AASP-MN News February 2014

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February 2014

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2 February 2014

AASP News

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CONTENTS Vol. 22 No. 2

AASP 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 News allows its columnists to fully express their opinions. All views expressed are not necessarily those of the publication. AASP News is published by Thomas Greco Publishing, Inc. Cover ©www.istockphoto.com/enjoynz

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 2013 – 2014 PRESIDENT Dan Sjolseth, AAM IMMEDIATE PAST PRESIDENT John Ritter, Jr., AAM SECRETARY-TREASURER Jerald Stiele

EXECUTIVE DIRECTOR’S MESSAGE ..........................................4 Improve Your Odds For Success!

by Judell Anderson, CAE, AAM, AASP-MN Executive Director LEGISLATIVE UPDATE ..........................................................5 2014 Legislative Agenda Takes Shape

by Kevin Walli, AASP-MN Lobbyist NATIONAL NEWS ................................................................7 LOCAL NEWS ..................................................................8 INSURANCE I.Q. ................................................................12 Empty Containers

COLLISION DIVISION DIRECTOR Mike Cox, AAM

2014 AASP-MN ANNUAL MEETING & CONVENTION REGISTRATION ..15

MECHANICAL DIVISION DIRECTOR Tom Gleason

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) ..18

ASSOCIATE DIVISION DIRECTOR Kevin Martin MECHANICAL SEATS Greg Kasel, AAM Scott McClure, AAM

Staying Grounded

by Carol A. Keyes, CIH CASH IN ON YOUR MEMBERSHIP! ..........................................22 CBIZ/AIA CALENDAR OF EVENTS

COLLISION SEAT Joyce Weinhandl

STAFF

April 10 & 11, 2014 AASP-MN Annual Meeting & Convention Holiday Inn St. Paul East St. Paul, MN

June 17, 2014 20th Annual AASP-MN Golf Outing 3M’s Tartan Park Lake Elmo, MN

EXECUTIVE DIRECTOR Judell Anderson, CAE, AAM

For info: Contact AASP-MN at 612-623-1110 or 800-852-9071

OFFICE ADMINISTRATOR Jodi Pillsbury

ADVERTISER’S INDEX

MEMBERSHIP COORDINATOR Tom Kluver PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 PHONE: 973-667-6922 • FAX: 973-235-1963 ADVERTISING: 800-991-1995 • tgp5@verizon.net PUBLISHER: Thomas Greco (tgp22@verizon.net) ADVERTISING DIRECTOR: Norman Morano (tgp5@verizon.net) MANAGING EDITOR: Alicia Figurelli (tgp2@verizon.net) EDITOR: Joel Gausten (tgpjoel@verizon.net) ART DIRECTOR: Lea Velocci (tgp3@verizon.net) OFFICE MANAGER: Sofia Cabrera (tgpbrandi@verizon.net)

aaa Auto Salvage......................................15 AmeriPride ..............................................5 Axalta Coatings........................................OBC Buerkle Hyundai ......................................5 FeldmannMercedes Benz ........................14 Inver Grove Honda / Inver Grove Toyota ..8 Jack McClard ..........................................15 Keystone ..................................................14 Maplewood Toyota ..................................17 Meadowbrook Insurance..........................12 Mills Parts Center ....................................6

Morrie’s....................................................7 Motorwerks BMW ....................................IBC Motorwerks Mini......................................IBC MWAPA ................................................10-11 NAPA ......................................................9 PAM’s Auto ..............................................13 Proven Force............................................13 Rosedale Chevrolet ..................................4 Roseville Chrysler Dodge Jeep Ram ........6 Straight & Square ....................................17 Toyota Group ..........................................IFC

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Executive Director Mess

Improve Your Odds

by Judell Anderson, CAE, AAM, AASP-MN Executive Director

FOR SUCCESS!

I’m a racquetball player. I love the game and it’s a great way to get a good workout. Those of you who know me might guess that I would be very competitive. And while that’s true, what matters most to me is not that I always win, but that I play to the best of my ability and give my opponent a run for their money. If I leave the court feeling like those two things were accomplished, I’m a happy camper.

That being said, I do several things to improve my odds for winning. I’ve attended workshops presented by experts in the game and I regularly watch YouTube videos to learn more about mastering specific aspects of play. I participate in leagues to associate and “get schooled” by some of the better players around. And I invest in and maintain the equipment (racquets, gloves, eye protection) I need to position myself for competitive and safe play.

I know that if you’re reading this and are a member of AASPMN, you also want to do everything in your power to improve your odds for being successful in the automotive repair and collision industry. Well, I have good news...

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The 2014 Annual Meeting & Convention is right around the corner, and the event offers many resources that will, indeed, improve your odds: • Management sessions that will help you run your business more efficiently and profitably; • Technical training that will increase your productivity and earnings potential; • Meeting, learning from and networking with some of the best operators in MN; • The latest and greatest product offerings from top industry vendors; • A motivational message from Iraq war vet, John Kriesel; and • Social time and casino night with old friends – and new!

So, don’t depend on the luck of the draw or roll of the dice when it comes to competing in today’s automotive industry. Improve your odds for success by joining your industry friends and colleagues at the 2014 Annual Meeting & Convention on April 10 and 11. See you there!

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UpLegislative

by Kevin Walli, AASP-MN Lobbyist

2014 Legislative Agenda Takes Shape

AASP-MN is well into the process of setting its legislative agenda for the upcoming Session. This will be a short Session with legislative leaders deciding not to convene until February 25. With a mandatory adjournment date of May 19, bills will likely have to be out of Committee in the House and Senate by the first of April.

This leaves little time for moving initiatives forward in the coming Session. However, AASPMN does have proposals that it is preparing for legislative action.

One proposal would prohibit insurers from requiring that estimates be conducted “at a particular motor vehicle repair shop designated by the insurer.” This language would be added to the section that currently prohibits insurers from requiring that estimates be prepared at a “drive-in” claim center controlled by the insurer.

AASP-MN is also developing language that would prohibit insurers from “requiring repair shops to utilize specific vendors, distributors, manufacturers, suppliers, business platforms or internal processes in order to carry out repairs for an insured or claimant.” The underlying concern here is that insurance companies are imposing more and more requirements on shop owner business decisions, which deny their right to operate their business as they see fit.

Our goal in 2014 is to convince the Legislature to support the repair industry by preventing further interference with repair shop business practices.

Welcome New Members!

December 2013/January 2014 Auto Body Specialties Mankato, MN

Kennedy Transmission Deephaven, MN

Auto Repair Specialists Willmar, MN

Kennedy Transmission Forest Lake, MN

Belgrade Tire & Auto/ Tiremaxx Service Center Belgrade, MN

Kennedy Transmission Shakopee, MN

Collision Care Willmar, MN Gregg’s Auto Body St. Paul, MN Hilmerson Collision Center Little Falls, MN

Parts Department of Owatonna Owatonna, MN Tiremaxx Service Center Big Lake, MN Tommy’s Garage Hopkins, MN Valley Imports Fargo, ND

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Ford Motor Company Launches New Warranty for Ford Genuine and Motorcraft Parts As of October 1, 2013, Ford Motor Company has a new 24-month, unlimited mileage warranty on genuine Ford parts.

