Hammer & Dolly February 2017

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February 2017 Volume 11, No. 2 $5.95

www.wmaba.com

www.grecopublishing.com

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VISIT US AT NORTHEAST® BOOTH 427

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February 2017

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CONTENTS February 2017

COVER STORY 29 FIVE YEARS

OF FACTS: WMABA’S SURVEY RESULTS - PART 1

WMABA offers half a decade of marketplace data. BY JOEL GAUSTEN

LOCAL NEWS 16

CRISWELL COLLISION CENTER GIFTS RECYCLED RIDE The auto community comes together to help.

DEPARTMENTS 8 10

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NATIONAL NEWS 20

MIKE ANDERSON, SCRS LEADERSHIP MEETING TO HIGHLIGHT 40TH ANNUAL NORTHEAST®

WMABA-area industry pros gear up for New Jersey. BY JOEL GAUSTEN

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14 15

44

TECHNICAL FEATURE 24

THOUGHTS ON REKEYING ESTIMATES: PART 1 OF 2 Opinions and perspectives on a much-discussed procedure.

BY LARRY MONTANEZ III, CDA

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46

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Calendar of Events Editor’s Message JOEL GAUSTEN

Executive Director’s Message JORDAN HENDLER

WMABA Sponsorship Page

What’s WMABA Up To?

WMABA Membership Application Meet the Board: Bill Hawkins

WMABA Board of Directors

President’s Message MARK SCHAECH, JR. Advertisers’ Index

Stock Images © www.istockphoto.com

February 2017

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February 2017

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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

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

© 2017, Ford Motor Company

February 2017

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Industry training opportunities and don't-miss events.

CALENDAR OF

EVENTS

CLASS LISTINGS

February 1, 2017

Wheel AlignMenT & diAgnosTiC Angles

FinishMaster, Springfield, VA

February 2, 2017

Caliber Collision Center – Randallstown, Randallstown, MD

February 23, 2017

February 7, 2017

Color Theory, Mixing Toners & TinTing

Subway Auto Body, Gambrills, MD

for more information, visit aasp njnortheast.com and see page 20.

FinishMaster, Springfield, VA

Color Theory, Mixing Toners & TinTing

Criswell Collision Center, Annapolis, MD refining The TeAM & The Business

Tristate Collision Center, Columbia, MD

Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA

hAzArdous MATeriAls, personAl sAfeTy & refinish sAfeTy

AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis

BlueprinTing proCess & dAMAge disCovery

AluMinuM exTerior pAnel repAir & replACeMenT

February 8, 2017

N T Auto Body Inc., Alexandria, VA

Color Theory, Mixing Toners & TinTing

Caliber Collision Center – 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 AuToMoTive foAMs

Uni-Select USA, Baltimore, MD

February 14, 2017

undersTAnding The CyCle TiMe proCess

Delcastle Vo-Tech, Wilmington, DE

February 15, 2017

AuToMoTive foAMs

FinishMaster, Springfield, VA

FinishMaster, Springfield, VA

February 28, 2017

Caton Auto Body, Laurel, MD

seCTioning of sTeel uniTized sTruCTures

Delcastle Vo-Tech, Wilmington, DE

March 1, 2017

full-frAMe pArTiAl replACeMenT

FinishMaster, Springfield, VA

March 2, 2017

AluMinuM exTerior pAnel repAir & replACeMenT

Caliber Collision Center – Randallstown, Randallstown, MD Corrosion proTeCTion

Criswell Collision Center, Annapolis, MD

March 7, 2017

full-frAMe pArTiAl replACeMenT

Subway Auto Body, Gambrills, MD

Color Theory, Mixing Toners & TinTing

Canby Motors Collision Repair, Aberdeen, MD Color Theory, Mixing Toners & TinTing

Frederick Co. Career & Tech, Frederick, MD

Wayside Body Shop Inc., Denton, MD

AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis

AlTernATe fuel vehiCle dAMAge AnAlysis & sAfeTy

Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA

sTruCTurAl sTrAighTening sTeel

February 16, 2017

Keystone – Linthicum, Linthicum, MD plAsTiC & CoMposiTe repAir

Frederick Co. Career & Tech, Frederick, MD

seCTioning of sTeel uniTized sTruCTures

Criswell Collision Center, Annapolis, MD

hAzArdous MATeriAls, personAl sAfeTy & refinish sAfeTy

Subway Auto Body, Gambrills, MD

February 21, 2017

AluMinuM exTerior pAnel repAir & replACeMenT

Waldorf Toyota, Waldorf, MD

sTeering & suspension dAMAge AnAlysis

Delcastle Vo-Tech, Wilmington, DE AuToMoTive foAMs

Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA

February 2017

ba.com

March 17-19, 2017 AAsp/nJ’s 40 th Annual norTheAsT ® Automotive serv ices show Meadowlands exposition Center, secaucus, nJ

N T Auto Body Inc., Alexandria, VA

sTruCTurAl sTrAighTening sTeel

MeAsuring

for more information, visit wma

Adhesive Bonding

sTeering & suspension dAMAge AnAlysis

Criswell Collision Center, Annapolis, MD

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February 22, 2017

february 16, 2017 WMABA presents: Mike Anderso n & friends, a 2-part afternoon and evening session (1pm-5pm and 5:30pm-8pm) north point high school, 2500 davi s rd, Waldorf, Md

Delcastle Vo-Tech, Wilmington, DE Corrosion proTeCTion

March 8, 2017

AluMinuM exTerior pAnel repAir & replACeMenT

FinishMaster, Springfield, VA

sTeel uniTized sTruCTures TeChnologies & repAir

N T Auto Body Inc., Alexandria, VA

March 9, 2017

Corrosion proTeCTion

Uni-Select USA, Baltimore, MD AuToMoTive foAMs

Criswell Collision Center, Annapolis, MD MeAsuring

FinishMaster, Springfield, VA

March 14, 2017

plAsTiC & CoMposiTe repAir

Caton Auto Body, Laurel, MD

Color Theory, Mixing Toners & TinTing

Keystone – Linthicum, Linthicum, MD

March 15, 2017

AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis

Waldorf Toyota, Waldorf, MD

March 16, 2017

sTeering & suspension dAMAge AnAlysis

Criswell Collision Center, Annapolis, MD MeAsuring

Subway Auto Body, Gambrills, MD

hAzArdous MATeriAls, personAl sAfeTy & refinish sAfeTy

Frederick Co. Career & Tech, Frederick, MD

March 22, 2017

AluMinuM-inTensive vehiCle repAirs

Craft Collision Center, Lynchburg, VA

AluMinuM exTerior pAnel repAir & replACeMenT

Craft Collision Center, Lynchburg, VA

AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis

N T Auto Body Inc., Alexandria, VA

seCTioning of sTeel uniTized sTruCTures

FinishMaster, Springfield, VA

March 23, 2017

AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis

Criswell Collision Center, Annapolis, MD

March 28, 2017

2015 ford f-150 sTruCTurAl repAir TrAining Course

Caton Auto Body, Laurel, MD

Wheel AlignMenT & diAgnosTiC Angles

Delcastle Vo-Tech, Wilmington, DE

March 29, 2017

Wheel AlignMenT & diAgnosTiC Angles

FinishMaster, Springfield, VA

March 30, 2017

sTruCTurAl sTrAighTening sTeel

Criswell Collision Center, Annapolis, MD

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

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VISIT US AT NORTHEAST® BOOTH 227

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Joel Gausten

EDITOR’S

(973) 600-9288 joel@grecopublishing.com

MESSAGE

Changing the Consumer Education Game

We’re sure living in contentious times, aren’t we?

As I write this message, we’re only a few days away from inaugurating President Trump.

While opinions vary on the outcome of the most recent election (and that’s putting it mildly), no one can dispute that this turn of events has put the Affordable Care Act (ACA) back in a very critical spotlight. Now, I’m not going to attempt to sway your views on this system one way or the other, but I will say that there is one aspect of the ACA that has been a clear success: It has made a very large number of Americans more aware of the benefits and pitfalls of our health insurance industry. Now more than ever, policyholders are learning about how deductibles, premiums and coverage exclusions impact their lives. But in a number of cases, customers are seeing their premiums rise exponentially as they wonder why the co-pays listed on their doctor bills are still so high. (On a personal note, the increase to my household’s premium for 2017 is in the thousands, while the amount of regular treatment that is actually covered by our plan – considered the best in our state – remains staggeringly low.)

Despite the understandable negativity that surrounds the above scenario, the ACA (at least in its form as of this writing) can actually be used to help shops better educate their WMABA OFFICERS

PRESIDENT

VICE PRESIDENT TREASURER SECRETARY

IMMEDIATE PAST PRESIDENT

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 don.beaver3551@gmail.com 443-235-6668

BOARD OF DIRECTORS

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

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

ADMINISTRATION

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

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customers on the realities of the auto insurance policies they’ve selected. For example, are you encountering resistance from an insurer over payment for an OEM-recommended procedure? Well, your customer surely knows what a co-pay is these days; why not use that to your advantage and balance bill them? Your services and expertise are as crucial to a person’s safety as a doctor’s, so why not follow a doctor’s lead and let your customers know at the beginning that they are responsible for covering anything that their insurer refuses to pay?

