SIMPLER. FASTER. BETTER.
Original BMW replacement parts represent the ultimate in safety, quality and reliability. Imitations can be less expensive but often lack the fit, finish and function that is expected from your BMW customers.
With most parts in stock, BMW of Fairfax is your best choice for Original BMW parts.
·One stop shopping experience with on-shelf availability exceeding 16,000 line items.
· Beltway’s most predictable and dependable delivery system to meet your business demands.
· Same day availability on most parts ordered before 2:30pm.
· 24 / 7 ordering convenience through Collision Link.
BMW of Fairfax
Wholesale Parts Hotline: 800-879-2269 (1-800-TRY-ABMW)
Parts Direct: 855-397-4426
24 Hour Fax: 703-641-8562
2805 Old Lee Highway, Fairfax, VA 22031
Orders accepted by phone, fax, and now e-mail to speed your delivery and your repairs. Ask about our next-day UPS delivery.
Email: parts@bmwoffairfax.com
Visit us on the web: www.bmwoffairfax.com
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
2540 RIVA ROAD ANNAPOLIS, MD 21401
Phone: 410-266-3083
Fax: 410-224-4239 www.koonsford.com
CALENDAR OF EVENTS
CLASS LISTINGS
february 16 , 2017
WMABApresents: MikeAnderson &friends, a 2-part afternoon andevening session(1pm-5pm and5:30pm-8pm)
northpointhighschool , 2500davis rd , Waldorf , Md for more information, visitwmaba com
March17-19 , 2017
AAsp/nJ’s 40thAnnual norTheAsT®Automotive services show Meadowlands exposition Center, secaucus, nJ for more information, visitaaspnjnortheastcom andseepage 20
February 1, 2017
Wheel AlignMenT & diAgnosTiC Angles
FinishMaster, Springfield, VA
February 2, 2017
sTeering & suspension dAMAge AnAlysis Criswell Collision Center, Annapolis, MD
MeAsuring Caliber Collision Center – Randallstown, Randallstown, MD
February 7, 2017
Color Theory, Mixing Toners & TinTing
Subway Auto Body, Gambrills, MD
AluMinuM exTerior pAnel repAir & replACeMenT Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA
February 8, 2017
AdvAnCed sTeering & suspension sysTeMs dAMAge AnAlysis
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
sTruCTurAl sTrAighTening sTeel Wayside Body Shop Inc , Denton, MD
February 16, 2017
AlTernATe fuel vehiCle dAMAge AnAlysis & sAfeTy
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 22, 2017
Adhesive Bonding
N T Auto Body Inc , Alexandria, VA
sTruCTurAl sTrAighTening sTeel
FinishMaster, Springfield, VA
February 23, 2017
Color Theory, Mixing Toners & TinTing
Criswell Collision Center, Annapolis, MD
refining The TeAM & The Business Tristate Collision Center, Columbia, MD
hAzArdous MATeriAls, personAl sAfeTy & refinish sAfeTy
FinishMaster, Springfield, VA
February 28, 2017
BlueprinTing proCess & dAMAge disCovery
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
AdvAnCed sTeering & suspension sysTeMs
dAMAge AnAlysis
Delcastle Vo-Tech, Wilmington, DE
Corrosion proTeCTion
Manheim (Harrisonburg) Auto Auction, Harrisonburg, VA
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
EDITOR’S MESSAGE
Joel Gausten
(973) 600-9288
joel@grecopublishing.com
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 Mark Schaech, Jr. mark@marksbodyshop.com 410-358-5155
VICE PRESIDENT Torchy Chandler torchy.chandler@gmail.com410-309-2242
TREASURER Barry Dorn bdorn@dornsbodyandpaint.com 804-746-3928
SECRETARY Phil Rice phil@ricewoods.com 540-846-6617
IMMEDIATE PAST PRESIDENTDon 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
ADMINISTRATION
EXECUTIVE DIRECTOR
Jordan Hendler (jordanhendler@wmaba.com) 804-789-9649
WMABA CORPORATE OFFICE
P.O. Box 3157 • Mechanicsville, VA 23116
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
STAFF
PUBLISHER Thomas Greco thomas@grecopublishing.com
SALES DIRECTOR Alicia Figurelli alicia@grecopublishing.com
EDITORIAL DIRECTORJoel Gausten joel@grecopublishing.com
Ben Gibson (bgibson@harrisonbodyworks.com) 804-355-8151 Ashley Kruger (akruger@baughautobody.com) 804-285-8045
Bill Hawkins (whawkins@mybmwannapolis.com) 410-349-2578
CREATIVE DIRECTORLea Velocci lea@grecopublishing.com
OFFICE MANAGERDonna Greco donna@grecopublishing.com
EXECUTIVE DIRECTOR’S
MESSAGE
L A B O R S O M E
L
A B
O R R AT E S
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
WHAT’S
UP TO?
W M A BA M E M B E R S H I P:
T H E UN-S EC R E T P L AY B O O K
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
The Playbook
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 beenand 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
Criswell Collision Center G I F T S
R
E C YC L E D R I D E
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
Executive Director’s Thoughts
shoemaker from
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)
John
BAsf presented Crocket with a roadside safety kit
Melissa Crocket with a certificate of congratulations from Maryland senator ed reilly
The restored 2010 honda odyssey minivan
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!”
