AASP-MN News September 2014

September 2014

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AASP News2 September 2014


AASP News September 2014 3




CONTENTSVol. 22 No. 8

AASP of Minnesota is an association of independ-ently-owned automotive service businesses and industry suppliers dedicatedto improving the state’s auto-motive service industry andthe success of its members.

AASP 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 News allows itscolumnists 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 © www.thinkstockphoto.com/7Michael; pg. 6 :© www.thinkstockphoto.com/XiXinXing; pg. 14: ©www.thinkstockphoto.com/g-stockstudio.

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])MANAGING EDITOR/DIRECTOR OF SALES:Alicia Figurelli ([email protected])EDITOR: Joel Gausten ([email protected])ART DIRECTOR: Lea Velocci ([email protected])OFFICE MANAGER: Sofia Cabrera ([email protected])

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PRESIDENT’S MESSAGE....................................................................6The Business of Peopleby Jerald Stiele, AASP-MN President

LEGISLATIVE UPDATE ......................................................................7State House and Constitutional Officers Stand for Re-electionby Kevin Walli, AASP-MN Lobbyist

“Gasoline Direct Injection and GM GDI Diagnostics” & “Variable Cam Timing” Seminar Registration..........................................8

LOCAL NEWS ................................................................................10

NATIONAL NEWS ............................................................................11

INSURANCE I.Q. ............................................................................14Protecting Your Business and Familyby Dennis P. Begley, CLU ChFC CBC, CBIZ AiA

FEATURE ......................................................................................16AASP-MN Salutes Bill Sauer in His Retirementby Alicia Figurelli

PARTNERS IN PREVENTION ..............................................................19Ready for the Inspector: A Checklist for Hazardous Waste Compliance

CASH IN ON YOUR MEMBERSHIP! ......................................................22AmeriPride: The Partner You Need to Do Your Image Proud!

September 2014 5AASP News

CALENDAR OF EVENTSOctober 8, 2014

Gasoline Direct Injection4pm - 8pm

EP Auto, Tire & Glass12479 Plaza Dr., Eden Prairie

Contact: AASP-MN, (612) 623-1110 /

[email protected]

October 8, 2014Variable Cam Timing

4pm - 8pmEP Auto, Tire & Glass

12479 Plaza Dr., Eden Prairie Contact: AASP-MN, (612) 623-1110 /

[email protected]

November 3, 2014Part III Chrysler New

Technologies for Engine Management Systems

6:30 – 10pmMarriott Minneapolis

Northeast, Brooklyn CenterContact: Automotive Seminars,

(920) 866-9813 /[email protected]

November 12 & 13, 2014Preparing for an OSHA Inspection

11:30am – 1:30pmAASP-MN Office, Roseville

Contact: AASP-MN, (612) 623-1110 /

[email protected]

ADVERTISERS’ INDEX

aaa Auto Salvage ..............................................3AmeriPride........................................................20Buerkle Hyundai................................................IFCChoice Auto Rentals..........................................18Dentsmart ........................................................19Inver Grove Honda / Inver Grove Toyota..................9Jack McClard....................................................3Keystone ..........................................................4Lowell’s PCE ....................................................21Maplewood Toyota ............................................11Meadowbrook Insurance ..................................17Mercedes Benz of Maplewood ..........................9

Mills Parts Center ............................................4Morrie’s ............................................................15Motorwerks BMW ............................................IBCMotorwerks Mini ..............................................IBCMPA.......................................................................................12-13NAPA ................................................................IFCPAM’s Auto ......................................................7Proven Force ....................................................21Rosedale Chevrolet ..........................................20Roseville Chrysler Dodge Jeep Ram........................4Straight & Square ............................................18Toyota Group ....................................................OBC


When I first started working in thefront office of our shop, I had many oppor-tunities to observe my father interact withpeople. Back then, it was his job to dealwith customers, insurance representatives,vendors and just about everyone that camethrough the door or called.

If a customer service trainer or salestrainer observed my dad’s initial interactionwith customers, they would use that as anexample of what not to do. He didn’t havethe pleasant greeting or warm smile at first.He didn’t take the time to listen to the cus-tomer. He basically went against every rulewe know today on how to engage a cus-tomer in an automotive shop. It was almostas if he was upset that they came to him forhelp. I would worry for the customer andthink to myself that we would never get thisjob.

That worry always quickly faded whenthey would walk back to the shop laughing,talking about each other’s families, talkingabout sports or just simply shaking hands.As soon as they stopped talking about what-ever subject they had in common (and thiswould take anywhere from five minutes towell over an hour), he would break the next

big rule of selling auto body repair: He did-n’t ask for the keys or to schedule an ap-pointment. It didn’t matter. Before thecustomer would leave, they’d simply say,“Jerry, when would you like me to leave mycar with you?” These people didn’t just be-come customers; they became friends. Andmost importantly to our business, they be-came ambassadors for our company.

I observed the same thing with insur-ance adjusters and vendors my father dealtwith. I would always think to myself, ‘Hereally doesn’t like this adjuster’ or ‘There’sno way he’s buying something from thisguy.’ Things usually led to long conversa-tions about nothing related to the businessthey were working on, followed by comingto a mutually agreeable estimate or deal.These sales people, tow truck drivers andappraisers didn’t just end up doing a lot ofbusiness with us; they ended up on softballteams with my father! He once wrote a per-sonal recommendation (handwritten be-cause he didn’t like computers) for a towtruck driver that gained him employment asan insurance auditor. The tow truck driverwas confident that it was what was in theletter that got him the job.

