BodyShop Business, November 2014

New-School Marketing » Windshield Replacement » OEM Data

November 2014//Vol. 33 No.11 www.bodyshopbusiness.com

Estimating:

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Waste of Time orPathway to Profit?

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InsideNovemberNovember 2014 Vol. 33 No. 11

BODYSHOP BUSINESS (ISSN 0730-7241) (November 2014, Volume 33, Number 11): Published monthly by Babcox Media, Inc., 3550Embassy Parkway, Akron, OH 44333 U.S.A.Phone (330) 670-1234, FAX (330) 670-0874. Copy-right 2014 Babcox Media, Inc. All Rights Reserved.Periodical postage paid at Akron, OH 44333 andadditional mailing offices. POSTMASTER: Sendaddress changes to BODYSHOP BUSINESS, P.O.Box 13260, Akron, OH 44334-3912.

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Guess the Car ....................................................................................4e-Buzz ..............................................................................................6Industry Update ..............................................................................12Tech Tips ........................................................................................26Product Showcase............................................................................86By the Numbers ..............................................................................92

Estimates: Waste of Time or Path to Profit?The insurer is going to write what they want, so why botherwriting your own sheet? Here are some good reasons why.

ON THE COVER

30

44

50

FEATURESBUSINESS

Refresh Your MarketingOld-school marketing is out, and new-school is in. So ditchyour “Free Estimates” sign and get with the program.

TECHNICAL

ShatteredWith lane change and blind spot monitoring, we take a look atthe increased need for scan tools to properly replace windshields.

DEPARTMENTS

8101422

SHOP TALK

Editor’s NotesI’ve fallen victim to the SEMA effect.

Publisher’s PerspectiveSometimes we take automobiles for granted.

Clark’s CornerMeasuring color with a spectrophotometer.

Web Presence ManagementGoogle’s “Physical Web”may revolutionize marketing.

Guessthe Car

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See the Decemberissue for winner ofGuess the Car#139.

Dan Lally, production manager, H & TCollision Center, Virginia Beach, Va.

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6 November 2014 | BodyShop Business

Find 1,000’s of BodyShop Businessarticles online at www.bodyshopbusiness.com

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What was the best idea you ever had for your business?WE WANT TO KNOW!

The latest online content from BodyShop BusinessCollision Repairers Rate Visit to Capitol an ‘A’Comment by No Bush!: Of coursethey act interested; it’s how theyget the vote. Senators, congress-man and the appointed housespeaker are professional bullshit-ters – they will leave you with afeeling of euphoria as if they’ll ac-tually do something and yet donothing. It’s their game, and no-body plays it better than a politi-cian. Boehner is actually laughinginside thinking, ‘Oh my God, thiscountry is full of idiots! God lovethis country!’

A Dealership Body Shop Manager’s WoesComment by MrAutobody: Sotrue. The body shop orders, re-ceives and checks the parts, pluseats damage on the parts, returnsthem, stores them, etc., and makeslittle parts profit. The parts depart-ment books the parts to an ROand makes the profit. Dealer prin-cipals need to wake up. Howabout the dealer that closed hisshop as it wasn’t making a profit,then the next month couldn’t fig-ure out why the parts departmentsales were down! All those repairsto damaged panels plays into in-surer metrics, too, and they expectmore repaired panels from every-one.The dealer I now work fortreats me like an independent,separate utility meters and all.

Comment by Mike: Look at what’sneeded now in aluminum tools,plus continuing education require-ments. Vehicles now are equippedwith as many components asApollo 1. Plus, the collision rate is$58 an hour compared to the me-chanical rate of $95, and you’vealso got all the insurer BS. If youowned a business, what would agood manager do? Contract outthe work and use your space formore profit of $95. I’m an inde-pendent family shop that’s proba-bly going to branch into moremechanics and component sales.

They Said It On

bodyshopbusiness.com

Like • Comment • Share

September 25 — We are now seeing a live demo of Chief’s

measuring system...

@BSBMagazine:Learn all about U.S. Chemical & Plastics’ expanded

product line that they’ll unveil at #SEMAShow:

http://ow.ly/DdNhF #collision.

Greg Lobsiger

The best thing I ever did for my shop was swallow years of family pride ofbeing in this business and got some outside help. In March of 2008, I was veryclose to a nervous breakdown. I was cold called by a consulting firm and almost hung up on them, but decided to hear what they had to say. Sincethen, we’ve nearly tripled our gross sales and feel very much more in control.I have realized insurers are a factor, but the biggest problem I had in my shopwas the owner – me! I’ve worked with a variety of different consultants since2008, and we now have a shop that has put in a flow line where the cars arechained together. We’re not great at it, but we definitely see the problems thatwe were burying before flow and want continuos improvement to be ourfoundation. – Greg Lobsiger, administrator, Loren’s Body Shop

I fell victim to this effect recently –a full 10 months after the 2013SEMA Show. I guess that goes toshow how long this affliction canlast. What did I do? I installed LEDlights in the footwells of my ’09Honda Civic. That’s right – bright,glowing lights of a variety of colorsthat can be set in a variety of differ-ent modes, including one that blinksin time with your music.

Oh, I’ve had to endure commentslike, “What are you, 13?” and, “Youmen are all the same!” But you

know what? I like them. They’re cool!

And when I setthem on blue,which matchesthe lights on my dashboard,they’re actually

pretty taste-

ful and – dare I say it – classy. OK,maybe that’s a stretch, but at least Ididn’t put them underneath the caror something.

The lights now are in addition tomy modified tailpipe. And I shalldo no more customizing of my car.Promise. OK, maybe a small, subtlespoiler at some point, NOT one ofthose garish batwings I’ve seen!

One of my co-workers broughtup a good point when he said,“Hey, man, you might think aboutturning them off at night.Otherwise, you’ll be a copmagnet!” Gosh, I never thought ofthat. In fact, when I initially boughtthe Civic, I figured since it was grayand one of the most common vehi-cles on the road that I wouldbecome invisible to the fuzz. In fact,not long after I bought it, I washeading down the highway andnearly panicked when I saw a copbarreling up from behind me.When he drifted past me, I thought,“By God, it’s true! I really do have

Harry Potter’s Cloak of Invisibil-ity!” And here I am attracting

undue attention now. Tsk, tsk.When they pull me over, I’lljust say I fell victim to theSEMA effect.

Editor’sNotes Publisher

S. Scott Shriber, ext. 229 [email protected]

EditorJason Stahl, ext. 226 [email protected]

Managing EditorGina Kuzmick, ext. 244 [email protected]

Contributing EditorsMitch Becker, Mark Clark,Mark Claypool, Erica Evers-man, Tom Ferry, KristenHampshire, Curt Harler, HankNunn, Carl Wilson

Graphic DesignerLisa DiPaolo, ext. [email protected]

Advertising ServicesKelly McAleese, ext. [email protected]

Director of CirculationPat Robinson, ext. [email protected]

Director of eMedia Randy Loeser, ext. [email protected]

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Tel: (330) 670-1234Fax: (330) 670-0874Website: bodyshopbusiness.com

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Bill Babcox, PresidentGregory Cira, Vice President,

Chief Financial OfficerJohn DiPaola, Vice PresidentBeth Scheetz, Controller

A limited number of complimentary subscrip-tions are available to those who qualify. Call(330) 670-1234, ext. 288, or fax us at (330) 670-5335. Paid subscriptions are available for non-qualified subscribers at: U.S.: $69 for one year.Canada/Mexico: $89 for one year. Canadian ratesinclude GST. Ohio residents add current countysales tax. Other foreign rates/via air mail: $129for one year. Payable in advance in U.S. funds.Mail payment to BodyShop Business, P.O. Box75692, Cleveland, OH 44101-4755. VISA, MasterCard or American Express accepted.

I’ve coined a new term: the “SEMA effect.” What is the SEMA effect?It’s an uncontrollable urge, after attending the SEMA Show, to trick upyour ride.

The SEMA Effect

Jason Stahl, Editor

Email comments to [email protected]

Sometimes I Forget

Well, it’s really the 240 million vehicleson the road today that make it all possible.Along the way in the last 100 or so years,the personal automobile has become such apart of our fabric that we tend to take it forgranted. Given my background, that’s really hard to imagine.

Once every year, I’m reminded of my owninfatuation with it and am always glad whenI am. About five years ago, a service adviser

told me about a car show going on thatparticular night. I don't make a habit of

crashing parties, but for some reason –after some coaxing from my adviser –I loaded up the family and showedup. It turned out to be quite anevening, and I was astounded to findout that it was all done by word-of-mouth – other car enthusiasts tellingeach other. It was so popular, the police were there to direct traffic and

help with crowds.This was all made possi-

ble by one car lover whodecided to share his col-lection with the rest ofus. This rare individ-ual is Bob Jones. Hiscollection is one ofthe most uniqueI’ve ever seen. NoBentleys or Fer-raris, just reallycool cars that all ofus either had orknew someonethat had one. Ofcourse, there were

the oddballs like a 1923 air-cooled Franklintouring car and, of course, two electric carsfrom yesteryear (who says hybrids are new?).Bob's favorite car is a 1939 Ford Roadster. Theoldest car was a 1906 Baker electric, quite acontrast to the Art Arfons Salt Flats jet car thatwas there also. For those of you who remem-ber, it was the “Green Monster.”

The diversity of the collection is impossi-ble for me to explain here in words. Theother impossible thing for me to explain isthe opportunity to see them all in a casualenvironment. You see, Bob believes cars aremeant to be driven. They all run except theBaker, and they get taken to shows and areoften seen running around town. Therewere no “Do Not Touch” signs, and everyone of them was open and ready for in-spection. This is absolutely unheard of today with a collection of this magnitude.

This was all made possible by the gen-erosity of one man. Why? Because heshares the same love of the automobile thatthis nation has had for the last century.

This industry is a great place to work,and if you’re reading this, I know youmake your livelihood from it. It’s easy totake cars for granted, but thanks to peoplelike Bob who give back to the industry, wecan be reminded of their importance andthe enduring place they hold in our coun-try. Thanks, Bob, and see you next year!

Publisher’sPerspective

S. Scott Shriber, Publisher

E-mail comments to [email protected]

Even though I’ve spent my entire life in and around the automobile business, Istill forget how much these machines are a part of our lives. How could I forgetthe three trillion miles we travel or the $255 billion in business we generatehere in the automotive aftermarket every year alone?

By Jason Stahl

Sixty-five collisionrepairers who arepart of the na-tional, consolidat-

ed lawsuit filed against

various insurers forshort-pays visited Wash-ington, D.C., in Septem-ber to educatecongressmen, senatorsand their staff on the 1963Consent Decree.

Based on the 150 meet-ings they had, lead attor-ney John Eaves Jr. saidthe experience was over-whelmingly positive.

“The [congressmen andsenators] were very, very

supportive,” he says.“One of the reasons isthat 80 percent of thepeople we visited withhad a bad experience try-ing to get their car fixed.”

Matt Parker, owner ofParker Auto Body in WestMonroe, La., rated the ex-perience an “A.”

“Everyone, includingSpeaker of the HouseJohn Boehner, was veryreceptive and told us theywould help if we couldget something up there tothem,” says Parker.“They asked questionsand wanted to knowabout things. They wereall very receptive becausemost of them have hadaccidents and beenscrewed by insurancecompanies. I couldn’t tellyou how many of themtold us they had not beentreated fairly by an insur-ance company.”

Tony Passwater, execu-tive director of the Indi-ana Auto Body

IndustryUpdate


(Left to right): IABA President TonyPasswater, Attorney John Eaves Jr.,and shop owners Karen Ennekingand Joe Enneking.

Collision Repairers Rate Visit to Capitol an ‘A’

New York Artist Creates ‘ArtRod’ Using Pro-Spray PaintNew York fine artist Steven Vaughanhas created an “ArtRod” for a clientthat has gained national acclaim forits uniqueness and one-of-a-kindpaint job using Pro-Spray products.

The car, a 1970 Saab that endedup being two feet longer whencompleted, is a rolling piece of artcomplete with drawings of nu-clear explosions, cowboys withgas masks, angels and super-heroes, and Marilyn Monroe giv-ing the peace sign. The car

transitions from war in the front topeace in the back.

“I wanted the front end ofthe car to look like three knivescoming at you, so I used theidea of cutwaters from an oldChris Craft, chrome tips from anold wooden boat,” says Vaugh-an. “I wanted that chrome and re-flective quality in the front, so Iused aluminum and polished it.On the sides, I was going for across between a Bonneville Salt

Continued on pg. 60

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National AutoBodyResearch (NABR)has announced

the launch of its RayGunder Real-Time LaborRate Survey in Floridaand Georgia.

This survey measuresthe current range of marketprices for shop labor andmaterial rates in the colli-sion repair industry, basedon factors such as a shop’slocation, training, equip-ment and certifications.

As repair shops com-plete the survey, NABR’sVariable Rate System(VRS) automatically andcontinually calculates therange of market-basedrates for several laborrates including body,paint, frame and mechan-ical labor, as well as paintand material rates.

“In our research of theauto collision repair in-dustry, we found that ex-isting labor rate surveyswere not useful for shopsor insurance companiesbecause those surveys

were taken only annuallyor once every severalyears and resulted inonly one rate per marketand one rate for allshops,” said RichardValenzuela, CEO ofNABR. “Those surveysdid not make any consid-

eration for changes in themarket or key differencesamong shops.

“The reality is that themarketplace is constant-ly changing with forcesof supply and demand,advancements in tech-nology and shops’ con-

ASA Celebrates NewHeadquarters LocationThe Automotive Service Associa-tion (ASA) announced it held anopen house on Oct. 13 to celebrateits move to a new national officeat 8209 Mid Cities Blvd., NorthRichland Hills, Texas. Attendeesincluded ASA board of directors,local businesses and staff.

“In response to the growingneeds of our members, ASA tooka proactive assessment of the

specific ways in which we serve the membership and the industry,” said DarrellAmberson, AAM, ASA chairman. “Our new headquarters puts us in an optimalposition to be effective, efficient and pertinent for the long term. We’re servingour members today, and ensuring we’ll be here for them tomorrow as well.”

