AASP-MN News March 2016

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“Lead the Way” March 2016

AASP-MN Annual Meeting &

Leadership Conference Registration

PLUS: Neighborhood Auto Repair Pro Sign-Up Underway

www.grecopublishing.com

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AASP-MN News

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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. 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.

AASP-MN BOARD MEMBERS 2015 - 2016 PRESIDENT Tom Gleason IMMEDIATE PAST PRESIDENT Jerald Stiele SECRETARY-TREASURER Greg Kasel, AAM

Vol. 24 No. 3

PRESIDENT’S MESSAGE....................................................................6 As We Part Ways

by Tom Gleason, AASP-MN President LEGISLATIVE UPDATE ......................................................................7 Significant Turnover is Certain in the Minnesota Legislature

by Kevin Walli, AASP-MN Lobbyist LOCAL NEWS ................................................................................8 NATIONAL NEWS ............................................................................12 INSURANCE I.Q. ............................................................................14 A Different Method of Covering Long-Term Care Costs

by Dennis P. Begley, CLU, ChFC, LUTCF, CBC AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ......15

COLLISION DIVISION DIRECTOR Jim Siegfried, AAM MECHANICAL DIVISION DIRECTOR Wayne Watson ASSOCIATE DIVISION DIRECTOR Kevin Martin COLLISION SEATS Joyce Weinhandl Will Latuff MECHANICAL SEAT Mars Overlee

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

DEG ESTIMATING TIPS ....................................................................19 PARTNERS IN PREVENTION................................................................20 Tampering with Pollution Controls is a Federal Crime CASH IN ON YOUR MEMBERSHIP!........................................................26 CBIZ/AiA UPCOMING EVENTS

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

June 2, 2016 Mike Anderson’s Negotiation Best Practices TBD

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

August 24, 2016 St. Paul Saints Game CHS Field, St. Paul

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) www.grecopublishing.com

aaa Auto Parts ....................................................................14 AmeriPride..........................................................................21 Axalta Coating Systems ......................................................OBC Blue Net, Inc. ....................................................................19 Buerkle Hyundai ................................................................20 CBIZ / AiA ..........................................................................IFC Choice Auto Rentals ..........................................................10 Dentsmart ..........................................................................6 Inver Grove Honda / Inver Grove Toyota......................................10 Jack McClard......................................................................22 Keystone ............................................................................24 Libson Twin City ................................................................23 Lowell’s PCE ......................................................................25 Maplewood Toyota..............................................................4 Meadowbrook Insurance ....................................................IFC

AASP-MN News

Mercedes Benz of Maplewood ............................................25 Mills Parts Center ..............................................................21 Morrie’s ............................................................................9 Motorwerks BMW ..............................................................IBC Motorwerks MINI................................................................IBC MPA ............................................................................................................11 PAM’s Auto ................................................................................................24 Proven Force ..............................................................................................22 Rosedale Chevrolet .............................................................23 Roseville Chrysler ..............................................................21 Straight & Square ..............................................................4 Toyota Group ......................................................................13 United Fire Group ..............................................................IFC West Bend Insurance ..........................................................3

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PRESIDENT’S MESSAGE

As We Part Ways

by Tom Gleason AASP-MN President

Well, my time as your president is about to come to an end. It’s been both a privilege and an honor to serve the association that I feel I have gotten so much from. You truly get much more out of your involvement than you put in.

This past year has gone by smoothly, with AASP-MN reaching yet another record-high membership level of over 780 members.

This should not come as a surprise given the level of leadership, programming, advocacy and other benefits this association provides for its members at the state and national level.

We are at the forefront of an initiative to help build a future workforce for our industry. This project is under the banner of MNCARS (Minnesota Careers in Auto Repair & Service) and is a marketing and outreach program to connect with students and provide them with a better picture of the career opportunities in the automotive fields. It also targets their parents and school guidance counselors. Our goal was to raise $250,000 for this two-year campaign, and to date, we have raised over $247,000. Please consider being a part of this initiative. All of our futures depend on being able to fill job openings as they come.

We have maintained a presence at the state Capitol, fighting to reduce insurance company control over the body shops. Insurance companies are mandating where body shops can procure parts and steering customers to shops of their choosing. We came very close to passing legislation to rein in insurer control in 2015 and will work hard to bring about changes again this year.

