AASP-MN News May 2016

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AASP-MN News2 May 2016

AASP-MN News May 2016 3



CONTENTSVol. 24 No. 5

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 2016 - 2017

PRESIDENTGreg Kasel, AAM

IMMEDIATE PAST PRESIDENTTom Gleason

SECRETARY-TREASURER Wayne Watson

COLLISION DIVISION DIRECTORWill Latuff

MECHANICAL DIVISION DIRECTORMars Overlee

ASSOCIATE DIVISION CHAIRDave Bock

COLLISION SEATSJim Siegfried, AAMBruce Tschida, AAM

MECHANICAL SEATCarl Thomas

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])

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MECHANICAL DIVISION DIRECTOR’S MESSAGE........................................6Let Me Introduce Myself...by Mars Overlee, AASP-MN Mechanical Division Director

LEGISLATIVE UPDATE ......................................................................72016 Window Closes on AASP-MN Insurance Claims Practices Legislationby Kevin Walli, AASP-MN Lobbyist

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

NATIONAL NEWS ............................................................................12

DEG ESTIMATING TIPS ....................................................................15

“NEGOTIATION TOOLS AND BEST PRACTICES” REGISTRATION ....................17

22ND ANNUAL AASP-MN GOLF OUTING REGISTRATION ............................19

CASH IN ON YOUR MEMBERSHIP!........................................................22These Bankcard Sales People Are Driving Me Nuts!

June 2, 2016Mike Anderson’s

“Negotiation Tools & BestPractices” Seminar

Radisson Minneapolis/St. Paul North

Roseville

June 21, 201622nd Annual Golf Outing

Keller Golf Course,Maplewood

August 24, 2016A Night Out with the Saints

CHS FieldSt. Paul

ADVERTISERS’ INDEX

aaa Auto Parts ....................................................................14AmeriPride..........................................................................7Axalta Coating Systems ......................................................OBCBlue Net, Inc. ....................................................................4Buerkle Hyundai ................................................................15CBIZ / AiA ..........................................................................IFCChoice Auto Rentals ..........................................................13Dentsmart ..........................................................................6Inver Grove Honda / Inver Grove Toyota ......................................16Jack McClard......................................................................16Keystone ............................................................................15Libson Twin City ................................................................4Maplewood Toyota..............................................................10

Meadowbrook Insurance ....................................................IFCMills Parts Center ..............................................................13Morrie’s ............................................................................9Motorwerks BMW ..............................................................IBCMPA ............................................................................................................11PAM’s Auto ................................................................................................20Proven Force ..............................................................................................21Rosedale Chevrolet ............................................................15Roseville Chrysler ..............................................................13Straight & Square ..............................................................20Toyota Group ......................................................................3United Fire Group ..............................................................IFC

UPCOMING EVENTS

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


Hi, my name is Mars Overlee and I am the new MechanicalDivision Director for AASP-MN. I own and operate Rick’s 36Automotive in Stillwater, MN. I have been lucky enough to work most of my adult career atthe same place; I just celebrated my22nd year at our company. I startedas a technician and worked my wayup to service advisor. Finally, mywife and I purchased the business in2009. This industry is all I reallyknow. In high school, I worked as afull-service gas station attendant atan Amoco in Edina. Wanting to servemy country, after high school I wentinto the Marine Corps and got to seethe world. I returned to this area afterfour years in the Marine Corps andwouldn’t want to live anywhere buthere. Another thing I have been a partof for quite a while is AASP-MN. Many of you may know myuncle, Rick Soderlund, who is a former Board member and pastpresident of AASP-MN. He saw the value of our association,

even when I did not. So many times, we get used to the dailygrind and find it hard to go to training or other industry activities,but I would make an effort to go to these events with my uncle –such as the AASP-MN conventions and Race for Automotive Ed-

ucation each year – all the while notreally knowing why we were going.What I came to learn is that hewanted us to be the best and by beinginvolved in our association, we be-came the best – not just by learningthings at the training classes, but bydeveloping relationships with thepeople who do what we do on a dailybasis. Please talk with your employeesabout the value of training classesand the time spent with other peoplein our industry. Take the time to par-ticipate. Getting involved in AASP-MN really pays off for the individual,

your company and the association. (By the way, Rick is doing great and lives in Florida full

time. His son also owns two shops in Hudson, WI.)

