Hammer & Dolly January 2017

SHOP CONSOLIDATION: Where Do We Go from Here? www.wmaba.com

January 2017 Volume 11, No. 1 $5.95 www.grecopublishing.com

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CONTENTS January 2017

COVER STORY 38

SHOP

CONSOLIDATION: WHERE DO WE GO FROM HERE?

Preparing for an unknown future. BY JOEL GAUSTEN

LOCAL NEWS BY CHLOE DURANTE 16 ADVANCED TECHNOLOGIES EXPLORED AT WMABA ANNUAL MEETING

Members meet for education and fun.

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An area facility gets a TV spotlight.

WMABA SHOP FEATURED IN CBS NEWS REPORT

NATIONAL NEWS 22 AASP/NJ TO AUCTION 40TH ANNIVERSARY NUB-CUSTOMIZED HARLEY-DAVIDSON AT NORTHEAST® 2017

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8 10

A preview of the industry’s biggest regional event.

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BEATING THE “TECHNICAL TSUNAMI:” I-CAR EXPANDS TRAINING AWARENESS

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Bringing valuable resources to a changing profession.

TECHNICAL FEATURE 30

DEPARTMENTS

REPLACING A QUARTER PANEL – THE RIGHT WAY: PART 2 A post-SEMA review of a critical topic.

BY LARRY MONTANEZ III, CDA AND JEFF LANGE, PE

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45 46

Calendar of Events

A Message from Thomas Greco Publishing THOMAS GRECO AND JOEL GAUSTEN Executive Director’s Message JORDAN HENDLER

WMABA Sponsorship Page Member Spotlight: Kenwood Auto Body CHLOE DURANTE

WMABA Membership

Application

President’s Message MARK SCHAECH, JR.

WMABA Board of Directors

Advertisers’ Index

Stock Images © www.istockphoto.com

January 2017

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YOU tell us what and when and WE worry about how to get you the right parts when you need them.

How do we do it?

• 80 wholesale professionals SERVING professionals • $5.6 million on-site inventory • 24-hour work schedule • Regional / national parts locating • Same night manufacturer deliveries • 24-hour return / credit process • Automated order delivery and tracking

But really, it's not about us...

IT'S ALL ABOUT YOU!

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January 2017

January 2017

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Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS

CLASS LISTINGS

January 11, 2017 SCRS Board of Directors Me eting Hilton Palm Springs, Palm Springs, CA For info, visit scrs.com

January 11-12, 2017 Collision Industry Conferen ce Hilton Palm Springs, Palm Springs, CA For info, visit ciclink.com

January 4, 2017

PLASTIC & COMPOSITE REPAIR

Finish Masters, Springfield, VA

January 5, 2017

UNDERSTANDING THE CYCLE TIME PROCESS

Criswell Collision Center, Annapolis, MD

January 10, 2017

PLASTIC & COMPOSITE REPAIR

Subway Auto Body, Gambrills, MD

January 11, 2017

Finish Masters, Springfield, VA

January 26, 2017

ADHESIVE BONDING

Criswell Collision Center, Annapolis, MD

February 1, 2017

WHEEL ALIGNMENT & DIAGNOSTIC ANGLES

ADHESIVE BONDING

N T Auto Body Inc., Alexandria, VA

UNDERSTANDING THE CYCLE TIME PROCESS

Lindsay Collision, Springfield, VA

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Finish Masters, Springfield, VA

January 12, 2017

ADHESIVE BONDING

Frederick Co. Career & Tech, Frederick, MD PLASTIC & COMPOSITE REPAIR

Finish Masters, Springfield, VA

February 2, 2017

Frederick Co. Career & Tech, Frederick, MD

STEEL UNITIZED STRUCTURES TECHNOLOGIES & REPAIR

Criswell Collision Center, Annapolis, MD

SECTIONING OF STEEL UNITIZED STRUCTURES

Finish Masters, Springfield, VA

January 25, 2017

STEERING & SUSPENSION DAMAGE ANALYSIS

N T Auto Body Inc., Alexandria, VA

January 2017

SECTIONING OF STEEL UNITIZED STRUCTURES

Criswell Collision Center, Annapolis, MD

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Subway Auto Body, Gambrills, MD

Waldorf Toyota, Waldorf, MD

COLOR THEORY, MIXING TONERS & TINTING

Subway Auto Body, Gambrills, MD

N T Auto Body Inc., Alexandria, VA

CORROSION PROTECTION

Frederick Co. Career & Tech, Frederick, MD

February 7, 2017

January 18, 2017

January 19, 2017

PLASTIC & COMPOSITE REPAIR

February 21, 2017

Criswell Collision Center, Annapolis, MD

Criswell Collision Center, Annapolis, MD

Finish Masters, Springfield, VA

February 16, 2017

STEERING & SUSPENSION DAMAGE ANALYSIS

February 8, 2017

CORROSION PROTECTION

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SQUEEZE-TYPE RESISTANCE SPOT WELDING

ADVANCED STEERING & SUSPENSION SYSTEMS DAMAGE COLOR THEORY, MIXING TONERS & TINTING

Caliber Collision Center â&#x20AC;&#x201C; Sterling RX, Sterling, VA MEASURING

Caton Auto Body, Laurel, MD

February 9, 2017 MEASURING

Frederick Co. Career & Tech, Frederick, MD

REPLACEMENT OF STEEL UNITIZED STRUCTURES

Criswell Collision Center, Annapolis, MD

February 15, 2017

AUTOMOTIVE FOAMS

Finish Masters, Springfield, VA

STRUCTURAL STRAIGHTENING STEEL

Wayside Body Shop Inc., Denton, MD

ALUMINUM EXTERIOR PANEL REPAIR & REPLACEMENT

February 22, 2017

ADHESIVE BONDING

N T Auto Body Inc., Alexandria, VA

STRUCTURAL STRAIGHTENING STEEL

Finish Masters, Springfield, VA

February 23, 2017

COLOR THEORY, MIXING TONERS & TINTING

Criswell Collision Center, Annapolis, MD

HAZARDOUS MATERIALS, PERSONAL SAFETY & REFINISH SAFETY

Finish Masters, Springfield, VA

February 28, 2017

BLUEPRINTING PROCESS & DAMAGE DISCOVERY

Caton Auto Body, Laurel, MD

www.i-car.com or (800) 422-7872 for info

TGP, Inc.

A MESSAGE FROM

THOMAS GRECO PUBLISHING TEN YEARS AND COUNTING We’re extremely proud to say that this issue of Hammer & Dolly marks Greco Publishing’s 10th anniversary at the helm of one of the most revered magazines in the collision repair field.