Our benefit programs have returned nearly $150,000 to participating members this past year. The United Fire Group’s business

6 March 2016

insurance program continues to bring in new members. We have added new benefits as well, including website and digital marketing offerings from Autoshop Solutions. We also recently added the services of Assessment Associates International. They offer a very helpful tool in screening potential new hires. Making a wrong hire is expensive, and this great tool helps ensure the new hire will fit in well with your existing group.

We are also continuing the “Get to Know Your Neighborhood Auto Repair Pro” campaign, which promotes to the general public the benefits of using the independent auto repair shops in their neighborhood.

Our Annual Meeting & Leadership Conference is coming up quickly (April 14) and will concentrate on leadership and management topics. Make plans to attend. This is a very powerful networking get-together where you are able to meet other shop owners and learn and share experiences.

Finally, please consider getting involved in one of our Advisory Committees. I know – I didn’t think I could do it either when I first started, but it was the best thing I ever did for myself and my business. It got me out of my own little world to see a bigger picture, and I learned how others have conquered some of the same problems I was facing.

Just do it; you won’t regret it.

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LEGISLATIVE UPDATE

Significant Turnover is Certain in the Minnesota Legislature

by Kevin Walli, AASP-MN Lobbyist

With still nine months to go before the 2016 Election, it is already certain that there will be significant turnover at the Minnesota Legislature. This year, all 201 legislators – 134 members of the House of Representatives and 67 members of the Senate – must stand for re-election. A significant number have already decided to leave office, while many House Members are running to fill Senate seats where the incumbent has indicated they will not seek re-election.

Between retirements, relocations and the sad passing of Representative Dill, 11 members of the House and 11 members of the Senate have already left or have announced they will not seek reelection in November.

Among the most notable retirements are those of Senator Jim Metzen (DFL-So. St. Paul) who was first elected to the House in 1974, where he served until he was elected to the Senate in 1986.

He is one of the longest-serving members of the Legislature in the state’s history and, most recently, has served as the Chairman of the Senate Commerce Committee.

On the House side, Representative Joe Atkins (DFL-Inver Grove Heights) announced that he will not seek re-election. Representative Atkins was first elected to the House in 2002. When the DFL was in the Majority, he served as Chair of the House Commerce Committee. Representative Atkins has indicated that he plans to run for the position of Dakota County Commissioner.

Among the other legislators announcing that they will not seek re-election are the following: • Senator Dave Brown (R-Becker), who has served as a member of the Commerce Committee, • Senator Barb Goodwin (DFL-Columbia Heights), who is also a member of the Senate Commerce Committee, • Senator John Pederson (R-St. Cloud), who has been particularly helpful on a lot of our auto repair initiatives, • Representative Carly Melin (DFL-Hibbing), • Representative Kim Norton (DFL-St. Cloud), • Senator Julianne Ortman (R-Chanhassen), who previously served as Chair of the Senate Tax Committee, • Senator Roger Reinert (DFL-Duluth), member of the Senate Commerce Committee, • Senator Bev Scalze (DFL-Little Canada), • Senator Kathy Sheran (DFL-Mankato), who is Chair of the Health and Human Services Policy Committee, • Senator Katie Sieben (DFL-Newport) who has served as Assistant Majority Leader and • Senate Dave Thompson (R-Lakeville).

In recent months, we have also lost legislators who have passed away or resigned for employment opportunities. Representative David Dill (DFL-Crane Lake) passed away in August and his replacement has been chosen in a special election. Representative Rob Ecklund is the new Representative from this Northern Minnesota District.

Representative Ann Lenczewski resigned in December and will be succeeded by Republican Chad Anderson. Representative Lenczewski had served as the DFL Lead on the Tax Committee and chaired the committee when the DFL was in control of the House of Representatives.

Senator Branden Petersen (R-Andover) resigned in October and will be replaced by Republican Jim Abeler. He cited his young family and the need to find employment where he could earn more than was possible with the combination of legislative pay and the part-time work he could find during the interim.

Representative Ryan Winkler (DFL-Golden Valley) resigned last summer and his replacement, Representative Peggy Flannigan was appointed in a special election in November. Representative Winkler’s wife was transferred to Belgium for her work – where Representative Winkler is going to find work as well.

