River Valley

River Valley 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 Missouri, Illinois, S. Indiana & W. Kentucky 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 15-19 C1-C4
Understanding relationships with DRPs
contributes to growth at Bowen . . . 15
In a tight market, customer
loyalty and DRPs allow Bowen
Auto Body in Hannibal, to
expand several times.
Business attorney tests shop owners’
knowledge of employee law . . . . . C-2
Toyota’s Predictive Estimating promises
quicker, more accurate repairs . . . . . C-4
Collision Tools & Equipment . . . . . C-4
Gerhart reaps rewards of emphasis on
refinish quality and OEM-parts usage . 17
California, Mo., collision-repair
shop experiences sales
increases for the past fve years
despite challenges.
Collision Repair Training Notes . . . 18
Opportunity knocks for expanding
Complete Auto Body & Truck Repair . 19
A new heavy-duty repair facility in St.
Charles County capitalizes on demand for
collision and mechanical services.
Online Edition at
Underhood Maintenance
& Air Conditioning
. . .
Medium- & Heavy-Duty Truck
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 Company, 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 lighting.”
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
And while LEDs have
extended the life expectancy of
the lights, the light is only as
Peterson Manufacturing says innovation — from
concept to market — sets them apart in market
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
INSIDE Parts & People
More than 9,900 circulated
Shift from passenger to heavy-duty
heats up radiator business at Affton . 3
Changing emphasis
from automotive to
heavy-duty has created
opportunity for Bill and
Rhonda Rickermann of
Affton Radiator and
A/C Service.
New website ‘toolbox’ can help shops
prepare for NCCM in April . . . . . . . . . . 3
AASP-MO rallies industry to fight passage
of state bill extending registrations . . . 5
AASP-MO is asking its members and the
industry to join the fght against passage of
MO SB136, which would give Missouri
motorists the option of registering vehicles
every three years.
As emerging technology gains traction,
charging systems are adapting . . . . . 7
The need for greater fuel economy and the
electrical demand inside today’s vehicles is
changing the way the OEMs are looking at
vehicle battery technology.
Auto Notes . . . . . . . . . . . . . . . . . . . . . 10
Kirkwood shop partners with NAPA and
will expand into diesel business . . . .11
Even in the current economic
climate, Brad Thiele, owner of
Kirkwood Auto & Truck is
investing in his shop and adapting
to a growing diesel market.
Heavy-Duty industry arrives in
record numbers for HDAW 2013 . . . . 21
Successful execution of brand
promise and value drives profits . . . 22
New Product Notes . . . . . . . . . . . . . . 24
OTC breaks new ground with launch of
tablet-based diagnostic tool . . . . . . . 25
Cooper’s Keys to Auto Repair Profits . 26
ASA-MO/KAN meeting discusses
modern coolant technology . . . . . . . 28
Mechanical Repair Training Notes . . 28
People & Places . . . . . . . . . . . . . . . . . 29
More photos and
articles at
Continued on page 20
Page 2 March 2013 Parts & People www.partsandpeople.com
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 www.federatedautoparts.com.
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
Parts & People March 2013 Page 3
Underhood Maintenance & Air Conditioning / Medium- & Heavy Duty Truck Focus Issue
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 www.carcareindustry.com.
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,
rachel.ludlow@aftermarket.org and
rich.white@aftermarket.org, 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
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
www.carcare.org/car-care-guide 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
Shift from passenger to heavy-duty heats up radiator business at Affton Radiator and A/C
by David Gerchen
St. Louis—When Affton
Radiator and A/C Service opened
36 years ago, its business was
almost all passenger vehicles,
Owner Bill Rickermann said.
That’s no longer true, and the
expansion to heavy-duty truck
radiator work opened new
opportunities beginning four years
ago when two things happened —
he started cleaning diesel
particulate filters (DPF) for heavy-
duty trucks and his son, Kyle,
joined the business.
“Doing the DPF work has
opened up so many new doors for
us,” Kyle Rickermann said. “We
have customers today we couldn’t
have imagined.” Kyle
Rickermann said it was the
possibilities created by the DPF
work that made him interested in joining
the company, and he is the third generation
to work in the business started by his father
and his grandfather.
When workflow allows, Kyle gets out of
the shop to make sales calls to expand the
business. Bill Rickermann said, “Kyle has
taken our marketing efforts to a level I
could never have imagined. He’s really
made our business grow.”
In addition to DPF cleaning, Affton
Radiator and A/C Service does commercial
work such as cleaning prime power and
stand-by generators. The shift in their
business was almost a necessity, Bill
Rickermann said.
“Our automotive work had been
decreasing because manufacturers went
from copper and brass radiators to
aluminum and plastic radiators. We saw an
opportunity to move to heavy-duty radiator
work and that work has really driven our
business,” Bill Rickermann said.
Today, about 55 percent of his business
is in radiator work and 45 percent in mostly
passenger air conditioning repairs. Affton
has also branched out to
become Emergency Vehicle
Technician (EVT) certified.
“A lot of municipalities like
to see that EVT
designation,” Bill
Rickermann said. “It gives
them a good feeling about
bringing us that work.”
Bill Rickermann and his
wife, Rhonda, who also
works in the business,
attended the recent Mobile
Air Conditioning Society
(MACS) Worldwide
conference and said the buzz
of the convention was about
1234yf refrigerant. When
asked what the impact of the
conversion to that refrigerant
will be, he said, “A whole
new way of explaining the
cost to the customer.” He cited differing
information offered by MACS staff, who
said the new refrigerant would cost
between $60-$128 per pound, and DuPont
representatives who said the cost could be
10 times that much.
Rickermann said he is particularly
concerned that body shops won’t be ready
for the cost of the new refrigerant. “If
there’s a front-end collision of a new car
loaded with 1234yf and the system needs
recharging, are they going to be able to
recoup the money that’s going to be
required to get the air conditioner operating
Another topic among attendees was that
car counts were down for all operators but
average ticket revenue was up. “It’s not
about the economy and it’s not about the
election anymore,” Rickermann said. “Cars
are being built better with parts that last
longer so there’s just fewer repairs needed.”
Rickermann has been a MACS member
for at least 25 years and said the
networking opportunities are more
valuable for him than even the training,
which he says is extremely useful. “The
chance to talk to other shop owners and
share stories and experiences is priceless,”
Rickermann said. “Some people complain
about paying dues and about the cost of the
MACS convention; my response is I’ve
made my money back within the first
hour.” Kyle Rickermann is a believer in
association membership, too; he was
recently elected to the board of the
National Automotive Radiator Service
Association (NARSA).
Rickermann believes in the importance
of ongoing training. He and his five
technicians attend classes sponsored by
ACDelco and by South County Auto Parts.
As with attending the MACS convention,
Rickermann enjoys the networking with
other radiator shop owners and technicians.
“We all have the same interests, and these
classes give us the chance to share
From l., Bill, Rhonda, and Kyle Rickermann of Affton Radiator &
A/C Service have shifted the emphasis of their radiator work into
heavy-duty and commercial work and away from a shrinking
passenger vehicle market. Their strategy has worked well
enough that they’re considering a move to a larger facility.
Continued on page 6
Page 4 March 2013 Parts & People www.partsandpeople.com
Parts & People
The Monthly Regional Publication
for River Valley
Automotive Specialists
Volume 11 / Number 3, March 2013
Publisher: Lance Buchner
Associate Publisher: Michael Anderson
Managing Editor: Rob Merwin
River Valley Regional Manager:
David Gerchen
Jerold B. Smith, John Yoswick,
Matthew Sevart, 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
River Valley Edition offices
Bridgeton, MO 63044
Phone: 314-637-5386
Toll Free: 855-209-0988
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, tracy@partsandpeople.com
Subscriptions are free to all automotive-related River Valley
regional business owners and managers; $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.
Publisher’s Statement
Authentic Mopar® Powertrain.
©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.
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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 as 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
by David Gerchen
St. Charles, Mo.—AASP-MO is asking
its members and the industry to join the
fight against passage of MO SB136, which
would give Missouri motorists the option
of registering vehicles every three years.
At this time, vehicles may be registered
annually or biannually and a safety
inspection is required each time the car is
Ron Reiling, executive director of
AASP-MO, said, “There are a number of
reasons to object to the passage of this bill,
but it all comes down to making sure safe
vehicles are being operated.”
He said 12-13 percent of vehicle
accidents can be attributed to mechanical
failure, which may be the result of normal
wear and tear and/or lack of maintenance.
Reiling added that vehicles would be
driven an additional 10,000-16,550 miles,
on average, without a safety inspection. He
also said the rate of vehicular fatalities in
states that do not have safety inspections is
double that of Missouri, according to the
Missouri State Highway Patrol.
Reiling, who is also a registered lobbyist
working on behalf of AASP-MO and the
Missouri Tire Industry Association
(MTIA), which also opposes the
legislation, points out that
additional data from the Rubber
Manufacturers Association (RMA)
finds that more than 13 percent of
U.S. vehicles have at least one bald
Reiling suggested people contact
their Missouri state senators to
express opposition to the bill,
which is sponsored by State Sen.
David Sater. n
Parts & People March 2013 Page 5
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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
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
Elvis L. Hoffpauir,
MACS president and
AASP-MO rallies industry to fight passage of state bill extending safety inspections
Ron Reiling, executive director of AASP-MO, is
leading opposition to SB136, legislation in the
Missouri State Senate that would allow vehicles
to be registered once every three years as
opposed to the current two-year maximum.
Reiling says extending the registration period will
put more unsafe cars on Missouri roads.
information,” he said.
Despite plans underway to build a new
facility, purchasing new equipment won’t
be necessary because Bill Rickermann
designs and builds much of the equipment
needed for the heavy-duty radiator
servicing work. Kyle Rickermann added
that if they can’t build needed equipment
themselves, they buy “the best of the best”
at the best possible price.
The new facility will help Affton
Radiator and A/C Service accomplish one
of its primary goals — quick turnaround
for customers. Bill Rickermann said, “We
have a customer that has 10 trucks to
move material out of its mines. They need
nine of those trucks working every day. If
they don’t have nine trucks available, the
mine shuts down and that costs the
company $100,000 an hour in revenue.
That’s just one story that shows why doing
our work well and fast is important to our
customer.” n
MACS honors new product showcase
winners and names category standouts
Page 6 March 2013 Parts & People www.partsandpeople.com
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 PSI.
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
AGS Swedge Lokr Kit
Santech No. MT3710 – Dual Channel
Thermometer Kit
Beck/Arnley European Coolants
Continued from page 3
Gary Bradley, a radiator technician at
Affton Radiator & A/C Service, replaces
tubes that have become unusable on a
Mesabi radiator.
Shift from passenger to heavy-duty heats up
radiator business at Affton Radiator and A/C
Chicago—For the first time, GAAS
2013 will feature four practical, hands-on
breakout sessions on succession planning,
improving employee morale and customer
loyalty, groundbreaking trends impacting
the automotive aftermarket, and
successfully closing the gap between
strategic planning and execution. The four
seminars will be May 22, and will be
repeated twice.
