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February 2015

Don’t Miss Out on Early Bird Discounts! See pg. 15

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CONTENTS AASP-MN News is the official publication of the Alliance of Automotive Service Providers, Minnesota, Inc. 1970 Oakcrest Ave., Suite 102 • Roseville, MN 55113 Phone: 612-623-1110 • Fax: 612-623-1122 email: aasp@aaspmn.org • website: aaspmn.org. All rights reserved. To keep its readers better informed, AASP-MN News allows its columnists to fully express their opinions. All views expressed are not necessarily those of the publication. AASP-MN News is published by Thomas Greco Publishing, Inc. Cover image, pg. 15-17, pg. 20 © www.thinkstockphoto.com.

AASP of Minnesota is an association of independently-owned automotive service businesses and industry suppliers dedicated to improving the state’s automotive service industry and the success of its members.

AASP-MN BOARD MEMBERS 2014 - 2015 PRESIDENT Jerald Stiele IMMEDIATE PAST PRESIDENT Dan Sjolseth, AAM SECRETARY-TREASURER Tom Gleason

Vol. 23 No.2

EXECUTIVE DIRECTOR’S MESSAGE ......................................................6 Set Your Sights on the 2015 AASP-MN Annual Meeting & Convention! by Judell Anderson, CAE, AAM, AASP-MN Executive Director LEGISLATIVE UPDATE ......................................................................7 AASP-MN Works To Shape New Air Emission Permit by Kevin Walli, AASP-MN Lobbyist LOCAL NEWS ................................................................................8 INSURANCE I.Q..............................................................................11 Exit Planning: Why Having No Plan is a Bad Plan by Dennis Begley, CLU, ChFC, LUTCF, CBC with CBIZ 2015 AASP-MN ANNUAL MEETING & CONVENTION INFORMATION ................15

COLLISION DIVISION DIRECTOR Joyce Weinhandl

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) ........20 Records, Records and More Records by Carol Keyes, CSP

MECHANICAL DIVISION DIRECTOR Greg Kasel, AAM

CASH IN ON YOUR MEMBERSHIP!........................................................22 CBIZ/AIA

ASSOCIATE DIVISION DIRECTOR Kevin Martin

CALENDAR OF EVENTS

COLLISION SEAT Mike Cox, AAM Jim Siegfried, AAM MECHANICAL SEAT Wayne Watson

STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE, AAM OFFICE ADMINISTRATOR Jodi Pillsbury

March 9, 2015 Domestic Vehicle Low Speed Bus Diagnostic Strategies Marriott Minneapolis Northwest, Brooklyn Center Contact: Automotive Seminars, 920-866-9813 or autoseminars@centurytel.net

April 15-17, 2015 AASP-MN Annual Meeting & Convention Crowne Plaza Minneapolis West, Plymouth

March 9, 2015 Domestic Vehicle Low Speed Bus Diagnostic Strategies Dakota County Technical College, Rosemount Contact: Automotive Seminars, 920-866-9813 or autoseminars@centurytel.net

June 16, 2015 AASP-MN 21st Annual Golf Outing 3M’s Tartan Park Golf Course, Lake Elmo

April 11, 2015 SkillsUSA Contest Hennepin Technical College, Brooklyn Park

MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 • FAX: 973-235-1963 PUBLISHER: Thomas Greco (thomas@grecopublishing.com) DIRECTOR OF SALES: Alicia Figurelli (alicia@grecopublishing.com) MANAGING EDITOR: Jacquelyn Bauman (jacquelyn@grecopublishing.com) EDITOR: Joel Gausten (tgpjoel@verizon.net) ART DIRECTOR: Lea Velocci (lea@grecopublishing.com) OFFICE MANAGER: Sofia Cabrera (tgp4@verizon.net)

For more information, contact the AASP-MN office at 612-623-1110 or visit the Association’s website, www.aaspmn.org.

ADVERTISERS’ INDEX AmeriPride ................................................................6 Axalta Coating Systems..............................................OBC Buerkle Hyundai ........................................................3 Choice Auto Rentals ..................................................3 Dentsmart ..................................................................11 Inver Grove Honda / Inver Grove Toyota ............................4 Jack McClard ............................................................4 Keystone ....................................................................10 Lowell’s PCE ..............................................................7 Maplewood Toyota ....................................................10

Mercedes Benz of Maplewood....................................14 Mills Parts Center ......................................................21 Morrie’s ....................................................................9 Motorwerks BMW ......................................................IBC Motorwerks Mini........................................................IBC MPA..................................................................................................12-13 Rosedale Chevrolet ....................................................21 Roseville Chrysler ......................................................21 Straight & Square ......................................................14 Toyota Group..............................................................IFC

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EXECUTIVE DIRECTOR’S MESSAGE

Set Your Sights on the 2015 AASP-MN Annual Meeting & Convention!

by Judell Anderson, CAE, AAM, AASP-MN Executive Director

AASP-MN always aims high in our efforts to provide incredible value to our members and the industry. We know you do the same when it comes to serving your customers, running your business and taking care of your employees. But neither of us can realize that goal in a vacuum. It takes a team effort and a commitment to invest in the knowledge and other resources that it takes to not just aim high, but to actually get there. The AASP-MN Annual Meeting & Convention is designed to help you get there. From expanding your technical expertise and honing your management skills, to connecting with and learning from some of the best operators in the

business, the Convention offers a convenient one-stop shop to tap into the resources you need to succeed.

So, aim high and set your sights on the Crowne Plaza Minneapolis West on April 15-17. Armed with newfound knowledge, connections and motivation, you are sure to achieve the lofty goals that you have set for yourself and your business in 2015.

