8 Training Tools: How to Grow Your Auto Salvage Yard Business
By Jonathan Kusowski
14 Unlocking the Power of Data?
EZ-Suite
16 Sponsored Content: Crushing Sales with New features S3 Software Solutions
18 Growing Your Small Business By Attracting More Customers
By Rob Rainwater
20 What You Need to Know About Transit Time, Pick-Up, and Delivery in LTL Shipping
By Tony Jenkins
22 What To Do When Your Advertising Source Says, “Goodbye!” By Mike French
26 ARA News
27 Regional News Contributors: Sandy Blalock, Mike French and Connie Schroeder
ARE CRITICAL MINERALS THE NEW WAR BONDS?
This statement, Are Critical Minerals the New War Bonds, might sound like an exaggeration, but is it?
Both the Trump and Biden Administrations have emphasized by Executive Order the importance of securing the domestic supply chain of critical minerals to national security and the economy.
In May 2018, Jeffery A. Green, then president of a bipartisan government relations firm in Washington, D.C., and a former U.S. Air Force commander, wrote in Defense News that “without access to such minerals, our precision-guided missiles will not hit their targets, our aircraft and submarines will sit unfinished in depots, and our war-fighters will be left without the equipment they need to complete their missions.”
Jim Sims, Vice President of External Affairs at NioCorp Developments Ltd., testified before the U.S. Senate Committee on Energy and Natural Resources that in the 1960s, what took 12 elements on the periodic table to create a computer chip now takes 60 elements. We need all of these and more of them.
The 2018 and expanded-2022 lists of critical minerals produced by the U.S. Geological Survey (USGS) and the Department of the Interior (DOI) contain 50 mineral commodities, including Platinum Group Metals (PGMs), which come from mining, recycling, or import.
The United States produces less than 10% of the global supply of most critical minerals, relying heavily on
imports for many essential resources. China dominates the production of rare earth elements, accounting for about 61% of the global output, and is also a major producer of other critical minerals, including graphite, lithium, and cobalt, contributing significantly to the worldwide supply. Russia is a key producer of PGMs, including palladium (around 40-45% of global production) and platinum (about 10-15%). Russia also produces significant amounts of aluminum, nickel, cobalt, titanium, and other critical minerals.
Platinum group metals (PGMs) are crucial in various military applications due to their unique properties. They are used in catalytic converters for military vehicles to reduce harmful emissions and meet environmental regulations. These metals are also essential in the production of high-performance electronics used in communication systems, radar,
and other advanced military equipment. Platinum, in particular, is a critical component in fuel cells, which are being explored for military applications due to their efficiency and reliability. Additionally, PGMs are used in various aerospace applications, including jet engines and other high-temperature environments, because of their durability and resistance to extreme conditions.
Mining from a few key countries account for two-thirds of the world’s global supply of PGMs. South Africa leads with approximately 70-75% of global production for platinum, followed by Russia with around 10-15%, and Zimbabwe with about 7-8%. In the case of palladium, Russia contributes roughly 40-45% of global production, South Africa provides approximately 35-40%, and Canada accounts for around 10-15%. Regarding rhodium, South Africa dominates with about 80-85% of the world’s production,
Becky Berube has served the recycling community for over thirty years. Based in Greenville, South Carolina as President of United Catalyst Corporation, she writes a monthly educational column for the industry, and serves on several ARA and ReMa committees. She is a newly appointed Advisor on the US Industry Trade Advisory Committee on Critical Minerals.
She was a recipient of a 2023 South Carolina Women in Business Award and is a mentor in the Women in PGMs program. Additionally, Becky serves as an At-Large Director of the ReMa Southeast Board, Co-Chair of the IPMI Preventing Auto Catalyst Theft Committee, and is on the Board of Directors of the International Precious Metals Institute (IPMI), where she is a past President.
while Russia and Zimbabwe contribute around 10% and 5-7%, respectively.
Recycling, mainly from spent automotive catalysts or scrap catalytic converters, accounts for one-third of the world’s supply of PGMs. The United States contributes a notable portion to the secondary supply of platinum group metals (PGMs) through recycling. Specifically, the U.S. contributes about 10-15% of the global recycled platinum supply, around 15-20% of the global recycled palladium supply, and approximately 10-15% of the global recycled rhodium supply. Recycling in the U.S. plays a crucial role in supplementing the primary supply of these metals, helping to meet demand.
Recycling of PGMs must increase to ensure a secure U.S. supply of these critical minerals. However, in the past two years post-COVID and post the price spike in 2020 – 2022, there has been a decrease in the secondary supply from scrap catalytic converters of 50 percent or more. At the recent Winter Meetings of the PGM Refining Committee of the International Precious Metals Institute, Jacob Smith, Senior PGM Analyst for Metals Focus a UK-based independent precious metals consultancy, along with various industry panelists, discussed six possible reasons for the sharp decrease in supply: Hoarding; Exports to foreign nations; Pipeline cleared out at higher PGM prices; Legislation impeding recycling; Wrong data on the amount of available supply; Unattractive prices.
Smith summarized the sentiment of the discussion as follows:
My main takeaway from the Winter IPMI was uncertainty – both in the autocatalyst scrap market and on a broader macroeconomic level. From our analyst’s perspective, these catalysts should be reaching the market but are not. Despite cars being driven longer and higher interest rates driving weaker car sales, de-registration figures indicate that vehicles are being taken off the road, yet they are not entering the refining pipeline. This is not a new issue. Hoarding amid low prices and exports to developing markets continue to be cited as key factors, yet the lack of improvement after three years is
Recycling of PGMs must increase to ensure a secure U.S. supply of these critical minerals. However, in the past two years post-COVID and post the price spike in 2020 – 2022, there has been a decrease in the secondary supply from scrap catalytic converters of 50 percent or more.
notable. A decade ago, vehicle production rose in low-single-digit percentages, while PGM loadings increased alongside tighter emissions regulations. Ultimately, this demand drove the market to a deficit and caused the exceptional prices in 2020–2022. The metal is out there and should be moving through the supply chain, yet it remains absent. On the macroeconomic side, President Trump has implemented sweeping changes quickly. Some policies favor PGMs, some are detrimental, and others have indirect effects. At this stage, it remains unclear whether the overall impact is positive or negative for PGMs, though the broader implications for the automotive sector will likely be the key driver.
