July - Automotive Recyclers Association ARA

Transcription

Automotive
Recycling
July-August 2012
Official Publication of the Automotive Recyclers Association
™
Automotive
Recycling
™
July-August 2012 | Volume 32 Number 4
Co lu m n s
President’s Comments
Editor’s Notes
International
Auto Recycling
Final Thoughts
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Departments
At a Glance
ARA Action
Insure This
Marketing 101
Lessons Learned
Advice Counts
That’s My Opinion
Sales Call
Green Scene
LARA
Safety Matters
Certified News
Capitol Connection
Crossword Puzzle
Industry Calendar
Advertiser’s Index
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ARA CONVENTION PREVIEW
Magical Discoveries 26
Participating in an ARA Convention is like arming yourself with magic.
By Michelle Keadle-Taylor
FEATURES
FOCUS ON SAFETY
Safe Mode 38
ARA’s newest committee is dedicated to keeping you fine-free.
FOCUS ON TECHNOLOGY
Data in the Cloud 41
The benefits of running your business on the latest trend
in computing and what to look for in a cloud provider. Part 1
INTERNATIONAL AUTO RECYCLING
Global Opportunity Rising 47
CARS and IRT prove that it is a small world of auto recycling.
By Andy Latham
www.facebook.com/
AutomotiveRecycling
Automotive Recyclers Association
9113 Church Street
Manassas, VA 20110-5456 USA
(571) 208-0428 / (888) 385-1005
Fax (571) 208-0430 / www.a-r-a.org
SPOTLIGHT ON EXCELLENCE
Brothers Auto Parts 50
July-August 2012 | Automotive Recycling 3
President’s
Comments
By Randy Reitman, ARA President
Facing Challenges Together
s we are deep into summer here in the United States, the mild winter is but a distant memory. The consequences continue to be felt by many across the industry.
As Fran and I have traveled to various events during my role as President, the conversations almost always turn to the growing challenges facing today’s professional automotive recyclers.
I am grateful to be part of a remarkable organization whose members communicate
openly about their successes and battles. I cannot imagine where Fran and I would be
today without the knowledge, support, and friendship gained from many of you over
the years. The Automotive Recyclers Association plays a significant role in our growth
and the changes occurring all around us certainly require us to remain engaged.
The ARA family extends well beyond just automotive recycling members. There are
the many vendors that support our companies and organization who are instrumental
in helping us achieve greater success. The automotive recyclers who currently are
involved in their state affiliated associations also play an important role.
What we all have in common is a desire for successful businesses. For many of us recyclers, profitable career opportunities for our sons and daughters also play into the mix.
Whatever our individual circumstances, the old saying that “we are all in this together”
could never be more appropriate.
As we face the challenges of today and tomorrow, we must unite to take on these issues.
This cooperative approach does not necessarily reach down to our day-to-day operations,
but for many facing the challenges of consolidation in the industry, it has or soon will.
It is only through your participation in ARA that our voices will be the loudest and
strongest, as we work together on the key issues and improvements our industry and
business must address to remain competitive in this rapidly changing environment.
The global nature of our businesses today is highlighted every week as we bid on
potential inventory against entities from around the world. The challenges presented
by the auto manufacturers materialize in various forms from the difficulty of sourcing
the correct part every time to reprogramming problems on many of today’s late model
vehicles. Also, the fact that much of our competition is doing business in an unregulated “black” economy where their operating costs are virtually zero only underscores
our increasing disadvantage.
These issues have significant impact on all of us, vendors included. The more successful legitimate professional automotive recycling businesses are, the greater the purchasing power of those entities. But time is against us. We must look for ways today
and every day to join together to reinforce that the goods and services that our legal
brick and mortar facilities offer are better and more value laden than our so-called
competitor’s value.
As professional auto recyclers, this slowdown in the marketplace is a time for us to
hone our trade to make us better, focusing on correcting the many deficiencies that
have become commonplace of the overly busy.
So, as they say in racing, it’s time to tighten the belts, clean out the waste. And gear
up for tomorrow. Stay open to change – that’s something that we do as successful Auto
Recyclers!
A
Randy Reitman
ARA President 2012
4 Automotive Recycling | July-August 2012
Officers
PReSiDenT
Randy Reitman
Reitman Auto Parts
Melbourne, KY
[email protected]
FiRST ViCe PReSiDenT
Chris Wright
Capitol Auto Parts
Thomasville, GA
[email protected]
S eCO n D V i C e P R e S i D e n T/ T R e A S u R e R
Ed MacDonald
Maritime Auto Salvage, Ltd.
Truro, NS Canada
[email protected]
S eC R e TA Ry
Ricky Young
Young’s Auto Center & Salvage/Car Crushers
Benson, NC
[email protected]
i M M e D i AT e PA S T P R e S i D e n T
Doug Reinert
Chuck’s Auto Salvage, Inc.
Douglassville, PA
[email protected]
ARA Staff & Contractors
P u B l i S h e R /C h i e F e X eC u T i V e O F F i C e R
Michael E. Wilson
[email protected]
D i R eC TO R , M e M B e R S e RV i C e S
Kelly Badillo
[email protected]
D i R eC TO R , P O l i C y & e X T e R n A l A F FA i R S
Betsy Beckwith
[email protected]
D i R eC TO R , P O l i C y & P O l i T i C A l A F FA i R S
Delanne Bernier
[email protected]
D i R eC TO R , S TAT e & G R A S S RO OT S A F FA i R S
Jessica M. Thomas
[email protected]
MeeTinG & eXPOSiTiOn
Kim Glasscock
[email protected]
Au TO M OT i V e R eC yC l i n G e D i TO R i A l ,
A DV e RT i S i n G , D e S i G n & P RO D u C T i O n
Caryn Smith
Suko Creative Communications
[email protected]
For advertising information or to submit
article ideas or member news, e-mail
Caryn Smith at [email protected]
Or call (239) 225-6137
www.a-r-a.org
AUTOMOTIVE RECYCLING (ISSN 1058-9376) is published bi-monthly by the
Automotive Recyclers Association, 9113 Church Street, Manassas, VA 201105456 USA, (571) 208-0428 / (888) 385-1005, Fax: (571) 208-0430, Internet:
www.a-r-a.org. Periodicals postage at Manassas, VA, and additional mailing offices. Additional member subscription are $15/year. Non-member subscriptions
are $40/year U.S. Non-U.S. mailing address subscriptions are USD$55/year surface mail or USD$85/year airmail. $20 libraries and non-profits. Copyright ©
2012 ARA. All rights reserved. Materials may not be reproduced in any form without written permission from the publisher. Statements of fact and opinion are
the responsibility of the authors alone and do not necessarily imply any opinion
on the part of the officers, directors, staff, or the members of the Automotive Recyclers Association. Postmaster: Send change of address to Automotive Recycling magazine, 9113 Church Street, Manassas, VA 20110-5456 USA.
editor’s notes
By Caryn Smith [email protected]
Why Go to the ARA Convention?
he website Small Business News (www.
smallbusinessnewz.com) recently ran
an article entitled “What is the Business
Return of Attending a Conference?” The
article by Lee Odden offered reasons
beyond the standard “you’ll make more
money,” a few of which I thought might
inspire you to think differently about
attending the ARA 69th Annual Convention & Exposition.
Obvious reasons to attend are collecting competitive intelligence and vendor
and consultant sourcing. Odden suggests,
instead of taking a chance on who you’ll
meet and what you’ll learn, you should
have goals and a purpose to your event
networking. “If you leave it to chance,” he
writes, “you’re leaving a LOT of value on
the table – for your competition.”
He suggests, “When you attend events,
T
set goals for the kinds of contacts you
want to make. Go so far as to make a list
of people you want to meet if they’re particularly important to your goals. Initiate
new connections with marketing partners
and vendors. At the same time, reinforce
existing connections with contacts in
your networking pipeline.”
He goes on to say, “When meeting new
people, discuss the sessions with them.
Compare notes – it’s a great way to network and to get other opinions.”
One tip Odden offered is something I
do for the magazine and you can do for
your business. He suggests that you leverage the conference experience to create
meaningful new content for your company blog, articles, social media, or
process documentation.
Another interesting idea is to plan a
post-conference brown bag lunch discussion or a more formal presentation to
your company’s employees. In doing so,
you’ll be more organized and thoughtful
with the notes you keep and what information you think would be helpful and
beneficial to them. This may shift your
focus, in that you will be listening for ideas
to help your team, not only yourself.
If you are social-media savvy, be sure to
Tweet and Facebook your convention
experience. It allows customers and
employees to see that you are committed
to the industry. It also helps to build your
credibility when you use social media to
occasionally share information and not
just to push your specials and deals.
I hope this information provides all the
incentive you need to register for the ARA
Annual Convention & Expo ... today! ■
At a Glance
A S S O C i AT e M e M B e R
By Caryn Smith
iStockphoto.com/johnnyscriv
TSyS Credit Card Processing
s a substantial added-value benefit of
ARA membership, the BizUnite program offers discount pricing on many
products and services you use every day.
One such service vital to every automotive recycler is credit card processing.
TSYS Merchant Solutions, (www.tsys
mechantsolutions.com) a subsidiary of
Total Systems Inc., based in Columbus,
Georgia, conducts business in 69 countries. As a leading payment processor,
one of the top ten credit card processors
in the United States, TSYS has more
than 55 years experience, with experienced and tenured employees who
know payment processing from the
inside out.
One such person, Paul Niss, TSYS
Regional Account Executive, has been
with the company for 14 years. Niss is the
representative for the company’s ARA
program and can help place members in
A
the best solution to fit their
business model.
“My role is to complete
the pricing and assist ARA
members in enrollment.
Having owned my own successful business for 13 years,
my philosophy is to get the
right program and services
for customers at the lowest
possible price; any pricing
leeway I have goes in favor
of my customer, as I appreciated a fair deal when I was
on the other side of the
equation,” says Niss.
When is comes to customer service after the initial set up, TSYS has a team
ready to help. “Any account
problems go through customer service who is there
24 hours a day, every day of
the year,” Niss says. With
TSYS, customers have access
to a team of representatives who understand your business and will be ready and
available to assist in any way they can.
They strive to answer calls within 30 seconds – for all calls, including technical
assistance – you don’t have to worry about
being left on hold.
how it Works
“Payments are placed directly into customer business checking accounts at the
gross amounts, with monthly fees deducted at the beginning of each new month,”
says Niss. “There is no set discount
percentage with our wholesale prices
available to ARA members through
ara.bizunite.com, as rates differ by a
client’s individual volumes, average tickets, amount of card swipe vs. key entry,
and so on. I will do a free, no obligation
comparison of what customers are doing
or paying now so they can see our rates.”
“We are, however, one of very few
DIRECT processors,” Niss continues, “so
there is no middle man between the card
brands and our customer as is the case
with many card processors who are in fact
re-sellers.”
According to Niss, TSYS Merchant
Solutions offers the lowest rates and fees
in the industry for processing of Visa,
MasterCard, Discover, American Express,
and debit transactions. “All transactions
are done via a secure server, which to
date has not allowed any of the breaches in data security that one hears about
continually these days,” says Niss. “We
touch two of every 4 credit card transactions in the world!”
TSYS offers all solutions for processing
via phone, internet, computer, iPad or
mobile phone, all at a price customers
will find the best in the business.
One milestone for the company worth
noting is that www.ethisphere.com, a
website from the research-based Ethisphere® Institute – a leading international think-tank dedicated to the creation,
advancement and sharing of best practices in business ethics, corporate social
responsibility, anti-corruption and sustainability – named TSYS to Ethisphere’s
2012 World’s Most Ethical Companies list,
one of only 5 companies on the list in the
financial services category.
They say that numbers don’t lie, so it
only makes sense to let Niss give you a
free analysis from TSYS Merchant
Solutions Program, available only in the
United States, and see if this ARA member benefit can put some money back
toward your bottom line instead of into
your current credit card processors’ bank
account.
Get started by visiting ara.bizunite.com
to sign up today or contact Paul Niss at
(239) 287-7545, or via e-mail at pniss@
tsys.com. ■
Caryn Smith is the editor of Automotive Recycling magazine.
ARA Action
Latest News and Reports from ARA
CSi Reveals ARA Gold Seal
Recyclers Outperform
non-Gold Seal Recyclers
usty Dunkle, President of Customer
Research, Inc. (CRI), confirms that
Gold Seal first quarter 2012 Customer
Service Index (CSI) numbers are up
from first quarter 2011. Gold Seal
Committee Chair Eric Schulz is confident
that Gold Seal Recyclers are the consumers’ best choice for quality recycled
parts and CSI scores support that.
ARA Gold Seal Recyclers now have the
ability to display these high levels of customer satisfaction on their own company
website and can link to CRI CSI reports
of the most recent quarters, or even display previous quarters. ARA Gold Seal
Recyclers CSI reports are also available on
the ARA website (www.a-r-a.org).
There is a one-time $25 fee for the recycler-specific html preparation. Please contact Michelle Simpson of CRI at(800)
886-3472, ext. 514, to request your link.
For information on the ARA Gold Seal
Program contact Ginny Whelan, ginny@
araeducation.org or call (609) 451-0760.
D
new ARA Marketplace Program
helps Reduce Costly Returns
he new CertaPartStartTM tool unlocks
GM radio and navigation modules
quickly and easily and solves the problem
of selling locked radios which won’t operate when installed on another car(unlocks
most GM radios from 2005 through 2011).
The tool, highlighted in the At a Glance
column of the March-April issue, also
reduces costly returns and fits on most
workbenches, uses 120 V AC and is quick
and easy to use.
To find more information on ARA
Marketplace, go to ara.bizunite.com and
use your e-mail address as the username
and password: ara (lowercase). It is listed
under the “tools” category. You may also
order it directly by calling (970) 367-7383
or visiting www.certapart.com.
T
ARA Contributes to news Story on illegal Salvage Vehicle Activity
everal months ago, ARA received a call from an investigative reporter for a Cleveland,
Ohio area news station about doing a segment on illegal tow and scrap operations
in that state. The reporter came to the ARA headquarters in Manassas, Virginia to interview a representative from the Association and get some footage for his report. In addition, ARA staff fielded several calls from the reporter following that interview to provide
further background information. The segment seen at www.newsnet5.com/dpp/news/
local_news/investigations/Undercover-investigation-exposes-taxpayer-fraud-costingOhio-millions-in-lost-revenue.
Over the past year, the ARA Board and staff have
been diligently working on increased NMVTIS
reporting by the membership. We began last June by
requesting that members provide their NMVTIS registration number on ARA’s dues renewal forms. For
those that did not provide the requested information,
staff followed up with several faxes/e-mails requesting
the member provide their NMVTIS number for our
records. To date, 92% of ARA members have provided NMVTIS registration numbers.
ARA will continue efforts to secure 100% compliance with this federal statute from
the Association’s direct automotive recycling members in the United States. We encourage all state and local level automotive recyclers association’s leadership to consider similar outreach with their membership. With substantial and specific compliance numbers,
our shared position in both federal and state legislatures will be strengthened.
