bodyshop business, april 2014

Aluminum Guide » Financing Growth » Blending Tips

April 2014//Vol. 33 No.4 www.bodyshopbusiness.com

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InsideAprilApril 2014 Vol. 33 No. 4

BODYSHOP BUSINESS (ISSN 0730-7241)(April 2014, Volume 33, Number 4): Publishedmonthly by Babcox Media, Inc., 3550 EmbassyParkway, Akron, OH 44333 U.S.A. Phone (330)670-1234, FAX (330) 670-0874. Copyright 2014Babcox Media, Inc. All Rights Reserved. Periodicalpostage paid at Akron, OH 44333 and additionalmailing offices. POSTMASTER: Send addresschanges to BODYSHOP BUSINESS, P.O. Box13260, Akron, OH 44334-3912.

Member, BPA Worldwide

Guess the Car ....................................................................................4e-Buzz ..............................................................................................6Industry Update ..............................................................................12Buying Tips......................................................................................24Product Showcase............................................................................92By the Numbers ..............................................................................96

42FEATURESPROFIT IN THE PAINT SHOP

Anticipate the Blend...and Blend!Once a painter is in command of time-tested techniques andfaithfully executes those techniques, blending can be simple.

DEPARTMENTS

8101420

SHOP TALK

Editor’s NotesHere comes aluminum...are you ready?

DetoursDetroit is where it all started.

Clark’s CornerUse heat to improve your cycle time and finish quality.

Web Presence ManagementCheck out this handy glossary of website development terms.

Reader’s ChoiceThree lucky readers get their questions answered by experts –and win $50! For your chance to win $50, see pg. 28!

ON THE COVER

29Blind Spot Monitoring ......................................................................29Addressing blind spot monitoring in Toyota vehicles.

Rust Repair......................................................................................32The proper way to treat rust.

Paint & Materials ............................................................................36Is paint capping by insurers legal?

Equip Yourself.........................56All the equipment andproducts you need to repairaluminum.

Aluminum: Not Difficult, Just Different .........................65Important things to knowwhen repairing aluminumvehicles.

68 MSO FOCUS

Can You Afford to Expand?Four prominent multi-shop operators discuss how they havefinanced their growth and the lessons learned along the way.

78 TECHNICAL

R&I of Glass: Can You Afford to Wait?Some shops are finding that removing and installing glassthemselves is having a positive impact on cycle time.

SPECIAL SECTION

Aluminum Preparation GuideWith the 2015 Ford-150,aluminum has entered themainstream. Are you ready?

55

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@BSBMagazine:“When did we become

an industry of cowards?”

asks an attendee of the

NORTHEAST Show.

e-Buzz

6 April 2014 | BodyShop Business

Find 1,000’s of BodyShop Businessarticles online at www.bodyshopbusiness.com

:BodyShop Business Readers Group

Worn tires are one of themost common things wesee in the body shop!

Hands down, without a doubt, themost common thing one will see in abody shop is worn tires, especiallyon those vehicles that have had frontend damage.

The latest online content from BodyShop BusinessHow Do I Find Out My Area’s Competitive Labor Rates?

Comment by cyborg_destruct:After having my NSX repaired at twodifferent DRPs incorrectly, I decided Ishould open a body shop so I coulddo it right. What a mistake! The costincreases for materials go upbetween 6 and 12 percent everyyear, and yet the insurance compa-nies only ‘allow’ an increase of about7 percent every five years. So thesupplies have gone up between 30percent and 60 percent, yet theinsurers are so generous that they‘give’ us a nice, big 7 percent, sowe’re only losing between 23 per-cent and 53 percent.

They’re now telling all their cus-tomers that if a company outsidetheir ‘network’ does the work, theywon’t guarantee it.

Next is the materials capping. I’vebeen in business for more than 12years, and the insurers still try to capmaterials almost every time. I bringthis up from time to time and amtold, ‘If the body shop doesn’t catchit, we save money, and if they catchit, we’ll pay.’

Next, the insurers have figured outways to manipulate the actual esti-mating systems. I had a recent esti-mate where the first line item was abumper overhaul. My systemshowed 2.1 hours, while their systemshowed .6 and had ‘INC’ on everyother part on the bumper as anincluded operation.

Now, insurers are even starting touse third parties to bill out glass.Safelite glass calls and records youwhen they ‘ask’ you if you’ll acceptthe repair at a 47 percent discountover NAGS. If you say that you won’t,they then say you can’t do the job.

After 12 years, I’ve discovered thatmost insurers lie, cheat and steal. Imake a whopping $24,000 net profita year – that’s before my wages arededucted from operations. The onlyreason I’ve been able to stay open isbecause my previous businesses didso well. This is the only business I’veever seen where another companytells you what to charge and how torepair something.

You would have to be insane orvery well off to even attempt to opena shop with the insurance scams outthere now.

They Said It On

bodyshopbusiness.com

Todd Donald,founder,Collision RepairFair BusinessCouncil

Like • Comment • Share

March 22 — John Eaves, Jr. speaks about PartsTrader

to NORTHEAST Show attendees.

All of this talk today about alu-minum in the collision repairindustry made me think of thatstory. But Ford’s F-150 is far from abeer can – it’s military-grade, andwill be more powerful and able tostop more quickly. Given that it’sAmerica’s top-selling vehicle, it hasgot many shops asking if they’reproperly trained and equipped torepair aluminum. Most aren’t.Some are panicking, while othersstill have a casual attitude about it.

“I don’t see any F-150s,” one shop

owner told me.“They all go tothe local Forddealer.”

The managerat a multi-shop

operation

said to me, “We still don’t seeenough aluminum vehicles to jus-tify dedicating a space in the shopfor it. The ROI just isn’t there.”

But it will be. Word is otherOEMs are putting their orders infor aluminum now before they’reshut out. And GM is talking aboutintroducing an aluminum Silver-ado by 2018.

Aluminum isn’t new to theindustry. It has been found in cer-tain body parts in certainmakes/models for years. And, ofcourse, the higher end vehicles likeMercedes, Jaguar, Audi, etc. Butnow it’s going mainstream. Areyou ready? It’s not difficult, as thetechnical experts say. Just different.

Check out our Aluminum Prepa-ration Guide on pg. 55 for theequipment and expertise you’llneed to repair aluminum vehicles.We’re at a significant time wherebody shops are being awakened tothe importance of following OEM

repair recommendations, andconsumers are being made

aware of the importance ofchoosing a repair facilitycapable of fixing their vehi-cle. It’s time to get on it.

Editor’sNotes Publisher

S. Scott Shriber, ext. 229 [email protected]

EditorJason Stahl, ext. 226 [email protected]

Managing EditorGina Kuzmick, ext. 244 [email protected]

Contributing EditorsMitch Becker, Mark Clark,Mark Claypool, Erica Evers-man, Tom Ferry, Curt Harler,Kristen Hampshire, John D.Lyman Sr., Hank Nunn, CarlWilson

Graphic DesignerLisa DiPaolo, ext. [email protected]

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A limited number of complimentary subscrip-tions are available to those who qualify. Call(330) 670-1234, ext. 288, or fax us at (330) 670-5335. Paid subscriptions are available for non-qualified subscribers at: U.S.: $69 for one year.Canada/Mexico: $89 for one year. Canadian ratesinclude GST. Ohio residents add current countysales tax. Other foreign rates/via air mail: $129for one year. Payable in advance in U.S. funds.Mail payment to BodyShop Business, P.O. Box75692, Cleveland, OH 44101-4755. VISA, MasterCard or American Express accepted.

My first exposure to aluminum was when I was 8 years old orso. Dad was drinking a Budweiser, and I asked for a sip,which, to my mother’s consternation, he offered. I grimacedfrom the taste. Then, after he drained it, I tried to crush the

can but could only put a small dent in it. Dad, of course, demolished it.

All In For Aluminum

Jason Stahl, Editor

Email comments to [email protected]

Detroit Is WhereIt All StartedM

any will argue that the first automo-tive concentration was in Indianapo-lis, and to a certain extent that’s true.But few can argue the role Detroit

played in the overall transformation and cen-tralization of the automotive industry. I’m de-parting from my usual format of writing aboutcool shops to talk about something that I’m pas-sionate about and believe you should be pas-sionate about, too.

Every year, our industry gathers to net-work, receive training and take a look at themost up-to-date equipment available. This isan important time since you can’t get thishigh concentration of collision-based stuff inone area. It’s both efficient and overwhelming,all at the same time. This business and itslandscape are changing at an unprecedentedrate. If you’re not changing, you’re being leftbehind. Look at all the changes that are beingrecommended this year just because one man-ufacturer decided to change what its truck ismade out of. That’s just one change in a sea ofchanges that happen every year.

What better place than Detroit, Mich.,a.k.a. the Motor City, to find about all theseinnovations? That’s why the folks at ASAchosen to host the 2014 NACE event there. Infact, you can even tour the facility where thataluminum F-150 is produced. Opportunitiesare being offered by all the automakers that

will give you the rare chance to see insideour industry in a way we haven’t been ableto in years. Take it from me who spent yearsin and out of assembly plants – there is noth-ing quite like watching a vehicle come to-gether and get driven off the line after finalassembly.

If you haven’t had the chance to take a lookat the upcoming festivities, I urge you to visitwww.naceexpo.com and look around. Look at theshow floor. It’s almost sold out and we’re stillmonths away. This is truly going to be the colli-sion event of the decade. I’m honored to beworking with Dan Risley and show manage-ment this year and looking forward to the bestNACE we’ve seen in years.

Detroit is easy to get to, and there are plentyof accommodations in the area. The automak-ers and equipment manufacturers are puttingtogether activities to remember. This is a venue where you can go and spend an extraday and see some of the local sights.

I lived in Detroit for six years and wasamazed last week when I returned for someshow planning. The city is back and alive, andcars are at the heart of it. All of us here atBodyShop Business will be there, looking for-ward to enjoying the happenings with you inthe automotive mecca of the world.

The cruise-in of 2014 is in Detroit! See youthere! BSB

Detours By S. Scott Shriber, Publisher


Collision Experts,a New York-based MSO, saidit will no longer

be a part of State Farm’sSelect Service programbecause it wants to havethe right to decide whereto purchase parts.

Collision Experts hasbeen communicating toits State Farm customersthat they can still chooseto have their vehicles re-

paired at their shops inSchenectady or CliftonPark, but that State Farmmay no longer refer cus-tomers to Collision Ex-perts.

CEO and ownerMaryann Bowman said itwas more important forCollision Experts to havethe freedom to buy partsfrom trusted vendors thatthe company has built re-lationships with over the

years rather than be in-cluded in State Farm’s Se-lect Service program,which requires collisionrepair shops to purchaseparts from PartsTrader.

“Sometimes you have topart ways in a partner-ship,” said Bowman. “Inthis case, I believe that thenational changes don’twork for my businessmodel. We do not want tosever the relationships

we’ve built with our ven-dors over the years.”

State Farm has beenrolling out PartsTraderincrementally and just re-cently implemented themandate in New York.Collision Experts statesthat it is the only localbody shop to publicly optout of the program as aresult of the changes.

“Although we valuethe business that StateFarm has referred to usover the years, the newSelect Service Programdoes not fit our business

IndustryUpdate


New York MSO Drops State FarmSelect Service Over PartsTrader

Continued on pg. 90

BASF VisionPlusConference aSuccessBASF hosted more than 100collision repairers at its VisionPlus Performance Group Conference March9-11 at the Hilton Clearwater Beach in Clearwater, Fla.

Charles Coonradt, author of “The Game of Work,” was the featuredspeaker, followed by Susanna Gotsch from CCC Information Services, whoreported on trends via statistical analysis from the quarterly CCC TrendsReport, and Kim Hazelbaker from the Highway Loss Data Institute, whodiscussed evolving vehicle technology.

There was also a panel discussion featuring multi-shop operators, andbreakout sessions on various topics pertinent to running a top shop.

Marilyn Monroe, Tony Curtis andJack Lemon starred in themovie, “Some Like it Hot.” Butit’s not just

old movie stars whoshould be attracted tohigh temperatures;every paint shop runsfastest when they “likeit hot,” too. Solventsevaporate faster, iso-cyanate catalystscrosslink quicker, andbody fillers, sealers,basecoats andclearcoats all speed upunder heat.

Alligator Heaters » Kerosene and splitfirewood both create some heat when burn-ing, but spraying flammable vapors aroundan open flame of any kind seems like a badplan. Sadly, I was in paint shops heated byboth long ago in Iowa.

I had a customer way out on some coun-ty roads, then way out on some more grav-el roads. He farmed soybeans full time andbought total losses and rebuilt them in hisspare time. He heated his shop all winterwith firewood in a cast iron stove in thecenter. He would shovel the stove chockfull of logs and get the room temperatureup in the high 80s. Then he would slam thestove door shut, fire up the exhaust fan andstart painting while it was hot – and manytimes, finish the last coat when it wasn’t.All things considered, his paint work wasreally pretty good, which shows that agood painter can overcome many obstacles.

I had a customer who won the bid to re-finish a slew of 40-foot semi trailers. Thetrucking company jumped on his bid be-cause the shop seriously underestimatedthe time and cost to do the work profitably.

They rented a huge building that had raillines running through it; can you say tallceilings? They built lots of scaffolding to

get the sanders andpainters close to thetrailers. Winter came,and he rentedkerosene-fired, open-flame alligator heatersfrom a constructionsupply company. Noth-ing like a fog of iso-cat-alyzed urethaneenamel overspray drift-ing toward the roaringflame heater! Tall ceil-ings, good luck andlots more oxygen than

fumes kept us all from disappearing in amighty flash!

Air Replacement » A basic crossdraftspraybooth has a fan that exhausts about10,000 cubic feet per minute (CFM) offume-laden air. If the shop didn’t install anair replacement furnace designed to deliver10,001 CFM, then the fan quickly pulled allthe air from the cabin, the paint room, themetal shop and the office if the door wasn’tshut. Speaking of open doors, when thespraybooths with no replacement air gotrolling, they slammed every door in theshop like a volley of gunshots.

Here’s a happy and a sad story aboutearly air replacement. We had a Cadillacdealer build a snazzy new building in 1986with plenty of space for their entire fixedoperations (parts, service and body). Neverasking the employees or even the managerswhat they thought would be good for thedesign, they followed their fancy architect’sadvice to the letter.

Being a smart fellow, he knew the air ex-hausted from the booth would have to be


By Mark Clark

Turning Up the Heat

Clark’sCorner

made up or many airflow prob-lems would quickly accrue. Hespecified the correct size air re-placement furnace and had it in-stalled – in the middle of the bodyshop, so that all the replacement airhad a chance to collect all the sand-ing dust and shop clutter before itwas sucked onto the car throughthe filtered doors. Learn from theirfolly and be sure to hook the A/Runit directly to the booth so the in-coming air stays clean, and the cab-in is even slightly pressurizedagainst dust sucked in from theseams and cracks.

