Automotive Recycling Toolbox Edition, Issue 2 • 2024

TM

TM

Issue 2 • 2024

Stocked UP Your Setting Up s Busines s for Sale

Mailed FREE to the top contact person at automotive recycling companies in the USA & Canada

TOLLING

vs. Hoarding ECAR Fact Sheet

TECHNOLOGY

in Industry Needs

February/March 2024

CONTENTS

Edition

4

Tolling vs. Hoarding Your Converters

By Joelle Boivin TRAINING TOOLS 8 Keep It Simple

By Mike Kunkel 10 Feeding the Machine: Inventory Management

By Marty Hollingshead

12 ECAR Fact Sheet & Labor Law Workplace Posters

By Sue Schauls 14 Auto Recyclers & Family

By Steve Fletcher 16 Old Tricks, New Dog

By Jake Nawrocki

20

18 Free Reese’s For You

By D.J. Harrington 20 Utilizing Technology in Responding to Industry Needs

By Troy Webber 22 AI Is at Your Door

By Mike French 24 Promising Futures

By Kelly Badillo 30 Women of the Industry

By Coleen Krause 32 Regional News

FEATURED ADVERTISERS

COVER: KREATIVE PRODUCTIONS

14

22 Amwins Program Underwriters......................................................... 15 ARA Scholarship Foundation............................................................. 29 Auto Data Direct, Inc............................................................................ 27 Auto Recycling Buyer’s Guide............................................................ 34 Buddy Automotive Innovations . ...................................................... 13 Carolina Wheel Cover.............................................................................9 CARVA..................................................................................................... 23 Car-Part.com......................................................................................... 19 Copart..................................................................................................... 31 CRUSH/S3 Software Solutions..........................................................IFC

® – Recycled Original Equipment ®

Discount Shop Tools...............................................................................5 ETE REMAN............................................................................................ 33 Induction Innovations......................................................................... 21 Northlake Auto Parts............................................................................ 11 Noble 6......................................................................................................9 PMR Catalytic Converter Recycling......................................................6 Progi........................................................................................................ 17 Team PRP...............................................................................................BC Road Ready Wheels............................................................................ IBC Supershear................................................................................................7

AUTOMOTIVE RECYCLING (ISSN 1058-9376) is published monthly by the Automotive Recyclers Association, 9113 Church Street, Manassas, VA 20110-5456 USA. Phone: (571) 208-0428, Fax: (571) 208-0430 Internet: www.a-r-a.org.

Periodicals postage at Manassas, VA, and additional mailing offices. Copyright © 2024 ARA. All rights reserved. Materials may not be reproduced in any form without written permission from the publisher. Statements of fact and opinion are the responsibility of the authors alone and do not necessarily imply any opinion on the part of the officers, directors, staff, or the members of the Automotive Recyclers Association. MEMBER SUBSCRIPTIONS: U.S.–An additional member subscription is $20/year. NON-U.S.–An additional subscription is USD$60/year airmail. INSTITUTIONAL: A subscription for U.S.-based libraries/non-profits is $20/year. Postmaster: Send change of address to Automotive Recycling magazine, 9113 Church Street, Manassas, VA 20110-5456 USA.

4

AUTOMOTIVE RECYCLING

BY JOELLE BOIVIN

Tolling vs. Hoarding Your Converters Why tolling can give you a strategic advantage within a volatile market.

What is Tolling?

Tolling refers to the process of securely banking your precious metal ounces for a period of time without hedging or receiving payment. That means that you’re shipping your converters to your processor, getting them processed, and only choosing to receive payment after your contract period has ended.

For example, if your processor has a contractual period of 150 days and you choose to toll, you cannot hedge or receive payment until your contractual period has ended. Once your contract period is over, you may choose to keep tolling or hedge fully or partially.

Tolling is like treating your ounces like a bank, and it equips you with advantages that most recyclers aren’t aware of. Let’s take a look.

The Benefits of Tolling

Tolling allows you to hedge faster, avoid interest rates, and ensure the security of your material. We used PMR’s tolling options and benefits to help you better understand.

• FASTER HEDGING Tolled converters are processed and assayed, which means you get access to your troy ounce recovery figures once the analysis is completed. With these figures, you can predict your converter returns based on the current market prices of platinum, palladium, and rhodium.

That means that when the market meets your needs, you have all the information necessary to hedge your prices quickly before the market changes again.

• AVOID LEASE RATES AND INTEREST Because you’ve processed your converters and waited until your contract period is over, your processor holds physical ounces of your material. It’s for this reason that you skip right pass the lease rates and access spot pricing directly.

Tolling options only allow payment to be delivered after the end of your contract, which means you avoid paying interest whenever you choose to request payment.

So, if you’re going to hoard your material and wait for specific market pricing, why not choose to toll your material instead and avoid paying any interest?

• SECURED MATERIAL You deserve the peace of mind that comes with knowing your material is safe. When you toll your material, your ounces are kept safely with PMR, and you don’t have to worry about potential break-ins and theft.

Is Tolling Beneficial in the Current Market?

Tolling might be an option to explore if you want a strategic advantage.

While other recyclers will need to ship their material and wait for their assay results, you’ll already be ahead.

With a background in advertisement, Joelle Boivin lends her feather to PMR, helping them break down complex industry terms and processes into informational content. PMR believes in equipping recyclers with industry knowledge, giving them the tools to gain more market share, grow their operations, and reach their business goals. And with Joelle on their team, PMR continues to be a customer-centric processor that helps recyclers reach above and beyond.

ISTOCK.COM/ALEKSANDR KONDRATOV

I

f you’re recycling converters in today’s market, you might be struggling to decide if you should hoard your material or toll it. With slow market developments, we understand why most recyclers are choosing to keep their converters in-house until prices for platinum, palladium, and rhodium rebound. The truth is, however, that hoarded material doesn’t give you any strategic advantage.

Tolling, on the other hand, equips you with a sharper competitive edge and gives you a head start for when the market starts meeting your needs. We understand that tolling may feel like unknown land for some of you, and that’s why we’re peeling back the layers of confusion today. So, if you’re ready to get informed, keep reading.

6

AUTOMOTIVE RECYCLING

BY JOELLE BOIVIN

To help you make the most informed decision, let’s take a look at market figures and predictions.

• EXTREME VOLATILE CONDITIONS ON THE PGM MARKET Market trends change all the time, but they’ve been extremely volatile since 2020. We’ve seen platinum dip below the $900 and then rise to $1,100 in a matter of months. Palladium has followed the same volatile trend as platinum, dropping from a high of $3,000 to $1,500 in a few months. Rhodium rose from $10,000 to $20,000 in a year only to fall back down to $15,000 after a few months.

Because the market moves so quickly, the data points to a need for speed. With prices rising and falling rapidly, you’ll want to have the agility to capture the trends that meet your needs before the market changes again.

Tolled converters are processed and assayed, which means you get access to your troy ounce recovery figures once the analysis is completed.

• MARKET PREDICTIONS & HOW TOLLING HELPS YOU STAY ONE STEP AHEAD In Johnson Matthey’s latest PGM report, they predict a return to a balanced market in 2023. Gradual recovery in new vehicle sales encourages the recycling of scrap vehicles and their converters, which means secondary supply of PGMs will rise. Industrial and automotive demand will remain strong, especially for platinum.

As for the market values of platinum, palladium, and rhodium, only platinum has kept an increasing trend. Since its dark days of spring 2020, platinum keeps hitting high values throughout the years.

However, the researchers at Johnson

Matthey PLC are hopeful for a return of palladium and rhodium prices!

The data shows a very gradual return to a strong PGM market. And once the market rebounds, you’ll want to be the first to capture those market trends without waiting to ship your converters and get your assay results. So, if you want to gain a strategic advantage that pushes you ahead, toll your converters and stack the odds in your favor.

For more information, visit PMR’s Resource Center at pmrcc.com/en/ news-blog/. TB

8

AUTOMOTIVE RECYCLING

BY MIKE KUNKEL

TR AI NING TO O L S

KEEP IT SIMPLE Margin compression is forcing many companies to evaluate their processes and procedures in auto recycling.

speed that all these things happen from part sales to commodity metals recovery.

The auto recycling industry has been seeing some slowdowns in some markets and segments within the business models.

Catalytic converters are down significantly, car bodies are sideways, and the core commodity market is all over the map. This volatility should lead to downward pressure on vehicle pricing but in the short term, we all know that salvage does not seem to be more abundant or less expensive.