My dad wasn’t formally trained as asalesperson or negotiator. He didn’t alwaysmake a positive first impression. What hedid was connect with people personally andmake a lasting impression. He cared aboutand enjoyed people. This industry is verydifferent today than it was over 20 years agowhen I was first observing my dad. Whathasn’t changed is that we are all still just inthe business of dealing with people. In thisregard, I’m very fortunate to have beentrained my entire life by one of the best.

The Business of

PEOPLE


PRESIDENT’S MESSAGE

by Jerald Stiele, AASP-MN President

Welcome New Members:

AUGUST 2014

Avid Auto RepairForest Lake

C & N Auto CareLindstrom

CARSpecEden Prairie

Northland PartsMcGregor

Parents AutocareMinneapolis

Pete’s Repair & FabricationBlaine

Thomas Auto Body & CollisionCrystal

My dad didn’t always make a positive first impression.What he did was connect with people personally andmake a lasting impression.



LEGISLATIVE UPDATE

All 134 members of the Minnesota Houseof Representatives face re-election this No-vember. In addition, all of our ConstitutionalOfficers – Governor, Lieutenant Governor,Secretary of State, Attorney General and Au-ditor – need to make their case to the votersthis fall.

There are currently 73 DFL and 61 Re-publican Representatives. Many of the innerring suburban districts and rural districts (ex-cept those in far Northeastern Minnesota) willbe the most closely contested races and willdetermine ultimate control of the House.

To the winner goes the spoils, which in-clude key leadership posts and chairs of allcommittees in the House.

Legislators tend to be much more respon-sive to constituent concerns while they areseeking election or re-election. This is a greattime to reach out to your House candidates to

educate them about the auto repair industry. Amodest amount of time spent now can pay div-idends later when AASP-MN has specific pro-posals to bring to the legislators at the Capitol.

All of our Constitutional Officers are alsostanding for election. Jeff Johnson has been se-lected as the Republican party’s candidate forgovernor. Johnson now has a little more thantwo months to make his case for replacingGovernor Mark Dayton.

At stake in the Governor’s contest is theappointment of Commissioners at every StateAgency. The Commissioners set the tone forenforcement actions, administration of existingprograms and proposals for new policy initia-tives.

As a state association, much of AASP-MN’s attention is focused on state governmentrather than the federal government. However,auto repair shops should keep in mind that all

of your US Representatives and one of our USSenate seats are also on the ballot this fall. Wewill see at least one new member of Congress– replacing Congresswoman Michele Bach-mann, who opted not to run for re-election inthe 6th Congressional District.

Whether you consider yourself a Demo-crat or Republican, keep in mind that issuesfacing the automotive repair industry have notbeen highly partisan issues. Once the dust set-tles following the election, you should reachout to your elected representatives to talk aboutindustry issues and concerns. We also needthem to recognize the important role you playin the fabric of your community – serving yourcustomers with timely, quality repairs and pro-viding jobs for your employees.

State House and Constitutional Officers Stand For Re-election

by Kevin Walli,AASP-MN Lobbyist



Time: 4:00 – 8:00 p.m.Location: EP Auto, Tire & Glass, 12479 Plaza Dr., Eden Prairie Cost: $95 member/$125 non-member for each session or $175 member /$225 non-member for both sessions

Company: Contact: Address: City: Zip:Phone: Fax: Attendee’s name: Session(s) attending (please circle):

GDI Variable Cam TimingGDI Variable Cam TimingGDI Variable Cam Timing

PAYMENT OPTIONS:Check enclosed: _____ Payable to AASP-MNCredit Card: _____Visa _____MasterCard _____DiscoverCredit Card Number: ________________________________ Expiration: _____________Signature: _______________________________________________________________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

Gasoline Direct Injection and GM GDI Diagnostics& Variable Cam TimingPresented by John Thornton, Sponsored by AASP National

Gasoline Direct Injection & GM GDI DiagnosticsWednesday, October 8

This class will focus on GDI operation, theory, diagnos-tics and service procedures. The discussion is applica-ble to most manufacturers using GDI today. GM has been using GDI since 2007. This high-pressurefuel system is found on most late-model GM vehicles. Topics to be covered include: • Low-pressure fuel system• High-pressure fuel pump• High-pressure fuel regulator• High-pressure fuel injectorsA strong emphasis will be placed on testing techniquesusing both the GM scan tool (GDS2) and a lab scope. Key data pids using the GDS2 will be identified and explained. High-pressure injector testing using both theGDS2 and the AFIT (active fuel injector tester) tool willbe discussed. Service procedures including intake valvedeposit cleaning and fuel injector R&R will also be covered.A detailed handout will be provided.

Variable Cam TimingThursday, October 9

The Variable Cam Timing class is a case study-basedclass. Specific manufacturer strategies and testing are discussed using broken vehicles.

VCT Discussion Topics• VCT Diagnostic Intro• Ford 5.4L 3 valve VCT Operation• 2004 Ford F-150 5.4L no start• 2005 Ford F-250 5.4L poor idle quality• 2005 Cadillac STS 4.6L poor idle quality• 2006 Chevy Impala 3.9L intermittent cam control• 2007 Pontiac G6 3.6L poor idle quality• 2008 Dodge Avenger 2.4L vin K intermittent cam control• 2005 Honda CR-V 2.4L cam code• 2000 VW Passat 2.8L poor idle quality • 2006 VW Passat 2.0L BPY research• 2005 VW Touareg 3.2L cam codesA strong emphasis will be placed on testing techniquesusing both the scan tool and a lab scope.A detailed handout will be provided.

