

READ AND UNDERST AND ALL INSTRUCTIONS AND W ARNINGS BEFORE USE.

DANGER

WARNING Crush Hazard.

MA XIMUM 18”

Do not exceed maximum capacity of the liftgate.

Overloading may cause sudden liftgate failure o r malfunction causing serious personal injury o r property damage. The maximum capacity of thi s lift is 969 kg or 2000 lb. when the load is centered no more than 18” from the hinge center line of the platform .

COMMERCIAL LABELS Kg

TOTAL 3

ATION FORM OL IN ONTR

ABZ

TIRE AND LOADING INFORMATION

SEATING CAPACITY

HEAVY TRUCK LABELS

The combined weight of occupants and cargo should never exceed 505 Kg or 1114 Lbs.

TIRE SIZE FRONT P265/70R17

FR

.

Stay clear of raised cab.

000 0000

0

Before working under cab engage prop support.

Falling cab may injure o r kill.

Do not paint over this label. Replace if damaged or lost.

N ATIO ORM AR 0 G INFONT 3 RE or 1114 Lbs.

VEHICLE EMISSION CONTROLINFORMATION

Conforms to regulations: 2016 MY U.S. EPA: T2B4 LDV FED OBD II Fuel: Gasoline California: Not for sale in states with California emissions standards TWC/HO2S/WR-HO2S/CAC/TC/DFI No adjustments needed.

2.3L-Group: GFMXV02.3VJW Evap: GFMXR0125NBV

SION N EMIS MATIO e ICLE OR lin VEHROL INF Fuel: Gaso T CON

EAR 2

NC MY ISSIO 6 1 LE EM : 20 VEHIC ions ulat line reg aso with rds. s to LDVFuel: G states standa needed. form T2B4 in ns ents Con A: sale issio r djustm . EP II m U.S OBD Not fo rnia e FI No a FED fornia: Califo AC/TC/D i JW S/C Cal -HO2 V02.3V X S/WR /HO2 GFM NBV 5 2 1 up: TWC -Gro XR0 Z 2.3L p: GFM AB Eva

PASSENGER VEHICLE LABELS

ADIN

WE HAVE YOUR LABELS!

ATION FORM OL IN ONTR

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Shops need to establish a strong culture, where employees feel valued and like they are a part of something that’s growing.

One way the industry could still improve in that respect is with benefits.

According to the 2021 FenderBender Industry Survey, less than 50 percent of shops offer training reimbursement or disability insurance. Only 37.5 percent offer a bonus plan. Among the most common

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For independents like himself, it’s been even harder, Panduro says.

“Consolidators can pay their people more, depending on their business model, because they can take a hit on gross profit and still get by. We need to raise our prices but often we can’t go as high as they can.”

According to the “Who Pays for What?” study, 12 percent of shops said they had paid a hiring bonus to a new technician within the past 12 months.

Roughly 56 percent were for less than

$2,000, but just over a quarter of them were for $3,000 or more.

But to Panduro, experiencing hiring success isn’t going to just come down to pay.

“It has to be more than just what goes in the bank account. That’s a primary responsibility, of course, but employees want to show up somewhere that is growing, moving forward and seeing industry trends. If they don’t feel that then their days become numbered and you’re out another technician,” Panduro says.

DO NOT GO UNDER RAISED BODY! OPERATE HOIST CONTROLS AWAY FROM REAR OF DUMP BODY. FAILURE TO COMPLY COULD RESULT IN DEATH OR SERIOUS INJURY.

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October 2021

17

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QUICK FIX

NUMBERS

WHAT IS THE SINGLE BIGGEST CHALLENGE FACING COLLISION REPAIR SHOP OPERATORS TODAY?

30%

BELIEVE A SHORTAGE OF QUALIFIED TECHNICIANS IS THE SINGLE BIGGEST CHALLENGE COLLISION REPAIR SHOP OPERATORS FACE TODAY

Insurer influence on the repair process

Technology and tool needs, industry consolidation, parts choices, or various other issues

23%

17%

Low labor rates

Vehicle design advancement

Rising cost of doing business

23%

23%

23%

October 2021

18

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W H Y Z A M O R A’ S A U TO B O DY M A D E T H E S W I T C H

BUSINESS PROFILE

ZAMORA’S AUTO BODY Frederick, Maryland Andy & Eric Zamora ~ Owners

3 85 5 6 3 75

LOCATIONS EMPLOYEES PAINTERS PAINT BOOTHS PREP DECKS VEHICLES PER WEEK

Andy Zamora

“We demoed four waterborne paint lines and found PPG had the best product, the best technology, and the most technical support.”

“The color chips are an identical match, so there’s little need for sprayout cards.

This saves us money on paint and labor.”

“We increased our throughput by 10% or around 30 to 40 more vehicles per month.”

PERFORMANCE YOU CAN COUNT ON The PPG Logo, Envirobase and the Multiple Cubes Geometric Design are registered trademarks of PPG Industries, Ohio, Inc. ©2021 PPG Industries, Inc. All rights reserved. www.envirobase.com

QUICK FIX

LIGHT HITS

LONGTIME SHOP OWNER ANNOUNCES RETIREMENT

Exactly 46 years after he opened a Maaco facility in Bethlehem, Pa., owner Adam Troutman announced his retirement.

According to a Maaco press release, Troutman opened the shop on July 16, 1975.

On July 16 this year he officially retired.

Troutman received many awards, including the Regional Maaco Cup in 1994. In addition, he was recognized with the Maaco Master’s Blazer for reaching $1 million in sales for multiple years, the release said.

“Looking back, I think my biggest accomplishment was being able to hit those million-dollar years,” Troutman said. “We had a lot of them and I’m proud that we were able to do the amount of work that we did. At one point I had six bodymen working to keep up with the cars.”

PA. SHOP HOLDS LOCAL FUNDRAISER

Professionals Auto Body will host a car wash to raise money for local families.

WTAJ reported that the fundraiser was scheduled to take place on Sept. 11 at the shop in Duncansville, Pa. Proceeds was scheduled to go to the Christmas For Kids campaign, which purchases items of need for children during the holiday season.

The gifts will be personally delivered by shop personnel or local police.

AXALTA CHANGES TOP LEADERSHIP

Axalta’s Board of Directors Chair Mark Garrett has stepped down, according to a press release.

The board has appointed William Cook as its new chair. Cook joined Axalta’s Board in 2019.

He serves on the Boards of Directors of IDEX Corporation and Neenah, Inc., and, previously, served on the Board of Directors of Valspar Corporation. In August, Cook was named Public Company Director of the Year by the National Association of Corporate Directors.

BUY DIRECT

“I have greatly appreciated Mark’s leadership and partnership and wish him much continued success,” Robert W. Br yant, A xalta CEO, said in a statement. “I am delighted to have Bill as Axalta’s new Chair. Bill’s significant experience as a CEO and in other executive roles at an industrial manufacturing business, as well as his public company board experience, have provided tremendous value to the Board and will continue to ser ve Axalta well as we pursue our ambitious growth and innovation goals.”

According to the press release, Garrett left “due to his increasing professional commitments in Europe.”

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According to a press release, Foertellix secured $32 million in its latest series B funding round, with Nationwide and Volvo participating.

Fortetellix was founded in 2018 and is experiencing a rapid increase in demand for its platform, the release said. The platform is used throughout the development cycle, from the requirements stage through product development, verification and validation.

CARSTAR GOLF EVENT RAISES $30K

The 2021 CARSTAR Liss Auto Body Make-a-Wish golf event in Indiana raised nearly $30,000.

The 16-year-old fundraiser attracted 110 players, according to a press release.

Two Make-a-Wish families also attended the event.

“It was an amazing and humbling day this year, to say the least,” Corey Liss said in the press release. “My wife

FOLLOW WHAT THE LEADERS FOLLOW

Charlotte normally leads this event, but couldn’t this year due to foot surger y.

So, we streamlined the event and decided to pass the hat for donations on the day of the tournament. We had one person raise their hand and

offer to match up to $5,000! Then two people said they would donate $1,000.

Then we passed the hat and raised another $4,500! The generosity was unbelievable. We were able to raise around $28,000 for the day.”

Come visit us at SEMA booth 41013

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SCAN TO WATCH

TRAINING VIDEOS

YOUTUBE

QUICK FIX

faced—and still face—significant challenges in ramping up to mass production. During the latter half of the 2010s, Tesla experienced that exact struggle and was only able to power through thanks in part to the enormous wealth of CEO Elon Musk.

“The thing that’s remarkable is that Tesla didn’t go bankrupt in reaching volume production,” Musk said during a Q2 earnings call.

For companies that don’t have the ADAPT money, they fold. For those that do, such as Tesla and Amazon-backed Rivian, they still need to turn a profit, and the way they do that is by passing the price of production onto the customer. Even major, well-established OEMs are charging significantly higher prices for their EVs Upfront cost remains a concern among surveyed consumersthan their ICEs because electric vehicles

By NOAH BROWN are not yet cost effective to produce.

According to a report from the U.S. E L E C T R I C V E H I C L E S A R E the future of be producing a fully electric muscle car Department of Energy per the Sacramento the automotive industry. At least that’s what for the 2024 model year. Dodge CEO Tim Bee, the Tesla Model 3 accounted for half of a lot of policy makers and OEM executives Kuniskis said during a Stellantis EV Day all EV sales in the United States. That car, are saying. presentation that electrification isn’t a which is Tesla’s cheapest, costs just under In August, President Joe Biden signed revolution but instead a natural evolution $40,000. The cheapest new EV on the martwo executive orders mandating that half of for the automotive industry. ket, the 2021 Mini Cooper SE, starts at just all new car sales by 2030 be electric vehicles.

“Our engineers are reaching a practical over $30,000 according to the Bee, which The three major American OEMs—Ford, limit on what they can squeeze from is nearly $10,000 more expensive than General Motors and Stellantis—all came internal combustion innovation,” Kuniskis comparably sized, ICE-powered vehicles. out in support of those orders. said. “Electric motors can give us more, and And that doesn’t include other supplemenDuring the 2021 Collision Industry if we know of a technology that can give tary start-up costs such as chargers.

Conference, several speakers said our customers an advantage, we have an electrification in the industry was obligation to embrace it.”

ICEs Still a Hot Commodity inevitable, even without those orders.

There are federal tax credits up to $7,500, “Whether or not we had people say this High Charge for but those only cover a certain number of in the White House, this is the way the Charged Vehicles vehicles from each OEM and only certain industry was going,” Marie McConnell, It seems, then, that electric vehicles are models. Tesla and GM have already hit program manager for the Drive Electric no longer a question of “if” but rather a their sales caps and can no longer offer tax Ohio initiative, said at the conference. question of “when.” However, one significant credits on any new EVs. Even American muscle cars, paragons challenge still remains in total electrification A recent poll from AdWeek shows that of the automotive industry and seeming of the industry: cost. around 60 percent of respondents say they champions of the internal combustion It’s a well-documented anecdote that plan to purchase a vehicle sometime within engine, have started moving toward a over their respective lifespans, electric the next five years, and while around 55 battery-powered future. Car and Driver vehicles will prove to be more cost-effective percent said they’d purchase an EV if it cost named the Ford Mustang Mach-E its EV of than their ICE counterparts due to lower the same as an ICE, only 27 percent said they’d the Year, citing its “striking balance between fuel and maintenance costs. But the upfront purchase an EV if it cost significantly more. practical and visceral” as a key reason why cost of an EV bars a significant amount Given the commitments from the it’s the perfect vehicle to “convert people of people from getting on board with the federal government, major OEMs and from EV skeptics to EV evangelists.” adoption of those vehicles. other key industry players, the widespread Dodge, a brand synonymous with Before major OEMs such as Ford and adoption of electric vehicles is going to its Hemi engines that wring every last Stellantis jumped on the EV bandwagon, the happen. Until those vehicles become much horsepower out of an internal combustion most prominent players in the electric market more affordable, however, ICEs will still motor, announced earlier this year it would were startups such as Tesla. Those companies have a place in the market.

WIDESPREAD EV ADOPTION STILL RELATED TO PRICING

ADAPT Automotive Techology Summit | December 5–7, 2021 | Nashville, Tenn. | Register at adaptsummit.com October 2021

23

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READ WHAT THE PROS READ

QUICK FIX

PPG ANNOUNCES NEW DIGITAL SHOP SOLUTION

SUBSCRIBE OR RENEW F O R F R E E T O D AY FENDERBENDER.COM/SUBSCRIBE

come see us at

Booth #35207 October 2021

Nov. 2-5 24

PPG will begin a phased launch of PPG LINQ, a new end-to-end digital solution for automotive refinish customers. In an exclusive interview with FenderBender, Denise Lu, PPG’s global marketing director, spoke about PPG LINQ, which will launch in early 2022.

“It is an ecosystem that we are building with the purpose of improving customers’ experience and also increasing the connectivity of the automotive collision market,” Lu said. “It’s not just one kind of software. It will be a full suite of digital solutions, services, hardwares that will connect all of the key stakeholders across the industry.”

The product has been in the works for several years and Lu expects it will take an additional 2-3 years before the full rollout is available. The first suite of services available upon the launch is its PPG MOONWALK system, along with color matching, productivity and wireless mixing tools.

Lu called PPG LINQ a “flexible service” that can be used immediately as an add-on to a shop’s shop management system and other digital tools. However, by the time the full rollout is available, Lu anticipates it could replace all other digital solutions within the shop.

“The beauty of PPG LINQ is it gives the customer a very wide variety. So it can become a replacement of an existing system, it can be an add-on. This ecosystem will have the ability to connect with any kind of existing systems that aren’t PPG. In that sense, it gives the customer flexibility,” Lu said.

That was a key benefit that PPG wanted to include, Lu said. The company heard from its customers that there is an oversaturation of systems in the market and that it is hard to navigate those systems and make them work together. Lu said PPG LINQ will solve that problem.

Among the many features of the product, it will also provide customers with the opportunity to improve the sustainability of their day-to-day operations and minimize their environmental impact with features that optimize product consumption and waste reduction.

The tool will be available to all shops that use PPG paint or solutions.

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LEAN JOURNEY

SNAP SHOP

STEVE’S AUTO BODY

Jordan always assumed that, with the odd layout of the facility (long and narrow), going lean would be difficult—until he visited an old John Harris facility that went lean with the exact same layout. That began Steve’s Auto Body’s lean journey, which has transformed the business. Each door and bay has its own purpose: preassembly, disassembly, three structural stalls, three body repair stalls, mechanical repair. After that, the paint shop, which consists of one painter and one prepper, is a closed loop, meaning the vehicle can’t get out until it’s painted.

By ANNA ZECK Photos courtesy STEVE’S AUTO BODY

L O C AT I O N :

O’FALLON AND BELLEVILLE, ILL.

OWNER:

MICHAEL, CINDY AND JORDAN BESHEARS

SIZE:

12,500 SQUARE FEET

S TA F F S I Z E :

16 (BOTH LOCATIONS)

A V E R A G E D A I L Y C A R C O U N T:

4

ANNUAL REVENUE:

$3.5 MILLION

TAPE ON FLOOR

Submit Your Shop Proud of your shop and want to show it off to your peers? Tell us about it at

SUBMISSIONS@10MISSIONS.COM.

October 2021

As part of the shop’s lean journey, marking off certain areas with tape has now become a staple (one led by the techs). Yellow tape on the floor marks off a center aisle on the shop floor that must remain clutter-free. Red tape marks off where equipment is stored, as well as parts carts. In the paint shop, large squares are taped to indicate where the vehicle moves. Overhead signs mimic and reinforce the significance of each bay and taped area.

26

LOGO UPDATE

Since its founding in the late ‘70s, the Steve’s Auto Body logo always featured Old English lettering, until Jordan decided to update it with a more modern look last year after the Belleville location was acquired. He worked with his website developer to design the new logo, telling the designer he wanted something with soft lines and lowercase letters but the same colors.

fenderbender.com

LOBBY REFRESH

In 2016, Cindy undertook the project of remodeling the front office. She wanted a more comfortable feel for customers, which she accomplished through the refresh, but also wanted to incorporate the colors of the logo throughout the lobby.

The location manager and Michael’s offices are also right off the lobby, offering easy access to customers. The model airplanes in Michael’s office, in particular, have become a conversation starter with the numerous customers from the nearby Air Force base (the shop works on nearly 500 cars for USAF members in the area).

PARTS CARTS

The shop uses parts carts found on Amazon that not only offer more shelving and flexibility options, but are also far more affordable than traditional parts carts. To ensure the vehicle goes through to reassembly without stopping, vehicles aren’t put into the system until all essential parts have arrived, and parts aren’t ordered until disassembly. To visually communicate with technicians, the parts coordinator utilizes different colored dots on the parts carts (red for no, yellow for essential parts arrived, green for all parts on site) to indicate if a vehicle is ready to enter the repair process.

PARKING LOT

Even the parking lot—which is quite large, thanks to the property’s three acres—is 5S. The team came up with a number system and utilizes a mirrored key board associated with the vehicle’s parking spot. As the shop has focused more and more on lean, however, the number of vehicles kept on site continues to decline.

October 2021

27

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G N I T R O P SUP

L A C O L THE

A proven business model for 20 years, ProColor Collision is growing!

Independent body shop owners driving their business forward are choosing ProColor.

Standardized operations, management tools and consolidated technology solutions improve performance. The ProColor team of industry professionals are dedicated to performance excellence offering the sales, operational and marketing support needed to take business to the next level.

ProColor Collision is committed to helping shop owners grow their business locally while leveraging established relationships with global insurers, suppliers, and fleet companies.

The ProColor PROcess is a winning formula.

Find out more at procolor.com

ProColor Collision franchises are not currently being offered for locations in Hawaii, Indiana, Maryland, Michigan, Minnesota, New York, North Dakota, Rhode Island, South Dakota, Virginia, Washington or Wisconsin, or to residents of these states.

COLUMNS

THE BIG IDEA

A Retrospective 18 years of failing forward

JILL MATTHEWS

We all learn from our mistakes. But it’s eas-

ier, cheaper and less embarrassing to learn from other’s mistakes. The good news for you is that I’ve made many and I’m going to share my three biggest ones in this column. I’m nearing the end of my 18th year as an owner in this industry, though I’ve been around it for 50 years via my dad’s shop. With our 50-year anniversary, I’ve been wondering what I would have done differently if I started now. My hope is that this column will serve someone starting out or in the early days of their career in this industry. For those willing to learn from my mistakes, this is like a cheat sheet for success. It could even save you thousands of dollars and loads of time if you will trust me and treat these like shortcuts to success. So, if I had to start over now, here are three things I would do differently.

First, I would not have scaled so fast. Even though I didn’t launch my second location until after 12 years in, I would have waited another couple of years. I wasn’t ready for a second location!

As soon as I launched shop No. 2, both shops were destabilized. My original shop depended on my daily leadership but was now only getting half of my time at best. And the new shop with a full team of very skilled technicians just lost their leader and mentor who had been there for decades. In fact, he trained many of them himself from apprentices to A-techs. What ended up happening in the absence of clear processes was I had two shops running in two different ways. Right about then, another opportunity came along that I didn’t want to miss.

Rather than unifying the operations, I almost immediately jumped into a third shop.

A better foundation was needed. Clear, documented processes. Unified procedures on everything from how to greet customers to parts handling to payroll. Instead, I had two shops mostly winging it and then layered the third shop on top of that. There was no symmetry, very little integration, and a shaky foundation. Foundations are complicated and expensive to fix once the building has been erected.

Second, I hired way too many people from outside the industry. I figured if I hired smart and dedicated people—many of whom were my friends— they would learn quickly and all would be well. I hired smart, dedicated people and to their credit they learned a lot in a short period of time. However,

October 2021

I didn’t account for how much they would have to learn and how long it takes to gain mastery in this industry. It wasn’t fair to them. I basically threw them in the deep end and said, “Swim!” Thankfully the friendships in all cases survived and continue to this day. But none of them were able to make it into a long-term career. The lesson for me here was that, while friendships are critical to an overall successful life, they should not be the basis for hiring. In retrospect, I was trying to fill my need for friendship through hiring. Big mistake.

Lastly, I would have found my right hand man quicker. I’ve learned from Gino Wickman (author of Traction) that there are two kinds of leaders: visionaries and integrators. I am clearly and unapologetically a visionary. But I needed an integrator. For the longest time, I had a co-pilot that was a dear friend but he was also a visionary. That meant that we had a lot of ideas and were willing to take risks. We were always ready to grow fast and try new things. Yet we rarely got sustainable traction. Integrators like my current co-pilot, Keith Foster, know how to take vision and translate it to the street level. Keith is able to take all the cloudy ideas of an entrepreneurial organization like ours and make them concrete, understandable, and repeatable.

In conclusion, Keith and I were not friends when we started working together. We became friends through our shared mission to improve and scale our organization. Keith and my daughter Zoe were able to shore up the shaky foundations of our early days. They integrated all shops on many important things like a unified benefits package, a consistent compensation plan and role descriptions between all shops.

In writing this, it became clear that my biggest “mistakes” really relate to one another. And in the past year, big strides were made to correct these early mistakes and stabilize the whole organization.

Our future feels bright. And I want to remind myself and any readers that early mistakes can be overcome. We’re living proof. It would have been easier not to make them, of course. But in retrospect, it came down to some really basic things that allowed us to course-correct: integrated processes and getting the right team members in the right roles.

I wish you great success as you learn from your own and more importantly from other’s mistakes.

29

K E V I N R A I N S is the owner

of Rains CARSTAR Group with locations in Cincinnati, Ohio, West Chester, Ohio and Lexington, Ky. He is also an industry consultant.

