AASP-MN News February 2016

“Lead the Way”

February 2016

AASP-MN Annual Meeting & Leadership Conference

Registration

PLUS: 14th Annual Race for Automotive Education Highlights

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AASP-MN News

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. 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. © 2016 All rights reserved. Cover image © www.istockphoto.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.

Vol. 24 No. 2

EXECUTIVE DIRECTOR’S MESSAGE ......................................................6 Lead the Way

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

2015 - 2016

LEGISLATIVE UPDATE ......................................................................7 The Curious Case of the 2016 Election

by Kevin Walli, AASP-MN Lobbyist

PRESIDENT Tom Gleason

LOCAL NEWS ................................................................................8

AASP-MN BOARD MEMBERS

IMMEDIATE PAST PRESIDENT Jerald Stiele SECRETARY-TREASURER Greg Kasel, AAM

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) ........11 A Garage Burned Down...

by Janet L. Keyes, MS, CIH and Carol A. Keyes, MA, CSP, CRC

COLLISION DIVISION DIRECTOR Jim Siegfried, AAM

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ......15

MECHANICAL DIVISION DIRECTOR Wayne Watson

DEG ESTIMATING TIPS ....................................................................19

ASSOCIATE DIVISION DIRECTOR Kevin Martin

CASH IN ON YOUR MEMBERSHIP!........................................................22 Net Driven: Web Solutions to Drive Your Business

COLLISION SEATS Joyce Weinhandl Will Latuff MECHANICAL SEAT Mars Overlee

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

UPCOMING EVENTS

April 14, 2016 Annual Meeting & Leadership Conference Ramada Plaza, Minneapolis

June 21, 2016 22nd Annual Golf Outing Keller Golf Course, Maplewood

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

MEMBERSHIP COORDINATOR Tom Kluver ADVERTISERS’ INDEX 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: Donna Greco (donna@grecopublishing.com)

AmeriPride ................................................................20 Axalta Coating Systems..............................................OBC Blue Net, Inc. ............................................................14 Buerkle Hyundai ........................................................4 Choice Auto Rentals ..................................................3 Dentsmart ..................................................................6 Inver Grove Honda / Inver Grove Toyota ............................7 Jack McClard ............................................................10 Keystone ....................................................................4 Libson Twin City ........................................................14 Lowell’s PCE ..............................................................10 Maplewood Toyota ....................................................21

Mercedes Benz of Maplewood....................................21 Mills Parts Center ......................................................20 Morrie’s ....................................................................9 Motorwerks BMW ......................................................IBC Motorwerks MINI ......................................................IBC MPA..................................................................................................12-13 Rosedale Chevrolet .....................................................3 Roseville Chrysler ......................................................20 Steck Manufacturing ..................................................10 Straight & Square ......................................................19 Toyota Group..............................................................IFC

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EXECUTIVE DIRECTOR’S MESSAGE

Lead the Way

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

Lead verb \ˈlēd\: to guide or direct on a course or in a direction, especially by going in advance.

Whether you own or manage a shop of two or 20, you have the responsibility to lead those around you on a course that will ensure the future success of your business. Leadership certainly doesn’t have a one-size-fits-all definition, but most experts agree that it requires providing vision and motivation to a team so they work together towards the same goal.

This undoubtedly seems like a daunting task – especially when you have your hands full just keeping your customers and employees happy and operations running smoothly on a daily basis. Fortunately for you, your membership in AASP-MN provides a multitude of resources that help lighten your load and make it easier for you to lead the way in your business.

We save you the legwork of shopping around for the best deals and vendors for basic needs like insurance, uniforms, credit card processing, etc. We watch out for and protect your interests at the State Capitol. We provide practical information and resources at your fingertips in this magazine and at www.aaspmn.org. But time and time again, members tell us that the most important thing that the association does to help them be leaders in this industry is provide quality education and the ability to connect with and learn from other members.

There is no better time or place to take advantage of this most important benefit than at the upcoming Annual Meeting and Leadership Conference on April 14. AASP-MN has planned a full day of programming and events designed to help you lead the way in your shop and your industry: • Always dynamic and inspiring, Richard Flint will kick things off with “Mastering the Five Skills of Effective Leadership.”

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• Financial expert Brad Mewes will help you understand what’s driving consolidation throughout the automotive service and collision industry and the implications for your business.

• Sam Silverstein will talk about the importance of accountability and the benefits of building a business that reflects your core values and beliefs.