Back in 2007, we partnered with WMABA to produce a new version of their flagship publication. Stepping into that role, we knew that expectations would be high as we followed in the footsteps of industry legend Sheila Loftus.

Looking back at our first 10 years with Hammer & Dolly, we feel we have met and perhaps even exceeded these expectations. Of course, we couldn’t have done this without a whole lot of help along the way.

Many people from WMABA and beyond worked to make Greco Publishing’s involvement with Hammer & Dolly a success. WMABA Executive Director Jordan Hendler has been the best partner anyone could ask for, regularly working with us in shaping a publication that speaks to the needs, interests and goals of the automotive repair community we serve. Aaron Schulenburg’s guidance in the early days of the transition was immeasurable, and he was absolutely instrumental in creating our magazine’s voice and overall feel. Barry Dorn, Torchy Chandler, Don Beaver, Brad Whiteford and Mark Schaech, Jr. are just some of the other association members who have contributed to Hammer & Dolly’s strength over the past decade. Of course, our magazine would be WMABA OFFICERS PRESIDENT

VICE PRESIDENT

TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

Rodney Bolton (rbolton@aacps.org) 443-386-0066 Kevin Burt (kevinburt@walkermillcollision.com) 301-336-1140 Barbara Chase (barbara@siskautobody.com) 301-855-5525

ADMINISTRATION

nothing without the advertisers, contributing writers (especially our veteran technical experts, Larry Montanez and Jeff Lange) and interview subjects who add life to our pages.

“Thank you” is nowhere near enough to express how much we’ve appreciated everything you’ve offered and committed to us.

We would also like to thank the thousands of body shop personnel, vendors and other industry representatives who read and support Hammer & Dolly every month. It is humbling that you have stood by us for so long now, and we’re honored to be a part of this endeavor as it carries on into the future. As always, our phones and doors are open to you if you have interesting news to share, seek information on major industry topics or simply want to share your feelings on the industry. We look forward to hearing from you as we continue to work together in building the strongest WMABA community and magazine possible.

Thomas Greco, Publisher Joel Gausten, Editorial Director H&D

Ben Gibson (bgibson@harrisonbodyworks.com) 804-355-8151 Ashley Kruger (akruger@baughautobody.com) 804-285-8045 Bill Hawkins (whawkins@mybmwannapolis.com) 410-349-2578

EXECUTIVE DIRECTOR Jordan Hendler (jordanhendler@wmaba.com) 804-789-9649 WMABA CORPORATE OFFICE P.O. Box 3157 • Mechanicsville, VA 23116

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Our first and latest!

Mark Schaech, Jr. mark@marksbodyshop.com 410-358-5155 Torchy Chandler torchy.chandler@gmail.com 410-309-2242 Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928 Phil Rice phil@ricewoods.com 540-846-6617 Don Beaver Dbeaver@antwerpenauto.com 443-539-4200 ext. 17061

BOARD OF DIRECTORS

January 2017

(973) 667-6922 info@grecopublishing.com

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR CREATIVE DIRECTOR EDITORIAL ASSISTANT OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com

Alicia Figurelli alicia@grecopublishing.com

Joel Gausten joel@grecopublishing.com

Lea Velocci lea@grecopublishing.com

Chloe Durante chloe@grecopublishing.com

Donna Greco donna@grecopublishing.com

PUBLISHED BY TGP, Inc. 244 Chestnut St., Suite 202 Nutley, NJ 07110 973-667-6922 FAX 973-235-1963 Reproduction of any portions of this publication is specifically prohibited without written permission from the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of the Washington Metropolitan Auto Body Association (WMABA). Copyright © 2017 Thomas Greco Publishing, Inc.

January 2017

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EXECUTIVE DIRECTOR’S

MESSAGE

Jordan Hendler

(804) 789-9649 jordanhendler@wmaba.com

2017:

NEW YEAR, STARTING OVER

I want you to have a successful 2017. I want you to achieve all your goals, break all your bad habits, and be a better person.

Even if that just means attempting to get closer to all of the above.

Timeliness of messages can mean everything. So I have a different sort of “New Year’s” goal for you: Change your thinking towards being grateful. Rather than say “I have to go to work,” try instead “I have enough healthiness that I get to go to a job that provides a roof over my head and a pillow under it and supports my family and others.” Shifting your perspective can bring about entire life changes in positive directions. Thinking about all the blessings you already have can give you the positivity to gain more. As adults, we don’t hear that like we do when we are kids, and it’s even more important now!

I have a friend who is always smiling, so I’ve asked them why and how they are so happy. The answer surprised me: they’re not always happy. But they put the smile on so that they are always closer to it than if they went around frowning. I loved that, and I think that is important for all of us who have people depending on us, or looking up to us for direction – work or otherwise.

My personal goals have to do with being a good Christian, mom, yogi, business owner, but most importantly being

grateful for getting to do all those things and more. This is something I’m doing with you, if you’ll take me up on it. I want to be kinder, more understanding, and to strive to take the high road wherever possible. It’s a tough one in this industry, when you’re hit from every angle. The easy road is to get negative, but the better path is to maintain your direction.

In case you missed it in the last paragraph, I’m a yogi (I do yoga, a lot). There are several initial thoughts people have when I say that, like “tree-hugging,” “hippy-ish,” or “that’s not real exercise” depending on preconceived notions. For me, it’s about mental health first and then physical health, but I actually think it can be whatever the person wants, because there’s all different kinds of yoga and it varies by whoever is teaching and the person practicing it. Just recently, I’ve started competing in USA Yoga; one of the many things I've learned so far is this is also a real sport. And sports of any kind provide great relief from the pressures of life.

Yoga helps me to gain mental clarity for relief of pretty bad anxiety, for when the negativity gets tough to get through. I believe that physical exercise is a great thing to getting past these bad thoughts, because you look better and you feel better. If you’re not physically healthy, then feeling bad leads to thinking bad and losing track of gratefulness.

Whatever helps you get that positive, mindful gratefulness in your life, make it a priority this year. If it reveals you need to make a change, then find a trusted confidant to talk it through and if you find agreement, make that change for the better. Life’s too short to spend it in a pressure cooker, so hit the timer and put gratitude in the attitude! H&D

Check the WMABA website and newsletters for regular updates and reports from the Executive Director’s perspective.

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January 2017

THANKS

YOU WMABA thanks their generous supporters of the

LEVEL 1

Corporate Sponsor Program for 2017!

We encourage YOUR SUPPORT of those who SUPPORT US! For more information about the sponsorship program, please contact Executive Director Jordan Hendler at (804) 789-9649 or email jordanhendler@wmaba.com

www.wmaba.com

LEVEL 2 Automotive Training Institute Certified Automotive Parts Association FinishMaster Mid-Atlantic Paint & Supply National Coatings and Supplies WheelsOnsite

January 2017

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MEMBER

Stories from WMABA facilities.