EMAIL:

kevinrains@gmail.com

ARCHIVE:

fenderbender.com/rains

fenderbender.com

LEAN PRINCIPLES

LEAD

BY

October 2021

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fenderbender.com

LEAN

PRINCIPLES More than a buzzword, ‘lean,’ if you put in the work, could transform your shop

By MIKE MUNZENRIDER | Photos by MARC MUNOZ

October 2021

31

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LEAN PRINCIPLES

Making a Point Jacob Harris (left) and Tony Walker have watched business at Rod’s Custom Collision Repair Centers transform under lean principles.

October 2021

32

fenderbender.com

IT STARTED WITH

$800 worth of plastic baggies, and then some sleepless nights.

“Many nights I’d lay in bed and think, ‘I’m destroying a good business,’” says Tony Walker, owner of two Rod’s Custom Collision Repair Centers.

But what Walker thought might destroy his business—a commitment to operating his shop by following lean principles— transformed it, he says.

His shops are on pace for $5.4 million in sales for 2021.

“Lean” is likely a concept many in collision repair have heard, and while its definition is fairly discrete, it can be shorthand for any number of methods and strategies.

To that end, one-third of respondents to the 2021 FenderBender Industry survey said they’d incorporated lean processes into their business to improve efficiency, but Mike Gunnells, senior manager for business solutions with PPG and who coaches lean principles, says such practices could be more widespread than that.

“A lot of shops do a lot of things that fall under the heading of practicing some lean principles, but they don’t really call it that,” Gunnells says.

Truly going lean, he says, is more than a single procedure or process aimed at small efficiency gains—it’s a complete reengineering of how a business functions.

It’s not easy, either, as evidenced by Walker’s experience, though, he’ll be the first to tell you: it’s worth it. Here’s what else you need to know if you are considering going lean.

October 2021

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LEAN PRINCIPLES

MORE THAN A ‘PHILOSOPHY’ Principles, processes, practices—lots of nouns are attached to lean, an operating model developed by Toyota nearly a century ago that can be applied to everything from manufacturing and mining to government and collision repair. Just don’t call it a philosophy.

According to Mike Gunnells, senior manager, business solutions for PPG and a lean coach, lean is a tangible set of principles that gets real world results.

“I’ve never liked ‘philosophy’ because it seems like it’s talking about theories,” he says.

“They’re lean practices.”

Practicing Lean Lean principles help to keep vehicles moving at Rod’s Custom Collision Repair Centers.

Technician Mac Calvelage was part of the X-Men team that launched lean at the shop.

Eliminating Waste

So what, exactly, does it mean to be work lean?

In the context of collision repair, Gunnells says lean is about eliminating waste and adding value through the development and implementation of processes that allow the vehicle to flow continuously through the repair process.

“What we really should be focusing on is keeping the car moving,” he says, “and keeping the technician’s hands working on the vehicle while it’s in the repair process.”

Before his nearly two decades of working for PPG, Gunnells owned and operated shops in the MSO, independent, and dealer-

October 2021

ship realms, starting in collision repair as a technician more than 40 years ago.

He stresses that nobody in collision repair gets paid unless body and paint techs are producing billable hours. Nothing else happens without those hours, and they’re maximized by avoiding vehicles sitting idle on the shop floor.

But how can shops keep those cars moving? Gunnells breaks down the repair process by steps and uses a supplier/customer analogy for each hand-off transaction, as in each time the vehicle changes hands between repair process steps.

The admin delivers vehicles to repair planning—supplier to customer—with

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repair planning delivering vehicles to parts and production, and so on. Every step of the way is crucial to keeping the vehicle moving, Gunnells says, but an easy example of how a car can get stuck in the process is moving from repair planning to parts. Repair planning—there’s no “estimating” here—is crucial to making an accurate parts order. It helps avoid time-consuming supplements—or waste— which are impediments to finishing the job.

Error-proofing that supplier/customer process is the goal, Gunnells says, offering up an example of a repair hung up at reassembly for a missing part.

By working backward, he says, you can identify the root cause of that absent part.

To begin with, it was ordered the day prior; that’s because it wasn’t in the original parts order; that’s because it was missed on the initial estimate; and that’s because it was missed in repair planning.

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Rob Murli, a lean coach with The Murli Group who has 15 years of collision repair experience, says efficiency is a component of lean processes, but there’s more to it— there’s also team-based problem solving.

“It’s everybody, everywhere, at every level coming together to say, ‘How did we do yesterday?’ and, ‘How can we do better today?’” he says.

That aspect relies on people and how they are engaged.

Efficiency Rules Team-based problem solving is a hallmark of successful lean shops, as shown by Jacob Harris (left) and Dalon Lipsey of Rod’s Custom Collision Repair Centers.

Begin the ‘Journey’

About Walker and all those baggies: He says that, about seven years ago, his shop was doing well enough, though it was getting hammered by its DRPs for its cycle times.

“They’re slow but they’re really good,” he says of his reputation back then, remembering the state of his shop in the same Huntsville, Ala., building it had been in for a quarter century, in less than charitable terms.

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LEAN PRINCIPLES

Open to Change Jacob Harris of Rod’s Custom Collision Repair Centers has a pleasant task ahead of him thanks to lean principles at the shop.

“It was your typical dark, dirty, disorganized, nasty-looking shop,” Walker says.

With insurance pressure increasing, he remembers thinking, “There’s got to be a better way.”

His paint rep, Gary Grimes, kept telling him about a Green Belt Training class, focused on lean principles, to which he finally went. Gunnells was the main instructor at what Walker says was a full five-day course.

“I drove back home and I was like, ‘This is what I’m going to do,’” says Walker.

That’s when he dropped all that money on baggies.

Bagging small parts like clips, hardware, etc. to keep track of them during the repair process, and taping them to parts carts, is the lean principle that Walker had grabbed onto. In his telling, the ease of that purchase in no way foreshadowed what was to come in what he calls his “journey.”

Instituting lean principles meant breaking his employees’ longstanding habits and making them work in new ways. Here’s what led to Walker’s sleepless nights.

“I’ve run off good technicians and estimators who hated it,” he says, reckoning he went through seven writers, many of whom had no business interacting with the public, or the will to dig into effective repair planning.

Walker’s staffing issues took a turn for the better when he hired his family’s favorite server at his family’s favorite restaurant as his CSR. Walker describes that now longtime employee, Kane Batt, as “the kind of guy that I want taking care of my customers.”

The turn continued when he landed a former Travelers Insurance adjuster, Tyler Gallagher, as a writer. Walker describes Gallagher as someone who had the attention to detail required to run the Gunnellstaught repair planning process, “X-Ray.” Walker says Gunnells has a word for the years-long staffing gauntlet through which

October 2021

he went—“Discovery”—which was concurrent with implementing lean principles into his shop. “[Your people] have to buy into the processes and believe it’s the right thing to do,” Walker says. “And so many people in this industry just don’t want to change.”

Cultural Transformation

Murli, who joined his family’s lean coaching firm just less than two years

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ago following his career in collision repair, says team-based problem solving and following lean principles in general requires cultural transformation.

“We really need to engage people, their hearts, and minds into being problem solvers,” he says, adding that while plenty of technical aspects play into it, “Lean is really about the people.”

Noting the technician shortage, which 2021 FenderBender Industry Survey re-

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Getting Dialed In With the help of employees like Robin Atkinson, Rod’s Custom Collision Repair Centers has benefitted from a repair planning process that boasts 92 to 95 percent accuracy.

ELIMINATE SUPPLEMENTS Mike Gunnells, senior manager for business solutions with PPG and a lean principles coach, teaches a process called x-ray repair planning.

The goal of x-ray repair planning, Gunnells says, is to perform a 100 percent full diagnosis of a vehicle’s damage, to then complete a 100 percent accurate repair plan, which is also litigation-worthy and profitable.

That accurate repair plan is part of lean principles in that it minimizes waste; which comes in many forms, including supplements.

Tony Walker, who owns two Rod’s Custom Collision Repair Centers, has worked with Gunnells to institute lean principles in his shop and has dialed in his repair planning process to a range of 92 to 95 percent accuracy. He boasts of a $22,000 Mercedes-Benz repair plan that included every part the vehicle needed, save for an ambient temperature sensor.

October 2021

While repair plan accuracy can’t exactly be compared apples to apples, according to the 2021 FenderBender Industry Survey supplements are very much a normal part of the repair process for many shops, with 37 percent of respondents reporting a supplement ratio of 25 percent or higher.

When it comes to the 33 percent of shops that said they’d incorporated lean processes into their business to improve efficiency, that high-end supplement ratio is still well represented, with 34 percent of shops reporting it.

However, those lean shops report a greater proportion of lower supplement ratios, up to 15 percent. Some 46 percent of shops that have put in place lean principles reported that lower range of supplement ratios, while only 41 percent of shops without lean principles reported the same.

While that difference isn’t eye-popping, it underscores what lean experts say: you need to be working on it daily. Lean doesn’t work when applied piecemeal.

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LEAN PRINCIPLES

Employee Development Lean principles offer a systematic way to train, grow, and develop employees.

spondents tagged as the biggest challenge faced by collision repair, Murli says “Lean people systems are centred around attracting the right competencies, rather than the right experience.”

Think of Walker’s CSR. According to Murli, it’s key to find “people who have the right mind to do the things you want them to do.”

Lean principles offer a systematic way to train, grow, and develop employees, Murli says. That’s through a structured career path—where an employee starts and where he or she should be going—and structured training, which coincide with regular oneon-one meetings where employees’ progress can be tracked, and where they can be held accountable for any lack of progress.

That employee growth is evident in Walker’s story. He began with a single loca-

October 2021

tion of Rod’s Custom Collision Repair Center that had sales of $2.1 million per year.

Through going lean, and by finding people he could trust, he says he opened his second location, a 6,750-square-foot shop in south Huntsville, peeling off Gallagher to manage it.

This year the small shop is on pace for $1.2 million in sales.

Hands-On Principles

Alongside Walker’s shop expansion, there’s been some contraction when it comes to his staff.

Prior to going lean, he says his shop— still operating as a single location—had nine body men and three painters. Now, between the two locations, he’s got seven body men and two painters.

“Our volume is almost double what it

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was, with less people,” Walker says, noting the two shops for the first half of 2021 averaged a car count of 129 per month. “Their income and their lifestyles have changed dramatically as well.”

One of the lean benefits that Gunnells stresses is touch time, or as he calls it, hours per day. He says many shops he works with start in the range of 1.8 to 2 hours per day, and in just over six months of focused work, can reach the 3 or 3.5 hour range.

He says shops that “are truly doing the measurement across their entire work mix” can see hours as high as 4.5 or 5, though the latter is so high that it raises questions about how it’s being measured.

At his original shop, Walker began at 1.2 hours per day, saying that even with procedures and the right people in place, his touch time and cycle time didn’t magi-

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LEAN PRINCIPLES AND TOUCH TIMES Experts say the KPI where lean principles show up most is in touch time.

According to the 2021 FenderBender Industry Survey, 33 percent of shops said they’d incorporated lean processes into their business to improve efficiency.

Compared to the rest of the field, how do those shops fare when it comes to touch time per day?

Shops that have incorporated lean processes TOUCH TIME PER DAY: Under 2 hours: 3% 2-3 hours: 39% 4-5 hours: 45% 6-7 hours: 8% 8 or more hours: 1% Don’t track touch time: 4%

Shops that have not incorporated lean processes

Cycle Times Shored Up Rod’s Custom Collision Repair Centers have experienced major gains in cycle time with lean. Once at 16.5 days, it’s now under 10 days consistently for both shops, and was 7.8 days at his small shop in May.

October 2021

TOUCH TIME PER DAY: Under 2 hours: 5% 2-3 hours: 27% 4-5 hours: 41% 6-7 hours: 8% 8 or more hours: 2% Don’t track touch time: 17%

cally go up—it took concerted effort. His small shop now clocks 3.5 hours of touch time per day, while the larger shop boasts 3.3 hours. His cycle time, once at 16.5 days, is now under 10 days consistently for both shops, and was 7.8 days at his small shop in May. There are other time benefits inherent to Walker’s lean journey, he says—he once worked 12- to 14-hour days, and now he’s working half of that.

“It changed our world, it changed our life,” he says. “Not just for me, but our technicians.”

Murli says an important aspect of instituting lean principles is for leadership to move away from a firefighter mentality.

Walker says his once dark and dirty shop is now cleaner, brighter, and more organized—“it makes you feel better working there.”

For context, Mike Gunnells, senior manager for business solutions with PPG and a lean principles coach, says putting lean principles in place can get a shop’s touch time, or as he calls it, hours per day, from 1.8 hours into the 3 hours to 3.5 hours range. He also notes that times topping 5 hours per day should raise eyebrows.

It’s also unclear how deep responding shops have gone in implementing lean principles.

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LEAN PRINCIPLES

Defining Lean Lean principles are successfully applied at Rod’s Custom Collision Repair Centers by engaging the entire team in conversations, including Tyler Gallagher and Braden Walker.

Continuous Leadership

He says he recently had a shop owner from Arkansas have a look around, remembering what the guy said while standing on his shop floor: “There’s one thing that’s missing.”

“I was ready for some criticism,” says Walker, “and he said: ‘Chaos.’”

Effort and Backsliding

Going lean sounds great, though Walker pumps the brakes when it comes to assessing his five-year search for the right people.

“I don’t want to go through it again, but I’d definitely do it again,” he says.

Beyond the resistance to change Walker faced, Gunnells says shop staffers can get up in arms because they think the word “lean” implies a thinning out of employees.

Sheer confusion over the term is a factor too—some shop employees, he says, think it’s about being environmentally friendly.

Beyond that, maintaining procedures and continuous group problem solving takes work, says Murli, pointing out that there’s no

October 2021

way to plateau when it comes to lean.

“One thing that leads people astray is that they think they can just hold the status quo,” he says. “You’re either improving or backsliding, there is no holding pattern.”

That need for improvement, Murli notes, plays well with modern collision repair, with respect to its current state of flux.

“The bar is continuously being raised,” he says, “the industry is constantly changing from many angles.”

One sure-fire way to break through lean maintenance difficulties is through a third party coach who can help shops stay on track and reflect on how they’re doing, says Murli, whose experience includes experimenting with lean principles as an employee of an MSO in Pennsylvania.

“Implementing these things requires a lot of reflection and an unbiased opinion,” he says. “This gets harder before it gets easier; you’re never truly done, and having this mindset that you’re there to change the culture requires a lot of strength.”

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From his post with PPG, Gunnells stresses that his team includes former technicians and shop managers, as well as former insurance adjusters.

“I think our team has a more rounded amount of experience, than anyone in the nation,” he says, stressing that he and his colleagues aren’t just coming from on high—their coaching is effectively working in collision repair on a daily basis.

“We’re literally writing repair plans with the shop staff on the shop floor,” he says.

That one-on-one help, shop by shop, is important—the lean principles that will work best are context-dependent.

“I don’t do it 100 percent the way they teach it,” says Walker, noting that he practices team problem solving, keeping lines of communication open with techs so everybody at the shop can come together to work through issues.

“There’s not a two-word answer, it’s a conversation,” says Gunnells, explaining there can be disappointment about how complex succeeding at lean can be, though there might be a single thing that’s key.

“Sustainability really comes down to leadership,” he says. “If someone’s not doing the right things from a leadership standpoint, you can write all the standards and put all the posters on the wall that you want.”

In short, Gunnells says, you can’t “launch and leave.” Keeping lean practices on a solid trajectory requires continuous teaching, leading and guiding.

He offers the example of a missed delivery date, and how leadership must, the very next morning, bring everybody together to keep the lean process going and ask: “What went wrong, and how are we going to solve this problem today?”

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Change your perspective.

Spanesi’s Interactive Week is coming October 25 - 29, 2021.

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FENDERBENDER’S

SEMA PREVIEW

After almost two years of the unimaginable, the premium trade show is finally back— in person and in living color. Thousands of vendors, collision repair shop owners, technicians, and car fanatics alike will migrate to the Las Vegas Convention Center from November 2–5 to attend the Special Equipment Manufacturers Association (SEMA) Show.

After a year off, SEMA is back to provide small business owners across the country (and the globe) resources, technology, and connections to help grow and succeed. Shop owners have the opportunity to network, create connections with vendors, and get a first look at the cutting-edge technology taking over the industry.

The SEMA Show floor is massive, and everyone's a little rusty when it comes to industry events, so FenderBender is here to help. Inside tips and a bird’s eye view of the shop floor, available educational seminars, and featured vendors lie within the 2021 SEMA Preview. All show information is subject to change, please visit semashow.com for all updates and information, including current COVID-19 guidelines.

SEMA PREVIEW

CONTENTS

WHAT ’S INSIDE

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65

Follow FenderBender at SEMA

66

Map

68

Chart Your Future At SEMA

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Educational Sessions

73

Featured Companies and SEMA Booths

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Resource Guide

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The New Products Showcase

|

SEMA SHOW PREVIEW

LIVE AT SEMA

COVERAGE

@FenderBenderMag

The top stop for almost every bit of coverage throughout the week. Like and follow “FenderBenderMag” on Facebook for live streams with industry celebrities and experts, daily photo albums, quick videos of product demos and events, and news.

@FenderBenderMag

Photos from the week will be posted on this image-driven platform during the show. Live stories will also be updated throughout each day for a behind-the-scenes look at everything SEMA.

@FenderBenderMag

FOLLOW US AT THE SEMA SHOW How to stay updated on everything SEMA through social media and online Can’t make it to SEMA this year, or want to be in too many places at once during the show? In order to give everyone an opportunity to see what is going on, FenderBender will cover the SEMA Show all week long. The coverage will include news items throughout the week, product releases, award winners, event information, and other SEMA happenings. For a behind-the-scenes look at what it’s really like to attend the show, follow FenderBender’s website, app, and social media accounts.

Stay updated with quick tweets, links to relevant news stories, photos, and short videos during the week. Twitter is the best place to interact with the FenderBender coverage team with questions, suggestions, and submissions.

FenderBender To Go

For immediate push notifications of news from the conference and for an easier and more mobile-friendly way to view FenderBender.com, download the FB To Go app and stay updated in real-time.

Send Us Your Coverage At the show and snapped a great picture or took a video you want to share with @FenderBender? Tweet us what you got @FenderBenderMag. October 2021

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SEMA PREVIEW

MAP

SEMA BY THE NUMBERS The 4-day event attracts more than 161 , 000 individuals, including:

2 , 4 00 exhibiting companies.

Attendees from more than 14 0 countries outside of the United States.

More than 3 , 000 products will be featured in the New Products Showcase.

October 2021

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1 . 2 million net square feet of exhibit 1 million square feet of features throughout the Las

The SEMA Show includes space and

Vegas Convention Center and outside areas.

Over 1 , 500 vehicles will be present in both exhibitors’ booths and throughout the convention center.

The SEMA Show is organized by the SEMA trade organization representing

the $4 4 .6 billion automotive aftermarket industry.

October 2021

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SEMA PREVIEW

Q&A

CHART YOUR FUTURE AT SEMA Everything you need to know about what makes the 2021 SEMA Show stand apart It’s been two years since the industry could be all in one place for the biggest show in the country. What is new to the SEMA Show this year?

What can owners expect to gain from the 2021 show? And why is it worth taking the trip to the (American) City of Lights?

FenderBender sat down with Tom Gattuso, SEMA Vice President of Events, to get all of the hot 2021 SEMA Show details.

October 2021

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T OM GAT TUSO SEMA Vice President of Events

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The 2020 SEMA Show was unfortunately not in-person, why is attending the show this year more important than ever?

When we gather in November it will have been two years since we’ve all been together as an industry, and there has been a lot of change and innovation in that two-year period. It will be great for shop owners to be able to come and check in with the industry and see what these new innovations, new products and new trends are. We’re excited to be able to build this environment for the industry and encourage conversations that will really start to chart the course for the future.

What makes the 2021 show stand apart from past shows?

For the collision industry, we’ve had an opportunity to add another exhibit hall across the street, now the West Hall. It was an extensive expansion of the Las Vegas Convention Center and has allowed us to analyze our show sections and facilitate a better show environment. We partnered collision and tools together in the Upper South Hall above the wheel and tire sections. There will be a really good synergy between those four sections of the show.

We also had an opportunity to convert meeting room space directly adjacent to that exhibit hall into education rooms.

What networking events or entertainment is happening this year at the show?

The show kicks off with the New Products Showcase where we encourage people to vote on the best new products. And then the SEMA Show Industry Awards

October 2021

Banquet on Thursday night is where we celebrate the new Hall of Fame inductees in several categories.

What show elements are you most excited about this year?

When I go to the SEMA Show I see it much differently than a lot of people do. I’m in a position where I’m not only planning the current event but also planning for two or three shows ahead. I’m energized by the conversations that take place and the innovation shared throughout the week. It helps formulate how we’re going to be able to facilitate those ideas that are incubating within the industry.

The show will be an opportunity to really reengage where all these segments of the industry are going to be in the next three to five years.

What unique benefits will collision repair shop owners take away from the SEMA Show this year?

The show gives owners an oppor tunit y to talk and network with their industr y colleagues.

They are also able to see firsthand the new products that are being introduced to the industr y, as well as take par t in the world class education being of fered by industr y par tners like the CIC, and SCRS, along with our own SEMA education.

It’s a way to engage with your industry, be educated, learn about new business trends and things that can really help you and your business over the next several years. SEMA allows owners a glimpse into the future on what the latest technology is for collision repair and some of the technology being introduced.

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“It’s a way to engage with your industry, be educated, learn about new business trends and things that can really help you and your business over the next several years.”

—Tom Gattuso, SEMA Vice President of Events

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SEMA PREVIEW

CALENDAR OF EVENTS

Educational Sessions During the SEMA Show, there are numerous offerings that attendees should be sure to take advantage of. Here’s a look at some of the seminars that are available. Sessions and times are subject to change, please visit semashow.com for current information and to learn about more seminars and events.