MECHANICAL DIVISION DIRECTOR’S MESSAGE

by Mars OverleeAASP-MN Mechanical Division Director

Let Me Introduce Myself…

LEGISLATIVE UPDATE

by Kevin Walli,AASP-MN Lobbyist

2016 Window Closes on AASP-MN Insurance Claims

Practices Legislation

House and Senate Committee deadlines came and went, andno insurance legislation made its way to the House or Senatefloor that could serve as a vehicle for our 2016 AASP-MN insur-ance claims practices amendments. We had three objectives this year which were carried overfrom 2015. We sought enactment of provisions to prohibit insur-ers from requiring an insured or claimant to go to a particular re-pair shop to obtain an estimate. We also proposed to prohibitinsurers from requiring the use of a particular electronic estimat-ing system or a particular software program for the procurementof parts. These were the issues on which we had some success inthe Minnesota Senate in 2015 – but for which we failed to secureHouse support in the House-Senate Conference Committee, inwhich jurisdiction over Department of Commerce matters. As we worked to line things up for 2016, the Senate askedthat we demonstrate some progress in the House toward accept-ance of the AASP-MN provisions. To thisend, we met with several legislators, aswell as with representatives of various in-surance companies and the insurance in-dustry association. These discussions didnot produce progress in terms of insureracceptance of any of the three AASP-MNprovisions. Without some consideration from in-surers, the AASP-MN provisions wouldhave generated controversy – which theHouse Committee Chair preferred toavoid. And the insurance industry clearlyhad time on their side this year. The 2016session is the shortest in recent history –perhaps the shortest session ever. With just 10 weeks from start to fin-ish and less than four weeks to Committeedeadlines, there was little time to schedulea hearing on our legislative proposals andno bills emerged which dealt with the in-surance matters to which our provisionswere germane. Now we are watching to see whathappens generally on business and envi-ronmental issues. Even as the 2016 ses-sion comes to a close, we will bereworking our strategy for the 2017 ses-sion. Our AASP-MN Committee process is ongoing and we will keep members informed of our work. Members are

encouraged to reach out to legislative candidates who seek torepresent both your home and your business locations. All 201legislators – 67 Senate seats and 134 House seats – are up for re-election this November. We should make sure they hear the autorepair industry’s perspective as they are seeking votes.


AASP-MN on Facebook!facebook.com/aaspmn


LOCAL NEWS

ANNUAL MEETING AND LEADERSHIP CONFERENCEBRINGS REPAIRERS TOGETHER FOR EDUCATION If there is an area of the industry with which you areconcerned, there is no better resource to turn to than AASP-MN. On April 14 at the Ramada Plaza Minneapolis, the associ-ation held its 2016 Annual Meeting and Leadership Conferenceto address the issues in the automotive service industrythrough education and networking. With seminars ranging from consolidation to increasingdiagnostic labor sales to effectiveleadership to scheduling andmore, there was a presentationfor everyone at this event. Theday opened with Richard Flint’sAMI-accredited seminar, “Mas-tering the Five Skills for Effec-tive Leadership,” sponsored byAxalta Coating Systems, duringwhich Flint examined the toolsand traits required for establish-ing a leadership position in timesof transition. Following Flint’sseminar, Brad Mewes of Supple-ment! explored strategies to helpnavigate a consolidating industryin his seminar, “Help – My In-dustry is Consolidating!” spon-sored by the Bill SmithFoundation. After these exciting presen-tations, attendees broke for theAASP-MN Annual Meeting,luncheon and keynote address.Once the association distributedawards and presented the new2016 Board of Directors, thekeynote, “No More Excuses, It’s Non-Negotiable” by Sam Sil-verstein of Sam Silverstein, Inc. and sponsored by CBIZ AiAand Meadowbrook Insurance, took guests through the “non-ne-gotiable” parts of running a business such as the company mis-sion, beliefs and values. In the afternoon, attendees chose between three breakoutsessions: “Building Your Accountable Organization” by SamSilverstein and sponsored by United Fire Group, AMI-accred-ited “Increase Your Diagnostic Labor Sales” by Steve Taylor ofAction Business Solutions and sponsored by AASP National or“Collision Workflow: Better Scheduling = Greater Success” byKent Carlson of Collision Resources, Inc. and sponsored byPPG Automotive Refinishes. All three presentations left atten-dees feeling rejuvenated with relevant information that couldbe brought back to improve shop business. Back by popular demand, Josh Dye of Convene, LLCclosed out the slate of seminars with the AASP National-spon-sored presentation “Authentic Persuasion: CommunicationThat Moves Others to Action.” Dye discussed the ways to im-prove your persuasive skills, such as undoing the “sales-y” natureof persuasion and how to confidently ask for what you want.