Regarding the looming issue of “where are the converters that should be entering the recycling market.” The author and many of the panelists cited that the most common reason given by recyclers to processors, smelters, and refiners is unattractive PGM prices.
The spike in platinum group metals (PGMs) prices from 2020 to 2022 was indeed notable and can be considered an anomaly when compared to historical trends. During this period, prices for palladium and rhodium reached exceptionally high levels due to supply constraints and increased demand. Disruptions in mining operations, particularly in South Africa and Russia, reduced supply, exacerbated by logistical challenges and geopolitical tensions. There was a surge in demand for PGMs, especially for use in automotive catalytic converters to meet stricter emission standards. High prices motivated long-term holders to release metal and consumers to acquire excess metal to mitigate future risks. These price spikes were significantly higher
than the historical averages, making the 2020-2022 period an outlier in the context of PGM price trends.
In fact, in the past two years, while supply dipped, PGM prices experienced very little change. In 2023, the average price of platinum was approximately $965 per ounce, and it remains stable at around $965 per ounce in 2025, resulting in a 0.0% change. Palladium saw a significant decrease, dropping its price from about $1,307 per ounce in 2023 to approximately $970 per ounce in 2025, reflecting a -25.78% change. Rhodium experienced a slight increase, with its price rising from around $4,850 per ounce in 2023 to about $4,925 per ounce in 2025, resulting in a +1.55% change.
Of the three sources of PGMs critical to the U.S., mining, recycling, and importing, recycling is the key. The supply is ample if recyclers do their part to release the material into the market. Supply from recycling could more than double in the next 10 years. The cost of recycling is far less than mining. The carbon footprint is minimal. The level of vulnerability to foreign dependence, specifically on Russia and China, is reduced significantly. In June 2020, Mark Caffarey, President of Umicore USA, testified before the U.S. Senate Committee on Energy and Natural Resources that if the U.S. would fully recycle its automobiles, its appliances, and its electronics, it would become the Saudi Arabia of critical minerals and never look outside of its borders for these minerals. In this way, maybe critical minerals are the new war bonds for this generation. As secondary producers of PGMs and many other critical minerals, recyclers play a crucial role in creating a resilient U.S. supply chain and must do their part to support the cause. TB
TRAINING TOOLS
How to Grow Your AUTO SALVAGE YARD Business
The auto salvage industry is an ever-evolving market filled with opportunities for expansion and profitability. Whether you are a seasoned business owner or new to the industry, understanding the right strategies to grow your salvage yard is essential. By optimizing operations, increasing inventory turnover, and leveraging digital marketing, you can significantly enhance your business. Below are key strategies to grow your auto salvage yard business successfully.
1. Optimize Inventory Management
A well-managed inventory is the backbone of a successful auto salvage business. Consider implementing the following practices to optimize your inventory:
• Use an Inventory Management System: A digital inventory system can help track parts efficiently, reducing the risk of misplaced or unaccounted-for items.
• Categorize and Label Parts Properly: Clearly marking and organizing parts by category and condition can help workers and customers find them quickly.
• Invest in Fast-Moving Parts: Identify which parts sell quickly and maintain a steady supply to maximize revenue.
• Implement a Just-in-Time (JIT) System: Reduce overhead costs by only stocking what you need based on demand forecasts.
• Review inventory regularly: Regularly examine the entire inventory and remove outdated parts. Outdated or unsold parts occupy space that should be used for better-selling items.
2.
Enhance Operational Efficiency
Efficiency is key in managing costs and improving productivity. Streamline your processes with these methods:
• Train Employees: Well-trained staff can dismantle vehicles faster and more safely, improving part recovery rates.
• Invest in Quality Tools and Equipment: Having the right equipment, such as forklifts and vehicle lifts, can increase efficiency in dismantling and storage.
• Implement Standard Operating Procedures (SOPs): SOPs ensure consistency and reduce errors in dismantling, part storage, and customer service.
• Reduce Waste: Maximize the usage of every vehicle by selling scrap metal, fluids, and other recyclable materials.
• Clean Work Space: Maintaining a clean workspace can improve efficiency and reduce the risk of injury or lost time.
• Expanding Storage: If more storage is required, consider installing a new storage building with enhanced storage and organization.
3. Expand Your Customer Base
To grow your salvage yard, expanding your customer reach is vital. Consider these strategies:
Jonathan Kusowski is the owner of JAK Environmental LLC and currently services stormwater programs in Minnesota, Wisconsin, and Michigan. His work focuses on developing SWPPPs, SPCCs, meeting with regulators, and making sure all facilities maintain compliance. In addition, he also conducts ARA audits and works closely with Sue Schauls as part of the CAR program. He holds a bachelor’s and master’s degree in Environmental Engineering from Marquette University.
• Partner with Auto Repair Shops and Dealerships: Offer bulk discounts to mechanics, body shops, and dealerships that regularly purchase parts.
• Cater to Online Shoppers: List your inventory on online marketplaces such as eBay Motors, Car-Part.com, Facebook Marketplace, etc.
• Offer Discounts and Loyalty Programs: Provide incentives to repeat customers and bulk buyers to increase sales volume.
• Join a Trading Group: Peer groups are an excellent source for supplementary sales.
4. Invest in Digital Marketing and Online Sales
Digital marketing is essential for attracting new customers and increasing sales. Implement these strategies:
• Create or Improve a Website: Develop a user-friendly website with an updated inventory list, pricing, and contact details. If you have not redesigned your site in five years, it might be a good time to do so.
• Utilize Search Engine Optimization (SEO): Optimize your website with relevant keywords so customers can easily find you through Google searches.