Five members of the House are seeking endorsement in their Senate Districts – in each case where the Senator has indicated they will not seek re-election. Representative Connie Bernardy (DFL-Fridley) is seeking DFL endorsement in Senate District 41 – the Senate seat vacated by Senator Barb Goodwin. Representative Jason Isaacson (DFL-Little Canada) is seeking endorsement in Senate District 42 – the Senate seat vacated by Senator Bev Scalze. Representative Carolyn Laine (DFL-Columbia Heights) is also seeking endorsement to Senate District 41, setting up an endorsement battle between two State Representatives – Connie Bernardy and Carolyn Laine. Representative Dan Schoen (DFLCottage Grove) is seeking endorsement in Senate District 54 – the Senate seat being vacated by Senator Katie Sieben. Lastly, Representative Erik Simonson (DFL-Duluth) is seeking endorsement in Senate District 7 – the Senate seat vacated by Senator Roger Reinert.

Over the course of the Legislative Session, we expect to hear announcements from several more legislators of their intention not to seek re-election. Indeed, at the very end of Session, there are often a number of surprise announcements that are made in the moments leading up to the final adjournment of the Legislature.

Welcome New Members: FEBRUARY 2016 Quality Care Automotive Waite Park

Jim’s Bumper to Bumper Oslo AASP-MN News

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LOCAL NEWS

IN MEMORIAM: JACKIE BONFE Jackie Bonfe, age 77, passed away peacefully surrounded by her loving family on February 7, after a sevenyear battle with Alzheimers. She is survived by her husband of 56 years, Roger Bonfe; children Susan, Shari, Tony, and Tom; 12 grandchildren and two great-grandchildren. Jackie was a former owner and worked at Bonfe Auto Service and Body Repair in St. Paul for 25 years. She was also an avid golfer with three hole-in-ones.

AASP-MN extends its deepest sympathies to the Bonfe family.

GET TO KNOW YOUR NEIGHBORHOOD AUTO REPAIR PRO Enrollment for the 2016 “Get to Know Your Neighborhood Auto Repair Pro” campaign is now open through March 18. The radio campaign will run from April through November on KQRS, Cities 97 and WCCO, as well as a Pandora option for Greater Minnesota members.

The message promotes the benefits of doing business with independently-owned auto repair shops. In past campaigns, participating shops received over 150 name and location mentions while also positively promoting the industry.

If you are interested in learning more about the 2016 “Get to Know Your Neighborhood Auto Repair Pro” campaign, contact the AASP-MN office at (612) 623-1110 or visit the association’s website, www.aaspmn.org.

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AASP-MN’S UNIFORM & LINEN SUPPLIES PROGRAM PAYS IMPRESSIVE REBATE TO PARTICIPATING MEMBERS AASP-MN recently paid 204 members participating in the association’s uniform program through AmeriPride Services a rebate equal to 10 percent of their purchases during 2015. In total, over $89,000 in rebates were distributed. That’s an average rebate of $436.27!

AASP-MN has an impressive menu of cost-saving programs for its members. To find out more about them, check out page 26 of this issue of AASP News, call the AASP-MN office or visit the association’s website, www.aaspmn.org, and start saving today!

AASP-MN’S AUTOMOTIVE SCHOLARSHIPS UP FOR GRABS AASP-MN is pleased to announce it will be awarding scholarships to select students enrolled in post-secondary automotive (mechanical or collision) programs this fall. These scholarships are available in large part due to another successful Race for Automotive Education fundraising event.

Recipients must be entering a two-year, NATEF-certified automotive program in the fall of 2016. Applications will be reviewed by a committee of industry representatives, with consideration given to scholastic achievement, education and career goals, financial need and written recommendations. Applications must be postmarked no later than March 31, 2016.

Applications can be submitted online at www.automotive scholarships.com/AASP-MN or downloaded from the association’s website, www.aaspmn.org. Online submissions give students the opportunity to compete for several different awards, including those offered by the Global Automotive Aftermarket 8 March 2016

Symposium Scholarship Committee and over 20 other automotive aftermarket organizations and companies. Specific requirements for each organization’s awards can be found at www.automotivescholarships.com.

The Education Fund was established in 2002 to provide financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the independent automotive service industry. Since that time, nearly $176,000 has been distributed directly to students enrolled in automotive programs through the association’s scholarship program and SkillsUSA competition.