MONDAY

TUESDAY

WEDN

8:00 AM

9:00 AM

9:00 AM–12:00 PM Initialization and Calibration of Electronic Systems 9:00 AM–12:00 PM Sectioning Scenarios

10:00 AM

9:30 AM–11:30 AM Be Memorable: Uncover Hidden Value for Your Customer, in their Claim

9:00 AM–12:00 PM The Art and Science of Estimator Interactions 9:00 AM–12:00 PM Understanding Cycle Time

9:30 AM–11:30 AM Glue Pull Repair — Pull to Paint, and Beyond!

11:00 AM

9:30 AM–11:30 AM How to Decide if OEM Network Participation is Right for my Shop(s)

12:00 PM 12:30–2:30 PM How to Staff a 21st Century Collision Center

1:00 PM

12:30–2:30 PM How to Survive an OSHA Visit & Avoiding Common Accidents 12:30–2:30 PM Improving Quality While Creating Leaders from Within Your Organization

2:00 PM

3:00 PM

4:00 PM

1:00–4:00 PM Coordinate the Repair Process

1:00–4:00 PM Capturing Quality Photos

1:00–4:00 PM Managing Quality Control

1:00–4:00 PM Coordinate the Repair Process

3:00–5:00 PM 2035: Looking Ahead at What the Collision Industry Might Look Like

3:00–5:00 PM The Ebb and Flow of a New Normal

3:00–5:00 PM Collisions Repair Safety — Protecting Your Workforce While Maintaining Your Environment

3:00–5:00 PM Turning QC Data into Process Improvement Gold!

3:00–5:00 PM Scanning the Calibrations - Make Them a PROFIT Center of Your Business

3:00–5:00 PM Using Consumer-Protection Laws to Get Paid and Avoid Claims Denials

5:00 PM

6:00 PM

October 2021

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SCRS REPAIRER DRIVER EDUCATION

NESDAY

THURSDAY

9:00 AM–10:30 AM SCRS OEM SUMMIT — Session I — Electric Vehicle 9:30 AM–11:30 AM Finding Success Under OEM Evolving Expectations

12:30–2:30 PM Capturing Everything! Using Estimating Resources for Thorough Repair Planning 12:30–2:30 PM Complete Understanding of the Right of Appraisal 12:30–2:30 PM The Art of War and Virtual Negotiation

9:00 AM–12:00 PM Initialization and Calibration of Electronic Systems

10:30 AM–12:30 PM IDEAS Collide Showcase 11:00 AM–12:30 PM SCRS OEM SUMMIT — SESSION II — Vehicle Research & Trends

1:00–2:30 PM SCRS OEM SUMMIT — Session III — ADAS & Safety

1:00–4:00 PM The Art and Science of Estimator Interactions 1:00–4:00 PM Understanding Cycle Time

3:00–5:00 PM Digitalization and the Future of Color Matching

Further Opportunities to Grow The SEMA Show holds many other educational sessions. Below are some other tracks of seminars available during the week. Further information on the sessions within the tracks can be found on the SEMA Show website.

Aftermarket Updates and Future Trends Aspiring Leadership Automotive Electronics Brew Talks Builders Digital Marketing International Roundtables Legal & Regulatory Small-Business Strategy State of Electric Vehicles The CEO Series TIA Vehicle Technology

3:00–5:00 PM Future Tech: Technology and Vehicle Repair Trends 3:00–5:00 PM How to Perform a Proper Test Drive After the Repairs Are Complete

October 2021

FRIDAY

9:00 AM–12:00 PM Managing Quality Control

9:30 AM–11:30 AM Severing or Surviving the Loss of a DRP or Key Account 9:30 AM–11:30 AM The Human Resources Forecast: Sunny, with Lingering Showers of COVID

I-CAR COLLISION REPAIR TRAINING

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SEMA PREVIEW

FEATURED COMPANIES

Hunter Engineering Co. Accudraft

Upper South Hall, Booth #32099 accudraftpaintbooths.com For over 40 years Accudraft has been designing, engineering and manufacturing finishing systems and paint booths.

Accudraft is recognized for providing some of the highest quality and innovative systems available in the world, constantly focusing on the customers needs and innovation. Today Accudraft manufactures in both Randolph, New Jersey and Arezzo, Italy. By combining European quality with American ingenuity, Accudraft’s products are leading the industry in production, efficiency and aesthetics.

Accudraft has expanded beyond the automotive refinish industry and now provides highly engineered solutions for commercial trucks and equipment, aerospace, defense, marine and rail industries. Leveraging their experience across a broad range of demanding industries Accudraft has been able to provide innovations and advancements that few other manufactures can compare with.

Accudraft has invested heavily in their human capitol to support their customers with sales, technical support, project management and consultative services available throughout North America.

Accudraft’s strong support system coupled with their robust distributor network provides Accudraft’s customers with a truly unique and rewarding experience.

October 2021

Autel

Lower South Hall, Booth #43017 Hunter.com

Autel is a leading developer and manufacturer of automotive scan tools, equipment and accessories. Autel’s do-it-yourself and professional-level product tool lines cover a wide variety of services including diagnostics, TPMS, key programming, and ADAS. Autel is the only manufacturer that makes both tire sensors and TPMS tools for a complete Tire Pressure Monitoring System solution. Autel’s dual-frequency 1-Sensor has 99 percent vehicle coverage with a quick release Press button for easy aluminum or rubber stem replacement. The MaxiTPMS TS608, TS508WF & TS508 feature an enhanced TPMS health system status screen, four MX-Sensor programming methods, and on-tool relearn procedures. The MaxiTPMS ITS600 Autel TPMS service tool is a fit-in-yourpocket tablet with Android 9.0, 64G of memory, and includes all the same aforementioned features. The ITS600 is compatible with the Autel MaxiTPMS TBE200 laser tire tread and brake disc wear analyzer, providing a complete TPMS and tire health report.

Autel is also a leader in manufacturing and supplying ADAS calibration equipment.

This includes both the Standard frame and portable MaxiSYS MA600 frame systems.

Both are available in packages with all the targets and accessories for LDW system calibration, or All System calibration including RCW, ACC, AVM, BSM, Radar, Lidar and more. Autel ADAS software features illustrated, step-by-step on-tool instructions and is compatible with most MaxiSYS tablets.

The MaxiSYS IA800 Intelligent ADAS Optical Positioning System is an HD camera-based system making accurate alignment of the vehicle to the Standard calibration frame faster than ever before!

At SEMA 2021, Hunter Engineering Co. will be exhibiting a wide range of innovative, high-tech wheel and tire service equipment, designed and built in the U.S. They are also pleased to offer live handson demonstrations and time-sensitive equipment specials and financing options.

Given the increasing importance of ADAS in the automotive industry, Hunter is really looking forward to talking about the connection between wheel alignment and calibrating these critical safety systems.

“I think we’ve reached the point where you really can’t think about one without thinking about the other,” says Ryan Gerber, Hunter ADAS product specialist. “If you’re doing alignments, you’ll also need to be doing ADAS, and you can’t do many ADAS resets without dealing with alignment first.”

“All shops need to decide how they’re going to come to terms with this relationship,” he says. “We’re here to help them do that.”

Hunter will be exhibiting the new ADASLink® full-diagnostic scan tool, capable of expertly guiding techs through ADAS calibrations for more than 25 million vehicles. The tool can be used for dynamic calibrations, or in conjunction with the DAS 3000 fixture for static calibrations. They will also exhibit integration between ADASLink® and WinAlign®, the industry-leading software in their HawkEye Elite® alignment system.

ADASLink® removes guesswork associated with calibrations, helping turn required procedures into a reliable profit stream.

Hunter Engineering Company is a leading manufacturer of automotive service equipment. Headquartered in St. Louis, Mo., and celebrating their 75th anniversary in 2021, Hunter manufactures state-of-the-art wheel alignment systems, wheel balancers, tire changers, lift racks, ADAS recalibration equipment, autonomous inspection equipment and brake lathes.

Upper South Hall, Booth #38141 Lower South Hall, Booth #42099 autel.com

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SEMA PREVIEW

FEATURED COMPANIES

I-CAR

Upper South Hall, Booth #33139 i-car.com Founded in 1979, by the industry, for the industry, I-CAR is a not-for-profit education, knowledge and solutions organization designed to support the evolving needs of the Collision Repair Inter-Industry. I-CAR is focused on improving the quality and safety of auto collision repair for the ultimate benefit of the consumer. Ongoing changes in vehicle technology, such as ADAS and EV, materials, manufacturing capabilities and standards make I-CAR more relevant than ever to the industry.

I-CAR is raising the bar in relevant and accessible curriculum and recognition requirements to meet the rapidly changing needs of the industry. The organization’s focus is to provide everyone involved in collision repair with access to high-quality, industry-recognized education and training opportunities.

I-CAR supports ongoing conversations and collaboration in the industry about issues that impact collision repair to ensure every person in the collision repair industry has the information, knowledge and skills required to perform complete, safe and quality repairs.

Experience the SEMA Collision Repair and Refinish Stage events • FREE hands-on I-CAR Welding demonstrations • FREE I-CAR, SCRS and OEM daily presentations at 9:00 and 10:30 a.m., noon, 1:30 and 3:00 p.m.

Stop by and visit the I-CAR Booth across the aisle from the Stage.

Sign up today! Seven I-CAR classes offered on the Skybridge, SEMAShow.com.

• Sectioning Scenarios • Initialization and Calibration of Electronic Systems • Managing Quality Controls • Coordinate the Repair Process • The Art and Science of Estimator Interactions • Understanding Cycle Time • Capturing Quality Photos

ITW EVERCOAT Upper South Hall, Booth #33131 evercoat.com

Evercoat is the market leader in automotive filler and putty, as well as, primers, adhesives, sealants, and plastic repair products. The unique patented formulations and time-saving SOP’s innovate and ensure a perfect collision repair, every time.

Evercoat began as Fibre-Glass Evercoat in 1953, when the first formulations were developed in Cincinnati and sold throughout the US, primarily to the marine market. Shortly after 1953, they recognized the need for good quality primers and fillers for the automotive aftermarket, and began marketing Evercoat products designed for use on automotive body repair.

In 1995 ITW acquired Evercoat. ITW (Illinois Tool Works) is a Fortune 200 Company listed on the NYSE. ITW is a diversified industrial manufacturer of value-added consumables and specialty equipment with related service business.

With over 300 companies worldwide, and more than 5,000 employees, ITW companies have a significant presence in developed as well as emerging markets.

Evercoat has a wide range of additional products which have been developed for the domestic and global body repair industry, including adhesives, spray filler, plastic repair and ancillary products.

Resins and other critical components are sourced in the US. The company’s manufacturing is based in Cincinnati, OH, with sales and marketing offices in Ohio, Brazil, UK, Spain and China. There are distribution centers in Ohio, California, Brazil, UK, Spain and China.

Visit I-CAR at Booth #33139 in the Upper South Hall.

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Keco Body Repair Products

Upper South Hall, Booth #32211 kecotabs.com Glue pull repair (GPR) is Keco’s business and your passion, for the automotive industry drives them. If your auto body shop is looking for the least invasive repair method, Keco is a company that manufactures, distributes, and trains GPR equipment for your team. With nearly six decades of manufacturing expertise, unrivaled postpurchase support, and in-house advanced training options, Keco ensures your success and stands by your pursuit of the highest quality repair for your customer. Keco is in Oklahoma City, Okla., where their products are proudly designed and distributed. The domestic operation guarantees fast and effective support for you if you are in the USA, and locations in the United Kingdom and Canada operate as extensions of Keco’s headquarters to serve you if you are an international auto body professional. Glue pull repair will enhance your operation, provide you and your technicians with an invaluable skill set, and enable your team to return vehicles to your customer without future risks of corrosion or a potential buyback scenario due to improper repair. You can purchase your GPR system directly from Keco at kecotabs.com where they offer you various options at nearly every price point and, if you have any questions or would like a one-on-one demonstration of the system, please reach out to Keco’s customer service and technical support team at 888.532.6822. Visit Keco at SEMA Booth #32211 (across from Ford Collision) to try GPR and have all your questions answered about how your shop can implement the least invasive repair method.

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SkillsTrader skillstrader.com

ProColor Collision

Upper South Hall, Booth #34243 procolor.com At this year’s SEMA 2021 show, ProColor Collision, along with NOVUS Glass, will showcase its leadership in the collision repair and automotive glass industry. Also, at the same booth, one can experience NOVUS Glass’ superior glass repair and replacement advantage!

Since 2001, ProColor Collision has been disrupting the North American collision repair industry with its strong focus on training, technology, and talent. We offer independent body shops the opportunity to join one of the largest and fastest growing automotive aftermarket networks in the world. We leverage established national and global partnerships with insurers, fleets and suppliers to help drive business to our franchisees.

Stop by the booth #34243 to witness firsthand how ProColor Collision is supporting its franchisees in reinventing their operations from their traditional format so that their teams remain on top of new automotive technologies and operational strategies.

At ProColor Collision’s booth, you will witness the latest innovations in glass repair and replacement as NOVUS Glass takes center stage at the SEMA show. Voted as the best automotive aftermarket franchise for 2021 by Entrepreneur Magazine, NOVUS Glass helps franchisees invest in this rewarding aftermarket business. Also, learn more about the fully equipped NOVUS Glass mobile van, which allows franchisees and their teams to repair or replace automotive glass wherever their customers are located.

For more information or for franchising opportunities, please visit procolor.com or novusglass.com. *ProColor & NOVUS are part of the leading global automotive aftermarket services network. The family of brands spans over 2,000 points of service internationally.

October 2021

SATA satausa.com

Special Edition SATAjet X 5500 True Soul—Colorful Insights SATA and Dan-Am Company, the exclusive independent distributor of SATA Spray Equipment in the USA and Puerto Rico will not be attending SEMA 2021 in Las Vegas.

This was not an easy decision to make, taking into consideration the growing mandates, quantity and severity of the COVID 19 cases. SATA and Dan-Am Company feel the duty and responsibility to protect the health of their staff, customers and business partners again this year. The company thanks you for your continued support, SATA and Dan-Am Company are here for all your needs by phone or email, please feel free to reach out at any time.

The SATAjet® X 5500 True Soul released earlier this fall is truly inspiring with its wild, beautiful and vivid design.

Colorful, fanciful motifs such as dragons, female beauties, exotic fish, eagles or a skull adorn, among other things, the True Soul—does the well-known American airbrush artist Leah Gall allow you to catch a glimpse of her own multifaceted, colorful life?

About 10 years ago, the legendary SATAjet® 4000 B Heart & Soul designed

by Leah already inspired painters all over the world.

This special edition spray gun is available in select nozzle sizes of the SATAjet X 5500, HVLP and RP technology, I and O nozzle sets in Standard format only.

The SATAjet X 5500 True Soul is fully functional and suitable for daily use in the spray booth and is available from your SATA dealer now, but only while supplies last.

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SkillsTrader wanted to build a digital home for the hardest working people on the planet. They offer a one stop shop to access jobs, training, and connect with trades community members.

It is well-known that the trades are the backbone of the economy. They always have been and will continue to be in this fast-paced technological world. Which is why the significant labour shortages and the fact that more young people were not aware of the attractive career options offered by the trades was so confusing.

By building the first vertical platform dedicated to the trades, SkillsTrader caters to both technicians and shop owners so they can promote themselves to the industry and their peers.

Technicians can use the portfolio builder to demonstrate to potential employers that they have the skills to do the job, showcase their work, and find opportunities in their geographical location.

Industry leaders are able to highlight their training courses and shop owners can post job opportunities to attract the right talent.

Visit skillstrader.com or download the app on Google play or the App Store.

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SEMA PREVIEW

FEATURED COMPANIES

RESOURCE GUIDE Accudraft Upper South Hall, Booth #32099 accudraftpaintbooths.com

SUN Collision Upper South Hall, Booth #32017 (with Snap-on) suncollision.com

The Complete Collision & Repair Information Solution When you can find the information you need quickly, you can repair vehicles more quickly. That is the driving force behind SUN Collision Repair Information.

It’s complete, accurate data that you can trust to help you repair vehicles in most any condition—inside and outside—with maximum efficiency.

As vehicle technology advances, the line between collision and mechanical repair work is blurring. When a collision occurs, any damage to the body and frame is very likely to also damage sensors, cameras and other mechanical components that must be repaired to return the vehicle to safe operating condition. SUN Collision is your complete source for all your repairs— collision or mechanical.

Easy to Use, Intuitive Features The intuitive design of the SUN Collision software makes it quick and easy for you to find the right information that you need to repair the vehicle in your bay.

• Materials, body and frame, paint and finish—and more • OEM collision repair information for all makes • Repair information searchable by part number • SureTrack® real-world insights for mechanical repairs • Smarter, faster searches with 1Search™ Plus • ADAS quick reference • Latest TSBs and recalls • Interactive wiring diagrams • Component tests with connector views • Mobile friendly SUN is a brand of Snap-on, Inc. For more information about SUN Collision and its products, call 877.840.1973 or visit suncollision.com. Also find SUN on Facebook.

October 2021

Autel Upper South Hall, Booth #38141 Lower South Hall, Booth #42099 Autel.com Equalizer Upper South Hall, Booth #35207 Equalizer.com Goliath Carts Upper South Hall, Booth #31107 goliathcarts.com Hunter Engineering Co. Lower South Hall, Booth #43017 Hunter.com I-CAR Upper South Hall, Booth #33139 I-car.com ITW Evercoat Upper South Hall, Booth #33131 Evercoat.com Keco Body Repair Products Upper South Hall, Booth #32211 Kecotabs.com Polyvance Upper South Hall. Booth #34159 polyvance.com ProColor Collision Upper South Hall, Booth #34243 Procolor.com SATA Satausa.com SkillsTrader Skillstrader.com SUN Collision Upper South Hall, Booth #32017 (with Snap-on) suncollision.com

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SEMA PREVIEW

NEW PRODUCTS SHOWCASE

THE NEW PRODUCTS SHOWCASE Upgrade your shop with the best of the best

Discover more than 3,000 of the latest exhibitor products all in one location during the show in the Upper South Hall of the Las Vegas Convention Center.

Utilize the SEMA Show mobile app’s “Product Scanner” feature to scan and then download product photos and exhibitor information. The gained product information will remain on your app even after the show ends.

The SEMA Show will also offer free scanners at designated booths throughout the showcase to utilize in absence of the app. Full printouts of product information can be made at the “Scanner Return” desk.

HOW IT WORKS Browse Products

Take a look around the showcase to view products you have heard of but never seen, and discover products new to you.

Scan Products

Either scan products using the SEMA Show’s app or a provided scanner to acquire information.

Capture Product Information

Access production descriptions, images and exhibitor booth numbers through the app or through printouts.

For more information on what exhibitors and products will be showcased, visit semashow.com

October 2021

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LEARN

|

GROW

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WORK SMARTER

S T R A T E G Y

IDEA SHOP

WHAT THE INDUSTRY WILL KEEP FROM THE PANDEMIC GETTY

What is worth keeping around from the last 18 months?

C O V I D-1 9 C H A N G E D how every industry operated. For the collision repair world that meant contactless pick-up and drop-off, digital payments and many more innovations. It required a shift in time, and priorities, and perseverance from the industry. It also led to the reinforcement of numerous beneficial practices.

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GETTY

STRATEGY

Now with the pandemic winding down, what business changes were made over the past two years that are worth keeping?

What trends developed, accelerated and were reinforced that will have some staying power? FenderBender spoke with Nick Notte, I-CAR’s vice president of sales, to forecast what we can expect to stick around.

As told to P A U L H O D O W A N I C

1) An Emphasis on Training

When COVID-19 struck, all of a sudden, we had more time. Shops that did stay open didn’t have much business and those that closed had even more time. We were available all hours of the day and these new types of connectivity became common like Zoom and Google Meet. That bodes well for our industry moving forward.

Many of the shops in the industry, I give them credit, didn’t lay off or furlough anyone unless they absolutely had to. Which means, they were pushing them to take training.

That should continue now. Whether they

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came into the shop to do it or logged in from home. While we were down 25–30 percent of planned training, we still had 818,000 online courses taken in 2020. We trained just under 83,000 people in a COVID year and added 291 new Gold Class shops, most of whom had never done training before.

I do believe some shop owners and managers saw it as an expense and as an interruption to production, but after COVID I think they saw the value that training provides. I know it gets more difficult when the shop is busy, but I expect a greater emphasis and reliance on training. Especially as electric vehicles are approaching, training will be more important than ever to make sure they are keeping themselves and the cars safe.

2) Specialization for Some, Diversification for Others

The enterprising shop owners really found out they could increase their revenues and profitability by keeping work in-house,

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and that expanding mechanical work just makes sense with all the ADAS calibrations that need to be done. Instead of farming out a transmission job, they can probably do that work in-house too. A quick oil change can be an easy addition. We’ve been talking to repairers for months now about ADAS training and keeping that in the shop instead of subletting it. COVID forced them to keep it in-house and think about extra work that they always saw as a burden to them. I think they saw that this work can be profitable. It makes us a complete automotive option for our community.

Consider that moving forward. What can your shop do to diversify? Oil changes are one way, but there are many others.

But also, as the big three national MSOs expanded into new markets, and regional MSOs like Crash Champions and Classic Collision continued to expand, we saw an increase in specialization and shops focusing on just a certain type of car.

That’s a trend that we were going to see anyway, but COVID jump started it even more so.

3) Convenience Heightened to Another Level

More than anything, the pandemic reinforced the need for convenience. Shops completely changed the way they did intake to avoid any contact and increasingly were going to customers’ homes or places of business to pick up or drop off a vehicle.

That will continue to be a priority for customers. Shops that prioritize convenience over everything else will win.

The need for convenience was always there, but shops that can find better and more innovative ways to make their services convenient, the better off they will be. Whether that is remote pick-up or drop-off, taking online payments or a greater emphasis on online scheduling.