REGISTRATIONDEADLINEOCTOBER 1st




Get to Know

On-the-Air and Online, PromotingOur Participating Member Shops

and Industry!AASP-MN’s “Get to Know Your

Neighborhood Auto Repair Pro” is an in-dustry marketing campaign that promotesthe benefits of doing business with inde-pendent repair shops. The primary messageis that independents can perform virtuallyany repair or service while also maintainingcloser, more lasting relationships with cus-tomers and community. The program, nowin its sixth year, has reached millions ofpeople.

This year’s campaign kicked off inApril with commercials running on-air andstreaming online on KQRS-FM, 92.5 FM.The ads can be heard Friday-Monday, witheach participating shop and location men-tioned 127 times through September.

Beginning in July through the firstweek of November, the commercials runon-air and streaming on CITIES 97, KTCZ97.1 FM. The ads can be heard on weekdayevenings and on the popular weekendmorning program, Acoustic Sunrise, witheach participating shop mentioned 36 times.

The 8-month campaign will reach overa million adults, ages 25-54, over 10 times!

Participating shops are listed on theNeighborhood Auto Repair Pro website,www.autorepairpro.net. When prospectivecustomers type in their zip code, they’ll findthe shop information listed. The Neighbor-hood Auto Repair Pro site averages 60unique visits per month. And visitors haveclicked directly through to participatingshop websites over 20 times!

AASP-MN is pleased to offer thisunique shop promotion program to its me-chanical members. For more information,visit www.aaspmn.org.

AASP-MN Announces Fall Seminar Line-Up

AASP-MN will host “Gasoline DirectInjection and GM GDI Diagnostics,”Wednesday, October 8 and “Variable CamTiming,” Thursday, October 9. The semi-nars, presented by John Thornton, will beheld from 4:00 – 8:00 p.m. at EP Auto, Tire

& Glass in Eden Prairie. The Gasoline Direct Injection class will

focus on GDI operation, theory, diagnosticsand service procedures. The discussion isapplicable to most manufacturers using GDItoday.

GM has been using GDI since 2007.This high-pressure fuel system is found onmost late-model GM vehicles. A strong em-phasis will be placed on testing techniquesusing both the GM scan tool (GDS2) and alab scope.

The Variable Cam Timing class is acase study-based class. Specific manufac-turer strategies and testing techniques arediscussed using broken vehicles.

A strong emphasis will be placed ontesting techniques using both the scan tooland a lab scope.

For registration information, see page8 or contact the AASP-MN office at 612-623-1110 or 800-852-9071 or visitwww.aaspmn.org.

Winners’ Circle: A Member Support Recognition ProgramThe “Winners’ Circle” program was

designed to recognize members who ac-tively participate in AASP-MN programsand activities. Members who earn 100 par-ticipation points during 2014 will be re-warded with a free AASP-MN-sponsoredseminar for their efforts.

Start earning points today! 25 Points• Serve on an Advisory Committee • Each new member recruited

20 Points• Participate in an AASP-MN preferred provider benefit program (each) • Attend and/or sponsor the AASP-MN Annual Meeting & Convention• Participate in the Neighborhood Auto Repair Pro campaign • Participate in the Race For Automotive Education

• Advertise in AASP-MN News

10 Points• Attend the 20th Annual AASP-MN Golf Outing

• Attend any AASP-MN training seminar, meeting, Body Shop Session or Mech XChange (convention seminars not included)

In 2013, 27 member companiesachieved Winners’ Circle status. Take ad-vantage of all that the Association has tooffer and join their ranks today!

AASP-MN Thanks Our2014 Sponsors!


LOCAL NEWS

Program SponsorsAASP National

AkzoNobel Performance CoatingsAuto Care Association

Auto Value Parts Stores/APHAutoshop Solutions

Bill Smith FoundationCarbench

CARQUESTDent ImpressionsDentsmart PDR

Keystone AutomotivePPG Automotive Finishes

WorldPac

Hospitality Sponsors3M

aaa Auto PartsAAA Minnesota/Iowa

Aeromotive Services, Inc.AmeriPride Services

AudaExploreAxalta Coating Systems

BASFCBIZ AIA

CCC Information ServicesChoice Auto RentalDorman ProductsHertz Corporation

IDENTIFIXInver Grove Ford Lincoln

Keystone AutomotiveLowell’s Performance Coatings

Malco Products, Inc.Meadowbrook InsuranceMidwest Parts Advantage

Mitchell InternationalMitchell1

Noble Conservation SolutionsNorton Automotive Aftermarket

O’Reilly Auto PartsPAM’s Auto, Inc.

Pro PaintSherwin-Williams

Suburban Chevrolet



NATIONAL NEWS

I-CAR Launches Technical Support PortalThe Inter-Industry Conference on Auto

Collision Repair (I-CAR) has launched itsRepairability Technical Support Portal forcollision repair technical questions and an-swers.

The site is designed to benefit techni-cians, shop owners, estimators, insurancespecialists and field educators.

“This portal represents I-CAR’s directsolution to the need expressed by the indus-try: Improved accessibility to the repair infor-mation required to support performance ofcomplete, safe and quality repairs for the ulti-mate benefit of the consumer,” said John VanAlstyne, CEO & President of I-CAR. “Wehave created an online resource that bringsthe OEM and collision repair worlds togetherfor an exciting collaboration that will makemore repair critical information availableacross the industry, contributing to time, re-source and cost savings in all aspects of therepair process.”

