POWER MOVES
Time is Money, Act Accordingly Making a Sale Stick AI Hype or Help?
Time is Money, Act Accordingly Making a Sale Stick AI Hype or Help?
RECYCLER’S
RESPITE
Often, the reasons we tell ourselves when things do not meet expectations are misconceptions. Being accountable means having a consistent resolve to plan for success and then executing it.
As an auto recycler, regardless of one’s position in the company, the daily grind can be quite busy, stressful, and sometimes even overwhelming. Imagine inventorying X amount of cars a day, knowing there is a backlog of between 30-60 or more vehicles, and now you are being told we have scored 40 more vehicles at a tow lot auction. How about when you forget the jump box and have to crawl through the trunk of a car to pull a taillight? Oh, and it’s midsummer, with almost triple-digit temperatures outside, and the customer is impatiently waiting in the lobby. Nothing like black on black, hey.
What about when a new arrival comes into your depollution bay and the oil drain plug is stripped? You finally manage to finesse a strip socket onto the plug and remove it, only to have antifreeze come shooting out of the oil pan all over your work pants and into your oil recovery catch. You slip in the spill, grab a coolant bucket, and rue the salesperson who said that this was a good engine. Just another day in the yard, am I right?
However, when reflecting on the ebb and flow of the workday, it is often our physical and mental health that we overlook and potentially take for granted. We become fixated on what to do, or worse, what has gone wrong, instead of
prioritizing how to strategize and implement healthy habits to combat the job’s pain points.
Now I won’t go as far as to say that we are all like snowflakes, each unique in our own way, but I would point out that we are all human, each with our own catalysts and credos. Furthermore, what motivates or pacifies me does not mean it will resonate with you. However, there are inane methods that are fairly translatable and relatable across all types of people.
Stephen Covey, in his book The 7 Habits of Highly Effective People, discusses detailed principles that illustrate the possible progression from dependence to independence and ultimately to interdependence for individuals in the workplace. And again, this book may not be for everyone, for selfhelp is only as effective as one’s effort
and open-mindedness towards change. Yet I single this book out for not only its content but its meaning. As a habit to combat the slog that comes with being an auto recycler, making the time for reflecting and reset is one of the most effective methods to maintain a healthy physical and mental state.
Success can be subjective, and when the object of our labors is inconsistent, unsustainable, or seems out of reach, it is easy for the mind to waver and the body to toil. By setting this as an expectation, we can remove ourselves from working within the business, and take the time to work on ourselves. Taking the time to give an honest assessment of what we are doing and where we are at in each state of being can help us identify what we need and where we are lacking. Ask yourself: Is the task of those uninventoried vehicles weighing heavily on your
Brian Bachand is a second generation auto recycler, who helps own and operate Westover Auto Salvage in Belchertown, MA. He is on the Board of Directors for the Auto Recyclers Association of MA and a proud ARA Member. Brian has a Bachelor’s Degree in Accounting and paired with almost 25 years of auto recycling experience, will continue to implement ARA Advocacy for being a leader in the auto industry.
shoulders? Are you busy beyond belief with trying to meet that quota of dismantling X amount of cars per day? Or you are overwhelmed with parts sales that you repeatedly skip lunch, or do not leave your desk for more than a few minutes throughout the day.
Whatever the challenge may be, it is real for you. If it is causing you to not be at your best, then it is time to step back and get help. Tap into the 7 Habits, strategize a plan or routine for yourself, or be proactive and find the resources you need to continue your path to success. Remembering that only you can be accountable for your mental health and physical state and making time to reset, refresh and reimagine how you can move forward and accomplish your goal in a healthy and prosperous manner is the most effective habit we can create.
This practice may seem difficult to some and to others just self-help jargon, but its roots lie in the core healthy habits we can cultivate that will undoubtedly help achieve sustainability and success.
Time is Money, Act Accordingly
A challenging concept for those in our industry who wear many hats is Time Management. Learning to manage your time effectively is more than just keeping your Google Calendar updated or managing a meeting to stay within the allotted timeframe. Effective time management involves making the most of your time spent on each endeavor throughout the day, only after you fully understand where to prioritize your efforts to maximize the return on your time investment. Time is valuable, as it significantly impacts success. Are you spending your energies on what makes you money and gets you ahead? Or are you spending time on things that should be delegated or deprioritized? If you work 8-5 with a one-hour lunch break, that means you have 480 minutes to accomplish anything that you have deemed a priority. How and where you choose to spend these minutes is crucial in determining what you complete, when goals are met, and when you can take on the next endeavor. Learning to master time management is an essential habit
Whatever the challenge may be, it is real for you. If it is causing you to not be at your best, then it is time to step back and get help.
reasons we tell ourselves when things do not meet expectations are misconceptions. Being accountable means having a consistent resolve to plan for success and then executing it. Evaluating our team and its needs, we can then set clear expectations and communicate the corresponding responsibilities. Holding ourselves and others to these expectations, we can help eradicate our excuses and move together towards the shared goal.
Mistakes happen, unforeseen variables and challenges will arise, but dedicating ourselves and our operations to accountability prepares us to navigate when things go wrong and motivates us to live up to expectations.
Learning from Others
that needs to become routine by putting things in terms of money and minutes, as well as through delegation. By periodically qualifying the day’s workload, we can determine who is best suited for specific roles and situations and how to contribute your minutes to the effort. That is what brings in the money and enables us to continue growing and evolving.
Lack of Accountability is Leaving Money on the Table
The other initiative that ties in with time management is accountability. Accountability is not taking blame or wearing someone else’s hat to get the job done to avoid consequences; it is taking responsibility and realizing the need to set, communicate, and hold others and ourselves to vetted expectations. We frequently hear the excuses and blame-shifting from others who fail to meet expectations – such as “John was behind in swapping out my inventory vehicles, so I missed out on almost an hour of inventory,” or “if Jill wasn’t so slow in the shipping department, that headlight could have gone out tonight.” Excuses shed light on process or production issues that the team needs to address as a potential profit leak.
Excuses are the enemy of accountability that we need to weed out. Often, the
There are plenty of healthy habits, pro tips, and competitive edges we can create to help us succeed. There is no one-size-fits-all quick fix or fast track to prosperity or profitability. Each of us operates differently, and we all face our own unique sets of challenges. Staying true to ourselves and understanding how we, as individuals and as a business, operate is the first step in determining what works for us. The healthy habits you create for yourself and for your team are only as effective as the effort you put into them. From time management to accountability, or even work-life balance, peer mentorship, and team meetings, instill commitment to these priorities and enforce them with positivity.