SPOTLIGHT Kenwood Auto Body Unlike most shop owners, Ken Steiding of Kenwood Auto Body did not have a single family member who worked in the automotive industry, but he still always had a passion for cars. Now, after 26 years of being in business, Steiding’s two 10,000-square-foot, MDbased facilities (one in Gaithersburg and one in Germantown) are able to bring in $4.5 million in revenue every month thanks to 36 valued employees. With over 40 working bays under the Kenwood Auto Body banner, there is hardly a moment’s rest at either shop location. But according to Steiding, that’s exactly what keeps his business alive.

“Consistency is the key. We have a pretty good namesake. We consistently put out a good product, and that’s what keeps the customers coming back. Even though we are so busy, we always put the customer first and keep them informed every step of the way.

They need to know what’s going on with their vehicle.”

Managing a crew of dozens can be hectic at times, but every single person is a vital member of the Kenwood Auto Body team. In fact, many of Steiding’s employees have been with him from the very beginning. With a focus on the future, the shops also work very closely with vocational schools to bring in talented students as helpers and apprentices.

“I have some guys who have been with me a long time, but I also have a lot of young guys coming here through the vocational school programs who are still in the learning process. It’s really important to get them in the shop, even starting out just as helpers, because they are the future of this industry and we need to invest in them. Sometimes they come in and want to be rich right away, [but] the reality is that it takes time to master this craft, and it is not easy.

It’s not meant for everyone; I get that, but it’s a great career. Those willing to put in the time will be the ones who truly benefit.”

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January 2017

BY CHLOE DURANTE

Kenwood Auto Body is a proud member of the WMABA community.

Finding young candidates willing to put in the time and effort in order to become quality technicians has been the leading issue of the industry for many years; however, there are even more pressing matters on Steiding’s mind.

“As far as being an independent shop, there is a concern about these bigger players buying out the small shops. The market is shrinking, and a lot of the guys I used to compare notes and bounce ideas around with are gone. There’s not many of us left, especially in my area, so it’s important we maintain the momentum.”

According to Steiding, being a member of associations like WMABA allows his shops to stay up to date with all that’s happening in the industry.

“With all the changes coming with pre- and post-repair scanning and calibration, the association serves as an excellent resource for us and is really an ally. I think if everybody contributes to WMABA, they will be able to have the manpower to really help the independent shops keep up with changes and stay in business.”

Despite its ups and downs, the automotive industry provides Steiding with a sense of accomplishment and gratification that nothing else can compare to. He is looking forward to growing his business even further.

“When my son Mark graduated from college several years back, I asked him to come to work with me – just for a summer – to see if it was something he was interested in. Lo and behold, he’s doing amazing and running our Gaithersburg shop. I do plan on retiring in the future, and I want my son to take over the business. I know he will make me proud.” H&D

Y! JOIN TODA

January 2017

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LOCAL

NEWS ADVANCED TECHNOLOGIES Explored at WMABA Annual Meeting On December 8, WMABA held their Annual Membership Meeting at Mike’s Great American Restaurant in Springfield, VA with special guest Dave Gruskos of Reliable Automotive Equipment. Entitled “The Future of OEM Procedures, Repairs and Advanced Materials,” Gruskos’ presentation covered everything from accident avoidance systems

to the dos and don’ts of safe repairs to future trends of the industry.

“Safety, safety, safety. I can’t stress it enough,” said Gruskos as he addressed the room. “If you’re doing welding, for example, the argon gas released in the process is heavier than air. It can settle in the lungs.

You need to have a filtration system in your

shop. We owe it to ourselves to be there for our grandchildren, and we owe it to our workers to let them be there for their grandchildren as well.”

In addition to emphasizing the importance of having a safe and secure shop environment, Gruskos spent much of his discussion on how to repair technologically

The 2017-2018 WMABA Board of Directors. Back row left to right: Kevin Burt (director), Don Beaver (immediate past president), Phil Rice (secretary), Mark Schaech Jr. (president), Rodney Bolton (director), Bill Hawkins (director). Front row left to right: Torchy Chandler (vice president), Barbara Chase (director), Ashley Kruger (director). Not pictured: Barry Dorn (treasurer), Ben Gibson (director)

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January 2017

A great year-end gathering.

BY CHLOE DURANTE

The Annual Meeting also saw the election

of two new members to the WMABA Board of Directors: Ashley Kruger of Baugh Auto Body and Bill Hawkins of BMW of Annapolis Collision

Center. For information on WMABA

membership and upcoming events, visit wmaba.com. H&D

Dave Gruskos of Reliable Automotive Equipment delivered a special technical presentation during the Annual Meeting.

advanced vehicles. Although the repair information is out there, not all shops are up to speed with calibration – the key aspect of repairing a vehicle with collision avoidance systems.

“Any car with an advanced system such as a backup camera needs to be calibrated. It’s that simple. Unfortunately, there are shops out there who haven’t even heard of calibration!”

In a collaborative effort to assist in making repair information as accessible as possible for shops, the OEM Collision Repair Roundtable has created oem1stop.com, which has various manufacturer position statements in one place. As helpful as this information may be, Gruskos stressed that without the proper training and certification, technicians will simply be unable to perform necessary procedures.

“The average certified shop’s top technician spends six weeks a year out of the shop in training. Ninety percent of shop owners are like, ‘I’m not doing that.’ Well, if you’re not, you’re just going to be out of the game.”

Speaking with Hammer & Dolly following the meeting, WMABA Executive Director Jordan Hendler noted how important it is for shops to align with the association to receive this level of industry insight.

“The Annual Membership Meeting is my favorite event for the members to spend some time together around the holidays and for them to receive valuable information about upcoming and current repair or manufacturer changes.”

January 2017

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LOCAL

NEWS WMABA Shop Featured in CBS News Report Baugh Auto Body took their issues straight to mainstream media.

(Image source: wtvr.com)

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January 2017

ho really has the final say on what automotive parts should be used on a repair? More importantly, what is this decision based on? We all know the difference between OEM parts, aftermarket parts and recycled parts, but do the consumers? The answer is a very likely no.

This past November, WTVR CBS 6 News paid a visit to Baugh Auto Body Truck and Repair, Inc. in Richmond, VA in order to shed some light on the ongoing issue of the shop receiving parts of questionable quality from vendors. After repeatedly receiving rusty and damaged parts without being given any verification that the parts were safe to use, Baugh Auto Body decided it was their obligation to raise awareness on what was happening in their shop. Ashley Kruger, the facility’s head of marketing and operations, spoke with Hammer & Dolly about the CBS 6 experience.