Among the portal’s highlights: • Thousands of pages of OEM repair information specific to hundreds of vehicle models • “Top 10” repair inquiries, plus anextensive searchable database that allows model-specific research into the thousands of technical inquiries I-CAR

has already addressed over the years • The latest industry news and information• Quick and important reference materials such as the Airbag and Partial Replacement Matrices• And all the content is accessible on-the-go, from a laptop, tablet, smartphone, etc.

A key element of this new service offer-ing is “Ask I-CAR,” a new service I-CARdesigned to help the industry with repairtechnical questions. Inquiries can now besubmitted online, or via telephone. “Ask I-CAR” features full-time staff dedicated to re-sponding to collision repair inquiries fromusers.

EPA Proposing to End Use of 134a in NewMotor Vehicles and Consumer Products The US Environmental Protection

Agency (EPA) has issued a proposed rule that,if finalized, would prohibit the use of 134a asa refrigerant in new motor vehicles beginningin model year 2021. Further, beginning in2016, the EPA is proposing to no longer permitthe use of 134a as an aerosol in consumerproducts, some of which are automotive prod-ucts.

Pointing to the high global warming po-tential (GWP) of 134a, the agency is seekingto list the substance as an unacceptable substi-

tute for an ozone depleting substance (ODS)under the Significant New Alternatives Policy(SNAP). Under SNAP, EPA reviews alterna-tives to ODS to find substitutes that pose lessoverall risk to human health and the environ-ment.

For motor vehicles, the EPA is listingthree alternative refrigerants that could be usedfor new vehicles, including 1234yf, R-744 and152a, which were determined to have a lowerGWP than 134a. For consumer aerosols, thereare three alternatives with lower GWPs thatmeet other environmental regulatory require-ments, including HFC-152a, HFO-1234ze(E)and CO2.

In addition to 134a, the EPA is proposingto list the following refrigerant blends as un-acceptable in new motor vehicles beginning inmodel year 2017: R-426A (also known as RS-24), R-416A (also known as HCFC BlendBeta or FRIGC FR12), R-406A, R-414A (alsoknown as HCFC Blend Xi or GHG-X4), R-414B (also known as HCFC Blend Omicron),HCFC Blend Delta (also known as Free Zone),Freeze 12, GHG-X5 and HCFC BlendLambda (also known as GHG-HP).

It is important to note that the proposaldoes not impact refrigerants used to service ve-hicles currently on the road. Therefore, shopsand do-it-yourselfers will continue to be able

continued on pg. 21







INSURANCE I.Q.

A business owner can spend a lifetimebuilding a successful business only to haveit go up in smoke upon their death. It is safeto say that most owners want the businessthey have spent so much of their lives build-ing to continue on for generations. That isnot going to happen without proper plan-ning. Unfortunately, most business planningis often done in the limo driving behind thehearse on the way to the cemetery. Sad buttrue. And, by this time, the options are se-verely limited.

A business owner should start planningfor how he/she is going to get out of thebusiness the day the business starts. Keep-ing your eye on the end of your involvementwith the business will influence your deci-sions and where you take the business. Ig-noring the reality that someday you willleave - or be carried out on a stretcher from- your business, can leave a pretty hugemess behind for your family and employees- and signal the end of the business.

Example #1Joe worked in the building trades, get-

ting experience supplying contractors. Afteryears of learning the trade, he made the leapinto his own supply business. Joe foundsome key people to hire. He treated themwell, and together they built a multi-milliondollar wholesale supply business. After 10years in business, including surviving thegreat recession, the business enjoyed a greatcomeback in the upsurge of new construc-tion. The years of staying in contact andworking with the contractors kept those re-lationships strong. Then Joe had a stroke.He didn’t die, but couldn’t work in the busi-ness anymore. Who was going to run hisbusiness now? His wife had zero interest inbeing involved; besides she had her own ca-reer, and now has Joe to take care of. Thechildren are still in school. There was a keyperson who could operate the business, butwhy would he want to do all the work for

Joe’s wife? There were no plans or evenconversations about what to do if this hap-pened. Joe’s wife is looking for someone tosell the business to. It is just a matter of timebefore the employees move on, ending whatwas a successful business, and leaving onlythe assets left to sell.

Example #2Dan loved cars and everything to do

with cars. When he was still a teenager, hewas always doing something to his 5.0Mustang. His first job was working at alocal auto repair shop. Other employeescame and went, but Dan stayed at that shop.He became like a son to the owner. Eventu-ally Sam, the owner, had a heart attack anddropped dead at the shop. Sam’s wife cameto Dan to see if he would take over the shop.They worked out a deal where Dan wouldbuy the shop over a 10-year period. In themeantime, Dan got married and had a fam-ily. He paid off Sam’s wife and the shop be-came his alone. When his son was oldenough, Dan taught him about cars and

tools. They built up a Mustang 5.0 and tookit to races. Dan’s daughter had no interest incars or the shop. She went to college and be-came a lawyer. Dan and his son worked sideby side in the auto shop learning the newcars and technology. Then, one day, Danhad a heart attack and died while fixing theAC unit on a Buick. Now what? The shopwas Dan’s largest asset in his estate. Danowned all the stock, but died without a will.The court gave 50 percent of the shop toDan’s wife and 25 percent to each of his twochildren. The natural choice to run the shopis the son, but now he has to do all the workand get a quarter of the revenue at best. Hedoesn’t even have controlling interest tomake decisions about the business. The lineof credit was in Dan’s name. The bankcalled it. There isn’t enough cash to pay itoff. Dan’s son couldn’t re-establish a newline of credit, since he only owned one-quarter of the shop and his mother wouldn’tsign on the bank line of credit. Dan’s daugh-ter wants her inheritance in cash. Danowned minimal life insurance and what hehad went to his wife. Dan’s son sold off the5.0 Mustang to raise cash to pay the em-ployees. Mom is talking about doing anauction of Dan’s tools and the shop.

