AASP-MN News April

MARCH 2020

2020 Annual Meeting and Leadership Conference Registration Page 17

PLUS: WILL LATUFF JOINS DEG LEADERSHIP 2019 WINNERS’ CIRCLE RECIPIENTS

Your Champion. Your Ally. www.aaspmn.org

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. 2020 All rights reserved. Cover image www.istockphoto.com.

CONTENTS Vol. 29 No. 3

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.

PRESIDENT’S MESSAGE ............................................................5

AASP-MN BOARD MEMBERS 2020 - 2021

What to Expect From Leadership Shake-Up in Senate DFL Caucus

by Kevin Walli, AASP-MN Lobbyist

PRESIDENT Carl Thomas

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

IMMEDIATE PAST PRESIDENT Will Latuff SECRETARY-TREASURER Matthew Feehan COLLISION DIVISION DIRECTOR Randy Miller

Get Involved!

by Carl Thomas, AASP-MN President LEGISLATIVE UPDATE................................................................7

INSURANCE I.Q. ........................................................................10 NATIONAL NEWS ......................................................................12

MECHANICAL DIVISION DIRECTOR Tom Archambault

COMPLETE HEALTH, ENVIRONMENTAL AND SAFETY SERVICES (C.H.E.S.S.) ........................................14

ASSOCIATE DIVISION DIRECTOR Loren Feldkamp

DEG ESTIMATING TIPS ..............................................................15

COLLISION SEAT Jesse Jacobson MECHANICAL SEATS Tony Newman Randy Notto, AAM

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ..................................................17 CASH IN ON YOUR MEMBER BENEFITS! ....................................24

STAFF EXECUTIVE DIRECTOR Judell Anderson, CAE OFFICE ADMINISTRATOR Jodi Pillsbury MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 FAX: 973-235-1963 PUBLISHER Thomas Greco | thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli | alicia@grecopublishing.com GRAPHIC DESIGNER Lisa M. Cuthbert | lisa@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten | joel@grecopublishing.com EDITORIAL & CREATIVE COORDINATOR Alana Bonillo | alana@grecopublishing.com OFFICE MANAGER Donna Greco | donna@grecopublishing.com

www.grecopublishing.com

AASP-MN MEMBER BENEFIT PROGRAMS..................................25 UPCOMING EVENTS April 4 SkillsUSA Auto Contests Dakota County Technical College 1300 East 145th Street Rosemount, MN 55068

April 23 AASP-MN Annual Meeting & Leadership Conference Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd.

Minneapolis, MN 55413

June 16 26th Annual AASP-MN Golf Outing Keller Golf Course 2166 Maplewood Drive Maplewood, MN 55109

ADVERTISERS’ INDEX aaa ..........................................................................14 AmeriPride ............................................................12 AkzoNobel ............................................................10 Axalta......................................................................IFC Buerkle Hyundai..................................................26 Dentsmart ............................................................20 FinishMaster ........................................................9 Inver Grove Honda/Inver Grove Toyota ....22 Jack McClard........................................................16 Keystone ..............................................................22 Maplewood Toyota............................................26

AASP-MN News

Morrie’s ................................................................10 Motorwerks BMW ..............................................IBC MPA ........................................................................13 PAM’s Auto ..........................................................4 Proven Force........................................................OBC Reliable Automotive Equipment....................21 Rosedale Chevrolet............................................23 Roseville Chrysler ..............................................24 Straight & Square................................................7 Sherwin Williams - Matrix ................................6 Toyota Group ......................................................6

March 2020 | 3

WHY GENUINE PARTS? It’s the Right Thing to Do

You lose money when aftermarket parts don’t fit. Toyota Dealers are your best source for Genuine Toyota Parts. All it takes is one call.

For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: Inver Grove Toyota 1037 Highway 110 Inver Grove Heights, MN PH: 651-306-4630 FAX: 654-457-8705 www.invergrovetoyota.com

Rochester Toyota 4365 Canal Place SE Rochester, MN 55904 PH: 507-424-2956 FAX: 507-424-0301 parts@rochestertoyota.com

Burnsville Toyota 14730 Buck Hill Road Burnsville, MN 55306 800-448-5912 PH: 952-435-8401 FAX: 952-435-8515

parts@invergrovetoyota.com

Maplewood Toyota 2873 Highway 61 Maplewood, MN 55109 PH: 651-490-2648 FAX: 651-490-2652 TOLL FREE: 877-574-0667 parts@maplewoodtoyota.com

ToyotaPartsAndService.com 4 | March 2020

AASP-MN News

PRESIDENT’S MESSAGE

Get Involved!

How much do we love this time of the year? It’s dark, cold, dry and miserable and shops seem to slow down (mechanical ones anyway). But there are certain parts of this time of year to love! For me, I get to slow down a little and spend quality time with my new wife, hang out with friends and chill with my puppy. From a work standpoint, we review the previous year, set goals for the upcoming year and get everyone back on the same page. As I looked back at 2019, a couple of big things stood out.

The year kicked off in a big way by being appointed president of the Alliance, which came with filling some big shoes (both figuratively and literally). We rolled through spring and summer with what felt, at times, like reckless abandon, then we pulled back and regrouped a little in late summer. I planned a wedding and got married in the fall. Ran all over the place for the holidays and just like that, BAM, we were staring down the starting line of a new year. I met some of my personal and work goals and fell short on others (at this point, it is time to fully write off diet and exercise, it simply is not going to happen). Now it is time to fully regroup, plan, reload and prepare for another year. So, what does that mean?

