Northern California

Northern California March 2013

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A u t o m o t i v e C o u n s e l i n g & P u b l i s h i n g C o . I n c .
8 9 9 L o g a n S t . , S u i t e 3 1 1
D e n v e r , C O 8 0 2 0 3
E l e c t r o n i c S e r v i c e R e q u e s t e d
Serving Northern California & NW Nevada Volume 11 Number 3 March 2013
U . S . P o s t a g e
C o l u m b i a , M O
P e r m i t N o . 3 5 3
Pages 15-20 C1-C4
Heavy-duty collision repair requires
diverse talents and adaptability . . . . 15
Frame work, alignment, HD
repair, machine shop services,
and emergency equipment
repair can all be had under the
27,000-square-foot roof of
West Coast Frame and Collision Repair.
Business attorney tests collision shop
owners’ knowledge of employee law . C-2
Cory King offers attendees at the recent CIC
a pop quiz on their knowledge of human
resources practices.
Toyota’s Predictive Estimating promises
quicker, more accurate repairs . . . . C-4
Software tool will be integrated into
estimating platform, with other OEs to follow
Collision Tools & Equipent . . . . . . C-4
Collision Repair Training Notes . . . 20
by Dick DeLoach
Fresno, Calif.—Taken
together, Ryan Voorhees, co-
owner of Fresno Diesel & Gas,
said the diesel and gas industries
are too complicated for one
person to keep up with, so the
shop has specialists in each area.
“Co-owner Bill Short and
myself complement each other
well,” Voorhees said. “Bill has an
exclusive automotive background
and training and I have the same
in the diesel field. So whether it’s
repairs or parts, we got it
Voorhees said his formal
training started in his early 20s when he
was hired at a diesel repair shop and
received independent diesel fuel training
from Stanadyne, Bosch, and Delphi. “You
can’t get into those schools without being
referred by a dealer,” he said.
Short, whom Voorhees said he’s known
for years, is one of the highest trained
automotive technicians in the San Joaquin
Valley. “Bill is an ASE Master Technician
with 30 years’ experience,” Voorhees said.
“He also teaches brake and lamp test
preparation courses at Automotive
Services in Fresno.”
At the end of 2006, both men found
themselves ready for a change, Voorhees
said, so in January 2007 they pooled their
resources, brought in Voorhees’ mother,
Jan, to run the front office, and opened
Fresno Diesel & Gas – just as the
economy began to crash.
“It was a bit nerve-racking to see
businesses in our related fields close one
by one,” Voorhees said, “but in the
beginning we kept our overhead low and
In addition to repairing and
maintaining everything from diesel
and gas sedans to medium-duty
diesel trucks, a key factor in the
success of the business is diesel
parts sales, both retail and
wholesale, Voorhees said.
“We are dealers for many major
fuel system components including
Stanadyne, Bosch, BD Diesel,
Alliant Power, and Delphi, which
we not only buy at a much lower
cost and pass those savings on to
shops and our walk-in customers,
but we are the only company
within our territory that can
purchase some of those lines.”
Voorhees said he also does sublet work
for as many as 20 repair shops in the
Valley. “Most people don’t know a lot
about diesels,” he said. “My rule is, if you
purchase parts from me, I will help you.
INSIDE Parts & People
More than 11,300 circulated
Innovation — from concept to market —
sets Peterson Manufacturing apart . . 3
New website ‘toolbox’ can help shops
prepare for NCCM in April . . . . . . . . . . 3
Industry comes together for
CAWA-ASCCA summit . . . . . . . . . . . . . 5
distributors, and installers
network and learn at the
Automotive Aftermarket
Industry Summit.
Auto Notes . . . . . . . . . . . . . . . . . . . . . . 8
Underhood’s three ‘B’s — battery, belts, and
basics — drive service at Vaca Valley . . . 9
Underhood repair potential is often
overlooked and new —and old —
opportunities for service need to be
OTC breaks new ground with launch of
tablet-based diagnostic tool . . . . . . . 12
Training, tools, and integrity bring new life
to Rancho Cordova repair facility . . . . . 13
Owners of The Auto
Specialists had to build
business when they
bought their shop and
learn the trade, beginning
with top-notch staff and
customer relations.
Cooper’s Keys to Auto Repair Profits . 21
New Product Notes . . . . . . . . . . . . . . . 24
As emerging technology gains traction,
charging systems are adapting . . . . 25
Mechanical Repair Training Notes . . 26
Heavy-duty industry arrives in record
numbers for HDAW 2013 . . . . . . . . . . 27
Successful execution of brand promise
and value drives profits . . . . . . . . . . . 28
People & Places . . . . . . . . . . . . . . . . . 29
Fresno Diesel & Gas Co-Owners Bill Short (l.) and Ryan
Voorhees and Ryan’s mother and office manager, Jan
Voorhees, say they offer retail and wholesale customers
great service and parts prices.
More photos and
articles at
Online Edition at
Underhood Maintenance
& Air Conditioning
. . .
Medium- & Heavy-Duty Truck
Continued on page 22
. . . . . . . . . . . .
Coming focus issues
Diagnostic Strategies /
Automotive Refnishing
Dealership Parts & Service /
Undercar Maintenance & Repair
Fresno Diesel & Gas expands by having
experienced specialists in both disciplines
Page 2 March 2013 Parts & People
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New website ‘toolbox’ can help shops prepare for National Car Care Month in April
by Rob Merwin
Bethesda, Md.—As National Car Care
Month (NCCM) approaches, shops can
leverage the Car Care Council’s national
consumer media campaign, new website,
and abundance of materials to help
expand their businesses in April, said
Rich White, executive director, Car Care
“We want to help the industry use the
content to promote National Car Care
Month,” White said. “We’re hoping more
and more shops and stores participate.
There’s no one-size-fits-all — there’s
numerous ways to get involved.”
He said the Car Care Council’s new
website makes it easier for consumers to
navigate, and it also has a new section for
the industry that offers resources to get
involved in NCCM. It features a toolbox
of various materials for shops to use
depending on their degree of
involvement. The industry tool kit for car
care month and hosting events can be
found at
Many auto repair shops and parts stores
throughout the country celebrate National
Car Care Month by hosting community
car care events, White said. At these
events, businesses volunteer their time to
check components on vehicles that
typically get overlooked, including tires,
air filters, lubricants and fluids, belts and
hoses, battery cables, and lights. The free
vehicle inspection events emphasize the
importance of preventive maintenance
and educate consumers about how to take
proper care of their cars.
Shops that are interested in holding a
car care event can visit the website, or
contact the Car Care Council by e-mail, and, or call them
directly at 240-333-1088 and 240-333-
1030, respectively.
“We can talk and walk you through it,”
White said. “It’s a good opportunity to
touch base with existing customers to
reinforce their loyalty and to meet new
customers, too.” n
Peterson Manufacturing says innovation — from concept to market — sets them apart
by Matthew Sevart
Grandview, Mo.—In 2010,
the U.S. Department of
Transportation’s Federal Motor
Carrier Safety Administration
launched the Compliance,
Safety, Accountability (CSA)
program, which included the
Safety Measurement System
(SMS), a system designed to
monitor and analyze all safety-
based violations committed by
heavy-duty commercial fleet
vehicles and their drivers.
“The CSA is keeping records
of the over-the-road trucks and
fleets to determine on-road
performance in order to identify
unsafe vehicles,” said Mark
Assenmacher, marketing director for
Peterson Manufacturing Co., an innovator
in the production of vehicle safety lighting,
reflectors, electrical harnesses, and related
heavy-duty products. “They are reviewing
and scoring the fleets’ and drivers’
operational metrics. Fleet and maintenance
directors are trying to protect their ratings
and drivers in a number of ways, and one
of which is maintaining operational
Vehicle safety lights are one of the few
observable violations that a highway
patrolman can immediately see and cite.
Many fleets are making changes to their
lighting systems in order to avoid those
citations, while enhancing the overall
effectiveness of vehicle safety lighting on
heavy-duty/fleet trucks, said Steve
Meagher, vice president of sales for
Peterson Manufacturing.
One major push, he said, has been the
implementation of LED lights, which
Peterson designs, manufactures, and
markets under its Piranha brand.
“LED lights are a superior product and
last six to 10 times longer than traditional
bulb assemblies,” Meagher said. “As a
result of the regulations and the price point
on LEDs getting closer to the incandescent
lights, we are seeing more and more trucks
and trailers outfitted with LEDs.”
And while LEDs have
extended the life expectancy of
the lights, the light is only as
good as the wiring harness that
connects to the assembly, which
can often become corroded,
leading to major component
failures, he said.
The corrosion occurs,
Assenmacher said, as a result of
a mixture of road chemicals that
develops on the undercarriage of
trailers as trucks drive through
different weather patterns.
“We call it the chemical
cocktail,” he said, “and it is
causing corrosion, which is the
No. 1 issue for producing
equipment — something
fleets want to avoid.”
Five years ago, in
response to the corrosion
issue that so many fleets
were facing, Meagher
said, Peterson
Manufacturing began
R & D on a modular
harness/lighting system,
resistant to corrosion. One year later, the
Peterson Defender System was
manufactured and sold to replace
traditional electrical harness systems.
“For 25-30 years, the R & D on
traditional harness systems had been
limited,” Meagher said. “We designed
significant improvements and took it a step
further with the corrosion issue, so we
made the investment and created a single-
source solution that is now in its fourth
year of production.”
Assenmacher added that the Defender
System comes with a 10-year warranty,
specifically covering corrosion, and is
currently installed on a number of major
over-the-road fleets, and with more than
three billion miles on the road, there have
been little to no warranty issues.
Turning a new product such as the
Defender System around in just one year,
from concept to market, while maintaining
strict quality control, is a testament to
Peterson Manufacturing Company’s
vertical integration,
which allows Peterson to
keep everything in house,
Meagher said.
“We have 10 different
divisions of Peterson
Manufacturing,” said
Meagher, adding that the
company’s 670,000-
square-foot campus, with
450 employees, houses
management, sales, engineering, research
and development, manufacturing and
assembly, quality control, purchasing,
shipping, receiving, and warehouse
Parts & People March 2013 Page 3
Underhood Maintenance & Air Conditioning / Medium- & Heavy-Duty Truck Focus Issue
Five quick ways shops can participate
Bethesda, Md.—Supporting National
Car Care Month doesn’t have to take a
lot of time, said Rich White, executive
director of the Car Care Council. “Just a
few minutes is all it takes to help your
customers learn the safety and
economic benefits of regular vehicle
The Car Care Council suggests five
quick and easy ways to get involved in
National Car Care Month:
1. Suggest your customers sign up for
the free customized service schedule
and e-mail service from the nonprofit
Car Care Council at
2. Send your customers to to
view the free digital Car Care Guide,
available in English and Spanish, or
order a free printed copy for their
glove compartment.
3. Print out car care tips at
resource/car-care-tips and leave them
out for customers to read while they
are in a waiting room or standing at
the counter.
4. Hang a Car Care Month poster and
banner, and place a Car Care Month
mirror dangler on each customer’s
rear-view mirror. Make your own
signs or get a special point-of-sale kit
from the Car Care Council at
5. Hosting a car care event in your
community? Visit
participants/host-an-event to list your
event at no charge on the Car Care
Council’s website. n
Continued on page 6
Being a USA manufacturer and producing all the core Peterson
Manufacturing items in house, via vertical integration, really
differentiates Peterson from others in the market, says Vice
President of Sales Steve Meagher (r.), pictured with Marketing
Director Mark Assenmacher (l.), and Receptionist Karman
“We call it the chemical
cocktail, and it is
causing corrosion,
which is the No. 1
issue for producing
ineffective equipment.”
Page 4 March 2013 Parts & People
Publisher’s Statement
Parts & People
The Monthly Regional Publication
For Northern California
Automotive Specialists
Volume 11 / Number 3, March 2013
Publisher: Lance Buchner
Associate Publisher: Michael Anderson
Managing Editor: Rob Merwin
Northern California Regional Manager:
Steve Sharp
Contributors: Jerold B. Smith,
Matthew Sevart, John Yoswick,
Dick DeLoach, Jay Sicht
Graphic Arts Director: Mario Waller
Printer: Tribune Publishing Co. Inc.
Parts & People is published monthly by
Automotive Counseling & Publishing
Company, Inc., a Colorado corporation.
ISSN 1083-771Z
Northern California Edition
Phone: 415-513-5904
Corporate Office
Automotive Counseling & Publishing Co., Inc.
PO Box 18731, Denver, Colorado 80218-7310
President/Publisher: Lance Buchner
National Sales Director & Associate Publisher:
Michael Anderson
Founded by Lance Buchner and Dave Lucia.
Executive Assistant / Financial and IT Manager:
Amanda Buchner
Web and Production Manager: James Faust
Circulation: Tracy Buchner,
Subscriptions are free to all automotive-related
Northern California regional business owners and man-
agers; $36 per year, per edition to all others.
For mail renewals or change of address, please include
mailing label.
Reproduction of any of the contents of this publication by
any means is prohibited without specific written permission
of the publisher.
Copyright 2013, Automotive Counseling & Publishing
Company, Inc. All rights reserved.
Shifting ‘sweet spot’ is an industry challenge
The “Aftermarket sweet spot” is an accepted concept in the
industry generally agreed to be the age range of vehicles where
the entire aftermarket channel, especially independent repair
and maintenance, thrives. Sweet-spot vehicles range from
those just out of warranty to older ones that are still worth
putting significant money into maintenance and repair.
A recent AASA (Automotive Aftermarket Suppliers
Association) Industry Analysis, well-crafted and written by
Paul McCarthy, vice president of industry analysis, and Bailey
Watson, AASA analyst, brings clarity to the concept and
describes a shrinking, shifting sweet spot in an expanding
vehicle parc anticipated now through 2018.
During the last few years, following the economic downturn
and resulting drop in new vehicle sales, the sweet spot
expanded in size to a range of six to 12 years. The sweet spot’s
larger size and range provided momentum and a profitable
target for the industry as a whole, but as the analysis reports, it
peaked in 2011 at 104 million vehicles and is estimated to drop
to 82 million by 2018. The decline of 22 million over six years
is directly linked to new car sales having dropped over the last
half decade. Now, an accelerated cycle of new vehicles
subsequently impacting the aftermarket sweet spot has begun.
The analysis concludes this is neither a headwind nor
tailwind, but rather advises that suppliers can prepare in
advance for the declining sweet spot. The report states
emphatically, however, “The market is not going away.” The
large U.S. vehicle parc of more than 243 million vehicles in
operation is not shrinking but, according to AASA projections,
will continue to grow into future years.
Resist unneeded reduction of sweet-spot vehicles
The AASA analysis not only provides clarity to the concept
of a diminishing sweet spot but confirmation of the challenge
ahead. More, perhaps, than any aftermarket segment, the
service industry thrives within the sweet spot of five to nine
years. From 10 years old and older, the vehicles coming to the
service industry for repair are less profitable and efficient to
service. Many in the industry view much of the 10 and over
vehicle population benefitting the retail parts business and
“shadow” service providers outside the mainstream industry.