There are many such stories. Most ofthem end up with sad family members andemployees. Many result in family membersnot talking to each other.

Most of us spend more time planning avacation than we do planning for those“what if” things that happen in life. Onething I can guarantee you is that somedayyou will quit working. If you are lucky, itwill be because you decided it was time.

So what should you do to plan for suchcontingencies? Have a plan and put it inwriting. Discuss what you want to happenwith those who need to be in the conversa-tion.

Protecting Your Business and FamilyBy: Dennis P. Begley, CLU ChFC CBC CBIZ AiA



Things you need in place as abusiness owner:

A Business Continuity or Buy and Sale plan.Who is going to take over the business? How arethey going to purchase it from your heirs or you?

A will. And make sure it is kept up-to-date.

Life insurance. Cash at your death is the onlything that can make a really bad situation better.Someone is going to have to write some checks.How much is needed and where is it going tocome from?

Disability insurance. This is in case you can’t runthe business, and will ensure you don’t have todepend on it for your income. Insure what youcan least afford to lose. Check into providing itfor your employees, too. Bad things happen togood people. How long will you continue payinga disabled employee? Have a sick-pay plan inwriting to protect your business. You can’t arbi-trarily continue paying a disabled employee.

A Long-Term Care plan. There will be a timewhen someone is going to have to take care ofyou. Anyone who lives long enough will reach atime when they need care. Long-Term Care insur-ance allows your family the luxury of enjoyingyour company as a family, rather than as yournurse.

A Business Valuation. As a business owner, youneed to know what your business is worth formany reasons. You should learn how a business isvalued. That knowledge will impact how youview and run your business. (CBIZ AiA can offeryou a valuation at no cost. Contact AASP-MN fordetails.)

You owe it to your business, your family,your employees and, more importantly, to your-self to plan for the disposition of your business.The day will come when that plan will be imple-mented. Without planning, you are going to leaveyour family and employees in a mess that yourbusiness may not survive. No one knows yourbusiness better than you do. You should be mak-ing the decisions rather than your executor.



FEATURE

For over 50 years, Bill Sauer has been serving therepair industry of Minnesota in a number of ways.Sauer, the founder of IDENTIFIX (one of the nation’spremier phone and web diagnostic companies) hasbeen an industry mainstay from both his role in thecompany as well as his outreach to the repair commu-nity at-large – and especially his participation inAASP-MN. Following his recent announcement thathe would be retiring from IDENTIFIX, AASP-MNNews sat down with Sauer to get a glimpse into hisdecorated past and learn about his plans for the future.

Sauer started out as a service station dealer foreight years, then designed and built a diagnostic center(Autotraac, St. Anthony Village). Four years later, he sold the facilityand opened his own equipment sales company. In holding trainingcourses for his customers, he noticed that many in attendance lackedunderstanding of “theory of operation.” As Sauer explains, “You can’ttell what’s wrong if you don’t know what’s right!” In 1976, hefounded Autotech to provide advanced technical training. With the ar-rival and complexities of computerized vehicles in the 1980s, how-ever, Sauer took it a step further and founded IDENTIFIX (thencalled Autoline Telediagnosis) in 1987 to offer over the phone techni-cal assistance to the auto repair industry.

IDENTIFIX initially went online in January 1988, with four spe-cialists manning the phones. Today, the Roseville-based company hasfielded over 4 million calls to its Repair Hotline through its 46 OEfactory-trained, ASE Master L1 carline specialists, all of whom areformer technicians themselves. The hotline has also helped compilean exclusive database of short-cut tests and confirmed fixes(700,000), which have been documented and made available in thecompany’s award-winning tool, Direct-Hit.

“When electronic ignition came on the scene, it became obvious

that the mechanics (as they were called then) were inneed of training on new technology,” Sauer explains.“Then with the arrival of computerization of cars, I pre-dicted there would be an additional need for help.That’s when I formed the business plan for IDENTI-FIX. When I had my shops, I had certain people to callwhen I got ‘stuck’ - someone who specialized in airconditioning, someone who specialized in brakes, andso on - and I was never afraid to reach out for assis-tance. This mindset, and the knowledge that there was aneed for assistance like this, led to the formation ofIDENTIFIX.”

Even prior to his development of IDENTIFIX,Sauer always held training and information in high regard. This com-mitment led in large part to his association with AASP-MN. “Shortlyafter opening my shop, I joined ASA [which then became AASP-MN],” he notes. “I’ve always placed a high value on industry in-volvement. My membership in AASP-MN has helped me learn howto run a business, and the networking you can do with other people inthe industry is incredible. I’ve always said that you cannot run a suc-cessful shop by hiding in the service bays. Involvement in a trade as-sociation like AASP-MN is a must.” Sauer’s extensive support of theAssociation over the years includes a stint as the Chair of AASP-MN’s Education & Training Committee, numerous sponsorships andtraining courses hosted by IDENTIFIX. Most recently, he was hon-ored by AASP-MN with a special Lifetime Service Award at the As-sociation’s 2013 Annual Meeting & Convention.