“We are excited to take attendees deeper
into several important subject matters with
our new breakout sessions,” GAAS
Chairman Denny Welvaert said. “These
sessions will be a strong complement to an
impressive lineup of presentations and
panel discussions on important industry
Welvaert said GAAS announced that
Danielle Russell, automotive industry
director for Google, will present,
“Consumer Insights and Opportunities —
Three Game-Changing Trends.” Russell
will serve as the closing speaker for GAAS
2013. She will explain how consumers are
increasingly turning to the Internet for
parts and service information and what
information the aftermarket must embrace
to make the customers’ experience a
satisfactory one that sells more product. n
New breakout sessions
will drive change at GAAS
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
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 2003.
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 AGM.
“The flooded battery is going away,”
As emerging technology gains traction, battery charging systems are adapting
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.
Continued on page 8
Parts & People March 2013 Page 7
Contact your
local Kia dealer for
assistance and
delivery of your parts.
Suntrup Kia
3900 Lemay Ferry Rd.
St. Louis, MO 63125
Fax: 314-894-0391
Lou Fusz Kia
10964 Page Ave.
St. Louis, MO 63132
Auffenberg Kia
of Cape Girardeau
611 S. Kingshighway St.
Cape Girardeau, MO 63701
Zeiser Kia
Wood River
1911 E. Edwardsville Rd.
Wood River, IL 62095
Fax: 618-216-8032
Zeiser Kia
4955 Veteran’s Memorial Pkwy.
St. Peters, MO 63376
Mike Smith Kia
2101 Irvin Cobb Dr.
Paducah, KY 42003
Paul Cerame Kia
11655 New Halls Ferry
Florissant, MO 63033
Fax: 314-972-8890
Suntrup Kia West
14116 Manchester Rd.
Manchester, MO 63111
Fax: 636-591-2914
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Record-breaking vehicle sales in 2011 made Kia one of the fastest
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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 said.
“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 process.”
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.”
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 www.cloreinfo.com.
“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
Page 8 March 2013 Parts & People www.partsandpeople.com
As emerging technology gains traction, battery charging systems are adapting
Continued from page 7
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
DEI will sponsor 2013 Hot Rodders
of Tomorrow Engine Challenge
Avon Lake, Ohio—The Hot Rodders of
Tomorrow Engine Challenge, a scholarship
program for high school shop teams, is
growing in leaps and bounds in terms of
numbers of sponsors, teams and
scholarship funds. Design Engineering
(DEI) announced its sponsorship of the
program designed to encourage high school
student to take an interest in the
performance aftermarket by providing a
series of competitions that exhibit their skill
at breaking down and reassembling a small
block Chevy engine.
The event, created in 2008, was the
brainchild of Jim Bingham, owner of
Winner’s Circle Speed and Custom Inc.
The engine challenge was developed
initially as a special event for Winner’s
Circle’s Race and Performance Expo. With
only five teams competing in the inaugural
year, but with added encouragement from
Vic Edlebrock, Winner’s Circle has grown
the challenge to become a nationwide
competition that encompasses more than
600 students, seven events, including the
national championship at the annual PRI
show, and 150 sponsors.
With financial support from DEI and
other performance manufacturers,
educational institutions, SEMA, PWA,
AERA and others, more than $6,000,000
has been raised for student scholarships
from OTC, SAMS, and UNOH. Every
student that places first through fifth in the
nationals will win college scholarship
funds. First-place team members win
$10,000 each, second-place team members
win $9,000 each, third-place win $8,000
each, fourth-place wins $7,000 each and
fifth-place wins $6,000 each to be used to
pursue a career in the automotive
Rodney Bingham, director of Hot
Rodders of Tomorrow, said, “We appreciate
DEI’s commitment to this event. Our youth
have incredible talent and represent the
future of the performance aftermarket. This
event has been a very rewarding experience
cultivating the growth of this engine
challenge and seeing the dedication of the
teams year after year. We are encouraged
by the level of support from manufacturers
like DEI who sincerely want to encourage
youth to consider the performance
aftermarket as a career.”
The first Hot Rodders of Tomorrow
Engine Challenge event began Feb. 22, at
the Race and Performance Expo in
Pheasant Run Resort in St. Charles, Ill., and
culminates at the 26th annual Performance
Racing Industry (PRI) show that will be in
Indianapolis in December. The display of
the top teams competing at the annual
SEMA show is a highlight for spectators
and determines the teams that will compete
at the nationals event at PRI. For a
schedule or to sign up, visit
www.hotroddersoftomorrow.com. n
Parts & People March 2013 Page 9
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
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 experience.
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
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 10 March 2013 Parts & People www.partsandpeople.com
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The Porsche Cayenne SUV was the top seller for
the company in January in the U.S.
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.
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 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.
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
Parts & People March 2013 Page 11
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by Matthew Sevart
Kirkwood, Mo.—It’s been
nearly 40 years since Brad Thiele,
owner of Kirkwood Auto & Truck,
got his start in the automotive
repair industry, and in that time, he
said he has seen vast changes in
the repair industry, but never
before has he experienced such an
ebb and flow in the overall
business traffic.
“I have never seen the industry
this way,” said Thiele, who has
owned Kirkwood Auto & Truck
since 2001. “It is really up and
down, which can make it a
challenge, but I always say, ‘It’s
easier to stomach the good times,
but prepare yourself for the bad, because
it’s hard.’”
In response to the economic climate and
changes in the repair industry, he said he
has made changes to his staffing and
business partnerships and is in the process
of enhancing some of his service offerings.
One major change, Thiele said, has been
the consolidation from four employees to
two, along with a sub-contractor who
works part time.
“We are getting much more work done
now as compared to before,” he said, “and
it has relieved a lot of headaches that can
come with managing a larger crew.”
Thiele said he has plans to add another
technician in the near future, but he is
looking for one with a specialization in
diesel repair.
“My next step in this business is adding
a diesel technician to service an increasing
diesel market and fleet customers,” he
said. “I have been turning away a lot of
diesel work, but I am at a point now where
I am ready to make that one of
my niche services.”
Thiele added that diesel
work meshes nicely with his
existing fleet customers, and is
a major selling point for
potential ones as well.
“My fleet customers are
very important because they
are running a business and
using their vehicles for
transportation of a product or
service, so they really
appreciate fast turnaround,”
said Thiele, adding that he
comes in on Saturdays and
Sundays to take care of his
fleet customers, which he does
by appointment for traditional customers.
To accommodate the medium-duty fleet
vehicles, Thiele said he has a Mohawk
20,000-pound lift, and he plans on
increasing the height of one of his bays to
12 feet in order to service larger vehicles.
Most recently, Thiele invested in a new
Challenger lift through NAPA, a purchase
made easier thanks to assistance through a
leasing option.
“As long as I continue to purchases a
specific amount of parts from NAPA, they
will pay off the lease for me,” he said. “I
didn’t have that option with any other
providers, so I had to take advantage of the
Thiele added that he is also partnering
with NAPA to become a NAPA AutoCare
Center this spring.
“NAPA has a great national warranty
program, national advertising, and
program benefits, which is great support
for us,” Thiele said. “Labor claims, for
example, have never been easy, and 95
percent of the time they do not exist, so the
support that NAPA is providing on that
end really helps.”
Locally, Thiele said he also works with
S & S Automotive, Al’s Auto Parts, Eagle,
and 1-800 Radiator for A/C and radiator
In the shop, Thiele said he and his
technicians are keeping comfortable,
thanks to central air conditioning and a
central furnace for heat, with a gas back
“Being in this business as long as I have,
and working in these conditions, I decided
two years ago to invest in central air
conditioning and a Clean Burn waste oil
furnace,” he said.
Brad Thiele, owner of Kirkwood Auto & Truck, is making big
changes in his business this spring and in the near future,
including partnering with NAPA to become a NAPA AutoCare
Center, extending the height of one of his service bays to
accommodate larger fleet vehicles, and hiring a diesel technician
to add to his service offerings.
Kirkwood shop partners with NAPA program and plans expansion into diesel business
Continued on page 12
Page 12 March 2013 Parts & People www.partsandpeople.com
ALI launches online database
of Lift Inspector testing locations
Cortland, N.Y.—Participants in the
Automotive Lift Institute’s (ALI) new Lift
Inspector Certification Program now have
an easy tool to use to find local testing sites
where they can take their pre-course and
course examinations.
ALI has partnered with Applied
Measurement Professionals (AMP) to create
a searchable database of locations that
support the program’s tests at
www.goamp.com. Applicants simply visit
the website and click on the “candidates”
box in the upper right corner. In the first and
second drop-down menus, select “Other,”
and then “Automotive Lift Institute Inc.”
Applicants choose which test they are
approved to take, ALI’s pre-course or course
examination, in the third drop-down.
After all the information is selected,
AMP’s portal will show a “Locate Testing
Centers” link. The testing sites listed can be
narrowed by state or searched by ZIP code.
The Lift Inspector Certification Program
was created to provide third-party
qualification of vehicle lift inspectors and to
certify those who demonstrate that they are
qualified to properly inspect vehicle lifts in
accordance with ANSI standards and in
support of OSHA’s General Duty Clause and
provincial requirements in Canada. Detailed
materials can be found at
www.autolift.org/certified-inspectors. n
SAE International technical group’s report
bolsters confidence in R-1234yf safety
Wilmington, Del.—An SAE
International Cooperative Research
Program reported progress in expanding its
evaluation of
R-1234yf, stating that their “high level of
confidence that R-1234yf can be used
safely in automotive applications continues
to grow.”
An earlier Cooperative Research
Program was completed in 2009 and
concluded that R-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
Truckers hopeful about transportation
investments with first T&I hearing
Grain Valley, Mo.—The Owner-Operator
Independent Drivers Association, OOIDA,
expressed thanks to the Committee on
Transportation and Infrastructure for
recognizing the critical role transportation
plays in the economy in its first hearing of
the 113th Congress held recently.
The hearing, “The Federal Role in
America’s Infrastructure,” said a main item
for Congress includes preparing for the next
surface transportation reauthorization,
something the association wholeheartedly
supports, said Todd Spencer, executive vice-
president of OOIDA.
He added that the association looks
forward to working with Committee
Chairman Bill Shuster (R-PA) in providing
expertise on transportation issues and
moving forward with a viable plan.
“Truckers know firsthand the
importance of investments in roads and
bridges to improve and continuously
revitalize our national lifelines of
commerce,” Spencer said. “Most would
echo President Obama’s comment of ‘fix it
first’ and add ‘do it now and for the future.’
For that to become reality, we have to have
reliable and fair funding mechanisms that
preserve the tried-and-true user fee system
that fuel taxes have always represented
while maintaining the trust that is at the
heart of our transportation core.”
Moving toward proposals that involve
tolling more roads, especially interstates,
would have a negative impact on that
national network, Spencer said. n
Kirkwood partners with NAPA program
and plans expansion into diesel business
For improved insulation,
Thiele just added electrical
garage doors through
Wright Door Company in
St. Louis. “They were
installed in a day, and they
came with a lifetime
guarantee,” said Thiele,
adding that he and his
technicians are equipped
with garage door openers so
they can quickly open and
close the doors.”