As suggested in this column before, other threats of
influence and intervention remain to further reduce sweet-spot
numbers. Industry leaders and associations will hopefully
maintain vigil to resist initiatives that will compound the
The current surge in new vehicle sales is driven, in great
part, by vehicle credit loans characterized by some credit
agencies as almost 50-percent subprime. In this economy,
“repo” will become “previously owned,” crowding the used
car market and providing impetus for vehicle parc turnover.
Under the guise of “green” there is building pressure to turn
the fleet faster to meet new standards. Programs such as the
ill-fated “Cash for Clunkers” need to be resisted. The number
of foreign buyers at vehicle auctions and the subsequent
exporting of U.S. vehicles should be curtailed, too. The
growing pressure toward GPS monitoring in all vehicles for
insurance, registration, and location-revealing purposes will
add additional pressure for vehicle parc turnover.
An empowered EPA will skirt the need for legislation and
exercise its regulatory powers to thin the vehicle parc of “old
technology” and determine vehicle life span for vehicles
currently in the sweet spot and beyond. Similarly, preventing
increased total-loss determination by insurers in collision
repair shops will keep more mid-age vehicles on the road.
Reducing further, unnecessary loss to the vehicle parc
“sweet spot” should remain a top-of-mind concern during the
next five years. n
Over 30 powertrain units in stock
Remanufactured to Ford specs
No risk core policy – All cores accepted
3-year 100,000 mile warranty – Exc. diesel
Quality, competitive pricing, excellent availability
Competitive Motorcraft pricing with recently reduced
pricing on brakes, rotors, drums and calipers
Large inventory of collision parts
Hot Shot delivery – within 5 mile radius
“Quality Makes The Difference”
FAX 650-301-7087
3-year unlimited mileage warranty
Eight delivery vehicles serving Davis,
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Tahoe and the Greater Sacramento Area.

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Manufacturers, distributors, and installers come together for CAWA-ASCCA summit
by Steve Sharp
Newport Beach, Calif.—Manufacturers,
distributors, and installers came together,
Feb. 8-9, at the CAWA-ASCCA 2013
Automotive Aftermarket Industry Summit
at the Fairmont Hotel in Newport Beach.
The gathering provided a forum for open
dialog between two associations
representing the entire supply chain. Topics
included what determines what parts
distributors have on their shelves, impact of
‘Right to Repair’ legislation, effectiveness
of membership-driven legislative pressure,
brake pad compliance and awareness, and
how to address the increased demand for
skilled technicians, parts advisors, service
writers, and product engineers.
CAWA Board Chair and Riebes Auto
Parts Vice President of Operations Ed
Jimenez Sr., of Yuba City, and ASCCA
President and Fisk Automotive Owner Jack
Crawley, of Fullerton, hosted the
discussions. They provided opening
remarks welcoming guests with the hope of
continued meetings, discussions, and
positive results such as the defeat of SB750
in 2012.
ASCCA representative and German
Motors Owner Dennis Montalbano, of
Fresno, and CAWA representative and
independent NAPA Owner Scott Nassif, of
the Inland Empire, led the discussion about
how decisions are made concerning what
parts a distributor carries.
Warehouse representatives said price,
demographics, quality, and warranty all
play a role. Lower-income areas are
concerned primarily with price.
Distributors servicing those areas will trend
toward economy lines, where those serving
a more affluent area will see more name
brands on the shelf. “We want to have what
you want to buy,” said CAWA Past
President Steve Sharp, of WORLDPAC.
“It’s a hard target to hit in different areas.”
Installers said warranties and product
quality sometimes had no correlation.
“When customers have to choose between
a generic brand with a two-year warranty
and a name brand with a one-year
warranty, they go with the generic part
almost every time,” Montalbano said. “The
public equates the warranty length with
product quality. The difference in
warranties can affect our use of brand
name parts.”
Aaron Lowe, vice president of
government affairs for the Automotive
Aftermarket Industry Association (AAIA),
reported on the developments since
Massachusetts passed its “Right to
Repair” legislation, saying automakers
and the industry have agreed on a
common platform for diagnostic and
technical bulletins. The use of ‘cloud’
technology will provide a common
portal for all manufacturers, and
agreements have been made with all but
GM, Chrysler, and BMW, Lowe said.
State-by-state legislation should not be
necessary and an agreement will be in
place, he added. n
Parts & People March 2013 Page 5
FH Dailey Chevrolet / Parts Department
800 Davis Street ª San Leandro, CA 94577
Hours: 8-6, M-F; 8-4:30 Sat
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ASCCA President Jack Crawley (l.) and
CAWA Board Chair Ed Jimenez were the
hosts of the 2013 Automotive Aftermarket
Industry Summit in Newport Beach,
Feb. 8-9.
From l., Dan Hansen of Hansen’s Distributing
Co., Bob Baptiste representing Performance
Warehouse, and Ed Turnqust of Standard
Motor Products were just a few of the
CAWA distributors attending the summit.
Page 6 March 2013 Parts & People
Peterson Manufacturing says innovation —
from concept to market — sets them apart
“All our core items are made right here
on the campus,” he added. “We design our
own tools, cut our own tools, and mold our
own parts. Being a USA manufacturer
really differentiates us from others in the
industry, and right now, we are seeing more
companies than ever basing their purchase
decisions on ‘Made in the USA.’”
One of the major benefits to vertical
integration is avoiding the hold-up problem
that often occurs when relying on others in
the supply chain, Meagher said.
“We can go to the customers, talk to
them, find out what they need or have
issues with, and start engineering solutions
for them,” he said. “The overseas importers
and suppliers don’t have the ongoing
product development, and that’s what
differentiates us from them — we offer a
total electrical solution for our customers.”
Peterson Manufacturing will soon be
celebrating its 70th year in business, and
while much has changed in the company
that got its start in the tire pump and horn
business, before finding its niche in
lighting, one thing has remained the same,
and that is the focus on the customer,
Meagher said.
“Business is so complicated today. You
have to look at the whole program — price,
quality, service, innovation, new products,
lead times, and customer service. You call
into Peterson, you are going to get a live
person. Guaranteed.”
Assenmacher added that Peterson
Manufacturing is reaching out to its
customers through a number of social
media avenues as well.
“We have a Facebook page, a Twitter
feed, a YouTube channel, and a LinkedIn
page,” said Assenmacher, adding that
Peterson is also releasing a new corporate
video that we will be available throughout
the 2013 tradeshow season. For more
information on Peterson Manufacturing or
to request the 2013 corporate video or
master catalog, contact Mark Assenmacher
at n
Continued from page 3
Attendees welcome new format at MACS
2013 Training Event and Trade Show
Lansdale, Pa.—The global mobile air
conditioning industry came together in
Orlando, Fla., Feb. 6-9, to learn, network,
and determine the best way forward for the
industry. More than 1250 professionals
attended MACS’ 2013 Training Event and
Trade Show and visited 92 exhibitors in
136 booths during Friday’s trade show.
“MACS introduced a new convention
format for our three-day event with great
success,” said Elvis L. Hoffpauir, MACS
president and COO. “In an economy that is
still finding its footing, we are pleased with
the attendance at our show and the
enthusiasm of our members.”
J. Marcello Ganasevici, of Delphi, a
MACS member and exhibitor, said, “I
heard very positive comments all day
Friday, especially around the training and
technical sessions — reaching the
technicians is paramount for Delphi, and
training is extremely important. Also I
enjoyed Kenny Wallace as the guest
speaker at the keynote lunch.
Phil Eggen of Supercool, a MACS
member and exhibitor, added, “We had a
good show, with more people visiting our
booth than last year. We met with both
domestic and international customers and
made some good new contacts as well.” n
Lansdale, Pa.—The 2013 MACS
Training Event and Trade Show featured a
new products showcase with 24 new
mobile A/C and engine cooling products on
display. A panel of the motor press
attending the show judged the following
products as standouts in three categories:
Most innovative new product:
AGS Swedge Lokr Kit. The Swedge-Lokr
Tool and Swedge-Lok System is the key to
permanent, fast, and economical A/C
repairs. The Swedge-Lokr Tool is designed
to fit into the compact spaces where A/C
lines are found, allowing most repairs to be
completed right on the vehicle. The
Swedge-Lok repair fittings consist of tube-
to-tube unions, tube-to-hose unions, and
block-offs. The specialized alloy and
design of those fittings makes for
corrosion-proof and leak-proof repairs that
are pressure-rated and tested up to 1,000
Best use of technology in a new
product: Santech No. MT3710 – Dual
Channel Thermometer Kit. This is a J/K-
type digital thermometer that will display
two separate probe readings at the same
time on one screen. The unit will also
perform a differential reading of the two
probes. The thermometer comes with a
protective rubber cover. The probes are
direct contact for accurate readings.
Most service friendly new
product: Beck/Arnley European
Coolants. Beck/Arnley’s new lineup of
Genuine OE Quality European Fluids
includes Euro Concentrate, Euro SF+, and
Euro ++. They are bottled in Europe and
formulated specifically for Audi, BMW,
Mini, Land Rover, Volkswagen, and Volvo
models. The bottle includes a collapsible
spout for ease of pouring. n
MACS honors new product
showcase winners
AGS Swedge Lokr Kit
Santech No. MT3710 – Dual Channel
Thermometer Kit
Beck/Arnley European Coolants
Parts & People March 2013 Page 7
The Federated Car Care program is one of the fastest growing, complete support programs for the nation’s best automotive service providers. The Federated “Get Dirty
with Kenny and the Two Guys” contest is open to any fully enrolled Federated Car Care Center member. Current members are automatically eligible. New members
must be enrolled by June 1st, 2013 to be eligible.
It’s time to get “Dirty with Kenny” and this year Kenny Schrader is bringing along his friends,
Kevin Byrd and Willie B, the hosts of the Federated sponsored SPEED show Two Guys Garage.
Kenny and the “Two Guys” will be taping a special episode of Two Guys Garage featuring the winners of this exclusive
Federated Car Care promotion as they learn how to race from the king of dirt himself, Schrader. The annual dirt
track driving experience extravaganza will again take place at the Federated Auto Parts I-55 Raceway in Pevely, Mo.
To find out how to “Get Dirty with Kenny and the Two Guys”, visit
with Kenny
The Federate
wo Guys” contest is open to y and the TTw
ed Car Care program is one of the fast
must be enrolled by June 1st,
o any fully enrolled Federated Car Care
est growing, complete support program
2013 to be eligible.
. Current members ar e Center member
s best automotive ser ms for the nation’
re automatically eligible. New member
rvice providers. The Federated “Get Di
Special service.
On Jan. 24, the first
customer hand-over
of two all-new Range
Rovers took place at
a state-of-the-art
visitor center in
Solihull, UK. It’s the
first Jaguar Land
Rover facility of its
kind in the world and
was designed to offer
customers the opportunity to undergo a
high-quality multimedia experience as part
of receiving their new Range Rovers.
With the appearance of a boutique hotel,
the Solihull visitor center offers customers
special parking, a personal concierge, and a
VIP lounge that features 16-foot ceilings. A
Meridian cinema-style theater provides
Land Rover buyers an introduction to the
brand. Guests then move to a room where
their Range Rover will be unveiled using a
3D projection technology that silhouettes
the actual building of the vehicle, all with
dramatic lighting and Meridian audio
sound to enhance the
More than 6,000
guests currently visit
Solihull each year to
take part in factory
tours and off-road
experiences, and
Jaguar Land Rover
expects an additional
2,000 guests will visit
in 2013 with the
opening of the new visitor center.
Bad economy? Apparently plenty of
buyers have money to spend on luxury
cars, as Porsche Cars North America
reported a 32 percent increase over January
2012 with sales of 3,358 vehicles for the
first month of 2013. This follows a record-
setting 2012 in the U.S. with 35,043
vehicles sold.
January’s sales leader was the Porsche
Cayenne SUV with 1,500 units sold (993
were sold in January 2012). The other hot
seller was the combination of 911
models, including the 911 Carrera 4
models that hit the market.
Industry report. At the recent Portland
International Auto Show, Ford Motor Co.
U.S. Sales Analyst Erich Merkle provided
automotive media with data on the auto
industry and projections for the future.
Citing 14.8 million unit sales for 2012 in
the U.S., Merkle said the 13-percent
increase over 2011 was tied to housing
starts across the country and shifts in
buying habits by consumers.
“In the 1970s the industry sold small cars
and minivans, shifting to larger vehicles and
SUVs in the 1990s,”
Merkle said. “Moving
forward, Boomers
began downsizing from
SUVs in 2004-2005
forward as the cost of
ownership, including
fuel costs, became vital.
In 2012, small cars
represented 21 percent
of sales, the highest
ever, and consumers are
focusing on smaller and
mid-size vehicles.” He
added that hybrid and
plug-in electric vehicles
now represent 4 percent
of industry sales and are
growing with monthly sales of 50,000 units.
Merkle also said that smaller utility
vehicles and crossovers represented 12.5-13
percent of sales in 2012 and will continue to
be aggressive, with fuel efficiency being an
important issue for any vehicle. “Trends
will be toward smaller engines that provide
better fuel economy but top performance,”
he said. “At Ford, we sold 334,364 vehicles
with our EcoBoost engines in 2012, and we
expect that number to increase to 500,000
in 2013.”
Hot show. The recent 2013 North
American International Auto Show
(NAIAS) in Detroit had 42 vehicle debuts,
38 of those worldwide introductions. More
than 5,000 automotive journalists from 58
countries were on hand and the show drew
771,000 visitors, according to NAIAS
producers. The most expensive car on
display was the Bentley Mulsanne, a hand-
crafted luxury sedan priced at $368,000.
The 2013 Cadillac ATS was crowned the
North American Car of the Year at the
Detroit show, while the 2013 Dodge Ram
1500 was named the 2013 Truck/Utility of
the Year. Both vehicles utilize an extensive
amount of advance high-strength steel in
their bodies. n
Page 8 March 2013 Parts & People
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Auto Notes compiled by Jerold B. Smith
The new visitor center at Jaguar Land
Rover’s Solihull, UK, plant offers a unique
experience for Range Rover customers
to take delivery of their vehicles.
The Porsche Cayenne SUV was the top
seller for the company in January in the U.S.
The 2013 Cadillac ATS won top honors at
the Detroit auto show. The luxury sports
sedan was hailed for its technological
advancements, driver-focused interior, and
exquisite driving capabilities.
Ford Motor Co.
U.S. Sales
Analyst Erich
Merkle provided
media with data
on the auto
industry and
projections for
the future at the
recent Portland
Auto Show.