From recycler to recycler, some things do not translate, yet learning what other recyclers are doing to succeed is often helpful when looking to improve your systems. The fact that we are all willing to share our best practices with others is one of the best aspects of our industry. Yet, we need to be willing to put in the work with whatever phase or process we aspire to improve, and it starts with us. If you are not sure how or where to start, as Walt Disney once said, “The way to get started is to quit talking, and begin doing.” Everybody has to start somewhere. Continue to move forward and make change happen. Only you can get yourself to where you want to be.
AI AND AUTOMATION Hype or Help for Recyclers?
AIand automation are two of the most talked-about trends in every industry – but for automotive recyclers, the real question is: are these just buzzwords, or can they actually help us run more efficient, profitable yards?
As someone deeply embedded in the recycled parts ecosystem, I’ve seen the shift happening firsthand. From integrated payment systems and automated dispute resolution to AI-driven customer communication tools, the opportunities are real – but so is the confusion. Let’s break down what AI and automation mean in practical
terms for our industry, and where recyclers can actually benefit – without becoming tech companies themselves.
Where AI and Automation Are Already Helping Fraud Prevention and Chargebacks:
AI tools can now detect suspicious patterns in card-not-present transactions, flag risky orders, and even automate the response to chargebacks. For recyclers, that means fewer lost sales and better protection for high-value parts like engines and transmissions.
Customer Communication: Platforms are using AI to route incoming texts, emails, and voicemails to the
right team member, auto-respond to FAQs, and follow up on abandoned carts or quotes. This cuts down on missed sales and improves customer experience – without hiring more staff.
Review and Reputation Management: Tools can automatically request reviews after a sale, filter out spam or irrelevant responses, and even alert staff to negative feedback in real time so it can be addressed before it spreads.
Shipping and Returns: Automation helps connect order systems with shipping carriers to send tracking updates automatically and streamline RMAs with built-in workflows that reduce back-and-forth calls and errors.
Where the Hype Outpaces the Help
While the potential of AI is huge, not every solution is right for every yard –especially when sold as a one-size-fitsall magic bullet. Recyclers don’t need flashy tech demos. They need tools that plug into their Yard Management System (YMS), support their workflow, and reduce workload, not add to it.
Some platforms promise “intelligent pricing” or “automated part sourcing” without any real understanding of interchange quality codes, inventory variation, or regional demand. Others are built for retail e-commerce, not the unique logistics and liabilities of shipping auto parts across the country.
What’s Needed: Smart, Targeted Integration
The key to making AI and automation actually useful in recycling is integration. If the tools don’t speak to your YMS or require your staff to manage multiple disconnected systems, the time savings are gone – and the frustration begins.
That’s why some of the most effective uses of AI right now are the simplest:
• Automating payment requests with 3D Secure to shift fraud liability
• Flagging orders that are missing tracking before disputes happen
• Consolidating messaging into one inbox so you’re not switching platforms all day
It’s not about replacing your team –it’s about equipping them with smarter tools that prevent costly mistakes and free them up to focus on higher-value tasks.
What Recyclers Can Do Today
1. Audit Your Manual Tasks: Where is your team repeating the same action over and over (copying tracking numbers, fielding the same customer questions, chasing reviews)? That’s where automation can help.
2. Look for Integrated Tools: Don’t get sold on flashy tech that doesn’t plug into your ERP. Start with simple automations that sit inside your existing workflow.
3. Train, Don’t Just Deploy: AI tools are only as good as your team’s ability to use them. Short, job-specific training is key to adoption.
4. Start Small: You don’t need to automate everything at once. Even one workflow – like automated payment requests with proof of delivery – can reduce chargebacks and save time.
AI Isn’t the Future. It’s Already Here – If You Use It Right.
AI and automation are not about replacing people. They’re about reducing the friction that holds good
yards back: disputes, missed messages, manual errors, and inefficient follow-up.
When used correctly – and when connected to the systems you already rely on – automation can give your yard a serious edge without requiring a full digital overhaul.
The recyclers who win in the next 5 years won’t be the ones with the most software – they’ll be the ones who know how to use the right tools in the right places to reduce waste, protect revenue, and serve customers faster.
And the good news? You don’t have to figure it out alone. Industry-specific platforms are emerging to make this technology accessible, integrated, and tailored to your world – not Silicon Valley’s. TB
Lisa Samuel is the founder of PayBuddy™ – the architecture and support behind leading industry integrations – and Sabhi™, two platforms built to serve the real-world needs of the recycled parts industry. With deep integrations into leading Yard Management Systems, she works with recyclers across North America to streamline operations, reduce fraud, and scale smarter through technology. Lisa is passionate about empowering yards to take back control from disconnected tools – and helping them thrive in a digital-first world.
In a used auto parts business, most sales come from inbound calls, texts, and electronic requests – not cold outreach. Every inquiry represents a customer already motivated to buy. The difference between a “maybe later” and a completed sale usually comes down to one thing: good selling habits.
When a caller needs a part, they want fast, accurate answers from someone who sounds like they know what they’re talking about. Developing strong inbound selling habits transforms a simple order taker into a trusted partner that customers call first – and return to again and again.
When you tailor your response to what they value most, you move from being a supplier to being a problem-solver.
3. Know Your Inventory and Alternatives
In the used parts world, product knowledge means more than memorizing prices. You need to understand interchange, condition grades, shipping options, and what’s actually available.
If you don’t have the part in stock, know your options – broker it, locate it through a partner yard, or suggest a compatible substitute. Customers appreciate it when you go the extra mile to solve their problem, even if it means sourcing the part elsewhere. Those habits build credibility and repeat business.
4.
Follow a Process –Without Sounding Scripted
AUTO PARTS INDUSTRY
Good Selling Habits FOR INBOUND SALES IN THE USED
1. Respond Fast, Sound Confident
Speed wins.
When a shop, body tech, or DIY customer reaches out for a part, they often contact several recyclers at once.
The first one to respond clearly and professionally usually gets the sale. Make it a habit to answer calls on the first ring when possible and reply to electronic requests promptly.
Confidence matters just as much as speed. Always greet callers with energy and purpose – “Parts department, this is Mike, how can I help you today?”Be prepared to locate the part, provide an accurate quote, and explain your process. When you sound confident, customers trust that you’ll deliver.
2. Listen Before You Quote
It’s tempting to jump straight to the quote, but the best sellers slow down just long enough to understand the need. Ask questions like:
• “What’s the VIN or exact year/make/ model?”