Welcome New Members:

JANUARY 2015 Automotion St. Louis Park Crystal Lake Automotive Burnsville Granite City Tire & Auto Sartell St. Cloud - 2nd St. St. Cloud - Roosevelt Rd. Matt’s Automotive Service Center Fargo, ND Plaza Tire & Auto Alexandria 6 February 2015

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LEGISLATIVE UPDATE

AASP-MN Works To Shape New Air Emission Permit The Minnesota Pollution Control Agency recently published draft rules and requested comments on an Air Emission General Permit for low-emitting facilities. The new Permit will affect auto repair shops that do not currently have a Registration Permit in place. This new Permit process became necessary as a result of changes that came down from the federal level. Without the new authority for a General Permit for low-emitting facilities, shops that did not have a Registration Permit in place would be obliged to secure a facility-specific permit, which costs tens of thousands of dollars to obtain. The application fee alone for the individual facility permit would be $25,000. Under the proposed rules, the application fee for a General Permit would be about $1,140. The MPCA has been advising businesses that found themselves in need of a permit to wait for the General Permit standards to be established. These standards will now be set through this rulemaking process. For their part, MPCA officials have indicated a strong interest in making the new General Permit process as practical and efficient

by Kevin Walli, AASP-MN Lobbyist

as possible. AASP-MN is working with Carol and Janet Keyes of C.H.E.S.S. to analyze the draft rules and make comments to clarify and streamline the process wherever possible. Formal comments on the proposed rules are due in late January and AASP-MN will be filing comments with the Agency at that time. Once the rule provisions are in place, AASP-MN will seek opportunities to have MPCA officials provide additional information, such as conducting workshops, on the General Permit Application process. Again, those shops that have a Registration Permit in place would not likely be affected by this new permit provision. The Association will stay involved throughout the course of this process and will keep members informed of all developments.

WHAT’S WRONG WITH THIS PICTURE?

Answer: What's wrong with it should be pretty obvious; I wouldn't trust a cinderblock as a jack stand. AASP News

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LOCAL NEWS

13th Annual Race for Automotive Education a Winner! AASP-MN recently raised over $9,800 in its 2015 fundraising campaign to support the AASP-MN Automotive Education Fund. The majority of that money was raised at the Association’s annual Race for Automotive Education, held January 13 & 14 at ProKart Indoors in Burnsville, and will fund scholarships for automotive students enrolled in NATEF-certified mechanical and collision repair programs in Minnesota. During the course of the two-night event, 120 racers tore up the track in state-of-the-art European karts, reaching speeds of nearly 40 miles per hour. Many fans and spectators were also on hand to cheer their teams on. Twenty-four teams of mechanical and collision repair shops and industry suppliers were represented, and the competition was fierce. Trophies were awarded to the first place and runner-up teams. They were: Tuesday, January 13 First Place - Superior Service Center, Eagan (Team 3) Runner - Up - Pearson Auto Body, Shakopee Wednesday, January 14 First Place - Lancer Service Auto Care, St. Paul Runner - Up - LaMettry’s Collision, Richfield (Team 1) “Members use this event as an opportunity for team-building, and at the same time, raise money for a very worthy cause,” said Judell Anderson, AASP-MN executive director. “Everybody had a blast!”

First Place - Superior Service Center (Team 3)

Runner - Up - Pearson Auto Body

First Place - Lancer Service Auto Care

Runner - Up - LaMettry’s Collision (Team 1)

Reminder: AASP-MN Seeking Volunteer Leaders AASP-MN is looking for automotive industry professionals who are interested in advancing the industry by serving in leadership positions on the Association’s Board of Directors and Advisory Committees. There are two seats open on the AASP-MN Board of Directors, one collision and one mechanical. If you have a personal interest, or would like to nominate someone else to fill one of these positions, nominations must be received by February 20. To be considered, an individual must be nominated by five or more regular members. The Nominating Committee may also nominate a person whose name was not submitted by the regular members. There are also a number of positions open on the Collision, Mechanical and Associate Advisory Committees, as well as the Government/Regulatory Affairs and Education/Training Committees. If you are interested in serving on any of the committees above, please contact the Nominating Committee Chair Dan Sjolseth, Superior Service Center at (651) 454-5522 or the AASP-MN office at (612) 623-1110 or (800) 852-9071 by February 20. 8 February 2015

Note: Only an individual representative of a member who performs collision work may be nominated to fill a Collision Division Seat, and only an individual representative of a member who performs mechanical work may be nominated to fill a Mechanical Division Seat. Dan Sjolseth Earns AASP-MN’s 2014 “Member Recruiter of the Year” AASP-MN is pleased to announce that Dan Sjolseth of Superior Service Center in Eagan has earned the Association’s “Member Recruiter of the Year” award. The award honors members who recruit AASP/MN Member or provide leads for prospective members of the Recruiter of the Year Association. Dan recruited four new members, referred two prospective members and helped to reinstate a member, earning himself 27 points. He went above and beyond by going on a couple of calls with AASP-MN Membership Coordinator, Tom Kluver. “Current members know the value of AASP-MN membership first-hand, and their personal endorsement is by far the most effective recruiting tool that we have,” said Judell Anderson, AASP-MN executive director. “Dan is to be commended, because by introducing other shops to AASP-MN, he is helping the shop, the Association and the entire industry.” The Member Recruiter of the Year award is based on a point system: Five points are earned for new member recruits and two points are earned for referrals. The member who accumulates the most points throughout the year receives the award.

Thank you to the following members who also participated in the 2014 “Member Recruiter of the Year” contest: • Mars Overlee, Rick’s 36 Automotive, Stillwater (19 points) • Greg Kasel, Downtown Tire & Auto, Hastings (15 points) • Bob Auman, Lowell’s Performance Coatings, Edina (14 points) • Roger Bonn, Peter’s Body Shop, St. Cloud (10 points) • Wayne Watson, Autoworks Diagnostics, Woodbury (10 points) • Jerald Stiele, Hopkins Auto Body, Hopkins (7 points) • Tom Gleason, Pro-Tech Auto Repair, Corcoran (5 points) • Jim Lepley, Pro Paint, Roseville (5 points) • Bob Pearson, Pearson Auto Body, Shakopee (5 points) • Mike Schoonover, Schoonover Bodyworks, Shoreview (5 points) • Carl Thomas, Lancer Service Auto Care, St. Paul (5 points) • Lou Kharrat, Modern Auto Care, Eden Prairie (3 points) • Debi McConnell, Medi-Car Auto Repair, Rosemount (3 points) • Mike Cox, Ed’s Collision Center, Osseo (2 points) • Mike Zieska, MCP Collision Center, Annandale (2 points)

To learn more about the Member Recruiter of the Year program, contact the AASP-MN office at (612) 623-1110 or visit the “Members Only Resource Center” at www.aaspmn.org.