With the move, the association’s primary phone number is now (817) 514-2900. The old number, 800-ASA-SHOP (272-7467), has been discontinued.

»| Industry Update |«

National AutoBody Research Launches Ray Gunder Real-Time Labor Rate Survey

Flats racer from the 1930s and a tank. The wheel wellshave flat surfaces on top and then bow out, and thatgave it that tank-military feel.”

For the paint, a friend of Vaughan’s recommendedhe go with an auto grade paint versus paint marketedto fine artists as useable on automobiles. He first did atest with a brand other than Pro-Spray and the edgeswere lifting.

“Because there is a lot of masking on this car, Icouldn’t have that,” Vaughan says. “I didn’t want tofight that battle.”

Based on the recommendation of a friend, he wentwith Pro-Spray and got the results he wanted.

“The Pro-Spray metallic silver became the basecoatbecause I knew I wanted that reflectance underneatheverything, and then I used washes of color overthat,” says Vaughan. “Then, I did gradations down thesides of the car for the nuclear sunset look because Iknew the artwork would be different on both sidesand the gradations would give it continuity. If I keptthe sides like a black-and-white image with the sunsetcolors behind, it would work from side to side be-cause it would have symmetry. The trick was that Icouldn’t make a mistake because I couldn’t go backand duplicate the gradation if I did, so it took a lot ofpreplanning and some careful work.”

tinually increasingcosts, for example.Within one market,there is a range of com-petitive labor rates, notjust one rate. Also, thereare differences amongshops in their level of

www.bodyshopbusiness.com 13

(L to R) Collision Division Director Dan Stander;Secretary/Treasury Roy Schnepper; Chairman DarrellAmberson; Chairman-Elect Donny Seyfer; MechanicalDivision Director Bob Wills; and General Director Gary Keyes.

Continued on pg. 64

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« Circle 121 for Reader Service

Spectrophotometry is the quantita-tive measurement of the reflectionor transmission properties of amaterial as a function of wave-

length. Aha, now I see. No wait, say thatmiddle part again? No matter how itworks, that really expensive and fragiledevice your shop uses to locate a colormatch quickly is truly a marvel of

technology.

Spectro Retro »Like so many thingswith a sciencevocabulary, the Latinroot of the devicecalled a spectropho-tometer explains itsmeaning: “spectro”as in “color,”“photo” as in “light”

and “meter” as in “measure.” So, usinglight to measure color. Roger that.

We’re certainly not the only industry in-terested in measuring color. When thevery first spectrophotometers appeared inthe refinish industry in the 1990s, I inter-viewed a major manufacturer of the de-vices and wrote a couple of articles aboutwhat I learned (see BodyShop BusinessMarch 1994 and October 1998). I recallclearly what my first interviewee saidabout color standards. He used applejuice as his example. If there were threeclear glass jugs of Brand X apple juice onthe grocer’s shelf, and two were oneshade of tan and the other was darker orlighter, which one would you buy? Nei-ther is the answer because you wouldn’tknow which color was “correct.” Hispoint was that lots of industries need tomeasure and control the color of theirproduct closely.

As part of their due diligence, auto

manufacturers use spectros to check theircolor standards as the cars leave thepaint line. We’re all clear on why theirstandards might drift off; the same colorcode is often applied in multiple manu-facturing plants, which may employ dif-ferent spray equipment, oven conditionsand robotic spray paths. Typically, theOE spray equipment is on a five-year replacement cycle so that the same codesprayed in the same plant may drift offwhen the latest robots are installed. Inany event, it’s always different in differ-ent plants, so perfectly exact color stan-dards are very hard to hold, hence theproliferation of alternate formulas eachnew model year.

Modern Marvels » Today’s generation ofrefinish spectrophotometers are super sen-sitive, laboratory-quality measuring com-puters and need to be treated with therespect such high-dollar, high-tech devicesrequire. The optical bench – the planewhere the readings take place – must beprotected from bumping and jarring orthe sensitive alignment will be ruined.Always transport the unit in its customcase, because even a quick trip across thestreet on the seat of the jobber’s deliverytruck can jostle the delicate alignment oflight sources and receivers.

Careful daily calibration is a must. Eachunit will come with a matched set of cali-bration tiles, one black and one white.White reflects all light, and black absorbsall light. This internal check makes surethe light source is optimum by varyingthe micro-voltage current to the bulb(s)and checking that all the optics are receiv-ing accurately. Clean the tiles thoroughlybefore each reading, and periodicallyclean the optics using dry (no moisture oroil) compressed air at low pressures.


By Mark Clark

Measuring Color

Clark’sCorner

Blasting the dusty unit with 175PSI shop air will likely do moreharm than good.

When operating the spectro(also called a camera, photo-head or, in many shops, thebrick), great care must be takenwith the vehicle you’re reading.Since the goal is to have your

reading match one within thepaint company’s database, yourpanel needs to be as clean andglossy as the lab panel they readthe standard from. A quick swipewith some glass cleaner does notmake it sufficiently clean. Eacharea to be read needs to be me-chanically polished with a buffer

– every time! Dull, dirty orcurved surfaces will cause a pooroutcome. Flat panels polishedsmooth offer your best chance ofsuccess. Additionally, don’tmove the unit from horizontal tovertical panels; read each colorfrom the same orientation. Don’trotate the spectro end for end, ei-ther; keep the unit’s positionconsistent and held tightly to the panel.

How They Work » There aretwo basic philosophies abouthow the spectrophotometers willread the colored panel. One ver-sion uses a single white lightsource (white light containsevery color), and the othermethod uses a series of coloredLED lights fired off one at a time.In both cases, the light receptors(photodetectors) within the unitwill read three or five angles ofthe color in all three axes. Thecomputer within the reader willthen interpolate (guess) what allthe missing angles would looklike using some seriously compli-cated math.

The best human eyes can distin-guish about 100,000 different col-ors. A refinish spectrophotometercan distinguish about 2,000,000.The color will then be plotted outat multiple angles on all threeaxes (hue, chroma, value, or cast,saturation, light/dark, or any ofthe other possible names for thethree planes of color theory. Nowonder people are confused bythe terminology surrounding col-or; the same axis has several cor-rect names! Now, the system isready to look for a similar plot-ting in the database.

Components » The spectro hastwo basic components: the “eye”and the “brain.” The eyemeasures the light beam’s inten-sity as a function of its wave-length (measured in nanometers)and diffracts the light source(s)

»| Clark’s Corner |«


into a rainbow. The brain plots thedata points (spectral reflectancecurves) from each receptor andguesses at the missing angles, creating a graph.

I find it helpful to think of theoutput from the spectro as a fin-gerprint. Taking the print is rela-

tively easy, but finding a match isthe hard part. Most refinish paintmanufacturers have an enormousstockpile of spectro readings tak-en from spray-applied, metal lab-oratory panels. To be mostvaluable, the readings must haveall been taken using the same type

of spectro your shop is using toread colors.

Most units download their cur-rent readings automatically whenthe reader is placed into its dock.Some units require external cableconnections to access the plottedcolors. However it’s done, the sys-tem now looks to match the math-ematical pattern of your readingwith their database of similar-looking plots. Many spectro unitswill offer a match rating, guessingat how closely the two plottedcurves resemble each other. Gen-erally low numbers indicate aclose match; higher match ratingsindicate fewer common plotpoints. Some units will offer to“adjust” the formula they foundby calculating which additionaltint colors could bring the pointscloser together.

Not specifying which car manu-facturer or which paint code iscalled a wild card or no-codesearch. While the spectro mightcalculate a suitable color axiscurve, the color it finds may notcontain the same tinting bases asthe OEM color. The machine mightthink it matches by looking at thereflectance curve, but it’s not a vi-sual event and the color may ap-pear different from some angles innatural light. In general, you’ll bebetter off to tell your shop’s colorreader what auto brand and whatcolor code you’re trying to match.

Blending In » In my initial 1994interview, I was warned thatwhile a spectrophotometer-created match on solid colors wasoften successful on the first try,color matching anything withreflectants in it is much more dif-ficult. But we’ve come a long wayin the past 20 years in generatinga suitable formula for metallic,mica and pearlescent colors.Sometimes referred to as“texture,” today’s units aredesigned to plot out where within



the paint film and how sparklythose little reflectors are. Whilemuch better than it used to be,metallic sparkle of any kindremains difficult for the units toidentify and create an accuratescientific algorithm. Because thecolor looks different from head-onand from the side (face and flop,)getting a good match is tough.Highly reflective colors like silvermetallic may blind the spectrowith all their bling.

All this leads to the conclusionthat productive collision repair isdone most quickly and successful-ly when the painter prepares toblend onto surrounding panelsrather than hope for a butt matchfrom any source. Remember toprep those panels extra well asthe thin edge of any blend needsreally good adhesion. There is

also no substitute for using spray-out cards. Who knows what thecolor will look like when your

painter sprays it, in your shop?You will – if you spray and clearthe color on a metal or heavy pa-per cardstock. Lastly, enrolling ina multi-day color adjustment classfrom I-CAR or the paint compa-nies will help a bunch whenyou’re trying to move the colorthat last little bit toward an acceptable color match.

Lucky Us » We’re fortunate as anindustry to have such widespreadavailability of spectrophotometersand their corresponding databasesof thousands of sprayed colors.Color match is the painter’s mostcommon problem. These expen-sive and sophisticated deviceshelp ease the burden. Treat thespectro reader your shop useswith great care, and it will makeyour paint shop more productiveevery day. Technology rocks! BSB

Mark R. Clark is ownerof Professional PBE Sys-tems in Waterloo, Iowa.He’s a popular industryspeaker and consultantand is celebrating his

26th year as a contributing editor toBodyShop Business.



LOVEYour SpectrophotometerTreat your spectrophotometer well by observing the following general rules:

Transport: Always carry the unit safely closed inside its custom carryingcase. Even the slightest thump can affect the accuracy.

Maintain: Keep the optics clean by gently blowing dry and clean compressedair at low pressure across the device. Have your unit professionally recalibratedand tuned up by the authorized service center at regular intervals.

Calibrate: Use only the perfectly cleaned calibration tiles that came withyour unit as they’re matched by serial number to provide the most accuratecolor plotting once true black and white are established. Do it after every tripin the carrying case, but at least once each day.

Operate: Machine polish the panel on the vehicle to be read. Hand polish-ing or a hasty wipe with glass cleaner is not sufficient. You need your panelsto be as clean, smooth and glossy as the laboratory panels they use in thedatabase. Take all readings with the same orientation. Don’t rotate the unitside to side or top to bottom; don’t switch from horizontal panels to verticalpanels in the same series. Take the most consistent readings possible forbest color match.

Web PresenceManagement

A Glimpse Into the Future

Optima Automotive employs peoplewho are charged with being whatwe call “futurists.” They’re responsible for keeping their eyes

open for the dreams and long-term plans ofthe movers and shakers in technology.They look for what’sout there in the future, not what’savailable today or an-nounced to be avail-able in six months.So, with that in mind,are you ready to hearabout the most revo-lutionary thing that’scoming? It’s a Googleinitiative called thePhysical Web, and it’stotally cool!

The Future »Imagine a futureworld where you’rewalking down a citystreet and you sud-denly crave an Italianbeef sandwich. Youpull out your smart-phone and type in ornarrate “Italian beef sandwich” into thePhysical Web project. A ranked list ofsearch results comes up, you pick one andit opens in a full-screen browser window asa URL Web page.

Wait…isn’t that what we can do nowwith search engines? Yes, but these resultsI’m talking about in the future will becoming to you via smart devices locatednear you. These smart devices will have

the ability, via Bluetooth broadcasting, to“beacon” their information out to their lo-cal area, reaching you when you reach outto the Physical Web for information.

Local businesses will have the opportu-nity to showcase products and services.

Bus stops will be ableto tell you when thenext bus on your routewill arrive. You’ll beable to pay parkingfees directly from yourphone. Vending ma-chines will give younutritional informationon the products you’rethinking of buying.And you won’t needcash to buy them –your phone will paywhat you owe whenyou select what youwant. You’ll be able towalk up to a movie theater and get movietimes, reviews, buytickets and more. You’llbe able to rent a ZipCarand pay for it based onwhere they’re parked.

And so much more – all without having todownload an app. Everything will be just asimple tap away.

Privacy Concerns » If you’re like me,you’re probably worried that you’ll bewalking down the street and getbombarded by buzzing alerts for this prod-uct, that dessert or some service. Not toworry, say the developers. The core princi-

By Mark Claypool


Bus stops will be able to tell youwhen the next bus on your

route will arrive. You’ll be able topay parking fees directly fromyour phone. Vending machines

will give you nutritionalinformation of the productsyou’re thinking of buying.

ple of this system will be no proac-tive notifications. You’ll only seewhat you ask for.

One of the things you can askfor – if you want – is to receive“push notifications” where youapprove getting messages frommerchants you want to hearfrom. When do those donutsfrom this morning go on sale thisafternoon? What’s today’s lunchspecial at your favorite diner?Also, the beacon works one-way,so these broadcasting deviceswon’t have the ability to receiveany information from yourphone.

Another concern is that youcould be tracked. However, giventhe fact that these are Bluetoothbroadcasts, the user’s smart de-vices would be gathering informa-tion without actually connecting tothe beacons. Tracking isn’t possi-ble. But, once the user clicks on theURL in a search result, they willthen be known to that particularwebsite.

Development » The PhysicalWeb isn’t owned by any particu-lar corporation, though Google isbehind it. It’s being created as“open source” so that the tech-nology will be available to any-one, and during the developmentstages everyone is encouraged toexperiment with it and providedevelopers with feedback. It’scurrently being tested and is setup as an app, but the final ver-sion won’t be an app, per se.Rather, it will just be standard onall smart-phones and tabletssomeday. Apple has something tosay about that, however, and istaking steps to create its owniBeacon system and other appconcepts. Apple never met anidea it didn’t try to re-engineerand call its own!