• Josh Dye (back by popular demand) will help you hone the skills to communicate authentically and persuasively, a must-have skill for any leader.

• Kelly Bennett will present “Increase your Diagnostic Labor Sales” for mechanical shops who want to get paid for all of their diagnostic time.

• Kent Carlson will offer collision shops insight and information on how scheduling more efficiently can increase sales, productivity and quality, while decreasing cycle time and stress levels.

• A networking roundtable will give you the opportunity to discuss important industry issues and make new connections with other members and industry vendors.

To cap off the day, invite a guest and wind down over a delicious dinner with your fellow AASP-MN members. You’ll be treated to a performance by C. Willi Myles, a veteran comedian whose anecdotes, jokes and storytelling will have you rolling on the floor with laughter. Trust me, he’s funny!

The automotive service and collision repair industry continues to evolve and become more challenging every day. Only the leaders that commit and continually invest in themselves, their people and their facilities will thrive and succeed. Make sure you’re among them. Follow AASP-MN – we’ll lead the way!

AASP-MN News

LEGISLATIVE UPDATE

The Curious Case of the 2016 Election Anyone who thinks they can accurately predict the American political scene is terribly mistaken. Who would have predicted that Ted Cruz and Donald Trump would be leading the pack as the primary and caucus season began? The “mainstream” Republicans find their campaigns in shambles, and our campaign rhetoric has sunk to new lows.

On the Democratic side, who would have thought that Bernie Sanders would be such a threat to Hillary Clinton’s candidacy? Uncertainty is the only certainty this year.

The conventional wisdom in presidential elections is that voter turnout is higher, and with more people going to the polls, Democrats fare better than their Republican counterparts.

With all 201 Minnesota legislators up for re-election this year, we might expect the Democrats to be optimistic about retaining control of the Minnesota Senate and regaining control of the Minnesota House.

Under normal circumstances, this would be the case. But these aren’t normal circumstances.

In order for the Democrats to regain control of the Minnesota House, they need to make inroads in rural Minnesota. It is not clear that either Hillary Clinton or Bernie Sanders will bring a groundswell of new voters to the polls in Greater Minnesota.

by Kevin Walli, AASP-MN Lobbyist

Clinton or Sanders could win Minnesota by running up big margins in the metro areas without generating support down the ticket outside the metro.

The uncertainty at the top of the Republican ticket also contributes to difficulty in predicting what will happen in legislative races. After all the in-fighting, will one of the candidates emerge with a broad base of support on the Republican side?

The top of the ticket on both sides could turn out to be little help to those seeking state and local offices. This may be an election year in which the selection of candidates for individual House and Senate races will determine which party prevails. Both parties should focus on selecting more moderate candidates in the more moderate legislative districts. The problem is, neither party has been inclined to look to the middle for their candidates. The parties are moving toward endorsement of candidates who respond to the more ideological political base of their respective parties.

In my view, majority control of our State Legislature is going to go to the political leaders who do the best job of matching their candidates to the political profile of closely-contested districts. We’ll see.

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LOCAL NEWS

AASP-MN HITS THE TRACK TO SUPPORT STUDENT SCHOLARSHIPS

AASP-MN recently raised nearly $8,500 in its 2016 fundraising campaign to support the AASP-MN Automotive Education Fund. The majority of that money was raised at the Association’s 14th annual Race for Automotive Education, held January 12 & 13 at ProKart Indoors, 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, 110 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 two 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 12 First Place – Superior Service Center, Eagan Runner-Up – St. Anthony Mobil, St. Anthony Wednesday, January 13 First Place – LaMettry’s Collision Team 1, Richfield Runner-Up – Wenzel Auto Electric, Mankato

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 is one collision seat and one mechanical seat open on the AASP-MN Board of Directors. 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 Committee. If you are interested in serving on any of the committees above, please contact Nominating Committee Chair Jerald Stiele of Hopkins Auto Body at (952) 935-7556 or the AASP-MN office at (612) 6231110 or (800) 852-9071 by February 20.

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.

“MEMBER RECRUITER OF THE YEAR” CONTEST ENDS IN A TIE

(Clockwise from top left) Tuesday night first place team, Superior Service Center; Tuesday night runner-up, St. Anthony Mobil; Wednesday night first place team, LaMettry’s Collision (Team 1); Wednesday night runner-up, Wenzel Auto Electric “Members use this event as an opportunity for team-building, and at the same time raise money for a very worthy cause,” said AASP-MN Executive Director Judell Anderson. “Everybody had a blast!”

