AASP-MN News February 2015

www.grecopublishing.com

February 2015

Don’t Miss Out on

Early Bird Discounts!

See pg. 15

AASP News2 February 2015

AASP News February 2015 3


March 9, 2015Domestic Vehicle Low Speed Bus Diagnostic Strategies

Marriott Minneapolis Northwest, Brooklyn CenterContact: Automotive Seminars,

920-866-9813 or [email protected]

March 9, 2015Domestic Vehicle Low Speed Bus Diagnostic Strategies

Dakota County Technical College, RosemountContact: Automotive Seminars,

920-866-9813 or [email protected]

April 11, 2015SkillsUSA Contest

Hennepin Technical College, Brooklyn Park

April 15-17, 2015AASP-MN Annual Meeting &

ConventionCrowne Plaza Minneapolis West,

Plymouth

June 16, 2015AASP-MN 21st Annual Golf Outing

3M’s Tartan Park Golf Course, Lake Elmo

For more information, contact the AASP-MN office at

612-623-1110 or visit the Association’s website,

www.aaspmn.org.

CONTENTSVol. 23 No.2

AASP of Minnesota is an association ofindependently-owned automo-tive service businesses and industry suppliers dedicated toimproving the state’s automo-tive service industry and thesuccess of its members.

AASP-MN News is the official publication of the Alliance of Automotive Service Providers, Minnesota, Inc. 1970 Oakcrest Ave., Suite 102 • Roseville, MN 55113 Phone:612-623-1110 • Fax: 612-623-1122 email: [email protected] • website: aaspmn.org. All rights reserved. To keep its readers better informed, AASP-MN News allowsits columnists to fully express their opinions. All views expressed are not necessarily those of the publication. AASP-MN News is published by Thomas Greco Publishing,Inc. Cover image, pg. 15-17, pg. 20 © www.thinkstockphoto.com.

AASP-MN BOARD MEMBERS 2014 - 2015

PRESIDENTJerald Stiele

IMMEDIATE PAST PRESIDENTDan Sjolseth, AAM

SECRETARY-TREASURER Tom Gleason

COLLISION DIVISION DIRECTORJoyce Weinhandl

MECHANICAL DIVISION DIRECTORGreg Kasel, AAM

ASSOCIATE DIVISION DIRECTORKevin Martin

COLLISION SEATMike Cox, AAMJim Siegfried, AAM

MECHANICAL SEATWayne Watson

STAFFEXECUTIVE DIRECTORJudell Anderson, CAE, AAM

OFFICE ADMINISTRATORJodi Pillsbury

MEMBERSHIP COORDINATORTom Kluver

PUBLISHED BY: Thomas Greco Publishing, Inc.

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PUBLISHER: Thomas Greco ([email protected])DIRECTOR OF SALES: Alicia Figurelli ([email protected])MANAGING EDITOR: Jacquelyn Bauman ([email protected])EDITOR: Joel Gausten ([email protected])ART DIRECTOR: Lea Velocci ([email protected])OFFICE MANAGER: Sofia Cabrera ([email protected])

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EXECUTIVE DIRECTOR’S MESSAGE ......................................................6Set Your Sights on the 2015 AASP-MN Annual Meeting & Convention!by Judell Anderson, CAE, AAM, AASP-MN Executive Director

LEGISLATIVE UPDATE ......................................................................7AASP-MN Works To Shape New Air Emission Permitby Kevin Walli, AASP-MN Lobbyist

LOCAL NEWS ................................................................................8

INSURANCE I.Q..............................................................................11Exit Planning: Why Having No Plan is a Bad Planby Dennis Begley, CLU, ChFC, LUTCF, CBC with CBIZ

2015 AASP-MN ANNUAL MEETING & CONVENTION INFORMATION ................15

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) ........20Records, Records and More Records by Carol Keyes, CSP

CASH IN ON YOUR MEMBERSHIP!........................................................22CBIZ/AIA

ADVERTISERS’ INDEX

AmeriPride ................................................................6Axalta Coating Systems..............................................OBCBuerkle Hyundai ........................................................3Choice Auto Rentals ..................................................3Dentsmart ..................................................................11Inver Grove Honda / Inver Grove Toyota ............................4Jack McClard ............................................................4Keystone ....................................................................10Lowell’s PCE ..............................................................7Maplewood Toyota ....................................................10

Mercedes Benz of Maplewood....................................14Mills Parts Center ......................................................21Morrie’s ....................................................................9Motorwerks BMW ......................................................IBCMotorwerks Mini........................................................IBCMPA..................................................................................................12-13Rosedale Chevrolet ....................................................21Roseville Chrysler ......................................................21Straight & Square ......................................................14Toyota Group..............................................................IFC

CALENDAR OF EVENTS


6 February 2015 AASP News

EXECUTIVE DIRECTOR’S MESSAGE

by Judell Anderson, CAE, AAM, AASP-MN Executive Director

Automotion St. Louis Park

Crystal Lake Automotive Burnsville

Granite City Tire & AutoSartell

St. Cloud - 2nd St.St. Cloud - Roosevelt Rd.

Matt’s Automotive Service CenterFargo, ND

Plaza Tire & AutoAlexandria

WelcomeNew Members:

JANUARY 2015

AASP-MN always aims high in our efforts to provide in-credible value to our members and the industry. We know youdo the same when it comes to serving your customers, runningyour business and taking care of your employees.

But neither of us can realize that goal in a vacuum. It takesa team effort and a commitment to invest in the knowledge andother resources that it takes to not just aim high, but to actuallyget there.

The AASP-MN Annual Meeting & Convention is de-signed to help you get there. From expanding your technicalexpertise and honing your management skills, to connectingwith and learning from some of the best operators in the

business, the Convention offers a convenient one-stop shop totap into the resources you need to succeed.

So, aim high and set your sights on the CrownePlaza Minneapolis West on April 15-17. Armedwith newfound knowledge, connections and moti-vation, you are sure to achieve the lofty goals thatyou have set for yourself and your business in2015.

Set Your Sights on the 2015 AASP-MN Annual Meeting

& Convention!