The 2013 Dodge Ram 1500 was named the
2013 North American Truck/Utility of the
Year at NAIAS. Noted as a rugged pickup,
the Ram has a new air suspension system, a
new eight-speed transmission, and a variety
of engine choices to meet the demands of
personal and commercial buyers.
by Steve Sharp
Fairfield, Calif.— When it comes to
finding service opportunities, underhood
has been undervalued since the advent of
the 100,000-mile spark plug, Vaca Valley
Auto Parts Vice President Trevor Martin
said, adding that batteries, belts, and even
some of the basics are being overlooked.
Outside Sales Manager Traci Taylor said,
“I was making sales calls with our Dayco
rep and it was interesting to find out how
many techs are unaware of the material
used in modern belts. With the new EPDM,
rubber belts don’t crack, so you have to use
a belt gauge to check for wear and stretch.
Techs should be checking belts as a matter
of habit as in the past, but using a gauge,
not their eyes.”
Batteries are also often overlooked,
Martin said, “We spent time in the field
doing electrical-system checks and found
two of 10 were close to failure.” he said. By
testing the battery every time the hood is
up, it creates a great opportunity to keep the
customer informed about their vehicle and
may prevent them from being stranded
because of a bad battery.
In today’s busy shop environment it is
easy to miss some underhood preventive
maintenance sales opportunities, such as
belts, batteries, and cabin air filters, Martin
Outside the vehicle, shops need to be
aware of the increased service opportunity
for TPMS sensor replacement, he said,
because TPMS sensors feature a small
battery designed for approximately a five-
year life span. They are now beginning to
fail, requiring replacement of the sensor.
Martin said Standard Motor
Products (SMP) offers a
unique cloning tool that
minimizes investment and
still provides 90 percent
vehicle coverage. Vaca Valley
also stocks OE TPMS sensors
through ACDelco and
“Standard offers TPMS
training online and lunch-and-
learns. Every car since 2007 is
equipped with TPMS, so the
numbers requiring service will continue to
grow,” Martin said.
Vaca Valley offers many training
opportunities, including brakes, emissions,
charging systems, and shop management,
and classes are also available through a
variety of its suppliers, Taylor said.
“ACDelco is absolutely one of the best.
There is a cost associated, but it is well
worth the commitment.”
Training is held in a classroom or shop,
and available online, live, and archived.
Lunch-and-learns and live Webinar classes
are also popular, she added. “The live
Webinar classes allow for questions and
interaction, adding the benefit of
clarification of point or detail. Archived
classes can be called up for review or
shared with co-workers.”
“Family” is a common theme throughout
Vaca Valley. “It’s who we are,” Martin said.
“We are a local family business operating
under the Federated Auto Parts flag. My
dad started this business in 1974 and our
employees are the reason we are still here.
Underhood’s three ‘B’s — battery, belts, and basics — drive service and parts sales
Parts & People March 2013 Page 9
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Continued on page 10
A National Auto Parts store in the 1960s,
President and CEO Jack Martin purchased
Vaca Valley Auto Parts in 1974 and built
the business on providing quality parts
and service to Solano County businesses
and residents.
“We spent time in the field
doing electrical-system
checks and found two of 10
were close to failure.”
Our ethics are the same as when we
opened: to supply quality parts, outstanding
service, and fast delivery to our customers.”
The business, in the same location since
1961, was originally a National Auto Parts
store, President and CEO Jack Martin said.
“Myself, my wife Evelyn and two others
purchased the business in 1974 and I
became sole owner the following year in
1975,” he said. “We have always
implemented the latest technology; it has
been one of the keys to our success.”
New school and old school collide when
it comes to the Vaca Valley delivery
vehicles and their drivers. “Our Prius C
hybrids have saved us 25 percent in fuel
and maintenance costs,” Martin said. “We
went from a truck that got 18 MPG to the
Priuses that are averaging 55.1 MPG. Our
drivers are some of our oldest employees.
Our top dog, Ed Plaschak, is 80 years
young, and still outworks the youngest. Ed
has been with us for more than 18 years and
is a customer favorite”.
Vaca Valley’s fleet of delivery vehicles
make more than 375 deliveries a day,
Martin said, and it carries a host of
Federated premium offerings as well as
Motorcraft and ACDelco. Top-selling
brands include Raybestos, East Penn,
Dayco, Standard Motor Products, USA
Industry, Denso, Federal Mogul, and KYB.
Vaca Valley utilizes their fleet to pick up
parts out of their local area to ensure their
customers’ needs are met. “By scouring the
surrounding area, such as Sacramento, it
allows us to offer same-day service for
much more than what is on our shelf.
We’re old school in that we still try to be
everything to everybody,” he said.
Taylor said the company’s move to
embrace technology more than 10 years ago
had been an advantage. “Trevor pushed us
to use all of the technology offered through
Federated and Mind-Quest for Internet parts
ordering and marketing, which gave us a
jump as others came up to speed,” she said,
adding that 80 percent of their sales is
wholesale, of which 35 percent comes from
the Internet.
The Federated Car Care program
provides independent installers with the
business and marketing tools they need to
succeed, Taylor said. Some of the benefits
include free roadside assistance, access to a
nationwide warranty, nationwide Car Care
locator, business listing, a variety of training
resources, and shop management software.
Vaca Valley also has an in-house machine
shop, Mike’s Machine Works, Martin said.
“Mike’s been very good for us. He does
great work and he takes pride in what he
does, and it shows. Press work, machine
work, such as flywheels and heads, are
something he does every day. Cylinder
heads are his speciality. With our coverage
of Solano, Napa, and Yolo counties, we are
able to pick up and deliver machine work
along with our parts.” n
NACAT Education Foundation collaborates with
GAAS Scholarship Committee for scholarship award
Research Triangle Park, N.C.—The
Global Automotive Aftermarket
Symposium (GAAS) Scholarship
Committee announced that the North
American Council of Automotive Teachers
(NACAT) Education Foundation will
collaborate in creating an online scholarship
resource for its Larry Cotten Memorial
Scholarship award.
Applicants at the automotive scholarships
will now be placed in consideration for the
$1,500 scholarship, awarded to a student
training to become a collision repair
“We are pleased to be collaborating with
GAAS in this educational opportunity that
will not only enhance our scholarship
program, but will provide students planning
collision repair careers a one-stop resource
for assistance with their education,” said
James Curry, executive director of the
NACAT Education Foundation.
“We are very proud to have the NACAT
Education Foundation as another
organization joining with the GAAS
scholarship program in creating this
valuable resource for students, and
promoting this investment in our industry’s
future,” said Pete Kornafel, chairman of
the GAAS Scholarship Selection
The NACAT Education Foundation
Larry Cotten Memorial Scholarship was
created in memory of Larry Cotten, a
NACAT charter member and former
president. Cotten’s wife and family
established the memorial scholarship
following his death in 2005. n
Underhood’s three ‘B’s — battery, belts, and basics — drive service and parts sales
Page 10 March 2013 Parts & People
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Continued from page 9
Vaca Valley Vice President Trevor Martin
stands next to one of several Prius C
delivery vehicles. He says the hybrids get
more than 50 MPG compared to 15 MPG
of their previous vehicles.
Outside Sales Manager Traci Taylor shows
how to properly check belts for wear using
a simple gauge. “Belts of today show little
or no signs of wear; you have to use a
gauge to properly check them.”
Parts & People March 2013 Page 11
parts fast, so you can deliver
to your customers!
When you call for Mopar®
quality, we’ll fly past kryptonite
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Check out for resources, promotions and technical information.
©2013, Chrysler Group LLC. All rights reserved. Chrysler, Jeep, Dodge, Ram, SRT and Mopar are registered trademarks of Chrysler Group LLC. Printed in U.S.A.
200 Automall Drive
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Page 12 March 2013 Parts & People
by Rob Merwin
Las Vegas—Let your fingers do the
OTC recently introduced the industry’s
first wireless PC tablet-based diagnostic
tool, the Genisys Touch, which features a
10.1-inch high-resolution touch screen. It
provides coverage for all domestic, Asian,
and European makes and models with an
emphasis on most common vehicles,
including out-of-warranty vehicle years
1996-2008 for all OEMs, said Steve Zack,
OTC technical instructor, at the product’s
launch at AAPEX.
“The Touch enables
technicians to access
hard-to-reach computer
controlled components
and move freely while
scanning the vehicle from
its long-range Class-1
Bluetooth pairing,” he
Its Windows 7
operating system, Internet
browser, USB and video-
out connectivity gives
technicians that versatility
in their bays: Wi-Fi
provides for immediate
software updates as well
as new releases of vehicle coverage; its
“Fast Link” feature goes direct to OEM
subscription websites; and Web searches
for repair information, part numbers and
fixes can be conducted during live
sessions, Zack said.
“What’s really interesting about this
tool is its ‘AutoDetect,’” he said. “It
automatically looks up CAN vehicles to
set up year, make, and model, and a tech
can then navigate to trouble codes and
repair information from an embedded
database. It also can access Identifix’s
Direct-Hit, as well as search for service
bulletins and recall info.”
Technicians can learn test procedures or
functions in one minute or less with its
embedded training videos and view them
during live diagnostic sessions.
“Information for specific tests is available
with one click for videos,” Zack said.
“Techs can use its ‘Special Test’ feature to
turn components on and off, such as an
injector, or open
an EGR valve,
turn on a fan or
whatever they
want. Techs also
have the ability
to look at two
columns of data
stream and then
select items
individually —
it’s very user-
He said its
Assist” feature in
technicians to
enter an issue,
such as shifting problems, and retrieve
recommended repairs. It has Bluetooth
pairing to an included J2534 vehicle
communication device, as well as OTC’s
optional wireless TPMS reset tool and PC-
based two-channel oscilloscope. Zack
added that its J2534-1/J2534-2/Euro 5
compliant VCI provides wireless vehicle
communication to the tablet and can also
be used to reprogram vehicle controllers. n
Steve Zack, OTC technical instructor, demonstrates OTC’s
new tablet-based Genisys Touch diagnostic tool, which he
says is the first of its kind in the market.
The new Genisys Touch is a Windows 7 diagnostic platform with a
large resistive 10.1-inch touch screen featuring Wi-Fi and web
browser access. It also has Bluetooth pairing to an included J2534
vehicle communication device, as well as OTC’s optional wireless
TPMS reset tool and PC-Based 2-Channel Oscilloscope.
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by Steve Sharp
Rancho Cordova, Calif.— After retiring
from the world of commercial finance, Ted
Walters’ decided to take on a new
challenge. “We found a shop that was
struggling and it presented the opportunity
we were looking for,” he said, adding that
his wife, Mary, encouraged him to take the
challenge and acquire The Auto Specialists.
“I wanted to be the best of the best,”
Walters said. “We set the goal of rebuilding
the business based on honesty, integrity,
and quality. To accomplish our goal we
started with technicians that wanted to
grow personally and professionally and
then we provided them the best tools for
the job. It then became the task to rebuild
the customer base by reaching out to past
customers and letting them know about the
As they have backgrounds in corporate
finance and accounting, looking at the
books and analyzing cash flow and
productivity came naturally. “We knew
how to manage a business, but we had very
little practical automotive experience,” Co-
owner Mary Walters said.
Walters’ background included muscle
cars, as a hobbyist and collector, and he
always wanted to have a repair shop, he
said. “This is something I always wanted to
do.We are an all-makes-and-models shop,
and we also do diesel, fleet, medium truck,
and RVs. We also sponsor the Sacramento
Area Mustangs Club and service several of
their cars in addition to holding clinics,
meetings, and barbecues — it’s been great
for the business.
Understanding their customers’ needs
was key, Walters said, because retail
automotive is very different from corporate
America. “In corporate America,we spoke
the same language and understood the
products and services in detail. When it
comes to auto repair, customers don’t
understand their vehicle, the repair and
diagnostic processes, or the equipment
necessary. The relationship has to be based
on trust and confidence, rather than
The Walterses said they built trust
internally and that quality technicians are
vital. “We knew we wanted not just skilled
technicians but also employees that share
our core values and the willingness to
grow,” Mary Walters said.
Ted Walters added, “We demonstrated
our commitment to our employees by
offering them a chance for self-
improvement.We pay for all of their
training and certifications, resulting in a
team that works well together and respects
one another. The camaraderie is excellent,
Training, tools, and integrity bring new life to Rancho Cordova repair facility
Parts & People March 2013 Page 13
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Continued on page 14
Husband-and-wife team Mary and Ted
Walters use their professional finance and
management background to operate The
Auto Specialists in Rancho Cordova.
“We demonstrated our
commitment to our
employees by offering them a
chance for self-improvement.
As a result we have a team
that works well together and
respects one another.”
even on a personal level — they are not
just co-workers, they’ve become friends.”
Service Manager Ken Bickham keeps
customers informed and work moving
through the shop, Walters said. “With the
mix of work and vehicles, it takes
someone like Ken to keep it all running
The 4,800-square-foot facility has eight
bays where technicians perform smog,
alignment, service, and repair. “We’ve
provided our team the tools they need.
Equipment additions include Snap-on
V3D X-CEL alignment system, ECO plus
AC service center, the D-TAC Elete
battery system charger and tester,” he said.
The new alignment equipment fits right
into the couple’s program of building
trust with customers. “The system offers
real-time measuring. It also gives us a
color printout of before and after to give
to our customers,” he said.
He said every major machine including
AC, battery, and transmission equipment
prints reports for customers. “The
printouts enhance our credibility with the
customer. It shows in writing what was
wrong and what we have done to correct
it,” he said. “Snap-on has been very
helpful all along the way. John Scalaro,
the regionals sales representative, and our
local driver, Steve Carvajal Jr., are both
great to work with and stand behind their
Quality parts, technical support, and
training go hand in hand, Walters said.
“CARQUEST, NAPA, and Foreign Auto
Parts are all really good for our gas and
diesel parts needs, he said, adding that
Identifix and AllData are used for
technical support.
Walters has a strict policy when it
comes to manufacturer-recommended
service. “Every part and fluid is checked
for condition prior to replacement. We
always check air filters, cabin filters,
spark plugs, and transmission and radiator
fluids prior to changing even if the
manufacturer calls for it. The car may
have had a previous owner or prior
service; we only do what is needed. These
are little things that raise loyalty to the
point of referring their friends and
neighbors.” n
Page 14 March 2013 Parts & People
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Continued from page 13
Training, tools, and integrity bring new life to Rancho Cordova repair facility
Service Manager Ken Bickham uses
before-and-after printouts from shop
equipment to illustrate repairs to build
customer confidence and understanding.
SAE International
technical group’s
report bolsters
confidence in
HFO-1234yf safety
Wilmington, Del.—An SAE
International Cooperative Research
Program reported progress in expanding its
evaluation of HFO-1234yf, stating that
their “high level of confidence that
R1234yf can be used safely in automotive
applications continues to grow.”
An earlier Cooperative Research
Program was completed in 2009 and
concluded that HFO-1234yf is a safe and
acceptable alternative refrigerant for
mobile air conditioning systems that can
be used to meet new environmental and
consumer needs. The previous evaluation
has now been expanded, and SAE
International said “the findings of the
original CRP1234 remain well founded.”