In addition to the 22 race teams, the event was sponsored by the following companies: • • • • • •

Autoshop Solutions Axalta Coating Systems Kukui Corporation Peter’s Body Shop PPG Automotive Finishes St. Paul Automotive

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AASP-MN is pleased to announce that Greg Kasel of Downtown Tire & Auto (Hastings) and Dan Sjolseth of Superior Service Center (Eagan) have earned the Association’s 2015 “Member Recruiter of the Year” award. The award honors members who recruit or provide leads for prospective members of the Association. Greg recruited three new members. Dan recruited one new member and provided five leads to the Association. In addition, both went above and beyond by going on a few shop visits 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. “Greg and Dan are to be commended, because by introducing other shops to AASP-MN, they are 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 2015 “Member Recruiter of the Year” contest: John Ritter, Jr., Highland Autostar, St. Paul (11 points); Bob Auman, Lowell’s Performance Coatings & Equipment, Edina (10 points); Tom Gleason, Pro-Tech Auto Repair, Corcoran (7 points); Randy Notto, Lenfer Transmission & Automotive, Lino Lakes (7 points); Monte Dybvig, Doctor Monte’s Auto Repair, Cambridge (6 points); Bruce Carson, Blue Rock Refinishing Solutions, Roseville (5 points); Steve Daniel, LaMettry’s Collision, Richfield (5 points); Dan House, Single Source, Roseville (5 points); Matthew Lachowitzer, Matt’s Automotive Service Center, Moorhead (5 points); Scott McClure, St. Paul Automotive, St. Paul (5 points); Carol Keyes, C.H.E.S.S., Woodbury (2 points); Jerald

AASP-MN News

Stiele, Hopkins Auto Body, Hopkins (2 points); Dave Weisgurt, 98th St. Auto Service, Bloomington (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.

GET TO KNOW YOUR NEIGHBORHOOD AUTO REPAIR PRO

Enrollment for the 2016 Get to Know Your Neighborhood Auto Repair Pro campaign is now open. The radio campaign will run from April through November on KQRS, Cities 97 and Kool 108, as well as on Pandora for Greater Minnesota members.

The message promotes the benefits of doing business with independently-owned auto repair shops. Participating shops will receive 150-180 name and location mentions throughout the year.

If you are interested in learning more about the 2016 Get to Know Your Neighborhood Auto Repair Pro radio advertising campaign, contact the AASP-MN office at (612) 623-1110 or (800) 8529071.

SPONSORSHIPS SUPPORT AASP-MN’S EDUCATIONAL PROGRAMS & OTHER ACTIVITIES IN 2016

Recently, AASP-MN asked for program sponsorships from its associate members and other industry vendors to help support the Association’s educational programs and other activities in 2016.

Sponsorships help AASP-MN deliver the quality programs members expect, and keep registration fees affordable.

Vendor sponsorships are still available for the AASP-MN Annual Meeting & Leadership Conference, April 14, at the Ramada Plaza, Minneapolis. Sponsorship information can be found on the Association’s website, www.aaspmn.org, or by calling the AASP-MN office at (612) 623-1110.

To date, the following companies have made sponsorship commitments: Gold Sponsors • Autoshop Solutions • Axalta Coating Systems • CBIZ AiA • Meadowbrook Insurance • PPG Automotive Finishes

Silver Sponsors • aaa Auto Parts • Auto Value Auto Stores/APH • Dent Impressions continued on page 20

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COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.)

By Janet L. Keyes, MS, CIH and Carol A. Keyes, MA, CSP, CRC

A Garage Burned Down...

A mechanical shop in north Minneapolis started January on chained, and if they’re equipped with safety caps, leave those in a bad note – it burned in spectacular fashion, resulting in a total place. Store them away from heat sources and away from oxyloss. The cause? Reportedly a gasoline leak ignited by a spark. gen.