“In all the years I’ve worked with AASP-MN, receiving thataward has got to be my fondest memory,” he recalls, “and the mostsurprising! Obviously, to be recognized in this way was a very nicething, but the fact that everybody was able to hide it from me until theday of was so, so cool. I remember walking into the luncheon and

AASP-MN Salutes Bill Sauer in His Retirement

(L-R): Bill and his wife Duffy, pictured while dogsledding in Northern Minnesota; words of wisdom on a plaque Bill received fromhis mother shortly after going into business.


seeing my wife of 57 years, Duffy, and mydaughter Lisa in the audience. It was anamazing surprise and honor.”

“Being around shop owners in this ca-pacity for so many years has been such aneye-opening and positive experience,” Sauercontinues. “The people I’ve worked with aredown-to-earth, willing to learn and profes-sional. It’s so refreshing to work with peoplewho, like myself, are working to raise up theimage of the repair industry to the public.AASP-MN members are committed to bet-tering themselves and the industry as awhole.”

As Sauer says goodbye to the industryhe’s worked so hard in for over five decades,those who know him are fully aware thatthere will be no downtime for this retiree.Sauer is a known world traveler whose ad-ventures include riding mules to the bottomof the Grand Canyon, kayaking with whalesin Alaska and living with nomads in Mongo-lia and Siberia (he’s traveled in the Arcticseven times, sometimes sleeping in tents in -temperatures 45 below zero!). “You couldsay I’ve always been one to keep busy,” hechuckles. “The people close to me alreadyknow about my more interesting hobbies…Ihave a flower garden that I maintain, and Ialso enjoy woodworking and dog sledding.I’m known for extensively decorating ourhouse for Christmas - and we regularly winthe annual St. Anthony Village lighting con-test! Duffy and I regularly host internationaldinner guests through the US State Depart-ment, which has led to some unexpectedfriendships from around the world, not tomention some great stories. Oh, and I’m alsoa wildlife rehabilitator. I’ve got 11 raccoonsin a cage in our yard as we speak! In my re-tirement, the main thing I’m going to try toaccomplish is to finish the book I’ve written.It’s my life story, focusing on entrepreneur-

ship and adventure. It’s all finished, justneeds some photos added.”

With decades of life experience both inand out of the auto repair industry under hisbelt, Sauer offers the following words of wis-dom: “You cannot be successful in businesswithout a business plan, not to mention onethat’s flexible. You must be willing to adaptyour plan, and obviously proper financing isalso key. More than that, do not be afraid tobe unique. I was once the sole diagnosticcenter in Minnesota. When we began IDEN-TIFIX, the idea of a technical hotline was the

first of its kind to be broken down into spe-cialized categories. As John D. Rockefellersaid, ‘If you want to succeed, you shouldstrike out on new paths, rather than travel theworn paths of accepted success.’ Closer tohome, my mother gave me a plaque when Ifirst went into business that says, ‘Behold theturtle! He makes progress only when hesticks his neck out.’ Using both of these say-ings to develop my mindset over the yearshas served me well, and I’m grateful for themany years I’ve had to serve the industry thatI love the most.”


The service station, circa 1963.





You may be visited by a hazardouswaste inspector as regularly as once a yearor much less often. Either way, you proba-bly feel a little anxious when they showup at your shop. You want to do the rightthing, but you’re not always sure what thatis. The MPCA has checklists you can useto manage your hazardous waste compli-ance yourself, at any time.

The checklists are available online.Do a web search for “MPCA Environmen-tal Audit Program,” or go towww.pca.state. mn.us/0agx5e7. Scrollabout halfway down the webpage to findand print the checklist for your hazardouswaste generator size. Information at thetop of the checklist will help you makesure you are using the right one. Mostshops are Very Small Quantity Generators(VSQG) or Small Quantity Generators(SQG).

Walk around your shop with thechecklist, answering the questions foreach section. Don’t rely on memory. Putyour eyes on each area that you are check-ing. For each question that you answer‘yes,’ you are following the rule. Makechanges at your shop to correct any ques-tions that you answer ‘no.’

The checklist is for you to use and

keep - you do not submit the checklist tothe MPCA or your county. This meansthat you can use it the way it works bestfor you. You can go through the entirechecklist and prioritize the changes to bemade, or you can make corrections as yougo.

For example, as you review the emer-gency preparation questions, you maywant to come back to that section later tosort out what equipment you have avail-able and make a list of what you need. Or,if you see that a used paint drum isn’t la-beled with the words “Hazardous Waste,”you can add the label immediately andcheck “yes” on the checklist.

When you are back at your desk, youcan click on web links in the checklist on-line for more information on each topic.Almost all of the fact sheets referenced inthe checklist can be found on the MPCAwebsite at www.pca.state.mn.us/veiz8a8.The same webpage has information onspecific wastes commonly found at autobody and repair shops, such as antifreeze,used oil and parts washer solvent.

Make time at least once a year to gothrough the checklist. Each time, pull theprevious one out of your files and look forrecurring problems. Is the funnel on the

used oil drum always unlocked? Maybethe solution is as simple as painting thefunnel latch a different color so it standsout. Work with your employees and col-leagues to come up with solutions.

If you are inspected by your countyhazardous waste department each year,consider going through the checklist aboutsix months later and combine it with thelist of corrections from the county inspec-tor. This six-month ‘check-up’ will helpyou avoid the same violations at your nextinspection.

You can also use the checklist to par-ticipate in the MPCA Self-Audit programor to qualify for the MPCA Green Staraward. More information about these pro-grams is available on the MPCA’s Envi-ronmental Audit program web page atwww.pca.state.mn.us/0agx5e7.