I don’t have a crystal ball, but I suspect that insurers might start changing their tune if more policyholders start holding them accountable for paying shops the proper amount to return a vehicle to pre-accident condition. Once this starts happening across the board, perhaps some of the frustration in the air will start to dissipate a little. Wouldn’t that be nice? H&D

February 2017

STAFF

PUBLISHER SALES DIRECTOR EDITORIAL DIRECTOR CREATIVE DIRECTOR OFFICE MANAGER

Thomas Greco thomas@grecopublishing.com Alicia Figurelli alicia@grecopublishing.com Joel Gausten joel@grecopublishing.com Lea Velocci lea@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.

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VISIT US AT NORTHEAST® BOOTH 406

February 2017

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EXECUTIVE DIRECTOR’S

MESSAGE

Jordan hendler

(804) 789-9649 jordanhendler@wmaba.com

LABORSOME LABOR RATES

Each year seems to be a broken record of sorts when it comes to publishing the findings of our annual WMABA Labor Rate Survey. I know it’s got to be frustrating from the shop perspective, and seeing that level of stagnation continue year after year only makes it worse. What I struggle with reconciling the most is, how do you plan to pay for education and tooling for all these new technologies when the “rate of pay” needle never moves?

The recent Collision Industry Conference meeting discussed several topics related to the changes in our industry, and along with them was the advancement of scanning and diagnostics requirements. Just being be able to do a health check in and out - for everything from Tesla to Chrysler - is becoming necessary, and those tools cost money. Then to keep up with the calibrations, and you’re getting even further in the hole.

Now try and fix those cars, too!

You need new welders, curtains, special air vacuums…and the list just goes on and on. Oh, and you’ll also need to pay for the training to do all of that. There was one speaker at the CIC meeting who referred to cars as computers on wheels.

Replacing a bumper cover touches a dozen vehicle systems. Your techs and estimators don’t just need to know that, but they also need to know what it takes to repair or replace it properly so the vehicle operator doesn’t hit a pedestrian because the radar didn’t work. The shop’s bank account is getting exhausted from all these expenses.

And we haven’t even touched on the amount of money good techs make, not to mention their benefits.

The Basic Labor Rate All these technological discussions boil down to the financials necessary to pay for it all.

That starts at the basic level of the Body Labor or Mechanical Rate. Everything needed to operate a facility is derived from that one factor. That’s why the Labor Rate Survey is so important. Without real, actual data that tells us what the door rates of repair facilities are, there’s only speculation. In this case, the speculation on our part is actually accurate, but still it is only useful when it’s documented. It’s no different than when an insurer asks for documentation for procedures; this is documentation for rates.

At some point, there needs to be a call to action at the state government level, and likely even to the Federal level. After all, they are the ones who mandated the strict CAFE standards for all the safety systems, fuel reduction requirements to the OEM that caused additional onboard technologies and metallurgic changes for light-weighting. Shouldn’t they also care how those vehicles arrive back on the road after an accident? I’d surely think so.

The teeter-totter of cost versus safety is just not leveling out anymore. Those shops that participate in OEM programs are pulled between what the OE requires of them based on the intense training and tooling and what an insurer pays at the market level. Even shops that aren’t on the programs face the same difficulties.

There’s a vast gap in core beliefs over repair procedure and cost. It’s understandable for an insurer to control costs, but at what cost does that come? Discussions often come down to education on both sides of the fence. Sure, there are shops who don’t research repairs, but is it fair to compare a shop who doesn’t place priority on doing the repair the right way to one who makes it their mission? H&D

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

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February 2017

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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

February 2017

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WHAT’S

The Playbook

UP TO? WMABA MEMBERSHIP: THE UN-SECRET PLAYBOOK

It’s always a good time to get involved in WMABA. If you’re reading this, your first benefit is already being realized: Staying up to date on the news in our area and beyond.

Get Your Team Jersey

Supporting WMABA is an investment in the future of your business and your industry. By becoming a member, you are represented in all the places the Board or executive director go. Whether at a trade show like SEMA, assisting with the SCRS OEM Technology Summit regarding certified repairs or locally at the state capitol meeting legislators or testifying at a hearing, your interests and the interests of all repairers are at the forefront. Though repairers often feel competitive, the association is a place for camaraderie and community. Here, we’re all on the same team.

Get Educated

WMABA offers issue-specific, topic-driven education throughout the year. Participation in special events and local meetings, such as the Audi Training Center-hosted seminar and tour, offers your business the best in opportunities to advance your understanding of changes within our industry.

MEMBER TESTIMONIALS

i joined WMABA many years ago during a time of transition for the association. The benefits and resources that i’ve had at my fingertips as a member are nearly impossible to list. WMABA gave me a voice when no one would listen, and they have given me technical information, management training, technician training and – most importantly – a network of people who are in the trenches like me on a daily basis. The resolve and tenacity of the association to create an environment conducive to properly repairing vehicles and maintaining a profit are immeasurable. i consider many who are part of this association to be my friends, confidants and professional family. i could sing their praises all day long. if you don't belong to WMABA, you're missing the boat.

- Don Beaver, Antwerpen Collision Center, Clarksville, MD

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February 2017

Find more association updates at www.wmaba.com.

The association is your resource for all things related to your business. Whether you have a question about current Labor Rate data, operations, customer interaction, insurer relationships, vendor products or national news, your association is the place to ask first.

Through our relationships nationally, we can even take issues to the forefront of places such as the Society of Collision Repair Specialists, Collision Industry Conference or national contacts for insurers and vendors.

Locally, we research governmental regulations and oversight to make sure the repair industry is protected from any negative legislation. Represented in both Virginia and Maryland, WMABA proposes and opposes recommended bills that come into the legislature during open session. Also, we work with consumer-related entities, government agencies and other related industry organizations to ensure that the voices of the repairer and their customer are heard.

Many repairers take advantage of the knowledge and community the association has for navigating situations that arise. A simple phone call or email can circumvent many issues our members encounter.

Call the Game

As a member, you decide your personal level of participation. Do you have interest in committees that address particular issues you feel passionately about? Would you want to be a Board member and assist in guiding the direction of the association? How about sitting on the sidelines so you can focus on your own business? All answers can be correct! While WMABA would like to encourage your spirit of volunteerism, it is solely up to you at what level you get involved.

The minimum is getting your membership. This year can WIN with your commitment to the betterment of your business and your industry. Sign up today! H&D

WMABA keeps us in touch with what is happening in our industry, from class action lawsuits to pending legislation in our state and the whole country. our membership helps us remember that we are not the only ones facing the discouraging burdens and issues out there. it reminds us that if we all stick together, we can make a change for the better.

Their coverage of partsTrader, well before it hit home, was invaluable. They even went to the state and tried to make it unlawful for insurance companies to require it. They are working hard for us on things that all body shop owners care deeply about, but don’t have the time to stand up and fight.

- Barbara Chase, Sisk Auto Body, Owings, MD

i joined WMABA the very first year i opened my shop. i was immediately embraced by both colleagues and mentors who provided me the fellowship to know i wasn't the only one facing the challenges before me, advice that provided clarity and confidence to make the decisions that would guide my business and a network that i could call on repeatedly over the years i have been a member. WMABA's ability to educate the collision repair industry, speak on its behalf and lobby for issues that affect it has been and is to this day - the greatest value i have received from any association of which i have been a member.

- Mark Boudreau, Spectrum Collision Center, Arlington, VA

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Y! JOIN TODA

February 2017

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Working together to bring hope. phoTos By elizABeTh sleAr

LOCAL

NEWS

Criswell Collision Center GIFTS

RECYCLED RIDE

The end of 2016 proved to be a special time for Criswell Collision Center in Annapolis, who worked with volunteers from Allstate Insurance Company, Dents!

Dents! Dents!, B&L Sales, DH Enterprises, Wheel Guys and BASF in restoring a 2010 Honda Odyssey minivan that was later gifted to an area resident and her family. Melissa Crocket was selected by Charity Cars and the National Auto Body Council’s Recycled Rides program to receive the vehicle.

“There are no words to express my gratitude,” she said as she wiped tears from her eyes during a special unveiling event held at the shop. “This wonderful gift will help my family and me more than you can ever know.”

The restored minivan is the result of months of hard work and dedication from Criswell team members and the participating vendors.

“We finished it up right around the holidays, so the timing was pretty perfect for giving it away,” says Criswell Collision Center Manager Kevin Marvin.

Criswell Collision Office Manager Stephanie Smith believes that Recycled Rides offers the auto world a chance to give something back to the community while also improving the image of the field.

