AASP-MN News November 2015

November 2015

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AASP-MN News

CONTENTS AASP-MN News is the official publication of the Alliance of Automotive Service Providers, Minnesota, Inc. 1970 Oakcrest Ave., Suite 102 • Roseville, MN 55113 Phone: 612-623-1110 • Fax: 612-623-1122 email: aasp@aaspmn.org • website: aaspmn.org. 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.

AASP-MN BOARD MEMBERS 2015 - 2016 PRESIDENT Tom Gleason IMMEDIATE PAST PRESIDENT Jerald Stiele SECRETARY-TREASURER Greg Kasel, AAM COLLISION DIVISION DIRECTOR Jim Siegfried, AAM MECHANICAL DIVISION DIRECTOR Wayne Watson ASSOCIATE DIVISION DIRECTOR Kevin Martin COLLISION SEATS Joyce Weinhandl Will Latuff MECHANICAL SEAT Mars Overlee

COLLISION DIVISION DIRECTOR’S MESSAGE ..........................................6 Why Do I Belong to AASP-MN?

by Jim Siegfried, AAM, AASP-MN Collision Division Director LEGISLATIVE UPDATE ......................................................................7 How to Win Friends and Influence People at the Capitol

by Kevin Walli, AASP-MN Lobbyist LOCAL NEWS ................................................................................8 NATIONAL NEWS ............................................................................10 INSURANCE I.Q. ............................................................................12 Individual Medical Premiums Are Going Up in 2016

by Dennis P. Begley, CLU / ChFC / LUTCF / CBC, CBIZ AiA AASP-MN RACE FOR AUTOMOTIVE EDUCATION REGISTRATION ....................17 DEG ESTIMATING TIPS ....................................................................19 COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S) ........21 Wheel Cleaners Can Be Nasty

by Janet L. Keyes, MS, CH and Carol A. Keyes, MA, CSP, CRC FEATURE ......................................................................................24 “Black Box” Basics: A Conversation with Jeff Lange & Larry Montanez

by Joel Gausten CASH IN ON YOUR MEMBERSHIP!........................................................26 AASP-MN and Identifix® Help You Boost Production on Every Car, Every Day UPCOMING EVENTS

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

Vol. 23 No. 11

January 12 & 13, 2016 14th Annual Race for Automotive Education ProKart Indoor Racing, Burnsville

April 14, 2016 2016 Leadership Conference Ramada Plaza, Minneapolis

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..................................................................13 AmeriPride ......................................................................10 Assessment Associates International ..............................22 Axalta Coating Systems ..................................................OBC Blue Net, Inc. ..................................................................18 Buerkle Hyundai ..............................................................6 CBIZ ................................................................................IFC C.H.E.S.S. ......................................................................21 Choice Auto Rentals ........................................................16 Dentsmart ........................................................................7 Inver Grove Honda / Inver Grove Toyota ..................................16 Jack McClard ..................................................................18 Keystone..........................................................................3 Lowell’s PCE....................................................................23 Maplewood Toyota ..........................................................3

Meadowbrook Insurance..................................................IFC Mercedes Benz of Maplewood ........................................4 Mills Parts Center............................................................18 Morrie’s ..........................................................................9 Motorwerks BMW............................................................IBC Motorwerks MINI ............................................................IBC MPA ........................................................................................................14-15 PAM’s Auto ......................................................................20 Proven Force ..................................................................22 Rosedale Chevrolet..........................................................22 Roseville Chrysler............................................................18 Straight & Square ............................................................23 Thexton Manufacturing....................................................4 Toyota Group ..................................................................11 United Fire Group ............................................................IFC

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COLLISION DIVISION DIRECTOR’S MESSAGE

Why Do I Belong to AASP-MN?

by Jim Siegfried, AAM, AASP-MN Collision Division Director

Why do I belong to AASP-MN? That’s a good question, but I believe it can be summed up by the AASP-MN tagline, “Building a better industry, one shop at a time.” I have been a member for over 18 years, as a manager and now as an owner. AASP-MN has played a vital role in the success of my business. They not only offer great training and educational programs, but significant savings through discounted vendor programs, great networking and a voice for the independent automotive industry at the Capitol.

AASP-MN does an excellent job providing current training and educational programs. The training sessions are geared to keep technicians and managers up-to-date with rapidly changing automotive technology. My technicians and managers always come back from a class having learned about the latest and most up-to-date information and technology available. AMI classes are always offered and have been a great resource for my managers and me. The classes are geared to help us with the daily needs of managing a business. Every class I attend, I come away with new and exciting ideas on how to manage and grow my business.