The warranty applies to all Ford Genuine Parts as well as Ford Motorcraft parts.

The new warranty provides unlimited mileage coverage for 24 months from time of purchase or installation. Ford will also now reimburse fleets and independent repair facilities up to $150 in labor coverage.

The warranty does not affect or change the current three-year warranties on some systems like powertrain.

Ford’s parts warranty provides customers’ towing reimbursement for repairs completed at any Ford or Lincoln dealership. The warranty also provides independent repair facilities the ability to complete repairs for customers by securing parts from a dealership or Ford authorized distributor, according to information from the company.

Dealers and independent shops that purchase parts from dealerships or authorized Ford distributors don’t have to do anything to put the new warranty into effect for their customers.

Ford’s previous service parts warranty was 12 months or 12,000 miles, whichever occurred first, and labor was covered if the part was installed by a Ford or Lincoln dealership. Labor was not covered on parts sold over-the-counter to a fleet or installer.

I-CAR® Makes Welding Training & Certification™ More Affordable New Pricing Designed to Motivate the Industry to Train More Welding Technicians I-CAR® recently introduced new enhancements to its industry-recognized Welding Training & Certification™ program, including significant price cuts that will save shops money, encouraging them to more broadly invest in the training that perhaps most directly contributes to complete, safe and quality repairs.

“As vehicle structures change in response to CAFE standards, the approaching ‘technical tsunami’ will pose considerable challenges to collision repair professionals as they strive to keep pace for the ultimate benefit of the consumer,” said John Van Alstyne, CEO & President of I-CAR. “To meet these challenges successfully, it will be absolutely critical for every technician who welds to be trained and certified with up-to-date welding skills. This is a key ICAR priority for 2014 and we’ve updated our program to help the industry accomplish

this goal.”

Today, as the major provider of welding training to the collision repair industry, I-CAR estimates that at least two-thirds of technicians who weld lack formal welding training. I-CAR’s welding program enhancements are designed to change that.

These changes include: • New lower pricing that saves shops between 10 and 40% or more. Savings increase with each additional technician a shop trains, encouraging shops to train all technicians who weld.

• A new program name - Welding Training & Certification - which more accurately reflects the attributes of the product. These include assessment of the facility’s readiness and capability for proper welding, intensive theory instruction, hands-on training of students tailored to their pre-training skill level, opportunities to practice new skills with instructor coaching, and finally I-CAR’s standardized certification test that confirms technician skill level.

• A newly streamlined registration process that will see continued improvements in 2014.

• Ongoing course updates that will include proper welding techniques for the latest materials, keeping the training experience and skill development relevant to the work required of welding technicians not just today, but also in the future.

I-CAR continues to offer three Welding Training & Certification programs: Aluminum GMA (MIG) Welding - WCA03, Steel GMA (MIG) Welding - WCS03, and Steel Sectioning - SPS05. For all courses, the certification resulting from successfully completing the training will be valid for five years, after which the training and certification will need to be retaken to ensure the student maintains current welding skills.

I-CAR is already gaining broad industry support in its effort to train more welding technicians. I-CAR announced a new initiative with State Farm® through which the insurer will encourage its Select Service® network shops to participate in I-CAR welding training. I-CAR is working on other welding-related initiatives across the industry that are expected to be announced later this year.

For more information on I-CAR’s Welding Training & Certification program, AASP News

NationalNews

including pricing, registration information and full course details, please visit www.icar.com > Training > Welding Training & Certification.

Average Fuel Economy for U.S. Vehicles Reaches Record High A new Environmental Protection Agency (EPA) report states that vehicles sold in the U.S. attained a new fuel-economy record of 23.6 miles per gallon (mpg) for model year 2012 — a 1.2 mpg increase over 2011. According to the report, overall average mpg has increased in seven of the last eight years. Encouraged by the progress shown in the report, advocates for stricter fuel economy standards are confident that the vehicle manufacturers will be able to meet their lofty regulatory goal of 54.5 mpg by 2025 despite the fact that it is very early in the fuel economy regulatory program.

EPA identified a number of factors that contributed to this steady rise in fleet-wide fuel economy: the decrease in market share of light trucks on the road; average vehicle weight and power leveling out; new technologies for both gasoline-powered, as well as alternative fuel vehicles; more fuel efficient vehicle choices for consumers; and the fact nearly all manufacturers saw increases in their own average fuel economy numbers last year.

Mazda Motor Corp. led the pack with an average of 27.1 mpg, while Honda Motor Co. came in second with 26.6 mpg and had a 2.5-mpg increase over 2011, the biggest improvement of any manufacturer.

General Motors Co. was third to last with 21.7 mpg; Daimler AG, parent company of Mercedes-Benz, was second to last with 21.1 mpg; and Fiat SpA, which owns Chrysler Group LLC, rounded out the bottom with 20.1 mpg.

2014 ASE Certification Testing Schedule Announced The 2014 ASE Certification testing schedule has been announced. Winter registration is taking place now through Feb. 21:

Winter Testing: Jan. 2 - Feb. 28 Spring Registration: March 1 - May 21 Spring Testing: April 1 - May 31 Summer Registration: June 1 - Aug. 21 Summer Testing: July 1 - Aug. 31 Fall Registration: Sept. 1 - Nov. 21 Fall Testing: Oct. 1 - Nov. 30

For more information, visit www.ase.com.

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LocalNews AASP-MN Boasts 2013 Membership Growth/Retention AASP-MN is pleased to announce that it achieved 94% retention and membership growth of over 6.5% during 2013. In addition to significant accomplishments in each of its four main areas of work – legislative and regulatory advocacy, education and training, member savings and information and networking – the growth was fueled in large part by the success of the Association’s insurance programs with CBIZ AIA, Meadowbrook Insurance, and United Fire Group.

AASP-MN started the year strong with 3 legislative victories: changing the point of imposition of sales tax on auto repair paint and materials from the wholesale to the retail level, changing the definition of a “highvalue vehicle” for salvage title purposes from $5,000 to $9,000 and warding off a proposal to expand sales tax to automotive repair labor. In the regulatory arena, the Association filed a formal Complaint with the Minnesota Department of Commerce requesting administrative action to prevent State Farm from mandating the use of the PartsTrader parts procurement platform.

The status of that complaint is still pending.

On the training front, during the course of the year over 540 industry members took advantage of AASP-MN sponsored educational programming that brought industry icons like Mike Anderson and Bob Cooper to Minnesota. A highlight was the 2013 Annual Meeting & Convention, which featured a day and a half of management and technical training, as well as quality networking opportunities. The year also included several workshops to keep members up-tospeed on new legal and regulatory requirements pertaining to health care reform and workplace safety.