“In our industry, the light from the media is always on something negative, so I think it’s really important to bring attention to something positive once in a while,” she says. “it will inspire surrounding shops to do the same thing in their community. There is no better feeling than doing something for someone who can’t repay you!” H&D

John shoemaker from BAsf presented Crocket with a roadside safety kit.

Back row, left to right: Kevin Marvin (Criswell Collision Center), Jazae Jackson (son of Melissa Crocket), Melissa Crocket (recipient), Casey Childs (dents! dents! dents!), Mike fisher (Wheel guys), gary Blair (Allstate), Carrie neidert (Allstate), Brian loher (Allstate). front row, left to right: ella Wells (mother of Melissa Crocket), israel Crocket (Melissa’s son), stephanie smith (Criswell Collision Center), noelle Crocket (Melissa’s daughter), Connor fisher (Mike’s son)

Executive Director’s Thoughts Having a team project that helps someone in need is a great way to show the community a shop cares. And it creates a morale bonus to boot! - Jordan Hendler

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February 2017

Melissa Crocket with a certificate of congratulations from Maryland senator ed reilly

The restored 2010 honda odyssey minivan

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February 2017

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VISIT US AT NORTHEAST® BOOTH 108

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WE KNOW WHAT YOU’RE THINKING. YOU WANT TO KNOW IF THE PART’S IN STOCK, HOW MUCH IT COSTS, AND WHEN IT’S GONNA GET THERE. We get it.

You want the best part for a Toyota, but you’ve got to know when and how much.

Well, now you can. In addition to tools that can help you find and order the right VIN-based parts, now you can see if it’s in stock, schedule the delivery, even see your shop’s net price from your participating Toyota Dealer.* Now you’re thinking: “Cool!”

ToyotaPartsAndService.com

©2014 Toyota Motor Sales, U.S.A., Inc.

For Toyota Genuine Parts please call one of these authorized local Toyota Dealers: 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

Antwerpen Toyota 12420 Auto Drive Clarksville, MD 21029 Phone: 410-988-9272 Fax: 443-539-4022 darnold@antwerpenauto.com

Koons Tysons Toyota 8610 Leesburg Pike Vienna, VA 22182 Phone: 703-790-8310 Fax: 703-356-9081 www.koons.com

Checkered Flag Toyota 5301 Virginia Beach Boulevard Virginia Beach, VA 23462 PH: 757-687-3443 FAX: 757-687-3437 www.checkeredflag.com

Ourisman Fairfax Toyota 10441 Lee Highway Fairfax, VA 22030 Toll Free: 800-626-2236 Direct: 703-273-2236 Fax: 703-385-8411 fairfaxparts@ourismanva.com www.ourismanva.com

Younger Toyota 1935 Dual Highway Hagerstown, MD 21740 Phone: 800-296-1190 Fax: 301-733-5465

Koons Toyota Annapolis 1107 West Street Annapolis,MD 21401 Phone:(800)262-3330 Fax:(410)280-6361

dthompson@youngertoyota.com

roy.easter@koons.com

February 2017

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NATIONAL

NEWS MIKE ANDERSON, SCRS LEADERSHIP MEETING TO HIGHLIGHT 40TH ANNUAL NORTHEAST

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February 2017

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A regional legend returns. ext month, the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) will celebrate the 40th anniversary of its flagship event, the NORTHEAST Automotive Services Show. Held March 17-19 at the Meadowlands Exposition Center in Secaucus, NJ, the weekend-long show will offer a full slate of educational seminars, a series of industry-related discussions and hundreds of vendors – all in a location only a couple of hours away from the WMABA region. In addition to providing area shops a rare opportunity to experience a national-level show in a regional setting, NORTHEAST 2017 will boast extensive participation from WMABA-area industry representatives.

An avid NORTHEAST supporter for decades, the Society of Collision Repair Specialists (SCRS) will again join AASP/NJ in cohosting the annual NORTHEAST East Coast Resolution Forum and Leadership Meeting on March 17. SCRS Executive Director and past WMABA Board member Aaron Schulenburg looks forward to coming up from Delaware each year to be a part of the show.

“I think one of the unique things about NORTHEAST is that it really caters to the working collision repairer,” he says. “The show opens on a Friday night; people can come in after still putting in a day of work and be there for the start of it.”

While the Leadership Meeting is sure to address many of the technological advancements to hit the industry in recent times (and some of the common issues they’ve caused), Schulenburg expects to see the afternoon gathering explore an even greater area of concern.

“The resounding response I get from shops when I talk to them about the biggest challenges they face right now is workforce development [and] finding people with the skill set who are capable of addressing the technology that’s pushing this industry forward. I think that’s just as true if you’re in New Jersey, New York or Connecticut as it is if you’re in California, Texas or Chicago. I think that’s probably one of the biggest common threads facing all of our members at both the national and state levels right now.”

After scoring standing-room-only crowds at last year’s NORTHEAST, WMABA mainstay and internationally known industry speaker Mike Anderson (Collision Advice) will return to the show next month to offer two can’t-miss seminars. The first, an update on the “Who Pays for What?” surveys conducted by Collision Advice and John Yoswick of CRASH Network, will give attendees insight into how the project – which currently boasts more than 1,000 shop participants – helps identify where facilities are succeeding in receiving proper payment for the work they perform.

“One of the things that was really exciting to us this year was that probably 90 percent of all the things that we surveyed in 2016 that we also surveyed in 2015 saw an increase in reimbursement,” Anderson says. “We saw people actually getting paid more for those operations.

When we investigated that, the number one reason was because of awareness; there were a lot of things that people were not aware of and thought were included…We tend to find that the areas where shops get paid the most for these not-included items are the areas with the strongest auto body associations.”

Additionally, Anderson will use NORTHEAST to debut a brand-new course on 100-percent disassembly and parts mirror matching. He has built this course to address a critical – and growing – financial issue in the industry.

“The average technician turns about $55,000 to $65,000 a month in sales; that’s parts and labor. When we go into a lot of shops, we find out

N

BY JOEL GAUSTEN

Come see Mike & friends February 16, 2017 in Maryland. Check out www.wmaba.com for more information.

WMABA veteran Mike Anderson (Collision Advice) is set to present at NORTHEAST 2017. a lot of technicians are only turning $45,000 to $50,000 a month. We found out that the reason they’re not [getting more] is because they’re not doing 100-percent disassembly or getting all the parts for the technician in a timely manner…We’re hoping that after this course, people will go back and understand 100-percent disassembly and mirror matching and actually see an improvement in cycle time, which will then lead to an improvement in sales.”

Based on his travels throughout the US, Anderson believes that NORTHEAST provides WMABA-area repair pros an experience they can’t find anywhere else.

“There are a lot of people around the country who have trade shows, but they just have training; they don’t have vendors like NORTHEAST does.”

Schulenburg agrees that his peers in the WMABA market will benefit from attending and participating in the show.

“If there is an industry event, a show, a meeting or an educational opportunity with top-quality speakers within a couple of hours of your doorstep – and you have the ability to step out of your box for a day and go and embrace that information – I think you’re missing a real opportunity if you’re not taking advantage of that. NORTHEAST offers all of those things, and it’s just a drive up from Maryland, Virginia, Pennsylvania and Delaware.”

For more information on the NORTHEAST Automotive Services Show (including how to register), visit aaspnjnortheast.com. For more information on AASP/NJ, visit aaspnj.org. H&D

Executive Director’s Thoughts

The NORTHEAST Show is one of my all-time favorites because it has the local feel but with national attractions as well. If you haven’t been, mark your calendars for this one! You’re guaranteed to have a great trade show and learning experience! - Jordan Hendler

February 2017

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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 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

22

February 2017

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

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For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers.

Wilkins Subaru 6913 Ritchie Hwy #2, Glen Burnie, MD 21061 410-689-8066 Fax: 410-689-8008 subparts@wilkinsautomotive.com www.wilkinssubaru.com

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

February 2017

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TECHNICAL

FEATURE THOUGHTS ON REKEYING ESTIMATES: PART 1 OF 2

Rekeying is the process of manually copying an estimate originally written by an insurance company or authorized insurer photo estimating service into the collision facility’s estimating system. Generally, a customer service representative (CSR) or estimator at the facility will copy the original insurer estimate into their system, which could be different than the one the facility uses. The Big Three (CCC, Mitchell and Audatex) all have their differences, but with some practice and understanding of labor hours, operations, overlap and the P-Pages, the estimates can be matched in labor hours to the dollar. In some cases, a manually inputted line (line adjustment) may be needed to make the actual dollar amount equal. This line adjustment is generally needed for taxed and non-taxed item/operation differences between systems.

This process is not only tedious and time-consuming, but it requires skill to be able to check the math and make each line match. Each line must be inputted one by one, then labor hours in each category must be matched exactly. Additionally, replacement costs, materials and sublet charges must be matched. The copied (or rekeyed) estimate is “locked” and a supplement can now be created, utilizing the matched insurer’s estimate. Now, there may be some of you wondering why this needs to be done. To be honest, there are really only a few scenarios where this process would be advantageous, and it is my opinion that only one is acceptable.