Just a week later, two men tried to remove a gasoline tank from a Brief your employees about the hazards of mixing flammacar parked next to a house and caused a spark. The house burned bles and heat. They need to be aware of the hazards from the down. work they do, such as welding, but they also need to be aware of Too often, we forget how very flammable gasoline is, how the hazards caused by winter’s cold. At this time of year, space readily fires can start and how much fuel heaters, unit heaters and furnaces are is in our shops. The fire hazard isn’t only working hard; remind employees that from the gasoline in vehicles. The cylinthey must not store anything combustible der of acetylene you tuck away under nearby. the stairs, the 55-gallon drum of waste Keep your shop cleaned up, as that rethinner left near the garage door until duces the amount of fuel. It can also deyour hazardous waste hauler arrives, the crease the amount of combustible dust in LP tank you stash behind the spray the shop. As body techs have observed, booth, waiting for grilling weather – all body filler burns, and when you sand it of those are the fuel for the fire. Add a off, it goes somewhere. If it lands on spark from welding, grinding, using a beams and unused surfaces, it will add saw or from electrical equipment, and fuel to any fire. your shop might look like the one in Clean up spills right away. That goes north Minneapolis – a pile of ashes. along with keeping a tidy shop – you’re Our buildings are constructed today more likely to detect a spill if you can with the intention of preventing fires see the container. from starting and limiting the spread of a If a fire starts in an automotive repair fire once it has started, but some of you facility, the building can become an inhave older shops, built before sprinklers ferno before the fire department can arwere mandatory. Some of you installed spray booths, but didn’t rive on the scene. If your building is protected by a sprinkler arrange to have a sprinkler company put in fire suppression, and system, it won’t be a total loss after a fire, but at a minimum, some of you may be oblivious to the hazards. you’ll have to deal with smoke and water damage, even if the So what can you do to prevent your building from blazing? sprinkler system activated quickly. Preventing fires is much more Know your sources of risk. Walk through your shop and cost effective. look at what flammable liquids and gases you have. This doesn’t If you have questions about fire safety, fire prevention, have to be a formal inventory, but you do want to have an idea of chemical safety or general safety issues, call CHESS at (651) what could cause a fire. Not sure if something is flammable?

481-9787 or e-mail us at CHESS@chess-safety.com Look for the flame pictogram or DOT placard. Any liquid or gas bearing this will be a fire risk.

Look at where your flammables are. You never want them Welcome stored in the path to an exit – a drum or cylinder blowing up from New Members: the heat of a fire right in the exit path is a really bad way to encourage people to leave quickly. Are the materials near heat JANUARY 2016 sources? Not good. Next to the grinder? Move them.

The best place to store flammable liquids and aerosol cans is Eurotech Auto Aamco TGK in a flammable liquids storage cabinet or an inside storage room Service Transmissions Crystal designed specifically for that purpose. But that’s not mandatory if New Brighton Burnsville the amount is relatively small. Yet even if it’s not required, keepHopkins Twin City Tire & ing those flammables in a place that will slow down a fire is a Green Garage Auto Repair good idea.

Minneapolis Beltline Body Bloomington Take the same care with storage of your flammable gases.

Shop What’s wrong with the acetylene under the stairs? That’s an exit Motor Magic Hibbing Breckenridge route from the rooms at the top of the stairs. Keep the cylinders AASP-MN News February 2016 11

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2016 ANNUAL MEETING & LEADERSHIP CONFERENCE

THURSDAY, APRIL 14 Ramada Plaza Minneapolis 1330 Industrial Blvd., Minneapolis, MN AGENDA AT A GLANCE 8:00 – 10:00am

Mastering the 5 Skills for Effective Leadership, Richard Flint, Richard Flint International

10:15 – 11:15am

Help – My Industry is Consolidating! Brad Mewes, Supplement!

11:30am – 1:15pm

AASP-MN Membership Meeting & Keynote Address: “No More Excuses, It’s Non-Negotiable!”

Sam Silverstein, Sam Silverstein, Inc.

1:30 – 2:15pm

Building Your Accountable Organization, Sam Silverstein, Sam Silverstein, Inc.

1:30 – 3:30pm

Increase Your Diagnostic Labor Sales, Kelly Bennett, Business Training International

1:30 – 3:30pm

Collision Workflow: Better Scheduling = Greater Success, Kent Carlson, Collision Resources, Inc.

2:30 – 3:30pm

Authentic Persuasion: Communication That Moves Others to Action, Josh Dye, Convene, LLC

3:45 – 4:45pm

Networking Roundtable

4:45 – 6:00pm

Social Hour & Vendor Showcase

6:30 – 9:00pm

Industry Dinner & America’s Everyday Comedian, C. Willi Myles AASP-MN News

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Mastering the 5 Skills for Effective Leadership 8:00 – 10:00am Presented by Richard Flint, Richard Flint International Management teams today are facing a period of major leadership transition. The way they’ve always done business in the past is being challenged in every way. Times of transition are almost always met with uncertainty, confusion and stress for everyone in the company. What is needed during these times is EFFECTIVE LEADERSHIP from all managers.