The evaluations done by the automotive
industry under the SAE program have
involved extensive testing. According to
SAE, the Cooperative Research Program is
“using universally accepted engineering
methods, including analysis of recent
OEM testing from actual vehicle crash
data, on-vehicle simulations, laboratory
simulations, bench tests and more than 100
engine compartment refrigerant releases.
Based on this testing, the CRP has found
that the refrigerant is highly unlikely to
ignite and that ignition requires extremely
idealized conditions.”
“SAE programs have conducted years of
rigorous safety testing for this refrigerant,
and all results were brought together under
an internationally accepted approach to
risk assessment,” said Joseph Martinko,
global business and market manager,
DuPont Opteon products. “SAE
International Cooperative Research
Programs follow a process that brings a
disciplined and thorough approach to
collaborative industry programs.” n
by Steve Sharp
West Sacramento, Calif.—From
trucks and trailers with sleepers and
without, to emergency and
construction vehicles, West Coast
Frame and Collision Repair faces
new challenges every day, Owner
Randy Erbes said. “Our jobs, and
the materials involved, vary so
much we must have an adapt-and-
overcome attitude to succeed.”
Frame and collision repair has
been the mainstay of the 27,000-
square-foot facility the past 15
years, he said, and 2006 brought the
addition of West Coast Fire
Apparatus and Engineering,
servicing the needs of ambulance
companies, fire departments, and
forestry services.
The newest addition to the shop,
which sits on four acres, is a
machine shop capable of straightening rear
ends, axles, refurbishing center sections,
and Magnaflux testing, Erbes said. “We
keep expanding our capabilities, adding
services, and building our customer base.
Due to our unique tooling and abilities,
companies throughout the Western U.S.
rely on us. We can perform maintenance,
repair, and collision work all under one
“The different divisions give us balance,”
he said. “If our mechanical shop is slow,
they can help with backlog in the body
shop or emergency equipment, and vice
versa. The only things we don’t do in house
are major engine and transmission
overhauls. We emphasize cross
training with our techs so everyone
always has a job to do. I work
closely with our general manager
and my son-in-law, Curt Metcalf, to
keep the shop working efficiently.
He really helps me keep our eye on
the ball.”
West Coast Frame is known for
having the largest frame rack west of
the Mississippi, Erbes said. “I
designed and built the rack myself,”
he said. “We can push 200-ton
vertical, 100-ton horizontal, and can
push or pull in any combination or
direction. The rack is designed to
perform three-dimensional
straightening on any axis. We can
straighten up, down, do angles and
twists. The machine can operate as
many as 12 rams from four ton to
150 ton at the same time.
Safety on the big rigs, emergency
equipment, and buses is vital, he
said, and Magnaflux testing is used
to find flaws and cracks invisible to
the eye. “If there was an off-road
impact we always Magnaflux
kingpins, steering arms, and spindles
to find cracks and hidden damage.
Components are expensive; a spindle
Heavy-duty collision and repair
requires diverse talents and adaptability
Parts & People March 2013 Page 15
Collision Repair
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Continued on page 16
West Coast Frame Owner Randy Erbes stands
next to a roller that ran into a bridge. The 12-inch-
by-one-inch-thick solid steel vertical next to him
will be straightened using the company’s massive
frame rack.
West Coast Fire Apparatus and Engineering
Manager Rick Tracy has a Bachelor of Science
degree in Diesel Power Technology as well as
being a Master EVT and ASE technician.
Shop Foreman and Alignment Specialist Daren
Lance shows off West Coast Frame’s newest
piece of alignment equipment, the Bee Line
LC7500. The shop can perform alignments from
two wheels to 18.
is $1,000 to $1,200, but it only costs $100
to check. Magnafluxing ensures the pieces
are safe to reuse.
Machine shop Foreman Cliff Fredricks
has more than 30 years of experience,
Erbes said. Besides straightening and
Magnafluxing, the machine shop can
recondition center sections and caps. “We
heat the units and braze brass into the
bearing carriers and then machine for
trueness. Brass is as strong as the original
cast iron, so after being line-bored the piece
is as good as new, Erbes said.
“The challenges we face are staggering,”
he said. “We employ framemen, bodymen,
painters, fabricators, machinists,
electricians, alignment techs, and
emergency equipment specialists. We work
with steel, aluminum, fiberglass, and
composites. Work is challenging and our
fabricators regularly have to recreate large
detailed or custom panels from scratch,” he
Erbes said the newest piece of equipment
is a Bee Line LC7500 laser alignment
system. “We align trucks, tractors,
motorhomes, and trailers — singles or
tandems, two wheel, four wheel, and 18
wheels. We regularly troubleshoot
problems others could not or cannot
address. Sometimes you have to go outside
suggested parameters to make things work.
Our shop foreman and alignment specialist,
Daren Lance, is one of the best. The new
Bee Line unit has taken our ability and
efficiencies to a new level.”
The 20-man shop is always busy, he
said, and frame, fabrication, paint, machine
work, and alignment are all done in the
main building. Directly adjacent is the
emergency equipment shop. “Our
Emergency Equipment department is led
by Rick Tracy and he has helped expand
the division tremendously,” Erbes said.
“We can address just about any problem
on an emergency vehicle, from lights to
tires,” Tracy said. “We do it all in house.
Our team is EVT (emergency vehicle
technician) certified and can handle not just
the vehicle but the emergency apparatus as
From ladders and pumps to
communications and
electronics, emergency vehicles
are complex in every way, he
said. “We also provide
mandated ladder and pump
certifications as well.”
Erbes said emergency service
includes field support for major
operations such as wild fires.
“We are contracted by the U.S.
Forestry Service to support their
equipment during operations
and to be sure it is 100-percent
operational prior to returning to
home base. An important part of
response is demobilization.
Every piece of equipment and apparatus
must be inspected and repaired before the
equipment is released to head home.”
Tracy said field support has helped its
emergency equipment division continue to
expand. “As different departments get
familiar with our in-house capabilities,
more and more are calling upon us for
repair and maintenance work. We have an
open-door policy that emergency
professionals appreciate. They can come by
at any time and check on their project. It
helps to confirm and understand the
process and manage their expectations.”
Another area where West Coast is called
upon is in expert testimony, Erbes said.
“We are asked to investigate accidents that
may be a result of mechanical failure. We
do accident reconstruction, investigate
cause, and do forensic vehicle inspections.”
West Coast prides itself in providing an
OEM or better quality of repair. “They all
come with a huge liability. We won’t do
anything we can’t defend on the witness
stand,” Erbes said. n
Verifacts VQ Program takes repair
standards to the ‘next phase’
Newport Beach, Calif.—The VeriFacts
VQ program takes the Thatcham BSi PAS
125 onto the next phase of safe repair and
verification of collision repairs, said Peter
Roberts, former Thatcham chief executive,
in a recent interview in which he discussed
the commitment to excellence that
VeriFacts Automotive has demonstrated
with VeriFacts’ Verified Quality (VQ)
VeriFacts Automotive launched its VQ
program in April 2010. The VQ program
provides collision repair facility operators
with comprehensive third-party verification
of a facility’s technical capabilities
including their equipment, technician
training and skill levels along with their
overall commitment to safe, quality repairs.
“Thatcham's contribution to the standard
of the 4M pillars of Man, Method,
Machine, and Materials, together with
British Standard Institute’s (BSI) strict site
audit, set a new benchmark,” Roberts said.
“The principles of the VeriFacts VQ
program echo the 4Ms, but also brings a
critical new dimension that is the fifth M,
which stands for Matchless, the actual
inspection of a live repair in process.”
Farzam Afshar, VeriFacts CEO and co-
founder, explained that through
independent quality verification with the
concerns of all parties — repair facilities,
vehicle manufacturers, and insurers — VQ
will deliver a safe, cost-effective and
transparent repair to the vehicle owner.
“The owner can have the peace of mind
their vehicle was repaired using the latest
repair methods that are tested and backed up
by vehicle manufacturers and best
practices,” Afshar said. “Further, the unique
one-to-one coaching of the technician by
VeriFacts raises skill levels and contributes
to ongoing growth and development of
technicians. VeriFacts is committed to
adding the independent verification of
quality as a component to the repair process,
thereby allowing the repairer to point to a
third party as proof they fix it right.” n
Page 16 March 2013 Parts & People
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Heavy-duty collision and repair requires diverse talents and adaptability
Continued from page 15
Machine Shop Foreman Cliff Fredricks uses a one-
inch dial gauge to check an axle run out down to the
thousandth on a massive rear end housing.
Parts & People March 2013 Page C-1
©2013 PPG Industries All rights reserved.
For those who believe a paint job
is best appreciated through a curtain of smoke.
Still the One.
by John Yoswick
Palm Springs, Calif.—From hiring
practices to payment plans, attendees at the
recent Collision Industry Conference (CIC)
got a pop quiz on their knowledge of
human resources practices.
California business attorney Cory King
serves as a one-man “human resources
committee” at the Collision Industry
Conference (CIC), offering attendees at
each of the quarterly gatherings a brief
presentation designed to keep them
informed about state or federal regulations
regarding hiring, firing, and compensating
At the January CIC in Palm Springs,
Calif., King took advantage of a new
electronic audience-response system to
pose a series of employment scenarios
through which CIC attendees were asked to
“click in” their response to the simple
question, “Is it legal?” (King always begins
with the caveat that he’s not giving legal
advice and that shop owners should check
with their own business attorney to make
sure they are complying with their state’s
Test your own knowledge by answering
the “Is it legal?” question for each of the
following scenarios King shared at the
1. Is it legal to use an employment
application that asks for the applicant’s
birth date?
2. Can you ask on your employment
application: Have you ever pleaded guilty
(or no contest) to, or been convicted of, a
misdemeanor or felony?
3. Can you ask an applicant: Have you
ever been arrested for a misdemeanor or a
felony crime?
4. During an interview of a potential
employee, can you ask: Do you currently
use illegal drugs?
5. A shop’s painter is paid a salary of
$3,000 a month, but also a commission that
works out to about $2,500 a month. Does
the shop have to pay the
painter for overtime?
6. A shop has a policy that
says employees cannot share
their wage information with
one another. “If they share,
some people will get jealous
and angry, and I just don’t
need that,” the shop owner
thinks. Is it legal?
So, how’d you do? If you
had trouble, you’re not alone:
In most cases, the more than
200 attendees at CIC were
split on whether each of these
scenarios was legal or not.
For example, one-third of CIC attendees
thought scenario No. 1 was legal — and
it’s not.
“Asking someone their birth date during
the employment hiring process is an illegal
question,” King said. “It gets into age
discrimination, which is a protected
category, federally and in every state. You
do not want to know somebody’s age
during the hiring process. If they can do the
job, that’s all the law cares about.”
CIC attendees did a little better with the
second scenario, with more than 70 percent
knowing that it is legal to ask an applicant
if they have been convicted of a crime.
(King cautions that some states prohibit
asking about misdemeanor convictions.)
But asking about arrests (rather than
convictions), as in the third scenario, is
illegal (as more than 81 percent of CIC
attendees knew).
“You can ask about convictions, but you
cannot ask about arrests.”
King said the one exception is you can
ask an applicant if they are out on bail or
on their own recognizance pending trial for
something they have been
arrested for, but any other
questions related to arrests are
Similarly, you can’t ask
someone if they have a drug or
alcohol problem.
“There’s a little thing called
the Americans with Disabilities
Act,” King said. “Alcoholism
and drug addiction are protected
as a disability.”
The vast majority of CIC
attendees got that one correct.
But they were evenly split on
scenario No. 4, whether it’s legal to ask an
applicant if they currently use illegal drugs.
“The answer is yes, that is a legal
question,” King said. “You’re asking if
they comply with the law. But before you
ask the question, you need to have a strong
drug and alcohol policy. That’s not a policy
that says an employee is in violation if they
have possession of alcohol or drugs and are
under the influence of them. It’s a policy
that says, ‘You’re in violation if you have a
measurable amount of alcohol or drugs in
your system.’”
King said he thinks this should be the
first question of every applicant — if the
business has a drug and alcohol policy in
place — and inform them the company
does pre-employment drug testing of those
who are offered a job. If the applicant
knows they won’t pass that test, King said,
the interview process can stop right there.
As for the painter who receives a $3,000
monthly salary and $2,500 in commissions
— is he exempt from overtime? No way,
King said. In most states (but not
California) a commissioned or flat-rate
employee may be exempt from overtime
only if they make 1.5 times minimum wage
for all hours worked and earn at least 50
percent of their wage from commissions.
But in the scenario King posed, the painter
didn’t make half of his wage from
commissions, so he could not be exempt
from overtime.
And finally, is it legal for an employer to
prohibit workers from sharing wage
information with one another? Two-thirds
of those at CIC knew that such a policy is
not legal. The National Labor Relations Act
prohibits any such restriction, whether a
business is unionized or not. n
Page C-2 March 2013 Parts & People
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Business attorney tests collision shop owners’ knowledge of employee law at CIC
Cory King offers
attendees at the recent
CIC a pop quiz on their
knowledge of human
resources practices.
Palm Springs, Calif.—If a quick
survey at a recent Collision Industry
Conference (CIC) is any indication, a lot
of California shops may not be complying
with a new state regulation – one that
business attorneys say constitutes a good
business practice for shops anywhere.
At the January CIC in Palm Springs,
Calif., attorney Cory King posed this
scenario to the audience: If a California
shop owner has posted in the shop the flat-
rate amount technicians are being paid, is
the shop in compliance with California
employee notification regulations?
CIC attendees were evenly split, with 50
percent saying they thought the shop was
in compliance. King then asked just those
from California to respond, but still only
52 percent of the more than 60
Californians in attendance at the meeting
knew the shop in the scenario King had
posed was not in compliance.
On Jan. 1, a California law went into
effect requiring employers to detail the pay
plan of flat-rate or commission employees
in writing. The explanation of how pay is
calculated must be signed by the
employee, with a copy going to the
employee and one retained in the
employee’s personnel file. The law applies
to anyone — estimators or technicians —
whose wages or some portion of their
wages is based on commission, flat rate or
performance bonuses.
King thinks the pay plan documentation
is something all shops should consider
doing, predicting that it’s a requirement
that will spread to other states. n
New requirement in California is a
‘good employment practice’ anywhere
Parts & People March 2013 Page C-3
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by Jay Sicht
Torrance, Calif.—The job before you is a
difficult and tedious one: write a thorough
and complete collision repair estimate on the
heavily hit car in front of you. Using your
best judgment and collision-repair
experience, it may take you as much as two
hours to complete the estimate, which totals
$10,000 for parts, labor, and paint and
But what if, instead of taking two hours,
you could write an estimate for that same
repair using OE-recommended procedures
in a matter of only a couple of minutes and
at the same time improve accuracy, with the
bonus of enhancing your shop’s relationship
with the insurer?