The Association also rose to the challenge when it came to saving members money. It paid over $64,500 in rebates to members who participated in its uniform program with AmeriPride and over $17,500 in dividends to members who participated in its workers’ compensation program with Meadowbrook Insurance. New to AASPMN's insurance benefit offerings in 2013 was United Fire Group, who offers AASPMN members enhanced business property/casualty coverage with up-front discounts and dividend opportunities.

“These programs are specifically tailored to member needs and are extremely competitive in terms of coverage and price. Better yet, they are now set up so that members can access the programs through their local insurance agent," says Executive Director Judell Anderson.

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Not to be overlooked, AASP-MN's Get to Know Your Neighborhood Auto Repair Pro™ campaign promoted the benefits of doing business with independently-owned shops on the radio and internet. And the Association's scholarship program awarded $17,000 to students enrolled in NATEF-certified mechanical and collision repair programs throughout the state.

The Association’s efforts did not go unnoticed by its members, who also contributed to the increase in membership by recommending that non-members join AASP-MN. “The personal endorsement from an Association member is by far the most effective recruiting tool we have. A one-on-one conversation introducing AASP-MN and the value it provides goes a long way towards adding that prospect to our membership roster,” said Anderson.

“We are very proud of the work we do to improve the state's automotive service industry and the success of our members," said AASP-MN President Dan Sjolseth.

"We continually work to evaluate and improve upon the benefits and services that the Association delivers, and it is gratifying to have that work acknowledged through membership retention and growth. I'm confident that 2014 has great things in store for the Association and the members we serve," added Sjolseth.

Thank you to the following members who also participated in the 2013 “Member Recruiter of the Year” contest:

Roger Bonn Designated AASP-MN’s 2013 “Member Recruiter of the Year” AASP-MN is pleased to announce that Roger Bonn (Peter’s Body Shop, St. Cloud) has earned the Association’s “Member Recruiter of the Year” award. The award honors members who recruit or provide leads for prospective members of the association.

Roger recruited two new members and referred four prospective members to AASPMN, earning himself 18 points. He went above and beyond by going on a couple of ride-alongs with AASP-MN Membership Coordinator, Tom Kluver.

“Current members know the value of AASP-MN membership first-hand, and their personal endorsement is by far the most effective recruiting tool that we have,” said Judell Anderson, AASP-MN Executive Director. “Roger is to be commended, because by introducing other shops to AASPMN, he is helping the shop, the association, and the entire industry.”

The Member Recruiter of the Year award is based on a point system: Five points are earned for new member recruits and two points are earned for referrals. The member who accumulates the most points throughout the year receives the award.

To learn more about the Member Recruiter of the Year program, contact the AASP-MN office.

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• Pete & Will Latuff, Latuff Bros., St. Paul (15 points) • Dan Sjolseth, Superior Service Center, Eagan (13 points) • Bob Auman, Lowell’s Performance Coatings, Edina (11 points) • Mike Ekstrom, Kennedy Transmission, Plymouth (10 points) • Jerald Stiele, Hopkins Auto Body, Hopkins (9 points) • Tom Gleason, Pro-Tech Auto Repair, Corcoran (8 points) • Joyce Weinhandl, Twin Cities Auto Body, Bloomington (8 points) • Randy Notto, Lenfer Transmission, Lino Lakes (7 points) • Bruce Tschida, Lake Marion Collision, Lakeville (5 points) • Bruce Bekkerus, A-1 Automotive, Moorhead (5 points) • Troy Minske, Rum River Automotive, Princeton (5 points) • Kevin Martin, PPG Automotive Finishes, Edina (5 points) • Bob Pearson, Pearson Auto Body, Shakopee (4 points) • Steve Pavelka, Carlson Auto Truck, Hastings (4 points) • Mike Cox, Ed’s Collision Center, Osseo (2 points) • Bill Sauer, IDENTIFIX, Roseville (2 points)

Reminder: 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.

There are two seats open on the AASPMN Board of Directors, one collision and one mechanical. If you have a personal interest, or would like to nominate someone else to fill one of these positions, nominations must be received by February 20. To be considered, an individual must be nominated by five or more Regular Members.

The Nominating Committee may also nominate a person whose name was not submitted by the Regular Members.

If, by March 1, only one person has been nominated to fill the Collision Division Seat or the Mechanical Division Seat on the Board of Directors, the person so nominated shall be declared to have been elected to the Board without further action.

If more than one person has been nominated

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to fill these positions, the Nominating Committee will prepare an elec-

tronic ballot setting forth the names of the persons who have been nominated and send to the Regular Members by March 10.

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

If you are interested in serving on any of the committees above, please contact the Nominating Committee Chair John Ritter, Jr., Highland Autostar, at (651) 699-0340 or the AASP-MN office at (612) 6231110 / (800) 852-9071 by February 20.

To date, the following companies have made sponsorship commitments: Program Sponsors AASP National AkzoNobel Performance Coatings Auto Value Parts Stores & Automotive Parts Headquarters Automotive Aftermarket Industry Association (AAIA) Autoshop Solutions Bill Smith Foundation Car Bench/Infinity Laser Measuring CARQUEST Technical Institute Dent Impressions DentSmart Keystone Automotive PPG Automotive Finishes WorldPac

Note: Only an individual representative of a Member which performs collision work may be nominated to fill a Collision Division Seat, and only an individual representative of a Member which performs mechanical work may be nominated to fill a Mechanical Division Seat.

2014 Membership Dues Are Due! Annual membership renewals for AASP-MN were mailed in December. If you have not paid your 2014 membership dues, PLEASE do so today. Your timely payment will save AASP-MN the additional cost and time incurred with re-billing and other collection efforts. We’d much rather be working on programs and initiatives to improve the automotive service industry – and your business. Thank you!

Sponsorships Support 2014 Educational Programming Recently, AASP-MN asked for program sponsorships from its Associate members and other industry vendors to help support the Association’s education and training activities in 2014. Sponsorships help AASP-MN deliver the quality programs members expect, and keep registration fees affordable.

Hospitality Sponsors Aeromotive Services CBIZ AIA Keystone Automotive Lowell’s Performance Coatings Meadowbrook Insurance Norton Automotive Aftermarket

Hospitality sponsorships are still available for the upcoming AASPMN Annual Meeting & Convention, April 10 & 11, 2014, at the Holiday Inn St. Paul East, St. Paul. The event will feature one and a half days of management and technical training workshops, as well as social activities that allow opportunities to meet and get to know AASP-MN members and other industry professionals. Sponsors are rewarded by increased visibility and recognition within the AASP-MN membership and industry at-large.

It’s a great way to stand out, expand marketing dollars and connect with the best shops in the industry.