“CBS was in the shop one day taking care of some business when my father mentioned the major issue we were having with parts and asked if they were interested in possibly doing a story on it. So, they agreed to interview us.”

Kruger went on to explain the level of difficulty the shop faces every single day when attempting to gather information on parts from suppliers.

“When we call a vendor with valid questions about the part they sent to us – “What happened to the vehicle this part was taken from?” “How many miles did the vehicle have?” “Have you Magnafluxed it?” – we cannot get answers. So how are we supposed to know if this is a safe part to put back on the car?”

The simplest answer is you don’t. Why? Because if this information was publicly advertised, these parts wouldn’t even make it out the door simply based on their rusty exterior, never mind the part’s actual functionality. If it is the shop’s responsibility to inform their customers of

W

what parts are being used during a repair, how can they possibly provide all the necessary information if they don’t have it? Kruger believes creating a certification system for parts is the answer.

“These terms that are used to describe parts are subjective – ‘good,’ ‘quality,’ ‘safe’ – but what is really considered good or quality or even safe? Our push is to have a system set in place that calls for the part to meet certain guidelines in order to be certified.

“Our main goal in publicizing this is making consumers aware,” she continues. “It is our intention to create a conversation with the consumer to ask questions about the safety of the parts being used; we need the Automotive Recyclers Association [ARA] and their vendors to ensure the safety of the part by having it certified.”

In response to the CBS 6 story, ARA President Michael Wilson issued a letter to WTVR noting that shops hold the responsibility for informing their customers, adding that “an insurance company would not demand a specific part that is clearly unacceptable to be installed.”

If this is the case, why are these parts being sent to shops in the first place? Wilson went on to explain that there are always extenuating circumstances when it comes to a repair, and that parts used on an older model vehicle (usually seven-plus years old) are not always going to meet OEM standards. Baugh Auto Body insists that although the part may not meet OEM standards, the salvage vendors still must certify that it is safe before delivering it to the shop.

In the end, it seems the definition of an inadequate part is still quite fuzzy. Until there is universal understanding among insurers, suppliers, repairers and consumers about parts usage, Baugh Auto Body and

Educating consumers through major media.

BY CHLOE DURANTE

Ashley Kruger works with her father, Gerry, in ensuring that customers at Baugh Auto Body receive safe repairs done with dependable parts.

others will work to make customers aware of their right to request OEM parts.

The WTVR report can be viewed at wtvr.com. H&D

Executive Director’s Thoughts

When a shop has an issue like this, sometimes it is the best course of action to bring in the news. Also, “behind the scenes,” many members will push forth issues like this through the association to find resolution. Either way, what’s right is right, and when it’s wrong it needs to be resolved for our customers.

- Jordan Hendler

January 2017

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January 2017

PHONE: 732-495-7900 FAX: 732-495-7904 E-MAIL: bill@rae1.com www.raeservice.com VISIT US ON FACEBOOK www.facebook.com/ReliableAutomotiveEquipment

NATIONAL

NEWS

AASP/NJ to Auction 40th Anniversary Nub-Customized Harley-Davidson at NORTHEAST 2017

The Alliance of Automotive Service Providers of New Jersey (AASP/NJ) is proud to announce that they will be auctioning a customized 2017 Harley-Davidson Softail Slim motorcycle at the 40th annual NORTHEAST® Automotive Services Show, held March 17-19 at the Meadowlands Exposition Center in Secaucus, NJ. The bike will be displayed at the AASP/NJ booth, where two of the industry’s most talented artists will finish the customization on the show floor.

AASP/NJ Board member Dave Laganella of Peters Body & Fender (Oakland, NJ) originally came up with the idea to bring the motorcycle to the NORTHEAST Show.

“Every year, we have seen the show grow more and more. This year, I wanted to bring attendees to the show with something different.

I know that members of our industry really like to watch cars and bikes get built, so I thought doing some type of build or customizing at the show would really bring in a crowd.”

Every single piece of metal that could be customized was sent off to industry legend Nub of Nub Grafix (Walden, NY) to give the bike a totally revamped custom paint look in support of NORTHEAST’s

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January 2017

An industry mainstay turns 40.

To find out more about how you can be a part of the NORTHEAST 2017 Automotive Services Show, visit aaspnjnortheast.com.

For more information about AASP/NJ, visit aaspnj.org.

40th anniversary. Jeff McDowell, AASP/NJ president, is excited to celebrate this milestone with his peers.

“The idea to customize a motorcycle in conjunction with NORTHEAST 2017, to me, symbolizes the continuous evolution of our flagship event. Last year, Nub and Javier Soto were on-site at NORTHEAST 2016, teaming up to do paint demonstrations at the Javier Designs booth throughout the weekend.

“This year, we’ve elevated their presence to the next level, and I personally can’t wait to see what amazing things they are going to do together in creating this special edition bike,” he continues. “If you’re a motorcycle enthusiast or just a fan of terrific custom paint jobs, you won’t want to miss attending NORTHEAST 2017 to see the final result of this project.”

The Harley will be sold through a silent action that will take place throughout the weekend of the NORTHEAST show. More details will be announced soon. For additional information on NORTHEAST (including how to register), visit aaspnjnortheast.com. H&D

Audi dealers strive to make you an Audi Genuine Parts fan •

Audi Parts Professionals are your subject matter experts on collision parts, replacement components and mechanical items.

•

Many Audi dealers offer technical service support hotline access that can reduce your repair times and help you meet an on-time promised delivery.

•

Installing Audi Genuine Parts contributes towards improved cycle time that makes both your customer and their insurance company happier.

•

Regardless of the age of your customer’s Audi, Audi dealers have access to over 200,000 part numbers.

No other supplier comes close.

Helping you do business is our business. Order Audi Genuine Parts from these select dealers.