SCENARIOS There are three scenarios when the rekeying of an estimate occurs. In all of them, the estimating systems may or may not be the same (but they are different most of the time).

Scenario #1: “The Drive-In Estimate” A customer walks in with an estimate from the insurance company (and many

24

February 2017

times, they have the check). This estimate was most likely written at a DRP shop, at the customer’s home/job or at the insurer drive-in claim facility. (In the past two years, it may also have been written via an independent third-party photo estimating service and based on a customer taking photos and an estimate being written off those images.)

Once the customer signs all the paperwork and leaves the vehicle at the facility for repairs, someone there rekeys the estimate into their estimating system. Now, a supplement can be created on the rekeyed copy of the insurer estimate so that any and all the changes and/or additional items will have an “S1” in the column. This makes the changes easily recognizable.

Scenario #2: “Live In-Person First Write” This would occur when the facility did not write its own damage report (estimate) prior to the insurance adjuster arriving there.

(Maybe the facility did not write a damage report because they didn’t have time, they forgot or they never do it.) A staff/field appraiser or independent appraiser inspects the vehicle at the shop, the facility estimator negotiates the repairs with the appraiser and the appraiser writes their estimate and hands

the CSR or estimator a copy. (Sometimes they send it by email or fax.) This in-person scenario is generally the most popular reason to rekey an estimate. Again, someone at the shop rekeys the estimate into the facility’s estimating system. Now a supplement can be created, with S1s denoting all changes.

Scenario #3: “Live In-Person” In this scenario, the repair facility did the proper procedure and the vehicle was washed, photographed, scanned, partially disassembled and pre-measured. The damage report (estimate) was written, and all part prices were checked during the blueprinting/triage. A staff/field appraiser or independent appraiser inspected the vehicle at the shop, the facility’s damage assessor negotiated the repairs with the appraiser, the appraiser wrote their estimate and handed the CSR or estimator a copy. (Sometimes they send it by email or fax.) This in-person scenario is generally the second most popular reason to rekey an estimate. This time, there are choices for the shop: Someone at the facility rekeys the estimate into the facility’s estimating system.

This person creates a supplement and adds

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Views from the field.

By lArry MonTAnez iii, CdA in all the operations, materials, not-included items and any deficiencies. The S1 denotes all changes.

Someone at the facility “back-keys” the estimate into the facility’s estimating system.

Back-keying is the process of taking your estimate and removing all the operations, materials or procedures not on the insurance estimate, then locking the estimate. You would create a supplement and add back in all the deleted items. Once again, the S1 denotes all changes.

In all three scenarios, the insurance company estimates were rekeyed. Who benefited from this? How much did it cost you to rekey? Think about the time spent on this when you could have been doing something more productive.

Now ask yourself, after rekeying the estimate and creating Supplement 1, how successful were the supplement negotiations with the appraiser? For example, let’s say the insurance appraiser originally wrote a $2,000 estimate of repair, and the supplement you wrote was an additional $1,500. Now, after negotiations on Supplement 1, the appraiser paid only $1,000 of the $1,500 supplement. After Supplement 1, did you need to rekey the insurer estimate again?

Look at the questions I asked in the previous two paragraphs. If you answered them in order by saying “the adjuster,” “a lot”/ “too much,” “not very” and “yes,” then you may want to read this…

There is no benefit to a repair facility to rekey an estimate – except in the case of Scenario 1 (where it may be a slight advantage to rekey). It would not be advantageous in any other situation. Scenario 2 should never be a reason to rekey, because it should never happen. You should always write your own damage analysis report (estimate). The damage assessor dropped the ball and did not do their job – no excuses. Additionally, the scheduling for the inspection was not properly reviewed; the CSR didn’t check with the assessor to see if the vehicle was written or not. The only time you would not write a vehicle is when it is an obvious total loss. In Scenario 3, the assessor wrote, by all accounts, what would be a complete and accurate cost of repairs. So why the need for a supplement? Why did they (the shop) not get

the vehicle owner reimbursed for all the procedures you are charging them for? Why didn’t the insurer pay the customer for all the procedures the facility was charging that customer for? We will not discuss the reasons why this happened.

In many cases after rekeying or backkeying, the cost for repair still is not agreed upon the second time and you must rekey or back-key again for Supplement 2. As we discussed earlier, Scenario 1 may be a reason to rekey and then create a first supplement.

Next month, I will further discuss the rekeying topic and offer a fix for your facility to stop working harder and start working smarter and more efficiently. Additionally, I’ll revisit the topic of photo estimating and explain why I think this has become a critical issue for our industry. 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.

Executive Director’s Thoughts

What Larry is talking about is your time. “Time is money,” right? If you’re spending time to rekey an estimate that isn’t necessarily accurate, then aren’t you better served to write your own? There’s a lot to be said for doing your own research on the repair estimate, when operations are more understood by your team than an insurance rep. Think of all the operations, or not-included items, that could have been missed in that process!

- Jordan Hendler

February 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

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February 2017

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Original BMW Parts

www.bmwusa.com

The Ultimate Driving Machine®

They’re called “Original BMW Parts” for good reason. For uncompromising precision and incomparable quality, your BMW center is your One-Stop shop for everything BMW. BMW of Towson 700 Kenilworth Drive Towson, MD 21204 844-683-5251 Direct: 410-296-7908 Fax: 410-296-4852 www.bmwtowson.com BMW of Bel Air 716 Belair Road Bel Air, MD 21014 844-388-2058 Direct: 443-640-1230 Fax: 443-640-1234 www.bmwbelair.com

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

February 2017

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VISIT US AT NORTHEAST® BOOTH 141

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 29

The latest results from the region.

COVER

STORY

FIVE YEARS OF FACTS: WMABA’s Survey Results – Part 1

for five years now, WMABA has surveyed member shops on an annual basis to gain insight into their regular nonconcessionary rates for a number of procedures. Additionally, the association has used this project to ask shops a number of questions regarding their general business practices and philosophies. Towards of the end of 2016, WMABA again reached out to shops for this information, which will be presented in both this issue and our March 2017 edition.

THIS MONTH, WE INCLUDE THE RESULTS WE RECEIVED TO THE FOLLOWING QUESTIONS:

WhAT is your reTAil hourly Body lABor rATe?

WhAT is your reTAil hourly frAMe/sTruCTurAl lABor rATe? WhAT is your reTAil hourly pAinT/refinish lABor rATe? WhAT is your reTAil hourly pAinT MATeriAl rATe?

do you use A pAinT & MATeriAl CAlCulATor suCh As pMC logiC, MiTChell rMC or pAinT logiC? (yes/no) WhAT is your reTAil hourly MeChAniCAl lABor rATe?

do you hAve A CerTified AluMinuM sTruCTurAl repAir AreA? (yes/no) WhAT is your dAily sTorAge rATe? (inside & ouTside)

WhAT is The ToTAl nuMBer of TeChniCiAns eMployed (Body, pAinT And MeChAniCAl)?

WhAT is The squAre fooTAge of your Collision fACiliTy? WhAT is The ToTAl nuMBer of esTiMATors eMployed?

WhAT is The ToTAl nuMBer of offiCe sTAff eMployed?

Do you know how YOUR LABOR RATES COMPARE to other shops in the marketplace? If not, read on.

February 2017

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region 1 BAlTiMore AreA

BAlTiMore CounTy, Md CArroll CounTy, Md CeCil CounTy, Md hoWArd CounTy, Md The CiTy of BAlTiMore, Md

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016

2015

2014

$42 - 60 $44 - 125 $40 - 55 $26 - 44 $95 - 149 $30 - 175 $25 - 100

$42 - 52 $48 - 75 $42 - 52 $26 - 34 $85 - 135 $35 - 125 $25 - 75

600 - 42,000

2,000 - 60,000 1,500 - 68,000

2 - 22 1-6 1-8

2 - 32 1-5 0-4

$42 - 52 $42 - 68 $28 - 50 $26 - 36 $76 - 120 $25 - 120 $25 - 55 1 - 28 1-6 1 - 11

2013

2012

$40 - 48 $45 - 85 $40 - 48 $25 - 32 $75 - 129 $25 - 80 $25 - 55

$40 - 75 $40 - 88 $26 - 60 $20 - 42 $65 - 129 $25 - 150 $15 - 75

2 - 18

1 - 15

2016 ratio of office staff to technicians 5 to 8

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016

hArford CounTy, Md

$44.88 $53.46 $44.65 $29.96 $100.54 $62.26 $45.56 9,103

6.23 1.96 2.00

2015

$45.70 $54.89 $45.70 $30.11 $105.92 $62.26 $45.56 11,328

7.24 2.00 2.09

2014

$44.07 $52.93 $43.95 $29.11 $96.96 $56.70 $39.75 12,730

6.76 2.06 2.21

2013

$43.07 $52.05 $43.13 $27.65 $94.95 $46.75 $36.86 12,381.13

7.10

% “yes” to yes/no question

Paint Calc.