• Leverage Social Media: Platforms like Facebook and Instagram can help you engage with customers and showcase your inventory. Identify team members to manage inventory upload and social media presence.
• Start an Email Marketing Campaign: To keep customers engaged, send regular newsletters with special offers, new inventory, and industry updates.
5. Improve Customer Service
Excellent customer service can set your business apart from competitors. Implement these practices:
• Respond Promptly to Inquiries: Quick responses to calls, emails, and online queries can improve customer satisfaction.
• Train Staff for Excellent Customer Interaction: A knowledgeable and friendly team can enhance the buying experience.
• Offer a Warranty or Return Policy: A fair return policy builds customer trust and encourages repeat business.
• Ask for Customer Reviews: Positive reviews on Google and social media enhance your reputation and attract more customers.
6. Explore Additional Revenue Streams
Diversifying your revenue sources can help sustain and grow your business. Consider these options:
• Sell Used Cars: If a vehicle is still in working condition, selling it as a whole
Develop a userfriendly website with an updated inventory list, pricing, and contact details. If you have not redesigned your site in five years, it might be a good time to do so.
• Recycle Scrap Metal: Sell leftover metal, aluminum, and copper from dismantled cars to metal recycling facilities.
• Provide Vehicle Repair Services: If you have mechanics on staff, offering repairs can bring in extra revenue.
7. Stay Compliant with Regulations
Ensuring compliance with environmental and industry regulations is crucial for avoiding legal issues. Take these steps:
• Obtain Proper Licenses and Permits: Check state and local laws to ensure your salvage yard is legally registered.
• Properly Dispose of Hazardous Materials: Follow environmental guidelines for disposing of oil, coolant, and other hazardous fluids.
may be more profitable than dismantling it.
• Offer Towing Services: Many customers need tow services when scrapping their vehicles. Providing this service can create an additional income stream.
• Maintain Accurate Records: To comply with regulations, keep detailed records of vehicle purchases, sales, and disposal.
• Promote Compliance: Highlight the facility’s environmental compliance and absence of issues.
• Become a Certified Automotive Recycler: Through the Automotive Recyclers Association, you can achieve environmental excellence certification (meet basic requirements for CAR) and then level up to recall certification (sell airbags on eBay), high-voltage vehicle certification, and Gold Seal customer service certification. (If you need help, you can call or email me!)
8. Foster Business Relationships and Networking
Building strong industry connections can open new opportunities for your business. Consider these networking strategies:
• Join Industry Associations: Organizations like the Automotive Recyclers Association (ARA) and United Recyclers Group (URG) provide valuable resources and networking opportunities.
• Attend Trade Shows and Conferences: These events help you learn industry
trends and connect with potential suppliers and customers.
• Partner with Local Businesses: Expand your reach by collaborating with towing companies, mechanics, and insurance agencies.
9. Monitor Business Performance and Adapt
Regularly tracking performance helps identify growth opportunities and areas for improvement. Consider these approaches:
• Analyze Sales Data: Determine which parts sell best and adjust inventory accordingly.
• Review Financial Statements: Keep a close eye on profit margins, expenses, and revenue trends.
• Solicit Customer Feedback: Understand customer needs and preferences to improve service.
• Adapt to Market Trends: Stay informed about changes in the auto
industry, such as electric vehicle (EV) dismantling and demand shifts.
Conclusion
Growing your auto salvage yard business requires strategic inventory management, operational efficiency, marketing, customer service, and compliance with regulations.
You can increase profitability and establish a strong market presence by leveraging digital marketing, expanding your customer base, and optimizing business operations. Stay adaptable, invest in modern technology, and continually improve your processes to stay ahead in this competitive industry. Your salvage yard can experience sustainable growth and long-term success with dedication and the right strategies.
For more information or questions, feel free to contact Jonathan Kusowski of JAK Environmental, JAKEnvironmental@ gmail.com. TB
Unlocking the Power of Data
How EZ-Suite and SmartCycle Are Revolutionizing Automotive Recycling
With EZ-Suite’s recent acquisition of SmartCycle, automotive recyclers are eager to discover what enhancements and innovations await their existing systems. The good news: EZ-Suite is getting even better.
SmartCycle, tailored specifically for the automotive recycling industry, addresses one of recyclers’ most significant challenges – fragmented and overwhelming data. SmartCycle organizes and visualizes complex business data clearly and intuitively. This integration empowers recyclers with actionable insights: driving growth, efficiency, and profitability.
Why Data Matters More Than Ever
In today’s competitive automotive recycling industry, the ability to measure and act on Key Performance Indicators (KPIs) isn’t just advantageous – it’s essential. However, many recyclers continue relying on manual, errorprone methods like Excel spreadsheets, making it challenging to obtain accurate, real-time insights into business performance.
“You don’t want to wait until monthend to know how your business is performing,” explains Alex Bechstein, Director of Operations at EZ-Suite. “You need insights in real-time – daily or weekly – to understand if you’re meeting your goals. Smart data collection is the evolution our industry needs.”
Connecting the Dots for Smarter Decisions
SmartCycle, now part of EZ-Suite, seamlessly consolidates multiple data streams – including buying, inventory, sales, quality control, and logistics –into a single, user-friendly platform. This robust integration delivers a holistic view of business operations, empowering recyclers to move beyond guesswork and make informed, strategic decisions.
Bechstein emphasizes, “With integrated data, recyclers can quickly identify problems, confirm alignment with industry benchmarks, and avoid costly overcorrections.”
Benchmarking to Drive Performance
EZ-Suite serves a large network of users, including peer trade groups, enabling recyclers to leverage benchmark data effectively. Recyclers can effortlessly benchmark key performance indicators, like return rates, against industry standards, enabling strategic refinements year-round.
“For instance,” notes Bechstein, “a low return rate is generally good, but too low could indicate missed sales opportunities. You really want to keep an eye on these types of metrics.”
