AASP-MN News February 2016

“Lead the Way”AASP-MN Annual Meeting &

Leadership Conference

Registration

14th Annual Race forAutomotive Education

Highlights

PLUS:14th Annual Race for

Automotive EducationHighlights

www.grecopublishing.com

February 2016February 2016

AASP-MN News2 February 2016

AASP-MN News February 2016 3



CONTENTSVol. 24 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. To keep its readers better informed, AASP-MN News allows its columnists tofully express their opinions. All views expressed are not necessarily those of the publication. AASP-MN News is published by Thomas Greco Publishing, Inc. © 2016All rights reserved. Cover image © www.istockphoto.com.

AASP-MN BOARD MEMBERS 2015 - 2016

PRESIDENTTom Gleason

IMMEDIATE PAST PRESIDENTJerald Stiele

SECRETARY-TREASURER Greg Kasel, AAM

COLLISION DIVISION DIRECTORJim Siegfried, AAM

MECHANICAL DIVISION DIRECTORWayne Watson

ASSOCIATE DIVISION DIRECTORKevin Martin

COLLISION SEATSJoyce WeinhandlWill Latuff

MECHANICAL SEATMars Overlee

STAFFEXECUTIVE DIRECTORJudell Anderson, CAE, AAM

OFFICE ADMINISTRATORJodi Pillsbury

MEMBERSHIP COORDINATORTom Kluver

PUBLISHED BY: Thomas Greco Publishing, Inc.

244 Chestnut St., Suite 202 Nutley, NJ 07110PHONE: 973-667-6922 • FAX: 973-235-1963

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: Donna Greco ([email protected])

www.grecopublishing.com

EXECUTIVE DIRECTOR’S MESSAGE ......................................................6Lead the Wayby Judell Anderson, CAE, AAM, AASP-MN Executive Director

LEGISLATIVE UPDATE ......................................................................7The Curious Case of the 2016 Electionby Kevin Walli, AASP-MN Lobbyist

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

COMPLETE HEALTH, ENVIRONMENTAL & SAFETY SERVICES (C.H.E.S.S.) ........11A Garage Burned Down...by Janet L. Keyes, MS, CIH and Carol A. Keyes, MA, CSP, CRC

AASP-MN ANNUAL MEETING & LEADERSHIP CONFERENCE REGISTRATION ......15

DEG ESTIMATING TIPS ....................................................................19

CASH IN ON YOUR MEMBERSHIP!........................................................22Net Driven: Web Solutions to Drive Your Business

April 14, 2016Annual Meeting & Leadership Conference

Ramada Plaza, Minneapolis

June 21, 201622nd Annual Golf Outing

Keller Golf Course, Maplewood

ADVERTISERS’ INDEX

AmeriPride ................................................................20Axalta Coating Systems..............................................OBCBlue Net, Inc. ............................................................14Buerkle Hyundai ........................................................4Choice Auto Rentals ..................................................3Dentsmart ..................................................................6Inver Grove Honda / Inver Grove Toyota ............................7Jack McClard ............................................................10Keystone ....................................................................4Libson Twin City ........................................................14Lowell’s PCE ..............................................................10Maplewood Toyota ....................................................21

Mercedes Benz of Maplewood....................................21Mills Parts Center ......................................................20Morrie’s ....................................................................9Motorwerks BMW ......................................................IBCMotorwerks MINI ......................................................IBCMPA..................................................................................................12-13Rosedale Chevrolet .....................................................3Roseville Chrysler ......................................................20Steck Manufacturing ..................................................10Straight & Square ......................................................19Toyota Group..............................................................IFC

UPCOMING EVENTS

For more information, contact the AASP-MN office at 612-623-1110or visit the Association’s website, www.aaspmn.org.


EXECUTIVE DIRECTOR’S MESSAGE

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

Lead verb \ˈlēd\: to guide or direct on a course or in a direc-tion, especially by going in advance.

Whether you own or manage a shop of two or 20, you have theresponsibility to lead those around you on a course that will ensurethe future success of your business. Leadership certainly doesn’thave a one-size-fits-all definition, but most experts agree that it re-quires providing vision and motivation to a team so they work to-gether towards the same goal. This undoubtedly seems like a daunting task – especially whenyou have your hands full just keeping your customers and employ-ees happy and operations running smoothly on a daily basis. Fortu-nately for you, your membership in AASP-MN provides amultitude of resources that help lighten your load and make it eas-ier for you to lead the way in your business. We save you the legwork of shopping around for the best dealsand vendors for basic needs like insurance, uniforms, credit cardprocessing, etc. We watch out for and protect your interests at theState Capitol. We provide practical information and resources atyour fingertips in this magazine and at www.aaspmn.org. But timeand time again, members tell us that the most important thing thatthe association does to help them be leaders in this industry is pro-vide quality education and the ability to connect with and learnfrom other members. There is no better time or place to take advantage of this mostimportant benefit than at the upcoming Annual Meeting and Lead-ership Conference on April 14. AASP-MN has planned a full dayof programming and events designed to help you lead the way inyour shop and your industry: • Always dynamic and inspiring, Richard Flint will kick things off with “Mastering the Five Skills of Effective Leadership.”