CONGRATULATIONS TO 2015 WINNERS’ CIRCLE MEMBERS The Winners’ Circle recognizes and rewards AASP-MN members for their support and participation in the association’s activities, events and benefit programs. Members earned points throughout the year for their efforts as follows: 25 Points • Serving on an Advisory Committee • Recruiting a new member

20 Points • Participating in AASP-MN preferred provider benefit programs • Attending the AASP-MN Annual Meeting & Convention • Participating in the “Get to Know Your Neighborhood Auto Repair Pro” campaign • Participating in the Race for Automotive Education 10 Points • Attending the annual AASP-MN Golf Outing • Attending any AASP-MN training seminar • Attending any Body Shop Session • Attending any Mech Xchange event

Members that accumulated 100 points during the year and will receive a FREE AASP-MN sponsored seminar in 2016 are: • 3M Company, St. Paul • 4th St. Auto Repair, Duluth • aaa Auto Parts, Rosemount • Alexander’s Import Auto Repair, Minneapolis • AmeriPride Services, Minneapolis • Autoworks Diagnostic & Repair, Woodbury • Axalta Coating Systems, Itasca • Bon Auto Body and Glass, Richfield • Collision Center, Golden Valley • Crystal Lake Automotive, Lakeville • Dale Feste Automotive, Hopkins • Downtown Tire & Auto, Hastings • Fairway Collision Center, Vadnais Heights • Gorshe Auto Service, Minneapolis • Highland Autostar Collision Center, St. Paul • Hopkins Auto Body, Hopkins • IDENTIFIX, Roseville • Lake Marion Collision, Lakeville • LaMettry’s Collision, Richfield • Lancer Service Auto Care, St. Paul • Latuff Bros., St. Paul • Lehman’s Garage, Bloomington • Lenfer Lino Lakes Transmission, Lino Lakes • LKQ/Keystone Automotive, Minneapolis • Lowell’s Performance Coatings, Edina

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• • • • • • • • • • • • •

Medi-CAR Auto Repair, Rosemount Modern Auto Care, Eden Prairie PPG Automotive Finishes, Edina PAM’s Auto, St. Cloud Pearson Auto Body, Shakopee Peter’s Body Shop, St. Cloud PJW Automotive, New Brighton Pro-Tech Auto & Truck Repair, Corcoran Rick’s 36 Automotive Services, Stillwater St. Paul Automotive, St. Paul Suburban Chevrolet, Eden Prairie Superior Service Center, Eagan Twin City Autobody, Bloomington

SPONSORSHIPS SUPPORT AASP-MN’S EDUCATIONAL PROGRAMS & OTHER ACTIVITIES IN 2016 Recently, AASP-MN asked for 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.

To date, the following companies have made sponsorship commitments: Gold Sponsors • Auto Value Parts Stores/APH • Autoshop Solutions • Axalta Coating Systems • CBIZ AIA • Meadowbrook Insurance • PPG Automotive Finishes • United Fire Group

Silver Sponsors • aaa Auto Parts • Dent Impressions • Enterprise Rent-A-Car • LKQ/Keystone Automotive • Lowell’s Performance Coatings • Midwest Parts Advantage • O’Reilly Auto Parts • PAM’s Auto, Inc. • Suburban Chevrolet

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

2016 MEMBERSHIP DUES ARE DUE! Annual membership renewal notices 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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NATIONAL NEWS

iATN Launches Mobile App

The new mobile app from iATN gives its members the opportunity to fully participate in all network discussions from their iPhone or iPad. With iATN: Auto Pro Community, members can reply to existing discussions, start new ones and attach photos and videos to their messages. They also can receive notifications when someone replies to their message or participates in a discussion to which they’re subscribed.

Premium iATN subscribers can use the app to search the iATN Knowledge Base, using traditional keyword searches or by scanning a VIN barcode for a vehicle in their shop. Users with a basic iATN membership have the option to enable a Mobile Pass with an in-app purchase, good for seven, 14 or 30 days of Knowledge Base access. iATN plans to integrate additional features into the mobile app, including Auto Pro Careers and Auto Pro Wiki, two new services iATN has released in the past year.

To offer suggestions and improvements, members are encouraged to use the app’s “feedback” option. iATN has released the free app for iPhone and iPad first, due to the popularity of these devices among members. A version targeting Android 4.4 and above is in development.

“Who Pays for What?” Survey Now Open!