Additionally, EZ-QC users gain unprecedented access to performance analytics – like parts per performance and salesperson responsiveness – further enhancing their competitive edge.
Actionable Dashboards for Everyone
EZ-Suite believes that data-driven decisions should be accessible at every organizational level, from owners and managers to shop floor employees. The platform’s customizable dashboards offer clear, straightforward insights designed for easy comprehension and immediate action.
“Actionable data shouldn’t be exclusive,” says Bechstein. “Our dashboards empower everyone in the yard to understand the business better and contribute meaningfully to its success.”
Flexible Solutions Tailored to Your Needs
EZ-Suite offers numerous software solutions outside of reporting. Their modular design ensures recyclers pay only for the tools they need. Whether utilizing EZ-Route for logistics management
EZ-Suite positions recyclers to thrive in this data-centric future, continually enhancing software and apps to streamline tasks and improve operational efficiency.
or EZ-QC for quality control, recyclers can select and combine tools without being locked into inflexible packages. This approach allows businesses of all sizes and focuses to implement solutions tailored specifically to their operational requirements and budget.
The EZ-Suite team collaborates closely with customers, continuously refining its products to suit evolving needs, and offers reliable support to guarantee smooth operations.
Future-Proof Your Business
The automotive recycling industry’s future hinges on data-driven operations and seamless integration. “Retail giants like Amazon and Walmart set the standard for supplier data integration and transparency,” notes Bechstein. “It’s inevitable that automotive recycling will follow this path.” Increasingly, insurers and major buyers expect reliable, transparent data from their suppliers.
EZ-Suite positions recyclers to thrive in this data-centric future, continually enhancing software and apps to streamline tasks and improve operational efficiency. As industry consolidation accelerates, the ability to integrate seamlessly with partners will be a significant competitive advantage.
In short, data forms the foundation of consistent, informed, and strategic decision-making. Automotive recyclers can now transcend manual reporting and fragmented insights, confidently embracing a data-rich future. The transition isn’t merely technological –it’s transformational.
The future belongs to data-driven recyclers. TB
LEARN MORE AT WWW.EZ-SUITE.COM
OCRUSHING SALES with NEW FEATURES
nly CRUSH™ will incorporate your truck scale, provide interchange info, track commodities, interface your inventory with your point of sale and automate NMVTIS submissions. All the essential pieces are integrated, start to finish. But wait, there’s more! We have made key improvements to add amazing capabilities to your managing your self-service business. Here is an overview!
CRUSH™ U-Pull-It Software Just Got Better ...
CRUSH™ is the complete yard management software for self-serve auto recycling yards that allows you to buy cars, manage vehicle inventory, and efficiently sell auto parts. Working as your POINT OF SALE, the easy-to-use menus enable cashiers to quickly identify, locate and accurately charge for all parts, minimizing losses due to operator error, and incorporates gift cards, flexible payment methods, parts warranty and environmental fees, and interfaces with cash dispenser payment of cores, refunds and cars without the need of a cashier.
Tracking your business data, the PERFORMANCE REPORTING offers a wide selection of customizable reports you can use to maximize performance. You can easily schedule reports to be automatically sent via email; pull reports in a variety of formats such as Excel, PDF and Word; and
customize reports by day, week, month, or year. Added value reporting includes tracking cashier success, understanding customer’s most favorite vehicles, compare month sales and track your cashier incentive program.
These capabilities are your front line of success! But we’ve added some back end capabilities that will enhance your ability to run efficiently and effectively.
NEW – BUYING TOOL: Eliminate the guesswork on purchasing! Our improvement allows you to buy vehicles more effectively with little room for employee error while using your own buying metrics to enhance the close rate at a desirable price. The system is cloud-based and directly connected to your CRUSH™ database. It equips your staff with the tools they need to make informed vehicle buying decisions, plus you can dispatch tow drivers with vehicle details and embed Google Maps Navigation to assist drivers in locating vehicles.
Furthermore, you pay competitive prices for vehicles based in your area, with the purchasing power to buy the vehicles your customers want.
NEW – ONLINE INTERCHANGE: Be sure to get the sale –entice your customers with the interchange online that allows
HEADQUARTERS: 801-355-3388
SALES & EQUIPMENT: 801-355-3388 / 801-913-5440
EMAIL BILL SHORT: bill@s3softwaresolutions.com
OUR STORY IS TRIED AND TRUE.
for your clients to locate all the vehicles in your yard with a list of interchangeable parts. This tool alone can make a significant impact on your bottom line! It is available for both desktop and web applications.
NEW – VEHICLE PHOTOS ON THE WEB: Easily add pictures of your inventory to your website to entice clients to the yard, and to the right vehicle(s).
NEW – CREDIT CARD SURCHARGE: We have added fully a integrated surcharge for all credit card transactions that is a percentage-based charge automatically added to the invoice.
GET YOUR WEBSITE WORKING FOR YOU 24/7: Display your inventory and other yard information on your website. CRUSH™ software automatically updates your website with inventory, new arrivals, cars for sale, part price list, weekly specials, and interchange. You won’t need to rely on sales personnel because your website will do the work for you!
Finally, the CRUSH™ support team is there for you with REMOTE CRUSH. This enables a Crush Support Team Member to access your computer using a unique 8-digit code, which only you can provide to them.
Are you ready to maximize your potential? Call us today! TB
• Since 2010, CRUSH™ has grown to become a major player in the self-service industry, helping auto recyclers streamline their processes and simplify paperwork.
• CRUSH™ is a complete yard management system for self-service auto recyclers. With CRUSH, you can easily buy cars, manage vehicle inventory, efficiently sell parts and track important metrics. It offers a variety of reports and customizable search features to help your business better track cash flow, inventory turn-over, sales performance, top parts sold, and so much more.
• CRUSH™ can also be integrated with a truck scale to purchase vehicles by weight, and offers options to pay a bid price or tonnage price for vehicles. It includes an optional Hollander Interchange module that will show interchange notes, along with a list of potential vehicle matches in your yard, without an extra step to look up what is available from the notes.