Cisco predicts that there will be

50 billion smart “gadgets” by theyear 2020. Intel estimates thatnumber at 15 billion in 2015, so theexplosion of smart devices willchange everything in the next fiveyears as we communicate withthese via our smartphones, tabletsand wearable devices. Can im-plants be far away?

To see the Physical Web todayin its experimental form and starttesting it for yourself, enter thislink and check it out: bit.ly/1pcCrOU. It’s early, so there won’tbe much broadcasting going onjust yet, but that’s going tochange.

Brainstorming » It’s time tobrainstorm how you might usethe Physical Web in yourbusiness. Towing companiescould broadcast from busy inter-sections where collisions happenfrequently. Body shops could pro-mote their detailing services.Mechanical shops could promotetheir oil change and tire services,and broadcast wait times for stateinspections. You could providecustomers with an opportunity toreview what makes your businessspecial while they’re in your wait-ing room. The world as we knowit will be changing. Let’s be readytogether! BSB

BSB Contributing Editor Mark Claypoolhas more than 30 yearsof experience in thefields of workforce de-velopment, apprentice-ships, marketing and

Web presence management with Skills-USA, the I-CAR Education Founda-tion, Mentors at Work, VeriFactsAutomotive and the NABC. He is theCEO of Optima Automotive (www.optimaautomotive.com), which pro-vides website design, SEO services andsocial media management services.

»|Web Presence |«


What’s new in the collisionindustry? How about thegrowing number of shopsleaning toward OEM cer-

tification? Also, there are the rapidlyevolving vehicle technologies, im-proved shop systems and a significantincrease in the need for manufacturers’repair procedures.

The trend to become OEM certifiedis being driven mostly by the increaseduse of aluminum and other newerconstruction materials. The wholepoint, of course, is to make vehicleslighter and more fuel efficient. But noteveryone is ready for the first all-alu-minum F-150 to roll into their shop.Aluminum and other new materialsrequire up-to-date equipment and ad-vanced techniques, which puts moreemphasis on having more trainingand accurate information.

In today’s complex environment,estimators, production managers, tech-nicians and parts managers requiresolid, reliable, factual OEM information.

The good ol’ days are now the “any-thing-but-simple” days. Beyond whatmaterials a vehicle is made of, youneed vehicle-specific electronic resetinformation, OEM structural repairprocedures, SRS information, DTCdata, safety precautions and more.

It’s good business to repair vehiclesto factory standards. It alleviates risk,both for the shop and for the familieswho rely on you to make their cars“like new.”

Whether you’re faced with a minorquestion or a major problem, manu-facturers’ information leads to fasterresolutions. Here are a few examplesof OEM repair information that couldsave you time and money. These arejust brief excerpts from the completearticles to illustrate the diversity of information available.

2012-2013 Mazda3Some Mazda vehicles (VINs lowerthan JM1BL******733728) may experi-ence the MIL on with DTC P0780 (gear

shifting malfunction) and/or P1738(automatic transaxle internal malfunc-tion) with/without U0401, or otherDTCs stored in memory. Numerousother DTCs (with the above DTCs)may also be set.

Repair Procedure1. Verify customer concern2. Replace the valve body assembly

with a new one.NOTE: Replace the transmission oil

pan bolts and hose clamp at the connector boot with new ones.

3. Perform the Initial Learning Procedure, per OEM instructions.

4. Verify repair.

2015 Chrysler SedanNOTE: Removal process is the samefor both sides of the vehicle.

1. Raise and support the vehicle.2. Remove the tire and wheel

assembly.3. Remove the stabilizer link to

spring link nut and separate the stabi-lizer link from the spring link.

4. Support the outer end of the spring link with a jack stand or equivalent.

NOTE: Discard the spring link toknuckle bolt and nut after it’s removed.It is not reusable.

5. Remove the spring link to knucklebolt and nut.

6. Slowly lower the jack stand orequivalent and remove the spring fromthe vehicle while separating the springlink from the knuckle.

NOTE: Mark the location of the in-board cam bolt with a paint marker orequivalent to assist in retaining properwheel alignment specification.

NOTE: On all-wheel drive mod-els, the spring link to cradle bolt

TechTips By the ALLDATA Collision Team


What’s New in the Collision Industry?

will contact the rear differential unitwhen attempting to remove it. Toremove it, partially remove the bolt,cut it in half, then remove the re-maining portion of the bolt. Installthe new bolt and cam nut in theopposite direction from which itwas removed.

NOTE: On front-wheel drive mod-

els, the spring link to cradle boltwill contact the rear suspensioncrossmember shield when attempt-ing to remove it. To remove it, remove the rear suspension cross-member shield first.

7. Remove the spring link to cradlebolt and nut and remove the springlink from the vehicle.

Toyota Body Sectioning Body sectioning with the use of anyweld-on salvage components is notan approved repair procedure forToyota, Lexus and Scion vehicles.

Body sectioning is not approved forthe following reasons:

� Quality of salvage componentscannot be certified or verified.

� Installation welding can reducestrength and safety from the originaldesign.

� Body and drivetrain componentscan exhibit poor fit and alignment.

� Squeaks, rattles, wind noise andwater leaks can occur.

� Extensive corrosion potential can occur.

2013-2014 Ford EscapeSome 2013-2014 Ford Escape vehiclesequipped with 1.6L or 2.0L gasolineturbocharged direct injection (GTDI)engines and built on or before 9-15-2013 may exhibit a rattle/buzz noiseor vibration from the right rear floor-board on acceleration between 1,500-2,500 RPM. This may be due to ahigh frequency oscillation from thefuel pump being induced throughthe fuel/vapor line bundle routed onthe right underside of the vehicle. Anew fuel/vapor line isolator clip isnow available. BSB

© 2014 ALLDATA LLC. All rights re-served. All technical information, imagesand specifications are from ALLDATACollision S3500. ALLDATA and ALL-DATA Collision are registered trademarksof ALLDATA LLC.

Mazda and Mazda3 are registered trade-marks of Mazda Motor of America, Inc.Chrysler is a registered trademark ofChrysler Group LLC. Toyota, Lexus andScion are registered trademarks of ToyotaMotor Sales, U.S.A. and/or Toyota MotorCorporation. Ford and Escape are registeredtrademarks of Ford Motor Company. Allother marks are the property of their re-spective holders. All trademarks are beingused solely for reference and applicationpurposes.

»|Tech Tips |«


Estimates are as much a partof the collision repair industryas golf balls are to a golf tour-nament – there’s simply no

way to do without them. There’s at least one estimate for

every job that comes through the shop,and it provides technicians with aguide for what they’re supposed todo. Also, the estimate defines howmuch is charged or paid for the job.

But the question is, is it really necessary for the shop to write an estimate?

Why Bother? » Before the days ofDRPs – back when blueprinting wassomething used exclusively by thebuilding trades and “lean process”was what technicians did when theydidn’t have work – shops wrote theirown estimates. Today, I know of agreat number of shops that think writ-ing an estimate is a waste of time.After all, the insurance company isgoing to write whatever they wantanyway, so why should they wastetheir time writing a sheet?

Let’s start with insurance companygenerosity. If anyone reading thisthinks insurance appraisers are out to“give away the farm” or offer “freemoney,” please call me – I have someoceanfront property in Arizona thatyou can buy really cheap.

The fact of the matter is that re-sponsible appraisers look out for theircompany and insureds, making sureneither is taken advantage of by less-than-honest shops – while some ofthe more aggressive appraisers try tobeat shops into submission. Eitherway, I’ve yet to meet an insurance ap-praiser who has any interest in ashop’s profitability and bottom line.

If you want to get paid fairly, youneed to write your own sheet.

“But Patrick, can’t we just write a supplement for the insurer’sestimate?”

Sure you can…if you want to lose money.

Far be it from me to say anythingabout an appraiser’s pay or bonusesbeing tied to “severity,” but it (al-most?) appears that most appraisers

COVER STORY

Estimates: Waste of Time or Path to Profit?The insurer is going to write what they want, so why bother writing your own sheet,right? But writing your own estimates increases profits due to decreased cycle time.

By Patrick Yurek


want to write as little as possible.I’m not sure if it’s too hot out forthem (here in Arizona, the A/C inthe company car beats getting outsidein the 105-degree heat and actuallylooking at the damage), too cold

(back in Buffalo, the heat in thecompany car is better than

getting out in the cold tolook at the damage), too

wet (in Charlotte, itrained a lot and thecompany car wasdry, which was bet-ter than getting outin the rain andlooking at thedamage), or if themajority of ap-praisers I dealtwith were simply

lazy. All I know isthat I saw a great deal

of “short” sheets, alongwith hearing, “If youneed anything else, giveme a call.” I call themdriver’s seat estimates.

Combine these factorswith company guidelinesof, “If you can’t see it,don’t write it,” and youcan see why insuranceestimates are often lessthan complete. So you

write a supple-ment…but how

enthusiastic isan appraiser

when it comes to supplements? (Itmeans they have to do extra work).

Once the insurer’s sheet is written,it seems (at least to me) that the ap-praiser is often offended when youneed something more – they’re putoff that you couldn’t just fix it forwhat they wrote. (Thankfully, the daysof, “I’ll make it up on the next one,”are long gone).

Most insurance appraisers have ab-solutely zero hands-on experience. Sowhen they write four hours on a quar-ter panel, in their mind, they thinkit’s fair. When you call for a supplementasking for eight hours, they thinkyou’re hijacking them because theysimply don’t know. But because theydon’t know, and because in their mindfour hours is fair, you might get luckyand get an additional two hours. You(and the tech) just got shorted.

Why not get it right the first time?If you hand them a sheet that showseight hours, there’s a better chancethat they’ll at least start at six. Andthen when you explain why it’s eight,you’ve got a far better chance of gettingwhat you need.

Ask vs. Give » Long ago, I learnedthat no appraiser is going to volunteerpayment for the “extras.” It would beunusual for an insurance appraiser towrite for a fender apron replacementand include all of the additional pro-cedures necessary to complete the op-eration. Most commonly, the insuranceestimate will say something minimallike “replace fender apron.” In some

COVER STORY » Estimates


If you want to get paid fairly, you need towrite your own sheet.

cases, the insurer’s sheet will list acouple of the more obvious add-ons:R&I overflow tank, R&I windshieldwasher fluid reservoir, etc. But whatabout 1) lay back wiring harnesses 2)R&I brake system components 3) R&Irelays 4) R&I hoses and 5) R&I horn?These five operations are at least anhour’s worth of labor (more like twohours, by my book). They need to bedone, and the technician is going todo them...but for free?

The point here is that if you don’task for it, you most likely won’t get it.Plain and simple.

Note that as someone who startedon the floor, worked up to manage-ment and then on to ownership, I’vealways been against giving work awayat the expense of the technician. Ifmanagement wants to give away labor,let it be at the company’s expenseand not borne on the back of the guy

or gal actually doing the work. If man-agement/owners want to give laboraway for free, let it come off the bottomline – pay the tech for what he/shedid and simply reduce the shop’sprofit on the job. (This would end thepractice of free labor soon, I promise).

Another thing to consider is that ifthe insurer writes the initial estimateand the shop writes the supplement,the shop wrote the sheet in the longrun anyway – why not simply writeit first, catch all of the damage andlist all of the parts in the first place?

Downstream » There are straight-forward profitability reasons for writ-ing your own estimate, but there are also valid “downstream” reasons as well.

Parts. A properly written estimateprovides a wealth of information. Theparts list is the first factor.

If you haven’t noticed, the first partto go on is in the deepest – and if thatpart is missing, you can’t put anyother parts on until you get that innerpart. At face value, it’s kind of notreally your concern – the only trans-parent impact is that the insurer hasto pay for a couple extra days of rental.But in reality, it bogs down the entireprocess of the shop – you’ve tied up astall in a technician’s bay, you’ve dis-rupted the flow of the paint shop andyou’ve automatically back-logged thenext jobs coming in.

By knowing what parts are neces-sary based on an accurate estimate,you can more accurately blueprintthe job. Then, everything will flowmore smoothly. Be sure to look at thepart diagrams, too – you’ll often findbrackets and braces that are hiddenfrom view but are absolutely necessaryto do the job.

COVER STORY » Estimating


As I write this, I have a 2014 FordFusion Titanium at the shop. It’s an$11,672 job – but we can’t deliver itbecause nobody ordered an $11 shieldthat goes under the rear bumper.There’s not many things as frustratingas not depositing $11,000 because ofan $11 part.

Let’s say a longtime customer has

their car towed in. It’s not a huge hit,something you can turn around infive days. The insurance companyinvolved isn’t one you have a rela-tionship with, so you can’t just getstarted on it the way you could if itwas one you’re a DRP for. Three daysafter arriving on the lot, the insuranceappraiser comes out and writes $4,750.

The next day, you order the parts offthe insurance estimate and get itinside to disassemble it. (Please don’tsay teardown – it sounds horrible toconsumers. Their car is already tornup, and now you want to tear itdown, too?)

Upon disassembly, you find an ad-ditional $2,750, so you call the appraiserto get him back out for a supplement.Two days later, he shows up andagrees with your findings, so you goahead and order the rest of the parts.

Two days after that, the parts arriveand the car makes its way throughthe shop. It’s a nice $7,500 job and, at40 percent gross profit, the shop earns$3,000. However, had you written anaccurate estimate in the first place,you could have gotten that $3,000three days sooner by avoiding thesupplement delay. In those three days,you could have been 60 percent ofthe way through the next job.

Shops make money when techs areworking on vehicles – there’s no profitwhen a car is sitting idle.

Hours. There are still a great numberof stupid (yes, I called you stupid)shops out there that schedule jobs “inon Monday” and “out on Friday.”Those shops are stupid because theyhave no idea how much money thispractice is costing them.

If a job with 20 hours on it is sched-uled out on Wednesday, then that jobneeds to be replaced with another20-hour job – on Wednesday, notMonday.