The happy story was the firstclosed circuit booth I ever sold. Itwent to the local Volkswagen deal-er in 1971. That heated sprayboothmade for much cleaner and fasterpaint work, and they quickly hadthe reputation for the nicest paintwork in town. Hooking a $5,000

furnace on top of a $10,000 fire-proof box made for faster dry, bet-ter gloss and much less dirt in thefinishes. They even rented out thebooth when a competing shopneeded a first-class repaint. Iwould like to report that all myother dealership customers in 1971immediately bought their ownheated spraybooths, but sadly theydidn’t. They continued to suck allthe shop air into their paint workthrough poorly maintained cross-flow booths for many more years.

Visible Light » Our eyes can dis-cern electromagnetic radiationbetween 400 and 700 nanometerslong, otherwise known as visiblelight. Increasing the wavelengthspast the color red at 700 nm movesinto radiation known as infrared(IR). (Decreasing wavelengthsbelow purple at 400 nm reveals

equally invisible ultraviolet light.) IR comes in three flavors: short

wave, medium wave and longwave. Your shop will benefit mostfrom two of the three choices. Longwave infrared bulbs are similar tothe ones in the motel bathroomceiling or the bulbs that shine onthe hot dogs turning on the spitunder glass at the gas station.They’re heating from the topdown. It’s good for you coming outof the shower and the Polishsausage on the rotisserie, but not somuch for your paint work. Youwant your paint, body filler andprimer to cure from the bottom up.Not to say I didn’t sell a wholebunch of those original body shopIR units – round metal fixtures thatheld five or six of those very samelong wave heat light bulbs – on arolling stand. It was Iowa, it waswinter, and any heat – top to bot-

»| Clark’s Corner |«


tom or side to side – was welcomein the body shops.

Both medium wave and shortwave IR lights will speed produc-tion and improve quality in yourshop starting today. Rememberalso that they do the same great jobaccelerating evaporation or cross-linking hardeners in the summer,

too. It’s harder to fire them upwhen the air is already 95 or 100degrees, however!

There is one useful tip that I al-ways got during the many inter-views I conducted with the variousIR manufacturers over my years atBodyShop Business. As much as 50percent of the effectiveness of any

medium or short wave IR light fix-ture is provided by the reflectorbacking. Does it feel like yourshop’s light has lost effectivenessand maybe it’s time for a new emit-ter (bulb)? It may be, but you’ll bepleased by how much faster itworks if you would just clean thedust and overspray off all theshiny parts.

Blowing in the Wind » One of thebest descriptions of how water-borne finishes work goes like this:Do your wet blue jeans dry fasteron the clothesline on a hot day or awindy day? The answer is a windyday. Petroleum solvents want toleap back into the air from thesprayed paint; water is often con-tent to stay within the paint film onhumid days. Moving air past thefinish dries both types of coatingsfaster than heat alone. Circulatingthe air in the spray cabin, whetherthrough eyeball-style adjustablenozzles, turbine fans or bladedfans, works wonders. The benefitsof hustling some air around the carmust be weighed against the addi-tional dirt and dust that hurtlesthrough the moving air. It’s worthit, folks – fire up those fans!

Heat Rocks! » Don’t paint in frontof open flames, and don’t suck outlots of air without a method toreplace it. Employ IR lights at everychance, and kick in A/R furnacesand speedy air movers to turn yourbooth into a big oven. Make sureyour paint shop has written operat-ing procedures that include usingheat to increase your cycle time andyour finish quality. BSB

Mark R. Clark is the owner of Profes-sional PBE Systems in Waterloo, Iowa;

he is a well-known industry speaker andconsultant. He is celebrating his 26th year as a contributing editor to BodyShop Business.

»| Clark’s Corner |«


Web PresenceManagement

What’s In a Word?

Imust admit it can all be confusingsometimes – domains, URLs, Webservers, the cloud, IP, FTP, search en-gines, SEO, meta tags, etc. There’s a lot

of website development terminology thatmay or may not mean anything to us.

So let me explain some of it. Tear this arti-cle out and keep it available as a handy re-source, or bookmark the link to this articleonline. Here goes:

Internet – A global network of millionsof independent computers, linking morethan 100 countries and nearly 2.5 billionpeople. Contrary to what Al Gore mayhave claimed, he did not “invent” the Inter-net. It’s more of a concept rather than anactual entity, a physical infrastructure ofnetworks connected to other networks.

World Wide Web – Often mistakenlyused synonymously with the Internet, theWeb is actually a place for sharing informa-tion that’s built on top of the Internet. Thisis where we access information and haveour websites.

ISP – InternetService Provider, acompany such asAT&T and Verizonthat sells you aconnection to the

Internet. Access is given through the olddial-up method, DSL, cable or other means.

IP address – IP stands for Internet Proto-col. All machines on the Internet have aunique, numerical IP address. These num-bers identify each particular machine,which is why you should never have acomputer in your lobby where people canleave you reviews. These reviews would allcome from the same IP address, and reviewsites will eventually disregard them, believ-ing you were “stuffing the ballot box” withreviews yourself.

Domain – Remembering numeric IP ad-dresses alone would be impossible, so do-mains are words rather than numbers. Likegoogle.com, bodyshopbusiness.com, optimaautomotive.com and your own busi-ness domain: insertyournamehere.com. Do-main names are not “owned,” but you canown the rights to use these domains. You canreserve domains through services like Go-Daddy, HostGator, etc. When used online,your domain is known as a URL (uniform re-source locator) or your Web address. You, asthe business owner, should own the rights toyour own domain name.

Domain Name Server (DNS) – A comput-er that hosts a domain name and di-rects an inquiry about that domain

name to the correct IP addresswhere the content associated with that do-main resides, usually a Web server.

Web server – Web pageshave to be hosted somewhere,and Web servers are where ithappens. They serve up web-

sites under assigned domain URLs. Thisis also known as “hosting,” since youmust have a Web server that “hosts” yourwebsite for you so it can be seen by yourcustomers and prospects. Usernames andpasswords (known as FTP access codes)are needed to get into your Web server.

By Mark Claypool


Email servers – These are similarto Web servers in that they serve upemails like an electronic postal serv-ice, both incoming and outgoing.These are separate from Webservers, which is often confusing forbusiness owners. Email servers areMail Transfer Agents (MTAs) thattransfer electronic mail messages

back and forth. Usually these serv-ices – Web hosting and email – arebundled in a package.

Search engines – These are com-puter programs that read, or index,all the text on a website and searchfor particular keywords withinthem. They include Google, Yahoo,Bing, etc. Search engines use so-

phisticated, proprietary algorithmsto match search queries entered byindividuals with Web pages con-taining those keywords.

Search engine optimization

(SEO) – The art and science ofbuilding and maintaining a web-site so it ranks as highly as possiblewhen searched by that site’s targetaudience. No SEO company canethically promise position one orpage one placement of a website.The more you know about this, the better.

HTML – Stands for Hyper TextMarkup Language, the program-ming language used to create web-sites. HTML defines exactly how awebsite should look when it ap-pears on a computer screen. Plus, itcontains the actual content that thewebsite will have on it, both textand images.

Meta tags – These are part of theHTML coding of the site but do notchange how a website looks.Rather, they provide informationabout images, page descriptionsand the SEO-important title tags onthe page. As stated in pastcolumns, meta tags called metakeywords are no longer relevant,yet most developers still use them.

Cloud – Offsite, online storage ofdata with a service provider. This isused for documents, images, data-bases, etc. These can be used asbackup or to alleviate the need tohave storage devices in-house. BSB

BSB Contributing Ed-itor Mark Claypool hasmore than 30 years ofexperience in the fieldsof workforce develop-ment, apprenticeships,marketing and Web

presence management with SkillsUSA,the I-CAR Education Foundation, Mentors at Work, Veri-Facts Automo-tive and the NABC. He is the CEO of Optima Automotive (www.optimaautomotive. com), which provides web-site design, SEO services and social media management services.

»|Web Presence |«


AccudraftIf you’re shopping for a spraybooth, make sure youlook for these key energy-saving features:

Variable frequency drives (VFDs) – These not onlyallow users to save on electrical energy, but users alsocan add a number of energy-saving process features tocontrol panels. They should either be on only the

exhaust or on both intake or exhaust if the system has an intake.Direct fire – The industry standard for heated systems. Indirect fire heat

should only be a last resort if the only available fuel is oil. Any booth that’sheated should recycle a minimum of 80 percent of the heated air when in thebake cycle, saving a lot of energy that would otherwise be wasted. Adding anon-recycling heater to a spraybooth is a short-term gain and a long-term loss.

Auto Body ToolmartAutomotive paint booths are available in many differentconfigurations. Here are a few very important thingsthat should be considered up-front:

� Are you having your booth installed, or willyou be assembling it yourself? Installing a boothyourself is much easier than it looks and can saveyou thousands. Nut and bolt booths are sturdierand easier to install than zip screw booths.

� What is the largest vehicle you will be painting?There is no need to get a booth to hold larger ve-hicles that you won’t be painting.

� Are bulbs included, and do the light fixtureshave inside access?

� Is the booth legal? Make sure your booth meetsall national andlocal codes.

� Is it American-made?

Uni-CureWhen buying a spraybooth, everyonewants the best product for theirmoney. However, the upfront priceof the booth is only half the equation.Look for other costs associated witha spraybooth installation. These in-clude concrete, permits, gas and elec-trical. These often get overlookedand can cost as much as the booth.Make sure you work with an expe-rienced manufacturer that can guideyou through the installation. Youalso want a manufacturer who willbe with you long after the initialsale. A spraybooth is a long-terminvestment and you need a partnerwho has a great track record.

Finally, look at the serviceabilityof the product. Many booths are im-ported and so are the service parts.Some products require a special tech-nician to perform the service work.You need a product that can bequickly repaired. Learn to ask ques-tions like, “How long have you beenin business?” “Do you have directinstallation crews?” “Do you haveparts readily available for serviceand can an electrician install them?”These questions will ensure thatyour purchase will last for the longhaul and bring you the right returnon investment.

BuyingTipsSpraybooths


GFSWhile the technology,design and constructionof the paint booth arecrucial factors to consid-er, the need for after-sales support for shopsto get the return on in-vestment from theirbooth cannot be emphasized enough.Once you commit to a piece of capitalequipment, you want to be sure thatthe manufacturer has the resourcesand network in place to service andsupport that equipment. For example,GFS’ nationwide distribution net-work doesn’t just handle sales of

paint booths, but also in-stalls the products, pro-vides service, assists withfacility planning, codecompliance, startup andtraining. In addition,having the ability to ob-tain service and support

direct from the manufacturer is ex-tremely important. OEM parts andfilters from the original manufacturerof your paint booth will ensure thatit operates as it was designed to,and will help ensure that your boothdelivers the productivity your shopneeds it to provide.

Spray-TechWhen buying spray-booths, economic effi-ciency and cost ofoperation are impor-tant to consider. Main-tenance costs includeair filters, lightbulbs,and general wear andtear. Filters can be

expensive to replace, especially intake filters. Energycosts to consider are electrical usage and fuel con-sumption of the air make-up system.

AFC Finishing SystemsA spraybooth is a significant investment for any bodyshop, and it’s important to make an informed purchasedecision. The first thing to consider is the experienceof the manufacturer. Second,what support before and af-ter the sale does the companyoffer? Third, make sure youknow what you’re buying.Understanding your spray-booth manufacturer is thekey to making an informedpurchase decision.

»| Buying Tips |«


GarmatMaking the choice of what to purchase is critical to your business success.

1. Distribution – Do they offer support before, during and after the sale?2. Performance – Look for features that enhance productivity.3. Installation –Be aware of hidden costs, and also be cognizant that

you’re not trading a lower equipment price for higher installation costs.4. Reputation – Get an unbiased opinion from your peers. Talk to other

shop owners and ask what equipment they recommend.5. Ease of Maintenance – Longevity of your equipment is tied to

preventative maintenance. Simplified procedures can lengthen its lifespan.

WINTell Us What Articles You Want to See — and Win!BodyShop Business is planning its 16th Annual Reader’s Choice issue — anentire issue devoted to what you want to see! But we can’t do it without you! Fill out the form at www.bodyshopbusiness.com/readerschoice, or fax the below form to(330) 670-0874 by May 23, 2014. If one of your ideas is chosen, we’ll not only find someone towrite the article you suggested, but we’ll credit you for the idea — and give you 50 bucks!

Full name:__________________________________________________ Title or position: __________________________________

Shop name:__________________________________________________City, state: ______________________________________

Tel: ( __________) ____________________________ Email:________________________________________________________

Annual shop sales (this won’t be published) ✔ one: ___ Up to $249,999 ___ $250,000-$349,999 ___ $350,000-$749,999 ______

___ $750,000-$1 million ___ More than $1 million

Address to send the $50 to if your idea is chosen: ________________________________________________________

___________________________________ZIP __________________

If an industry expert offered to answer one question for you, what would your question be? (It must be collision repair-related)

________________________________________________________________________________________

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________________________________________________________________________________________

Why is this question important to you? ________________________________________________________________

________________________________________________________________________________________

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________________________________________________________________________________________

On what topic would you like to see an article and why? I’d most like to see an article on ___________________________

because __________________________________________________________________________________

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$50!Tell Us What Articles You Want to See — and Win!


Question answered by: Karl Kirschenman

When you’re trying to move a car throughyour shop, the smallest details can tripyou up and throw a monkey wrench intoyour repair plan. Especially annoying are

the issues that come at you from left field – the un-foreseen factors that make you scratch your head andgo, “Huh?”

Vehicles today are increasingly loaded with manynew features that are making the roads a safer place.But all these new technologies also increase the chal-

lenges for collision shops. EveryOE system is unique with its ownspecial quirks.

Blind spot monitoring systems area real-life example. Some systemsuse cameras. The Toyota/Lexus sys-tem relies on millimeter wave radarsensors installed behind the rearbumper cover. The system detectsvehicles entering the driver’s blindspot on either side and illuminatesan indicator in the sideview mirror.If the driver signals a turn, the indi-cator flashes. However, millimeterwave technology does have someinherent problems. The waves canbe absorbed by gases in the atmos-phere, limiting their range. Rain inparticular, and humidity in general,can also diminish the signal strength.

In addition to these limitations,the system can’t detect what it can’t“see.” There can be nothing imped-ing the sensors. Think of lookingthrough glasses with badly smudgedlenses – you get the idea. Anythingblocking the radar will impair its

READER’S CHOICE

“Many cars such as Toyota and Lexus areoffering blind spot monitoring. There arefour sensors on each car behind thebumper covers. I’ve heard that if the painton the bumper cover is too thick or hasfiller, the sensors won’t function properly.Is this true? And how would you testthem after a repair?”