• Financial expert Brad Mewes will help you understand what’s driving consolidation throughout the automotive service and collision industry and the implications for your business. • Sam Silverstein will talk about the importance of accountability and the benefits of building a business that reflects your core values and beliefs. • Josh Dye (back by popular demand) will help you hone the skills to communicate authentically and persuasively, a must-have skill for any leader. • Kelly Bennett will present “Increase your Diagnostic Labor Sales” for mechanical shops who want to get paid for all of their diagnostic time. • Kent Carlson will offer collision shops insight and information on how scheduling more efficiently can increase sales, productivity and quality, while decreasing cycle time and stress levels. • A networking roundtable will give you the opportunity to discuss important industry issues and make new connec- tions with other members and industry vendors.

To cap off the day, invite a guest and wind down over a deli-cious dinner with your fellow AASP-MN members. You’ll betreated to a performance by C. Willi Myles, a veteran comedianwhose anecdotes, jokes and storytelling will have you rolling onthe floor with laughter. Trust me, he’s funny! The automotive service and collision repair industry continuesto evolve and become more challenging every day. Only the lead-ers that commit and continually invest in themselves, their peopleand their facilities will thrive and succeed. Make sure you’reamong them. Follow AASP-MN – we’ll lead the way!

Lead the Way


LEGISLATIVE UPDATE

by Kevin Walli,AASP-MN Lobbyist

The Curious Case of the 2016 Election

Anyone who thinks they can accurately predict the Americanpolitical scene is terribly mistaken. Who would have predictedthat Ted Cruz and Donald Trump would be leading the pack asthe primary and caucus season began? The “mainstream” Repub-licans find their campaigns in shambles, and our campaign rhet-oric has sunk to new lows. On the Democratic side, who would have thought thatBernie Sanders would be such a threat to Hillary Clinton’s candi-dacy? Uncertainty is the only certainty this year. The conventional wisdom in presidential elections is thatvoter turnout is higher, and with more people going to the polls,Democrats fare better than their Republican counterparts. With all 201 Minnesota legislators up for re-election thisyear, we might expect the Democrats to be optimistic about re-taining control of the Minnesota Senate and regaining control ofthe Minnesota House. Under normal circumstances, this would be the case. Butthese aren’t normal circumstances. In order for the Democrats to regain control of the Min-nesota House, they need to make inroads in rural Minnesota. It isnot clear that either Hillary Clinton or Bernie Sanders will bring agroundswell of new voters to the polls in Greater Minnesota.

Clinton or Sanders could win Minnesota by running up big mar-gins in the metro areas without generating support down theticket outside the metro. The uncertainty at the top of the Republican ticket also con-tributes to difficulty in predicting what will happen in legislativeraces. After all the in-fighting, will one of the candidates emergewith a broad base of support on the Republican side? The top of the ticket on both sides could turn out to be littlehelp to those seeking state and local offices. This may be an elec-tion year in which the selection of candidates for individualHouse and Senate races will determine which party prevails. Bothparties should focus on selecting more moderate candidates in themore moderate legislative districts. The problem is, neither partyhas been inclined to look to the middle for their candidates. Theparties are moving toward endorsement of candidates who re-spond to the more ideological political base of their respectiveparties. In my view, majority control of our State Legislature isgoing to go to the political leaders who do the best job of match-ing their candidates to the political profile of closely-contesteddistricts. We’ll see.


LOCAL NEWS

AASP-MN HITS THE TRACK TO SUPPORT STUDENT SCHOLARSHIPS

AASP-MN recently raised nearly $8,500 in its 2016fundraising campaign to support the AASP-MN Automotive Ed-ucation Fund. The majority of that money was raised at the Assoc-iation’s 14th annual Race for Automotive Education, held Janu-ary 12 & 13 at ProKart Indoors, Burnsville, and will fund schol-arships for automotive students enrolled in NATEF-certifiedmechanical and collision repair programs in Minnesota. During the course of the two-night event, 110 racers tore upthe track in state-of-the-art European karts, reaching speeds ofnearly 40 miles-per-hour. Many fans and spectators were also onhand to cheer their teams on. Twenty two teams of mechanicaland collision repair shops and industry suppliers were repre-sented and the competition was fierce. Trophies were awarded to the first place and runner-upteams. They were: Tuesday, January 12 First Place – Superior Service Center, Eagan Runner-Up – St. Anthony Mobil, St. Anthony Wednesday, January 13 First Place – LaMettry’s Collision Team 1, Richfield Runner-Up – Wenzel Auto Electric, Mankato

“Members use this event as an opportunity for team-build-ing, and at the same time raise money for a very worthy cause,”said AASP-MN Executive Director Judell Anderson. “Everybodyhad a blast!” In addition to the 22 race teams, the event was sponsored bythe following companies:

• Autoshop Solutions • Axalta Coating Systems • Kukui Corporation • Peter’s Body Shop • PPG Automotive Finishes • St. Paul Automotive

REMINDER: AASP-MN SEEKING VOLUNTEER LEADERS

AASP-MN is looking for automotive industry professionalswho are interested in advancing the industry by serving in leader-ship positions on the Association’s Board of Directors and Advi-sory Committees. There is one collision seat and one mechanical seat open onthe AASP-MN Board of Directors. If you have a personal inter-est, or would like to nominate someone else to fill one of thesepositions, nominations must be received by February 20. To beconsidered, an individual must be nominated by five or more reg-ular members. The Nominating Committee may also nominate aperson whose name was not submitted by the regular members. There are also a number of positions open on the Collision,Mechanical and Associate Advisory Committees, as well as theGovernment/Regulatory Affairs Committee. If you are interestedin serving on any of the committees above, please contact Nominating Committee Chair Jerald Stiele of Hopkins AutoBody at (952) 935-7556 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 Division Seat, and only an individual representative of a Memberwho performs mechanical work may be nominated to fill a Me-chanical Division Seat.

“MEMBER RECRUITER OF THE YEAR” CONTEST ENDS IN A TIE

AASP-MN is pleased to announce that Greg Kasel of Down-town Tire & Auto (Hastings) and Dan Sjolseth of Superior Serv-ice Center (Eagan) have earned the Association’s 2015 “MemberRecruiter of the Year” award. The award honors members whorecruit or provide leads for prospective members of the Associa-tion. Greg recruited three new members. Dan recruited one newmember and provided five leads to the Association. In addition,both went above and beyond by going on a few shop visits withAASP-MN Membership Coordinator, Tom Kluver. “Current members know the value of AASP-MN member-ship first-hand, and their personal endorsement is by far the mosteffective recruiting tool that we have,” said Judell Anderson,AASP-MN executive director. “Greg and Dan are to be com-mended, because by introducing other shops to AASP-MN, theyare helping the shop, the Association and the entire industry.” The Member Recruiter of the Year award is based on a pointsystem: Five points are earned for new member recruits and twopoints are earned for referrals. The member who accumulates themost points throughout the year receives the award. Thank you to the following members who also participatedin the 2015 “Member Recruiter of the Year” contest: John Ritter,Jr., Highland Autostar, St. Paul (11 points); Bob Auman, Lowell’sPerformance Coatings & Equipment, Edina (10 points); TomGleason, Pro-Tech Auto Repair, Corcoran (7 points); RandyNotto, Lenfer Transmission & Automotive, Lino Lakes (7points); Monte Dybvig, Doctor Monte’s Auto Repair, Cambridge(6 points); Bruce Carson, Blue Rock Refinishing Solutions, Roseville (5 points); Steve Daniel, LaMettry’s Collision, Richfield(5 points); Dan House, Single Source, Roseville (5 points);Matthew Lachowitzer, Matt’s Automotive Service Center, Moorhead(5 points); Scott McClure, St. Paul Automotive, St. Paul (5points); Carol Keyes, C.H.E.S.S., Woodbury (2 points); Jerald

(Clockwise from top left) Tuesday night first place team, Supe-rior Service Center; Tuesday night runner-up, St. Anthony Mobil;Wednesday night first place team, LaMettry’s Collision (Team1); Wednesday night runner-up, Wenzel Auto Electric


Stiele, Hopkins Auto Body, Hopkins (2 points);Dave Weisgurt, 98th St. Auto Service, Bloomington(2 points). To learn more about the Member Recruiter ofthe Year program, contact the AASP-MN office at612-623-1110 or visit the “Members Only Re-source Center” at www.aaspmn.org.

GET TO KNOW YOUR NEIGHBORHOODAUTO REPAIR PRO

Enrollment for the 2016 Get to Know YourNeighborhood Auto Repair Pro campaign is nowopen. The radio campaign will run from Aprilthrough November on KQRS, Cities 97 and Kool108, as well as on Pandora for Greater Minnesotamembers. The message promotes the benefits of doingbusiness with independently-owned auto repairshops. Participating shops will receive 150-180name and location mentions throughout the year. If you are interested in learning more aboutthe 2016 Get to Know Your Neighborhood AutoRepair Pro radio advertising campaign, contact theAASP-MN office at (612) 623-1110 or (800) 852-9071.