The Minnesota Pollution Control Agency recently publisheddraft rules and requested comments on an Air Emission GeneralPermit for low-emitting facilities. The new Permit will affect autorepair shops that do not currently have a Registration Permit inplace.

This new Permit process became necessary as a result ofchanges that came down from the federal level. Without the newauthority for a General Permit for low-emitting facilities, shops thatdid not have a Registration Permit in place would be obliged to se-cure a facility-specific permit, which costs tens of thousands of dol-lars to obtain. The application fee alone for the individual facilitypermit would be $25,000. Under the proposed rules, the applicationfee for a General Permit would be about $1,140.

The MPCA has been advising businesses that found them-selves in need of a permit to wait for the General Permit standardsto be established. These standards will now be set through this rule-making process.

For their part, MPCA officials have indicated a strong interestin making the new General Permit process as practical and efficient

as possible. AASP-MN is working with Carol and Janet Keyes ofC.H.E.S.S. to analyze the draft rules and make comments to clarifyand streamline the process wherever possible.

Formal comments on the proposed rules are due in late Januaryand AASP-MN will be filing comments with the Agency at thattime. Once the rule provisions are in place, AASP-MN will seekopportunities to have MPCA officials provide additional informa-tion, such as conducting workshops, on the General Permit Appli-cation process.

Again, those shops that have a Registration Permit in placewould not likely be affected by this new permit provision. The As-sociation will stay involved throughout the course of this processand will keep members informed of all developments.


AASP-MN Works To Shape New Air Emission Permit

LEGISLATIVE UPDATE

by Kevin Walli,AASP-MN Lobbyist

WHAT’S WRONGWITH

THIS PICTURE?

Answer: What's wrong with it should be prettyobvious; I wouldn't trust a cinderblock as ajack stand.


LOCAL NEWS

13th Annual Race for Automotive Education a Winner!AASP-MN recently raised over $9,800 in its 2015

fundraising campaign to support the AASP-MN AutomotiveEducation Fund. The majority of that money was raised atthe Association’s annual Race for Automotive Education,

held January 13 & 14 at ProKart Indoors in Burnsville, andwill fund scholarships for automotive students enrolled in

NATEF-certified mechanical and collision repair programs inMinnesota.

During the course of the two-night event, 120 racers tore up thetrack in state-of-the-art European karts, reaching speeds of nearly 40miles per hour. Many fans and spectators were also on hand to cheertheir teams on. Twenty-four teams of mechanical and collision repairshops and industry suppliers were represented, and the competitionwas fierce.

Trophies were awarded to the first place and runner-up teams. They were:

Tuesday, January 13 First Place - Superior Service Center, Eagan (Team 3)Runner - Up - Pearson Auto Body, Shakopee Wednesday, January 14First Place - Lancer Service Auto Care, St. Paul Runner - Up - LaMettry’s Collision, Richfield (Team 1)“Members use this event as an opportunity for team-building,

and at the same time, raise money for a very worthy cause,” saidJudell Anderson, AASP-MN executive director. “Everybody had ablast!”

Reminder: AASP-MN Seeking Volunteer LeadersAASP-MN is looking for automotive industry professionals

who are interested in advancing the industry by serving in leadershippositions on the Association’s Board of Directors and AdvisoryCommittees.

There are two seats open on the AASP-MN Board of Directors,one collision and one mechanical. If you have a personal interest, orwould like to nominate someone else to fill one of these positions,nominations must be received by February 20. To be considered, anindividual must be nominated by five or more regular members. TheNominating Committee may also nominate a person whose name wasnot submitted by the regular members.

There are also a number of positions open on the Collision,Mechanical and Associate Advisory Committees, as well as the Gov-ernment/Regulatory Affairs and Education/Training Committees.

If you are interested in serving on any of the committees above,please contact the Nominating Committee Chair Dan Sjolseth, Supe-rior Service Center at (651) 454-5522 or the AASP-MN office at (612)623-1110 or (800) 852-9071 by February 20.

Note: Only an individual representative of a member whoperforms collision work may be nominated to fill a Collision Divi-sion Seat, and only an individual representative of a member whoperforms mechanical work may be nominated to fill a MechanicalDivision Seat.

Dan Sjolseth Earns AASP-MN’s 2014 “Member Recruiter of the Year”

AASP-MN is pleased to announce that Dan Sjolsethof Superior Service Center in Eagan has earned theAssociation’s “Member Recruiter of the Year”award. The award honors members who recruitor provide leads for prospective members of theAssociation. Dan recruited four new members,referred two prospective members and helped to re-instate a member, earning himself 27 points. He wentabove and beyond by going on a couple of calls withAASP-MN Membership Coordinator, Tom Kluver.

“Current members know the value of AASP-MN membershipfirst-hand, and their personal endorsement is by far the most effectiverecruiting tool that we have,” said Judell Anderson, AASP-MN exec-utive director. “Dan is to be commended, because by introducing othershops to AASP-MN, he is helping the shop, the Association and theentire industry.”

The Member Recruiter of the Year award is based on a point sys-tem: Five points are earned for new member recruits and two pointsare earned for referrals. The member who accumulates the most pointsthroughout the year receives the award.

Thank you to the following members who also participated in the2014 “Member Recruiter of the Year” contest:

• Mars Overlee, Rick’s 36 Automotive, Stillwater (19 points)• Greg Kasel, Downtown Tire & Auto, Hastings (15 points)• Bob Auman, Lowell’s Performance Coatings, Edina (14 points)• Roger Bonn, Peter’s Body Shop, St. Cloud (10 points)• Wayne Watson, Autoworks Diagnostics, Woodbury (10 points)• Jerald Stiele, Hopkins Auto Body, Hopkins (7 points)• Tom Gleason, Pro-Tech Auto Repair, Corcoran (5 points)• Jim Lepley, Pro Paint, Roseville (5 points)• Bob Pearson, Pearson Auto Body, Shakopee (5 points)• Mike Schoonover, Schoonover Bodyworks, Shoreview (5 points)• Carl Thomas, Lancer Service Auto Care, St. Paul (5 points)• Lou Kharrat, Modern Auto Care, Eden Prairie (3 points)• Debi McConnell, Medi-Car Auto Repair, Rosemount (3 points)• Mike Cox, Ed’s Collision Center, Osseo (2 points)• Mike Zieska, MCP Collision Center, Annandale (2 points)

To learn more about the Member Recruiter of the Year program,contact the AASP-MN office at (612) 623-1110 or visit the “MembersOnly Resource Center” at www.aaspmn.org.