— John Borek, general manager,

Autocraft Bodywerks, Austin, Texas

www.bodyshopbusiness.com 29

Monitoring

performance – ice, mud, snow andespecially a fresh coat of paint!

Suppose that you have just workedon a Toyota or Lexus with the OE-installed blind spot monitoring feature.There was damage to the bumper,but you did your usual superb joband the car looks like new. You eventook care of a tiny scratch on the

blind spot sensor. The paint match isperfect and the bumper looks likenew. The owner drives away happy.

So why is he driving back to yourshop a few days later telling youthat the blind spot system no longerworks? You know you did your jobright, so what’s the problem?

Here is a portion of what Toyota

says about repair involving its blindspot monitoring system. Take specialnote of items (5) and (6).

Handling the Radar Sensor »One blind spot monitor sensor is in-stalled inside the left and right sidesof the vehicle’s rear bumper, respec-tively. Observe the following to en-sure that the blind spot monitor canfunction correctly:

(1) Keep the sensor and its sur-rounding area on the bumper cleanat all times.

(2) Do not subject surroundingarea of the bumper to a strong impact.If the sensor moves even slightly offposition, the system may malfunctionand vehicles that enter the detectionarea may not be detected. If the sur-rounding area has been subjected toa strong impact, inspect the sensorand surrounding area.

(3) Do not disassemble the sensor.(4) Do not attach accessories or

stickers to the sensor or surroundingarea on the bumper.

(5) Do not modify the sensor orsurrounding area on the bumper.

(6) Do not paint the sensor or thesurrounding area.

(7) Do not apply strong impactsto the sensor or drop it, as it is ahigh-precision device.

(8) Do not reuse a sensor that hasbeen dropped or subjected to a strongimpact. BSB

Karl Kirschenman, ALLDATA collisionproduct manager, holds a bachelor ofscience degree in communication. Hehas more than 10 years of experience inthe collision industry.

© 2014 ALLDATA LLC. All rights reserved. All technical information, im-ages and specifications are from ALL-DATA Collision S3500. ALLDATA andALLDATA Collision are registered trade-marks of ALLDATA LLC. Toyota andLexus are registered trademarks of ToyotaMotor Corporation and/or Toyota MotorSales, U.S.A. All other marks are theproperty of their respective holders.

READER’S CHOICE » Blind Spot


Question answered by: Tom Horvath

Rust is a serious issue and can be a big problemdown the road if it’s not dealt with from the beginning.

Teaching employees the importance of rust is somethingI felt I stressed too much about – until I had a problem.Now, I can’t stress enough the importance of addressingit early in the process.

Rust not dealt with properly is always a problem,but sometimes it may take a long time to show up. Iremember one time doing a restoration thinking thateverything was fine. Months later, the customerpointed out a fingerprint that showed up in the

clearcoat. The fix that day was tocolor, sand and polish.

A month later, it came back. Thereal problem was that when we blastedthe vehicle, we didn’t use gloves toprotect the surface. Guess what? Therust was caused by acid from theskin, and it showed up much later.

Three Steps » The first step is totake proper care to protect the surfaceas soon as it’s ready. Take propercare not to touch the surface withbare hands. No moisture or othercontamination can touch the surfaceof bare metals.

Next, find a compatible primer sur-facer for bare metal, usually referredto as DTM or “direct-to-metal” primer.This is the foundation and is the mostimportant part of any repair that dealswith bare metal.

After the foundation, many hoursof prepping, painting and materialusage is applied to the surface. This

READER’S CHOICE


Treating

“What is the proper way to treat rust? Ido quite a bit of restoration, and rust hasalways been a problem. Also, how do youprep a vehicle that has been sodablasted?”

— Randy Walker, owner,

Randy’s Body Shop, Durant, Okla.

can result in thousands of dollarsand, if done wrong, will be a wasteof time.

I like systems, so when I look atDTMs, I look for a paint system that’scomplete, from DTM to high-buildprimers to sealers. This way, if thereis a problem, I know where to look.

If you’re intermixing one productline with another, no manufacturer is

going to take responsibility if there’sa failure. So even if there is a costsavings for a length of time, the onetime you have failure, the failurecould be so catastrophic you may notbe able to ever overcome the loss.

Step one: Strip the metal to bare.Soda blast, paint stripper, bead blast,etc. However you do it, make sure it’sdone in a moisture-free environment.

Step two: Don’t touch the surfacewith bare hands.

Step three: Find a compatibleprimer system, DTM, high-buildprimer and sealer. BSB

Tom Horvath is with Clearcoat Solutions.He can be reached at [email protected].

READER’S CHOICE » Treating Rust



Thank you, Mike, for the great question; it’s onethat has been asked by many concerned repairersover the years. Because I’m not an attorney, Ido not provide legal counsel. However, I can

lend you my experiences dealing with this and otherissues as a claims adjuster, providing my expert witnessservices to plaintiff and defense attorneys for litigation,and offering my consulting services to collision repairshop owners across the country.

While there are statutes in some states which prohibit“capping” or pre-set “thresholds” and inhibit othersimilar activities, each repairer should be familiar withthe rules and regulations in their state and handlesuch situations through the proper channels per theirstate’s guidelines.

For those who don’t have such protections, insurer

underpayments may or may not bea “legal issue.” Such issues may de-pend upon wording in the insurer’spolicy/contract and other such pro-visions. As such, I am not ongoing toaddress the legal aspect and will in-stead provide you with a more prag-matic and practical answer that shouldresonate with you and others.

Simply stated: insurance carriersunderpay and short-change claimssettlements to consumers becausethey’ve been allowed to. And theycontinue such behavior because theyare not being properly challenged.For many insurers, in most statesand markets, they do what they dobecause there has been no downsidefor them. With literally billions ofdollars at stake, there’s no incentivefor them to stop and have every in-centive to continue the practice.

I often employ the adage, “Aslong as one does what they have al-ways done, they will continue toget what they have always gotten.”

READER’S CHOICE


“Legally speaking, how can insurancecompanies limit paint and materialscharges?”

— Mike Jackson, L.J.’s Autobody,

Washington, N.C.

Question answered by: Barrett Smith

& Materials

This, of course, goes both ways inthat some continue to lose and otherscontinue to gain.

Insurers are fully aware that mostrepairers are uncomfortable takingon a huge insurer due to a numberof fears and concerns, including butnot limited to:

1. Making the insurer(s) angryand having work steered away fromthem.

2. Not knowing what to do tocombat the abuses.

3. Fear of litigation and the asso-ciated costs.

4. Fear of losing in litigation andbeing left worse off as a result.

5. Upsetting/inconveniencing theircustomer and losing referrals.

6. Tarnishing their reputation intheir community-market area.

7. Unsure how to combat the in-surer’s poor-mouthing of the repairerif they don’t comply.

8. Destroying long-term relation-ships with local appraisers.

The fact is there are many thingsa repairer can do to effectively combatinsurer short-pays, and they all beginwith a proper, well-crafted RepairContract/Authorization and the re-pairer having a full, in-depth un-derstanding of local and state lawsgoverning the collision repair in-dustry. No less importance shouldbe placed on the repairer’s beingequally familiar with their state’slaws and regulations governing thebusiness of insurance.

Most shop owners’ prior experi-ence is as bodymen, not businessmen.They start their own business know-ing how to provide good repairsand good service, but most of themhave minimal knowledge on howto properly operate a business. I’vefound that the overwhelming ma-jority of shop owners don’t know

what their true hourly cost of oper-ation is. They only know that if theycan pay their bills and keep a littleat the end of the month, they’redoing something right. Few seek tolook for what they’re doing wronguntil it becomes a glaring and costlyproblem for them.

On the other hand, insurers aremanaged by astute and educatedbusiness people who are perfectlycapable and willing to take advantageof the repairer’s lack of businessacumen. Insurers are led by college-educated experts in various fieldsincluding finance, business of insur-ance, banking, etc., many with mas-ter’s degrees in business and otherdisciplines.

As an example, Edward B. Rust,Jr., the current chairman of the boardand CEO of State Farm, holds botha juris doctor and master of businessdegree. I can assure you that those

READER’S CHOICE » Paint & Materials


under his direct leadership areequally educated and trained, andit shows in the long-term successof the company, just as it does inothers we deal with on a regularbasis such as Allstate, GEICO, Farm-ers and others.

Furthermore, insurers can seek the

expertise they may not possess in-house outside through the services ofcorporate consulting companies. Pro-fessional consultants enable the insurersto have a better understanding of theirexisting markets, proposed markets,underwriting practices, claims practices,the collision repair industry’s practices

and the consumer. Insurers need toknow what the near and distant futuretrends will be, how they will impacttheir business and how they can bestcapitalize from them. Insurers knowmore about repairers and consumersthan we know about ourselves…it’stheir business to know what peoplelike and don’t like, what they fear andhow to best capitalize on that fear.

Information is the insurer’s basebusiness. The acquisition of viableand accurate information is whatenables them to take the risks theytake and allows them to be profitableand grow while remaining compet-itive. It also allows insurers to de-termine the strategies they’ll putinto place from marketing their com-pany and its image, and determinetheir risks and pricing of their prod-uct. The strategies for success aredisseminated from the company’sleadership all the way down to theadjuster and appraiser in the fieldwho interact with consumers andrepairers to resolve their claims.

So again, it’s not really a legalissue until the repairers and theircustomers threaten to make it oneto put a stop to the abuse…it’s merelyone entity in a proposed position ofpower taking advantage of another’sweakness – simply because they’recontinuously being allowed to.

For the truly independent repairer,the logical choices as I see them are:

● Continue to do as you have al-ways done and expect it to get worse.

● Make a commitment to acquirethe knowledge and business acumenneeded for you and your businessto thrive…not merely survive.

● Emulate other successful busi-nesses and strive for optimizationin all facets of operation. BSB

Barrett Smith, AAM, is the founderand president of Auto Damage Experts,Inc., which has been providing automo-tive inspection and expert legal servicesnationwide since 1997. He can be reached at (813) 657-6705 or [email protected].

READER’S CHOICE » Paint & Materials


By Carl Wilson

Merriam-Webster’s online dictionary lists “blend” as a verb:“To mix (things) thoroughly and usually with goodresults.” A few synonyms and related words are listed,too: “combine,” “incorporate,” “mix,” “stir,” “conjoin.”

Well, that’s not quite what we mean when we say “blend.”Blend is also listed as a noun: “Something produced by mixing or

combining different things.” And that’s not what we mean, either. While we use the term blend in the paint shop as both a verb and

a noun, it certainly isn’t either of the definitions we just read. My1957 Thorndike-Barnhart dictionary mirrors Webster’s definitions,so I think we can reasonably conclude that the way we use theword blend in our industry isn’t due to generational differences.

PROFIT IN THE PAINT SHOP

Profit in the Paint Shop Series:

Anticipate the Blend...and Blend!Once a painter is in command of time-tested techniquesand is faithful to the proper execution of those techniques,blending can be pretty simple.Part 4 of a six-part series on how to maximize profit in the paint shop.

Above: a three-stage sprayoutletdown panel.

Right: documenting three-stage.


Nor can it be attributed to idioglossiaor cryptophasia (that secret languagebetween twins). But it’s fair to saythat, to the outsider, the lingo we useis indeed cryptic.

We know what we mean when wesay blend, though – getting into theadjacent panel for color consistency

purposes. Creating the illusion of aperfect match by blending (verb). Andit’s important that a painter can performa nice blend (noun). I don’t want tooversimplify the blending process, butonce a painter is in command of time-tested techniques and is faithful to theproper execution of them, then it is

indeed pretty simple. However, beforewe talk about techniques, let’s considerthe “why” of blending.

Why Blend? » The most obvious an-swer to “why” is to help hide a colorthat’s slightly off. We aren’t going togo down the rabbit hole of color theory

PROFIT IN THE PAINT SHOP » Part 4


My own personal color library...do you have one? You should. My own file index on Toyota.

and tinting techniques here, but wewill ask, “How do we know the coloris slightly off?” We know becausewe’ve been diligently building ourown personal color sprayout library,and when we pulled the appropriatecolor card out and determined thatwhile it’s not dead-on, it certainly isblendable. Right? No? You don’t have

a personal library? How about colorchips from your paint manufacturer?

With or without the personal libraryor manufacturer’s color chips, we canbe certain that nothing ever alwaysmatches. Therefore, we blend. It couldbe because the vehicle was repaintedbefore, or it has a transparent colorcoat from the factory resulting in what

appears to be a blotchy metallic thatwe’re probably calling “mottled.” Tryand hide that “mismatch” without ablend. It could just be that UV exposurehas degraded the hood at a faster rate



Splitting the Color

Decades ago, my father taught me a

technique called “splitting the

color.” When he was a young combo

man, lacquer was king. He would

sometimes cocktail the color with

clear 50-50 for his final coats of color.

He believed it better emulated the look

of the factory lacquer, which was

reflowed with high heat to improve

gloss and minimize buffing. That works

with lacquer because the color and

clear are brothers.

With today’s coating systems, color

and clear are not brothers, so we can-

not mix them. But we can still split the

color. Essentially, the result of split

color is half the pigment suspended in

a carrier of the same viscosity. The

color, metallic or mica – everything –

behaves the same as unsplit color but

with only half as much being applied.

It’s critical to maintain a consistent

viscosity in order for the color to

behave the same, which is why you

cannot simply reduce the color with

solvent. If you ever have, you know that

the result is a different color as the

metallic will behave differently than

the more viscous color you’ve already

applied and are attempting to blend.

Rather than using clear or solvent as

the splitting agent, you use the same

translucent product from your mixing

bank that you use when mixing a mid-

coat such as pearl. This is your split-

ting agent. Be mindful of any reduction

you’ve done to your paint before you’ve

split it, so you can maintain the same

reduction after you’ve split it. Not to

insult anyone’s intelligence, but this

split color is applied at the edge of the

paint you’ve already applied for cover-

age in order to transition your color

into the car’s existing color. Of course,

not all colors need this, but many will

benefit from the technique.

than the less exposed fenders, resultingin two colors to match.

Let’s hope most of what we mixis not off due to a corrupt bank oftoners – a failure to ensure all agitatorlids are engaged to the bank andspinning several times a day. It’spossible that the formula has beenaltered or even completely over-

hauled and, as a result, is no longergoing to work as the “go-to” formulafor that particular color. We alsocan’t overlook the effects ofmetamerism, or the perceived dif-ference of color due to different lightsources delivering different lightspectrums. Whatever the reason, thecolor is off, and we’re going to blend.

When Not to Blend » It’s importantto note, however, that not all thingscan be blended. For example, a darkmetallic flop on a silver vehicle cannotbe hidden in a blend. Blending doesnot replace tinting and adjusting color;it complements it. In most cases, you’llcycle the car through the paint shopfaster by bringing the color to a blend-able match and blending than attempt-ing to match the color dead on. Not tomention that due to the differences ofthe cones in your eyes compared tomy eyes, dead-on to me may not bedead-on to you.