If you are interested in a hospitality sponsorship for this year’s event, please contact the AASP-MN office for more information.

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By Dennis P. Begley, CLU ChFC CBC

Insurance

Affordable Care Act Updates SHOP The Affordable Care Act provides small employers (currently those with fewer than 50 employees) the opportunity to purchase coverage through the Small Business Health Options Program (SHOP). In late November, the Health and Human Services issued guidance stating that employers wishing to purchase coverage through the SHOP should do so through a qualified agent or broker rather than through the online portal for this first year of compliance.

The primary reason for purchasing coverage through the SHOP in 2014 is that it is the only way to obtain the small business tax credit, available only to employers with 25 or fewer employees and who meet other criteria. So the only way that a Minnesota small business can obtain coverage through the SHOP program is to go directly through a MNSure-certified insurance broker.

Flexible Spending Account Carry-Forward It was recently cleared to allow an individual to roll no more than $500 in a Flexible Spending Account (FSA) from a prior year. The rule before was “use it or lose it” when it came to FSA contributions. Any money contributed during the year had to be spent before December 31, 2013. The new rule says you can carry-forward $500.

The rules now say if you have an FSA that allows you to contribute money to cover medical expenses, that you are ineligible to contribute anything to a Health Savings Account (HSA). These are called General Purpose FSAs. With the advent of the HSA, a business can set up limited purpose FSAs for setting aside money toward dental or vision expenses and to an HSA account. But this new change raises some questions.

The government is quite aware of the FSA carry-forward option and issues that arise with HSAs and high-deductible health coverage. Mr. Knopf, a Senior Technician Reviewer for the Office of the IRS Chief Counsel, affirmed that if a carry-forward into a general purpose FSA is made, the individual would be HSA-ineligible for the entire FSA plan year of the carry-forward.

He thinks we may get guidance that would allow a participant, if the plan so provides, to forfeit the otherwise available carry-for10 February 2014

ward prior to the end of the plan year in which the forfeiture is accrued in order to preserve HSA eligibility. In other words, the individual would forfeit the right to take the carry-forward.

He also indicated that if a plan so provides, a carry-forward could be converted to a limited FSA or other HSA-compatible FSA. He suggested that maybe this election could be made on an individual participant basis.

We will have to wait for definitive guidance, but this does give an indication of how the government is viewing these matters.

If you have a FSA and a HSA, or are thinking of a HSA, make sure you discuss the details with your FSA vendor.

Premiums for Dependent Children One of the key features of the Affordable Care Act is to allow children, regard-

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less of marital or college status, to remain on a parent’s group medical plan until the child turns 26. Most insurance companies will automatically terminate the child’s coverage at the end of the month that the child turns 26. Believe it or not, that is a COBRA event requiring the employer to notify that child within 10 days of the termination of COBRA rights.

An additional point on this is the cost of coverage. Group medical charges for up to three children. A fourth or fifth child under the age of 20 is free. All children 21 or older are charged a separate “21-plus” rate, regardless of children in the family under the age of 20. It might make some sense to have your over-21 child check out MNSure to see if they qualify for subsidized medical coverage.

Stay tuned. There will be more to come as we progress down the health care reform path.

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2014 AASP-MN

Annual Meeting & Convention

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April 10 & 11 HOLIDAY INN ST. PAUL EAST 2201 BURNS AVE. (I-94 & MCKNIGHT RD.) ST. PAUL, MN 55119 Thursday, April 10 1:00 – 3:00pm 1:00 – 4:30pm 1:30 – 4:30pm 3:15 – 4:15pm 3:15 – 4:45pm 3:15 – 5:00pm 4:30 – 6:30pm 7:00 – 9:30pm

Peer-to-Peer Networking & Roundtable Extravaganza, facilitated by AASP-MN members Advanced Technology Vehicles: Service & Maintenance, Jerry Baarson, CARQUEST Lip Service: First Class Telephone Skills, Margie Seyfer, Impact Presentations Aftermarket Telematics: Separating Fact from Fiction, Scott Luckett, AAIA Ignite the Internet, Danny Sanchez, Autoshop Solutions X-Ray Estimating: An Ace Up Your Sleeve for Performance Improvement, Mark Mueller, PPG Happy Hour & Vendor Showcase Industry Reunion & Casino Royale

Friday, April 11 7:30 – 11:30am 7:30 – 11:00am 8:00 – 11:00am 8:00 – 11:00am 9:00 – 11:00am 11:00 – 11:30am 11:30am – 1:30pm 1:30 – 3:30pm 1:30 – 3:30pm 1:30 – 3:30pm 1:30 – 4:30pm

I-CAR Vehicle Technology & Trends 2014 (NEW14), Mitch Becker Practical Lab Scope Use and Setup, Jeff Masterman, Standard Motor Parts Selling from the Inside Out, Margie Seyfer, Impact Presentations Stand Out! Differentiate or Disappear, Larry Mersereau, Promo Power Collision Center Parts Management, Tim Ronak & Scott Wheeler, AkzoNobel Vendor Showcase Lunch & Keynote Address, “Still Standing: The Story of SSG John Kriesel” Structural Repairs & New Vehicle Design, Craig Totten, Car Bench/Infinity Laser Measuring Competing in a Consolidated Marketplace, Tim Ronak, AkzoNobel Taking Charge of Your Life & Business, John Branstad, Leadership by Design Start Your Marketing Machine!, Danny Sanchez, Autoshop Solutions

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Peer to Peer Roundtable & Networking Extravaganza (All) 1:00 – 3:00pm, Thursday, April 10 Facilitated by AASP-MN Member Experts Back by popular demand, attend this interactive session to get ideas, ask questions and meet and learn from your peers. You’ll have the opportunity to participate in two roundtable discussions and meet one-on-one with at least a dozen fellow shop owners/managers. Choose from the following topics: • Biggest Mistake You Ever Made in Business – facilitated by Scott McClure & John Ritter, Jr. • Finding & Keeping Employees – facilitated by Wayne Watson & Joyce Weinhandl • Marketing Tips – facilitated by Mike Cox & Tom Gleason • Best Thing You Ever Did in Business – facilitated by Dan Sjolseth & Matt Feehan

Lip Service: First Class Telephone Skills (All) 1:30 – 4:30pm, Thursday, April 10 Presented by Margie Seyfer, Impact Presentations Sponsored by WorldPac You’ll come away with new insights on how to manage your phone more effectively; receive customer service tips from shop owners and service advisors across America; and be more alert to word choices that energize and de-energize your customers.