2016 2015 22.00% 24.00%

2014 2013 10.53% 12.70%

2012

$43.64 $51.04 $42.42 $27.26 $90.30 $46.04 $36.07 11,670.44

5.75

Change (from

-1.79% -2.61% -2.30% -0.50% -5.08% 0.00% 0.00%

2015)

-19.64% -13.95% -2.00% -4.31%

2012 16.00%

The overall percentage of those surveyed who have an operating dedicated structural aluminum repair area is 14.92% region 2 AnnApolis AreA

Anne Arundel CounTy, Md CAlverT CounTy, Md CAroline CounTy, Md Md KenT CounTy, Md queen Anne’s CounTy, Md TAlBoT CounTy, Md

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2016 $42 - 50 $45 - 70 $42 - 50 $28 - 35 $75 - 145 $30 - 100 $25 - 65

2015 $42 - 50 $45 - 80 $42 - 50 $28 - 32 $70 - 130 $30 - 100 $30 - 55

2600 - 44,000 2,800 - 44,000

1 - 15 1-4 1-7

2 - 17 1-4 1-7

2014 $42 - 48 $48 - 68 $42 - 48 $26 - 32 $70 - 130 $35 - 75 $35 - 55

1,800 - 44,000

3 - 31 1-6 1 - 10

2013 $40 - 48 $45 - 65 $40 - 48 $24 - 34 $65 - 115 $25 - 70 $20 - 55

2012 $40 - 52 $42 - 85 $40 - 52 $16 - 32 $50 - 140 $25 - 100 $20 - 60

3 - 17

1 - 25

2016 ratio of office staff to technicians 4 to 7

30

February 2017

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016 $45.16 $52.03 $45.16 $29.39 $97.84 $55.00 $47.67 11,336

6.69 2.00 1.84

2015 $45.37 $53.84 $45.58 $29.37 $98.00 $61.25 $43.37 12,948

7.53 2.00 2.24

dorChesTer CounTy, 2014 $44.94 $53.94 $43.88 $29.53 $97.12 $49.69 $41.18 14,358

7.38 2.19 2.27

2013 $43.80 $49.62 $43.80 $27.45 $92.36 $45.69 $36.83 12,843.18

7.70

% “yes” to yes/no question

Paint Calc.

2016 2015 2014 34.38% 21.00% 11.76%

2013 29.20%

2012 $43.51 $51.41 $43.44 $27.11 $91.33 $44.86 $35.13 16,701.43

7.31

2012 15.40%

Change (from 2015) -0.46% -3.36% -0.92% 0.07% -0.16% -10.20% 9.91% -12.45% -11.16% 0.00% -17.86%

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 31

region 3 hAgersToWn AreA

AllegAny CounTy, Md ClArKe CounTy, vA frederiCK CounTy, Md frederiCK CounTy, vA gArreTT CounTy, Md loudoun CounTy, vA WArren CounTy, vA WAshingTon CounTy, Md

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016 $42 - 80 $45 - 100 $40 - 55 $28 - 44 $50 - 140 $20 - 100 $25 - 100

2015 $42 - 48 $46 - 65 $42 - 48 $28 - 42 $65 - 109 $25 - 80 $25 - 75

2014 $42 - 65 $48 - 80 $42 - 65 $28 - 48 $60 - 100 $25 - 75 $12 - 50

1,152 - 40,000 3,000 - 25,000 1,200 - 30,000

1 - 17 1-5 0-9

2016

4 - 16 1-5 0-5

2015

$45.54 $55.21 $45.46 $31.20 $83.85 $48.82 $46.02

$44.96 $54.43 $44.96 $31.09 $86.30 $55.79 $44.83

10,425

9,966

6.40 1.85 2.27

8.57 2.30 2.29

2 - 17 1-4 1 - 10

2014

$45.26 $57.91 $45.26 $30.78 $83.13 $51.89 $38.86 11,197.55

6.61 1.96 1.67

2013 $40 - 50 $45 - 110 $28 - 50 $20 - 44 $55 - 105 $20 - 80 $20 - 65

2012 $40 - 52 $44 - 99 $28 - 52 $24 - 44 $44 - 105 $20 - 85 $20 - 65

1-15

1 - 20

2013

$43.70 $55.19 $43.04 $29.00 $86.06 $54.26 $45.19 12,692.67

7.60

2012

$43.59 $55.27 $42.92 $29.08 $81.57 $49.43 $39.86 15,570.00

8.16

Change (from 2015)

1.29% 1.43% 1.11% 0.35% -2.84% -12.49% 2.65%

4.61% -25.32% -19.57% -0.87%

2016 ratio of office staff to technicians 2 to 3 % “yes” to yes/no question Paint Calc.

2016 16.00%

2015 9.00%

2014 21.74%

2013 11.10%

2012 22.90%

region 4 WAshingTon, dC AreA

AlexAndriA CiTy, vA ArlingTon, vA ChArles CounTy, Md Culpeper CounTy, vA fAirfAx CounTy, vA fAuquier CounTy, vA frederiCKsBurg CiTy, vA King george CounTy, vA MonTgoMery CounTy, Md prinCe george’s CounTy, Md prinCe WilliAM CounTy, vA rAppAhAnnoCK, vA spoTsylvAniA CounTy, vA sTAfford CounTy, vA sT. MAry’s CounTy, Md The CiTy of WAshingTon, dC WesTMorelAnd CounTy, vA

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

Average

2016

$42 - 60 $42 - 130 $42 - 60 $26 - 65 $65 - 174 $25 - 150 $20 - 95

2015

$40 - 98 $45 - 110 $40 - 98 $27 - 50 $68 - 174 $25 - 150 $25 - 95

2014

$42 - 50 $42 - 88 $30 - 50 $26 - 35 $65 - 132 $35 - 125 $20 - 85

1,100 - 40,000 1,500 - 60,000 1,6000 - 66,000

1 - 25 1-5 1-7 2016

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

$44.72 $56.63 $44.67 $30.68 $101.30 $58.91 $53.67

Square Feet # of Techs # of Estimators # of Office Staff

7.50 2.21 2.05

11,504

1 - 44 1 - 11 0 - 14

2015

$46.13 $57.98 $46.18 $30.94 $103.93 $65.07 $55.54 12,753

8.07 2.46 2.37

1 - 37 1-9 1-11

2014

$44.42 $53.54 $44.01 $30.19 $96.38 $59.94 $50.60 14,088

7.67 2.13 2.15

2013

$40 - 55 $40 - 100 $26 - 55 $22 - 45 $50 - 130 $20 - 150 $20 - 100

$38 - 50 $38 - 90 $25 - 50 $18 - 95 $28 - 128 $16 - 100 $25 - 100

1 - 37

1 - 57

2013

$43.59 $52.79 $43.34 $29.38 $91.88 $53.55 $46.05 14,885.15

8.90

2012

2012

$43.35 $51.67 $42.80 $28.89 $92.44 $55.02 $45.67 14,646.36

9.96

Change

(from 2015)

-3.06% -2.50% -3.27% -0.84% -2.53% -9.47% -3.37%

-9.79% -7.06% -10.16% -13.50%

2016 ratio of office staff to technicians 4 to 7

% “yes” to yes/no question

Paint Calc.

2016 2015 2014 2013 2012 29.00% 28.00% 14.12% 23.90% 29.40%

February 2017

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region 6

ChArloTTesville AreA

region 5 virginiA BeACh AreA

ACCoMACK CounTy, vA ChesApeAKe CiTy, vA frAnKlin CiTy, vA glouCesTer CounTy, vA hAMpTon CiTy, vA isle of WighT CounTy, vA MATheWs CounTy, vA neWporT neWs CiTy, vA norfolK CiTy, vA norThAMpTon CounTy, vA perquiMAns CounTy,nC porTsMouTh CiTy, vA soMerseT CounTy, Md souThAMpTon CounTy, vA suffolK CiTy, vA surry CounTy, vA virginiA BeACh CiTy, vA WiCoMiCo CounTy, Md WorCesTer CounTy, Md yorK CounTy, vA

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

Average

2015 $42 - 52 $44 - 85 $42 - 52 $24 - 44 $65 - 120 $25 - 100 $15 - 60

1,200 - 45,000

900 - 50,000

1 - 38 1-9 1-6

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016 $42 - 85 $44 - 85 $42 - 76 $22 - 44 $65 - 135 $20 - 125 $25 - 60

1 - 20 1-4 1-5

2016 $46.69 $59.33 $46.91 $31.82 $91.91 $46.70 $36.36

2015 $45.19 $55.35 $45.06 $31.61 $88.84 $44.56 $32.78

2014 $44.59 $54.62 $44.03 $30.82 $85.83 $39.62 $34.57

10,372

10,757

9,308.7

6.51 2.00 1.93

5.48 1.87 1.76

2014 $42 - 48 $45 - 65 $42 - 48 $28 - 35 $65 - 98 $25 - 65 $25 - 50 3,000 - 22,000

1 - 20 1-4 1-5

6.34 2.04 2.11

2013 $40 - 55 $40 - 85 $28 - 60 $22 - 34 $40 - 110 $15 - 100 $10 - 50

2012 $42 - 55 $42 - 85 $32 - 55 $25 - 44 $30 - 108 $15 - 100 $15 - 85

1 - 28

1 - 20

2013 $44.27 $52.78 $44.76 $29.35 $84.51 $40.50 $31.69

2012 $44.41 $56.63 $44.17 $30.28 $82.50 $42.69 $33.54

11,228.29

12,681.69

8.00

6.95

2016 ratio of office staff to technicians 3 to 5 % “yes” to yes/no question Paint Calc.