Overall, the response from attendees was overwhelminglypositive. “This was by far the finest single-day event that I’ve beento in a long, long time,” says Roger Bonn of Peter’s BodyShop (St. Cloud). “The speakers were world class, informativeand on point to what is going on in our industry. And from asocial standpoint, it was so much fun connecting with myfriends and peers. It was the best event I’ve been to in quite awhile.”

The event concluded witha networking roundtable, followed by a social hour andvendor showcase, duringwhich attendees could con-nect with the companies thathelp their businesses succeedand finally, an entertaining in-dustry dinner that broughtpopular comedian C. WilliMyles to the halls of the Ra-mada Plaza. (Myles’ presenta-tion was generouslysponsored by Dent Impres-sions.)

In addition to the excite-ment from attendees, vendorsleft the night exceedinglypleased as well.“We’re so happy to partici-

pate in this event and appreci-ate being invited,” saysMitchell International SeniorMarketing Manager PaulinePerenack who was at the ven-dor showcase. “Every time Iwalked around the room, at-

tendees were having great discussions and connecting with oneanother. There was a close-knit feel to the event, even thoughthere were a lot of people. Attending this event really helps usbring our brand to the area and allows us to connect with ourcustomers to answer any questions they may have.”

AASP-MN TO HOST A NIGHT OUT WITH THE SAINTS AASP-MN is pleased to announce it will host “A NightOut with the Saints” again this year. “Last year’s event was sowell attended and so much fun, we had to do it again,” said Ex-ecutive Director Judell Anderson. Bring your family, employees and friends out to watch anexciting game of baseball as the St. Paul Saints take on the Wi-chita Wingnuts, at 7pm on Wednesday, August 24 at CHSField. AASP-MN member Carl Thomas of Lancer Service AutoCare (St. Paul) will host a tailgate party prior to the game andprovide free parking for those that attend. Please visitaaspmn.org to register.

(Clockwise from top left) Immediate Past President Tom Gleason (left)passed the torch to incoming President Greg Kasel; (l-r): JimSiegfried, Wayne Watson and Tom Gleason; Attendees came out indroves for enticing seminars and presentations; Executive DirectorJudell Anderson and Office Administrator Jodi Pillsbury were honoredfor their years of service on behalf of the industry.