Attend this session to learn how to: • Use your telephone to win customers over • Take the first ten seconds of a call and turn it into a “Wow” moment for the customer • Place callers on hold so they like it • Handle a ringing phone when a customer is right in front of you • Use the right word choices and why they matter in creating a perception that results in retaining loyal customers

Aftermarket Telematics: Separating Fact from Fiction (All) 3:15 – 4:15 p.m., Thursday, April 10 Presented by Scott Luckett Sponsored by Automotive Aftermarket Industry Association (AAIA) As vehicle manufacturers increasingly build telematics devices into vehicles, customers will increasingly be reminded to return to the OEM dealership for maintenance and repairs. The independent aftermarket clearly cannot sit by and do nothing while the OEMs deploy this strategy. Attend this session to learn about possible aftermarket strategies and solutions to the threat of embedded telematics.

• Activities within the aftermarket industry that will protect the consumer’s right to choose where their vehicle data goes • The value of telematics data and how the aftermarket can mine the data for increased sales and service opportunities • Current market conditions and assessment of the rate of growth for OE and aftermarket telematics technology

Ignite the Internet (All) 3:15 – 4:45pm, Thursday, April 10 Presented by Danny Sanchez Sponsored by Autoshop Solutions Control the power of the Internet and bring more leads into the bays. This powerful Internet marketing course gives shop owners and managers a working knowledge of marketing through the Internet and electronic media. Shop owners gain in-depth knowledge about the most important and growing marketing tool available – the Internet – and they will leave with step-by-step instructions on how to build a successful Internet-based marketing campaign. This course covers: • Website design • Search Engine Marketing (SEM) • Search Engine Optimization (SEO) • Analytics • Pay Per Click • Search Engine Performance • And more!

X-Ray Estimating: An Ace Up Your Sleeve for Performance Improvement (Collision) 3:15 – 5:00 p.m., Thursday, April 10 Presented by Mark Mueller Sponsored by PPG Fifty percent of the average shop’s business has very little margin for error and can be a significant drag on cycle time performance. X-Ray Estimating is an approach that changes the estimating paradigm and can take repairs that spend days at the shop and, in some instances, allow them to be completed in just a few hours. Shops that have been exploring this approach have experienced significant performance gains. The approach is similar to X-Ray Repair Planning, with its objective of identifying all damage prior to production. But X-Ray Estimating is completed in vehicles that can be returned to the road while parts are acquired, and in many cases, paint operations completed, allowing the customer to wait while repairs are done. In this session, we will cover best practices from several successful implementations of the X-Ray Estimating approach: • How this approach differs from conventional estimating and X-Ray Repair Planning • How to develop your culture and design the X-Ray Estimating process • System design options within X-Ray Estimating to broaden performance improvement opportunities.

• Streamlining the administrative management of the X-Ray Estimating process • Qualifying and selecting the appropriate vehicles to put into the X-Ray Estimating process • How to effectively market X-Ray Estimating to consumers and insurers

Selling from the Inside Out (All) 8:00 – 11:00 a.m., Friday, April 11 Presented by Margie Seyfer, Impact Presentations Sponsored by WorldPac This training will help you learn how to sell service and products based on customer personality styles. Participants will explore the “driving force” of the four widely-diverse personality styles. In addition, you’ll learn to use personality-specific wording while interacting with customers, resulting in higher sales and customer retention.

People are different from one another. Your customers appreciate a service provider who can communicate with them based on their needs and goals, rather than your own: • Learn more about your own behavioral style and how it may interact or conflict with another style • Listen for clues to identify customer styles • Identify key motivators each personality style needs in order to buy - and fears which cause them not to buy • Develop competencies in a variety of selling situations

Stand Out! Differentiate or Disappear (All) 8:00 – 11:00 a.m., Friday, April 11 Presented by Larry Mersereau, Promo Power Sponsored by the Bill Smith Foundation Why should I choose you? In a tight economy, people need good reasons, and this program will help you give it to them. Every prospect and every customer…at every point of contact…needs to be convinced that you are the only automotive repair and service company they should even think about doing business with. In this lively session, we’ll take a hard look at each step in the relationship-building process, with an eye on getting maximum results from stretched budgets and resources. From now on, every point of contact, from marketing at the front counter to the work done in the bays, will position you as the only car care provider your customers and prospective customers would even want to consider.

Takeaways: • The Brand Ladder - 7 steps from ‘total stranger’ to ‘evangelist’ (you know, ‘key throwers’!)

• Positioning strategies made simple to help you stand out from the crowd • Five Traits of a Sales Superstar - the difference between estimates and sales

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Collision Center Parts Management (Collision) 9:00 – 11:00 a.m., Friday, April 11 Presented by Tim Ronak & Scott Wheeler Sponsored by AkzoNobel Performance Coatings This is a detailed review of the overall impact the organization of parts management has on the collision repair business. The focus is on minimization of cycle time delays due to incomplete or poorly processed parts orders.

Attendees will receive a sound overall parts-management strategy and will be provided with several takeaway forms and tools that can aid in implementing the program upon return to their businesses. The seminar features proven ways to: • Minimize cash tied up in parts inventory • Implement effective ordering and return strategies • Manage payable invoicing • Improve parts storage

Competing in a Consolidated Marketplace (Collision) 1:30 – 3:30 p.m., Friday, April 11 Presented by Tim Ronak Sponsored by AkzoNobel Performance Coatings This session will focus on the most current consolidation activity within the collision industry. Comparison to other industries that have experienced consolidation will be made to identify strategies that were successful within those industries when consolidation reshaped the business model. Participants will have a better understanding of how to navigate in this consolidating environment and gain insight into survival strategies.

• Pace and growth of consolidation within the U.S. market • The path consolidation may take and the impact on the industry at-large • How other industries have reacted to consolidation • Industry trends that create niche business opportunities to thrive in the consolidating world

Taking Charge of Your Life & Business (All) 1:30 – 3:30 p.m., Friday, April 11th Presented by John Branstad, Leadership by Design Sponsored by AASP National It has been said, “We’d better pay attention to the future, because that’s where we’re going to spend the rest of our lives.” The foundation for success, either personally or professionally, is a clear picture of where one is going, and what you want the end result to look like, even though there is no end. This workshop will help you develop a vision for where you want to go and/or what you want to become.