32

2016 40.00%

2015 2014 2013 2012 19.00% 13.79% 25.00% 22.00%

February 2017

Change (from 2015) 3.32% 7.19% 4.11% 0.66% 3.46% 4.80% 10.92% -3.58% 18.80% 6.95% 9.66%

AlBeMArle CounTy, vA AugusTA CounTy, vA BuCKinghAM CounTy, vA ChArloTTesville CiTy, vA fluvAnnA CounTy, vA greene CounTy, vA hArrisonBurg CiTy, vA louisA CounTy, vA MAdison CounTy, vA nelson CounTy, vA orAnge CounTy, vA roCKinghAM CounTy, vA shenAndoAh CounTy, vA

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2016 $44 - 55 $46 - 85 $44 - 55 $32 - 40 $60 - 95 $35 - 100 $15 - 65

2015 $45 - 75 $50 - 85 $45 - 75 $32 - 45 $60 - 95 $35 - 100 $10 - 65

2014 $44 - 50 $50 - 75 $42 - 50 $30 - 42 $50 - 85 $35 - 75 $10 - 50

2013 2012 $44 - 50 $42 - 45 $46 - 75 $50 - 80 $44 - 50 $35 - 45 $32 - 46 $28 - 35 $55 - 95 $50 - 95 $20 - 100$25 - 75 $10 - 50 $20 - 65

2,000 - 17,000 1,500 - 35,000 2,400 - 15,000

1 - 12 1-3 0-5 2016

1 - 30 1-8 0-5

2015

1 - 10 1-2 1-5

2014

1 - 15

2013

1 - 18

2012

(from 2015)

$47.57 $65.78 $47.57 $34.83 $71.05 $62.00 $44.10

$50.32 $67.26 $50.32 $35.68 $76.84 $58.75 $43.16

$47.47 $63.71 $46.59 $35.00 $70.38 $49.58 $36.65

$45.33 $61.17 $45.33 $33.83 $70.24 $51.92 $36.25

9,000

8,300

7,150

7,307.69 13,158.33 8.43%

5.09 1.65 1.71

6.53 1.89 2.00

4.76 1.65 1.83

4.70

$44.28 $58.00 $43.72 $31.83 $70.33 $46.88 $38.13

Change

5.61

-5.47% -2.20% -5.47% -2.38% -7.54% 5.53% 2.18% -22.05%

-12.70% -14.50%

2016 ratio of office staff to technicians 2 to 3

% “yes” to yes/no question

Paint Calc.

2016 9.00%

2015 2014 2013 2012 40.00% 17.65% 16.70% 16.70%

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 33

region 7 riChMond AreA

AMeliA CounTy, vA BrunsWiCK CounTy, vA CAroline CounTy, vA ChArles CiTy CounTy, vA ChArloTTe CounTy, vA ChesTerfield CounTy, vA CuMBerlAnd CounTy, vA dinWiddie CounTy, vA essex CounTy, vA gooChlAnd CounTy, vA greene CounTy, vA hAnover CounTy, vA henriCo CounTy, vA JAMes CiTy CounTy, vA King And queen CounTy, vA King WilliAM CounTy, vA lAnCAsTer CounTy, vA lunenBurg CounTy, vA MeCKlenBurg CounTy, vA neW KenT CounTy, vA norThuMBerlAnd CounTy, vA noTToWAy CounTy, vA peTersBurg CiTy, vA poWhATAn CounTy, vA prinCe edWArd CounTy, vA prinCe george CounTy, vA riChMond CiTy, vA riChMond CounTy, vA sussex CounTy, vA

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2016 $44 - 65 $50 - 85 $44 - 65 $25 - 46 $60 - 133 $25 - 95 $25 - 85

2015 $44 - 55 $44 - 75 $34 - 55 $30 - 48 $60 - 125 $25 - 90 $20 - 95

2014 $42 - 50 $45 - 68 $42 - 50 $30 - 42 $60 - 119 $25 - 95 $20 - 65

2013 $42 - 56 $48 - 78 $32 - 56 $26 - 42 $52 - 110 $20 - 100 $20 - 50

1,500 - 41,000 1,600 - 32,000 1,400 - 118,000

1 - 18 1-5 0-4

1 - 20 1-3 0-5

1 - 30 1-4 1-3

1 - 22

2012 $42 - 65 $44 - 75 $32 - 65 $15 - 45 $52 - 106 $25 - 85 $15 - 56.25 1 - 19

2016 ratio of office staff to technicians 2 to 3

region 8 roAnoKe AreA

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

2016 $45.76 $58.53 $45.88 $34.06 $86.12 $48.37 $42.85

2015 $45.27 $57.84 $45.11 $34.76 $84.53 $47.04 $41.68

2014 $44.73 $57.00 $44.56 $34.15 $83.46 $45.13 $37.24

2013 $44.16 $56.66 $43.62 $32.56 $80.10 $47.22 $37.31

2012 $45.34 $57.64 $44.96 $32.86 $80.98 $43.82 $35.63

Square Feet # of Techs # of Estimators # of Office Staff

5.46 1.90 1.60

6.32 1.81 1.82

5.52 1.67 1.78

Paint Calc.

2016 29.00%

2015 16.00%

2014 2013 2012 10.42% 12.10% 24.30%

12,808

10,457

10,241.25

15,851.61 11,656.52

6.30

6.68

% “yes” to yes/no question

Change (from 1.08% 2015) 1.19% 1.71% -2.01% 1.88% 2.83% 2.81%

22.48% -13.61% 4.97% -12.09%

AlleghAny CounTy, vA AMhersT CounTy, vA AppoMATTox CounTy, vA BATh CounTy, vA Bedford CounTy, vA BlAnd CounTy, vA BoTeTourT CounTy, vA BrisTol, vA BuChAnAn CounTy, vA CAMpBell CounTy, vA CArroll CounTy, vA CiTy of sAleM, vA CovingTon CiTy, vA dAnville CiTy, vA diCKenson CounTy, vA floyd CounTy, vA frAnKlin CounTy, vA giles CounTy, vA grAyson CounTy, vA hAlifAx CounTy, vA henry CounTy, vA highlAnd CounTy, vA lee CounTy, vA lynChBurg CiTy, vA MonTgoMery CounTy, vA norTon CiTy, vA pAge CounTy, vA pATriCK CounTy, vA piTTsylvAniA CounTy, vA pulAsKi CounTy, vA roAnoKe CounTy, vA roCKBridge CounTy, vA russell CounTy, vA sCoTT CounTy, vA sMyTh CounTy, vA TAzeWell CounTy, vA WAshingTon CounTy, vA Wise CounTy, vA WyThe CounTy, vA

range

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage Square Feet # of Techs # of Estimators # of Office Staff

2016 $44 - 50 $46 - 80 $42 - 50 $30 - 48 $55 - 135 $20 - 150 $15 - 75

2015 $42 - 50 $50 - 75 $36 - 50 $30 - 40 $50 - 119 $25 - 100 $15 - 65

2014 $42 - 48 $50 - 75 $34 - 48 $30 - 42 $55 - 105 $25 - 75 $15 - 55

1,500 - 20,000 1,500 - 40,000 2,000 - 38,000

1 - 26 1-4 0-3

1 - 22 1-8 0-5

1 - 18 1-6 1-4

2013 $40 - 55 $44 - 96 $30 - 55 $24 - 42 $50 - 139 $20 - 125 $20 - 75

2012 $27.50 - 50 $44 - 75 $27.50 - 50 $28 - 44 $27.50 - 92 $20 - 100 $10 - 50

1 - 40

1 - 11

2016 ratio of office staff to technicians 3 to 5

Average

Body Labor Frame Labor Paint Labor Paint Material Mechanical Labor Inside Storage Outside Storage

Square Feet # of Techs # of Estimators # of Office Staff

2016 $46.39 $60.17 $46.19 $34.22 $73.25 $55.76 $40.98 7,019

5.26 1.72 1.40

2015 $46.20 $58.00 $45.93 $34.30 $73.66 $53.09 $41.22 9,707

6.24 1.64 1.31

2014 $45.58 $58.58 $34.93 $33.88 $70.47 $48.04 $36.67 8,538.04

2013 $44.01 $54.42 $43.64 $30.46 $83.14 $53.44 $42.64 9,798.18

5.37 1.72 1.41

6.30

2014 15.00%

2013

% “yes” to yes/no question

Paint Calc.