• “Is this for a collision job or a mechanical repair?”
• “What’s the deadline on getting it installed?”
Listening tells you what’s really important – price, delivery time, warranty, or part quality. A customer replacing a daily driver transmission might care more about warranty and reliability, while a shop fixing a low-margin job might focus on cost.
Successful recyclers follow a consistent sales process: greet, qualify, quote, confirm details, close, and follow up. That structure helps you stay organized and keeps transactions smooth, especially on busy phones.
Still, don’t let routine make you sound robotic. Add a personal touch: use the customer’s name, confirm their needs, and relate to their situation. A simple, “I’ve seen that issue a lot on those trucks – this part should fit you perfectly,” builds rapport that no computer system can replace.
5. Follow Up to Finish the Job
Many potential sales die lacking follow up. Maybe the customer said they were “checking around” or needed approval. Set a reminder to call or message back later that day or the next morning. Follow-up doesn’t need to be pushy. It can be like, “Hey John, just wanted to
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.
make sure you found the transmission you needed. I still have the one we talked about available.” That extra step often turns a lost quote into a closed sale.
6. Track and Improve
Finally, treat every call as a learning opportunity. Keep an eye on how many quotes you convert, how quickly you respond, and what objections come up most often. Review those numbers weekly or monthly. The best inbound sellers are always refining – finding small ways to quote faster, explain better, and close stronger.
Bottom line:
In the used auto parts business, good selling habits separate top performers from everyone else. When you respond quickly, listen carefully, and stay organized while keeping it personal, you’ll not only close more calls – you’ll earn the trust that keeps customers coming back every time they need a part. TB
CODES OF EXCELLENCE
CHECK OUT THESE POPULAR INDUSTRY RESOURCES AVAILABLE TO PROFESSIONAL AUTOMOTIVE RECYCLERS!
CERTIFIED AUTO RECYCLER
Crush Software Solutions LLC recently announced it has acquired S3 Software Solutions LLC, developer of Crush, the largest yard management system used by more than 200 selfservice auto recycling yards in the U.S. and Canada. S3 will now operate as Crush Software Solutions, LLC, with founder Dimitri Gerontis serving as Chief Operating Officer.
The ownership group is led by people with deep roots in auto recycling, including the family offices of Tom D. Klauer Jr. –active in the redevelopment – and Kendig K. Kneen – serving primarily as an investor – who are committing an additional $3 million to reengineer the platform, add new capabilities, and return buying power to independent yards. Between the two, they have operated over 70 yards during the last three decades. “We have learned by operating our own yards that we can use the CRUSH software to teach our buyers to buy inventory that will yield far better results and thereby far more profits,” Klauer said.
What’s the Big Deal?
for Crush 2.0. The company’s goal is to double the footprint to over 400 yards by delivering a modern, cloud-hosted, enterprise-ready system that improves vehicle sourcing, pricing, and sales.
“For years, Crush has been the best yard management system in the market. But now we’re building Crush 2.0 – not just to manage today’s yards, but to futureproof the industry,” said Klauer. “Independent operators deserve enterprise-grade tools that give them buying power and competitive edge.”
IT!
and then rising to CEO in 2003 until 2015. During my tenure, we built the business to 62 locations. I had a lot of fun with it, and I’m still an owner. I started another company in California called iPull-uPull Self-Service Auto Parts, and it was there that I first learned about Crush when we built the first yard in 2016. We now have five yards on the system.
ToolBox: How did you come to invest in the software?
For more than 15 years, S3’s Crush has supported self-service auto recyclers across the United States and Canada. With the acquisition, Crush Software Solutions will accelerate the roadmap
“This isn’t about tweaking reports,” said Gerontis. “This is about transforming how inventory is sourced and sold. Our goal is to give operators data they can trust – from the first bid to the last part sold.”
Improvements to expect with Crush 2.0 include a complete reengineering of the software with a modern cloud architecture, data-driven vehicle acquisition, integrated marketplace connections, and enterprise-grade analytics and security. Automotive Recycling ToolBox™ Edition was granted an exclusive interview on the merger and what Crush users can expect in the future.
ToolBox: Share your experience in the automotive recycling industry.
Tom D. Klauer Jr.: I’ve been involved in the self-service recycling business for 35 years. I was one of the founders of Pickn-Pull®, starting as a minority partner
Klauer: Crush is the best system out there for self-service. Almost a year ago, I met with Dimitri, who has an excellent understanding of the business, to discuss things I’d like to see as a user of the software. We discussed aspects such as it being an enterprise system and cloudbased. It lacked advanced reporting and purchasing tools. Although it’s the best in the marketplace, I believe it could become a truly great product with some investments and new resources. Dimitri agreed, and we continued to talk.
On September 19, we closed the deal to advance Crush to 2.0 and beyond.
Dimitri remains a vital part of the company. We have assembled a new team around the effort, and even before the deal was final, we were contributing resources towards development, including adding 10 full-time team members to redevelop the software.
Ryan Paterson – a technology leader with more than 20 years in federal and commercial markets – is the Chief Executive Officer and will run the high-level company business.
Dimitri is Chief Operating Officer and continues to interface with customers and oversee development.
Caryn Smith, is the editor of Automotive Recycling magazine and Automotive Recycling ToolBox Edition. She has
As a freelance writer, she is a contributor for other industry publications, such
among others.
Kay Schaefer – a tech entrepreneur known for launching and scaling digital businesses that turn attention into outcomes – is Chief Product Officer.
A more dynamic system is truly needed in the industry, and Crush is poised to take the next step, building upon its solid foundation.
ToolBox: What can Crush users expect? When will they see these new changes? How will changes roll out?
Klauer: All improvements will be beta-tested and then slowly released to all users. First, the Crush architecture will be migrated to the cloud for enhanced security. Then we will convert it into an enterprise solution, providing owners with multiple locations with better access and data. Currently, each location has an individual server. Third, we will address integrating more comprehensive reporting into the system.
For the future, one of the most important upgrades is the development of internet-based, data-driven vehicle acquisition capabilities. We want our users to be able to purchase vehicles using pricing tools that are based on real inputs, such as a vehicle’s worth as an operating vehicle or as scrap, its parts value, and other relevant variables. The system should be able to evaluate a vehicle and determine what the operator should pay for it.
Especially when it comes to self-service, purchasing is often more of a system of discipline than based on an operator’s data.