2016 SKILLSUSA CONTEST WINNERS ANNOUNCED

The 49th Annual Minnesota SkillsUSAcompetitions for collision repair and automotiveservice technology were held Saturday, April 2,at St. Cloud Community and Technical College.The competition allows high school and collegestudents to demonstrate their abilities and talentsin collision repair and automotive service.AASP-MN volunteers were out in force to helpplan, organize and judge the competition. Congratulations to the following SkillsUSAcontest winners:

Auto Refinishing TechnologyHigh School Division1st Place Harrison Nordby, Intermediate District 2872nd Place Trent Kelly, Intermediate District 287

College Division1st Place Andrew Vodak, Ridgewater College, Willmar 2nd Place Dylan Stiechen, Riverland Community College, Austin 3rd Place Andrew Rogotzke, Ridgewater College, Willmar

Collision Repair TechnologyHigh School Division1st Place Trent Kelly, Intermediate District 2872nd Place Harrison Nordby, Intermediate District 287

College Division1st Place Andrew Stewart, South Central College, Mankato 2nd Place Ian Schele, St. Cloud Technical & Community College, St. Cloud 3rd Place Joshua Shaw, St. Cloud Technical & Community College, St. Cloud

Automotive Service TechnologyHigh School Division1st Place Eric Tahtinen, Denfeld H.S. 2nd Place Dahlton Fillipi, Faribault H.S.3rd Place Hunter Aguilar, Secondary Technical Education Program (STEP)

College Division1st Place Ryan Poppen, MN State College, Moorhead 2nd Place Robert Lemke, Ridgewater College, Willmar3rd Place Josh Schmitt, St. Cloud Technical & Community College, St. Cloud

The first place winners will go on tocompete in the national SkillsUSAChampionships this June in Louisville,Kentucky. “These students are demonstratingmore than just their skills; they are prov-ing that our workforce is prepared to leadthe way in every technical area our coun-try needs to maintain a strong global eco-nomic presence,” said Jennifer Polz,SkillsUSA State Director. “We are veryproud of this talented group of studentswho are truly champions dedicated to ex-cellence in their trades.”

FINISHMASTER ACQUIRES LOWELL’S

FinishMaster, a leading distributor ofpaint and related products in the UnitedStates and subsidiary of Uni-Select Inc.,has completed the acquisition of substan-tially all of the operating assets of ZitcoInc. doing business as Lowell’s PCE.This acquisition significantly broadensFinishMaster’s reach in the Minneapo-lis/St. Paul metropolitan area. Lowell’s has been a key PBE distrib-utor in the Minneapolis/St. Paul marketfor more than 40 years. A customer-firstmentality has attributed to continual

THANK YOU TO OUR SPONSORSGold Sponsors

Auto Value Parts Stores /APHAutoshop Solutions

Axalta Coating SystemsCBIZ AiA

Meadowbrook InsurancePPG Automotive Finishes

United Fire GroupSilver Sponsorsaaa Auto PartsDent Impressions

Enterprise Rent-a-CarLKQ/Keystone Automotive

Lowell’s Performance CoatingsMidwest Parts AdvantageMitchell InternationalO’Reilly Auto Parts

growth in their market. Operating fromone location in Edina, MN, the team haddeveloped long-standing relationships byproviding consistent service and techni-cal support. “Our companies share a customer-centric focus and our commitment to ex-cellence in service will strengthen as wejoin as one team. Combining experienceand local market knowledge equips us to anticipate and exceed customer

PAM’s Auto, Inc.R.O. Writer

Suburban ChevroletOther SponsorsAASP National

Choice Auto RentalDentsmart Paintless Dent Removal

FinishMasterGlobal Finishing Solutions

Hertz CorporationInsurance Brokers of MN, Inc./

The Jensen AgencyKukui Corporation

Net DrivenSherwin-WilliamsSingle Source, Inc.

Valspar

expectations in the service and supportwe provide. We are happy to welcomeLowell’s to the FinishMaster family,”stated Steve Arndt, President and ChiefOperating Officer of FinishMaster. “This acquisition is a great exampleof FinishMaster accelerating growth in akey market, which directly aligns withour profitable growth strategy,” addedHenry Buckley, President and Chief Executive Officer of Uni-Select.



