AASP-MN News May 2024

COLLISION

UPCOMING EVENTS

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- 10:30am Collision Monthly Morning Zoom Meetup

My Door Is Always Open

By Shannon Christian, AASP-MN Collision Division Director

I am thrilled to introduce myself as the new Collision Division Director for the Alliance of Automotive Service Providers of Minnesota. My name is Shannon Christian, and I bring with me a wealth of experience and a deep passion for the automotive service industry.

With over 30 years in the field, I have honed my skills in various aspects of collision repair, from hands-on technical expertise to managing state-of-the-art repair facilities. My journey has been driven by a commitment to excellence, a dedication to lifelong learning and an unwavering focus on safety and customer satisfaction.

As we navigate the ever-evolving landscape of automotive technology, I am excited to lead AASP Minnesota’s collision division towards new horizons. My vision is to foster a collaborative environment where our members can thrive, share knowledge and drive innovation. Together, we will tackle the challenges of modern collision repair, ensuring that we not only meet, but exceed, customer expectations.

In the coming weeks, I look forward to meeting many of you in person, visiting your facilities and learning about the unique contributions each of you brings to our association. Your insights and experiences are invaluable,

and I am eager to listen, learn and collaborate with you all. I am also committed to advocating for our industry’s interests at both the state and national levels. It is essential that we have a strong voice in legislative matters that affect our work, and I promise to represent our collective concerns with vigor and integrity.

Education and training are pillars of our success, and as your Collision Director, I will prioritize the continuous professional development of our members. We will work together to ensure access to cutting-edge training resources that empower us to stay ahead of the changing technology, OEM requirements and customer service.

I believe that our strength lies in our unity. As a team, we can elevate the standards of collision repair in Minnesota and set an example for others to follow. I am honored to be a part of this journey with you and am confident that, with your support, we will achieve great things.

Please feel free to reach out to me at any time. Whether it’s to discuss ideas, address concerns or simply to say hello, my door is always open. I am here to serve you and to work towards a brighter future for AASP Minnesota.

Conference at the end of March and it included a session focused on knowing your rights and the law. This session differed from the typical focus on Minnesota Statute 72A.201 in that it included other areas of the law that also impact repair shops and the profession. The session and this article aim to raise awareness of the plethora of relevant statutes and serve as a starting place for repair professionals to reference and dig deeper when complex situations arise.

Below is a list of some of the larger categories, followed by specific statutes within them, as well as longer explanations when relevant.

Insurance Related Statutes

• Regulation of Claims Practices (MN Stat. 72A.201) –This is a robust area of law including many provisions, such as: (1) consumer’s right to choose a shop; (2) prohibition on insurance companies requiring the use of aftermarket parts; (3) requirement that insurer pay for satisfactory repair of all damage, both hidden and obvious, except where policy limits such coverage; (4) insurer must exercise their right to inspect a vehicle

also provide appraisal and itemized listings of parts to owner and insurer); and (3) promptly reinspect damaged vehicles when supplementary allowances are requested by the repair shop or when the extent of damage is in dispute.

• Motor Vehicle Insurance Adjustments (MN Stat. 72B.092) – Insurers and adjusters cannot: (1) continued on pg. 7

Meet the New AASP-MN Board Members

The new AASP-MN Board members were introduced during the Annual Meeting & Leadership Conference on March 28 at the Crowne Plaza Minneapolis West in Plymouth. Each will serve a three-year term April 1, 2024 to April 1, 2027. Meet your new Board members below!

Ashlan Kaplan took over her father’s business, Cannon Auto Repair (Cannon Falls), after tragically losing him to a heart attack in January 2023. Ashlan has been around the shop since she was a kid and was lucky enough to spend the four years prior to her dad’s passing by his side learning the ins and outs of the business. She enjoys continuing to learn all about the automotive industry and the business itself. She also enjoys being recognized as “Boss Lady” by an awesome team who stand beside her every day. She looks forward to helping Cannon Auto Repair grow and serve the local Cannon Falls and surrounding communities for years to come.

Outside of work, Ashlan enjoys spending time with her husband, two children and their fur babies at the cabin, snowmobiling, four-wheeling and all things outdoors.

Scott Miller is celebrating his 20th year in the collision industry working at Collision Specialists Inc. (Austin). He has been around this industry even longer than that, as his dad ran CSI out of the family home for 21 years before moving the shop to its current location in 2002.

After graduating high school in 2000, Scott joined the Marine Corps, completing two tours in Iraq before returning home to work at the Austin location while finishing his Collision Repair Technology degree from Riverland Community College. He started on the shop floor washing cars and sweeping floors, moving through the shop as a body tech to a refinish tech and to (his favorite) frame technician. In 2012 he moved fully into the office area doing parts and writing estimates - which he still does today, now substituting parts for trying to develop and improve processes to continue to keep CSI at the forefront of the industry.

Scott and his wife stay busy with their children and dogs, coaching youth sports, camping and racing dirt bikes all over Minnesota. He looks forward to continuing his work with AASP-MN to learn from his peers and help where he can in this new position!

Brandon Wistrom took over his parents’ business, Deano’s Collision & Mechanical (Elk River) in 2021. He was born and raised in the collision industry. He has held numerous positions within the Deano’s organization, including detailer, body technician, estimator, general manager and owner. In addition to his participation in AASP-MN, Brandon serves

on the Hennepin Technical College Collision Advisory Board and is part of a PPG Performance Group. He and his wife have two children. He enjoys golfing, snowmobiling, and spending time with friends and family.