S
Andrew MacDonald Assumes Chairmanship
Of ARA Technical Advisory Committee
RA is pleased to announce that Andrew MacDonald (son of ARA second Vice
President/Treasurer Ed MacDonald)has agreed to take on the role of Chairman
of ARA’s Technical Advisory (T/A) Committee. Andrew is working with ARA leader
and past T/A Chair, Chuck Ossenkop, to learn of the committee’s past actions and
accomplishments and to talk about future goals.
Andrew has had lifelong interaction with the automotive recycling industry.
Growing up in Nova Scotia, he worked for his family’s auto recycling business –
Maritime Auto Salvage – from a young age. He went on to graduate from the
University of Waterloo with a B.A.Sc. in Mechanical Engineering. After university, he
worked over three years in quality control engineering at Toyota Motor Manufacturing Canada. He then moved into purchasing at Toyota where he managed all
North American supplier processes and tooling for new Lexus models. Andrew
recently re-joined the auto recycling industry and is now working alongside his father
at Maritime Auto Parts in Truro, Nova Scotia.
The Technical Advisory Committee is responsible for monitoring automotive recycling issues as they relate to automotive design, material usage and recycling techniques. Committee members assist ARA members by developing and disseminating
information related to recycling technology, recycling best management practices,
use of substances of concern and material or design features of concern. If you would
like to join this committee, please contact Betsy at [email protected]. ■
A
insure This
By Wells Fargo
Workers Compensation industry Overview
ne of the most prevalent issues
plaguing the insurance industry
these days is the growing Workers
Compensation claim problem – especially since the state of the economy has
continued to languish for over three
years. Additionally, insurance companies
have continued to “cut-throat compete”
themselves into the red with irresponsible pricing in the workers compensation
area. Even supposedly unrelated things
like the healthcare industry have contributed to the problem.
Snapshot of Disturbing Stats
Firstly, let’s review where the industry
is at today. In 2010, the industry combined workers comp loss ratio ended up
at 118.1% – the highest level since 2000
– and up a whopping 6.9 points over
2009. According to the A.M. Best
Company (which provides news, credit
ratings, and financial data products and
services for the insurance industry), the
final 2011 combined ratio is expected to
be around 118.5% and 2012 is projected to be even higher at 120.5%.
This means that for every dollar of
workers comp premium taken in by the
industry, the carriers are paying out
$120.50 in claims and expenses. You do
not have to be a mathematician to figure
out that this is unsustainable. Workers
Comp rates have increased in each of
the last three quarters of 2011 – 2.6% in
the second quarter, 4.1% in the third,
and 7.5% in the fourth after 30 consecutive quarters of declining rates. Pricing
adequacy is going to be imperative to
address the increasing gap between
medical costs and workers comp rates.
Salt in the Wound
As if pricing inadequacy is not a big
enough problem, we also have a very
weak economy and high unemployment which only serve to exacerbate the
problem of workers compensation
iStockphoto.com/Courtney Keating
O
claims. For example, it is not uncommon
for employees who hear rumors of an
impending lay-off to start counting down
the “seniority list” to see where they
might rank on the list, which leads to
fraud from some unscrupulous employees who create a ficticious workers comp
claim to their advantage.
Another problem adding to today’s
unsettling workers comp environment is
the extremely high cost of health insurance. This is especially true for employers with a high percentage of young
single male employees. Workers in this
age group are more likely to spend their
extra money on luxury items or vacations rather than spend it on health
insurance, even if it is available through
their employer. These young workers
between the ages of 22 and 27 – known
as the “invincibles” – feel they are not
going to get sick or have an accident.
With their money spent on something
else, an injury during an after work activity, like softball, can be an expensive
proposition to their personal finances.
Since they have chosen not to have
health insurance, they now have no way
to pay the medical bills associated with
this injury. Some decide to show up to
work as if nothing happened, then keel
over about mid-morning with an on-the-
job injury – and now the employer is paying for their softball injury via workers
compensation.
This is even more of a travesty since
your workers comp experience modification rate consists of claims from your
second, third, and fourth years back,
which means your modifier will be inflated by this claim from a softball injury for
at least three years.
Ratios and Trends Count
The combination of careless employees and tough economic times can
affect your workers comp loss ratio in
other ways as well – even where no real
injuries have occurred. I was once contacted by a large prospective client who
had an extremely high experience modification rate (almost 2.00). He wanted
me to review his claim history and see if
we could find out if there was something
specific causing this. He provided me
with 10 years of loss runs, and I spent the
better part of an entire summer “graphing” the date of loss for each claim.
When I finally finished, I had a graph
that looked like two mountain peaks
next to each other – one peaking in
May/June, and the other in September/
October, revealing an obvious trend.
Then, I inquired about his workforce
demographics, which he advised consisted of 1,500 employees, mostly young
single males. I asked him if he gave his
employees time off for the opening of
fishing season, which is a rite of passage
in Minnesota in the middle of May each
year. He laughed and said “absolutely
not!” I pointed to the graph I had done
and to the peak in May and advised him
that if I did not know any better, I believe
he was giving them time off via “bogus”
workers comp claims. The same held
true for the September/October peak
for hunting season.
While this employer was in total
denial, he could not deny the trend
revealed by the vast majority of worker’s
comp claims within those two time periods, and that they were mostly minor
claims that never resulted in anything
more than a couple of doctor visits and
a few days off (enough for a few days of
fishing).
22
We then reviewed his rights as an
employer to require a letter from the
doctor treating those employees advising
whether or not the “injured” employee
could work, and, if so, whether or not
they had any work restrictions. I also
advised him that he had the right to
demand these injured employees show
up for work to do jobs within the restrictions – even if they had to create jobs to
accommodate them. It did not take long
at all for those employees to realize that
the days of “faking” a work-related injury
to get a few days off for the fishing opener were over, and they gradually stopped
doing it.
In summary, these are tough times in
the workers compensation insurance
market – and getting tougher. Rather
than ignoring the problem, an employer is much better off to realize the
lengths employees will go to for a few
days off or to have a non-work related
injury paid for by your workers comp policy.
Frankly, most employees have no idea
that you must purchase a work comp
policy to fund expenses caused by a
work-related injury. They actually think
work comp is some non-profit service
organization that pays these claims. If
they knew that the pool of money you
use each year to give raises was being
exhausted by a high experience modifications caused in large part by bogus
claims, I assure you they would think
long and hard about doing it the next
time the situation arises, or let you know
when a fellow employee tries to use the
system for their advantage. ■
For more information on how Wells Fargo Insurance Services can benefit your business,
contact Bill Velin at 800-328-6311, ext. 3039,
direct 952-830-3039, or by e-mail bill.velin
@wellsfargo.com.
)
(more courses just added!
Marketing 101
By Mike French
[email protected]
while back, an auto recycler handed
me a flyer he had designed and
printed for his company. He had proudly used a “design and print website” and
wanted me to see what he had done. I
looked it over and noticed immediately
that he had broken many of the basic
rules for making any marketing piece
effective.
Unfortunately, he had already printed
and mailed thousands of them and I’m
very sure after looking it over that most of
them went directly into the trash without
being looked at or responded to. I wish
he would have passed it by me before he
went to press. It was obvious to me that he
didn’t know what he didn’t know. It’s very
sad because he could have gotten a pretty good response from a direct mail campaign if he had included the right things.
Below are some of the mistakes I see
made most often and how to fix them.
1. No headline. This continues to be
the number one mistake I see in all visual forms of automotive recycling ads.
Typically, the offending ad has only the
company logo or the name of the company, such as, “Billy Bob’s Auto Parts.” In
a typical Yellow Page book you will see
entire pages of ads designed that way. It’s
virtually impossible for a reader to know
whom to call when only logos or company names are shown. Any ad on that
page that uses a powerful, responsepulling headline would gain the selling
advantage over the rest.
2. No offer. I see this mistake almost
as much as the one above. The rule to
remember is this: if there is no offer,
there will be no response! It’s as simple
as that.
3. No call to action. Most ads don’t
include a call to action. The truth is if
you don’t say what you want them to do,
most won’t do anything at all. Use a
strong call to action on every ad such as,
“Call Us Now!” or, “Stop by today and ask
for Gary!” or “Visit our website right now
A
and type in code number 123XYZ and start
saving today!”
4. No coupons. Coupons add value, especially if they are on
something that comes
in the mail. Everyone
sorts their mail over
the trash and an attractive money saving coupon will quickly catch
the reader’s eye and
make the piece a keeper. A coupon also causOne of the mistakes i see most often is
es a person to act
of people who look like they’ve been
immediately to an
offer, especially if it’s a
lined up against a wall for a mug shot.
great coupon that
includes an expiration date. Hint, always
is to have your staff person stand on a 40
make coupons look like coupons because
to 45 degree angle and turn their head
people sorting the mail over the trash
to look right into the camera. Be sure
may miss them if you don’t. For instance,
they give a million dollar smile to send
put a dashed line around them with an
a positive message that says, “I’m friendicon of scissors near the edge.
ly and I’m ready to help you.”
5. Nothing for “free.” The word “free”
7. It’s boring. Probably the mistake
is still the most powerful word in adverthat leaps ahead of all the rest is that
tising, yet many recyclers fail to offer anymost do-it-yourself ad designs are simply
thing for free as a part of their advertising
not exciting or interesting to the receivprojects. The good news is that “free”
er. There suffer from a lack of creativity,
doesn’t have to cost you much. You can
bad color choices, non-existent or very
offer free local delivery, free parts counpoor quality photos or illustrations, and
sel or expertise, free parts locating, free
unprofessional and amateur techniques.
time-limited warranties, free imprinted
Remember, you don’t get a second
promotional items, and so much more.
chance to make a good first impression.
Always shout your free stuff in every ad
Your ad must be a professional and posyou design. It will grab your reader’s
itive message by its very appearance that
attention, and help drive sales.
reflects your entire company inside and
6. No staff photos and/or they’re just
out. Many other things can be done to
plain bad photos. Many prefer to buy
improve just about any ad. But following
from a human being and a staff picture
these simple fixes will move you closer to
connects people to a real person who is
getting a positive response, rather than
there to help them. One of the photogan expensive tax deduction. ■
raphy mistakes I see made most often is
of people who look unhappy, messy, disMike French, President of Mike French &
tracted, or they look like they’ve been
Company, Inc., can be reached toll free at 800238-3934 or visit his company’s website at
lined up against a wall for a mug shot.
www.MikeFrench.com.
One trick to avoid a mug shot photo
iStockphoto.com/Anne-Louise Quarfoth
The 7 Biggest Advertising Mistakes Auto Recyclers Make and how to Fix Them
lessons learned
By Ginny Whelan
[email protected]
Building a Bridge: Making it easier for Repair Shops to Trust Recycled Parts Quality
body shop owner of thirty years, operating both a collision and mechanical repair facility, confesses that he is
resistant to using recycled parts and is
confident that many others in his industry would confess the same.
One of the major problems is that both
entities – the repairer and auto recycler –
are squeezed by the insurance giants,
who, of course, want to contain costs, usually at the expense of others. They refer
to recycled parts as quality replacement
parts. However, when it comes to defining quality recycled parts, the definition
lies in the eyes of the beholder.
Let there be no question of doubt,
repairers recognize that recycled parts
have their place and many are utilized to
prevent cars from becoming a total loss.
They are sensitive to that. All parties
involved share the same goal – a
repairable vehicle – but the OE’s repair
standards discourage the use of recycled
parts.
iStockphoto.com
A
Get With the Program!
Automotive Service Association (ASA),
applauded ARA for taking the lead in
developing the Certified Automotive
Recyclers (C.A.R.) and the Gold Seal
Program. In a statement they said, “We
both have members, some good, and
some bad. However, I believe both associations have the cream of the crop as
their membership base.”
We both come from often misunderstood industries. However, automotive
recycling has evolved into a sophisticated
market and technology-driven industry
that constantly changes in order to keep
pace with innovation in the automotive
technology and manufacturing techniques. What the auto repair industry
wants the auto recycling industry to provide is quality parts with consistency and
assemblies that consistently come the
same way (i.e.: no surprise on delivery!).
When we deliver a surprise it affects the
it is my opinion that if an auto recycler does not
perform up to the standards of the program,
they will find themselves left out of the repair process.
repair cycle time. An auto recycler’s lack
of attention to detail can jeopardize the
recycled parts in the marketplace with
the repair facility, insurer, and the vehicle owner.
Over a decade ago the ASA agreed to
partner with ARA to promote the Gold
Seal program within its membership and
to educate their members that they
should look for the Gold Seal logo to provide a strong measure of quality assurance when ordering recycled parts. The
repairers only requested that we, the
members of ARA, show our support of
the Gold Seal Initiative. “Show us the
numbers,” they asked, but sadly 13 years
later only 10 percent of ARA members
are Gold Seal certified.
ARA has made a major investment, but
now it’s up to all of you, the ARA members, to get on board. Let the Gold Seal
program and its criteria become your
business philosophy. Remember, customer service index (CSI) is the backbone of any successful business entity.
CSI is not merely a perception of your
customer’s opinion. It is reality. Your support of the Gold Seal program will be
demonstrated through your individual
actions. CSI is the barometer to measure
your customer satisfaction.
Played Out on the Consumer Stage
The use of recycled parts for collision
repair is an ongoing drama involving the
stars, collision repairers and the auto
recyclers. The supporting cast includes
the insurance companies, and to a certain degree, the OEMs, whom we might
cast as the bad guy. The insured become
the audience to which they all play.
The plot thickens by a continual failure
to communicate, making the final outcome often not a happy ending for us.
The plot twist for the audience is the battle between entities to clearly define quality recycled auto parts in understandable
terms – and the greedy tug-of-war over
marketshare (i.e.: profit) of parts sales.
It is obvious to all watching that both
the collision repairer and auto recycler
have a longstanding record of mistrust to
overcome when it comes to describing
and understanding a recycled part’s
quality and the repairer’s decision not to
use these parts in the repair of a damaged vehicle.
Who’s Moving it Forward
The Automotive Recyclers Association (ARA) together with the Collision
Industry Electronic Commerce Association (CIECA) presented a webcast to
educate members of both organizations
on the three years of collaboration
through the Recycled Parts and Inventory Committee to develop standards
codes and electronic messages for recycled auto parts to increase the use of
quality recycled parts in repair estimates
and work orders.
A Recycled Parts Roundtable (a solution-based forum of leaders from the collision repair and recycling industries)
asked the collision industry to complete
an important survey. The Roundtable
states that “The survey was to help determine common goals and strategies
between collision repairers and the recycled parts industries.”
The survey asked:
• When you source recycled parts, what
are the primary reasons you use them?
• What category of parts do you prefer
to use for body repair (rank in order):
New OEM, Recycled OEM, Aftermarket,
and Remanufactured?
• How do you think recycled parts
should be priced?
– Clean, complete and undamaged
– Priced to represent actual condition
– Some percentage of the new OEM
part list price
• Are you aware of the recycler industry certifications or quality specifications?
• If so, which recycler certifications or
quality specification do you use when you
order parts?
• What do you think is the best way to
identify and communicate damage on
recycled parts?
• What factor would increase the number of recycled parts sourced and purchased using an automated parts
ordering system?
• To reduce cycle time using recycled
parts what steps would you take?
• Do you use “Cut Sheets?”
• When ordering recycled parts do you
ever?
– Order the part from two recyclers?