Even understanding when a vehicle comes in, if it’s just a scrap vehicle, how much does that car weigh? What value are the catalytic converters and other cores? That is the kind of system we aim to build, and we will likely dedicate the most time and effort to this capability right now. If you don’t have good inventory at the right price, then you are not competitive.
The plan is to release the next iteration for beta testing to several of the larger user operators immediately after the first of the year and to release the new version of Crush for the entire operating platform system in the spring
Beyond the Yard: Expanding Opportunity
Crush 2.0 isn’t stopping at incremental upgrades. The team is pursuing strategic partnerships and expansion into untapped markets.
• Growth markets: Over 20 major metro areas in the U.S. and 17 Canadian CMAs remain without a Crush presence – from New York and Miami to Montreal and Calgary. These represent billions in untapped vehicle flow.
• Impactful Partnerships: Emerging partnerships will mean thousands of new vehicles flowing directly into Crush yards, creating new revenue streams and powering a concierge service that handles pickup, payment, and resale.
• National brand potential: A new car-buying platform could position Crush as a competitor to national players like Peddle, offering end-to-end consumer engagement.
“Buying cars is the single biggest pain point in this industry,” said Ryan Paterson, Crush’s new CEO. “By integrating auction feeds, marketplace tools, and predictive pricing, we’re turning that pain point into a growth engine.”
to early summer. When we switch over, it should be a very seamless transaction for the customer itself. This effort is a huge undertaking; we’ve got a lot of great users of Crush, and the last thing we want to do is be disruptive to their businesses.
ToolBox: Will the changes impact the price of the service?
Klauer: It will be modular-based. There will be a basic Crush software, similar to the current approach, that provides a Point-of-Sale system, inventory management, and other essential functions. If you want, for example, the enhanced buying tool, that will be an upcharge, and so on.
ToolBox: What is the feedback from the system’s larger users on potential?
Klauer: They are very excited about it. They have been asking for more. They want better reporting, an enterprise solution, and cloud-based processing. They want to be able to acquire more data. Dimitri is also excited about having the ability to fulfill the dream that he’s always had for Crush and its full potential.
Much of Crush 2.0 development will incorporate all our collective years of experience as yard owners and technology developers – with input from users – to build an all-inclusive system, from customer loyalty programs to vehicle purchasing to reporting dashboards with KPIs – all the things you need to know as an owner and operator. We will design the system with those kinds of plans in mind. If something is
working, let’s figure out how to emulate it. If something isn’t functioning well, we will fix it or change it. We have spoken with several super users over the past few days to share our plans, and we hope they are excited about it. Everyone we have talked to has said they were ready for the changes.
ToolBox: What are your thoughts on future of the self-service model?
Klauer: Ten years ago, you could run a self-service yard with not a lot of expertise, and you would make money. That is not the case today. With increased competition and complexity in buying, it is crucial to make decisions based on realtime data. Additionally, we must market ourselves more effectively and accurately portray our true image as a self-service provider, such as through social media, and remain open to change.
If we don’t change the business model and do it with more intelligence, we are in trouble, in my opinion, and profit margins are decreasing. For instance, at my businesses, we’re pulling parts for customers. Also, people will want to pay for a motor that is tested and guaranteed; not every motor needs it, but some of the high-dollar motors will sell for more. There is an opportunity for growth in these areas. Yet I am still very optimistic about the business, and Crush 2.0 can help.
A self-service yard isn’t for everybody. Some people do not want to pull a part, but there is a way to provide a part to a mechanic to pull the part, and fix their car. While we are now competing with online sales platforms like eBay and the
Building for the Next Generation
The leadership team — Klauer, Kneen, Gerontis, Paterson, and Kay Schaefer
— is aligned on a vision of Crush as more than a yard management tool. They see it as the digital operating system for automotive recycling: inventory, pricing, sales, customer engagement, and beyond.
Features on the horizon include:
• Cloud-native architecture with enterprise controls
• Integrated buy/sell model calculators
• Marketplace and interchange
aftermarket, people prefer OEM-quality parts, which is beneficial for us, but we must operate smartly. There are numerous opportunities in the business. Our goal is to stay ahead of the customer in the 21st Century.
ToolBox: For the consumer, the value of selling an off-the-street end-of-life vehicle to an auto recycler lacks appeal, as many recyclers quote the same price for every car. Should that change?
connections (including potential Car-Part integration)
• Customer loyalty and omni-channel sales tools
• Data-driven dashboards for margin, throughput, and KPIs
“This is not just a rebuild,” said Schaefer. “This is about creating an ecosystem where independent operators can compete at scale with anyone — online sellers, aftermarket parts, or even the OEMs.”
Klauer: I know people who adhere to the one-price philosophy. It is questionable whether that works well. The goal of the new Crush system is to determine the value of a vehicle, regardless of its operational status, mileage, condition, or any other factors. It will evaluate every car on its own merit and calculate a price that suits that car.
There is a stigma that we should not pay over $300-$400 for a car. We need a system that takes the thinking out of it
and determines, based on actual sales data, whether buying this car will result in $500 worth of parts sales, $400 in scrap value, and $200 worth of catalytic converters. You can pay $X for this car and still be very profitable.
ToolBox: Final thoughts?
Klauer: Self-service recycling has become more competitive, more complex, and more connected. The days of making money with limited data are gone.
Crush 2.0 is positioning yards for the future: smarter buying, faster selling, and deeper customer engagement.
Our mission is simple. Give independent yards the same power the big players have — and then some. Crush has laid an extremely strong foundation. Crush 2.0 will be the launchpad.
I’m very excited to be partnered with Dimitri. We have a great team in place, and we look forward to making Crush an even more superior product than it is today. TB
BY JAKE NAWROCKI
Isn’t That Special
What if someone told you there was a way to raise your revenue without spending tons of money on some unfamiliar new software or a complicated marketing campaign? Would you be interested? Skeptical? Curious? Most likely, you would be all of the above. Any of us in this industry would be foolish not to investigate the possibility of increasing our revenue by any means, and yet there is one simple question you can ask yourself that has the potential to generate more visibility for your business and elevate sales.
“What makes you special?,” that is the question. You may have heard it referred to as a unique selling proposition (USP). We see them all day, every day, and they have become so commonplace that we don’t always consciously notice them. If you consider brands like Subaru, FedEx, or Domino’s Pizza, chances are you know what their USP is without even knowing what it is. You know that document is absolutely going to get there overnight, or you will have that pizza in thirty minutes or less. We have come to expect that, and it has been burned permanently into our brains.