Commodities like car bodies, cores, catalytic converters, etc. can be tracked through CRUSH as well. Bills of Lading can be created, and payments generated directly from CRUSH, simplifying your paperwork.
• CRUSH™ can also submit vehicle data to NMVTIS for you when vehicles are purchased, sold or crushed, eliminating the extra work and reducing the cost of manual submissions.
• CRUSH™ also has an optional scanner available that can be used to move vehicles in the yard, track vehicle processing, and crush vehicles as well.
• CRUSH™ can be customized to meet your business needs and store policies and we are always working to create new features and reports that are useful to our clients. We are a small, dedicated team and we work hard to provide responsive support, suggested improvements, and overall customer satisfaction.
GROWING YOUR SMALL BUSINESS
By Attracting More Customers
Attracting more customers is the lifeblood of any small business. Whether you’re a startup or an established company looking to expand, bringing in new customers is crucial for long-term success. The challenge is standing out in a crowded marketplace while maintaining strong relationships with existing customers. Here’s a comprehensive guide to growing your small business by attracting more customers.
1. Develop a Strong Brand Identity
Your brand is more than just a logo; it’s the message, values, and experience that your business offers. A strong brand identity helps customers recognize and trust your business.
• Create a Unique Value Proposition (UVP): Clearly communicate what sets your business apart from others.
• Consistent Branding: Use the same colors, fonts, and tone across all marketing materials and online platforms.
• Engage in Storytelling: Share your business’s story to create a connection with potential customers.
2. Optimize Your Online Presence
• Post Engaging Content: Share product updates, behind-the-scenes stories, customer testimonials, and promotions.
• Use Paid Advertising: Platforms like Facebook and Instagram allow targeted ads based on demographics, interests, and location.
• Engage with Followers: Respond to comments, messages, and reviews to build relationships and trust.
IF YOU WANT QUICK RESULTS, INVESTING IN PAID ADVERTISING CAN DRIVE MORE TRAFFIC AND CUSTOMERS TO YOUR BUSINESS.
In today’s digital world, having a strong online presence is essential to attracting more customers.
• Build a Professional Website: Ensure your website is userfriendly, mobile-optimized, and includes key information like services, contact details, and customer testimonials.
• Improve SEO (Search Engine Optimization): Optimize your website with relevant keywords to rank higher on search engines like Google.
• Claim Your Google My Business Listing: This helps customers find you through local searches and provides key business details.
3. Leverage Social Media Marketing
Social media (Facebook, Instagram, LinkedIn, TikTok) offers powerful ways to connect with potential customers.
4. Offer Promotions and Discounts
Everyone loves a good deal, and limitedtime promotions can entice new customers to try your business.
• First-Time Customer Discounts: Offer a percentage off or a free sample to encourage trial.
• Referral Programs: Reward existing customers for referring friends and family.
• Bundle Deals: Encourage customers to buy more by offering discounts on bundled products or services.
5. Network and Build Partnerships
Building relationships within your community and industry can open doors to new customer opportunities.
• Attend Local Events and Trade Shows: These provide great opportunities to showcase your business to meet new customers.
• Collaborate with Other Businesses: Partner with complementary businesses for cross-promotions.
• Join Industry Groups and Associations: Networking can lead to referrals and valuable connections.
6. Improve Customer Service
Outstanding customer service retains existing customers and attracts new ones through word-of-mouth.
• Respond Quickly to Inquiries: Whether online or in-person, timely responses show professionalism and commitment.
• Personalize the Experience: Address customers by name and tailor recommendations to their needs.
• Encourage Reviews and Testimonials: Positive reviews build trust and influence potential customers.
7. Utilize Email Marketing
Email marketing is an effective way to nurture leads and convert them into loyal customers.
• Build an Email List: Collect emails through website sign-ups, social media, and in-store interactions.
• Send Valuable Content: Share newsletters, promotions, and useful information related to your industry.
• Use Automated Campaigns: Send follow-ups, abandoned cart reminders, and unique birthday discounts.
8. Invest in Paid Advertising
If you want quick results, investing in paid advertising can drive more traffic and customers to your business.
• Google Ads: Appear at the top of search results when customers look for related products or services.
• Facebook and Instagram Ads: Target specific demographics with engaging visual content.
• Retargeting Ads: Show ads to visitors who have interacted with your business but haven’t purchased.
9. Provide Exceptional Value
Ultimately, customers choose businesses that offer value. Focus on delivering quality products, services, and experiences.
• Educate Your Customers: Offer free resources like blogs, tutorials, and how-to guides.
• Go the Extra Mile: Small gestures like personalized thank-you notes can create a lasting impression.
• Innovate Constantly: Keep improving your products or services to meet customer needs.
10. Monitor and Adjust Strategies
To attract more customers, you must analyze what’s working and adjust accordingly.
• Track Key Metrics: Use analytics tools to monitor website traffic, social media engagement, and sales conversions.
• Ask for Customer Feedback: Regularly survey customers to understand their needs and preferences.
• Adapt to Market Trends: Stay informed about industry changes and adjust your strategies accordingly.
Build a Thriving Business
Attracting more customers requires a mix of branding, marketing, networking, and customer service efforts. By optimizing your online presence, leveraging social media, offering promotions, and providing exceptional service, you can expand your customer base and grow your small business. Continuously track your progress and be willing to adapt your strategies to stay ahead in an ever-changing market. With consistency and creativity, your business can thrive and attract more loyal customers over time. TB
WHAT YOU NEED TO KNOW ABOUT TRANSIT TIME, PICK-UP, AND DELIVERY IN LTL SHIPPING
If you don’t ship LTL (Less-than-Truckload) freight often, understanding how transit times, pick-ups, and delivery scheduling work can be tricky. Brokers, carriers, and 3PLs can help, but if you decide to handle it yourself – or even if you use these resources – it’s good to understand how timing works in LTL shipping. This way, you can set realistic customer expectations and avoid surprises.