Ashlan, Scott, and Brandon join other members of the Board, which include:

• Aaron Swanson, LaMettry’s Collision, Eden Prairie –President

• Mike McLynn, Automotive Electric, Grand Rapids –Immediate Past President

• Randy Notto, Lenfer Automotive & Transmission, Lino Lakes – Secretary/Treasurer

• Paul Yager, Enterprise Mobility, Eagan –Associate Division Director

• Shannon Christian, Shannon’s Auto Body, Brainerd –Collision Division Director

• Dan Gleason, Pro-Tech Auto Repair, Corcoran –Mechanical Division Director

Minnesota Volunteer I-CAR Committee Recognized at National Meeting

The Minnesota Volunteer I-CAR Committee was recognized as an I-CAR Gold Committee at the 2024 I-CAR National Meeting, Saturday, April 6 at the Lincolnshire Marriott Resort, Chicago, IL. The meeting also marked I-CAR’s 45th year of serving the collision repair industry.

The Minnesota committee was recognized for its “Dedication and commitment to I-CAR’s Vision: That every person in the collision repair industry has the information, knowledge and skills required to perform complete, safe and quality repairs for the ultimate benefit of the consumer.” Committee members Josh Vanheel, Shawn Collins, and Rick Zirbes were in attendance to accept the award.

Congratulations from your friends at AASP-MN!

AASP-MN Thanks Our Sponsors!

To date, the following companies have made sponsorship commitments for 2024:

Premium Sponsor

LKQ Minnesota

Platinum Sponsor

Lube-Tech

Revv ADAS

Gold Sponsors

3M

AASP National Auto Value /Benco Equipment

BASF

CBIZ

NCS/Single Source

Silver Sponsors

Axalta Coating Systems

Colonial Life

Enterprise Mobility

O’Reilly Auto Parts

PPG Automotive Finishes

Sherwin-Williams

Suburban GM Parts

Vestis

Bronze Sponsors

aaa Auto Parts

C.H.E.S.S.

Dentsmart PDR

Precision Diagnostics

engage in boycotts or intimidation of coercive tactics in negotiation repairs to damaged vehicles; or (2) adjust a damage appraisal of a repair shop when the extent of damage is in dispute without conducting a physical inspection.

Storage and Liens

• Towing and Storage (MN Stat. 72B.092) – Storage and towing charges shall not exceed the usual and customary charges for the towing and storage of undamaged vehicles in the area, except if the vehicle due to its condition requires special handling.

• Abandoned Motor Vehicles (MN Stat. 168B) – Because abandoned vehicles present a hazard according to law, any person who abandons a motor vehicle is guilty of a misdemeanor.

• Estimates (MN Stat. 325F.58) –Shops must notify a vehicle owner there will be a charge for making an estimate, prior to the estimate. Shops must also notify the owner of any charges for storage and care. Shops cannot charge more than 110 percent above their written estimates.

• Invoices (MN Stat. 325F.60) – Shop invoices must include: (1) the date of the repair; (2) name and address of the shop; description of all the repairs performed; (3) an itemization of the charges for parts, material, labor, tax and storage, among other things.

Consumer Protection

• Required Shop Practices (MN Stat. 325F.62) – Requires shops to keep customer records for a year, and post “Upon a customer’s request, this shop is required to provide a written estimate for repairs costing $100 to $7,500 if the shop agrees to perform the repairs. The shop’s final price cannot exceed its written estimate by more than 10 percent without the prior authorization of the customer.” The written notice continues and includes more information.

Sales Tax

• Definitions (MN Stat. 297A) – The amount subject to sales tax is the “total amount of consideration,” without any deductions for the following, “costs of materials used,

labor or service costs.” Shops should consider rejecting arbitrary caps as they are still obligated to pay full sales tax.

Minimum Safety Standards

• Mandatory Airbag Replacement (MN Stat. 325E.0952) – “A person with actual knowledge that a motor vehicle’s airbag has deployed or is missing may not perform collision repair of that motor vehicle unless any deployed or missing airbag is replaced with an airbag designated for the specific model of the

vehicle.” Shops that see vehicles that have the sensor light could reference this statute in negotiations, as it fits the spirit of the law, although the law’s technical specifics are seemingly outdated.

While there are numerous statutes cited, this is not a comprehensive list. The full statutes can be found at revisor.mn.gov/ statutes/. Additionally, this is not legal advice, but for informational purposes only.

DIFM Outlet Population Scramble

The number of light vehicle repair outlets fell by about 23,000 from 2013 to 2023, despite the $21 billion product surge of the light vehicle Do-It-For-Me (DIFM) market. As DIFM product volume and the number of repair outlets moved in opposite directions, there was a significant change in the population of each of the six major groups of DIFM outlets and, consequently, their DIFM volume and share.

Three groups of outlets suffered all of the population losses, and four groups of outlets increased their locations over these 10 years.

More Vehicle Repair by Fewer Repair Outlets

The Do-It-For-Me (DIFM) market product volume and the population of repair outlets moved in opposite directions between 2013 and 2023.

While the volume of products installed by mechanics soared by more than 25 percent over these 10 years, the number of repair outlets fell by 10 percent.

Period of Most Rapid Change

The 2020 onslaught of COVID-19 sent a double-digit plunge through the DIFM light vehicle market across the U.S. At the same time, there was a sharp reduction in the number of repair outlets.

Over the next three years, the DIFM market regained all its product losses and added to its overall volume, but the severe impact on the total number of DIFM outlets remained.