Toyota promises such benefits to both its
dealership franchisees and independent
repair facilities using its Predictive
Estimating software program, which it
introduced last fall at SEMA. The program
is nearly complete for the first 15 2012-
model-year vehicles it covers, with coverage
coming soon for the past three model years.
Plans are to soon integrate it into an
estimating system of one of the “big three”
information-provider companies. Other
companies will be able to link to a Toyota
site hosting the software program.
A more accurate estimate for repairs being
performed to an OE standard can provide
several benefits to a shop and an insurer,
including lower cycle times, much fewer
supplements — and more importantly to
Toyota – vehicles fixed correctly to enhance
customer satisfaction, said Rick Leos,
collision development consultant for Toyota.
“From a Toyota perspective, it maintains
the quality of our cars,” he said, noting that
through warranty audits, he found the
company had paid for some claims that
were the result of an incomplete collision
repair, not a manufacturing defect.
“You might have a complaint of wind
noise down the driver’s door,” Leos said.
“Well, you open it up, and guess what? The
moisture shield was taped back up with duct
tape because it was all stretched out to get
the technician’s hands in there to take the
handle off. The moisture shield was a one-
time-use part and should have been replaced
at the time of the collision repair. So, we
absorb the cost for “XYZ” Insurance
Company, and that’s not fair. Our
customer’s perception of our quality is
affected, too.”
Instead of an estimator adding parts and
repair procedures line-by-line, the new
program assumes all parts and procedures
associated with a damaged area will be
needed and then leaves it to the estimator to
subtract any that may not be (such as certain
fasteners that are reusable if they are not
damaged upon removal). This process is
quicker and much more accurate, Leos said.
For example, when replacing a door skin,
the program flags parts identified by Toyota
in its Technical Information System as being
one-time-use items with a black dot,
including parts such as a door shell bumper,
trim rivets, and moisture shield.
Additionally, operations such as the OE-
recommended method of seam sealer
application and the need to remove restraint
systems prior to welding are flagged with a
red dot to alert the estimator that there is a
CRIB — Toyota’s Collision Repair
Information Bulletin — covering that
procedure, with additional information such
as exploded diagrams and the bulletins
available as a pop-up, he said.
The information provided eases
negotiations between the shop’s estimator
and an insurer, Leos added.
“It stops the rub between the shop and
the insurance company, because here are
the instructions from the OE on how to fix
the car,” he said.
For a technician replacing a quarter panel,
the program shows the proper location of
welds, the number of welds, and where each
welding process is recommended: STRSW,
GMAW, and brazing. Leos said.
He realized the need for such software
after visiting Toyota dealership collision-
repair shops over the past four years, testing
them for the Toyota Certified Collision
Center program. When writing an estimate
on a large number and variety of makes and
models, it became too difficult for
estimators to remember all of the necessary
repair processes and little parts, he said.
“So, I thought, ‘What if I gave them an
estimate that was already done and let them
work backwards?’” Leos said.
He said over the past four years, he
gathered more than 1,100 estimates for
Toyota vehicles from those shops, with
most of the initial documents “missing so
many things, it’s unreal.”
The next step for Predictive Estimating
is the selection of which information
provider will incorporate the software’s
information into its database, the
announcement of which Leos expects to
make at the Collision Industry Conference
in April, he said.
Within a couple of years, Leos said,
other OEMs will have their information
integrated into an information provider in a
similar manner, using the technology
developed by and licensed from Toyota,
Leos said.
“A quarter panel on our car and a quarter
panel on their car is not that much
different,” Leos said. “They just have to
plug in their data. I provide them the
templates, they plug in their data, and the
information providers go from there.” n
Page C-4 March 2013 Parts & People
Lincoln Electric
Welding Apparel
Cleveland—Lincoln Electric
( has added five
new welding apparel items with a new All
American graphic design, allowing
welding operators to show their patriotic
pride by wearing a coordinated helmet and
welder’s cap or do-rag. The All American
design is featured on each of the
company’s three Viking auto-darkening
helmet series. All Viking helmets
include a switchable grind mode,
extra inside and outside cover
lenses, a Lincoln Electric bandana
and a Sport-Pak style helmet bag.
The helmets use magnifying
“cheater” lenses and are hardhat
adapter-capable, meeting ANSI
Z87.1, CAN/CSA Z94.3 and CE
certifications. The welder’s do-rag
and cap are constructed of 100-
percent cotton with sweat-absorbing
inserts for comfort.
DeVilbiss Clean Coverall
Swanton, Ohio—DeVilbiss
( has released its
Clean Coverall, which is a must for the
professional painter concerned with
keeping dirt, dust and other contaminants
out of the paint finish. It features a
unique DeVilbiss look, complete with
“skull and cross guns” and signature
colors. It offers a lightweight
durable nylon front, breathable
cotton back, pullover hood,
elastic wrist closures, hook and
loop ankle closures, zipper
front, elastic waist, and is
washable and reusable.
Micron Superstar
Filters to .01 Microns
Mazeppa, Minn.—Walmec North
America’s (
.01 Micron SuperStar Filter is
designed to provide clean, dry,
compressed air resulting in the
removal of any
vapors and
down to .01
According to
the company,
the .01 Micron
SuperStar Filter
is a four-stage
filtration system
that works best
when it is installed at, or near the point of
use. An automatic float drain under the
second stage filter opens and expels all
collected liquids whenever an ounce or
more is present, with no continuous air loss.
The third and fourth stages remove any
remaining particles down to .01 microns
and absorb any remaining vapors. n
DeVilbiss Clean
If you have new products and would like them considered for our Product Notes pages,
please send your product information to
Collision Tool & Equipment
compiled by Jay Sicht
Oper Description Part Number Qty Price $ Labor
Repl LT Cushion 6792406040 1 16.92 Incl.
R&I LT Lower w’ strip 6786406010 Incl.
R&I LT Upper molding 7575406080 0.7
Repl LT Upper molding rivet 90269A0006 7 3.64
R&I LT Belt w'strip 7572006130 0.3
Repl LT Window molding 7575606080 1 29.80 0.2
Repl LT Black out tape upper 7598606050 1 25.28 0.3
Toyota’s Predictive Estimating promises quicker and more accurate repairs
North America’s .01
SuperStar Filter
Lincoln All American welding
apparel and welding helmet
Predictive Estimating
This graphic representation shows just a few lines of a door skin replacement within
Toyota’s Predictive Estimating software program, which lists all repair processes
necessary for a full repair. Users can then omit unneeded parts and operations from
the estimate instead of having to remember all necessary little fasteners and “not-
included” operations.
Parts & People March 2013 Page 17
Call any of these
dealerships for
genuine Subaru parts:
Serramonte Subaru
707 Serramonte Blvd.
Colma, CA 94014
Subaru of Santa Cruz
4100 Auto Plaza Dr.
Capitola, CA 95010
Shingle Springs Subaru
4045 Wild Chaparral Dr.
Shingle Springs, CA 95682
Elk Grove Subaru
8581 Laguna Grove Dr.
Elk Grove, CA 95757
Maita Subaru
2410 Auburn Blvd.
Sacramento, CA 95821
Carlsen Subaru
480 Veterans Blvd.
Redwood City, CA 94063
Modesto Subaru
4360 McHenry Ave.
Modesto, CA 95356
Wilmington, Del.—White/white pearl
dominates the global automotive color
popularity ranks for the second
consecutive year, according to the 2012
DuPont Automotive Color Popularity
Report. Black/black effect moves into
second place in the global ranks this year,
largely due to the increased popularity in
the Asia Pacific market, as this color has a
worldwide perception of high quality and
luxury. Silver fell to third, as its popularity
has waned due to its overall gradual
decline, especially in the critical large
automotive markets of Europe and Asia.
The DuPont report, in its 60th year, is
the largest and longest running report of its
kind in the automotive industry. It is the
only report to include global automotive
color popularity rankings and regional
trends from 11 leading automotive regions
of the world.
White/white pearl moved to top the
ranks in Europe in 2012, and was in the
leading position as the most popular car
color in North America (U.S. and Canada),
Japan, South Korea, Russia, South Africa,
and Mexico. Overall, white/white pearl
represents 23 percent of the global market
in DuPont’s 2012 report.
Over the past decade, white has held
significant rankings in automotive color
popularity and is widely seen in other
consumer products worldwide. During
this timeframe, white’s popularity had
been highlighted across all vehicle
segments, though historically, it had been
most popular among the truck segment.
Past advancements in pearlescent whites
enabled this color to initially break into the
luxury segments.
“Today, white tri-coats are more readily
applicable to the global manufacturing
base and evoke quality and value among a
variety of vehicle segments,” according to
Nancy Lockhart, DuPont color marketing
manager. “Solid whites have been seen in
vanilla shades, stone shades and the
current preference of bright whites.”
Black/black effect led among vehicle
color popularity in China, but took second
place in the global ranks with 21 percent
of the world’s share of automotive color.
Silver rounded out the top three global
color choices, topping the ranks in South
America, Brazil, and India, but slipped 4
percentage points to just 18 percent of the
overall global automotive market from 22
percent last year.
“Silver peaked during the start of the
digital age between 2000 and 2006,”
Lockhart said. “We’re seeing more luxury
vehicle purchases now that the economy
has started to stabilize, and vehicles
painted black/black effect are seen as
luxury status symbols in several key global
Red, gray, and brown/beige each gained
a percentage point since last year’s report,
while blue maintained equal share from
the 2011 rankings.
The top global vehicle colors in
DuPont’s report are as follows:
1. White/White Pearl – 23 percent
2. Black/Black Effect – 21 percent
3. Silver – 18 percent
4. Gray – 14 percent
5. Red – 8 percent
6. Blue – 6 percent
7. Brown/Beige – 6 percent
8. Green – 1 percent
9. Yellow/Gold – 1 percent
10. Others – 2 percent
North America – Top three remain
the same: White/White Pearl, Black
and Silver
North American vehicle color in 2012
was once again dominated by white/white
pearl, with 24 percent market share,
putting it in first place for the sixth
consecutive year. It also led the
compact/sport and truck/SUV segment.
Black/black effect was at the top of the
intermediate/CUV segment and
luxury/luxury SUV segment popularity
ranks. It represented 19 percent of the
overall market, maintaining second place
in vehicle color popularity in North
America. Compared to metallic versions,
solid blacks are most favored in the truck
segment. Metallic blacks brought interest
to the market and have been widely used
in all segments, especially in luxury/luxury
For the first time since 1998, silver did
not lead in any of the North American
vehicle segments, which may be attributed
to the increased influence of black and
white as status symbols for luxury and
quality. However, silver held steady in
third place overall with 16 percent market
Gray rose two percentage points this
year with increases in the truck, luxury and
intermediate vehicle segments. The top
four preferences, white, black, silver, and
gray, have represented the majority of
popularity the last 10 years.
Red rounded out the top five color
choices across each vehicle segment and
consequently, overall in the region, with
10 percent of the market. Popularity
rankings of red (10 percent), blue (7
percent), brown/beige (5 percent),
yellow/gold (2 percent), and green (2
percent) show bright colors are widely
noticed on the road but do not make up the
majority of consumer preferences. n
Sherwin-Williams introduces
premium waterborne system
Page 18 March 2013 Parts & People
3900 N MCHENRY AVE • MODESTO, CA 95356-1511
209-522-8100 • 800-266-8100
Never Compromise.
DuPont Automotive Color Popularity Report showcases global preferences
Warrensville Heights, Ohio—Sherwin-
Williams Automotive Finishes announced the
launch of the AWX Performance Plus 3.5
VOC Waterborne Refinish System.
The new system uses a proprietary
waterborne resin that achieves 3.5 VOC
compliance in all regulated areas.
Its formulation provides excellent color
match, as well as blending and application
characteristics. It also exhibits superior
product performance in areas where high or
low humidity is an issue. In addition, the
system features new inventory-friendly
packaging and labeling designed to minimize
ordering and maximize productivity, Louisa
Meijer, the company’s Global Product
Manager for Vehicle Refinish, said.
“Sherwin-Williams is constantly making
strides to improve product quality,” she said.
“The recent AWX Performance Plus formula
toner updates now provide better sprayability,
appearance, and performance. As a result, our
new product lays flat and smooth, providing
an excellent final finish.”
The AWX Performance Plus Waterborne
Refinish System is available with two
reducers to accommodate various ranges in
humidity, helping to ensure proper application
and superior product performance. These are
key attributes, as humidity variance is
typically one of the key challenges to
waterborne refinish system application.
Increased speed and production time is
another benefit with the new AWX
Performance Plus Waterborne Refinish
System. When used in tandem with
Sherwin-Williams HPC 15/HPC 21
Clearcoat – which air dries in just 15-20
minutes (at 75 degrees) – the entire paint
process can go from prime to shine in less
than 50 minutes. Furthermore, the new
clearcoats require no bake cycles, allowing
shops to turn booth heat off, which creates
savings not only in time, but in energy as
The AWX Performance Plus Waterborne
Refinish System is especially suited for
high-volume collision centers. The system
provides excellent coverage, alignment
with the Sherwin-Williams Prospector
Color Reference System, and is suitable for
both spot and overall repairs.
The system provides select toners in
gallon sizes, which helps higher-volume
shops to minimize toner order frequency. In
addition, the new system features improved
product packaging, allowing for first-in,
first-out inventory management, faster
color identification and quick-find toner
selection. The system’s new label designs
include easy-to-read formula labels and
convenient QR codes that will direct smart
phone users directly to the AWX
Performance Plus website. n
Parts & People March 2013 Page 19
(800) 922 - 5501 WWW.PFCEQUIPMENT.COM
• Portable
• Dust Extracting
• Tool Equipped
• Storage Facilitating
• Automotive Sanding Systems
A complete turn-key preparation system.
Festool refnes the process of collision repair.
The results delivered will help you achieve and
optimize your production capacity and save you
Contact PFC Equipment today to achieve the
consistency you need to provide top quality
repairs each and every time.
We at PFC are committed to providing our customers
with only the best service and access to the highest quality
equipment the collision industry has to offer.
Our 7,500+ square foot showroom / training facility
PFC Equipment is a partner of offering support and training while
establishing Festool jobber distribution in Northern California.
Contact for more information.
I-CAR Training Schedule
For more information on registration
and class times, call 800-422-7872 or
Contra Costa College-
San Pablo, Calif.
• Mar. 9-Hazardous Materials, Personal
Safety, and Refinish Safety
• Mar. 9-Wind Noise and Water Leaks
• Mar. 23-Color Theory, Application,
Tinting, and Blending
• Mar. 30-Vehicle Technology and
Trends 2013
• Mar. 30-Steel Unitized Structures
Technologies and Repair
Jerry’s Paint & Supply-
Sacramento, Calif.
• Mar. 11-Automotive Foams
• Mar. 13-Movable Glass
• Mar. 18-Air Conditioning
• Mar. 25-Refinishing Equipment and VOC
• Mar. 27-Surface Preparation and Masking
WyoTech-West Sacramento, Calif.