If you haven’t taken advantage of the preferred provider

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benefit programs, you really should. I have saved considerable money using these programs. I have taken advantage of the workers’ compensation insurance, uniform and linens discounts and credit card processing program. There are many more programs offered that may benefit you as well. It is very easy to compare quotes and decide which ones work best for you. Please check the AASP-MN website at www.aaspmn.org for further details.

AASP-MN hosts great networking and information events.

The Body Shop Sessions and Mech XChange workshops are a great place to stay current with collision and mechanical issues.

They provide a time to network with your industry peers and an informational presentation about a specific industry-related topic.

Through these sessions, I have developed valuable friendships with many colleagues. We all share many of the same industry challenges. These sessions help us come up with different ideas and solutions.

AASP-MN has offered me a great experience in becoming

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LEGISLATIVE UPDATE

How to Win Friends and Influence People at the Capitol One of the advantages trade associations have in the public policy arena is the fact that members come from all corners of the state – and so you have members in every, or nearly every, legislative district. Still, your presence alone is not enough to get through the clutter of issues that compete for the time and attention of your state representatives and state senators.

As with any marketing effort, the shop owner or manager needs to develop a routine for communicating with legislators so that they know you, have some general understanding of your business and will give you some of their time and attention when you have a particular issue you need them to address at the Capitol.

One of the most effective trade association member “lobbyists” I have ever met is Roger Bonn of Peter’s Body Shop in St. Cloud.

Roger is involved in all things St. Cloud, but he also makes a special effort to engage with his area legislators about the latest industry issues. Over the years, I have been in Roger’s shop on multiple occasions to talk to St. Cloud area legislators about AASP-MN priority concerns. Just last month, Roger hosted Representative Jim Knoblach and Senator John Pederson at his shop to talk about legislation that would limit insurance company mandates in the collision repair sector. That meeting was a direct result of years of effort on Roger’s part to make himself known to his legislators. Because he has been a consistent voice on these issues and has stayed in contact with legislators, they respond when Roger asks for some of their time.

It’s not only back in the district that Roger has been active.

He makes his way to the Capitol for individual meetings with his

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by Kevin Walli, AASP-MN Lobbyist

legislators. In addition, when we have had AASP-MN “Day-atthe- Capitol” events, Roger has attended to visit with legislative leaders and his own legislators on AASP-MN issues.

He also comes to the Capitol when his community – St. Cloud – has their “Day-at-the-Capitol” event and invites Judell and me to join him so that he can introduce us to his legislators and make sure they make the connection to his trade association.

This is particularly helpful to me when there is a new legislator from St. Cloud who I have not yet met and my first meeting is through an introduction from one of their constituents – Roger – who they already know.

I can’t say enough about how helpful it is to have a member like Roger running interference for me with his legislators. He invests the time on the issues and he invests the time in the relationships to make himself the “go-to” guy for policymakers who need to sort out issues affecting the auto repair industry.

Roger is one of the best examples, but certainly not the only example, of a member who has gone the extra mile to help with our legislative issues. Our success at the Capitol comes from the grassroots connection between members and their legislators.

The message I deliver for you at the Capitol would almost certainly fall on deaf ears without the connections you create with your representatives and senators.

So to everyone in the Association, reach out to your legislators, become their source of information and don’t be afraid to ask for their help when AASP-MN is advancing and protecting the industry’s interests at the Capitol.

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LOCAL NEWS

AASP-MN FALL EDUCATIONAL PROGRAMS & ACTIVITIES HIGHLIGHTS Twenty-eight students attended the AASP-MN-hosted R.O. Writer™ User Training Camp on September 30 and October 1, 2015 at the Ramada Plaza Minneapolis. The two-day event was designed to provide R.O. Writer™ software users with a new level of understanding about the tools and capabilities built into the software program. The workshop included recommended setup and best practices, as well as building a business and marketing plan. R.O. Writer™ Software Expert Paul Stewart led the program, which covered: • Software usage and functionality, • business analysis, • marketing and follow-up, and • service center processes and procedures.

Top: Paul Stewart led the 2-day R.O. Writer™ User Training Camp. Bottom: Twenty-eight students attended the two-day workshop at the Ramada Plaza Minneapolis.

AASP-MN hosted a Body Shop Session for collision shops on October 7 at Grumpy’s Bar and Grill, Roseville. The main topic of discussion was General Motors’ new MyPriceLink program, which will launch on December 1. Thirty-four AASP-MN members had the opportunity to hear about how the program works and what it will mean for the day-to-day operations of their collision repair shop.

The GM program will enable real-time list pricing during the estimating process. John Eck (left), manager for the wholesale dealer channel for General Motors customer care and aftersales, told the group that shops’ workflow shouldn’t change at all under MyPriceLink.

