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

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

Vol. 23 No.5

MECHANICAL DIVISION DIRECTOR’S MESSAGE ......................................6 Caught in the Storm by Wayne Watson, AASP-MN Mechanical Division Director 21st ANNUAL AASP-MN GOLF OUTING REGISTRATION ..............................7

AASP-MN BOARD MEMBERS 2015 - 2016

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

PRESIDENT Tom Gleason

NATIONAL NEWS ............................................................................11

IMMEDIATE PAST PRESIDENT Jerald Stiele SECRETARY-TREASURER Greg Kasel, AAM COLLISION DIVISION DIRECTOR Jim Siegfried, AAM MECHANICAL DIVISION DIRECTOR Wayne Watson

COVER STORY ..............................................................................14 Education and Networking: 2015 AASP-MN Meeting & Convention Highlights by Jacquelyn Bauman F.Y.I. ..........................................................................................17 Aftermarket Trends

ASSOCIATE DIVISION DIRECTOR Kevin Martin

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S) ....18 Clear Coats, Hardeners, Isocyanates and Skin by Janet L. Keyes, CIH, C.H.E.S.S., Inc.

COLLISION SEATS Joyce Weinhandl Will Latuff

CASH IN ON YOUR MEMBERSHIP!........................................................22 CBIZ Payroll

MECHANICAL SEAT Mars Overlee

UPCOMING EVENTS

STAFF

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

EXECUTIVE DIRECTOR Judell Anderson, CAE, AAM OFFICE ADMINISTRATOR Jodi Pillsbury MEMBERSHIP COORDINATOR Tom Kluver

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

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)

aaa Auto Parts ............................................................19 AmeriPride ................................................................6 Axalta Coating Systems..............................................OBC Buerkle Hyundai ........................................................9 Choice Auto Rentals ..................................................20 Dentsmart ..................................................................11 Inver Grove Honda / Inver Grove Toyota ............................16 Jack McClard ............................................................16 Keystone ....................................................................3 Lowell’s PCE ..............................................................21 Meadowbrook Insurance ............................................18 Maplewood Toyota ....................................................21

Mills Parts Center ......................................................3 Morrie’s......................................................................10 Motorwerks BMW ......................................................IBC Motorwerks Mini........................................................IBC MPA..................................................................................................12-13 PAM’s Auto ................................................................17 Proven Force..............................................................20 Rosedale Chevrolet ....................................................14 Roseville Chrysler ......................................................10 Straight & Square ......................................................4 Toyota Group..............................................................IFC

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MECHANICAL DIVISION DIRECTOR’S MESSAGE

Caught in the Storm by Wayne Watson AASP-MN Mechanical Division Director

Have you ever been caught in the storm between a customer and your employees? If so, we can agree it is not a fun position to navigate through. It was Monday morning and we had a vehicle that was completed on Saturday. While on the final test drive, the technician experienced a problem and did not feel comfortable releasing the vehicle to the customer. The vehicle was held over the weekend. The service advisor that had worked on Saturday and dealt with the customer had Monday off. Unaware that the customer was brewing with emotions, I walked right into a firestorm. From the get-go I sensed that the customer had turned on us due to lost trust. He listened to our findings on Monday morning, but as soon as I had finished, he unleashed his emotions. Long story short, over the weekend he had lost his trust in our staff. As we are all taught in situations like this, I just

listened and took notes. When the customer finished venting, I invited him to come down to the shop for a visual inspection. Now, about the emotions an owner has waiting for an irate customer to arrive at his facility...Not my favorite! This waiting time seemed like an eternity. Fortunately, these types of situations happen very rarely and it can make you think about the last time it happened. My focus now was to gather my thoughts about the conversation and create a game plan with the guiding rule – honesty – and keeping an open mind. When the customer arrived, we moved out into the shop to have a look at the vehicle. We started by looking underneath the vehicle, talking about the test we ran and our findings. The customer may not have realized it, but I was working from the notes of our conversation, deflating every misconception he had about the situation. What I did

not realize was the extent of the emotional tear he was on. There was no winning this battle. He had no intention of leaving as a happy customer or understanding what was going on with his vehicle; in fact, his goal was to put me in a position where I needed to pick sides. His side was that he had been shanghaied. The reality is that, for some reason, he lost trust. Unfortunately, we may never really know why. One thing is for sure – this customer put me in a bad position: taking his side or my employees’ side. In reviewing the event, there was nothing my employees did wrong and nothing for which I could hold them accountable. Making the decision to hold a vehicle over the weekend because they felt something was not right was a very good decision on their part. My point to this whole story is, sometimes the customer is wrong and you need to side with your employees. They are the ones on the front line, day after day, doing the best that they can. Do they make mistakes from time to time? Absolutely! When that happens you need to hold them accountable and learn from it. But when no mistakes are made and good decisions come about, then you need to pat them on the back and tell them how much you appreciate them, even if it means you are left with an unhappy customer. Remember, “You’re only as good as the people around you.”