There are five skills that effective leaders MUST possess, and that must be MASTERED in a particular sequence, in order for them to establish true LEADERSHIP within their company.

These five skills are tied together – one does not function without the others.

• Listening • Communication • Confrontation • Delegation • Decision-Making

This program examines each of these skills and prepares leaders with the insights and information to make these five skills the foundation for leading people.

Help – My Industry is Consolidating!

Five fool-proof strategies to trounce the competition in 2016, whether you are a jobber, collision repairer or automotive service shop 10:15 – 11:15am Presented by Brad Mewes, Supplement!

Sponsored by Bill Smith Foundation Consolidation is significantly changing the landscape of the automotive industry. The entire automotive aftermarket is consolidating. Dealers, tire vendors, parts distributors, paint distributors, software providers and collision and mechanical repair shops are all consolidating. But were you aware that industries tend to follow a predictable path of consolidation?

Attend this session to learn: • The current state of industry consolidation • The three stages of consolidation • How consolidation will impact your business, including implications for operations and competition • The challenges and opportunities that consolidation presents

Consolidation is a trend that will continue to shape the industry and one that you need to know more about to appropriately manage the risks and take advantage of the opportunities it presents for your business.

as an organization and where you want to go. In it lies your true source of organizational power and control.

In this keynote presentation you will learn the five essential elements present in an organization that creates a culture that prioritizes and inspires accountability: • What you believe as an organization • Your mission and purpose as an organization • What is in your control • The true value of people • Establishing your Non-Negotiables

Building Your Accountable Organization 1:30 – 2:15pm Presented by Sam Silverstein, Sam Silverstein, Inc. For years, organizations have focused on traditional leadership skills, customer service training and team building. While these elements are important, organizations must have a fundamental understanding of what they believe, what their mission and purpose is, and what is non-negotiable in their culture in order to sustain and go beyond their current level of success.

Learn how to build an organization that consistently outperforms the competition. In this session we will go deep in understanding: • The importance of understanding what you believe and value as an organization • How to create an environment where people help each other be accountable • How to make decisions rooted in your core values and beliefs

Increase Your Diagnostic Labor Sales 1:30 – 3:30pm Presented by Kelly Bennett, Business Training International How much diagnostic time has your shop given away? Getting paid for all of your diagnostic time is a major challenge for most repair shops. There are so many variables to selling the full range of diagnostic labor. This workshop covers the full, sevenstep process to ensure you properly quote a specific price (no ranges or ball park figures) and get authorization from the customer. You’ll learn how to consistently get the symptoms in writing with the customer’s input and ensure the diagnostic technician follows the written procedures to properly diagnose the vehicle.

We will cover the following common types of diagnosis: • Drivability problems that are constant, intermittent and random • Air conditioning • Fuel systems • Fluid leaks • Electrical systems • Device failure: fuses, battery, alternator, starter • Noises - constant and intermittent • Vibration • Brakes

AASP-MN Annual Meeting, Luncheon & Keynote Address: “No More Excuses, It’s Non-Negotiable” 11:30am – 1:15pm Presented by Sam Silverstein, Sam Silverstein, Inc. You will also learn how to create “recipes” for selling diagDuring the AASP-MN Annual Meeting, you will hear about nostic work that will ensure you get paid for all your diagnostic the association’s accomplishments in 2015, what’s planned for sales.

2016, and meet the new Board of Directors. Following this brief presentation, Sam Silverstein will explain the importance of establishing accountability within your company.

A Non-Negotiable is a positive standard you create that respects the rights of others and is absolute. It reflects who you are 16 February 2016 AASP-MN News

Collision Workflow: Better Scheduling = Greater Success 1:30 – 3:30pm Presented by Kent Carlson, Collision Resources, Inc. Every collision center schedules…some just do it better than others. When scheduling improves, assets can be used more productively, sales can increase, cycle times can shrink, quality can improve and stress levels can drop. Better scheduling sets you up to succeed. Poor scheduling sets you up to fail.

Among the items covered in this session are: • How to know if you are scheduling well • How the scheduling challenge has changed over the past 15 years • Key variables to account for when scheduling • How scheduling differs between centers that write estimates and those that don’t • Steps you can take to schedule better

Participants will return to their collision centers with a greater appreciation for how better scheduling sets them up to succeed and what they can do to begin reaping the benefits of scheduling better.