For me, there is one huge area that needs to be worked on—reducing MY daily role within the business. I have heard for years that great operators work on the business, not in it.

No doubt, tough to argue; however, most of us find ourselves running back into our businesses when the day gets tough.

We come up with great excuses why, such as: We are understaffed and need to fill the gaps; I was a tech and it is tough for me to break away from that; or we blame the staff for being ineffective (although it is likely a training issue). Regardless of why, we find ourselves jumping in and Carl Thomas grabbing the bull by the horns to AASP-MN President straighten things out. Why? Why can’t we empower, train and build our people to manage day-to-day situations? For the last couple of years, we have been restaffing and now have a great group that is ready to take over. The big question is, am I ready?

This seems to be a conversation that continually comes up at AASP-MN events and roundtable discussions. All too often we grind daily without asking why or, more importantly, how long we can sustain this pace until there are repercussions? We need to be talking about these things if we expect them to change.

I am very much looking forward to continuing to build on these conversations at the 2020 Leadership Conference. We have a great lineup with keynote speakers Meridith Elliott Powell and Sam Silverstein. I hope to see everyone there and would love to discuss this along with any other pressing, edgy or just fun topics!

AASP-MN News

March 2020 | 5

A SYSTEM

R EBO OR N w it h e v er yt hing y ou u a s k ed f or in a r e f inish s y s t em – c olor c onsis t enc y and t ools .

M AV ER IC K AP P R OV ED .

R EQ UE S T A D EMO MO , V ISI T MA AT TRIXSYSTEM.COM

LEGISLATIVE UPDATE

What to Expect From Leadership Shake-Up in Senate DFL Caucus The 2016 Election which restored a narrow Republican majority in the Minnesota Senate has produced a dramatic shift in power among Senate Democrats.

Senator Tom Bakk (DFL-Cook) has led the Democratic Caucus for the past decade. He became the caucus leader when the Republicans seized control of the Senate in the 2010 Election.

As Minority Leader, he orchestrated the return of the Senate to DFL control following the 2012 Election, which was based on redistricting from the 2010 Census.

Senator Bakk served as Majority Leader from 2012 to 2016, when the Republicans took back majority control. Initially, Republicans held on to their majority status by the narrowest possible one-vote margin – 34 seats to 33 seats.

The Senate Republicans padded their margin by one when they won a special election in early 2019 to fill the seat previously held by Senator Tony Lourey (DFL-Kerrick), who resigned from the Senate to take the position of Commissioner of the Department of Human Services. Senator Bakk continued in his leadership post – now back in the minority – following the Senate DFL’s narrow defeat in 2016.

Now, on the eve of the 2020 legislative session and the 2020 Elections, the Senate DFL Caucus has voted (by a onevote margin) to change leaders.

Senator Susan Kent (DFL-Woodbury) has been elected

Minority Leader and she, rather than Senator Bakk, will frame the DFL legislative priorities and strategy as well as the recruitment of DFL Senate candidates and Kevin Walli fundraising to promote the slate of DFL AASP-MN Lobbyist Senators this fall.

Complicating matters to some extent, Senator Kent faces a credible Republican challenger – a former mayor of Woodbury.

The upheaval among the Senate DFLers undoubtedly provides some measure of comfort to Republican Majority Leader Senator Paul Gazelka (R-Nisswa), who will be leading his Republican Caucus through the 2020 session and into the 2020 Election. But since a net gain of just two seats by the DFL flips control of the Senate, no one expects either caucus to lose sight of the challenge ahead.

And what is at stake? The Majority Leader names all committee chairs, sets the agenda for floor action on all bills and serves as the Senate’s lead negotiator at the close of session as the Senate comes to terms with the governor and the House on the final bills – this year including a public infrastructure (bonding) bill and any supplemental appropriations or tax measures relating to the state’s projected surplus.

This was an interesting time for the DFL to change horses, given how much is at stake.

124 Osseo Ave N • St. Cloud, MN 56303

THE GENIUS OF SMART WELDERS!

AASP-MN News

March 2020 | 7

LOCAL NEWS

Will Latuff Will Latuff Joins DEG Leadership AASP-MN member and immediate past president Will Latuff has been named as an AASP National representative to the Database Enhancement Gateway (DEG) Joint Operating Committee.

The DEG is a free resource allowing end users of the three major collision estimating systems to seek clarification and to identify and/or correct inaccuracies in the estimating databases. It’s processed more than 15,000 inquiries since its inception. The Joint Operating Committee (JOC) serves as the DEG’s managing board, overseeing the continuous improvement of the site.

DEG Administrator Danny Gredinberg called Latuff “a frequent DEG user, as well as an advocate for the DEG.” Will has spent 23 years at Latuff Brothers Auto Body and works there today as an estimator. He also served as the 2018-19 president of AASP-MN and as a member of the collision advisory committee from 2008-20. His educational background includes a business administration degree from the University of Wisconsin-Stout with a minor in quality management.

“I am excited to join the DEG JOC and give back to the collision repair industry,” Latuff said in a statement. “My passion for estimat-

8 | March 2020

ing began later in my teenage years when I met Mike Anderson. His passion and unstoppable logic for notincluded operations propelled my learning and fueled my desire to never stop growing as an estimator.

The DEG is a great resource and achieves amazing results. I appreciate that submissions are handled in a timely manner and that the changes rendered benefit all stakeholders. I believe that givers gain, and I am looking forward to serving our great industry!”

The DEG’s Joint Operating Committee is made up of members of the national Alliance of Automotive Service Providers and the Society of Collision Repair Specialists, who together own the site and manage it as a benefit for the collision industry.