Fewer Service Stations & Garages

At mid-year 2018, just over 120,000 service stations and garages were performing car and light truck repair in the U.S., down about 4,500 from five years earlier.

COVID-19 hammered the service station and garage population, and more than 11,000 closed during 2020 and 2021. The number of service stations and garages continued to shrink over the next two years.

Repair Specialists Increase Outlets

The number of repair specialists (outlets focusing on a limited menu of vehicle services) increased between 2013 and 2018. However, like all groups of repair outlets, repair specialists suffered a 2020 decline in population from the onslaught of COVID-19.

However, unlike service stations and garages, repair specialists rebounded in population from 2021 through 2023.

Foreign Specialists Record Fastest Increase

Foreign specialists (outlets focusing on the repair of foreign nameplates) climbed nearly six percent in their number of locations between 2013 and 2018.

Despite a low 2020, foreign specialists recorded the largest percentage gain in population of any DIFM outlet group between 2021 and 2023.

Tire Stores

Tire stores conducting vehicle repair (beyond that related to tire maintenance) also increased in number between 2013 and 2018, but at a modest rate.

COVID-19 reduced the population of tire stores during 2020, and they have continued a slow decline since then.

Vehicle Dealers

Vehicle dealers lost about 3,000 outlets between 2008 and 2013.

By 2018, the vehicle dealer population had regained its growth, adding approximately 500 outlets after the 2013 low point.

COVID-19 reduced the dealers’ 2020 outlet count, but they rebounded and added locations between 2021 and 2023.

Other Outlets Fall

The residual category of other outlets declined significantly between 2013 and 2018, down approximately 2,000 outlets. Similar reductions were suffered between 2018 and 2023, prompted by COVID-19.

Repair Outlets Gaining Population Share

Repair specialists and foreign specialists increased their share of outlets between 2013 and 2023, adding about one-fifth to their combined share.

After the Great Recession of 2008 decimated their population nationwide, vehicle dealers’ outlet share climbed by about one-sixth from 2013 to 2023.

Repair Outlets Losing Population Share

Service stations and garages plunged from about 55 percent of all repair outlets in 2013 to just over 50 percent in 2023. Most of this loss was suffered over the last five years.

Tire stores fell about one-twentieth in share between 2013 and 2023, only a modest decline.

The residual DIFM category of other outlets plunged about one-fifth in outlet share between 2013 and 2023.

In June, Lang Marketing will finalize its analysis of the 2023 populations and shares of the major DIFM outlet groups.

DIFM Population Shifts to 2025

Repair specialists and foreign specialists will each add to their population counts and shares from 2023 to 2025.

Tire stores present a mixed bag, with a declining number of outlets but a slight increase in their outlet share between 2023 and 2025.

Service stations and garages will suffer the largest population and share losses between 2023 and 2025. The residual category of other outlets will fall about one-tenth in its repair outlet share.

Dealers Versus Independent Repair Outlets

Vehicle dealers expanded their share of total repair outlets by about one-seventh from 2013 to 2023, reducing the share of independent (non-dealer) outlets over this time.

Dealers’ outlet share will continue to climb from 2023 to 2025, further reducing the DIFM share of Independent repair shops.

Aftermarket Implications

The changing number of outlets and the mix of repair outlets servicing the car and light truck DIFM aftermarket have substantial consequences for the repair volume of the six major groups of DIMF outlets, the competitive strength of the five major distribution channels that supply the DIFM market, the volume of aftermarket brands in the DIFM market, and the share of DIFM product volume captured by Dealers and Independent repair outlets.

Six Major Takeaways

• Aftermarket product volume and the population of DIFM outlets moved in different directions between 2013 and 2023 with the most significant changes occurring over the last five years. The population of DIFM outlets repairing cars and light trucks fell by 10% between 2013 and 2023, as the DIFM product volume soared more than 25 percent at user-price.

• Three of the six major outlet groups suffered population losses between 2013 and 2023. Service stations and garages suffered the largest decline in outlet population, with their total count dropping about 14 percent. The residual category of other outlets also declined in population, losing about one-fifth in outlet share. Tire stores suffered a modest decline in repair outlet share.

• Repair specialists recorded the largest increase in outlet population between 2013 and 2023, adding over 1,200 locations. Foreign specialists increased by more than 1,000 outlets during these ten years, recording

the highest percentage gain in population.

• Dealers expanded in number over the past 10 years, reversing a downward population spiral during the previous five years. There were about 750 more vehicle dealers nationwide in 2023 compared to 2013.

• Independent (non-dealer) outlets fell in repair outlet share between 2013 and 2023, as Dealers expanded in their outlet number.

• The changing population and mix of DIFM outlets have important consequences for their product volume, the competitive strength of the five major distribution channels supplying the car and light truck aftermarket, the volume of brands in the expanding DIFM market, and the strength of dealers versus Independent (nonDealer) repair outlets in the light vehicle DIFM market. See the all-new 2024 Lang Aftermarket Annual for a 10-year history of population and share of all major groups of DIFM outlets.

Why Join WIN?

WIN offers education, mentoring and leadership development opportunities to build critical skills for success in the collision repair market.