Welcome New Members:

APRIL 2015

Diamond Collision Center Webster, WI Harwood’s Body Shop Delano Shyd’s Body Shop New Ulm The Flasher Scope & Scan Diagnostics Jordan 6 May 2015

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21st Annual AASP-MN Golf Outing Tuesday, June 16, 2015 3M’s Tartan Park Lake Elmo, MN 12:00 pm Shotgun Start Check-in 11:00 am - 11:30 am Four person scramble $110 per golfer/$440 per team

Exc Con iting tes Gre ts & Pri at z es !

• 18 Hole Green Fees • Golf Carts • Contests a Closest to the Pin a Longest Putt a Longest Drive a AND MORE! • Prizes • Social Hour / light Dinner

Fees Include:

AASP-MN 21st Annual Golf Outing Registration June 16, 2015 – 3M’s Tartan Park Name: _____________________________________________ Company: ____________________________________________ Address: _________________________________________________________________________________________________ City/State: ________________________________________ Zip: ___________________________________________________ Phone: ____________________________ Fax: ____________________________ Email:________________________________ 1st Player: _________________________________________ Company: _____________________________________________ 2nd Player: _________________________________________ Company: _____________________________________________ 3rd Player: _________________________________________ Company: ____________________________________________ 4th Player: _________________________________________ Company: ____________________________________________

Payment Options: _____ Check in the amount of $440 for your team or $110 per golfer _____ Credit Card:

_____ Visa

_____ Mastercard

_____ Discover

Credit Card Number: _____________________________________________ Expiration Date: ____________________________ Signature: ________________________________________________Billing Zip Code: _________________________________ Return to: AASP of Minnesota, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone: (612) 623-1110 – Fax (612) 623-1122 – email: aasp@aaspmn.org AASP News

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LOCAL NEWS

AASP-MN AWARDS $15,000 IN SCHOLARSHIPS The Alliance of Automotive Service Providers of Minnesota (AASP-MN) awarded $15,000 in scholarships to help post-secondary automotive students pay for tuition during the 2015-16 school year. The scholarships are in the amount of $1,000 per student and were made possible by a successful fundraising drive within the AASP-MN membership, as well as a generous donation from the Minnesota State I-CAR Committee. All recipients will be entering the second year of a NATEF-certified automotive program based in Minnesota. Congratulations to this year’s recipients! • Carver Brownlee, Hibbing Community College, Hibbing – Automotive Service Technology • Justin Cole, MN State College – Southeast Technical, Winona – Auto Body Collision Repair • Isaac Connolly, Dakota County Technical College, Rosemount – Auto Body Collision Repair • Joshua Firanek, Dunwoody College of Technology, Minneapolis – MOPAR College Automotive Program • Sarah Koepsell-Schmieg, Dakota County Technical College, Rosemount – GM Automotive Service Educational Program • Robert Lemke, Ridgewater College, Willmar – Automotive Service Technology • Grant Lieser, Hennepin Technical College, Brooklyn Park – Automotive Service Technology • Laura Martinson, Ridgewater College, Willmar – Automotive Service Technology • Dylan Merten, St. Cloud Technical & Community College, St. Cloud – Automotive Service Technology • Phanit Phoutthaphaphone, Hennepin Technical College, Brooklyn Park – Automotive Service Technology • Carlos Sanchez Cortes, Dakota County Technical College – Automotive Service Technology • Jesus Sanchez Palomares, Hennepin Technical College, Eden Prairie – Auto Body Collision Repair • Joshua Schmitt, St. Cloud Technical & Community College, St. Cloud – Automotive Service Technology • Ismael Vences, Hennepin Technical College, Brooklyn Park – Auto Body Collision Repair • Andrew Vodak, Ridgewater College, Willmar – Auto Body Collision Repair Thirty-seven students from 15 schools applied for the scholarships. Applications were reviewed by a committee of industry representatives, with consideration given to scholastic achievement, education and career goals, financial need and written recommendations. The scholarship awards are the centerpiece of AASP-MN’s Automotive Education Fund, which was established to provide financial resources to support automotive students, enhance automotive programs and raise awareness of career opportunities in the independent automotive service industry. AASP-MN ANNOUNCES ITS 21st ANNUAL GOLF OUTING AASP-MN invites all collision and mechanical industry professionals to attend its 21st Annual Golf Outing, Tuesday, June 16, 2015, at 3M’s Tartan Park Golf Course in Lake Elmo. Over 150 members, their employees, industry vendors and others are expected to enjoy the day of golf and socializing. Play will begin at noon, followed by a social hour, light dinner and awards presentation. The cost to participate is $110 per golfer or $440 per foursome. See page 7 for registration information. Golf holes are also available to sponsor for $350 each. For