Nevertheless, not every scenario isa candidate for blending color. Bumpercovers come to mind. We need no re-minder that most of the bumper coverswe see on the road don’t quite match.We know that the color behaves dif-ferently between plastic and steel re-gardless of where you see the originof the problem. Static electricity of theplastic affects the lay of the metallic,or the cooling effect of the evaporatingsolvent results in different temperaturesbetween the substrates and thereforethe painted steel parts take longer todry than the plastic parts, which inturn affects the lay of the metallic.Either way, the metallic can behavedifferently between the substrates. Yeteven with this in mind, it’s sometimesprudent to blend the adjacent panelswhen replacing a cover. There arecolors that simply demand it.

Now hopefully we’re in agreementthat, odds are, we’re going to blendthe color. And hopefully we’re makingthat decision at the beginning of therepair process so we can maintain anefficient flow. It’s important that yourefer to the technical reference manualprovided to you by the paint manu-facturer for specifics regarding blendingtheir color. It will cover all the proce-dures and products necessary to main-tain the integrity of their product – andtheir warranty. So let that be yourguide as I present to you a few tech-niques for you to consider.

Wet Bed » Another technique thatmakes metallic easier to control is a



“wet bed.” Most of the systems I’mfamiliar with have a product that canbe applied over the blend panel, andthis gives a wet bed for the blend tolay on, minimizing any metallic haloat the edge of the blend that sometimesshows up with high metallic colors.Check with your jobber or technicalrep to find the specific product to use.

By the way, splitting the color and awet bed – splitting both the base andthe mid-coat at their respective edges– can help you when you’re blendinga three-stage pearl or candy job.

Mastering Pearls » As long as we’vebroached the subject of pearls, I wouldlike to offer another time-tested tidbit.

Undoubtedly, you’re familiar witha “letdown panel” or sprayout cardyou made showing base color andone, two, three and four coats of pearl.Usually only half the card is cleared,and it’s used to compare to the vehicleto ascertain the proper number of pearlor midcoats you would need to applyto achieve a match. The challenge canbe when four or five coats of pearl areneeded to transform the base into ablendable match, and then you haveto blend those four or five coats ontothe blend panel without getting a haloof pearl to give your blend away.

Painting only a bumper cover iseasy enough with no halo to worryabout. But in the middle of a door?That’s more difficult. So I tucked awaywhat a technical rep told me 20 yearsago: “Tint your base so when youblend it out, it sort of looks done.” Hispoint was to avoid having to radicallytransform the color of the base withseveral coats of pearl; adjust the baseinstead so you don’t have to.

This tip doesn’t really apply tofactory candies – the ones where youhave a semi-muddy orange metallicbase you must transform into a brightand clean candy apple. No shortcutthere. You have to make sprayoutsand tint accordingly, but go ahead andsplit the color. That will help!

Body Lines » Another blending tacticis to utilize body lines to help hide thecolor transition. In addition, drawingthe blend across the panel diagonallyrather than vertically can assist inhiding the blend. Pardon the redun-dancy, but again, the color must beclose enough for a blend to begin with;some mismatches simply will not blendout to achieve an invisible blend.

Sealer Edge » Before we get awayfrom color, there’s another situationthat can cause grief for a painter: seeingthe edge of the sealer through thecolor. This can be common with wa-terborne, which when dry is so thinthat it maps the sealer’s edge and ittelegraphs to the surface. The practiceof over-reducing the sealer in order to



render it thinner and achieve asmoother surface is not recommended.That will result in an insufficient filmbuild of sealer, which is one of thecauses of sealer failure. A better solutionis to mix and apply the sealer accordingto the manufacturer’s recommendationand melt the edge in with a blendingsolvent. When done properly, this elim-inates a telegraphed sealer edge.

Blending Clear » On to blendingclear, or “burning” a blend in the clearor melting the edge in with a blendingsolvent as opposed to taking the clearto a natural breaking point. The answeris “no.” I know of no paint or carmanufacturer that endorses that prac-tice. They all predict failure if attempted,maybe not today or tomorrow, but intime as the edge of your clear blendwill be revealed since it never meltedinto the OEM clear.

Yet, as a practical matter, there’s adifference between Grandma’s 1991sedan (which has a scratch on thequarter panel that you’re painting forfree) and a paying customer for whomyou’re providing a warranty. The factthat you’re providing a warranty meansyou’ll want the paint manufacturer tostand behind their product, which de-mands that you follow their directiveswhen using their products. So whileyou may have figured out tricks to fa-cilitate the blending of clear, it’s not asound practice. I guess you’ll have towork that out with Grandma.

Increased Production » What we’reaiming for here is increased productionthrough improved efficiency, specifi-cally in the paint shop. So let’s beproactive in anticipating the blendsthat will facilitate this, rather than cre-ating a mismatch that will force usback into the booth. BSB

Carl Wilson has been painting for nearly30 years, with formal training from theGM Training Center, ASE, I-CAR andmultiple product and color courses. Hecurrently works as a technical rep for Hi-Line Distributors in Oahu, Hawaii. Hecan be reached at [email protected].



PROFIT IN THE PAINT SHOP

Ford-Approved ElektronAluminum Repair Equipment


ProductSpotlight


Elektron has the equipment shops need to properly weld, brazeand remove dents from aluminum. Ford has approved the ElektronMultiMig 511 and MultiMig 522 MIG/MAG inverter weldersand the MultiTool Aluminum Dent Repair Station with MultiSpot

M22 AL stud welder as part of its 2015 F-150 Collision Repair Program.

MIG/MAG WeldersElektron’s MultiMig 511 and 522 inverter welders are designed to helptechnicians weld aluminum as easily as they weld steel. They come pro-grammed with synergic curves that preset welding parameters so technicianscan start welding immediately, minimizing setup time.

The MultiMig 511 and MultiMig 522 are available with Elektron’s uniquepush-pull torch. This style of torch minimizes breakage or tangling of softaluminum wire, which is why the Aluminum Association recommendspush-pull torches for aluminum sheet metal repair. Elektron’s small andlightweight push-pull torch features fingertip controls that enable real-time wire-feed speed and current control. For even greater versatility, theMultiMig 522 can be equipped with two separate torches simultaneously.

Aluminum Dent Repair StationThe Elektron MultiTool Aluminum Dent Repair Station is a completemobile workstation equipped with the tools technicians need to properlyrepair dents in aluminum sheet metal body panels and hoods. The DentRepair Station comes with the MultiSpot M22 AL stud welder, a 115V alu-minum capacitor discharge welder that includes a stud gun and two-clamp grounding cables. The station also features two pulling systems, ahammer kit, a heat gun, an angled air die grinder and other tools.

Trust your aluminum fusion needs to the company backed bymore than 70 years of industry experience. Trust Elektron.

chiefautomotive.com/dreamteam

vimeo.com/groups/elektronwelders

800-445-9262

tire career where the whole industryis having to retool,” says RichardPerry, global repair product managerfor Chief Automotive Technologies.“When I started, every shop had tohave a MIG welder to weld steels.Now, steels have advanced or, insome cases, gone away, and you needsqueeze-type resistance and alu-minum welders. So shops have hadto retool, and with that, rethink howto repair the vehicle.”

According to Perry, aluminum istricky to weld because youneed to maintain a constanttemperature to create thebest weld. What helps withthat is a push-pull featurefound on welders from

Elektron, one of thebrands under the Ve-

hicle Services Groupwhich Chief is a partof. This can eliminatethe wire from “bird-

nesting” inside of thewelder, which would cre-ate inconsistent welds.

“The push-pull gunalso has a thumb switchwhere you can manuallycontrol the wire,” says Per-ry. “Let’s say you need ahot start, and as you’rewelding, the material getsreally hot and starts to fallout too much and youneed to cool it down, you

Ever since Ford Motor Com-pany announced that the2015 F-150 pickup was go-ing to be made almost en-

tirely of aluminum, and that thisvehicle would be hitting showroomsby fall of 2014, collision repairershave been assessing whether they’readequately equipped and trainedto handle such repairs.

Aluminum is such a different ani-mal than steel. It hasno memory like steeldoes. Its optimal work-ing temperature is400 to 570 degreesFahrenheit. It re-quires its own dedi-cated set of tools toavoid cross contami-nation with steel.There are other dif-ferences too, but thepoint is that mostrepairers will haveto add to their equip-ment arsenal to prop-erly and safely repairaluminum vehi-cles…because theuse of aluminum invehicles is only goingto grow in the com-ing years.

“This the first timeI’ve seen it in my en-

ALUMINUM PREPARATION GUIDE

Do you have the equipment it takes to repair aluminum?Here is a range of tools and other products you’ll need.


Elektron’s MultiMig 522dual torch welder.

By Jason Stahl

can use the switch to slow the currentand wire speed to make a coolerweld to finish.”

In addition to the Chief frame racks,LaserLock live mapping system andElektron spot welders that are alreadyavailable to Ford dealers through theRotunda Dealer Equipment program,Ford has approved the following F-150 special tools:

� Chief Structural Holding with F-150 Kit – Complete

� Chief F-150 Holding Kit � Chief Deluxe Chain and

Clamping Package with RollingCart

� Chief Collet Style TargetAttachment Set for Non-FerrousVehicle Openings

� Elektron MultiMig 511 Welderwith Standard Torch

� Elektron MultiMig 511 Welderwith Push-Pull Torch

� Elektron MultiMig 522 DualTorch Welder Complete withStandard and Push-Pull Torch

� Elektron MultiTool AluminumDent Repair Station

Ron Olsson, president of Pro SpotInternational, also expressed amaze-ment at the rapid change going on inthe industry, saying it’s somethinghe hasn’t seen in his 25 or so years inthe business.

“We used to try to knock the OEMs’doors down trying to get recognitionand approval for repair procedureswith our products, but now thesenew metals – aluminum, boron, ultrahigh strength steel – demand moreattention and training and the OEMsare extremely concerned that techni-cians are repairing these vehicles cor-rectly, which I think is helping ourindustry move one level up.”

Pro Spot has a whole array ofequipment specifically designed foraluminum repair, including the SPSeries of aluminum pulse MIGwelders (approved by Ford for theF-150), aluminum weld stations,PR5 self-piercing rivet gun and fumeextractor.

“Our aluminum weld station con-tains all the tools necessary to repair

dents in aluminum,” says Olsson. “Ithas an AL5 capacity discharge welderthan can weld on aluminum studsinto dents in panels and also pullingtools to pull the dents out. It alsocontains a heating element whereyou can heat aluminum a little asyou pull it and measure and maintainthe correct temperature with a laser-based temperature gauge. It also hasa utility panel with 110 and 220 voltsand a compressed air outlet so youdon’t have cables and hoses every-where. Finally, it has a foldable worktable so you can set it up anywhereon the shop floor and it becomes aworkstation with a work bench. Andit’s affordable, too.”

The self-piercing rivet gun, Olssonsays, is critical in that most aluminumwill be repaired by rivets instead ofspot welds. In fact, Ford requires self-piercing rivets and structural adhesivefor the F-150. The PR5 is battery-op-

erated, portable and lightweight.Pro Spot’s fume extractor, designed

to take care of poisonous fumes fromwelding aluminum and other metals,is available in a portable model or one built in to the aluminum weld station.

Speaking of heat, Induction Inno-vations’ line of induction heaters canbe used to safely heat aluminum andother metals, minimizing the HeatAffect Zone (HAZ) to the repair andnot nearby parts.

“Induction heat is ideal for alu-minum because it gives the usergreater control of the heat than whatthey would have with torches, heatguns or infrared lamps,” says SteveGough of Induction Innovations.

Spanesi Americas says it has a“complete solution” for all aluminumtools and equipment: clean contain-ment rooms, MIG/MAG welders,riveters, dent repair, stud welders,

ALUMINUM PREPARATION GUIDE » Equip Yourself


Pro SpotInternational’sSP Series ofaluminum pulseMIG welders.

dust extractors, fume extractors, per-sonal protection, measuring, fixturing,lifting and pulling equipment.

“Aluminum containment first is apriority for protecting aluminum ve-hicles from exposure to steel filings,or dust which can cause galvaniccorrosion,” says Tim Morgan, man-aging director of Spanesi Americas.“Also, the steel and aluminum grind-ings need to be separated to protectagainst an explosion, because if theymix together they could create a

volatile situation. So what contactsthe aluminum vehicle, including handtools, needs to be separate from thoseused on a steel vehicle.”

Spanesi Americas is still in discus-sions with Ford on approval of itsequipment, but it has already beenapproved by Jaguar/Land Rover fortheir aluminum vehicles.

Morgan advises repairers to re-search all makes and models of ve-hicles they will repair and make thepurchase of equipment with that inmind, not narrowing themselves toa particular model vehicle.

“Aluminum repairs will increaseas the need for lighter vehicles strivingto meet fuel economy demands con-tinues,” he says.

Garmat USA has a full line of an-other type of equipment essential toaluminum repair – isolation stations.They start with entry-level systemssuch as curtain isolation up to a fully

enclosed pressurized unit that pro-vides the necessary filtration for grind-ing. In addition to their standardmodels, they also offer custom alu-minum repair clean room designsfor a more enhanced aluminum repairenvironment.

“The AlumaSAFE 50 provides theneeded isolation for welding or otheraluminum repair processes,” saysDebbie Teter, marketing manager forGarmat USA. “The AlumaSAFE 100


www.bodyshopbusiness.com 59Circle 59 for Reader Service

Induction Innovations’ Inductor Pro Max.

Spanesi Americas’ clean containment room.

and AlumaSAFE 500 expands on theidea of isolation by adding a fan unitthat allows both of these models tobe used for grinding operations aswell. The AlumaSAFE 100 is a non-pressurized system featuring recir-culating crossdraft airflow, Fortexspark arrestor panels and three stages

of high-efficiency filtration in-cluding HEPA. The AlumaSAFE500 expands on the design further

by pressurizing the unit andadding a fully lit ceiling for animproved working area.”

Global Finishing Solutions alsospecializes in clean areas to protectaluminum vehicles and parts dur-ing the repair process. Their Iso-lation Station is a basic curtain

system in pre-determined sizes foreasy ordering and installation. TheirAluminum Repair Station has a light-ed, full ceiling for added protectionand lighting for the technician. TheAluminum Repair Station Plus addsthe flexibility of a paint workstationso the vehicle and/or parts can beprimed and sealed prior to exitingthe aluminum-safe clean area. Thisstation can also be used for additionalpainting needs when not being usedfor aluminum repair.

“A major concern of many of thecollision centers we’ve had discussionswith is losing a stall to aluminum re-pair until the volume of aluminumvehicles on the road expands more,”says Brandon Lowder, vice presidentof refinish, Global Finishing Solutions.“By adding the Aluminum RepairStation Plus, the collision center meetsthe needs of a clean area for aluminumrepair and gains the flexibility of ad-ditional painting capabilities.”