SPONSORSHIPS SUPPORT AASP-MN’S EDUCATIONAL PROGRAMS & OTHER ACTIVITIES IN 2016

Recently, AASP-MN asked for program spon-sorships from its associate members and other in-dustry vendors to help support the Association’seducational programs and other activities in 2016.Sponsorships help AASP-MN deliver the qualityprograms members expect, and keep registrationfees affordable. Vendor sponsorships are still available for theAASP-MN Annual Meeting & Leadership Con-ference, April 14, at the Ramada Plaza, Minneapo-lis. Sponsorship information can be found on theAssociation’s website, www.aaspmn.org, or bycalling the AASP-MN office at (612) 623-1110. To date, the following companies have madesponsorship commitments:

Gold Sponsors • Autoshop Solutions • Axalta Coating Systems • CBIZ AiA • Meadowbrook Insurance • PPG Automotive Finishes

Silver Sponsors • aaa Auto Parts • Auto Value Auto Stores/APH • Dent Impressions

continued on page 20


A mechanical shop in north Minneapolis started January ona bad note – it burned in spectacular fashion, resulting in a totalloss. The cause? Reportedly a gasoline leak ignited by a spark.Just a week later, two men tried to remove a gasoline tank from acar parked next to a house and caused a spark. The house burneddown. Too often, we forget how very flammable gasoline is, howreadily fires can start and how much fuelis in our shops. The fire hazard isn’t onlyfrom the gasoline in vehicles. The cylin-der of acetylene you tuck away underthe stairs, the 55-gallon drum of wastethinner left near the garage door untilyour hazardous waste hauler arrives, theLP tank you stash behind the spraybooth, waiting for grilling weather – allof those are the fuel for the fire. Add aspark from welding, grinding, using asaw or from electrical equipment, andyour shop might look like the one innorth Minneapolis – a pile of ashes. Our buildings are constructed todaywith the intention of preventing firesfrom starting and limiting the spread of afire once it has started, but some of youhave older shops, built before sprinklerswere mandatory. Some of you installed spray booths, but didn’tarrange to have a sprinkler company put in fire suppression, andsome of you may be oblivious to the hazards. So what can you do to prevent your building from blazing? Know your sources of risk. Walk through your shop andlook at what flammable liquids and gases you have. This doesn’thave to be a formal inventory, but you do want to have an idea ofwhat could cause a fire. Not sure if something is flammable?Look for the flame pictogram or DOT placard. Any liquid or gasbearing this will be a fire risk. Look at where your flammables are. You never want themstored in the path to an exit – a drum or cylinder blowing up fromthe heat of a fire right in the exit path is a really bad way to en-courage people to leave quickly. Are the materials near heatsources? Not good. Next to the grinder? Move them. The best place to store flammable liquids and aerosol cans isin a flammable liquids storage cabinet or an inside storage roomdesigned specifically for that purpose. But that’s not mandatory ifthe amount is relatively small. Yet even if it’s not required, keep-ing those flammables in a place that will slow down a fire is agood idea. Take the same care with storage of your flammable gases.What’s wrong with the acetylene under the stairs? That’s an exitroute from the rooms at the top of the stairs. Keep the cylinders

chained, and if they’re equipped with safety caps, leave those inplace. Store them away from heat sources and away from oxy-gen. Brief your employees about the hazards of mixing flamma-

bles and heat. They need to be aware of the hazards from thework they do, such as welding, but they also need to be aware ofthe hazards caused by winter’s cold. At this time of year, space

heaters, unit heaters and furnaces areworking hard; remind employees thatthey must not store anything combustiblenearby.

Keep your shop cleaned up, as that re-duces the amount of fuel. It can also de-crease the amount of combustible dust inthe shop. As body techs have observed,body filler burns, and when you sand itoff, it goes somewhere. If it lands onbeams and unused surfaces, it will addfuel to any fire.

Clean up spills right away. That goesalong with keeping a tidy shop – you’remore likely to detect a spill if you cansee the container.

If a fire starts in an automotive repairfacility, the building can become an in-ferno before the fire department can ar-

rive on the scene. If your building is protected by a sprinklersystem, it won’t be a total loss after a fire, but at a minimum,you’ll have to deal with smoke and water damage, even if thesprinkler system activated quickly. Preventing fires is much morecost effective. If you have questions about fire safety, fire prevention,chemical safety or general safety issues, call CHESS at (651)481-9787 or e-mail us at [email protected]

WelcomeNew Members:

JANUARY 2016

Aamco Transmissions

BurnsvilleHopkins

Beltline BodyShop

Hibbing

Eurotech AutoService

New Brighton

Green GarageMinneapolis

Motor MagicBreckenridge

TGKCrystal

Twin City Tire &Auto RepairBloomington


By Janet L. Keyes, MS, CIH and Carol A. Keyes, MA, CSP, CRC

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

A Garage Burned Down...





2016 ANNUAL MEETING & LEADERSHIP

CONFERENCE

THURSDAY, APRIL 14Ramada Plaza Minneapolis

1330 Industrial Blvd., Minneapolis, MN

8:00 – 10:00am Mastering the 5 Skills for Effective Leadership, Richard Flint, Richard Flint International

10:15 – 11:15am Help – My Industry is Consolidating! Brad Mewes, Supplement!

11:30am – 1:15pm AASP-MN Membership Meeting & Keynote Address: “No More Excuses, It’s Non-Negotiable!”