As auto recyclers, regardless of the size and scale of our business, this is of equal value to us. We need to identify what appeals most to our customers and make that our unique selling point. It varies slightly for all of us, depending on our location, customer demographics, or even the climate. So, ask yourself, what makes you special? What do you do differently that will appeal? When it comes down to it, all of us in the recycled auto parts industry pretty much offer the same parts. So, what sets you apart from those around you? (I really
It defies logic, yet Ma and Pa were starting a little store at the time, and it is as busy as ever. What did they do differently that made this possible? You would have to see it to understand it. They are not cheaper, they are not the best, and they are not the biggest. Yet, the place is unique and has a certain curiosity about it that keeps people coming back. For some customers, they will always prefer mom-and-pop stores, while others like the different options. Some people just stop in to see what the place is, others are there on the regular.
What makes you special? What do
you
do differently that will appeal? ... All of us in the recycled auto parts industry pretty much offer the same parts.
dislike words like “competitors” and “competition” as they make it seem like we are not all working together, when in fact I believe we are, or should be).
Maybe you have a warranty that rivals that of the OEMs. Perhaps you have a delivery system in place that is incredibly fast. Maybe you donate to the local VFW based on percentage of sales. The possibilities are truly endless; you just need to find what works for you.
My dad (the founder of Rocki Top Auto) is a terminal entrepreneur. When we bought him out, he almost immediately started a new business, something he and Mom always wanted to do. It started as kind of roadside fruit stand and has blossomed into a full-on grocery store. We are a very small town, and many years ago, when the giant blue store moved to town, that was the death knell for a lot of the local small businesses. The one actual grocery store even failed in the face of “always low prices.”
You can get pretty much anything you would get at any normal grocery, but on any given Saturday you might discover an impromptu flea market happening in the adjacent lot, or a car show, or maybe someone has a boat parked in front for sale. You might hear live bluegrass music, a bunch of oldsters sitting around drinking coffee and gossiping, or the gospel being preached. If you ever find yourself driving through Ladysmith, Wisconsin, stop and check out Holly’s Last Stand and see it for yourself.
The point is, it works very well despite looking nothing like convention. In your own business, find what makes you special. Find what you do a little differently, what you do better. Promote that! If you cannot find anything different or special, maybe now is a good time to figure it out. As grandpa always said, “There are seven days in a week, someday isn’t one of them TB
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.
Automotive Recycler’s
Nothing in this life is promised to any of us. Life sometimes lasts a long time but sometimes it’s so short. These days, the news is full of stories of young and old who have passed. We don’t know when we will take our last breath nor when we will make our last recycling sale. It could be five minutes from now, or it could be years from now. No matter the time when you’re called home, all of us will one day meet our Maker. In the meantime, how we work toward helping others is how we will be remembered. When your time comes, how do you want to be remembered?
In the last few months, we’ve lost a fellow recycler, Mark Hortman, who was murdered alongside his wife, Minnesota State Representative Melissa Hortman. Melissa is the daughter of Harry and Linda Haluptzok, owners of John’s Auto Parts and Mark was the company COO prior to the sale of the business. They were gunned down in their own home. How about Charlie Kirk, who was assassinated on September 10th in front of the world. Surely, they were all called home way too soon, yet we can truly say that they were living out their life’s calling.
At the same time, I can’t help but think about three Past Presidents of ARA, all of whom I loved and that are no longer here with us. Kennie Andersen is one. His book, “Recycled by Jesus,” was given to each attendee of last year’s ARA convention. My two, very dear friends,
Mark Buessing, President of ARA in 1999, and Randy Reitman, President of ARA in 2012 also come to mind. These three friends, who were amazing leaders, prompted me to write this article. Several years ago, I was asked to eulogize someone within the industry, when I discovered a simple poem, “The Dash.” Originally written by Linda Ellis, her poem struck a nerve with me and inspired how I might remember this person who died working within the recycling industry. When Linda wrote her poem, the message was simple. However, after what tragically happened this week in the news, I began to think about my DASH again. When the Lord calls me home, I hope that those people remaining behind – my family, friends and clients – know that they meant everything to me during my lifetime. I hope that those whom I employed through the years also know that I wanted the best for them. I hope
they can say that I had their backs and appreciated everything they did for me and my company.
Years ago, Linda Ellis created a poetic masterpiece when she put pen to paper during a stressful time in her life. She says, “It was during a period when I was working for the top executives of a very large and successful corporation. It was a strict company with a tense working environment. I began to watch how the priorities in many lives there had become misaligned. It seemed to me that the bosses were worrying far too much about things that were inconsequential in the scope of life.” She also cites as inspiration the words from a letter that had circulated the office from the wife of an employee. The woman knew that she was dying. “I was so moved by that letter that I saved a copy of it and continue to live by her words,” Linda shared. (Read the full story at https://lindaellis.life.)
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.
Linda begins her poem referencing a fictional man at a funeral who is eulogizing his friend, mentioning the dates on his tombstone. One early line in her poem says, “But he said what mattered most of all was the dash between the years.” As Linda continues her poem, she states, “For it matters not how much we own, the cars, the house, the cash. What matters is how we live and love, and how we spend our dash.”
Several times during my lifetime, I have used something like Linda’s Dash poem for some of our Recyclers who have passed on. Each of them gave so much to our industry, and I wanted to remember their legacy because of how they performed during their lifetime. They were special people to me, and I wanted to describe their DASH to others. Here’s what I read after delivering their eulogies.
My Automotive Recycler’s Dash
I heard of a man who stood to speak at the funeral of a friend,
He referred to the dates on his tombstone from the beginning to the end.
He noted that first came his date of birth and spoke the following information with tears,
But he said what mattered most of all for a recycler was the DASH between those years.
For it matters not how much we own: amount of buildings, special industry parts, the cash.
What matters is how we live and love, and how we spend our Recycler’s DASH.
So, think about this long and hard. Are there things you’d like to change?
For you never know how much time is left in a recycler’s life that can still be rearranged.
If we could just slow down enough to consider what’s true and real,
And always try to understand the way our customers might feel,
And be less quick to anger, and show appreciation more,
And love the people in our lives like we’ve never loved before.
If we treat yard and office people and customers with respect, and more often wear a smile,
HOW WE WORK TOWARD HELPING OTHERS IS HOW WE WILL BE REMEMBERED. WHEN YOUR TIME COMES, HOW DO YOU WANT TO BE REMEMBERED?
Remembering that this Recycler’s DASH might only last a little while.
So, when your eulogy’s being read with your Recycler’s actions to be rehashed, Would you be proud of the things they say about how you spent your Recycler’s DASH?