2015 Membership Dues Are Due! Annual membership renewals for AASP-MN were mailed in December. If you have not paid your 2015 membership dues, PLEASE do so today. Your timely payment will save AASP-MN the additional cost and time incurred with re-billing and other collection efforts. We’d much rather be working on programs and initiatives to improve the automotive service industry - and your business. Thank you!

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Sponsorships Support AASP-MN’s Educational Programs & Other Activities in 2015 Recently, AASP-MN asked for sponsorships from its Associate members and industry vendors to help support the Association’s educational programs and other activities in 2015. Sponsorships help AASPMN deliver the quality programs members expect, and keep registration fees affordable. To date, the following companies have made sponsorship commitments: Gold Sponsors • Automotive Parts Headquarters • Axalta Coating Systems • PPG Automotive Finishes Silver Sponsors • Inver Grove Ford • Keystone Automotive • Lowell’s Performance Coatings • Meadowbrook Insurance • Mitchell International • O’Reilly Auto Parts • PAM’s Auto, Inc. • Suburban Chevrolet • United Fire Group Program Sponsors • 3M • AASP National • Autoshop Solutions • Bosch • CARQUEST • CBIZ • Dent Impressions • IDENTIFIX Other Sponsors • Autodata Labels

Hospitality Sponsorships Available Hospitality sponsorships are still available for the upcoming AASP-MN Annual Meeting & Convention, April 15-17, 2015, at the Crown Plaza Minneapolis West, Plymouth. The event will feature two days of management and technical training workshops, as well as social activities that allow opportunities to meet and get to know AASP-MN members and other industry professionals. Sponsors are rewarded by increased visibility and recognition within the AASP-MN membership and industry at-large. It’s a great way to stand out, expand marketing dollars and connect with the best shops in the industry. If you are interested in a hospitality sponsorship for this year’s event, please contact the AASP-MN office or visit the Association’s website, www.aaspmn.org, for more information.

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INSURANCE I.Q. By Dennis Begley, CLU,ChFC, LUTCF, CBC with CBIZ

Exit Planning: Why Having No Plan is a Bad Plan

For most business owners, not only is their company their largest asset, it’s also a key funding source to meet their future retirement goals and the main source of income for their employees. Yet, a recent survey shows only 36 percent of small-business owners have an exit plan. With many business owners planning retirement in the next 10 years, not having an exit plan in place puts their retirement dreams in jeopardy. Furthermore, research indicates that only 30 percent of familyowned businesses survive into the next generation and only 12 percent are viable into the third generation. Most of these failures can be traced back to one factor – a lack of business succession planning. However, a simple planning solution called a buy-sell agreement can help business owners reduce the risk of failure in case of the owner’s retirement, disability or even death. A buy-sell agreement aids in the transfer of ownership from one generation to the next or from a founder to a key employee. A well-constructed buy-sell agreement not only details the legal transfer of ownership, but also contains a funding mechanism, normally in the form of a cash value life insurance policy. By using a life insurance policy to fund the eventual sale of the company, you can often take advantage of important tax benefits. In the unfortunate circumstance where the owner may pass away before the sale is complete, the life insurance policy will provide the needed liquidity to complete the transfer of ownership plan. A properly funded buy-sell agreement can: • Provide departing owners with a market and price for an asset that might otherwise be hard to sell. • Permit remaining owners to prevent an unqualified individual from acquiring an interest in the business. • Minimize business disruptions resulting from disagreements among owners at various triggering events. • Provide assurance to employees, customers, suppliers and creditors that the business will remain strong through the owner’s transition.

Additional benefits: • The value and sale price of the business may be fixed in the buy-sell agreement. • Proceeds from the life insurance policy are not subject to income taxes. • Policy cash value may be available for the purchase of the business during the owner’s lifetime. • The company may receive a tax deduction for the bonus payments.

Should you consider a buy-sell plan? To see if a buy-sell plan may be beneficial for you start by asking yourself these questions: • If your business is your retirement plan – can you: Sell to a third-party at fair market value (FMV)? Sell it on your timetable? Get a “lump-sum” cash payment? Have secured payment terms? Is there funding in place to financially complete the transfer of the business? What if you transfer to another owner? What if you transfer to a key employee? • Are you interested in helping a family member or key employee ensure they have the liquidity to make a future purchase or down payment?

If you do not have a current plan in place for exiting your business or your plan does not address the critical questions asked above, now is the time to talk about this important planning strategy with a professional. By implementing a well-structured and funded succession plan, you can help protect the financial future of your spouse, family and employees. Who to contact for additional information on buy-sell planning: To evaluate whether a buy-sell agreement funded with life insurance is the right strategy to use for transferring the ownership of your business, please contact Dennis Begley with CBIZ at (763) 549-2260 or via email at DPBegley@CBIZ.com.