• Local/Regional Networking Events

• Annual Education Conference

• Educational Webinars

• Mentoring Opportunities

womensindustrynetwork.com

• Scholarship Program

• School Outreach Program

• Most Influential Women (MIW) Award

29th Annual AASP-MN Golf Outing

Tuesday, June 11, 2024

12:30pm Shotgun Start Majestic Oaks Golf Club

701 Bunker Lake Blvd. Ham Lake, MN 55304

$100 per golfer/$400 per team

Fees Include: 18 Hole Green Fees, Golf Cart, Contests & Prizes, Social Hour & Dinner

AASP-MN 29th Annual Golf Outing Registration June 11 – Majestic Oaks Golf Club

Name: _______________________________ Company:

Address: _____________________________ City: ___________________ Zip: Phone: _______________________________ Email:

1st Player: ____________________________ Company:

2nd Player: ___________________________ Company:

3rd Player: ____________________________ Company:

4th Player: ____________________________ Company:

Payment Options:

_____ Check enclosed. Payable to AASP-MN

_____ Credit card (Visa, MasterCard, Discover & American Express accepted)

Note: We add a 3% surcharge to all credit card payments. This surcharge is not greater than our total cost of accepting credit cards. Surcharge does not apply to debit cards.

Credit card #:

Exp. Date: ___/___ CVC #: ______

Billing Address:

Billing City/State/Zip:

Return by June 1 to: AASP of Minnesota, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 Phone (612) 623-1110 - email: aasp@aaspmn.org

• All Makes and Models

• 24-48 hour Turnaround

• Proven Color Match Database

• On-site Cosmetic Repairs

• Large Inventory of O.E. Replacements

www.raeservice.com (800)328-7855

For over 30 years, Reliable Automotive Equipment has been the premier OEM Collision Repair equipment supplier. Please continue reading for details on our range of OEM certified riveting sets, tailored for diverse automotive needs. Discover the ideal choice for your workshop today!

WHICH

XPRESS 800

RIVETING

SET IS BEST FOR YOUR SHOP?

BASIC SET

Modular Riveting System to place self-piercing rivets (SPR) on flanges and to remove SPR’s.

INCLUDES: Xpress 800 Power Pack, Cylinder SSC35/25, C-arm GC 80/40, Tool Box RS-03, Transport case & Manual

STANDARD SET

Self-Piercing Rivets, Flow Form Rivets, and Solid Rivets.

INCLUDES: Xpress 800 Power Pack, Cylinder SSC35/25, C-arm GC 80/40, C-arm GC 80/120, C-arm GC 140/240, Tool Box RS-03, Transport case & Manual

FULL SET

Self-Piercing Rivets, Flow Form Rivets, Solid Rivets, Blind Rivets, Blind Rivet Nuts, and Rivbolt Threaded Studs.

INCLUDES: Xpress 800 Power Pack, Cylinder SSC35/25, C-arm GC 80/40, C-arm GC 80/120, C-arm GC 140/240, Tool Box RS-03, Tool Box RS-04, BR 20, BR50, BRN 50, Transport case & Manual

XPAC STARTER SET

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INCLUDES: XPac (including torque support), C-arm GC 80/40, Tool Box RS-03, Red Handle & Manual

FIND YOUR PERFECT SET.

OEM APPROVALS

2024 AASP-MN Annual Meeting & Leadership Conference Readies Today’s Shops for Brighter Tomorrows

What does tomorrow’s shop look like? Tomorrow’s shop understands today’s current climate. Tomorrow’s shop embraces technology changes. Tomorrow’s shop knows how to recognize the needs of an up-and-coming generation of customers and employees. These are just a few examples of the big picture automotive and collision repair professionals were exposed to during AASP-MN’s Annual Meeting & Leadership Conference, “The Shop of Tomorrow,” held at the Crowne Plaza Minneapolis West at the end of March.

This year’s event offered two full days of activities designed to get shops thinking about what they can do today to prepare for tomorrow by way of roundtable discussions, presentations from nationallyrenowned presenters, interactive workshops and vendor displays.

AASP-MN hit the ground running on Day One by preparing automotive professionals with ammunition to increase profit, learn about laws and regulations and implement better hiring practices.

AASP-MN Executive Director Linden Wicklund and Lobbyist Shannon K. Mitchell teamed up to give shop owners the skillset to be able to find laws and statutes to back up negotiations in order to fight for proper repairs and be reimbursed properly. “The idea is to get you to figure out how to use what you learn about legislation to be able to convince the other person on the phone – the insurer – about what is against the law and to tell them it is in their best interest to listen to what you have to say,” Wicklund explained.

Many also took the opportunity to hear from Rick White of 180BIZ, whose accounting-based discussion showed shop owners how to understand their KPIs, what goals to set and how to go about reaching them. “You can create a personal goal for yourself and your family and figure out what you have to do to get there,” he demonstrated. Shop owners also gained new insight about hiring practices via the Rework America Alliance team as they explored the entire process, from job descriptions to interviewing, upskilling and systems changes.

Day Two started off with loads of activity as automotive professionals from all over the state filed into the banquet room to enjoy breakfast with vendors, while Wicklund encouraged all to “have some coffee and meet someone you haven’t met before.

“I like to say that I’m an extension of your team,” she continued. “The Alliance is here to help you in your business. We’ve been around

Incoming AASP-MN President Aaron Swanson

AASP-MN Executive Director Linden Wicklund

Outgoing President Mike McLynn with Linden Wicklund

(L-R) New AASP-MN Board members Ashlan Kaplan, Scott MIller and Brandon Wistrom

for decades, because we figured out how to evolve the same way you folks evolve and understand what’s happening in the current climate. So, let us know what you need. We are listening all the time. When we put together the conference, it’s based on all the feedback we’ve had over the past year, figuring out what shops really need to be thinking about.” She also commended those who brought along team members, reminding them, “You get more out of it when you bring someone else along, and it will help you with implementation when you get back to the shop.”