All of GFS’s aluminum repair prod-ucts are included by Ford for repairof the F-150.

Car-O-Liner also bills itself as a“total solution” for aluminum repairs,with an EVO system with adaptersand fixturing, bench measuring, in-duction heat systems, aluminum cartsand welders.

“The aluminum cart and some ofthe MIG welders that are set up forthe programs are configured for alu-



Garmat USA’s Aluminum Repair IsolationStation.

Aluminum Solutions

Aluminum Stud Welder 2154 (386) 255-7090

www.cebotechusa.com • [email protected]

AluminumPulse Mig 302

Aluminum Workstation

Pulse Mig Welder ✔ Aluminum Workstation ✔Aluminum Stud Welder ✔ Plasma Cutter ✔

minum, but they’re also configurablefor steel as well so we have that flex-ibility for all our products,” said JeffKern, president of Car-O-Liner.

Car-O-Liner’s equipment is ap-proved by Ford and a number of otherOEMs. Specifically, the CMI3000IIMIG/MAG Pulse Welder, AUTOMIG273i Pulse Boost MIG Welder, thetruck clamping system and EVO uni-versal anchoring system, and the mo-bile Aluminum Workstation were

added to the F-150 program inMarch.

“One of the things we try to doat Car-O-Liner is work on our OEMand certified approvals,” said Kern.“Shop owners often become veryfrustrated because the OEMs havea certain recommendation for a

welder, for example, and what wetry to do is provide aluminum certi-fication approvals for all disciplinesso that ultimately we can save thecosts for the shop owner if weldersare approved for all manufacturers.”

Added Doug Bortz, “One of ourwelders has been approved for anumber of years, and it’s very specificto the structural as well as cosmeticrepair. The newer requirements forthe Ford Rotunda Program have beenprimarily from a different standpointbecause they don’t have any structuralrails that are aluminum. But I under-stand that the structure of the alu-

minum is also considered a structuralintegral part. We’re not new to thealuminum repair program, and Ithink that’s a big emphasis.”

Repairers may not think the choiceof glass removal tool is critical toaluminum repair, but they need tothink again. Aluminum is a soft ma-terial, and BTB’s tools have safetyedge blades designed specifically for


Quality Air Breathing SystemsP-20 Belt Mounted$895

Model 50-SL Single Line$1,445

Model 50-2$1,580

Model 50-PPortable

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Did you know that when you are spraying a solventbased or waterborne paint product in a sprayboothor prep deck, the proper personal protection equip-ment is an air-supplied respirator? Air supplied res-

pirators must be supplied with Grade “D” Breathable Air.Quality Air Breathing Systems are designed to provide

Grade “D” Breathable Air from your existing compressedair system, for OSHA compliance when using an air-suppliedrespirator. Systems are sized from one person to 12 personsat the same time. We offer complete systems, with properfiltration and carbon monoxide monitors, panel mounted,and ready to use. Available in belt mounted, wall mountand portable versions.

Plus, we offer a complete line of NIOSH Approved masksand hoods.

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MARTECH SERVICESC O M P A N Y

For more informationContact your local Jobber/Dealer

Or:


Global Finishing Solution’s AluminumRepair Station Plus.

Car-O-Liner’s EVO universal anchoringsystem.



Fillers, Putties and Sanding

When thinking of aluminum repair, repairers tend

to focus on welders, dent tool stations,

aluminum rooms and fume extractors. Not often men-

tioned are fillers and putties, but these actually can be

optimized for aluminum as well. Take, for example,

Evercoat’s Rage Ultra and Metal Glaze Ultra.

“We built these with aluminum in mind because of

their easy sanding,” says Carl Seaboldt, senior prod-

uct manager at Evercoat. “We know aluminum is

softer than steel, and people have a tendency to chase

dents across aluminum hoods because of the differ-

ent hardness. But our new fillers and putties allow

them to keep the dent where it is and not worry about

it moving.”

Seaboldt also says that, with the eco resin they’ve

added, the products produce a better featheredge on

aluminum than traditional body fillers.

“We have enhanced adhesion to aluminum, which

right now in the market will be a great thing because

repairers won’t have

to worry about ‘shad-

owing’ their repair or

seeing rings around

the repair because of

the featheredge.”

Speaking of sand-

ing, Motor Guard’s

new line of “Rigid”

sanding blocks work

equally well with steel or aluminum. The advantage

with aluminum is that these blocks retain their flat

rigid profile, but have just the right amount of flex for

slight character lines.

“It’s critical to keep these tools in your aluminum

repair station and not co-mingle them with your sheet

metal tools,” adds Motor Guard’s David Barleen. “The

aluminum will react to any ferrous dust and oxidize,

destroying the metal.”

cutting against softer materials likealuminum and carbon fiber. Their“V” blade cutting edge is suspendedaway from the blade surface thatcontacts the aluminum panel, so itcan’t scratch or dig into the soft sur-face. BTB’s WK6 “winged” pinchweldtrimming blades are also designedfor aluminum vehicles.

“Their radius cutting edge ensuresthat it not only eliminates scratchingthe paint, but also won’t dig into thealuminum panel,” said Adam Smith,export marketing manager for BTBTools. “Technicians are aware it canbe difficult to avoid scratching withstandard trimming blades, long knivesand snap-off knives, as they have a

razor blade style cuttingface and sharp pointed

corners hugging the alu-minum panel and paintwork.”

Dent Fix Equipment has been of-fering the Ford-approved Alus-pot aluminum dent repairstation to the collision repairindustry since 2006. It consistsof a lockable cart for tool iso-lation, a 110-volt capacitor dis-charge welder to fuse analuminum stud on the panel,a complete set of hammersand dollies, a heat gun andfour different pulling devicesfor light to heavy pulls.

“The lockable cart has a scis-sor-top lid and three tool draw-ers to totally isolate and lockthe tools away when not inuse. Tool migration throughthe shop and possible contam-ination from dust are virtually

eliminated,” said Erik Spitznagel ofDent Fix Equipment. “Isolation ofthe work area and then of the tools isone of the most significant aspects ofaluminum panel repair in order to

prevent galvanic corro-sion. The complete setof tools , hammers anddollies, nylon shapingtools and inline paint

remover tool distin-guish us further.Second, our weldgun has the groundlocated at the weld-

ing tip. There isno need to


New Rigid Sanding Blocks for High-Performance Blocking of Aluminum or Steel

Motor Guard has developed three newSuper-Rigid Big Block models for fastand aggressive blocking of Aluminumor Steel. Engineered from super-dense

yet light-weight materials, these new sandingblocks provide just the right amount of flex toconform to body panels and slight contours, Alu-minum or Steel. Super-flat faces result in fastand flawless finishes.

BGR-1 RIGID BIG BLOCK (1-1/2"x11")Create the ultimate blocking bar by wrappingan abrasive sheet around this narrow, rigidblock. Just the right width for power blockingin small areas, this block flexes slightly to fol-low contours.

BGR6-1 RIGID BIG BLOCK (5-1/2")A super-flat super rigid block for use with 2-3/4"PSA rolls or half-sheets with no waste. Fingerrecesses on the sides allow for a firm yet power-ful grip while tackling the toughest jobs.

BGR12-1 RIGID BIG BLOCK (11")For aggressive, two-handed blocking, this long,rigid sanding block is unequaled. Use with 2-3/4" PSA rolls or full sheets with no waste.Power block large areas with ease.

BTB glass removal tools.


The Aluspot DeluxeAluminum Repair Stationfrom Dent Fix Equipment.

“Under the best of circumstances,aluminum welding is very demand-ing. All the factors that are requiredto produce a good aluminum weldneed to be present. Equipment specif-ically designed to facilitate aluminumwelding can go a long way to makingaluminum welding much easier. It’simportant for a shop to invest in theright equipment for aluminum be-cause it will make the job easier andbetter. The same goes to all the otherperipheral tools and equipment re-quired to repair an aluminum bodycar or pickup truck.”

On the dust extraction end, IslandClean Air’s Ron Peters states thatFord requires two collection machines:one machine will attach to thesander and source capturelarger filings from thesander. This machinewill draw large alu-minum dust into ahose and the dustwill go throughwater at the otherend. This is the wetmix dust capture.The second machinewill be a portabledust collector usedto capture all thedust that escapesfrom the sander into

the air. This machine will require anenclosed room so that the aluminumdust does not get a chance to mixwith steel dust. When steel dust mixeswith aluminum dust, it chemicallyreacts and could ignite and explode.

“Our Duster 3000 Downdraft isperfect for this application and willrequire curtains (such as Goff’s Cur-tain Walls),” says Ron Peters of IslandClean Air. “And curtains will be al-lowed, according to Ford.”

Tom Wright of Martech Servicessays that even air breathing systemswill play a role in aluminum repair.

“When a person welds aluminum,the need for an air-supplied respiratormay be required,” says Wright. “Whenyou weld aluminum, the gases givenoff during this process are dangerous

to our health. In factorieswhere workers weldaluminum parts overand over again, they

usually have a system inplace to evacuate the gasesfrom the work station.However, if any weldingwould need to be per-formed on a vehicle, therewould not be this equip-ment in place, so the use ofan air-supplied weldinghood or mask would benecessary.” BSB


Cebotech’sdouble pulse,double gunwelder.

Ford F-150 Equipment Requirements to Become a Ford Certified Shop� 220-volt pulse MIG welder dedicated for aluminum

� Separate hand/power tool kit dedicated for aluminum

� Dedicated aluminum dent extraction system containing an aluminum stud

welder, heat gun, pyrometer, aluminum hammers and dent extraction systems

� Dedicated aluminum dust extraction system with wet mix technology – system

can be portable or a central installed system

� Have a work separation system that isolates aluminum vehicles from vehicles

undergoing steel repairs – separation can be a separate room or curtain system

� Have a specialized aluminum SPR (self-piercing rivet) gun approved by Ford

Paint and Body Technical Center

� Optional equipment: a select number of qualifying frame alignment accessories

are available for Chief and Car-O-Liner frame systems

� Optional equipment: Fume extraction systems can be permanently mounted or

portable


Martech’s Personal Air Breathing Unit.

attach separate ground cables. Thisensures that the tech grinds awaythe least amount of paint, and subse-quently there is less painting andless blending.

“We also are the only ones to offerour quick-release pulling fingers,which eliminates the need for time-consuming twisting on and off theeyelets to pull. The time it takes todo that is better spent repairing thevehicle. Finally, we are the least ex-pensive but most comprehensive andeasy-to-use unit on the market.”

Cebotech USA has been offeringequipment for aluminum repair forat least the last 10 years. Their productline includes a pulse MIG welder,two double pulse MIG welders, analuminum stud welder for dentpulling, a plasma cutter, an aluminumwork station and now also a self-piercing rivet gun. They also havetwo new products coming out withinthe next year that are being specificallydeveloped for aluminum repair. Acouple of their MIG welders, an alu-minum stud welder and a plasmacutter are approved by Ford.

“These welders and cutters weredeveloped for automotive repair,”says Bill Berman, president, CebotechUSA. “There are other welder sup-pliers that just offer an existing in-dustrial unit and want the tech atthe body shop to use them to repaira vehicle. A welder developed forcollision repair is fine-tuned to theneeds of the tech. The power, thesize of the welding guns, the softwareand arc characteristics are meant forcollision repair.

By Mitch Becker

Ireceive so many calls from peopleasking, “What equipment do Ineed for the F-150? How do I MIGbraze for the Honda Civics?” First,

take a breath and clear your mind.Now, let’s look at what’s happening.

New government standards on Cor-porate Average Fuel Economy (CAFÉ)and End of Life of Vehicle (ELV) havehad a major impact on vehicle manu-facturers, who have had to make ve-hicles more fuel efficient and also saferfor new crash testing requirements.They also need lighter materials thatare recyclable. This allows vehicles to

be lighter and to account for the weightof new electronics to be added. It turnsinto a serious game of give and take.

This, in turn, changes the repair in-dustry. The new materials automakerschose to use may not be repaired thesame as materials we’re used to. Theprocess is called “change.” We maynot like it or be comfortable with it,but here it is, and it will continue.

With every change comes learning.Learning what equipment you’ll needto adapt to the change. Learning theskills you’ll need to repair vehiclescorrectly. Learning what your company

and employees will need to know toestimate and plan for repairs. Researchand training into the changes becomea necessity, not an option.

A Bomb? » Change can be slow, ordropped like a bomb. Years of high-end luxury cars have insulated mostshops from having to prepare for main-stream models’ change to aluminum.The requirements to be a certified shopwere high and cost prohibitive. Manyshops also procrastinated. Now, we’retalking about one of the most popularvehicles in the world going through amajor change. It’s time to get on boardand accept the inevitable. After all, it’sour responsibility.

It seems that many repairers thinkthe introduction of the new F-150 islike a bomb. It is not. We’ve heard andseen for years the introduction of morealuminum intensive cars and the in-crease in aluminum panels. We’ve all

ALUMINUM PREPARATION GUIDE

Years of high-end luxury cars have insulated most shopsfrom having to worry about repairing aluminum. Now,the popular Ford F-150 will be aluminum, and it’s time toget on board and accept the inevitable.


Aluminum: Not Difficult, Just Different

been working with and on them foryears. I find it hard to believe thatthere is a shop out there that has notworked on an F-150 hood or a simi-lar-in-design vehicle. Also, I believethat many shops ran into the sameissue with quarter panel replacementson the new Hondas. The question is,“Did you do it right?” Do you havethe capabilities and training for change?

High Strength Steels » Let’s useone example of change. When vehiclemanufacturers started using steels thatwere of incredible strength as comparedto the mild steel used in the past, weas an industry had to adapt. SqueezeType Resistance Spot Welders werebrought in, and they were costly, tosay the least. Now, ask any technicianor shop that made the purchase if theywould go back or get rid of their spotwelder. Chances are there would be afight for them. These machines turnedinto serious moneymakers for shops.The increase in quality and productionwas amazing. So understand that gear-ing up for change will have costs as-sociated with it. Being informed is thebest way to start preparing.

Let’s look at what you need to start:� Information� Equipment� Training� CostInformation is key to starting and

knowing what’s coming and where itwill go. It can be gathered from manysources. There is a lot of confusion todate on what Ford is doing and re-quiring or recommending. Honda hasalso added to the confusion with theirnew welding requirements and rec-ommendations. Seek out articles inBodyShop Business and get informationfrom dealers.

First, let’s look at Honda and theirrecommendation to MIG braze onthe panels where STRSW can’t reach.I-CAR has an online course that ex-plains MIG brazing and is a greatstart to gain some knowledge andbackground on equipment require-ments to achieve proper repairs.Amazingly, it’s similar to all require-

ments for welding aluminum on Ford,GM and others.