AASP-MN Accepting Scholarship Applications through 3/31/2020 Thanks to another successful fundraising drive within the Alliance membership, AASP-MN will be awarding scholarships to select students enrolled in post-secondary automotive (auto service or collision repair) programs. Scholarship awards will be $1,000 per student and can be applied toward tuition or tool purchases.

Recipients must be entering their first or second year of an ASEAccredited automotive program in the fall of 2020. 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 submitted no later than March 31, 2020.

Applications can be downloaded from the Alliance’s website, aaspmn.org, and submitted online at automotivescholarships.com/AASPMN. Online submissions give students the opportunity to compete for several different awards, including those offered by the Global Automotive Aftermarket Symposium Scholarship Committee and over 40 other automotive aftermarket organ-

AASP-MN News

izations and companies. Specific requirements for each organization’s awards can be found at 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 $250,000 has been distributed directly to students enrolled in automotive programs through the association’s scholarship program and SkillsUSA competition.

In 2016, AASP-MN’s efforts to attract a future workforce expanded significantly with the creation of Minnesota Careers in Automotive Repair and Service (MNCARS), a statewide initiative to encourage high school students to pursue an education and career in the automotive service and collision repair industry. Visit carcareers.org to learn more.

AASP-MN’s Uniform & Linen Supplies Program with AmeriPride Pays Record Rebates Two Years in a Row AASP-MN recently distributed nearly $114,000 to 227 members participating in the Alliance’s uniform program through AmeriPride Services. The rebate is equal to 10 percent of purchases during 2019. This is the second consecutive year record rebate amounts were paid out. Last year’s rebate total payout was nearly $110,000.

This is just one of the many costsaving programs the Alliance offers its members. To find out more about them, check out page 25 of this issue of AASP-MN News, call the AASP-MN office or visit the AASPMN website, aaspmn.org, and start saving today!

Congratulations to 2019 Winners’ Circle Members The Winners’ Circle recognizes and rewards AASP-MN members for their support and participation in

Alliance activities, events and benefit programs. Members earned points throughout the year for their efforts as follows: • •

•

•

•

• • • • •

WELCOME NEW MEMBER:

MARCH 2020

25 Points Serving on an advisory committee Recruiting a new member

Colonial Life, Princeton

20 Points Participating in AASP-MN preferred provider benefit programs Attending the AASP-MN Annual Meeting & Leadership Conference Participating in the Get to Know Your Neighborhood Auto Repair Pro campaign Participating in the Race for Automotive Education

Minnesota Careers in Auto Repair & Service (MNCARS) MNCARS is a non-profit organization established in 2016 by AASP-MN. Its sole purpose is to promote careers in the automotive industry, recruit young people into the state's college-level automotive service and collision repair programs and, ultimately, into industry workplaces. To further those efforts, MNCARS recently participated in the following events:

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

Minneapolis Public Schools STEM Expo, Minneapolis Wayzata High School CTE Career Fair, Plymouth Dakota County Career & College Fair, Hastings

Members that accumulated 100 points during the year receive a FREE AASP-MN sponsored seminar in 2020.

They are: Alexander’s Import Auto Repair, Minneapolis Auto Works Automotive Service Center, Woodbury Blue Rock Refinishing Solutions, Roseville BLVD Autoworks, St. Anthony Collision Specialists, Austin Crystal Lake Automotive, Lakeville Dale Feste Automotive, Hopkins Downtown Tire & Auto, Hastings East Side Auto, St. Cloud FinishMaster, Fridley Fix Auto, Brooklyn Park Fourth St. Auto Repair, Duluth Gorshe Auto Service, Minneapolis Heppner’s Auto Body, Woodbury Hopkins Auto Body, Hopkins Kennedy Transmission - Apple Valley Lake Marion Collision, Lakeville LaMettry’s Collision, Richfield Lancer Service Auto Care, St. Paul Latuff Brothers, St. Paul Lenfer Automotive & Transmission, Lino Lakes Lube -Tech & Partners, St. Paul Master Collision Group, Minneapolis Medi-CAR Auto Repair, Rosemount PAMs Auto, St. Cloud Pro -Tech Auto & Truck Repair, Corcoran Suburban Chevrolet, Eden Prairie Superior Service Center, Eagan TGK Automotive, Hugo Windy’s Collision Center, St. Paul

EPIC 2020, St. Cloud Take advantage of the resources in the MotorMouth toolbox at https://carcareers.org/motor-mouth/. Get out and get active in your local community promoting industry careers!

Continued on page 23

AASP-MN News

March 2020 | 9

INSURANCE I.Q.

Cost Effective Alternatives to Rising Small Group Health Premiums

By Dennis P. Begley, CLU ChFC CBC As we all know, medical insurance is becoming unaffordable for both employers and employees alike. The average family premium now exceeds $20,000 a year. Small group premiums keep rising without fail each year.

Increasing premiums primarily come down to one basic reason – claims. The insurance carriers calculate premiums based on projected claims and are mandated by law to charge enough to cover the claims and administrative expenses.

In the fully insured marketplace, a small business has access to plans and rates of each carrier. The carriers pool all small groups into one block from which loss ratios are determined, impacting future renewals. Further, the Affordable Care Act mandated that carriers must pool all their small groups to prevent local carriers from imposing a higher rate increase to a small employer that may be incurring a higher-than-normal claim expense. The upshot is that the healthy groups are subsidizing the groups having all the claims.

What can a “healthy group” do?

Consider self-funding.