– Order sheet metal parts that need to
be cut from the body shell and return
for credit?
– Return your parts if not used right
away?
– Use recycled parts as part of your
“Green” marketing program?
With thousand of estimates and repair
orders written every day these survey
questions identify the areas of concern
that have divided the collision repairers
and the auto recycler part suppliers.
The automotive recyclers have worked
hard to close the communication gap.
The ARA E-Commerce Committee
meets monthly to define recycled parts
quality and damage code standards and
limit the number of variables associated
with the accepted use of recycled parts.
The automotive recycled parts e-marketplace is evolving fast, the titanic task to
manage codes and standards are the
tools to grow our existing e-commerce
business while providing structures and
an electronic road map from an estimate
for repair to recycled parts procurement.
CIECA and ARA have been working
together for the betterment of the operations at repair facilities, recycled parts
providers, recycled parts warehouses and
networks, insurance companies, and
vehicle owners. The standards and efforts
of each have been integrated into one
cohesive, non-conflicting standard and
workflow between all parties, analyzing
who the two parties are, what do they
develop, how do they work together, and
what’s the benefit. Overviews down to
specific products are discussed.
The ARA Gold Seal Program is a certification of an ARA C.A.R. member that
has 27 audited standards for both part
quality and customer assurance, all of
which requires an independent third
party customer satisfaction audit quarterly which is published on the ARA website (www.a-r-a.org).
The ARA University (ARAU) is the premier training arm of automotive recyclers in the area of recycled parts
standards & codes. The ARAU continues
to build courses that train recyclers on
recycled parts grading and an improved
understanding of the ARA and CIECA
approved standards. Enrolled recyclers
are tested and certified on their course
work.
Action Plan
With all these proactive steps, the real
question is: Can all this effort result in the
sale of more recycled parts or will part
sales go to another vendor? This is something I will explore in further columns,
but for now, it is my opinion that if an
auto recycler does not perform up to the
standards of the program, they will find
themselves left out of the repair process.
E-Bay Motors and Hollander have
selected the C.A.R.-Gold Seal members
as the auto recycling company standard
for recycled parts on E-Bay. Car-Part Pro
recognizes C.A.R.-Gold Seal companies,
to show a higher level of professionalism
and service to their customers.
Do not sit on the sideline of customer
assurance. Make the investment to
become C.A.R. and Gold Seal certified.
Visit www.a-r-a.org and start the application process today for a stronger business
tomorrow. ■
Ginny Whelan, an ARA Past President, is Managing Director of the ARA Educational Foundation and founder of the ARA University, the
leading Web-based training resource in auto recycling education. Visit www.arauniversity.org.
Advice Counts
By Jim Counts
[email protected]
Crush it
e all know that without a steady influx of new inventory, sales will go
down and cash flow gets worse. But,
where do we find the money to purchase
that inventory? Well, one option is to cash
in on a resource that usually yields less
than a 5% return on investment: our old
vehicle hulls.
clean the shelves and racks out once or
twice a year. If we are pulling the parts that
normally sell, we are usually pulling most
of the high dollar parts. I say this because
of the supply-and-demand principle. If we
pull the in-demand parts, we are pulling
the parts that have the most value, otherwise why waste the labor? I realize we may
I have talked before about the practice
of holding on to vehicle hulls “until the
metal prices go up.” So, now metal prices
are around the all-time high and a lot of
us are still hanging on to hundreds and
hundreds of old car and truck bodies.
Why?
Just how long should we keep our vehicle hulls? Many recyclers feel like the
longer we keep the vehicle bodies, the
more money we will make. About once a
year someone will tell me they plan to
purchase car racks to stack hulls or buy
more land, so they can keep the hulls
longer. I readily accept that we sell some
parts off some of our hulls, but I don’t
think we do a very good job of tracking
the amount or average dollar value of
these sales. Let’s look at this from my
favorite perspective – the numbers.
Normally, when we sell an engine or
transmission out of a vehicle, we pull all
the other parts we feel will sell. The reality is, we pull a warehouse full of parts that
will never sell. That is why we have to
sell a quarter panel or rear clip off some
vehicles, but most of the in-demand parts
will sell within six to nine months of the
date-of-purchase. If we have a vehicle hull
for a year, then our customers have been
telling us for a year they do not want these
parts. When we look at what it costs us to
sell a part (too many of us don’t know the
true cost), and the steadily declining value
of parts, it just does not make sense to
keep the hulls any longer than one year.
If you are thinking it doesn’t cost anything to keep the hulls then let’s do a little simple “dirt math.” Here in Texas,
vehicle hulls are crushing for $200 to
$270 each. That may be more than you
are getting in your area, so I will use a lowball figure of $200 per hull. If we crush
100 of our older and picked-over hulls, we
would have $20,000. If we take this
money to the salvage pool and buy inventory that we need, we will have at least
$40,000 worth of sellable parts on these
fresh vehicles. Plus, we all know what
fresh inventory does to sales. Sales go up
Caryn Smith
W
... right away! We’ve now traded-in 100
picked-over, small ticket producing hulls
for $40,000 of needed inventory, with
engines and transmissions that make
most of our sales and profits. I think that’s
a pretty good trade, don’t you?
Let’s say we are a really bad buyer and
it takes 180 days to recover what we pay
for vehicles. That would mean we would
be able to invest the $20,000 crush-money
twice in one year. Therefore, we have now
traded-in the 100 picked-over hulls for
$80,000 in fresh inventory. What are the
chances that those 100 hulls would produce $80,000 in additional sales if we had
kept them for a year? Even if we do a bad
job of buying, we are still making a lot
more money than we would have by
keeping the vehicle hulls.
If you had an old piece of equipment
that was worth $20,000 and I offered to
trade you a new one that was worth
$80,000, how long would you wait to take
me up on the offer? Not long, I hope!
We just can’t make the numbers work
by keeping vehicle hulls when we don’t
have enough money to buy the inventory we need. Look at those old hulls as a
checking account that pays 1 or 2% interest, and let’s go out there and cash a big
check and buy fresh, in-demand inventory. It’s one of the best trades you will every
make.
We at Counts Consulting have made a
career of analyzing the automotive recycling industry and developing simple
solutions to what most people see as complicated problems. The math we just did
is not hard and there is a lot more of this
type of simple math that you could use to
make good decisions in your business.
Remember, what you don’t know, is hurting you! ■
Jim Counts, Counts Consulting, provides organization and financial development for dismantlers. Contact Jim at (817) 238-9991 or visit
www.countsconsulting.com.
That’s My Opinion
By Ron Sturgeon
[email protected]
Don’t Overshare
o you ever wonder how much information to provide your banker? The
authors of Getting To Yes With Your Banker
share their thoughts on the matter.
Ron Sturgeon (entrepreneur): All
bankers have their own little thing that
they like or don’t like to see on a personal
financial statement. I took my statement
which did not list any personal belongings to one banker. When we met, I was
wearing about $10,000 worth of jewelry,
none of which was on my statement.
A guy who had been to see the banker
before me had listed all of his belongings,
like TVs, clothes, and jewelry. Now, we all
have these at home, but we know that if
we’re hit by a bus tomorrow, they aren’t
worth a thing. But this person had listed
and placed a value on all his belongings
along with his real estate and cars.
Then the banker met with me, and I
didn’t list any personal belongings on my
financial statement. He felt that the values on the real estate and everything else
that I had listed were probably more realistic than those of the guy who tried to
squeeze every dollar into his statement.
Greg Morse (banker): A lot of the statements that people give me have the
appraised value of their property, so I’ll
double-check that with the appraisal district numbers. The tax appraisal values
better not be too far off from the numbers the customer gave me. If you paid
$500,000 for this property a year ago, and
now you’re telling me it’s worth $1 million, that’s a red flag for me.
Ron: On my personal financial statement, I show the real estate and any
other large assets at cost and at market.
This provides the banker with an acid
test. If I paid $500,000 for it, and I am saying it’s worth $600,000 five years later, he
believes it’s right. If I say I paid $500,000,
and it’s worth $700,000 (accompanied by
a story about what a great deal it was), he
thinks I am likely stretching the truth.
Bankers are reasonably smart, so don’t
D
waste time trying to fool them. You are a
lot better off having fewer assets but
being really credible.
Greg: I don’t want to see that you’ve
put your jewelry or your stamp collection
on there. It’s classier to disclose every
penny that you owe, but we know you
haven’t put down everything you own.
it’s classier to disclose every
penny that you owe, but we
know you haven’t put down
everything you own.
Ron: I always note in my financial statement that the real estate value is conservatively based on my knowledge of
market comparables. This won’t work
unless you have creditability in this area.
For purposes of the math, it’s based on
cost. But you have to be honest. Always
just answer the questions you’re asked
and don’t try to add more information.
Greg: And again, that is going to speak
to the kind of relationship you’ll have
with your banker in the future. I want to
know that you’re going to give me the
information I need, when I need it.
how Much information is Too Much
After you’ve met all the customary standards, both personal and professional,
the situation should progress and you will
have a good working relationship with
your banker as you gain credibility with
him. Just as with the personal financial
statement, it’s important to exercise discretion in how much information you
provide your banker. As in all relationships, it’s important to be honest, but that
doesn’t mean you need to disclose every
little fact. Remember, you can’t put the
toothpaste back in the tube!
Ron: You have to have a good relationship with your banker, but some people want to share every detail, even if it’s
unlikely to affect the banker.
I’m not going to pick up the phone
and tell my banker that I just had a customer fall down in the shop and cut off
his finger, when I have insurance. Some
bankers will want to hear about that, but
when I talk to the banker I want to talk
about good things and have positive
energy. But, I also want to make sure that
I disclose anything that’s dreadful or that
affects the banker directly.
For example, one of the businesses I
used to own rented out exotic cars. A
driver rented a green Lamborghini and
basically cut the car in half with a tree.
When that happened, I didn’t call the
banker who held the loan on the car
because, both I and the customer had
insurance. The insurance was going to
pay for the car and it wasn’t something
that the banker needed to be concerned
with. Now, if he’d called and asked me
about it, I would’ve told him about it.
Greg: I once heard somebody say, “I’ve
never killed a messenger as long as they
got me the message before it was too
late.” That’s really true with your banker.
If you’re going to bring me bad news,
don’t bring it to me when it’s too late. I
want to know as soon as practical how it
will affect you and the bank, and any solutions or actions you are planning. You
can ask for my advice. But what I really
want are solutions.
The bank wants to know if you’re in a
lawsuit that’s material, but you’re right –
it doesn’t care about something insurance will take care of.
If I find out something on the street I
should know, it’s completely different
than finding it out from you. If it’s going
to affect me, I want to know the good, the
bad and the ugly. ■
Since 2001, great ideas to improve your auto
recycling business have been found on Ron’s
Web site, www.autosalvageconsultant.com,
the definitive source for recyclers’ management and training needs.
Sales Call
By Leanne Hoagland-Smith
Getting More Business into your Sales Funnel
ould you like to be the Aplus professional salesperson in your organization that
brings more business to your
sales funnel? What does that
mean for you? More money?
More recognition? Greater peace
of mind?
So what do you need to do to
become that person?
If the goal is to increase sales,
then it stands to reason that each
sales person needs to be the best
that she or he can be. To become
the best demands that sales professionals are always doing more
than expected or in simpler
terms earning A-pluses at every
opportunity.
Before reading about what Aplus behaviors look like, you must
emotionalize why you even want
to be an A-plus professional sales
person. People are emotional
creatures and change does not
come easy.
Did you know that research
supports this statement: Only 1 in
10 will change despite fear, facts and
force. (Deutschman, Change or
Die.) Until you build enough emotions
for you to get off the dime, no matter
how much you think that you want to be
an A-plus salesperson, you will stay where
you currently are.
Within my business coaching training
practice, I share this thought: “People will
only change when there is enough emotional investment to secure some gain or
to avoid some pain.”
Grab a piece of paper and fold it
down the middle. Label the left column
“Gain” and the right column “Pain.”
Then begin to list all the gains for
becoming the best that you can be. As
you write, also think of all the pains that
may happen if you fail in this endeavor.
Sales Coaching Tip: Avoiding pain is usu20 Automotive Recycling | July-August 2012
iSto
ckp
hot
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om
/Ta
ylo
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into
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ally a greater motivator than securing
gain especially if you wish to increase
sales.
Now, consider these ten A-plus behaviors that will put you at the front of the
class or your sales team.
1. Active Listening – How do you listen
to what is being said to you? Possibly, you
are talking way too much and not listening enough? Sales Coaching Tip: If you are
telling, you ain’t selling! (Source: David
Herdlinger)
2. Appearance – How well are you dressed? Do you present a professional image?
3. Attitude – What type of attitude are
you broadcasting? Are you truly happy to
be in front of your potential customer?
4. Authentic – Are you truly what you
say you are? Do you “walk your
talk?” Sales Coaching Tip: Having a
written values statement helps to
ensure authenticity.
5. Accountable – Do you follow
up when you say you will? Sales
Coaching Tip: Almost 50% of all
leads are left dying on the vine
and never followed up.
6. Agreement – Do you find common ground from which to
agree? Do you seek first to understand the challenges of your
potential customer before
attempting to sell your products
or services?
7. Appreciative – Are you grateful for the opportunity to meet
with your customer or potential
customer? How does that person
know of your appreciation? Sales
Coaching Tip: Sending a postcard
or a note after a meeting will help
you become the Red Jacket in the
Sea of Gray Suits.
8. Arrival – Are you punctual?
Do you arrive on time and more
importantly leave on time?
9. Aware – How much do you
know about the person sitting in
front of you or the business? Have you
taken the time to do your research? Do
you understand your potential customer’s customer? What are the trends in
the marketplace for this particular industry?
10. Ask – Are you asking the right questions given your relationship? Asking too
personal questions too soon is a disaster!
By adopting these A-plus behaviors,
you can become the best of the best and
win more sales. ■
Sales coach Leanne Hoagland-Smith helps
business owners and executives who are truly
tired of struggling to unlock the sales and
business results that they want. She can be
reached at (219) 759.5601 to schedule a free
sales coaching strategy session.
Green Scene
By Michael R. James and Matthew T. Knight
[email protected]
The “Real” Value of Certifications
articipating in certification programs
such as ARA’s Certified Automotive
Recyclers (C.A.R.), Gold Seal, or United
Recyclers Group’s URG 8000 carry a
certain prestige in the industry and are
often viewed as simply another “feather in
your cap,” but the true value lies in profitability.
While an involved consumer may know
what these certifications are and what
they mean about your facility, most have
absolutely no idea, and it is not likely that
simply having a C.A.R. or URG 8000 certified logo in your window will increase
sales. However, participation in these certification programs improves your
chances for increased profitability. Two
aspects of these certification programs
that have the greatest impact on customer’s motivation to buy from your
organization are curb appeal and quality
of parts.
The primary focus of the URG 8000
program is the quality of the parts you
deliver to the customer. The program
ensures that the quality of each part is
iStockphoto.com/James Brey
P
checked every step of the way throughout
the process of inventory, dismantling,
stocking, part pulling, packaging and
shipping. It also places accountability on
your employees responsible for each
phase in production, which encourages
increased productivity and a workforce
that is quality conscious, through and
through. When a customer receives a part
across your counter that looks like it was
pulled out of a trash heap, they won’t care
if it actually works or not. Perception is
everything.