“Shops will write estimates in the same manner as they always have and dealers are able to process orders and invoice customers,” Eck said.

On October 21, AASP-MN presented its first-ever live

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webinar, “Supercharge Your Digital Marketing Success.” The interactive webinar, presented by Margaret Klemmer of Autoshop Solutions, gave participants a plan to connect the dots between their website and online marketing tools available. Viewers learned: • How to attract the right kind of website visitor, • the most cost-effective way to get in front of a target customer, and • proven strategies to convert website visitors into paying customers.

IN MEMORIAM OF WHITEY...

Beloved industry icon John W. “Whitey” Westlund passed away peacefully in October at the age of 84. Whitey spent over 60 years in the automotive service industry, most recently with Lehman’s Garage, until his retirement a few years ago.

Over the years, Whitey assisted AASPMN with its annual picnics, conventions and Lights On For Safety programs. And, up until his retirement, he continued to be an active attendee at most AASP-MN events.

Whitey had also been active in ASA, ASE, the Twin Cities Managers’ Club, I-CAR, SkillsUSA/VICA and technical college advisory boards. In 2007, Whitey was a recipient of the National Auto Body Council’s Pride Award and was recognized as Volunteer of the Year by I-CAR. In 2009, AASP-MN presented Whitey with its first ever Lifetime Service Award.

Whitey was preceded in death by his wife, Audrey. He is survived by his children, Steve (Carol), Sandie (Tim) Fuller and Rick (Kim); grandchildren, Jim, Tom, Dan, Stephanie, Dan, Michael, Patrick, Keira and Gavin; and great-grandchildren, Hannah, Connor, Madeline and Claire.

Memorials in honor of Whitey may be directed to the donor’s choice.

I-CAR/SKILLSUSA GOLF OUTING A SUCCESS The MN I-CAR/SkillsUSA annual golf tournament was another big success. The local volunteer I-CAR committee would like to thank all the golfers and sponsors for their support in helping raise money to help local students in the auto body industry.

The move to Oak Glen Golf Course in Stillwater proved to be a great venue for the event. Nearly $10,000 was raised this year! Now more than ever, the auto body industry needs new, skilled auto body and refinishing technicians. This money will be utilized to provide grants, scholarships, tools and equipment to those deserving schools and students who will continue to support a strong auto body industry. The MN I-CAR Committee looks forward to another successful event next year.

SPONSORSHIPS AVAILABLE FOR THE 2016 LEADERSHIP CONFERENCE AASP-MN is accepting sponsorships for educational programming during its 2016 Leadership Conference. The event will take place on April 14 at the Ramada Plaza Minneapolis.

Sponsoring a program at the AASP-MN Leadership Conference provides a wonderful opportunity for companies to extend their support and outreach not only to existing customers, but to other potential customers in the automotive service industry.

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Companies may choose to sponsor a session hand-picked by the volunteer leaders of AASPMN with a contribution of $1,500. The following programs will be offered:

• Mastering the 5 Skills for Effective Leadership - Richard Flint • Help – My Industry is Consolidating! Brad Mewes • Keynote: No More Excuses, It’s Nonnegotiable - Sam Silverstein • Building Your Accountable Organization Sam Silverstein • Authentic Persuasion: Communication That Moves Others to Action - Josh Dye • Increase Your Diagnostic Labor Sales Kelly Bennett • Collision Workflow: Better Scheduling = Greater Success - Kent Carlson

Program Sponsors receive: • Pre- and post-event promotion to 2,000+ AASP-MN members and automotive businesses • Promotion via emails, faxes, event marketing brochures, AASP-MN website, press releases and on-site program materials and signage • Recognition before, during and after the event as a sponsor supporter • Access to AASP-MN members (the best in the business!) and other industry constituents

If you would like to sponsor a program listed above, please contact the AASP-MN office at (612) 623-1110 or (800) 852-9071 by December 31.

AASP-MN SEEKING VOLUNTEER LEADERS AASP-MN is looking for automotive industry professionals who are interested in advancing the industry by serving in leadership positions on the Association’s Board of Directors and Advisory Committees.

A number of positions are open on the Collision, Mechanical and Associate Advisory Committees, as well as the Government/Regulatory Affairs and Education/Training Committees.

There are also two seats open on the AASP-MN Board of Directors, one collision and one mechanical.

If you have a personal interest, or would like to nominate someone else, contact the Nominating Committee Chair Jerald Stiele, Hopkins Auto Body, at (952) 935-7556 or the AASP-MN office at (612) 623-1110 or (800) 852-9071. continued on page 10 AASP-MN News

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NATIONAL NEWS

IT PAYS - LITERALLY - TO RESEARCH ON PROCEDURES

Shops that research OEM procedures are more likely to ask and get paid for “not-included” repair operations, according to the latest results from the “Who Pays for What?” survey series conducted by Collision Advice and CRASH Network.