Sam Silverstein, Sam Silverstein, Inc.

1:30 – 2:15pm Building Your Accountable Organization, Sam Silverstein, Sam Silverstein, Inc.

1:30 – 3:30pm Increase Your Diagnostic Labor Sales, Kelly Bennett, Business Training International

1:30 – 3:30pm Collision Workflow: Better Scheduling = Greater Success, Kent Carlson, Collision Resources, Inc.

2:30 – 3:30pm Authentic Persuasion: Communication That Moves Others to Action, Josh Dye, Convene, LLC

3:45 – 4:45pm Networking Roundtable

4:45 – 6:00pm Social Hour & Vendor Showcase

6:30 – 9:00pm Industry Dinner & America’s Everyday Comedian, C. Willi Myles

AGENDA AT A GLANCE


Mastering the 5 Skills for Effective Leadership 8:00 – 10:00amPresented by Richard Flint, Richard Flint International

Management teams today are facing a period of major leader-ship transition. The way they’ve always done business in the pastis being challenged in every way. Times of transition are almostalways met with uncertainty, confusion and stress for everyone inthe company. What is needed during these times is EFFECTIVELEADERSHIP from all managers.

There are five skills that effective leaders MUST possess,and that must be MASTERED in a particular sequence, in orderfor them to establish true LEADERSHIP within their company.These five skills are tied together – one does not function withoutthe others.

• Listening • Communication • Confrontation • Delegation • Decision-Making

This program examines each of these skills and preparesleaders with the insights and information to make these five skillsthe foundation for leading people.

Help – My Industry is Consolidating! Five fool-proof strategies to trounce the competition in 2016,whether you are a jobber, collision repairer or automotive service shop10:15 – 11:15amPresented by Brad Mewes, Supplement!Sponsored by Bill Smith Foundation

Consolidation is significantly changing the landscape of theautomotive industry. The entire automotive aftermarket is consol-idating. Dealers, tire vendors, parts distributors, paint distributors,software providers and collision and mechanical repair shops areall consolidating. But were you aware that industries tend to fol-low a predictable path of consolidation?

Attend this session to learn:• The current state of industry consolidation• The three stages of consolidation • How consolidation will impact your business, including

implications for operations and competition• The challenges and opportunities that consolidation presents

Consolidation is a trend that will continue to shape the indus-try and one that you need to know more about to appropriatelymanage the risks and take advantage of the opportunities it pres-ents for your business.

AASP-MN Annual Meeting, Luncheon & Keynote Address:“No More Excuses, It’s Non-Negotiable”11:30am – 1:15pmPresented by Sam Silverstein, Sam Silverstein, Inc.

During the AASP-MN Annual Meeting, you will hear aboutthe association’s accomplishments in 2015, what’s planned for2016, and meet the new Board of Directors. Following this briefpresentation, Sam Silverstein will explain the importance of establishing accountability within your company.

A Non-Negotiable is a positive standard you create that re-spects the rights of others and is absolute. It reflects who you are

as an organization and where you want to go. In it lies your truesource of organizational power and control.

In this keynote presentation you will learn the five essentialelements present in an organization that creates a culture that pri-oritizes and inspires accountability:

• What you believe as an organization• Your mission and purpose as an organization• What is in your control• The true value of people• Establishing your Non-Negotiables

Building Your Accountable Organization1:30 – 2:15pmPresented by Sam Silverstein, Sam Silverstein, Inc.

For years, organizations have focused on traditional leader-ship skills, customer service training and team building. Whilethese elements are important, organizations must have a funda-mental understanding of what they believe, what their missionand purpose is, and what is non-negotiable in their culture inorder to sustain and go beyond their current level of success.

Learn how to build an organization that consistently outper-forms the competition. In this session we will go deep in under-standing:

• The importance of understanding what you believe and value as an organization

• How to create an environment where people help each other be accountable

• How to make decisions rooted in your core values and beliefs

Increase Your Diagnostic Labor Sales 1:30 – 3:30pmPresented by Kelly Bennett, Business Training International

How much diagnostic time has your shop given away? Get-ting paid for all of your diagnostic time is a major challenge formost repair shops. There are so many variables to selling the fullrange of diagnostic labor. This workshop covers the full, seven-step process to ensure you properly quote a specific price (noranges or ball park figures) and get authorization from the cus-tomer. You’ll learn how to consistently get the symptoms in writ-ing with the customer’s input and ensure the diagnostic technicianfollows the written procedures to properly diagnose the vehicle.

We will cover the following common types of diagnosis:• Drivability problems that are constant, intermittent and random• Air conditioning• Fuel systems• Fluid leaks • Electrical systems• Device failure: fuses, battery, alternator, starter• Noises - constant and intermittent• Vibration• Brakes

You will also learn how to create “recipes” for selling diag-nostic work that will ensure you get paid for all your diagnosticsales.