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additional information, contact the AASP-MN office at (612) 623-1110 or 800-852-9071 or online at www.aaspmn.org.

2015 SKILLSUSA CONTEST WINNERS ANNOUNCED AASP-MN Executive Director Recognized The Minnesota SkillsUSA competition for collision repair and automotive service technology were held Saturday, April 11 at Hennepin Technical College, Brooklyn Park. The competition allows high school and college students to demonstrate their abilities and talents in collision repair and automotive service. AASP-MN volunteers were out in force to help plan, organize and judge the competition. Congratulations to the following SkillsUSA contest winners:

Auto Refinishing Technology High School Division 1st Place- Joe Walter, Intermediate District 287 2nd Place- Nick Niesen, Intermediate District 287 3rd Place- Angelique Frank, Hennepin Technical College, Brooklyn Park

College Division 1st Place- Harrison Reget, Dunwoody College of Technology 2nd Place- Dillon Roggenbuck, Dunwoody College of Technology 3rd Place- Joe Wright, Dakota County Technical College

Collision Repair Technology High School Division 1st Place- Joe Walter, Intermediate District 287 2nd Place- Nick Niesen, Intermediate District 287

3rd Place- Angelique Frank, Hennepin Technical College, Brooklyn Park

College Division 1st Place- Benjamin Meister, Dunwoody College of Technology 2nd Place- Steven Anderson, South Central College 3rd Place- Dillan Roggerbuck, Ridgewater College, Willmar

Automotive Service Technology High School Division 1st Place- Nathan Olson, St. Cloud Technical & Community College 2nd Place- Wyatt Swanson, Duluth Denfeld High School 3rd Place- Nicholas Chambers, Duluth Denfeld High School College Division 1st Place- Kenneth Bye, MN State College, Moorhead 2nd Place- Austin Rikhus, MN State College, Moorhead 3rd Place- Tanner Haglund, St. Cloud Technical & Community College

During the awards ceremony on April 12, AASP-MN Executive Director Judell Anderson was honored as a “Friend of SkillsUSA 2015” for her support of (and participation in) the event over the past many years. When presenting the award, Jen Polz, Executive Director of SkillsUSA Minnesota noted, “Judell is truly a friend to so many in our organization and so well respected for her work on behalf of the automotive industry across this state. It is my pleasure to present her with this award.”

“PREPARING FOR AN OSHA INSPECTION” WEBINAR Automotive repair shops, both collision and mechanical, are on Minnesota OSHA’s list of facilities for programmed inspections. That means OSHA may show up unannounced. This webinar presents the most frequently cited and most commonly found OSHA violations in automotive repair facilities. Viewers are advised what to do if OSHA shows up, how to prepare ahead of

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time, what to do during an inspection and how to identify potential problem areas in their own place of business. AWAIR programs and GHS are explained.

Objectives • Understand what to expect if you get an OSHA inspection. • Understand the components of an AWAIR program. • Be able to explain the requirements of OSHA’s recently revised Right to Know and explain those requirements to your employees. • Know the most frequently cited OSHA standards for auto repair in MN. • Develop a checklist of actions to take once you are back in your shop.

Take Aways (A $500 Value!) • OSHA inspection checklist of the most frequently cited standards so that you have a scorecard of where your weaknesses might be. • Sample building inspection form, highlighting the most important items to check monthly. • Chart of new symbols under Right to Know (Globally Harmonized System of Classification and Labeling of Chemicals). • Discount on CHESS subscription services (SDSLinks and Safety Flash Cards).

Contact the AASP-MN office for more information at (612) 623-1110 or aasp@aaspmn.org.