Start Your Marketing Machine! (All) 1:30 – 4:30 p.m., Friday, April 11th Presented by Danny Sanchez Sponsored by AutoShop Solutions Over the past five years, the automotive industry has experienced a complete change in advertising trends. This seminar will bring the shop owner up-to-date on current marketing techniques and prepare them for future trends and changes yet to come. Using proven techniques, this seminar will help shop owners build a marketing plan that includes internal, external, print media, Internet & electronic media, CRM, and a “word of mouth” advertising campaign. Danny will walk you through the process of: • Identifying your target market • Identifying and analyzing competitors • Building an effective marketing plan to get more cars in the bay

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Advanced Technology Vehicles: Service & Maintenance (Mechanical) 1:00 – 4:30 p.m., Thursday, April 10 Presented by Jerry Baarson Sponsored by CARQUEST Technical Institute Advanced technology vehicles, including hybrids, continue to be the fastest-growing segment of new vehicle sales. Although many components of the hybrid powertrain are covered by the federally-mandated emission warranty, there are numerous opportunities for service and maintenance on hybrid vehicles. While many of the seemingly simple maintenance services for hybrid vehicles appear similar to those of a conventional vehicle, these services, if performed incorrectly, can negatively impact fuel economy or even cause catastrophic damage to expensive vehicle systems. The purpose of this course is to help increase your share of the advanced technology vehicle market, without the costs or risks involved in servicing highvoltage components. This course covers: • Getting to know the hybrid vehicle owner – an important aspect for profitably marketing hybrid vehicle service • Correct maintenance procedures for the most common, and most problematic, hybrid vehicles on the road today • Most common service procedures unique to hybrid vehicles • Testing techniques to isolate component failures

Practical Lab Scope Use and Setup (Mechanical) 7:30 – 11:00 a.m., Friday, April 11 Presented by Jeff Masterman, Standard Motor Products Sponsored by Auto Value Parts Stores and Automotive Parts Headquarters While a scan tool is essential to diagnosing a vehicle, there comes a point in the diagnosis where a scan tool falls short. Quite often the next step involves a lab scope. A lab scope can be a very powerful tool if you know how to use it properly. It can be used to measure many different signals and quickly determine if they are present and if they are correct. Proper setup of the scope is critical for obtaining an accurate pattern that will assist in diagnosis. Various scopes execute functions in their own unique way, and many of those will be covered in this class. The goal of this class is to teach the attendee the benefits of scope usage, the proper set up of a lab scope, characteristics of different scopes, and techniques to be used.

You will learn a problem-solving, practical approach to using a scope which can be applied to any brand of tool. This class will focus on: • How to set a scope’s time base, voltage or amperage setting, and when to use a trigger • Specific applications of scope diagnosis, including CMP-CKP sync, ignition misfire, fuel injector operation, low power, engine mechanical, and other components • Waveform analysis • Multiple case studies to demonstrate proper scoping scenarios and techniques

I-CAR Vehicle Technology & Trends 2014 (NEW14) (Collision) 7:30 – 11:00 a.m., Friday, April 11 Presented by Mitch Becker Enhanced vehicle technology, lightweight construction materials, and safety aids continue to gain ground as fuel economy standards evolve and technology continues to advance. Many of these new features and conveniences will soon be standard in new model vehicles. For repairers, these changes require knowledge and command of new technology and trends. This I-CAR course provides an “auto show view” of vehicles that will soon be commonplace in many repair facilities and delivers information that technicians need to get ahead of the curve.

This course covers: • Trends and industry influence • North American, Asian and European vehicle makes • Continuing trends and possibilities Structural Repairs & New Vehicle Design (Collision) 1:30 – 3:30 p.m., Friday, April 11 Presented Craig Totten Sponsored by Car Bench/Infinity Laser Measuring Fuel economy requirements and safety standards have led to today’s vehicles being built with different build geometries, and using exotic construction materials such as advanced, highstrength steels, aluminum and carbon fiber. This presentation will focus on what these changes in vehicle construction mean to the structural repair process for collision-damaged vehicles, as well as the impact of these exotic materials on the technician and shop safety.

Topics will include: • Differences in straightening techniques • Equipment requirements • Part replacement considerations to maintain vehicle safety standards

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Social Hour & Vendor Showcase 4:30 – 6:00 p.m., Thursday, April 10 & 11:00 – 11:30 a.m., Friday, April 11 You’ll have the opportunity to visit AASP-MN’s Program and Hospitality sponsors. This is your chance to catch up on the latest and greatest in products and services, make some new contacts, or get answers to those questions that you haven’t found the time to pick up the phone and ask, all in a fun and relaxing setting.

Industry Reunion & Casino Royale 7:00 – 9:30 p.m., Thursday, April 10 Casino Royale sponsored by Dent Impressions (Additional charge of $35) Become the High Roller you’ve always wanted to be at AASP-MN’s Industry Reunion & Casino Royale on Thursday evening, April 10!

You’ll enjoy food stations and a cash bar as you network, socialize and enjoy the evening with members of AASP-MN and other industry professionals. Choose between Black Jack, 3 and 4 card Poker, Red Dog and more as you wager your “casino money” in hopes of having enough at the end of the night to bid on valuable prizes. Bet on a good time - you can’t lose!

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Make yourself at home in one of the 193 rooms at Holiday Inn St. Paul East. Rooms feature pillow top beds and refrigerators. Complimentary wired and wireless Internet access keeps you connected, and satellite programming provides entertainment. Conveniences include safes and desks, as well as phones with voice mail.

Be sure to enjoy the recreational amenities, including an indoor pool, spa tub, fitness facility, arcade/game room, and billiards or grab a bite to eat at the hotel's restaurant, which features a bar, or stay in and take advantage of room service (during limited hours).

Lunch & Keynote Address: “Still Standing: The Story of SSG John Kriesel” 11:30 a.m. – 1:30 p.m., Friday, April 11th Sponsored by Keystone Automotive, PPG & DentSmart In 2006, John Kriesel was nearly blown to shreds by a 200-pound roadside bomb in the parched sands of Iraq. Battlefield angels in army uniforms kept him breathing long enough to reach a field hospital. He died three times, was shocked back to life and somehow survived through four hospitals, 35 surgeries and months of recovery. He lost both legs and suffered numerous other major injuries, but it was the loss of two close friends that hurt the most.

The guy who wasn’t supposed to survive and was told he probably would be in a wheelchair the rest of his life walked out of Walter Reed Army Medical Center after nine months. In 2010, he was elected to the Minnesota House of Representatives, where he was not afraid to speak his mind and challenged even within his own party, but decided not to seek reelection in 2012.

Today, John serves veterans in Anoka County and enjoys being a frequent voice on KFAN Radio. He continues to share his upbeat, motivational message with students, corporate executives, veterans and others. He is a beacon illuminating positive thinking to anyone who will listen. “You are not going to get blown up by a roadside bomb, but at some point you will face hardship - -physical or emotional,” he asserts, “and you can deal with it.”

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Make your hotel room reservations by calling (651) 731-2220. Be sure to tell the reservationist you are with the AASP room block.

Reservations must be received by March 21, 2014 to guarantee the rate of $89!

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Company: ______________________________________________ Name: ______________________________________________________ Address: ____________________________________________________________________________________________________________ City: ___________________________________________________________________ State: ________________ Zip:____________________ Phone: ______________________________ Fax: ____________________________ Email:__________________________________________

Package Options†

Early Bird Pricing (Before 3/27/14)

Standard Pricing (After 3/27/14)

1 1/2-day package*

$200 Member/$225 Non-Member ea.

$250 Member/$275 Non-Member ea.

1/2-day package

$85 Member/$110 Non-Member ea.

$100 Member/$125 Non-Member ea.