February 2016 17AASP-MN News

Collision Workflow: Better Scheduling = Greater Success1:30 – 3:30pmPresented by Kent Carlson, Collision Resources, Inc.

Every collision center schedules…some just do it better thanothers. When scheduling improves, assets can be used more pro-ductively, sales can increase, cycle times can shrink, quality canimprove and stress levels can drop. Better scheduling sets you upto succeed. Poor scheduling sets you up to fail.

Among the items covered in this session are:• How to know if you are scheduling well• How the scheduling challenge has changed over the past 15 years

• Key variables to account for when scheduling• How scheduling differs between centers that write

estimates and those that don’t • Steps you can take to schedule better

Participants will return to their collision centers with agreater appreciation for how better scheduling sets them up tosucceed and what they can do to begin reaping the benefits ofscheduling better.

Authentic Persuasion: Communication That Moves Others to Action2:30 – 3:30pmPresented by Josh Dye, Convene, LLC

As an automotive service provider it is essential that bothyou and your staff have a solid grasp of sales persuasive skills.Employees need to get sold on your ideas and processes, andyour business negotiations and personal communications rely onpersuasion, as well. This is the persuasion master-class that willmake your communication easier and produce better results.

In this session you will learn:• Unselling: How to effectively sell your ideas, plans, and

processes without coming across as ‘sales-y’• Whose Agenda? Guiding customers, staff and business

partners to win-win outcomes• How to lead conversations to get positive results• How to assertively ask for what you want without feeling

awkward.

This is great training for those who want to communicatemore persuasively while remaining authentic and kind.

Networking Roundtable3:45 – 4:45pm

You’ll have the opportunity to participate in two 25-minuteroundtable discussions facilitated by AASP-MN memberexperts. Choose from the following topics:

• Dealing with online parts price shoppers• Retaining high-performing employees• Marketing your shop on Facebook – what’s changed?• Top challenges facing independents and how to overcome• Top opportunities for independents and how to leverage• Free for all – bring your own issue for group discussion and input.

Social Hour & Vendor Showcase4:45 – 6:00pm

Continue visiting with the members and sponsors you metduring the networking roundtable, while catching up on the latestand greatest in products and services. You can make some newcontacts or get answers to those questions that you haven’t foundthe time to pick up the phone and ask, all in a fun and relaxingsetting.

Industry Dinner & America’s Everyday ComedianPresented by C. Willi Myles6:30 – 9:00pmSponsored by Dent Impressions

Eat, drink (cash bar) and be merry while enjoying a fewgood laughs with industry peers.

C. Willi Myles is a veteran performer and extremely funnyguy, who has the gift of connecting people with each otherthrough humor and storytelling. His stories and jokes give aunique spin on life’s everyday challenges by applying humor tothem. Performing across the US and abroad, his career highlightsinclude several appearances on national television and at the leg-endary Apollo Theater in NewYork City. He has toured with andopened for a wide range of per-formers such as Fleetwood Mac,The Spinners, Toby Keith andmany more. Referred to as “Amer-ica’s Everyday Comedian,” Williis truly comedy at its best!

RAMADA PLAZA MINNEAPOLIS1330 Industrial Blvd.

Minneapolis, MN 55413(612) 331-1900

Just off I-35W, this upscale hotel is a 3.7-mile drive fromdowntown Minneapolis. Guest rooms have free WiFi, flat-screenTVs and coffeemakers. Upgraded rooms and suites addminifridges, microwaves and pullout sofas. Amenities include alounge bar and a restaurant for Italian cuisine, as well as a heatedindoor pool, hot tub, sauna and fitness center. There’s also a freearea shuttle and parking.

Make your reservation bycalling (612) 331-1900 and besure to tell the reservationistyou are with the Alliance ofAutomotive Service Providersroom block. Reservationsmust be received by March30, 2016 to guarantee therate of $109 per night.

HOTEL ACCOMMODATIONS


Name:____________________________________________ Company:____________________________________________________Address: _________________________________________ City: ___________________________ Zip: _________________________Phone: _________________________ Fax: _______________________________ Email: _____________________________________

Please indicate sessions you plan to attend: Package Price $_________________________8:00 – 10:00 am Mastering the 5 Skills for Effective Leadership, Richard Flint _____10:15 – 11:15 am Help - My Industry is Consolidating! Brad Mewes _____11:30 am – 1:15 pm AASP-MN Membership Meeting & Keynote Address: “No More Excuses, It’s Non-Negotiable,” Sam Silverstein_____1:30 – 2:15 pm Building Your Accountable Organization, Sam Silverstein_____1:30 – 3:30 pm Increase Your Diagnostic Labor Sales, Kelly Bennett _____1:30 – 3:30 pm Collision Workflow: Better Scheduling = Greater Success, Kent Carlson_____2:30 – 3:30 pm Authentic Persuasion: Communication That Moves Others to Action, Josh Dye_____3:45 – 4:45 pm Networking Roundtable_____4:45 – 6:00 pm Social Hour & Vendor Showcase