Mike Kunkel is an automotive industry lifer having grown up in his family’s new auto supply, paint body & equipment and machine shop. Following his college graduation, he entered the salvage industry as an installer for Auto Info. His love of the industry led to a successful career in building a large recycling facility in Fort Worth, Texas while being instrumental in the formulation and growth of the TEAM PRP program. Mike is a frequent speaker at industry events in various countries.

Mike uses a basic and proven platform to analyze businesses. He provides an honest assessment of where a facility is and what steps need to be taken to grow both sales and profits. Mike is a proven leader who is highly regarded in the automotive industry.

MARK J. MEDIA

B

uy vehicle – inventory vehicle – dismantle vehicle – sell vehicle parts – collect money – repeat process – speed the repeating of the process.

That is the story of the world of auto recycling. There are a wide range of business models with different salvage profiles which, in turn, lead to servicing different customers.

How many cars can I buy and how long will it take to consume those same vehicles? Once again, the business model determines the

The Profit Team works with a lot of salespeople, and they all seem to feel that part pricing is coming down from the high points we hit during the height of the pandemic. The numbers that we look at in the peer groups say that is true. If you add the increase in vehicle acquisition costs with commodity and part price decrease, you have margin compression in its truest definition.

There are a number of things that can be done to deal with margin compression.

Cost containment, increase in vehicle cost to improve dollar margin per unit, increase in quantity of vehicles produced, increase in quantity of parts sold per unit, and pricing are a few that come to mind.

Education is another thing that we must look at as a potential opportunity to improve efficiency. There are articles elsewhere in this issue that all have something to do with an opportunity to do something that improves efficiency.

The electronic line of site/visibility of used auto parts is something that is of the utmost importance to each of us. The loss of a data feed negatively affects sales in a hurry. That translates to the fact that there are very few non-computerized auto recyclers left in the world. Most of us are technically challenged, but need to get a better understanding of how to unlock more of the potential in the software systems that we use to operate our operations. We are taught how to use them to some extent and then left to learn the nuances on our own.

TOOLBOX EDITION

We have also seen an alignment that has allowed many auto recyclers to increase their ability to say “yes” to their customers and expand their sales to other recyclers over the last year or so. This is a huge opportunity but not without a cost and expectation for performance. A term that TEAM PRP championed is being focused on “operational sameness.” That is something that is vital to being able to portray your part as my part and have confidence to sell it to my customers.

BY AUTHOR

All these forces, concepts and ideas that are being presented in this issue will be expanded upon with significantly more detail at both major industry events, URG/TEAM PRP Conference & the ARA 81st Annual Convention & Expo. We have had a great stretch of success as auto recyclers. There is not a reason to think that things need to change, but the amount of effort applied may need to change. The approach and business model might be some adjusting.

If you add the increase in vehicle acquisition costs with commodity and part price decrease, you have margin compression in its truest definition.

9

There is not a better place to see more qualified industry experts that are open to sharing their stories with the intimate details of how to execute to a high level of sustainable success. The auto recycling industry looks and behaves differently than it did 10 to 20 years ago. We have the ability to continue to push the future further past the high levels of success we have already achieved. Are you planning on attending the industry events that will help point you to a path of continued growth in sales? And, more importantly, attending these events can spur profits, even when a number of people feel that the overall sense of business is slowing.

You have the ability to make business great; are you doing what you need to remain successful? TB

10

AUTOMOTIVE RECYCLING

BY MARTY HOLLINGSHEAD

TR AI NING TO O L S

FEEDING THE MACHINE:

Inventory Management

Proper purchasing can be a game changer in the auto recycling industry.

W

e’re going to talk about your inventory; how to acquire it, how to manage it, and how to move it.

Do you realize that we are one of the few industries that has to pay for our inventory before we have it?

So, with that being said, when do our purchases become inventory? Answer: when they are in our YMS (Yard Management System) and are available for sale. The big thing to remember here is the importance of doing the work right the first time and realizing that there is no “easy button.”

First, we are going to look at numbers and what drives them.

This is what data and analytics are all about. We all know what sales and revenue are, so let’s look at what drives them from an inventory standpoint.

Our biggest expense and investment besides labor is inventory. Sales and profitability, or lack of them, are a direct result of the purchasing and the actual inventory of these vehicles, as well as your process. An efficient, disciplined process in place, which would encompass smart purchasing and a good inventory system, is the best path to ensure a profitable and healthy business. A smart owner’s focus should be on the purchasing, the inventory, and the process. This is what drives sales, increases profitability, and adds to the bottom line.

car when you don’t need it.” While I didn’t understand this at the time, I quickly learned what he meant, because when I was out of stock on things, so were a lot of others. Naturally, I had to pay more to get what I needed. This was forty years ago, and even today these statements are still true.

This is why proper purchasing is crucial. It’s the foundation for everything else that comes after it. You need to buy the right vehicles at a fair price and have a margin for error. We have a lot more technology and tools at our disposal now, especially with the technology and our ability to now identify trends in our YMS. But also remember technology is great, but it is only a tool and a guide. It can be a slippery slope if you are going to take it literally and expect it to do your thinking for you.

Your buyer should know the needs of your business. This is why I believe that the owners should be directly involved with purchasing and inventory, if not doing it themselves.

With inventory being such a huge investment and so crucial to our success, doesn’t it make sense to have a thorough and concise inventory process, so that your salespeople can take at face-value what they see on their screen?

For your salespeople to be truly effective, they need to have faith in what they’re selling. Now, with e-commerce and all our inventory being available on the internet, we have more opportunities, as well as a lot more competition to sell our parts.

If you want to get your fair share of the e-commerce market, what will set you apart from all the others?

Do you have good pictures? And a plain English description that can be understood by the average Joe, and do you have a fair and competitive price?

An efficient, disciplined process in place, which would encompass smart purchasing and a good inventory system, is the best path to ensure a profitable and healthy business.

Purchasing

When I was new to the business many years ago, I will always remember something a wise man once told me. He said, “Always remember, you make your money when you buy the car.” He also said that the parts that come off of these cars are only worth so much. It doesn’t matter how much you pay for the vehicle; the part is still worth what it is worth. Another thing he told me was, “buy the

Marty Hollingshead has been in the auto recycling business since 1973 and is the owner of Northlake Auto Recyclers, Inc., Hammond, Indiana, since 1984.

Marty is a Past President of ARA and current board member. He is a board member of the Indiana Automotive Recyclers Association. Both Marty and Northlake have received numerous awards and recognition for excellence in the industry and the community. Reach Marty at 219-937-3960 or visit www.narparts.com.

TOOLBOX EDITION

Let’s take a look at what a good process should look like:

11

1. STORAGE AND HANDLING: Do you have a system in place to properly store and handle your inventory to prevent and/or minimize damage? Damaged goods result in unnecessary credits as well as lost sales.

2. TRANSPORTATION: Do you protect your parts from transportation damage? Do you have the right vehicles and are they properly equipped to protect your parts from damage in transit? This is very important when you are selling sheet metal (collision parts). We have found that investing in products, such as “Panel Armor” and moving blankets, have more than paid for themselves in lost revenue from damage that is now prevented.

3. PREPARATION: Do you clean your parts? Do you do things to enhance them and make them look better? Regardless of who your customer is, from a walk-in customer to the fussiest body shop, no dirty part should leave your facility. Your parts should all be clean regardless of what the part is. You can take two identical parts, one clean and one dirty, and you can show them to anybody from a layman to an expert, and they will always tell you that the cleaner part is the better part. You really need to invest the time and effort to make your parts look as good as possible.

4. QUALITY CONTROL: Do you have a quality control program? Do you have a dedicated person(s) assigned to that area? If you don’t, this is the first thing that you should think about doing. Remember, no matter who you are selling to, your parts represent your company. Basic stuff, like making sure it is the correct part, correct side, and off the correct vehicle is a good place to start. Does the condition of the part match the description? If not, was the salesperson told and did the salesperson contact the customer and communicate the issue?

5. COMMUNICATION: Does your sales staff do a good job of communicating with your customers? Do they also do a good job of setting realistic expectations? Whenever a customer tells me that the part must be perfect, I proceed to tell them, “New or used, there is no such thing as a perfect part.” We look at credits and returns not so much from a lost revenue standpoint, but from a standpoint of “what did we do wrong; where this part did not meet the customer’s expectations; and what can we do to do a better job?”

Make sure your salespeople are trained to ask the right questions and get all the necessary information for each request.

Too often, when a deal goes awry, it always seems to be the customer’s fault. The thing to remember here is, we are the professionals, and we can nip a lot of issues in the bud by simply getting all the right information.