One-day package*

$150 Member/$175 Non-Member ea.

*Includes lunch on Friday. †I-CAR Class cannot be included in package options. See separate pricing below.

$175 Member/$200 Non-Member ea.

Package Price: = $ ____________________

I-CAR Vehicle Technology & Trends 2014…… _____ @ $105 Member/$125 Non-Member ea. ................................ = $ ____________________ (Lunch not included; see optional tickets below) Thursday, April 10

Please indicate the sessions you plan to attend:

_____ 1:00 – 3:00 p.m. _____ 1:00 – 4:30 p.m. _____ 1:30 – 4:30 p.m. _____ 3:15 – 4:30 p.m. _____ 3:15 – 4:30 p.m. _____ 3:15 – 4:30 p.m. _____ 4:30 – 6:00 p.m. _____ 6:30 – 9:00 p.m.

Peer-to-Peer Roundtable Extravaganza (All) Advanced Technology Vehicles: Service & Maintenance (Mechanical – Technical) Lip Service: First Class Telephone Skills (All) Aftermarket Telematics: Separating Fact from Fiction (All) Ignite the Internet (All – Management) X-Ray Estimating: An Ace Up Your Sleeve (Collision – Management) Happy Hour & Vendor Showcase (All) Industry Reunion & Casino Royale (All)

_____ 7:30 – 11:00 a.m. _____ 7:30 – 11:00 a.m. _____ 8:00 – 11:00 a.m. _____ 8:00 – 11:00 a.m. _____ 9:00 – 11:00 a.m. _____ 11:30 – 1:30 p.m. _____ 1:30 – 3:30 p.m. _____ 1:30 – 3:30 p.m. _____ 1:30 – 3:30 p.m. _____ 1:30 – 4:30 p.m.

I-CAR Vehicle Technology & Trends 2014 (Collision – Technical) Practical Lab Scope Use & Setup (Mechanical – Technical) Selling from the Inside Out (All – Management) Stand Out! Differentiate or Disappear (All –Management) Collision Center Parts Management (Collision – Management) Lunch & Keynote Address “Still Standing” (All) Structural Repair & New Vehicle Design (Collision – Management) Competing in a Consolidated Marketplace (Collision – Management) Taking Charge of Your Life & Business (All – Management) Start Your Marketing Machine (All – Management)

Friday, April 11

Optional Tickets: Industry Reunion & Casino Royale, Thursday, April 10, 7:00 – 9:30 p.m. _____ @ $35 ea……………………...............= $ ____________________ Lunch & Keynote Address, Friday, April 11, 11:30 a.m. – 1:30 p.m. _____ @ $20 ea……………………........………..… = $ ____________________ (Note: Lunch is included with all full-day registrations on Friday) Total: $ ____________________ Payment Options: _______Check payable to AASP-MN _______Credit Card (Visa, MasterCard & Discover accepted) Credit Card Number: _______________________________________________________ Expires: ___________________________________ Billing Zip Code: ________________________________________ Today’s Date: _________________________________________________ Signature: __________________________________________________________________________________________________________

Housing: Make your hotel room reservations by calling 651-731-2220. Be sure to tell the reservationist you are with the AASP room block.

Reservations must be received by March 21, 2014 to guarantee the rate of $89!

Return with payment to:

AASP-MN / 1970 Oakcrest Ave., Suite 102 / Roseville, MN 55113 Phone: 612-623-1110 or 800-852-9071 / Fax: 612-623-1122 / Email: aasp@aaspmn.org Cancellation policy: Refunds require 48 hours notice.

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Complete Health, Environmental &?Safety Services

By Janet L. Keyes, CIH, CHESS, Inc.

STAY GROUNDED!

Do you read the warnings on gas pumps? The ones that say “Static Electricity Spark Explosion Hazard”? Gasoline isn’t the only liquid that can create a spark hazard. It can occur from transferring or pouring nearly any liquid with a flash point close to or less than the temperature of the liquid. If you’re using brake cleaner or lacquer thinner in your shop, the liquid is probably at about 70°F. The flash points of those are close to 0°F. Pour some brake cleaner onto a floor to clean up an oil spill, and there’s a good chance you’ll have a fire.

The flash point is the temperature at which a liquid gives off enough vapors that it can form an ignitable mixture in air. If you take a pan of gasoline outside when it’s 0°F and hold a match above the liquid’s surface, the vapors will flash. The flash point of gasoline: About -45°F. If you try to do the same with diesel fuel at 0°F, nothing will happen because the flash point of diesel is around 140 – 160°F. Because the temperature around us is usually under 100°F, chemicals with flash points below that are particular fire hazards.

All automotive repair shops have gasoline, of course. That’s one of the most flammable liquids you deal with routinely. The paints thinned or cleaned up with lacquer thinner have flash points under 100°F. So do many degreasers and brake cleaners.

When these materials are stirred up in any way (pouring, filtering, stirring), they build up electrical charges. How much of a charge depends on the amount of liquid and how much it is agitated. If it’s enough of a charge, it could spark. Combine flammable vapors with a spark, and you’ll have a fire.

Petroleum products are quite good at building up a charge. Solvents that readily mix with water, such as methanol in windshield washer fluid, aren’t as good. Those solvents are more conductive, so they don’t keep on accumulating electrical charges.

You’ve heard of the parlor trick of putting out a lit match in a container of gasoline. It works if you’re fast, because what actually ignites are the gasoline vapors, not the liquid. The gasoline evaporates and dissipates, resulting in a range of concentrations, from very high to low, in the air above the container. When the concentration is between about one and seven percent, a tiny spark will readily ignite the vapors. At higher concentrations, the air/gasoline mixture is too rich to burn. At lower concentrations, it’s too lean.

Different solvents have different flammable limits.

When you pour that brake cleaner or lacquer thinner into another container, you’re agitating it, building up its electrical charge.

And it’s evaporating, so you’re creating a flammable atmosphere just above the container. Those are perfect conditions for fire.

You can control the amount of evaporation by keeping containers closed when they aren’t in use. But it’s obviously difficult to control that when you’re pouring out the product. So, instead, control the electrical charge.

Controlling the buildup of an electrical charge is done by bonding and grounding equipment. Bonding is done to equalize the charges between the two containers. To do it, the metal container from which the liquid is dispensed is physically connected to the re20 February 2014

ceiving container. That can be done by using a bonding wire or, if you’re lucky, by making sure the two containers touch each other.

If you rely on the containers touching, however, you can’t be sure you have a good, consistent bond. Additionally, you might create a spark when you move the containers so they touch. Using a bonding wire is much more reliable.