2015 Membership Dues Are Due!Annual membership renewals for AASP-MN were mailed in

December. If you have not paid your 2015 membership dues,PLEASE do so today. Your timely payment will save AASP-MN theadditional cost and time incurred with re-billing and other collectionefforts. We’d much rather be working on programs and initiatives to im-prove the automotive service industry - and your business. Thank you!

First Place - Superior Service Center (Team 3) Runner - Up - Pearson Auto Body

First Place - Lancer Service Auto Care Runner - Up - LaMettry’s Collision (Team 1)

AASP/MN MemberRecruiter of the Year

February 2015 9AASP News

Sponsorships Support AASP-MN’s EducationalPrograms & Other Activities in 2015

Recently, AASP-MN asked for sponsorshipsfrom its Associate members and industry vendors tohelp support the Association’s educational programsand other activities in 2015. Sponsorships help AASP-MN deliver the quality programs members expect, andkeep registration fees affordable.

To date, the following companies have madesponsorship commitments:

Gold Sponsors• Automotive Parts Headquarters• Axalta Coating Systems• PPG Automotive Finishes

Silver Sponsors• Inver Grove Ford• Keystone Automotive• Lowell’s Performance Coatings• Meadowbrook Insurance• Mitchell International• O’Reilly Auto Parts• PAM’s Auto, Inc.• Suburban Chevrolet• United Fire Group

Program Sponsors• 3M• AASP National• Autoshop Solutions• Bosch• CARQUEST • CBIZ• Dent Impressions• IDENTIFIX

Other Sponsors• Autodata Labels

Hospitality Sponsorships AvailableHospitality sponsorships are still available for the

upcoming AASP-MN Annual Meeting & Conven-tion, April 15-17, 2015, at the Crown Plaza Min-neapolis West, Plymouth. The event will feature twodays of management and technical training work-shops, as well as social activities that allow opportu-nities to meet and get to know AASP-MN membersand other industry professionals.

Sponsors are rewarded by increased visibil-ity and recognition within the AASP-MN mem-bership and industry at-large. It’s a great way tostand out, expand marketing dollars and connectwith the best shops in the industry.

If you are interested in a hospitality sponsorshipfor this year’s event, please contact the AASP-MN office or visit the Association’s website,www.aaspmn.org, for more information.


For most business owners, not only is their company their largestasset, it’s also a key funding source to meet their future retirementgoals and the main source of income for their employees. Yet, a recentsurvey shows only 36 percent of small-business owners have an exitplan. With many business owners planning retirement in the next 10years, not having an exit plan in place puts their retirement dreams injeopardy.

Furthermore, research indicates that only 30 percent of family-owned businesses survive into the next generation and only 12 percentare viable into the third generation. Most of these failures can be tracedback to one factor – a lack of business succession planning.

However, a simple planning solution called a buy-sell agreementcan help business owners reduce the risk of failure in case of theowner’s retirement, disability or even death. A buy-sell agreementaids in the transfer of ownership from one generation to the next orfrom a founder to a key employee. A well-constructed buy-sell agree-ment not only details the legal transfer of ownership, but also containsa funding mechanism, normally in the form of a cash value life insur-ance policy. By using a life insurance policy to fund the eventual saleof the company, you can often take advantage of important tax bene-fits. In the unfortunate circumstance where the owner may pass awaybefore the sale is complete, the life insurance policy will provide theneeded liquidity to complete the transfer of ownership plan.

A properly funded buy-sell agreement can:• Provide departing owners with a market and price for an asset

that might otherwise be hard to sell. • Permit remaining owners to prevent an unqualified individual

from acquiring an interest in the business. • Minimize business disruptions resulting from disagreements

among owners at various triggering events. • Provide assurance to employees, customers, suppliers and creditors that the business will remain strong through the

owner’s transition.

Additional benefits:• The value and sale price of the business may be fixed in the

buy-sell agreement.• Proceeds from the life insurance policy are not subject to

income taxes.• Policy cash value may be available for the purchase of the

business during the owner’s lifetime.• The company may receive a tax deduction for the bonus

payments.

Should you consider a buy-sell plan? To see if a buy-sell plan may be beneficial for you start by askingyourself these questions:

• If your business is your retirement plan – can you:Sell to a third-party at fair market value (FMV)?Sell it on your timetable?Get a “lump-sum” cash payment?Have secured payment terms?Is there funding in place to financially complete the transfer of the business?What if you transfer to another owner?What if you transfer to a key employee?

• Are you interested in helping a family member or key employee ensure they have the liquidity to make a future purchase or down payment?

If you do not have a current plan in place for exiting your businessor your plan does not address the critical questions asked above, nowis the time to talk about this important planning strategy with a pro-fessional. By implementing a well-structured and funded successionplan, you can help protect the financial future of your spouse, familyand employees.

Who to contact for additional information on buy-sell planning: To evaluate whether a buy-sell agreement funded with lifeinsurance is the right strategy to use for transferring the ownershipof your business, please contact Dennis Begley with CBIZ at(763) 549-2260 or via email at [email protected].


INSURANCE I.Q.