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2015 AASP-MN Annual Meeting & Convention:

AIM HIGH! April 15 - 17, 2015 Crowne Plaza Minneapolis West 3131 Campus Drive Plymouth, MN

AGENDA AT A GLANCE Wednesday, April 15 4:00 - 8:00pm 4:00 - 8:00pm

Diagnosing & Repairing the Top Auto HVAC Problems, Peter McArdle, Standard Motor Products Common Fixes for Light-Duty Diesel Trucks (Ford, GM & Dodge/Ram), Jim Watson, Jim Dow & Terry Clennon, IDENTIFIX

Thursday, April 16 7:30 - 11:30am 8:30 - 11:30am 8:30 - 11:30am 8:30 - 11:30am 8:30 - 11:30am 11:30am - 1:30pm 1:30 - 3:15pm 1:30 - 4:30pm 3:30 - 4:30pm 3:30 - 5:00pm 3:30 - 5:00pm 4:30 - 6:30pm 6:30 - 9:30pm

I-CAR Alternative Fuel Vehicle Damage Analysis & Safety, Mitch Becker Template Estimating, Ron Kuehn, Collision Business Solutions Chemistry Lessons for a Multi-Generational Workforce, Bill Haas, Haas Performance Consulting Tracking Internet Marketing, Danny Sanchez, Autoshop Solutions Brake Technology Update, Bob Pattengale, Bosch Diagnostics Membership Meeting & Luncheon With Keynote Address: The Art of Success, Bob Stromberg Roundtable Discussions & Speed Networking, AASP-MN Members & Industry Experts Marketing Automotive Service to Generations X and Y, Bill Haas, Haas Performance Consulting Failing Fearlessly: How Failure Propels Us Forward, Josh Dye, Convene, LLC Dispelling the Common Myths about Aluminum Repair, Shawn Collins, 3M Developing a Business Continuity Plan, Dennis Begley, CBIZ Happy Hour & Vendor Displays Industry Dinner & Casino Party

Friday, April 17 8:00 - 10:00am 8:00 - 10:00am 8:30 - 11:30am 10:15am - 12:00pm 10:15am - 12:00pm

Stand Out from the Competition, Danny Sanchez, Autoshop Solutions Simple Cycle Time Solutions, Ron Kuehn, Collision Business Solutions Selling the Value Nobody Can Compete With, Bill Haas, Haas Performance Consulting Employment Practices: Do’s & Don’ts, Megan Beckman, CBIZ Payroll Building a Team Administrative System, Ron Kuehn, Collision Business Solutions AASP News

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MANAGEMENT SEMINARS Template Estimating 8:30 - 11:30am, Thursday, April 16 (Collision) Presented by Ron Kuehn, Collision Business Solutions Sponsored by Axalta Coating Systems Creating a final, bill-quality estimate prior to the repair is a constant challenge of a collision repair business. Learn how to utilize the efforts of previous repairs to speed up the estimating process, while creating more thorough and complete repair plans and accurate parts orders. This session will cover: • Creating an electronic estimate template and parts list library • Organizing technical repair information • Improving total loss assessment and processing • Training new estimators and repair planners

Chemistry Lessons for a Multi-Generational Workforce 8:30 - 11:30am, Thursday, April 16 (All) Presented by Bill Haas, Haas Performance Consulting Sponsored by CARQUEST Do you ever find members of your team frustrated, tense, distracted, upset or unreasonable with other members of the team? Wonder why? Well, Gen Y thinks Gen X is a bunch of whiners. Gen X believes Gen Y is arrogant. And everyone thinks the Boomers are self-absorbed workaholics.

While the younger generation’s entitled attitude is clashing with the older workers’ values, Gen Y’s presence is improving workplace policy for everyone. Once we understand their differences and learn what is important for each group, we can work together effectively.

Tracking Internet Marketing 8:30 - 11:30am, Thursday, April 16 (All) Presented by Danny Sanchez, Autoshop Solutions Sponsored by Autoshop Solutions Running your business is oftentimes a numbers game. Running your marketing and making sure you’re getting the best bang for your buck is also, without question, a numbers game. Join AMI Accredited Instructor Danny Sanchez in his brand new class about the marketing numbers that drive your profits. This class will cover key performance benchmarks and the important numbers to watch for in all of your marketing efforts: • Learn how to measure traditional marketing, including direct mail, print and word-of-mouth. • Delve into the numbers of your Internet marketing, including website performance, PPC, display ads and organic search.

This powerful class will help every business owner use their marketing dollars more effectively and show more dollars on the bottom line - the numbers don’t lie!

Marketing Automotive Service to Generations X & Y 1:30 - 4:30pm, Thursday, April 16 (All) Presented by Bill Haas, Haas Performance Consulting Sponsored by CARQUEST Meeting their expectations is the easy part. Communicating a message to attract and engage them seems to be the challenge. You cannot ignore these two groups at 120 million strong - the opportunities are enormous. We will examine what makes them unique and what influences their decision-making. Understanding the obstacles of reaching them beyond their incredible filters will lead your business to connecting with an extremely loyal customer. 16 February 2015

Roundtable Discussions & Speed Networking 1:30 - 3:15pm, Thursday, April 16 (All) Facilitated by AASP-MN Members & Industry Experts Back by popular demand! Attend this interactive session to get ideas, ask questions and meet and learn from your peers. You’ll have the opportunity to participate in two roundtable discussions and meet one-on-one with at least a dozen fellow shop owners/managers. Choose from the following topics: • Cyber Security - facilitated by Danny Sanchez, Autoshop Solutions • Email Management - facilitated by Josh Dye, Covene, LLC • Free Money - facilitated by Mike Jost, Carol Keyes & Patrick Hanlon • Loaner Car Management - facilitated by Bob Pearson, Pearson Auto Body & Wayne Watson, Autoworks Diagnostics & Repair • Using Technology in the Shop - facilitated by Mars Overlee, Rick’s 36 Automotive Services & Jim Siegfried, Crystal Lake Automotive Dispelling the Common Myths about Aluminum Repair 3:30 - 5:00pm, Thursday, April 16 (Collision) Presented by Shawn Collins, 3M Sponsored by 3M This presentation, featured at the 2014 SEMA show, focuses on the common myths associated with aluminum repairs in the collision shop. Topics covered include: • Physical properties of aluminum • Different alloys • Work hardening • Thermal conductivity • Electrical conductivity • Hardness/malleability and how these properties effect repair procedures In addition, we will dispel the myths about: • Straightening • Heating • Fixturing and setting rivets • Corrosion protection • Body filler • Welding

Developing a Business Continuity Plan 3:30 - 5:00pm, Thursday, April 16 (All) Presented by Dennis Begley, CBIZ Sponsored by CBIZ This workshop will give attendees an overview of what it means to have a business continuity plan and how to go about creating one. Attendees will learn: • The importance of a proper business valuation • Different types of business continuity agreements • How to fund an agreement for death, disability or retirement • How to choose a buyer • Death costs and costs of transferring ownership A key point will be to discuss options for treating family members in the business and outside equitably, not necessarily equally.