Additional Options:_____ Luncheon & Keynote Address, 11:30 am – 1:15 pm (included in full-day package) _______ @ $30 ea.....................$_________________________ Industry Dinner & America’s Everyday Comedian, 6:30 – 9:00 p.m. _______ @ $40 ea............................................$_________________________ AMI Credit @ $10 per AMI course attended _______ @ $10 ea..................................................................................$____________________

Total: $____________________Payment Options: ____ Check enclosed (Payable to AASP-MN) _____Credit Card Card Number:___________________________________________________ Expires:_______________ Billing Zip Code: ____________

Return to: AASP-MN, 1970 Oakcrest Ave., Suite 102, Roseville, MN 55113 / Phone: (612) 623-1110 – Fax: (612) 623-1122 - Email: [email protected] Policy: Refunds require 48 hours notice of cancellation

RICHARD FLINT is one of America’s top personal developmentspeakers and coaches. He has been successfully mentoring and quietlyhelping professional organizations, large and small businesses and indi-viduals for over 30 years. With decades of professional experience incounseling and teaching at the University level, he has the unique abilityto train each person to perform to their strengths. Many individuals andorganizations have found his coaching to be exactly what they needed topropel them to the next level.

BRAD MEWES is a management consultant, strategist and author ofthe blog Supplement! Financial Insight for the Collision Repair Profes-sional. He has a Masters in business administration and finance and is aformer equity research associate.

SAM SILVERSTEIN is founder and CEO of Sam Silverstein Inc., anaccountability think tank dedicated to helping companies create an orga-nizational culture that prioritizes and inspires accountability. Based onhelping organizations develop what they believe in, clarify their mis-sion,and understand what is in their control, Sam works to make this amore accountable world. He is an international speaker and the authorof several books.

KELLY BENNETT began his public speaking career with a singleworkshop in 1987. An instant success, he went on to give that sameworkshop in 152 other cities, and wrote and taught many more programsover the next four years. Today, he is an Automotive Management

Institute (AMI) Approved Instructor that has taught more than 2,500workshops, attended by tens of thousands of business owners and theiremployees. His guest column, Management S.O.S., has also as become apopular part of Canadian Technician magazine.

KENT CARLSON has brought practical solutions to businesses withinthe collision repair industry for over 20 years. As a founder and ownerof the management consulting firm Collision Resources, Inc. (“CRI”), heworks with his clients to understand what they want from their busi-nesses and to enable them to succeed more quickly. In addition to hisconsulting, Kent has overseen the development of CRI’s automatedscheduling system for collision repair centers, CR Auto Scheduler®. Hedesigned the scheduling process that is now in use at one of the largestconsolidators in North America. He has taught at several NACE eventson cycle time improvement, the Theory of Constraints, and CRI’s Accel-erating Cycle Time™ process and has also served as the co-chair of thecycle time task force with the Collision Industry Conference.

JOSH DYE currently serves as the Marketing & Outreach Coordinatorfor HousingLink, a Minneapolis-based nonprofit. During his tenure atHousingLink, the organization reached all-time highs in website trafficand individual donations. He also spearheaded the recent launch ofHousingLink’s first earned income ventures, Twin Cities Rental Revueand Housing Hub. Josh is also the Founder and President of Convene,LLC, a speaking, training and consulting company for associations, non-profits and small business.

Registration Options Early Bird Pricing (before 3/31/16) Standard Pricing (after 3/31/16)

Full-Day (includes lunch) $175 Member/$200 Non-Member ea. $200 Member/$225 Non-Member ea.

Half-Day (lunch not included. See additional options below) $95 Member /$120 Non-Member ea. $125 Member/$150 Non-Member ea.

MEET THE SPEAKERS

REGISTRATION FORM


Truck Bed Underside Refinish – Painting the underside of a bed isa not-included operation in Audatex, CCC and Mitchell. This canbe found in the inquiries below:Audatex 8184 – The refinish allowance for the COMPLETE BEDASSEMBLY (GN 0511) includes the following panels listed below.The Audatex refinish allowance does not include the underside ofthe bed as stated in the Database Reference Manual. The Audatexrefinish time does not include inner surface (backside) of the outerbedside panels. No changes are warranted at this time. The databaseis working as designed.