• Mar. 12-Surface Preparation and Masking
• Mar. 16-Color Theory, Application,
Tinting, and Blending
• Mar. 19-Detailing
• Mar. 26-Waterborne Products, Systems,
and Application
Precision for Collision-
Roseville, Calif.
• Mar. 13-Hybrid Electric and
Alternative Fuel Vehicles
• Mar. 20-Corrosion Protection
• Mar. 27-Overview of Cycle Time
Improvements for the Collision Repair
• Mar. 30-Aluminum Intensive Vehicle
• Mar. 30-Vehicle Technology and
Trends 2013
• Mar. 30-Squeeze-Type Resistance Spot
Santa Rosa Junior College-
Santa Rosa, Calif.
• Mar. 6-Color Theory, Application,
Tinting, and Blending
Lithia Chevrolet Conference Center-
Redding, Calif.
• Mar. 8-Vehicle Technology and
Trends 2013
• Mar. 15-Wind Noise and Water Leaks
Regal Collision Repair-Vallejo, Calif.
• Mar. 9-Lighting, Starting, and
Charging Systems (Spanish)
• Mar. 18-Measuring (Spanish)
Alfred Matthews Body Shop-
Modesto, Calif.
• Mar. 15-Mechanical Systems Analysis
• Mar. 16-Steering and Suspension
Damage Analysis
• Mar. 16-Damage Analysis of Advanced
Automotive Systems
Central Collision Center-
Fremont, Calif.
• Mar. 23-Advanced Material Damage
• Mar. 23-Hail, Theft, Vandalism
Damage Analysis
• Mar. 23-Squeeze-Type Resistance
Spot Welding
Jobber Clinic
Precision for Collision’s commitment for
industry innovations has led to the
partnership with Festool Automotive
Systems. Festool Automotive Systems
provide the industry with dust extracting,
mobile workstation solutions for the
collision industry. PFC Equipment is the
support center for Festool for Northern
Precision for Collision-
Roseville, Calif.
Apr. 9-Festool Jobber Clinic
Apr. 25-Festool Clinic for Shops-4 Step
Sanding System Body/Paint
PPG Training
For more information or to register, contact
the local PPG or Nexa Autocolor distributor
or territory manager or visit
San Francisco Business
Development Center-Concord, Calif.
• Mar. 7-8-Delfleet Training (Certification)
Location TBD-Concord, Calif.
• Mar. 18-21-Solution-Based Commercial
Selling Process
Automotive Finishes
For more detailed information call
775-829-1830, e-mail or
Reno Training Center-Reno, Nev.
• Mar. 18-20-AWX Performance Plus
Waterborne Painter Certification
• Mar. 25-26-ATX Refinish System
Painter Certification Training
• Mar. 25-27-Color Adjustment and
Blending n
Page 20 March 2013 Parts & People
©2013 Chrysler Group LLC. All Rights Reserved. Chrysler, Jeep, Dodge, Ram, SRT and Mopar are registered trademarks of Chrysler Group LLC. Printed in U.S.A.
Check out for resources, promotions and technical information.
Autowest Chrysler Dodge Jeep Ram
200 Automall Drive
Roseville, CA 95661
(800) 872-2800
California Superstores San Leandro Chrysler
Dodge Jeep
1444 Marina Blvd.
San Leandro, CA 94577
(510) 877-4504
Fresno Chrysler Dodge Jeep Ram
6162 N. Blackstone
Fresno, CA 93710
(559) 431-4000
(559) 431-3020
John L Sullivan Dodge Chrysler Jeep
529 5th Street
Marysville, CA 95901
(530) 742-6406
Normandin Chrysler Dodge Jeep
900 Capitol Exp. Auto Mall
San Jose, CA 95136
(800) 553-7000
(408) 266-9015
Walnut Creek Chrysler Jeep
Dodge Ram
2404 N. Main Street
Walnut Creek, CA 94596
(925) 937-5569
Precision. That is how great repair jobs are defined. And that’s what you get with authentic Mopar
collision repair parts for Chrysler, Jeep®, Dodge, Ram and SRT
vehicles. Collision repair done right.
Autowest Chrysler Dodge Jee
ep Ram
F CA 93710
6162 N. Blackstone
Fresno Chrysler Dodge Jeep R
(510) 877-4504
San Leandro, CA 94577
1444 Marina Blvd.
Dodge Jeep
California Superstores San Le
(800) 872-2800
Roseville, CA 95661
200 Automall Drive
Autowest Chrysler Dodge Jee
eandro Chrysler
ep Ram
(800) 553-7000
San Jose, CA 95136
900 Capitol Exp. Auto Mall
Normandin Chrysler Dodge J
(530) 742-6406
Marysville, CA 95901
529 5th Street
John L Sullivan Dodge Chrysl
(559) 431-3020
(559) 431-4000
Fresno, CA 93710
ler Jeep
(925) 937-5569
alnut Creek, CA 94596 W
2404 N. Main Street
Dodge Ram
alnut Creek Chrysler Jeep W
(408) 266-9015
Collision Repair Training Notes
There is no easy answer to this
question, but here at Elite we can give you
some points that you need to consider. We
realize that you are paying rent,
insurance, etc., on a 24-hour-a-
day, 365-day-a-year basis, so
many will argue that you
should be open on Saturdays
since you’re already incurring
many of the fixed expenses.
Some will also argue that if you
are closed on Saturdays, then
stranded customers, or those
who can’t make it in during the
week, will wind up at your competitors’
shops. Obviously, there is truth to that
argument as well. But before you make a
decision to open up your shop on
Saturdays, or to continue to remain open
on Saturdays, here are five considerations
that should not be overlooked:
1. Run the numbers and pay close
attention to the details. By being open on
Saturdays you’ll more than likely incur
the added cost of overtime, which will
escalate your operating expense, as well
as the expenses that are based on payroll,
such as insurance. The bottom line is that
you’ll need to come to a conclusion as to
exactly how much you’ll need to generate
in Saturday sales (closed ROs) to make it
a worthwhile endeavor for your business.
Also, you need to make sure that when
you forecast your necessary Saturday
sales you’re not counting work that you
would have otherwise performed during
the week.
2. The consideration that is most
commonly overlooked (but that can cost
you a fortune) is the cost of employee
morale. If you plan on having your techs
and service advisors put in the extra day,
there will be a hefty price that you will
ultimately have to pay. You may very
well experience lower productivity
Monday through Friday, a decrease in the
quality of customer service, or an increase
in employee turnover, just to name a few.
We realize that some of you may be
telling yourselves that you have some
young, motivated staff who would love to
be open on Saturdays so they can earn a
higher income, but you’ll more than likely
find that the excitement wanes over a
short period of time. Opening your doors
on Saturdays may be great for short-term
performance, but odds are, it will not be
the best choice when it comes to long-
term business building.
3. Whatever you do, don’t ask your
customers if they would like to see you
open on Saturdays! Far too many shop
owners place value on these opinions
when the overwhelming majority of them
will naturally say “yes” since it’s to their
benefit, and there is absolutely
no downside for them.
4. Take Saturdays for a “test
drive.” If you feel being open on
Saturdays is something you just
can’t pass up, then before you
tell the world, you should have a
skeleton staff work on Saturdays
for 90 days and then measure
the results. During this test
drive, make certain that your
entire staff understands that the Monday
through Friday goals will still need to be
reached, and that Saturday is not to be
used as an optional “bring it in for
service” day for your existing customers
who contact your shop during the week.
Otherwise, you’re robbing Peter to pay
5. Lastly, consider this: If your intent is
to drop as much money onto the bottom
line as quickly as possible, then opening
on Saturdays may very well be a good
decision for you. And if that is the case,
you may want to consider being open on
Sundays and holidays, too, because the
same financial logic prevails. On the other
hand, if your interest is in building a
profitable, successful business that will
grow in value over the long term, and in
creating a great environment for your
employees to call their home away from
home, then closing on Saturdays, and
losing some potential sales along the way,
will more than likely be the perfect choice
for you.
. . . . . . . . . . .
Since 1990, Bob Cooper has been the
president of Elite Worldwide Inc., an
ethics-based company that helps both
struggling and successful shop owners
take their businesses to new levels
through one-on-one coaching from the
industry’s top experts. The company also
offers shop owners sales, marketing, and
management solutions in the form of
downloadable audio training courses,
seminars, and service advisor training.
You can contact Cooper at, or at
800-204-3548. n
Parts & People March 2013 Page 21
British Motor Cars
901 Van Ness Ave.
San Francisco Ca 94109
Wholesale Direct: 415 776-7700
Serving the
San Francisco Bay Area
Since 1947
• 401(k)
“The team at Armstrong & Associates is wonderful to work
with. They are knowledgeable, trustworthy, responsive,
honest, and now write almost all of my insurance: Medical,
Dental, Workers Comp, Liability and more. And they were
able to save me a ton of money!”
— Allen Pennebaker, Orinda Motors
ASCCA Past President
Glen Dailey
Commercial Lines Director
Mathew Nabity
Employee Benefts Director
Armstrong & Associates Insurance Services
800.632.2777 |
Your Business Insurance Specialists
Woodland • Sacramento • SF Bay Area • Fresno • Los Angeles
For a No Obligation Comparison, go to
Cooper’s Keys to Auto Repair Profits
Bob Cooper
The million dollar question: Should your auto repair business be open on Saturdays?
So shops call us weekly to help
them diagnose diesels, which we
do, and I can usually tell them
what to test and how to fix their
trucks over the phone.”
Voorhees said he has a Tech2,
a Genisys, a PC-based Ford OE
IDS, and OE software for
International to handle the shop’s
diagnostic needs. “In the
applications where we have the
OE scan tools, we have the
capabilities to program many of
the computers or modules on the
Most major companies have
not come out with new diagnostic
equipment lately, Voorhees said, “but we
have the updates and annual licenses for
these computers, which is quite
Presently the shop does diesel fleet work
for PG&E, CalTrans, and several local
towing companies, Voorhees said. “We also
rebuild turbochargers and fuel injection
pumps, a lot of which goes on tractors and
farm equipment,” he said. “Our diesel and
gas drive-in service continues to thrive as
The shop is also an Official California
Brake & Lamp Station, Voorhees
said. “Bill is the one that got us set
up with the program,” he said. “It
allows us to do brake and lamp
inspections, and to work with
individuals and dealers that have
salvage title
vehicles to get
them certified.”
To promote
his business,
Voorhees said
he has a
website and the
biggest ad in
the Yellow
Pages of anyone in the area.
“I have a great guy who handles
my website and my search engine
optimization (SEO),” he said. “I advertise
big in the Yellow Pages because many of
my customers own 5th wheel trailers and
they’re older retired people who aren’t
computer savvy and don’t use the Internet.”
The biggest challenge Voorhees sees in
diesel and gas repair is keeping up.
“Specifically in emissions,” he said.
“Things are changing fast and if you don’t
stay on top of it, it can get a bit
overwhelming, and
no one wants to get
left behind. We do our
best to stay one step
ahead, but it’s not as
easy as it used to be.”
Voorhees said the
business has grown
exponentially in the
past three years and
shows no signs of slowing down, with
wholesale representing 22 percent of the
The shop has also been able to bring in a
trainee, Jeff Lusk, who was a math teacher
but wanted a change. “He’s very intelligent
and he’s learning quickly,” Voorhees said.
It’s a great pleasure
taking care of his
customers, Voorhees
said, because they don’t
treat customers as just
another number.
“We have a personable
relationship with most
customers, and some
have even developed
into friends,” Voorhees
“Getting a handshake
and a smile from a
customer you run into
out in public is
extremely rewarding and
makes the stressful days
worth it.” n
Fresno Diesel & Gas expands by having experienced specialists in both disciplines
Page 22 March 2013 Parts & People
Multiple Deliveries to the Greater South Bay & Peninsula
We are ofering many OEM parts at after market prices.
WHOLESALE HOT LINE: 650-494-8891
TOLL FREE: 800-394-8080
FAX: 650-494-1720
Craig Fryer
Val Garcia
Delivery Trucks Serving Alameda,
Santa Clara, San Mateo, and
Contra Costa Counties
FAX: 510-657-7841
Proud Members of
• Most Competitive Prices
• Highest Quality Products
• Comprehensive testing
• Highly trained staff with over
20 years of experience
• Prompt Delivery Service &
Tracking System
• ‘EngineWorld Locator' for special
needs or hard to nd products
• All products are cleaned &
tested to exceed our customer’s
EngineWorld is a supplier of Domestic,
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engines and transmissions with one of the
largest inventories in the nation.
Mon-Fri: 8AM - 5PM (PST)
(800) 903-4430 (510) 653-4444
1487 67th Street, Emeryville , CA 94608
Continued from page 1
With Fresno Diesel & Gas designated as an official Brake &
Light Station, Co-Owner Bill Short is able to inspect and
certify vehicles such as this salvage-title Jaguar.
Jan Voorhees, mother of Fresno Gas & Diesel Co-Owner
Ryan Voorhees, is the office manager.
“My rule is, if you buy parts
from me, I will help you. So
shops call me weekly to
help them diagnose diesels,
which I do.”
Parts & People March 2013 Page 23
Bar’s Leaks introduces
its cooling system repair
Holly, Mich.—Bar’s Leaks new cooling
system repair is formulated to offer
multiple benefits for engine cooling
systems. It not only stops coolant leaks and
antifreeze loss, it
also prevents
overheating and
corrects other
cooling system
problems to
protect against
future breakdowns
and cooling
system repairs.
The dual-cavity
bottle contains two
formulas that
combine to
provide complete
protection upon
installation. One side includes a blend of
carbon fiber sealer, leak-sealing liquid, and
stop-leak treatment to stop and prevent
antifreeze loss. The other side adds system
protection in the form of water pump
lubricant, corrosion inhibitors, and heat
transfer agents. In addition, Cooling
System Repair includes Xtreme Cool, a
proprietary wetting agent that reduces
water temperature to prevent overheating.
To treat a cooling system, pour the bottle’s
entire contents into the vehicle radiator and
idle the engine for 15 minutes.
Gates Corp. introduces coolant
hose for heavy-duty applications
Denver—Gates Corp. introduced a new
high-temperature, peroxide-cured EPDM
coolant hose
for heavy-
trucks, buses,
and off-road
equipment. It
is a less
alternative to
silicone or
coolant hose.
The abrasion-resistant material is designed
to resist electrochemical degradation, binds
to system components for fewer cold water
leaks, and has a lower water permeation
rate than silicone hose.
ACDelco powers up its
fleet battery portfolio
Grand Blanc, Mich.—ACDelco has
released two new fleet battery part numbers
in its continuing effort to provide fleet
servicers a broader variety of battery
choices. Both batteries – which carry an
18-month free replacement warranty – are
designed with a special lead (pb) paste and
density that helps enable them to withstand
the heavy-duty cycling of over-the-road
(OTR) truck fleets where there are no idle
laws. The flooded batteries also are
designed to last longer in high-cycling
environments and provide near-AGM
cycling capabilities at a flooded lead-acid
battery price.