As for tools and
equipment, Thiele said he
has made many investments,
from diagnostic scan tools
to BG maintenance machines, but two of
the most beneficial investments have been
online data support through iATN and
Identifix communities.
“These are two great tools that provide
diagnostics you need to have to fix cars
correctly,” he said. “Technicians have
found the issues, repaired the vehicle, and
documented the whole process, which
allows us to fix the car correctly, and save
countless hours — a savings that we can
pass on to the customer.”
And the customer, Thiele said, is what
being in business is all about.
“I know it’s not fun to pay to have your
car fixed like going out to dinner or
catching a movie. I hear it’s like going to
the dentist, but I enjoy the business, and I
have a lot of customers that trust me with
their car, so much so, that they just toss me
the keys and don’t even ask the price. It
makes me proud of what I do.” n
Technician Drew Cable, who has been at Kirkwood Auto
& Truck for three years, finishes off an oil change.
Continued from page 11
Parts & People March 2013 Page 13
With more than 250 million vehicles in the U.S. and Canada that need
parts or service, the aftermarket is a rewarding career choice. An
automotive scholarship can help open the door.
Scholarships are available for students training to become automotive,
heavy duty, or collision repair technicians, and to students in business,
marketing, engineering or other major courses of study.
The Global Automotive Aftermarket Symposium (GAAS) and more
than 20 additional organizations award automotive scholarships each
year. Visit www.automotivescholarships.comto get started. Your
completed application will automatically be considered by every
organization where you meet their qualifications. More than 1,600
scholarships have been awarded since 1998, representing more than
$1.6 million in direct aid to students.
for your
scholarship at
Applications must be completed by March 31, 2013.
Page 14 March 2013 Parts & People www.partsandpeople.com
Coats adds new balancer and software
enhancements to heavy-duty line
La Vergne, Tenn.—Hennessy
Industries’ Coats brand recently made two
upgrades to its heavy-duty wheel balancer
The first is the addition of the 6450-2D
to Coats’ line of Direct-Drive heavy-duty
The second is the launch of Dual
Calibration Software (DCS), which
enhances the auto and light-truck
applications on the 6450 platform.
The 6450-2D retains the most valuable
6450-3D features, including proven
durability, fast cycle times, and high
accuracy through a wide range of wheels.
DCS will be standard on both the 6450-
2D and -3D models.
“Dual Calibration Software is available
exclusively on Coats 6450 heavy-duty
wheel balancers,” said Kevin Keefe,
Hennessy Industries’ vice president of
“Unlike other heavy-duty balancers,
which simply change the round-off when
switching between heavy-duty and
passenger-car work, the Coats 6450 series
stores and runs two independent sets of
calibrations: one for passenger-car and
light-truck and one for heavy-duty
In addition to changing round-offs, the
machines adjust critical balancing
parameters based on the job at hand.”
The 6450 is built for municipal shops
servicing police cars, fire trucks, and
transit vehicles, and front-line retail
service, from delivery vehicles to tractor
“Hennessy works to provide the most
competitive products on the market, and
the 6450-2D and Dual Calibration
Software are the latest additions to our
already impressive lineup,” Keefe said.
“These items will provide further time
savings for busy shops.” n
Service contracts grow in popularity as
new cars become more expensive to repair
Tallahassee, Fla.—As new cars make
their debut, more buyers than ever before
will decide to purchase a service contract
to cover the cost to repair their new ride,
according to the Service Contract
Industry Council (SCIC). Service
contracts are an increasingly popular
choice among consumers as car repair
costs rise.
The SCIC estimates that consumers
bought more than 10 million service
contracts in 2012 for both new and used
vehicles. Those service contracts covered
95 percent of annual claims filed,
including repairs necessary due to normal
wear and tear, providing coverage above
and beyond a traditional manufacturer’s
Today’s vehicles are made up of more
than 10,000 components, yet the standard
powertrain warranty covers only a
fraction of them.
The average new car has six to 20
computers that control everything from
fuel injection and anti-lock brakes to
airbag deployment.
Those systems can be expensive to
repair due to both the high cost of parts
and labor costs that can run as high as
$250 an hour for specialized repairs on
luxury vehicles.
Service contracts (sometimes called
extended warranties) offer value and
predictability by protecting a vehicle long
after the manufacturer’s warranty expires
and by covering repairs it does not cover,
said Timothy Meenan, SCIC executive
“The new technologies and complex
components in today’s motor vehicles put
consumers at greater risk for big out-of-
pocket repair costs than ever before,” said
Meenan, whose organization represents
service contract providers covering home,
auto, and consumer goods. “Service
contracts help consumers better deal with
the unexpected, so they don’t have to
worry when expensive unforeseen repairs
are needed.”
In addition to protection offered during
a manufacturer’s limited warranty, vehicle
owners rely on service contracts to pick
up after the limited warranty expires,
typically after three years or 36,000 miles,
to cover essential yet costly-to-repair
systems such as air conditioning, power
windows, electronics, and navigation.
Most service contracts pay for the cost
of a rental car while the car is in the shop,
which the standard manufacturer’s
warranty typically does not cover.
In addition, service contracts can
usually be transferred to a new owner
when the vehicle is sold increasing the
vehicle’s marketability. n
by Jay Sicht
Hannibal, Mo.—For a town of about
18,000 people, neighborhood competition
for collision-repair shops in Hannibal is
unusually strong. All half a dozen or so
shops are concentrated on the south side
of town, with five of them within just a
mile of each other on Market Street. But
over the years, Bowen Auto Body has
grown to become one of the bigger players
through quality work and embracing DRP
agreements, said Les Bowen, who owns
the business with his wife, Brenda.
“In the old days, you’d have an
appraiser who would come to look at a
vehicle, or the customer would go and get
three estimates down the road,” Bowen
said. “Whoever was
cheapest got the job;
you had all of this
competition right
here on your same
Some shop
estimators at that time
would intentionally
omit a part to lower the price of the
estimate, Bowen said, and when they won
the job, they would call for a supplemental
part from the insurance company.
“People were taking their cars to get
repaired by the shop that was the
cheapest,” he said. “That’s gone away.
You don’t see much of that anymore.”
To maintain a healthy relationship in an
insurance company’s DRP, Bowen said
shop owners and managers must be
flexible, although it’s not a case of the
insurance company telling a shop owner
how to run his business, as some think.
“All insurance companies are willing to
pay what they owe; you just have to prove
the damage and document it,” Bowen
said, noting that he now has eight DRP
agreements that he helps manage through
CCC One and Audatex estimating
Although it took some time to learn
each company’s policies, Bowen said it
hasn’t been onerous, even though he and
his staff must now take extra steps than he
did before, such as tracking customer
contacts to log events: when the customer
brought in the vehicle, when the repair
was started, and the date of delivery
promised to the customer.
Bowen writes the estimates and is the
final pair of eyes on each vehicle before
it’s delivered, he said,
while Brenda manages
the office with help
from two part-time
receptionists, Rachelle
Hart and Emily
Stevenson. Their son,
Alan, will graduate in
May from Linn State
Technical College with a degree in
Automotive Collision Technology and will
follow in his father’s footsteps, he said.
Technicians in the shop include Painter
Jamie Hamm, Body Technicians Mark
Gibbons and Randy McReynolds, and
Cleanup Technician Kyle Haynes.
Bowen said while in high school he
knew he wanted to enter a trade, but at the
time it would have likely been as an
electrician or HVAC technician. Fate had
other plans, though.
“I was probably 17 when I helped a
buddy paint his own car, and I thought that
Parts & People March 2013 Page 15
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Understanding working relationships with
DRPs contributes to growth at Hannibal shop
Continued on page 16
From l., Owner Les Bowen leads the staff at Bowen Auto Body, which includes Body
Technician Randy McReynolds, Painter Jamie Hamm, Receptionist Emily Stevenson,
Cleanup Technician Kyle Haynes, and Body Technician Mark Gibbons.
“All insurance companies
are willing to pay what
they owe; you just have to
prove the damage and
document it.”
was the coolest thing,” Bowen said.
After high school, Bowen said, he
graduated from Quincy Technical School
and worked in a couple of collision-repair
shops in Hannibal before striking out on
his own in 1991. It was an unsuccessful
year, he said, and he put away the tools to
work in an auto parts store for a year
before getting back into the business with
the mindset to “make it work or else.”
“Leaving the parts store, my intentions
were to be a paint shop, to paint anything
including cabinets, not just as a body
shop,” Bowen said. Fortunately, he said,
it worked out that he quickly got
enough used-car work from
local Chrysler dealer Tom
Murphy of Murphy Motors to
get the business on solid footing
and slowly build up a clientele
of collision-repair customers.
By the spring of ’98, business
was good enough that he moved
to his present location, which
has expanded several times to
include the current 10,000-
square-foot building on the
western edge of the lot.
The latest 4,000-square-foot
expansion in 2011 included
replacing the shop’s original
semi-downdraft booth with
a Global Finishing
Solutions downdraft spray
booth from Automotive
Technology Inc., where
Sikkens Autobase Plus
paint, supplied by JC Parts
City, is sprayed.
Although he has long
since hung up his paint
gun, Bowen still scrutinizes
the color match of each
vehicle before it’s
delivered. He said he likes
the superior color match of the Autobase
Plus line, aided in part by the accuracy of
its ColorScala Pro color swatches.
Upon seeing the neat shop full of cars,
Bowen’s late father once told him, “I
don’t know what you’re doing, but keep
doing it,” Bowen said with a smile, noting
that having a neat and tidy front office and
shop floor space are factors that contribute
to customer loyalty.
“You have to make people feel
comfortable with leaving their $40,000
car here,” he said. “You might have the
best reputation in the world, but they’re
not going to drop off their car at a hole-in-
the-wall garage. To me, looks count.” n
The Carlyle Group completes acquisition
of DuPont Performance Coatings
Understanding working relationships with DRPs contributes to growth at Hannibal shop
Washington, D.C.—Global alternative
asset manager The Carlyle Group has
completed its acquisition of DuPont
Performance Coatings for $4.9 billion and
announced that the company is being
renamed Axalta Coating Systems. Axalta
Coating Systems is a global supplier of
coatings to the transportation and industrial
sectors. The investment was funded
primarily with equity from Carlyle Partners
V and Carlyle Europe Partners III.
“We are excited to invest in Axalta
Coating Systems and believe its strong
market position and global footprint will
enable the company to capitalize on
opportunities in rapidly emerging markets
such as China and Brazil. As experienced
investors in the industrial and transportation
sectors, the One Carlyle global network can
help Axalta Coating Systems expand and
create value,” said Martin Sumner, principal
of The Carlyle Group.
Charlie Shaver, the company’s chairman
and CEO, added, “We look forward to this
exciting next chapter for Axalta Coating
Systems. Our global scale with 35 plants
and seven technology centers around the
world, combined with Carlyle’s industrial
focus and global network, position us well
for the future.”
As an independent company, Axalta
Coating Systems will build on a foundation
of more than 90 years in the coatings
industry. The company serves more than
120,000 customers in 130 countries and
provides customers with a full range of
coating systems.