The Minnesota legislature changed the requirements for self-insured small group plans making them far more attractive. Self-insured, ERISA (federally regulated) medical

10 | March 2020

plans have been used by large companies for 40-plus years.

(Note: Over 60 percent of all employees covered by employer plans in the U.S. are self-insured plans.)

For healthy groups with five or more enrollees, it is now possible to obtain medical insurance with pricing based on the health profile of the group. These plans are underwritten; meaning that each participant (employees and dependents) must submit medical history. An offer is then made for the entire group based on those submitted medical histories (which remain confidential). So-called “healthy groups” have been known to experience upwards of 30 percent savings compared to fully insured products.

While self-insured plans are not the same as fully insured, they work very similarly. The premiums are level just like the fully insured products, limiting the premium costs month to month. Important differences, however, are arguably more aggressive discounts sought from providers and medical vendors. Also, if the claims are less than expected, the selfinsured plans refund a portion of the claim fund back to the employer. The possibility of lower premiums and claim fund surpluses being returned is hard to overlook.

It doesn’t cost anything other than the time it takes for your employees to fill out health questionnaires (typically electronically). Give us a call and let’s see if your company can qualify for one of these plans.

For more information, contact me at (612) 308-6577 or dennis@begley-group.com.

AASP-MN News

NO MAT TTER WH HAT COL O OR YO OU DREAM IN, THERE’S ONE HE ERE TO MAKE YO OU A FAN. A

VISIT US S AT NORTHE EAST BOOTH # #141

MODERNCLASSIKK.COM

AASP-MN News

March 2020 | 11

NATIONAL NEWS share. Three of these four outlets have expanded their DIFM product sales share during this period.

www.langmarketing.com Four Outlet Groups Drive DIFM Growth Four groups of repair outlets have generated over 90 percent of Do-ItFor-Me (DIFM) car and light truck product growth over the past five years (2014 to 2019). The total product growth share of these four outlets was greater than their combined sales share, reflecting their strong annual product growth rates over this fiveyear span.

Vehicle dealers achieved the largest portion of DIFM product growth between 2014 and 2019, followed by repair specialists, with service stations and garages third and foreign specialists fourth in product growth

12 | March 2020

2019 Gas Prices Lower Than 80 Years Ago The average retail price of regular gasoline in the U.S. was lower during 2019 (adjusting for inflation) than gas prices were 80 years earlier in 1939 during the Great Depression. The price of regular gas averaged $2.39 during 2019, less than the $0.19 per gallon price in 1939, which when adjusted for inflation would be $2.41.

Last year’s average price of gasoline was one-third lower than the $3.63 per gallon average six years earlier in 2013. Moderate pump prices have contributed to the increases in total light vehicle annual mileage over the past four years.

Cancel the Obituary of the Internal Combustion Vehicle Electric Vehicles (EV) are being promoted as a superior automotive

AASP-MN News

technology that will eliminate Internal Combustion Engine (ICE) cars and light trucks. However, despite all the hype, the ICE light vehicle population on U.S. roads will climb by 36 million during 2020 through 2030.

Six Major Takeaways: • There are two types of Electric Vehicles: Battery Electric Vehicles (BEV), which are all-electric vehicles powered solely by batteries and Plug-In Electric Hybrid Vehicles (PEHV), which have gasoline engines along with large batteries that must be plugged in to recharge.

• EV sales declined in the U.S. last year, contrary to the predictions of many experts, as the EV share of the 2019 light vehicle fell below two percent.

• Lang Marketing estimates that EV sales will increase more than four-fold during 2020 to 2025, climbing from less than two percent to nearly eight percent of car and light truck volume.

• Despite growing EV sales, the population of ICE cars and light trucks in the U.S. will expand by an estimated 36 million during 2020 to 2030, up from approximately 282 million light vehicles in operation last year.

• The year of peak ICE (the year when Internal Combustion Engine vehicles reach their maximum number on U.S. roads) will not be reached until after 2030, with 2032 or 2033 the most likely Peak ICE year. Under certain circumstances, Peak ICE in the U.S. could occur as late as 2035.

• The growing number of Internal Combustion Vehicles on U.S. roads through 2030 and the large numbers of ICE cars and light trucks that will remain in operation for many years thereafter will generate a robust light vehicle aftermarket for decades.

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

AWAIR … You’re Above Average and That Ain’t Good, Part 1

By Janet L. Keyes, CIH Automotive repair shops are above average – and that’s not good.

Every five years, Minnesota OSHA revises the list of industries that must have written accident and injury reduction (AWAIR) programs. Which industries are included is based on the

2017 Minnesota Occupational Injuries and Illnesses Survey.

In 2014, automotive repair injury rates dropped below the average for the state. That’s great. But it didn’t last.

Minnesota industries, overall, record 3.3 injuries for every 100 workers; 1.6 workers per 100 suffer

injuries bad enough to result in lost time or restricted work. Minnesota’s automotive repair shops have rates higher than those averages. Because of that, general repair shops, muffler and transmission shops, body shops, oil change shops, car washes and all other automotive repair and maintenance shops are included in the most recent proposed list, adopted in early February 2020.

What does that mean for you?

You’re now required to write down strategies to keep your workers from being injured on the job. That does not mean that you tell them “work safer!” every day or put up posters Continued on page 16

What’s Wrong With This Picture?

ANSWER: Gloves left inside a parts washer: It’s a safe bet that the parts washing solvent is now inside the gloves.

14 | March 2020

AASP-MN News

ESTIMATING TIPS Mitchell: Extension of Clear Coat – In some applications, it may be required to extend the application of clear to the nearest panel edge or breakpoint.