Cordless Blue-Point light illuminates
entire engine compartment
Kenosha, Wis.—The new Blue-Point
128-LED Cordless Rechargeable Under
Hood Light is the brightest underhood light
that Snap-on offers its customers. With
180-degree light distribution, it illuminates
the entire engine compartment, giving
service technicians the ability to perform
service repairs faster and more efficiently.
Its diffusion tube technology eliminates
shadows and the rechargeable lithium-ion
4400 mAh battery offers three hours of
continuous light. An underhood bracket
telescopes from 47 inches to 71 inches to fit
most vehicles.
Versatile coolant/auto body leak
detection dye introduced
Westbury, N.Y.—Tracer Products has
introduced its new TP-3900 Dye-Lite
Coolant/Auto Body Dye. TP-3900
fluorescent dye finds leaks in radiators,
hoses, water pumps, and fittings. Just add
one ounce (30 ml) of
the dye to a cooling
system and allow it
to circulate.
Wherever the coolant
leaks out, so does the
dye, which remains
at the site of each and
every leak. When the
system is scanned
with a Tracerline
ultraviolet or blue
light inspection
lamp, the dye glows
a bright green,
showing the exact
location of all leaks. In addition to locating
coolant leaks, TP-3900 also detects wind
and water leaks. n
Page 24 March 2013 Parts & People
$3 Million
Ask about the
“Power of the Three"
Bump the
Fast and Free Shipping
2x Daily Delivery to East Bay & Peninsula,
3x Daily to South Bay
We have the mechanical &
collision parts you need
We have the inventory & staff to get you
the correct part, on time, the first time!
Fax: 510-490-9677
5850 Cushing Pkwy • Fremont, CA 94538
Why install aftermarket
when you can get OE quality
at the same price, or lower?
New Product Notes
The new Blue-Point eliminates shadows
and has a three-hour charge.
Bar’s Leaks Cooling
System Repair works
in all gasoline, diesel,
and turbocharged
Gates FleetRunner Hi-
Temp Straight Coolant
Hose has a working
pressure up to 50 percent
higher than typical
silicone coolant hose,
offering greater protection
for tough fleet and heavy-
duty applications.
Tracer Products
introduces its
TP-3900 Dye-Lite
Body Dye.
by Matthew Sevart
Lenexa, Kan.—The need for greater fuel
economy and the electrical demand inside
today’s vehicles, stemming from a wide
variety of in-cabin conveniences such as
heated seats and DVD players, is changing
the way the OEMs are looking at vehicle
battery technology, said Jim O’Hara, vice
president of marketing at Clore Automotive,
a manufacturer of battery charging systems
and related products.
“No longer is the battery just for starting a
car. It’s being used for a variety of things,
and it’s being cycled far more than in the
past,” he said. “In addition to starting a car
— reducing up to 7 percent of the battery’s
capacity, which the alternator then recharges
— the battery is used more and more, and
therefore heavily discharged and recharged.”
Between the in-cabin amenities and the
power needed to run the vehicle, O’Hara
said the alternator is becoming
overwhelmed, which has led the OEMs to
develop sophisticated electrical systems
systems that require a battery that can
supplement the alternator during periods of
peak demand.
As a result, O’Hara said, vehicle
manufacturers began looking for alternatives
to the standard flooded acid batteries,
resulting in new technologies such as AGM,
deep cycle, and gel cell batteries, of which
AGM is the most prevalent.
“AGM stands for absorption glass mat,
and technically, it differs from traditional
flooded acid batteries in the sense that the
battery’s plates are wrapped with thin
fiberglass mat separators, which absorb the
battery’s electrolyte, rather than flooding all
the plates,” said O’Hara, adding that this
results in a battery that is better suited to
handle the deeper cycling required on
modern passenger vehicles.
By the early 2000s, O’Hara said, those
non-traditional batteries were being installed
as original equipment on a handful of makes
and models, including the Mercedes S Class
in 2000, Chevrolet Corvette and Toyota
Prius in 2001, and BMW 3 Series in
Since then, the AGM and other
non-traditional batteries have picked
up momentum, and although still
relatively small in share volume, they
can be found in nearly 15 percent of
nameplates, and by 2017, O’Hara said
it is estimated that more than 50
percent of the vehicles sold in North
America will have non-traditional
batteries such as the
“The flooded
battery is going away,”
O’Hara said, “and although
the AGMs are currently 30
to 100 percent more
expensive than the
comparable flooded battery,
there are so many benefits.
You get a battery that can
have more power, more
vibration resistance, and can
handle more cycling
applications — overall, it’s
just a smarter battery.”
However, a smarter
battery requires a smarter
battery charger, O’Hara
“AGM and gel cell batteries, in particular,
require a battery charger that is compatible
with their specific charging needs,” he said.
“Generally, this means that the charger will
charge the battery using a ‘smart’ charging
routine that incorporates a constant
amperage rate for the majority of the
charging process and will precisely control
battery voltage throughout the charging
For those applications, Clore Automotive,
under its Solar brand, has
released Pro-Logix battery
chargers, with the ability to
properly charge all varieties
including flooded, AGM, gel
cell, spiral wound, deep cycle,
and marine types.
Failure to use an AGM or gel
cell compatible charger on those
battery types will have
detrimental effects on battery
life, O’Hara said.
“Using a traditional battery
charger on an AGM battery will
result in excessive voltage and
heat creation, destroying the
battery’s chemical composition
and shortening the useful life of
the battery.”
As emerging technology gains traction, battery charging systems are adapting
Parts & People March 2013 Page 25
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Continued on page 26
Clore Automotive Vice President of Marketing
Jim O’Hara says the days of the traditional
flooded-acid battery are numbered, and new
technology such as AGM and gel cell batteries
require new battery charging systems.
Clore Automotive, under
its Solar brand, has
released Pro-Logix
battery chargers, such
as this wheeled charger
model PL3750, with the
ability to properly charge
all battery varieties.
As emerging technology gains traction, battery charging systems are adapting
A good rule of thumb, if unaware whether
the battery is flooded or AGM, is to choose
the AGM setting, O’Hara said.
“You’re not going to hurt a flooded
battery when charging in the AGM mode,
but the same can’t be said for charging an
AGM battery on the flooded mode, so when
in doubt, go with AGM,” said O’Hara,
adding that technicians should also use
resources such as Mitchell or AllData when
working on a vehicle to verify what battery
application is OEM.
From the distribution level, O’Hara added
that tool and equipment vendors will have to
adapt to the new technology.
“The techs in the shops are going to look
at their tool house to point them in the right
direction,” he said, “and from a Clore
perspective, we feel we’ve made it easy for
everybody in the channel because Pro-Logix
is all we have in our Solar-branded chargers,
and those are all fully automatic chargers
with the ability to charge all lead-acid
battery types.”
Under the Solar Pro-Logix brand, O’Hara
said Clore offers eight smart chargers,
ranging from wheel chargers to portable
maintenance chargers, adding that the
investment for a Pro-Logix smart charger,
that can handle all battery types, starts at $80
for a portable unit and as much as $650 for a
top-of-the-line wheeled unit, with multiple
units and price points in-between.
To help keep the shop owner, technician,
and other industry professionals stay abreast
on the changing battery technology, and
subsequently, the effect it has on charging
equipment, O’Hara said Clore Automotive
has been building a content library, which
can be found at
“Our goal is to provide education on how
to charge batteries more safely, faster and
more efficiently,” he said. “We cover areas
like how battery chargers have changed,
what to look for in a product that will meet
the needs of today and tomorrow and the
things to remember to get the most out of
your equipment purchase. Those things are
important regardless of which brand of unit
you have, and if you follow those, you will
get a longer life on your investment.” n
Max’s Auto Lab Training
For more information, descriptions of
classes, or to register, e-mail or
Tec-Help Training
For more information, description of
classes, or to register, contact Doug Mueller
at 888-747-8888, e-mail Doug at, or
Technical Institute
To register, contact the local CARQUEST
store or visit
Location TBD-Fresno, Calif.
• Mar. 6-7-Current Probe Diagnosis
Denso Training Seminar
For course descriptions or for more
information, visit
Marriott Residence Inn-
Pleasanton, Calif.
• Mar. 20-21-Advanced Scan Tool
ATG Seminars
For more information or to register for
seminars, contact Heather Fitzgerald at 800-
233-3182 ext. 325 or e-mail her at
Location TBD-San Bruno, Calif.
• Mar. 25-26-Advance Drivability
Diagnostic Strategies
Location TBD-San Jose, Calif.
• Mar. 27-28-Advance Drivability
Diagnostic Strategies
Elite Worldwide
Automotive Seminars
This AMI-accredited course helps you
generate higher profits through
increased sales, more repeat business,
and more referral business. This course
will be co-presented by Doris Barnes. For
more information, visit
Hilton Garden Inn-
South San Francisco, Calif.
• Apr. 6-High Impact II Sales Course n
Page 26 March 2013 Parts & People
Fax 408-738-3125
Visit us at FordParts.Com
650 E. El Camino Real
Sunnyvale, CA 94087
One call does it all!
Mechanical, Diesel, Collision and Powertrain
4 Trucks Deliver Daily to the SOUTH BAY, EAST BAY and the PENINSULA
Mechanical Repair Training Notes
Continued from page 25
The Clore Automotive Solar Pro-Logix
PL2320 is a fully automatic, portable,
smart charger, that handles not only the
traditional flooded battery, but also new
technologies including AGM, gel cell, spiral
wound, marine, and deep cycle batteries.
Servicing Northern California collision shops since 1988
by Rob Merwin
Las Vegas—A record-setting 2,100
attendees were welcomed to the eighth
annual Heavy Duty Aftermarket Week
(HDAW 2013) at The Mirage in Las Vegas,
Jan. 21-24, where they participated in its
Product Expo, one-on-one meetings and
networking opportunities, and education
sessions and presentations inspired by the
conference’s theme, “Formula for Success
— Focus on the Future,” developed by Co-
chairs Tom Stewart, president of Carolina
Rim and Wheel, and Walt Sherbourne,
director of North American Field Sales for
Aftermarket for Meritor.
During welcoming remarks, Stewart
explained the theme was decided upon with
the current economic climate in mind. “We
felt it was important to determine what our
businesses should be doing now to ensure
success tomorrow,” adding, “Life isn’t about
waiting for the storm to pass, it’s learning
how to dance in the rain.”
Keynote speaker Sam Geist, an
entrepreneur and marketer, shared insights
gained through years of business experience
(see article, p. 28) and economist William
Strauss predicted the heavy-duty industry
will continue to experience the current trend
rate of growth. Speaker Mike Workman
presented, “Unbundled Services: Is It
Time?” and Derek Kaufman, president of
C3 Network, offered, “Technology Trends
Driving Aftermarket Opportunities.”
Sherbourne said more than 200 people
participated in the event’s new education
SOLD! (Service Opportunities and Learning
Day) program, which focused on owners
and managers of independent service shops
and distributors offering service. It provided
educational information on industry trends,
new technologies, and key profit
opportunities. “It’s clear the service side of
our industry is hungry for education,” he
The event also enjoyed a record number
of suppliers, including 40 new exhibitors,
Stewart said, and with nearly 430 booths,
the Product Expo was the largest in
conference history. All available exhibit
space sold out a month prior to the event’s
For the second time, the annual Truck
Parts & Service Distributor of the Year
award was presented to Midwest Wheel
Companies. Chip Magner of Randall-
Reilly Media, who presented the award,
said the 11-year-old distinction recognizes
the best in heavy-duty truck parts
distribution. The award’s four other finalists
were Six Robblee’s Inc., Point Spring and
Driveshaft Co., Parts For Trucks Inc., and
Inland Truck Parts, Magner said. Midwest
Wheel also won in 2004.
Mark Seng, of Polk, presented the Heavy
Duty Aftermarket Industry Hall of Fame
Award to Harvey Peterson, former president
of Catgo, who grew the company into 18
locations in multiple states as well as being
part of numerous industry boards and
winner of several awards.
Sherbourne said, “We are elated by the
growth we have seen in the participation of
both exhibitors and suppliers as well as the
incredible turnout for SOLD! We see this as
an indicator for continued growth and
prosperity both for HDAW and our
aftermarket.” n
Parts & People March 2013 Page 27
(800) 634-0969 (907) 563-7278 (510) 569-9802 (503) 691-6251 (800) 876-5152
(800) 288-5573 (800) 234-1410 (800) 876-5152 (800) 876-5152
Se habla español (800) 650-1747
Heavy-duty industry arrives in record numbers for ‘Formula for Success’ at HDAW 2013
Last year’s HDAW co-chairs, Mike Betts
(second from l.), of Betts Spring Co., and
Kevin Duval (third from l.), president of
Canadian Wheel Industries, accept
plaques of appreciation for the success of
HDAW 2012 from HDAW 2013 Co-chairs
Walt Sherbourne (l.) and Tom Stewart (r.).
HDAW 2013 statistics
• Total in attendance: ............................. 2,100
• SOLD! program attendance: .................. 207
• Distributors in attendance: ..................... 590
• Total exhibit booths: ................................ 429
• One-on-One meetings:...........................1618
More than 400 people turned out for the
2nd annual John’s March Against
Stomach Cancer fundraiser, Jan. 12, at
Sonoma Raceway. Held in honor of
longtime employee Vice President of
Media and Community Relations John
Cardinale, the event generated $13,980.
Funds will go to No Stomach for Cancer Diagnosed
with stomach cancer February 2011,
Cardinale led the march of 425 people
around the 12-turn, 2.52-mile road course.
“I want to personally thank each and every
person – and dog – who came out for the
event,” Cardinale said. “This disease is in
dire need of exposure and funds so that we
can one day find a cure. I feel we took a
giant step in the right direction today.”
The California New Car Dealers
Association (CNCDA) announced that
2012 new vehicle registrations had
increased 25.3 percent over 2011.
California’s new car sales continue to
outpace national sales that were up 13.4
percent versus 2011. More than 1.6 million
new cars and light trucks were purchased
during 2012, numbers that it has not seen
since 2007, CNCDA Chairman Darryl
Holter said.
Clean Diesel Technologies Inc., of
Ventura, announced California Air
Resources Board (CARB) and EPA
verification for the Purifilter EGR emission
reduction system as fully compliant with
CARB fleet rules. The product addresses a
significant number of EGR equipped
heavy-duty trucks subject to California
Truck and Bus Regulation. “In November
2012, we received an executive order from
CARB, which enabled us to begin selling
Purifilter EGR to fleet operators pending
final verification,” said Craig Breese, CEO
of CDTi.