Audi Arlington 3200 Columbia Pike Alexandria, VA 22204 703.739.7490 Fax: 703.684.8420

Audi Bethesda 5206 River Road Bethesda, MD 20816 Parts Direct: 240.762.5636 Parts Fax: 301.718.1847 www.audibethesda.com

Rockville Audi 1125 Rockville Pike Rockville, MD 20852 Parts Direct: 301.296.2870 Parts Fax: 301.762.5055 www.rockville-audi.com

Audi Virginia Beach 2865 Virginia Beach Boulevard Virginia Beach, VA 23452 Toll Free: 800.277.2122 Parts Direct: 757.687.3483 Fax: 757.687.3490 www.checkeredflag.com

Audi Annapolis 1833 West Street Annapolis, MD 21401 Parts Direct: 443.482.3280 Parts Fax: 443.482.3281 www.audiannapolis.com

Audi Chantilly 14839 Stonecroft Center Court Chantilly, VA 20151 703.956.2100 Fax: 703.956.2139 www.audichantilly.com

Audi Silver Spring 3151 Automobile Boulevard Silver Spring, MD 20904 844.413.6929 Fax: 301.890.3748 www.audisilverspringparts.com

January 2017

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THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. For Original BMW Parts, contact one of these authorized BMW centers: BMW of Annapolis 25 Old Mill Bottom Road Annapolis, MD 21409 410-349-2565 Fax:410-349-2586 www.mybmwannapolis.com

BMW of Fairfax 2805 Old Lee Highway Fairfax, VA 22031 800-879-2269 Fax: 703-641-8562 www.bmwoffairfax.com

BMW of Alexandria 499 South Pickett Street Alexandria,VA 22304 Direct: 703-684-5255 Fax: 703-647-1853 www.bmwofalexandria.com

Passport BMW 5000 Auth Way Marlow Heights, MD 20746 301-423-0733 Fax: 301-423-2717 www.passportbmw.com

Apple BMW of York 1370 Roosevelt Ave. York, PA 17404 800-839-1755 Fax: 717-843-2948 www.applebmwofyork.com

BMW of Sterling 21826 Pacific Blvd.

Sterling, VA 20166 888-954-8222 Fax: 571-434-7727 www.bmwofsterling.com

BMW of Silver Spring 3211 Automobile Blvd Silver Spring, MD 20904 866-737-8937 Direct: 301-890-3015 Fax: 301-890-3748 www.bmwofsilverspring.com

Northwest BMW 9702 Reisterstown Rd Owings Mills, MD 21117 410-363-1461 Fax: 410-363-7749 www.northwestbmw.com

24

January 2017

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Richmond BMW 8710 West Broad Street Richmond, VA 23294 800-237-0130 Direct: 804-527-6860 Fax: 804-965-6254 E-mail: tdailey@crownauto.com www.richmond-bmw.com

BMW of Rockville 1450 Rockville Pike Rockville, MD 20852 844-896-0015 Direct: 301-468-3325 Fax: 301-770-4659 www.bmwrockville.com

BMW of Catonsville 6700 Baltimore National Pike Baltimore, MD 21228 855-996-2906 410-744-2000 Fax: 410-818-2600 www.bmwofcatonsville.com

January 2017

25

NATIONAL

NEWS

Educators hit the road.

BY CHLOE DURANTE

BEATING THE “TECHNICAL TSUNAMI:” I-CAR Expands Training Awareness In their latest quest to promote the importance of training throughout the collision repair industry, I-CAR has made considerable strides across the country in getting shops, manufacturers and dealerships to assist in their awareness movement. With various recent seminars and events held across the country, I-CAR is working to ensure that all industry professionals hold safe repairs as their top priority. The question is, why is now the time for I-CAR to be taking these major steps in industry relations?

According to I-CAR Director of Business Development Nick Notte, “I-CAR has been focused on awareness from its inception. The need to inform our industry about new materials and technology, how they respond in a repair and those procedures relative to complete, safe and quality repairs has always been a priority for I-CAR. However, in 2016, we heightened our presence in the industry to reach out to those shop owners who traditionally have not trained their technicians. New materials and technology, and how vehicles are constructed today, demand that technicians be trained on how to repair them. We call the surge in changes coming from vehicle manufacturers the ‘technical tsunami,’ and every shop owner and technician needs to be able to meet its challenges.”

To address this technological evolution, I-CAR has made significant changes to their business team by hiring all new Regional Managers (RMs) to represent the I-CAR brand and really take things up a notch. Once the correct team was determined and ready, I-CAR RMs set forth on their mission to reach out to shop owners and managers.

“We gave [the RMs] the tools to talk with those non-training shop owners and managers to allow them to understand the need for training. We created a strategy, standard operating procedure and template for ‘awareness events’ and let the RMs do what they are good at. The results have been impressive.”

There is no doubt that much of the hesitation from shop owners to train their technicians derives from cost; however, I-CAR spent much of 2016 working to get the message across that “training pays.”

By monetizing the value of training, shops can see a return on their investment. I-CAR has created an online resource (i-car.com/ trainingpays) that can be used by any shop owner to calculate their specific ROI.

26

January 2017

I-CAR representatives and volunteers are working to reshape automotive education.

In 2015, I-CAR set a goal to bring in at least 1,885 new shops to train during the following year. As of October 2016, I-CAR had already surpassed that number.

“The most positive feedback has been the understanding of those who haven’t traditionally trained [or those who trained with I-CAR many years ago] that I-CAR has changed, and that training is a necessity, not a nice-to-have,” Notte says. “I-CAR has learned a lot about what the industry needs and wants relative to technical training. We’re building that into our courses moving forward. The realization from these folks that ‘I didn’t know what I didn’t know’ points to just how much more they can learn.”

More information on I-CAR is available at i-car.com. H&D

Executive Director’s Thoughts

Shops around the country are well-known to delay training because it’s seemingly against productivity. Continuing education should be a mandatory part of technician culture. Like it or not, there is no possible way to keep up with advancing tech and repair methods without it. What time you spend in training will increase work production and reduce hiccups due to lack of knowledge. - Jordan Hendler

28

January 2017

January 2017

29

TECHNICAL

FEATURE REPLACING A QUARTER PANEL – THE RIGHT WAY: PART 2*

At the 2016 SEMA Show, Larry Montanez offered a Repairer Driven Education (RDE) case study of the procedures for steel quarter panel replacements. The program discussed required operations and materials to replace a steel quarter panel on three procedurally similar vehicles: A 2015 Honda Accord, a 2015 Toyota Camry and a 2015 Audi A5. The concept and goal of this presentation was to have the attendees gain a better understanding of OEM repair procedures and protocols, where to locate them, how to decipher them and how to explain the additional operations and costs to restore the vehicle to its pre-loss condition. Joining method differences such as (but not limited to) Bonding, Silicone Bronze/MIG Brazing, MAG welding and STRSW were discussed.

Special attention was given to the calculations and explanations of feather, prime and block sand and weld zone area damage repair operations.

OEM steps were reviewed for the class in a broken-down format to better explain the hows and the whys for these procedures. In the case of Audi’s erWin, Larry asked the attendees the following questions:

Why does the battery need to be disconnected during repairs? Audi’s erWin explains that “before welding, you must disconnect both battery terminals and cover both battery posts.”