While the surveys are primarily designed to explore the payment frequency of “not-included” repair operations, the latest survey also asked shops how often they research OEM repair procedures at the time they write the estimate. In a nearly perfect correlation, the results (see table below) showed that shops who said they “always” research OEM procedures were over 20 percent more likely to be paid for not-included repair operations most (if not all) of the time. Conversely, those shops that said they “never” research OEM procedures were over 80 percent more likely to say they have “never asked” to be paid for those same “not-included” repair procedures.

“Perhaps this speaks more about the attitude a shop takes toward educating themselves and their employees more than any other factor,” industry trainer and consultant Mike Anderson, who designed the survey series, said. “It stands to reason that those who take the time to research the proper repair procedures also take the time to learn how they should be properly reimbursed for the extra effort it takes to do the job right – which is what these survey results are designed to help them with.”

The 51-page report of the second survey findings on frame and mechanical operations is now available at www.collisionadvice.com/survey. Also available is a 62-page report on the first survey results released earlier this year for refinishrelated not-included procedures.

LOCAL NEWS CURRENT BOARD MEMBERS & TERM EXPIRATION DATE • Tom Gleason, Pro-Tech Auto & Truck Repair, President, 3/31/17 • Greg Kasel, Downtown Tire & Auto, Sec./Treasurer, 3/31/16 • Jerald Stiele, Hopkins Auto Body, Immediate Past President, 3/31/16 • Kevin Martin, PPG, Associate Division Director, 3/31/16 • Wayne Watson, Auto Works Diagnostics & Repair, Mechanical Division Director, 3/31/17 • Jim Siegfried, Crystal Lake Automotive, Collision Division Director, 3/31/17 • Joyce Weinhandl, Twin City Auto Body, Collision Seat, 3/31/16 • Mars Overlee, Rick’s 36 Automotive Services, Mechanical Seat, 3/31/18 • Will Latuff, Latuff Brothers, Collision Seat, 3/31/18

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INSURANCE I.Q.

by Dennis P. Begley, CLU / ChFC / LUTCF / CBC, CBIZ AiA

Individual Medical Premiums Are Going Up in 2016 The continuing saga of healthcare reform is tossing out some new changes. Many smaller employers cancelled their group medical coverage in the last couple of years – essentially telling their employees to obtain their own individual medical insurance.

With much lower pricing for individual medical, that appeared to make good business sense. I saw savings in the Twin Cities of 25 percent or more, compared to the group medical. That price difference is going to change in 2016.

The local medical carriers have filed rates with the Commerce Department for individual medical for 2016. It doesn’t look good. Blue Cross’ average rate increase is 47 percent, from 45 percent to 49 percent depending on the contract and/or network. HealthPartners’ increase is 32.2 percent. Preferred One is 39 percent; Medica is 14 percent. The actual increase will depend on the particular medical plan and network issued by the carrier.

Why the rate increases? That is the subject of a broader discussion. Let’s just say that the carriers feel higher premiums are needed to cover the claims, and in 2016 the federal reinsurance of individual medical is going away. Blue Cross Blue Shield (BCBS) revealed the company lost $135 million in 2014 on its individual medical block of business, and expects to lose a similar amount this year. These increases are not going to their bottom line. Healthcare reform limits how much medical carriers can earn as profit.

The small group market is much more stable. BCBS is actually averaging a rate DECREASE of 4.8 percent on 2016 renewals. HealthPartners asked for a 5.6 percent average increase. Medica’s small group increase is 4.5 percent. Preferred One is asking for a three- to five-percent increase.

I discussed some of the following points before, but a lot of

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small business owners are going to have to revisit this conversation again soon. Is it better for a small business owner to provide group medical or force their workforce to find individual medical coverage?

There are more things I can list, such as how limited individual medical coverage is compared to group or that most individual medical networks are much smaller than group. But if I stop right here, I think it’s pretty obvious that the primary reason a small business would consider individual medical as a legitimate option is the price savings, and those price savings are going away in 2016 with the rate increases.

Most of the members of AASP-MN are “small group,” meaning companies with fewer than 50 employees. I need to mention that the new HealthCare Reform rules change a few things for the 50-employee or more size companies: 1) If you own multiple companies, you need to count all the employees of all the companies. (Look up the controlled group ownership rules.)

2)You need to count all employees except 1099. Full time is considered at 30 hours a week. Part time and seasonal must also be counted. There is an adjustment based on hours to determine what the Full Time Equivalent (FTE) number is. If you have a lot of part time or seasonal employees, you may be considered a large group.