“In addition to driving performance and
excellence, one of our greatest strengths is
the systems-based approach we take with
our customers,” said John G. McCool,
president of Axalta Coating Systems.
“Along with coatings, we provide
customers a full spectrum of tools and
services to help them use our products
effectively. We offer customers hands-on
opportunities to learn how to use these
products and applications tools in our 42
training centers throughout the world. This
capability helps our customers improve
their performance and productivity while
allowing us to enhance our offerings by
gaining a better understanding of customer
Axalta Coating Systems develops,
manufactures, and sells coatings and
application tools to automobile repair body
shops and original equipment
manufacturers in the automotive and heavy-
duty truck markets. Its strong market
positions are supported by global brands
including Standox, Spies Hecker, Cromax
and Imron. The company’s technology
leadership is highlighted by its best-in-class
third generation of waterborne systems
developed to address growing customer
requirements for higher productivity and
environmentally friendly coatings.
Axalta Coating Systems will continue to
do business as DuPont Performance
Coatings for the next several months until
the new name is formally launched in the
second quarter of 2013. The company’s
beta website, AxaltaCoatingSystems.com,
is under development and will enable
visitors to navigate to sites that contain
information about its products and
services. n
Page 16 March 2013 Parts & People www.partsandpeople.com
Continued from page 15
Body Technician Mark Gibbons works to replace a
bent lower control arm on a vehicle at Bowen Auto
Painter Jamie Hamm sprays Sikkens HS+ clear in Bowen
Auto Body’s Global Finishing Solutions downdraft booth.
OE parts to service:
Largest stock of
parts in the St. Louis metro area
For All Makes
and Models
Chrysler • Jeep • Dodge
Glen Carbon, IL
Parts & People March 2013 Page C-1
©2013 PPG Industries All rights reserved. www.ppgrefinish.com
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 www.partsandpeople.com
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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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years. To Learn more, visit basfrefinish.com.
For more information,
scan the QR code with
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you do not have a QR
code app, it can be
downloaded for free.
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 www.partsandpeople.com
Lincoln Electric
Welding Apparel
Cleveland—Lincoln Electric
(www.lincolnelectric.com) 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
(www.devilbissar.com) 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 (www.walmecna.com)
.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 jay.sicht@partsandpeople.com
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.
by Jay Sicht
California, Mo.—In spite of a
challenging economic climate and
increasing total-loss insurance claims, Ron
Gerhart said his business, Gerhart Collision
Center LLC, has thrived thanks in part to a
longstanding reputation for its attention to
details and finding solutions that enhance
productivity while increasing customer
“I’ve been lucky to have enough work to
support me over the years to put me in this
position,” Gerhart said. “Part of our
success is due to me having the same labor
team for years.”
Gerhart has been in the same location off
of Highway 87, just north of town a few
miles, since 1984 and now employs two
body technicians and a painter and fills in
for other duties including painting as
necessary, he said.
His philosophy to use as many OEM
parts as practical allows for enhanced
productivity and customer satisfaction,
Gerhart said. He noted that although recent
manufacturer-sponsored programs to price-
match aftermarket parts help, he also can
often arrange for discounts on parts not
included as part of a program.
“I make a lower percentage on parts, but
I am hanging an OEM part,” Gerhart said.
“My labor costs me more than to eat a little
bit on a bumper cover.”
Although he won’t “bury a deductible,”
Gerhart said if the cost is a barrier to
making the sale, he tries to find a way to
help, often by cutting in half his normal
parts markup.
“I don’t cut any materials, and I don’t cut
any labor, but I will help on the parts to
give them a little bit of savings on their
deductible or out-of-pocket expense,” he
said, noting that the practice helps draw
repeat customers
whose vehicles have
been hit by a third
Joe Machens Ford,
in Columbia, and
Kansas City Parts
Connection members,
including Cable-
Dahmer Chevrolet
and New Century
Dodge, are some of
the OEM parts-
dealers Gerhart said
have aided his OEM-
part usage.
As the collision-
repair business has
migrated over the
years to fewer repairs
and more painting and
replacement of parts, Gerhart said he
places more emphasis on the quality of
materials used and the skill of those
applying them.
The paint color match and finish are the
most important to the customer, Gerhart
said, and that’s why the
shop is careful to remove
and install all trim and
other parts necessary for
refinishing and not trying
to get away with panel-
painting where a blend
makes for a better repair.
He said he even will pay
for the paintless dent repair
of a prior-damage dent in a
blend panel to avoid
painting over a dent, which
he said “sticks out like a
sore thumb.”
The shop uses all Standox coatings from
O’Reilly Auto Parts, and Gerhart said he
and Painter Andy Williams recently
returned from the factory training center in
Chicago. While there, he said, they
reviewed newer paints and processes,
including waterborne paint and matte
clear, which is finding its way onto more
and more vehicles including the Ford
The matte clear, which requires more
care in its application since it can’t be
polished like a high-gloss clear, may
remain rare enough that the shop never
sees a car with it on it, Gerhart said. But,
he said, it will be prepared if it does.
Related to the paint discussion, Gerhart
said that advancing technology in today’s
vehicles is one of the biggest challenges
his shop faces, and he pointed to a diagram
showing multiple types of advanced metal
alloys in the 2103 Cadillac ATS to
illustrate that.
“As an independent operator, my
emphasis is not so much on chasing all of
the certification classes as much as being
informed on what’s out there,” Gerhart
said, noting that not all insurance adjusters
are aware of what can be repaired and what
must be replaced with newer materials.
The shop has equipment such as an HTP
squeeze-type resistance spot welder and a
Spanesi Touch measuring system, although
“heavy hits” being repaired by insurance
Parts & People March 2013 Page 17
Genuine Parts
Fax: 314-892-4256 • Email: parts@suntrup.com Monday through Friday 8am - 5pm
Collision Parts Wholesale Hotline
Automotive Group
Das Auto.
Genuine Parts
Auto Body Parts
• Bumpers/Covers/Reinforcements
• Hoods/Fenders/Inner Fenders
• Grilles/Header Panels/Lamps
Cooling System Parts
• Cooling Fan Assemblies
• Radiators/Radiator Supports
• A/C Condensers
607 Lambert Pointe Dr.
Hazelwood, MO 63042
Toll Free: 888-288-5889
Fax: 314-731-5556
“Our business is to
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We specialize in:
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Parts Int’l Co.
Gerhart reaps rewards of emphasis on refinish quality and OEM-parts usage
Continued on page 18
Owner Ron Gerhart (l.) and his staff at Gerhart Collision Center
have experienced steady growth in the past five years due in
part to an attention to detail and an emphasis on OEM-parts
Dave Fischer removes hardware from a Toyota Camry
fender at Gerhart Collision Center.
Gerhart reaps rewards of emphasis on
refinish quality and OEM-parts usage
companies are becoming less frequent
because of increasing total losses.
Despite those challenges, Gerhart said
he’s experienced annual sales increases
over the past five years, save for a hiccup in
March and April of last
year when area collision-
repair demand was down.
“The last six months of
this year are the busiest
I’ve ever seen,” Gerhart
said. Some customers
needing cosmetic repairs,
usually on their extra
vehicles, have patiently
waited several months to
get their vehicle in the
shop, he said. But when
the repairs are done,
customers are satisfied,
he said, estimating his
comeback rate is only one percent, usually
from a mechanical problem.
“When they leave here, they’re the best I
can do for you,” he said. “We’ll bend over
backwards to make sure they’re clean, paint
touched up, making sure all of the
problems are gone.” n
I-CAR Training
For more information on registration
and class times, call 800-422-7872 or
visit www.i-car.com.
Ranken Technical College-
St. Louis
• Mar. 4-Cosmetic Straightening Steel
• Mar. 4-Squeeze-Type Resistance Spot
• Mar. 13-Steel Unitized Structures
Technologies and Repair
• Mar. 18-Color Theory, Application,
Tinting, and Blending
• Mar. 18-Best Practices for
High-Strength Steel Repairs
• Mar. 25-Wind Noise and Water Leaks
• Mar. 27-Structural Straightening Steel
• Apr. 1-Automotive Foams
Nichols Career Center- Auto
Collision RM-Jefferson City, Mo.
• Mar. 6-Adhesive Bonding
• Mar. 13-Overview of Cycle Time
Improvements for the Collision Repair
• Mar. 20-Refinishing Equipment and VOC
Enterprise Fleet Services-
St. Louis
• Mar. 11-Hazardous Materials,
Personal Safety, and Refinish Safety
• Apr. 8-Corrosion Protection
Shelter Insurance Company-
Columbia, Mo.
• Apr. 17-Overview of Cycle Time
Improvements for the Collision Repair
• Apr. 18-Vehicle Technology and
Trends 2013
Church Brothers Collision-
• Mar. 4-Structural Straightening Steel
• Mar. 6-Steel Unibody Front and Rear
Rails, Floors, and Front
• Mar. 18-Steel Unibody, A, B, C,
D-Pillars, and Rocker Panels
• Mar. 20-Damage Analysis of Advanced
Automotive Systems
• Mar. 25-Hail, Theft, Vandalism
Damage Analysis
Performance Refinishing Supply-
Evansville, Ind.
• Mar. 21-Aluminum Intensive Vehicle
Lincoln Technical College-
• Apr. 8-Color Theory, Application,
Tinting, and Blending
• Apr. 15-Stationary Glass n
Page 18 March 2013 Parts & People www.partsandpeople.com
Genuine Parts
Call any of these dealerships for genuine Subaru parts.
Webster Groves, MO
Webster Groves Subaru
St. Peters, MO
Lou Fusz Subaru
Saint Louis, MO
Lou Fusz Subaru
Collision Repair Training Notes
Painter Andy Williams gets ready to spray Standox
basecoat at Gerhart Collision Center.
Continued from page 17
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
Parts & People March 2013 Page 19
by David Gerchen
St. Charles, Mo.—In every down
situation there is an opportunity if you can
think outside the box, said Bob Barks,
corporate advisor and founder of Complete
Auto Body & Truck Repair in St. Charles.
“We decided to offer a more complete
range of service for our customers so that
they know they can get everything they
need from us.”
That extends to Complete’s most recent
venture — a 6,000-square-foot truck repair
facility in St. Charles County, which
opened in January. Truck repair, though, is
nothing new to Complete, Barks said.
Bark’s son and CEO Kurt Barks said
knowing they’d be opening the new
facility, Complete hired a heavy-duty repair
supervisor and two heavy-duty technicians
a year prior and had them work out of the
Complete facility on North Lindbergh
Road in Hazelwood. Complete’s third and
original location is on West Florissant in
Dellwood. So why an emphasis on heavy
duty now?
“Complete Auto Body
& Truck Repair grew
from its origin as a body
shop based on customer
demand,” said Kurt
Barks. “Customers
wanted mechanical repair
for passenger cars, so we added that. We,
and therefore our customers, had less than
satisfactory experiences using outside
towing services and car rental when loaners
were needed, so we added those
capabilities. And when we saw there was a
need for heavy-duty repair, we believed we
could be successful at that, too.”