2016 2015 32.00% 24.00%

February 2017

2012 $43.34 $55.54 $42.64 $32.38 $63.55 $44.82 $30.52

22,442.97

3.86

Change (from 0.41% 2015) 3.74% 0.57% -0.23% -0.56% 5.03% -0.58% -27.69% -15.71% 4.88% 6.87%

2012

12.80% 18.40%

33

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 34

COVER STORY

continued from page 33

If you have followed the results of the Labor Rate Survey from its inception in 2012, you will likely not be surprised that very little has changed. In an overall sense, this indicates that the industry in this market continues to struggle to stay profitable at basically the same rates year after year while countless everyday business expenses around it continue to rise. It is clear that assistance – perhaps through legislative or regulatory means – is necessary if automotive repair facilities are to keep up with the technological demands of the industry and continue to serve vehicle owners in a safe and professional manner.

Like previous installments, the results of this most recent Survey are reflected in eight different regions: Baltimore area, Annapolis area, Hagerstown area, Washington, DC area, Virginia Beach area, Charlottesville area, Richmond area and Roanoke area. When reviewing these pages, please note that there is a customary plus/minus five-percent accuracy for the results.

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Contact these Nissan dealers for all your parts needs: Sheehy Nissan of Manassas 9010 Liberia Ave Manassas, VA 20110 Toll Free: 800-969-4778 Local Direct: 703-361-0377 Fax: 703-361-5165 martinfisher@sheehy.com

Passport Nissan 5000 Auth Way Suitland, MD 20746 Phone: 301-423-6930 Fax: 301-423-2965

34

February 2017

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 35

Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you

Contact these Mazda dealers for all your parts needs: Brown’s Fairfax Mazda 10570 Lee Hwy. Fairfax, VA 22030 Toll Free: 800-234-8642 Phone: 703-385-3994 Fax: 703-591-5348

Nu Car Mazda 172 North Dupont Hwy. New Castle, DE 19720 Toll Free: 800-346-5283 Fax: 302-322-7135

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

Fitzgerald Mazda 114 Baughmans Lane Frederick, MD 21702 Toll Free: 800-545-4745 Fax 877-696-1841 E-mail parts@fitzmall.com www.fitzparts.com

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

February 2017

35

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 36

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continued from page 34

It is important to stress that the numbers featured in these Survey results are door rates; they do not represent the rates charged in a referral agreement between a shop and an insurer. Simply, these are the rates that participating WMABA businesses charge a consumer who walks in off the street and wants to pay for the work out of their own pocket.

Shops in the Virginia Beach area reported improvements over the previous Survey, with their average frame Labor Rates increasing 7.19 percent from $55.35 in 2015 to $59.33 in 2016. This region’s average outside storage also went up from $32.78 to $36.36, a nearly 11-percent jump from last year.

Decreases were felt in the Annapolis area, with inside storage rates down 10.2 percent from $61.25 in 2015 to $55 in 2016. Inside storage rates also saw downward slides in areas outside of Annapolis, including a 12.49-percent dip in the Hagerstown Area and a 9.47-percent decrease in the Washington, DC Area. In the Charlottesville Area, mechanical rates went from $76.84 to $71.05. On a broader scale, the overall number of technician and office staff across all surveyed regions has steadily decreased year after year as well.

WMABA hopes that the Survey information presented in this article and in the upcoming March issue will be of use to area repairers as the association continues to work to improve the business lives of its members.

Look for Part Two of WMABA’s Labor Rate Survey results in next month’s Hammer & Dolly. H&D

Executive Director’s Thoughts

Year after year, this Survey shows a lot of negativity, not only in the sense of overall stagnation of the rates themselves, but also in the negative feedback from the repairers participating. WMABA is keen to the fact that so many shop costs have risen, and the need for new equipment and training has never been greater. How’s a shop to budget for that when the rates have remained basically the same since about 2002? Think about how majorly vehicles have changed in that same timeframe!

- Jordan Hendler

36

February 2017

HD0217.qxp_Layout 1 1/19/17 2:16 PM Page 37

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Please support the advertisers who have helped make this publication possible.

February 2017

37

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 38

IF OFFERING ONLY ORIGINAL MINI PARTS IS A CRIME...

THEN YEAH, WE’RE GUILTY. At your local MINI dealer, we believe that using Original MINI collision replacement parts will speed your repairs and increase your profitability. Original MINI parts assure an absolute perfect fit and function.

For Original MINI parts, contact any of these authorized MINI dealers.

MINI of Annapolis 25 Old Mill Bottom Road Annapolis, MD 21409 410-349-2565 fax: 410-349-2586

MINI of Baltimore County 720 Kenilworth Drive Towson, MD 21204 Toll Free: 844-635-4347 410-296-MINI (6464)

MINI of Sterling 21826 Pacific Blvd Sterling, VA 20166 888-954-8222 fax: 571-434-7727

MINI of Alexandria 5990 Duke Street Alexandria, VA 22304 703-461-6250 fax: 703-751-0595

MYMINIANNAPOLIS.COM

MINIOFSTERLING.COM

MINIBALTIMORE.COM

Crown MINI 8710 West Broad Street Richmond, VA 23294 Toll Free: 800-237-0130 804-527-6860 fax: 804-965-6254 CROWNMINI.COM

MINIOFALEXANDRIA.COM

© 2017 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

38

February 2017

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Tesla Motors Inc. Approves Pro Spot SP Series MIGs for Aluminum Welding Pro Spot International,

manufacturer of tools and equipment for the collision repair industry, has announced the recent Tesla approval of the SP Series MIG Welders – including the SP-5 Smart MIG and the new SP-5.3 Double Pulse 3-Phase Smart MIG. These welders are approved for aluminum welding during structural repairs on Model S and Model X. “Congratulations to the entire Pro Spot team,” says Ron Olsson, president of Pro Spot. “Our commitment to a total aluminum repair solution is paying off. To be recognized by a high technology company like Tesla is a great confirmation that our product development is on point.”

The Tesla approval joins many others of the SP MIG Welders, including Mercedes-Benz, Jaguar, Land Rover, Honda/Acura, Ford’s F150, the Cadillac CT6, Corvette and more. The SP Series MIG Welders are unique in many ways, but they stand out for their ease of use and the three dedicated torches to aluminum, silicon bronze and steel. For details on the specific OEM programs and approvals, contact Pro Spot. For additional information, visit prospot.com. H&D

VISIT US AT NORTHEAST® BOOTH 100

February 2017

39

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 40

Shop owner.

Claims negotiator.

Maestro of metal.

CAPA die-hard.

You have to wear a lot of hats to turn a mass of broken metal into a thing of shimmering beauty— all the while working with demanding insurance adjusters and picky vehicle owners.

But Materials Scientist, Micro-Weld Examiner, or Tensile Strength Technician you are not. That’s where we come in.

CAPA created the auto industry’s first crash part testing and certification program over a generation ago to identify high quality replacement parts for everyone whose livelihood depends on quality repairs That’s the hat we wear. Proudly.

TM

If it isn’t CAPA Certified, it isn’t a genuine replacement part. capacertified.org

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 41

Conquest your Mitsubishi parts needs!

Mitsubishi now offers Genuine OEM parts through our new “Opt-OE” parts program at discounted prices. See Mitsubishi’s Ultra-Conquest parts and prices in the Optional OEM Suppliers category of popular collision estimating systems.

Ultra-Conquest Collision Parts Program Highlights: • • • •

Discounted prices on quality new and unblemished OEM parts Automated price and part selection in collision estimating systems High parts availability Delivery to most major U.S. cities within 24 hours

• Available through all participating Northeastern area Mitsubishi dealers • Includes the majority of key collision components for select popular models • We can meet or beat aftermarket prices!

To find out more about Ultra-Conquest pricing contact your local Mitsubishi dealer.

For Genuine Mitsubishi parts, contact these authorized Mitsubishi Dealers.

Fitzgerald Mitsubishi 1930 West Street Annapolis, MD 21401 Direct: 410-224-4636 Fax: 410-224-4264 E-mail: adamsf@fitzmall.com

Younger Mitsubishi 1945 Dual Highway Hagerstown, MD 21740 Direct: 800-296-1190 Fax: 301-733-5465 www.youngermitsubishi.com

Buy Genuine Mitsubishi Parts and get the perfect fit at the perfect price.