The performance of this operation is NOT INCLUDED in the Mitchell refinish labor time.

More information and formula for this operation can be found at http://static. mymitchell.com/static/ webhelp/ppages/ceg/1033/ index.htm #ceg022812.htm.

We suggest using the “BLEND” selection for any panels requiring this step to ensure proper calculation of the allocated PREP and CLEAR application formula as the system will automatically allocate the 80/20 split of the 50 percent formula.

Note: This formula is not intended to be used on repaired panels or any panels that require additional labor to repair pre-existing surface conditions.

Audatex: Frame Rack Equipment Set-up Times – Audatex DBRM Page 44, Section 4-2 states, “Setup of a vehicle on a frame machine, dedicated bench, or other measuring/straightening devices.

Pulling time is not included (Standard Manual Entry M31 is available).”

Because of all the various types of equipment for repair vehicle structures, Audatex does not provide a labor value for equipment set up/anchoring and measuring. This would be an on-the-spot evaluation depending on the type of equipment that is used.

Final DEG Note: It is important to follow OEM procedures to ensure proper tooling is being used to repair vehicles back to OEM specifications.

CCC: Nameplate Template Fabricating – Recent DEG INQUIRY 15563 response from MOTORS indicates during replacement of a nameplate/emblem: “After review of the concern, creating templates is NOT INCLUDED in estimated work times.”

DEG also points out that “Material cost used to create a template is NOT INCLUDED in labor times.”

Lastly, per CCC/MOTORS GTE PPages, the labor time for nameplates, emblems and adhesivebacked moldings are for INSTALLATION ONLY. Removal of the molding and cleaning adhesive left behind is NOT INCLUDED in R/R Time.

Audatex: Drain, Refill and/or Top off Windshield Washer Fluid – Recent updates to Audatex DBRM Section 4-2 Labor Exclusions added “Drain, Refill and/or Top off Windshield Washer Fluid” as NOT INCLUDED in published labor time. R/I or R/R time for windshield washer reservoir does NOT include to drain or fill the washer fluid.Washer fluid/additives or disposal fees to drain/fill the tank is NOT INCLUDED in labor times.

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, DEGWEB.ORG.

AASP-MN News

March 2020 | 15

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

Continued from page 14

exhorting “safety first.” Those aren’t strategies, and they’re of doubtful effectiveness.

Instead, the AWAIR law outlines the straightforward things you need to include in your injury prevention strategy. We’ll cover the first part this month. Look for the rest in May. Set some goals and objectives Why do you want to have a safe workplace? What measurable, achievable steps can you take towards that? Take a look at what injuries and mishaps you’ve had over the last few years. Are there measures you could take to ensure they don’t recur?

We don’t like goals such as “we won’t have any injuries.” While that’s admirable, it sounds like wishful thinking. How are you going to reduce the risk of having injuries? You could create a greater awareness of the need to work safely – that’s a more practical goal. And to get there, you could

16 | March 2020

include a review of all injuries and mishaps in each staff meeting. That’s a measurable objective.

Designate safety responsibilities Do you require your employees to wear safety glasses? To use chemical resistant gloves when cleaning parts? To wear respirators when spraying? If so, there’s your first safety responsibility: To wear the required personal protective equipment when needed. If not, why do you treat this basic job requirement as different from other job requirements?

Think about what you want employees to do to work safely – follow procedures, use equipment correctly, report problems promptly. Don’t forget about responsibilities for those who direct the work. Shop managers need to enforce safe work practices.

That includes disciplining employees who don’t follow the right procedures. But it also includes making sure employees can follow safe procedures.

AASP-MN News

Nearly all of you have vehicle lifts in your shop. You consider it the employee’s responsibility to correctly position a car on the lift and to chock the tires. But it isn’t the employee’s responsibility to have a vehicle lift in good working condition – that’s your job. And you can’t assume that the employee knows how to correctly position the car – you need to make sure he/she knows how to do that.

That’s the start to your AWAIR program: Setting some objectives and writing down responsibilities. The next parts are how you’ll identify and correct hazards, how you’ll ensure people do what they should do – and know what they should do and what you’ll do to prevent repeats if accidents occur. We will discuss those in our next column in the May issue.

That still gives you time to write your program. Minnesota OSHA won’t start enforcing this requirement for automotive shops until July 2020.

For more information, contact Carol Keyes at (651) 481-9787 or carkey@chess-safety.com.

Thursday, April 23 Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd. NE, Minneapolis

AGENDA AT A GLANCE 8:00-9:30am

Opening General Session - Leadership Redefined: Ownership, Engagement, Results!, presented by Meridith Elliott Powell

9:45-11:30am

ADAS Presentation & Roundtables, facilitated by Jason Bartanen and Alliance Member Experts

11:30am-1:30pm

Luncheon Keynote: Make Accountability Your Competitive Edge,™ presented by Sam Silverstein

2:00-4:00pm

How to Use the Storybrand Framework to Clarify Your Message, presented by Kim Walker

2:00-4:00pm

Prove it! File Documentation for Profit, presented by Kristen Felder

2:00-4:00pm

Top 8 Front Counter Mistakes & How to Avoid Them, presented by Rick White

4:00-6:00pm

Vendors Showcase & Social Hour AASP-MN News

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Challenge yourself to POWER UP YOUR LEADERSHIP and take your business to new heights at the AASP-MN 2020 Leadership Conference. The event brings the independent automotive community together to learn, to engage and to connect in ways that will help you strengthen your business and achieve your goals. A diverse range of learning formats and experiences will provoke thought and inspire action, leaving you energized with new ideas to improve your personal and professional life.