The last line of my Recycler’s Dash asked an important question. It’s my prayer that you will consider how you should be remembered with your Recycler’s Dash.
I promise that you will have a dash one day! How would you like to be remembered when your time comes to leave this earth? Is it for the fame because you built your company from the ground up? Perhaps you hired so many of your competitors’ people because just about every local recycling person wants to work for you. You may
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be known for your easy-going attitude or paying your people more money. Or perhaps you are a second-generation recycler who has expanded or diversified what you inherited. That happened in my family because my oldest brother’s children have done that with Harrington Construction Company in New Jersey.
There are many ways to create dashes for recyclers. The main thing is that you want to be remembered for doing good. If you’re satisfied with your dash the way it is now, that’s great. Just continue what you’re doing. However, if you feel your dash needs to be rewritten or isn’t complete yet, you can start working today toward how you want to be remembered.
It’s never too late to work on your DASH.
See you on the next podcast. TB
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Three Things Auto Recyclers Can Do to Stay Ahead and Even Prosper
Let’s focus for a moment on three small things you can do to keep your business strong and growing. As you read this, you may think, “I already know all this stuff.” Don’t tune out! Coaches of professional sports teams never stop drilling the fundamentals, because games are often won – or lost – by the smallest of details. It’s the same in business.
One of the most significant success principles I’ve come to understand about thriving in business – or in marriage, family, friendships, or even spiritually – is this: you must pay attention to the small things.
This is not a new idea. Thousands of years ago, the Bible warned: “The little foxes destroy the vineyard” (Song of Solomon 2:15). Tiny foxes pick at grapevines, dig at the roots, and slowly weaken the plant until it dies. Businesses are no different. The big disasters usually begin with small things left unattended.
Here’s the lesson in one sentence: To keep your business prospering, pay attention to small details before they get out of hand.
Here are three small things that can have a big impact.
1. Keep Your Yard Organized and Safe
Start each day with a facility walkthrough inspection, because a clean, safe yard isn’t just healthy – it’s profitable.
At a recent recycler conference in New York, successful yard owner Bill Tolpa (Tolpa’s Auto Parts, NY) stated that, although modern technology helps him run his business, one of the most
important things he does every day is walk his facility. He looks for things out of place, mislabeled parts, and safety hazards, such as fluid leaks or clutter. He said most owners get bogged down tackling massive projects, while the little things keep slipping by. However, if you consistently walk through your facility, every little detail eventually gets noticed and improved.
Why it Works
Think of airline pilots. Before every flight – no matter how many thousands of hours they’ve logged – they go through a detailed checklist, so they don’t miss a thing. Not because they expect a problem, but because catching the small things prevents disasters.
Your daily walk-through does the same:
• Safety issues: Loose cords, oil spills, broken equipment.
• Customer impressions: Is the office clean? Are phones being answered professionally? Is signage clear?
• Operational flow: Is inventory tagged?
Is something in the wrong place? Does something need attention? Ten minutes a day can save thousands in accidents, wasted time, and missed opportunities. And just as important, your employees notice. When the owner is visible and invested, the team raises its game.
2. Stay Knowledgeable About Your Numbers
Numbers tell the truth about your business. Ignore them, and you’re flying blind. Many recyclers have been shocked to discover too late that cash is gone, margins have eroded, or inventory has ballooned out of control.
Years ago, I asked Ron Sturgeon – who successfully grew multiple yards in Texas – what his biggest key to success was. He credited much of it to participating in the early Howard Groups, made up of non-competing recyclers who met regularly. They dug deep into each other’s numbers, set improvement goals, and held each other accountable. Ron told me that too many owners are so busy putting
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.
DAURIO AUTO AND TRUCK HAVE THEIR PROCESSES DOCUMENTED.
out fires that they neglect their numbers, and by the time they see a problem, it’s often too late to fix.
What Numbers to Watch
Successful recyclers track more than just sales. At a minimum:
• Daily sales and gross margin.
• Inventory turns. How fast are parts moving off the shelves?
• Core returns and warranty claims.
• Top five expenses. Payroll, inventory, utilities, insurance, and equipment usually lead the list.
• Cash flow. Know when money is coming in and going out.
A good yard management system will generate these reports. But if you struggle with numbers, don’t give up. Get help.
Where to Turn for Help
The Automotive Recyclers Association (ARA) offers a free Mentoring Program
to its members. If you are not a member, it is worth joining to participate. They connect you with experienced professional auto recyclers who are not in your competitive market. These recycler-mentors bring years of valuable experience to help you streamline your numbers, review processes and procedures, propose facility improvements to facilitate growth, and suggest ways to increase sales. It doesn’t matter if you’re a brandnew professional or a 30-year veteran; you don’t have to go it alone.
The bottom line: don’t wait until your numbers surprise you. Know them. Track them. Act quickly when trends shift.
3. Build Loyal Customers
Your money comes from customers. If you neglect them, you’ll lose them.
A classic survey showed why customers leave:
• 1% die
• 3% move away
• 5% switch because of a friend’s recommendation
• 9% switch to what they think is a better service
• 14% leave due to dissatisfaction
• 68% leave because of neglect
Think about that. Almost seven out of ten customers walk away simply because they feel ignored. That’s preventable.
The Power of Contact
Here’s the simplest solution: call them. Visit them. Write them a personal note. Don’t send a form letter – make a personal contact.
Marketing Metrics, a research firm in New Jersey, found that the chance of selling to a former customer is 20–40%. Compare that to just 5–20% for a new prospect. Why? Because they already know you. You already know them.
You’ve got the advantage – if you use it.
When you reach out, ask: “We value you as a customer. Is there anything wrong with our service? I want to know.”
If you sincerely listen, apologize if needed, and offer to fix the problem, most customers will give you another chance. In fact, many will end up more loyal than before.
Different Types of Customers
Not all recyclers have the same customer mix. Self-service yards often attract a high volume of DIY walk-ins who may never return. Full-service yards depend on steady repeat orders from repair shops and insurance companies. For those customers, loyalty is everything.
So, make customer care a habit. Call one top customer every day just to check in. Ask how the part worked out. Thank them for their business. Solve complaints immediately. These small gestures add up to big loyalty.
The Law of Reciprocity
Often, customers don’t stop ordering because they’re unhappy. Life just distracted them. Maybe they lost your number, switched staff, or got busy. When you reach out, many feel embarrassed that they “forgot about you.” That’s when the law of reciprocity kicks in: because you showed concern, they’ll want to return the favor by giving you more business.