BILL’S AUTO BODY SOLD TO FAIRWAY COLLISION CENTER Excerpt from The Forest Lake Times After 37 years in business, Bill and Renee Waddell have sold Bill’s Auto Body, Forest Lake, to Fairway Collison and Automotive, a Vadnais Heights auto repair business. The new owners took over on March 1, but the Waddells will stay on for a while to ensure a smooth transition. The sale came after months of talks between Bill’s and Fairway. Pam Caruth, who co-owns Fairway with her brothers, Kevin and Cary Lund, said that the Waddells approached Fairway because they liked the way the Vadnais Heights shop treated its customers. “They wanted someone who would buy their business and keep their legacy going,” Caruth said. The Waddells want to spend more time with their children and grandchildren and do more traveling. AASP-MN extends its best wishes to Bill and Bill’s Auto Body’s new owners Kevin Lund (left), Renee in their future Cary Lund and Pam Caruth are taking over the endeavors. reins from founders Renee and Bill Waddell.

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LOCAL NEWS

THANK YOU TO OUR 2015 SPONSORS!

Recently, AASP-MN asked for sponsorship support from its Associate members and other industry vendors to help support the Association’s educational programming and other activities in 2015. 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 Axalta Coating Systems P.P.G. Automotive Finishes SILVER SPONSORS aaa Auto Parts CBIZ AIA Hertz Corporation Inver Grove Ford LKQ/Keystone Lowell’s Performance Coatings Meadowbrook Insurance Midwest Parts Advantage Mitchell International O’Reilly Auto Parts PAM’s Auto, Inc. Suburban Chevrolet United Fire Group PROGRAM SPONSORS 3M AASP National Autoshop Solutions Bosch CARQUEST CBIZ AIA CBIZ Payroll Dent Impressions IDENTIFIX HOSPITALITY SPONSORS AmeriPride Services BASF Automotive Refinish Choice Auto Rental Dentsmart PDR Enterprise Rent-a-Car Net Driven Norton Abrasives Pro Paint Metro 10 May 2015

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AUTO CARE ASSOCIATION APPLAUDS FTC SETTLEMENT WITH BMW-MINI OVER MAGNUSON-MOSS WARRANTY ACT VIOLATION The Auto Care Association applauded the settlement recently announced by the Federal Trade Commission (FTC) against the MINI Division of BMW violation of the Magnuson-Moss Warranty Act. As a result of official complaints to the FTC by the Auto Care Association and other organizations, the FTC has charged that BMW’s MINI Division violated the Magnuson-Moss Warranty Act by telling consumers that BMW would void their warranty unless they used MINI parts and MINI dealers to perform maintenance and repair work. “It’s against the law for a dealer to refuse to honor a warranty just because someone else did maintenance or repairs on the car. As a result of this order, BMW will change its practices and give MINI owners information about their rights,” said Jessica Rich, director of the FTC’s Bureau of Consumer Protection. The order also: • Bars BMW, in connection with the sale of any MINI Division good or service, from representing that to ensure a vehicle’s safe operation or maintain its value, owners must have routine maintenance performed only by MINI dealers or MINI centers, unless the representation is true and BMW can substantiate it with reliable scientific evidence. • Requires BMW to provide affected MINI owners with information about their right to use third-party parts and service without voiding warranty coverage, unless BMW provides such parts or services for free. The Magnuson-Moss Warranty Act contains a provision that prohibits companies from requiring that consumers – in order to maintain their warranties – use specific brands of parts or specified service centers, unless the part or service is provided to the consumer without charge.

AUDAEXPLORE ADDS OPTION FOR FEATHER, PRIME AND BLOCK AudaExplore, the US business unit of Solera Holdings Inc., is introducing a new feather, prime and block functionality it hopes will help create more precise, transparent estimates for collision repair facilities and insurance companies. The new functionality allows collision repair professionals to itemize feather, prime and block labor in the estimate to better delineate repair and refinish processes.