CCC 2990 – Research Response – MOTOR stated:According to the OEM, paint found on the underside of the pickupbox side panel is an artifact of the factory refinish process (over-spray). This may be evidenced by uneven paint application, barespots, etc. MOTOR does not take the position that the underside ofthe pickup box side panel should not be returned to pre-accidentcondition. However, determining the estimated work time to refin-ish the underside of the pickup box side panel in various stages ofcompleteness and quality, if refinished at all, is best left up to thejudgment of estimators using an on-the-spot evaluation.Mitchell 3080 – Labor allowances are as follows: Refinish pickup bed assy complete (includes tailgate) ~ std bed ~w/s-runner model #8.5 ~ w/o s-runner model ~ regular cab, extracab – #8.5 ~ double cab – #8.0 ~ stepside bed – #8.5. Number

includes refinish floor and inside panels. Labor allowances do not include refinish underside. At this time,user will have to manually select refinish underside from CEG. Nochanges at this time.Frame Machine Setup In CCC is Not Included – Due to the dif-ferent types of frame machines used in the collision repair industry,labor times for frame machine set-up are not developed byMOTOR, nor otherwise included in any operation. Each frame ma-chine manufacturer may have its own unique configurations andsetup processes. This can be found in the Motor Guide to Estimat-ing on page G5. Labor Exclusions in Audatex – Page 54 of the Audatex DatabaseReference Manual has a list of labor exclusions that need to be con-sidered during the estimate process. Below are a few items that areon the list: • Removal of panel bonding adhesive material • R&I of injected/structural foam • Removal of part number labelsA copy of the most current Database Reference Manual can befound on the DEG website under the “Estimating Toolbox” link.NOTE: The estimating databases are all intended to be used as aGUIDE ONLY – it is important to remember that the auto bodyprofessional performing the repair is in a position to thoroughly in-spect, diagnose and identify the methodology and their unique costof the vehicle damage repair

You can view these tips and others on the DEG website, www.degweb.org.

ESTIMATING TIPS

• Outer bedside panels • Inner bedside panels • Front bed panel

• Fuel filler pocket • Exposed surface of bed floor


continued from pg. 9LOCAL NEWS

• Enterprise Rent-A-Car • Keystone Automotive • Lowell’s Performance Coatings • Midwest Parts Advantage • O’Reilly Auto Parts • PAM’s Auto, Inc. • Suburban Chevrolet • United Fire Group

Other Sponsors • Bill Smith Foundation • Choice Auto Rental • Kukui Corporation 2016 MEMBERSHIP DUES ARE DUE!

Annual membership renewals forAASP-MN were mailed in December. Ifyou have not paid your 2016 membershipdues, PLEASE do so today. Your timelypayment will save AASP-MN the additionalcost and time incurred with re-billing andother collection efforts. We’d much ratherbe working on programs and initiatives toimprove the automotive service industry –and your business. Thank you!



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]

Competitive 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 SOLUTIONSAutoshop SolutionsContact: Margaret Klemmer888-991-3449 / [email protected] Solutions offers custom website develop-ment, social media, SEO, PPC marketing and more,exclusively for the automotive industry. AASP-MNmembers receive a $500 discount off setup costs forservices.

Net DrivenContact: Jon Napoli877-860-2005, ext. 400 / [email protected] Driven is a market leader in website and internetmarketing solutions designed exclusively for the auto-motive industry. AASP-MN members who choose NetDriven are eligible for a $500 discount off their 1st yearsetup fees. For more information, contact Jon Napoli.

AUTO EMPLOYEE ASSESSMENTAssessment Associates InternationalContact: Ron Page (952) 854-6551 / [email protected] to help facilitate and enhance hiring decisions. AASP-MN members receive 50 percent off retail price and starts as low as $15 per assessment.

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.

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

Today, over 97 percent of consumers search for local busi-nesses online. Without the right website and Internet marketingprogram, you could be losing a significant amount of business. Net Driven is the leading and most trusted provider of web-sites and Internet marketing solutions designed exclusively forthe automotive industry. We offer an end-to-end solution that takes customers fromtheir couch directly to your front door. We are more than just awebsite company; we are internet marketing specialists that willensure that you have all of the tools you need to capture moreleads and convert those leads directly into sales for your business. Did we mention that we are exclusive to the automotive in-dustry and that we were founded by a third generation independ-ent tire dealer? In other words, nobody knows your business likeNet Driven. We combine automotive industry experience, Inter-net marketing expertise and direct dealer feedback to provide aunique solution that is second to none. Net Driven also has a customer retention rate of over 93 per-cent because we have the best support and consultation practicesin the industry. You get access to unlimited customer supportwith Net Driven. Your personal Net Driven Account Manager

will reach out to you quarterly to answer questions, analyze yourwebsite results and make ongoing recommendations, ensuringthat your website ranks higher than your competition and that it’sworking to convert more leads into sales. As a Preferred Provider of AASP-MN, members who chooseNet Driven are eligible for a $500 discount off their first yearsetup fees. In addition to offering fully custom, responsive web-sites, we offer additional tools such as our Commercial Tire Cata-log, Wheel Configurator, Virtual Showroom, TurboClick (PPC)ads, Net Driven Testimonials, Net Driven Diagnostic Center andour Tire Advantage Calculator to ensure that you have a cus-tomized solution to meet your unique business needs.

Social media? Yep, we do that too!

For more information, visit www.netdriven.com, or call us at1-877-860-2005.

Net Driven: Web Solutions to Drive Your Business


Documents

AASP-MN News February 2016