We saw a lot of businesses do this and it actually increased their productivity as it forced them to innovate and reimagine the process. So not only is it a win for the customer, it is also a win for the shop’s bottom line.

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STRATEGY

FINA NCE+OPER ATIONS

THE RISING TIDE OF PAINT MATERIALS INVOICING

Itemized invoicing is replacing the multiplier method for paint materials charges

By PAUL HODOWANIC

ing systems itemize and bill for the exact substances and amount of substances consumed during the refinishing of a vehicle using a materials calculator.

In 2016, only 19 percent of shops used a materials invoicing system, with the rest using the multiplier method. That rose to 27.5 percent in 2020. For the 2021 report, the survey allowed respondents to answer in a different way, giving an option for “a mix of both methods,” along with strictly multiplier or strictly materials invoicing.

That led to findings that only 49 percent of shops are strictly using the multiplier method, meaning over half of the shops include some sort of materials invoicing in their business.

Anderson expects the trend will continue and paint materials invoicing will rise in prominence.

“As we start to see more three-stage and four-stage finishes, as well as more limited-use toners, it’s going to become increasingly important,” he says. “The majority of shops are going to benefit from using an invoicing method.”

So, what benefits does this system have and why is it gaining popularity now? FenderBender spoke with Anderson and several shops who use the system to find out.

A Better Understanding of the Business

For Randy Cooper, ​​assistant general manager for Classic Collision (formerly Able Body Shop) in Anchorage, Alaska, the biggest advantage of using a paint materials invoicing system has been the increased emphasis on tracking. The shop has had

GETTY

FOR EVERY BODY SHOP, trying to maximize its margins as efficiently as possible is one of the keys to maintaining success.

But with low labor rates and constant battles with insurance companies, there is a persistent struggle to maintain and grow businesses.

As seen in the 2021 “Who Pays For What?” survey, a small trend within the industry has begun to develop that is helping those margins grow a bit wider: paint materials invoicing systems.

For many years, the go-to choice for invoicing paint materials has been the multiplier method, says Mike Anderson, president and owner of CollisionAdvice, in which an arbitrary paint materials rate was multiplied by the paint hours to cover the costs and markup of the materials the shop uses. In contrast, materials invoic-

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STRATEGY

For What?” Survey, 66.3 percent of

ColorNet for the last few years, but just began implementing the invoicing strategy earlier this year.

While figuring out exactly how the system would work, the first thing Cooper identified was an improved efficiency in its paint and paint materials usage and tracking. With the system requiring a knowledge of exactly what was used, no materials are missed in tracking. It has allowed him to better see what exactly is used for every vehicle and it takes some of the guesswork out of supplying, Cooper says.

It also created a library that the shop has gone back to for similar jobs or if a repeat customer comes in.

For Brian Martin, director of two Lexus dealership collision repair shops in South Florida, the biggest asset has been truly understanding the cost of sale.

“When 3M came to us and showed us the system, we could put a price number and price onto it,” Martin says. “It’s a tangible thing we can bill for.”

use a paint company scale. Mitchell’s

Better Results with Insurers

Choosing a System Most shops that use a materials

invoicing system use a calculator provided by the paint company they use, Mike Anderson, president and owner of CollisionAdvice, says. As more

paint companies have added these

calculators, that has contributed to the increase as well.

Brian Martin, owner of two Lexus

dealership collision repair shops in

South Florida, was approached by 3M and has used its free system, CRiMP,

since. Classic Collision in Anchorage,

Alaska, had a prior relationship with Axalta and began using its paid ColorNet product, which sparked the move to a materials invoicing system.

According to the 2021 “Who Pays

shops that use an invoicing system

Refinishing Calculator is used by 20.9 percent of shops, the survey found.

According to Anderson, Mitchell’s

refinishing calculator, an add-on product, is one that most insurers have

recognized and accepted. However,

the specific scale or company that a shop uses isn’t as important as the general transition to an invoicing system, he says.

October 2021

Tracking paint and materials and using itemized invoicing has also led to major improvements in getting the insurers to cover it, Cooper says.

“Invoicing has been super smooth. It’s kind of hard to deny an invoice that has everything itemized, especially with an explanation,” he says.

That’s been one of the hidden keys for Cooper. For every invoice, he adds a line note that includes an explanation of the additional charges for paint materials. Since implementing that, he’s hardly received any insurer pushback.

In the 2021 “Who Pays for What” survey, it found each of the top eight insurers paid for charges that a materials invoicing system produced over 50 percent of the time.

Several carriers even approved it over 60 percent of the time. Allstate approved it least frequently, in just 52.5 percent of situations.

Martin has also had great success with insurers.

“We get paid for over 90 percent we request when we can provide itemized invoice and labor,” he says. “If shops know about it, it’s certainly something they should be doing. I don’t know why they wouldn’t.”

“If a repair shop is not charging and receiving payment from insurance companies for materials recommended by the vehicle

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manufacturer, then the problem lies within the manager or decision-maker for the shop,” Martin continues. “Our stores have been very successful receiving payment for these items with the installation and utilization of 3M’s system.”

A Changing Tide

So, why don’t more people use the system?

“I think it’s a lack of knowledge to tell you the truth,” Cooper says. “I didn’t know about it until our Axalta representative introduced it to us.”

The logic for using it seems simple to Cooper. If shops don’t itemize the materials on the invoice, they may inadvertently give insurers and out-of-pocket customers free materials. It also benefits insurers who may be worried that a shop is overcharging on hours to compensate for materials.

“Why would a shop want to make less than it is spending?” he says.

Anderson agrees that lack of knowledge is a major contributing factor to more shops not using the method. Anderson suspects that as more people learn about it, the numbers will continue to shift and favor invoicing over the multiplier method.

However, this is another reason some shops may not be using the system, and it’s a legitimate one, Anderson says.

The Exception

While Anderson says most shops would benefit from transitioning away from the multiplier method, there is a scenario where it might be better for a shop to keep it. Just like labor rates, paint and materials rates vary from shop to shop and from region to region.

In some areas of the country, paint and materials rates are in the low $20 range, for others it is up around $50, Anderson says.

For shops with a paint and materials rate in that upper echelon that also has a track record of success with insurance providers approving it, switching to a materials invoicing system may not be best for the bottom line.

In some rare cases, shops may actually be making more from the multiplier rate.

Also, making a shift may cause pushback from insurance carriers and cause a headache that isn’t needed.

However, this isn’t the case for most shops, Anderson says. For the vast majority, making the shift to an itemized invoicing system is the way to go.

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SPONSORED CONTENT

PLANNING AHEAD

BY LOOKING BACK Remember Labor Day 2016 - five years ago? The recession was in the rearview mirror. Business was thriving. Miles driven were increasing. New car sales were breaking records. State Farm had more than 18% market share. Paint loans were readily available for growing shops.

Exit opportunities were excellent with Caliber and Gerber continuing to buy lots of shops and smaller MSOs. Most MSOs saw their glasses were more than half full with even better days ahead.

Do you recall your own expectations for the future? Where was your business? And what was your plan?

Did you have a paint loan? Had you just joined up with a franchisor?

Were you renewing a lease? Were you getting ready to make an acquisition? Were you adding equipment and getting some additional OE certifications? Had you stepped up to a more executive role and promoted a manager to oversee all the day-to-day operations?

Remember January 2020 - the best month in history for almost every shop, MSO and consolidator! Then BAM – the pandemic! It wasn’t a bad movie. It was - and continues to be - a worldwide tragedy. Entire economies shut down across the globe. Even for “essential services” like collision repairers allowed to still operate, revenues were dramatically off - sometimes up to 50% - all within three months! Most operators hunkered down, cutting costs – and some staff. Most hung on waiting for the end of the pandemic but resigned themselves to a long wait for full recovery. Substantial PPP loans allowed most operators to survive.

Even before the pandemic State Farm was continuing to trim its DRP networks. As it has lost market share (now down to 16%) it continued to cut costs by reducing staff, embracing photo estimating and tightening reimbursements. Many other carriers did the same. Some of the bestknown operators, longest tenured Select Service providers, suddenly found themselves with far fewer referrals. For insurers, most recorded profits, some as much as 100% above 2019 results. Obviously, with dramatic declines in miles driven and accidents, insurers reaped windfalls, most of which were returned to shareholders as dividends. Somehow few of those benefits got distributed to repairers.

Where we are today – accelerating consolidation, more exits by both large and small operators From a record 2019 to a disastrous 2020, our industry was convulsed.

Today, the economic recovery is well on its way with many operations returning to solid performance once again. The tax cuts of 2017 are fully implemented and helping most bottom lines. But the landscape looks entirely different than five years prior from an operator’s perspective.

Every crisis is simultaneously an opportunity. The collision repair industry is no exception. Reenergized operators have been on a roll. Finding and buying many single and small MSOs has proceeded throughout the pandemic. Larger MSOs are raising capital, buying opportunistically and strategically to grow and improve their future value. And for some larger Super-regional MSOs the growth has been exponential.

Private equity backed firms jumped in with both feet. Crash

David Roberts

Champions joined the consolidation parade with new capital and a very aggressive growth plan. Classic Collision re-capitalized and accelerated its acquisitions. Joe Hudson’s was sold to another private equity firm, TSG Consumer Partners. CenterOak capitalized CollisionRight.

Susquehanna Private Capital, funded another new entrant, Quality Collision Centers. With continuing acquisitions by Gerber and Caliber, today the top 25 consolidators and MSOs control more than $10 billion in revenues nearly double their volume just five years ago.

For sellers, there are more potential buyers than ever with six national consolidators, many more regional and super-regional MSOs and another 5 to 10 private equity firms seeking to enter the industry. Lots of bees are buzzing around the most attractive hives.

For smaller MSOs and single shops, the challenges are clear. The pandemic simply broke the backs of some operators. Many are planning their own exits. Others are deepening their insurer and dealer relationships, adding certifications and staffing and looking for great partners in their local markets.

Looking ahead to Labor Day 2026 • Where will this industry be five years hence?

• Will Geico be the biggest insurer?

• Will DRPs become less relevant as manufacturers tighten their grip on certifications and parts availability?

• Will electric vehicles change access to certain repairable vehicles as they become a larger share of the total cars in the fleet?

• Will ADAS technology change the dynamics even more dramatically as accidents decline?

• Will income tax rates rise?

• Will a technician shortage grow even more severe?

• Will shop acquisition values increase or reverse?

And where does that leave you?

Speculating about the future can be both exciting and energizing. It can also be challenging and demanding. But planning for the future is something every shop owner and MSO should be doing all the time.

Mapping out alternative scenarios, securing sources of capital, building a pipeline of technicians and managers, adding certifications, acquiring brown/greenfields, planning an exit strategy, engaging with professional advisors.

To paraphrase Samuel Jackson’s question about “what’s in your wallet?”, we ask, “what’s your plan?”

Focus Advisors is the industry’s go-to M&A firm. Over the past 7 years, Managing Director, David Roberts has led more than 40 transactions totaling more than $500 million and more than 300 collision repair shops. For a confidential discussion about your plans, contact David Roberts at david.roberts@focusadvisors. com or call 510-444-1173.

Investment banking and securities offered through Independent Investment Bankers, member SIPC/FINRA. Focus Advisors and Independent Investment Bankers are not affiliated.

VISIT US AT BOOTH #A4409 AND JOE’S GARAGE BAY #2

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Grow your business. Repeat.

The superior ADAS workflow can guide you from setup through calibration in half the time.

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No mirrors

Uncover the truth about the superior solution at boschdiagnostics.com/adas

COLUMNS

PROCESS DRIVEN

One for the Team How to find a partner to take on your shops Last month, we left off talking about the

decision to sell my shops. We talked from my perspective, but finding the right partner and one that will take care of the team is a completely different perspective. It was very interesting, mentally. I invested 19 years in and to call it done brings up a lot of questions; is it the right time? Can I swing it? Will it be the right decision?

There’s a lot that goes into the decision to sell and finding the right partner is a significant component. We’ve had interest from others over the years, but what set Classic apart is the plan they created for me and my employees. Their approach is to buy the higher performers in their market.

Classic wants to grow rapidly so they need really good performers in the market to avoid having to add corporate power to keep things going. The leadership team has tons of industry background and the CEO built a vision of finding high performers, OE-certified shops and letting them run the best they know how.

Having such a stronger partner certainly made having conversations with the staff easier, and I’m proud to note we’re still at 100 percent employee retention, which is a fear I had, including my leadership team and myself. I had every competitor within 200 miles reaching out to my staff to get them and scare them.

There has not been a promise made that has not been upheld. They also upheld any promise I ever made to an employee. I have a lot of long-term employees and they set their hire dates with me, for example.

I was worried about certain positions in our company; the janitor, maintenance guy. I was happy to hear when they said, “Those positions are invaluable; we need to keep everybody and you have good people.” That played a big deal to the rest of the staff, too. They see the secretary is

October 2021

completely safe. They see the detailer isn’t going anywhere.

As time goes on, I think my staff will start to see they actually have more opportunities with a bigger company than I would have been able to give them. Better benefits packages, for one, but also some really cool career paths. We have a call center, which Classic noticed right away and promoted it to being the call center for the entire West Coast. That happened within hours of them taking over. They pretty much said, “These girls are rock stars; let’s train them and run with it.”

Now we’re running things in Anchorage for the whole operation.

The unique opportunity I had staying on was good because I was able to make sure the transition went smoothly. People wanted to know that things were going to be positive. Once they started to realize that the changes were good, the change wasn’t a big deal. When the change takes away from quality of life, compensation, benefits, that’s when change has a negative impact. Our existing culture also played a part in how we were able to embrace everything. After the deal closed, the Classic leadership team—even the CEO and chief acquisitions officer—came up and started interacting with the staff, showing what they meant. That played a huge part to the team.

The experience so far has been great and the support has been awesome. It gave me an opportunity to stay in this industry and have a team behind me. The fact is, I’m in as long as it’s fun and as long as I can face the employees with a smile. I no longer have to deal with most of the things I had to deal with before. Now my role is in charge of the state of Alaska, which will change at some point. It’s a partnership that is working well so far.

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R YA N C R O P P E R is the Alaska regional director for Classic Collision, formerly Able Body Shop.

EMAIL:

rcropper@ablebodyshop.com

ARCHIVE:

fenderbender.com/cropper

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STRATEGY

CASE STUDY

THE FINAL WORD ON AFTERMARKET PARTS

When it comes to culture, success hinges on buy-in

By PAUL HODOWANIC

October 2021

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It’s a decision every body shop needs to make when deciding where to get their parts. Aftermarket parts are cheaper and easier to get covered by insurance companies, sure, but OEM parts ensure safety and quality and assure the correct vehicle fit.

To Mark Olson, founder of Vehicle Collision Experts, a consulting and training company, OEM parts are the clearcut best option because of their safety. Period.

Aftermarket parts don’t offer the same assurances that OEM parts can, he says. Without being 100 percent

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GETTY

O E M V E R S U S A F T E R M A R K E T.

The Backstory

Olson admits he’s used aftermarket parts a fair amount over his 36 years in the industry. He’s spent time as a technician, shop owner, insurance adjuster and I-CAR instructor along with his work with Veco Experts, and has dealt with a lot of aftermarket parts. Most of the time, the parts work fine.

But to Olson, “most of the time” isn’t adequate. He wants to be able to assure the customer that the part will work 100 percent of the time, a reality that just doesn’t exist with aftermarket parts. So, he advises, in almost every scenario, that shops ditch the aftermarket for OEM parts.

The Problem

Making the shift to OEM parts isn’t difficult logistically, Olson says. It often just requires a shift in where a shop buys its parts. For example, instead of LKQ, his shop now goes directly through dealerships, whether it’s Toyota, Ford, or another manufacturer the vehicle may need.

The problem with making the shift rests in the culture, both internally within the company and externally with customers and insurance providers. That’s where the change becomes difficult, Olson says.

The Solution

confident in the part, a shop can’t guarantee it’s safe.

“We have to do what’s right for the consumer,” Olson says. “Anybody who puts someone in harm or jeopardy should get out of the business. You’re trading finances for someone’s life.”

While, statistically, the majority of parts used by body shops are OEM, a solid 30 percent remains aftermarket—a segment that may continue to shrink as OEs, such as Subaru, dictate their preferences. So, how can shops continue to reduce their use of aftermarket parts? FenderBender spoke with Olson to find out.

October 2021

The reason why so many shops prioritize OEM parts over aftermarket options is safety. Yes, an aftermarket fender may look slightly different than the OEM version, but that’s not the point. With modern vehicles increasingly deploying ADAS features, vehicles are becoming their own ecosystem. Each part is engineered together. By not using the OEM part, a shop is taking a risk in disrupting an ecosystem, and you won’t know if that is the case until another accident occurs, which could be the difference of life and death, Olson says.

To have a successful transition from aftermarket to OEM parts, Olson says it starts with the mindset. The shop needs to have safety as the top priority. Everyone needs to be on board with “fixing it right” and it needs to be consistent throughout all shop communication, whether that’s with customers, vendors, insurers, or OEMs. If a shop makes the decision to switch to OEM parts, stick to it, Olson says. Commit to not using aftermarket parts for any job in the future.

The struggle then often rests on the

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relationship between the shop and insurer.

Especially if a shop has used aftermarket parts in the past, insurers are likely to say that they’ll only pay for the price of the cheaper aftermarket part. This will force the shop to have a conversation with the customer, because they are the ones that will have to pay the difference in price between the OEM and aftermarket parts.

“It’s as simple as, ‘if you don’t want it fixed right, go somewhere else and use an aftermarket part. We’re committed to safety, and the safest option is the OEM part,’” Olson says.

“If you have that conversation with customers, they get it and they will want it.”

Too many shops don’t want to have that conversation with customers, Olson says. But without it, a switch can’t happen. It’s also a conversation that needs to be had with insurers. The carriers may push back and argue they will only cover the cost of an aftermarket part. However, the difference in prices between OEM and aftermarket parts are often so minimal that shops can choose to either cover that difference or charge the customer, Olson says. In Olson’s experience, customers are more than happy to pay that small extra cost to ensure safety.

The Aftermath

The transition might be bumpy at first. The long-term relationships that the shop has with customers and insurers will need to be adjusted. The slight price jump could push customers away and insurers to balk at whether they’ll cover it.

“You have to be prepared to take a dip in sales because insurers may not refer you,” Olson says. “But you have to transfer your company to fixing it right.”

That’s exactly it. The short-term hit of sales will bounce back once customers and insurers realize the shop’s new position. And the ability to ensure customer safety and a shop free of liability is paramount, Olson says.

The Takeaway

Shifting from aftermarket parts to OEM parts is relatively easy in practice. The difficult battle is changing the shop’s culture both internally and externally. Without that, a shop won’t be financially successful.

OEM parts are proven to be safer and more reliable. It shifts liability from faulty parts away from shops and onto the OEMs and it ensures customers’ vehicles become whole again.

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the vehicle manufacturer’s allowed tolerances. Ensuring a vehicle is correctly aligned is essential to ensuring a correct ADAS component calibration. If within OE-specified tolerances, the technician can proceed to optical positioning of the frame to the vehicle. A 4-wheel alignment should be performed if the vehicle is out of the OE’s tolerance range. The IA800 system is incredibly user-friendly, with the tablet displaying vehicle-specific, step-by-step instructions for the technician.

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YOUTUBE

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STRATEGY

TIM

EDUCATION+TR AINING

HOW TO IDENTIFY AND TRAIN STELLAR CSRs

How to identify beneficial attributes and what to expect when hiring CSRs

U N DO U B T E D LY

B E L I E V ES

at the core of every successful business and team dynamic is exceptional custo­­mer service.

“A customer service representative (CSR) would bring to your business an upbeat, positive personality, and it would get the customer off on the right foot,” Paap, owner of Paap Auto Body in Mattoon, Ill., says.

As for what first incentivized him to open his shop in 2001, customer service and the quality of repairs top the list.

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By E L L A S C H U L T E

PA A P

T H AT

October 2021

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fenderbender.com

Not only does he ensure that all representatives tend to every detail and need of the customer, but Paap says that they must do so while maintaining empathy, as well.

Although the caliber of skill a representative provides drives how relationship building will transpire over that two to three-week period, Paap says, small shops require a bit more give and take, as they can’t typically afford full-time representatives.

Therefore, being a representative who can cater directly to both the customer and shop goes a long way. Having a more diverse skill set can not only improve customer experience but strengthen one’s resume as well.

So, finding individuals who have the grit it takes to make a good CSR is critical.

How can you ensure the right fit?

Recognizing inimitable representatives who ensure positive exchanges with customers can often be easier said than done.

Hiring individuals who have a passion for helping others make the best representatives, according to Michelle Marrow, the manager of operations at Society for Human Resource Management’s HR Knowledge Center.

Both Marrow and Paap encourage the use of personality tests to aid in the process to ensure that every hired representative’s personality matches that of the shop’s ideal candidate.

However, Marrow feels that the tests should be accompanied by asking specific questions when hiring potential CSRs. “I think that using a personality test is a good guide, but you really have to speak to someone and when you’re interviewing them you have to ask those situational questions,” Marrow says.

Deciphering what, specifically, it is about customer service that the potential representative really appreciates is key in determining what will motivate them as an employee.

“It can’t just be about pay, it can’t be about recognition; it has to be truly a passion that you have to want to help individuals,” Marrow says. “So, yes, I do believe you can use the personality test as a gauge, but it should not be your sole decision-making tool.”

What are their potential beneficial attributes?

While some qualities are picked up or learned, others, such as the required hard and soft skills, can’t always be taught.

October 2021

The No. 1 characteristic Paap looks for when evaluating a candidate for an ideal fit is the ability to multitask and work well under pressure.

Distinctive qualities such as these are vital to have as a representative.

However, not all prospective applicants are fit to be CSRs, according to Paap.