Dr. Melissa Furman (Career Potential LLC) dove into her opening keynote presentation, “Leading for Today and Tomorrow,” which clearly outlined the message that, in order to prepare for the future, one must understand the diversity that exists today. “If you are not thinking about the future and how the customer base that you are all selling to is going to be so different, you may be in trouble.”

The workforce is dramatically changing, according to Furman. “It’s becoming more diverse. And when I say diverse, I’m not just talking about gender or ethnicity; I’m talking about diversity of thought. And when these people with diverse perspectives show up in your workplace, they think of work very differently than most of you in this room. These diverse folks are going to expect something very different from the workplace environments that you all are used to.”

Furman motivated the audience to do a “gut assessment” to determine if they have what it takes to lead in the future, and she explored how to decide if one can make the necessary changes or instead be willing to empower someone else on the team to lead. “You may need to do a gut check on the way you run your business, as you may actually be burning out your employees.”

She got members thinking about the systems, protocols and infrastructures they have in place that may be built on old rules and not relevant to today’s needs. “The future landscape is so different that if you don’t figure out how to be relevant, you will have a hard time recruiting and retaining talent and a customer

base.”

Furman provided several recommendations on preparing for the future, which includes taking the time to determine one’s own motivations, work ethic and use of emotions. “This is important because people want to know that you care. You need to connect with them, and you need emotional intelligence to be able to do that.”

Roundtable discussions followed, allowing attendees the opportunity to choose four of the following topics: “Employee Training & Promoting,” “Building & Lot Management,” “Shop Customer Communications & Contracts,” “Tech School Partnerships & Internships,” “SCRS Blend Study,” “Recruitment Strategies,” “Scans & Safety Repairs,” “Shop Safety” and “Business KPIs.”

The Alliance’s Annual Meeting portion of the event got underway during lunch as leaders shared announcements, recognition and goals for the coming year.

Outgoing President Mike McLynn (Automotive Electric; Grand Rapids) spoke about the benefits of volunteering time to the Alliance, which ultimately provides one with the opportunity to change their business. He stressed it’s a relatively small time commitment and “getting involved has brought my business a long way.”

Outgoing Board members Travis Doyle (Arrowhead Auto Body; Duluth) and Jesse Jacobson (Heppner’s Auto Body; Woodbury) were presented with plaques in honor of their volunteerism. The Alliance also

by Alana Quartuccio

welcomed newcomers Ashlan Kaplan (Cannon Auto Repair; Cannon Falls), Scott Miller (Collision Specialists; Austin) and Brandon Wistrom (Deano’s Collision & Mechanical; Elk River) to the Board.

Incoming President Aaron Swanson (LaMettry’s Collision; Eden Prairie) thanked everyone for their support and expressed his appreciation to all those who volunteer their time to the Alliance.

Wicklund reported the Alliance continues its mission to encourage members to engage with the association, elevate their voices, share their issues and build on the tenure of the organization to keep momentum going. The biggest concern members have come forward with is workforce challenges; therefore, the Alliance worked with MNCARS to host the very first Automotive Workforce Summit last fall. Conversations that followed from that event led Alliance leaders to think about how to engage young people who may have zero connection to the automotive world into automotive careers. “We know there are kids who are going to go into automotive programs because they love cars and are passionate about building things, but there are also a lot who don’t know how to use a screwdriver. They have no notion of automotive as there is no connection point for them or career pathway to take advantage of,” Wicklund elaborated.

Conversations led the Alliance and MNCARS to invest $40,000 to purchase 40 motor bike kits to be

continued on pg. 16

given to schools all around the state. “It’s a solid heavyduty vehicle that kids can interact with, build and can also be rebuilt,” she explained. The Alliance is working with schools to purchase the kits (the school invests $1,000, while the Alliance puts up the other $1,000). Wicklund hopes to see this program take off and encourages shops to consider putting in the monetary investment to get these bikes into schools in their area as well.

Breakout sessions followed lunch. Dave Luehr of Elite Body Shop Solutions gave shop owners the leverage they need to “break free” and achieve the freedoms that entrepreneurs crave. Sharing his own struggles from humble beginnings, Luehr spoke about his discovery of the “mastermind concept.” Referencing the book Think and Grow Rich, he recalled learning, “The mastermind may be defined as a coordination of knowledge and effort in a spirit or harmony between two or more people for the attainment of a definite purpose.”

Luehr recognized he “had the purpose but not the coordination or the effort. I didn’t have the mastermind.” He went on to outline how entrepreneurs can achieve the four freedoms – time, money, relationships and purpose –of entrepreneurship by utilizing the framework of people, process and planning.

“I want you to leave here with some ideas, so when you get back to the rush of the realities in your shop, you have steps to help you positively change your business.”

It all comes down to communication. “When you communicate with the client, don’t go into nauseating detail. They don’t want to hear, ‘We’ll let you know if we find more problems.’ Don’t ask for permission.”

The key is being sure to successfully introduce needed services.

“Can we stop calling it an oil change and refer to it as a 5,000-mile service?” White offered an example. “We have to get people to stop thinking that one oil change will keep their car dependable for six months. We should start calling it a service so they understand that the oil will be changed and the filter will be changed as part of that service.”