The new truck repair facility features
both mechanical and collision repair. The
mechanical repair area has two portable
48,000-pound four-post lifts and the space
has been left open to maximize the utility
based on the vehicles in the shop. A fixed
heavy-duty four-post lift
is also being installed.
To provide maximum
availability of service,
the facility operates
from 7 a.m.-11 p.m. and
offers Saturday hours,
too, Barks said.
The collision side has a drive-through
paint booth and, just as at the other two
facilities, features a PPG paint system
that’s serviced by Mid-Nite Auto Supply,
he said. Although Complete builds some of
its own equipment and purchases on the
secondary market, they reply on AE
Equipment for some installation and
purchases. Primary parts suppliers are
Stone Wheel and NAPA.
Bob Barks designs the
equipment and does blueprints
for the facilities. He also has four
people doing construction and
maintenance, one of whom is
Jason Barks, Kurt’s brother. Kim
Barks, Kurt’s sister, supervises
the repair operation at the heavy-
duty location and, to complete the
family operation, Bob’s wife, Jan,
is the company bookkeeper.
Kurt Barks said the St. Charles
location was chosen for a couple
of reasons. “First, we want all of
our locations to be no more than
seven miles from one another so
we can go from facility to facility
easily each day as we need to.
The second reason we believed
this was a very good location is
its proximity to Earth City, the
airport and other business close
by that have heavy-duty fleets,” he said.
Although there were people coming in
before the facility even opened asking
when they could drop off trucks for repair
just from the sign outside the building,
Kurt Barks set ambitious revenue goals and
uses three outside salespeople who call on
businesses, public works departments, and
municipalities with fleets to feed work to
all three Complete locations.
One of those people is Karissa Melvin,
who runs the business side of the heavy-
duty facility and works alongside Kim
Barks. Melvin has seven years’
experience as a heavy-equipment service
writer and had spent five years selling
Cummins engines and parts.
Kurt Barks believes the growth of the
heavy-duty side will mirror the way the
passenger vehicle business was built.
“We have a very strong customer
orientation,” he said. “We offer 24-hour
towing with our trucks and we
communicate clearly and honestly with
customers what needs to be done. We
strongly recommend that vehicles and
trucks be maintained as a way to cut down
on repair costs and we also wash and
inspect every car and truck before it’s
Community involvement is integrated
into their business, too. The
BackStoppers is an organization that
assists families of police officers and
firefighters who die in the line of duty. In
2012, Complete Auto Body and Truck
Repair was a sponsor and participated in
activities that generated $112,000.
“We don’t have an end in sight for how
big we want to grow,” Bob Barks said.
“Where we see a need, we’re going to try
to supply it.” n
Opportunity knocks for expanding Complete Auto Body & Truck Repair in St. Charles
The Barks family operates the three facilities that make up Complete Auto Body & Truck
Repair. From l., Kurt Barks is CEO; Kim Barks supervises the recently opened heavy-
duty repair facility; Jan Barks is the company bookkeeper, and Bob Barks is corporate
advisor and founder.
“In every down
situation there is an
opportunity if you can
think outside the box.”
Karissa Melvin (l.) and Kim Barks supervise the
recently opened 6,000-square-foot heavy-duty
mechanical and collision repair facility in St. Charles
County. Melvin has experience in heavy-equipment
repair, truck engines and parts sales while Barks has
been supervising the heavy-duty repair operation for
Complete Auto Body & Truck Repair for more than a
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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
“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
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 has
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
“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
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
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 massenmacher@pmlights.com. n
Peterson Manufacturing says innovation — from concept to market — sets them apart
Page 20 March 2013 Parts & People www.partsandpeople.com
Continued from page 1
Located in South Kansas City, the Peterson Manufacturing Company houses 10
different subsidiaries or divisions of Peterson in its 670,000-square-foot campus,
including Peterson’s Maxi-Seal division (above), where custom wire harnesses are
Five years ago, in response to the issue of corrosion on
over the road trucks, Peterson Manufacturing began R & D
on a modular harness/lighting system, resistant to
corrosion. One year later, the Peterson Defender System,
which comes with a 10-year warranty, specifically against
corrosion, was manufactured and sold to replace
traditional electrical harness systems.
“We call it the chemical cocktail,
and it is causing corrosion, which
is the No. 1 issue for producing
ineffective equipment.”
When you contact
our advertisers
tell them you saw it in
Parts & People.
They will appreciate it
and so will we.
Parts & People March 2013 Page 21
Our parts are built to go the distance, just like your truck. That’s why NAPA has over 400,000
parts at over 6,000 locations and the heavy duty KNOW HOW to back every one up. And with
some of the best people in the business, we’ll get you back on the open road fast. So go
ahead and put NAPA KNOW HOWto work for you and stop into NAPA today.
NAPAOnl i ne. com 1800- LET- NAPA
Only Mopar® parts can maintain his ride’s integrity
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©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.
Call us today for Mopar Parts!
Order Hot Line: (800) 400-2479
(314) 487-8710
Mon.–Thurs. 7:30 a.m.–7:00 p.m.
Fri. 7:30 a.m.–6:00 p.m.
Sat. 7:30 a.m.–4:00 p.m.
Check out MoparRepairConnection.comfor resources, promotions and technical information.
South County
Dodge Chrysler Jeep
7127 S Lindbergh Blvd
St. Louis, MO 63125
Heavy-duty industry arrives in record
numbers for ‘Formula for Success’ at HDAW
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. 22) 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 added.
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
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
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
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
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
In keeping with HDAW’s theme,
“Formula for Success — Focus on the
Future,” Geist said
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
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
Page 22 March 2013 Parts & People www.partsandpeople.com
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 will drive profits
“You will be
remembered for what
you finish, not for what
you started.”
NAPA introduces Premium Disc Brake
Pads with Silent Guard shim technology
Atlanta—Developed to minimize
comebacks for installers, new NAPA
Premium Disc Brake Pads offer one of the
most extensive line of friction materials in
the industry, including ceramic, semi-
metallic, and non-asbestos organic (NAO).
The pads’ quiet friction formulas, coupled
with exclusive Silent Guard shim
technology, provide silent braking stop
after stop, said Mike Gaffney, vice
president of Sales and Marketing for
NAPA Rayloc.
“We spent a lot of time talking to
professional brake installers about what
they want and need in a replacement disc
brake pad,” Gaffney said. “They expect
disc brake pads that are functional and that
simply work, resulting in happy customers
and profitable, growing business. With
NAPA Premium, we combined all our
customers’ wants and needs into one great
product that is designed to eliminate the
most common reasons for customer
The friction formulas are designed to last
longer and wear better, providing premium
performance at mid-level pricing. They
also provide better stopping performance,
smooth pedal feel and proper fit, Gaffney
There are dozens of friction formulas and
more than 1,000 part numbers in the NAPA
Premium line, providing the industry’s
most extensive coverage for passenger cars
and trucks, from vintage to hybrid. OE-
matched design features ensure proper fit
and quiet performance. For example, the
pads are 100-percent chamfered to
eliminate initial engagement noise. In
addition, OE-matched slots improve pad
stability under harsh braking conditions and
improve harmonics for no noise.
“Every NAPA Premium Disc Brake Pad
set comes with exclusive Silent Guard
technology, a new fiber-reinforced,
vulcanized rubber shim material that is the
most durable shim material available. In
independent testing, after 11,000 stops,
there is no sliding, lifting or piston
penetration through the shim to the metal,”
Gaffney said.
Silent Guard shims are made from a
noise, vibration, harshness (NVH)
insulating material with resistance to wear
and piston penetration. Vulcanized rubber
helps keep the rubber bonded to the steel
and has been made more durable by a
biochemical process that cures the rubber,
making it tougher and more resistant to
heat. A viscous, adhesive layer provides
additional sound dampening. Full-hard
steel ensures shims hold their shape and
remain in place, preventing bending and
moving, and preventing damage to other
parts of the brake system.
“Not all shims are the same,” Gaffney
said. “Some manufacturers cut costs by
using inferior shim materials, sometimes
with limited noise insulation properties.
These materials may look good out of the
box, but quickly degrade during braking.
This is not the case with SilentGuard.”
NAPA has included hardware kits in
hundreds of NAPA Premium disc brake
pad sets to ensure customers have
everything needed to complete The Perfect
Brake Job.
“Worn hardware may look fine, but can
cause heat damage, premature wear,
reduced gas mileage and potential brake
failure,” Gaffney said. “A small investment
in fresh hardware can maintain optimal
brake performance and maximize service
life.” n
Parts & People March 2013 Page 23
Displays & Demonstrations•Management Seminars•Technical Seminars
For More Information! 1-800-274-7890
Showpower 2013
March 21-23 Memphis Cook Convention Center
10 a.m.-5 p.m.......................Registration
2-3:20 p.m. .................Seminars Session I
3:20-3:40 p.m...............Refreshment Break
3:40-5 p.m. ................Seminars Session II
(Undercar & Management)
3:40-5:40 p.m. .............Seminars session II
6 p.m.........................Sonnax Road Show
8:30 a.m.-7 p.m. ...................Registration
8:30-9 a.m................Continental Breakfast
9-10:20 a.m. ..............Seminars Session III
10:20-10:40 a.m............Refreshment Break
10:40 a.m.-12:30 p.m. ..Seminars Session IV
12:30-2:15 p.m...........Top 10 Awards Lunch
2:30-7 p.m. ................Showpower Exhibits
5-7 p.m. ..................All Industry Reception
8 a.m.-5 p.m. .......................Registration
8-8:30 a.m................Continental Breakfast
8:30-9:50 a.m..............Seminars Session V
9:50-10 a.m. ................Refreshment Break
10-11:20 a.m..............Seminars Session VI
11:20-11:40 a.m............Refreshment Break
11:40 a.m.-1 p.m........Seminars Session VII
1-2 p.m. ..........................Passport Lunch
1-5 p.m. ....................Showpower Exhibits
5:30 p.m. ..........Buses depart for Graceland
6-9 p.m. ..........................Graceland Tour
Getrag DCT 450
Wayne Colonna, ATSG, will concentrate on diagnostics and rebuilding
information for the double-wet-clutch unit found in Ford and Volvo ap-
“G” Jerry Truglia, ATTS, discusses PCM inputs and outputs. We’ll find
out that the PCM/TCM is the most-expensive fuse in the vehicle, and
we’ll cover what causes the PCM/TCM and other computer components
to burn out. We discuss all sensors /actuators, test procedures and tools
to use.
Differences in Parts & Procedures,
ZF 6HP19 & 6HP28
Jim Dial, ATSG, explores the differences and parts-exchange possibili-
ties between these related and yet significantly different members of the
6HP family.
Getrag DCT 470
Bob Nuttall, Autotech, describes this session as a “must have,” as he
says there are very important differences between the DCT 450 that
Wayne presents and DCT 470 units.
Sonnax TASC Force
Bob Warnke, Sonnax TASC Force, offers a collection of the savvy TASC
Force Tips that have comprised the popular Sonnax-authored column in
Transmission Digest for many years.