Are you performing post-collision inspections? The erWin explains that “after every accident, [the] seat belt system must be checked systematically.

If damage is determined when checking the test points, [the] customer must be informed regarding [the] necessity of changing belts. Before beginning separation work, straightening or dent

30

January 2017

removal, remove mechanically activating belt tensioners without load detection [release lock]. With electronically activating belt tensioners, the battery Ground [GND] strap must be disconnected.”

Are you pre-scanning the vehicle and post-scanning (in-house or at a dealer)?

The Audi erWin explains that “if electronic components were removed for service, and/or involved in a collision and then reused or replaced, these are to be checked for function according to the available documentation after installing. To do this, check all DTC memories with a tester and correct any possible malfunctions present.”

Are you pre-measuring the vehicle structure, steering and suspension components? According to erWin, “Damage to the running gear and assembly mountings, which could have serious effects later on, is sometimes not discovered when accident vehicles are being repaired.” The paragraph goes on to state the importance of visual checks and measurements of the structure mounting points, steering and suspension components that must be performed.

Do you road test every vehicle? The following is stated in erWin: “Finally, a proper road test after repairs ensures that the vehicle is safe to drive and can be handed over to the customer.”

There was also some time spent on how to look up the repair information and how to read the pictures using the “Legend” for the illustrations outlining cut areas, distances, welding operations, foam and adhesive

* A continuation of the Technical Feature in the November 2016 issue.

locations. Pictures of the vehicle disassembled, with quarter panel removed and inner structure exposed, were discussed to determine how many inner panels were damaged from the removal and installation and required repair and refinishing. (In this case, there were 20 areas).

It was emphasized that the final invoice is written during the triage. If the following procedures are adhered to, this will ensure nothing is forgotten and there should only be a supplement for dealer services. Lines in italics are repeated from part 1. Lines in standard print are new or additions.

Wash the vehicle prior to the damage analysis. This will ensure all damage can be seen and that the vehicle is free of any foreign substances prior to repairs beginning.

Walk around the vehicle for a visual inspection. Check panel gaps and operation, wheel position at each corner and look at panels for variations or deformities.

Take notes and photographs. Make sure photographs are taken at all steps.

This will assist in documenting the job not only for your liability, but also if a suit needs to be brought against the insurer for refusal to pay.

If vehicle is operational, start it and note the mileage and if any MILs are illuminated. Take a photograph to verify which MILs were or were not illuminated.

Scan the vehicle systems regardless of whether there were MILs preset. (Not all DTCs will set a MIL.) Print a copy for the file (hard copy or electronic), take note of history and current codes. You

What does your estimate look like?

BY LARRY MONTANEZ III, CDA & JEFF LANGE, PE

will need to look up the codes and make notes on the system they are related to.

Take some quick measurements. If any misalignment is found, then pre-measure the vehicle. In this case, there was no misalignment of structural components or mounting points for steering and suspension (or the components themselves). The only displaced components were those being changed as assemblies. Frame time was added for the pull to the outer wheelhouse panel.

Now, it is time to start writing the damage report â&#x20AC;&#x201C; but first, check the OEM repair procedures. Check only with the OEM website. (In this case, we used Audi erWin.)

BACK GLASS

SEATS & TRACKS

ROOF

CONSOLE

WINDSHIELD

PILLARS, ROCKER, FLOOR DOOR

RESTRAINT SYSTEMS ELECTRICAL

INSTRUMENT PANEL

continued on page 34

Have a technician disassemble the vehicle. After examination and verifications, disassembly was then performed. The vehicle was re-examined and benched, and the quarter panel was removed for another examination to finalize the damage report.

See below for the quarter panel categories as presented in the class: FRAME

EXHAUST SYSTEM WHEELS

REAR BUMPER

REAR BODY PANEL REAR LAMPS

TRUNK LID

QUARTER PANEL January 2017

31

It Takes Genuine Honda Collision Repair Parts To Achieve a Genuine Honda Fit. Honda collision repair parts are engineered and manufactured to Honda standards.

In the collision-repair business, time is money, and you canâ&#x20AC;&#x2122;t waste time on parts that almost fit properly. Use Genuine Honda replacement parts. Your reputation depends on it.

For Genuine Honda parts, contact these Authorized Honda dealers.

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Ourisman Honda 3371 Ft. Meade Rd. Laurel, MD 20724 Direct: 301-498-6050 Fax: 301-498-0157 www.laurelhonda.com

32

January 2017

Honda of Tysons Corner 1580 Spring Hill Rd. Vienna, VA 22182 PH: 703-749-6651 Direct: 866-658-0841 FAX: 703-821-4229 www.hondatysonscorner.com E-mail: juan.hidalgo@hondaoftysonscorner.com

Miller Honda 3985 Valley Pike Winchester, VA 22602 Direct: 800-296-5020 Direct Local: 540-868-9916 Fax: 540-869-1074 E-mail: bmorgan@drivemiller.com

January 2017

33

TECHNICAL FEATURE

continued from page 31

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After examination of the damage report, the final numbers were $16,665.27. The damage reports for the Honda Accord Coupe and Toyota Camry four-door were a little less (about $12,000) due to part price differences and the fact that refinishing over the roof and on to the right uni-side was not necessary.

See the estimate totals on page 31. If youâ&#x20AC;&#x2122;re interested in a class like this one (or on any other topic), please feel free to contact P&L Consultants. H&D

Larry Montanez, CDA is co-owner of P&L Consultants with Peter Pratti Jr. P&L Consultants works with collision repair shops on estimating, production and proper repair procedures. P&L conducts repair workshops on MIG & Resistance Welding, Measuring for Estimating and Advanced Estimating Skills.

P&L also conducts investigations for insurers and repair shops for improper repairs, collision reparability and estimating issues.

Larry is ISO 9606-2 Certified for Audi and Mercedes-Benz and is a certified technician for multiple OEM Collision Repair Programs.

P&L can be reached by contacting Larry at (718) 891-4018 (office), (917) 860-3588 (cell) or info@PnLEstimology.com.

Jeff Lange, PE is president of Lange Technical Services, Ltd. of Deer Park, NY (www.LangeTech.net). Jeff is a Licensed New York State Professional Engineer who specializes in investigating vehicle and component failures. Lange Technical Services, Ltd. is an investigative engineering firm performing forensic vehicle examinations and analysis for accident recon- struction, products liability and insurance issues. Jeff can be reached at (631) 667-6128 or by email at Jeff.Lange@LangeTech.net.