Let’s say that a body shop calls to find
out if you have a door in stock for the car
they’re working on and you tell them that
you have one, but it has an hour’s work
worth of damage on it. You agree on a
price, and the sale is done. One of the
parts pullers runs out to grab the door in
a hurry to bring it back to the shipping
area and “WHACK” there’s another two
hours of damage. Without any system of
accountability in place, he is not likely to
say anything about it, and the customer
will feel like they’ve been misled when
they receive a product that was not as
described during the sale.
The C.A.R. program encourages you to
ensure your facility looks like a respectable organization. The overall view of
your facility from across the street (and
from all angles) is considered when
applying for certification. Another factor
is the reception area, where customers
are greeted and wait while their parts are
being located or prices quoted. Even the
tone of the signs posted in your establishment is considered, ensuring you
have created a positive atmosphere for
your customers.
While the appearance of your facility is
just one facet emphasized by the C.A.R.
program, it will likely have the greatest
impact on your profitability. How likely is
a customer to return to your store if they
have to sit on a musty old bench seat from
an ’88 Oldsmobile while waiting for their
parts, or if they have to step over a puddle of oil or walk around a pile of rearends in the parking lot just to get in the
front door? Not likely at all.
We have always been staunch supporters of the certification programs available
to the industry, because the more you get
involved and take part in making your
own organizations better, the more the
general public realizes that this is truly a
green industry and the stigma that has
blighted “junkyards” for generations lessens its hold on everyone.
Finally, you should know that the international leaders of the industry have been
working for the past year on a merger of
the C.A.R. and Gold Seal programs with
the URG 8000 program and the Canadian certification programs. More information on this united certification will be
available from ARA in the near future. ■
With over 25 years experience in pollution prevention, Mike James is President of James Environmental Management, Inc., specializing in
environmental compliance assurance and currently serving over 1,200 facilities in the U.S.
lARA – ladies of the Automotive Recycling Association
By Lynn Novelli
Mary Moberg in Action
ARA member Mary Moberg is a newcomer to the automotive recycling
industry, joining Hollander in late 2010.
She is quickly learning the recycling business through her many contacts with
ARA members and participation in ARA
conferences and events.
Automotive Recycling magazine recently
caught up with Mary at Hollander headquarters to capture her perspective on the
industry.
AR: What is your current position and
how long have you been in it?
Mary Moberg: I am the marketing
manager for Hollander, and have held
this position for 18 months. This is my
first time in the auto recycling industry.
AR: Tell us about your previous
employment.
Mary: I was with Thomson Reuters
where I was a marketing project manager for four years. That was very different
from where I am now in some ways.
Marketing is marketing, true, but at
Thomson Reuters I was part of a massive
marketing organization. At Hollander I
head up a small, but effective marketing
department.
Before Thomson Reuters I worked for
Lexus Nexus in marketing until the division was sold to Thomson Reuters. My
first position was with NCR in Dayton,
Ohio.
AR: What is your educational background?
Mary: I have a degree in communications from The Ohio State University. I
recently completed the Mini Masters in
Marketing Management program at
University of St. Thomas in Minneapolis,
Minnesota.
AR: Moving over to Hollander meant
getting into a totally different industry for
you. What was it about the company and
the recycling industry that attracted you?
Mary: Hollander has a rich history, and
I was intrigued with that and the whole
green aspect of the auto recycling indus-
l
i really like that
auto recyclers are the
original recyclers and
it’s what they do.
try. I really like that auto recyclers are the
original recyclers and it’s what they do.
This isn’t something they do to go along
with what’s in or a trend. It’s great to see
that’s how recyclers run their business.
AR: As a female in a largely male industry, what are your first impressions of
auto recycling and ARA?
Mary: Part of me thinks that we are
past the male-female thing. But every
industry has its challenges. I believe there
are two important guidelines to keep in
mind in any job. One is providing the
you are invited to
the lARA luncheon
AT THE 69TH ANNUAL ARA
CONVENTION & EXPOSITION
October 26, 2012 • Orlando, Florida
The LARA luncheon has the goal of
greatly enhancing the automotive recycling
industry and the role of women within it –
through education, networking and sharing
of resources. Other goals include to:
• Develop a mentoring program to help
women advance in the industry.
• Offer education and leadership development opportunities to build skills.
• Provide networking opportunities for
women in the industry.
• Create programs designed to attract more
women to the industry.
• Encourage a cross-industry exchange of
ideas and perspectives on the particular
challenges women face.
• Recognize the contributions and achievements of women who are industry leaders.
• Establish a clearinghouse of information
and resources for women in the industry.
• Provide a forum for women and men to
collaborate on initiatives to recruit, develop
and advance women in the industry.
best work product that you can. The second is communicating effectively and
understanding that there are different
communication styles.
My first week on the job was at the 2010
ARA Convention & Exposition in Austin,
Texas. The first impression of the industry was very positive. Recyclers support
each other so they all can be successful –
and that these are the nicest people in
the world.
AR: What do you see as a woman’s role
in the recycling industry?
Mary: This industry has some unique
twists. There are a lot of family-run businesses and multi-generational businesses.
Originally, the business in many cases was
run by the man with the woman by his
side. But the dynamics are changing over
the generations so that is not necessarily the model now.
AR: Do you expect to find challenges as a female in the auto
recycling industry?
Mary: Personally, I don’t find
too many challenges for myself, possibly
because I came from the legal industry
and there a lot of men in that business.
I see a lot of women out there running
recycling operations, supporting the business. That’s why LARA is important – it’s
nice for women to be able to reach out
to other successful women and hear their
perspective.
AR: What opportunities do you see for
women in the industry?
Mary: I think there is unlimited opportunity. You’ve got to find your passion
and go for it. If this industry is your passion, there are places for women to go.
A woman can come into the recycling
industry and make a good living.
The women who have been running
the companies and held offices in industry organizations, those are the trailblazers, and we have them to thank for the
opportunities that are there for us now. ■
Lynn Novelli is a freelance writer based in Ohio.
N
Co l e w
um
on n
Saf
ety!
Safety Matters
Information from the ARA Safety Committee
Does your Gas Can Meet OShA Requirements?
an you legally use that red plastic
$5.00 gas can on your jobsite? The
short answer, probably not.
OSHA Standard 29 CFR 1926.152
(a)(1) states, “Only approved containers
and portable tanks shall be used for storage and handling of flammable and combustible liquids. Approved safety cans or
Department of Transportation (DOT)approved containers shall be used for the
handling and use of flammable liquids in
quantities of 5 gallons or less.”
Anytime the word “shall” is used in a
regulation, it means that this rule is
mandatory and must be followed.
C
What is an approved safety can or
DOT gas can?
A safety can is (29CFR1926.155(1) an
approved, closed container, of not more
than 5 gallons capacity, having a flash
arresting screen, spring closing lid and
spout cover and so designed that it will
safely relieve internal pressure when subjected to fire exposure.
Approval is given by a nationally recognized testing laboratory, for example,
Underwriters Laboratory, Inc.(UL).
Gas cans can only display DOT
approval markings when they meet stringent Department of Transportation
requirements. Here is where it gets confusing, inexpensive plastic gas cans may
meet Environmental Protection Agency
(EPA) requirements, but they do NOT
meet DOT rules. Some gas cans may say
they meet California Air Resource Board
(CARB) spill-proof regulations in certain
states or Air Quality Management District
(AQMD) rules. Again, this doesn’t help
when trying to comply with OSHA.
None of these other regulatory agencies are the same as DOT. They are not
interchangeable.
If you are looking for a UL “approval,”
you will see the following words on the
Gas cans can only
display DOT approval
markings when they meet
stringent Department
of Transportation
requirements.
n an effort to make sure that individual automotive recyclers
are aware of safety practices required by the U. S. Occupational Safety and Health Administration (OSHA), ARA’s new Safety
Committee, chaired by ARA Immediate Past President Doug
Reinert, will offer the ARA membership regular safety tips in
as many media outlets as possible, starting with ARA’s weekly enewsletter and a regular column in Automotive Recycling magazine. The subject matter of the tips will be determined by the
Committee as members learn more themselves about specific
OSHA requirements and the fines associated with noncompliance.
The first tip above addresses what type of gas can automotive
recyclers need to use and could save you $500.
According to OSHA, a facility should only use gas cans holding 5 gallons of gas or less with a spring-closing lid and spout
cover, a means to relieve internal pressure and a flash-arresting
screen. The spring-closing lid and spout cover is designed to
keep liquid and vapor from escaping at ordinary temperatures
and to lift slightly when exposed to excessive outside heat. The
i
most common safety can is the short and
round red metal can with yellow labeling. Some
however, are now available in high-density polyethylene plastic.
U.S. Department of Transportation (DOT)-approved containers are used more often by the general public. DOTapproved gas cans, or “jerry cans,” have a screw-on cap instead
of a spring-closing lid, spout cover or flash-arresting screen.
They do not meet the “safety can” definition, but OSHA has
decided that they pose very little hazard and meet the basic
intent of the standard. DOT-approved gas cans will be labeled
certified to meet American National Standards Institute and
American Society for Testing and Materials standard
ANSI/ASTM F852-86. OSHA recently started allowing plastic
jerry cans, but most are metal.
Several committee members noted that they had been fined
$500 for each wrong can they had in their facility. So don’t delay.
Make sure you know exactly what kind of gas can is approved
by OSHA and then log onto ARA’s marketplace to inquire
about your discount on the approved cans.
iStockphoto.com/Richard Goerg
ARA’s new Safety Committee Begins Regular Safety Tip Feature:
OShA Approved Gas Cans - Reading this could save you $500!
product, UL Listed. If your can has a UL
Classified marking, this is not the same as
UL Listed (approved). If you want more
information about UL markings, go to
http://tinyurl.com/pxb9dt.
Now that you know the correct gas can
to use, shown below are safety rules to follow when using gas cans.
The insulating effect
of the plastic surface
prevents the static
charge generated by
the gasoline flowing
into the gas can
from grounding.
Safety Tips for Gas Cans
Portable Gas Cans
Several vehicle fires have occurred as a
result of filling metal portable gasoline
cans while placed on the back of pickup
trucks with plastic bed liners. The insulating effect of the plastic surface prevents the static charge generated by the
gasoline flowing into the gas can from
grounding. As static charge builds, it can
create a static spark between the gas can
and the fuel nozzle. When the spark
occurs in the flammable range in the
gasoline vapor space near the open
mouth of the gas can, a fire can occur.
Some tips:
1. Do not fill any container while it is
inside a vehicle, a vehicles trunk, pickup
bed, or on any surface other than the
ground.
2. Use only an approved container with
a cap that fits tightly.
3. Remove the approved container
from the vehicle and place it on the
ground. Keep container a safe distance
away from the vehicle, other customers,
and traffic.
4. Keep the nozzle in contact with the
can during filling.
5. Fill container about 95% full to allow
for expansion.
6. If gasoline spills on the container,
make sure it is evaporated before putting
it in your vehicle.
equipment Refueling
1. Shut off motor on equipment and
give motor time to cool off before refueling.
2. Don’t refuel near an open flame or
near a sparking situation.
3. Keep a fire extinguisher nearby.
4. Don’t spill the fuel.
5. Don’t overfill the fuel tank. On hot
days, allow for expansion. ■
Magical
Participating in an
ARA Convention is like
arming yourself with MAGIC!
n today’s economy and ever
changing society, we can all use
some magic in preparing for
what’s ahead. That’s why it’s more
important than ever to join your
associates from across the United
States and around the world, at
our industry’s premier event,
loaded with opportunities to learn
about new products and services,
experience outstanding educational sessions and network with
colleagues.
Discoveries
“I have been attending ARA conventions for the
last 25 years,” said Linda Pitman of Dulaney Auto
and Truck Parts in Amarillo, Texas. “I grew up in the
industry so I also went to a few conventions in the
late 60’s and early 70’s. I enjoyed last year’s Charlotte
venue because of the NASCAR points of interest, the
seminars, and as always the opportunity to network
with people from the industry. Charlotte’s seminars
were informative and the trade show was great
because it gave us the ability to see products and talk
one on one with vendors all in one place.”
Pitman’s description sums up the goals for every
convention and exposition in recent years: interesting
destination city, activities authentic to the venue,
worthwhile seminars, the largest exposition of auto
recycling vendors, and more.
Most importantly, ARA conventions provide attendees a place to meet with other recyclers where you
might discover that the things that occur on a daily
basis in your business happen to everyone.
Opportunities to problem-solve those situations and
discuss improving business in general arise in the
hallways, the hotel lobby, the tradeshow hall, the
social gatherings, and other places.
You have to be there to experience the magic that
happens with all this business building activity. Words
cannot describe the potent concoction created
through networking and information gathering.
Magical Moments
“I have to say that I have never been to an ARA convention that I didn’t come home with a renewed
spirit, an appreciation of the value of networking,
and an eagerness to implement in my business the
things that I learned which will improve my business.”
Keith and Molly Johnson, owners of A-1 Johnson
Auto in Billings, Montana, started attending ARA
conventions when Keith took over from his father as
president of the company. His parents, Curtis and
Karen Johnson, had been attending ARA conventions since the 80’s. Keith faithfully continues to
attend every year while his wife, Molly and their parts
manager, Spencer DeBuff, take turns each year.
“I like the seminars because I’m working in the
business daily,” said Molly Johnson. “I usually don’t
attend that many of the spouse tours for that reason.
At the Charlotte convention last year, I especially
enjoyed the seminar on NMVTIS and found it really
helpful to hear from the actual Justice Department
agent working with it.
“The trade show is also very good and worth going
to. Each year vendors have come up with something
new for us to look at and consider for our yard.
We’ve also gotten to know people from all over, even
as far away as England. It’s fun to visit with them and
hear how things are in their part of the world. It is
definitely well worth the money to attend. We always
have a great time and learn something new.”
Jack Sumner, Al’s Auto Salvage and Sales in St.
Louis, Missouri, started attending ARA conventions
because of the trade show ten years ago and was not
disappointed. He has returned every year since.
“I go to the ARA convention every year and I really
enjoy the trade show the most,” said Jack Sumner. “It
seems that all the companies that provide services to
our industry are all together in one place and I’ve
been able to find things that are useful for our business. There seems to be more vendors every year
and you really get to put your finger on the pulse of
the industry as a whole. I would recommend going if
Tuesday, October 23rd
Friday, October 26th
Noon – 5:00pm
1:00pm – 6:00pm
7:30am – 5:00pm
8:00am – 8:50am
ARA Registration Open
Annual Golf Tournament
(Celebration Golf Club, seen at left)
Wednesday, October 24th
7:00am – 5:00pm
8:00am - 9:50am
Tentative
Convention
Schedule
(subject to
change)
All functions
will be held at
Gaylord Palms
unless otherwise
noted.