Our number one priority should be to always strive to improve our processes with the goal of consistently delivering quality products, on time and as described.

Remember: Work hard, do a good job, be fair and honest, and you will never want for work.

Support your State and Local Associations! Support ARA! TB

12

AUTOMOTIVE RECYCLING

BY SUE SCHAULS

ECAR Fact Sheet & Labor Law Workplace Posters Take the time to understand the notices that need to be posted in your workplace.

T

he U.S. Department of Labor requires that notices be provided to employees and posted in the workplace.

Each state also has employee Labor Law posting requirements.

ARA’s ECAR Center website (http:// www.ecarcenter.org/) has fact sheets on environmental compliance issues facing automotive recycling facilities as well as a fact sheet on Labor Law postings.

The Labor Law fact sheet http://www. ecarcenter.org/LaborLaw.html explains the federal requirements plus provides links to download the federal postings as well as state download and informational pages. Take a look at your state and see if you are compliant.

Most state labor departments compiled workplace appropriate signs, available to download or by request, which include state and federal required labor and employment law notices.

The U.S. Department of Labor requires certain information to be posted for employees’ awareness of fair labor law. Some signs are required, and others are recommended.

Every employer covered by the non-discrimination and EEO laws is required to post on its premises the poster, “Equal Employment Opportunity is the Law.” Most state labor departments compiled workplace appropriate signs, available to download or by request, which include state and federal required labor and employment law notices.

Posting requirements vary by statute; that is, not all employers are covered by each of the Department’s statutes and thus may not be required to post a specific notice. For example, some small businesses may not be covered by the Family and Medical Leave Act and thus would not be subject to the Act’s posting requirements.

The eLaws Poster Advisor provides information on federal DOL poster requirements. For information on state poster requirements, please visit state Departments of Labor at https://www. dol.gov/general/topic/stateresources.

The eLaws Poster Advisor can be used to determine which posters employers are required to display at their place of business. Posters, available in English and other languages, may be downloaded free of charge and printed directly from the Advisor. TB

Sue Schauls is an environmental and safety expert whose career started 28 years ago at the Iowa Waste Reduction Center at University of Northern Iowa. She is the Certification Consultant to the ARA and can be reached at sue@a-r-a.org. She is also the Executive Director of the Iowa Automotive Recyclers association and compliance consultant to the industry through the ARA’s Certified Auto Recyclers (CAR) program and the I-CARE program – Iowa Certified Automotive Recyclers Environmental Program.

14

AUTOMOTIVE RECYCLING

BY STEVE FLETCHER

Auto Recyclers

N

& Family

Within the auto recycling industry, it is evident that we look out for each other and our families.

othing good comes from your daughter’s text message: “SOS – my car broke down on a bridge,” and she is 1,300 miles away in a different country.

My daughter Iris attends the University of North Florida in Jacksonville, Florida.

On December 7, 2023 while returning from the Orlando airport to pick up a visitor from Canada, her engine failed in heavy traffic on a Florida freeway just north of Orlando. She called, naturally upset, and we talked her to safety on the side of the road, called a tow truck, and had her towed to a local GM dealer. She called a friend in Jacksonville and got a ride home, while we waited for the repair shop to diagnose the problem.

They diagnosed it as damage to the camshaft, requiring a new engine. They provided an estimate of $11,000, and when I asked, they said it was a “reman,” because they wouldn’t touch a used engine. We called around to try to find a repairer who would/could work on the car – but no luck in getting it done timely or with a used engine (with Car-Part showing lots in Florida). We debated hauling the car back to Canada to fix, scrapping the car (2016 Chevy Trax with 50k on it) or trying to find a garage that I could generate some amount of trust in – all with huge issues beyond the ugly financials.

I posted on the great resource – Professional Salvage Yard Information Forum (thanks Greg Condon!) – and immediately got some good intel and responses.

My good friend Ron Matthews recommended Green Star in Orlando, and then

Iris Fletcher with her fixed 2016 Chevy Trax at Green Star Auto Recyclers, who saw the importance of family for a fellow auto recycler.

Neil Harrow from Green Star chimed in that he had some engines and some trustworthy repairers they work with, so I had some leads and a phone number.

I called Chris Sauls from Green Star Auto Recyclers the next day, and it was as if my problems evaporated. I explained the situation, who I was, the mutual

people we know in the industry (Shan, Kim, JC, etc.), but when I told him this was my daughter’s car, where I was located – well, the importance of family in the auto recycling industry took over.

Chris was all in – “I got this,” “No problem,” “We’ll make this right,” “I will check the car over like it’s for my daughter,” etc.,

Steve Fletcher is the Managing Director of the Automotive Recyclers of Canada association, an umbrella group of seven recycling associations representing 400 auto recyclers. He is also Executive Director of the Ontario Automotive Recyclers Association, a 180 member industry association. He has been active in the auto recycling industry since 1992. Contact Steve at www.autorecyclers.ca or email steve@autorecyclers.ca.

15

TOOLBOX EDITION

The real message is the importance of family within the auto recycling world.

Edition

WRITE FOR US! Our April-May issue will feature:

– everything a nervous and concerned parent wants to hear.

Green Star had a low mileage engine coming in that week that he would personally check, and he arranged for a full engine replacement over the Christmas holidays with someone he trusted.

When the car was back at his place, he went over the entire vehicle and did some brake work, struts, fuel pump to make the vehicle safe. He even apologized for authorizing the work, because he knew that’s what his daughter’s car would need.

Iris picked the vehicle up on a Sunday morning (Chris arranged to have an employee meet her then), shiny and newer than when it went in. And yes, the price was right for all the products and

services Green Star provided, above and beyond the peace of mind he delivered to my family and I. Nice story, yes. But the real message is the importance of family within the auto recycling world. It’s still an industry dominated by independent, family-run businesses, and through the actions of people like Chris, the ethos of looking after your kin is alive and well. I think everyone reading this will have a story about helping a fellow auto recycler or a family member when the need arises.

It’s why events like the ARA Convention can have a bit of a family reunion feeling to them.

Because the auto recycling industry is like family. TB

• FOCUS ON EQUIPMENT What Are Your Best Tips for Shopping, Purchasing, and Maintaining Your Equipment? When Is It Time to Upgrade?

• TECHNOLOGY - What Is Working for You? How Do You Integrate Software and Tech to Your Processes as Time Savers? Tricks and Tips?

Contact Caryn Smith at Toolbox@a-r-a.org to discuss contributing!

AUTOMOTIVE RECYCLING

BY JAKE NAWROCKI

OLD

NEW

Tricks

I

Dog

Evolving and growing means our businesses and the industry may advance, but at our core, we are still very much the same.

f you are any sort of a gear head, you probably remember fondly working on an old diesel engine. Those things were so simple, weren’t they? Mechanical injection, no electronics required at all, they were a marvel of simplicity and reliability. Have a misfire? All you had to do was loosen an injector line to see if that particular cylinder was the one not pulling its weight. Once you found the offending cylinder, it was pretty easy to determine if that injector was not working or if cylinder pressure was down.

If the truck or tractor was a manual transmission, it didn’t even matter if the battery was completely dead. All you had to do was get it rolling a little down a hill and pop the clutch and away you go. They did have drawbacks: If it got too cold, they didn’t like to start, they smell terrible, and for some reason no matter how hard you tried there was just no way of not getting completely filthy when you did the simplest of work on it.

Now truth be told, what started me thinking about this was the other day our oldest loader jelled its fuel. We hardly ever need to touch this machine as it has been very reliable. It is small and old (I’ve had it longer than I’ve had my adult children), but for what

we use it for, it keeps on doing the job. Since I hadn’t changed the fuel filters in a decade or so, we did that, and began the process of bleeding the air out of the injectors and getting it back in action. No scan tool, no relearn process, just a 17mm wrench. Any problems you have with it running are incredibly easy to diagnose, and relatively inexpensive to repair.

It’s a lot like our business. Things used to be simple. Thirty years ago, we didn’t have an entire suite of business management tools just to buy a car, let alone track sales, improve work processes, manage employees, or handle inventory.

We didn’t have a dozen pictures of every part, bar code scanners, or websites. We didn’t have VIN decoders and online forums. We had a few really big books and a card catalog.

I am in no way implying that all these things are bad, in fact they have made huge improvements not only in the way we do things, but in the bottom line as well. They can be complicated though. Many of us on the smaller end of the auto recycling spectrum never would have dreamed that we would be hiring someone just to manage all the doodads and keep them working. We never could have imagined taking six to sixteen photos of every single part in our inventory. Yet here we are. The cost of all the tools and new processes alone is staggering, but the benefits are proven.