Here’s a breakdown of the essentials, plus a few tips we’ve learned along the way:
1. Transit Time (TT)
• What It Is: Transit time is the estimated time your shipment is actually on the road. It doesn’t include the day of pick-up or delivery, so always add two extra days to your estimate.
• Important to Know: TT is an estimate, not a guarantee. Be sure to communicate this to your customers to avoid misunderstandings. While there are guaranteed options, they’re often more expensive, and if a guaranteed delivery is missed, carriers will only refund the extra guarantee charge.
• Helpful Tip: Different carriers vary in reliability. Some stick to their TT estimates closely, while others can be way off. Staying in touch with your carrier and keeping your customer updated can help manage any issues and reduce stress if there are delays.
2. Pick-Up Date and Time (PU)
• What It Is: You’ll provide a pick-up date and a 2-3 hour window for each shipment, available Monday through Friday. But, like transit times, these pick-ups are not guaranteed.
• What to Do If Missed: If a carrier misses the scheduled pick-up, you should call them to confirm that your shipment has been rescheduled and to get a new pick-up confirmation.
• Common Delays: Sometimes, pick-ups are missed because
Adding services like liftgate, residential, or inside delivery can delay the process since carriers may need more time to arrange these services.
the truck is full, there’s a routing issue or even unexpected problems like equipment breakdowns. LTL is a complex system, and missed pick-ups happen more often than we’d like. The best approach is to stay flexible and follow up with the carrier.
3. Delivery Date and Time
• What It Is: Delivery dates are scheduled at the carrier’s discretion unless you pay for a guaranteed service. Adding services like liftgate, residential, or inside delivery can delay the process since carriers may need more time to arrange these services.
• Tip for Success: As with pick-ups, deliveries don’t always go as planned. Setting the expectation with your customer that delivery times are flexible (unless guaranteed) can prevent frustrations.
Tony Jenkins grew up in the salvage business (Birmingham Auto Parks, Birmingham, MO) and his family still owns a salvage yard in Kansas City. After spending 25 years in corporate America, in 2020 Jenkins started InXpress 308. Today, the majority of the business for InXpress 308 is with salvage dealers and other related industries. InXpress 308 is the only place where you can ship blinker fluid, flux capacitors, and muffler bearings for free. To learn more about Jenkins and his background, visit https://www.linkedin.com/in/asjenkins.
4. Rebills: The Extra Charges You Need to Know About
• What They Are: A rebill is any additional charge beyond your initial quote. They often occur when extra services are required during pick-up or delivery or if shipment information is incorrect.
• Common Causes: About 40-50% of LTL shipments end up with a rebill, often due to missing or incorrect information on the Bill of Lading (BOL). To avoid rebills, make sure your BOL has accurate weights, dimensions, NMFC class, pick-up/ delivery addresses, billing info, and details like “no liftgate needed” or “deliver in back.”
• Handling Disputes: If you feel a rebill charge is incorrect, you can dispute it with the carrier. But remember, you’ll usually have to pay the bill first to avoid shipment delays, then work with the trucking carrier on a possible refund.
Final Note
In future updates, I’ll discuss other factors – like tariffs and accessorials – that could impact your shipping costs. These additional charges can add up, so knowing what to expect can help you save money and keep your shipping operations smooth. TB
What To Do When Your Advertising Source Says, “GOODBYE!”
Iwas taken aback, just as many of you likely were, upon receiving the final edition of the Power Source publication at the close of 2024, emblazoned with the bold headline, “Goodbye!” With that, they announced their closure, stating that their publication would no longer land in our mailboxes. After years of reliably delivering recyclers’ and vendors’ messages directly to the automotive recycling industry each month, that chapter has ended.
In hindsight, I should have anticipated this – I had noticed that the page count had dwindled recently. I’m genuinely saddened to see them go. My heartfelt best wishes go out to Chris Kabele, his incredible staff, and his family as they embark on new journeys. They will be deeply missed. It reminds me of how I felt when the Locator Magazine ended after so many years – such sadness!
So, now what? How will this loss impact those monthly advertisers who have relied solely on them to promote their products and services? They may
suffer greatly! When a business that advertises monthly suddenly stops, it appears to have gone out of business and soon vanishes from the minds of consumers. Competitors can then swoop in and take advantage of the opportunity.
Research
consistently shows that companies that stop advertising during challenging times – such as recessions and economic downturns often experience setbacks. Conversely, companies that continue
or even increase their advertising during these challenging times typically secure the lion’s market share. I believe the same negative impact will befall companies regularly featured in Power Source but will no longer be seen – unless they find an alternative way to remain visible monthly.
The Solution
My answer would be self-serving if I still owned an industry publication, but I do not. It is based solely on my knowledge as a past marketing expert for the automotive recycling industry covering nearly 40 years and as the author of two how-to books on advertising within the automotive recycling industry. My answer is just advertising common sense.
What To Do
Continue to be seen every month! Let’s seize the opportunity to leverage other available advertising resources that offer similar reach. How do you do that? You can continue to promote your business every month by utilizing two industry magazines simultaneously: Automotive Recycling™ Magazine and Automotive Recycling ToolBox Edition.
Research consistently shows that companies that stop advertising during challenging times – such as recessions and economic downturns – often experience setbacks.
Both publications print six issues a year, perfectly complementing each other to cover all twelve months. By placing ads in both magazines throughout the entire year, you will maintain your consistent presence in the industry every month without interruptions! And the overall combined price is pretty much the same as what you spent previously on only one publication.
Their Distribution Reach
Automotive Recycling : This magazine is mailed directly to ARA members – the influential decision-makers within the industry. It serves as a crucial platform for targeting strategic decision-makers within the industry. It is full of articles on strategy, best practices and more!
Automotive Recycling ToolBox : This magazine reaches auto recyclers of all sizes across the USA and Canada, from small operations to large consolidators, and goes beyond the ARA. It provides a valuable opportunity to connect with everyone in the industry and to expand your business to new up-and-coming start-ups as well as to reinforce your company into well-established ones.