Maybe we need to back up.If your shop’s carrying capacity

is 250 hours, you need to have atleast that many hours in your shopat all times to remain productiveand profitable.

If you have four body techs capableof producing 160 percent efficiencybased on “book” hours, you need tohave 256 body hours in your shop atall times (four techs x 40 hours perweek x 160 percent efficiency = 256hours). Anything less and your bodytechs are going to be idle. Too muchmore than that and they’ll be buried,and if they’re buried for too long,



quality (not to mention morale) isgoing to suffer. It’s a fairly delicatebalance, and it can’t be managed bycar count.

This flows through to the paint shopas well. If the vehicles aren’t leavingthe metal shop, they’re not gettinginto the paint booth. If this poor plan-ning (poor estimating) results in mul-tiple simultaneous delays, the eventualresult will be a flood of jobs in thepaint shop. And if the vehicles are inthe paint shop, they’re not in reassem-bly, leaving metal techs empty-handedwhile the paint shop is swamped.

Big jobs. Train wrecks present aspecial problem in that there are aton of hours and usually all sorts ofdelays, no matter how accurate theestimate. Bigger jobs equal biggerproblems – that’s the nature of thebusiness. But once your shop is dialedin, you can adjust accordingly, allowingfor additional parts delays due to



� Sub-model: The VIN decoder in the estimatingsystem does the basic tasks – year, make and model,but I’ve seen estimates that listed the wrong sub-

model (such as LT when it was actually an LS). This can lead to ordering the wrongpart, which can end up with a vehicle tying up a stall and stalling production.

� Options: While the data providers do a semi-decent job of identifying thestandard options installed on most vehicles, I don’t believe any of them can identifyif the vehicle has an add-on option for a rearview camera.

Let’s say you’ve got a minivan that was hit in the rear. You take your basic notesand open a new estimate, decode the VIN and start with the rear bumper cover.The system wants to know if it’s got parking sensors – get it wrong and you’llorder the wrong part and end up waiting for the right part to come in, tying up astall and stalling production. So you go back out, look at the cover and sureenough, it’s got parking sensors. Back to the office. Replace the cover (with sen-sors), replace the reinforcement, replace the liftgate…oops! With or without cam-era? Darn, back out to the lot to see if it’s got a camera. Yep, it does. Back to theoffice. Now the computer wants to know if it’s got a power liftgate…darn! Back outto the lot. You get what I’m saying.

Take plenty of notes, list all the options on the vehicle and then write the esti-mate for all damage. Do not rely on the estimating system to identify the optionsinstalled. Actually, I have a checklist I use when inspecting a car that has all thecommon options as well as extra lines so I can list anything that’s unusual.

� Color: How many parts are ordered by color? There are enough that entering

What’s In An Estimate?

Continued on pg. 38

availability and whatever else younormally experience. The secret tominimizing these delays is having theproper blueprint from the very beginning and identifying as muchof the damage as possible.

Appraiser disagreements. It’s notuncommon for an appraiser to disagreewith judgment times, and sometimesan insurance appraiser will want touse alternative parts, but it’s prettyrare for an appraiser to outright denyreplacement of a part. Some parts areobviously OE only – and for somereason, it seems that these parts arethe smaller pieces that hold up a job.Getting them ordered as soon as pos-sible can accelerate the repair.

If you write a thorough sheet that’shonest, you’re actually doing the ap-praiser a favor and making his jobeasier. I’m sure just about every shopknows of at least one appraiser whotakes their sheet out to the car and



the color code is well worth the additional 10 seconds it takes to list it. � Production date: Now the computer shows two different parts – through

3/2013 or after 3/2013. Hmm. Back out to the vehicle on the lot. How many timesare you going to go back and forth?

� Mileage in: When I was managing a Pontiac dealer body shop in Buffalo, wehad a guy come in and accuse us of driving his car some 300 miles and burning upa tank of gas. At that time, I was a lazy estimator – I didn’t bother getting theodometer reading, and it cost me a tank full of gas. Immediately following thatincident, I began taking pictures of the fuel gauge reading as well as the odometeron every job that came into the shop.

� Mileage out: By taking a photograph of the odometer when the vehicle isready to be delivered, you can show you didn’t – or did – drive the vehicle. I knowthat a lot of shops don’t test drive vehicles before returning them to the customer.Not only is this a recipe for disaster, you’re sending profits down the road as well.

As a consumer, I wouldn’t want to be the one to road test my vehicle after ahard hit – I would want the repairer to do that for me. And if there’s something stillwrong, I want it fixed before I get my vehicle back. Customers really don’t want tobe on the interstate going 60 miles an hour and suddenly feel a hard vibration.Road testing hard hits can avoid a bad image by correcting unseen damage beforethe customer gets their vehicle. Plus, you can charge for the road test. Therereally isn’t one good reason not to do it. Documenting the mileage out (by photo-graphing it as well as entering it on the final bill) justifies the road test fee.

Continued from pg. 36

copies it into their system. That’s whatyou should strive for on every job.

I’m equally sure that almost everyshop knows at least one appraiserwho’s tightfisted. The tougher ad-justers – those who consider some ofthe additional operations necessaryto properly do the job as more of a“wish list” – can usually be swayedwith logic and reason. A lot of times,the penny pinchers are that way be-cause they’ve had to deal with shopswho padded the bill on everything.Be honest, be fair, but by all meansbe firm.

I once had an appraiser in the shopwho wrote to cover the interior of avehicle, but he said the labor was in-cluded. The labor is included in what,the material cost? That was the onlyother thing on that line – $5 or some-thing like that for material, the laborcolumn said “inc.” I walked over tothe plastic dispenser, pulled about 10

feet out, cut it off and dropped it onthe floor. I then whistled and snappedmy fingers as if I were ordering a dogto jump up…nothing happened. ThenI asked the painter’s helper to showme a picture of his nine-month-oldson, and when I showed the photo tothe appraiser, I told him that the kidgoes through a lot of diapers and thatby not paying the labor, it was im-pacting the kid. He looked at me,smiled and added the labor.

If you identify that little bracketthat goes up inside there, right behindthe panel, the insurance appraiser willinclude it 90 percent of the time. Inorder to identify that little hiddenbracket, the job needs to be disassem-bled. My shop has two customer au-thorizations forms: one allowing usto disassemble to identify the damage,and the other to authorize the repair.

We take tons of pictures, then dis-assemble to the extent necessary to

identify all of the damage. The esti-mator then writes the sheet. Thatway, when the insurance companyarrives, we can hand them everythingthey need to write a good sheet. Wealso provide them with the pre-dis-assembly photos, and if they need it,we can slap the vehicle back togetherenough so they can take their ownpictures, although that’s rare. Thevast majority of appraisers we dealwith know we’re honest.

If it’s a new vehicle, the parts havealready been ordered. If it’s an oldervehicle, we’ve already sourced usedparts. The repairs are in motion evenbefore the insurer comes out.

Supplements » Even with the mostefficient system of blueprinting andthe most accurate estimating possible,there will still be a supplement hereand there. Making sure supplementsare handled quickly can make the dif-



ference between a job going smoothlyand getting delivered on time andhaving an $11,000 repair sit while youwait for one last little plastic part.

Have you ever gone from the officeback to the paint department to checkon something with the painter andhad a body man stop you and tellyou he needs a radiator bracket for ajob? While you’re in the paint shop,the painter’s helper asks you aboutyour weekend camping trip, you talkto the painter and when you get backto the office the phone is ringing. Bythe time the day is over, you’ve for-gotten about the bracket.

I’ve seen “hats” that flash differentcolors that can be put on top of vehiclesto signify specific stages of repair ortechnician needs. However, a verysimple yet highly effective means ofnon-verbal communication is bright,neon-yellow paper.

The technician can write the RO

number and the reason for the sup-plement on it and tape it to the wind-shield. As the estimator or managerwalks through the shop, the papersare almost impossible to miss. Oncethe estimator goes over what’s needed,he also has a tangible item to takewith him. That’s a great way to ensurethat the bracket isn’t forgotten.

Simple Business » Instead of treatingshop-written estimates as a dreaded“necessary evil” – or worse, a waste oftime – shops that write their own esti-mates understand that a properly writ-ten, thorough estimate is essential toensuring consistently smooth shopflow and maintaining profits. Shopsthat don’t are throwing profits awayin the form of delayed repairs. Anddelayed repairs equal delayed deposits.

It’s simple business, really – thesooner a job gets delivered, the sooneryou get paid. And the sooner it gets

delivered, the sooner you have roomfor another job. Eliminating delaysfor supplements, parts, etc., is the eas-iest way to accomplish this goal. Startwriting your own accurate estimatesand watch monthly profits increasedue to decreased turnaround (cycle)time. BSB

Author Patrick Yurek is the owner andpresident of Collision Consulting LLC(focusing primarily on DV appraisals –www.CollisionConsulting.com) and alsoowner of Arizona Collision Center inTempe, Ariz. He has 35 years of industryexperience and has held every positionfrom sweeper to owner. Among his creditsare several PPG certifications and GMtechnical certificates. He’s past presidentof the GM Service and Parts ManagersOrganization of Western New York anda court-certified expert witness. He canbe reached at [email protected] (480) 984-0800.



BUSINESS


Refresh Your Marketing

Old-school marketing is out, and new-schoolis in. So ditch your “Free Estimates” sign

and get with the program.

By Cam Mashburn

Out with the old, in with the new.Some of the marketing strategiesutilized in today’s collision repair industry are as outdated as

Grandma’s living room carpet. They’ve beenexhausted so much that they could be usedin a GEICO commercial with the tag, “Every-body knows that.” In other words, they’re awaste of valuable ad space. Every time I seerepair facility ads with taglines such as, “FreeEstimates” or “All Makes and Models,” Icringe. Hats off to the industry for makingthose bits a staple, but it’s time to refocus.

Instead of a customer going to thetrouble of coming in to get anestimate, why not go to them?

Find Your Selling Points » Insteadof pushing the same selling points asyour competitor down the street, getcreative. What can you offer that theycan’t or don’t? Selling points will vary,but several should be standard.

One selling point should be a lifetimewarranty. Most insurance companyservice agreements specify that a facilitymust include this on their work, souse that to your advantage. Customerswant to have peace of mind that qualitywork is performed on their vehicle.Market that peace of mind by guaran-teeing your work for life!

If you’ve been in the industry anyamount of time, you know the im-portance of cycle time. Most of youare already tracking cycle time, sowhy not use it as a selling point? Ifyou average four days start to finish,that should be shouted from everymountaintop. Market that you’re fasterthan the industry average. It’s a fast-

paced world, and people want theirvehicles back yesterday. Would yourather promote yourself as workingon all makes and models or thatyou’re faster than the opposition? It’spretty simple.

Being locally owned is another sellingpoint that applies to most shops. Bigbox retailers are becoming a thing ofthe past. People are slowly tricklingback to hometown businesses. How-ever, mega chains continue to pop upon every block. If other business trendsare any indication, people prefer lo-cally-owned repair facilities. Even ifyou’re an MSO, this can be valuablesince most of you still fit the bill.

Service Sells » Customer service isa selling or failing point. It’s not justabout being nice to your clients; it’sabout serving them. Find services tooffer them. Yes, offering free estimatesis a service, but it’s expected in today’s

industry. With technology becomingmore and more accessible, we need towelcome it with open arms.

CCC just launched CCC One Touch,which uses Windows-based tabletsto operate CCC One estimating. It’sobvious what this product will do tomake our lives easier, but how aboutour customer? Sure, it’s appealing tobe able to impress a client with yourtech savviness, but that doesn’t trans-late into a real selling point. Let’sgenerate a real benefit to our customersby offering mobile estimating. Insteadof a customer going to the trouble ofgetting an estimate, why not go tothem? The old “Free Estimate” bannershould now say, “Free Mobile Esti-mates.” People want convenience,and it doesn’t get any better than of-fering mobile estimates.

Again, get creative and think of newservices that your shop can offer thatactually serve the customer.

BUSINESS » Refresh Your Marketing


Word-of-Mouth » Almost everybodyin our industry states that word-of-mouth is the best marketing tool. Idon’t disagree, but how do you ensureperson-to-person referrals?

No. 1 is quality work. If you performfirst-class work, it speaks for itself. No matter how good your work mightbe, though, you’re still going to have blunders.

We all dread a corrective repair, butthe key is how you handle the situation.There’s a fine line between a satisfiedand unsatisfied customer. The firstwords out of our mouth should alwaysbe, “I’m sorry.” Obviously, you wantto rectify any issue they have, but youalso need to go that extra mile.

A follow-up phone call afterward isalways a great place to begin. Followthat up with an apology letter that in-cludes a gift card to a local restaurant.In the end, you’ll have gained a cus-tomer for life. They immediately have

peace of mind that any dilemma isgoing to be handled appropriately.

We need to let our customers knowwe appreciate them. Thank-you lettersare a great place to start. Take this op-portunity to remind them of your life-time warranty. People will only endorseyou if they had a good experience. It’sour job to ensure that they’re satisfiedand their encounter was pleasant.

Another way to create a word-of-mouth referral is by being active inyour community. Get involved andattend networking events. The morepeople you build relationships with,the better chance you have of gettingword-of-mouth to work for you.

A New Day » The old-school ways ofmarketing are over; it’s a new day.Pay attention to other industries’ mar-keting strategies. Most small- to medi-um-sized collision repair facilities areusing outdated marketing tactics.

The suggestions in this article arenot meant to be a comprehensive mar-keting plan, but as a place to start.Good luck! BSB

Cam Mashburn is a second-generationcollision repair professional who operatesMashburn’s Collision Center in Lawrence-burg, Tenn., which has grown 71 percentin total sales since he began. He attributesmost of his business and marketing knowl-edge to his wife, who’s a nationally recognized, award-winning marketing pro-fessional. He has spearheaded several ini-tiatives in his time at the helm ofMashburn’s, focusing on a strong onlinepresence, creating mobile estimates, con-verting the shop to waterborne paint, in-stalling real-time repair updates for everycustomer via Carwise and focusing onshop processes in order to increase efficiency.He has also served as vice chairman of AKids Place Child Advocacy Center since2009, which helps abused children.