Six Robblees’ Inc., a distributor of
car, truck, and trailer wheels, as well as
small trailer components, tire shop
supplies, equipment and heavy-duty parts,
was one of five companies nominated for
the 11th annual Truck Parts & Service
Distributor of the Year award at the Heavy
Duty Aftermarket Week (HDAW)
2013 in Las Vegas in January. The
company has locations in Washington,
Oregon, Montana, Alaska, and Northern
John Camara, owner of Camara Auto
Services in Tulare, and Kris Cesena,
co-owner of Auto Medics in San Mateo,
have been selected as ASCCA Members
of the Month for January and February,
respectively. Recipients are nominated by
fellow members and voted upon by the
ASCCA Membership Committee. The
Member of the Month is recognized for
their adherence to ASCCA code of ethics,
being an active proponent of ASCCA,
helping other shops succeed, and
mentoring new members while using
association benefits. Recipients have been
Page 28 March 2013 Parts & People
Continued on page 29
by Rob Merwin
Las Vegas—To drive a business
tomorrow, companies must use their
resources effectively to deliver brand
promise today, said Sam Geist, of Geist and
Associates Inc., during his HDAW 2013
keynote speech, “Competing for Today —
Building for Tomorrow:
Strategies to Compete
Successfully,” which was
developed to highlight
current marketplace trends
and strategies.
“You will be remembered
for what you finish, not for
what you started,” he said.
“The biggest problem in
business today is a lack of
execution — we talk, but
we don’t do.”
In keeping with HDAW’s
theme, “Formula for
Success — Focus on the
Future,” Geist said
successful companies will
execute and deliver on their
promise and value,
regardless of changes in the industry.
“Change is going to happen whether you
like it or not, so keep it at the forefront of
your action, and stop believing your own
brochures — the only people that say you
have value are your customers. Make an
appointment with them and handle change
together. Also, take charge of proper
execution, because customers will appreciate
the ease of doing business with companies
that deliver.”
Businesses can no longer be focused on
providing the lowest price, because in the
global world there will “always be someone
to beat you at the price game.” The business
model has changed, Geist said, and
companies must adapt to
their customers’ needs.
“Today, the business isn’t
selling lemonade, it’s how
to sell the lemonade.”
Customer expectations
have changed, too, he
said. “Everybody wants
more for less and their
needs continually grow,
so keeping in touch with
customers is especially
important, because if
you’re not, your
competition is.”
“Differentation” is a
competitive advantage
and makes what a
company provides and
stands for unique. “When
you take price off the table, what does your
company have left to offer?” Geist said.
Geist said too many companies spend too
much time on strategy and not enough on
execution. “Brand is a promise, and there’s a
direct correlation between execution and
profitability. Strategy will get you in the
game, while execution is the game — it’s the
driver for profits.” n
The biggest problem in
business today is a lack of
execution, says Sam Geist,
HDAW 2013 keynote speaker.
“We talk, but we don’t do.”
Successful execution of brand promise
and delivering value drives profits
People & Places compiled by Steve Sharp
John Camara, owner of Camara Auto
Services in Tulare, was selected as
ASCCA Member of the Month for January
for his outstanding support of the
Kris Cesena, co-owner of Auto Medics in
San Mateo, was selected as ASCCA
Member of the Month for February.
active in association events and added their
voice to legislative issues by contacting
legislative representatives on key issues, as
well as participating in Team Talk.
Members of the Month winners will be
voted on for Member of the Year and
honored at ASCCA’s Summer Conference,
June 21-23, 2013, at the Hilton Irvine
Orange County.
Acknowledging its historic roots started
in 1868 by William Michael Betts, the
Betts Spring Co. has adopted a new overall
corporate name, Betts Co., and the
tagline: Improving the Way Things Move
Since 1868. “We have come far in our 145-
year history, evolving into a diversified
manufacturing and distribution concern
with four operating units in 11 locations,”
said Mike Betts, president and CEO.
“Our branding initiative consolidates our
business into three distinctly branded
operating divisions which position Betts
Co. for future growth in transportation and
industrial markets.”
SEMA has joined with the Off-Road
Business Association (ORBA),
California Association of 4WD
Clubs and others in efforts to keep the
Johnson Valley OHV Recreation
Area open to enthusiasts. The coalition of
groups attained more than the 25,000
signatures required for an official Obama
administration response in just two weeks.
The community is now awaiting a White
House response. “OHV racing is one of
SEMA’s fastest growing enthusiast
markets,” SEMA President and CEO
Chris Kersting said. Johnson Valley
draws at least 200,000 visitors annually and
generates nearly $200 million each year for
local economy from the annual Kings of
the Hammers and other events, as well as
individual off-highway vehicle activities.
East Bay Tire (EBT) announced the
grand opening of its ninth commercial
location, in San Jose. With six service
locations across Northern and Central
California and three in Hawaii, the new
addition continues the growth pattern for
the EBT Service Division, which opened its
first location in Fairfield in 2000. “As
we’ve been growing more and more in the
Bay Area, we really needed a place that
allowed us to perform our complete range
of services. This facility gives us a great
location and allows us to provide our
customers with quality service that meets
East Bay Tire standards,” General Manager
of Commercial Division Jay Ress said.
WORLDPAC’s Born To Be Wild
Sweepstakes winner is Kiet Tran, of
Star Auto Services, in San Jose. The
grand-prize winner receivecs a choice of
motorcycles that include a BMW R1200R,
Ducati Streetfighter, 84 Harley-Davidson
Super Glide Custom, or two Yamaha
YZ125’s. Participants qualified for the
Born To Be Wild Sweepstakes by
purchasing products from WORLDPAC
during November and December 2012 and
doubled their chances of winning by
purchasing brake components. “We would
like to congratulate all of the winners of our
Born to be Wild sweepstakes. This
incentive has created a huge amount of
interest and has been one of our most
successful programs,” WORLDPAC Senior
Vice President of Marketing Mario
Recchia said.
The majority of tool and equipment
purchasing decision-makers used the
Internet more for seeking information, and
less for purchasing tools and equipment,
according to the newly released AAIA
2013 Digital Tool and Equipment
Purchasing Trends report. The report
provides an analysis of the purchasing
decisions of professionals who use shop
tools and equipment for automotive repairs.
The report is available for a fee at
Registration is now available for the 40th
anniversary Knowledge Exchange
conference of the National Catalog
Managers Association (NCMA) at the
Hilton St. Louis at the Ballpark, April 20-
23, in St. Louis. Automotive catalog and
product content managers will gather with
their trading partners and vendors for three
days of education, professional
development, and networking. NCMA is a
segment of the AAIA. NCMA members
can register for $495, and the fee for non-
members is $695. Forms and information
can be found online at the NCMA
conference page at
The Hot Rodders of Tomorrow
Engine Challenge, a scholarship
program for high school shop teams, is
expanding in terms of numbers of sponsors,
teams, and scholarship dollars. Design
Engineering Inc. (DEI) announced its
sponsorship of the program, which is
designed to encourage high school students
to take an interest in the performance
aftermarket by providing a series of
competitions that exhibit their skills. For a
full schedule events, or to sign up a high
school team to compete, visit
A Chip Foose-designed
WD40/SEMA Cares 1953 F-100 sold
at Barrett-Jackson recently for
Parts & People March 2013 Page 29
Continued on page 30
Continued from page 28
$170,000, with all proceeds benefitting
Childhelp and Victory Junction
charities. The truck was rebuilt with an
updated drivetrain and suspension and
custom paint. Other features include an
original flathead engine from Edelbrock,
speed equipment from Egge, BASF paint,
and a custom MagnaFlow exhaust.
Betts Co. announced that BettsHD is
the company’s new operating division for
spray suppression and fender products at
HDAW 2013 in Las Vegas. BettsHD
combines the resources of Betts and Life-
Time Fenders into one source for
safety-related products focused on heavy
duty tractor/trailer applications. Heavy duty
tractor/trailer components previously
branded or offered distinctly by Betts and
Life-Time Fenders will be branded as
Fras-le, a friction material
manufacturer, announced at HDAW 2013
in Las Vegas that it began production of
heavy-duty brake lining at its friction
manufacturing facility in Prattville, Ala. It
is the first time Fras-le has produced heavy-
duty brake lining in the U.S. The new
friction materials are supplied to Meritor
for aftermarket use on new and
remanufactured brake shoes in North
The Automotive Lift Institute Inc.
(ALI) announced the availability of the
2013 edition of
its “Vehicle
Lifting Points
for Frame
Engaging Lifts.”
The updated
guide is a quick-
manual for
lifting point
information as
by the vehicle
Visit ALI’s website to
order this updated guide or for information
on other safety materials and standards.
The University of the
Aftermarket Foundation welcomed
Dorman Products Inc. as a lifetime
trustee. The company recently contributed
$100,000 to the foundation in order to help
secure the future of the aftermarket through
education. Jeff Darby, senior vice
president of sales for Dorman, will serve as
the company’s representative on the board
of trustees.
In memoriam: Gordon A. Ulsh, 66,
who spent more than 40 years in
automotive and industrial markets, died
Feb. 1. From April 2005 until his retirement
in July 2010, he was president, CEO and a
director of Exide Technologies, where he
led the company to growth and stability,
most notably through
the economic
downturn. From 2001
until March 2005, he
was chairman,
president and CEO of
FleetPride Inc. He
served as president and
CEO of Federal-Mogul
Corp. in 1999 and also
as head of the
company’s Worldwide
Aftermarket Division
in 1998. Prior to
Federal-Mogul, he
held a number of leadership positions with
Cooper Industries Inc., including executive
vice president of the automotive products
segment. At the time of his death, Ulsh was
lead director of the Cardone Industries
Board, and a director of OM Group Inc., in
Cleveland. He was active in both the
Motor & Equipment Manufacturers
Association (MEMA) and Battery Council
International. n
Page 30 March 2013 Parts & People
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Aisin World Corp. of America ...........................9
Armstrong & Associates Insurance................21
Automotive Research and Design....................8
Automotive Service Councils of CA.................8
Autowest Dodge Chrysler Jeep.....................11
British Motor Car Distributors.........................21
Capitol Expressway Ford ...............................10
Chrysler LLC...................................................20
Elite Worldwide ...............................................24
Elk Grove Subaru..............................................4
Elk Grove Toyota.............................................14
Engine & Performance Warehouse, Inc. ........27
Engine World Engines & Transmissions.........22
Exedy Globalparts Corp. ..................................6
Federated Warehouse ......................................7
FH Dailey Chevrolet ..........................................5
Ford Powertrain Dealers.................................31
Fremont Chevrolet ..........................................24
Future Ford of Roseville..................................12
Jasper Engines & Transmissions....................29
Jerry’s Paint & Supply.....................................16
Levan Group....................................................26
Levin’s Auto Supply ..........................................2
LKQ Auto Parts...............................................15
Magnussen’s Toyota Lexus............................22
Modesto European.........................................18
NAPA Auto Parts.............................................13
NAPA Tracs .....................................................25
Performance Warehouse................................32
Precision For Collision....................................19
Rare Parts........................................................28
Serramonte Ford...............................................4
Shingle Springs Nissan...................................14
Subaru of America dealerships......................17
Sunnyvale Ford...............................................26
Total Lubricants USA Inc. ...............................23
Toyota of Vallejo..............................................30
TriStar Motors..................................................30
Advertisers’ Index
2013 California Dealer School
Our schedule of IN PERSON classes:
We Need a FAX of your Driver’s License
We Need a FAX of your Dealers License
CALL 800.901.5950
Our Toll Free Fax @ 888.948.1795
We offer on-line, home study and in-person renewal classes.
Campbell Mar. 1, 9, Apr. 5
San Francisco Mar. 2, Apr. 6
Santa Cruz Mar. 4, 10, 18, 27, Apr. 7, 14, 21
Novato Mar. 5, 9, Apr. 9
Fairfield Mar. 6, Apr. 10
Walnut Creek Mar. 6, Apr. 10
Santa Rosa Mar. 7, Apr. 11
Fremont Mar. 7, 16, Apr. 11, 20
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Redwood City Mar. 12, 26, Apr. 9, 23
Fresno Mar. 15, 20, 25, Apr. 13, 19, 24, 29
Modesto Mar. 19, Apr. 14, 23
Salinas Mar. 26, Apr. 30
People & Places
201 Auto Mall Parkway • Vallejo, CA 94591 •
Wholesale Parts Department
Toll Free: 800-537-5151 • Fax: 707-645-7674
Daily Deliveries to, Napa, Sonoma, Solano,
Yolo Contra Costa and Alameda Counties
We have the Largest, Most Comprehensive
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in Solano, Napa and Yolo Counties!
Continued from page 29
Gordon A. Ulsh,
66, died Feb. 1.
Ulsh spent more
than 40 years in
automotive and
industrial markets
until his
retirement in July
This custom-built 1953 Ford F-100
recently sold for $170,000 at Barrett-
Jackson Auctions in Scottsdale, Ariz.
ALI announced the
availability of the 2013
edition of its “Vehicle
Lifting Points for Frame
Engaging Lifts” guide.
To report local announcements,
new hires, training events, or any
appropriate news, e-mail
Parts & People March 2013 Page 31
*See your Dealer for limited warranty details.
Big Valley Ford Lincoln
Capitol Expressway
Ford Lincoln Mercury
San Jose
Downtown Ford Sales
Folsom Lake Ford
Ford Store San Leandro
San Leandro
Future Ford of Clovis
Future Ford of Sacramento
Hansel Ford
Santa Rosa
Harrold Ford
Serramonte Ford
Sunnyvale Ford Lincoln
Walnut Creek Ford
Walnut Creek
New & Remanufactured
Gas & Diesel
Engines & Transmissions
Ford Remanufactured Diesel Engines
and Motorcraft
Fuel Injectors
• Diesel engines are covered by
2-year/unlimited mileage warranty
covering parts and labor*
• Diesel fuel injectors are
covered by a 12-month/12,000 mile
parts warranty*
Ford New and Remanufactured
Gas Engines and Transmissions
• OEM Quality
• Same or Next Day
• No-Risk Core
Return Credit
• Competitive Prices
• 3-year/unlimited
mileage warranty*
• National Coverage*
“100% CORE
With NO Commercial
Exceptions and National
6.0L or 7.3L
7.3L Diesel
Offers expire April 30, 2013
Page 32 March 2013 Parts & People
Please complete and fax to: (503-417-5307 or 1-800-999-9819) Register Online @,
or mail to: Performance Warehouse 9440 N. Whitaker Rd. Port. OR 97217 by April 12, 2013 and your FREE SHOW TICKETS
for Saturday April 27th & Sunday April 28th, 2013 will be mailed to you PRIOR to the show
Business Name: _____________________________________________ Account#:_____________________
Address: ______________________________________ City:_________________ State: ____ Zip:________
Name: ___________________________________________ Position:________________________________
Name: ___________________________________________ Position:________________________________
Name: ___________________________________________ Position:________________________________
Name: ___________________________________________ Position:________________________________
Mailed/Faxed by:___________________________________ Date:_____/_____/_____
Hillsboro Warehouse
Saturday Show Hours:
3:00PM - 8:00PM
Sunday Show Hours:
9:00AM - 4:00PM
Over 500 Manufacturers
Talk to the Sales Representatives
about whats New & Exciting for
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NC March.pdf11.56 MB