Scholarship Foundation
Meeting
Educational Foundation
Meeting
Affiliate Chapters Meeting
10:00am – 11:30am Government Affairs Committee Meeting
Electronic Commerce Committee Meeting
11:30am – 1:00pm Past Presidents Luncheon (by invitation only)
1:00pm – 2:30pm Technical Advisory Committee Meeting
Gold Seal Committee Meeting
Regional & At Large Directors Meeting
2:40pm – 3:45pm Airbag Committee Meeting
C.A.R. Committee Meeting
Events Advisory Committee Meeting
6:30pm – 9:00pm Yard Tour & BBQ (GreenStar Auto Recycling)
Thursday, October 25th
7:00am – 5:00pm ARA Registration Open
8:00am – 10:00am Annual Membership &
Board of Directors Meeting
10:15am – 11:05am Today’s Challenges/Tomorrow’s Opportunities
11:15am – 12:05pm Automotive Recycling: A Global Perspective
Skills Training: Workplace Safety
Collision Repair: Business with Standards
12:05pm – 1:00pm Lunch (on your own)
1:00pm – 1:50pm E-Commerce
Collision Repair: Keys to a Profitable
Partnership
Warranty Claims Management
Family Network
2:00pm – 2:50pm I-CAR and Automotive Recycling: Part I
Capitalizing on e-Commerce with eBay Motors
Car Computers: Adapting Business for Results
China: Vehicle Movement from the U.S. Market
3:00pm – 3:50pm I-CAR and Automotive Recycling: Part II
Cores Session
C.A.R. Gold Seal Unified Accreditation
Web Platform
A Visual World: Effect of the Internet
on our Industry
4:00pm – 4:50pm Expanding, Modifying or Selling Your
U-Pull-It Yard
Secrets of Engagement Marketing
The Anatomy of Training
Future Vehicle Developments & Impact
on the Auto Recycling Industry
5:00pm – 9:00pm Past Presidents Reception and
Exposition Opening
Self Service Session
Advanced Car Design: Be Prepared
The Anatomy of Training
Automotive Recycling: A Global Perspective
9:00am – 9:50am Used Tires as a Cash Crop
The Perfect Blend: Electronic &
Personal Relationships
Recycled Parts Exporting
Wells Fargo Insurance: Providing Value
10:00am – 10:50am How to Sell More, Manage Smarter,
Grow Your Bottom Line and Have a Life Donald Cooper
2012 Industry Profile Report
11:00am – 12:15pm True Success: The Art of Achievement
in Times of Change - Tom Morris
12:15pm – 1:00pm Lunch (on your own)
12:15pm – 1:00pm LARA Luncheon Meeting
1:00pm – 5:00pm Exposition Open (with dessert service)
6:30pm – 9:30pm ARA Awards Dinner and Gavel Passing &
ARA Educational Foundation
Magical Mystery Tour (FUNdraiser)
Saturday, October 27th
7:30am – 3:00pm ARA Registration Open
8:00am – 11:30am Exposition Open (with breakfast service
8am – 9:30am)
Noon – 12:50pm
Design By and For Women
Capitalizing on e-Commerce with eBay Motors
Efficient Handling & Shipping
Advanced Car Design: Be Prepared
1:00pm – 1:50pm The Future of the Interchange
Self Service Session: Family Owned
Batteries: Part I
Buying Session
2:00pm – 2:50pm The Cost of Bad Customer Service
Batteries: Part II
Safety
Vision Critical - Donald Cooper
3:00pm – 3:50pm Secrets of Selling Green Recycled Parts™
Utilizing Bidding Systems for
Maximum Efficiency
Skills Training: Workplace Safety
Build Profits through Accountability
and Entrepreneurship
6:00pm – 8:00pm ARA @ NASCAR Sports Grille/
Universal CityWalk
Dress Code
Educational Session & Exposition: Business Casual
Friday Evening Awards Dinner: Business Attire
Yard Tour & BBQ: Casual
you’ve never been for many reasons – we use information from the seminars and the fellowship with
other recyclers is great! I’m not a NASCAR fan but
the race last year was great and fun to experience.”
Kenny and Burgundi Carr of Van Gorp Auto
Recyclers in Oskaloosa, Iowa, attended their first
ARA convention last year in Charlotte.
“Last year was our first convention and we learned
a lot and had a lot of fun,” said Burgundi Carr.
“We’re a small business and we found the seminars
very educational. I was able to take information from
the sessions and apply it to our business, especially
information from the safety seminars. The convention really gave us a better overall view of the
industry. The trade show was also great and we got to
meet everyone. We plan to return this year!”
When: October 24-27, 2012
Where: Gaylord Palms Resort and
Convention Center
Hotel: Gaylord Palms Resort and
Convention Center
6000 W. Osceola Parkway
Kissimmee, FL 34746
Phone: (407) 586-6338
Reservations: (407) 586-2000
Reference A-ARA12 when making
hotel reservations
Rate:
$189 single/double
Visit www.araexpo.org and click on
the Hotel Reservations link under the
Hotel & Location Tab to secure
reservations or call (407) 586-2000.
Hotel Cut-Off Date: Monday, September 24, 2012
The room rate cut-off date only applies to availability.
Travel: Flights should be scheduled into Orlando International Airport (MCO).
Hotel magic
he backdrop for this years’ convention is
the Gaylord Palms Resort and Convention
Center. What better location to experience the
magic than sunny Orlando, surrounded by the
beauty the property provides, and experiencing
all ARA has to offer under one roof!
Sun-drenched and spectacular, Gaylord
Palms Resort and Convention Center brings excitement to life through world-class restaurants, dynamic on-site recreation,
and breathtakingly beautiful gardens under glass. Their signature atriums
recreate three Florida environments, immersing you in the sights and sounds
that make the Sunshine State a top vacation destination. From the gently rising
mists of the Everglades, to the funky and vibrant island revelry of Key West, to
the Spanish-infused, old-world charm of St. Augustine, you'll delight in these
unique Florida-themed settings. All convention meetings, educational sessions
and tradeshow activities will take place under one roof!
T
The convention
really gave us a
better overall view
of the industry.
The trade show was
also great and we got
to meet everyone.
Quality Control
These auto recyclers and many others know the
value and fun of attending ARA’s yearly conventions.
The Automotive Recyclers Association’s 69th Annual
Convention and Exposition promises to be no less of
a success. The beautiful Gaylord Palms Resort &
Convention Center in Kissimmee, Florida, serves as
the host hotel, on October 24-27, 2012.
“We are working hard every year to enhance the
quality of this event,” said ARA CEO Michael Wilson.
“We have assembled top-notch speakers, focusing on
boosting your daily bottom line, as well as providing
you with the tools needed to achieve long-term success. This year’s sessions are targeted and focused on
the topics that automotive recyclers have requested.
Some of these topics will be exclusive to ARA’s convention and you will not hear them anywhere else.”
ARA President Randy Reitman agrees that the
annual convention provides a unique opportunity
for recyclers to network and gain valuable industry
information that will directly affect their business.
“ARA conventions are important because they give
recyclers a chance to meet people and put a face to
a name or voice and to learn about
what’s new in the industry,” said
Reitman. “You are always going to
take something back with you. I
would urge recyclers to come, owners and staff alike, because it’s important to stay up-to-date with the
industry. The information you gather while at the convention, whether
during the seminars, networking
with other recyclers, or at the trade
show, will help keep you on track.”
Serious Business and
Even More Serious Fun
The Automotive Recyclers Association’s 69th Annual Convention and
Exposition will tee off on Tuesday,
October 23, with the annual Golf Tournament to be
held this year at the Celebration Golf Club in
Orlando. Co-designed by Robert Trent Jones and his
son, Robert Trent Jones, Jr., it has received a national
reputation as the #1 golf event venue in Central
Florida. Built on scenic natural wetlands, the course
provides players with a genuine golf experience.
(Rental clubs will be available).
Free time on Tuesday evening offers you the
chance to explore the many restaurants, venues and
theme parks that Orlando has to offer.
Wednesday presents a full day of ARA Committee
meetings where the real business of the Association
takes place as volunteer ARA members continue to
work toward the betterment of our industry. If you
are not on a committee, attendees are invited to sit in
on any of the meetings and discover all the “behind
the scenes” activity of ARA – and you might even
decide to join one!
On Wednesday evening, Neil
Harrow and his team at GreenStar
Auto Recyclers (pictured left) host
a Yard Tour & BBQ. Recyclers will
be treated to GreenStar’s brand
new state-of-the-art Orlando facility
and find out how they are making
the most of their limited amount
of space. Harrow says they are
pleased to host the tour for fellow
recyclers and there will be plenty
of good food, heavy equipment
demonstrations and networking
opportunities.
“We’re excited to have fellow auto
recyclers visit our new three acre
facility because after spending 35
years in auto recycling, I firmly believe
this yard represents the future of auto recycling in
the United States,” said Harrow. “The yard is small,
environmentally sound and very efficient. It’s been
open for just under a year and I feel that we’ve
accomplished quite a bit and would like to share that
achievement with other recyclers.”
After a night of exploring GreenStar and its
impressive facilities, Thursday starts off with ARA’s
Annual Membership and Board of Directors meeting. Attendees will get the opportunity to hear what
ARA has been doing on behalf of auto recyclers and
hear from committees on pertinent issues that affect
their business.
Following the board meeting, ARA provides a
magical lineup of educational sessions sure to be
worth your while – and even more sessions are offered this year than last, some exclusive to ARA. Over
forty educational sessions include such topics as:
“Workplace Safety,” “Recycled Parts Exporting,”
Orlando
attractions
There is so much to do in Orlando
that you are sure to find something
for every member of your family. Orlando has it all – Walt Disney World,
Sea World and Universal, where the
newest feature, The Wizarding World
of Harry Potter™ delivers exciting
rides (seen at right), shops, and dining, and plenty of magic! Then, there are museums, golf courses,
restaurants and more. You will be spoiled with all the choices.
One of the hottest attractions is Discovery Cove, a water park of
tropical proportions (see www.discoverycove.com for details). Promising no crowds or turnstiles, Discovery Cove is a place where you and
your family can touch and swim with dolphins, wade with mysterious
rays, snorkel among thousands of exotic fish, hand-feed tropical birds
in a free-flight aviary and relax on pristine beaches. This is an all-inclusive day resort experience that’s one of a kind.
A Dolphin Swim Day Resort Package includes: A reserved 30-minute
dolphin interaction; Snorkeling with thousands of tropical fish and rays
in The Grand Reef; Hand feeding exotic birds in a free-flight aviary; Relaxing on pristine beaches; Floating along our scenic Wind-Away River;
Freshly prepared breakfast and lunch, unlimited snacks, drinks
and select alcoholic beverages; Lockers, sunscreen, snorkel gear, changing
facilities; All day self parking at Discovery Cove; 14 days of unlimited admission to your choice of SeaWorld
Orlando, Aquatica Orlando or Busch
Gardens Tampa. Hint: Make reservations early – it books fast!
Here are some unusual activities to consider while you’re in Orlando:
• Wonderworks/Outta Control Magic Show
www.wonderworksonline.com/orlando
• The Holy Land Experience www.holylandexperience.com
• The World’s Largest McDonald’s www.vacationsmadeeasy.com
OrlandoFL/pointsOfInterest/WorldsLargestMcDonaldsinOrlandoFL.cfm
• I Fly Orlando (indoor skydive) www.iflyorlando.com/
ifly-indoor-skydiving
• Jack Kerouac House http://kerouacproject.org/see-thekerouac-house
• Showcase of Citrus www.showcaseofcitrus.com
• Gatorland www.gatorland.com
• Harry P Leu Gardens www.leugardens.org
Thursday, October 25th
Emeril’s Cooking Class
$55 adults (only)
Cost includes transportation, cooking class
and 3-course lunch at Emeril’s
or those not interested in attending the educational seminars, Thursday, Oct. 25 offers you a unique and exciting way to experience a three course lunch at Emeril’s Orlando Restaurant – through
cooking classes! Emeril's Orlando Restaurant, owned and operated by Chef Emeril
Lagasse, encompasses everything Chef Lagasse stands for: high energy, bold exciting
flavors and an unforgettable dining experience.
The Chef De Cuisine will instruct your class, which will last about ninety minutes.
During this time the Chef will conduct a live cooking demo in which he explains, in
detail, all food preparation and execution. After each course is completed, you will
enjoy the food as prepared by their award-winning kitchen. All participants are provided with full menu descriptions.
Following your culinary experience, you will have ample time to explore the Universal CityWalk area. Participants should return to the bus at 2:00pm for return to
the Gaylord Palms.
F
Friday, October 26th
Winter Park Tour
$30 adults/$22 children 11 & under
Cost includes transportation, admission to the Boat Tour
and to The Morse Museum
iscover a hidden gem among the bustling tourism
of Orlando. Cobble stone streets are adorned with
boutique shops, sidewalk cafes and even more prominent offerings such as Ann Taylor, Pottery Barn, etc.
On your way, catch a glimpse of Park Avenue where
you will see the stores and restaurants and can begin
D
planning your afternoon.
Your fun begins with the Winter Park Scenic Boat Tour. Located on
Lake Osceola, the boat tour offers hour-long, guided cruises through three of the
seven lakes and two, narrow manmade canals on the tranquil Winter Park chain
of lakes. On any given tour, participants may observe large cranes swooping waterside to snag a large fish or a lazy alligator languishing on a nearby bank.
Every tour guarantees plenty of swaying palms, towering cypress trees, lush ferns
and a variety of flourishing sub-tropical flowers. Breathtaking views of opulent
private homes and exquisite estates sprawling along the shores are also a key
feature of the scenic cruise. (If you're not a boat fan, you may begin your shopping
experience during the boat tour.)
Then, you’ll be transported to The Morse Museum, internationally known for
its collection of the works of American artist and designer Louis Comfort Tiffany
(1848 – 1933). Alice Cooney Frelinghuysen, curator of American decorative arts at
the Metropolitan Museum of Art, has called it “the most comprehensive and the
most interesting collection of Tiffany anywhere.” Spend time in the museum or
venture back onto Park Avenue for your shopping and dining enjoyment.
The expo has
consistently proven
to be an invaluable
opportunity to
collaborate with
industry experts.
“The Future of the Interchange,” “Selling Recycled
Parts on eBay,” “Secrets of Engagement Marketing,”
“Used Tires as a Cash Crop,” and more. See page 28,
or visit www.araexpo.org for a complete updated list
schedule.
Thursday evening brings a favorite event of convention attendees, the Past Presidents Reception and
Exposition Opening. The party kicks off three days
of opportunity to meet with your current vendors
and discover new products and services from soon to
be new vendor friends.
BASF is one of ARA’s new exhibitors. Allen Dale
Fisher, BASF Corp. Global Tolling Manager says,
“BASF sees the ARA as part of our strategy regarding
automotive catalytic converter recycling. We are looking to give the automotive parts suppliers and dismantlers a direct option for refining with BASF,
which also produces the catalysts that go into the converters. This allows us to close the recycling loop and
help ensure a more sustainable future. Automotive
catalytic converters are one of the largest users of platinum group metals (PGMs), accounting for more
than half of the world’s annual PGM mining output.
When an automobile is scrapped, the precious metal
contained in the catalytic converter can be recycled,
creating a secondary supply source for the production
of new catalysts.”
Hollander has been faithfully attending ARA’s
exposition for many years and will once again be a
sponsor of the Annual Convention, marking their
fourth year as a Diamond sponsor. Mary Moberg,
Marketing Manager, says they are thrilled to support
the industry.