NATIONAL NEWS

AASP-MN JOINS NATIONAL ASSOCIATION BOARD MEETING

IN MISSOURI On Friday, April 8, representativesfrom AASP-MN joined other top industryassociations from around the country atthe Hunter Engineering headquarters in St.Louis, MO for the semi-annual AASP National Board meeting. The event kickedoff with an exclusive tour of the HunterEngineering facility, which demonstratedall parts of the company’s operation fromproduct conception to the minute detailsinvolved in construction, rigorous qualitytesting and more. Guests were also invitedto witness the Hunter Engineering privatecollection of classic cars. Once the tour was finished, the staterepresentatives sat down for the semi-annual meeting. Each individual state

reported on issues facing their local indus-tries and the solutions that have been im-plemented to address them. Minnesotawas represented at the meeting by dele-gates Bruce Tschida, Dan Sjolseth and Ex-ecutive Director Judell Anderson. Each state went through its area’s uni-versal industry issues with labor rates, in-surer interference and employee rights, aswell as some of the more individual strug-gles being faced in their localities. When itwas AASP-MN’s turn to present, Tschidabegan by going through the financial suc-cesses that association shops were able topartake in through membership. “We had an all-time high membershipfor the second consecutive year in a rowwith a 94-percent retention rate of our

members,” he stated. “Members who par-ticipated in our programs did well thisyear. There was about $78,000 in rebatesdistributed through the uniform program,about $68,000 in dividends through ourUnited Fire Group program and we’ve dis-tributed $15,000 in post-secondary schol-arships.” Sjolseth followed up by discussingAASP-MN’s MNCARS initiative andgoals of that program. “We’ve received $250,000 to help re-cruit new students into post-secondary au-tomotive repair programs,” Sjolsethexplained. “This money was not justraised through local vendors – much of itwas donated by our membership, whichwe are proud of.” Tschida then outlined the associa-tion’s proposals in dealing with steering

and insurer mandates in the current leg-islative session, as well as AASP-MN’swork with the Minnesota Pollution Control Agency to obtain affordable airquality permits. Finally, Anderson and Sjolseth dis-cussed the upcoming Get to Know YourNeighborhood Auto Repair ProTM radiocampaign, playing the newest commercialintros for the Board. Participating shopsreceive between 100-200 shop mentionswith their name and location. Overall, AASP-MN representativesdemonstrated to the other state affiliatesthe success that can be had when dedi-cated individuals contribute time and ef-fort to their industry.

SERVICE STATION & GARAGELABOR BOOM

Service (labor) billings of service sta-tions and garages are booming.

Six Major Takeaways • Service station and garage labor billings increased at a 3.7-percent average annual rate during the past 10 years (2004 to 2014), despite a 9-percent decline in the total number of service station and garage outlets. • Service stations and garages increased purchased service $5.2 billion from 2004 to 2014, generat- ing 30 percent of total purchased service growth across the car and light truck aftermarket. • Service stations and garages expanded purchased service volume at a faster annual pace than purchased service sales across the entire light vehicle DIFM (Do-It- For-Me) market: 3.7 percent versus 3.1 percent. • Service stations and garages increased light vehicle purchased service at a faster annual pace than their car and light truck product sales. The 2.6 percent average annual product gain recorded by service stations and garages between 2004 and 2014 was 30 percent less than their 3.7-percent average annual growth in purchased service billings. • Purchased service generated nearly half of total business growth recorded by service stations and garages between 2004 and 2014. • Service stations and garages boosted purchased service volume per-bay nearly 50 percent over the past 10 years.

DOMESTICS TOP SCRAPPAGE Despite a strong recovery of new carand light truck sales over the past fouryears (2011 through 2014), light vehiclescrappage rates in the U.S. remain unex-pectedly low. Due to higher domestic

AASP-MN Collision Seat Bruce Tschida andExecutive Director Judell Anderson attendedthe AASP National Board meeting.

continued on page 14

Hunter Engineering Central Division ManagerLarry Watson took the members on a tour ofthe facility.