34

January 2017

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Alexandria Toyota 3750 Jefferson Davis Highway Alexandria, VA 22305 Toll Free: 800-766-9767 Phone: 703-836-8476 Fax: 703-684-3468 www.alexandriatoyota.com

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Koons Toyota Annapolis 1107 West Street Annapolis,MD 21401 Phone:(800)262-3330 Fax:(410)280-6361 roy.easter@koons.com

Younger Toyota 1935 Dual Highway Hagerstown, MD 21740 Phone: 800-296-1190 Fax: 301-733-5465 dthompson@youngertoyota.com

January 2017

35

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Fitzgerald Lakeforest Hyundai 905 North Frederick Ave. Gaithersburg, MD 20879 Phone: 301-670-4881 Fax: 301-670-1595

January 2017

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January 2017

37

COVER

STORY SHOP CONSOLIDATION: Where Do We Go from Here?

After nearly 35 years at the helm of Precision Collision in Lorton, VA, Robert “RT” Plate knew the importance of staying on top of industry news and trends. Although he was aware that consolidators were entering his market, he originally had no desire to sell the enterprise he had spent decades building. But all that changed when he received offers to sell from three different companies around the same time. Ultimately deciding he was ready for a new career path in order to spend more time with his family, Plate sold his shop to Service King in February 2016.

Like Plate, Maryland industry mainstay Bill Denny never intended to sell his business to a consolidator. However, a family illness

38

January 2017

prompted him to reevaluate the future of his long-running shop, Bill Denny’s Automotive, Inc. (Havre de Grace). In November 2015, he sold his popular facility to Caliber Collision.

These are just two examples of the growing presence of consolidators in the WMABA community – a trend that is forcing even the most successful independent shop owners to reconsider their standing in the industry. But if you believe that the sky is about to fall for independent repair businesses, take a deep breath.

Although Denny is confident that the decision was the best one for his family under their circumstances, he believes that independent shops still have great chances for success in this new age of consolidation.

“If they’re a small operation probably doing $1 million to $1.5 million, they can probably survive if they have a good customer base.

But they have to be extremely good with customer service and CSI.” Denny also feels that location will play a big part in an independent’s ability to exist down the road.

“If you’re out in the outlying areas, I don’t think you’re going to have the same problem [as metro-area facilities] because the consolidators are not going to come out into rural areas and buy shops. That’s not their footprint; that’s not their plan.”

Despite saying goodbye to his flagship business through the Service King deal, Plate remains active in the industry and continues to run Global Glass, the Lorton-based automotive company he launched in 1999. Now armed with plenty of personal experience with the consolidation process, Plate has some words of advice for shop owners who want to keep their facilities.

“If you don’t have a marketing plan, you’re going to be left behind, period.”

Before selling Precision Collision, Plate worked with automotive industry marketing specialists Absolute Perfection Media in developing a customer outreach campaign that included a successful presence on YouTube. This effort resulted in a 20-percent increase in Plate’s business – strong proof that forward-thinking shops can grow in the market without a consolidator.

What are some other ways that independent shops can continue to grow in a consolidated environment? According to figures from the Autodata Corporation and the Certified Collision Group, 63 percent of all vehicles sold last year in the US were part of a certified collision repair program – that’s over 11 million vehicles of the 17 million sold.

Additionally, industry analysts predict that auto manufacturers will control 80 percent of the repair market by 2019. Naturally, OEMs are going to need plenty – in fact, thousands – of certified repair facilities to handle this demand. This could open the door to new business opportunities for entrepreneurial repairers.

“I think companies that are focused on the entire industry as a whole are looking at not only the insurance repair channel, but also the OEM dealer repair channel as being equally important in driving and extending that business,” offers industry consultant and consolidation expert Brad Mewes (Supplement).

Troy Neuerburg, north american zone manager for BASF, is another industry analyst who sees certification as a way for independent shops to overcome the consolidation crunch.

“They’re going to have to more than likely change the way they’ve done things. [If] they’ve been process-oriented and very customerfocused since the startup of their business, then they’re going to need to continue to do the same thing, but they may want to take a look at that certification route. They may want to see what types of models and makes they’re actually fixing in their marketplace, and they should take a look and see where the certification could help add to their volume or, in some cases, help them sustain the volume in the future.”

Here’s something else for independents to consider: Mewes believes that another possibility for independents to push back against the trend is to be aligned with franchise networks such as CARSTAR, Certified Collision Group (CCG) and Fix Auto, which offer owners some level of business autonomy while providing attractive discounts from vendors.

“If you don’t want to sell your business and you want to continue to compete, the franchise allows you to leverage some of the same economies of scale that a large consolidator may have.

“In a consolidated environment, you have two choices: Grow fast or be acquired,” Mewes adds. “If independents want to maintain their businesses, they’re going to have to grow…The reality of the situation is that to do what they’ve been doing for the past five, 10, 15, 20 years will not be effective in the next five to 20 years.”

“I think you’ve got to focus on yourself,” adds Neuerburg. “It’s got to be about brand; it’s got to be about cycle time and the certification piece.

You’ve got to figure out how to do it better than them, or just as good in some cases…You can’t control if Service King is going to buy a shop down the street from you, [but] you can control how fast you fix the car if you do it right.”

Even if an independent shop does sell to a consolidator, the owner might be able to rent the property to that larger company, thus creating a revenue source despite leaving their repair operation behind.

Of course, there is something else of great importance that independents can offer more than the average larger competitor: A personal touch.

“Once you get to a certain size, the CEO can’t touch every employee,” Mewes observes. “When you’re a small organization, the CEO can touch every employee, drive that shop’s culture, determine what that business looks like and be flexible in ways that competitors might not be able to be.”

Above all, the greatest advantage of being an independent owner is the ability to steer your own ship. No matter how rocky the industry gets, an independent has the power to retain control over how business within their four walls is conducted. But if you decide that handing this power over to someone else is in your best interest, do so very carefully and with your eyes open.

“Anyone considering selling to them definitely needs to have a good attorney and a good accountant, because their contracts are totally onesided,” cautions Denny. “You need to go into it knowing that. They can walk away from that deal at any time within a 90-day period, for anything.”

Staying independent versus selling.

No matter where you stand on the consolidation issue, now is a good time to consider the present and future of your business before the changes affecting the industry decide your fate for you.

As Neuerburg says, “[Shops] have to think; they have set a goal.

Where do they want to be in three to five or even seven years? Where do they think the industry’s going? Obviously, they’ve survived this long, but they need a plan.”

In 2012, the big four collision repair consolidators – ABRA Auto Body & Glass, Service King, Caliber Collision and Gerber Collision & Glass – had a combined total of around 520 shops in the United States.