Next, take a class on aluminum. I-CAR has the PRA01 course and ALI01that cover aluminum repairs exten-sively. Now you have some idea ofwhat you need to do and prepare for.

pulse/spray arc welders. These weldershave the capability of doing multiplewelding tasks on a large variety ofmetal types such as steel and alu-minum, but also can weld on a largevariance of gauge or thickness of metalthat current welders can’t. These ma-chines can weld a steel frame and ex-terior panels, and then can be switchedto weld aluminum or do MIG brazing.Many have multiple torches pre-loadedfor easy switching. The requirementsare for 220-volt systems to have allpower needed for thin or thick metalsand a long duty cycle. The welderpurchased will not just be capable ofwelding vehicles from one vehiclemanufacturer or one metal but multiplemanufacturers and metals. Check outYouTube for videos by manufacturerson how to use the welders.

I’ve personally seen shops purchasethese welders and implement theminto their operations. Technicians lovethem, as the quality of welding andspeed is incredible. One shop put upits spool gun welders and 110-voltwelders for sale shortly after purchasingthe new welders, as technicians didnot want to use these anymore. Ipredict that anyone who gives them achance will agree that they’re the wayto go. I recently acquired one myselfand use it for demos, and many peoplehave offered to buy mine on the spot.Teaching technicians to weld aluminumand/or MIG braze is not a difficulttask if they understand steel welding.

Also, make sure the welder youhave for steel or aluminum can runthe proper diameter of wire requiredby Ford. Many spool guns currentlyin use may not be able to. Also, checkthat the 220-volt welder you have is apulse/spray arc – it’s a major difference.Also, whether you’re using the welderfor aluminum or brazing, make sureit’s a MIG welding procedure using100 percent argon gas.

Specialty Equipment » Specialtyequipment for aluminum may needto be evaluated. The F-150 has ex-tensive use of self-piercing rivets(SPR) and adhesive, or SPR bonding,

ALUMINUM PREPARATION GUIDE » Technical


In my classes, everyone asks,

“Why did Ford go with aluminum

on the F-150?” They bring up prob-

lems from past models and

warranty repairs done.

But vehicle manufacturers have

learned from those mistakes. Most

were human error on planning or

execution. If proper procedures are

followed, corrosion and failures are

minimized tremendously. The same

will go for repairs. As long as they’re

done correctly, the issues will be

minimal. Understanding that gal-

vanic corrosion and filiform corro-

sion occur mainly from improper

procedures or materials will help

prevent a shop from making those

mistakes.

Manufacturers have also learned a

lot from the trucking industry. How

many miles will a semi go before

corrosion is an issue? One million

miles? Two million? It’s interesting

when you look at the big picture. In

talking to technicians who work on

aluminum-intensive vehicles, it

becomes apparent that they prefer

them to steel vehicles. The most

common thing they say is, “It’s not

hard to work with, just different.”

Why Aluminum?

Welders » Equipment such as weldersthat are recommended by manufac-turers are capable of doing repairs cor-rectly, but just because they offer aname brand does not mean otherscan’t do the job. Unless you’re aimingto become a manufacturer-certifiedshop, you can research your options.

Make sure the equipment meets ca-pability requirements. Many vehiclemanufacturers are recommending

so a self-piercing rivet gun is needed.These tools are expensive, but theplus is that they remove and installSPRs. This gives them more valueas there are a lot to work with. Theyalso work with SPRs in other vehiclemanufacturers’ vehicles. More vehiclemodels will be coming, and thereare only a few manufacturers of thistool to date. Although other typesof rivets and adhesives may be rec-ommended or required, the differ-ence in appearance between differenttypes may be noticeable.

Aluminum dent puller. These area must for aluminum repairs. Neverconfuse these with steel dent pullersas large holes will appear in aluminumpanels. Although a big expense, youwill get a great deal of use out of thistool. Proper use of the tool and knowl-edge of aluminum repair characteristicswill make this a fairly easy-to-learnprocess. Some similarity to steel is anobvious plus, but the training andpurchase of tools designated to alu-minum repair only is a wise decision.This does not have to be expensive aswe’re referring to hand tools mostly.With air tools, we need to establishbest practices to avoid contaminationof metals. There are many aluminumrepair stations currently on the market.

Work area. This is where there is alot of confusion. Vehicle manufacturershad rigid requirements to be a qualifiedshop, one of which was that a separateroom or clean room was needed. Al-though it’s the best way to preventcontamination, it’s costly or impossiblefor shops to comply. The recommen-dations of curtain walls or similar is amore cost effective way to achieve aclean room recommendation. The rec-ommendation of air extraction proce-dures makes some prep decks a viablesolution. We’ll soon see some moreideas as the industry gears up. Watchingand listening to solutions will be im-portant to minimizing cost.

Understand that all this equipmentcan and will be recommended andused on other manufacturers’ vehicles;therefore, you’ll get a lot of use out ofthis equipment for years to come.

Training » Training is an absolutemust for shop owners, managers,estimators and technicians. Neverbefore have we seen a change thatrequires all employees in a bodyshop to understand the requirementsto repair vehicles.

I-CAR has long been a source oftraining and is one of the best sourcesfor equipment requirements and repairneeds. The justification that we all

class being offered this summer, whichwill answer many questions and ex-plain many procedures.

Cost of Change » Cost of changecan be a moving target. As new equip-ment comes on board and becomescompetitive, a shop may take the wait-and-see approach. This works as longas a 2013 Honda or new F-150 doesn’tcome into your shop. If it does, thenwhat do you do?

I’ve heard some multi-locationshops say that maybe shops willspecialize in certain makes. It makessense, but the problem is that othermanufacturers will be following suitand recommending the same or sim-ilar procedures for repairs. And thatwill require all shops to be equippedsimilarly. Will informing a customerthat this shop does Honda or thatshop does GM vehicles drive themto a shop that can do all vehicles?Consumers don’t know the differ-ence. A shop advertising that it’strained and equipped to repair allvehicle makes may be more appeal-ing. You also may be limiting yourcustomer base by exclusively aligningwith a particular OEM.

Plan to Adapt » I cannot emphasizeenough the value in seeking trainingon new vehicles. The new FFR01 coursewill discuss frame repairs on newmodels of trucks and SUVs. Thechanges do not occur in just the bodyof the vehicles.

All the aluminum courses offeredby I-CAR will give technicians whatthey need to be aware of and whereto find resources to answer their re-pair questions.

Once we accept that change is hereagain and will be again soon, we candevelop plans to adapt. I was oncetold, “It’s not the biggest or best com-pany that survives; it’s the one thatadapts to change.” BSB

Mitch Becker is a technical instructor forABRA Auto Body & Glass. Contact him at (763) 585-6411 or [email protected].

ALUMINUM PREPARATION GUIDE » Technical


1Can my shop weld on aluminum?

What series? What alloy? What

gauge or thickness? How thin?

2. Does my GMAW wire feed welder

meet Ford, Honda, GM and oth-

ers’ requirements for steel?

3. Does my GMAW wire feed welder

meet Ford, GM and others’

requirements for aluminum?

4. Does my shop have the capability

to MIG braze for new Hondas and

older applications such as Toyota?

5. Do my technicians have the

proper training to repair the new

vehicles?

Evaluate Your Shop

need to be on the same page as an in-dustry will be apparent quickly. Gettingyour team up to speed will be less of achallenge when all are involved. Ven-dors and I-CAR have multiple pro-grams available, including the newF-150 course this summer. The NEW14course has information on Honda andothers. The I-CAR online courses of-fered, such as MIG brazing, are greatfor learning at all levels.

Paint Procedures » Check with au-tomakers and paint suppliers aboutthe proper procedures for adhesives,seam sealers, primers, body fillers andpaint. The ALI01 class from I-CARalso covers this in-depth. Be awarethat epoxy primers are required insome instances. I highly recommendthat all technicians take the FORD-06

By Kristen Hampshire

Ron Nagy has a big, marked-upwhiteboard in his office at Nagy’sCollision Specialists in Akron, Ohio,on which he constantly writes his

thoughts, plans and ideas. In the corner of thatwhiteboard is his favorite saying: “The difference be-tween success and failure is what you do with fear.”

“I’ve seen fear paralyze people, and I’ve seen what mybrother and I do with it, and that’s succeed,” he says.

Nagy is talking about the growth of his family’scollision shop, which his father, an old tool and diemaker, started 41 years ago repairing cars next tothe house.

“Little did he know what we would dowith the business when we took it over,”Nagy says.

The Nagy brothers first expanded into the Woostermarket, financing a $500,000 piece of property throughthe bank. (Back then, you could “go to thebank and ask,” Nagysays.) He admitsthere was only

a skeleton of a plan for thispurchase – it was a gut decision

backed by pure adrenaline anda desire to grow. They would be the

first independent shop in that market,then Honda sent a load of business their

way, followed by a tornado that resulted in abarrage of insurance work.

“We went from zero to 100 miles per hourovernight,” Nagy says.

The expansion was financed with a down pay-ment to secure a bank loan for property and equip-

ment, and today Nagy admits the overalldeal involved a scant amount ofdue diligence. “We did 10 times more due diligence

with the small shop we just acquiredthis year than we did with our

first deal in 2005,” he says. Now, nine locations later,

MSO FOCUS

Can You Afford to

Expand?Four prominent multi-shop operators discuss how they have financedtheir growth and the lessons they have learned along the way.

er financing and cash. Many havetried a combination of these methodsover the years, shifting toward alter-native financing options. Bank financ-ing has tightened up, and riling upcash for a 20 percent down paymentis tough.

“If you put the money down to-morrow, well, it’s gone and you haveto build that back up before you canbuy another shop,” says Robert Walneof Herb’s Paint and Body in Dallas,Texas. The result of this is gradualgrowth – which also has its benefits.

Fronting the Cash » Slow and steadygrowth is the product of financingexpansion through cash down pay-ments of 20 percent to secure traditionalbank financing.

“From a growth standpoint, we’vehad a relatively methodical strategyas opposed to opening stores quickly,”Walne says, noting that the first free-standing Herb’s in 1969 – an off-shootof the original gas/service stationfounded in 1956 that Exxon boughtout – expanded from that one shop tothree locations by 1978. “We didn’topen another one until 1995.”

Then, the company gained enoughcapital to expand again in 2002, 2006and 2011 – about every three to fouryears. So far, Herb’s has only reliedon traditional financing to grow.

“We do a lot of demographic re-search, including census and marketpopulation and number of vehiclesper household,” Walne says. “We doour homework before making deci-sions, which is why we have a morestrategic, slower growth.”

Strong banking relationships nur-tured over the last couple of decadeshave helped with securing capital forexpansion, Walne says.

“The banking industry has changedquite a bit during the last five years,and loaning money is not what it oncewas,” he says. Still, the shop has notsought out alternative financing toacquire property.

The challenging part of cash financing is, well, saving the cash.Especially for shops on the grow,


MSO FOCUS » Can You Afford to Expand?

the Nagys mainly finance expansionthrough owner financing – providinga retirement outlet for owners whoare aging out of the business andseeking a buy-out. Expansion has beencritical to Nagy’s sustainability overtwo generations.

“This profession has gotten soexpensive, and there are many guys

who opened their doors in the1970s when my father did who areready to retire,” Nagy says, addingthat acquisitions today are “ripefor the picking, but you better knowyour numbers.”

In Nagy’s book, multi-shop opera-tors can finance growth one of severalways: traditional bank financing, own-

building up capital in lieu of ongoingbusiness investment can seem likemission impossible.

“We’ve gone from $1 to $10 millionin business in six years because of ex-pansion – we are cash poor,” Nagysays. “Any time we have been ableto save up cash, we spend it, andit’s all good investments, but un-fortunately we don’t have enoughto make a big cash purchase.”

Owner Financing » At Collision Re-vision in Chicago, Ill., a combina-tion of traditional bank financingand, lately, owner financing hasallowed the company to acquireshops from owners who are inter-ested in an exit plan. In the early1990s, Collision Revision expandedby offering managing partnerships– splitting ownership with the shopowners being acquired so they main-tained a vested interest.

Then, in 2003, Collision Revisionbrought all of its shops (15, at thetime) under a single corporate um-brella, which resulted in beneficialeconomies of scale for purchasing and

a single point of contact for insurance companies.

“They didn’t want to goto Lee’s Collision and Bryan’s

Collision and get different results anddifferent management styles,” saysBryan Perino, vice president of businessoperations at Collision Revision.

Today, Collision Revision has 29

locations and has completed a numberof owner financing deals that allowthe previous shop owner to retire witha buy-out.

The disadvantage to this way ofacquisition is that the “onesie” ap-proach can mean slow growth. Butthat gives the company control whenre-opening the acquired shop underits brand.

“You can give each shop the atten-tion it needs to become a CollisionRevision,” Perino says. “You’re takingover their equipment, staff and history,and sometimes the operation is notwhat we’re accustomed to, so theyneed some attention. Just because youput your name on the front of thebuilding doesn’t mean it will be suc-cessful. It really takes effort and at-tention to get a shop to that point.”

The last few deals the Nagys final-ized were also through owner financ-ing. Nagy likes this method because



Ways to Finance Growth� Traditional bank

financing

� Owner financing

� Cash

it’s an everyone-wins approach thatrequires a lower down payment – another double win.

“The owner generally wants a verysmall amount down to mitigate busi-ness taxes, so we pay a small amountdown plus a small amount for a non-compete agreement, plus monthlypayments that are spread out alongwith interest,” Nagy says.

Generally, the owner financing agree-ments Nagy closes involve monthlypayments over the life of a 10-yearbuyout. In fact, this method of financinghas worked out so well for the companythat Nagy’s is now looking to cut dealswith privately wealthy individualswho are interested in supplying fi-nancing so they can purchase equip-ment. They would pay a point higherinterest than a bank to get equipmentloans with the ease of a phone call– rather than 30 days plus a stack ofpaperwork and other conditions.

Still, even though owner-financeddeals conducted outside of the bankingenvironment generally require a lowerdown payment, they call for just asmuch due diligence.

Building Strong Deals » “All ofour deals were a little different,”says Joe Carubba, president of Carub-ba Collision Corp. in Buffalo, N.Y.The company has used a combinationof owner financing, seller notes,paint company loans and cash sur-pluses from within the company toamass down payments for traditionalbank financing.

“We always try to find a way tomake the seller feel good about thedeal,” Carubba says.

In two existing shop deals, the own-ers were provided favorable land andbuilding money and salaries. In onecase, the shop owner was granted apiece of the increased sales and profit

once Carubba realized the return on investment.

Carubba’s first expansion was amove in 1999 from its original 5,000-square-foot building to a 25,000-square-foot facility. The property owner wasa former dealer who had been doingbusiness with them for some time.