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Failing Fearlessly: How Failure Propels Us Forward 3:30 - 4:30pm, Thursday, April 16 (All) Presented by Josh Dye, Convene, LLC Sponsored by AASP National Failure surrounds us and is a part of our lives every day. It is also filled with valuable lessons…if we have the courage to learn from them. Featuring high-profile examples from celebrities we all know (and some personal examples too), Josh will show how failure can propel us forward, helping us innovate, form better personal and professional relationships and make sound decisions - even when gripped with fear. Stand Out from the Competition 8:00 - 10:00am, Friday, April 17 (All) Presented by Danny Sanchez, Autoshop Solutions Sponsored by Autoshop Solutions The best brands in any industry get paid a premium because they are the most trusted brand and your shop is no different. Want to stand out from your competition and be able to charge a premium? Don’t miss this class!

Your brand is far more than just your logo; it’s the entire customer experience. From online reviews to the messages on your website, customers are using many resources when choosing their next repair shop. This class will outline the many moving parts of a powerful brand, including: • Building and maintaining online reviews • Brand-building best practices • Marketing • Telephone procedures • Sales processes • Customer service • Ways to leverage your brand with inexpensive tools

Simple Cycle Time Solutions 8:00 - 10:00am, Friday, April 17 (Collision) Presented by Ron Kuehn, Collision Business Solutions Sponsored by Axalta Coating Systems Cycle time is a major focus for collision repair shops to better satisfy vehicle owners and insurance companies. Learn a common sense approach on how to communicate, implement and measure these simple operations to help you become a market leader in efficiently processing vehicles through your shop. Topics covered include: • Measuring administrative and production cycle time • Staging the customer • Staging the vehicle • 100 percent disassembly • Improving repair vs. replace percentages • Documentation for compensation • Managing segmentation for maximum throughput • Optimizing work-in-process

Selling the Value Nobody Can Compete With 8:30 - 11:30am, Friday, April 17 (Mechanical) Presented by Bill Haas, Haas Performance Consulting Sponsored by CARQUEST Finally, all your marketing and promotion is working. Now what do we do about the phone that won’t stop ringing? Turn those calls into valuable conversations, ask powerful questions, solve their problems and capture new business. Be prepared to present a VALUE that nobody can compete with. Never feel pressured to discount or price match again and avoid price-based selling when you: • Utilize powerful questions • Become a better listener • Create presentations to help communicate your value • Differentiate your solutions

Have valuable conversations with customers and learn to ask the powerful questions. Their answers will tell you the value they are looking for. Now, you can offer solutions to their problems and meet their expectations.

Employment Practices: Do’s & Don’ts 10:15am - 12:00pm, Friday, April 17 (All) Presented by Megan Beckman CBIZ Sponsored by CBIZ Payroll Frequently-changing regulations and employee issues can be challenging to every organization. This workshop will focus on understanding the fundamentals of employment practices and the potential for associated risks. We’ll identify the dos, don’ts and best practices that will keep you out of hot water! • Hiring: application, interviews, job postings and background checks • Performance management and discipline • Termination • Avoiding harassment and discrimination claims • Privacy and social media in the workplace • Employee handbook basics • Providing references • General compliance - FMLA, FLSA, etc. Building a Team Administrative System 10:15am - 12:00pm, Friday, April 17 (Collision) Presented by Ron Kuehn, Collision Business Solutions Sponsored by AASP National If you find your organization struggling to keep up with the increasing demands and costs of the administrative side of the business, this program is for you.

Explore new methods of staffing and improving the efficiency of your office by segmenting the duties based on necessary skill sets versus a job title. This session will cover: • Training and leading for a successful team environment • Establishing job accountabilities - regardless of job title • Cross training for back-up support • Creating estimating systems for efficiency and insurance compliance • Creating a shared team bonus program continued on page 18

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TECHNICAL SEMINARS Diagnosing & Repairing the Top Auto HVAC Problems 4:00 - 8:00pm, Wednesday, April 15 (Mechanical) Presented by Peter McArdle, Standard Motor Products Sponsored by Auto Value Parts Stores and Automotive Parts Headquarters Corporate Average Fuel Economy Standards are set to double between 2010 and 2025. Many of the efficiencies necessary to achieve this goal will require new air conditioning technologies. In fact, some of these technologies are already here. Attend this class for important information on: • The new low global warming refrigerant R1234yf, new AC components and technologies such as Internal Heat Exchangers, compressor oil retention, Electronic Control Variable displacement compressors (ECV) and Thermal Storage Material (TSM) design evaporators used in idle stop vehicles • Updated diagnostic and service techniques required by new components and reduced refrigerant and oil capacity • Hybrid vehicle system service and compressor replacement • Pattern failures and fixes • Dual AC system diagnosis and service techniques

The goal of this class is to prepare the technician with the skills needed to properly diagnose these systems, verify proper system operation, improve post-repair HVAC system performance and reduce comebacks. Common Fixes for Light-Duty Diesel Trucks (Ford, GM & Dodge/Ram) 4:00 - 8:00pm, Wednesday, April 15 (Mechanical) Presented by Jim Watson, Jim Dow & Terry Clennon, IDENTIFIX Sponsored by IDENTIFIX This course will cover common issues and fixes for: • Ford 6.0L, 6.4L, and 6.7L Powerstroke diesel • GM 6.6L Duramax diesel • Dodge/Ram 5.9L and 6.7L Cummins diesel

In addition, a few of the not-so-common issues encountered by the specialists at IDENTIFIX will be discussed.