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February 2017

41

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 42

Š 2017 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

42

Porsche of Rockville 1125 Rockville Pike Rockville, MD 301-296-2870 Fax 301-762-5055 rockville.porschedealer.com

Porsche of Arlington 3154 Jefferson Davis Highway Arlington, VA 703-684-8835 Fax 703-518-0467 arlington.porschedealer.com

Porsche Silver Spring 3141 Automobile Boulevard Silver Spring, MD 844-413-6929 Fax 301-890-3748 silverspring.porschedealer.com

Euroclassics Porsche 11900 Midlothian Turnpike Midlothian, VA 804-794-3399 Fax 804-794-9771 euroclassics.porschedealer.com

Porsche Towson 700 Kenilworth Drive Towson, MD 855-873-8619 Fax 410-296-4852 porschetowson.com

Checkered Flag Porsche 2865 Virginia Beach Boulevard Virginia Beach, VA 757-687-3483 Fax 757-687-3490 checkered-flag.porschedealer.com

February 2017

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 43

Unsurpassed Quality.

Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE.

SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS.

TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR THE WHOLESALE

PARTS SPECIALIST AT THESE FINE DEALERS. Buy Hyundai Parts.

For Genuine Hyundai parts, contact these Authorized Hyundai Dealers.

Fairfax Hyundai 10925 Fairfax Blvd.

Fairfax, VA 22030 Phone: 703-273-5188 FAX: 703-352-3115 E-mail: parts@fairfaxhyundaiinc.com

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

Malloy Hyundai 1880 Opitz Blvd.

Woodbridge, VA 22191 Parts Direct: 703-490-8263 Fax: 703-490-3864 E-mail: hmkparts@aol.com

Checkered Flag Hyundai 3033 Virginia Beach Blvd.

Virginia Beach, VA 23452 Phone: 757-687-3463 Fax: 757-687-3468 hyundai.checkeredflag.com

February 2017

43

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MEET THE

BOARD

Bill Hawkins

Some people drive an hour or more to attend a WMABA meeting, but Bill Hawkins’ first time at an association gathering was 3,000 miles in the making.

A 28-year collision repair veteran, he first built a career in California, where he held a variety of industry positions before becoming the manager of the collision repair facility at Weatherford BMW in Berkeley in 2006. Six years later, he was offered an opportunity to transfer to the east coast for a managerial position at BMW of Rockville. Already familiar with the area after studying English at Howard University years earlier, he viewed his new job as a chance to experience a new – and considerably different – industry market.

“I had always wondered how shops manage to be profitable given the Labor Rate discrepancies and disparity between west coast and east coast. I looked at it as going to boot camp; if I could go to the east coast and see how the other half lived, it would ultimately benefit me. It’s fairly easy to be profitable at $65 to $90 an hour, but I always thought doing it at $42 was witchcraft. I wanted to see how it was done.”

Before long, he discovered that diversifying revenue streams would be the key to his operation’s ongoing success and survival.

44

February 2017

Getting to know the industry pros who work on your behalf.

By Joel gAusTen

“I started to look outside the box in terms of our sublet schedules and what we relied on vendors to do that we could bring in-house.

Those were things that we really didn’t focus on that much out in California.”

A little over three years ago, Hawkins accepted his current position as collision center manager at BMW/MINI of Annapolis, bringing his years of expertise with him.

“I tend to look at things in more of a black-and-white, numbers perspective. If there’s another weakness in our industry aside from the shortage of technicians, it is that a lot of managers don’t really know how to determine their true cost of doing business.”

As anyone who closely follows this industry knows, certification has become a major subject for shops of all sizes. Not surprisingly, Hawkins is supportive of the trend.

“It’s been a huge boon for this particular center. These cars aren’t getting any less complex, and having the access to manufacturer data for repair instructions and access to training are benefits that we have as a certified center that we wouldn’t have as an independent repair facility. There are also a lot of clients who want their cars repaired at a certified center, period.”

While still in California, Hawkins made it a point to read as many industry publications as possible to remain up to date on everything impacting his field. Following WMABA’s constant progress on the regional and national fronts, he was impressed by the dedication of association leaders including President Mark Schaech, Jr. “I have a lot of respect for him because I know how difficult it is to have an independent repair facility in any marketplace and hold yourself to the type of repair standards that he obviously does at his shop.”

A supportive member of WMABA since returning to the area, he recently accepted an offer to join the Board of Directors.

“I’ve always been a proponent of utilizing all of the tools at our disposal to try and bring about some change in the industry. I look forward to working with a bunch of very dedicated professionals who are interested in doing the right thing for their customers and running profitable businesses while doing it.”

Of course, there is more to life than thinking about ways to grow and improve your business. An avid drummer, Hawkins often spends his free time making music at his home studio with his wife, Holly, on keyboards and his son, Daniel, on bass.

After decades in the industry, Hawkins still finds satisfaction in providing a positive and professional service to his customers.

“Having a repeat customer, or having someone give you a hug at the end of the repair, is something that no adjuster is ever going to feel. You get to see the results of your work on a daily basis. I really like that.” H&D

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 45

February 2017

45

HD0217.qxp_Layout 1 1/19/17 2:05 PM Page 46

Mark schaech, Jr.

(410) 358-5155 mark@marksbodyshop.com

PRESIDENT’S

MESSAGE GETTING REAL WITH RATES

I find it fascinating that insurers generally have no issue paying different mechanical rates from shop to shop. They often ask us for our mechanical rate at my shop, but they’ll turn around and say they only pay the “prevailing rate” when I ask them, “Don’t you want to know what our body, refinish and structural rates are?”

I constantly ask them if they are able to override the Labor Rate based on their own judgement or the shop’s training, equipment and certifications. They’ll inevitably answer that they cannot change the rate in their database. Well, if that is the case, then how would the prevailing rate ever move? Well, it doesn’t.

As our Labor Rate continues to stagnate, we continue to see one poor repair after another during post-repair inspections. Some shops in the market take what they can get and repair vehicles in the least expensive way possible while attempting to turn a profit.

At the same time, technicians are leaving this industry at an alarming rate, and it is almost impossible to attract new ones to this profession. The reason there are so few certified collision shops is because most facilities do not have the money to invest in equipment and training. How can they pay for things when they accept current Labor Rates? I’m fairly certain I could not get a plumber, an electrician or a lawn mower repairer at auto body rates.

I think that our industry needs to accept that if we want to perform proper, safe and warrantable repairs, we may have to balance bill a few customers. When you at least give your customers the option of receiving a high-quality repair that includes new OEM parts and follows manufacturer guidelines, you will be surprised how often they will select that option (even if it costs them money out of pocket). After they make the investment in a proper repair, educate them on which insurance carriers do the right thing. If this happens enough times, we might finally be able to operate under a realistic Labor Rate.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: __________________________________ 46

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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 can’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.

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

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

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

E-mail: sebastian.venegas@hondaoftysonscorner.com

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KEEP IT GENUINE

INSIST ON GENUINE GM PARTS

We stand behind our product, providing collision repair professionals and vehicle owners peace-of-mind and confidence.

Contact these Genuine GM Parts dealers for all your parts needs: NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 e-mail: parts@nucar.com www.nucar.com

OURISMAN CHEVROLET 4400 Branch Avenue Temple Hills, MD 20748 Phone: 301-899-6990 Fax: 301-899-9375 www.ourismanchevrolet.com

POHANKA CHEVROLET 13915 Lee Jackson Memorial Highway Chantilly, VA 20151 Phone: 888-266-2993 Direct: 703-502-3729 Fax: 703-968-0932 www.pohankachevrolet.com

RADLEY CHEVROLET 3670 Jefferson Davis Highway Fredericksburg, VA 22408 Phone: 800-355-8202 Direct: 540-898-0055 Fax: 540-891-2074 www.radleychevrolet.com

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ADVERTISERS’ INDEX Alexandria Toyota ................................36 AkzoNobel ..........................................28

Audi Group ..........................................22

Axalta Coating Systems ......................IFC BASF ..................................................9

BMW Group ........................................26-27 BMW of Fairfax....................................3

Chesapeake Automotive Equipment ..50

DJS Fabrications ................................34

Empire Auto Parts................................36 Ford Group ..........................................7

Future Cure ........................................39

GM Parts Group ..................................49 Heritage Collision Center ....................4

Honda Group ......................................47

Honda ProFirst ....................................IBC Hyundai Group ....................................43

Koons Ford ..........................................23 Malloy Hyundai ....................................6

Mazda Group ......................................35 MINI Group ..........................................38 Mitsubishi Group..................................41 Mopar Group ........................................41

Nissan Group ......................................34 Nucar ..................................................11

O’Donnell Honda ................................50

Packer Norris Parts ............................48 P&L Consultants ..................................25 Polyvance ............................................18

Porsche Group ....................................42

PPG ....................................................OBC Safety Regulations ..............................37 Subaru Group ......................................23 Toyota Group ......................................19 VW Group............................................17 Wheel Collision Center ........................37

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VISIT US AT NORTHEAST® BOOTH 734