Opening General Session – Leadership Redefined: Ownership, Engagement, Results!

(Everyone) Presented by Meridith Elliott Powell, MotionFirst 8:00 – 9:30am Sponsored by LKQ-Minnesota & Lube Tech & Partners Employee engagement trumps customer engagement… every single time! The relationship you build with your team members and associates is more important than the relationship you build with your customers. In today’s marketplace, the path to profitability and business growth is through the engagement level of your team. In this session, Motivational Speaker Meridith Elliott Powell shares the leadership development strategies you need to engage top talent and leave your competition in the dust.

• Learn why engaging today’s employees is different, and gain the leadership development to understand what they want, why they want it • Proven strategies to get the best and the brightest to beat a path to your door • Innovative and motivational ideas to turn employee engagement into competitive advantage • Powerful tactics to build a team that is as passionate as you are about the growth of your business • A cutting-edge motivational system to inspire ownership at every level, to get the results you want at every turn

Key Takeaways:

ADAS Presentation & Roundtables

(Everyone) Facilitated by Jason Bartanen, Collision Hub & Alliance Member Experts 9:45 – 11:30am Sponsored by Fix Auto Maintaining and repairing ADAS-equipped vehicles is a game-changer for the auto service and collision repair industry. Virtually all of the vehicles coming out on the

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market have some sort of ADAS capabilities. This session will lead you through a series of exercises that will offer insight about how ADAS identification and recalibration is essential to performing common jobs that come into independent repair shops every day and help you determine what level of ADAS repair is best suited for your business.

Luncheon Keynote: Make Accountability Your Competitive Edge™ (Everyone) Presented by Sam Silverstein, Sam Silverstein Enterprises 11:30am – 1:30pm Sponsored by CBIZ AiA and United Fire Group Accountability is the highest form of leadership.

Keynote speaker Sam Silverstein will challenge you to think differently in order to achieve different results.

Sam brings a fresh outlook based on over 25 years of research and study in the field of accountability, leadership, and corporate culture.

How to Use the Storybrand Framework to Clarify Your Message (Everyone) Presented by Kim Walker, Shop Marketing Pros 2:00 – 4:00pm Sponsored by AASP National & PPG Automotive Finishes Many leaders, marketers, salespeople and managers are simply ignored. It’s not because they aren’t smart, hard-working or likeable. It’s because they aren’t communicating clearly. The human brain is drawn to CLARITY and away from confusion. If customers are confused about what you offer, they’ll look past you for somebody who can relate to them clearly. Once you clarify your message, your company will begin to grow! Attendees will leave this workshop having learned how to craft a clear message. Develop your own unique “one-liner” and experience the “website fishbowl” exercise where we evaluate volunteer attendee websites live in class.

Prove It! File Documentation for Profit

(Collision) Presented by Kristen Felder, Collision Hub 2:00 – 4:00pm Sponsored by Axalta Coating Systems and FinishMaster Understanding what documentation is required for the repair and what documentation is required for proper payment is fundamentally two separate things for collision repairers. Failure in either or both can have catastrophic consequences. In this session, we’ll explore the purpose of documentation, what forms to use when and how to collect and store documentation separate from your estimating systems.

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MEET THE SPEAKERS

Top 8 Front Counter Mistakes & How to Avoid Them (Auto Service) Presented by Rick White, 180BIZ 2:00 – 4:00pm Sponsored by Auto Value Parts Stores/APH This course reviews the top eight mistakes advisors typically make in a selling situation and in a fastpaced, fun way shows you what you can do to avoid them! This session will be interactive and will combine instruction, stories, and role-playing to showcase each mistake. At the end of each section there will be an easy-to-implement action list to avoid these common pitfalls.

This course will teach you how to: • Identify the most common mistakes made on the front counter every day • Take each mistake and discuss best practice responses for each • Use tools that will be provided in these situations to guarantee success

MERIDITH ELLIOTT POWELL is a business growth expert with a background in corporate leadership and sales. She is a Master Certified Strategist, Executive Coach and Certified Speaking Professional, a designation held by less than 12 percent of professional speakers. She has also published more than six courses for LinkedIn’s prestigious education networks.

JASON BARTANEN is the Director of Industry Relations for Collision Hub, where he leads the organization’s technical relationships with vehicle, tool, equipment, product and material manufacturers. Prior to his role at Collision Hub, Bartanen was the Director of Industry Technical Relations at I-CAR, where he began his career in 1996 as a Technical Writer.

Vendors Showcase, Social Hour & Grand Prize Drawings (Everyone) 4:00 – 6:00pm Visit with industry suppliers and make some new contacts! Catch up on the latest and greatest in products and services and get answers to questions you haven’t had time to ask.

• Door prize drawings throughout the day (compliments of participating sponsors) • Two Grand Prize Drawings at 6:00pm (conference attendees automatically registered – must be present to win!)

Delta Hotels by Marriott Minneapolis Northeast 1330 Industrial Blvd. NE Minneapolis, MN 55413 Our host hotel balances work with play, offering ample opportunities for fulfilling meetings and relaxing downtime. From its convenient location to nearby downtown Minneapolis attractions & onsite tavern, Twin Cities 400, to its 24-hour fitness center & indoor pool, the Delta has it all. Simple, modern rooms offer space for you to work and unwind and includes free Wi-Fi too!

SAM SILVERSTEIN is the former owner of manufacturing and distribution companies. He currently writes, speaks and consults with audiences around the globe and teaches them to think differently, work with renewed purpose and achieve record-breaking results.