“He was moving his location andwe got lucky, and so we went to thebank for that financing,” he says.“We were doing $2 million in sales,so our finances weren’t really strongenough to buy a $1.5 million buildingand do all the build-outs, so we hadto come up with quite a bit of cashout of pocket, but it has really paidoff for us.”

The second Buffalo location didn’trequire as much out of pocket. Theinvestment included a build-out ofan existing facility, plus equipment.Carubba worked out a deal wherethe owner retained the property,



Carubba purchased the customer baseand equipment, then paid the ownerfor those assets plus the lease and ahandsome salary.

The company’s third location in Ni-agara Falls, N.Y., came about when anowner of an existing shop was strug-gling with the body shop side of hisoperation because his strength was onthe mechanical side of the business.So, a deal was worked out that includeda lease payment plus salary, and theyacquired the business and equipment.

“We have a great partnership, andwe use him for a lot of our mechanicalsublets,” Carubba says.

Carubba’s partners encouraged thefourth location that was formerly anRV dealership that they ended upretrofitting.

“Some of that money came fromequipment leasing through our bank,”Carubba says, adding that the bankingrelationship has made all the differencein the company’s expansion capabilitiesover the years.

So has a strong rapport with hispaint company. “Paint companies area great avenue to explore [for financ-ing], and we have been blessed tohave a great working relationshipwith ours,” Carubba says. “Every timewe expand or take on a new location,they help us make it a little bit easierwith the backing they offer, and inexchange for that, we promise to givethem an exclusive on their products.It has to make sense for everyone.”

As for the future of financing growthfor MSOs, while bank dollars areseemingly more challenging to procure,shops with strong banking relation-ships have succeeded in growththrough traditional loans. Meanwhile,owners who are “aging out” of theirbusinesses are seeking out acquisitionopportunities, and owner financingprovides cash flow as part of an exitplan. And, financing through paintcompanies can assist with the setuprequired to get new shops running.

No matter the form of financing to

fuel growth, solid financials and astrategic plan are absolute prerequisitesto expansion.

“If you don’t show a profit andyou’re not showing a growth trend,it’s going to be hard to get a favorableloan,” Carubba says. “Work on pay-ing down your liabilities and you’llhave cash reserves and assets toleverage. Make sure you’re 100 per-cent committed to growth becauseit takes a lot of work, and you haveto have your existing shops runningright before you look ahead to an-other one.”

At the same time, don’t forget toget out the whiteboard, dream andstrategize, and start building.

“You must be ready to make a moveinfrastructure-wise,” Nagy says. “Buton the other hand, have fun [with ex-pansion], because it can make youmoney.” BSB

Kristen Hampshire is a freelance writerbased in Cleveland, Ohio.



TECHNICAL


Can You Afford to Wait?

By Mitch Becker

How many times have youwaited to proceed with avehicle because the glasstechnician didn’t show up

yet to pull the glass? How manytimes have you waited for the glasstechnician to come and install the glass?

These are a lot of questions, I know, but they’requestions you should be asking. If you don’t have acycle time issue involving glass, congratulations!You’re doing awesome. But if your cycle time hasbeen negatively impacted, here are some ideas thatmay help. We’ll also cover some procedures to helpyou avoid making costly mistakes.

Three Scenarios » We’ve seen it many times in thepast: the shop calls to have glass removed from a ve-hicle. Some time later, the glass tech shows up and

removes the glass. There are threelikely outcomes that will occur onR&I of a stationary or adhesive-bonded glass:

1. The glass breaks or is damagedbeyond reusability. This is a 50/50chance as the glass is designed tostay in the car during a crash. Youthen must purchase new glass andcharge for installing it.

2. The glass is saved with no dam-age to it or the pinchweld. This isawesome! The glass can then be installed at a later date.

3. The glass is saved but the pinch-weld is damaged by the removal

process. That’s good for the glass, but now we needto repair the metal. This may not be an issue if thepanel is to be replaced or refinished, but it could addsome work to the repair. If this does happen, checkthe P-pages for times allotted for repair. Hmmm…checking the P-pages for information. That seems likea good idea!

Scheduling » Let’s talk scheduling first. If you subletrepairs, call the glass tech as soon as possible for theremoval. We know it’s a two-trip process for R&I ofmost glass. When the glass is removed, set up an

Glass Pop Quiz1. How is your cycle time?

2. Could it be improved?

3. Do you remove your own glass

for collision repair?

4. Do you install your own?

Some shops are finding that removing and installingglass themselves is having a positive impact on their cycletime. But there are important technical aspects you needto know first.

appointment for installation. Ifyou’re having morning shop meet-ings and watching cycle time, youknow when the vehicle is scheduledto come out of the paint booth. Ifthe time changes, keep the glasstech in the loop just as you would acustomer. This will help them sched-ule their day better and not wreckyour schedule, which will ultimatelyhelp you build a good working part-nership with them.

If you do your own R&I of glassor are considering it, the same threeoutcomes we discussed earlier arepossible. How do you increase thechance of successfully removing theglass and not damaging the pinch-weld? Over the past few years, thisissue has been a hot topic as damage

TECHNICAL » R&I of Glass


It’s not just about installing a windshieldproperly – this lane change camera has tobe recalibrated with a scan tool to completethe job.

to steels, the cost of repair andthe cost of glass has increased.With more aluminum-intensivevehicles such as the Ford F-150 being delivered soon, dam-age to metals and proceduresto repair this damage and prepmetal will change. Not beingprepared for these changescould lead to costly mistakes.

Can It Be Done? » Let’s startwith first steps first. We’ve sched-uled whomever is to removethe glass. The first order of businessis to establish if it can be done. Somewindows cannot be R&I’d. An exam-ple is the small vent windows in thefront and rear of the Toyota Prius.Toyota states they’re one-time useparts and are a structural part of thevehicle. Toyota also has priced themwell below the cost to R&I to make itcost prohibitive to R&I.

The other glass that cannot beR&I’d is the non-factory installedglass. This would be glass that hasbeen replaced already. As all glass isstructural and has liability, the AutoGlass Safety Council (AGSC) hasprovided a standard known as the

Auto Glass Replacement SafetyStandard (AGRSS) that dictatesprocedures for safe installationof auto glass. The purpose ofthe document is to protect con-sumers from improper proce-dures and prevent injury andloss of life. Visit the AGSC web-site at www.autoglasssafetycouncil.org to see the AGRSS Standardand find shops that are AGSCaccredited.

The adhesive-bonded glassthat is not from the factory

may not have been replaced orprepped properly. Because of theunknown products or procedures,urethane adhesive companies willnot honor or warranty its installation.This puts an incredible amount ofliability on the glass technician. Thestandard does address the issue,and there’s an interpretation on theirwebsite as to why the use of used



This windshield failed in a collision becausea body shop painted the pinchweld.

or recycled glass is not allowed bythe adhesive companies.

What’s the Substrate? » So nowwe’ve established that the glass canbe removed. If the vehicle is an un-familiar year and model, the tech-nician will need a magnet to establishif the pinchweld or panel is steel,aluminum or plastic. If the magnetsticks, we have steel. If not, we havesomething else. Most likely it willbe aluminum if the glass is on thebody of the vehicle. If it’s a metaltailgate, you’ll need to look up whattype of metal it is – not just theouter skin but the inner shell also.Lincoln has vehicles such as theMKZ where the tailgate is an alu-minum skin on a magnesium shell.If the shop or technician is usinginduction tools for glass removal,this combination could be a disaster.Also, beware of heat being used on

adhesive-bonded panels and highstrength and ultra high strengthsteels. Heat becomes the enemy inthese applications.

If you ever need to establish thedifference between aluminum andmagnesium, find a shiny spot voidof paint or primer, apply white vine-



Knowing the difference between urethanes and primers for steel vehicles and urethanesand primers for aluminum vehicles is critical for installing glass properly and preventingcorrosion.

gar to an exposed area, then watchfor a reaction. If it remains clear, it’saluminum; if it bubbles, it’s mag-nesium. This identification processcan be done much faster by lookingup what the substrate is in repairmanuals. If plastic or SMC or evencarbon fiber, then you must adjustremoval procedures accordingly.

Identifying the substrate is a crit-ical process for two reasons. Thetechnician removing the glass needsto know what tools can be used soas not to damage the glass and alsonot damage the vehicle itself. Thesecond reason is to ensure he usesthe correct primers and adhesivesfor installation. The body shop tech-nician and paint technician will alsoneed to know substrates to correctlyrepair and paint the vehicle.

The goal is to remove the glassand limit damage to both the glassand the vehicle. Admittedly, though,damage is sometimes going to occurdue to design challenges or simplybecause “stuff happens.” We wantto limit those issues as much aspossible, though, because a shopwith a high glass breakage ratecould face challenges from twosides: first, a customer may not betoo happy to get a phone call sayingthat the glass broke and there willbe an added expense. Second, in-surance carriers look at extra costsand wonder who’s responsible. Isit from design challenges, “stuffhappens” or a lack of discipline?When the insurer compares what’shappening at your shop to othershops in the area, it won’t take themlong to figure out the real reasonfor the breakage.

Tools » The traditional tools of thepast such as cold knives have limiteduse in the R&I of glass. Encapsulatedglass and recessed moldings limittheir ability to work.

Power tools have an advantageover hand tools as they’re fasterand more flexible. Depending onthe blades, they will have goodreach for better access. In the proper


84 April 2014 | BodyShop BusinessCircle 84 for Reader Service Circle 101 for Reader Service

hands, these tools can do majorwork with little effort. In the wronghands or on glass that’s difficultto remove, the tools can and willdo major damage to a pinchweldarea, which will involve sanding,priming and painting to fix or,worst case, metal replacement. Thedamage at the time of removal,though, is only part of the problem.Failure to properly repair the dam-age can lead to corrosion or glassfailure later – a warranty and/orliability nobody wants.

There has been a resurgence inwire tools for glass removal, butthey’re being used much differentlythan the old two-man wire method.The design of wire into a squareand the much higher tensile strengthmake these tools easier to operate


www.bodyshopbusiness.com 85Circle 85 for Reader ServiceCircle 102 for Reader Service

This glass is marked for R & I, including thedate the task is scheduled for.

and less able to cause damage, ifany. If the steel wire is not the bestmethod to use, some systems use astring in its place. But this is nonormal string cord – it’s incrediblystrong to cut through urethane ad-hesive. It also has an advantageover wire as it can be reused.

Basic designs have the string orwire placed around the outsideperimeter under moldings. The endsare brought inside through the ure-thane to the interior of the vehicle.There are many systems, but theoperations are similar. One end isanchored to a suction cup or toolplaced on the interior side of theglass, while the other is anchoredto a rotating, winch-style tool at-tached to the glass by a suction cupthat’s also set up on the interiorside of the glass. This winch is thenrotated by a ratchet power screw-driver or winding crank to pullcord or wire through the urethaneat an angle that makes cutting fairlyeasy. The tools are adjusted period-ically to maintain the best cuttingangle. The removal process removesglass and moldings together, anddamage is reduced or eliminatedduring removal. Keep in mind thatno tool is perfect, but I’ve foundthese wire tools to be consistent.The learning curve can be a chal-lenge but, when mastered, they’refast and incredibly efficient.

Damage Done » What happens ifdamage occurs? Then proper pro-cedures for repairing the pinchweldmust be followed. Scratches or dam-age must be sanded and primed.No grinding! Thinning of the metalin any way is unacceptable for re-pairs. The structural integrity of thevehicle is the No. 1 priority. Grindingalso creates heat, which may releaseadhesives that hold the panels to-gether. If adhesive is compromised,the panel may need to be re-installedor replaced. If the damage leavesbare metal exposed in excess of onesquare inch, an epoxy primer mustbe used. This is an important note




www.bodyshopbusiness.com 87Circle 87 for Reader Service Circle 104 for Reader Service

that can be found in many adhesivemanufacturer and vehicle manufac-turer instructions. Failure to followthese instructions can cause glassretention failure or corrosion.

Ford (F-150), Toyota and othervehicle manufacturers call for thismethod in their procedures. Epoxyprimer is a barrier coat to keep outmoisture and protect against cor-rosion. It’s also the best surface forthe urethane adhesive manufactur-ers’ black pinchweld primer to ad-here to. The pinchweld primer usedfor glass is meant for touch-upsand bonding to epoxy primers. Ap-plication by daubers gives incon-sistent mil thickness and coverageto be used by themselves to coverbare metal. Urethane cures by ab-sorbing moisture to cause the chem-ical reaction to cure. If moisture isdrawn in and permeates primer tobare metal, corrosion will result.

This again leads to liability andwarranty issues.

Painting pinchweld areas is not arecommended practice by many ve-hicle manufacturers, paint companiesand urethane adhesive suppliers.Although vehicles may be paintedat factories when assembled, we allknow the procedure when paintingin the aftermarket is different.

Paint cure and adhesion of paintbecomes an issue. Urethane adhe-sives used for glass replacementare solvent-free, and paints andclearcoats contain solvents. Whena vehicle is painted by a body shop,solvents are released for monthsuntil full cure. A solvent-free prod-uct that’s absorbing solvent fromthe paint will create an incompati-bility and lead to product failure.This is why epoxy primer is rec-ommended on pinchwelds, andalso why they should be taped off

with 3M ¾-inch green tape. (Thisis the only tape I know that won’tleave a residue on the primer). Oncethe refinish is done, the tape is re-moved and you have a nice, cleanepoxy primer surface to bond to.Note that etching primers do notform a barrier coat and are not rec-ommended for this procedure. Allyou need is a light scuff of epoxyprimer, and make sure to followall procedures recommended bythe adhesive manufacturer.

I recommend getting body tech-nicians adhesive-company certified.All these procedures are also relevantto adhesively bonding roofs on newvehicles. Knowing cure times andprep procedures on the glass andbody of the vehicle is a critical com-ponent of auto body repair.

Urethanes and Primers » Be sureyour technicians or the company

you’re using knows the proper ure-thanes and primers for different ma-terials. The urethane being used ona Honda Civic may not be the ure-thane required for the F-150 or otheraluminum parts. These parts requirea non-conductive urethane, as carbonin conductive urethanes may causecorrosion on aluminum panels.

Another consideration is thatmany European cars require a highmodulus urethane that’s stiffer whencured to maintain body rigiditywhile driving.

Cycle Time Impact » Many shopsare doing their own R&I, which isgreat. Some shops want to get intothe procedure to save time and im-prove cycle time, which is great,too. I’ve also seen shops that combinethe two. Since the removal requiresthe most technical ability and expe-rience, many shops will remove the

easier parts and call the glass techfor the more difficult ones. This usu-ally has little effect on cycle time.