Neglect loses customers. Attention wins them back – and keeps them.
Bringing It All Together
Let’s recap. Thriving recyclers don’t rely on luck or massive, once-in-a-lifetime strategies. They do small, smart things consistently:
1. They walk their yards every day. Problems get caught early, safety improves, and employees step up.
2. They know their numbers. They don’t get blindsided – they see trends early and act quickly.
3. They nurture customer loyalty. They prevent neglect, repair relationships, and build deeper partnerships. It’s not complicated. But it is powerful.
Here’s My Challenge: Start Tomorrow Morning
• Take ten minutes for a walk-through.
• Look at one key number.
• Call one customer.
Do those three things every day for the next month, and you’ll be amazed at the results.
The Bible reminds us that it’s the little foxes that spoil the vineyard. Don’t let little details spoil your business. Instead, use them to strengthen it.
Small things, done consistently, will keep your yard strong, your numbers healthy, and your customers loyal. Do them, and you won’t just survive in this industry – you’ll prosper. TB
FMaking Christian Connections in the Automotive Recycling Industry
or many years, I worked in the automotive recycling industry as a business owner. Most people knew me for my products and services, but few realized I was also a local pastor. I kept those roles separate. In business, I was Mike the recycler; at home, I was Pastor Mike. Over time, I discovered there were other believers in the industry, but like me, most kept a low profile. Unless faith came up in conversation, you’d never know. It felt like we were part of a “secret service” of Christians.
That’s when I realized how valuable it would be to create a way for believers in our industry to connect, encourage, and support one another.
The Birth of CARVA
After retiring, I started the Christian Auto Recyclers & Vendors Association (CARVA), a non-profit 501(c)3 organization. Some questioned it at first, asking, “Why do we need a religious group in this industry?” My answer: “Why not?” Christians in other fields gather for fellowship – the Fellowship of Christian Athletes, Evangelical Christian Publishers Association, Christian Educators
Association, and many others. It made sense for us, too. Honestly, I’m surprised it didn’t happen sooner.
W hat CA RVA Does
CARVA’s purpose is simple: connect believers in the automotive recycling industry for fellowship and encouragement. We help each other represent Jesus well in both business and life. We provide gospel tracts and tools like our “People Can Be Recycled Too!” booklets and host early morning prayer meetings at trade shows and recycling events.
J o in Us
If you’re a believer in this industry, we’d love to connect. Visit www.carva.group, fill out the contact form, and stay in the loop on upcoming events. And if you’re at a trade show, stop by and say hello!
Mike French – CARVA Founder & Chaplain
MIDWEST SUMMIT & EXPO: A Powerful Gathering of Knowledge, Networking, and New Ideas
BY MIKE FRENCH
On August 15–16, 2025, I had the privilege of attending the MIDWEST Summit & Expo, held at the beautiful Hilton Hotel Frontenac in St. Louis, Missouri. From the moment I arrived, it was clear this event would be something special. Nearly a hundred automotive recyclers gathered from across four states – Indiana, Kentucky, Missouri, and Ohio – making the Summit feel both like a regional family reunion and a forward-looking industry showcase. With 27 leading vendors on display and a robust lineup of speakers, the energy in the room was nothing short of inspiring.
This outstanding event was organized by Executive Director Sandy Blalock, whose tireless dedication and attention to detail ensured that everything ran smoothly. She and her team deserve a huge thank-you for putting together a conference that left us better informed, better connected, and, frankly, more excited about the future of auto recycling.
Of course, none of this would have been possible without the generous support of our sponsors – Car-Part.com, Maxcore, National Reinsurance, SOLERA/Hollander, URG, G-Cor, and Auto Data Direct. Their commitment to our industry not only made this Summit possible but also demonstrated the vital role strong partnerships play in advancing automotive recycling.
A Showcase of Innovation
Walking through the vendor area, I was struck by the variety and quality of products and services on display. From technology platforms to insurance solutions, from data management to core recovery, these vendors brought tools and ideas that can make a real difference in our day-to-day operations. What impressed me most was their willingness to engage, answer questions, and truly listen to the needs of recyclers. It was clear that they weren’t just selling – they were collaborating with us to build stronger businesses and a stronger industry.
Cybersecurity: A Wake-Up Call We Can’t Ignore
One of the most eye-opening sessions came from Cameron Kinsey, who presented on Cybersecurity Lessons from Ransomware.
Just weeks before the Summit, a ransomware attack hit our industry, shutting down operations and highlighting vulnerabilities many of us may not have realized existed.
Cameron walked us through what happened, explaining how misconfigured remote management software created the opening for hackers. His message was crystal clear: we can no longer afford to be casual about cybersecurity. With many of our systems still running on legacy software designed decades ago, the risks are higher than ever.
He emphasized the importance of a zero trust security model, strong endpoint protection, and – perhaps most critical – robust local and cloud backups. Cameron reminded us that the difference between being down for 30 minutes and being down for a week can come down to whether you’ve invested in proper backups.
I came away from his session both sobered and encouraged. Sobered because the threat is real and growing. Encouraged because the solutions are within reach if we take them seriously. For me, this session underscored a theme that ran throughout the conference: we must be proactive, not reactive, if we want to protect our businesses.
Collision Industry Challenges: A Candid Look from the Other Side
Another powerful presentation came from John Melendez, a collision shop owner with more than 20 years of experience. John pulled back the curtain on the challenges faced by the collision repair industry, and his honesty was refreshing.
He spoke about the ever-growing complexity of modern vehicles, with advanced materials, sensors, and OEM repair protocols making repairs more challenging than ever. He also highlighted the influence insurance companies have on shops and how those pressures often clash with doing what’s best for consumers.
What stood out most to me was his perspective on parts. While his shop prefers OEM parts, John acknowledged the vital role recyclers play – especially when OEM parts are back-ordered or unavailable. His remarks were both a challenge and an opportunity for us as recyclers: if we can continue to provide highquality, dependable recycled parts, we will remain essential partners in this increasingly complex repair ecosystem.
He also touched on technician shortages and the importance of training programs like ICAR. His encouragement for recyclers to get involved
MIKE FRENCH
in workforce development was inspiring. As he put it, the future of both collision repair and recycling depends on collaboration, education, and mutual respect.
EOS Model: A Roadmap for Business Success
Another session I want to highlight was given by Dale Boone, who introduced us to the Entrepreneurial Operating System (EOS). While cybersecurity and collision repair dealt with external pressures, Dale focused inward –on how we manage and grow our businesses. He outlined six key components that every successful business needs: Vision, People, Data, Issues, Process, and Traction. Using practical tools like the Vision Traction Organizer, the People Analyzer, and measurable scorecards, Dale showed us how to bring structure and clarity to our organizations.