“Sometimes they just don’t have it. Sometimes they’re just really good at customer service, and they just don’t have the thought process or the mentality of how to write a good estimate or write a good sheet to make sure the shop is profitable,” Paap says.

Instead, their contribution is making the shop gainful just by being a good representative.

“A CSR that’s bubbly, friendly, and can take care of the customer probably cannot write a good estimate,” Paap says.

The same can be said regarding individuals who can write good estimates but don’t possess the people skills deemed necessary to be a good representative.

This is where things get tricky.

Take Paap Auto Body, for instance. The shop has had a few outstanding CSRs, according to Paap. However, “the only downside to that is sometimes there’s no room for growth with them.” At small, locally owned shops such as his, these CSRs can only be paid so much before needing to learn new skills, such as how to write estimates, to move up the ladder.

What can they expect?

“From standing up and greeting a customer to answering the phone in a courteous manner and being empathetic and sympathetic,” Paap says that a well-trained CSR’s main priority should be to tend to a customer’s every need and expectation.

Being trustworthy, flexible, and engaging are just a few of the attributes required of a representative.

“You could get two customers who have the exact same issue, but you have to handle them differently,” Marrow says.

Representatives that can be flexible in multiple areas and adapt to every customer they’re interacting with are the most successful.

Agility and forming relationships built on trust and engagement with customers ensure positive experiences.

Why do they matter?

Without CSRs, a key component within the

70

collision repair process would be lost. Communication and security are just two of the many important attributes that make up the industry.

“They are as valuable as the detailer because they are the first person that the customer sees and contacts, just like the detailer is the last step of the car being done and out the door,” Paap says.

Similarly, stressing the importance of customer service’s major role within human resources, Marrow believes that representatives must be approachable, warm, and easily teachable. She also says that they must listen, build trust, and establish the engagement that’s needed for effective communication.

“Customer service is something that is needed across all areas and all industries,” Marrow says.

These professionals are also on the front line, so good representation is essential.

“When a person calls into an organization, that person, that professional, is the company to that customer at that moment,” Marrow says. “So, if that customer is having a bad day, if that customer is confused about a particular product or service, that customer service professional has the opportunity to support the brand of the organization.”

After each call ends, Marrow says it’s important to remember that a customer will either love, recommend, and network for that company or give it a bad review because the representative didn’t represent it well.

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READ WHAT THE PROS READ

“The opportunity to read about ways to improve your business from credible owners and manufacturers is priceless.”

—Stan Medina, Owner, Certified Collision Works, Corpus Christi, Texas

T O S U B S C R I B E O R R E N E W AT F E N D E R B E N D E R . C O M / S U B S C R I B E

COLUMNS

IN THE TRENCHES

The ‘VOC’ You Can’t Ignore

JOE GRETO

How much do you really know about your customers’ experiences?

I remember many years ago, when Volatile Organic Compounds (VOCs) were a hot topic in the collision repair industry.

Federal, state and local governmental agencies were drafting and passing regulations to reduce the amount of VOC content and emissions in the painting and coating processes. Paint companies came up with new and innovative solutions to meet the reduced targets for allowable VOC content. Body shops learned to use new tools and application processes to become compliant with the regulations. Over a relatively short period of time, the mission to reduce VOCs was accomplished, and nobody gives much thought to this topic any longer.

VOCs are still around, but they’re largely forgotten.

Today, a new kind of VOC is taking its turn in the limelight of our business. The VOC I am referring to stands for the Voice of the Customer.

The VOC is a critical component of operational excellence. It is, in part, the process we use to gain an understanding of customers’ needs and wants so that we can have detailed information that is useful for designing or redesigning our products and services.

Many companies utilize end-of-service or completion-of-purchase events to generate a survey that seeks feedback from the customer about their level of satisfaction with the service they received and the quality of the product they purchased. In the collision repair world, there has been a steadily increasing proliferation of post-repair customer satisfaction surveys that are generated by many of the stakeholders in the repair process.

Customers receive surveys from the body shop.

They may receive a separate survey from the insurance company. They may also receive another survey from the rental car company that provided a replacement vehicle during the repair. These surveys may come to the customer via text message, email, or a phone call depending on their preference and the ability of the service providers to accommodate that preference. All of this is commonplace in our industry today.

The thing about surveys that are done after the repair experience is that some of the feedback is looked at as either good or bad but little to no action is taken on either outcome. It is almost like there is a feeling of resignation, thinking that it’s too late to turn the customer around when there is negative feedback.

What do we do as repair shop operators when we receive positive feedback from a customer survey? Do

October 2021

we make a big deal over it and do a forensic dive into what caused the customer to first take the survey and then give high marks on the survey?

Dissecting the results of your customer satisfaction results has major value and we can talk about how to go about that in a future column, but I believe these post-repair surveys are not the complete voice of the customer.

What if you added a step in your quest for understanding the wants and needs of the customer before you even started the repair experience? Do you think it would help to get early feedback from the customer rather than wait until the end of the repair to see how you did? What would that process look like and how could you deploy it to improve your operational excellence?

I have talked in the past about using a client questionnaire at the time of drop-off to understand more clearly the wants and needs of the customer. I have recommended that you meet with your team to review your current CSI results and then develop your own questionnaire for your shop. Let’s say you want to improve your results in the category of “kept informed.” This document should be your road map to not only understand the facts of the loss, but to know things like: • Who should be receiving updates on repair progress?

• How often should those updates be given?

• How does the customer want to be kept informed?

Don’t assume that the person dropping off the car is the one expecting the progress updates. Often, a spouse does the drop-off, but the other spouse is managing the repair and dealing with the shop, insurance company and rental agency. Use the phrase “keeping you informed” every time you communicate with the customer and be sure your customer experience representative keeps the promise of communicating as often and in the manner the customer desires.

Refer to my previous columns for other ideas of what to have on your own questionnaire and be sure that your customer-facing person is the one completing the questionnaire. Do not hand it to the customer and ask them to fill it out. Make it a conversational exchange which allows for some bonding between the customer and your team member.

Over the last year and a half, we have gone through very challenging and frustrating times.

This is more reason to listen to this VOC (voice of the customer) and meet or exceed their expectations.

You can do it!

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S T E V E M O R R I S is regional director for Classic Collision of California. He is an Accredited Automotive Manager (AAM) and ASE-certified master technician.

EMAIL:

stevem@prideautobody.com

ARCHIVE:

fenderbender.com/morris

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October 2021

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COLUMNS

OUTSIDE THE LINES

Flag or Wind?

Providing the direction your business needs starts with small steps time, which date would you choose? Perhaps back to 2019, when things seemed “normal”? Or maybe a certain period of time when you were clicking on all cylinders and experiencing dynamic growth.

Maybe you’d go all the way back to the beginning so you could catch that once-in-a-lifetime excitement of starting a business.

After dreaming for a moment, we realize time machines don’t exist and the only direction we can go is forward. And with the current parts shortage, some of us might want to leap forward to the point in time when our industry returns to “normal,” but for now all we have is today.

So, now that reality has set in and we know we are going to march forward methodically, one day at a time, what do we do?

Environmental Changes Mike Jones of Discover Leadership writes in Change Your Mind, Change Your World that we can either choose to be the flag or the wind. The flag is going to move in any direction that its environment decides.

Heck, if there’s no wind, the flag might just sit there lifeless. And there are other days when we might feel like hurricane-like winds are blowing and it takes all we have just to hold on.

The other choice, some might call the more difficult one, is to be the wind—the force that is driving the movement or direction of your business. This option takes more effort and planning but is far more rewarding and less stressful.

No matter what, we are going to spend our energy on something. If we are the flag, then we will choose to hold on and hope the wind blows us in the right direction. We wait in anticipation that the OEs will get their parts supply under control and we can expect normal delivery times. We wait for the days when insurance companies realize we are more valuable and they start paying us a fair labor rate.

We wait for the day when two technicians knock on our door, asking if they can start working at our shop today. Being the flag doesn’t sound like much fun does it? We’ve all seen that battered American flag all frayed at the end. Stop and look in the mirror for a second—does anything look familiar?

Being the wind is a lot more fun. It’s exciting to plan out details for future events. How easy is it to get lost researching which Airbnb you are going to

October 2021

stay at on your next family trip? Or decide which attraction to hit first when you arrive?

Do you know that most people spend more time per year planning the details of their vacation than they do on their career path?

When was the last time you took some time to figure out where you want your business to be next year and mapping out the details on how to get there? If you don’t know the answer to that question, you should start referring to yourself as Mr(s) Flag.

Put Pen to Paper If you want to stop being the flag and start being the wind, the best thing to do is sit down and write out a list of things you want your business to be in an ideal situation. You can pick sales goals or the ideal number of techs you want.

Perhaps it’s time to create a new marketing program. All you are doing here is creating the destination you want to get to. Make it a realistic wish list, but I’d encourage you to aim high.

After you create the perfect picture of where you want your business to go, it might seem like a daunting task. Yet we all know how you eat an elephant—one bite at a time.

You don’t need to create all the steps today.

Start by creating the first few steps. If it’s techs you need, maybe it’s time to write a uniquely creative Help Wanted ad. Or better yet, talk to some people to see where the best place is to post an ad. If you create a sales goal, you can begin with figuring out how many more vehicles you need to repair per week to achieve that goal. When you break it down into small steps, you will find that getting to your desired destination is not as daunting as you first thought.

For most people, 2021 has not been an easy year. There’s no time machine to take you back to better times. The best thing to do is start mapping out your route to getting to wherever you want to go. Create your own roadmap and start taking the first steps that are necessary. I think you’ll find your energy picking up and you will enjoy the journey a lot more. Before you know it, you won’t be wishing to go back. Instead, you’ll be enjoying the road ahead as Mr(s) Wind.

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J A S O N B O G G S is the

owner of Boggs Auto Collision Rebuilders in Woodbury, N.J. He has attended the Disney Institute and Discover Leadership, and has studied lean manufacturing processes.

EMAIL:

jason@boggsauto.com

ARCHIVE:

fenderbender.com/boggs

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U P G R A D E YO U R S H O P WITH THE NEWEST E Q U I P M E N T, T O P T E C H N O L O G Y, A N D CUTTING-EDGE SERVICES 2021 has been another year of massive changes, both in the world and within the industry. But FenderBender is here to provide a constant: the Ultimate Collision Repair Shop is back. With the goal of introducing you to the best tools available, the UCRS serves as a comprehensive guide to upgrading your shop for the years to come.

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Travel through the UCRS and learn about the newest products and services that have popped up during the past year, and embrace tomorrow’s tech and repair challenges, today.

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TA B L E O F CONTENTS

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ADA S C ALI B R ATIO N/D IAG N OSTI C S

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AI R FI LTR ATIO N AN D AI R LI N E S

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C ARTS

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D RY I N G EQ U I P M E NT

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D E NT R E PAI R

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EQ U I P M E NT FI NAN CI N G

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FR AM I N G

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MEASURING

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PAI NT B OOTH S

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PAI NT COATI N G S

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PAI NT CU P S

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R E PAI R I N FO R MATIO N

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S P R AY G U N S

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TECH N I C AL TR AI N I N G

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WE LD I N G

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WH E E L ALI G N M E NT

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A DA S

C A L I B R AT I O N S/ D I AG N O S T I C S

MAXISYS IA800 INTELLIGENT ADAS: PROCESS IS PRECISION COMPLETE EVERY STEP OF THE ADAS CALIBRATION PROCESS WITH PRECISION TRUE ADAS CALIBRATION profession-

calibration system. It’s a four-step process:

als realize that every requirement and

Pre-Check, Position, Perform and Provide.

instruction set forth by the vehicle OE is

Here’s a quick overview of each step.

there for a reason and that shortcuts have

hicle is ready for calibration. Compare that PRE-CHECK

setup with one using mechanical tools

Case in point, an examiner for the Insur-

Proper vehicle alignment is essential to the

such as plumb bobs and measuring tape

ance Institute for Highway Safety (IIHS)

calibration of all ADAS components. The

that takes 40 minutes, on average.

looked at the failure of a Honda Civic’s for-

thrust angle, calculated in reference to the

ward collision auto braking system, which

vehicle’s rear axle, determines its direction

PERFORM

in their test resulted in delayed action and

as it travels down the road. Further, this

Perform camera, radar, Lidar, and Night Vi-

subsequent obstacle collision at 20 mph.

reference enables the correct centering

sion component calibration with any Maxi-

The IIHS examiner found that the techni-

and position of the frame and its targets/

SYS tablet with ADAS calibration software.

cian had failed to follow OE procedures,

patterns when positing the calibration

including parking the vehicle on level

frame and its patterns/targets to the ve-

PROVIDE

ground, identifying the vehicle’s center,

hicle. Pre-Check uses the IA800’s cam-

“Make sure you document every step,”

and properly measuring the distance from

era system and targeted wheel clamps

is the consistent thread mentioned in all

target to vehicle. That was never done,

attached to all four wheels to determine

ADAS calibration training. Documenta-

“they were just eyeballing it,” the IIHS ex-

the vehicle’s current alignment specifica-

tion is essential as it encourages insurance

aminer said.

tions and compare them with the vehicle

companies to expedite payment, insulates

The IIHS examiner never said why

manufacturer’s allowed tolerances. If with-

the shop from unsupported lawsuits, and

the technician failed to follow the cor-

in OE-specified tolerances, the technician

assures existing and potential customers

rect procedures—lack of the right tools

can proceed to optical positioning of the

that the safety of their vehicles and, there-

or equipment, poor training, or that he

frame to the vehicle. The alignment infor-

fore, the safety of their families is foremost

found the measuring process time con-

mation is added to the Pre-Scan report.

in the shop owner’s mind. Autel’s Pre-Scan

no business being taken on the shop floor.

suming or tedious.

identifies all systems with faults and lists POSITION

Pre-Check values. Post-Scans identify all

brations are time consuming and they dif-

Wheel clamps with camera targets are at-

systems to illustrate that existing faults

fer by brand, model and model year, as

tached to the rear wheels, and a standing

were cleared and none were introduced

well as the systems being calibrated. Set-

target component is placed in the front or

during the repair. Calibrations are docu-

up often involves plumb bobs and mask-

to the side of the vehicle, depending on

mented in detail with the date/time of

ing tape, tape measures, laser lines, and

the vehicle make, model, and year. The

these calibrations, statement of the suc-

reflectors. The setup is the most time-

MaxiSYS tablet, now placed securely on

cess of the calibration and depending on

consuming process of a static calibration.

the frame, is paired with the cameras. The

the vehicle, include OE calibration toler-

Autel heard technicians’ lament and an-

system recognizes the positioning targets

ance range and the live data/actual read-

swered with the MaxiSYS IA800 position-

and calculates the current angle, distance,

ing of the device when calibrated.

ing system. The MaxiSYS IA800 employs

and offset position of the frame to the ve-

Autel designed this system to enable

six high-resolution cameras, positioning

hicle. The technician follows the onscreen

technicians to perform every vehicle

targets and components, and alignment

instructions to move the frame or adjust

calibration with confidence and ease.

Pre-Check and Frame positioning soft-

its angle until the current values match the

And from Pre-Check to documentation,

ware to transform Autel’s Standard Cali-

required values. Checkmarks display for

every step is completed with precision.

bration frame into a precise, efficient and

each parameter once the required posi-

To learn more, visit maxisysadas.com or

complete—from Pre-Check to Reports—

tion values are met, and that’s it, the ve-

call 1.855.288.3587.

The setup processes for the ADAS cali-

6 | UCRS 2021

UCRS_2021.indd 6

9/22/21 4:15 PM

IA800

ACCURATE ADAS CALIBRATION

MADESIMPLE MADE

IA800 ACCURATE ALIGNMENT PRE-CHECK & CALIBRATION FRAME PLACEMENT

1 PRE-CHECK >

• Perform Alignment Check, Easily Add Confirmation to ADAS Pre-SCAN Report

• Quickly Identify Wheel Alignment Issues Which May Affect Calibration Accuracy

2 POSITION >>

• High-resolution Cameras Eliminate Manual Measurements

• Accurately Position Frame Quickly With 1 Technician • Color Coded Values Indicate Accurate Precise Amount of Frame Movement Required

3 PERFORM >>>

• Calibrate with Any ADAS Capable MaxiSYS Scan Tool

• Easy To Follow, Illustrated, Step-By-Step Instructions Guide the User Through Every Step of the Calibration Process

4 PROVIDEDONE! • Easy-to-Read Report Indicates Wheel Alignment Condition

• Comprehensive Report Provides Proof of ADAS Calibration • Easily Share PreSCAN / PostSCAN Reports with Customers or Insurance Carrier by Print, Digital PDF or Email

POWERED BY AUTEL DIAGNOSTICS POWERFULTOOLS+SMARTERSOFTWARE

TEL: 1.855.288.3587 I WEB: AUTEL.COM EMAIL: USSUPPORT@AUTEL.COM AUTEL.COM FOLLOW US @AUTELTOOLS ©2021 Autel U.S. Inc., All Rights Reserved

UCRS_2021.indd 7

SCAN TO WATCH

TRAINING VIDEOS

YOUTUBE

9/22/21 3:30 PM

A I R

F I LT R AT I O N

A N D

A I R L I N E S

OUTFIT YOURSELF OR YOUR SHOP WITH CLEAN AIR MODULAR AIR SYSTEMS FROM SATA DAN-AM OFFER MAXIMUM COMFORT AND SAFETY “IT’S FUNNY WHEN shops resist buying

Gravenhof says. “Depending on the filter

it,” says Brad Gravenhof, Sales & Techni-

and the preferred setup and hood, there

cal DanAmAir Specialist at SATA, “be-

are multiple ways to get the job done. The

cause virus or no virus, wouldn’t you want

two-stage filter on the shop wall and the

to protect your employees?”

third on your belt works, or all three on

Personal protective equipment (PPE) is

the wall and just a regulator on your belt.”

a buzzword this year but one long known to

All together, painters using the DanA-

paint shops everywhere. Since 1931, SATA

mAir aluminum airlines and SATA filtration

air filtration has been protecting workers,

systems are only limited by their imagina-

and as the 90th anniversary approaches,

tions for how they want to breathe clean air.

never has clean air been a clearer issue.

Over time, Gravenhof is pleased that many

“We’ve actually sold quite a few systems

painters know they not only should breathe

over time. “One filter can cover that same

because of the virus,” he says, “and though

clean air, but deserve to, not just huffing re-

process, and changing the cartridge ev-

it’s good we’re busy, it’s really good for the

circulated air through their helmets.

ery three to six months (depending on the

technicians getting it because they should

“It’s medical-grade air, scuba tank

stage) can be a significant savings. That’s

air,” he says, “and it’s NIOSH approved.

true, fresh air, not filtered cabin air. There’s

In automotive refinish, safety is tan-

And that’s not an easy thing to achieve.”

a lot more that goes into the paint shop

tamount to success. If you can’t be safe,

He points out that NIOSH approval is re-

you can’t paint confidently, and there

served for the whole system, not just some

He’s excited about what the new 500 se-

aren’t many timid painters out there

jury-rigged custom setup that features

ries is doing for painters and shop owners.

who enjoy their jobs and are rewarded

one or two parts of the whole. “It’s not

“This spring, SATA released a new filtration

for what they do. But that only begs the

as easy as hanging a filter and plugging

system, the 500-series Filter. It still has your

question: if the gear is absolutely neces-

into it,” he says, “because to be legal, you

basic one-, two-, and three-stage filters,

sary to ensure safety, shouldn’t shops be

need the NIOSH approved breathing hose,

but the filter cartridges are configured

providing it for their teams?

hood, and carbon monoxide monitor.”

differently. They’re easy-on, easy-off, and

TO BE SAFE OR

U P G R A D E YO U R S H O P,

replacement. It runs a little higher CFM,

NOT TO BE SAFE

U P G R AD E YO U R AI R

around 135. The new flow-optimized cy-

That’s the only question. As an inside special-

For shops building new, Gravenhof thrills

clone separator ensures a constant and

ist at SATA, Gravenhof makes the point that

at the idea of a sound aluminum piping

uniform air flow with uninterrupted air ro-

both parties are often able to purchase qual-

system provided by DanAmAir.

tation over a longer distance, minimizing

have done so a long time ago.”

and booths than people realize.”

the cartridges are all a standard six-month

ity airlines and air filtration equipment, and

“The technology hasn’t changed too

that who foots the bill is often dependent

much recently in regards to infrastruc-

upon two factors: shop size and location.

ture,” he says, “though there’s been some

pressure drops,” Gravenhof says.

Overall the 500 Filter will better serve a larger shop with multiple booths.

“In some states, there are rules and

changes on individual components (such

“DanAmAir continues to meet and

regulations that if a technician wants it,

as lockable ball valves and laser etched

exceed my expectations for being user

owners have to buy it,” he says. On the

fitting markings), but the system as a

friendly during install and providing con-

other hand, many of the more successful

whole is quite functional.”

tinued quality every day. Without ques-

painters—especially in the world of cus-

He notes that the modular options can

tion DanAmAir is the best airline system

tom refinish—desire their own equipment

handle two booths off one 200 series

on the market,” says Tyler Nelson of Re-

so they can be as mobile as possible, en-

filter and four booths from one 500 or

vision Rods & Rides in Rapid City, S.D.

abling them to paint safely anywhere.

400 series filter.

“The air system is quite modular, and

“It’s all about pushing clean air,” he says.

that’s always been the beauty of it,”

An initial investment can yield high ROI

To learn what DanAmAir or SATA filtration could do for you, check out danamair.com or satausa.com.

8 | UCRS 2021

UCRS_2021.indd 8

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SATA® Air Filtration The new SATA filter 500 series 100% technically clean air Air flow with 4 connections approx. 135 cfm Optimized compressed air treatment through separation of water,

particles and harmful substances Fine filter and activated charcoal filter cartridges fit perfectly by being simply inserted – without screw fittings or additional seals Low maintenance, bayonet lock with haptic and acoustic feedback Reverse air flow options available Synchronized maintenance: Filter maintenance only necessary every 6 months for all stages

For additional information, visit: www.sata.com/filter

SATA® Filter 544TM

SATA® Filter 544LTM

Dual-stage filter (without activated charcoal) – suitable for the application of solvent-based paints.