I-CAR: Alternative Fuel Vehicle Damage Analysis & Safety 7:30 - 11:30am, Thursday, April 16 (Collision) Presented by Mitch Becker, I-CAR This course explains safety measures when working on hybrid electric and alternative fuel vehicles. This session will help you: • Understand high voltage issues with electric A/C systems • Identify new applications for hybrid technology and unique hybrid system features • Properly care for a high voltage battery, prior to and during the repair process • Identify the different types of alternative fuel vehicles currently on the market, as well as concepts in tomorrow’s technology

Brake Technology Update 8:30 - 1130am, Thursday, April 16 (Mechanical) Presented by Bob Pattengale, Bosch Sponsored by Bosch This session will cover the practical braking application of hydraulic theory and diagnostic procedures with a focus on brake service tips to help avoid costly comebacks. Anti-Lock and Electronic Stability Control systems are reviewed with a focus on wheel speed, lateral acceleration, yaw rate and steering 18 February 2015

angle sensors, with theory of operation and how to diagnose and service these systems. Topics covered include: • Fundamentals of braking forces review • Anti-lock brake system (ABS) overview • Electronic stability control (ESC) • Best recommended practices for brake service • Systematic brake inspection process • Top 10 tips to ensure a successful brake service

FUN FOR ALL!

Membership Meeting & Luncheon with Keynote Address: The Art of Success 11:30am - 1:30pm, Thursday, April 16 Sponsored by PPG Automotive Finishes In this hilarious and inspiring keynote address, comic and storyteller Bob Stromberg remembers Christmas Eve 1963. His grandfather opened a present…a Craft Master Paint-by-Number set. Over the next two weeks, Bob watched him carefully paint the numbered shapes one color at a time. Then always, his grandfather cleaned his brush. Weeks later, the canvas was transformed and so was his grandfather.

The presentation highlights the importance of accepting responsibility for one’s work - Rule #1: Paint Your Color! And, the importance of accepting responsibility for one’s self - Rule #2: Clean Your Brush! Happy Hour & Vendor Showcase 4:30 - 6:30pm, Thursday, April 16 You’ll have the opportunity to visit AASP-MN’s convention program and hospitality sponsors. This is your chance to catch up on the latest and greatest in products and services, make some new contacts or get answers to those questions that you haven’t found the time to pick up the phone and ask, all in a fun and relaxing setting.

Industry Dinner & Casino Royale 6:30 - 9:30pm, Thursday, April 16 Casino Royale sponsored by Dent Impressions (Additional charge of $40 per person or $75 per couple) Become the High Roller you’ve always wanted to be at AASPMN’s Industry Dinner & Casino Royale on Thursday evening, April 16. Eat, drink (cash bar) and be merry while enjoying the evening with fellow members and industry professionals. Choose between blackjack, three and four card poker, red dog and more as you wager your “casino money” in hopes of having enough at the end of the night to bid on valuable prizes.

HOTEL ACCOMMODATIONS Crowne Plaza Minneapolis West

3131 Campus Drive, Plymouth, MN Make your hotel room reservations by calling (763) 5596600. Be sure to tell the reservationist you are with the Alliance of Automotive Service Providers room block.

Reservations must be received by March 27, 2015 to guarantee the rate of $119.

AASP News


REGISTRATION FORM

Company:_________________________________________________Name: ________________________________________ Address: _________________________________________________________________________________________________

City: ___________________________________________________ State: ____________________Zip: ___________________

Phone:____________________________Fax:__________________________Email: ___________________________________ Registration Options

Complete package*

1 1/2 day package*

One-day package*

1/2-day

Early Bird Pricing (Before 3/31/15)

$295 Member/$320 Non-Member ea.

$250 Member/$275 Non-Member ea.

$175 Member/$200 Non-Member ea.

$95 Member/$120 Non-Member ea.

*Package pricing includes lunch on Thursday, April 16

Standard Pricing (After 3/31/15)

$320 Member/$345 Non-Member ea.

$275 Member/$300 Non-Member ea.

$200 Member/$225 Non-Member ea.

$125 Member/$150 Non-Member ea.

Note: I-CAR class cannot be included in package options. See pricing for optional tickets below. Wednesday, April 15 ______4:00 - 8:00pm ______4:00 - 8:00pm

Thursday, April 16 ______7:30 - 11:30am ______8:30 - 11:30am ______8:30 - 11:30am ______8:30 - 11:30am ______8:30 - 11:30am ______11:30am - 1:30pm ______1:30 - 3:15pm ______1:30 - 4:30pm ______3:30 - 4:30pm ______3:30 - 5:00pm ______3:30 - 5:00pm ______4:30 - 6:30pm ______6:30 - 9:30pm

Friday, April 17 ______8:00 - 10:00am ______8:00 - 10:00am ______8:30 - 11:30am ______10:15am - 12:00pm ______10:15am - 12:00pm

Price: $ __________________________

Please indicate the sessions you plan to attend

Diagnosing & Repairing the Top Auto HVAC Problems (Mechanical) Common Fixes for Light Duty Diesel Trucks (Ford, GM & Dodge/Ram) (Mechanical) I-CAR: Alternative Fuel Vehicle Damage Analysis & Safety (Collision) Template Estimating (Collision) Chemistry Lessons for a Multi-Generational Workforce (All) Tracking Internet Marketing (All) Brake Technology Update (Mechanical) Membership Meeting & Luncheon with Keynote Address: The Art of Success Roundtable Discussions & Speed Networking (All) Marketing Automotive Service to Generations X and Y (All) Failing Fearlessly: How Failure Propels Us Forward (All) Dispelling the Common Myths about Aluminum Repair (Collision) Developing a Business Continuity Plan (All) Happy Hour & Vendor Displays (All) Industry Dinner & Casino Royale (All)

(All)