If the truck or tractor was a manual transmission, it didn’t even matter if the battery was completely dead.

All you had to do was get it rolling a little down a hill and pop the clutch and away you go.

Jake Nawrocki, with sister Katy Joles, own and operate Rocki Top Auto Recyclers in Glen Flora, Wisconsin. The company was formed in 1988, and Jake and Katy took over operations in 2009. Since that time, they have been working both in and on the company, in a region that is economically challenged. “Our goal is to make Rocki Top Auto a destination.” Contact Jake at 715-322-5774 or rockitopauto.com.

ISTOCK.COM/MILJAN ŽIVKOVIĆ

16

TOOLBOX EDITION

17

Something else that has gotten a little more complicated is people. Like the diesel engine, it pretty much is not a changed thing, yet it is. The engine management has become more complex with electronic injection, emissions controls, and measures that are intended to improve fuel efficiency. Likewise, people have gone from something simple, to more complex. Where it used to be that a customer called looking for a fender or a rim, it has evolved so that the customer has now searched and found a handful of different options and they are now calling to order or try to negotiate a lower price. Seldom is the phone call placed to find a part. Seldom is there a phone call, even. Where the customer interaction used to be a “take it or leave it” affair, we now present people with many options in hopes that one of them will be appealing enough to get them to hand over the money rather than call a competitor.

Customer expectations have also changed. While I really don’t feel all of this is bad, I can say with certainty that it has made things a lot more complicated and difficult sometimes.

When I was a kid working in the family business, my dad quite easily achieved a zero percent return rate. The customer wasn’t always totally satisfied, but they had paid cash and there was a pretty clear no return policy in place. If we tried that on today’s customer, we wouldn’t be here too long.

Today, we accept a return rate of eight or nine percent and feel we can work with that. I know many of you have a rate higher than that and can make it work.

Add to all this the changes in our culture and the way it carries over into our personal lives and into the relationship with our coworkers, vendors, and communities and you have all sorts of ways that progress has changed. Yet at the core, we are still much the same as we have always been.

As the engine still requires compression and fuel to run, so humanity still has the same basic needs for physical life, and the need for community. Our needs haven’t changed, but the method that satisfies the need has. This doesn’t mean that we are worse or better off than we have been, just different.

Our industry can be as simple or as complicated as we want it to be. While my preference will always tend towards keeping it as simple as possible, there are times when we will try to maximize a process or a revenue stream to improve our bottom line. In the last five years at our yard, we find ourselves eliminating processes and even some services to simplify, and thus grow, profits. We no longer offer certain services and have channeled that effort into better managing inventory. We no longer purchase scrap metal commodities so that we can better recycle the cars we purchase at auction.

One last thing: Don’t be afraid to try something. If it doesn’t work, you can always change back. Few of the mistakes we make are permanent. Every few years there are changes in our industry that we must make just to stay relevant. By practicing change you just may find yourself with the perfect combination of practices that make you an industry leader.

Now go crack open a couple of injector lines and figure out where that misfire is coming from. TB

18

AUTOMOTIVE RECYCLING

BY D.J. HARRINGTON

FREE

REESE’S FOR YOU The upcoming URG and PRP training event combines two great groups, working together for the industry.

URG – Helping Students Exceed

Appropriate for everyone who attends this conference, I will be passing out Reese’s at the URG Scholarship Foundation booth. The URG Scholarship Foundation applications for this year’s scholarship funds are available online right now. Visit www.u-r-g.com/ resources/scholarship-foundation and fill in the simple application. The deadline is March 15, 2024.

Remember, you need to have been an employee of an automotive recycler for at least 12 months. You or a child

of yours can qualify. These are very substantial financial scholarships for College or Technical/Vocational Schools to assist you or a child of yours with their educational costs.

Here’s an example of how to qualify: If you have a daughter who wants to go into cosmetology, she could apply now.

Or maybe you have a child that wants to be a welder or a heating and air specialist, then go online today and apply.

Just like there is no wrong way to enjoy a Reese’s Peanut Butter Cup, there is no wrong way to help our children better themselves through education.

Spread the Peanut Butter

I hope all the exhibitors have Reese’s in their booths to remind everyone about the “We Are One” Training Conference.

Historically, Reese’s started back on November 15, 1928, by H.B. Reese, a former dairy farmer and shipping foreman for Milton S. Hershey. H.B.’s belief was so strong that his discovery between

D.J. Harrington is the President and Chief Executive Officer of Phone Logic, Inc., an international training company based in Atlanta, GA. He serves as a consultant and trainer to over 1,000 privately-owned businesses throughout the country, training personnel at all levels of the company, from the dispatcher to the customer service and sales staff. Please visit his website for more information at www.djsays.com.

ISTOCK.COM/ICEMANJ

A

ll of us know about Reese’s Peanut Butter Cups. These yummy delights, an American candy staple made by Hershey Company, consist of a peanut butter cup encased in chocolate. Can someone pass me one, right now? I remember one of their first commercials. One person would exclaim, “You got your peanut butter on my chocolate,” and other person would respond, “You got your chocolate in my peanut butter.” They would sample the mixture and remark about the wonderful taste from the accident with, “Two great tastes that taste great together.” And, you know, they do taste great together. However, they’re not the only things that are great together.

URG is pleased to join forces with Team PRP to bring you a 2-for-1 unique training

conference of the year. “Two great groups that will work great together.”

We now have our own version of Reese’s at this training conference. Save the dates of April 4-6, 2024 to be in St. Louis, Missouri for the URG and PRP Annual Training Conference. This will be one “sweet” event. Did you notice I said, “sweet event?” Go to www.u-r-g.com/ conference-2024 for details!

19

TOOLBOX EDITION

the two ingredients would be so successful that Reese left his job with Hershey to start his own candy business. I, for one, am glad he did. Reese’s are a top-selling candy brand found worldwide with more than $2 billion in annual earnings.

Speaking of worldwide, we have recyclers coming from Australia, England, Canada and from the entire United States to the URG-PRP 2-for-1 “sweet event.”

Having URG and PRP doing this training event together is great for the industry and great for our exhibitors. It is a true BOGO – buy one, get one. Now, we will have twice the amount of attendees, twice the amount of training, with only one fee for a booth and one cost of travel – to be at the training provided by these two great groups.

Get your reservation now. And remember, you do not need to be a member of URG or PRP – just be a recycler who wants to improve your bottom line. At this training conference, you will find business solutions for today’s automotive recyclers. There is a lot of information

online about this event. However, if you still have questions, call Jennifer McPherson at 512-677-6202.

If you want to learn more about being an Ambassador, contact me. Being an Ambassador is a person who has donated $11 a month toward the URG Scholarship Foundation, 501(3C). Call me @ 770-301-4122.

Rob Rainwater, our friend and the speaker for Saturday at URG, always says, “Go Big or Go Home.” So, let’s go big! We’ll see how many of you can bring the biggest Reese’s Peanut Butter Cup that you can find to this show in April. Frankly, my money is on Paul D’Adamo from RAS. He is also an Ambassador, and I know he will do something crazy with this Reese’s idea.

Think outside the box, and I will see you in St. Louis, April 4-6, 2024.

Oh yes, thanks to all the listeners on the URG “On-the-Go” podcasts. Thanks to all of you, we are the largest listened to podcast within the recycling industry.

So, thank you for your support to this podcast! TB

HAVING URG AND PRP DOING THIS TRAINING EVENT TOGETHER IS GREAT FOR THE INDUSTRY AND GREAT FOR OUR EXHIBITORS.

Car-Part AD HERE

20

AUTOMOTIVE RECYCLING

BY TROY WEBBER

Utilizing Technology in Responding to Industry Needs

s we have all experienced the fast-changing automotive industry in the last 20 years, we are familiar with the necessary use of new technology methods which help automate and streamline our recycling businesses. The way we respond in utilizing technology in its many forms, helps us to continue operating without interruption. I discovered technology for my business took me to the next level. Over the coming months, I will share how tech can benefit you. But first, my story.

I Did It My Way

As the third-generation owner of Chesterfield Auto Parts, my recent foray into tech and utilizing it to basically continue business in a successful and relevant manner, was to create and design the YardSmart App. But you may not be aware of the rewards available to you as yard owners, by embracing technology, and reaching out to your competitors and fellow yard owners to collaborate and grow as automotive recycling owners. Let’s investigate the idea of sharing technology insights, tips, and

other related information to shed light on current technology and emerging trends, insights of other owners and so on.