What struck me was how relatable his examples were. When he asked how many of us felt like the business was running us instead of the other way around, nearly every hand went up. That honesty created a powerful moment
of connection – we all realized we’re not alone in these struggles. Dale’s message was simple but profound: if we strengthen these six components, we can regain control, scale more effectively, and build businesses that thrive not only today but for years to come.
More Than Sessions: The Power of Community
While the speaker sessions were outstanding, what made this Summit truly memorable was the spirit of community. Between sessions, over meals, and in the hallways, recyclers swapped stories, shared solutions, and built relationships. I met new friends and reconnected with familiar faces, and I came away reminded that our industry is full of resilient, creative, and generous people.
The Hilton Hotel Frontenac provided a beautiful backdrop, with its elegant atmosphere adding to the sense of occasion. But the real beauty was in the people gathered – their passion for recycling, their commitment to excellence, and their willingness to learn and grow together.
Looking Ahead
As I reflect on the MIDWEST Summit & Expo, I feel deeply grateful for the opportunity to attend. I left with a notebook full of ideas, a renewed commitment to strengthening my own business, and a sense of excitement about where our industry is headed.
Events like this remind me why I love being part of the automotive recycling community. We are not just in the business of parts – we are in the business of innovation, problem-solving, and sustainability. When we come together to share knowledge and support one another, we elevate the entire industry.
I want to again thank Sandy Blalock and her team for organizing such a stellar event, the sponsors and vendors for their vital support, and every recycler who made the effort to attend. Together, we proved once again that the future of auto recycling is bright.
I am already looking forward to next year’s Summit. If you missed this one, make it a priority to join us next time. Trust me – you’ll leave inspired, equipped, and proud to be part of this incredible industry. TB
Auto Recycler’s Northeast News
2025 ARNE Summit & Expo Raises the Bar
BY MIKE FRENCH
A Winning Conference!
The automotive recycling industry came together in style for the 2025 ARNE Summit & Expo, held from September 18 to 20 at the stunning Hilton Hotel in Albany, NY. Hosted by the Automotive Recyclers Association of New York (ARANY), the event provided a powerful combination of professional development, networking, and industry celebration, leaving attendees energized and ready to take their businesses to new heights.
From start to finish, the ARNE Summit lived up to its reputation as one of the year’s most impactful gatherings for auto recyclers, vendors, and partners. With top-tier speakers, informative panel discussions, a bustling expo hall, and plenty of fun, it was an unforgettable experience.
Powered by Strong Partnerships
The Summit’s success was made possible thanks to the generous support, beginning with sponsors.
Platinum sponsors eBay Motors and Online Parts Depot set the pace with their high-level commitment. Gold sponsors PMR and Tracey Road, along with Silver sponsors Elemental North America and URG, played critical roles in ensuring a well-rounded program. The Executive Partner Level brought together a powerhouse lineup including AMWINS, Axe Payments, Car-Part. com, Cyclic Materials, Buffalo Engine Components, Bishop International, Inc., and Reman Group Engines. Partner Level sponsors Auto Data Direct and Maxcore rounded out the impressive roster.
Of course, this exciting event would not have been possible without the many vendors who participated in the trade show. There are too many of them for me to list here, as it would make this article too long. Therefore, please visit the ARANY website to learn more about who they are and the services and products they offer to the industry: arany.com.
The combined support from sponsors and vendors underscored a united industry, investing in the advancement of recycling businesses across the Northeast and beyond.
Big Ideas from Big Thinkers
The heart of any great conference lies in the knowledge shared, and this year’s Summit did not disappoint.
• Cyber Security & AI Tech: Gex Williams delivered timely insights into the digital challenges and opportunities facing recyclers in an age where technology is rapidly transforming operations.
• Customer Insight Panel: A unique session featuring body shops and insurance representatives gave recyclers a candid look at what customers really want – and how businesses can better deliver.
• Sales & Shipping Tools: Josh Reed provided practical tips and advice for shipping products from today’s modern recycling facility. Meanwhile, MIKE
Jer Banta led an open forum auto recycling roundtable, offering valuable insights and discussion.
A Standout Presentation
Tom Andrade (Everett’s Auto Parts) and Tessa Fiscella (Metalico Rochester), took the audience behind the scenes of material harvesting prior to crushing. Their session offered a rare deep dive into maximizing profitability before vehicles hit the shredder, with lessons on stripping drivetrains, catalytic converters, wiring harnesses, and more. They emphasized selling to multiple shredders, careful safety practices, and the crucial role of high-value material recovery.
The session also peeled back the curtain on the industrial shredding process itself where 4,000-horsepower machines reduce vehicles and even airplanes to recyclable materials. With only 22–24% of a vehicle ending up as non-recyclable fluff, the recycling industry’s role in sustainability was on full display.
Quality at the Core
Another highlight was the panel “QC is at the Heart of Everything We Do,” moderated by Amanda Morrison and featuring Natalie Miller, Aaron Wilbert, and Ian Yeager. This dynamic session reminded everyone that success in recycling comes down to quality.
The discussion tackled hot topics such as:
• The power of certification and training, with ARA and URG joining forces to standardize quality assurance.
• Inventory audits, from quarterly checks to daily micro-audits, ensure customers get the right parts the first time.
• The rising importance of photo documentation, where clear, highquality images now drive sales more than written descriptions.
• Managing customer expectations, including cross-training staff to speak the same language when it comes to damage codes.
• Looking ahead to AI, which is reshaping communication, inventory accuracy, and sales channels.
The panel made it clear: quality isn’t just a box to check – it’s the lifeblood of customer loyalty and long-term growth.
Networking, Fun, and Community
Of course, no ARNE Summit would be complete without time to build relationships and celebrate. This year’s schedule struck the perfect balance between work and play.
The expo hall buzzed with activity as attendees explored the latest products, services, and technology from leading vendors. Round table discussions offered peer-to-peer learning and gave recyclers a chance to exchange solutions to common challenges. And when the business day ended, the fun began—complete with Casino Night, auction events, and raffle drawings that had the whole crowd smiling.
The countdown to 2026 has already begun. If this year was any indication, the bar has been set high for the future! Set your calendar for ARNE 26, on Sept. 17-19, 2026, at Resorts World Catskills.
BY RECYCLERS FOR RECYCLERS
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.
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Recycled Original Equipment