Stand Out from the Competition (All) Simple Cycle Time Solutions (Collision) Selling the Value Nobody Can Compete With (Mechanical) Employment Practices: Do’s and Don’ts (All) Building a Team Administrative System (Collision)

Optional Tickets: I-CAR: Alternative Fuel Vehicle Damage Analysis, Thurs., April 16 _____@ $105 Member/$125 Non-Member ea ..= $ ________ (Lunch not included in cost of I-CAR class.) Industry Dinner & Casino Royale, Thursday, April 16, 6:30 - 9:30pm _____@ $40/person or $75/couple..................= $ ________ Lunch & Keynote Address, Thursday, April 16, 11:30am - 1:30pm _____@ $30 ea ....................................................= $ ________ (Note: Lunch is included with all full-day registrations on Thursday) Payment Options: ________ Check payable to AASP-MN ________ Credit Card (Visa, MasterCard & Discover accepted)

Credit Card Number:__________________________________________________________ Expires: _________________________________

Billing Zip Code:_____________________________________Signature: ________________________________________________________

Housing: Make your hotel room reservations by calling (763) 559-6600. Be sure to tell the reservationist you are with the Alliance of Automotive Service Providers room block. Reservations must be received by March 27, 2015 to guarantee the rate of $119!

Return with payment to: AASP-MN / 1970 Oakcrest Ave., Suite 102 / Roseville, MN 55113 Phone: (612) 623-1110 or (800) 852-9071 Fax: (612-623-1122 - Email: aasp@aaspmn.org Cancellation policy: Refunds require 48 hours notice of cancellation. AASP News

February 2015 19


COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) by Carol Keyes, CSP

Records, Records and More

RECORDS

Whether you are paperless or not, you need to decide what records to keep and for how long. What is the best way to organize those records so you can find them easily when needed? Who requires records? What records are needed? An OSHA inspector will want to see your safety programs, training records, respirator medical records, safety committee minutes (if you have 25 or more employees), OSHA 300 logs and, of course, Safety Data Sheets. A hazardous waste inspector is going to look at hazardous waste manifests, weekly waste inspection logs and annual reports. If you have to do annual waste or air reporting, you’ll find those reports easier to complete if the records are in one designated spot. If you can keep all of your safety records together and your hazardous waste records together, they will be easier to find when an inspector shows up. Some safety records, such as medical surveillance or injury reports, are confidential and should be kept with Human Resource files. The others should be kept in one designated location, such as a file drawer. Safety Programs: Keep the most current version. You should be reviewing these on a regular basis (every year or so), and updating them as needed – for instance, if the people responsible for specific parts change. Mark the review date on the program and note any changes. Programs may include A Workplace Accident and Injury Reduction (AWAIR) program, Right to Know program, your respirator program, general safety program, emergency plan and personal protective equipment program. Safety & Environmental Training: Every shop should have Right to Know training records. These should list who did the training, when it was done, what it covered and who attended. If employees are required to use respirators, you also need to have respirator training and fit testing records. If people received training on hazardous waste handling, either at your shop or from an outside source (e.g., the training held by metro county hazardous waste enforcers), keep records of that. If your painters went to a seminar on efficient painting methods (6H training), maintain those records. Keep records for at least three years or until the next training session, whichever is longer. Respirator Fit Test records: You must keep the most current records. We generally recommend you keep them for at least three years. If there are any problems with a fit test, it helps to see what was done in prior years (if the employee could detect the test agent, what size respirator was worn, etc.). Building inspections: While there is no specific requirement to keep these, we recommend saving them for at least two years: One full year and one year in progress (so, all of your 2014 inspection records and 2015). 20 February 2015

Safety Data Sheets: You need to have safety data sheets available for nearly all hazardous products used by your employees (the exception: Consumer products used the way you’d use the product at home). Those can be available electronically or as paper copies. You also need to keep a list of chemicals (products) used, where they were used and when they were used for at least 30 years beyond when you stopped using the product. If you want, you can keep that with the safety data sheets (either on paper or electronically). The purpose of this requirement: If we learn that mechanics have a higher risk of developing a disease that doesn’t show up until years after exposure, we want to be able to figure out what could have caused that. OSHA 300 logs and injury information: If you have more than 10 employees at any time during the year, you must keep a log of all injuries or illnesses that occur in your workplace and that require medical treatment. You must keep that OSHA injury log for five years, and it must be kept up to date. OSHA has a specific definition of medical treatment (generally, work restrictions, medication, stitches, treatment that could only be given by a medical provider, etc.). If you have an employee who had an injury in 2013 and now requires surgery in 2015, you must update your 2013 OSHA 300 log. Audiometric Testing: If your employees can be exposed to an average of 85 dBA or more, you should be offering them hearing tests. Once they’ve had the hearing tests, you must keep those records for the duration of the employee’s employment. Medical evaluations, such as for wearing respirators: Keep for duration of employment, plus 30 years. Industrial hygiene monitoring results: If you’ve had noise or air monitoring done, you should keep those records to demonstrate employee exposures. Because these are a record of what employees were exposed to, they need to be kept for the duration of employment, plus 30 years. Some specific monitoring (such as for lead or chromium) requires record retention of 40 years or 20 years beyond the last date of employment (basically, forever). Safety committee minutes and agendas: There is no time requirement. You probably want to keep at least three years of minutes to know what issues have been discussed and what progress has been made. More than five to seven years and the information becomes less relevant. It may take some time to set up your records, but once you do, they are usually easy to maintain. If you have a place to put information, it is less likely to get lost or misplaced when it is needed. If you have questions about this or any other safety and health related questions, contact CHESS at (651) 481-9787; toll free at (877) 482-4377, or carkey@chess-safety.com.

AASP News


AASP News

February 2015 21


CASH IN ON YOUR MEMBERSHIP!