The first of the four 2016 surveys conducted

by Collision Advice (Mike Anderson’s consulting company) and CRASH Network (an industry publication) focuses on more than two dozen "not-included" refinish-related operations, asking shops how frequently they are paid for each of the operations by each of the eight largest auto insurers in the country. New in this years refinish survey are questions related to how shops bill for refinish materials.

To take this survey, go to www.survey 12 March 2016

monkey.com/r/BW3KLF5. Shops that participate in a survey receive that survey’s results at no charge.

‘Who Pays for What’ Survey Results Show Wide Range in Certified Aluminum Labor Rates

It would be easy to say that the national average Labor Rate for aluminum repair being charged by OEM-certified shops is about $92 per hour, but that wouldn’t quite tell the whole story, according to newly-released findings from the quarterly “Who Pays for What?” survey series conducted by CRASH Network and Collision Advice.

Nearly 800 shops participated in the latest quarterly “Who Pays for What?” survey this past October, and 130 of those shops that are certified by one or more of the automakers to repair aluminum vehicles reported their hourly rates for aluminum repair. Surprisingly, those labor rates spread over more than a $100 range.

At the low-end of rates for structural aluminum repair, a small percentage of shops reported charging only a few dollars more per hour than their regular repair rates.

Near the top, there are shops charging in excess of $145 an hour for certified structural aluminum repairs.

The complete survey findings, now available, show hourly labor rates for structural and non-structural repairs (broken down by percentiles) for shops certified by nine different OEM aluminum certification programs.

The 75-page survey report also includes information on: • What shops estimated they spent on equipment, training and facility changes to meet OEM aluminum repair certification requirements.

• Mark-up rates reported by shops for sublet work such as glass, towing, etc.

• Payment frequencies among the eight largest insurers for 29 different shop supply estimate line items, such as seamsealer, panel bonding adhesive and weldthrough primer.

Also available at the website are survey findings and analysis of earlier “Who Pays for What?” quarterly surveys, which focused on “not-included” frame/mechanical operations and “not-included” refinish operations. Each of the reports also includes analysis and resources to help shops better understand and use the information presented.

“I’m hearing from shops every week who say participating in the surveys is helping them improve their estimating and repair planning,” said Mike Anderson of Collision Advice. “This aluminum repair AASP-MN News

labor rate information is particularly interesting to me. We will continue this series of surveys in 2016...to help shops understand what’s happening in the industry.”

SCRS News

Bumper Prompt Decision Aid The Society of Collision Repair Specialists (SCRS) recently launched an instructional PDF to aid in answering the CCC One bumper refinish prompt. The decision tree has been developed as a result of frequent and widespread reports of misrepresentation of the refinish process when responding to the system-generated question.

The CCC One product includes a prompt in its estimating system that inquires, “will the bumper be refinished in a separate procedure from the other panels?”

If the end-user replies “No,” the system will apply overlap deduction on the next refinished panel and will include the bumper cover in the 2.5 clear coat cap. If the enduser replies “Yes,” the system will identify the next refinished panel as the first major panel, without overlap deduction, and the bumper cover refinish labor will not be included in the 2.5 clear coat cap.

If a flex additive is being utilized on plastic/flexible components and a separate clear coat mix is being produced as predominantly recommended by automotive refinish manufacturers, the appropriate response should be “Yes.” The PDF can be viewed at scrs.com/ data/uploads/answering-the-ccc-onebumper-refinish-prompt.pdf.

Aluminum and Steel Presentations SCRS recently announced the availability of feature presentations that were delivered during the second annual OEM Collision Repair Technology Summit. The event, hosted by SCRS during the 2015 SEMA Show, featured a program designed to put Show attendees in a room with innovators in automotive structural design and technology to focus on emerging trends in vehicle construction and technology.

The day-long agenda featured two pivotal presentations delivered by Doug Richman, Vice President of Engineering and Technology for Kaiser Aluminum, and Dr. Blake Zuidema, Director, Automotive Product Applications for ArcelorMittal, that highlighted the evolution and future of aluminum and steel substrates (respectively) in advanced vehicle design.

Free downloads of both presentations are available by visiting scrs.com/ index.php?id=login-page&lang=en and registering for the download.

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INSURANCE I.Q.

By Dennis P. Begley CLU, ChFC, LUTCF, CBC

A Different Method of Covering Long-Term Care Costs

Long-term care refers to the cost of paying for help to take care of you when you can’t. The only reason a person will not have to pay the costs of long-term care at some point in their life is if they died young. If you live long enough, someone is probably going to have to provide care for you. Many of us see that already with our parents. The question is, who is going to pay for your care?