Both publications have extended reach with tons of online articles on https://autorecyclingnow.com. Automotive Recycling ToolBox magazine PDFs are available to everyone, and Automotive Recycling magazine PDFs are available to ARA Members when they log into the website. (ARA Members: Do you need a login for autorecyclingnow.com? Email caryn@a-r-a.org.)
A Win-Win-Win Scenario
Yes, you read right, it’s three wins! By advertising in these two industry magazines, you benefit in three key ways:
• Win #1: You maintain uninterrupted monthly visibility in the industry, ensuring your customers and prospects continue to remember you.
• Win #2: By diversifying your advertising efforts, you mitigate the impact of the Power Source’s closure and position your business for future growth and success.
• Win #3: You support the automotive recycling industry by helping to keep the publications that serve them operational, robust, and thriving while giving vital information to the industry.
Therefore, embrace this opportunity and turn this challenge into a pathway for continued visibility and success! TB
Auto Recyclers on Capitol Hill
By Vince Edivan, ARA Executive Director
In 2024, ARA returned to Washington, D.C. after a 5-year hiatus brought on by COVID. We had a great program, but as expected, after such a long time away, it was a challenge to draw the kind of attendance we were used to prior to 2019. In December, when the congressional calendar was released, Slater Shroyer (Government Affairs Committee Chair), Emil Nusbaum, and I immediately went to work. Trying to first align the calendars to select a date and then begin developing an agenda and marketing strategy that would draw the most attendees possible. Slater and Emil made no secret of their charge to me, “Make it successful.”
I’m happy to report that our 2025 Hill Days was a resounding success. We more than doubled our attendance and were able to hold over 80 meetings on Capitol Hill. The training, and networking were top notch.
“I wasn’t sure what to expect but the briefings and support materials set us up for success at our meetings. We made excellent connections, and I believe our representatives and their staffers have a better understanding of the concerns and issues facing auto recyclers,” said Melissa Robbins who attended with her husband David Wilusz from Allied Auto Wrecking in Wear, NH.
Thank you to everyone at the ARA headquarters who worked hard to make this event great! TB
Auto Recycler’s West News
Fair Auto & Truck Parts –A Legacy of Dedication and Service in Auto Recycling
BY SANDY BLALOCK
As the sun sets on an era of integrity, innovation, and community spirit, the automotive recycling industry bids a fond farewell to two of its most respected figures, Mitch and Roger Mitchell. With the closure of Fair Auto & Truck Parts in September 2024, the Mitchell family concluded a remarkable 45-year journey that shaped a successful business and helped elevate the standards of an entire profession.
A Family Legacy Built on Hard Work and Vision
Mitch and Roger’s story began in 1979 when they purchased Fair Auto Wrecking. The business was founded in 1958 and was already well-rooted in the community. Under the Mitchells’ stewardship, it flourished. From the start, they took a strategic and complementary approach, with Roger managing operations and Mitch focusing on sales and customer relationships. Together, they transformed Fair Auto into a trusted destination for quality parts and service, known for its honesty, efficiency, and personal touch.
In 2000, they officially renamed the business Fair Auto & Truck Parts, reflecting the evolution and growth they had fostered over two decades. Their facility modernized in 1985 with a 5,000-square-foot warehouse and a two-story racking system and became a hub for everyday auto parts and a sought-after source for restoration parts, especially for Camaro and Firebird models.
Leaders in the Industry and the Community
This personal commitment fostered a loyal customer base and a tight-knit work environment. Many employees stayed for decades, a testament to the positive culture the Mitchells cultivated.
Beyond their business, Mitch and Roger were active community members. They sponsored youth sports teams, supported local events, and always found ways to give back. They also played a pivotal role in advancing the auto recycling industry within Colorado.
Shortly after acquiring the business, they joined the Colorado Auto & Truck Wreckers Association (C.A.T.W.A.), which would later become the Colorado Automotive Recyclers (C.A.R.). Both served on the board over the years, and Mitch notably held the position
of President from 2010 to 2011. Their leadership helped shape industry standards and advocate for sustainable practices.
Innovation, Adaptation, and Excellence
The Mitchells were never content with the status quo. They understood early on that success meant staying ahead of the curve. Their decision to modernize their facility in 1985 was a game-changer, enabling more efficient operations and an expanded inventory. Their entry into the restoration parts market set them apart, broadening their reach and establishing Fair Auto & Truck Parts as more than just a salvage yard – it became a destination for enthusiasts and professionals alike.
A strong sense of responsibility always matched their knack for innovation. They weren’t just running a business – they were stewards of a profession they loved.
A Bittersweet Farewell
In 2024, after 45 years of tireless service, Mitch and Roger made the difficult decision to retire and close the business. It was a choice born not out of necessity but of a readiness moment to step back, reflect, and embrace the next chapter of life. While the doors of Fair Auto & Truck Parts have closed, the relationships, lessons, and values they cultivated will remain.
Reflecting on their journey, Mitch and Roger shared: “Along the way through the years, we have made some great business relationships and friendships – we will miss that.”
On behalf of the entire automotive recycling community, we extend our heartfelt thanks to Mitch and Roger Mitchell. Your legacy is one of excellence, humility, and heart. You’ve shown what it means to lead with integrity, innovate with purpose, and build a business that stands the test of time – not just because of what it does but because of how it makes people feel.
We wish both of you a retirement filled with joy, relaxation, and time with loved ones. You’ve earned it a thousand times over.
Cheers to Mitch and Roger Mitchell – your legacy will forever be part of the road we travel. TB
What made Mitch and Roger stand out wasn’t just their business acumen and character. They viewed customer service not as a task but as a relationship. They believed in solving problems, finding hard-to-source parts, and keeping vehicles – and businesses – on the road.
Could a Child’s Tricycle Stand This Test?!