CBIZ/AIA CBIZ/AIA is the recommended insurance agency for Property & Casualty, Workers’ Compensation and Group benefits coverage for members of AASP-MN. CBIZ/AIA has developed a program designed specifically for members of the Association, the details of which are listed below: • CBIZ/AIA and United Fire Group created a policy with forms specific to the garage industry. There is special pricing for AASP-MN members and the opportunity to qualify for a dividend based on the group’s performance. • CBIZ/AIA and Meadowbrook Insurance continue to offer a Workers’ Compensation program to AASP-MN members. Meadowbrook offers very competitive rates, and has returned an average 8 percent dividend to participating members for the past 10 years! • CBIZ/AIA, United Fire and Meadowbrook have made these programs available to all contracted United Fire agents in the state of Minnesota. If you or your agent wants more information on how to gain access to the program, contact Dennis Spindler at (763) 549-2238.

• CBIZ/AIA offers a full line of employee benefits. Dennis Begley brings over 30 years of experience in the business. He can customize your employee benefits plan, focusing on the budget of the owner and the needs of the employees. • CBIZ/AIA offers a full line of personal insurance products as well. With over 20 carriers, CBIZ/AIA has the flexibility to offer you the best coverage at an affordable price. For more information, give us a call.

Dennis Spindler (763) 549-2238 dspindler@CBIZAIA.com

Dennis Begley - Group Benefits (763) 549-2260 dbegley@CBIZAIA.com

AASP-MN MEMBER BENEFIT PROGRAMS WORKERS’ COMP INSURANCE Meadowbrook Insurance Group Contact: Dennis Spindler 763-549-2238 / dspindler@cbizaia.com Up-front scheduled credit makes Meadowbrook one of the most competitive programs around for Worker‘s Compensation insurance. In addition, members are eligible to receive an annual dividend based on the group’s loss ratio. For more information, log on to www.wcpolicy.com/aaspmn. PROPERTY/LIABILITY INSURANCE CBIZ AIA Contact: Dennis Spindler 763-549-2238 / dspindler@cbizaia.com CBIZ AIA will present AASP-MN members with quotes from multiple carriers for property/liability insurance and members can choose the program that best fits their situation. As an added bonus, CBIZ AIA will offer members an exclusive 10% discount on their property/liability insurance premiums. EMPLOYEE BENEFITS CBIZ AIA Contact: Dennis Begley 763-549-2260 / dbegley@cbizaia.com CBIZ AIA will provide AASP-MN member with quotes from multiple carriers for life insurance, health insurance, long-term care and disability insurance. UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Jim Dillon 651-955-1398 / jim.dillon@ameripride.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc. Purchases are also discounted. Members receive annual rebate equal to 10% of their business with AmeriPride each year.

22 February 2015

CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 / mach@retailfinancialservices.biz Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment is also available. INDUSTRIAL & PAPER PRODUCTS Wipers & Wipes, Inc. Contact: Dennis Julson 651-486-4866 Discounts on industrial supplies and paper products. Free, next-day delivery is available in the metro area. Shipping free to outstate members with $100 purchase. WEBSITE AND INTERNET MARKETING SOLUTIONS Net Driven Contact: Jon Napoli 218-623-7351 / napoli@getnetdriven.com Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. Net Driven assists independent tire and automotive industry dealers who are looking to increase revenue by selling more tires, service, and wheels. AASP-MN members who choose Net Driven are eligible for a $500 discount off their 1st year setup fees. For more information, contact Jon Napoli. Stormlogix Contact: Paul Switzer 732-364-1156 / paul.switzer@stormlogix.com Stormlogix extends a discount on its website packages to AASP members. Costs can be spread out over 6 months.

TECHNICAL INFORMATION HOTLINE IDENTIFIX 800-288-6220 Members enjoy discounted prices on the industry’s #1 technical information hotline. One free call is extended to all first-time AASP-MN member callers. BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discount rate on printed business forms and calendars. SHOP SERVICES Summit eMarketing Sherpas Contact: Frank Terlep 888-377-2661 / fterlep@summitsoftwaresolutions.com AASP members receive a 5% discount on all Summit eMarketing Sherpas’ services, including: website design and development, search engine optimization, email marketing and communication, online review and reputation management and social media marketing. INFORMATION PROVIDERS Mitchell1 Contact: Mitchell1 Representative 888-724-6742 x 6986 AASP members are eligible for special Mitchell 1 information and management programs at significant discounts. For more information, log onto www.mitchell1.com or contact the Mitchell 1 representative at 888-724-6742, X6986. Mitchell International Contact: Mitchell International Representative 800-238-9111 AASP members receive a 15% discount on any Mitchell RepairCenter TechAdvisor package. Visit http://repaircenter.mitchell.com/Catalog/OEM Repair.aspx for more information.

AASP News

PAYROLL PROCESSING CBIZ Payroll Contact: Carrie Hobrough 612-436-4620 / chobrough@cbiz.com Members receive 20% discount off standard payroll products and services (excluding 401k). Members who switch prior to June 30 will receive first month of payroll processing free. CHECK GUARANTEE SERVICES Certegy Check Services Contact: Heather Ellis 952-240-5017 / heather.ellis@fisglobal.com Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments. BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com 180BIZ offers BUSINESS COACHING to AASP members at a steep 20% discount! One Eighty Business Solutions LLC (180BIZ) has been helping shop owners increase profits and car count while decreasing stress since 2003. AASP members receive a discount on very affordable oneon-one coaching plans without long-term commitments and complicated contracts. 180BIZ offiers a risk-free trial of their services. To learn more, please call or email us, or visit our website. REPLACEMENT PARTS Dorman Products Phone: 800-868-5777, ext. 5329 AASP members receive insider information, special access and other perks from Dorman Products, a leading supplier of dealer “exclusive” automotive replacement parts. LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick 800-496-6789 Members receive free, over-the-phone legal assessment and consultation (some restrictions apply) with an attorney who specializes in the area of law that is the subject of the call.


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AASP-MN News February 2015  
AASP-MN News February 2015  

Official Publication of the Alliance of Automotive Service Providers Minnesota (AASP-MN)