Furman’s breakout session, “Navigating the Multigenerational Workforce & Customer Base,” expanded on her earlier keynote speech as she dove deeper into understanding the differences in people and how best to communicate around those differences.

Financial experts

Johan Gomez Sang and Kevin Pleasant (Minnesota Bank and Trust) and Brent Lundell (Alerus Bank) reviewed trends in the automotive industry in Minnesota while discussing the resources business can tap to help reach their business goals with their “Leverage Financial Resources to Expand or Stabilize Your Business” breakout session.

They advised shop owners to find the right people to work with to help guide their business finances. “You want to find those who understand the business and can help with cash flow,” stated Lundell.

180BIZ’s Rick White returned to persuade automotive professionals to change the way they think about how to sell their services with his breakout session “Technology Doesn’t Close Sales; YOU Do!”

“My lens is different than yours, and your lens is different than mine. I don’t have to agree with your lens, and you don’t have to agree with mine. Instead of trying to convince someone to agree with your lens, you need to respect their lens and they need to respect yours. That is what this is all about.”

Entrepreneurial business coach Matt Schneider closed out the conference with his heartfelt and honest tale of how he rebuilt his personal and professional life after a string of early failures into what is now a successful eightfigure enterprise with his closing keynote “Paid for Done –The Pathway to an Eight-Figure Enterprise.”

“I thought if I worked hard enough, success would just come,” Schneider admitted. “When you work for someone, the checks come every other week. I knew my payscale. I had security. I didn’t realize that until I stepped away and became an entrepreneur.”

When things went downhill, he and his family faced eviction. He owed a lot of money and felt as though every relationship he had was deteriorating. “It felt like I was in a desert surrounded by 360 degrees of sand, and if someone had told me safety was just 100 yards away, I didn’t know which way to go to get to it.”

Once he made a commitment to change by implementing four core values, it “made a massive difference for me and my team and my family.” Taking the “burn the boats” course, having integrity and a high “give a sh*t” factor and exercising stoicism are his guides. “Have core values and let that be your North Star.”

AASP-MN is grateful to all its sponsors who supported the event and provided various prizes that were awarded throughout the day.

Dr. Melissa Furman

Dave Luehr

Closing keynote speaker Matt Schneider

Redefining “Repair vs. Replace” with the new CBR Workstation

Like many collision repair procedures, dent repair has its advantages and shortcomings. While the promise of a repair that doesn’t require extensive bodywork is a benefit to shops, the time and effort sometimes required can make this service offering more trouble than it’s worth. But help is on the way.

The Carbon CBR, available through Reliable Automotive Equipment, provides a complete solution for dent pulling that increases efficiency and repair accuracy, with considerably reduced effort.

The CBR is made from pure carbon and CFRP (carbon fiber reinforced plastic) components, resulting in tools and accessories that are incredibly strong and extremely lightweight to provide repairers with

ergonomic solutions to complete their repairs better, faster. Repairers can easily work alone to produce more accurate repairs with more flexibility in the repair process. Application of the pulling tools –especially when working overhead – is radically easier and absolutely fatigue-free compared to similar systems.

The CBR is an in-house development of CARBON GmbH, the leading expert in outer skin repairs. For nearly a decade, RAE and Carbon have formed a professional worldwide partnership.

Visit raeservice.com for more information on the CBR and to learn about available equipment, service, training and support.

The CBR workstation combines innovation and ergonomics to provide complete solutions for quicker, more accurate repairs.

Any P.A.R.T. Any Time.

Paint | Aftermarket | Recycled | Transmissions & Engines

At LKQ, the “R” in P.A.R.T. stands for Recycled OEM parts LKQ first began 25 years ago through the acquisition of several auto salvage yards, and through the years, LKQ has grown to become the largest recycler of vehicles in the industry. LKQ now operates more than 125 auto recycling yards across North America. Through its stateof-the-art processes, LKQ recycles or re-sells more than 90% of the materials from end-of-life vehicles that would otherwise end up in landfills.

Workers’ Comp Return-to-Work Program Best Practices

An essential component of workers’ compensation is an effective return-to-work (RTW) program. Eliminating injuries and illnesses is paramount for reducing workers’ compensation costs, but after an incident has occurred, an RTW program can significantly reduce workers’ compensation expenses for employers and improve the lives of employees. Read on for more information on RTW programs and best practices for establishing and maintaining them.

RTW Programs

An RTW program is characterized by specific, documented organizational policies and procedures that provide guidance to supervisors and employees in managing the RTW process following a work-related absence due to injury, illness or chronic disease. Its main goal is to expedite the individual’s recovery and reintegrate them into productivity, achieved through various means such as referral, counseling, coordination

of medical care or adjustments to the workplace or job responsibilities. RTW programs may also include vocational rehabilitation services alongside transitional work options to facilitate a smooth return to full productivity.

RTW Program Best Practices

An RTW program can assist employees in returning to work faster after a work-related illness or injury, increasing their odds of a full recovery. It also allows employers to save on workers’ compensation costs. Below are best practices for employers to consider helping ensure their RTW program is effective:

Address the basics by reviewing state-specific laws, outlining the roles and responsibilities of those involved in the RTW program, and setting clear expectations.

Put the program in writing and inform employees about RTW policies and procedures as well as processes for filing a workers’ compensation

claim.

Establish an RTW contact person whom an injured employee can reach out to with any questions.

Create a safety committee including both management and employees. The committee can identify hazards causing injuries and illnesses and find solutions. Employee members can provide insight into the physical demands of their roles.