It is fine to think we can keep going in the way we always have, but that was not an option for my team, so YardSmart was designed out of a critical need for a cloud-based software to manage self-service auto recycling yards.

Because auto parts recycling is a complex business, YardSmart is a full suite of products that fills the need for efficiently serving customers, processing inventory, managing bulk sales, and closing sales.

Founder and CEO of YardSmart, Troy Webber, created a new paradigm for the auto recycling industry, due to an ability to predict what was needed, in order for his business to survive. YardSmart is the only cloud based software of its kind, worldwide. As a result of his background and experience, he successfully designed custom yard management software for the industry, beta tested it with his competitors for two years and now operates a SaaS company offering YardSmart. He is proud to be the third generation to own the auto recycling business and hopes one day to pass it on to the fourth generation to help serve the industry that his grandfather created in Richmond, VA 75 years ago.

MICHAEL SCHLUETER PHOTOGRAPHY

A

Developing and embracing new technologies, such as YardSmart, can enhance all facts of an auto recycler’s business.

21

TOOLBOX EDITION

BEING ABLE TO SURVIVE MEANS BEING WILLING TO ADAPT.

Point in case, it is the only one of its kind in the world.

In fact, I’m proud to stay that in 2022, RVATech group in Richmond, VA awarded YardSmart for “Innovation in Cloud Computing.” Now, in our second year of operating as a SaaS product, or “software as a service,” we extend our knowledge to anyone interested and are always happy to answer your questions.

The lack of software to automate and manage self-service yards, resulted in creating and developing the YardSmart App, offered as a SaaS product. Since the software automatically updates itself as changes occur in the automotive industry, the user does not have to engage in updates. The updates are integrated seamlessly within the system.

As any related software was becoming obsolete, in 2020, as a hands-on yard owner, along with my team, we were able to identify the need, strategize for solutions and pivot to make the changes a reality, and move forward. Being able to survive means being willing to adapt.

The only constant in the auto industry is change. Auto manufacturers make it a point to change and improve with every year and this business model must be able to do the same.

The software was beta tested with my competitors, as well as requesting their input, so we could provide the most accessible app possible. One of the beta

testers was MPG Companies, a multistate company that specializes in recycling, waste processing and transport of recycled autos. As Terresa Bourbon of MPG explains, “The user interface is easy. Yard Smart is very intuitive. Sales reporting is clear and concise, all information you need is at your fingertips.

We love YardSmart!”

YardSmart is already helping change lives by allowing people to make a simple store purchase with information required by law in connection with stolen vehicles. When the necessary ownership papers are not with a vehicle upon sale, we can print the paperwork on demand.

The many facets of YardSmart have revolutionized the auto recycling industry in terms of automation, organization and increased foot traffic and sales for its users. For more information, please visit https://www.yardsmartapp.com.

Watch for more technology articles from me in future issues. TB

22

AUTOMOTIVE RECYCLING

BY MIKE FRENCH

AI Is at Your Door As artificial intelligence technology becomes mainstream, knowledge and training are critical to your survival.

I

Not Anymore!

As soon as computers arrived on the scene, along with the required software programs, vehicle data was entered into them, and any counter person could instantly retrieve the information about a part. This presented a new set of problems for the recycler. He now needed trained personnel who understood how to use computers. Soon, training sessions around computer usage began. Traveling trainers visited yards, and recycler conferences began to offer training sessions.

Recyclers soon understood that computers and training were critical to their survival and growth.

AI Is Here and Advancing

Today, we’re facing something much bigger than the introduction

of computers into the industry. It’s the massive advancement of new AI technology already exploding onto the scene and with it, many changes. The recycling industry will have to race to keep up.

And yes, this will definitely affect you and your business dramatically and sooner than you can imagine; you won’t be able to visit a business without its presence. Many fast-food restaurants and grocery store chains are already replacing humans with touch screens and AI voice-controlled systems to place their orders. Some are even working on robotic systems to prepare and serve the meals. In the automotive industry, robots are already building cars. Elon Musk is creating human-like robots, which he says will soon be able to replace human workers in his multiple factories.

Recycler professionals must adapt their knowledge and abilities to keep up with the rapid advancements in technology and workplace techniques to stay in business.

You cannot escape it! AI is soon going to replace hundreds of thousands of jobs of all kinds, maybe even yours. And it’s going to seriously impact the way you must do business to stay afloat.

It Will Soon Be Too Late!

Just as people quickly learned how to use their cell phones to place orders instantly and conveniently, many will quickly learn and get used to new AI technology. And they will soon prefer and even expect it. If you aren’t getting on board with AI right now, it may soon be too late. And any competitor who has already adapted to it before you will acquire your customers. Don’t let that happen!

Recycler professionals must adapt their knowledge and abilities to keep up with the rapid advancements in technology and workplace techniques to stay in business. Attending recycler conferences is no longer an option; it’s an absolute necessity. Knowledge, training, and technological tools are the best strategies you can use to stay abreast of new AI technologies and know what you need to do to prevent being caught off balance.

Attend recycler conferences. They will keep you abreast of new advancements. Industry leaders are working hard to make sure recyclers know what’s going on, what they must do, and where to find the tools and resources necessary. TB

Mike French is retired after 39 years of business in the automotive recycling industry. He is an author, publisher, consultant, and speaker. Mike is the founder and executive director of the Christian Auto Recyclers and Vendors Association (CARVA) and will be at upcoming recycler trade shows and events. Mike is available to speak at your group, conference, or event. He loves to share inspirational stories that demonstrate how the Word of God actively changes lives. He can be reached at mike@carva.group. Visit www.CARVA.group and/or www.PowerPackedPromises.com.

ISTOCK.COM/USERBA011D64_201

t wasn’t long ago, before computers were common in the industry, that most recyclers kept their vehicle inventory information in their heads. If you visited their facility and asked if they had the part you needed, they would say something like, “Yeah, we have it.” Without going out to look or using any kind of retrieval system. They just knew. They could tell you how many cars they had with that part. They could tell you the kind of vehicle it was on, its make, model, year, color, and exactly where each vehicle that had the part was located in their yard; it was all in their heads.

24

AUTOMOTIVE RECYCLING

BY KELLY BADILLO

Promising Futures Automotive recycling families tell their student stories to the ARA Scholarship Foundation.

T

here is no better way to show the importance of any scholarship program than to hear directly from the families whose children received one.

Here are their stories of families of the industry on how their student was helped by the ARA Scholarship Foundation.

Doug Reinert

Chuck’s Auto Parts Solution & Chair of the ARA Scholarship Foundation WHY IS IT IMPORTANT TO OFFER THIS ARA BENEFIT?

HOW MANY OF YOUR EMPLOYEES’ CHILDREN RECEIVED SCHOLARSHIPS? We are proud that five of our team members children have received scholarships helping them pursue careers in teaching, social service, nursing, and finance.

One student had interest in the field of psychology and turned out truly to be her passion. She since finished her master’s degree and is now accepted into a doctorate program all while working full time to pursue her a career as a psychologist.

Jim Steinbeck

Our family business is successful Stoystown Auto Wreckers because of the amazing team we have.

It is important to us to provide great WHAT IS YOUR STUDENT’S benefits to them and their family.

SUCCESS STORY? The ARA Scholarship Foundation Over the past six years, ARA has proprogram allows our team members vided my two daughters and son with a with children seeking higher education, total of $9,000 in scholarships. This has including technical school, the opporallowed them to pursue furthering their tunity to obtain between four to eight education while limiting the amount of thousand dollars towards their personal out-of-pocket expenses. success. This year, I’m excited the ARA Abigail and Jacob both left underhas expanded the eligibility for who graduate with a very limited amount can enroll and, also, of student loan debt a new scholarship which will assist them program for part-time greatly as they pursue students that includes advanced degrees in SCHOLARSHIP our employees looking Osteopathic Medicine.

FOUNDATION to improve or expand Abigail is currently a their skills. second-year medical It’s great to see so many people reach student and Jacob is enrolled in LECOM into their pockets, especially during the (Lake Erie College of Osteopathic MediARA convention, to support such a great EDUCATIONAL cine) class of 2028. cause. Part of their happiness could be FOUNDATION the chance to win a raffle or action item, HOW DID THIS HELP YOUR STUDENT? but the majority of their enthusiasm is The scholarship helped pay for tuition, realizing they most likely won’t win, but room and board, and general living knowing they are truly supporting famiexpenses. Without the funds, each would lies of this great industry. have additional debt to pay back after

completion of their degrees. I believe without these funds the progression of their education may have ceased after undergraduate completion. It allowed them to continue their education.