Exit Planning: Why Having No Plan is a Bad Plan

By Dennis Begley, CLU,ChFC, LUTCF, CBC with CBIZ





2015 AASP-MN Annual Meeting & Convention:

AIM HIGH!April 15 - 17, 2015

Crowne Plaza Minneapolis West3131 Campus Drive

Plymouth, MN

Wednesday, April 15 4:00 - 8:00pm Diagnosing & Repairing the Top Auto HVAC Problems, Peter McArdle, Standard Motor Products 4:00 - 8:00pm Common Fixes for Light-Duty Diesel Trucks (Ford, GM & Dodge/Ram), Jim Watson, Jim Dow

& Terry Clennon, IDENTIFIX

Thursday, April 167:30 - 11:30am I-CAR Alternative Fuel Vehicle Damage Analysis & Safety, Mitch Becker 8:30 - 11:30am Template Estimating, Ron Kuehn, Collision Business Solutions8:30 - 11:30am Chemistry Lessons for a Multi-Generational Workforce, Bill Haas, Haas Performance Consulting8:30 - 11:30am Tracking Internet Marketing, Danny Sanchez, Autoshop Solutions8:30 - 11:30am Brake Technology Update, Bob Pattengale, Bosch Diagnostics11:30am - 1:30pm Membership Meeting & Luncheon With Keynote Address: The Art of Success, Bob Stromberg1:30 - 3:15pm Roundtable Discussions & Speed Networking, AASP-MN Members & Industry Experts1:30 - 4:30pm Marketing Automotive Service to Generations X and Y, Bill Haas, Haas Performance Consulting3:30 - 4:30pm Failing Fearlessly: How Failure Propels Us Forward, Josh Dye, Convene, LLC3:30 - 5:00pm Dispelling the Common Myths about Aluminum Repair, Shawn Collins, 3M3:30 - 5:00pm Developing a Business Continuity Plan, Dennis Begley, CBIZ4:30 - 6:30pm Happy Hour & Vendor Displays6:30 - 9:30pm Industry Dinner & Casino Party

Friday, April 178:00 - 10:00am Stand Out from the Competition, Danny Sanchez, Autoshop Solutions8:00 - 10:00am Simple Cycle Time Solutions, Ron Kuehn, Collision Business Solutions8:30 - 11:30am Selling the Value Nobody Can Compete With, Bill Haas, Haas Performance Consulting10:15am - 12:00pm Employment Practices: Do’s & Don’ts, Megan Beckman, CBIZ Payroll10:15am - 12:00pm Building a Team Administrative System, Ron Kuehn, Collision Business Solutions

AGENDA AT A GLANCE

Template Estimating8:30 - 11:30am, Thursday, April 16 (Collision)Presented by Ron Kuehn, Collision Business SolutionsSponsored by Axalta Coating SystemsCreating a final, bill-quality estimate prior to the repair is a con-stant challenge of a collision repair business. Learn how to utilizethe efforts of previous repairs to speed up the estimating process,while creating more thorough and complete repair plans and accurate parts orders. This session will cover:

• Creating an electronic estimate template and parts list library• Organizing technical repair information• Improving total loss assessment and processing• Training new estimators and repair planners

Chemistry Lessons for a Multi-Generational Workforce8:30 - 11:30am, Thursday, April 16 (All)Presented by Bill Haas, Haas Performance ConsultingSponsored by CARQUEST Do you ever find members of your team frustrated, tense, dis-tracted, upset or unreasonable with other members of the team?Wonder why? Well, Gen Y thinks Gen X is a bunch of whiners.Gen X believes Gen Y is arrogant. And everyone thinks theBoomers are self-absorbed workaholics.

While the younger generation’s entitled attitude is clashing withthe older workers’ values, Gen Y’s presence is improving work-place policy for everyone. Once we understand their differencesand learn what is important for each group, we can work together effectively.

Tracking Internet Marketing 8:30 - 11:30am, Thursday, April 16 (All)Presented by Danny Sanchez, Autoshop SolutionsSponsored by Autoshop SolutionsRunning your business is oftentimes a numbers game. Runningyour marketing and making sure you’re getting the best bang foryour buck is also, without question, a numbers game. Join AMIAccredited Instructor Danny Sanchez in his brand new classabout the marketing numbers that drive your profits.

This class will cover key performance benchmarks and the important numbers to watch for in all of your marketing efforts:

• Learn how to measure traditional marketing, including direct mail, print and word-of-mouth.

• Delve into the numbers of your Internet marketing, including website performance, PPC, display ads and organic search.

This powerful class will help every business owner use their marketing dollars more effectively and show more dollars on thebottom line - the numbers don’t lie!

Marketing Automotive Service to Generations X & Y1:30 - 4:30pm, Thursday, April 16 (All) Presented by Bill Haas, Haas Performance ConsultingSponsored by CARQUESTMeeting their expectations is the easy part. Communicating amessage to attract and engage them seems to be the challenge.You cannot ignore these two groups at 120 million strong - theopportunities are enormous. We will examine what makes themunique and what influences their decision-making. Understandingthe obstacles of reaching them beyond their incredible filterswill lead your business to connecting with an extremely loyalcustomer.

Roundtable Discussions & Speed Networking1:30 - 3:15pm, Thursday, April 16 (All)Facilitated by AASP-MN Members & Industry ExpertsBack by popular demand! Attend this interactive session to getideas, ask questions and meet and learn from your peers. You’llhave the opportunity to participate in two roundtable discussionsand meet one-on-one with at least a dozen fellow shop own-ers/managers. Choose from the following topics:

• Cyber Security - facilitated by Danny Sanchez, Autoshop Solutions

• Email Management - facilitated by Josh Dye, Covene, LLC• Free Money - facilitated by Mike Jost, Carol Keyes & Patrick Hanlon

• Loaner Car Management - facilitated by Bob Pearson, Pearson Auto Body & Wayne Watson, Autoworks Diagnostics & Repair

• Using Technology in the Shop - facilitated by Mars Overlee,Rick’s 36 Automotive Services & Jim Siegfried, Crystal Lake Automotive

Dispelling the Common Myths about Aluminum Repair3:30 - 5:00pm, Thursday, April 16 (Collision)Presented by Shawn Collins, 3MSponsored by 3MThis presentation, featured at the 2014 SEMA show, focuses onthe common myths associated with aluminum repairs in the col-lision shop. Topics covered include:

• Physical properties of aluminum • Different alloys • Work hardening • Thermal conductivity • Electrical conductivity • Hardness/malleability and how these properties effect repair procedures

In addition, we will dispel the myths about: • Straightening • Heating • Fixturing and setting rivets • Corrosion protection • Body filler • Welding

Developing a Business Continuity Plan3:30 - 5:00pm, Thursday, April 16 (All)Presented by Dennis Begley, CBIZ Sponsored by CBIZThis workshop will give attendees an overview of what it meansto have a business continuity plan and how to go about creatingone. Attendees will learn:

• The importance of a proper business valuation• Different types of business continuity agreements• How to fund an agreement for death, disability or retirement• How to choose a buyer• Death costs and costs of transferring ownership

A key point will be to discuss options for treating family mem-bers in the business and outside equitably, not necessarilyequally.