Environmental rules are written toprotect human health and the environ-ment. Of course, your shop is affected byrules and policies that aren’t covered bythese checklists, but they are a good placeto start. Using the hazardous waste check-list can help you be more confident thatyou are following the rules correctly, evenif you don’t expect an inspector any timesoon.

Ready for the Inspector: A Checklist for Hazardous Waste Compliance

PARTNERS IN PREVENTION


20 September 2014 AASP News

Greco Publishing Names Alicia Figurelli Director of SalesThomas Greco Publishing Inc.,

publishers of New Jersey Automotive, NewEngland Automotive Report, Hammer &Dolly, AASP-MN News and Wisconsin Au-tomotive News, has named Alicia Figurelli Director of Sales.

Figurelli, the current Vice President ofthe company, will be adding all sales re-sponsibilities for the company’s publica-tions as well as booth sales for AASP/NJ’sNORTHEAST® Automotive Trade Showand the NORTHEAST Conference Journal.

A graduate of Seton Hall University,Figurelli joined Greco Publishing in 2003as an Editor before gradually moving up toManaging Editor. She was named VicePresident in 2009. A constant for over adecade, Figurelli is a well-known figure familiar with every facet of the industry,bringing experience from editorial, admin-istration and management to go along withher sales abilities.

Alicia Figurelli can be contacted at(973) 667-6922 / (973) 235-1963 (fax) orvia email at [email protected] more information on Greco Publishing,please visit www.grecopublishing.com.

SPECIAL ANNOUNCEMENT


to service their current vehicles with 134a. A fact sheet on the proposal can be found here:

www.epa.gov/ozone/downloads/SAN_5750_SNAP_Status_Change_Rule-Fact_Sheet_070714.pdf

Trichloroethylene Receiving New Scrutiny from FedsSeveral federal agencies are coordinating efforts to either replace

trichloroethylene (TCE) as an ingredient in solvents and degreasers, orstep up warnings about its suspected dangers. The National ToxicologyProgram (NTP) is considering a change in the status of TCE from itscurrent “reasonably anticipated to be a human carcinogen” to the“known carcinogen” category. Additionally, the EPA will hold an unre-lated public workshop on a draft work plan to find replacements forTCE.

The NTP proposal comes from a draft report on TCE released onJuly 1 which will then undergo a peer review before being submitted tothe Secretary of Health and Human Services for the final decision. Thesecretary’s decision would not impact uses of TCE, but could changeworkplace hazard communications regulations.

The EPA effort, however, could change the use of TCE in degreas-ing processes. The EPA has been undertaking an effort to create a workplan for identifying alternatives for TCE and working with industries,including automotive parts manufacturers, to transition to substitutes.However, there are industry concerns that the transition could prove tobe prohibitively expensive, and potentially less effective at cleaningproducts like electronics, auto parts and others that are subject to de-greasing in the manufacturing process.

To review the draft NTP report on TCE, visit http://ntp.niehs.nih.gov/ntp/about_ntp/monopeerrvw/2014/august/draft_tcemonograph20140812.pdf.


NATIONAL NEWScontinued from pg. 11


Maximum ServiceLocal support keeps your program run-

ning smoothly. We know that service is morethan doing the job. Excellent service is the re-sult of going above and beyond. That’s whyyou’ll see the same familiar face at every de-livery. We know service is more than a 1-800number. Service is showing up. Every day, nomatter what.

New Diamond Plate Shop Shirt, Manufac-tured by Red Kap® – Available throughAmeriPride

Meet one of the newest additions to ourAmeriPride family of Shop Gear productsbuilt specifically for car guys. Garage-testedfor durability and comfort and inspired by carculture, it’s loaded with features designed tomake doing your job easier and look goodwhile doing it. It’s a shirt that’ll work as hardas you do – day after day, car after car.

New Performance Shop Pants and Shorts,Manufactured by Red Kap® – Availablethrough AmeriPride®

AmeriPride’s performance shop pantsand shorts are unique in the industry. Theycome standard with features to make your jobin the automotive field a little easier. Like acargo pocket on the left leg and double-pock-ets on the right leg for easy access to phone,keys and tools. And a concealed waistbandbutton to prevent accidental scratching ofpaint jobs.

Minnesota-based AmeriPride makes iteasy to maintain a clean, professional image.We’re a one-stop solution for uniforms, linensand facility care products. Since 1889, oursuccess has been built on products and serv-ices that exceed industry standards and cus-tomer expectations. It’s not a coincidence thatour customers stay with us. We are time-tested. We are always ready to serve. We arethe People You Can Count On®.

www.ameripride.com


CASH IN ON YOUR MEMBERSHIP!

The Partner You Need to Do Your Image Proud!

Minneapolis612-331-1600

Bemidji218-751-5150

Mankato507-345-1039

Hibbing218-263-3611

St. Cloud320-251-2525

Fargo701-232-7484

AmeriPride® is the AASP-MN Preferred Uniform & Facility Care Product Supplier!

WORKERS’ COMP INSURANCEMeadowbrook Insurance GroupContact: Dennis Spindler763-549-2238 / [email protected] scheduled credit makes Meadowbrook one of themost competitive programs around for Worker‘s Compensa-tion insurance. In addition, members are eligible to receivean annual dividend based on the group’s loss ratio. For moreinformation, log on to www.wcpolicy.com/aaspmn.