3) Small group medical is going to continue to be defined as having 2-50 employees.

4) Employers with 50 or more employees have to file a new informational set of forms to the IRS during the first quarter of 2016: The 1094-1095. This is a somewhat complicated form to file that will likely require you to seek outside assistance to

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comply. I have heard that most of the companies offering this service are at capacity and not taking any new customers. (This filing requirement does NOT apply to companies with fewer than 50 employees.)

5) The pay-or-play penalties for employers with 50 or more employees still apply. If an employer doesn’t provide group medical coverage, the potential fine is $2000 a year for EACH 30-hour employee, minus the first 30. That does not change with the small group.

I am optimistic that the rate increases and changes in the small group medical have stabilized. The carriers seem to have embraced the new rules, with 2016 being the standard. Medica is coming back into the small group market on January 1, 2016. BCBS is replacing a good portion of its portfolio one more time to accommodate the requirements. HealthPartners is eliminating the non-smoker discounts starting on renewals after January 1, 2016.

So what is a small business owner to do? Talk to your insurance broker – if you still have one – about setting up a small group medical plan. And you should do it prior to 2016. Your employees won’t know about the rate increases on their individual medical until they get the renewal in the mail. Those renewals start on January 1, 2016.

COLLISION DIVISION DIRECTOR’S MESSAGE

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involved with the State Legislature. While serving on the Collision Advisory Committee, I have had the opportunity to speak to different legislative committees regarding bills involving our industry. It has been rewarding to have had input on laws that affect our businesses. It was also valuable to help educate senators and representatives on the challenges we face every day.

These are just a few reasons why AASP-MN is so important to my business and me.

What can you do to help? AASP-MN offers great training and management classes throughout the year. They also have many member benefit programs that save you money. In order to continue to offer these programs, AASP-MN members have to participate in them! If you are not involved, I encourage you to do so today.

WHAT’S WRONG WITH THIS PICTURE?

Answer: The picture is of an eyewash with blocked access. (It also had not been serviced routinely, but you can’t tell that from the picture.)

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ESTIMATING TIPS Audatex Labor Report – Labor times listed in the Audatex estimating system are constructed differently than other estimating products, and uniquely use an “inside out” approach to defining labor units. Audatex provides an Audatex Labor Report, which documents the operations used in the development of their published time. This report can be printed along with the estimate and can be useful in determining things such as included operations and overlaps deductions. Below is an excerpt from the Audatex P-Pages (DBRM):

“Audatex Labor Report Shows the operations that may be performed for each panel on the estimate. This report includes: 1. The guide number where any overlap has been considered 2. The full labor of the panel before overlap consideration 3. All operations that may be applicable for a specific estimate The Labor Report is specific for each vehicle and provides a breakdown of included operations. This report is viewable on screen or printable for any estimate.”

Also, don’t forget that in the back of the P-Pages in Audatex is a frequently asked questions section. There are 40 questions with answers that could help during the estimate/repair process.

Feather Prime and Block is a Refinish Operation – All three estimating systems state the Feather Prime and Block (FPB) operation is a refinish procedure.

Audatex – Has the option to add FPB to a repair panel but also states in DEG inquiry number 8061: “FPB is recognized as a refinish operation and is so denoted within the body of the estimate.”

CCC – Says FPB is a refinish operation in DEG inquiry number 6824: “Prime and Block is a refinish operation and is not included in any labor operation.”

Mitchell – Just like Audatex and CCC, Mitchell states FPB is a refinish operation in DEG inquiry number 3727: “FEATHER, PRIME & BLOCK IS THE NOT-INCLUDED REFINISH OPERATION.”

Remember to set up your Audatex profile to calculate FPB materials.

This can be found in a previous estimating tip: Audatex Feather Prime and Block – In order to calculate for materials, Audatex users must go into each unique profile within the estimating system and define the materials rate for Feather Prime and Block in the rate tab. Like all undefined rates, this will default to $0 until defined by the user. During the estimate preparation process, you must factor the necessary time for feather, prime and block into the repair time, and then allocate the portion of the total repair hours to be applied to the Feather, Prime and Block operation.

Adding a New Aluminum Rate Category in CCC – Aluminum repair is becoming more common, and if you have CCC One you have the option of adding an aluminum rate category, outlined in the procedure below. Audatex and Mitchell do not currently allow the end user to create a new rate category, and it must be accounted for manually.

1. Navigate to the profile under the configure link: 2. Select the profile you would like to change.

3. On the left side expand the estimating folder, then rates folder and click Labor: 4. Click “Add Charge Category.”

5. Input the Name of the category and dollar amount. Remember the code number for future use.

6. Once the rate category is in the system you can add it to a repair or replace line by clicking the box next to the labor amount and inputting the code number for the new aluminum rate.