Authentic Persuasion: Communication That Moves Others to Action

2:30 – 3:30pm Presented by Josh Dye, Convene, LLC As an automotive service provider it is essential that both you and your staff have a solid grasp of sales persuasive skills.

Employees need to get sold on your ideas and processes, and your business negotiations and personal communications rely on persuasion, as well. This is the persuasion master-class that will make your communication easier and produce better results.

In this session you will learn: • Unselling: How to effectively sell your ideas, plans, and processes without coming across as ‘sales-y’ • Whose Agenda? Guiding customers, staff and business partners to win-win outcomes • How to lead conversations to get positive results • How to assertively ask for what you want without feeling awkward.

This is great training for those who want to communicate more persuasively while remaining authentic and kind.

Networking Roundtable 3:45 – 4:45pm You’ll have the opportunity to participate in two 25-minute roundtable discussions facilitated by AASP-MN member experts. Choose from the following topics: • Dealing with online parts price shoppers • Retaining high-performing employees • Marketing your shop on Facebook – what’s changed?

• Top challenges facing independents and how to overcome • Top opportunities for independents and how to leverage • Free for all – bring your own issue for group discussion and input.

Social Hour & Vendor Showcase 4:45 – 6:00pm Continue visiting with the members and sponsors you met during the networking roundtable, while catching up on the latest and greatest in products and services. You can 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 & America’s Everyday Comedian Presented by C. Willi Myles 6:30 – 9:00pm Sponsored by Dent Impressions Eat, drink (cash bar) and be merry while enjoying a few good laughs with industry peers.

C. Willi Myles is a veteran performer and extremely funny guy, who has the gift of connecting people with each other through humor and storytelling. His stories and jokes give a unique spin on life’s everyday challenges by applying humor to them. Performing across the US and abroad, his career highlights include several appearances on national television and at the legendary Apollo Theater in New York City. He has toured with and opened for a wide range of performers such as Fleetwood Mac, The Spinners, Toby Keith and many more. Referred to as “America’s Everyday Comedian,” Willi is truly comedy at its best!

HOTEL ACCOMMODATIONS RAMADA PLAZA MINNEAPOLIS 1330 Industrial Blvd.

Minneapolis, MN 55413 (612) 331-1900

Just off I-35W, this upscale hotel is a 3.7-mile drive from downtown Minneapolis. Guest rooms have free WiFi, flat-screen TVs and coffeemakers. Upgraded rooms and suites add minifridges, microwaves and pullout sofas. Amenities include a lounge bar and a restaurant for Italian cuisine, as well as a heated indoor pool, hot tub, sauna and fitness center. There’s also a free area shuttle and parking.

Make your reservation by calling (612) 331-1900 and be sure to tell the reservationist you are with the Alliance of Automotive Service Providers room block. Reservations must be received by March 30, 2016 to guarantee the rate of $109 per night.

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MEET THE SPEAKERS

RICHARD FLINT is one of America’s top personal development speakers and coaches. He has been successfully mentoring and quietly helping professional organizations, large and small businesses and individuals for over 30 years. With decades of professional experience in counseling and teaching at the University level, he has the unique ability to train each person to perform to their strengths. Many individuals and organizations have found his coaching to be exactly what they needed to propel them to the next level.

BRAD MEWES is a management consultant, strategist and author of the blog Supplement! Financial Insight for the Collision Repair Professional. He has a Masters in business administration and finance and is a former equity research associate.

SAM SILVERSTEIN is founder and CEO of Sam Silverstein Inc., an accountability think tank dedicated to helping companies create an organizational culture that prioritizes and inspires accountability. Based on helping organizations develop what they believe in, clarify their mission,and understand what is in their control, Sam works to make this a more accountable world. He is an international speaker and the author of several books.

KELLY BENNETT began his public speaking career with a single workshop in 1987. An instant success, he went on to give that same workshop in 152 other cities, and wrote and taught many more programs over the next four years. Today, he is an Automotive Management

Institute (AMI) Approved Instructor that has taught more than 2,500 workshops, attended by tens of thousands of business owners and their employees. His guest column, Management S.O.S., has also as become a popular part of Canadian Technician magazine.

KENT CARLSON has brought practical solutions to businesses within the collision repair industry for over 20 years. As a founder and owner of the management consulting firm Collision Resources, Inc. (“CRI”), he works with his clients to understand what they want from their businesses and to enable them to succeed more quickly. In addition to his consulting, Kent has overseen the development of CRI’s automated scheduling system for collision repair centers, CR Auto Scheduler®. He designed the scheduling process that is now in use at one of the largest consolidators in North America. He has taught at several NACE events on cycle time improvement, the Theory of Constraints, and CRI’s Accelerating Cycle Time™ process and has also served as the co-chair of the cycle time task force with the Collision Industry Conference.