The Builder’s Bench
John Parmenter, Precision International Advisory Board, owns and oper-
ates Centereach Transmission, where day in and day out he builds
transmissions and keeps notes and records of what’s causing concerns
and challenges for himself and other rebuilders. This session presents
hands-on current knowledge that’s crucial for everybody who’s over-
hauling a unit.
Process Management for Technicians
& Service Advisers
Process management is the application of knowledge, skills, tools, tech-
niques and systems to define, visualize, measure, control, report and im-
prove processes with the goal of meeting customer expectations
profitably. In this class Bill Haas of Educational Seminars Institute (ESi)
will cover the critical elements successful shops use to manage the diag-
nosis and repair process.
Google – Driving You Business or
Driving You Crazy™
The search giant controls much of what you depend on every day to bring
business in the door. This insightful class conducted by Danny Sanchez
of Autoshop Solutions will help demystify the practices of Google and
how to work within its framework to build your business. Join Danny to
gain the insights you will need to thrive in the Google-dominated market-
ing world.
Supercharging 2013 – Five Keys to Growing,
Enjoying and Living
Undercar Digest Business Editor Tom Langer provides five important in-
sights for the year: How to improve your horsepower, finding power in
your people, living with family members in your business successfully,
four markets to consider for your shop, and planning for 2014.
Handling Internet Misinformation
Today’s customer is self-diagnosing their needed repairs using informa-
tion found on the Internet and from other sources. Industry veteran and
Transmission Digest Business Editor Terry Greenhut will help you learn
how to address this misinformation and guide potential customers to your
Selling the VALUE Nobody Can Compete With
Bill Haas is back to help you handle customers who ask only “how
much?” Bill has tips to help when you are pressured to discount or match
pricing. He’ll educate you by showing you how to ask powerful questions,
create presentations that communicate value, and differentiate your solu-
tions from those of the competition.
Internal Sales from Technician to Service
Knowing how to do your job is one thing – having service advisers com-
municating successfully with your technicians to generate sales is a dif-
ferent ballgame. In this seminar Maylan Newton of ESi concentrates on
the processes and procedures between service advisers and technicians
that make shops successful.
Undercar Seminars Management Seminars Transmission Seminars
Busting the Top 10 Brake Myths
Technical Editor Ron Henningsen and Eugene Talley, automotive instruc-
tor at Southern Illinois University at Carbondale, dispel the confusion on
brake noise, lubrication procedures, rotor service, brake-hose inspection
and replacement, washing drums and rotors, pad installation, caliper
hardware, brake-hardware torque requirements, rotor runout and brake-
fluid flushing.
Air-Fuel/Wide-Band Sensors
Gary Stamberger of MagnaFlow provides must-have information on un-
derstanding this different feedback technology. Oxygen sensors as feed-
back to the PCM are a technology that has been a mainstay since the
advent of computerized engine control. Air-fuel or wide-band sensors are
an extension of that same technology. They allow the PCM to achieve
greater fuel control and thereby meet tougher new standards. You’ll learn
about specific applications, testing differences of each and what to expect
to see in data stream on your scan tool. Testing will include DVOM, scan
tool and lab scope. And you’ll learn how these sensors might affect the
catalyst monitor.
Modern Flat-Tire-Repair & TPMS Practices
Damaged-tire repair and tire-condemnation practices have changed dra-
matically in recent years, and the technology for diagnosing, replacing
and resetting TPMS sensors has improved. Bartec USA’s Dennis Flan-
nery examines how a typical tire and sensor repair can be handled pro-
fessionally and efficiently using new guidelines and practices.
Stop Catalyst Efficiency Monitor Comebacks
Mode 06 is one of the nine OBD-II generic modes (PCM/emissions
only). All aftermarket scan tools can read out Mode 06 data, but now
some scan tools are deciphering it for the technicians, making things
easier. Delphi’s David Hobbs provides thorough explanations that are still
important for even the sharpest technicians to get a good grasp on this
very complex but useful method of scan-tool testing on emissions moni-
Gasoline Direct Injection
This latest seminar on gasoline direct injection & turbocharged gasoline
direct injection prepares technicians for GDI on late-model vehicles and
for TGDI, standard on many 2012 models. Autolite’s David Buckshaw will
show the difference between homogeneous and stratified operation, com-
mon working pressures, injector pulse width, scope waveforms, common
mechanical issues and much more.
Pipe-Bending with the Pros
Mufflermen Ed Hanson and Gerard Bettinger offer a hands-on class
showing shops how to make money by performing custom exhaust work
on Huth and Ben Pearson tube benders.
General Session
Telematics & Your Business
Saturday, March 23
11:40 a.m.-1 p.m.
In this seminar Delphi’s Malcolm Sissmore will
explain how aftermarket telematics can help inde-
pendent shops keep and increase their share of
repairs. Until recently, this communications system that allows the serv-
ice provider to contact motorists when their vehicle develops problems
was exclusive to new-car dealers.
Make reservations by March 4, 2013
I Showpower has great rates at the
host hotel, the Memphis Marriott
Downtown. Rooms are available at
a special rate of $119 if you make
reservations by March 4. Call
Showpower offices at 800-274-7890
or visit www.showpowerexpo.com
for reservations. The luxurious
Marriott is connected to the conven-
tion center by a modern skywalk.
I Trolley service outside the hotel
provides transportation to some of
the finest restaurants in the area and
the excitement of Beale Street and
surrounding areas. I The AAA
3-Diamonds rated Marriott hotel in-
cludes an indoor pool, a modern fit-
ness center, a restaurant, lounge,
coffee shop and business center.
Memphis Cook Convention Center
and Memphis Marriot Downtown
Page 24 March 2013 Parts & People www.partsandpeople.com
Steelmate USA introduces
TPMS products
Cerritos, Calif.—Steelmate USA enters
the TPMS category with four models.
The products are attractive to the
“towables” market, where valuable cargo
in trailers behind vehicles needs to be
monitored regarding tire temperature
and/or air pressure. With a cigarette
lighter plug design, three of the four
models are easily moved from tow
vehicle to tow vehicle as needed. The
first model is the TO-02 and is a basic
“flashing” alert to draw attention to a tire
problem. The second unit, the TP-03,
displays the temperature and air pressure
for up to four wheels and shows the exact
tire that is causing the alert. The TP-08
model adds the capability to program a
tire location for tire rotation or
replacement from the iSTYLE display
module. The fourth unit, the TP-05, is a
hideaway ECU (Blackbox) that has video
output to display the tire monitoring on
screen, on any in-dash radio with video
inputs. All the models come with four in-
wheel valve stems that include long-life
lithium batteries, and transmit the signal
to the displays, wirelessly.
Custom-fit foam drawer organizers
for Verus Pro and accessories
Lincolnshire, Ill.—Technicians can turn
their tool cart into a high-end mobile
diagnostic tool station with new custom-
fit foam drawer organizers
to keep their Snap-on Verus
Pro and its accessories
clean, organized, secure
and protected.
Associated Equipment
introduces ATEC
Bench Charger line
St. Louis—Associated
Equipment Corp. (AEC)
offers its new line of
portable automotive battery
bench chargers under the
ATEC brand. The ATEC chargers have
sleek new cabinetry, more efficient
transformers, and feature a digital meter
display with a push-button switch to
toggle between voltage and current
Chicago Pneumatic introduces
3/4-inch impact wrench
Rock Hill, S.C.—Chicago Pneumatic
has introduced its CP7769 series air
impact wrench, the most powerful impact
wrench in its class and the only 3/4-inch
impact wrench to offer the side-to-side
(S2S) single-hand forward/reverse
switching for improved efficiency and
operator comfort, company officials said.
The CP7769 series is designed for a wide
variety of maintenance applications,
including heavy vehicle mechanical
repair and maintenance repair
operations. The CP7769 and the
CP7769-6, with a six-inch extension
shank, provide 1,440 lb-ft. (1950
Nm) of maximum torque, the highest
of any 3/4-inch impact wrench in its
class. With an optimal balance and
interaction between motor and clutch
mechanism, it consumes less air
(7.75 cfm) than competitive tools.
Gates Corp. introduces
coolant hose for heavy-duty
Denver—Gates Corp. introduced a
new high-temperature, peroxide-
cured EPDM coolant hose for
heavy-duty applications, including trucks,
buses, and off-road equipment. It is a less
expensive alternative to silicone or
sulphur-cured 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.
EPA adds Yokohama’s new
commercial tire to SmartWay list
Fullerton, Calif.—Yokohama Tire Corp.’s
new TY517 commercial tire has been added
to the EPA SmartWay list of verified
Yokohama, which
now has nine
recognized as
SmartWay “low-
rolling resistance
tires,” will debut
the TY517 at the
Trucking Show,
March 21-23 at
the Kentucky
Expo Center in
Louisville, Ky.
Transport, a collaboration between the EPA
and the freight sector, is designed to
improve energy efficiency and reduce
greenhouse gas and air pollutant emissions.
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.
Liqui Moly introduces
new automatic gear oil
Simi Valley, Calif.—Liqui Moly has
introduced a versatile automatic gear oil,
the Top Tec AFT
1800, which
covers a broad
range with long oil
change intervals.
It was primarily
developed for the
six-gear family
6HP19/26/32 from
ZF, which is
installed by,
among others,
BMW, Jaguar,
Land Rover, and
Porsche. It also
has an official
Dexron VI
approval from GM
and a Mercon LV
approval from
Ford. In addition
to this, it fulfills
the specifications
BMW 83 22 0 142
516 (M-1375.4), Hyundai SP-IV, Nissan
Matic S, and Toyota WS. Due to its low
viscosity, it also withstands low
temperatures and contributes to a
reduction in fuel consumption. Oxidation
and aging stability properties enable long
oil change intervals.
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. n
New Product Notes
Steelmate USA introduces four new TPMS models
suitable for the towables market.
Snap-on introduces new custom-fit foam
drawer organizers to keep Verus Pro and its
accessories clean, organized, secure, and
Chicago Pneumatic introduces its 3/4-inch
air impact wrench designed for a wide
variety of maintenance applications,
including heavy vehicle mechanical repair.
The new Blue-Point eliminates shadows
and has a three-hour charge.
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
Yokohama Tire
Corp.’s new TY517
commercial tire
debuts in March.
Liqui Moly
introduces a
versatile automatic
gear oil. Oxidation
and aging stability
properties enable
long oil change
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
“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 said.
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-friendly.”
He said its “Symptom Assist” feature in
repair information allows 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
Parts & People March 2013 Page 25
800-530-8557 • 303-765-4664 • www.partsandpeople.com
& NW Nevada
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• W. Kansas
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• W. Missouri
• Kansas
• Nebraska
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• E. Missouri
• W. & S. Cent. IL
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Six monthly regional editions
distributed in print and digitally —
serving the automotive parts &
service industry.
Well-read, respected,
and industry supportive.
30-Year print presence
20-Year web presence
Parts &People offers
mechanical and collision
coverage in our six
regions with more indepth
articles, more photos,
and opportunities to
share our content.
The regional editions serve:
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.
OTC breaks new ground with recent launch of PC tablet-based diagnostic tool
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
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
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 Paul.