MANAGEMENT SEMINARS


Failing Fearlessly: How Failure Propels Us Forward3:30 - 4:30pm, Thursday, April 16 (All)Presented by Josh Dye, Convene, LLCSponsored by AASP NationalFailure surrounds us and is a part of our lives every day. It isalso filled with valuable lessons…if we have the courage tolearn from them. Featuring high-profile examples from celebri-ties we all know (and some personal examples too), Josh willshow how failure can propel us forward, helping us innovate,form better personal and professional relationships and makesound decisions - even when gripped with fear.

Stand Out from the Competition8:00 - 10:00am, Friday, April 17 (All)Presented by Danny Sanchez, Autoshop SolutionsSponsored by Autoshop SolutionsThe best brands in any industry get paid a premium becausethey are the most trusted brand and your shop is no different.Want to stand out from your competition and be able to charge apremium? Don’t miss this class!

Your brand is far more than just your logo; it’s the entire cus-tomer experience. From online reviews to the messages on yourwebsite, customers are using many resources when choosingtheir next repair shop. This class will outline the many movingparts of a powerful brand, including:

• Building and maintaining online reviews • Brand-building best practices • Marketing • Telephone procedures • Sales processes • Customer service• Ways to leverage your brand with inexpensive tools

Simple Cycle Time Solutions 8:00 - 10:00am, Friday, April 17 (Collision)Presented by Ron Kuehn, Collision Business SolutionsSponsored by Axalta Coating SystemsCycle time is a major focus for collision repair shops to bettersatisfy vehicle owners and insurance companies. Learn a com-mon sense approach on how to communicate, implement andmeasure these simple operations to help you become a marketleader in efficiently processing vehicles through your shop. Topics covered include:

• Measuring administrative and production cycle time• Staging the customer• Staging the vehicle• 100 percent disassembly• Improving repair vs. replace percentages • Documentation for compensation• Managing segmentation for maximum throughput• Optimizing work-in-process

Selling the Value Nobody Can Compete With 8:30 - 11:30am, Friday, April 17 (Mechanical)Presented by Bill Haas, Haas Performance ConsultingSponsored by CARQUESTFinally, all your marketing and promotion is working. Now whatdo we do about the phone that won’t stop ringing? Turn those callsinto valuable conversations, ask powerful questions, solve theirproblems and capture new business. Be prepared to present aVALUE that nobody can compete with. Never feel pressured todiscount or price match again and avoid price-based selling whenyou:

• Utilize powerful questions• Become a better listener• Create presentations to help communicate your value• Differentiate your solutions

Have valuable conversations with customers and learn to ask thepowerful questions. Their answers will tell you the value theyare looking for. Now, you can offer solutions to their problemsand meet their expectations.

Employment Practices: Do’s & Don’ts10:15am - 12:00pm, Friday, April 17 (All)Presented by Megan Beckman CBIZSponsored by CBIZ PayrollFrequently-changing regulations and employee issues can bechallenging to every organization. This workshop will focus onunderstanding the fundamentals of employment practices andthe potential for associated risks. We’ll identify the dos, don’tsand best practices that will keep you out of hot water!

• Hiring: application, interviews, job postings and background checks

• Performance management and discipline• Termination• Avoiding harassment and discrimination claims • Privacy and social media in the workplace• Employee handbook basics• Providing references• General compliance - FMLA, FLSA, etc.

Building a Team Administrative System10:15am - 12:00pm, Friday, April 17 (Collision)Presented by Ron Kuehn, Collision Business SolutionsSponsored by AASP NationalIf you find your organization struggling to keep up with the in-creasing demands and costs of the administrative side of thebusiness, this program is for you.

Explore new methods of staffing and improving the efficiencyof your office by segmenting the duties based on necessary skillsets versus a job title. This session will cover:

• Training and leading for a successful team environment• Establishing job accountabilities - regardless of job title• Cross training for back-up support• Creating estimating systems for efficiency and insurance

compliance• Creating a shared team bonus program

continued on page 18


Diagnosing & Repairing the Top Auto HVAC Problems4:00 - 8:00pm, Wednesday, April 15 (Mechanical)Presented by Peter McArdle, Standard Motor ProductsSponsored by Auto Value Parts Stores and Automotive Parts Headquarters Corporate Average Fuel Economy Standards are set to double be-tween 2010 and 2025. Many of the efficiencies necessary toachieve this goal will require new air conditioning technologies.In fact, some of these technologies are already here. Attend thisclass for important information on:

• The new low global warming refrigerant R1234yf, new AC components and technologies such as Internal Heat Exchangers, compressor oil retention, Electronic Control Variable displacement compressors (ECV) and Thermal Storage Material (TSM) design evaporators used in idle stop vehicles

• Updated diagnostic and service techniques required by new components and reduced refrigerant and oil capacity

• Hybrid vehicle system service and compressor replacement• Pattern failures and fixes• Dual AC system diagnosis and service techniques

The goal of this class is to prepare the technician with the skillsneeded to properly diagnose these systems, verify proper systemoperation, improve post-repair HVAC system performance and re-duce comebacks.

Common Fixes for Light-Duty Diesel Trucks (Ford, GM & Dodge/Ram)4:00 - 8:00pm, Wednesday, April 15 (Mechanical)Presented by Jim Watson, Jim Dow & Terry Clennon, IDENTIFIXSponsored by IDENTIFIXThis course will cover common issues and fixes for:

• Ford 6.0L, 6.4L, and 6.7L Powerstroke diesel• GM 6.6L Duramax diesel• Dodge/Ram 5.9L and 6.7L Cummins diesel

In addition, a few of the not-so-common issues encountered by thespecialists at IDENTIFIX will be discussed.