BUSINESS » Refresh Your Marketing


Part 1 of a three-part series. The next two installments will cover the vehicles this new technology addresses, and scan tools.

By Mitch Becker

You have a customer’s car in your shop and you’re fin-ishing up the repairs on the body. The paint looksgood, the body looks good, so now let’s replace orinstall the windshield. You have the glass company

come out, or maybe your shop is doing your own glass –either way, you have an issue. The vehicle is equipped withlane lock/lane change or other driver assist electronics thatrequire a scan tool to complete the job. Are you seeing this?

Scan Tools » The need for scan tools to complete repairs inthe collision industry is expanding.

Scan tools have long been used to diagnose repair and re-program computers in safety systems and electronics in dri-vetrains for years. We’re now seeing an increase in the use ofscan tools to recalibrate sensors for the recent additions to theelectronics packages in newer cars; for example, re-initializingprograms after part replacement or sensor removal for repairs.The recalibrating of cameras after windshield replacementsis just one of several procedures needed to be done before re-turning a vehicle back to service. As electronics and the useof specialized sensors become evermore present, so does theneed to know how to repair and complete the job.

TECHNICAL

There is no such thing as a simplerepair anymore, and windshieldreplacement is no exception.


Subaru’s Eyesight is just one of several collision avoidancesystems that are making windshield replacement muchmore complex than it used to be. (Photo courtesy ofSubaru of America)

Glass Side » Like the auto body in-dustry, change is happening to theauto glass side of the repair industry,too. The requirement to use scan toolsto complete repairs is in all facets ofthe repair industry. We’ve all heardthe grumble and groan of change inthe industry, but the one thing we canbe assured of is change in the auto-

motive industry. And it’s never goingto stop.

The questions you need to ask ofyour shop and yourself is:

1. Are you ready for change? 2. Do your people know how these

systems work? 3. Do you have the equipment you

need?

4. Are your people looking to seewhat needs to be done to complete repairs?

Ready for Change? » New elec-tronics being added to vehicles chal-lenge repair companies to keep upor plan ahead. In the effort to makevehicles safer, car manufacturers areusing new computers and sensorsto aid in driving. Thus, the demandfor information on how to repairthese systems and to make surethey’re functional has increased. Re-calibration is a term we’ll hear muchabout in the industry.

With the introduction of airbags,we learned that electronically, thingswere going to change. When occupantclassification systems were added andimproved, we knew we were in formore change. Using scan tools becamea necessity, not a rarity, to repair thevehicle. The trend seems to be pushingfor the same requirements and appliesto other systems in vehicles as well.

How They Work » Autonomous driv-ing systems seem to be all over thenews. The thought of vehicles drivingthemselves amazes most people. Al-though it may be some time beforethe general consumer can use thistechnology, it’s being used in bits andpieces today. Between Volvo’s CityStop or Subaru’s Eyesight, we’re seeinga shift of electronics aiding drivers ortaking control of vehicles.

Electronics in vehicles are becominga complex combination of sensors,cameras and computers working to-gether. The job of these computersand sensors is to assist drivers in theirjourney. Driver assist electronics eitherwarn the driver of hazards or literallytake control to complete or correct thesituation. This assist is designed to doanything from reduce the effort neededto complete the task (in parking assistelectronics) to reduce severity in crashesto save lives and cost.

Although the value of these elec-tronics and their reliability is up fordebate, the fact is they’re here and weneed to understand how they work.

TECHNICAL » Looking Clearly Through the Glass


The computer is not new to anyone,and the care and expertise to replaceand repair a computer is a knownfactor. It works on a system of inputand output. If A happens, then thecomputer module will respond withC. If A and B happen, then the modulewill respond with C and D.

This is a simple explanation of a

complicated procedure. The modulecan only respond correctly if the sensorsgiving inputs are correct. If the inputis wrong, then the output will be, too.All the sensors give a complex inputto the computer, and the computermust know speed, angle and steeringwheel position, among many otherinputs. There can literally be hundreds

of inputs from different systems work-ing together. One failed or incorrectsensor can disable or cause the systemto respond incorrectly.

Complex systems such as Volvo’sCity Stop are designed to stop thevehicle if the driver is unaware ofhazards in the roadway or does notrespond to warnings being given bythe vehicle. This system is basicallydesigned to warn the driver, then ac-tually take control and stop the vehiclewith no input from the driver. Theinput comes from the driving systems,radar and lasers along with camerasto give the vehicle almost a self-aware-ness of its surroundings.

Adaptive cruise control is also avail-able in many vehicle electronic pack-ages. A radar and/or laser system willdetect the vehicle in front of the vehicleit’s installed in. The system may lockon and literally pace the vehicle infront, maintaining a safe distance andmatching variations in speed.

Lane lock and lane change systemsdo as they say. If a vehicle is leavingits lane and no turn signal has beenactivated, the vehicle will give thedriver a warning. In some packages,the vehicle may actually apply pressureto the steering wheel or apply thebrakes to gently center the car backinto the lane.

I could fill this entire magazine withthe differences and capabilities of thesystems being offered by vehicle man-ufacturers. The point is, do you knowhow they work? Do you know what’sneeded to repair if damaged or removed to access other damaged ar-eas? What needs to be done to activateor recalibrate the system? In many ofthe systems above and more to come,a scan tool may be needed to finishthe repair. And there will not be alight on the dash to tell you; instead, itwill be in the instructions for repair.Also be aware that not all vehicle man-ufacturers require a scan tool to com-plete repairs; some are self diagnostic.

What You Need » There really isno such thing as a simple repairanymore. Even the task of replacing



a windshield is becoming special-ized. Identifying the needs to com-plete the job is the first step to theprocedure.

When a vehicle is set up to be re-paired for body work or a windshieldreplacement, look into the optionsavailable. If the repairs require theremoval or replacement of items thatcontain or are used in conjunctionwith any sensors, you will have tolook up the procedures required torepair these components. An examplewould be the mirror removal on adoor equipped with a blind spotmonitoring system. The proceduremay call for a recalibration to besure all sensors are functional. Look-ing into the P-pages, OE informationproviders or vehicle manufacturerwebsites becomes a requirement, notan option. How can a repair be com-pleted correctly if you don’t accessthe instructions?

Drivers Assist » The basis of this ar-ticle comes from a simple procedureof replacing a windshield in vehiclesequipped with driver assist systemssuch as lane lock/lane change fromHonda and Subaru’s Eyesight that usecameras or lasers focusing throughthe windshields. In these replacements,we’re finding that a scan tool is requiredby some vehicle manufacturers to re-

calibrate cameras and/or other opticaldevices. Honda, Subaru and Volvo arejust a few on a growing list that requirescan tool procedures if the vehicle isso equipped. This creates a dilemmafor the auto glass industry, as thesetechnicians do not have and/or haven’tused scan tools before. Each vehiclemanufacturer has a different require-ment for scan tools, and there is nosingle tool out there that does it all.

This refuels the debate on whichscan tools a shop should buy. Is theone you’re looking at capable of theseadvanced functions? Do you buy atool for Ford and one for GM? Do youneed another one for Honda, then an-other for Toyota? This list goes on andgets expensive.

Sending a car to the dealer also cre-ates problems due to cycle time beingaffected. I hate to say this, but it alsobegs the question: Is the dealer trainedor prepared for this? Does the technician



LaneWatch from Honda. (Photo courtesy ofAmerican Honda Motor Company)

have the training or ability to use thetool correctly? Can I use aftermarketglass, or does it have to be dealerglass? Does the dealer know how tocalibrate the system to use aftermarketglass? These problems are alreadycausing huge headaches in the autoglass industry. The fact is that there isno one tool currently that does it all inthe scan tool world.

In almost all these systems, thedriver can override or shut off the fea-ture. This has fueled a debate as towhether these systems are required tobe functional before returning the ve-hicle back to service. The systemsthemselves have limitations as to theenvironments they work in.

For example, you’ve just replaced awindshield in a new Honda, and youneed to recalibrate the camera for thenew windshield. You do not have ascan tool capable of doing this, andthe dealer is either 100 miles away or

is not able to do this procedure foryou for three days. What do you do?Do you shut off the system until therepair can be completed and preventthe owner from using the system theypaid for? Do you hold the vehicle untilthe repairs can be completed and re-duce your liability? Remember, thissensor is connected to other requiredsafety systems. Now, a safety devicehas been rendered inoperative by notcompleting repairs you were assignedto do or were hired to complete. Wheredoes this place your liability? Eitherway, the customer is not happy. Thesefeatures are not required safety featuresyet, but they are safety features.

Planning » I wish I had a miracle an-swer to the dilemma as I myself strug-gle to find answers for my shop. I’vefound that the research is so new, thereisn’t much to use as a reference. In Eu-rope – where these driver assist systems

are mandatory – scan tool companiesare stepping up to do multiple lines.I’m looking into these now and willwrite an article on what I find soon.

I currently believe that planningahead is a start. Look up options invehicles, and look up the instructionsto repair. If a scan tool is needed tocomplete the repair, explain this to thecustomer up front. Let them knowwhat needs to be done, and that extratime may be needed. Schedule repairsand coordinate with whomever hasthe scan tool. Remember that it isn’tjust the dealers that have these scantools. Coordinate your time wisely. Ipersonally feel that delivering a vehiclewith incomplete repairs back to theconsumer is not an option. BSB

Mitch Becker is a technical instructor forABRA Auto Body & Glass. Contact him at (763) 585-6411 or mbecker@abraauto. com.



Association, said that a big miscon-ception he had about lawmakerswas cleared up.

“I had always thought that youwere a little peon going to D.C.compared to everybody else thereand that they were always higher

up on the pedestal and they reallydidn’t want to listen to what youhad to say. And I was 100 percentwrong,” said Passwater. “I wasamazed at the reception we re-ceived and the friendliness andlook of concern and interest inwhat we were saying.”

Passwater related that when he

or the other repairers arrived for ameeting, they were greeted byname and asked if they wanted abottle of water. Then, the aidestook vigorous notes and askedmany questions. According toPasswater, meetings like these typi-cally last 15 minutes, but every oneof his group’s meetings lastedmuch longer than that, some evenan hour.

Parker discovered that overall,the people he met with had “noclue” what the Consent Decreewas, but once they read it, theywanted to know why it wasn’t being enforced.

“The whole problem with this isthat we already have laws; theyjust need to enforce them,” Parkersaid. “And nobody except our at-torney general here in Louisiana,Buddy Caldwell, has had enoughguts to say, ‘Hey, we’re going to enforce this.’”

The group’s next step is to goback to the Capitol in Novemberafter the election to follow up withthose they met to make sure thingsare getting done.

“The goal will be to see whatthey have done and make them beaccountable for what we’ve al-ready started,” said Parker. “Theysaid they were going to do some-thing, so we’re going to want to seewhat they’ve done. I think we’regoing to continue to [visit the Capitol] until something happens.”



Matt Parker (left) and Speaker of the HouseJohn Boehner.

Capitol continued from pg. 12

Vaughan combined traditionalbrushwork with some airbrushingand other techniques familiar toautomotive painters to achieve theeffect he wanted.

“I didn’t worry about how thickI got things because I figured at the

end, I would smooth it out withclear. I also mixed metallics withopaques, which gave me somepretty wild effects. On both sidesof the car, there are figures of girlsflying – one side has a superheroand one has an angel – and forthem to pop forward and look likethey were further away from the

rest of the paint, I used opaquesover the metallics. We also used apretty hard grade of clearcoat andit looks wet, which is awesome be-cause I really wanted that wet look.It’s beyond high gloss.”

This was the first car Vaughanever worked on, but to him, it was-n’t too much of a stretch given thathe had done paintings previouslyon aluminum panels.

“The only difference was that itbecame a three-dimensional object,and the images had to work withthe shapes,” he says.

The car took 13 months to finish,and all the work was performed atVaughan’s New York studio, whichjust so happens to be an old 5,000-square-foot body shop completewith a spraybooth. Several friendshelped him with the bodyworkand prepping.

The car has been appraised at $1.2million, and Vaughan has trade-marked the term “ArtRod.” He un-veiled it for the first time on Aug. 12in Los Angeles with George Barris,the creator of some of the most fa-mous Hollywood cars ever includ-ing the Batmobile, Green Hornetand the Munsters car.

“He looked at the paint and thefirst thing he said was, ‘You know,they don’t paint cars like that any-more, if they ever did. There is adepth to it you just don’t see,’”Vaughan says. “Since he was ahero of mine as a kid, that com-ment meant more to me than any-thing anybody else said.”

The car was also invited to thePebble Beach Concours d’Elegancelast August.

Vaughan says that everyone inthe car business who has seen thevehicle and the intricate paint jobhas been “blown away.”

“People are mystified how I gotthe look I got and how beautiful itis. Many people think I used thekind of paint that changes as youwalk around the car, but no, it wasjust straight-up paint used in a creative way.”



‘ArtRod’ continued from pg. 13

training, investment in equip-ment and technology, certifica-tions and cost of doing business.Accordingly, there should be dif-ferences in rates that reflect thedifferent quality among shopsand their individual cost of doingbusiness.”

NABR’s new real-time laborrate survey takes all of these im-portant elements into account. Itprovides not only a range ofcompetitive prices within onemarket, but also the true, real-time market rate today, not therate from years past. The VRSsurvey technology also calculatesdifferent market rates for differ-ent shops that are more highlytrained, have more certifications,and have invested in equipmentand technology.

“The VRS system is a real gamechanger for our industry,” saysRay Gunder, owner of Gunder’sAuto Center in Lakeland, Fla.“For years, the industry has ex-perienced stagnant and de-pressed labor rates. With theVRS, the industry finally has away to determine the right laborrates to charge to earn a fair andreasonable profit. I chose to part-ner with NABR because of whatthey bring to the industry.”

Following Florida and Georgia,NABR will continue its surveysnationwide to add labor rate datafrom additional states into itsVRS system, creating the indus-try’s first and only third-party,independent and objective sourceof national labor rates.