“The annual meeting is a very important event for
Hollander because it allows us to network with the
leaders in the recycling industry, as well as introduce
clients and prospects to our innovative new products,”
said Moberg. “The expo has consistently proven to
be an invaluable opportunity to collaborate with
industry experts. It also gives us the privilege to support the Association as well as work with the ARA.”
Dimitri Gerontis, S3 Software Solutions, the makers
of CRUSH Self-Service Auto Recycling System, agrees
that the ARA annual convention and exposition has
helped their business immensely.
“I love the ARA Convention because it raises
awareness towards the trend for U-Pull-It yards and
that helps us directly,” said Gerontis. “We have been
coming for three years and are always making great
connections and sales at the convention.”
Friday offers more information, discovery, and net-
Ones to Watch
Keynote Speaker – Tom Morris, PhD
Friday, 10/26/12 @ 11:00am – 12:15pm
One of the most active public philosophers in the world due to
his unusual ability to bring the greatest wisdom of the past into the
challenges of the present, Tom Morris’ latest book, True Success:
A New Philosophy of Excellence, launched him into a new adventure as an advisor to the corporate world.
Dr. Morris’ work has been featured, noticed, commented on, or covered by diverse
news outlets, many magazines, newspapers, and websites across the globe. Honored as
an “Distinguished Young Alumnus Award” of the University of North Carolina – Chapel
Hill, Dr. Morris holds a Ph.D. in both Philosophy and Religious Studies from Yale University, as well as other, honorary doctorates in recognition of his public work.
SpeakerProfile – Donald Cooper, MBA, CSP, HoF
Donald Cooper doesn’t just talk about it; he has been both a
world‐class manufacturer and an award‐winning retailer.
Cooper Canada became the world’s leading maker of hockey
equipment and a Canadian brand icon, employing over 2800 people. Then, as a visionary fashion retailer, Cooper created an entirely
new business model and redefined the customer experience, for
which he received seven Awards of Excellence for marketing and business innovation.
An inductee into the Canadian Speaking Hall of Fame, he has been awarded the Certified Speaking Professional designation, the highest international designation in professional speaking.
working with sessions, exposition time, a keynote session, and finally the ARA Awards Dinner and Gavel
Passing that rounds out the day’s activities.
The Ladies of the Automotive Recyclers Association
(LARA) luncheon, also on Friday, is open to all
women – recyclers, spouses, and vendors – to gather
for more discussion on how to dynamically impact
the industry from a woman’s perspective.
“LARA is important because we bring out the
other side of the team by putting an emphasis on the
ladies who go to work every day as recyclers,” said
Fran Reitman, a LARA leader.
“This year, we are launching a spin-off to LARA – a
family-owned business networking group,” Reitman
continues. “Many recyclers are family-owned businesses and this group embraces that by involving
everyone – sons, daughters, cousins, anyone involved
in the business that is in the family. We will share
ideas and have educational seminars targeting family
networking and succession of the family business.”
In addition to the educational seminars and the
LARA Luncheon on Friday, the Exposition Hall re
mains in full swing Friday afternoon, so recyclers
can continue their visits with vendors. The ARA
Annual Awards Dinner and Gavel Passing caps off
the evening and features the recognition of industry
pioneers, contributors, and achievers – as well as
FUNdraising during the Educational Foundation’s
Magical Mystery Tour, and live auction.
Although the last day of the convention and exposition, Saturday promises more great educational
sessions, such as, “Computers: Adapting Business for
Results,” and “Competing for Customer Loyalty.” It
will be recycler attendees’ final opportunity to meet
with exhibitors, learn of their products and services,
as well as to build new business relationships.
Grand Finale
Saturday evening, attendees are offered the opportunity to participate in a private event at the
NASCAR Sports Grille located at Universal CityWalk
at an additional cost of $65 adults and $40 children
(11 & under), above convention registration fees.
Traveling in style aboard deluxe motor coaches, partakers of this fun activity will be dropped off at
Celebrity Circle at Universal’s CityWalk. Delectable
dining in ARA’s private area, Victory Hall, is on tap
for the evening, and step outside to Victory Veranda
to see the excitement of one of Orlando’s top tourist
areas – CityWalk.
Attendees will also receive 2-hours of unlimited
play in the Speedzone Gameroom and final hours to
chat with their friends. Following ARA’s private
event, each attendee will receive a wristband granting
complimentary access to CityWalk clubs. (Visit www.
citywalkorlando.com for
a listing of all activities.)
For those wishing to
return to Gaylord Palms,
there will be transportation back to the hotel
with the last bus departing at 9:00 p.m. Those
who decide to explore the excitement
of CityWalk a little longer will be
responsible for their own transportation back to the Gaylord Palms.
Magic in Your Hands
As you can see, this event promises a lot of activity
for all. Attending will surely inspire you to go to the
next level, whatever you determine that will be.
For more information on ARA’s 69th Annual
Convention and Exposition, check out www.ara
expo.org often for updates. There you can find additional information on educational sessions, spouse
tours, off-site activities, sponsors, exhibitors and
more. We’ll see you in Orlando! ■
Michelle Keadle-Taylor is a freelance writer based in Northern Virginia.
Focus on
SAFETY
Safe
A
new ARA Safety Committee, established
in April, aims to educate members on
how to provide a safe workplace for their
employees and ensure that their facilities
meet the regulatory requirements of the
U.S. Occupational Safety and Health
Administration (OSHA). The committee, chaired by Immediate Past President,
Doug Reinert, is made up of twenty
members from over ten different states.
It includes auto recyclers with businesses
of ten to over 100 employees, as well as
environmental and safety consultants
and directors, a regional director and an
affiliate representative.
iStockphoto.com/gobyg
“We’re finding that to become OSHA compliant and safety conscious doesn’t take a lot of
money, but it takes some time,” said Doug
Reinert, Safety Committee Chair. “The Safety
Committee is not only giving more information
on regulations but providing solutions and safety
tips as well. Sometimes it can seem daunting to
recyclers to think about taking on some projects
that might take three months to complete, but
we’re finding that many things can be done in
two weeks or less, or even in one day.”
Mode
ARA’s newest committee is dedicated to keeping you fine-free.
The Safety Committee has been very active since
its inception with bi-weekly telephone conferences.
It has made great strides in educating committee
members on the requirements of OSHA and helping them understand why they are being fined,
how to work with OSHA to possibly reduce the
fine, and how to resolve and prevent the problem
from happening again.
“During our first meeting we discussed ARA’s historical safety efforts and we did an overview on current-day OSHA,” said Betsy Beckwith, ARA’s staff liaison supporting this committee. “Since that meeting
we have agreed that our committee will be sending
out our own version of the top ten safety violations
that OSHA records for automotive recycling facilities,
along with safety tips on how to avoid them.”
The committee communicates regularly with
ARA University(ARAU) Managing Director Ginny
Whelan who promptly added 15 OSHA 30-hour
safety courses to the current courses available
through ARAU (www.arauniversity.org). These
courses cover the top ten violations plus more.
They are also developing a new safety database
that will be populated with the safety managers,
not necessarily the owners of the business, and are
working with the C.A.R. program to make sure its
safety manual includes a page stating OSHA
requirements and links to our tips and information
as well as to other websites that could help a recycler resolve the problem.
Another task facing the Safety Committee is utilizing various media to get the information out to
as many safety managers as possible. The committee plans to put the top ten safety tips in newsletters,
email blasts and other sources of media to keep
the information before recyclers on a continual
basis, not just for 30-90 days.
“We’ve got a great committee with a
variety of members and industry consultants and we are looking to get the
information out to the affiliates as
well,” said Reinert. “Some of this need
for more information is driven by
OSHA, but so much of it ties back to
business insurance and safety plans.
As you train your staff and get them
involved implementing various safety
and OSHA requirements you build
employee confidence in your commitment to
their safety. You also reduce workers comp and
business insurance claims while continuing to
become more OSHA compliant one day at a time.
“I would like to encourage everyone to read the
articles we send out via e-mail and in Automotive
Recycling magazine,” says Reinert, “keeping an
open mind as we seek to provide not only the protocols but solutions to them. We are also seeking
vendors to help us to meet regulations, using
ARA’s BizUnite discounts.” ■
You can also
reduce
workers comp
and
business
insurance
claims.
Focus on
SAFETY
ARAU New 30 Hour
Safety Courses
Helps Combat
OSHA’s Top Ten List
Aerial Lift Safety
Back Safety
Bloodborne Pathogens
Electrical Safety
Shock Proof
Hearing Safety
Hoist and Sling Safety
Hot Work Safety
Intro to OSHA
Lockout/Tagout
Machine Guarding
Process Safety Management
Safety Orientation
Walking/Working Surfaces
Welding Safety
Go to www.arauniversity.org
for details.
2011 LKQ Citation
Hot List
FORKLIFTS/ORDER PICKERS
LOCKOUT/TAGOUT
AIRBAGS
HAZ/COM
CRANE/HOIST/FLOOR LIFT
EQUIPMENT SAFEGUARDS
FIRE PROTECTION
ELECTRICAL
GENERAL PREMISIS
HEARING CONSERVATION
ADMINISTRATIVE
C.A.R. Safety Standards
1) Utilization of basic personal protective equipment including gloves,
hard hats, safety shoes, safety clothing, safety shields and goggles, when
required.
a. Personal Protective Equipment (PPE) also requires written PPE plan
2) OSHA approved 15-minute eye wash station(s) readily accessible near corrosive materials (i.e. battery storage, processing, and recharge areas).
a. Annual written Emergency Eye Wash Protection Plan & logged inspection
b. Grainger gives ARA discount (they distribute best hard-plumbed model)
3) Readily available, appropriately typed, and fully charged fire extinguishers.
4) Company will administer and sign the C.A.R. Torch-use Education &
Orientation Protocol prior to an employee’s use of a cutting torch.
5) A properly stocked first aid kit that is in close proximity to the dismantling
areas, and is adequately sized for the number of employees in that area.
6) Adequately sized Spill Kit(s) are available in close proximity to the storage
and/or removal areas of the fluids listed in the environmental standards
section of this application.
7) Self-Service facilities have posted safety reminders for customers.
8) A safety program in which a particular individual is in charge of regularly
scheduled safety meetings and safety inspections. Name of safety supervisor
must be listed on the front of this application.
Data in the
Cloud
W
ith the economic recession somewhat behind us,
markets are poised for growth yet again. As fast-growing companies achieve greater market penetration
and gain more customers, they face the challenge
and opportunity of expanding to new locations and
efficiently growing their business. They must be able
to effectively manage their sales teams and channels
and improve back-office efficiency, while ensuring
high levels of service for customers.
iStockphoto.com/pressureUA
The benefits of
running your
business on the
latest trend in
computing and
what to look for in
a cloud provider.
Part 1
Focus on
iStockphoto.com/LevKing
TECHNOLOGY
To take advantage of these opportunities, companies need to assess
whether their existing business
applications footprint for accounting, sales, service and other functions will effectively support the
growth of the business. Many businesses that
started out with ad hoc, standalone applications
will determine they need to upgrade to a more
flexible platform to support continued growth.
Cloud computing is a compelling option for
many small and mid-sized businesses (SMBs), as
well as larger enterprises, as it offers low cost of
entry and ownership and faster time to market
compared to traditional on-premise business software and servers. According to IDC, software-as-aservice (SaaS) solutions are set to grow six times
faster than all software, and they’re expected to
show compound annual growth (CAGR) of
around 26 percent through to 20141.
Organizations that opt for a cloud strategy face
an additional consideration – whether to use individual cloud systems for key processes such as
finance, customer relationship management
(CRM), and e-commerce, or use an integrated
suite that covers those functions and more. It’s
important to recognize that while the cloud model
resolves many problems of on-premise software,
cloud applications as standalone silos can introduce
inefficiencies, integration challenges, and IT and
administrative overhead of their own.
The Risk of Fragmentation with Cloud Silos
Without integration among cloud applications,
business users may still be forced to navigate multiple applications and data repositories of data for
their everyday activities – slowing down processes
and reducing the agility the company needs to
grow. Consider the following implications of siloed
cloud applications:
• If multiple cloud applications are implemented,
data fragmentation still exists. Overlapping data1 Source: IDC: Worldwide Software as a Service 2010-2014 Forecast: Software Will Never Be the Same
bases must be consolidated and reconciled to
create a comprehensive and consistent view. In
effect, the on-premise software hairball has simply
been transferred to the cloud.
• Each application has its own style of configuration. User efforts to adapt the software to their
needs can be hampered as they try to keep track of
multiple methods of configuration.
• Getting a comprehensive picture of how people
are using the software is difficult because multiple
applications must be monitored.
• End-to-end processes are difficult to manage
because they must be integrated across multiple
applications and databases.
Advantages of Integrated Cloud Applications
To avoid these limitations, it is essential to have
a collection of cloud applications that are integrated around a single codebase and database, and
which contain an integrated business process perspective. Characteristics of such a system include:
• Enterprise Resource Planning (ERP), CRM,
human resources, e-commerce, warehouse management, project management, and customer service applications function atop a shared application
stack and database.
• Business processes easily flow from one application and department to another – from sales
quote to order, or from procurement to final vendor payment.
• A single repository for real-time reporting
enables everyone to see a shared view of the business – no need for an expensive data warehouse.
• Self-service analytics and reports can easily be
customized and extended.
The underlying platform can be easily customized to the needs of the business and its industry, and enables the application to evolve as the
business changes. An integrated cloud business
suite also improves IT productivity compared to
siloed cloud solutions:
• Expanded awareness: Ease of information access
means that everyone can get the information they
need without continually making IT requests.
• Process efficiency: Process automation flows
from department to department across applications built to work together, eliminating the need
for expensive and error-prone application integration work.
• Accelerated innovation: Because information
and process changes can be implemented quickly,
often by users themselves, line of business organi-
zations are able to innovate themselves rather than
depend wholly on IT.
• Business and IT alignment: Data and process
automation can be easily delivered when and
where it is needed, unfettered by technical limitations.
Best Practices for Running Your Business
in the Cloud
What is lost in many discussions of cloud computing is the notion of how fixing the problems
with the on-premise deployment model does nothing to address the challenges of integration,
improving process automation, and providing unified, consistent information.
To gain the maximum benefits of cloud business
management, companies in the SMB space need
a single cloud system that integrates ERP functionality with CRM, HR, and e-commerce. Such a system should support business user customization
and promote process efficiencies and the alignment of IT with business needs. It should also supply real-time reporting and analytics for expanded
awareness, and a world-class data center featuring
strong disaster recovery and data security capabilities. Let’s examine each of these areas.
User-Driven Innovation and Customization:
The power to customize should not only be in
the hands of the IT department. A cloud solution
that empowers everyday business users to tailor
applications to their needs allows users to apply
their business function expertise. Meanwhile, IT
staff is liberated to focus on innovation and
strategic initiatives that can add value to the bottom line.
Business Application Development Platform:
With a single cloud customization platform, IT
departments can quickly build innovative, end-toend business applications. Customers should also
have available a vendor-sponsored network of
complementary third-party applications to enrich
and extend cloud applications.
Importantly, the cloud vendor should be able to
carry forward any customer-made customizations
as it rolls out upgrades to its suite, with no re-engineering or manual effort required.