vehicle scrappage rates (compared to foreign), domestic VIO (vehicles in operation) share in the U.S. is falling at afaster pace than domestic nameplate newcar and light truck sales share. This hassignificant consequences for the domesticand foreign nameplate mix of aftermarketproduct volume, today and in the future. Six Major Takeaways• Although rapid growth of new car and light truck sales generally

increases scrappage rates across the U.S., scrappage remained at below- average levels between 2011 and 2014. Despite new car and light truck sales increasing 30 percent between 2011 and 2014, annual scrappage of cars and light trucks in the U.S. fell from 4.8 percent to 4.6 percent. • While light vehicle scrappage rates remained low during 2011 through 2014, scrappage varied

significantly between domestic and foreign name plates in the U.S. • Domestic nameplate cars and light trucks accounted for over twice as large a share of light vehicles scrapped between 2011 and 2014 than did foreign nameplates. • Soaring new foreign nameplate car and light truck sales are combining with low foreign vehicle scrappage to dramatically increase foreign nameplate VIO share across the U.S. • Despite averaging 61 percent of cars and light trucks in operation from 2011 through 2014, domestic nameplates generated over two- thirds of light vehicle scrappage during these four years. • Lang Marketing projects the increasing number and share of foreign nameplates on U.S. roads will boost aftermarket product sales of the foreign nameplate aftermarket over $16 billion from 2015 to 2020, at user-price.

Courtesy of the Lang Aftermarket iReport

NATIONAL NEWS

Welcome NewMembers:

APRIL 2016

Aamco TransmissionMaplewood

Automotive ArtNorthfield

Johnson Auto RepairDuluth

Mainstreet AutomotiveLakeville

Sundance AutomotiveMarshall


continued from pg.12


LKQ Estimating Guides – When replacing a component with an LKQor used part, it is important that you follow the recycled estimating guidefor your system or you will likely not be capturing necessary labor itemsthat are associated with the use of LKQ parts.

CCC/Motor utilize the RACE guide, which can be found atwww.motor.com/wp-content/uploads/2015/11/RACED-GTE_2015_Oc-tober.compressed.pdf

Audatex shows Recycled included and not included operations in the Au-datex Database Reference Manual found atwww.training.audatex.us/otc4-viewdoc.asp?ID=802

Mitchell does not print a separate guide for recycled assemblies, but theycan be found within the estimating system.

Clear Coat Extension in Audatex – When refinishing a part, it may benecessary to extend the clear coat to the edge of an adjacent panel. Thisformula is not supported in Audatex and the estimate user will need to se-lect either the full refinish allowance or the blend refinish allowance, orcreate a manual entry for the operation they wish to accomplish. It wouldbe up to the discretion and judgment of the professional estimate preparerto determine which operation best suits their repair situation. This can befound in DEG inquiry number 8462.

Manual change to a line of an estimate – If the estimate user changes aline in the estimate, each estimating system notes that there was a change:

Audatex shows at the bottom of every estimate in the ops code that an as-terisk (*) = User-Entered Value

CCC also states in the footer of an estimate that an asterisk (*) or doubleasterisk (**) indicates that the parts and/or labor data provided by third-party sources of data may have been modified or may have come froman alternate data source.

Mitchell shows at the end of an estimate that an asterisk (*) = Judgmentitem.

Bumper prompt in CCC One – When selecting the bumper prompt op-tion in CCC One, it is important to consider how the bumper will be re-finished. If you are painting the bumper cover with the vehicle BUT youneed to add a flex to a different clear coat mix, CCC states in DEG In-quiry 5321: According to the “Guide to Estimating,” page G36, “anycomponent clear coated as a separate procedure,” is not included. If theBumper Cover requires a different clear coat mix because of flex addi-tives, a separate procedure is required. This holds true for the majority offlexible components and recommended refinishing techniques.Note: The estimating databases are all intended to be used as a GUIDEONLY - it is important to remember that the auto body professional per-forming the repair is in a position to thoroughly inspect, diagnose and iden-tify the methodology and their unique cost of the vehicle damage repair.

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

ESTIMATING TIPS


May 2016 17AASP-MN News






CASH IN ON YOUR MEMBERSHIP!