I-CAR: Alternative Fuel Vehicle Damage Analysis & Safety 7:30 - 11:30am, Thursday, April 16 (Collision)Presented by Mitch Becker, I-CARThis course explains safety measures when working on hybridelectric and alternative fuel vehicles. This session will help you:

• Understand high voltage issues with electric A/C systems• Identify new applications for hybrid technology and unique hybrid system features

• Properly care for a high voltage battery, prior to and during the repair process

• Identify the different types of alternative fuel vehicles currently on the market, as well as concepts in tomorrow’s

technology

Brake Technology Update 8:30 - 1130am, Thursday, April 16 (Mechanical)Presented by Bob Pattengale, BoschSponsored by BoschThis session will cover the practical braking application of hydraulic theory and diagnostic procedures with a focus onbrake service tips to help avoid costly comebacks. Anti-Lockand Electronic Stability Control systems are reviewed with afocus on wheel speed, lateral acceleration, yaw rate and steering

angle sensors, with theory of operation and how to diagnose andservice these systems. Topics covered include:

• Fundamentals of braking forces review• Anti-lock brake system (ABS) overview• Electronic stability control (ESC)• Best recommended practices for brake service• Systematic brake inspection process• Top 10 tips to ensure a successful brake service

TECHNICAL SEMINARS

FUN FOR ALL!Membership Meeting & Luncheon with Keynote Address: The Art of Success 11:30am - 1:30pm, Thursday, April 16Sponsored by PPG Automotive FinishesIn this hilarious and inspiring keynote address, comic and sto-ryteller Bob Stromberg remembers Christmas Eve 1963. Hisgrandfather opened a present…a Craft Master Paint-by-Numberset. Over the next two weeks, Bob watched him carefully paintthe numbered shapes one color at a time. Then always, hisgrandfather cleaned his brush. Weeks later, the canvas wastransformed and so was his grandfather.

The presentation highlights the importance of accepting respon-sibility for one’s work - Rule #1: Paint Your Color! And, theimportance of accepting responsibility for one’s self - Rule #2:Clean Your Brush!

Happy Hour & Vendor Showcase4:30 - 6:30pm, Thursday, April 16 You’ll have the opportunity to visit AASP-MN’s convention program and hospitality sponsors. This is your chance to catchup on the latest and greatest in products and services, makesome new contacts or get answers to those questions that youhaven’t found the time to pick up the phone and ask, all in a funand relaxing setting.

Industry Dinner & Casino Royale6:30 - 9:30pm, Thursday, April 16Casino Royale sponsored by Dent Impressions(Additional charge of $40 per person or $75 per couple)Become the High Roller you’ve always wanted to be at AASP-MN’s Industry Dinner & Casino Royale on Thursday evening,April 16. Eat, drink (cash bar) and be merry while enjoying theevening with fellow members and industry professionals. Choosebetween blackjack, three and four card poker, red dog and moreas you wager your “casino money” in hopes of having enough atthe end of the night to bid on valuable prizes.

HOTEL ACCOMMODATIONSCrowne Plaza Minneapolis West3131 Campus Drive, Plymouth, MN

Make your hotel room reservations by calling (763) 559-6600. Be sure to tell the reservationist you are with the Alliance of Automotive Service Providers room block.Reservations must be received by March27, 2015 to guarantee the rate of $119.

REGISTRATION FORM


Company:_________________________________________________Name: ________________________________________Address: _________________________________________________________________________________________________City: ___________________________________________________ State: ____________________Zip: ___________________Phone:____________________________Fax:__________________________Email: ___________________________________

Registration Options Early Bird Pricing (Before 3/31/15) Standard Pricing (After 3/31/15)Complete package* $295 Member/$320 Non-Member ea. $320 Member/$345 Non-Member ea.1 1/2 day package* $250 Member/$275 Non-Member ea. $275 Member/$300 Non-Member ea.One-day package* $175 Member/$200 Non-Member ea. $200 Member/$225 Non-Member ea.1/2-day $95 Member/$120 Non-Member ea. $125 Member/$150 Non-Member ea.

Please indicate the sessions you plan to attendWednesday, April 15 ______4:00 - 8:00pm Diagnosing & Repairing the Top Auto HVAC Problems (Mechanical)______4:00 - 8:00pm Common Fixes for Light Duty Diesel Trucks (Ford, GM & Dodge/Ram) (Mechanical)

Thursday, April 16 ______7:30 - 11:30am I-CAR: Alternative Fuel Vehicle Damage Analysis & Safety (Collision)______8:30 - 11:30am Template Estimating (Collision)______8:30 - 11:30am Chemistry Lessons for a Multi-Generational Workforce (All)______8:30 - 11:30am Tracking Internet Marketing (All)______8:30 - 11:30am Brake Technology Update (Mechanical) ______11:30am - 1:30pm Membership Meeting & Luncheon with Keynote Address: The Art of Success (All) ______1:30 - 3:15pm Roundtable Discussions & Speed Networking (All)______1:30 - 4:30pm Marketing Automotive Service to Generations X and Y (All)______3:30 - 4:30pm Failing Fearlessly: How Failure Propels Us Forward (All)______3:30 - 5:00pm Dispelling the Common Myths about Aluminum Repair (Collision)______3:30 - 5:00pm Developing a Business Continuity Plan (All)______4:30 - 6:30pm Happy Hour & Vendor Displays (All)______6:30 - 9:30pm Industry Dinner & Casino Royale (All)

Friday, April 17______8:00 - 10:00am Stand Out from the Competition (All)______8:00 - 10:00am Simple Cycle Time Solutions (Collision)______8:30 - 11:30am Selling the Value Nobody Can Compete With (Mechanical)______10:15am - 12:00pm Employment Practices: Do’s and Don’ts (All)______10:15am - 12:00pm Building a Team Administrative System (Collision)

Optional Tickets: I-CAR: Alternative Fuel Vehicle Damage Analysis, Thurs., April 16 _____@ $105 Member/$125 Non-Member ea ..= $ ________(Lunch not included in cost of I-CAR class.)Industry Dinner & Casino Royale, Thursday, April 16, 6:30 - 9:30pm _____@ $40/person or $75/couple..................= $ ________Lunch & Keynote Address, Thursday, April 16, 11:30am - 1:30pm _____@ $30 ea ....................................................= $ ________(Note: Lunch is included with all full-day registrations on Thursday)Payment Options: ________ Check payable to AASP-MN ________ Credit Card (Visa, MasterCard & Discover accepted)Credit Card Number:__________________________________________________________ Expires: _________________________________Billing Zip Code:_____________________________________Signature: ________________________________________________________

Housing: Make your hotel room reservations by calling (763) 559-6600. Be sure to tell the reservationist you are with the Alliance of AutomotiveService Providers room block. Reservations must be received by March 27, 2015 to guarantee the rate of $119!