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
contact@eliteworldwidestore.com, or at
800-204-3548. n
Identifix adds VW, Audi, and Hyundai
repair informaton to Direct-Hit
Page 26 March 2013 Parts & People www.partsandpeople.com
Cooper’s Keys to Auto Repair Profits
The million-dollar question: Should your auto repair business be open on Saturdays?
Roseville, Minn.—Identifix has added
genuine Volkswagen, Audi, and Hyundai
service and repair information to its
online tool Direct-Hit.
Delivering information that comes
straight from the factory, Direct-Hit allows
professional technicians to diagnose and
repair vehicles with greater speed, accuracy,
and confidence from a single online tool.
“Direct-Hit is now the only site that
combines the time-saving power of more
than 550,000 experience-based, short-cut
test and confirmed fix procedures with
service information from eight OEMs,
totaling more than 25 vehicle makes,” said
Jeff Sweet, president of Identifix. “This
latest enhancement illustrates our continued
commitment to helping automotive repair
professionals determine what’s wrong with a
specific vehicle and the best way to fix it.”
Identifix places a high priority on
customer satisfaction by responding to their
ever-changing needs and preferences. Based
on feedback along with the latest advances
in technology, the company improves
Direct-Hit on a continuous basis and posts
detailed information about product
enhancements on updates.identifix.com. n
Carfax service history check
helps shops increase ticket averages
Orlando, Fla.—Carfax has launched a
new product that helps Carfax Service
Network members improve customer
service and increase ticket averages. Carfax
Service History Check gives members
access to VIN-specific maintenance details
reported by more than 25,000 service
locations. The information is readily
available to all members through a web-
based system at service.carfax.com.
More than $60 billion in manufacturer-
suggested maintenance goes unperformed
every year, according to the 2012 AASA
Automotive Aftermarket Status Report.
Service History Check helps shop technicians
identify unperformed maintenance by listing
all service details reported to Carfax for a
specific vehicle. Using that information, they
can make better service recommendations
and build trust with customers.
“Carfax Service History Check helps shop
owners tap into an enormous pool of
additional service revenue,” said Jeff
Ranalli, vice president of Carfax. “By
supporting their maintenance
recommendations with hard data from a
trusted source, Carfax Service Network
members gain both the trust of their
customers and a big advantage over their
competition.” n
Bob Cooper
Parts & People March 2013 Page 27
All New! Go deeper at
GAAS 2013. For the first time ever, in-
depth Breakout Seminars will be held
on: succession planning, improving
employee morale and customer loyalty,
groundbreaking trends impacting the
automotive aftermarket, and successfully
closing the gap between strategic
planning and execution.

t w
r a
t fu
Polk is the corporate sponsor of the Global
Automotive Aftermarket Symposium
GAAS is made possible
through the generous
support of the
University of the
Aftemarket Foundation
GAAS is co-located
with the Aftermarket
eForum™, May 22-23,
offering strategic and technical
presentations addressing the business
technology challenges of the
aftermarket. To learn more visit
www.aftermarket.org/eforum. Enjoy
discount savings when you register for
both GAAS and the Aftermarket eForum!
• “It's a Social, Mobile, Digital World! Are You Taking
Advantage or Letting Opportunity Pass You By?”
Cynthia Cohen, Founder and President, Strategic Mindshare
• “Consumer Insights and Opportunities – Three
Game-Changing Trends”
Danielle Russell, Industry Director, Automotive, Google, Inc.
• “Are We Reentering a New ‘Golden Era’ of the
Automotive Industry?”
Mike Martini, President, Bridgestone Americas Tire Operations,
Consumer OE Division and John McElroy, President, Blue Sky
Here are some of the great presentations planned for
the 2013 Global Automotive Aftermarket Symposium
(GAAS), May 21-22, Hyatt Regency O'Hare (Chicago).
Register today for GAAS 2013 at www.globalsymposium.org
NAPA AutoTech Training
For more information or to register,
visit www.napaautotech.com.
Northfield Inn Suites & Confer-
Center-Springfield, Ill.
• Mar. 5-Scan Tool Dynamics Ford
Diesel Systems
• Apr. 9-Scan Tool Dynamics Chrysler
Knights of Columbus Council
Staunton, Ill.
• Mar. 7-Scan Tool Dynamics Ford
Diesel Systems
• Apr. 11-Scan Tool Dynamics Chrysler
John A. Logan College, Automo-
tive Bldg.-Carterville, Ill.
• Mar. 26-Scan Tool Dynamics Ford
Diesel Systems
Masonic Lodge #46-
Wentzville, Mo.
• Mar. 4-Scan Tool Dynamics Ford
Diesel Systems
• Apr. 8-Scan Tool Dynamics Chrysler
AAA Auto Club of Missouri-
St. Louis
• Mar. 6-Scan Tool Dynamics Ford
Diesel Systems
• Apr. 10-Scan Tool Dynamics Chrysler
Cape Girardeau Career & Techni-
cal Center-Cape Girardeau, Mo.
• Mar. 25-Scan Tool Dynamics Ford
Diesel Systems
Sirloin Stockade-Evansville, Ind.
• Mar. 27-Scan Tool Dynamics Ford
Diesel Systems
Ivy Tech College-Terre Haute, Ind.
• Mar. 28-Scan Tool Dynamics Ford
Diesel Systems
Days Inn-Columbia, Mo.
• Apr. 11-Scan Tool Dynamics Ford
Diesel Systems
Vision Hi-Tech
Training & Expo
More than 80 technical and managemnet
courses will be offered during the four
day event. An expanded “Train the
Trainer” program will be offered as well
as a 60,000 ft. exhibit hall. For more
information and schedule of classes
visit www.visionkc.com.
Overland Park Convention Center-
Overland Park, Kan.
• Mar. 7-10-Vision Hi-Tech Training &
Hunter Engineering
For more information or to register,
call 800-448-6848 ext. 1 or visit
Bridgeton Training Center-
Bridgeton, Mo.
• Mar. 11-13-Heavy Duty Truck
Level I
• Mar. 11-15-Heavy Duty Truck
• Mar. 14-15-Heavy Duty Truck
Level II
Technical Institute
To register, contact your local
CARQUEST store or visit
Location TBD-Richmond, Ind.
• Mar. 13-14-Modern Misfire Diagnosis
Location TBD-Columbus, Ind.
• Apr. 1-2-Modern Misfire Diagnosis
Location TBD-Indianapolis
• Apr. 3-4-Electronic Transmission
Control Diagnosis
Location TBD-Merrillville, Ind.
• Apr. 3-4-Current Probe Diagnosis
Location TBD-Moline, Ill.
• Mar. 18-19-Body Control System
Diagnosis: Lighting Systems
Location TBD-St. Charles County,
• Mar. 25-26-Current Probe Diagnosis
Location TBD-
Belleville/Colinsville, Ill.
• Mar. 27-28-Body Control System
Diagnosis: Lighting Systems
Location TBD-Columbia, Mo.
• Apr. 1-2-Current Probe Diagnosis
Location TBD-Bloomington, Ill.
• Apr. 10-11-Current Probe Diagnosis
Location TBD-Champaign, Ill.
• Apr. 22-23-Current Probe Diagnosis
Automatic Transmission
Rebuilders Association
This seminar will be on general
diagnosis, problems, and fixes on GM,
Ford, Chrysler, Imports and Hybrid. For
more information and registration, visit
Renaissance St. Louis Airport-
St. Louis
• Mar. 16-The latest technical fixes
Federal Mogul Training
For more information, call 888-771-6005
or visit www.federal-mogul.com/training.
Federal Mogul Technical
Education Center-St. Louis
• Mar. 18-19-Automotive Electronics
• Mar. 20-21-Ignition System
• Apr. 22-23-ABS/Stability and
Traction Control Diagnostics
• Apr. 24-25-Advanced Steering &
Suspension Diagnostics
Automotive Research
and Design
For more information and to register,
e-mail training@go2hev.com or visit
www.go2hev.com. 7-8 p.m. Times are
• Mar. 18-Training needs to prepare
technicians for EV/HEV diagnosis
and repair
• Apr. 8-High Voltage Battery Testing
and Reconditioning in your shop
ACDelco Training
For more information, visit
Ivy Tech Community College-
• Apr. 3-HVAC Control System Operation
and Diagnostics
• Apr. 4-Network Communication
Diagnosis n
Page 28 March 2013 Parts & People www.partsandpeople.com
Mechanical Repair Training Notes
ASA-MO/KAN Central Missouri chapter meeting discusses modern coolant technology
by Jay Sicht
Columbia, Mo.—The Automotive
Service Association-Missouri/Kansas’s
(ASA-MO-KAN) Central Missouri
chapter held a Feb. 19 meeting at
Bandana’s BBQ in Columbia, Mo. Local
automotive service professionals joined
ASA members for a presentation on
“Coolants: Understanding the Evolution
of OEM Antifreeze Requirements” by Ed
Strickland, sales and operations manager
of Products Plus Inc.
Strickland gave an overview of the
chemical makeup of various types of
antifreeze/coolants, and said that most
late-model vehicles use an organic acid
technology (OAT) coolant (often colored
orange) to increase corrosion protection
by coating the parts in the cooling system
for longer service life.
Most problems with “mud” in the
systems of vehicles using this type of
coolant can be traced to them running low
and air then being introduced in the
system, he said, although contamination
with a conventional coolant is also
sometimes the cause.
Because it’s impossible to know if a
cooling system has been previously
topped off, the gold hybrid-type sold by
Products Plus is usually the best choice
for topping off a system, Strickland said,
even though it is not a direct replacement
for each type. Meeting attendees were
given a chart showing the suitable
“Currently, the product that is the most
compatible with the most types and colors
of factory and aftermarket antifreeze
coolant is still the universal HOAT
(Hybrid Organic Acid Technology)
formulation,” Strickland said. n
Ed Strickland, of Products Plus Inc., gives a presentation on OEM antifreeze
requirements to more than 20 people attending a meeting hosted by ASA-MO/KAN in
Columbia, Mo.
Continental Tire the Americas
LLC plans to invest $129 million in its
Mount Vernon tire facility. The
expansion will create more than 100 new
full-time jobs over the next three years. Of
the $129 million, $95 million is earmarked
for expansion of the commercial vehicle
tire production area. The investment
includes adding a new mixer and
introducing equipment for emerging
technologies such as wide-base truck tire
production. When the expansion is
completed in mid-2015, the Mount Vernon
plant will have the capacity to produce
more than three million truck tires
Executives of Echo Automotive
Inc., a developer of technologies enabling
the cost-effective conversion of existing
fleet vehicles into fuel-efficient hybrids,
met with Greg Ballard, mayor of the
City of Indianapolis, so he could
personally test drive an EchoDrive
equipped Ford E-250 hybrid
demonstration vehicle. Ballard signed an
executive order in December requiring the
city to replace its nearly 500 non-police
vehicle fleet with electric or plug-in
hybrid vehicles. New vehicles will be
purchased as older vehicles are retired and
the city plans to completely transition its
current 3,100-vehicle fleet to post-oil
alternatives by 2025. Indianapolis already
has been recognized by Toyota, Ford, and
the U.S. Department of Energy as one of
the top communities for deployment of
plug-in vehicles and charging stations
with more than 200 charging stations
installed across Central Indiana.