KIM WALKER is a former shop owner and automotive industry veteran. After closing the shop in 2007, she fell back on her experience in sales and marketing and started a full-service marketing agency.

KRISTEN FELDER is the CEO of Collision Hub. She is recognized as an industry leader with a lifetime of experience in both the collision repair and insurance industries.

RICK WHITE has been in the automotive and coaching industries for more than 30 years. He is the founder and lead coach for 180BIZ, a training and business coaching company and an AMI-approved training instructor.

Call 612-331-1900 to reserve your room today.

Please tell reservation specialist you are with the Alliance of Automotive Service Providers (AASP-MN) room block.

Reservations must be made by April 2, 2020 to receive the discounted room rate of $149, plus applicable taxes.

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AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION FORM Name: ________________________________________________________________________________________________ Company: ______________________________________________________________________________________________ Email: ______________________________ Phone: ______________________________ Fax: __________________________ Address: ________________________________ City: _____________________________ State: _____ Zip: ______________

Registration Options

Early Bird Pricing (before 4/2/20)

Standard Pricing (after 4/2/20)

Full-Day (includes lunch and social hour $195 Member/$225 Non-Member ea. & vendor showcase)

$225 Member/$250 Non-Member ea.

Half-Day (lunch not included.

See additional options below.)

$125 Member/$150 Non-Member ea.

$95 Member /$120 Non-Member ea.

Package Price $ ______ Please indicate the sessions you plan to attend: _____ 8:00-9:30AM Opening General Session - Leadership Redefined: Ownership, Engagement, Results! _____ 9:45-11:30AM ADAS Presentation & Roundtables _____ 11:30AM-1:30PM Luncheon Keynote: Make Accountability Your Competitive Edge _____ 2:00-4:00PM How to Use the Storybrand Framework to Clarify Your Message _____ 2:00-4:00PM Prove it! File Documentation for Profit _____ 2:00-4:00PM Top 8 Front Counter Mistakes & How to Avoid Them _____ 4:00-6:00PM Vendors Showcase & Social Hour Additional Options: ___ Luncheon & Keynote Address, 11:30am – 1:30pm (lunch included in full-day package)….. _____ @$40 ea. $ __________ Payment Options: ____Check enclosed. Payable to AASP-MN ____ Credit Card. (VISA, MC, DISC, AMEX accepted) Card Number: ____________________________________________________________ Expires: ____________________ Billing Zip Code: __________ CVC #: ______ Signature: ____________________________________________________ Return with payment to: AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 - Fax: (612) 623-1122 - Email: aasp@aaspmn.org Cancellations must be received no later than 4/16/20 in order to qualify for a full refund.

After 4/16/20 no refunds will be issued and no-shows will be billed.

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AASP-MN News

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AASP-MN News

LOCAL NEWS

Continued from page 9

Sponsorships Support Alliance Educational Programs & Other Activities in 2020 Recently, AASP-MN asked for program sponsorships from its associate members and other industry vendors to help support AASP-MN’s educational programs and other activities in 2020. Sponsorships help the Alliance deliver quality programming at an affordable price to members.

To date, the following companies have made sponsorship commitments: Platinum Sponsors Fix Auto LKQ – Minnesota Lube - Tech & Partners Gold Sponsors AASP National Auto Value Parts Stores/APH Axalta Coating Systems CBIZ AiA FinishMaster PPG Automotive Finishes United Fire Group Silver Sponsors aaa Auto Parts AmeriPride Services

2020 Membership Dues Are Due! Annual membership renewals for AASP-MN were due January 1. If you have not paid your 2020 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!

Colonial Life Enterprise Rent-A-Car O’Reilly Auto Parts NCS/Single Source PAM’s Auto, Inc. Sherwin-Williams Suburban Chevrolet

LET US TURN THEM AROUND!

Bronze Sponsors C.H.E.S.S.

Leadership Conference Vendor 1 Collision Network 3M Automotive

Contact AASP-MN News Sales Director Alicia Figurelli

(973) 667-6922

ALICIA@GRECOPUBLISHING.COM

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800-247-0585 651-639-2120 PARTS DIRECT:

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2845 Hwy 35W North Located at I-35W & County Road C Roseville, MN

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CASH IN ON YOUR MEMBER BENEFITS!

AmeriPride: The Partner You Need to Do Your Image Proud In the automotive service and collision repair industry, trust is earned. You work hard to earn it from customers every day. When your business features branded work uniforms and floor mats and clean restrooms and bays, customers trust that you’re doing things right. This helps you stand out from the shops down the street and keeps customers coming back.

AmeriPride Services offers a towel, rug and uniform rental program to members of the Alliance that features: • Discounted pricing • Ten percent annual rebate • Free installation • Free emblems • No deposits • And, no set-up charge With a uniform and facility care product program from AmeriPride, you’ll save: Time – AmeriPride will manage the details, so you don’t have to. A customer portal with online billing and payment adds convenience and ease.

Space – Your AmeriPride representative will stock the exact quantities your business needs, leaving you with the extra shelf space.

Money – Weekly inventory monitoring means you’ll only spend for what you need. And, you will receive an

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annual 10 percent rebate for your purchases with AmeriPride. Last month, nearly $114,000 was distributed to 227 participating members!

Local support keeps this program running smoothly.

At AmeriPride, we know that service is more than just doing the job. Excellent service is the result of going above and beyond—and earning your trust. That’s why you’ll see the same familiar face at every delivery to your shop. We know service is more than a 1-800 number.