Return with payment to: AASP-MN / 1970 Oakcrest Ave., Suite 102 / Roseville, MN 55113Phone: (612) 623-1110 or (800) 852-9071 Fax: (612-623-1122 - Email: [email protected]

Cancellation policy: Refunds require 48 hours notice of cancellation.

*Package pricing includes lunch on Thursday, April 16Note: I-CAR class cannot be included in package options. See pricing for optional tickets below. Price: $ __________________________


COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.)

Whether you are paperless or not, you need to decidewhat records to keep and for how long. What is the bestway to organize those records so you can find them easilywhen needed? Who requires records? What records areneeded? An OSHA inspector will want to see your safety pro-grams, training records, respirator medical records, safetycommittee minutes (if you have 25 or more employees),OSHA 300 logs and, of course, Safety Data Sheets. A haz-ardous waste inspector is going to look at hazardous wastemanifests, weekly waste inspection logs and annual reports. If youhave to do annual waste or air reporting, you’ll find those reportseasier to complete if the records are in one designated spot. If you can keep all of your safety records together and yourhazardous waste records together, they will be easier to find whenan inspector shows up. Some safety records, such as medical sur-veillance or injury reports, are confidential and should be kept withHuman Resource files. The others should be kept in one designatedlocation, such as a file drawer. Safety Programs: Keep the most current version. You shouldbe reviewing these on a regular basis (every year or so), and updat-ing them as needed – for instance, if the people responsible for spe-cific parts change. Mark the review date on the program and noteany changes. Programs may include A Workplace Accident and In-jury Reduction (AWAIR) program, Right to Know program, yourrespirator program, general safety program, emergency plan andpersonal protective equipment program. Safety & Environmental Training: Every shop should haveRight to Know training records. These should list who did the train-ing, when it was done, what it covered and who attended. If em-ployees are required to use respirators, you also need to haverespirator training and fit testing records. If people received trainingon hazardous waste handling, either at your shop or from an outsidesource (e.g., the training held by metro county hazardous waste en-forcers), keep records of that. If your painters went to a seminar onefficient painting methods (6H training), maintain those records.Keep records for at least three years or until the next training ses-sion, whichever is longer. Respirator Fit Test records: You must keep the most currentrecords. We generally recommend you keep them for at least threeyears. If there are any problems with a fit test, it helps to see whatwas done in prior years (if the employee could detect the test agent,what size respirator was worn, etc.). Building inspections: While there is no specific requirementto keep these, we recommend saving them for at least two years:One full year and one year in progress (so, all of your 2014 inspec-tion records and 2015).

Safety Data Sheets: You need to have safety datasheets available for nearly all hazardous products usedby your employees (the exception: Consumer productsused the way you’d use the product at home). Those canbe available electronically or as paper copies. You alsoneed to keep a list of chemicals (products) used, wherethey were used and when they were used for at least 30years beyond when you stopped using the product. If youwant, you can keep that with the safety data sheets (eitheron paper or electronically). The purpose of this require-

ment: If we learn that mechanics have a higher risk of developinga disease that doesn’t show up until years after exposure, we wantto be able to figure out what could have caused that. OSHA 300 logs and injury information: If you have morethan 10 employees at any time during the year, you must keep a logof all injuries or illnesses that occur in your workplace and that re-quire medical treatment. You must keep that OSHA injury log forfive years, and it must be kept up to date. OSHA has a specific def-inition of medical treatment (generally, work restrictions, medica-tion, stitches, treatment that could only be given by a medicalprovider, etc.). If you have an employee who had an injury in 2013and now requires surgery in 2015, you must update your 2013OSHA 300 log. Audiometric Testing: If your employees can be exposed toan average of 85 dBA or more, you should be offering them hearingtests. Once they’ve had the hearing tests, you must keep thoserecords for the duration of the employee’s employment. Medical evaluations, such as for wearing respirators: Keepfor duration of employment, plus 30 years. Industrial hygiene monitoring results: If you’ve had noiseor air monitoring done, you should keep those records to demon-strate employee exposures. Because these are a record of what em-ployees were exposed to, they need to be kept for the duration ofemployment, plus 30 years. Some specific monitoring (such as forlead or chromium) requires record retention of 40 years or 20 yearsbeyond the last date of employment (basically, forever). Safety committee minutes and agendas: There is no time re-quirement. You probably want to keep at least three years of min-utes to know what issues have been discussed and what progresshas been made. More than five to seven years and the informationbecomes less relevant. It may take some time to set up your records, but once you do,they are usually easy to maintain. If you have a place to put infor-mation, it is less likely to get lost or misplaced when it is needed. If you have questions about this or any other safety and healthrelated questions, contact CHESS at (651) 481-9787; toll free at(877) 482-4377, or [email protected].

by Carol Keyes, CSP

Records, Records and More RECORDS



CASH IN ON YOUR MEMBERSHIP!

WORKERS’ COMP INSURANCEMeadowbrook Insurance GroupContact: Dennis Spindler763-549-2238 / [email protected] scheduled credit makes Meadowbrook one ofthe most competitive programs around for Worker‘sCompensation insurance. In addition, members areeligible to receive an annual dividend based on thegroup’s loss ratio. For more information, log on towww.wcpolicy.com/aaspmn.