Order No. 1100990

Dual-stage filter in-line (without activated charcoal) – suitable for the application of solvent-based paints.

Order No. 1124932

SATA® Filter 584TM

SATA® Filter 584LTM

Triple-stage filter (with activated charcoal) – to apply VOC-compliant paints, such as waterborne or high-solid paints.

Order No. 1099953

Triple-stage filter in-line (with activated charcoal) – to apply VOC-compliant paints, such as waterborne or high-solid paints. Order No. 1101716

The exclusive independent distributor of SATA products in the US and Puerto Rico

Call Today! 800-533-8016 email: satajet@satausa.com

www.satausa.com

SATA, SATAjet and/or other SATA products referenced herein are either registered trademarks or trademarks of SATA GmbH & Co. KG in the U.S. and/or other countries.

SATA_filtration.indd 1 UCRS_2021.indd 9

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C A R T S

MAKING THE CASE FOR MOBILE CARTS DOUBLE YOUR WORKFORCE PRODUCTIVITY AND ELIMINATE COSTLY WASTE 1ST CLASS COLLISION IS a state-of-theart auto body and paint shop located in Murrieta, Calif., completing 150-200 jobs per month, on average. As a relatively large facility, employees were spending an inordinate amount of time going back and forth between the job and their desk.

productivity and efficiency by giving work-

VEHICLE MOBILITY:

Tasks such as job estimation, taking photos

ers immediate access to the equipment and

While many Goliath Carts products

for the insurance company, ordering of

information they need, and by limiting the

bring

parts and printing repair procedures were

amount of time traveling back and forth

equipment

taking longer than necessary. This wasted

from the point-of-work to their workstation.

secure movement of the job is just as

movement resulted in an extensive number

the

necessary to

the

job

tools

and

site;

safe,

important. For vehicles that are unable MOBILE COMPUTER CARTS:

to run and move on their own, the

The Solution: 1st Class Collision deployed

The implementation of computer carts

Goliath Carts Uni-Dolly line of products

three Goliath Carts G1 workstation carts

such as the G1 or TGO-DC2 allow the com-

has created the ability for employees

and a number of point of use carts. After

pany to see productivity gains as high as

to safely move vehicles with the most

deployment of the carts, cycle time per

30 percent. These self-powered mobile

rugged, durable, and flexible car dollies

vehicle has improved from an average of

workstations have a run time of up to four

on the market. Much safer than floor

13.5 days to their current average of 9.8

days, all technology can be on hand at the

jacks, they allow a drivetrain, chassis,

days. In addition, the average supplement

job site, protected and secure with “desk on

sub-frame, or car body to be placed

has gone from $350 per vehicle to only $98

wheels” functionality. This allows for a dra-

anywhere in the shop.

per vehicle; a huge improvement that has

matic increase in workflow efficiency while

drastically reduced the company’s overhead.

decreasing labor and operating expenses.

of costly errors throughout the job process.

Owner, Bruce Newell, estimates these

THE BOTTOM LINE: Mobile carts are now paving the way

carts save his staff a minimum of one hour

P O I NT- O F - U S E C A R T S :

per day by not having to run back and forth

Lean processes are vital to every point

help to eliminate waste, reduce error,

for information for technicians. “Employee

in

Goliath

boost efficiency, increase accuracy,

productivity is way up!” Newell says. “We

Carts produces point-of-use carts that

and lower technical and logistical barri-

can take the cart to any stall, perform a

are expertly engineered and proven to

ers. By allowing technicians everything

complete disassemble, write an accurate

improve productivity by managing in-

they need at their fingertips, workforce

estimate, take the required photos, order

formation, equipment, and supplies at

productivity

the correct parts and print the repair order

the job site. Whether carts are needed

while costly waste is virtually eliminat-

and procedures—all from the shop floor.”

the

production

process.

for new lean practices in the shop that

is

essentially

doubled

in blueprinting, ADAS, paint, detail, or

ed. These changes result in dramatic

In today’s business environments, there’s

inventory, their mobile cart solutions

improvements in cycle time as well as

a continued drive to improve performance,

are valuable tools in implementing lean

reduction in labor and inventory costs,

find better ways to do more with less, and

processes. Allowing the technician to

increasing ROI with each job complet-

provide workers with the right tools to be

have everything they need right where

ed. See how Goliath Carts will make a

successful. One way is to mobilize the work-

they need it improves accuracy, reduces

difference in your business by visiting

force. The primary objective is to improve

cost, and increases productivity.

goliathcarts.com.

10 | UCRS 2021

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D RY I N G

E Q U I P M E N T

EV fleets grow and automotive OEMs drive strict regulations regarding electric vehicle repair, this consideration will take increased significance.

IR radiation can be generated from both electric and gas sources. In the case of electric infrared, a lamp or bulb containing a filament provides the short wavelength IR. These lamps, bulbs, and associated reflectors all require regular maintenance. Dust or dirt accumulation will interfere with system performance.

Gas IR systems utilize one of two methods to deliver energy. Some systems use a flame to heat a ceramic emitter to generate

STOP STANDING AROUND WATCHING PAINT DRY MEDIUM-WAVE, GAS-CATALYTIC, INFRARED CURING FROM US AUTOCURE PROVIDES SOLUTIONS FOR INCREASED PRODUCTION AND PROFITABILITY WHILE REDUCING ENERGY CONSUMPTION

the IR radiation. US Autocure has implemented gas-catalytic systems which oxidize the fuel source without needing a flame.

Since proper coating formulations respond well to fast heat-up rates, US Autocure IR curing can result in improved finish appearance. For example, gloss may increase. It is imperative to conduct trial runs to determine the impact that IR curing will have on finish appearance.

GAS-CATALYTIC medium-wave infrared

eration when curing automotive compo-

US Autocure systems are fully compli-

curing is appealing due to shorter cure cy-

nents since they are rarely flat, uniformed

ant to US Fire Prevention Standards and

cles and smaller floor space requirements

surfaces. US Autocure systems overcome

have earned Class 1, Div 2 certifications.

when compared to conventional spray

line-of-sight limitations through uniquely

Compliant US Autocure systems do not

booths. It is necessary to overcome some

designed emitter panels that can articulate

require enclosures and can be retrofitted

limitations such as line-of-site. However, the

without losing effectiveness. This articula-

to a wide range of existing spray booths

resulting decreased cure times, improved

tion allows for even curing on components

and environments.

cure degree and overall appearance, and

of varying shapes and sizes with no sticky

reduction in use of energy make this tech-

tops or rocker panels, for example.

Since US Autocure IR curing systems directly heat the coated surface, there are no

nology appealing and growing in adoption.

US Autocure systems are designed to

wasted BTUs to heat the entire substrate or

Development of the US AutoCure sys-

allow autonomous operation, semi-auton-

the surrounding air. Fans, pumps, and blow-

tem was born from a “wish list” created by

omous, or manual control. Operational

ers are not needed to provide combustion air,

painters who were familiar (and frustrated)

control is maintained through the interface

pump thermal oil through heat exchangers, or

by the available infrared systems. US Auto-

and can be programmed by the operator

to circulate heated air around the substrate.

cure has designed infrared curing systems

or recalled as a previously defined recipe.

Additionally, US Autocure systems are

to meet the needs of many industries, in-

The user has manual control over surface

more efficient than convection booths

cluding manufacturing and automotive

temperature, panel angles, tracking speed,

since more of the energy (heat) is delivered

repair. US Autocure systems are especially

and optimum surface temperature.

directly to the substrate. IR systems can be

appealing for repair of the rapidly growing

As IR curing systems heat the coating

EV market due to temperature restrictions

rather than the substrate, sensitive mate-

when servicing these unique vehicles.

rials such as plastic can achieve much bet-

Lastly, US Autocure IR emitters con-

IR radiation is limited by line-of-sight

ter results while limiting potential damage

vert nearly 90 percent of their energy to

since IR energy only travels in a straight line.

to the component. This is also an impor-

heat, as opposed to traditional convection

Due to this limitation, IR energy can only be

tant consideration when repairing mod-

booths that only convert up to 60 percent

absorbed by sections of the component

ern electric-powered vehicles or vehicles

of their energy to heat. For more informa-

facing the source. This is a critical consid-

with sensitive electronic components. As

tion visit usautocure.com.

switched on or off in a matter of seconds, so less energy is wasted during warm-up.

12 | UCRS 2021

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GAS-CATALYTIC INFRARED CURING FROM US AUTOCURE IS HERE. DON’T GET LEFT BEHIND.

WHAT DOES THAT MEAN FOR YOU? FITS EXISTING SPRAY BOOTHS Same booth = more revenue!

SHORTER CYCLE TIMES

Shorter repair cycles improve customer satisfaction.

GREATER REVENUE PER LABOR HOUR Make the most of your workforce.

LOWER ENERGY COSTS

Dramatically reduce your monthly utility expenses.

CLASS 1, DIV 2 CERTIFIED

Full compliance to US Fire Prevention Standards.

US Autocure systems are designed by body shop owners to meet the need to handle more repair orders without adding additional spray booths or labor. Leading edge engineering and incredible return on investment make US Autocure a must for leading collision repair centers.

DISTRIBUTED EXCLUSIVELY BY

Contact Industrial Finishes & Systems for more information

800-531-1305 • INDUSTRIALFINISHES.COM

UCRS_2021.indd 13

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D E N T

R E PA I R

ENHANCE YOUR OPERATION THROUGH GLUE PULL REPAIR PROVIDE THE HIGHEST QUALITY REPAIR FOR YOUR CUSTOMERS WITH KECO WITH GLUE PULL REPAIR (GPR) gaining popularity in the collision repair industry, more and more tool manufacturers are taking note and developing a GPR solu-

buy-back scenario due to improper repair.

unique to the Keco system. The Level 2

tion to add to their product lines. Many

Keco systems come with a 90-day money

system includes a U-Bolt to pull tabs with

of the industry’s most well-known name

back guarantee, a free 1-hour virtual

your hydraulic post or ratchet strap, two

brands are now offering some sort of

session with a Keco technician to get over

bridge lifter sizes, two slide hammer sizes,

GPR kit to repair damage in the least in-

the initial learning curve, various length

a leverage bar, a Robo lifter (arguably one

vasive ways possible.

financing options with six months interest

of the most sought-after small damage

At Keco, glue pull repair is their business,

free, and a no-questions-asked lifetime

lifters amongst technicians today), and

and your passion for the automotive

warranty on Centipede tabs, SuperTabs,

a massive assortment of tabs to fit any

industry is what drives them. If your auto

and pulling tools.

dent size or shape you are repairing. The

body shop is looking for the least invasive

There are two primary systems that

system is also the only option available to

repair method, Keco is a company that

Keco offers for professional auto body

you that comes with a 36” light required

manufactures, distributes, and trains GPR

shops and technicians. The first is the

for the most precise small damage re-

equipment for your team. With nearly

Level 1 Glue Pull Repair System and the

pairs, and handy for estimating the total-

six decades of manufacturing expertise,

second is the Level 2 Glue Pull Repair

ity of all types of damage. You will also

unrivaled post-purchase support, and in-

System. The difference between these

receive various accessories for edge cor-

house advanced training options, Keco

systems is highlighted with what Keco

rections and a full assortment of knock-

ensures your success and stands by your

frames as the Repair Continuum. Starting

downs, including a body hammer and a

pursuit of the highest quality repair for

with big smashes, as technicians move up

blending hammer.

your customers.

the continuum, large damage becomes

If you’ve decided to further elevate

smaller and smaller until a true metal-

your shop’s quality of repair with GPR,

finished result is achieved.

you can purchase your GPR system di-

Keco is based in Oklahoma City, Okla., and is where their products are proudly designed and distributed. The domestic

The Keco Level 2 Collision Glue Pull

rectly from Keco at kecotabs.com where

operation guarantees fast and effective

Repair System is a comprehensive piece

you can find various options at nearly

support for you if you are in the USA—and

of equipment that provides you with the

every price point. If you have any ques-

Keco’s locations in the United Kingdom

ability to fix everything from big smashes

tions or would like a one-on-one demon-

and Canada operate as extensions of their

to door dings and everything in-between.

stration of the system, please reach out

headquarters to serve you if you are an

This is made possible through a unique

to Keco’s customer service and techni-

international auto body professional. Glue

and vast selection of tabs (120+ different

cal support team at 888.532.6822. Visit

pull repair will enhance your operation,

sizes/shapes) coupled with pulling de-

Keco at SEMA Booth #32211 (across

provide you and your technicians with an

vices that work in perfect unison with the

from Ford Collision) to try GPR and have

invaluable skill set, and enable your team to

various tab shapes to pull only the dam-

all your questions answered about how

return vehicles to your customer without

age that you intend and nothing more.

your shop can implement the least inva-

future risks of corrosion or a potential

This level of precision and finesse is truly

sive repair method.

14 | UCRS 2021

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Your Shop’s Least Invasive Repair System

The Keco Collision Glue Pull Repair system eliminates burning coatings on the inside of the panel, prevents burning insulation hidden within panels, and retains more of the exterior factory finishes. +Works on steel & aluminum

Visit Us At Booth #32211 Visit Us Online At www.kecotabs.com print-ad-WORKING-V1.indd 4 UCRS_2021.indd 15

9/7/21 9:22 AM 9/22/21 3:31 PM

E Q U I P M E N T

F I N A N C I N G

KNOW YOUR OPTIONS WHEN PAYING FOR NEW EQUIPMENT

and no points equipment financing structures may be available.

Hedge

Against

Interest

Rate

Risk.

Huntington Vendor Finance fixed-rate financing provides a hedge against future interest rate increases.

CHOOSING THE RIGHT FINANCING PROVIDER When financing equipment is the right

HOW YOUR EQUIPMENT FINANCING DECISIONS IMPACT THE GROWTH OF YOUR BUSINESS

decision, it is also important to select the right provider. There are several factors to consider: Direct Lender vs. Broker. Choosing a direct lender is often cheaper and more

BUSINESS OWNERS ARE accustomed to

Expansion or OEM certifications. These

convenient. Direct lenders borrow their

making the “What to Buy” decision when

capital equipment outlays may be part of

own dollars and typically own and service

it comes to acquiring capital equipment.

much larger investments requiring addition-

their own portfolios, while brokers locate a

Whether it is for replacement, expan-

al sources of working capital. Additional pay-

source and add points into the rate.

sion, or OEM certification, owners dili-

roll, training and a myriad of other expenses

Industry Knowledge. Working with some-

gently review the product’s features and

may be part of these investment projects.

one who knows your industry can help you

benefits and choose the best equipment

Financing the capital equipment portion

decide the best finance term to match the

for their shop.

of these investments may allow equipment

equipment’s use.

But another important decision in the

expense to better align with revenue. Also,

Time in Business and Reputation. The

purchasing process isn’t always given the

the amount and timing of the revenue from

collision industry is a target-rich environ-

same level of consideration. How to pay for

these investments may take time to ramp up

ment for telemarketing finance companies.

your equipment can have a significant im-

and it is possible to schedule step payments

Working with a well-known and reputable

pact on the growth of your business.

to better align expenses with revenue.

finance company can provide you with a

Purchasing with cash is often the simple

strong value-added lender who can make

or typical answer, but is it always the cor-

BENEFITS OF FINANCING

the process easy and help determine the

rect one? In some cases, financing your

YO U R E Q U I P M E NT

best solution for your shop.

equipment may be beneficial.

Financing your equipment can provide many benefits:

PAY I N G F O R

H E LP I N G YO U R S H O P G ROW

Working Capital Conservation. Cash

Huntington Vendor Finance is here to help

YO U R E Q U I P M E NT

flow is king for business. Financing fixed

you make your “How to pay for it” decision.

Choosing cash versus financing often

asset acquisitions versus paying cash

We have the industry expertise and full

depends on the reason for acquiring

can provide operational flexibility. Dur-

range of financing solutions that can help

the equipment.

ing the pandemic, the firms that main-

your business grow. Our professionals will

Replacement. When replacing old equip-

tained strong working capital were likely

help you with a loan, lease, consumption

ment, the revenue produced by the equip-

better positioned to survive and thrive.

financing product, or tailor a financing so-

ment is known, though there may be newer

Strong working capital levels can also

lution intended to minimize your operating

options with enhanced product features or

allow firms to take advantage of oppor-

costs to drive growth and success.

reduced cycle times. If the replacement is

tunities such as making an acquisition or

planned and capital has been saved, pay-

hiring additional talent.

We offer competitive rates and have the knowledge to help you make the right

ing cash may be the best option. But un-

Convenience. Working with an experi-

financing decisions. For more information,

expected failures or breakdowns may leave

enced finance source can save time and

contact Paul Knowlton at 415.933.9693 or

you in a challenging position. Often, financ-

money. Huntington Vendor Finance provides

paul.knowlton@huntington.com.

ing can help replace the equipment quickly,

quick decisions with minimal paperwork.

minimizing the impact on cash flow and out of pocket expense.

100 Percent Financing. As opposed to typical bank financing, no down payment

Loans and leasing subject to credit application and approval. The Huntington National Bank is Member FDIC.

16 | UCRS 2021

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Finance equipment without wrecking your cash flow.

Get up to speed with what Huntington can offer your collision repair shop.

It takes a driven individual with a particular skillset to run this type of business.

When the time comes for new equipment, we have the financial expertise for the collision repair industry that can help map out the best way to keep your business on track.

We work with you to help finance: • Welding equipment • Paint/spray booths • Alignment racks

• Lift racks • Frame measuring systems • Wheel balancers and alignment systems

for more information, contact: Paul Knowlton 415-933-9693 paul.knowlton@huntington.com

All loans subject to credit application and approval.

Member FDIC. ⬢®, Huntington® and ⬢ Huntington® are federally registered service marks of Huntington Bancshares Incorporated. © 2021 Huntington Bancshares Incorporated.

UCRS_2021.indd 17

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F R A M I N G

TECHNICIAN APPROVED Before O’Connor upgraded his shop’s equipment, his technicians were wary of getting rid of the old, large frame equipment in one of his locations. He says they were just used to the equipment and nervous for a change.

“I assured them that we were looking at something that was going to take up half the space and would allow for so much more efficiency and movement,” he recounts.

So O'Connor told his team that he would take out the old equipment and

FRAME EQUIPMENT THAT STANDS UP THROUGH EVOLVING INDUSTRY NEEDS

leave it outside and that if they wanted it back in the shop, he would put it back.

Needless to say, that equipment was never brought back inside the walls of POC Collision.

“They like the Car-O-Liner frame equip-

FIND THE BEST FRAME EQUIPMENT TO FIT YOUR TECHNICIANS AND YOUR SHOP

ment because it's quick and accurate, and speeds up cycle times,” he says. “They can get those vehicles up on the frame

WHEN PHIL O’CONNOR, owner of the

BenchRack™ installations that lay flush to

machine and down off the frame machine

four POC Collision locations in central and

the shop floor.

quickly and measured properly, it’s great.”

southern Maine, bought his first two locations

“I haven't regretted any of the frame

And O’Connor wants to ensure that his

machines I’ve purchased,” he says. “And

shop is as lean as possible, so removing

purchasing framing equipment is a sizable

the old, large piece of equipment helped

expenditure both in money and space.”

free up space and boost overall efficiency.

ted to Car-O-Liner for several years now,

E X T R E M E V E R S AT I L I T Y

DESIR ABLE WORKPLACE

and their products and service have really

O’Connor’s

the

It’s no secret that it’s hard to find techni-

helped us grow.”

BenchRack 5500 and 4200—which he says

cians right now, but it’s also no surprise

POC Collision now brings in over $12 mil-

both suit a lot of different applications and

that quality technicians are attracted to

lion a year with upgraded, quality equip-

easily work well with their measuring systems.

shops with quality equipment.

ment from Car-O-Liner® that the shop’s

“The Vision Electronic Measuring Sys-

“I'm trying to attract good technicians

tems can be used on all different frame

so they can get cars out in an efficient and

they came with less than ideal equipment.

“It took years to develop the level of equipment that we have in our shops today,” he explains. “We’ve been commit-

technicians can trust and enjoy using.

shops

currently

utilize

machines,” he explains. “And my techni-

timely manner with quality and proper re-

F IT TH E S PACE

cians say they make measuring super

pairs,” O’Connor explains. “And in this mar-

Each of O'Connor's shops varies in space,

quick and easy.”

ket, it's so hard to get good technicians. If I

layouts, and equipment needs. This re-

O'Connor and his team have contin-

can buy a great frame machine that's easy,

quires multiple frame machines within

ued to depend on Car-O-Liner, not only

and people like to use it, I’ll attract those

multiple shops depending on the ap-

for quality and ease of use but for the as-

great technicians. Car-O-Liner equipment

plication. To help decide which pieces

surance that his frame equipment meets

is also just easier on the techs’ bodies.”

of equipment he needed to invest in for

many OEM requirements.

And although consolidation isn't frequent

each shop, O'Connor relied on his local

“One thing that I’ve noticed is that these

in O'Connor's area, he mentions that having

Car-O-Liner distributor to come in and as-

are really versatile machines and more and

high-quality equipment that's consistent

sess his space. For locations where larger

more OEMs are recognizing Car-O-Liner

amongst shop locations adds immense val-

vehicles come in, he purchased larger

equipment,” he notes.

ue to a business and potential staff.

frame machines. And areas where there

This makes each piece of frame machine

was limited space, he chose in-ground

a more universal and worthwhile investment.

To learn more about Car-O-Liner frame equipment, visit car-o-liner.com.