NATIONAL NEWS

“The benefit for repairers and insurers is certainly trackability and accountability. From a repairer perspective, they want to be able to track this as a separate operation and they want to be able to allocate paint time versus repair time and replace time,” said Rick Tuuri, vice president of industry relations for AudaExplore. “It’s more discreet within the estimate and it will give you the ability to account for materials used in the feather, prime and block process as well as the time.” Prior to this new functionality from AudaExplore, repairers who wanted to account for a feather, prime and block operation separate from the repair labor would have had to make an additional manual judgment time entry. The new system, however, prompts the estimator to assign a portion of the overall repair time to feather, prime and block when repairing any paintable panel within the AudaExplore estimating platform. Doing so will identify the feather, prime and block labor as a refinish operation, applying the refinish labor rate to that portion of the time, and the system will allow the estimator to assign a specific materials rate to feather, prime and block operations. Users of AudaExplore’s estimating platform will see the new functionality implemented in a release scheduled for May. AMI ACCEPTING APPLICATIONS FOR SCHOLARSHIP Application Deadline is June 15 The Automotive Management Institute (AMI) is accepting applications for the annual $1,000 Tom B. Babcox Memorial and BodyShop Business Magazine scholarships and Emil Stanley Merit Award. The scholarships will be applied toward the recipient’s expenses to attend the 2015 Congress of Automotive Repair and Service (CARS) and International Autobody Congress & Exposition (NACE) events in Detroit, July 23-25. CARS and NACE are sponsored by ASA and offer an educational lineup of AMI seminars, technical courses and industry sessions, an exposition displaying the latest equipment, products and services and technology available to today’s automotive service and collision repair professionals. To request a scholarship application, call AMI at (817) 5142900, ext. 129, or complete an application online at www.amionline.org. Applications must be received by AMI on or before June 15. The scholarship recipient will be notified by AMI on or before June 20.

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COVER STORY by Jacquelyn Bauman

Education and Networking: 2015 AASP-MN Annual Meeting & Convention Highlights With an association so committed to your personal success as business owners, it is no surprise that the 2015 AASP-MN Annual Meeting and Convention held from April 15-17 at the Crowne Plaza Minneapolis West was such a rousing success. With seminars covering topics from streamlining administrative processes, management strategies and marketing techniques to technical presentations on HVAC repair and aluminum, as well as numerous opportunities for networking and socializing with industry peers, there truly was something for everyone. The event opened on Wednesday night with the first technical seminar, Diagnosing the Top Automotive HVAC Problems, sponsored by Auto Value Parts Stores and led by Peter McArdle of Standard Motor Products. This seminar taught attendees the ins and outs of repairing a variety of different air conditioning units. “OEMs are constantly trying to abide by government standards to increase fuel efficiency,” McArdle explained. “As a consequence, fixing A/C units has become a bit trickier.” This four-hour session covered new HVAC technologies, how to identify common problems and how to fix them in the shop. Participants of this course received a certificate, signifying their successful completion and education on this topic. The conference hosted an assortment of classes that covered all aspects of running a shop, from the technical seminars to improve functions on the shop floor to management and administrative presentations that facilitate procedures in the office. Ron Kuehn of Collision Business Solutions presented three times throughout the event, demonstrating Template Estimating on Thursday and Simple Cycle Time Solutions and Building a Team Administrative System on Friday. The seminars were spon-

sored by Axalta Coating Solutions, and addressed procedures that can be cumbersome and cause confusion, comebacks and disorganization in the shop, especially as technology advances the way that it does. “It’s much harder to play this game today than it was 20 years ago,” Kuehn explained at the beginning of his first seminar. “By the end of this, you should be able to take back at least two or three things to improve your shop’s daily functions.” Also presenting at the conference was Bill Haas of Haas Performance Consulting. CARQUEST sponsored his three seminars: Chemistry Lessons for a Multi-Generational Workforce and Marketing Automotive Service to Generations X and Y on Thursday and Selling the Value Nobody Can Compete With on Friday. For his Thursday classes, Haas broke down generational differences and how to both manage and market to different groups of people, especially the most confusing generation of them all – millennials. But as easy as it is to complain about the work ethic and motivations of this group, Haas effectively shut down this type of negativity. “They want very different things in very different ways,” explained Haas. “It’s not wrong, it’s just different. There just needs to be middle ground.” In Selling the Value Nobody Can Compete With on Friday, he explained how to perfect front office processes to provide above and beyond service that will create satisfied customers that continue to come back to your shop. Danny Sanchez of Autoshop Solutions demonstrated Tracking Internet Marketing on Thursday and Stand Out from the Competition on Friday. Both of these presentations highlighted the impact of technology, social media and the Internet on shops’

Shops networked while enjoying casino-style card games at the AASP-MN Industry Dinner and Casino Party.

Guests were entertained by Bob Stromberg’s anecdotes at the AASP-MN Luncheon.

