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Executive Director’s Message
Getting What you pay for
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“You get what you pay for” was one of the phrases that stood out to me as I sat in the audience during an OEM panel at the recent NORTHEAST® Automotive Services Show in New Jersey. It was not the main topic of discussion, but it still struck a nerve for me. We all use this phrase, but do we practice what we preach? I hear it often on social media and in conversations I have with shops. e context is usually referring to when a customer is looking for a repair shop and chooses the lowest estimate or a potential deductible savings. I also hear it when a repair shop is being asked to use aftermarket parts or is referencing the lack of coverage their clients have opted for in the name of lower premiums. “Getting what you paid for” is easily thrown around when it doesn’t pertain to us. I use it myself! We are quick to throw that stone when we feel shorted, like when a customer doesn’t choose our shop or we are not being properly reimbursed for required operations. at begs the real question: Are you applying this philosophy when you are the consumer? Quality work requires quality investments in tools, processes, vendors and even employees. However, in our industry, the buck doesn’t stop at quality. e resounding
message lately is that OEM certification is the wave of the future in collision repair. at means that even the greatest tool on the planet may not be the right one for you. As shops, we tend to buy what presents itself to us first. A one-size-fitsall solution can be very attractive, but it may not always fit our needs. e hardest things to compare are the products that we didn’t even know existed until we are captivated by a sales presentation and tempted to buy on the spot. Ware Wendell of Texas Watch recently gave me some solid advice. I was interested in a service I found online that I didn’t even know existed. It was a platform that would help our legislative efforts. It also came with a hefty price tag. Because of the nature of its features, it wasn’t something I could easily “Google” to see what else was out there. In an effort to find out if it was a quality product (features and price in mind), Ware told me to ask, “Who are your top three competitors?” Using that information, I was able to compare their system to others. In the end, the product was way more than what we needed at this stage in the game. ey built the Ferrari of platforms, and we just needed a bike. It sure feels good when the most expensive tool on the market is not what you need for the job!
Jill Tuggle ABAT Executive Director Outfitting your shop in all aspects needs to be a process. ink about your goal. Do you want to implement any OEM certifications in the next five years? If you’ve done that even once, you know that XYZ rivet gun may do the exact same thing as ABC rivet gun, but you’re required to buy the approved model to be certified. Some tools satisfy the requirements of many certifications, and you should always refer to the OEM rep to verify that you’re buying the right one. Hire employees and jobbers who are well aligned with your goals. Choose tools that are well suited for you. Ask who their top three competitors are, and then compare. Only this process will lead you to the Ferrari. Or the bike, if that’s all you need.
TXA
jill@abat.com
6 MAY 2019 Texas Automotive