H.O.W. R
ecently, ARA University featured automotive recycler and body shop
expert Tim Wall in a webinar about “Expectations of Body Shops” as part of ARA’s ongoing commitment to provide cutting-edge training. Tim is President of TNT Auto Body Repair and Service Cen- ters and TNT Auto Salvage in Glade Hill, Virginia. He is no stranger to the collision repair industry, having spent 30+ years as a technician, painter, manager, estimator and shop owner. Tim is also passionate about the intersection of the automotive recycling and collision industries, as well as helping others along the way. In response to his webinar, several questions were submitted by ARA members and Tim was gracious enough to share his responses with Auto- motive Recycling magazine.
You mentioned that you were considering having one staff member that only handles used parts and primes them for repair … is that something that you did in fact imple- ment or are still thinking about it? TIM WALL: We have started imple- menting it. Though it has its ups and downs due to the volume of used parts we handle.
Body Shop Expectations: Questions & Answers with a Body Shop Expert Helping Others Win • By Tim Wall
The idea is simple enough and we have developed the following process: 1. We check in all our parts and “mirror match” them to the damaged parts we are replacing, ensuring they are an exact “mirror image.” Let’s take a door assembly, for example. Before the recycler’s delivery driver gets a signature, we set the door up on a rack, wipe it down if necessary, make sure it’s the correct door and closely inspect for imperfections like dings, dents and repaint. If we find an issue, it is han- dled immediately. Either we refuse the part or negotiate a credit with the recycler, all before the driver leaves. This ensures we are all on the same page before we accept the part. 2. The part then gets a label with our repair order number and is placed in a staging area. This is where a tech will take it to prep it by dismantling it. We com- pletely remove everything in the door such as moldings, glass, regulator, etc. If there is any minor damage, it is taken care of and primed for paint. Under normal circum- stances, we paint parts off of the vehicle to save time “cutting in” or painting the insides of doors, etc. separately.
3. Now the part (in this case the door) goes directly into our process for repair. When the vehicle comes in for repair and all parts are in for its completion, our tech takes the loaded parts cart and repairs the vehicle. The door, in this case, is treated like a new OEM part. Thus eliminating any disruption in repair flow. A couple of things to note. We get paid to dismantle the LKQ part from whomever is paying for the repairs. We also get time to “clean up” LKQ parts. We also turn any repair credits from the recycler into labor hours – whether you are a flat rate shop or hourly. This gives you a real picture of what time your techs are turning. A body shop makes profit on labor, so the more labor, the more profit.
In terms of outreach to local body shops and building that relationship – have there been any marketing messages for used parts that you have seen well executed? Are you familiar with ARA’s “Choose Recycled Parts” marketing campaign*? Or do you feel it is really that 1:1 in-person connection that is required to build that relationship between auto recyclers and repairers? Flyers and ads are great to “break the
ice.” In my opinion, if they are not consis- tent, they are a waste of money. I recom- mend email marketing but always with an in-person follow up. Don’t show up empty handed! Bring lunch, get creative. We have a supplier that brings a bag of hard candy and Tootsie Rolls with every order. I know parts guys that will order from them just to get their 2:00pm sugar rush. It doesn’t have to be expensive! Show up to sell, but be honest.
Would recycler wholesale and retail pricing be of value to repairers, where insurers get the retail price and shops get the wholesale price and eliminate mark up?
30 // May-June 2021 Automotive Recycling
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