BY MIKE FRENCH, WITH INPUT FROM CONNIE SCHROEDER
The air was electric with anticipation! Would the tricycle withstand the weight of this giant man? Read to the end!
GMARE 2025 - A Historic Collaboration
As the chaplain for the automotive recycling industry, I have the privilege of attending recycler events across the nation. Each gathering is a unique adventure, showcasing its own distinct flavor, whether it’s a national event or smaller multi- or single-state event.
I can often sense the spirit of a conference the moment I arrive. The Greater Midwest Automotive Recyclers Exposition (GMARE) held at the newly renovated Embassy Suites in Lincoln, NE, was particularly special. It marked a historic milestone as the Iowa Automotive Recyclers Association (Sue Schauls) joined forces with Nebraska’s association (Connie Schroeder) for the first time since 2009. The buzz was positive and strong, attendance soared, and excitement filled the air.
Bring Your Own Recycler
With the theme “Bring Your Own Recycler,” the event kicked off with an dynamic keynote address by Shannon Nordstrom from Nordstrom’s Automotive, and a member of the Automotive Recyclers Association (ARA) executive committee. Led in on a leash, he humorously demonstrated the theme, delivering insights that set an inspiring tone for the weekend. Following the keynote, the afternoon featured a series of educational sessions aimed at sharing industry knowledge, best practices, and innovative strategies with attendees.
The day came to a close with the annual banquet and auction, a highlight of the event. Doug Day from Day’s Auction Realty hosted the auction, bringing an entertaining flair to the evening while helping us raise significant funds for scholarships. This year’s auction was not only enjoyable but also contributed to supporting the next generation of professionals in the automotive recycling industry.
Auto Recycler’s MidWest News
Mike on a Trike: Man vs. Machine.
Throughout the weekend, attendees were treated to a treasure trove of learning opportunities, with engaging educational sessions by presenters like Theresa Colbert (Car-Part.com), Amanda Urban (Hollander), Kristin Alexander (URG), Sue Schauls (I Care Program), and Elizabeth Wallace (VET), designed to share industry knowledge, best practices, and innovative strategies.
The event was a resounding success, featuring 25 exhibitors and drawing over 130 attendees. The setting offering both comfort and ample room for networking. Participants had the chance to connect with industry leaders, exchange ideas, and foster new relationships that will benefit them long after the event concluded.
GMARE 2025 in One Sentence
Summing up GMARE in one sentence, it would be: “GMARE was a celebration of friendly recyclers enthusiastically empowering one another in transformative ways.”
As I captured countless moments through my camera lens, I witnessed an outpouring of smiles and camaraderie. Attendees eagerly exchanged valuable ideas in small groups throughout the hallways, at mealtime tables, and during breaks. The presentations from industry leaders were a goldmine of insights, complete with outlines, photos, and anecdotes that illuminated the path to success for recyclers.
Who Won? The Trike or Mike?
At the Friday evening banquet and auction networking opportunity, among the donated items was a charming little tricycle. In a moment of spontaneity, Mike Swift, ARA past president, showed off his sense of humor, hopped on the tricycle, and pedaled away, proving that it could indeed hold his weight! The laughter and joy encapsulated the spirit of GMARE – a gathering of passionate individuals ready to take their recycling ventures to new heights! TB
BY RECYCLERS
FOR RECYCLERS
IMPORTANT: RENEW YOUR SUBSCRIPTION AT https://autorecyclingnow.com/toolbox/subscribe THIS IS REQUIRED TO CONTINUE RECEIVING THE TOOLBOX!
TOOLBOX® MISSION
The Automotive Recycling ToolBox™ Edition delivers peer-to-peer articles with information that you would get while networking at industry events and trade shows. Our mission is to be current, educational and inspirational. We bring you:
• Educational and instructional “how-to” articles written by fellow recyclers, top industry professionals, leaders & trade show speakers.
• Information from providers of industry-related products and service you typically find at industry events and trade shows.
PUBLISHED 6 TIMES A YEAR AutoRecyclingNow.com/Toolbox
AUTOMOTIVE RECYCLERS ASSOCIATION OFFICERS
YOUR TOOLBOX TEAM
Published by Driven By Design LLC
EDITOR
Caryn Smith, Toolbox@a-r-a.org
ART DIRECTOR
Caryn Smith
ADVERTISING SALES
Jay Mason, ToolboxAds@a-r-a.org
ARA OPERATIONS
EXECUTIVE DIRECTOR
Vince Edivan
Automotive Recyclers Association
Vince@a-r-a.org
SENIOR DIRECTOR OF ASSOCIATE OPERATIONS
Jessica Andrews, Jessica@a-r-a.org
SENIOR DIRECTOR OF MEMBER SERVICES
Kelly Badillo, Kelly@a-r-a.org
VICE PRESIDENT OF STRATEGY AND GOVERNMENT AND REGULATORY AFFAIRS
Emil Nusbaum, Emil@a-r-a.org
CERTIFICATION CONSULTANT
Sue Schauls, Sue@a-r-a.org (319) 290-7843
PRESIDENT Eric Wilbert Wilbert’s U-Pull-It, LLC Williamson, NY eric.wilbert@wilberts.com
1ST VICE PRESIDENT Shannon Nordstrom Nordstrom’s Automotive, Inc. Garretson, SD shannon@nordstromsauto.com
2ND VICE PRESIDENT/TREASURER Sean Krause Speedway Auto Parts, Ltd. Joliet, IL sean.krause@speedwayap.com
SECRETARY Tom Andrade Everett’s Auto Parts Brockton, MA tandrade@everettsautoparts.com
IMMEDIATE PAST PRESIDENT Nick Daurio Daurio Auto Truck Pueblo, CO nick@daurioauto.com
ARA CONTACT INFORMATION
ARA Headquarters Manassas, VA (571) 208-0428 staff@a-r-a.org www.a-r-a.org
To reach readers with print & digital advertising, email ToolboxAds@a-r-a.org
For editorial contributions, e-mail Toolbox@a-r-a.org or call (239) 225-6137