Develop functional job descriptions that explain the physical demands and movements necessary for specific job tasks to help employers safely place employees who are returning to work after a work-related illness or injury.

Evaluate a returning employee’s condition and modify job tasks while they are healing. If they are unable to return to work in their previous capacity, match the employee’s skills to where they can work within the company.

Develop individual plans that outline necessary actions for a worker to resume their pre-illness or preinjury role. In larger organizations, plans should be made collaboratively by the RTW program coordinator, the injured worker, the worker’s supervisor, the health care provider, the union representative and legal counsel, if applicable.

Maintain a job duty bank that lists jobs coordinated with doctor restrictions that employees can be placed into when they have restrictions from a work-related illness or injury.

Communicate early and often with impacted workers.

Integrate and coordinate with all stakeholders to share information while maintaining a focus on employees’ wellbeing of employees.

Monitor, evaluate and adjust the program by looking at the measurements they should have in place, setting up ways to gather the important data needed to review the RTW program, and continuing to adjust where necessary.

RTW programs that follow best practices provide benefits to employers and employees as they work toward full-time, full-duty work. For more RTW guidance, contact Brad Schmid at CBIZ. Phone: (763) 549-2247 or email: bschmid@cbiz.com.

ESTIMATING TIPS

Visit degweb.org to submit a Database Inquiry and contribute to database accuracy!

HELPING TO IMPROVE COLLISION REPAIR ESTIMATE INFO THROUGH REPAIRER FEEDBACK

If you’re performing automotive repairs of ANY kind, you need to utilize the DEG! Check out some recent Database Inquiries - and their resolutions - below!

Solera Qapter (Audatex): Exterior Trim & Rocker

Molding - Audatex/Qapter users can locate exterior rocker moldings and body side trim under the “Stripes & Moldings” Zone Selections.

Solera Qapter (Audatex): Seam Sealer on Replacement Parts – Solera has made recent updates in the Database Reference Manual (DBRM) page 44, section 4-2, labor exclusions, “Application of seam sealer on new parts that require seam sealer.”

In situations when replacement bolt-on parts require seam sealer application to replicate OEM function or appearance, labor and materials are NOT INCLUDED.

CCC: Frame “S” Classification – Recent DEG Inquiry 36129 made updates regarding R&R Frame assembly to an “S” Structural classification.

CCC end users can submit DEG inquiries relating to component classification for frame R&R HERE.

Note CCC GTE MOTOR Guide to EstimatingComponent Classification (cccis.com)

“The purpose of classifying components is to describe physical properties of the component. Indicators are not intended to determine labor rates charged, or to be inclusive of all components.”

CCC: Preserving Damaged Glass – Recent DEG Inquiry 36425 provides feedback from MOTOR…

“After review, preserving damaged glass to prevent further breaking is not included with any MOTOR estimated work times.”

Note: The estimating databases are all intended to be used as a GUIDE ONLY. View these tips and others at DEGWEB.ORG

Unrivaled

Opportunities and Challenges for Service Providers in the EV Era

The electric vehicle (EV) revolution is well underway, with global sales surging and major automakers ramping up production. According to the (Global EV Outlook 2023), electric car markets are seeing exponential growth as sales exceeded 10 million in 2022, and over 2.3 million electric cars were sold in the first quarter of 2023. This shift towards electric mobility presents both challenges and opportunities for service providers in the automotive industry.

Auto Repair Shops

While EVs require less routine maintenance due to fewer moving parts, they still need specialized services. Repair shops will need to invest in training technicians to diagnose and repair complex electric motors, batteries and charging systems. Additionally, the demand for traditional services like oil changes will diminish, necessitating a shift towards high-voltage system repairs and software diagnostics.

Towing and Recovery Services

The breakdown of an EV requires different expertise compared to traditional vehicles. Towing companies will need specialized equipment to safely handle high-voltage batteries and avoid short circuits. Additionally, roadside assistance providers may need to invest in mobile charging units to get stranded EVs back on the road.

Rethinking Risk in the Electric Age

EVs pose a new set of challenges for insurance companies. While they might require less maintenance, battery replacements can be a hefty cost. Insurance providers will need to adjust their policies and pricing models to account for the evolving risk profile of electric vehicles. This might include factoring in battery health and replacement costs when calculating premiums.

Energy Providers

The increased adoption of EVs will significantly impact the electricity grid. Energy providers will need to invest in infrastructure to support a growing demand for charging stations at homes, workplaces, and public locations. Additionally, they may need to develop

dynamic pricing models to incentivize off-peak charging and manage peak demand periods.

New Opportunities and Challenges

The rise of EVs presents both challenges and opportunities for service providers. Adapting to the changing landscape will require investments in training, technology and infrastructure. However, those who embrace the transition will be well-positioned to thrive in the electric mobility ecosystem.

Preparing for the Future:

To navigate this changing landscape, service providers can:

• Invest in EV technician training: Equip staff with the knowledge and skills to service EVs safely and effectively.

• Expand service offerings: Develop expertise in new areas like battery diagnostics and charging infrastructure.

• Embrace new technologies: Stay updated on the latest advancements in EV technology and adapt service procedures accordingly.

• Build partnerships: Collaborate with charging network providers and other EV industry stakeholders.

As EV technology continues to evolve, so too will the service industry, adapting to meet the needs of a growing electric fleet and a charged-up future. By embracing change and adapting their skill sets and business models, service providers can seize the opportunities offered by this evolving market and remain competitive in the future.