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You can view these tips and others on the DEG website, www.degweb.org.

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

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

Wheel Cleaners Can Be Nasty How would you feel about using a cleaning product that warns that it could be fatal if it comes in contact with skin?

Sounds pretty nasty. Maybe it’s the most effective product for the job, but wouldn’t you at least want to take some extra precautions when handling it?

Too often, we don’t see those precautions taken – and too often, it is the leastexperienced workers who are assigned to work with this product. What’s the product? Wheel cleaner.

We’ve seen three types of wheel cleaners: Strong acids, weak acids and non-acids (alkaline cleaners).

The ones labeled as non-acids are corrosive, able to cause skin burns and permanent eye damage. In general, they’re pretty straightforward except for one major point – you may not feel pain or irritation from them immediately. Instead, they may feel soapy on your skin. But if you get them washed off your skin before they can start damaging the tissue, you won’t have any long-term effects.

The strong acid ones also cause burns. They often contain sulfuric acid, the same acid found in lead-acid batteries.

That’s a “what you see is what you get” chemical. If you get it on your skin or splash it in your eyes, you’ll immediately feel pain or irritation.

The strong acid wheel cleaners and the weak acid ones also contain hydrofluoric acid or ammonium bifluoride. These fluoride compounds are nasty. Burns from them aren’t felt right away – it can take as long as 24 hours to notice the pain. The chemicals readily go through skin, causing very deep burns that can be very slow to heal. If not treated correctly, the burning can continue for days. These chemicals are hazardous from skin contact, eye contact and from breathing any mist if they’re sprayed.

If you get a corrosive chemical on

your skin, the standard first aid procedure is to immediately remove any contaminated clothing and flush the skin with lots of water. That’s true for fluoride burns, but that’s not enough. Because fluoride penetrates and binds, water alone won’t remove it. Special and prompt treatment with an iced solution of benzalkonium chloride (a common disinfectant) or calcium gluconate gel is needed. Don’t have any on hand? Get to a doctor immediately.

If it’s in the eye, flush with lots of water and then get to a doctor right away.

Make sure you tell the treating clinic that they’re dealing with a fluoride burn.

You want to be sure they understand that it isn’t an ordinary acid burn. If this type of burn is not treated correctly, the fluoride can even penetrate to the bone, making

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it lose calcium.

It makes sense for shops that use acid wheel cleaners to stock some of the treatment for skin contact, but prevention is better than treatment.

• Evaluate the wheel brightener or wheel cleaner you use. Could you change to one that is less hazardous? If you think you must use a very strong one, can you get away from the fluoride-containing cleaners?

• Require that anyone using wheel cleaners wear protective gloves.

Neoprene, butyl rubber or nitrile should be sufficient, but check the safety data sheet for the specific chemical. Keep the gloves clean and continued on page 25

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Welcome New Members:

OCTOBER 2015 Jensen’s Car Care Minneapolis Midas Auto Service Center Bloomington Tesch Service Center Waseca Under Car Services Edina

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“Black Box” BASICS:

FEATURE

by Joel Gausten

A Conversation with Jeff Lange & Larry Montanez The automotive repair indusry is rife with misconceptions about event data recorder (EDR) technology - also known as “black boxes” - and how it could affect their customers and their businesses. AASP-MN News connected with industry experts Larry Montanez and Jeff Lange to clear up some of the mysteries on this topic.

What are some of the common things recorded by the event data recorders (EDRs) - otherwise known as “black boxes” - in current vehicles?

Jeff Lange: In a very broad sense, you’ll see two types of data recorded if a ‘crash’ occurs: Pre-crash and crash [or crash-related] data. The pre-crash data reflects the operational conditions during the five to eight seconds [depending of the manufacturer] prior to when the supplemental restraint system is activated or ‘wakes up.’

The crash-related data reflects the conditions during the crash, such as change in velocity. This total time is generally under 300 milliseconds. In the world of car crashes and airbags, things happen in thousandths of a second, so the data collected after the system determines that a crash is happening is only collecting the first quarter to third of a second. In precrash data, you’ll typically see vehicle speed, brake application, seat belt use and the accelerator pedal and/or throttle positions. It should be noted that there are two types of events recorded: Deployment and non-deployment. Deployment events are those of sufficient severity to activate and deploy the airbag[s]. A non-deployment event is of sufficient severity to ‘wake up’ the airbag system, but a deployment is determined to be unwarranted.