WHY IS THIS IMPORTANT AS A BENEFIT? This is an incredible fringe benefit of the industry membership in ARA. I am humbled by the generosity of the owners that contribute to make the Scholarship Foundation a continued success. I’ve worked in several industries throughout my career, and I don’t believe any of these industries offered such a rich foundation for the future success of the children of employees.

Justin Fisk

Playground PAR WHY IS THIS IMPORTANT AS A BENEFIT? As someone with a degree that had no scholarships, I find it great that in our industry that there are programs to help offset educational costs. I think that it helps to show the younger generation that ARA supports the future of the individual and the industry.

Right now, it means more to me that ARA is offering it. When we have gone over this with employees, we always talk about it being an ARA program and that by working for us, being an ARA member, they can take advantage of the program. It really is easy to create a benefit for your employees that has real value.

I think that this is an important step for the future of our industry. I think it helps guide younger generations that might be looking to other careers that this industry has their back.

25

TOOLBOX EDITION

ANNA STEINBECK

JACOB STEINBECK

CORBIN FISK

HANNA GEE

EVERETT PANGBORN

Penn State Erie - The Behrend College, Erie, PA MEMBER: Stoystown Auto Wreckers, Stoystown, PA PARENT: James Steinbeck

Westminster College, New Wilmington, PA MEMBER: Stoystown Auto Wreckers, Stoystown, PA PARENT: James Steinbeck

University of Wisconsin Madison, Madison, WI MEMBER: Playground PAR, Port Washington, WI PARENT: Justin Fisk

University of Iowa, Iowa City, IA MEMBER: Vander Haag’s, Inc., Spencer, IA PARENT: Tricia Gee

State Technical College of Missouri, Linn, MO MEMBER: JC Auto & Truck Parts, Monroe City, MO PARENT: Jackie Pangborn

HOW DID THIS HELP YOUR STUDENT? A little bit of everything, tuition is the big one, though. Even with in-state tuition and working throughout high school, the savings will never be enough for this generation.

Tricia Gee

Vander Haag’s, Inc. WHY IS THIS IMPORTANT AS A BENEFIT? I’m on my third child to benefit from this. Two of them have been successful college graduates. One has her Doctorate and the other her BSN in nursing.

This benefit has definitely lowered their student loan debt. So thankful for this opportunity.

Jackie Pangborn

JC Auto & Truck Parts

WHAT DOES IT MEAN FOR YOUR EMPLOYER TO OFFER THIS? For JC Auto & Truck Parts, Inc., this scholarship allowed a high school graduate to go to a technical school, learn a valued skill, and return to his hometown to start his life – where several generations of his family have been born and raised. Being a small rural town (around a population of 2,500) it is important that we are able to get the youth back with their knowledge and dedication to their community at wages that will allow them to provide for a future family if they choose.

As a parent, I am very grateful for the opportunity for him to receive the scholarship. It alleviated some of the burden of having excess debt to pay upon his graduation.

Nathan Munns

Spalding Auto Parts

WHY IS THIS IMPORTANT AS A BENEFIT? My son, Everett Pangborn, was a recipient of the ARA scholarship. He has been able to attend State Tech in Linn, MO and will graduate in May. He is going into Precision Machining Technology and has been offered a position at one of our local companies that he did an internship with this summer. The scholarship allowed him to further his education as well as attain a position with a company in our home-town. Without the scholarship, he may not have been able to accomplish this.

HOW DID THIS HELP YOUR STUDENT? The scholarship assisted with tuition for all four semesters.

WHY IS THIS IMPORTANT AS A BENEFIT? As a parent of two children benefiting from the ARA Scholarship over the last several years, our entire family is grateful.

We’re a family that believes in establishing goals and wholeheartedly giving the effort required to cross the finish line. Both of our children wished to pursue college and there were many discussions over their teenage years about what that would look like and what our expectations were. Most important to us was that our daughters gave their best efforts for good grades in high school, they would pursue college scholarship opportunities, and work part time throughout high school and college to reduce college debt as much as possible.

HOW DID THIS HELP YOUR STUDENT? It can be tough out there for young adults – juggling school and work and relationships and adulthood. Finding scholarship opportunities is tough too, it often feels like a lottery or gambling and hoping their number gets pulled. On the other hand, the ARA Scholarship is specifically targeted to children with parents who work for automotive recyclers.

I’ve always felt the automotive recycling industry is representative of our family values – work hard, provide a good service, gain knowledge and technology, and take care of the world and others. My employer, Spalding Auto Parts, offered this opportunity for the ARA Scholarship and it felt like a tailored fit with less of the lottery feel the larger or well-known scholarships have.

Luckily that turned out to be true for us when both our children were awarded this scholarship. From their perspective, they finally landed a scholarship and were validated that hard work pays off and somebody (other than their parents!) believes in their ability to succeed.

WHAT DOES IT MEAN FOR YOUR EMPLOYER TO OFFER THIS? Our eldest daughter is finishing up a Master of Professional Accounting next month! She’s been working part time as a Staff Accountant at a local manufacturer for a few years and intends to pursue her CPA after graduation. Through her own efforts and the support of others like the ARA, she was able to keep debt minimal and I have no doubt she’ll be successful in supporting

26

AUTOMOTIVE RECYCLING

TERRA MUNNS Eastern Washington University, Cheney, WA MEMBER: Spalding Auto Parts, Inc., Spokane Valley, WA PARENT: Nathan Munns

ADELLE WOLFSWINKEL South Dakota State University, Brookings, SD MEMBER: Vander Haag’s, Inc., Spencer, IA PARENT: William Wolfswinkel

herself, sharing her knowledge and experience with local businesses, and in turn supporting our entire community and economy. It takes a village to successfully launch young people into mature adulthood and ARA is part of our village. We’re grateful my employer and the ARA support our values and directly contributed to our family’s longterm success.

William Wolfswinkel Vander Haag’s Inc.

It is great to work for a company that lives out their mission statement. The scholarships that are offered because of their association with the ARA are a great way to provide a better life for its employees, their families, and the communities. It is a benefit that can easily be taken for granted that is not offered by other employers and helps eliminate some of the financial burdens that higher education sometimes has.

Luann Laramee Linder’s Inc.

WHY IS THIS IMPORTANT AS A BENEFIT? As a parent, I want the best for my kids, but with the growing cost of living (and tuition price tags) it has been difficult to save enough for college. My oldest son has been an ARA Scholarship Award recipient the past two years. This, along with other scholarship awards, have been an invaluable tool to making college a reality for my him.

SAMUELE LAMAREE

BRILEY BLACKMON

ISAAC PINGEL

University of Massachusetts, Amherst, MA MEMBER: Linder’s Inc., Worcester, MA PARENT: Luann Laramee

Texas Christian University, Fort Worth, TX MEMBER: Grimes Truck & Auto Parts, LLC, Grand Prairie, TX PARENT: Nicole Blackmon

Morningside College, Sioux City, IA MEMBER: Vander Haag’s, Inc., Spencer, IA PARENT: Kari Pingel

HOW DID THE SCHOLARSHIP HELP YOUR STUDENT? He used the scholarship money as an offset to student loans and along with family savings, he is now in his second year of college and doing great! I am so grateful that this opportunity is available to me as an employee of Linder’s Inc. It means a lot to know that my employer and the industry at large recognizes the importance of higher education and cares so much about the well-being of my family.

Nicole Blackmon Grimes Auto Parts

WHY IS THIS IMPORTANT AS A BENEFIT? This scholarship helped my daughter with her tuition and books. It was very much appreciated.

WHAT DOES IT MEAN FOR YOUR EMPLOYER TO OFFER THIS? This meant the world as an employee that companies such as ARA are willing to give back to the education of our children. Our future is in the hands of our young adults, and they need encouragement and I feel offering this scholarship each year is a perfect way for our students to feel empowered to succeed.

Kari Pingel

Vander Haag’s Inc. TELL US ABOUT YOUR STUDENT WHO RECEIVED A SCHOLARSHIP? My son, Isaac Pingel, is studying Agronomy/Agri-Business at Morningside

University. He has made the Dean’s list each year while attending. He is also on the football team; he’s played since his freshman year. This past season the team players vote for their most valuable players in each position/offense/ defense. He was selected Team MVP. Also awarded the Mustang Award, as an outstanding individual.