64 November 2014 | BodyShop BusinessCircle 64 for Reader Service Circle 95 for Reader Service

Survey continued from pg. 13

Follow Us On Twitter@BSBMagazine

WIN Announces Location for2015 Educational Conference

The Women’s Industry Net-work (WIN) announced thatits 2015 Educational Confer-

ence will take place in Baltimore,Md., May 4-6.

“After heading west for the 2013and 2014 conferences, our membershad expressed the desire to visit theEastern U.S. for 2015,” said Akzo-No-bel’s Jessica Rob, co-chair of the Con-ference Planning Committee.

Overlooking Baltimore’s InnerHarbor, the Baltimore WaterfrontMarriott has been selected as the lo-cation of this year’s event.

“The hotel’s state-of-the-art confer-ence facilities will provide the perfecthome for WIN,” said Yolanda Sandorof BASF, who serves as co-chairalongside Rob.

In addition to the professional development programming, the Educational Conference will onceagain feature the Most InfluentialWomen awards as part of the celebra-tory gala dinner, as well as the Annu-al Scholarship Walk fundraiser.Program specifics will be publishedas they become available.

“The 2015 WIN Educational Con-ference marks the 10th year of suc-cessful collaborations among WINvolunteers, members and sponsors,”said Denise Caspersen of NationalAutobody Parts Warehouse Inc.,WIN chair. “Our goal is always toprovide the WIN membership andthe collision industry a highly profes-sional educational experience cen-tered on professional networking,advancing business acumen andgrowing collision connections. It’s ex-citing to see the plans underway byWIN member volunteers to deliverquality conference content, honor theMost Influential Women in the indus-try and connect WIN members.”




National

Berkshire Hathaway Inc. andVan Tuyl Group announcedthat they have entered into a

definitive agreement for BerkshireHathaway to acquire the Van TuylGroup, the nation’s largest privately-owned auto dealership group andfifth-ranking U.S. auto dealershipgroup overall.

After becoming a part of the Berk-shire Hathaway family of businesses,the company will be known as Berk-shire Hathaway Automotive. Berk-shire Hathaway Automotive willcontinue to be led by Larry Van Tuyl,who will become chairman, and JeffRachor, who will assume the role ofCEO, as well as its experienced sen-

ior management team. BerkshireHathaway Automotive will be head-quartered in Dallas, Texas.

”The Van Tuyl Group fits perfectlyinto Berkshire Hathaway from both afinancial and cultural viewpoint,”said Warren Buffett, Berkshire Hath-away’s chairman and CEO. “LarryVan Tuyl, along with his father, Cecil,spent decades building outstandingdealerships operated by local part-ners. In recent years, he has sharedmanagement with Jeff Rachor, a sea-soned auto retailer who will retain afinancial interest in all dealerships.The Van Tuyl Group enjoys excellentrelations with the major auto manu-facturers and delivers unusually highvolumes at its 78 locations. This isjust the beginning for BerkshireHathaway Automotive.”

Added Larry Van Tuyl, currentCEO of the Van Tuyl Group, “Weare proud of all that has been ac-complished with the support of ourdealer partners, our employees andthe manufacturers that we repre-sent. We are very pleased to haveone of the world’s most respectedcompanies, Berkshire Hathaway, as-sume ownership of our companywith the commitment to preservingour unique culture, business modeland philosophy.”




ConsolidationBerkshire Hathaway to Acquire Van Tuyl Group


ProductSpotlight


www.martinsenour-autopaint.comor call 1-800-526-6704.

T he Martin Senour IP Process™ with Air-Bake™ Technologyis a speed application process that utilizes specializedproducts to achieve industry leading cycle times whilealso minimizing fossil fuel requirements.

All IP Process products have the ability to quickly cure within15-20 minutes at ambient (70-75°F) room temperatures withoutthe need for any additional specialized equipment, effectivelyeliminating the need for a bake cycle. Simply stated, this technologyallows your shop to be more productive by moving vehiclesthrough the repair process quicker.

The complete IP Process product offering includes a nationalrule clearcoat, a 2.1 VOC clearcoat, a 2.8 VOC single stage topcoat,as well as multiple undercoat options.

IP Process features and benefits: � Wet-On-Wet application� Dust Free in 5 – 7 minutes � Sand and Buff in 15 minutes at 75°F� No bake cycle required� Pre-Flex Technology (no additional flex additive needed)

Martin Senour Automotive Finishes provides products forvarious automotive, fleet and manufacturing refinishing segments.Martin Senour is the exclusive supplier of automotive refinishproducts to NAPA. Together, they provide the single source forall your automotive and refinish needs.

For more information specific to Martin Senour® paint products,visit:

IP Process™ Products: Improving CycleTime and Increasing Energy Savings

ABRA Auto Body &Glass has announced theopening of its newestfranchise in Fort Madi-son, Iowa, along with theacquisition of Corpo Col-lision Center in Schaum-burg, Ill. This is ABRA’s50th franchise and thecompany’s second acqui-sition in Illinois in 14days.

The additional openingsin both states increasesABRA’s total repair centerportfolio to 247 in 19states. The accelerated andcontinued growth is partof the company’s aggres-sive strategy to dramati-cally increase its nationalfootprint.

Duane Rouse, ABRA’spresident and CEO, saysthe company’s successfulexpansion is a reflection

of consumer demandsand changes in the colli-sion repair industry.

“The expectations of

vehicle owners and insur-ance partners continue togrow,” he said. “The



ABRA Auto Body & Glass Announces New Franchise and Acquisition

Gerber Collision & Glass Adds Location in Michigan

The Boyd Group Inc. has announced the opening of a Gerber Collision & Glass lo-cation in Commerce Township, Mich., bringing the total number of locations in thestate to 39. The location is approximately 13,000 square feet and shares a buildingwith a car dealership.

“We are pleased with the addition of the Commerce Township location as wecontinue to expand our presence in the metro Detroit market and enhance our lead-ing market position in Michigan,” said Tim O’Day, president and COO of the BoydGroup’s U.S. operations. “Additionally, this repair center being co-located with acar dealership gives us a prime opportunity to introduce dealership customers toour high level of quality and service. The achievement of adding another location isa testament to the hard work and determination of our team to maintain a high lev-el of quality work and service for our customers while growing our footprint toreach new markets. We are excited to invest in the community of Commerce Town-ship and look forward to a successful future there.”

Continued on pg. 72

favorable outcomes we’veachieved in Illinois and around theMidwest are a direct result of in-dustry experience, superior

processes and our commitment toquality. We’re a trusted name inthese communities.”

ABRA states that it uses an “op-erational excellence philosophythat significantly improves its op-

erating metrics, distinguishing itfrom competitors and making it apreferred option for insurance car-riers and vehicle owners.”

“It’s about meeting the demandof our customers and insurancepartners in the community,” saidMark Wahlin, ABRA’s vice presi-dent of franchise development/re-lations. “Expanding operations inIowa makes sense. Offering top-quality collision repair and glassservice across the country is whatABRA is all about.”




ABRA continued from pg. 70

CARSTAR Adds Locationin Louisville, Ky.

CARSTAR Auto Body Repair Experts has announced thatCARSTAR Hall’s Collision Centerhas joined North America’s largestcollision repair MSO network, ex-panding its presence in Kentucky.

CARSTAR Hall’s Collision Cen-ter is located at 3947 BardstownRoad in Louisville and is ownedby Harold Hall. Hall, who hasbeen in business since 1967 and athis current location since 1970,joined CARSTAR for the knowl-edge, training and expertise thecompany can offer a shop wantingto grow. The shop is a family affair,with Hall’s son, David, managingthe operation.

“My father met anotherCARSTAR owner who seemedhappy with his business,” saidDavid Hall. “At that point, wemade contact with CARSTAR andwent from there. We neededknowledge, and didn’t want tomove forward alone.”

The 35,000-square-foot buildingis fully equipped with three down-draft paint booths and five frameracks, along with an in-house tow-ing service. The shop is also up to-date with photographic andimaging software and computerestimating software. All of theirtechnicians are either I-CARtrained, or in the process of completing their training.

PPG has now convert-ed more than 10,000collision centers in

the U.S. and Canada to itswaterborne systems, withthe majority of these con-versions taking place inNational Rule areas ratherthan in low-VOC compli-ant regions. The announce-ment was made by PPGwaterborne segment man-ager Tim Jones.

According to Jones,more than 10,000 collision

centers in North Americaare now using PPG water-borne products, with morethan 50 percent of theseshops in National Rulemarkets. This means mostPPG customers choose touse waterborne productsand systems even thoughthey are not required to doso to meet low-VOC regulations.

“Waterborne is not just acompliance solution any-more,” said Jones. “More

than 10,000 PPG customersin the U.S. and Canada seethe value in superior colormatching, excellentthroughput and perform-ance, consistent color mix-es and other key qualitiesthat our waterborne prod-ucts provide. PPG has alongstanding commitmentto the collision repair in-dustry to deliver high-quality and time-savingproducts. Envirobase HighPerformance and Aqua-base Plus products are eas-ier to blend and apply. Ourcustomers appreciate thisand see a real difference intheir shops’ productivity.

“Collision centers areconverting to PPG’s water-borne with great results.Shops are finding the actu-

al conversion to water-borne is simple. They’realso finding that we sup-port them and view theirproductivity as a measureof our mutual success.”

Envirobase High Per-formance and AquabasePlus products are now intheir third generation.PPG introduced its wa-terborne technology tothe international OEMmarket in 1986 andbrought the world’s firstcommercialized refinishwaterborne basecoat tomarket in 1992. Sincethen, PPG has added newprimers and clearcoats tothe two brands and will,according to Jones, con-tinue to expand the prod-uct lines’ offerings.



CorporatePPG Reaches New Milestone inConverting Shops to Waterborne

The Alliance Joins CCCTRUE Parts Network

CCC Information Services Inc.has announced the addition ofthe Aftermarket Auto Parts Al-liance (Alliance) as a supplier tothe CCC TRUE Parts Network, anelectronic automotive parts quot-ing and eProcurement networkthat connects auto parts suppli-ers with CCC’s customers. TheAlliance goes to market under avariety of store brands, includingAuto Value and Bumper toBumper.

“Providing our customers withaccess to the Alliance’s extensiveoffering of repair parts and relat-ed supplies via their robust My-PlaceForParts network extendsour footprint and provides our re-pair and insurance customerswith even greater choice and flex-ibility in their parts options,” saidDavid Boden, vice president ofCCC’s Parts Services Group. “Welook forward to working with theAlliance and integrating its partsinventory with CCC TRUE PartsNetwork.”

Christopher Toomey Named Senior VPof BASF North American Coatings

BASF has announced that Christopher Toomey, seniorvice president of regional procurement for BASF inNorth America, will assume responsibility for the BASFCoatings business in North America, effective Nov. 1.He succeeds Juan Carlos Ordoñez, senior vice presi-dent, who will move to lead the BASF Performance

Materials division in Wyandotte, Mich.Before joining BASF in 2011, Toomey worked for Cognis, where he

was vice president and general manager of functional products and vicepresident of human resources and communications.

First U.S. Car-O-LinerDistributor Relocates in NJ

Car-O-Liner has announced thatMetropolitan Car-O-Liner, thefirst-ever U.S. distributor of Car-O-Liner products, has relocated andexpanded its facility in New Jersey.

The new location includes officeand warehouse space, as well asan expanded training center inMahwah, located 30 miles north ofNew York City.

“The new Class A location al-lows us to nearly double our spaceto 9,200 square feet, including anupdated classroom and hands-ontraining lab for our popular colli-sion repair classes,” said Dave De-marest Jr., vice president ofMetropolitan Car-O-Liner.

Added Doug Bortz, nationalsales manager of Car-O-Liner,“Metropolitan Car-O-Liner is oneof the highest volume distribu-tors in North America, and thisexpansion to a new facilityproves the commitment to world-class service and training Daveand his team offer to our indus-try. We are proud of their accom-plishments and dedication as welook forward to our continuedpartnership.”



Added Jon Owens, vice presi-dent of sales and market develop-ment for the Alliance, “Collisionrepair shops have a tremendousneed for easy access to mechani-cal repair parts and supplies.Streamlining that access was thepurpose of our participating inthe CCC TRUE Parts Network,and we could not be more de-lighted with the opportunity tobring our extensive inventory toCCC’s customers.”

CCC ONE Workflow users willnow have access to the Alliance’snetwork of more than 2,200 loca-

tions that stock nearly two millionrepair parts and supplies for bothimport and domestic vehicles.

The Society of CollisionRepair Specialists (SCRS)has welcomed ValsparAutomotive as its newestcorporate member.

Valspar Automotive isa leading global manufac-turer of automotivepaints and refinish prod-ucts, and has placed greatemphasis on findingways to provide supportinitiatives and training toproduce better marketconditions for its cus-tomers. In addition toproviding the latest in re-finishing technology toits users, Valspar Auto-motive makes availableinstructional videos anduser documentation to

complement the ongoingtraining classes it holdson every facet of finishapplications in its fivestate-of-the-art trainingcenters worldwide.

SCRS says Valspar Au-tomotive’s focus on train-ing and informing theindustry aligns squarelywith its own values andthe work SCRS under-takes to ensure the pro-fessional well-being ofthe collision repair indus-try remains healthy andsuccessful.

“We want to supportthe industry that sup-ports us, and we find alot of value in engagingwith an organization like

SCRS who representsthe leading businessesin the industry,” saidValspar North AmericanAutomotive MarketingManager Gina Mahan.“SCRS is a proven andeffective voice for bodyshops, and an advocatethat helps strengthen

the industry as a whole.A healthy, successful col-lision repair industry isbest for everyone, andSCRS makes a significantand noticeable contribu-tion to ensure this is thecase. We want to bealigned with organiza-tions like that.”