Let’s face it. Bankcard processors love automotive repairshops because of the large sale amounts. They’d much rather acceptone of your $500 sales than 100 coffee shop sales worth five dollarseach. That’s why you have so many sales people calling constantly.Each one claims they can save you money when they don’t evenknow what you’re paying right now. Very interesting! It’s hard to know if you’re being offered a good deal withoutunderstanding the basics of bankcard pricing. To say the least, withall the variations of cents, percents, monthly fees and annual fees,it’s no wonder most shop owners set their statement aside and onlyhope they’re getting the best deal. How, then, can you tell if thenext person who calls has a better offer? First, it’s helpful to understand all three elements ofbankcard pricing, the first two of which you can do nothing about. 1.Interchange: This is what the bank that issued the credit ordebit card to your customer receives and it’s the largest part of yourmonthly cost. Each card type (Rewards, Debit, Traditional, Busi-ness, Hand-Keyed, etc.) has a different Interchange fee. Literally,there are hundreds of card types, each with their own specific inter-change amount. There is nothing you can do about interchange. 2.Assessments: Like interchange, there’s nothing you can dohere. With all of the banks that issue credit and debit cards, some-thing needs to tie them together and standardize the pricing. That’swhere Visa, MasterCard and Discover come in and their fee, calledassessments, ranges from .11 percent to .13 percent. 3.Bankcard Processors: Here’s where you can save somemoney. First though, know it’s the processor that does the work –everything from approving the sale to transferring the money toyour account. Among other things, they also host the call center andprovide your monthly statement. Rather than having a bankcard telemarketer insist he or she can

reduce your expense, this is your chance to take charge of the con-versation and ask some pertinent questions. The basis of each is,“How much do you charge over cost (Interchange and Assess-ments)?” Here are some “over cost” questions to ask: • What percentage do you, as the processor, add to the sale amount? • How much is your authorization charge? • What about flat monthly fees (Statement fee, Data Compliance or others)? • Do you have a batch-closing fee? • Are there any annual fees? • Do I have to buy new equipment? If so, what’s the price? If you can get those answers from both your current proces-sor and from whoever wants to be your processor, you will be ableto compare apples to apples and make a good decision. You will also want to know how long the contract runs, andmore importantly, if you can get out at any time with no early ter-mination fees. Equipment is another issue, especially with chip cards. Findout if the potential processor requires the purchase of a new termi-nal. Or, if you are processing through a point-of-sale system, ask ifyou will need new software. When it comes to leasing, especiallystandalone terminals, be very cautious. Most often, these are non-cancellable four-year leases in which you will pay many times whatan outright purchase would cost. Generally, these are bad, bad dealsand there is no way out of the 48 monthly payments. If you have questions, want more information, or would liketo see if AASP-MN’s bankcard service can save you money, pleasecontact Mac Hardin at (800) 999-4399, or by email, [email protected].

These Bankcard Sales People Are Driving Me Nuts!

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] members receive a $500 discount off theWebsite Marketing Success Package set-up fee andspecial pricing on template websites starting at just$59/month and $149/set-up (regularly $79/monthand $250 set-up).

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, Direct-Hit.

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

SALES, MARKETING AND CUSTOMER SERVICE SOLUTIONSeMarketing SherpasContact: Frank Terlep888-377-2661 / www.emarketingsherpas.comeMarketing Sherpas provides AASP members up to a10-percent discount on its Demand Engine CRMSuite, Review Engine online review and reputationmarketing system and its Digital Lobby point of saledigital signage, menu board and interactive kioskssolutions.

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]: www.180biz.comMembers receive a 20-percent discount on one-on-one sales and management coaching programs (cov-ering financial planning & analysis, strategicmarketing, leadership and personnel development)without long-term commitments. Members also re-ceive a 25-percent discount on monthly sales & man-agement webinars as well as a 20-percent discount onall 180BIZ advisor training programs.

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


Documents

AASP-MN News May 2016