Toyota Genuine Parts please call one of these authorized
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
Koons Tysons Toyota
8610 Leesburg Pike
Vienna, VA 22182
Phone: 703-790-8310
Fax: 703-356-9081 www.koons.com
Toyota 12420 Auto Drive
Clarksville, MD 21029
Phone: 410-988-9272
Fax: 443-539-4022
darnold@antwerpenauto.com
Checkered Flag Toyota 5301 Virginia Beach Boulevard Virginia Beach, VA 23462
PH: 757-687-3443
FAX: 757-687-3437 www.checkeredflag.com
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
Toyota 1935 Dual Highway
Hagerstown, MD 21740
Phone: 800-296-1190
Fax: 301-733-5465
dthompson@youngertoyota.com
Koons Toyota Annapolis 1107 West Street
Annapolis,MD 21401
Phone:(800)262-3330
Fax:(410)280-6361
roy.easter@koons.com
MIKE ANDERSON, SCRS LEADERSHIP MEETING TO HIGHLIGHT 40TH ANNUAL NORTHEAST
Next 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
BY
JOEL GAUSTEN
Come see Mike & friends February 16, 2017 in Maryland. Check out www.wmaba.com for more information.
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
WMABA veteran Mike Anderson (Collision Advice) is set to present at NORTHEAST 2017.
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 Annapolis 1833 West Street Annapolis, MD 21401
Parts Direct: 443.482.3280
Parts Fax: 443.482.3281 www.audiannapolis.com
Audi Bethesda 5206 River Road Bethesda, MD 20816
Parts Direct: 240.762.5636
Parts Fax: 301.718.1847 www.audibethesda.com
Audi Chantilly 14839 Stonecroft Center Court Chantilly, VA 20151
703.956.2100 Fax: 703.956.2139 www.audichantilly.com
Rockville Audi 1125 Rockville Pike Rockville, MD 20852
Parts Direct: 301.296.2870
Parts Fax: 301.762.5055 www.rockville-audi.com
Audi Silver Spring 3151 Automobile Boulevard Silver Spring, MD 20904
844.413.6929
Fax: 301.890.3748 www.audisilverspringparts.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
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
FEATURE TECHNICAL
T H O U G H T S O N R E K E Y I N G E S T I M AT E S :
PA RT 1 O F 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
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
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
Executive Director’s Thoughts
What Larry is talking about is your time
By lArry MonTAnez iii, CdA
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
“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
in that process!
an insurance rep. Think of all the operations, or not-included items, that could have been missed
- Jordan Hendler
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
FIVE YEARS OF FACTS:
WMABA’s Sur vey 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 INC LUD E THE R ESU LTS WE RE CEIV ED TO THE FOLL OWIN G QU ESTIONS :
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.
1 BAlTiMore AreA
BAlTiMore CounTy, Md CArroll CounTy, Md CeCil CounTy, Md hArford CounTy, Md hoWArd CounTy, Md The CiTy of BAlTiMore, Md
The overall percentag e of thos e sur veyed who have an operating dedicated structural aluminum repair area is
region 2 AnnApolis AreA
% “yes” to yes/no
AllegAny CounTy, Md ClArKe CounTy, vA
frederiCK CounTy, Md frederiCK CounTy, vA gArreTT CounTy, Md loudoun CounTy, vA WArren CounTy, vA WAshingTon CounTy, Md
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
2016 ratio of office staff to technicians 2 to 3
% “yes” to yes/no question
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
region 6 ChArloTTesville AreA
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
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
2016 ratio of office staff to technicians 2 to 3
region 8 roAnoKe AreA
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
2016 ratio of office staff to technicians 3 to 5
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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114 Baughmans Lane
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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
Ourisman Mazda of Rockville 801 Rockville Pike
Rockville, MD 20852
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Fax: 240-499-2488
e-mail: rockvilleparts@ourismanautomotive.com www.ourismanmazdaofrockville.com
COVER STORY
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
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
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MINI of Sterling 21826 Pacific Blvd Sterling, VA 20166 888-954-8222 fax: 571-434-7727
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MINI of Baltimore County 720 Kenilworth Drive Towson, MD 21204
Toll Free: 844-635-4347 410-296-MINI (6464) MINIBALTIMORE.COM
MINI of Alexandria 5990 Duke Street Alexandria, VA 22304
703-461-6250 fax: 703-751-0595 MINIOFALEXANDRIA.COM
Crown MINI 8710 West Broad Street Richmond, VA 23294
Toll Free: 800-237-0130 804-527-6860 fax: 804-965-6254
CROWNMINI.COM
© 2017 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.
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
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Annapolis, MD 21401
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1945 Dual Highway
Hagerstown, MD 21740
Direct: 800-296-1190
Fax: 301-733-5465
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Rockville, MD
301-296-2870
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Porsche Silver Spring 3141 Automobile Boulevard
Silver Spring, MD
844-413-6929
Fax 301-890-3748 silverspring.porschedealer.com
Porsche Towson
700 Kenilworth Drive
Towson, MD
855-873-8619
Fax 410-296-4852 porschetowson.com
Porsche of Arlington 3154 Jefferson Davis Highway
Arlington, VA
703-684-8835
Fax 703-518-0467
arlington.porschedealer.com
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Midlothian, VA
804-794-3399
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Virginia Beach, VA
757-687-3483
Fax 757-687-3490
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BOARD MEET THE
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
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
MESSAGE PRESIDENT’S
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
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
E-mail: sebastian.venegas@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
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