Grounding is done by connecting the container to something that goes to the earth/ground. That gives the electrical charge someplace safe to go. The best grounds are usually metal rods driven into the ground or cold water pipes. Don’t ground to gas lines or to your sprinkler system. Grounding to the sprinkler system is prohibited by the Fire Code, because of the potential for damage to the system from stray electrical currents or galvanic corrosion. And don’t connect to just anything made of metal, assuming it’s a ground – it has to actually go to earth. We once saw a grounding wire from a drum of flammable liquid connected to a portable wire shelving unit. That’s not grounded.

All you need to ground containers is a wire and two clamps that can conduct electricity. The wire doesn’t have to be heavy-duty, because it won’t be carrying much current. An uninsulated wire allows you to readily check for damage. Scrape enough paint and dirt off your container or use a clamp that will poke through any coatings to ensure a good metal-tometal connection.

If you dispense from drums kept in a flammable liquids cabinet, ground the drum to the cabinet and then ground the cabinet. Those cabinets are usually equipped with grounding lugs for just that purpose.

Small containers, such as the five-gallon drums we often see used for thinner, can and should be grounded. There’s no cutoff for the size at which grounding isn’t needed. Although the static electricity risk from small containers is much less than from large ones, the fire rules do not make an exception for small containers.

Plastic drums can’t be grounded, although they can build up static charges. It would be uncommon to see petroleum solvents in plastic drums. More often, those are used for water-mixed solvents such as methanol, which are not as much of a static charge hazard.

Even though you can’t really ground those containers, be sure to bond to the receiving container when you dispense, to equalize the charge.

Automotive shops aren’t likely to get away from using flammable liquids. But we can reduce the risk. Use these liquids only for their intended purpose. Use them with good ventilation. Keep them away from things that spark. Bond and ground.

If you have questions about fire hazards, the use of flammable liquids, OSHA grants or other safety or environmental issues, contact CHESS at (651) 481-9787; toll free at (877) 482-4377 or carkey@chess-safety.com. CHESS specializes in helping small- to medium-sized business with occupational health and safety issues.

We have been providing services to the automotive industry for over 20 years.

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Cash in on Your Member-

CBIZ AIA CBIZ AIA is the recommended insurance agency for property & casualty, workers’ comp and group benefits coverage for members of AASP-MN. CBIZ AIA has developed a program designed specifically for members of the Association, which includes: • CBIZ AIA and United Fire Group created a policy with forms specific to the garage industry. There is special pricing for AASP-MN members and the opportunity to qualify for a dividend based on the group’s performance.

• CBIZ AIA and Meadowbrook Insurance continue to offer a workers’ compensation program to AASP-MN members. Meadowbrook offers very competitive rates, and has returned an average eight-percent dividend to participating members for the past 10 years!

• CBIZ AIA, United Fire and Meadowbrook have made this program available to all the contracted United Fire agents in the state of Minnesota. If you or your agent wants more information on how to gain access to the program, contact Dennis Spindler at (763) 549-2238.

• CBIZ AIA offers a full line of employee benefits. Dennis Begley brings over 30 years of experience in the business. He can customize your employee benefits plan, focusing on the budget of the owner and the needs of the employees.

• CBIZ AIA offers a full line of personal insurance products as well. With over 20 carriers, CBIZ AIA has the flexibility to offer you the best coverage at an affordable price.

For more information, give us a call.

Dennis Spindler (763) 549-2238 dspindler@CBIZAIA.com

Scott Murphy (763) 549-2243 smmurphy@CBIZAIA.com

Dennis Begley - Group Benefits (763) 549-2260 dbegley@CBIZAIA.com

AASP-MN MEMBER BENEFIT PROGRAMS WORKERS’ COMP INSURANCE Meadowbrook Insurance Group Contact: Scott Murphy 763-549-2243 / smmurphy@cbizaia.com Up-front scheduled credit makes Meadowbrook one of the most competitive programs around for Worker‘s Compensation insurance. In addition, members are eligible to receive an annual dividend based on the group’s loss ratio. For more information, log on to www.wcpolicy.com/aaspmn.

PROPERTY/LIABILITY & EMPLOYEE BENEFITS 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 and medical, dental, life and disability 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.

UNIFORM & LINEN SUPPLIES AmeriPride Services Contact: Jim Dillon 651-955-1398 • Fax: 952-738-3318 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 • Fax: 952-933-4595 mach@mdrha.com Competitive rates for AASP-MN members. Terminals and printers sold at cost. Monthly rental of equipment is also available.

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INDUSTRIAL & PAPER PRODUCTS Wipers & Wipes, Inc. Contact: Dennis Julson Phone: 651-486-4866 Fax: 651-486-4859 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.

LEGAL CONSULTATION Fryberger, Buchanan, Smith & Frederick Phone: 800-496-6789 Fax: 218-725-6800 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.

TECHNICAL INFORMATION HOTLINE IDENTIFIX Phone: 800-288-6220 Fax: 651-633-2188 Members enjoy discounted prices on the industry’s #1 technical information hotline. One free call is extended to all first-time AASP-MN member callers.

BUSINESS FORMS/CALENDARS AASP-MN Contact: Jodi Pillsbury Phone: 612-623-1110 or toll free 800-852-9071 Fax: 612-623-1122 / jodi@aaspmn.org Discount rate on printed business forms and calendars.

REPLACEMENT PARTS Dorman Products Phone: 800-868-5777, ext. 5329 Website: www.dormanproducts.com AASP members receive insider information, special access and other perks from Dorman Products, a leading supplier of dealer “exclusive” automotive replacement parts.

SHOP SERVICES Summit Software & Mobile Solutions Contact: Frank Terlep 888-377-2661 / fterlep@summitsoftwaresolutions.com.

Website: www.emarketingsherpas.com AASP members receive a $50 discount on their annual e-Marketplace subscription, a digital marketing system that includes mobile phone apps and a complete customer service, sales, marketing, advertising and communication platform.

INFORMATION PROVIDERS Mitchell1 Contact: Mitchell1 Representative Phone: 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 Phone: 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.

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.

AASP News

MANAGEMENT SYSTEMS Shop-Probe Auto Body Management System 800-524-8104 / www.shopprobe.com Shop-Probe is one of the most user-friendly and affordable collision management systems on the market today. The system interfaces with every major estimating system as well as the QuickBooks accounting system. Shop-Probe’s excellent customer support and personal attention to detail is what sets it apart from the competition. AASP members receive a 10% discount off the price of the management system and any addon products. Call for more information.

BUSINESS COACHING 180BIZ 540-833-2014 / info@180biz.com Website: www.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 one-on-one coaching plans without longterm 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.

WEBSITE AND INTERNET MARKETING SOLUTIONS Net Driven Contact: Jon Napoli 218-623-7351 / 218-310-7285 Net Driven is a market leader in website and internet marketing solutions designed exclusively for the automotive industry. Net Driven assists independent tire and automotive industry dealers who are looking to increase revenue by selling more tires, service, and wheels.

AASP-MN members who choose Net Driven are eligible for a $500 discount off their 1st year setup fees. For more information, contact Jon Napoli.

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