PROPERTY/LIABILITY INSURANCECBIZ AIAContact: Dennis Spindler763-549-2238 / [email protected] AIA will present AASP-MN members with quotes from mul-tiple carriers for property/liability insurance and members canchoose the program that best fits their situation. As an addedbonus, CBIZ AIA will offer members an exclusive 10% discounton their property/liability insurance premiums.

EMPLOYEE BENEFITSCBIZ AIAContact: Dennis Begley763-549-2260CBIZ AIA will provide AASP-MN member with quotes frommultiple carriers for life insurance, health insurance, long-term care and disability insurance.

UNIFORM & LINEN SUPPLIESAmeriPride ServicesContact: Jim Dillon651-955-1398 • Fax: 952-738-3318 [email protected] pricing to members on rental of uniforms, en-trance mats, shop rags, etc. Purchases are also discounted.Members receive annual rebate equal to 10% of their busi-ness with AmeriPride each year.

CREDIT CARD PROCESSINGAssociation BankCard ServicesContact: Mac Hardin952-933-2026 • Fax: 952-933-4595 [email protected] rates for AASP-MN members. Terminals andprinters sold at cost. Monthly rental of equipment is alsoavailable.

INDUSTRIAL & PAPER PRODUCTSWipers & Wipes, Inc.Contact: Dennis JulsonPhone: 651-486-4866 Fax: 651-486-4859 Discounts on industrial supplies and paper products. Free,next-day delivery is available in the metro area. Shipping freeto outstate members with $100 purchase.

WEBSITE AND INTERNET MARKETING SOLUTIONSNet DrivenContact: Jon Napoli218-623-7351 / 218-310-7285Net Driven is a market leader in website and internet market-ing solutions designed exclusively for the automotive indus-try. Net Driven assists independent tire and automotiveindustry dealers who are looking to increase revenue by sell-ing more tires, service, and wheels. AASP-MN members whochoose Net Driven are eligible for a $500 discount off their1st year setup fees. For more information, contact JonNapoli.

StormlogixContact: Paul Switzer732-364-1156 / [email protected] extends a discount on its website packages toAASP members. Costs can be spread out over 6 months.

TECHNICAL INFORMATION HOTLINEIDENTIFIXPhone: 800-288-6220 Fax: 651-633-2188Members enjoy discounted prices on the industry’s #1 tech-nical information hotline. One free call is extended to all first-time AASP-MN member callers.

BUSINESS FORMS/CALENDARSAASP-MNContact: Jodi PillsburyPhone: 612-623-1110 or toll free 800-852-9071 Fax: 612-623-1122 / [email protected] rate on printed business forms and calendars.

SHOP SERVICESSummit Software & Mobile SolutionsContact: Frank Terlep 888-377-2661 / [email protected]. Website: www.emarketingsherpas.comAASP members receive a $50 discount on their annual e-Marketplace subscription, a digital marketing system that in-cludes mobile phone apps and a complete customer service,sales, marketing, advertising and communication platform.

INFORMATION PROVIDERSMitchell1Contact: Mitchell1 RepresentativePhone: 888-724-6742 x 6986AASP members are eligible for special Mitchell 1 informationand management programs at significant discounts. For moreinformation, log onto www.mitchell1.com or contact the Mitchell1 representative at 888-724-6742, X6986.

Mitchell International Contact: Mitchell International Representative Phone: 800-238-9111AASP members receive a 15% discount on any Mitchell Re-pairCenter TechAdvisor package. Visithttp://repaircenter.mitchell.com/Catalog/OEMRepair.aspx for more information.

PAYROLL PROCESSINGCBIZ PayrollContact: Bob Willbanks612-298-1176 / [email protected] receive 20% discount off standard payroll productsand services (excluding 401k). Members who switch prior toJune 30 will receive first month of payroll 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.com180BIZ offers BUSINESS COACHING to AASP members at asteep 20% discount! One Eighty Business Solutions LLC(180BIZ) has been helping shop owners increase profits and carcount while decreasing stress since 2003. AASP members re-ceive a discount on very affordable one-on-one coaching planswithout long-term commitments and complicated contracts.180BIZ offiers a risk-free trial of their services. To learn more,please call or email us, or visit our website.

REPLACEMENT PARTSDorman ProductsPhone: 800-868-5777, ext. 5329Website: www.dormanproducts.comAASP members receive insider information, special accessand other perks from Dorman Products, a leading supplier ofdealer “exclusive” automotive replacement parts.

LEGAL CONSULTATIONFryberger, Buchanan, Smith & FrederickPhone: 800-496-6789 Fax: 218-725-6800Members receive free, over-the-phone legal assessment andconsultation (some restrictions apply) with an attorney whospecializes in the area of law that is the subject of the call.

AASP-MN MEMBER BENEFIT PROGRAMS

Special pricing for AASP-MN membersAmeriPride Services offers a towel, rug, and uniform rental program to AASP-

MN members that features discounted prices, annual rebates, free installation, freeemblems, no deposits and no set-up charges.

Participation in this program supports AASP-MN’s programs and services.

Professional ImageIn your industry, trust rules. You work hard to earn it from customers every day.

When your business features branded workwear and floor mats, clean restrooms andbays, customers trust that you’re doing things right. This helps you stand out from theshops down the street, and keeps customers coming back.

Fully-Managed ProgramWith a uniform and facility care product program from AmeriPride, you’ll save:

• Time – We’ll manage the details so you don’t have to. Customer Portal with online billing and payment adds convenience and ease.

• Space – Stocking the exact quantities your business needs.• Money – Weekly inventory monitoring means you’ll only spend on what youneed.





Documents

AASP-MN News September 2014