Focus on
iStockphoto.com/andylin
TECHNOLOGY
Process Efficiency: Empowering users leads to
efficiency as well as innovation. When users can
change the way they work directly, without having
to wait in line for IT to do everything for them,
business processes run faster and smarter. Studies
show that customers migrating from unintegrated
legacy and custom accounting systems and moving
to one central accounting system can expect to
accelerate financial close times by 20%-50%.
Automating processes enables companies to eliminate or redeploy staff and avoid new hires. For
example, one company required a full-time person
who did nothing but print out labels for merchandise as salespeople entered orders. Integration
between CRM and inventory management applications eliminated the need for the position, saving
the company $25,000 a year. Another company
used a cloud inventory management application to
increase inventory turns by 50%. This also freed up
cash that was tied up in non-performing inventory.
Aligning IT with Business Needs: In most companies, the line to get help from IT to change business applications is so long that people give up
trying. Only the biggest ideas with the biggest payoffs make it worth enduring the wait and expense.
But as the lean manufacturing principle of kaizen
has shown, huge gains can be made from making
many small improvements.
In the best cloud models, IT staff can devote
their time to improving the business, rather than
trying to solve integration and other headaches.
IT shifts from being an interchangeable commodity to a differentiator.
Reporting and Analytics for Expanded Awareness: Real-time business intelligence is important
in making informed decisions. You can instantly
look at metrics from many sources – the number
of hits to your website, the number of orders
placed, or the current bank balance. This information can be accessed instantly from almost anywhere, with no extraction cycle. The result:
expanded awareness of important information.
When staff is better informed, they make better
decisions.
In traditional ERP systems, getting a single view
of a customer is a major undertaking that might
involve several databases and a business analyst,
consultant, or a special software product. Many
companies invest in elaborate systems to collect
data from applications nightly or weekly to create
a single data warehouse for reporting and analysis –
almost always an extremely costly and complex
undertaking.
The better, more efficient option is to have a
unified and consistent database. This allows
employees to do a single search on a customer
and see what they are buying, how much they
paid, and their order status. This information
should be available to the front-line staffers who
need this information in real time.
The Benefit of a World-Class Data Center
One of the biggest benefits of using a cloud vendor is its ability to provide customers with a worldclass data center that meets the highest standards
of reliability but also are so secure that companies
can confidently present a broader face to the
Internet and include partners and customers as
users of business applications.
Clients are understandably concerned about
data security. Knowing that their business success
depends on this, the best cloud providers have
processes and procedures in place to ensure
secure client data. Before selecting a cloud solution, ensure the vendor has undergone independent reviews to validate its processes.
Key certifications to look for include:
• SAS 70 Type II. Make sure your vendor fully
complies with SAS 70 Type II standards. This indicates that the American Institute of Certified
Public Accountants or its designees have conducted
an in-depth audit of the vendor’s controls and
safeguards. When cloud customers are audited,
they can provide a SAS 70 Type II Service Auditor’s
Report to the auditor as a substitute for auditing
your cloud vendor’s controls and procedures.
Without SAS 70 Type II compliance, companies
are likely to incur additional costs because they
must send auditors to the cloud vendor to analyze
controls and procedures.
• EU-Safe Harbor compliant. U.S.-EU Safe Harbor is a key process for U.S. companies operating
in Europe. It certifies that companies comply with
the EU Directive 95/46/EC on the protection of
personal data. The seven Safe Harbor Principles
are designed to prevent accidental information
disclosure or loss of consumer data. Cloud
providers should also adhere to the Safe Harbor
Privacy Principles published by U.S. Department
of Commerce with respect to personal data about
individuals in the EEA that the vendor receives
from our subsidiaries, customers and other business partners.
• PCI Data Security Standard. PCI Data Security
Standards for consumer data govern security management, policies, procedures, network architecture, software design and more. Established by
firms such as Visa and American Express, these
standards are continually refined and strengthened, and companies can lose PCI certification if
they fail to meet requirements. Some cloud ven-
dors provide 3D Secure credit card authentication,
also known as Verified by Visa and MasterCard
SecureCode.
These standards are beyond the reach of most
on-premise providers, but the best cloud providers
have PCI certification. Auditing and certifying
these levels of compliance is simply too onerous
for most companies that operate in-house ERP systems.
Disaster Recovery and Business Continuity
Cloud computing vendors should understand
that they cannot simply ask their customers for
trust. It is important to plan for the worst-case scenario. Such planning is the domain of disaster
recovery and vendors should provide a variety of
options to prevent disasters and to provide business
continuity if disaster strikes.
• Infrastructure: The best cloud systems are
architected with multiple layers of redundancy to
ensure service continuity even if one or more elements fail. All data is stored immediately in multiple locations, with daily hot backups to ensure
Focus on
TECHNOLOGY
Yes - or No?
you are technologically inclined, you surely have heard of cloud computing as it becoming rampant in the market today. Many business
owners find it cost effective and that is why those who are into it are
growing in numbers. In case you are not yet aware, cloud computing is the
use of online-based services to support various business processes. However,
before you finally decide to use cloud computing, it would be nice to first be
aware of its pros and cons.
If
The different types of Cloud Computing
Before we proceed on to the pros and cons of cloud computing, let us first
familiarize the different types of it. Cloud computing comes in three different
categories, which include the following:
• Infrastructure-as-a-service – this service is offered to users so they can
have Remote Control Software on their computers without the need to purchase servers, software, data center space, and network equipment.
• Platform-as-a-service – this is the type where vendors provide and
manage the operating system, database and all that are needed to run a particular platform.
• Software-as-a-service – with this type, users need not to purchase software licenses because the vendor will provide it.
Cloud Computing Pros
Cloud computing has various benefits that users will definitely love. A few
of these benefits include:
• Cost Reduction – cloud computing can reduce the paperwork, transaction cost, hardware cost, and IT staff.
• Scalable – like electricity, water and pay-as-you go phones, some cloud
computing services are billed based on the amount of usage. Therefore, you
only pay for what you really use and can easily upgrade your service without
having to make costly additions to hardware or software.
• Right level for the right size of business – cloud-computing services are
available in small and mid-sizes. This will reduce cost on software licenses
like remote control software as well as server cost.
• Easier to collaborate – with cloud computing PC Remote Access is also
possible. Meaning, users can access anywhere, anytime, thus can be collaborated with remote employees.
Cloud Computing Cons
Despite the numerous advantages, there also some disadvantages for
cloud computing. A few of them are:
• Availability – cloud service can be down at times, which could affect
users a lot more as programs run on the server rather than on each individual workstation.
• Data mobility and ownership – once decided to cut the serviceHealth
Fitness Articles, users are not sure if they will get their data back
• Privacy – users are unaware how the collected data will be used.
— By Phillip Presley
quick data restoration in case of emergency. In
addition, all customer data is backed up on tape
media daily and stored in a safe facility. Data
centers are equipped with backup power batteries
and generators, seismic bracings, and an Internet
connection of up to three 1 Gbps pipes. This
redundancy ensures round the clock connectivity
with no bottlenecks; in fact, with this design, two
pipes could fail with no impact on users.
• Application security: Any cloud system should
be designed to be safe from Internet attacks. All
servers should be protected by a firewall that
allows access only via specific protocols and methods. It should be securely designed with segregated
networks, load balancers, denial of service countermeasures and application-layer filters. All transactions should be protected by 128-bit SSL, the
same strong encryption used by large banks and ecommerce companies.
• Physical security: Access to the facility.
• Advanced disaster recovery: In rare cases, customers may require exceptional safeguards outside
the scope of the cloud vendor’s data integrity
models, such as dedicated redundant hardware or
replication of data to a client’s remote data center.
Cloud vendors should arrange to provide such
safeguards for such companies.
Conclusion
For rapidly growing and mid-sized businesses,
the resources required to maintain and grow an
IT infrastructure to support the needs of the business can be enormous. Cloud computing is often
seen as a cost-effective and quick-fix solution, but
businesses must be careful not to repeat the same
mistakes of the past and end up with another
applications hairball, albeit one running in the
cloud.
With the growth of cloud computing, businesses
must take a strategic long-term view of their application footprint – understand how applications
and business processes cross departments and
lines of business, and optimize their applications
architecture around collaboration and process. By
combining an integration applications strategy
with cloud delivery, businesses can position themselves for efficient and cost-effective growth, and
improved competitiveness. ■
NetSuite is the world’s leading provider of cloud-based business management software. NetSuite helps companies manage core business processes
with a single, fully integrated system covering ERP/financials, CRM, e-commerce, inventory and more. www.NetSuite.com © Copyright NetSuite 2011.
All rights reserved. Find out more, contact NetSuite, Inc. at 1-877 NETSUITE.
International
AUTO RECYCLING
Global
Opportunity
Rising
CARS and IRT prove that it is a
small world of auto recycling.
By Andy Latham
O
iStockphoto.com/Maksim Pasko/v0lha
ver 700 delegates from all over the world arrived in Liverpool for the
CARS Show, featuring the International Roundtable on Auto Recycling.
Guests from Japan, Malaysia, Australia, India, Brazil, United States,
Canada, Europe, and the UK enjoyed Lancashire hospitality, which
included food, drink and, of course, plenty of rain.
The international visitors were treated to a tour of the JCB World
Headquarters. JCB – a UK success story as one of the world’s top three
manufacturers of construction equipment – began in 1945 with one
product, and is now a multi-billion dollar business, producing over 300
different models. With factories all over the world, they employ over
10,000 people, yet is still family-owned and operated. They served as the
main sponsor of the CARS Show.
Once the tour and equipment demonstration was
complete at JCB, they moved some of the vehicles
used to Hills Salvage and Recycling Ltd., where the
CARS Show was being hosted for the weekend, in
order that they could be further used for demonstrations. Attendees explored the indoor exhibition
area, the outside main demonstration area, where
vehicles could be seen being de-polluted, crushed,
or head into in the ‘big boys toys’ arena, where cars
were literally being pulled apart by Overtons Auto
Dismantling System.
Every now and then, a loud bang was heard as
Autodrain fired another airbag with their deployment
tool and the sounds of wheel crushers separating
wheels and tires was heard almost constantly. Combilift lost count of how many times they re-arranged
the same three cars on their racking system.
Training seminars gave attendees many opportunities to hear some of the most knowledgeable people
in the industry speak about fuel safety, electric and
hybrid vehicle dismantling, profit, sales, green parts
and much more. The trade show was supported by
International
AUTO RECYCLING
over 50 of the biggest names in the industry,
including Manitou, Vortex Depollution,
SEDA, Green Car Depollution, Crowe
Environmental, Actual Systems, Car-Part.
com and others.
Views from the show.
World Talks
The International Roundtable held two
sessions during the event, receiving news
and updates from country representatives
and industry specialists. It was during the
country reports that perhaps the most memorable comment came. Captain Mohan
Ram, representing India, spoke about his
country’s desire to have a full end-of-life
vehicle industry, explaining that India has
many producers of vehicles, but very few
businesses that take vehicles out of use.
It was very clear that all the countries represented are facing similar issues back
home: lack of enforcement, poor legislation,
and too many illegal operators who drive
salvage values up. As an industry, the need
to take a stand locally, nationally, and internationally to eradicate these undesirable
activities is imperative, and failure to do so
will impact all genuine law abiding auto
recycling businesses. No one could achieve
this individually, rather a collective effort
from many is needed to make a difference.
The specialists reports to the IRT included
Paul Fox of EGARA, who highlighted how
auto recycling could change in the next 10
years, and Anja Tomazic from GM Europe
who spoke about the information that man-
ufacturers give to assist auto recyclers dismantle vehicles, and focused on the
Vauxhall/Opel Ampera (Chevrolet Volt)
and its recycling potential in 10 to 12 years.
Steve Fletcher from Automotive Recyclers
of Canada graciously accepted the request
to chair the IRT meetings, and also provided
an overview of the Canadian Auto Recyclers
Environmental Code.
Minoru Gouku from Japan presented a
short video that showed the effects of the
Tsunami in 2011 and the combined efforts
of so many businesses and individuals to
clean up the affected areas. The whole
meeting was very quiet and hushed as this
video played, reflecting on the devastating
toll this natural event took on people, families, and communities.
Social Highlights
The organizers wanted to give everyone
plenty of opportunity for networking and
relaxation. Friday evening found most of us
sheltered from the rain and enjoying food
and entertainment. The live band was
enjoyed by many – especially after England
beat Sweden in the Euro 2012 soccer championships. That same evening, an auction
raised over £10,000 for our chosen charities,
and by the end of the event other fundraising activities boosted that figure to nearly
£14,000.
Football (i.e.; soccer) was the focus of our
attention as we ended the weekend at
Anfield, the home of Liverpool Football
Club. The evening started with a tour of the grounds
followed by a meal and dancing to Imagine, The
Beatles, an excellent tribute band that was enjoyed
by over 150 delegates and guests.
This was the first time that a show of this type has
ever been staged in the UK; one of the aims of the
organizers was that it must be beneficial to the Auto
Recycling industry. From the following e-mail we
received, we think we got it right.
Dear Andy & the CARS Team
Just wanted to congratulate you on the success of the CARS
event. It was fantastic to see the industry being pulled
together from all dimensions.
The event gave us a good opportunity to explore and compare new equipment while proving a great networking opportunity. The seminars I managed to attend were also invaluable, hearing from such knowledgeable figures in the
industry, which really made me step back and evaluate the
way in which we operate our business.
We left the show with a complete buzz not only from what
we had learn, but of what we wanted to achieve.
Thank you so much and congratulations once again. The
hard work really paid off!
I must also pay tribute to Ian Hill and all the staff
at Hills Salvage and Recycling Ltd. who hosted the
event and worked so hard to clear and clean the
space for the show. They had to move over 900
motorbikes to clear the indoor arena – erecting
stands, hanging banners, cleaning, sweeping, and
then emptying bins, welcoming delegates and guests,
and serving food and drink during the show, all the
time wearing a smile. Every visitor commented on
the quality of the yard, the operation, and the staff,
and those that were able to get on the yard tour
raved about the operation that Ian has built, a facility
that is possibly the best in the UK, and certainly
matches some of the best around the globe.
Please allow me to finish with the one word e-mail
that was received from Steve Fletcher.
Brilliant! ■
Andy Latham is Compliance Manager for Bluecycle, one of the UK’s leading
online salvage auction and auction technology specialists. They have been
trading for over 10 years and specialize in car salvage, end of fleet, motorcycle, plant, equipment and commercial salvage, selling hundreds of vehicles each week throughout the world. Andy is a motor vehicle engineer
who has been working in the industry for 33 years, starting as an apprentice, moving into senior management before joining the UK’s biggest insurer
and subsequently Bluecycle.
Spotlight on
EXCELLENCE
Brothers
Auto Parts
The Right Parts, The Right Price, Right Now!
B
rothers Auto Parts, ideally located on 15 acres within the city limits of
Indianapolis, Indiana, had its beginnings as a story of two brothers working side by side to own and run successful auto body repair shops. Today
that story continues with a son and a nephew who are as close as brothers, working side by side as a successful family business to conquer the hurdles facing the automotive recycling industry one by one.