To provide some financial context, current cost to stay in a nursing home is about $6000 a month. That’s $72,000 a year. No

kidding. Few of us will actually end up in a nursing home full time, though. Most people will get care in their homes. However, the cost for regular care at home also falls in the $6000 a month price range. Plug some inflation into that $6000 a month and you get some pretty scary numbers in 10-15-20 years. What it will actually cost depends on the level of care received. It costs a lot more to have someone come to you every day rather than once per week.

The big question is, how we are going to pay for this type of care? First, let me point out who is NOT going to pay for it: • Regular medical insurance does NOT cover these expenses.

• Medicare does not cover long-term care costs.

That leaves three methods to pay for your long-term care:

• Private pay – you pay out of your assets. Regardless of what you have put away for retirement, you’ve probably allocated that money to a lifestyle you have in mind for you and your spouse (and maybe those kids that still need financial help.) Few retired people have an extra $3,000-$6,000 a month to take out of the budget to cover long-term care costs. So paying out of your retirement assets is going to change your financial plans one way or the other.

• Personal Long-Term Care Insurance – You can have a private insurance plan to cover these expenses. You should protect with insurance what you least can afford to lose. Something important like your retirement income.

• Government payment – Medicare does NOT cover long-term care costs. Medicaid will pay, but only if you are BROKE. No assets. And yes, there are certain things you can keep, especially if you have a spouse, (ONE auto, for example) but the state can put a lien on your real estate to recover what was paid for your care. That lien gets paid at the death of the second spouse. This is a last resort plan, when you have spent all your other assets first. To qualify for Government assistance you have to be broke.

And there are rules to recapture the value of the assets you give away.

So, if it’s a good planning idea to obtain long-term care insurance (LTCi), what is the best way to do that? The absolute best idea is to purchase a long-term care insurance plan.

But these are quite expensive and the two biggest complaints on stand-alone LTCi coverage is that the price keeps increasing and, if

continued on page 25

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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 Sponsored by Axalta Coating Systems 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.

A Non-Negotiable is a positive standard you create that respects the rights of others and is absolute. It reflects who you are 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. Sponsored by United Fire Group 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 Sponsored by AASP National 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. Sponsored by CBIZ AiA and Meadowbrook Insurance During the AASP-MN Annual Meeting, you will hear about the association’s accomplishments in 2015, what’s planned for You will also learn how to create “recipes” for selling diag2016, and meet the new Board of Directors. Following this brief nostic work that will ensure you get paid for all your diagnostic sales. presentation, Sam Silverstein will explain the importance of establishing accountability within your company.

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Collision Workflow: Better Scheduling = Greater Success 1:30 – 3:30pm Presented by Kent Carlson, Collision Resources, Inc. Sponsored by PPG Automotive Refinishes 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 Sponsored by AASP National 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 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:____________________ CVC #: _______________ 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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ESTIMATING TIPS

CCC Bumper Prompt Indicator – If the symbol <> is next to a bumper line on your estimate this indicates the bumper refinish operation WILL NOT be performed as a separate procedure from the other panels in the estimate. Meaning the user selected NO when asked if the bumper will be refinished in a separate procedure from the other panels. This symbol will only show on the printed copy of the estimate and selecting yes or no to the bumper prompt will impact how the estimate calculates overlap.

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.

Bleed Brakes in CCC Does Not Include Bleeding the ABS Pump – The estimated work time of 0.5 hour applied to Bleed Brake System is for those situations when the Brake Hydraulic Line is open at one or all four Suspension Points (caliper/wheel cylinder.) Bleeding the ABS Unit was not considered in the estimated time allowance for Bleed Brake System. This information can be found in DEG inquiry number 8843.

Clear Coat Extension in Audatex – Audatex does not have a clearcoat-only formula, so if there is a need to extend your clear coat to an adjacent panel, the user must select either the full refinish of the panel, blend for the panel or create a manual entry. An example would be when repairing a quarter panel and there is no line to stop the clear coat so you must clear into the roof and possibly the other quarter. This can be found in DEG inquiry 8462.

CCC Spray Out Panel – One of the new additions to the Motor Guide to Estimating shows that “test spray out panel” is a not-included operation with clear coat finishes. If you perform this operation during the refinish process you would need to create a manual entry for the time needed to “test spray out panel”. This can be found on page G36 in the Motor Guide to Estimating. All three estimating guides can be found on the DEG website www.degweb.org under Estimate Toolbox.