Service is showing up every day, no matter what. We put the pride in AmeriPride!

For more information, visit ameripride.com or call:

Minneapolis (612) 331-1600

Bemidji (218) 751-5150

Hibbing (218) 263-3611

St. Cloud (320) 251-2525

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Mankato (507) 345-1039 Fargo (701) 232-7484

AASP-MN MEMBER BENEFIT PROGRAMS PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE CBIZ AIA Contact: Brad Schmid 763-549-2247 / bschmid@cbizaia.com CBIZ AIA and United Fire Group (UFG) have created a program for members that includes a special premium discount, exclusive coverage and potential safety group dividend.

CBIZ AIA can present quotes from multiple carriers and, as an added bonus, offer members an exclusive 10% discount on their property/liability insurance premiums.

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.

WEBSITE AND INTERNET MARKETING SOLUTIONS Autoshop Solutions Contact: Tony Mercury 919-267-1731 / tony@autoshopsolutions.com Autoshop Solutions has developed the most EMPLOYEE BENEFITS cutting-edge marketing platform for AASP Business Planning Professionals members. Really Powerful Marketing (RPM) is Contact: Dennis Begley an all-in-one program that bundles your 612-308-6577 / dennis@begley-group.com website, pay-per-click, search engine Business Planning Professionals will provide AASP-MN members with quotes from multiple optimization, social media, and much more!

With five levels of RPM to match your budget, carriers for life insurance, health insurance, goals, and competition, it’s built to drive your long-term care and disability insurance. shop forward!

EMPLOYEE VOLUNTARY BENEFITS Colonial Life Net Driven Contact: Deb Ferrao Contact: Rich Mullen 612-600-4135 / deb.ferrao@ 877-860-2005, ext. 224 / coloniallifesales.com or Tracy Bailey rmullen@netdriven.com 612-801-0139 / tracy.bailey Net Driven is a market leader in website and @coloniallifesales.com internet marketing solutions designed Dedicated representatives can help members exclusively for the automotive industry. AASPtransform their benefit package with MN members who choose Net Driven are competitive rates, value added services at no eligible for a $500 discount off their 1st year cost and complimentary legal document setup fees. preparation service. Colonial Life has the tools and flexibility to create a plan to fit everyone’s TECHNICAL INFORMATION HOTLINE IDENTIFIX needs.

800-288-6220 Members enjoy discounted prices on the UNIFORM & LINEN SUPPLIES AmeriPride Services industry’s #1 technical information hotline, Contact: Joel Hogstad Direct-Hit. 612-362-0318 / Joel.Hogstad@ameripride.com INFORMATION PROVIDERS Discounted pricing to members on rental of Mitchell1 uniforms, entrance mats, shop rags, etc.

Contact: Mitchell1 Representative Purchases are also discounted. Members 888-724-6742 x 6986 receive annual rebate equal to 10% of their Mitchell1 offers AASP members special business with AmeriPride each year. savings on Mitchell 1’s ProDemand, Manager SE & Teamworks products. For more CREDIT CARD PROCESSING Association BankCard Services information, contact Customer Service at 888Contact: Mac Hardin 724-6742, ext. 6986.

952-933-2026 / Mitchell International mach@retailfinancialservices.biz Contact: Mitchell International Representative Competitive rates for AASP-MN members.

800-238-9111 Terminals and printers sold at cost. Monthly AASP members receive a 15% discount on rental of equipment is also available. any Mitchell RepairCenter TechAdvisor package. Visit repaircenter.mitchell.com/ Catalog/OEMRepair.aspx for more information.

AASP-MN News

AUTO EMPLOYEE ASSESSMENT Assessment Associates International Contact: Nate Page 952-854-6551 / nate@aai-assessment.com Designed to help facilitate and enhance hiring decisions. AASP-MN members receive 50% off retail price, starting as low as $15 per assessment.

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

CHECK GUARANTEE SERVICES Certegy Check Services 877-520-2987 Discount rate of .75% to AASP-MN members.

Use existing credit card terminal. Fast claim payments.

SAFETY COMPLIANCE Complete, Health, Environmental & Safety Services, Inc. (CHESS) Contact: Carol Keyes 651-481-9787 / carkey@chess-safety.com AASP-MN members receive a 20% discount on Safety Data Sheet Management (SDSLinks), Right to Know(RTK)/Hazard Communication program customized for your facility and monthly safety reminders, and other safety, OSHA or environmental assistance.

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).

BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com Members receive a 20% discount on one-onone sales and management coaching programs (covering financial planning & analysis, strategic marketing, leadership and personnel development) without long-term commitments. Members also receive a 20% discount on monthly sales & management webinars as well as a 20% discount on all 180BIZ advisor training programs.

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AASP-MN News

TRUTH IS THE MOST IMPORTANT REPLACEMENT PART. Your customers’ confidence is priceless. Original BMW Parts are identical to Series production parts and just as reliable. Choose the parts you can trust. Choose Original BMW Parts. · · · · ·

Professional, experienced, friendly wholesale specialists 2-year nationwide warranty on all parts Same-day shipping on most parts Free delivery within Minneapolis metro area Nationwide parts locator

Motorwerks BMW 1300 West American Blvd., Bloomington, MN 55420 Wholesale Parts Hotline: 1-888-204-2700 24-Hour Parts Fax: 612-884-6065 Wholesale Email: epeterson@penskeautomotive.com Hours: Mon - Fri 7:30 a.m. - 6:00 p.m. Sat 8:00 a.m. - 4:00 p.m. ©2020 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.

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