JOSH DYE currently serves as the Marketing & Outreach Coordinator for HousingLink, a Minneapolis-based nonprofit. During his tenure at HousingLink, the organization reached all-time highs in website traffic and individual donations. He also spearheaded the recent launch of HousingLink’s first earned income ventures, Twin Cities Rental Revue and Housing Hub. Josh is also the Founder and President of Convene, LLC, a speaking, training and consulting company for associations, nonprofits and small business.

REGISTRATION FORM Name:____________________________________________ Company:____________________________________________________ Address: _________________________________________ City: ___________________________ Zip: _________________________ Phone: _________________________ Fax: _______________________________ Email: _____________________________________ Registration Options

Early Bird Pricing (before 3/31/16)

Standard Pricing (after 3/31/16)

Full-Day (includes lunch)

$175 Member/$200 Non-Member ea.

$200 Member/$225 Non-Member ea.

Half-Day (lunch not included. See additional options below)

$95 Member /$120 Non-Member ea.

$125 Member/$150 Non-Member ea.

Please indicate sessions you plan to attend: Package Price $____________________ _____8:00 – 10:00 am Mastering the 5 Skills for Effective Leadership, Richard Flint _____10:15 – 11:15 am Help - My Industry is Consolidating! Brad Mewes _____11:30 am – 1:15 pm AASP-MN Membership Meeting & Keynote Address: “No More Excuses, It’s Non-Negotiable,” Sam Silverstein _____1:30 – 2:15 pm Building Your Accountable Organization, Sam Silverstein _____1:30 – 3:30 pm Increase Your Diagnostic Labor Sales, Kelly Bennett _____1:30 – 3:30 pm Collision Workflow: Better Scheduling = Greater Success, Kent Carlson _____2:30 – 3:30 pm Authentic Persuasion: Communication That Moves Others to Action, Josh Dye _____3:45 – 4:45 pm Networking Roundtable _____4:45 – 6:00 pm Social Hour & Vendor Showcase Additional Options: _____ Luncheon & Keynote Address, 11:30 am – 1:15 pm (included in full-day package) _______ @ $30 ea.....................$____________________ _____ Industry Dinner & America’s Everyday Comedian, 6:30 – 9:00 p.m. _______ @ $40 ea............................................$____________________ _____ AMI Credit @ $10 per AMI course attended _______ @ $10 ea..................................................................................$____________________ Total: $____________________ Payment Options: ____ Check enclosed (Payable to AASP-MN) _____Credit Card Card Number:___________________________________________________ Expires:_______________ Billing Zip Code: ____________ Return to: AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 / Phone: (612) 623-1110 – Fax: (612) 623-1122 - Email: aasp@aaspmn.org Cancellation Policy: Refunds require 48 hours notice of cancellation

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AASP-MN News

ESTIMATING TIPS

Truck Bed Underside Refinish – Painting the underside of a bed is a not-included operation in Audatex, CCC and Mitchell. This can be found in the inquiries below:

Audatex 8184 – The refinish allowance for the COMPLETE BED ASSEMBLY (GN 0511) includes the following panels listed below.

The Audatex refinish allowance does not include the underside of the bed as stated in the Database Reference Manual. The Audatex refinish time does not include inner surface (backside) of the outer bedside panels. No changes are warranted at this time. The database is working as designed.

• Outer bedside panels • Fuel filler pocket • Inner bedside panels • Exposed surface of bed • Front bed panel floor

CCC 2990 – Research Response – MOTOR stated: According to the OEM, paint found on the underside of the pickup box side panel is an artifact of the factory refinish process (overspray). This may be evidenced by uneven paint application, bare spots, etc. MOTOR does not take the position that the underside of the pickup box side panel should not be returned to pre-accident condition. However, determining the estimated work time to refinish the underside of the pickup box side panel in various stages of completeness and quality, if refinished at all, is best left up to the judgment of estimators using an on-the-spot evaluation.

Mitchell 3080 – Labor allowances are as follows: Refinish pickup bed assy complete (includes tailgate) ~ std bed ~ w/s-runner model #8.5 ~ w/o s-runner model ~ regular cab, extra cab – #8.5 ~ double cab – #8.0 ~ stepside bed – #8.5. Number

includes refinish floor and inside panels.