18 | UCRS 2021

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THE UNIVERSAL BENCHRACK™ SETS THE BAR FOR SPECIFICATIONS SOUGHT BY MAJOR OEMS

APPROVED OEM PRODUCTS

MACHINE MILLED FOR ALL PRECISION BUILT VEHICLES OPTIMIZED PERFORMANCE • OEM APPROVALS - Meets specifications sought by major equipment manufacturers • VERSATILE - Four lengths (14, 16, 18, 21ft) allow you to choose the perfect BenchRack for your shop • POWERFUL - The 10-ton draw aligner pulls from almost any angle, 360º around the vehicle • FLEXIBLE INSTALLATION - Allows in-ground or above ground installation to accommodate all workshop sizes

www.car-o-liner.com 1-800 521 9696

UCRS_2021.indd 19

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M E A S U R I N G

equipment at a previous shop she worked at was a lack of support, including the training that was far from the area.

“If we would send a technician to training, I would lose them for anywhere from two to five days which just isn’t feasible in our industry nowadays,” she explains.

“There was no picking up the phone, everything was virtual and nothing was hands-on.”

Brock says it’s the opposite with Car-O-Liner, whenever she needs to speak with someone from the team, they are always accessible and ready to help.

“Everyone on the Car-O-Liner team has

ENSURE YOUR SHOP “MEASURES UP” FOR FUTURE DEMANDS HOW TO UPGRADE YOUR SHOP WITH THE TOP MEASURING EQUIPMENT IN THE INDUSTRY

been fantastic to work with. Their customer service and training is great,” she says.

She has also been able to work out monthly,

in-person

training

for

the

technicians at the shop. Someone from Car-O-Liner will come in to do handson training for the equipment Brock brought into the shop, including the measuring systems.

“To me, that training and service is

TARA BROCK BEGAN MANAGING the

“It’s very similar to the Vision2, where all

priceless,” she adds. “I’d rather invest more

West Palm Beach location of Schumacher

the information is on the screen—it’s very

for something that comes along with help

Collision Center at the beginning of this

quick and you get a full printout,” Brock

for my technicians.”

year. The large shop had the family-like en-

says. “The tech can do a quick measure-

vironment Brock had been used to work-

ment of a trunk opening, go into the data-

HIGH CURB APPEAL

ing in, and it quickly became a perfect fit.

base of the estimating system, and it’ll give

Brock says the quality of the previous

One of Brock’s first tasks was to complete-

them all the opening measurements that

equipment at Schumacher Collision Center

ly change the floor layout and update the

they can then go and match up.”

and the Car-O-Liner equipment is like night

shop’s equipment. And she knew exactly who to turn to, Car-O-Liner®.

The data from the PointX II is saved within the system and can be pulled back up at any

and day.

“The old equipment was just kind of

given time, increasing the efficiency and

archaic,”

CERTIFIED AND EFFICIENT

cycle time at the shop. Car-O-Liner mea-

Car-O-Liner is more in line with how the

In addition to the many other pieces of

suring equipment either meets manufac-

industry has changed.”

Car-O-Liner equipment Brock invested

turer specifications or is approved by many

in for the shop, she also brought in two

OEMs, which is vital to Brock.

she

adds.

“And

I

think

The equipment is also bright and clean and visually stands out to help add to the

Vision™2 Car-O-Tronic® Measuring Sys-

“The most important thing for me is

tems and a PointX® II Diagnostic Measur-

making sure that all the equipment that we

“When you are walking a technician

ing System.

were buying was OEM certified, because

through the shop during an interview

of all the different car lines that we carry,”

process, or even when customers see

she explains. “I had to make sure that all

the equipment, it helps draw in the right

the equipment that we purchased aligned

people,” she says. “I’ve got nothing but

with that.”

praise for Car-O-Liner equipment and

“The PointX II can measure anything, and is super quick,” Brock says.

The tool comes with a dedicated laptop, she explains, and once hooked up, the PointX II tells the user exactly where to

professionalism of the shop.

it’s really been a breath of fresh air for

place it, the technician then hits a button

ACCESS TO

which turns green to signal the measure-

HANDS-ON TRAINING

ment has been recorded.

The main issue that Brock noticed with past

our technicians.”

To

learn

more

about

Car-O-Liner

measuring equipment, visit car-o-liner.com.

20 | UCRS 2021

UCRS_2021.indd 20

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POINTX® II

APPROVED OEM PRODUCTS

SPEED UP THE REPAIR PROCESS

PROFIT WITH ACCURATE ESTIMATES BASED ON PROVEN MEASUREMENTS POINTX® II - GET PAID FOR YOUR WORK! • Document unseen damage using the extensive Car-O-Liner database and attach your estimate • Pinpoint measuring location via photo-based system • Get mobile! Use PointX® II inside and outside the shop

NEW POINTX® II P2P* Leverages the Vision2™ X3 platform for high point measuring capability *Not sold as a stand-alone measuring system.

VISION2™ X3 • Lower and upper body measuring • High Measurement Point (HMP) • Upper body point-to-point measuring • Suspension and surface damage diagnosis • Works with EVO™ anchoring, fixturing and holding

www.car-o-liner.com 1-800 521 9696

UCRS_2021.indd 21

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PA I N T

B O OT H S

CUSTOMIZE, QUANTIFY AND REVOLUTIONIZE YOUR PAINT SHOP ACCUDRAFT’S CUSTOM PAINT BOOTHS WILL EMPOWER YOUR TEAM FOR SUCCESS IN THE DIGITAL FUTURE FOR MOST PAINT BOOTHS, overheating

luxury he says they didn’t experience with

The whole system is extremely customiz-

or poor flashing is unfortunate but inevita-

their old jobber and booth provider.

able. I can look every day and see how

ble. No process is perfect. But what do you

They purchased a mix of premium equip-

much gas we’re using, flash levels, tem-

ment from Accudraft, including the Alto

perature and humidity, and it allows us all to

“I guess we learned the hard way what

booth and larger Titan booth. Connected

learn as we go. It helps us identify how to do

happens after twenty-six years,” chuck-

by the Accudraft DS Mixing Room, the

better. It helps make your processes better.”

les David Duncan, owner of Duncan Ford

painters never have to leave the booth to

He zooms out a bit and notes that for as

Collision Center (Blacksburg, VA). Despite

complete their jobs, increasing efficiency

long as cars have been refinished, the whole

the flaming wreck of the old drivethrough

and allowing the painters to focus on paint-

business has been trial and error. But what

booth, Duncan posted record numbers for

ing, curing and moving cars through the

Accudraft provides is a way to quantify that

2020 as they looked ahead and assessed

paint shop.

process, tweak it, improve it and reduce errors.

do when your booth goes up in flames?

their new paint shop needs.

“We’re a high-production shop,” Duncan

“They gave us the tools so we can assess

Change can be good, and they visited

says, “and we shoot both water- and solvent-

every job; if the job was perfect, we know

more than a dozen body shops in neigh-

based. We installed the Accudraft Xcelera-

why. We see the data,” he says. “If a job

boring states over three weeks and finally

tor air system, though we really don’t need

doesn’t go well, we see that too, and every-

concluded that there’s no one-size-fits-all,

it because the booth moves so much CFM

one grows. Each painter has his own style

silver bullet-type situation with the paint

anyway. But we wanted the best and we got

and Accudraft helped us build programs in

shop; you have to do what works for you,

it, and we can flash and make turbulent air

the Focus program, customizable per person.

your team, your shop and your future.

and we’re equipped for the future.”

There’s no dialing and coming in and out of

For Duncan, that future is Accudraft.

“We have a huge edge on the competition around us,” he notes.

QUANTIFY EVERY

The edge comes from the latest in paint

the booth all the time; if Joey is painting two or three levels of waterbase, for example, the booth will adjust to his parameters.”

PA I N T P R O C E S S

booth technology—a wireless system called

The Focus allows Duncan to assess ev-

First, it should be said that the Accudraft

Focus that allows the Duncan team to as-

ery RO and see how much money and

package made Duncan, “a little gun shy.”

sess everything happening within the booth

gas was spent on each vehicle. He can see

“It was so good that the final price—well

on their tablets and cell phones. Digital and

each painter’s cycle times, and the collec-

below the other bids—sent us into a bit of a

cloud-based technology has now made its

tive data allows the entire team to move

tailspin,” he says. “But they met with us and

way into the paint shop, and it allows the

forward, increasing efficiency and reducing

we liked their presentation and knowledge.

team to quantify, track and assess every as-

slowdowns, redundancies and comebacks.

We looked at everything—from mechani-

pect of every job.

“We’re trying to be pioneers,” he says,

cals to bulkheads to grate bolts to how

“We couldn’t be more pleased with Ac-

“and new technology is always going to

the panels snapped together, engines on

cudraft and what they’ve given us,” Duncan

be a frontier. Accudraft has been amazing

the doors and the latches, controls, every-

says. “There’s no question that Accudraft

to work with, their service is top-notch and

thing. They did the little things right. A paint

has done their homework as far as innova-

they’ve helped make us a cutting-edge colli-

booth is a box and the box doesn’t fail; the

tion and cutting-edge technology is con-

sion center for the next decade and beyond.”

components fail, and we wanted the best.

cerned. We installed touchscreen controls

As for that old booth fire, it’s nothing but

And we’re sure we got it with Accudraft.”

and the ability to monitor humidity levels

a smoky memory for the team at Duncan.

Besides the modular nature of the instal-

and cycles wirelessly is amazing. There’s

To see how Accudraft can help your shop

lation process, Duncan is thrilled that if they

a process to it, but it’s one of those things

increase efficiency, quantify work and

need parts, they’ll get them, and fast—Accu-

where we wanted to take our time—mea-

revolutionize the paint shop, check out

draft is manufactured in the United States, a

sure three times and cut once, so to speak.

accudraftpaintbooths.com.

22 | UCRS 2021

UCRS_2021.indd 22

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The best booth on the market just got an upgrade Focus Connected Controls and LED fixtures at no additional cost

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Focus Connected Controls Take control of your booth with: Remote diagnostics Unlimited custom programs User profiles that allow you to set the booth up for the individual Track cycle time and energy costs

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9/15/2021 9/22/21 8:03:07 3:31 AMPM

PA I N T

COAT I N G S

PPG’S ENVIROBASE HIGH PERFORMANCE REFINISH SYSTEM THE WATERBORNE BASECOAT SYSTEM PREFERRED BY HIGH PRODUCTION COLLISION CENTERS EASY TO USE

WHEN IT COMES TO performance, there

“The color chips are an identical match

are multiple considerations when selecting

to the vehicle, so there’s little need to use

Painters find this waterborne system easy

a refinish system to meet the requirements

the camera or create sprayout cards,”

to learn and apply, using traditional appli-

of the high-production collision center. At

explains Andy Zamora, co-owner of

cation techniques. They appreciate the su-

the top of the list are the ability to deliver

Zamora Auto Body. “So, when handling

perior metallic control when applying the

excellent color matching and fast through-

some 300 ROs a month and not having

basecoat, and the easy, tighter blends they

put. And, given the shortage of experi-

to do sprayout cards on the vast major-

can achieve. Jeff Smith of Pro Collision es-

enced paint technicians, it would be a plus

ity of those vehicles, that’s saving us a

pecially likes the fact that “redos” or de-

if the system is easy to learn and apply. The

significant amount of paint materials and

nibbing can be performed straight away

ENVIROBASE® High Performance system

labor hours.”

without having to remove the basecoat

(EHPTM) meets these key performance es-

When a variant chip is not available for

sentials with exceptional process efficiency.

an OEM color, technicians can retrieve the

and start over.

very latest variant formulas using PPG’s

PPG SUPPORT

COLOR ACCUR ACY

PAINTMANAGER® XI software. The sys-

Shops that have switched to the Envirobase

AND EFFICIENCY

tem’s global color database is continually

High Performance system value the train-

Given the complex, highly chromatic OEM

updated with new formulas downloaded

ing and support they receive from PPG.

colors increasingly being introduced to the

directly to the user’s computer.

“Working with PPG is more like a family

marketplace, the EHP mixing system fea-

relationship—they’re always on your side

tures all the latest vibrant latex toners re-

FA S T, E F F I C I E N T

and will go out of their way to help,”

quired to match these finishes. Enhancing

A P P L I C AT I O N

says Frank Wilcox, owner of Frank’s

the ability to match OEM translucent col-

From sealer to clear, the Envirobase High

Collision Center. “I especially benefit

ors—such as Honda Andaro Blue Pearl and

Performance system delivers excellent

from participating in the peer-to-peer

Ford Ruby Red—five spectral gray (SG)

throughput performance. The chromatic

PPG Performance Group and classes on

undercoats are designed to contribute to

sealers require only 15 minutes flash be-

financials and lean processes—as well

the final basecoat color. All of PPG’s color

fore topcoating, and the EN-V® Series

the support for building our new shop.”

formulas specify the optimal SG shade of

clearcoats can bake in as little as 20 min-

undercoat, which can be retrieved from any

utes at reduced booth temperature.

of PPG’s color formula retrieval tools.

Given all these features for color

“When we switched to the Envirobase

matching excellence, process efficiency

system, we were able to increase our

and ease of use, it’s no wonder PPG’s

color-matching efficiency of this water-

throughput

explains

Envirobase High Performance system

borne system is a comprehensive chro-

Zamora. “We increased our output by some

has become North America’s top-

matic variant chip deck. Comprised of

30-40 vehicles per month during busy

selling waterborne basecoat. For more

thousands of prime and variant colors, it

times—it’s truly had a significant impact on

information, visit envirobase.com or

receives high praise from its users.

our productivity and profitability.”

contact your local PPG distributor.

Perhaps what best differentiates the

by

10

percent,”

24 | UCRS 2021

UCRS_2021.indd 24

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SOME SEE ONLY PAINT. WE SEE A REFLECTION OF WHO WE ARE. Every vehicle finish mirrors what we value most as a company—our commitment to delivering the industry’s most advanced coatings that meet the demands of an ever-changing marketplace.

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ppgrefinish.com

The PPG Logo and We protect and beautify the world are registered trademarks of PPG Industries Ohio, Inc. ©2021 PPG Industries, Inc. All rights reserved.

UCRS_2021.indd 25

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PA I N T

C U P S

MIXING, PAINTING AND STORAGE— ALL IN ONE SATA’S RPS CUPS IMPROVE COLOR MATCHING AND BOOST PRODUCTIVITY SATA HAS ALWAYS SET the standard

ing and Body Repair likes his SATA RPS

• Safe: Due to the robust threaded

in refinish for long-term quality. But it

cups in all sizes and uses them equally.

connection between the cup and the lid,

doesn’t always start with the paint gun.

He believes the RPS cup is the reason for

there’s no chance of the cup detaching

The gun is just the delivery device, and

his consistently clean paint jobs. Since

and zero chance to spill paint.

an unloaded paint gun isn’t going to

switching from the bag system to the

paint much of anything. That’s why SATA

RPS cup he has had to do far less denib-

• Refillable: The cups can easily be

developed the Rapid Preparation Sys-

bing and buffing on his paint.

refilled. The paint strainer can be ex-

tem—RPS multipurpose cups.

Woltz enjoys the convenience of his

changed with a spare strainer any time.

SATA RPS cups can help elevate your

SATA cups and the fact that he does not

paint shop to the next level by updating

have to use an adapter with his cup. He

SATA also has a version of the SATA

the paint delivery technology. Refined,

claims the vented multi-purpose RPS

RPS cups for UV coatings. The cup, lid

retooled, and revitalized, SATA RPS cups

cup also provides him with a more con-

and vent caps are completely black,

have a unique venting system that plays

sistent color match. He has been a SATA

prohibiting light from causing the

into the efficiency of the overall SATA

user since 2005 when he purchased his SATAjet® 2000 B.

product to react in the cup.

system. The vents allow for an even, consistent flow rate through the cup, regard-

Another great benefit to using SATA RPS multipurpose cups is the opportu-

less of whether the cup is full, half full,

RPS CUP BENEFITS

nity to participate in the SATA Loyalty

or just has a few more ounces remaining.

Bendable, clean, safe and refillable, the

Program. SATA rewards loyal custom-

Constant flow equals a steadier hand

multipurpose cups have revolutionized

ers of certain premium products (cur-

and a higher quality paint job, reducing

efficiency in the paint shop by eliminat-

rently all RPS cup systems) with loyalty

the chance for costly comebacks.

ing redundancies such as spills, poor

coins, which can then be converted

mixing, and one-time use utilizations:

into attractive rewards.

says SATA Dan-Am Co. Director of Sales

• Bendable: The RPS cups (only excluding

employees of buying companies who

and Marketing Tony Larimer. “What that

the 0.3 L minijet version) have the built-in

have received permission from his or

means for a shop is that, if a painter is

flexibility of the cup lid “neck” which allows

her employer are allowed to partici-

mixing material, he might only need two

painters to tilt the cups forward or side to

pate in the loyalty rewards program

ounces. He can mix just what he needs,

side to spray at many different angles. This

in accordance with the conditions

get the same results and you don’t have

flexibility assists in making the RPS a great

of participation.

the extra material that will go to waste.”

solution for more difficult paint jobs.

“It guarantees an even color match and film build throughout the paint job,”

Buyers of premium products or

To begin earning rewards, download the SATA Loyalty Program app

The cups can be used for mixing, spraying and, when the job is complete, storage,

• Clean: When the paint job is finished,

and fill out the user information. On

and each case of SATA RPS includes the

the painter squeezes the RPS cup and

the outside of each RPS carton there

cups, strainers of your choice and lids.

closes the vent cap to create an inner-

is a booklet in which the coin value can

SATA RPS cups can completely trans-

cup vacuum. By then turning the spray

be scanned from the QR code. Points

form not only the way you think about

gun upside down and pulling the trigger

are collected by scanning the QR code

paint and refinish, but the profitability of

to empty the material passage, the user

applied to certain eligible products.

the shop itself.

is ensured a simple gun cleaning process

Collect the coins and save up for the

and a tidy workplace.

reward you desire.

Ken Woltz with Scotty’s Auto Paint26 | UCRS 2021

UCRS_2021.indd 26

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#01

BENDABLE The *SATA RPS cup can be safely tilted by up to 45° forward, right and left for easy access to almost any painting situation.

#03 SAFE

Firm connection between lid and cup (thread). No accidental detaching of cup from lid.

* applies to all SATA RPS standard cups, however not to SATAminijet 3000 and older series.

SATA®RPS™

#02 CLEAN

The cup can be easily, cleanly and safely separated from the spray gun without making a mess!

#04

REFILLABLE The cups can be easily be refilled. The paint strainer can be exchanged for a spare strainer at any time.

For more information, please watch our product video at www.sata.com/rps

The exclusive independent distributor of SATA products in the US and Puerto Rico

Call Today! 800-533-8016 email: satajet@satausa.com

www.satausa.com

UCRS FenderBender_RPS.indd 1

8/27/21 1:41 PM

UCRS_2021.indd 27

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R E PA I R

I N F O R M AT I O N

MOVE TOWARD HIGHER REVENUE ACCESS THE MATERIALS AND REPAIR PROCEDURES NEEDED TO GROW YOUR BUSINESS THROUGH SUN COLLISION LIKE MANY MANAGERS, Tony Sanchez started young in the family business— moving through the shop from the shop

meet OEM’s stringent repair standards.

procedures and it literally takes seconds to

detailer all the way up to the facility man-

We have also implemented processes that

get what you need.”

ager, and now serving as general manag-

have us double-checking repairs before

er of all B & S Hacienda Auto Shop loca-

they go to the next repair stage.”

THE BOTTOM LINE

tions in the San Francisco bay area. Unlike

With SUN Collision Repair Information

The bottom line is that SUN Collision has

many on this path, though, Sanchez gave

software, Sanchez and his team know

made B & S Hacienda a more profitable

it the ol’ college try as an accountant prior

they receive the latest and most accurate

and efficient company.

to joining the family business.

repair procedures imaginable. In an age of

“We can more easily identify the right

“Everyone there was prematurely bald-

Tweet recalls and Yelp reviews, ensuring

materials involved in the repair procedures

ing,” he says, laughing a little. “Not for me!”

the work is accurate isn’t just important

that you didn’t know if you weren’t re-

He joined the family business with a sense

to please the customer, but to make sure

searching it up front,” Sanchez says. “Catch-

of purpose and appreciation for his family’s

that the vehicle is repaired back to the

ing those little things that we may have

sacrifices for and commitment to the au-

factory-engineered repaired standards.

missed has intrinsic value.”

tomotive collision repair industry. And how

SUN Collision provides the valuable infor-

Sanchez reports definitively fewer come-

that industry has changed—as OEM repair

mation needed to make sure customers

backs and increased technician efficiency.

requirements become ever more stringent

are safe once repairs are completed.

He says that SUN Collision offers the most

and hybrid/electric vehicles become more

“During my SUN Collision demo, I real-

value when his technicians encounter ve-

common, B & S Hacienda has to continually

ized that their system was a million times

hicles they’ve never seen before, even if the

evolve its repair procedures to remain con-

simpler to use than their market com-

repair begins with something as simple as

temporary, competitive and cutting-edge.

petitors,” he says. “I mean it was night

pulling a bumper.

Thankfully, they use SUN Collision Re-

and day. I showed the technician and es-

“They’re not struggling for 20 minutes

pair Information to stay ahead of what-

timators and everyone was immediately

about how to get it off without compro-

ever comes next.

on board. The procedures are typically a

mising the repair,” he says.

lot more detailed as well; while the other

For all ADAS procedures, Sanchez

S W I F T, S I M P L E

vendor probably had 80 percent of the

says that the tool tells you exactly what

A N D A C C U R AT E

material we needed for any given opera-

you need to do for calibration.

With over 65 years of service and experi-

tion—SUN Collision has it all.”