Learn more about the MPCA’s initiatives to reduce greenhouse gas emissions by supporting the adoption of EVs at: pca.state.mn.us/air-water-land-climate/ reeucing-transportation-emissions. You can also contact the MPCA Small Business Environmental Assistance Program for confidential assistance on regulatory matters at: (651) 282-6143 or e-mail at smallbizhelp.pca@state.mn.us

Assure Business Success by Hiring

The Alliance’s Auto Employee Assessment System, offered in conjunction with Assessment Associates International (AAI), will help AASP-MN members identify employees that not only have the technical skills for the job, but also good motivation, work habits and people skills.

How does it work?

• Job candidates complete one of two questionnaires:

• Service Advisor/Estimator

• Technician - including mechanical, body or painter

• Candidates are assessed on motivation, attitude, dependability, initiative and other “soft skills.”

• Assessments are completed over the internet, at any time of day or night and results are emailed to the employer within minutes of questionnaire completion.

• Scores are presented comparing the candidate to current, successful AASP-MN member employees.

• Shops use the information to identify candidates that are a good fit with their work environment.

• AASP-MN has validated these assessment tools, demonstrating their accuracy, fairness and legal defensibility.

Why use it?

• Enhanced employee effectiveness and fit with your work environment.

• More good hires and less turnover.

• Immediate results - a better bottom line for your shop.

• Objective, valid and defensible hiring tool.

• It is affordable! AASP-MN member pricing is 50 percent off retail price and starts as low as $15 per assessment.

Here’s how:

Contact Nate at Assessment Associates International at (952) 854-6551 or nate@aai-assessment.com

For additional information about this or other AASPMN member benefit programs, contact the AASP-MN office at 612-623-1110 or aasp@aaspmn.org

PROPERTY/LIABILITY AND WORKERS’ COMP INSURANCE

CBIZ

Contact: Brad Schmid

763-549-2247 / bschmid@cbiz.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.

EMPLOYEE BENEFITS

CBIZ

Diego Campos

763-228-0259 / diegocampos@cbiz.com

AASP and CBIZ are partnering to help make the process of purchasing employee benefits a lot less stressful for members. The CBIZ platform provides increased transparency and more options for savings, the ability to predict rate increases early, and guidance from CBIZ benefits experts. New Health Insurance Options Now Available!

EMPLOYEE VOLUNTARY BENEFITS

Colonial Life

Contact: Deb Ferrao

612-600-4135 / deb.ferrao@coloniallifesales.com or Tracy Bailey 612-801-0139 / tracy.coloniallife@gmail.com

Dedicated representatives can help members transform their benefit package with competitive rates, value added services at no cost and complimentary legal document preparation service. Colonial Life has the tools and flexibility to create a plan to fit everyone’s needs.

UNIFORM & LINEN SUPPLIES

Vestis (formerly Aramark)

Contact: Ryan Vick 612-269-2303 / vick-ryan2@aramark.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 Vestis each year.

CREDIT CARD PROCESSING

Association BankCard Services

Contact: Carly Chivers 715-254-9600 / carleyc@midwesthardware.com

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

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 cutting-edge marketing platform for AASP members. Really Powerful Marketing (RPM) is an all-in-one program that bundles your website, pay-perclick, search engine optimization, social media, and much more! With five levels of RPM to match your budget, goals, and competition, it’s built to drive your shop forward!

REPAIR SHOP PRODUCTS/SERVICES DISCOUNTS

CARS Cooperative

Contact: Stephenie Sheppard 405-547-4077 / membersupport@cars.coop

Members receive discounts on a variety of products and services they use every day! From discounts on paint and rental cars to office supplies and phone services. Over 50 programs available!

INFORMATION PROVIDERS

Mitchell 1

Contact: Mitchell 1 Representative 888-724-6742 ext. 6986

Mitchell 1 offers AASP members a $10 per month discount on any eligible Mitchell 1 subscription.

Mitchell International

Contact: Mitchell International Representative 800-238-9111

AASP members receive $350 off Mitchell's MD-500 all-in-one solution for scanning, calibration, estimating, and blueprinting.

TECHNICAL INFORMATION HOTLINE

IDENTIFIX

800-745-9649

Members enjoy a 20% annual savings on Direct-Hit and Direct-Help subscriptions, the industry's most reliable source for experience-based repair information.

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 (C.H.E.S.S.)

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.

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.

PAYROLL PROCESSING

CBIZ Payroll

Contact: Carrie Hobrough 651-387-9168 / chobrough@cbiz.com

Members receive 20% discount off standard payroll, time and attendance, and HRIS products and services.

LIVE-ONLINE & ON-DEMAND TECHNICAL TRAINING

Automotive Seminars

Contact: Tim Houghtaling 920-866-9813 / tim@automotiveseminars.com

Discounted pricing to AASP-MN members on all live-online events, as well as ondemand training videos. Automotive Seminars specializes in diagnostic training that provides automotive technicians with knowledge, testing techniques and data interpretation skills needed to diagnose today’s vehicles. The live-online events and on-demand training videos focus on automotive electronics and engine management systems and are written and created by some of the industry’s leading diagnostic technicians.

BUSINESS COACHING

180BIZ

540-833-2014 / info@180biz.com

Members receive a 25% discount on Rick White's Pocket Business Genius subscription, offering independent auto shop owners fast access to actionable business advice from a leading industry expert.

Over 2,500 vehicle-specified units in stock Up to 3-Year/100,000 Mile Warranty Manual Transmissions

1-Year/Unlimited Mile Warranty