Some other awards he received this year – 1st Team All-Conference Defense for Linebacker, AFCA – 3rd team All American for linebacker, AP – 2nd team All American for linebacker, CSC Academic All-American maintain a 3.5GPA or higher and having success on the field. Daktronics Scholar-Athletes of 2023 for football. He was 3rd in the country of all NAIA colleges for solo tackle and 8th in the country for total tackles.

With the football team, he has been able to do a mission trip through their church each year. In 2022, they ventured to the Dominican Republic and helped locals with building projects. In 2023, they went to Cuba and did the same.

This year in March they will travel to Uganda and help the people there with different projects. While in these different locations they visit churches and learn the ways of those worlds.

The scholarship has helped provide financial assistance. It is truly a blessing that my employer is part of the ARA organization and helps support these scholarships.

We are pretty proud of him! Thanks for providing the scholarship.

27

This year, I’m excited the ARA has expanded the eligibility for who can enroll and, also, a new scholarship program for part-time students, including employees looking to improve or expand their skills.

–DOUG REINERT

Jenny Zupp

Nordstrom’s Automotive HOW DID THE SCHOLARSHIP HELP YOUR STUDENT? Nathanael was awarded an ARA scholarship. One of our son’s goals was to graduate trade school without any debt. He didn’t want to start in a career and have loan payments to pay as he earns money. He is studying to be an auto mechanic.

He works at a local, “Tires, Tires, Tires,” to help supplement his tuition.

With the scholarships he received from the ARA, it made his goal a reality. He will graduate in May without any college debt. He is excited to be in the real world.

WHY IS THIS IMPORTANT AS A BENEFIT? We didn’t know about this opportunity until it was shared in an employee meeting. There were other colleagues Rodney (my spouse) works with that had their kids receive a scholarship. We thought why not give it a try.

Thankfully, Nathanael received the scholarship for the last two years. It really made a huge difference on his finances, and made it so he didn’t need to accept any financial aid for school.

Rodney and I sure do appreciate the ARA for giving Nathanael a chance and making a generous contribution to his education. Thank you.

Tom Andrade

Everett’s Auto Parts HOW DID THIS HELP YOUR STUDENT? ARA provided two of my children with scholarships, Hannah and Benjamin. The ARA scholarships went directly to tuition. Both Hannah and Benjamin have graduated from their respective schools earning bachelor’s degrees.

Hannah graduated Cum Laude with a degree in Education. She became an educator and is currently in her second year of teaching in a Massachusetts public school system.

28

AUTOMOTIVE RECYCLING

NATHANAEL ZUPP

BENJAMIN ANDRADE

CODY UKEN

ALIAH ORELLANA

KAYLIE HELGET

Southeast Technical College, Sioux Falls, SD MEMBER: Nordstrom’s Automotive, Garretson, SD PARENT: Rodney Zupp

Bryant University, Smithfield, RI MEMBER: Everett’s Auto Parts, Brockton, MA PARENT: Thomas Andrade

University of South Dakota, Vermillion, SD MEMBER: Nordstrom’s Automotive, Inc., Garretson, SD PARENT: Randy Uken

Washington State University, Pullman, WA MEMBER: Spalding Auto Parts, Spokane, WA PARENT: Carlos Orellana

University of Oregon, Eugene, OR MEMBER: B&R Auto Wrecking, Corvallis, OR PARENT: Jeff Helget

Benjamin graduated Summa Cum Laude with a double major in Finance and Economics. He is entering his graduate MBA program. Once completed with his Masters, Benjamin will become a fourth-generation auto recycler.

Susan Uken

Nordstrom’s Automotive WHAT IS YOUR STUDENT’S SUCCESS STORY? Cody graduated in the fall semester of 2023 with a bachelor’s degree in business and finance. We are so proud of him and can’t wait to see where he goes in life! The scholarship it took some of the pressure off coming up with some of the funds to pay for his books and some of his tuition.

WHAT DID IT MEAN FOR YOUR EMPLOYER TO OFFER THIS? Since our son had worked for Shannon Nordstrom for one summer at Nordstroms Automotive, it felt more personal and was a wonderful opportunity for Cody and a bonus for me. I feel proud that Cody was given this opportunity through my

workplace’s association with ARA. Thank you so much for your generosity!

Jeff Helget

Carlos Orellana

WHAT IS YOUR STUDENT’S SUCCESS STORY?

Spalding Auto Parts WHAT IS YOUR STUDENT’S SUCCESS STORY? Thanks to the help of the ARA Scholarship our daughter is on her third year of college working towards being a first-generation graduate and majoring in psychology.

HOW DID THIS HELP YOUR STUDENT? The ARA scholarship has helped ease some of the financial burden of her tuition expenses and supplies.

WHY IS THIS IMPORTANT AS A BENEFIT? Having our employer offer the ARA scholarship has been a godsend. It has helped tremendously with the financial struggles that comes with having a college student.

We would like to extend our gratitude to my employer Spalding Auto Parts and to the Automotive Recycling Association for allowing us this opportunity.

B & R Auto Wrecking

Funny enough, this scholarship process took our family into a deep discussion about the role that Professional Automotive Recyclers play and how impactful our efforts are towards sustainability and the good work we do for the environment. It was special for me as a parent to get to spend time impressing my teenage daughter how cool automotive recycling is!

HOW DID THIS HELP YOUR STUDENT? The ARA scholarship has helped her remain focused on her education and first year experiences.

WHY IS THIS IMPORTANT AS A BENEFIT? It’s something we as an organization talk about frequently. I think the fact that the ARA gives back in this fashion is enlightening to the next generation about what our industry does, and how much we care for one another. TB

The ARA Scholarship Foundation, Inc., a non-profit organization of the Automotive Recyclers Association, promotes higher education through the awarding of scholarships based on scholastic achievement.

If your company is a Direct Member of ARA, you or your college or trade school eligible child or children can apply for the Educational Scholarship, funded by ARA members. All scholarship awards are based on academic excellence and are available to the following people seeking a post-high school education: 1) An employee’s child/children; 2) An owner’s child/children; or 3) An employee. Each year, the Foundation awards approximately $30,000 - $50,000 to deserving students.

Deadline for applications is March 15. New or renewing students can apply at https://www.a-r-a.org/ara-scholarship-program.html.

30

AUTOMOTIVE RECYCLING

BY COLEEN KRAUSE

Women of the Industry Among the automotive recycling industry are dedicated professional women who make significant contributions to the success of the business. Here are their stories.

K

risti grew up in Avon, MN, a small town in north central Minnesota, with five brothers and two sisters.

After high school she attended St. Cloud State University and earned her Bachelor of Science. In the small town, her parents owned a mechanic shop, and she witnessed how her dad would help to search for affordable parts for other families. Little did Kristi know then that her future would be in the auto recycling industry.

Following graduation, she moved to Denver, CO, where she met her husband, Jeff.

After relocating to CO and looking for work, she saw a job posting for a Software Trainer at Actual Systems of America, Pinnacle. She found the job attractive because the role offered the chance to travel the U.S. and

Kristi Werner

President/CEO, URG Canada and she joined Pinnacle in 2005. She was promoted to project manager, and then worked her way onto the sales team. While on the road, she earned her master’s from Colorado Technical University.

In 2011, she joined URG as the Director of Business Development and as of August 2023, Kristi is now serving as its President/ CEO. “Becoming URG’s CEO has been an honor, and I am grateful to our board of directors for their confidence in me. My primary goal is to enhance the programs and benefits for all URG members. Witnessing the challenges in the industry, I am passionate

about helping recyclers reach their full potential,” said Werner.

“I’m thrilled about the changes for the 2024 conference in St. Louis, MO, in April.

This year’s theme, ‘We are ONE,’ aligns perfectly with our annual conference, now that URG and PRP will be hosting side by side once again. When we come together as ONE, for the better of the industry, it benefits everyone. This is a trend I hope to continue as we move forward!”

“Being a successful woman in a predominantly male industry is inspiring, demonstrating that hard work pays off. As more women join, the industry’s landscape evolves. The collective success of women not only inspires but also paves the way for others to enter. When I started, there were few of us, but it has drastically changed. It’s fantastic to see women in various roles, from owners to executives and managers. The support we offer each other is incredible. I’m pleased that ARA started LARA, providing a better way for us to meet and network. The events are always enjoyable, and I invite any lady in the industry to attend the LARA event at ARA each year.”

Kristi lives in Rapid City, SD with her husband, Jeff and her three wonderful children: Weston, 10; Logan, 7; and Pearl, 5.