SCRS Welcomes Valspar Automotive as Corporate Member

AkzoNobel Launches New MobileSites for Sikkens and Lesonal Brands

AkzoNobel Vehicle Refinishes North America has an-nounced the launch of the new mobile sites for itsSikkens and Lesonal brands. Each site delivers easyways to stay updated on products, color tools andservices. The sites are now live at www.sikkensnamobile.com and www.lesonalnamobile.com.

“The new mobile sites provide the same high-quali-ty information found on the desktop and brings it tothe user’s fingertips, freshly formatted and optimizedfor mobile Web,” said Andy Hysi, e-Business manag-er for AkzoNobel Vehicle Refinishes North America.“The sites can be easily navigated by any mobile de-vice and provide for a truly beneficial experience. Foreasy access, simply bookmark the link on your smart-phone or tablet.”

Visitors of the sites can access the following features:

� Product application details, related technical datasheets and images.

� Clean, clear navigation to readily locate specificproduct information.

� With a quick click, all product MSDS and techni-cal data sheets can be downloaded as PDFs right tothe device’s home screen.

� Alerts when new and specific content is pub-lished to stay on top of new product releases.

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Sherwin-Williams Automotive Finishes has donated $170,000 inproducts to high school and post-secondary collision school pro-grams through the Collision Repair Education Foundation.

Instructors around the greaterChicago area were invited to visitthe Sherwin-Williams training facility in Burr Ridge, Ill., and se-lect from 16 pallets of products,which will assist with teaching.Products included mixing guns, orbital sanders, polishing pads andconditioning brushes.

“Sherwin-Williams AutomotiveFinishes is proud to be workingwith the Collision Repair Educa-tion Foundation to make a differ-ence in our industry by supportingsecondary and post-secondaryschools whose students are cur-rently looking to enter into the col-lision industry and make it theircareer,” said Rod Habel, director oftraining operations for Sherwin-Williams Automotive Finishes.

Added Kenny McMillian, collisioninstructor at Kennedy King Collegein Chicago, “Thank you to Sherwin-Williams for allowing our school toreceive so much of their paint sup-plies. I know that running a collisionprogram can be a demanding job

with all of the budget restrictionsand red tape, just to get a few itemsat our school, but I must say Sher-win-Williams has come through forus. We had a paint class that hadstarted and, for some strange reason,the paint supplies that we needed toteach the class never got ordered. Istarted panicking and didn’t knowhow I was going to teach the class,which was maxed out in the enroll-ment. with no supplies. Sherwin-Williams stepped up to the plate anddonated the supplies we needed toteach the class. I am so grateful to theCollision Repair Education Founda-tion and Sherwin-Williams for helping to support the collision technical schools.”

Fox Valley Technical College Colli-sion Repair and Refinishing Instruc-tor Jerome Goodson noted, “I can’tsay enough about the generosity ofSherwin-Williams and the hugeamount of donated products thatthey have provided for the CollisionRepair and Refinishing program atFox Valley Technical College. Intimes when our ability to purchasethe products, supplies and equip-ment are stretched to the limit, theirgenerosity helps ensure that our stu-dents are learning by using the mostup-to-date supplies that they will beseeing as they start their careers.Again, Sherwin-Williams’ generosityis extremely appreciated.”


Sherwin-Williams Automotive Finishes Donates $170,000 in Products to Collision Students

Nagy’s Collision Specialists HiresHuman Resources Manager

Nagy’s Collision Specialists, a Northern Ohio-based MSO,has announced the addition of Sue Ritzman to its manage-ment team.

As human resources manager, she will be responsiblefor overseeing training and education as well as all em-

ployee relationships. She comes to Nagy’s with more than 20 years of ex-perience in business as a facilities coordinator and workplace manager.She holds a bachelor of science from The Ohio State University and amaster of arts from Michigan State University. Sue grew up in Norton,Ohio, and now lives in Doylestown.

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AudaExplore recently hosted in-surance executives to discuss rap-idly developing technology at itsannual Total Loss Summit on Sept.24, 2014, in Boston. The event waspresented by AudaExplore’s parentcompany Solera Holdings Inc., aleading data-driven solutionprovider for insurance carriers, re-pairers, dealerships, fleet ownersand suppliers.

During the event, AudaExploreunveiled its Driver ExperiencePlatform solution focused onchanging the way consumers aredigitally empowered throughoutthe total loss process. The new totalloss offering makes it easier for in-surance carriers to share criticalclaim updates and details on vehi-cle inspections and market valua-tions, according to the company.

“Technology is bringing tremen-dous change to the total lossspace,” said Tanya Elkins, vicepresident of valuation and identifi-cation solutions at AudaExplore.“Trends like big data, connectedcars and digitally-empowered con-sumers represent both a threat andan opportunity for insurers. Atten-dees agreed that data and technol-ogy tools are key to driving loyaltyby providing transparent, action-able and timely communications.With more than 25 percent of totalloss claims ending in the loss of thecustomer to another carrier, thesedifferentiators ultimately earn thecustomer’s business in real time.”

Other topics discussed includ-ed salvage trends, new valuationand identification solutions, pro-posed regulations, data and ana-lytics, and how together they areall impacting the customer expe-rience. From there, attendees dis-cussed how insurance companiescan maintain customer loyalty inthis new environment. Sessions

included Salvage Trends, Tech-nology and Economics, Ways to Disrupt with Customer Experi-ence and Current State of Total Loss.

AudaExplore also unveiled“The State of the Total Loss Cus-tomer Experience” study, whichfound that customers are search-ing for simple and convenientways to understand and managethe total loss claims process.Demonstrating the importance ofcommunication and transparen-cy, the survey reported that twoelements of the insurance claimsprocess that consumers were notsatisfied with include processestaking too long and decisionsthat were not properly explained.In fact, there was a strong corre-lation between the satisfactionwith the explanation of the valu-ation and claims process andoverall satisfaction and the fre-quency of switching carriers.Forty-one percent of the peoplewho switched carriers after re-porting a bad total loss experi-ence said they were not given anexplanation of how the numberwas calculated.

“While technology maychange, one thing remains thesame: the importance of the cus-tomer experience,” said AdamVasquez, senior vice president ofmarketing for AudaExplore.“Customers who had access toopen communication and a trans-parent valuation system reportedbeing more satisfied throughoutthe total loss process. In order tothrive in this changing land-scape, carriers must continuallyimprove their processes by in-vesting in new technologies thatleverage mobile and big data to meet the evolving needs of their customers.”

Statement of Ownership, Management and Circulation

(Act of August 12, 1970; Section 3685.Title 39. United States Code.)

BodyShop Business is published monthlyat 3550 Embassy Parkway, Akron, Ohio44333-8318, Summit County. Headquartersand general business offices are also located at 3550 Embassy Parkway, Akron,Ohio 44333-8318, Summit County. Publica-tion no. is 0730-7241. Filing date is 9/19/14.Issue frequency is monthly with 12 issuespublished annually. Annual subscriptionprice is $69.

BodyShop Business’s publisher is S. Scott Shriber. The editor is Jason Stahl,and the managing editor is Gina Kuzmick.All are located at 3550 Embassy Parkway,Akron, Ohio 44333-8318, Summit County.

BodyShop Business is owned by William E.Babcox, located at 3550 Embassy Pkwy.,Akron, Ohio 44333. Known bondholders,mortgagees and other security holders own-ing or holding 1 percent or more of totalamount of bonds, mortgages or other secu-rities: none.

BodyShop Business’s Extent and Natureof Circulation are: (Issue date for circulationdata below is August 2014.)

Average no. Actual no. copies each copies of issue during single issue preceding nearest to 12 months filing date

A. Total No. Copies (net press run) 48,215 48,121

B. Legitimate Paid and/or Requested Distribution (By Mailand Outside the Mail)1. Individual Paid/

Requested MailSubscriptionsStated on PSForm 3541. (Includedirect written requestfrom recipient, tele-marketing and Internetrequests from recipient, paid subscriptions in-cluding nominal ratesubscriptions, adver-tisers’ proof copies and exchange copies) 45,292 44,847

C. Total Paid and/orRequested Circulation 45,292 44,847

D. NonrequestedDistribution (By Mail and Outsidethe Mail) 300 125

E. Total NonrequestedDistribution (Sum of15d (1), (2) and (3) 2,573 2,929

F. Total Distribution(sum of 15c and e) 47,865 47,776

G. Copies notDistributed 350 345

H. Total (Sum of 15fand g) 48,215 48,121

I. Percent Paid and/orRequestedCirculation 94.6 93.9

I certify that all above statements madeby me are correct and complete.

Pat Robinson, Director of Circulation

AudaExplore Unveils New TotalLoss Platform at Annual Event

« Circle 123 for Reader Service

Axalta Coating Sys-tems’ Mount Clemens,Mich., manufacturingplant recently partici-pated in theMacomb/St. ClairMichigan Works Em-ployability Boot Campfor Veterans. The pur-pose of the week-longevent was to assist vet-erans with resume writ-ing, interviewpreparation and net-working.

“Axalta supports efforts to helpveterans transition to the work-force,” said Virginia Gronley, Axal-ta’s learning and developmentadviser who was invited to speakat the event. “This is one of the rea-sons that we are more than happyto share tips and suggestions froman employer’s point of view thatmay help veterans land interviewsand, optimally, get jobs.”

Added veteran Ross Palombitfrom Sterling Heights, “It’s niceto hear from a company on whatwe, as veterans, can do better tobecome prepared for employ-ment. It was beneficial to bring inAxalta’s perspective for veteranjob seekers like myself. It’s niceto know that Axalta has made apledge to help reduce veteranunemployment.”




Axalta Coating Systems Attends

Veteran Employment Event

BendPak Begins Construction on New FacilityBendPak Inc. has announced the groundbreaking of a 67,000-square-footmultipurpose warehouse and shipping center located on 3.7 acres of landin Santa Paula, Calif. The new facility will further expand BendPak’s cur-rent shipping and logistics operation, allowing the business to meet grow-ing customer needs.

“We are excited about this further expansion as it will provide more ware-house and shipping space and add additional logistic and order processingfacilities, not to mention additional parking,” said Javier Arias, vice presi-dent of operations. “The fact that the property sits right next to our existinglocation and became available for purchase presented a great solution.”

The new property and expansion, located adjacent to BendPak's cur-rent Dove Court location, is expected to be completed by spring 2015.Through the new shipping and logistics center, BendPak is promisingeven faster delivery of products to its growing BendPak and Rangerbrands consumer base.

“This new expansion demonstrates to our customers that BendPakcontinues looking for ways to improve our level of service,” said DonaldHenthorn, BendPak president and owner. “We remain focused on grow-ing and will continue to increase the size of our facilities to accommo-date it. This new building expands our operations without having tomove and disrupt our day-to-day operations.”



It was another great year for Valspar Automotiveat SEMA 2014. With two booths, the excitement waswidespread throughout the SEMA Show floor. TheValspar Automotive booth in the North Hall showcasedcustom-painted motorcycle helmets finished with DeBeerAir Dry Clear Coat. These motorcyclehelmets were auctioned off withproceeds goingdirectly to the GasMonkey Foundation.Valspar Automotivewith House of Kolor inHot Rod Alley,featuring live air brushdemonstrations, visitsfrom the team at GasMonkey Garage andHouse of Kolor Shimrin 2demonstrations. This booth alsohighlighted the famous House of Kolor Wall, wherecustomers experienced up close Kustom Kolors, Kandy’sand effects.

Here’s what you missed at the Total Automotive Booth

at the 2014 SEMA Show!Door Hinge Repair Kits from the 60’s to present forGM, Ford, Mopar, AMC, Imports, and more! Plusover 150,000 parts like keys, remotes, hubs, clips, fasteners, bulbs and more!

Total Automotive now has New Door Hinge Repair Kitsfor the GM Cargo Vans. The GMHK40 Series offers a repair kit for the Broken Side Cargo Door Hinge. Itcomes with everything you will need to fix the brokendoor side hinge (Bolt on Door Side Hinge, GreaseableDoor Pin, Bushings, Grease Zerk & Mounting Hard-ware). Plus, we now offer a repair kit for the Rear CargoDoors on the GM Cargo Vans (GMHK36). No longer doyou have to buy the whole hinge from the dealer, just arepair kit with Pins & Bushings.

Bodyshopbusiness.com/sema-show-videos

GFS InfraredAcceleratedDrying SystemsDeveloped to meet the demand for faster repairs, GFSREVO Infrared (IR) Systems allow you to dry any kind ofpaint or material in minutes! By

speeding up drying times, GFS REVO IR Systems dramatical-ly decrease the overall repair cycle time so you can get morerepairs through your shop in less time. GFS REVO IR Systemsalso provide significant energy savings, compared to conventional paint booth heating.

The key to the GFS REVO IR Systems is short-wave electricinfrared technology. As opposed to IR technology of thepast (which was primarily medium and long-wave infrared),short-wave infrared technology dries the material from theinside out. This ensures complete evaporation of the volatilecompounds for sturdier, longer-lasting repairs.

GFS REVO IR Systems are available in several models, including the semi-automatic Speed system, compact rail orcart-mounted systems, and mobile and hand-held modelsfor spot repairs.

Bodyshopbusiness.com/sema-show-videosBodyshopbusiness.com/sema-show-videos

What You

Missed At


Circle 205 for Reader Service Circle 206 for Reader Service


Great restyled cars, auto industry celebrities and the latestin vehicle technology all highlighted BASF Automotive Refinish’s appearance at the 2014 SEMA Show.

A variety of restyled cars were on hand at the BASFbooth, including the 2014 Ridler Award winning Buick Rive-ria, Rivsion, which sported BASF R-M® Onyx HD RiverianSunset Pearl paint. Showing off custom paint from BASF’sGlasurit 90-Line was the 1935 Chevy Phaeton, which wasvoted America’s Most Beautiful Roadster this year.

Industry celebrities Chip Foose and Ryan Friedlinghaushad their restyled 1960 Ford Starliner and 2015 Toyota Sienna (respectively) on display. Both also appeared at thebooth to sign autographs for visitors.