Echo Automotive Inc., a developer
of technologies enabling the cost-effective
conversion of existing fleet vehicles into
fuel-efficient hybrids, announced its
inaugural workshop and focus
group aimed at initiating a productive
information flow between the company’s
EchoDrive technology, design, and
marketing team with an initial group of
influential industry insiders and key
potential customers. Attending the event
will be representatives from large
corporations, leasing companies,
distributors, utility companies, and related
industry experts.
PPG Automotive Refinish has
announced its show truck will appear at
the third Speedway Nationals in
Indianapolis, Sept. 20-22. The custom-
painted 75-foot, 2007 Coronado
Freightliner tractor-trailer rig features
colorful graphics and various paint
schemes achieved with PPG products. The
truck wears PPG Delfleet Evolution
F3995 Epoxy Primer, FBC Basecoat,
FBC500 Blending Clear and F3921
PPG Automotive Refinish has
announced its show truck will appear at
the 44th Street Rod Nationals, Aug. 1-4,
in Louisville. The custom-painted 75-
foot, 2007 Coronado Freightliner
tractor-trailer rig features colorful
graphics and various paint schemes
achieved with PPG products. The truck
wears PPG Delfleet Evolution F3995
Epoxy Primer, FBC Basecoat, FBC500
Blending Clear and F3921 Clearcoat.
White Auto Body in O’Fallon and
Florissant has recognized two
technicians for contributing 15 years of
service to the company. Matt Morfeld,
refinish technician at the O’Fallon
location, has ASE certification as a
Collision Repair Technician in Painting
and Refinishing. Morfeld reached I-CAR
Platinum status and has also completed
AkzoNobel Field Product Training.
Repair Technician Craig Fievet, also in
O’Fallon, is I-CAR Platinum Certified
and ASE Certified. He has attended
numerous training classes conducted by
Missouri’s Alliance of Automotive
Service Professionals (AASP-MO).
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 www.aftermarket.org.
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
Matrix System Automotive
Finishes celebrates 30 years in the
Parts & People March 2013 Page 29
ur trade publication is written for automotive parts &
service professionals. We understand your business.
Let us help you send a consistent, clear message to your
customer base. For advertising rates call 800-530-8557
or e-mail david.gerchen@partsandpeople.com.
People & Places compiled by David Gerchen
The PPG big rig, containing a display of exhibits featuring PPG paint products, will be
on display at the 3rd Speedway Nationals in Indianapolis, Sept. 20-22, and the 44th
Street Rod Nationals, Aug. 1-4, in Louisville, Ky.
Technicians Matt Morfeld (l.) and Craig
Fievet were each recognized by White
Auto Body for 15 years service.
Continued on page 30
automotive paint
industry. With
nearly 125
employees and
more than 400
distributors, Matrix
System continues
to be a supplier to
the PBE market
widely known for
its basecoat
platforms and
clearcoat products. Matrix System also
offers a full complement of companion
A Chip Foose-
designed WD40/SEMA
Cares 1953 F-100 sold at
Barrett-Jackson recently
for $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 annual KOI Auto Parts-
Federated Auto Parts Cavalcade of
Customs and Training Expo, Jan. 11-
13, in Cincinnati, was a success, with
record-setting attendance and 550 KOI
customers participating in more than 100
training sessions. As part of the Cavalcade
of Customs, KOI offered 30 different types
of training classes for a total of 106
sessions during the three-day event. The
550 KOI service technician customers
attended a total of 1,234 training classes.
Fifty-two of Federated and KOI’s supplier
partners set up booths for the show, while
KOI had five
booths of its
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-
reference single-source manual
for lifting point information as
recommended by the vehicle
manufacturers. Visit ALI’s
website, www.autolift.org, to
order this updated guide or for
information on other safety
materials and standards.
ALI will partner with Petty’s
Garage to support the Petty’s
Garage Performance Tour
for its second year in 2013. The
Performance Tour brings Petty’s
Garage expert car designers and builders,
custom parts, and unique vehicles directly
to fans and auto enthusiasts at events across
the U.S. Among the cars on display as part
of the tour is the Legacy by Petty
Challenger, a custom Dodge Challenger
convertible built by Petty’s Garage as a
tribute to Richard “The King” Petty by
ALI. A full schedule of tour stops is
available on the Petty’s Garage website at
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.
Page 30 March 2013 Parts & People www.partsandpeople.com
People & Places
The regional
editions serve:
& NW Nevada
• Washington
• Oregon
• Idaho
• Montana
• Alaska
• Colorado
• Wyoming
• W. Kansas
• W. Nebraska
• New Mexico
• W. Missouri
• Kansas
• Nebraska
• Iowa
• E. Missouri
• W. & S. Cent. IL
• S. Indiana
• W. Kentucky
Each of the six regional editions is viewable online
in a turn-page format.
Visit us at www.partsandpeople.com
Also available
This edition serves the
including Eastern Missouri,
Western &South Central Illinois,
Southern Indiana &Western Kentucky
Continued from page 29
Matrix System
Automotive Finishes
celebrates 30 years
in the automotive
paint industry.
This custom-built 1953 Ford F-100 recently sold for
$170,000 at Barrett-Jackson Auctions in Scottsdale,
For the first time in the U.S., Fras-le is producing
heavy-duty brake lining.
KOI hosted a student-day event for more
than 370 local vocational school students
and their teachers before the Cavalcade
of Customs show began.
ALI will partner with Petty’s Garage to
support the Petty’s Garage Performance
Tour for its second year in 2013.
ALI announced the
availability of the 2013
edition of its “Vehicle
Lifting Points for
Frame Engaging Lifts”
John Washbish (l.), secretary of the
University of the Aftermarket Foundation,
accepts a check for $100,000 donated to
the foundation from Steve Berman,
chairman and CEO of Dorman Products Inc.
Continued on page 31
For the fourth consecutive year, the
board of directors of DMA Goodpoint
Inc. have approved the issuances of a
6.25-percent dividend to its preferred class
shareholders. By industry comparative
standards, that ranks DMA Goodpoint
among the highest for companies issuing
an annual dividend. Over the four-year
period, shareholders have also seen an
appreciation in share value of more than 20
At the recent Collision Industry
Foundation (CIF) meeting at the Hilton
in Palm Springs, Calif., the CIF Board
elected two additional members to the
board of trustees to carry on the
Foundation’s initiatives throughout the
coming years. The two new trustees are
Shawn Heimback, of Saint-Gobain
Abrasives Inc., and Cheryl Boswell, of
DCR Systems. In addition to Heimback
and Boswell, the CIF Board elected in the
fall of 2012 Dave Merrell, PartsTrader;
Petra Schroeder, DuPont Performance
Coatings; Kelly Broderick, Dedoes;
Brandon Eckenrode, Sherwin-Williams
Automotive Finishes; and Rick Tuuri,
Audatex, a Solera Co.
Service & Repair
Week (ASRW)
announced that Dan
Stander, AAM, Fix
Auto Highlands Ranch
in Littleton, Colo., will
serve as the next event
chairman for the
Congress &
Exposition (NACE);
Bill Moss, AAM,
owner of EuroService
Automotive in
Warrenton, Va., will
return for a second
term as the event
chairman for the
Congress of
Automotive Repair
and Service
(CARS). Each
chairman will
represent his segment
of the industry and
ASRW. The 2013
event is scheduled for
Oct. 17-19, at the
Mandalay Bay
Convention Center in Las Vegas.
The Timken Company announced the
appointment of Daniel L. Humphrey to
the position of manager for the U.S. and
Canadian commercial vehicle aftermarket
Remy International Inc. announced
that John H. Weber, president and CEO,
has stepped down from his role, but will
continue to remain as a member of the
Remy Board of Directors. Senior Vice
President and COO John J. Pittas will
take his place.
Automotive Parts Associates
(APA) has hired Gary Martin as
executive vice
president. Martin will
be responsible for
maximizing APA’s
operating performance
and overseeing APA’s
strategic plan. He will
be working to further
integrate member and
vendor participation in
APA’s data warehouse.
Public relations and
training will be key
components of his new position. Martin
will be based at APA’s headquarters in
Lenexa, Kan., and will report directly to
Dan Freeman, president and CEO.
SenSen North America announced
the opening of a new one million square-
foot shock and strut manufacturing, R&D,
and distribution facility in Zhejiang, China.
The new factory became fully operational
in January following the certification and
dedication ceremony in Dec. 2012.
In memoriam: The Tire Industry
Association (TIA) announced the loss of
Past President Steve Disney, who died
recently in Houston of complications
following artificial heart transplant surgery.
Disney also served as president of the Tire
Association of North America (TANA)
prior to the merger with the International
Tire and Rubber Association (ITRA).
Disney was the first president of the newly
formed TIA in 2002 and his leadership was
instrumental in establishing a strong
foundation for the association. A recipient
of TIA’s Industry Leadership Award in
2003, his vision and focus on the future led
to discussions that gave life to what has
become the strongest tire-related
association in the world. Disney leaves
behind a legacy of playing a vital role in
merging two organizations.
“We are deeply saddened by the news of
Steve’s passing,” said Roy Littlefield, TIA
Executive Vice President. “Our thoughts
and prayers go out to the entire Disney
family as they mourn the loss of such a
great man and industry leader.”
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
Parts & People March 2013 Page 31
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Aisin World Corp. of America ...........................5
Cassens & Sons, Inc.......................................16
Community Wholesale Tire...............................4
Elite Worldwide ...............................................20
Exedy Globalparts Corp. ..................................6
Federated Warehouse ......................................2
Frank Leta Acura.............................................12
Frank Leta Honda ...........................................12
GAAS.........................................................13, 27
Jasper Engines & Transmissions....................14
Kia Motors America ..........................................7
LKQ Corp. .......................................................15
Lou Fusz Automotive......................................32
Lou Fusz Chrysler Jeep Dodge........................4
Mac-Weld, Inc. ................................................10
NAPA Auto Parts.............................................21
NAPA Tracs .....................................................11
Parts International ...........................................17
Rare Parts Inc....................................................8
Showpower Expo ...........................................23
South County Dodge Chrysler Jeep..............21
St. Louis Community College.........................22
Subaru of America dealerships......................18
Suntrup Nissan Volkswagen Kia ....................17
Suntrup Hyundai .............................................19
Total Lubricants USA, Inc. ................................9
Advertisers’ Index
Daniel A. “Dan”
Stander, AAM, of
Fix Auto
Highlands Ranch,
will serve as the
next event
chairman for
Continued from page 30
Bill Moss, AAM,
owner of
Automotive in
Warrenton, Va.,
will return for a
second term as
the event
chairman for
Gary Martin has
been hired by
APA as its
executive vice
Gordon A. Ulsh,
66, died Feb. 1.
Ulsh spent more
than 40 years in
automotive and
industrial markets
until his
retirement in July
If you have new products and would like them
considered for our PRODUCT NOTES pages,
please send your product information to
Product Note Submissions
Six monthly regional print editions serving
the automotive parts &service industry.
Page 32 March 2013 Parts & People www.partsandpeople.com
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