Fast-forward to the spring of 2016, and that number was approximately 1,400 facilities – around four percent of the entire auto body field. Gross sales for these businesses last year was around $4.3 billion – approximately 13 percent of the money generated in the American auto body industry. Among the main factors driving this growth is an aging industry workforce (with more owners reaching retirement age each year) and the presence of private equity in the majority of consolidator companies.

“As these consolidators have grown, they’ve become more competitive,” offers Mewes. “Oftentimes, they’re able to operate at a lower cost structure than an independent, who is left to work harder while making less money.”

How hard has the WMABA region been hit by consolidation so far?

Caliber is currently the WMABA region’s biggest company of its kind, with 68 locations split between Virginia and Maryland (and one in Delaware) as of December 2016. However, Service King and Gerber have yet to reach one dozen locations in the region, while ABRA’s

continued on page 41

January 2017

39

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Fitzgerald Mazda of Annapolis 1930 West Street Annapolis, MD 21401 Toll Free: 866-280-8022 Phone: 410-224-4636 Fax: 410-224-4264 www.fitzmall.com

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e-mail: dbanks@priorityauto.com

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January 2017

Ourisman Mazda of Rockville 801 Rockville Pike Rockville, MD 20852 Parts Direct: 301-340-7668 Phone: 855-417-4511 Fax: 240-499-2488 e-mail: rockvilleparts@ourismanautomotive.com www.ourismanmazdaofrockville.com

COVER STORY

footprint in the area is currently comprised of just three locations in Delaware. Yes, consolidators are growing (and we can definitely expect them to control a good 20 percent of the industry’s gross sales before we know it), but WMABA members are far from seeing every shop in their area carry a logo for one of these companies. Whether you find them attractive or frightening, the fact remains that consolidators are still very much a minority player in today’s industry – and there are still plenty of opportunities for independent shops to thrive. H&D

Executive Director’s Thoughts WMABA was hit hard by the consolidation in our markets, because, well, we have the best shops as members. those who are involved in the industry on a level larger than their own facility, those who pay attention to the national scene because they know it’s coming to their front door and those who want to make a positive impact on issues that affect their productivity and business are all involved with our association. that made it harder for us when nearly 25 percent of our members were purchased. But in asking why they made the choice to sell, we knew that several of them were looking to build their business with intention to sell. Some were aging to the point of retirement anyway and for others, it was financially advantageous given their location. the independent or dealer shops who are getting oE certification, pushing hard on their marketing plans, staying on top of industry repair methodology and participating in the local and national associations are all finding success and intend to keep finding it long into the future. Even if you are not certified with an oE, you can still fix cars the right way and give your customers a safe repair. if you keep integrity about the jobs you could not perform and send them where they should go, then you are keeping your conscience clear. Camaraderie with like-minded professionals is absolutely necessary for today’s market. Without others to bounce things off of, the island known as your facility doesn’t hold the same value and selling becomes the solution. - Jordan Hendler

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Mark Schaech, Jr.

(410) 358-5155 mark@marksbodyshop.com

PRESIDENT’S

MESSAGE CHALLENGING (and Exciting) TIMES I hope everyone in the WMABA community and the industry at large had a wonderful holiday season and is starting 2017 refreshed and ready to grow and succeed. On a personal note, I’ve been spending a lot of time lately reflecting on my company’s strengths and weaknesses in a changing collision market.

Ultimately, I’m happy with where we stand in the industry, and I look forward to meeting and overcoming the many challenges that I’m sure will be impacting us this year.

Clearly, consolidation is a growing trend in the collision repair world. While it is indeed something to monitor, the fact remains that (as indicated in this month’s cover story) these companies currently make up a very small percentage of the total market. Whatever you

decide to do, always work to keep the customer’s best interest in mind. At my shop, that means ensuring that we continually keep up with OEM certifications and maintain a regular training schedule.

This profession of ours isn’t going to slow down. Every day will present new obstacles, but we will also have new opportunities to thrive. As always, if WMABA can be of assistance to you in any way, please don’t hesitate to reach out to us. Let’s work together to make 2017 a great time for all of us. H&D

WE NEED YOUR LEGISLATIVE CONTRIBUTION! I appreciate WMABA working on my behalf at the state capitol(s)!

Here is my contribution to the legislative efforts.

P.O. Box 3157 • Mechanicsville, VA 23116

Name: ______________________________________Company: __________________________________ Address: __________________________________________________________________________________ City:____________________________________________State: ______________________Zip: ________ Phone:

______________________________Email:

Donation Amount: Check Enclosed

$50

$100

____________________________________________ $500

Other ________________

Credit Card (Visa, Amex, MC)# __________________________________________________________ Exp: ________

Name on Card: ______________________________Signature: __________________________________ 42

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Contact these Ford or Lincoln Mercury dealers for all your parts needs: WALDORF FORD 2440 CRAIN HWY, WALDORF, MD 20601 Phone: 301-843-3028 Fax: 301-843-0334 e-mail: parts@waldorfford.com www.waldorfford.com

SHEEHY FORD 5000 AUTH RD, MARLOW HEIGHTS, MD 20746 Phone: 301-899-6300 Fax: 301-702-3650 www.sheehyford.com

© 2016, Ford Motor Company

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HAGERSTOWN FORD 1714 MASSEY BLVD, HAGERSTOWN, MD 21740 Phone: 800-200-0276 Fax: 301-733-0603 www.hagerstownford.com

KOONS FORD OF ANNAPOLIS 2540 RIVA ROAD ANNAPOLIS, MD 21401 Phone: 410-266-3083 Fax: 410-224-4239 www.koonsford.com

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ADVERTISERS’ INDEX

Alexandria Toyota ................................34 AkzoNobel ..........................................9

Audi Group ..........................................23

Axalta Coating Systems ......................IFC BASF ..................................................27

BMW Group ........................................24-25 BMW of Fairfax....................................3

Chesapeake Automotive Equipment ..46 DJS Fabrications ................................39

Empire Auto Parts................................34 Ford Group ..........................................44 Future Cure ........................................17

GM Parts Group ..................................20 Honda Group ......................................32

Honda ProFirst ....................................IBC Hyundai Group ....................................36

Koons Ford ..........................................19 Malloy Hyundai ....................................11

Mazda Group ......................................40 MINI Group ..........................................37 Mitsubishi Group..................................28 Mopar Group ........................................22

Nissan Group ......................................43 Nucar ..................................................6

O’Donnell Honda ................................46 Packer Norris Parts ............................4

Porsche Group ....................................7

PPG ....................................................OBC Reliable Automotive Equipment ..........21

Safety Regulations ..............................41 Space for Rent ....................................23 Subaru Group ......................................29 Toyota Group ......................................35 VW Group............................................33 Wheel Collision Center ........................41

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January 2017