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Above left: AASP-MN Executive Director Judell Anderson; The 2015-2016 AASP-MN Board of Directors. (L-R): Outgoing Board members Mike Cox and Dan Sjolseth, and current Board members Will Latuff, Wayne Watson, Kevin Martin, Jerald Stiele, Jim Siegfried, Mars Overlee, Greg Kasel, Tom Gleason and Joyce Weinhandl.

productivity. He discussed the upcoming “mobile-geddon” on April 21, where any website that is not mobile ready (i.e., requires pinch zooming, difficult to click links, etc.) will drop in ranking on Google. “There is a lot shop owners can do to get business from the Internet if they just take a few steps to see what they’re doing and how they can improve,” he stated. He personally critiqued the websites of those in attendance, giving them tips on content, layout and functionality. Aside from his seminars, Sanchez also participated in the Industry Roundtable and Speed Networking session where industry professionals led small-group discussions on particular issues such as loaner car management, email management and cyber security, just to name a few. After talking to the experts, guests participated in speed networking where they got the chance to interact with their industry peers. During the break for lunch, members were given a legislative update from Executive Director Judell Anderson and were introduced to new President Tom Gleason. After a thorough report on the Association’s finances and many initiatives, guests were treated to an entertaining and inspirational keynote by Bob Stromberg. Stromberg went through old family photos and nostalgic stories, relating the work of the automotive industry to that of his grandfather and his paint-by-number set. The anecdotes received lots of laughter and plenty of applause at the end, reminding those in attendance that though you may just be painting your one color, you are part of a bigger picture. After lunch, Josh Dye of Convene LLC presented Failing Fearlessly: How Failure Propels Us Forward, Shawn Collins of 3M demonstrated Dispelling the Common Myths about Aluminum Repair and Dennis Begley of CBIZ AIA led Developing a Business Continuity Plan. Failing Fearlessly, sponsored by AASP National, featured Dye sharing his own personal failures and how they have helped him change his worldview and succeed in the long run. “Whenever we encounter a challenge, whether it be in our personal or professional lives, the problem is just a symptom of the real issue,” he explained. “Our future strength comes from our present problems, but only if we slow down and learn from them.” In the 3M-sponsored Dispelling Common Myths about

Aluminum Repair, Collins explored different thoughts about aluminum repair that are currently pervasive in the industry, but that may not actually be true. This included welding, heat distribution and the frequently-heard, “aluminum repair isn’t difficult, it’s just different.” By performing repair techniques live on a real aluminum hood, Collins pinpointed a number of important factors when working on this substrate. For Developing a Business Continuity Plan, sponsored by CBIZ, Begley broke down one of the most important aspects of owning a business that most don’t want to face: what occurs in the event of the business owner’s death. Asking the big question, Begley addressed the audience. “If you don’t have a plan, will the business survive your loss?” He outlined a number of different ways that this can be prevented depending on the business’ and the business owner’s situations. When the seminars were over, guests of the event partook in a happy hour and vendor display, where an immense amount of networking took place. With a number of tabletops displaying everything from business insurance to rental cars, this relaxed environment provided the perfect place to get information pertinent to owning a repair shop. With new connections made, the fun moved over to the industry dinner and casino night where attendees were treated to a variety of classic card games including Texas Hold ’Em and Blackjack. Upon arrival at the event, individuals were given $5,000 in chips. At the end of the night, they converted chips they won at the tables to raffle tickets, which offered prizes from Twins tickets to I-CAR classes. Friday closed out the event with the final seminars from Ron Kuehn, Danny Sanchez and Bill Haas, as well as Employment Practices: Do’s and Don’ts by Megan Beckman of CBIZ Payroll. After three days of extensive education and networking opportunities designed to improve business, it is no wonder why so many people left feeling motivated to take their business to new heights. “Year after year, without fail, members who take the time to attend this event rave about the quality of educational programming available,” beamed Anderson. “We have to thank our sponsors, who are so instrumental in making that happen. And, of course, there’s always a lot of conversation and good times to be had. We’re already looking forward to next year!”

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From The Lange Aftermarket iReport

AFTERMARKET TRENDS

PARTS PROLIFERATION TSUNAMI A greater array and depth of products is required for the repair and maintenance of cars and light trucks on US roads during 2015 than five years ago. This parts proliferation trend will continue and intensify. Parts proliferation forces manufacturers, distributors, retailers and installers to inventory and purchase a greater array and depth of vehicle products than ever before.