Labor allowances do not include refinish underside. At this time, user will have to manually select refinish underside from CEG. No changes at this time.

Frame Machine Setup In CCC is Not Included – Due to the different types of frame machines used in the collision repair industry, labor times for frame machine set-up are not developed by MOTOR, nor otherwise included in any operation. Each frame machine manufacturer may have its own unique configurations and setup processes. This can be found in the Motor Guide to Estimating on page G5.

Labor Exclusions in Audatex – Page 54 of the Audatex Database Reference Manual has a list of labor exclusions that need to be considered during the estimate process. Below are a few items that are on the list: • Removal of panel bonding adhesive material • R&I of injected/structural foam • Removal of part number labels A copy of the most current Database Reference Manual can be found on the DEG website under the “Estimating Toolbox” link.

NOTE: The estimating databases are all intended to be used as a GUIDE ONLY – it is important to remember that the auto body professional performing the repair is in a position to thoroughly inspect, diagnose and identify the methodology and their unique cost of the vehicle damage repair You can view these tips and others on the DEG website, www.degweb.org.

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LOCAL NEWS • • • • • • • •

continued from pg. 9

Enterprise Rent-A-Car Keystone Automotive Lowell’s Performance Coatings Midwest Parts Advantage O’Reilly Auto Parts PAM’s Auto, Inc. Suburban Chevrolet United Fire Group

Other Sponsors • Bill Smith Foundation • Choice Auto Rental • Kukui Corporation

2016 MEMBERSHIP DUES ARE DUE!

Annual membership renewals for AASP-MN were mailed in December. If you have not paid your 2016 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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AASP-MN News

February 2016 21

CASH IN ON YOUR MEMBERSHIP!

Net Driven: Web Solutions to Drive Your Business

Today, over 97 percent of consumers search for local businesses online. Without the right website and Internet marketing program, you could be losing a significant amount of business.

Net Driven is the leading and most trusted provider of websites and Internet marketing solutions designed exclusively for the automotive industry.

We offer an end-to-end solution that takes customers from their couch directly to your front door. We are more than just a website company; we are internet marketing specialists that will ensure that you have all of the tools you need to capture more leads and convert those leads directly into sales for your business.

Did we mention that we are exclusive to the automotive industry and that we were founded by a third generation independent tire dealer? In other words, nobody knows your business like Net Driven. We combine automotive industry experience, Internet marketing expertise and direct dealer feedback to provide a unique solution that is second to none.

Net Driven also has a customer retention rate of over 93 percent because we have the best support and consultation practices in the industry. You get access to unlimited customer support with Net Driven. Your personal Net Driven Account Manager

will reach out to you quarterly to answer questions, analyze your website results and make ongoing recommendations, ensuring that your website ranks higher than your competition and that it’s working to convert more leads into sales.

As a Preferred Provider of AASP-MN, members who choose Net Driven are eligible for a $500 discount off their first year setup fees. In addition to offering fully custom, responsive websites, we offer additional tools such as our Commercial Tire Catalog, Wheel Configurator, Virtual Showroom, TurboClick (PPC) ads, Net Driven Testimonials, Net Driven Diagnostic Center and our Tire Advantage Calculator to ensure that you have a customized solution to meet your unique business needs.

Social media? Yep, we do that too!

For more information, visit www.netdriven.com, or call us at 1-877-860-2005.

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.

CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 / mach@retailfinancialservices.biz

22 February 2016

Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment is also available.

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.

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.

BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury 612-623-1110 / jodi@aaspmn.org Discount rate on printed business forms and calendars.

WEBSITE AND INTERNET MARKETING SOLUTIONS Autoshop Solutions Contact: Margaret Klemmer 888-991-3449 / margaret@autoshopsolutions.com Autoshop Solutions offers custom website development, social media, SEO, PPC marketing and more, exclusively for the automotive industry. AASP-MN members receive a $500 discount off setup costs for services.

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.

Net Driven Contact: Jon Napoli 877-860-2005, ext. 400 / jnapoli@getnetdriven.com Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. 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.

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.

AUTO EMPLOYEE ASSESSMENT Assessment Associates International Contact: Ron Page (952) 854-6551 / ronald.page@aai-assessment.com www.auto.aai-live.com Designed to help facilitate and enhance hiring decisions. AASP-MN members receive 50 percent off retail price and starts as low as $15 per assessment.

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-MN 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.

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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