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Larry Montanez: If the airbag control module detects that the vehicle might be in danger due to the condition the vehicle is in, or the condition the vehicle might be in, then the airbag system will activate. If there is no collision event and the manufacturer’s threshold has not been broken based on the deceleration of the vehicle, then the airbag won’t deploy. It will just record, ‘We woke up; we almost had to get into a fight, but we hit ‘snooze’ on the alarm clock and went back to sleep.’ If an event does occur - and this could be a pothole making the car think it’s in enough of a deceleration at enough speed over a short distance - the airbag system would deploy the necessary components based on the information input from the driver and passenger. For example, if you hit a pothole on the left-hand side, the airbag system may decide that only my seatbelt might need to be locked for me to be safe, while the passenger airbag might deploy for them based on their weight and the fact they’re on the side of danger. It’s a discriminatory system all based on the airbag control module.

Is there anything that EDRs typically track all the time, such as GPS location and so forth? What makes EDRs different from “pay as you drive” devices used by some insurers that track customers’ driving habits?

LM: The electronic data recorders that Allstate and Progressive are using are things that drivers elect to have placed in their cars. You voluntarily put that in, and that will record a whole bunch of stuff. It records a slew of things, including your fastest speed. The data recorder inside the AASP-MN News

airbag control module does not do that. It can’t tell you the fastest speed the car has ever reached. Currently, there’s no GPS that connects to the electronic data recorder, or vice versa.

What are some of the greatest misconceptions people in the industry - as well as the media - have about the information tracked by event data recorders? For example, it’s a commonly held belief that headlights and hazard lights are among the things recorded by this equipment, but this might not be the case.

JL: You’re right; that is not the case. Another big misconception is that EDRs track time and date. People think these are like true black boxes, where they record flight and date stamps and audio of what is going on at the time of the event. Also, there is no way to identify if a specific key was used. It is also a mistake to believe there is something in that box that can identify a specific driver, although there have been cases where someone said, ‘I let my girlfriend drive the car, and it crashed,” and then you find out the seat is in a position for a guy who’s six-foot-four and not a girl who is five-foot-two.

LM: I’ve tried to explain to people that it doesn’t tell you what time you woke up in the morning or had breakfast before getting in the car and putting on your seatbelt.

There is not a videographer following you around the entire day. In many cases, it’ll tell me if the car is going forward or in reverse, and it’ll definitely tell me speed, whether or not the brakes were applied and if the ABS system had to be activated.

C.H.E.S.S. continued from pg. 21

It’s not going to give me “yaw rate,” and it won’t tell me if the lights were on or anything like that.

How much information can be gathered from a vehicle black box by a police officer who pulls you over?

LM: None. The car is not recording anything unless it thinks it’s in an accident.

JL: If there’s no crash, and an officer stops you on the road and says, ‘I think you were speeding, so we want to plug into your event data recorder,’ there’s nothing in there because there’s no event.

Many times, we even have cars that have a crash, but the crash was not of a sufficient-enough severity to activate the recording portion of an EDR. It’s just not true that these things are always recording.

What is the biggest impact EDR technology will have on the collision repair industry?

JL: Insurance companies will use the data to make a determination on if they’re going to honor a claim. For example, if a customer is claiming that their car was parked and unoccupied when it was hit, the insurers can deny the claim if it is obvious - even without EDR data - that the car was moving at the time of the crash.

That’s a misrepresentation. Honestly, I think the concern for body shops at this point may be that they’re advocates for their customers. When the shops advocate for those customers, the data could actually end hurting that shop’s good intentions. I’ve had claims adjusters send me to a shop to investigate whether or not that shop’s customer is telling the truth.

The data in the module can conflict with the customer’s statements. If that happens and you’re advocating for that person, it reduces your credibility. I think that’s a genuine concern.

More insights from Jeff and Larry on vehicle “black box” technology - including the debunking of several other common misconceptions - are available at http://www.pnlestimology.com/ wp-content/uploads/2013/06/Dispellingthe-Myths-About-Black-Boxes-HDJun13.pdf.

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uncontaminated. One car washer lost her fingers when she wore contaminated gloves. The gloves held the substance right against her skin, causing severe tissue destruction.

Require that anyone using wheel cleaners wear a face shield and chemical safety goggles. We don’t see this often, but it should be mandatory.

Don’t use stronger solutions than needed, and be especially careful when diluting solutions. If you buy a concentrated product and then dilute it for use, remember to always add the acid to water, never the other way around.

Be prepared for a spill. If you use a strong acid wheel cleaner, get some limestone pebbles (calcium carbonate) or a spill kit designed for hydrofluoric acid to neutralize it. Other neutralizers, such as baking soda, can leave toxic salts after the acid is neutralized.

Use a commercial neutralizer for the nonacid (alkaline) wheel cleaners.