Six Major Takeaways • A greater array and depth of products is required for the repair and maintenance of cars and light trucks in the US during 2015 than five years ago. This trend will continue and intensify. • Three major factors are driving parts proliferation in the car and light truck aftermarket: foreign nameplate growth, increasing vehicle age and advancing vehicle technology. • The number of foreign nameplates on US roads increased nearly 18 percent over the past five years, with foreign cars and light trucks comprising a majority of vehicles in the repair-age sweet spot within the next few years.  • The average age of vehicles is growing at an unprecedented pace, with older vehicles (12 years and up) dramatically increasing their share of cars and light trucks on US roads. All this is causing aftermarket manufacturers, distributors and retailers to carry parts for much older vehicles than just a few years ago.  • Vehicles are becoming more complex. New technology is adding many part numbers to the aftermarket at the same

F.Y.I.

time that manufacturers, distributors and retailers must maintain parts inventories covering older cars in operation.

While parts proliferation does not necessarily favor one distribution system over others, parts proliferation is inspiring various types of solutions for challenges associated with it. Overall, integrating levels of distribution as well as specializing in certain market segments or product groups are methods some distributors have used to deal with growing parts proliferation. DEALERS RETURN TO DIFM PRIME TIME • The Dealer DIFM slide is over and Lang Marketing expects dealer “do it for me” (DIFM) car and light truck share will rebound over the next few years, passing 22 percent DIFM product share during 2017. • Dealer service bay volume has already begun to recover, with dealers ringing-up a $400 million 2014 increase in car and light truck DIFM products at user price over the previous year. • Lang Marketing expects an increase in the number of dealers nationwide as well as total dealer service bay count over the next few years, providing the basis for continued DIFM share and dollar growth of products and services through dealer bays. • Dealers are rapidly adopting an all makes, all years strategy

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COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) By Janet L. Keyes, CIH, C.H.E.S.S., Inc.

Clear Coats, Hardeners, Isocyanates and Skin

Primers, sealers and clear coats contain isocyanates. They’re an essential part of creating the hard protective coating needed for automotive paint. Isocyanates are a well-recognized health hazard. They’re also, too often, a poorly-controlled health hazard.

Isocyanates can cause allergic skin reactions and, even more dangerous, allergic lung reactions. A painter or prepper could work with the substances for years, getting it on his or her hands when mixing or spraying, not wearing an effective respirator when shooting primer or clear, and

never develop any problems. And then, for reasons we don’t know, that person could become sensitized. After that, only a miniscule exposure could cause a severe asthma-like reaction. If OSHA were to do air monitoring in your facility for isocyanates, we’d bet a lot of money that levels would be well below OSHA limits. But that doesn’t mean your workers are adequately protected. The OSHA standard for isocyanates only regulates one type of isocyanate, a type now found only in very low amounts. And OSHA doesn’t have a limit for skin exposure, even though skin contact could lead to respiratory sensitization. Several studies have looked at how much isocyanate exposure painters actually have, by taking biological measurements (measuring the metabolites that workers excrete in urine or that show up in blood.) Studies have also measured how much gets on the skin, with and without gloves. The findings: • Skin exposure occurs during: - application of primers, sealers, and clear coats - mixing those products - nonspraying tasks that could have contact with paint that’s not fully cured. Wet sanding and untaping, in particular, resulted in measurable exposure. • Latex gloves offered little to no protection, but were the most often used type of glove. Isocyanates permeate through latex gloves, with no apparent damage to the glove. • Nitrile gloves thicker than eight mils seemed to offer good protection. Based on these findings, nitrile gloves can protect hands. What about the rest of the body? There’s little good research on that. Some of the field studies have looked at isocyanate levels under coveralls, as part of evaluating skin exposure. But there don’t seem to be enough results to report. One safety consultant sprayed clear coats directly on spray suits mounted on test cards and found that the isocyanate could go through five of six suits. That’s not surprising. But it also may not be a realistic test. Three of the paint suits were