PROPERTY/LIABILITY INSURANCECBIZ AIAContact: Dennis Spindler763-549-2238 / [email protected] AIA will present AASP-MN members with quotesfrom multiple carriers for property/liability insurance andmembers can choose the program that best fits their situa-tion. As an added bonus, CBIZ AIA will offer members anexclusive 10% discount on their property/liability insur-ance premiums.

EMPLOYEE BENEFITSCBIZ AIAContact: Dennis Begley763-549-2260 / [email protected] AIA will provide AASP-MN member with quotesfrom multiple carriers for life insurance, health insur-ance, long-term care and disability insurance.

UNIFORM & LINEN SUPPLIESAmeriPride ServicesContact: Jim Dillon651-955-1398 / [email protected] pricing to members on rental of uniforms,entrance mats, shop rags, etc. Purchases are also dis-counted. Members receive annual rebate equal to10% of their business with AmeriPride each year.

CREDIT CARD PROCESSINGAssociation BankCard ServicesContact: Mac Hardin952-933-2026 / [email protected] rates for AASP-MN members. Terminalsand printers sold at cost. Monthly rental of equipmentis also available.

INDUSTRIAL & PAPER PRODUCTSWipers & Wipes, Inc.Contact: Dennis Julson651-486-4866Discounts on industrial supplies and paper products.Free, next-day delivery is available in the metro area.Shipping free to outstate members with $100 pur-chase.

WEBSITE AND INTERNET MARKETING SOLUTIONSNet DrivenContact: Jon Napoli218-623-7351 / [email protected] Driven is a market leader in website and internetmarketing solutions designed exclusively for the auto-motive industry. Net Driven assists independent tireand automotive industry dealers who are looking toincrease revenue by selling more tires, service, andwheels. AASP-MN members who choose Net Drivenare eligible for a $500 discount off their 1st year setupfees. For more information, contact Jon Napoli.

StormlogixContact: Paul Switzer732-364-1156 / [email protected] extends a discount on its website pack-ages to AASP members. Costs can be spread outover 6 months.

TECHNICAL INFORMATION HOTLINEIDENTIFIX800-288-6220Members enjoy discounted prices on the industry’s #1technical information hotline. One free call is extendedto all first-time AASP-MN member callers.

BUSINESS FORMS/CALENDARSAASP-MNContact: Jodi Pillsbury612-623-1110 / [email protected] rate on printed business forms and calendars.

SHOP SERVICESSummit eMarketing SherpasContact: Frank Terlep888-377-2661 / [email protected] members receive a 5% discount on all SummiteMarketing Sherpas’ services, including: websitedesign and development, search engine optimization,email marketing and communication, online reviewand reputation management and social mediamarketing.

INFORMATION PROVIDERSMitchell1Contact: Mitchell1 Representative888-724-6742 x 6986AASP members are eligible for special Mitchell 1 in-formation and management programs at significantdiscounts. For more information, log ontowww.mitchell1.com or contact the Mitchell 1 representa-tive at 888-724-6742, X6986.

Mitchell International Contact: Mitchell International Representative 800-238-9111

AASP members receive a 15% discount on anyMitchell RepairCenter TechAdvisor package. Visithttp://repaircenter.mitchell.com/Catalog/OEMRepair.aspx for more information.

PAYROLL PROCESSINGCBIZ PayrollContact: Carrie Hobrough612-436-4620 / [email protected] receive 20% discount off standard payrollproducts and services (excluding 401k). Memberswho switch prior to June 30 will receive first month ofpayroll processing free.

CHECK GUARANTEE SERVICESCertegy Check ServicesContact: Heather Ellis952-240-5017 / [email protected] rate of .75% to AASP-MN members. Use existing credit card terminal. Fast claim payments.

BUSINESS COACHING180BIZ540-833-2014 / [email protected] offers BUSINESS COACHING to AASP membersat a steep 20% discount! One Eighty Business SolutionsLLC (180BIZ) has been helping shop owners increaseprofits and car count while decreasing stress since 2003.AASP members receive a discount on very affordable one-on-one coaching plans without long-term commitmentsand complicated contracts. 180BIZ offiers a risk-free trialof their services. To learn more, please call or email us, orvisit our website.

REPLACEMENT PARTSDorman ProductsPhone: 800-868-5777, ext. 5329AASP members receive insider information, specialaccess and other perks from Dorman Products, aleading supplier of dealer “exclusive” automotive re-placement parts.

LEGAL CONSULTATIONFryberger, Buchanan, Smith & Frederick800-496-6789Members receive free, over-the-phone legal assess-ment and consultation (some restrictions apply) withan attorney who specializes in the area of law that isthe subject of the call.

AASP-MN MEMBER BENEFIT PROGRAMS

CBIZ/AIA

CBIZ/AIA is the recommended insurance agency for Property& Casualty, Workers’ Compensation and Group benefits coveragefor members of AASP-MN. CBIZ/AIA has developed a programdesigned specifically for members of the Association, the detailsof which are listed below:

• CBIZ/AIA and United Fire Group created a policy with forms specific to the garage industry. There is special pricing for AASP-MN members and the opportunity to

qualify for a dividend based on the group’s performance.• CBIZ/AIA and Meadowbrook Insurance continue to offer a

Workers’ Compensation program to AASP-MN members. Meadowbrook offers very competitive rates, and has

returned an average 8 percent dividend to participating members for the past 10 years!

• CBIZ/AIA, United Fire and Meadowbrook have made these programs available to all contracted United Fire agents in the state of Minnesota. If you or your agent wants more information on how to gain access to the program, contact Dennis Spindler at (763) 549-2238.

• CBIZ/AIA offers a full line of employee benefits. Dennis Begley brings over 30 years of experience in the business. He can customize your employee benefits plan, focusing on the budget of the owner and the needs of the employees.

• CBIZ/AIA offers a full line of personal insurance products as well. With over 20 carriers, CBIZ/AIA has the flexibility to offer you the best coverage at an affordable price.

For more information, give us a call.

Dennis Spindler(763) [email protected]

Dennis Begley - Group Benefits(763) [email protected]


Documents

AASP-MN News February 2015