Be prepared for an accident. Make sure you have a working eyewash nearby. If you use the fluoride products, have some of the first aid treatment (the gel, for instance) on hand. Honeywell, the world’s largest producer of hydrofluoric acid, has a good guide to medical treatment for fluoride exposure. You can find it by searching for “Honeywell exposure treatment guide.” If an employee is exposed, provide that guide to the clinic.

If you have questions about chemical safety, requirements for personal protective equipment, or general safety issues, call CHESS at (651) 481-9787 or email us at CHESS@Chess-safety.com.

AASP-MN News

THANK YOU TO OUR 2015 SPONSORS In 2015, AASP-MN received sponsorship support from its Associate members and other industry vendors to help support the association’s educational programming and other activities. Sponsorships help AASP-MN deliver the quality programs members expect and keep registration fees affordable. Please keep the following companies in mind the next time you need products/services:

Gold Sponsors Autoshop Solutions Auto Value Parts Stores & APH Axalta Coating Systems PPG Automotive Finishes Silver Sponsors aaa Auto Parts CBIZ AIA 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 CARQUEST CBIZ AIA CBIZ Payroll Dent Impressions IDENTIFIX Robert Bosch, LLC Hospitality Sponsors AmeriPride Services BASF Automotive Refinish CCC Information Services Choice Auto Rental Dentsmart PDR Enterprise Rent-a-Car Net Driven Norton Abrasives Pro Paint Metro Sherwin-Williams

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CASH IN ON YOUR MEMBERSHIP!

AASP-MN and Identifix® Help You Boost Production on Every Car, Every Day AASP-MN has teamed up with Identifix to extend a special offer to all members for its award-winning online tool, Direct-Hit – the aftermarket’s leading source for short-cut diagnostics, OEM service and repair information, factory scheduled maintenance plans and reliable estimating.

Direct-Hit’s exclusive database of vehicle symptoms, proven short-cut tests and confirmed fixes streamlines traditional factory flow charts by significantly minimizing the number of steps it takes to diagnose vehicles right the first time. Genuine OEM service and repair information – on more than 30 vehicle makes – helps you finish the job with speed, accuracy and confidence.

Direct-Hit also enables you to create personalized factory scheduled maintenance plans so you can educate your customers on the benefits of routine vehicle maintenance, and since the maintenance schedules come directly from the factory, you can feel comfortable delivering timely, reliable and trustworthy information in a language your customer can understand. If you need support beyond the

web, Identifix’s Repair Hotline is staffed with over 45 OE factory trained, ASE Master, L1 carline specialists who speak your language.

To find out more about Direct-Hit and how it can help you increase technician confidence, shop productivity and your bottom line, call Identifix today at 1800-745-9649. As an AASP member, you will receive a special rate of $159 per month per shop – a $10 monthly discount! And as an additional benefit, AASP members will receive a special first time subscriber rate of $119 per month per shop for the first 90 days of service.

Identifix Product Information Phone: (800) 745-9649 for more information and a personal online test drive. Be sure to mention you are an AASP member.

Website: www.identifix.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.

is also available.

retail price and starts as low as $15 per assessment.

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.

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.

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.

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

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.

Net Driven Contact: Jon Napoli 877-860-2005, ext. 400 / jnapoli@getnetdriven.com Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. AASP-MN members who choose Net Driven are eligible for a $500 discount off their 1st year setup fees. For more information, contact Jon Napoli.

UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Jim Dillon 651-955-1398 / jim.dillon@ameripride.com Discounted pricing to members on rental of uniforms, entrance mats, shop rags, etc. Purchases are also discounted. Members receive annual rebate equal to 10% of their business with AmeriPride each year.

CREDIT CARD PROCESSING Association BankCard Services Contact: Mac Hardin 952-933-2026 / mach@retailfinancialservices.biz Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment

26 November 2015

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.

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

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-MN News

PAYROLL PROCESSING CBIZ Payroll Contact: Carrie Hobrough 612-436-4620 / chobrough@cbiz.com Members receive 20% discount off standard payroll products and services (excluding 401k). Members who switch prior to June 30 will receive first month of payroll processing free.

CHECK GUARANTEE SERVICES Certegy Check Services Contact: Heather Ellis 952-240-5017 / heather.ellis@fisglobal.com Discount rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments.

BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com 180BIZ offers BUSINESS COACHING to AASP members at a steep 20% discount! One Eighty Business Solutions LLC (180BIZ) has been helping shop owners increase profits and car count while decreasing stress since 2003.

AASP members receive a discount on very affordable oneon-one coaching plans without long-term commitments and complicated contracts. 180BIZ offiers a risk-free trial of their services. To learn more, please call or email us, or visit our website.

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.

AASP-MN News

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