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nylon and one was polyester – all designed for comfort and to keep clothes clean, but not designed for chemical resistance. Another one, made from a “clothlike fiber,” is advertised as passing the ASTM F903 standard for chemical penetration, which tests if a chemical can get through seams or pinholes. But the manufacturer made no claim of effectiveness against permeation, which measures if the chemical can move through the solid material. A Tyvek suit was tested; we don’t know if it, too, failed. DuPont has stated that Tyvek will provide protection against isocyanate-based paints as long as the garment doesn’t become soaked (so it probably passes the penetration test, but not the permeation test). If you expect a spray suit to be soaked with the primer or clear, a coverall made of a chemical-resistant fabric such as DuPont’s Tychem QC, Tychem SL, Lakeland’s ChemMax or Kappler’s Zytron is needed. The gist: we don’t know if the coveralls commonly in use provide adequate protection. You can do some evaluation on your own though by looking at how much overspray or back splatter ends up on the coveralls. If it’s a substantial amount, it would probably be wise to switch to a chemical-resistant coverall. But keep in mind that those usually aren’t as comfortable to wear, especially in hot weather, as the ordinary spray suits. A better idea: change work practices to try to minimize body contact with the spray. And even if spray suits don’t provide 100 percent protection, they’ll still provide a lot more than bare skin. What about the face? One study found isocyanates on skin underneath half-mask respirators. That may indicate that the inside of the respirator became contaminated (perhaps from handling it with contaminated hands, or from leaving it in the mixing room), or that the respirators didn’t fit well enough to block the chemical. That’s not the only concern with halfmask respirators: they don’t provide eye protection, which is necessary because isocyanates are strong eye irritants. In summary: • Cover bare skin. Don’t spray without gloves, arm and body protection. • Use nitrile gloves (never latex) for all mixing, spraying, and clean-up of primers, sealers, clears or any other products that contain isocyanates. • Use nitrile gloves for sanding freshly applied paint and for removing masking and tape.

• Wear coveralls, but make sure they don’t become soaked with paint products. • Airline respirators or powered air purifying respirators with loosefitting helmets will provide the needed eye and face protection. If you stick with half-mask respirators, make sure they are carefully and correctly maintained. And remember that you still need eye protection with them.

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If you have questions about working safely with isocyanates, spray painting, chemical exposures, OSHA inspections, OSHA grants or other safety or environmental issues, contact CHESS at (651) 481-9787, toll free at (877) 482-4377, or carkey@chess-safety.com. CHESS specializes in helping small to medium sized business with occupational health and safety issues. We have been providing services to the automotive industry for more than 20 years.

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F.Y.I. to increase service bay volume and expand their service relationship to a wider circle of consumers with older vehicles as well as nameplates other than those sold by the dealer. • Many dealers are becoming more flexible in service and product pricing, especially for older vehicles whose owners are often more price sensitive to vehicle repair than consumers with vehicles 5 years and younger (which traditionally formed the basis of most dealer service bay business in past years.) • Dealer quick lane service coupled with a triage service strategy and extended service department hours are proving effective in pumping up dealer bay share and providing the basis for a strong dealer DIFM recovery in the future.

continued from pg. 17

WHAT’S WRONG WITH THIS PICTURE?

Answer: Dirty respirator left in an open box (next to a container of hardener, just in case we want to ensure it is contaminated with isocyanates).

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CASH IN ON YOUR MEMBERSHIP!

CBIZ Payroll

CBIZ Payroll is the recommended payroll vendor for payroll, timekeeping, 401K, COBRA, Flex and HR Solutions for members of AASP-MN. We have designed a program specifically for members of the association, which includes:

The system also provides a time-off tracking and request system that helps you monitor and approve absences.

• 401K: Our most popular 401K platform is fully integrated with payroll and has no administrative fees. We also have a wide array of full-service offerings for larger plans.

• 20 percent discount off of our standard services pricing. This discount applies for all CBIZ payroll products and services except 401K. The discount is effective as long as you’re a member of AASP-MN.

• COBRA and Flex: The Affordable Care Act has made reporting and pre-tax plans very complicated. We have the knowledge and services to create programs that keep you compliant.

We offer the following products and services:

• Payroll: Our payroll services are focused on providing you the highest-quality service at a fair price. We’re competitive with all of the major processors and usually can find ways to create additional efficiencies by integrating with your current systems.

• Timekeeping: We have a variety of web-based timekeeping options to choose from which will save you time and ensure the accuracy of your hourly employees’ timecards.

• HR Solutions: We have a variety of options to meet your needs, including a robust web-based HR Resource Center that comes with 4 hours of HR Hotline to full-blown HR Consulting. We also have a comprehensive HR Management System which is fully integrated with payroll.

For more information, please contact Carrie Hobrough, (612) 436-4620 or chobrough@cbiz.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.

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

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

AASP News

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


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AASP-MN News May 2015  

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