BASF Automotive Refinish is a leader in the collision re-pair and commercial and specialty vehicle coatings market.In addition to industry-leading paints, BASF demonstratedcolor matching tools, business improvement programs andthe new SmartCOLOR® online tool. www.basfrefinish.com

BASF Automotive Refinish @ 2014 SEMA Show

Bodyshopbusiness.com/sema-show-videos Bodyshopbusiness.com/sema-show-videos

At SEMA 2014, SATA introduced their latest

technological breakthrough, the SATAjet 5000 B.This new gun has a stunning new coating, named SATApearlchrome TM. Easy to clean and very durable, the gunis as versatile as you are. Wider range of gun distances,from 4 to 8 ½ inches, and air pressures from 7 to 29 psimake this gun very flexible for your climate and sprayingstyle. Fast wetting speed andeven higher transfer effi-ciency make this gunnecessary for allpainters.

SATA also introducedthe new SATA filter timers.These are conveniently self ad-hered to the filter canister in yourshop. The timers have a re-placeable scale on them thatstarts with a click of a button.They count down to replacement with6- or 3-month graphs, and a bright red linethat lets you know that it is time to replace.Never have dirty air in your shop again, usethe SATA filters and the handy new timers.

U.S. Chemical & Plastics AG-47™ Lightweight GRIPFiller sticks like nobody’s business. Its super stronggripping power is a result of our patented Z-TEK™Adhesion Booster. Z-TEK™ ensures a strong hold andhigh performance. AG-47™ is lightning fast, whichensures that everything you do is quicker, with asmooth pinhole-free finish.

● Maximizes bonds to bare steel, galvanized metalsand aluminum

● Provides a smooth, pinhole-free finish

An Iron Grip!

The Ultimate In EuropeanWaterborne RefinishingPro-Spray’s H2O Waterborne Basecoat is a premiumEuropean waterborne basecoat system that fuses theart of color with the power of water to provide ease ofuse, amazing color match, high opacity, perfect blendsand a beautiful finish. Pro-Spray’s H2O is a fullycompliant, stand-alone, compact system that deliverssolid, metallic, pearl and xirallic colors, making yourpaint repair simple and seamless.

● Precise color and easy blending● High opacity colors● Simple shake and pour mixing

Bodyshopbusiness.com/sema-show-videosBodyshopbusiness.com/sema-show-videos



What You

Missed At

ComplianceWithoutComplication!

Matrix System was thefirst paint manufacturerto create a “true”Premium Low VOC Solvent Basecoat(MPB-LV). MPB-LV isthe only system

designed as an alternative to waterborne with alltoners and components being 100% compliant! Thishigh performance basecoat system offersexceptional color match, faster coverage andsuperior quality. Compliance without complication iswhy painters are choosing to use MPB-LV over thecompetition.

● Exceptional color match● Fast application and flash times● No new equipment or techniques are needed



Air so fresh, it feels likeyou’re working outside

Don’t Say It,Spray It!

Improving your bottom line isn’tjust a lot of talk. It’s SprayMax.

SprayMax is the simple,profitable way to tackle those

small damage repair jobs. Try itand you’ll be surprised, becauseSprayMax delivers OEM-qualityfinishes without the hassle, wasteand expense of conventionalspraying. SprayMax is available ina complete system of 1K and 2Kproducts. So if you wantprofessional spray gun results, justsay the word – SprayMax.

usa.spraymax.com

800-321-0672

Profitable Small Jobs


Leader in Autobody Shop Air Filtration

Duster Downdraft — The mobile prep stationdesigned and engineered to effectively & economi-cally capture Dust, Paint Overspray, Fumes andOdors. Ideal for SMART repairs

www.islandcleanair.com

1-800-661-8211


As always, DV Systems’ experi-ence at SEMA was engaging and excit-

ing. What did you miss? Apart from thepresence of Garth Greenough (Vice President) andBogdan Markiel (CEO), and our experienced salesmanagers Biren Bhalla and Ken House assistingeveryone in their inquiries, the DV booth featuredthe revolutionary Huron B10 AirSystem plugged inand running in full operation. The unit was so quietthat you could barely tell it was on.

What makes it so revolutionary? It’s 10 horsepower,variable speed, direct drive and available in single-phase with an extremely low maximum 55 amp draw,making it ideal for installations in locations previously uneconomical or impossible. And did we already sayit’s extremely quiet!

What Did You

Miss At SEMA 2014?


ProductShowcase

Remove Vapors andContaminantsThe .01 Micron SuperStar Filter isdesigned to provide clean, drycompressed air resulting in the re-moval of any vapors and contami-nants down to .01 micron. Thisfour-stage filtration system hasflow ranges of 50, 75 and 100SCFM and can handle pressure ratings of up to 250 PSI. Walmec North Americawww.walmecna.com



Clean and Dry Heated Atomizing Air for CompressorsWhen placed near the point of use, The Solution will work with theexisting compressed source. The four-stage filtration is outfitted withan automatic moisture discharger, then the clean air is further filtered

to remove moisture content forsuper dry air. A controller withdigital outputs allows users toset the temperature of the at-omizing up to 165 degrees F. It ships with a 3/8-inch ID x35-foot spray air hose.Martech Services Companywww.breathingsystems.com


Portable WelderWeighing in at just 40 pounds, the portable Power MIG 210 MP is amulti-process welder with dual-input voltage options (120 and 230volts), enabling the user to plug it in practically anywhere. The welderproduces 20-140 amps DC on 120-volt input and 20-220 amps on 230-volt input. That’s enough welding output for3/8-inch-thick steel and stainless mate-rials or 3/16-inch-thick aluminum.The integrated wire feeder handles 4-and 8-inch spools and can feed 50-500 inches per minute. Lincoln Electricwww.lincolnelectric.com

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High-Performance Spray GunThe SATAjet 5000 B allows the painter toflexibly set the inlet pressure in a range between 7 and 32 PSI with a gun distancebetween 4 to 8.5 inches, depending on material, ambient conditions and personal prefer-ences in order to achieve optimum finishes. Thegun is finished with a satin-gloss pearlchromesurface, which is corrosion-resistant and easy to clean.Dan-Am Companywww.satausa.com

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Produce Accurate andClean EdgesThe S186-E Shape Beveler useslong-lasting carbide inserts in amilling stylecutter to pro-duce accurate,clean, burr-free edgeson shapedparts, slotsor holes on materials as thin as 3/16.” Heck Industrieswww.heckind.net


Glossy Clearcoat forLarge RepairsPPG Automotive Refinish’s Shop-Line JC7100 European Multi-PanelClearcoat is a 2.1 VOC clearcoat designed for large repairs to deliv-er an impressive gloss finish. It features a 2-to-1 mix ratio and is

compatible with two Shop-Linehardeners to make it easily adjustable to working conditionsand job size. Furthermore, its 2.1VOC addresses the requirements ofregulated U.S. regions as well asCanada.PPG Automotive Refinishwww.ppgrefinish.com


Send Estimates Without a Contract Crash-writeR’s collision estimating software can send estimates vir-tually anywhere without a contract. Besides having some of the bestP-page logic in the industry, the software will have three updates permonth throughout 2015, delivering the latest in OEM pricing. Visitwww.crash-writer.com or call (800) 298-2378 today for a $33/month introductory offer.Crash-writeRwww.crash-writer.com


»| Product Showcase |«


Today’s automotive market is

marked by mass production and

growing uniformity. In fact, many

today even view the car as becoming

somewhat of a commodity. However,

Morgan Motors is a manufacturer that still

views building cars as an art form. Quietly

operating in England for the last 104

years, the low-volume manufacturer’s cars

are as unique as they are artistic. Known

for their three-wheelers and sporty,

vintage-looking roadsters, this company

sets itself apart through its manufacturing

process, as well as some of the unique

components it uses.

The manufacture of Morgan cars still takes

place in the same area it did a century ago.

For those of you familiar with the historic

Morgan brand, you may already know that

they manufacture the frames out of an

increasingly uncommon material for today’s

cars – wood. All Morgan cars are

constructed with an ash wood frame. This

process begins in the wood shop, where

English ash is shaped and formed into the

proper shape and dip-treated for rot. Ash is

the wood of choice due its straightness and

uniform grain, which makes it easy to sculpt

and form. Its texture also allows for ideal

shock absorption, in contrast to other woods

or components.

Curved pieces of the wood frame are bent

into shape and multiple layers of ash are

molded together by a series of jigs and

clamps. Presses, including traditional

wood presses and vacuum presses, also

help form the wood into shape, while glue

is heat cured. The final wood frame used

consists of a bonded laminate material

that is durable yet absorbent. When

asked about their unconventional decision

to use wood, Morgan representatives

remarked that the wood components in

their cars last forever. The strength and

durability of Morgan’s wood frames have

led to the saying, “A Morgan never dies.”

In fact, Morgan cars dating back to the

1950s and older have been disassembled

to show their wood frames still perfectly

intact and structurally sound. Morgan also

views the wood components, which

hearken back to the earliest Morgans

built, as being integral and indispensable

parts of the brand’s history – something

which makes the cars “uniquely Morgan.”

Apparently, environmental concerns play

a factor as well; according to Morgan

representatives, using wood encourages

people to plant forests.

Body panels and bonnets are made of

aluminum and are treated with a similar

degree of craftsmanship. As one of the

pioneers of aluminum technology, Morgan

makes nearly the entire remainder of the

car – with the exclusion of the wood

frames – out of the lightweight metal. The

only exception to this is the galvanized

steel chassis, steel firewall and steel inner

wings. The rest of the body is aluminum,

much of which is pressed and formed by

hand at the Morgan factory. The

combination of the lightweight aluminum

frame body and wood frame makes the

cars exceptionally light – another

advantage of using wood.

Morgan cars are full of heritage and

personality. Despite their somewhat aged

and classic feel, the cars haven’t dipped in

popularity over the years. In fact, their

numbers are growing steadily. With more

than 40,000 Morgans on the road today, the

company has ramped up production to

around 700 units per year, and the waiting

list is over six months. If you get lucky, you

may even see one at a local auto show or

car club.

For more information about the Morgan

manufacturing process or about the models

offered under the Morgan nameplate, visit

www.morgan-motor.co.uk.

To read and view more great content, visit www.speedville.com

Morgan Cars Use Wood Frames And Handcrafted Bodies

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AFC Air Filtration Co. 60Aflac 15Aframe Spray Booths 36Airomax/U.S.Body Products 42AirVANTAGE 32Amerex Corp. 76Automotive Mgmt Institute 70AVI 47Axalta Coating Systems 5BASF Corp. 9, 84BendPak 82, InsertBlair 66Brewer Automotive Equipment 62Campbell Hausfeld 58Carstar Franchise Systems 38CCC 39Cebotech Inc. 74Certified Auto Parts Association 7Chief Automotive 18Crash-writeR 70, 80Dent Fix Equipment 19Dominion Sure Seal 52DV Systems 49, 86Eagle Abrasives 79Elektron Inc. 54

Eurovac 68Evercoat 3, 37Ford Parts 45Garmat or Mobile Spray Technology 72Garmat USA 11Global Finishing Solutions 35, 83Goffs Curtain Walls 56Herkules Equipment Corp. 34Homak Manufacturing Company Inc. 51Induction Innovations 48Innovative Tools & Technologies, Inc. 17International Epoxies & Sealers 46Intuit 23Island Clean Air 40, 85Kaeser Compressors 21Malco Products 74Martech Services Co. 64Martin Tool & Forge/ Martin Sprocket & Gear, Inc. 72Matrix System Automotive Finishes LLC 29, 85Maxzone Auto Parts Corp. 53Mirka Abrasives 28Motor Guard Corp. 68NAPA 69O’Reilly Auto Parts 74PPG Industries Cover 2-1

Pro Spot International 71, Cover 3Pro-Spray Finishes 41, 84RBL Products 4, 43Reflex Truck Liners 66Rotunda Ford Motor Co. 73Rubber-Seal Products 16S.A.I.M.A. Of N. America Cover 4Safecars 77Sata Spray Equipment 57, 84Scorpion Truck Bed Linings 64Sherwin-Williams Co. 61Shop-Pro Equipment 25Southern Polyurethanes 63Spanesi 24Spraymax 67, 85Steck Mfg Co. 20Total Automotive 83Tsunami Compressed Air Solutions 78TYC/Genera Corp. 33, 65Urethane Supply Co. 27U.S. Chemical & Plastics 59, 84Valspar/Debeer 55, 83Zendex Tool Corporation 82

ADVERTISER INDEXCOMPANY NAME PG # COMPANY NAME PG # COMPANY NAME PG #

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BodyShop BusinessClassified

Help wanted • Business for sale • Equipment for sale • Software...

and so much more!

Call Jennifer Hazen today at 330-670-1234 ext. 224

Stop wasting valuable time lookingfor cardboard or cleaning mixingboards! Clean Sheets® MixingBoards are used by thousands ofrepair shops to mix epoxies, bodyfiller, fiberglass, plastics, gel, puttyand touch-up paint.

• Prevents costly reworks• Non-absorbing, heavy-duty

paper with grip for mixing• Bonded on 3 sides• Pays for itself the first week

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Become part of the BodyShop Business Readersgroup and participate in lively conversations withindustry professionals on hot topics in the collisionrepair industry!

Visit: http://linkd.in/18aL71K

Source: 2013 BodyShop Business Industry Profile

Source: The Romans Group

Source: 2013 BodyShop Business Industry Profile

By theNumbersVital collision industry stats

How Do Your Labor Dollars Per Repair Order Break Down?

What Do You Spend Each Month On The Following Items?

Parts Replacement

29%

Refinish Labor

32%

Frame RepairLaborMechanical Repair Labor

Parts Repair

23%

$30.7B

2012

$31.4B

2013

9%7%

Paint

Primers

Surface Prep Material

Masking Product

Abrasives

Cleaning Chemicals

Fillers

Buffing Products

Detail Cloths

Waxes

$3,000

$350

$250

$250

$175

$165

$100

$100

$50

$40

BodyShop Business, November 2014

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Transcript of BodyShop Business, November 2014