The wait for installation can havea major effect on cycle time. Timingcould be all messed up, and thenthe car gets delayed a day. Traininga tech for the installation part ofthe R&I may be more feasible to re-duce costs and delays. Once theglass is removed, installation is sim-ilar in all vehicles. But make sure toget the technician adhesive-certifiedbefore installing any glass. By in-stalling in-house, the vehicle willmove faster to delivery. Practice iswhat makes a technician more pro-ficient in removal, and that willcome with time. The nice thing istools are getting better and faster.Checking out doing your own glasswork would be a wise businesschoice. Being educated about issuesis even better.

Certification Pays » I do wantto stress a final point in this article.Being an adhesive-certified tech-nician will give you the basics forstationary glass installation. I rec-ommend taking the I-CAR GLA01and GLA02 courses. Even then,the installation of windshieldsshould be done by AGRSS-certifiedtechnicians. The liability in wind-shield installation is enormous toany company. Many lawsuits getfiled over failed installations. Ifthe quarter glass or backglass arebeyond the technician’s capability,call an AGRSS-registered company.Your shop’s name and reputationare worth it. BSB

Mitch Becker is a technical instruc-tor for ABRA Auto Body & Glass.Contact him at (763) 585-6411 [email protected].



To review the complete contestentry guidelines and rules or to en-ter the contest beginning April 14,visit Copart.com/Rebuild.

Copart, founded in 1982, pro-vides vehicle sellers with a fullrange of remarketing services toprocess and sell salvage and cleantitle vehicles to dealers, disman-tlers, rebuilders, exporters and, inCopart remarkets the vehiclesthrough Internet sales utilizing itsVB3 technology. Copart sells vehi-cles on behalf of insurance compa-nies, banks, finance companies,fleet operators, dealers, car dealer-ships and others as well as carssourced from the general public.Copart links sellers to more than750,000 members in more than 150countries worldwide through itsonline multi-channel platform. Formore information, or to become amember, visit www.copart.com.

Copart, Inc., a global online vehicle auction company, has announced the launch of its first-everCopart Rebuild Challenge, a contest designed for carenthusiasts and auto rebuilders to show how they restored, customized or rebuilt a vehicle.

From April 14 to July 6, car enthusiasts and auto re-builders may enter the Copart Rebuild Challenge atCopart.com/Rebuild by submitting a three-minutevideo highlighting their rebuild process. In the videos,contestants must explain how and why they chosetheir vehicle, and include before and after shots.

“We have thousands of members who work onvehicles as part of their jobs or as a hobby” said Co-part Chief Marketing Officer Matt Burgener. “Thiscontest is a great way for them to show off theirskills and get recognition for their work.”

At the end of the entry period, an expert panel ofCopart judges will choose up to 10 finalists. Votingwill then be open to the public to determine the topthree winners. The grand prize is $10,000, followedby a second prize of $2,000 and a third prize of oneyear of Copart Premier Membership.

“Copart has developed a robust marketplace forclassic and muscle car rebuilds,” said Burgener. “Wecurrently have over 100,000 cars in inventory, thou-sands of which present the perfect opportunity forthis contest.”

»| Industry Update |«



Copart Launches First-EverAuto Rebuild Challenge

model,” said Bowman. “This isstrictly a business decision basedon changes to the Select Serviceprogram that would require us tochange parts vendors. We havegreat relationships with our partsvendors, and we feel that this helpsus provide an exceptional product.If at any time State Farm decides tochange or adjust their Select Serv-ice program, we may be more thanhappy to revisit this in the future.”

Collision Experts’ parting with

State Farm is amicable, Bowmansaid. However, some body shopshave filed lawsuits or traveledacross the country to heightenawareness of State Farm’s changes.For example, BodyShop Business re-ported that the owner of a Missis-sippi body shop and his lawyerwent on a nine-state tour to edu-cate shops and encourage them tofight mandated parts procurementprograms.

“We will continue to have agood working relationship with

State Farm,” said Bowman. “It’sdisappointing that they may refercustomers to different shops de-spite our high rating because of adifference of opinion. We are will-ing to work together so we cangive our customers the best serviceat a time when they need it most.”

»| Industry Update |«



StopDRP.com Created asConsumer Education Tool

By Jason Stahl

Acollision repairer who wantsto remain anonymous hascreated a website called

StopDRP.com to inform consumersabout their rights when it comes togetting their vehicle repaired.

Being a DRP shop, but at thesame time being fed up with ac-tions taken by insurers he feelscheat the consumer, he created thesite to tell consumers things hecouldn’t due to fear of reprisal.And he says that so far, it has beeneffective.

“Now, when a customer comesin and says, ‘I need to release myvehicle to ABC Body Shop becausemy insurer said so,’ we tell themone simple thing: ‘OK, that’s fine,but it’s our company policy to tellyou about StopDRP.com. You needto review this site before you makeany decisions with your insurer.’And then they end up putting alink to it on their Facebook pageand the word travels from there,”he said.

Scan the below code to read therest of this story online at www.bodyshopbusiness.com:

State Farm continued from pg. 12


AFC Air Filtration Co. 30 30Aframe Spray Booths 25 25Airomax/U.S.Body Products 38 38Amerex Corporation 90 90Anest Iwata USA 31 31Atlas Copco Compressors LLC. 77 77Automotive Mgmt Institute 87 87Automotive Service Equipment 82 85Automotive Video/AVI 54 54AutoProJobs.com 37 37Axalta Coating Systems 5 5BASF Corp. 11 11Bernardo Ecenarro 76 76Blair 4 4BTB Auto Glass/Bodyshop Tools 80 80Cebotech Inc. 44, 60 44, 60Certified Auto Parts Association 7 7CJ, Inc. 74 74Copart Salvage Auto Auctions Inc. 72 72Crash-writeR 40 40Dent Fix Equipment 15, 58 15, 58DV Systems 46 46Dynabrade Inc. 87 104Eagle Abrasives 91 91

Elektron Inc. 22, 53 22, 53Evercoat 3, 62 3, 62Excel Tees 89 89FBS Distribution Co Inc. 70 70Garmat USA 17 17Herkules Equipment Corp. 48 48Induction Innovations 50, 59 50, 59Infratech 16 16Innovative Tools & Technologies, Inc. 19 19International Epoxies & Sealers 83 83Intuit 69 69Kaeser Compressors 35 35Mac Tools, Inc. 86 86Malco Products 9 9Martech Services Co. 61, 86 61, 103Matrix System Automotive Finishes 43 43Maxzone Auto Parts Corp 73 73Mobile Spray Technology 89 106Motor Guard Corp. 63, 90 63, 107Nissan Motor Corp. USA 51 51O’Reilly Auto Parts 79 PDR Nation 34 34PPG Industries Cover 2-1 1Pro Spot International 57, Cover 3 57, 97

Pro-Spray Finishes 49 49RBL Products 13, 34 13, 99Reflex Truck Liners 52 52Rubber-Seal Products 18 18S.A.I.M.A. Of N. America Cover 4 98Safety Regulation Strategies 52 100Sata Spray Equipment 45 45Scorpion Truck Bed Linings 84 84Sherwin-Williams Co. 71 71Shop-Pro Equipment 33 33Southern Polyurethanes 21 21Spanesi 84 101Steck Mfg Co. 85 85Suburban Mfg. 88 105SULLAIR Corp. 81 81Total Automotive 23 23TYC/Genera Corp. 47, 75 47, 75UniCure Spray Booths 26 26Urethane Supply Co. 39 39Valspar/Debeer 27 27Walmec North America 88 88Wizards Products/RJ Star Inc. 41 41Zendex Tool Corp. 85 102

ADVERTISER INDEXCOMPANY NAME PG.# RS # COMPANY NAME PG.# RS # COMPANY NAME PG.# RS #

Get FREE product and service info from the companies featured in this issue of BodyShop Business. It’s fast and easy! Visit www.bodyshopbusiness.com and click the company you want info from!

Fuel Tank Strap SetsSpectra Premium’s nine new fueltank strap sets cover more than 5million vehicles. They include late-model coverage for 2011-’13 FordF-Series, 2007-’12 GMCAcadia/Chevy Traverse, 2007-’12Dodge Caliber and Jeep Com-pass/Patriot, as well as 2003-’13Cadillac CTS/STS/SRX. Spectra Premiumwww.spectrapremium.com


ProductShowcase

Automatic Spot Welding SystemTrueAutoMode automatically detects which tools(electrodes and arms) are in use and makes any nec-essary adjustments as it welds. This saves consider-able time over other “automatic” welders thatrequire technicians to stop and program the welderevery time they change tips. TrueAutoMode meas-ures weld resistance roughly 1,000 times per secondand automatically adjusts current level, weld timeand clamp pressure as needed. At the end of a job, itcan print out a report that includes parameters ofevery weld for easy documentation.Elektronwww.chiefautomotive.com


5 Micron Compressed Air FilterThis two-stage filter is designed to operate mosteffectively when placed near the point of use. Ithas a 5 micron rating and is available in sizeswith flow ranges from 15 SCFM to 250 SCFM,and pressure ratings up to 250 PSI. It’s ideal for avariety of applications, including surface prepa-ration, paint spraying, powdercoating, air-pow-ered tools and pneumatically-operatedequipment. Walmec North Americawww.walmecna.com


Comfortable Disc SanderDynabrade’s line of 2- and 3-inch di-ameter Disc Sanders are 20,000-RPMair tools designed for sanding andgrinding in small areas. Each sanderfeatures a 7-degree offset handle forcomfort and control, with a composite

grip to absorb vibration and reduce cold air transmission. Eachsander has a gearless air motor for less maintenance.Dynabrade, Inc.www.dynabrade.com



Low-VOC ClearcoatDe Beer Refinish’s Low VOC AirDry Clear Coat offers increasedshop productivity without compro-mising finish quality. It applieswith seamless wet-on-wet applica-tion, requiring no flash time be-tween coats. Other features includesuperior flow, leveling and glass aswell as decreased operation costand bake cycles.De Beer Refinish/Valsparwww.de-beer.com


»| Product Showcase |«

Four-Stage, .01 Micron FilterThe series of SuperStar .01 MicronFilters is designed to operate mosteffectively within 25 feet of thepoint of use. By incorporating acharcoal absorption element, thefilters offer flow ranges of 50 to 100SCFM and pressure ratings of 250 PSI. LA-MAN Corporationwww.laman.com


Safely PerformAluminum RepairsThe Technocure Alumaroom sealstechs off from contaminants thatcan ruin an aluminum repair. It’s awell-lit, ventilated, sealed workarea that allows shops to storetools separately from those usedfor steel.Pro Tools & Equipmentwww.protools.ws


Achieve Grade “D” Breathable AirMartech’s Model 50 Single Line HoseSystem works with the existing com-pressed air supply to provide Grade“D” Breathable Air for a NIOSH ap-proved respirator. The four-stage fil-tration filters the air, and the on-boardcarbon monoxide monitor continu-ously monitors the air quality forcompliance with current OSHA stan-dards. With the provided 54-inch toolair hose, the system will supply airfor a spray gun.Martech Services Companywww.breathingsystems.com


Easily Switch Between Aluminum andMIG WeldingThe CEBORA model 302 is a Double PulseMIG welder designed to accept two MIGguns at the same time: a push-pull gun foraluminum welding and a standard gun forMIG brazing. The operator can easily switchbetween aluminum and MIG brazing with-out having to change the setup on thewelder. It’s supplied with pre-set weldingprograms for aluminum (including 5554 alloy), MIG brazing, steel and stainless.Cebotech, Inc.www.cebotechusa.com



Flexible Vise and Grinder StandThe Herkules Vise & Grinder Stand can swivel up to 360

degrees and locks into position, allowing the vise orgrinder to be placed in the most ideal position for any task,

and then moved out of the way when not in use. It’s avail-able as either a floor or wall mount.Herkuleswww.herkules.us


Order your Wheels at:www.newwheel.com

or 800-486-0931

• Original Equipment Wheels In Stock• Limited Lifetime Guarantee• 1000s of Wheels In Stock• Affordable Prices

We ship from eight different locations:Dallas, Houston, San Antonio, Los Angeles,Philadelphia, San Francisco, Chicago, Miami

Alloy Wheel Remanufacturing


Body Shop Inventory & Web Softwareby Rossknecht Software www.rossknecht.com

A Windows® inventory system for BodyShops that also salvage vehicles or havenew/used parts to sell – vehicle and parts

inventory, invoicing, reports, instant sales totals,bar-code labels, digital pictures, electronic cata-log of body parts. NEW: Put your inventory on yourWebsite included.No monthly fees. $895 complete. Free Demo [email protected] phone 303-884-5315

MarkiNgpeNdepot.coMCollision Shops, Towing, Auction Sites, Dealers,

Recyclers, OEMsTow Pro $2.50Autowriter $3.50Posca $3.50Bopagla $2.00Unipaint $3.86MPD-15 $1.30Volume Discounts!

Call 888-906-9370or online at

markingpendepot.com

ClassifiedsRecon Master

School of DentsPaintless Dent Repair Training

SEMA Show DiscountPlease call for information

502-883-1611schoolofdents.com

BodyShop Business ClassifiedHelp wanted • Business for sale • Equipment for sale

• Software... and so much more!Call Tom Staab today at 330-670-1234 ext. 224

»| Classifieds |«


BodyShop BusinessClassified

Help wanted • Business for sale • Equipment for sale • Software...

and so much more!

Call Tom Staab today at 330-670-1234 ext. 224

1.800.529.2640W W W . K AY C O S P R AY B O O T H S . C O M

QualitySolutions forthe Collision

Industry


Employee Benefits Offered(Percentage Of Those Offering Any Benefits)

Paid Vacations

Paid Training

Uniforms

Medical Coverage

Paid Sick Days

401k

Dental Care

Paid Funeral Leave

Disability

Vision Care

Profit Sharing

Other Benefits

10% 20% 30% 40% 50% 60% 70% 80% 90% 100%0%

Average Ticket

Source: 2013 BodyShop Business Industry Profile

Source: 2013 BodyShop Business Industry Profile

Sou

rce:

201

3 B

odyS

hop

Bus

ines

s In

dust

ry P

rofil

e

Average Ticket Per Job Performed

$1000 or less

$1001- $1500

$1501- $2000

$2001- $2500

$2501- $3000

Over$3000

40%

30%

20%

10%

0%

4%

15%

22%

35%

15%

9%Pe

rce

nta

ge

Of

Sh

op

s

87%

68%

63%

49%

44%

40%

24%

21%

16%

7%

9%

28%

The average is $2,257, while the median is $2,200.

Approximately 79% of respondents

said “yes” in the 2011 survey.

By theNumbersVital collision industry stats

Approximately What Is Your

Shop’s Average Ticket Per Job Performed?

If You Are A DRP, Do You Believe

You Are Better Off Due To Your

DRP Arrangement?

72%Yes

28%No

bodyshop business, april 2014

Documents

bodyshop businesscircle

cycle time

reader serviceinsideaprilapril

bodyshop business issn

babcox media

paint capping

paint shopanticipate

paint materials