“It covers the specific steps related to

ence, B & S Hacienda has a large commu-

Sanchez says his team was on board

proper setup through completion of the

nity to support. With six locations, over 375

from day one, especially because the inter-

required calibrations for radar cruise, blind

cars per month and an estimated $19 million

face is elegant, simple and direct. His advi-

spot sensors, and camera calibrations. It’s in

in annual net revenue, keeping all the bars

sors and technicians can use the search

color and it’s super detailed,” Sanchez notes.

in the air—and the comebacks to a mini-

bar and find what they’re looking for “in

And as a tool, SUN Collision’s efficient

mum—is no small effort, especially in the

seconds” without scrolling or searching

and cloud-based technology matches the

ever-changing collision repair industry. “We

expansive, Amazon-type results.

digital progress and endeavors of the rest

are no longer collision repairers, but instead

“You can look up an operation and it’ll

of his shops—as they continually move to

tell you what you need to do,” he says,

a paperless environment, a tool like SUN

“We follow procedures to a T,” he added.

“and it even covers often overlooked ma-

Collision will effortlessly move with them.

“Now more than ever, it’s imperative that

terials missed in the estimating process,

we use the OEM-specific repairs proce-

like seam sealers, expanding foams, panel

Collision can help you move toward

dures, specific tooling, and maintain facto-

adhesives, and hardware required. The

higher revenue and efficiency, check out

ry-specific training to ensure that all repairs

technicians can ask the advisors to pull

SUNcollision.com or call 800.490.1225.

collision repair engineers!” Sanchez says.

To

learn

more

about

how

SUN

28 | UCRS 2021

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Your Complete Source

Collision Repair Information X

X

X

X

X

Booth 32017

OEM repair information Body & frame Paint & finish Materials ADAS

... and more

Comprehensive, accurate data that you can trust to help you repair vehicles, in most any condition — inside and outside — with maximum efficiency.

SUN Collision Repair Information

LEARN MORE AND GET A FREE DEMO NOW Find us: SEMA booth 32017 | Call us: 877-840-1973 | Visit us: SUNcollision.com ©2021 Snap-on Incorporated. SUN is a trademark, registered in the United States and other countries, of Snap-on Incorporated. All rights reserved.

UCRS_2021.indd 29

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S P R AY

G U N S

WHICH PAINT GUN SHOULD YOU BUY? HOW TO CHOOSE BETWEEN THE SATAJET X 5500 AND THE SATAJET 1500 B SOLV WE OFTEN GET ASKED “What gun

stretched taller and a little narrower. The

should I buy?” We answer this ques-

O pattern is slightly shorter but wider—

tion with “Which brand of paint do you

this wider wet core is what gives you

use? Basecoat, clear, single stage?” And

added speed. The I pattern has a little

more specifically, “Which basecoat do

more controlled speed/wetting.

you use, waterborne or solvent paint?”

All of this is very relevant to water-

If the answer is “water”, then most likely

borne basecoat. But it also means you

we will narrow it down to the SATAjet® X

have options in solvent base, and espe-

5500. SATA has worked for years to con-

cially in clearcoat. Painters who spray

tinually improve droplet size, evenness

a lot of larger objects, or complete ve-

Company to come up with a gun which

of droplets, fan size, and shape—with

hicles, often migrate to the O shape

offers nozzles that spray solvents with

huge strides in the direction of cutting

fan. If you paint a lot of parts with many

the right sized droplets. Traditional sol-

product consumption while increasing

edges, the soft controlled fan of the I

vent systems have been around for over

transfer efficiency.

nozzle can help you paint the contours

20 years, the guns from that era sprayed

Waterborne needs a little more atomi-

and edges without leaving any heavy

it well. Moving forward, SATA developed

zation energy than traditional, especially

picture framing on edges of parts. It is

guns while keeping in mind that the

today’s low VOC solvents which are very

also an option when spraying some of to-

technology in waterborne paint was ad-

low in viscosity. SATA has found a way

day’s very complex colors, like 46G. For

vancing, and the need for finer droplets

to get that needed energy while lower-

clearcoat, it comes down to the way a

with higher energy surpassed what was

ing the spray gun inlet pressures. Most

painter wants to feel when spraying. The

needed to spray solvent. The X guns are

painters spray the X5500 at 20-26 PSI

faster, wetter fan, or the slightly slower,

examples of that. Thus, SATA developed

for coverage coats, 16-20 PSI for control

more controlled fan is up to painter pref-

the 1500 SoLV. It has the perfect wide,

or drop coats.

erence. With very high solid clears, the

not tall, fan shape to spray solvents easily.

“Do you paint fast or at a slower, more

X5500 helps with its added droplet con-

This lightweight durable gun is limited to

controlled pace?” “Do you paint close to

trol and energy to break it up finer, for

two nozzle sizes, 1.3/1.4 in HVLP/RP.

the panel or further away?” These are

better results with lower consumption.

If you spray waterborne or high solids

asked because SATA works hard to bring

There are a larger portion of shops in

clears and need the best in atomization,

options to the painter. SATA introduced

the U.S. who answer that they are spray-

or if you need nozzles that range from

the X5500 as the solution, offering fan

ing Solvent, not water. This opens the

1.1-1.6, then the X5500 is the great option.

shape choices with O or I shaped fans.

door for yet another great option for tra-

If you spray solvent basecoat or single

If you like to spray close and fast with a

ditional or LowVOC solvent basecoats,

stage, do fleet work, or spray lower solids

very high percentage of overlap, then the

single stages, and clearcoat: the SATAjet®

clearcoats, then the 1500 SoLV is a choice

O may be best. If you like to paint slower

1500 B SoLV. It also can be a great prob-

that you should not overlook. If you are

with more gun distance, then the I pattern

lem “SoLVer” when dealing with the very

a beginning painter or long-time pro, the

may be best. SATA decided rather than a

low viscosity Low VOC solvent basecoats

SoLV gun is a great choice at a great price.

painter buying a gun and adapting to the

with high amounts of exempt solvents in

Either way, you have choices with

way the gun sprays, it would be better to

them. Many of these products are very

SATA topcoat, primer, detail and pres-

give the painter the choice and make a

thin, with viscosities lower than 16 sec-

sure feed guns to fit your painting

gun design that works for the painter.

onds in a Din 4 Viscosity cup. These sol-

needs. Visit sata.com to learn more.

It is important to note that in both ver-

vents can be challenging if you are using

sions of the X guns, I or O put out the

guns or nozzles that atomize the droplets

same fluid per minute. A 1.3 RP in I or O

too finely, especially in warmer climates.

have the same output, just that the I pat-

SATA worked with many different

tern wet center portion of the pattern is

solvent systems together with Dan-Am

30 | UCRS 2021

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SATAjet® X 5500 Synchronized air flow geometry inside the spray gun and nozzle set, ensuring perfect material distribution, optimized atomization and precise spray fan shapes.

All of this combined with material savings and a much softer application with a reduced noise level.

Two distinct available spray fan patterns per nozzle size allows for either enhanced application control or increased application speed, as well as the adaptation of the nozzle set to different temperature and air humidity levels.

The exclusive independent distributor of SATA products in the US and Puerto Rico

Call Today! 800-533-8016

Scan for catalog info and part numbers

Hand Cleaning your SATAjet X 5500 and other SATA guns

email: satajet@satausa.com

www.satausa.com SATA, SATAjet and/or other SATA products referenced herein are either registered trademarks or trademarks of SATA GmbH & Co. KG in the U.S. and/or other countries.

SATAjet® 1500 B SoLV The SATAjet 1500 B SoLV in HVLP and RP provides fine finishes with cost saving transfer efficiency, keeps the required wetting using today’s Low VOC exempt solvent basecoat or the more traditional National Rule solvent basecoats. The SATAjet 1500 B SoLV is also a good choice for clearcoat appearance, while meeting transfer efficiency and profitability

Designed for Full System Application: solvent-based basecoats, either Low VOC or National Rule as well as sealer and clearcoat Wide air pressure range 7–29 psi. HVLP compliant 26 psi, RP 29 psi Nice-sized, even spray pattern Fast working speed Smooth anodized spray gun body in a modern blue tone Excellent value spray gun

The exclusive independent distributor of SATA products in the US and Puerto Rico

Call Today! 800-533-8016 email: satajet@satausa.com

www.satausa.com

SATA, SATAjet and/or other SATA products referenced herein are either registered trademarks or trademarks of SATA GmbH & Co. KG in the U.S. and/or other countries.

SATA_x5500 1500.indd 1 UCRS_2021.indd 31

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T E C H N I C A L

T R A I N I N G

UNLIMITED TRAINING FOR THE ULTIMATE WORKFORCE OPTIMIZE ROI ON YOUR MOST VALUABLE ASSET, YOUR EMPLOYEES, WITH AN I-CAR TRAINING SUBSCRIPTION PLAN TODAY’S BELLS AND whistles eventually become outdated and may not be able to perform as capably as construction materials and technologies used in modern vehicles continue to evolve.

But just the reverse is true for the most valuable resource in your shop, the one you stake your business reputation on,

pology. The Gold Class logo on your web-

then keeps going and going and… There are

that brings in new business based on good

site, business cards and signage, and the

262 online courses in our catalog, and on

word-of-mouth. When it comes to your

plaque on the lobby wall signal to custom-

demand learning is trending!

shop’s employees, the more seasoned

ers that your shop is committed to ongo-

Finally, it’s easier to manage training

they are by experience and knowledge,

ing training that contributes to complete,

activities and budget for training since you

the more valuable they become to your

safe and quality repairs.

can opt for annual or monthly billing. Use

business. This is why I-CAR’s training

Another benefit is once you’re a

our subscription calculator to estimate the

subscription plan, available to Gold Class®

Gold Class shop, you get access to

cost for your operation. If you want more

shops, makes good business sense. It is a

I-CAR’s Repairability Technical Support®

details or are ready to sign up, contact

way to accelerate the “seasoning” of your

(RTS) and Ask I-CAR™ services. More

your assigned I-CAR Customer Care

workforce. Offering unlimited live, online,

educational resources to equip your

representative or I-CAR’s Customer Care

and virtual training to every employee in

Ultimate Workforce!

team at 800.ICAR.USA.

you to increase the return on investment

BUILD BENCH STRENGTH

both role-required and optional training

on your most valuable resource.

A N D R E TA I N TA L E N T

through a subscription plan helps you

Giving your workforce access to unlimited I-

retain and optimize the ROI of your

SUBSCRIPTIONS WORK

CAR training signals to employees that you

most valuable resource. No two Ultimate

HAND IN HAND WITH

value them and want to invest in their pro-

Collision Repair shops would be set up

GOLD CLASS

fessional development. This supports reten-

exactly the same by readers of this article,

Subscription plans work hand in hand with

tion and may even motivate a parts depart-

but a common asset in these ideal facilities

I-CAR’s Gold Class recognition program,

ment employee or the high school student

would be a well-trained, knowledgeable

the industry’s training standard. Because

working in the wash bay to act on a desire

staff who knows how to properly use the

subscription plans promote a culture

to train for a more technical role. The online

state-of-the-art tools at their disposal

of learning, annual training needed by technicians for PlatinumTM recognition,

Intro Series courses can help your front-end

and who are current on the latest repair

employees better understand “shop talk”

techniques. A subscription plan that

which in turn supports your shop’s Gold

of technicians, which can help them better

supports a culture of learning for every

Class status, becomes integrated into the

communicate with customers and answer

employee is a must-have for the Ultimate

normal way you operate.

their questions. And don’t be surprised if

Collision Repair Shop.

the building, a subscription plan allows

Giving your workforce easy access to

Gold Class shops are listed in I-CAR’s

there’s an “extreme learner” on staff who

consumer shop locator website, Bodysho-

starts out with a goal to earn Platinum and

Go to I-CAR.com for more information and collision repair training resources.

32 | UCRS 2021

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TRAIN EVERYONE IN THE SHOP WITH A

TRAINING SUBSCRIPTION

PROVIDES TRAINING FOR THE WHOLE SHOP, REGARDLESS OF ROLE

INCLUDES UNLIMITED LIVE*, ONLINE AND VIRTUAL TRAINING

MAKES IT EASIER TO MANAGE AND BUDGET TRAINING EXPENSES WITH MONTHLY OR ANNUAL PAYMENT OPTIONS

EXCLUSIVE TO GOLD CLASS SHOPS

Visit www.I-CARTrainToGain. com/Subscription-Calculator to estimate costs for a subscription at your shop. ©2019 Inter-Industry Conference on Auto Collision Repair

UCRS_2021.indd 33

080119

CROSS -TRAIN AT NO ADDITIONAL COST TO REDUCE NEGATIVE IMPACTS FROM TURNOVER

*Applies to live & virtual classes posted through National Annual Scheduling.

9/22/21 3:31 PM

W E L D I N G

controls, which markedly speeds up efficiency inside the shop. The technician has the ability to pull the trigger of the welding gun and automatically identify the type of material and thickness. The CTR9 also has built-in quality control. It performs an upfront test to ensure the system is ready to go, acting as one more safety check. And the welder’s software is updatable, allowing adaptations to future changes or OEM requirements. The recent redesign of the welding gun has also made the welder

PREPARE FOR THE FUTURE OF WELDING

more ergonomic and easier on the techni-

KEEP UP WITH WELDING TECHNOLOGY AND STAY COMPETITIVE IN A CHANGING INDUSTRY

has to be pulsed. The newly reconfigured

cian, resulting in fewer work-related injuries.

For MIG welding, Car-O-Liner carries their CMI™300 Pulse. Anything you do with structural aluminum or high-strength steel CMI 300 puts a greater focus on the collision industry’s use of thinner material. The

LIKE THE REST OF THE WORLD, the ma-

quirements. OEMs have really stepped up

welder’s new visual control panel also makes

terials and technology within vehicles have

and are making sure everyone is following

it very easy to use.

drastically changed in the past few years.

OEM procedures and documentation.

HOW DOES CAR- O -LINER

To keep up with the evolving demands and increased OEM certifications, Car-O-Liner®

W H AT A R E E S S E N T I A L

HELP SHOPS MEET OEM

has optimized its welders. FenderBender sat

F E AT U R E S W I T H I N

R EQ U I R E M E NT S , R E PAI R

down with Jeff Coppes, service and techni-

WELDING EQUIPMENT

MORE VEHICLES, AND, IN

cal support welding systems at Car-O-Liner,

T H AT ’ S N E E D E D T O R E PA I R

THE END, EXPERIENCE

to discuss how welding technology has re-

T O D AY ’ S V E H I C L E S ?

INCREASED PROFITS?

cently changed and how updated tools can

Like I mentioned, ultra-strength steel is incred-

OEMs are now much more involved in ap-

help you keep up and grow your shop.

ibly sensitive to heat. If we don’t follow the

proving equipment. Some OEMs want to

same methodology of how the steel is made,

test the equipment and verify that it meets

H OW H AV E M A N U FAC T U R I N G

we can weaken the material, and turn it into

their requirements, while others look at

CHANGES AFFECTED

mild steel. That’s why we’ve seen the transition

specifications. Having a welder that meets

WELDING TECHNOLOGY

from single-phase welders to 3-phase weld-

an optimal number of program require-

IN THE LAST 5 YEARS?

ers. Higher currents can do the work without

ments, like those offered by Car-O-Liner,

One of the things that come to mind is the in-

damaging the surrounding metal, which al-

will be critical for shops to decrease cycle

creasing use of high-strength steel—a great-

lows technicians to work much quicker.

times and bring in more profit.

er percentage of a vehicle is now made up of

Because there are highly varying materi-

Training is also critical. The technique

higher strength or ultra-high-strength steel.

als out there, it’s important to have welders

for aluminum MIG welding is very different

There are also a lot more multi-material ve-

with fully automatic modes. This allows the

from what body techs are used to when

hicles. Where you’re seeing that advanced

welder to quickly identify the type of mate-

working with steel. Training gives techni-

high-strength steel, you’re also seeing some

rial and thickness and set the parameters

cians an understanding of the equipment

aluminum and carbon fiber. These new ma-

for the technician.

for optimal use and enables them to obtain

terials are very heat-sensitive, so we’ve had

the certifications they need.

to adjust the way we repair them—there’s

W H AT C A R - O - L I N E R

no longer bending, and beating and heating

W E L D E R S A N D F E AT U R E S

helping shop operators by providing upfront

it. We now also have to worry about cross-

M A K E T H E M S TA N D O U T T O

training and then helping them through the

contamination since aluminum and steel

SHOP OWNERS LOOKING

rest of the certification process.

don’t play well together.

T O S TAY C O M P E T I T I V E ?

Another big change has been OEM re-

The Car-O-Liner CTR™9 has fully automatic

Car-O-Liner distributors do a great job

To learn more about Car-O-Liner welders, visit car-o-liner.com.

34 | UCRS 2021

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CTR™ 9

APPROVED OEM PRODUCTS

HIGH AMPERAGE AND HIGH, TIP PRESSURE INTELLIGENCE

AUTOMATED WELDING, BROAD FLEXIBILITY DESIGNED TO POTIMIZE YOUR PERFORMANCE • • • • • • • •

Automatically establishes required settings Electrode tip force of 1,439 Lbf (640 daN Welding current up to 16,000 amps Double rotating c-tong handle Ergo-grip handle Lightweight transformer gun Telescopic support arm Exclusive led control panel

TELESCOPIC SUPPORT ARM LIGHTWEIGHT TRANSFORMER GUN

355° SWIVEL HANDLE & ERGO-GRIP

POWER UNIT WITH EASY-TO-USE CONTROL UNIT

www.car-o-liner.com 1-800 521 9696

UCRS_2021.indd 35

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W H E E L

A L I G N M E N T

WHY ALIGNMENTS? WHY NOT ALIGNMENTS? DO BODY SHOPS REALLY KNOW WHAT THEY’RE PASSING UP? COLLISION SHOPS CHOOSING to pass on alignment work have their reasons. We don’t have space. We do have space, but don’t want to give up the bay. We can’t spare the techs. Or the time.

Shops choosing not to sublet alignment work have their reasons, too. It’s

alignment sublet elsewhere will bring

usually one big one: profitability.

$10. That’s not profitable.

Hunter’s Hawkeye Elite® was specifically designed to perform alignments

Now that ADAS work is so intertwined

Not only is it not profitable, but shops

in existing space quickly, easily, and

with alignment, you can’t think of one

go out of their way for it to be not prof-

without a high degree of technician ex-

without the other. The decision to sublet

itable. Transport risk, towing reimburse-

pertise. How quick? Four adaptors are

or keep in-house has large financial

ment, quality control, and most critically,

attached to the wheels in a single trip

implications: Should I be giving these

extended cycle time are not things that

around the vehicle. Four precision cam-

opportunities away?

advance your business goals. If there’s

eras instantly provide measurements

To put it plainly, no.

something not worth it, it’s taking this

with pinpoint accuracy. Total elapsed

much trouble for so little return.

time: 70 seconds.

A L L DAY, E V E R Y DAY Numbers tell the tale.

And then there’s the elephant on the

CodeLink®, Hunter’s original integrated

shop floor. ADAS is taking over the auto-

scan tool, plays an important role as well.

Somewhere between 40 and 50 per-

motive world. Manufacturers now require

CodeLink® leads techs through the steer-

cent of vehicles coming into regular ser-

calibrations whenever a host of typical pro-

ing angle sensor reset, critical to ensuring

vice shops will need alignment work. For

cedures are performed, such as windshield

the safety systems know the direction the

vehicles coming into collision shops, that

replacement, suspension repair, changes in

vehicle is moving.

need will be even higher.

ride height and many more. In other words,

This reset is regarded as the last step

pretty much anything that brings vehicles

in the alignment process, but now it can

into a collision shop—especially collisions.

also be regarded as the first step in the

So if you look for alignment work, you’ll always find it. But you don’t have to look for it. You just have to open the door.

This matters, because ADAS calibra-

recalibration process. When it’s time

And that’s good news, because align-

tions begin with an alignment inspection.

to cross this bridge to ADAS, Hunter’s

ments are on the short list of the highest-

If the car isn’t going straight, then neither

ADASLink®

margin services you can perform. With

is the ADAS.

takes over and carefully guides techs

the right equipment, you can inspect and

And that really matters, because cali-

complete the work well under book time,

brations can run anywhere from $250 to

all day, every day, year after year.

possibly $1,000. Who said alignments aren’t worth it?

“ I T ’ S J U S T N O T WO R T H I T. ”

full-diagnostic

scan

tool

step by step through proper procedures for more than 25 million vehicles.

Today, alignment and ADAS are two sides of the same coin. When your shop makes the commitment to becom-

Sure, one might say, but given all the

T H E G AT E WAY

ing skilled at these profitable lines of

other things collision shops are engaged

Once you’ve decided to keep align-

work—instead of allowing others to do

in, are alignments really worth it? Again,

ment work in-house, it’s easy to become

so—Hunter Engineering has the equip-

the numbers. A $100 in-house alignment

skilled at performing it. The first step is

ment to help you every step of the way.

will bring $70. That’s profitable. A $110

investing in the right equipment.

To learn more, visit hunter.com.

36 | UCRS 2021

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Why sublet success?

Alignments lead to ADAS. ADAS leads to profit. We’ll show you how.

www.hunter.com/collision

UCRS_2021.indd 37

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ACCUDRAFT

a ccu d raf tpaintb ooth s .com

AUTEL

m axisys a d a s .com

CAR-O-LINER c a r- o - lin e r.com

GOLIATH CARTS goliathc a r t s .com

HUNTER ENGINEERING h u nte r.com

HUNTINGTON NATIONAL BANK h u ntington .com

I-CAR

i - c a r.com

KECO BODY REPAIR PRODUCTS kecota bs .com

PPG

e nviroba se.com

SATA/DAN-AM COMPANY d a n a m air.com; s ata u s a .com

SUN COLLISION su ncollision .com

US AUTOCURE u s a utocu re.com

38 | UCRS 2021

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SPECIAL PROMOTION

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