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Competitive Environment Marvin Gillfillan of BASF on innovation and the steps shops must take for success


xecutive Vision focuses on discussions with key players in the auto claims economy. In this issue, we speak with Marvin Gillfillan, Vice President, Automotive Refinish Solutions, North America for BASF on industry trends, new technologies and BASF’s broad, chemical scope.

Collision Repair magazine: Coatings are an integral part of the collision repair process. What sort of advancements has BASF made recently in this area, and what might we see in the near future? Marvin Gillfillan: BASF is the number one chemical supplier to the automotive industry, so having this broad experience and know-how enables BASF to be a market-leading coatings supplier. BASF provides our customers with the best-in-class refinish products and the most OEM approvals of refinish paint providers, combined with the best-in-class services and solutions to support the collision repair industry. Our programs such as Advanced Process Solutions (APS), VisionPlus, Performance Groups, SmartTrak and our full spectrum of training and I-CAR approved industry education are adding tremendous value to our shops and distribution partners. Collision shops today are continually challenged to drive efficiencies and profits, and meet stringent OEM requirements. BASF wants to be that partner so we will continue to advance products and services that deliver increases in shop efficiency and drive growth and profitability. The newest technologies that we recently launched are focused around reducing cycle time, including fast drying clears for Glasurit and R-M and UV primers. In 2017 we will launch new additives and primers to enhance the overall finish on lightweight substrates. In the future, we see many of these same trends continuing, coupled with increased insurance and OEM influence on repairs and technologies, vehicle light-weighting and shop labor challenges. Therefore, BASF is focusing on products, and business services and solutions beyond paint, to help shops meet those challenges head on. CRM: In your view, what are the three most critical challenges for individual shops? MG: First, there’s new vehicle anti-collision technology and vehicle lightweighting that requires specialized repair processes to bring vehicles back to the OEM standards. Second, there’s pressure from 32  collision Repair

Marvin Gillfillan, Vice President, Automotive Refinish Solutions, North America for BASF.

consolidators and insurance providers for shops to be as efficient as possible and to create market differentiation. Third is talent management and talent recruitment—finding qualified technicians, developing them and retaining them is a real industry challenge. CRM: Which of those challenges would you say is the most pressing or important? What would you suggest to a shop owner who is trying to deal with that challenge? MG: They are all very important and, depending on the shop, will vary in importance and magnitude. For many independents and megashops, securing talent is a key concern and managing insurance DRPs is a time-consuming key factor to ensure they get cars to their doors. For MSOs, cycle time and processing vehicles as quickly as possible is a major concern. For dealerships, business management and tracking of KPIs are key challenges.

Collision Repair 16#1  
Collision Repair 16#1