Find Kristi and URG at u-r-g.com or email krist@u-r-g.com.

31

TOOLBOX EDITION

ARA

Georgia Carver

“

Global Account Director AutoPARTnered Solutions

of the Automotive

I love being a part of the automotive recycling industry.

As a woman who is a “newbie” on the scene (despite 10 years working with auto recyclers in Australia, I’m relatively new to the U.S. market), I was unsure what to expect when I started working in the U.S. But meeting strong women like Kristi, Kirsten and Amanda from URG, Shan from Cocoa Auto Salvage and so many other strong, successful women who are innovating and leading the industry – I have witnessed firsthand, that there is no glass ceiling and no limits for women to succeed in the automotive recycling. I feel excited to be part of an innovative and forward-thinking industry where people succeed based on merit and experience.

”

Find Georgia at autopartneredsolutions.com or email georgia@autopartneredsolutions.com.

Recyclers Association

LARA – Ladies of the Automotive Recyclers Association seeks to promote automotive recycling as a career choice to women and open pathways to enter and thrive in a fulling career within this business community. LARA also provides networking and educational events, usually held at the annual convention of the ARA. If you interested in participation, contact staff@a-r-a.org to find out more on LARA. You can also email Coleen Krause at ColeenKrause@comcast.net to be featured here in a future column of “Women of the Industry.” TB

32

AUTOMOTIVE RECYCLING

REGIONAL NEWS

Auto Recycler’s West News Rocky Mountain Summit & Expo 4: MIKE FRENCH

BY VINCE EDIVAN

VINCE EDIVAN

T

he Annual Rocky Mountain Summit & Expo hosted by the Colorado Auto Recyclers Association was once again a great event that brought together recyclers, exhibitors, and industry experts from the Rocky Mountain Region.

The event, held on February 2nd and 3rd at the Hilton Denver Inverness Hotel in Englewood, CO, offered attendees a well-rounded experience with a carefully curated agenda.

The theme of reaching “Peak Performance” was evident throughout the summit, and it truly lived up to its promise of providing valuable information, knowledge, and ideas for participants to enhance their businesses and contribute to the industry’s growth.

One of the standout features of the summit was the presence of Steve Chavez as the opening speaker. With his extensive experience as a pastor and a leader in the Rocky Mountain Ministry Network, Steve brought a unique perspective to the event. His motivational speech undoubtedly set the tone for the summit, energizing attendees, and encouraging them to make the most of the opportunity.

The agenda was thoughtfully structured, providing a diverse range of topics and speakers. Sessions on sales, eBay, parts grading, inventory best practices, hybrid and EV battery training, and legislative updates, among others, catered to a wide array of interests and needs within the recycling industry. This diversity ensured that participants could tailor their experience to their specific goals and objectives.

The inclusion of “Tech Talk” sessions from companies like Hollander, CCC, YardSmart, Car-Part.com, Crush, and Buddy AI was a smart move, offering valuable insights into the latest technological advancements and tools available to recyclers. These sessions provided a platform for understanding how technology can be leveraged to optimize recycling processes.

The summit also incorporated ample networking opportunities, such as the Vendor Appreciation Reception, Lunch with Vendors, and the Cocktails & Networking

session. These moments allowed attendees to connect with peers, exhibitors, and industry experts, fostering collaboration and relationship-building.

Furthermore, the Recyclers Roundtable offered a platform for open discussions and knowledge-sharing among peers, which is vital for the growth and development of the industry.

The Annual Rocky Mountain Summit & Expo provided a well-rounded experience with

EVENTS HAPPENING NEAR YOU APRIL 17 CIC, Seattle Doubletree Sea-Tac

MAY 10-12 AARA 4CORNERS Golf Trade Show, Chandler, AZ

WEST MIDWEST SOUTH NORTHEAST

MAY 2-4 ARM Road Show & Business, Networking Conference

APRIL 18-19 Upper Midwest Auto Recyclers Convention & Trade Show, Fridley, MN

OCTOBER 23-26 ARA 81st Annual Convention & Expo, Reno, NV

APRIL 15-18 ISRI, Las Vegas NOVEMBER 5-8 CIC, SEMA, Las Vegas

inspirational speakers, diverse sessions, and ample networking opportunities. Attendees left with valuable insights, new contacts, and a renewed sense of purpose in their recycling businesses. This event is a must-attend for anyone in recycling industry from Colorado or the surrounding states who are looking to elevate their performance and contribute to the growth of the field. TB

SEPTEMBER 12-14 ARNE, Turning Stone, Verona NY

AUGUST 16-17 MAY 17-18 TRI-STATE, Iowa Auto Indianapolis, IN Recycler Summit, Des Moines, IA JULY 10 CIC, Denver Hilton

APRIL 4-6 URG Training Conference, St. Louis, MO

JUNE 7 ARAAC Convention, Charlottetown, PE, Canada

APRIL 9-11 Hill Days, Washington D.C.

APRIL 26-27 Carolina Auto Recycler’s Convention & Tradeshow, Winston-Salem, NC

JULY 18-21 FADRA, Sheraton Lake Buena Vista Resort, Orlando

We would love to hear your employee, company, and state news: toolbox@a-r-a.org

34

AUTOMOTIVE RECYCLING

SAV E T H E DAT E! Edition

TOOLBOX® MISSION

BY RECYCLERS FOR RECYCLERS

Sign up to receive email updates from Automotive Recycling Toolbox Edition!

You won’t want to miss timely announcements, access to our digital flipbooks of upcoming issues, and offers from Toolbox advertisers! We appreciate your support of Toolbox and the Automotive Recycling Association.

We deliver the automotive recycler trade show experience to those who do not attend industry events and trade shows. We also reinforce the automotive trade show experience for those who do attend them.

We accomplish our mission by being current, educational and inspirational. Each edition of the Automotive Recycling ToolBox™ Edition includes the following: • Educational and instructional “how-to” articles written by top industry professionals, leaders & trade show speakers.

• Information from providers of industry-related products and service you typically see at industry events and trade shows.

PUBLISHED 6 TIMES A YEAR AutoRecyclingNow.com/Toolbox https://mailchi.mp/a-r-a/ toolbox-email-list

® – Recycled Original Equipment ®

Advertise with us!

Contact Jay Mason for your customized marketing plan to reach decision-makers with your advertising!

Call (239) 223-9408 or email ToolboxAds@a-r-a.org

FIND SUPPLIERS

AT YOUR FINGERTIPS

.COM

PRESIDENT

EDITOR

Nick Daurio Daurio Auto Truck Pueblo, CO nick@daurioauto.com

Caryn Smith, Toolbox@a-r-a.org

1ST VICE PRESIDENT

ART DIRECTOR

Eric Wilbert Wilbert’s U-Pull-It, LLC Williams, NY eric.wilbert@wilberts.com

YOUR TOOLBOX TEAM

Published by Driven By Design LLC

Jessie Sharon ADVERTISING SALES

Jay Mason, ToolboxAds@a-r-a.org

2ND VICE PRESIDENT/TREASURER

ARA OPERATIONS EXECUTIVE DIRECTOR

Sandy Blalock Automotive Recyclers Association Sandy@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 DIRECTOR OF MEMBER RELATIONS

Vince Edivan, Vince@a-r-a.org PROGRAM MANAGER

Kaitlyn Gatti, Kaitlyn@a-r-a.org EVENT MANAGER

Kimberly Glasscock (615) 476-4501 kglasscock@awardwinningevents.com

Most Comprehensive Guide of Industry Vendors, Consultants & Suppliers

AUTOMOTIVE RECYCLERS ASSOCIATION OFFICERS

CERTIFICATION CONSULTANT

Sue Schauls, Sue@a-r-a.org (319) 290-7843

Shannon Nordstrom Nordstrom’s Automotive, Inc. Garretson, SD shannon@nordstromauto.com SECRETARY

Sean Krause Speedway Auto Parts, Ltd. Joliet, IL sean.krause@speedwayap.com IMMEDIATE PAST PRESIDENT

Shan Lathem Cocoa Auto Salvage Cocoa, FL shan@cocoaautosalvage.com ARA CONTACT INFORMATION

ARA Headquarters Manassas, VA (571) 208-0428 staff@a-r-a.org www.a-r-a.org For all print and digital advertising, email ToolboxAds@a-r-a.org.

For editorial or production information, e-mail Toolbox@a-r-a.org or call (239) 225-6137.

® – Recycled Original Equipment ®

9113 Church Street Manassas, VA 20110-5456 USA