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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PARTNERS IN PREVENTION

TAMPERING WITH POLLUTION CONTROLS IS A FEDERAL CRIME

Transportation is responsible for about a third of the air pollution in Minnesota, so catalytic converters and other components that limit vehicle pollution are a major reason that Minnesotans enjoy clean air.

Removing a catalytic exhaust system and replacing it cheaply with just a muffler is vehicle tampering and illegal under federal law. It may be tempting when a customer asks you to do it – and saying “no” might even make the customer upset – but like so many repairs, the cheap fix is often the wrong fix, and this one carries stiff federal penalties, with a minimum fine of $3,750 to a maximum fine of $37,500 per incident. Keep in mind that removing or tampering with any pollution control device or system is illegal. In addition to catalytic converters, this includes EGR valves, air pumps and oxygen sensors.

Today, 46 years after the original Clean Air Act of 1970, the Minnesota Pollution Control Agency (MPCA) still receives complaints from people who discover that their recently-purchased used vehicle does not have a catalytic converter. Most often, they have taken their new ride in for an oil change or a minor repair when they get the bad news. Their mechanic easily discovers the missing “cat” and informs them that it’s illegal to operate without one. If they fail to get the issue resolved by contacting the previous owner or dealer directly, their next call is usually to the MPCA. Typically, a phone call from MPCA staff and a follow-up email with the MPCA’s vehicle tampering fact sheet explaining the law will get the previous owner or dealer to pay for the installation of a

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new catalytic converter. The fact sheet can be found by searching online for “MPCA vehicle tampering.” Consider keeping a few printed copies on-hand if you regularly get customers asking you to do these illegal modifications.

The good news is aftermarket catalytic converters have come down in price and can be half the price of original equipment. So customers are less likely to ask you to do something illegal just to save some money.

The MPCA gets reports about the ‘bad’ repair shops that are willing to remove broken catalytic converters and replace them with a straight pipe or muffler. And sometimes complaints are made about performance shops that install override or defeat device chips designed for non-street legal racing vehicles. Most often these complaints result in a visit from an MPCA inspector and the federal EPA is notified.

The federal EPA is serious about cracking down on the manufacturers of performance chips that are sold for street use. According to the EPA, “As a result of EPA enforcement, some of the largest manufacturers of defeat devices have agreed to pay penalties and stop the sale of defeat devices.” And you’ve probably read in the news lately that Volkswagen faces up to $18 billion in penalties from the EPA for the defeat devices in its diesel cars.

Stay out of trouble and help keep Minnesota’s air clean and healthy – don’t make illegal changes to vehicle pollution control devices.

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LET US TURN THEM AROUND!

Contact AASP-MN News Sales Director Alicia Figurelli

973.667.6922 / ALICIA@GRECOPUBLISHING.COM

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INSURANCE I.Q.

you don’t use it, all those premiums are gone. But there is another way of covering these costs.

A handful of life insurance companies offer a life insurance policy that has a long-term care rider. It works pretty much like the stand-alone LTCi: if you can’t perform two or more of the activities of daily living, (those things you do in the morning to get ready for your day) you are eligible for a benefit.

If you qualify for the benefit, the insurance company advances a portion of the death benefit to you in advance. One of the limits is 2-4 percent of the death benefit per month. So you need enough death benefit to provide an adequate monthly benefit. Roughly, the death benefit should be in the $300,000+ range.

This is what I like about this life insurance option: continued from pg.14

• The premiums are fixed. There are no future increases.

• You get your premiums plus more back at your death.

• This LTCi life product has a level premium, so you can keep it at the same price your entire lifetime. This is a great replacement for the term life you probably have that is going to expire before you do.

This unique life insurance product is worth taking a look at. It provides two levels of protection for you: a benefit at death and/or a benefit that you can use for someone to provide care for you while you’re alive.

Please contact me at any time for additional information at (763) 549-2260 or dpbegley@cbizaia.com.

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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 AASP-MN, which includes:

• 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 7.6 percent dividend to participating members for the past ten years!

• CBIZ/AIA, United Fire and Meadowbrook have made this program available to all the contracted United Fire agents in the state of Minnesota. If you, or your agent, want 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 dpbegley@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.

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

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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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