First, some history. Carl Johnson and his brother,
Jerry Johnson, started Brothers Body Shop, an auto
body repair shop in 1957. Their business grew and
eventually they owned and managed three shops.
Carl began working in the body repair business when
he was 16 years old. After many years of running several big body shops he decided to sell the shops to a
large consolidator in order to try something different,
and entered into the auto salvage business.
“I was tired of working in the same business for all
of those years,” said Carl Johnson. “I thought since the
auto salvage was somewhat related it would be easy,
which was not the case.”
Carl purchased a previously-owned salvage yard on
the west side of Indianapolis and Brothers Auto Parts
was established in 1986. Three years later, he bought
an additional location within the city limits. He suc-
50 Automotive Recycling | March-April 2012
cessfully ran both locations for several years before selling the first location.
Currently, the Brothers Auto Parts location houses
three main buildings. The newest, built in 2001, features a dismantling bay, and a small parts storage and
inventory bay.
Brothers Auto has 25 employees and a local delivery radius extending throughout the entire state of
Indiana into western Ohio, eastern Illinois, stretching
into the Louisville, Kentucky area, as well.
Carl’s son Jeremiah joined the family business in
1998 and is now the General Manager, responsible for
purchasing inventory.
“Growing up, I would work at the yard during every
summer and school break and Dad used to make me
pick up bolts and trash in the yard,” said Jeremiah. “I
have done just about every job here except disman-
tling. After attending college for a year and a half, I
realized it was an incredible opportunity for me to get
involved in the business in a more prominent way.”
Jeremiah’s nephew, Branden Ashburn, joined the
team six years ago after graduating from college. After
college he managed a large auto reconditioning company and brought that valuable experience to
Brothers Auto.
“Branden plays a key role in the business,” said Jeremiah. “He’s like a brother to me — we are close in age,
as well. He helps run the business and is an outstanding sales manager.”
Carl reportedly tried to retire to Florida – but that
lasted only about three months – so he is still actively
involved in the business and runs loaders and does
deliveries, as well as gives input into the overall direction of the business.
“I like to draw off my Dad’s experience,” said
Jeremiah. “It would be foolish to not listen to him after
the success he has had with his businesses over the
years. Yet, he still definitely lets me make mistakes from
time to time so that I learn from them.”
What could have been considered a challenge for
some small auto recyclers became a turning point for
Brothers Auto according to Jeremiah.
“With buyers groups and consolidation becoming
more popular, it prompted us to differentiate our-
Brothers Auto Parts team (left to right): Branden Ashburn, Carl Johnson and Jeremiah Johnson. A view of the yard, above.
selves,” said Jeremiah. “We’ve always been on the cutting edge of change – we were the second yard in
Indiana to install Hollander way back in the eighties.
So, it gave us an opportunity to develop and strengthen our business even further. We kept improving on
quality, using ARA damage codes, and improving our
inventory database.”
According to Jeremiah though, their most pivotal
decision was to join with other yards to create a network of strong partners and thus increasing their
March-April 2012 | Automotive Recycling 51
Spotlight on
EXCELLENCE
access to quality inventory as well as their ability to
compete with the big consolidators on delivery times.
Brothers Auto became a PRP Midwest member five
years ago, back when it was still called QRP. PRP
Midwest is now linking into PRP Northeast’s network
which expands Brothers Auto’s coverage and buying
power into the Northeast and Mid-Atlantic region.
“By joining with other auto recyclers we create a
much bigger force than on our own,” said Jeremiah.
“If I can buy a part from Connecticut and deliver it in
two days, that makes my business all the more competitive. In a day and age when it is getting tougher
and tougher to find quality salvage, it is vital that we
network with as many recyclers as we can to be able
to meet our customers’ demands. Brothers Auto has
built its business around not saying “no” to customers
and our partnering with other recyclers has allowed
us to buy quality parts for them.”
When it comes to challenging moments in Brothers’
history, Carl, Jeremiah, and Branden each have their
own view.
For Carl, undoubtedly some of the most challenging times were getting the yards started and growing
it into a successful family business.
For Branden it’s been developing the sales team to
reflect the changing times.
“The most challenging part in our history has been
to evolve our sales staff into being more professional,”
said Branden. “Back in the day you could just tell the
customer, “We have the part you need, so come and
get it.” Now we have to have great customer service
and bend over backwards for our customers, or they
can simply call someone else. I have enjoyed this challenge and feel like we currently have a great sales
staff.”
For Jeremiah, the most challenging part of the business now and in the future is finding good quality salvage. As the one who is in charge of buying inventory,
his greatest concern is securing good salvage and seeing cars retired and not put back on the road when
they shouldn’t be.
“I think we need a strong advocate in Washington
D.C. and all of us recyclers need to put more money
into backing such efforts,” said Jeremiah. “The seri-
ous issues such as procurement of inventory need
someone lobbying on our behalf, which is where the
efforts of ARA come in.”
Finding quality salvage is one part of staying competitive in the future, and staying competitive is what
Branden feels Brothers Auto’s biggest challenge in the
future will be.
“The most challenging part in our future is going
to be to continue to find ways to separate ourselves
and do things better than our competition,” said Branden. “Talking with other
owners and managers at conventions is
a vital part of keeping up with competition and accomplishing this goal.”
As they look to the future, Brothers
Auto knows the importance of joining
other auto recyclers and working together to strengthen not only their own businesses, but the industry as a whole.
As for the near future, particularly this
summer, they look forward to developing their customer relationships.
“We are continually building our relationships with our customers,” said
Jeremiah. “I give local boy scout groups a yard tour
several times a year and we do monthly promotions.
Several times a year we do customer raffles where we
have given away race tickets, gift cards, meals, and
even cruises. During the summer all of our delivery
trucks carry a large cooler and we give away drinks
at all of the stops. We go through lots of Gatorade
and soft drinks during the summer heat!” ■
Certified News
Gold Seal Program
LIKE THIS PAGE! www.facebook.com/GoldSealAutoRecyclers
Approved Gold Seal Participants
A & P Auto Parts, Inc.
A-1 Auto Recyclers
AAA Auto Salvage, Inc.
ABC Auto Parts & Sales, Inc.
Aberdeen Used Cars & Parts
Albuquerque Foreign Auto Parts
Algar, Inc. dba Grade A Auto Parts
All Auto Parts Co.
All Foreign & Domestic Used Auto Parts, Inc.
Al’s Auto Parts, Inc.
American and Import Auto Parts
Automotive Parts Solutions
B & B Auto Parts & Salvage, Inc.
B & B Auto Salvage, Inc.
B & M Auto Sales & Parts, Inc.
B & R Auto Wrecking
B Auto Parts
Badger Motors
Baird’s Auto Parts, Inc.
Bay Auto Parts
Bessler Auto Parts
Bionic Auto Parts & Sales, Inc.
Blenkhorn’s Auto Recyclers, Ltd.
Bow Auto Salvage, Inc.
Brothers Auto Salvage Yard, Inc.
Brown’s Auto Salvage
Butler Auto Recycling, Inc.
BW Auto Dismantlers, Inc.
C & H Salvage Corp.
Calumet Auto Salvage, Inc.
Car World, Inc.
Carcone’s Auto Recycling
Central Auto Recycling, Inc.
Centre De Recyclage Universel (1981) Ltee.
Cocoa Auto Salvage, Inc.
Columbia Auto Parts
County Line Auto Parts
Cousineau Auto Parts, Inc.
D. A. Auto Parts, Ltd.
Decatur Auto Parts, Inc.
Denton County Auto Salvage
Diamond Auto Parts
Don’s Automotive Mall, Inc.
Eiss Brothers Auto Parts, Inc.
Elmer’s Auto, Inc.
Erie Vo-Vo, Inc.
Foreign Auto Salvage
Freeman’s Auto Salvage Center, Inc.
Goyette’s, Inc.
Grimes Truck & Auto Parts, LLC
H & H Auto Parts & Salvage, Inc.
Hanser’s Automotive & Wrecker Company
Hickman Motors, Inc.
Highway 54 Salvage, Inc.
J.C. Auto & Truck Parts
Jantz’s Yard 4 Automotive, Inc.
Jerry Brown Auto Parts Center, Ltd.
Jerry Carney & Sons, Inc.
John’s Auto Parts
Junior Sinn Auto Parts, LLC
Kadinger’s II
Kadinger’s, Inc.
Kadinger’s, Inc.
Kelly Auto Parts
Kirchhayn Auto Salvage, Inc.
Lacy Auto Parts, Inc.
Lecavalier Auto Parts, Inc.
Cicero
Rapid City
Rosemount
Blue Island
Aberdeen
Albuquerque
Louisville
Fontana
Columbus
Trevose
Sterling Heights
Rockville
Oklahoma City
Rapid City
Waukesha
Corvallis
East St. Louis
Wisconsin Rapids
Fairdale
Green Bay
Wilder
Chicago
Brookside
Bow
Indianapolis
Bomoseen
Pensacola
Roseville
Campbell Hall
Milwaukee
Candia
Aurora
Syracuse
Val D’Or
Cocoa
W. Columbia
Kingsville
Weston
Dumfries
Decatur
Denton
Fond Du Lac
Binghamton
Watertown
Fountain City
Whitesboro
Ft. Wright
Joplin
New Bedford
Grand Prairie
Sussex
Billings
Hickman
Trenton
Monroe City
Kenosha
Queensbury
Ames
Blaine
Cape Girardeau
Barron
Cadott
Downing
Faribault
Cedarburg
Charles City
Ste.-Sophie
NY
SD
MN
IL
NC
NM
KY
CA
OH
PA
MI
MN
OK
SD
WI
OR
IL
WI
KY
WI
KY
IL
NS
NH
IN
VT
FL
CA
NY
WI
NH
ON
NY
QC, CAN
FL
SC
MO
WI
Scotland
IL
TX
WI
NY
NY
WI
NY
KY
MO
MA
TX
WI
MT
KY
TN
MO
WI
NY
IA
MN
MO
WI
WI
WI
MN
WI
VA
QC, CAN
Lewis Auto & Truck Parts
LKQ Advanced Auto Recycling
LKQ Auto Parts of Central Texas
LKQ Auto Parts of North Texas, LP
LKQ Auto Parts of South Texas
LKQ Midwest Auto Parts
LKQ of Michigan, Inc.
LKQ of Nevada, Inc.
LKQ of New Mexico
LKQ of Southern California
LKQ Potomac German Auto
LKQ Preferred
LKQ Smart Parts, Inc.
LKQ Star Auto Parts, Inc.
LKQ Triplett ASAP, Inc.
LKQ West Michigan
Logel’s Auto Parts
M & M Auto Parts, Inc.
Metro Auto Recyclers
Midway Auto Parts, Inc.
Miller’s Auto Recycling (1992), Ltd.
Mitchells Auto Parts dba
Chuck & Eddies Used Auto Parts
Morris Rose Auto Parts, Inc.
Morrisons Auto, Inc.
Nordstrom’s Automotive, Inc.
Northwest Auto Parts
Olston’s Auto Recyclers
Pam’s Auto, Inc.
Parts Unlimited, Inc.
Peacock Auto Salvage, Inc.
Pete’s Auto & Truck Parts, Inc.
Remington Auto Salvage, Inc.
Rhine Auto, Inc.
Rhodes Auto S/S/S, Inc.
Ridge Road Auto Parts
Riteway Auto Parts, Inc.
Robertson’s Auto Salvage, Inc.
Rockford Auto Parts, Inc.
Sandhill Auto Salvage, LLC
Schram Auto Parts
Sharp Auto Parts, LLC
Shroyer’s Auto Parts
Snyder’s Recycled Auto and Truck Parts
Sonshine Auto Parts
Spalding Auto Parts, Inc.
Speedway Auto, Ltd.
St. James Auto & Truck Parts, LLC
Stadium Auto & Truck Parts, Inc.
Stafford’s, Inc.
Standard Auto Wreckers
Stoystown Auto Wreckers
Stricker Brothers, Inc.
Tolpa’s Auto Parts
Tom’s Foreign Auto Parts
Toomer Enterprises, LLC dba Doggett Auto Parts
Trails End Auto and Truck Salvage, Inc.
Viking Auto Salvage
Walt’s Auto, Inc.
Waterloo Auto Parts, Inc.
Wayne Auto Salvage, Inc.
Weller Auto Parts, Inc.
West Side Auto Parts, Inc.
Wilbert’s, Inc.
Woodfin Honda / Pick and Save
Yancey Auto Salvage
Y-Yard Auto & Truck, Inc.
Topeka
Cumberland
New Braunfels
Hutchins
Houston
Omaha
Wayne
North Las Vegas
Albuquerque
Santa Fe Springs
Frederick
Conway
Hustisford
Janesville
Akron
Holland
Kitchener
Stafford
Valparaiso
Kansas City
Fort Erie
KS
RI
TX
TX
TX
NE
MI
NV
NM
CA
MD
AR
WI
WI
OH
MI
ON
VA
IN
MO
ON, CAN
Plantsville
Kalamazoo
Edgerton
Garretson
Anchorage
Lincoln
St. Cloud
Pearland
Macon
Jenison
Eau Claire
Plymouth
Streator
Cleveland
Phoenix
Wareham
Rockford
Tama
Waterford
Stillwater
Lansing
Holland
Cumberland
Spokane
Joliet
St. James
Denver
Montgomery
Toronto
Stoystown
Batavia
Remsen
Waterbury
Bryan
Des Moines
Northfield
Springfield
Waterloo
Goldsboro
Grand Rapids
Laurel
Webster
Midlothian
Perry
Effingham
CT
MI
WI
SD
AK
NE
MN
TX
GA
MI
WI
WI
IL
OH
AZ
MA
IL
IA
MI
MN
MI
TX
ON
WA
IL
MO
CO
IL
ON, CAN
PA
OH
NY
CT
TX
IA
MN
OH
IA
NC
MI
DE
NY
VA
MO
IL
Certified News
Certified Automotive Recycler (C.A.R.) Program
Approved C.A.R. Participants
43 Auto Salvage
A & A Auto & Truck Parts, Inc
A & A Auto and Truck Parts, Inc. (North)
A & C Auto Parts & Wrecking Co.
A & T Auto Parts, Inc.
AAAACO Auto Parts, Inc.
Aadlen Bros Auto Wrecking
Ace Auto Recyclers, Inc.
Action Auto Parts, Inc.
All Car & Truck Recycling
All Foreign Used Auto Parts, Inc.
Alliance Auto Parts
Alvin’s Automotive Recycling
American Auto Parts
American Auto Recycling
Auto Parts City, Inc.
B & M Cars & Salvage
Bauer’s Auto Wrecking
Bill’s Auto Parts, Inc.
Bill’s Used Parts, Inc.
Borges Foreign Auto Parts, Inc.
Bowie Used Auto Parts, Inc.
Brandywine Auto Parts, Inc.
Brandywine Truck Parts
Brandywine Two, Inc.
Brooks Auto Sales, Inc.
Bruce Auto Parts, Inc.
Camp Auto Salvage
Central Small Car Salvage
Chuck’s Auto Salvage, Inc.
Clayton Auto Parts & Wrecking, Inc.
Colorado Auto & Parts, Inc.
Compact Auto Parts
Cosmos Ocean County Recycled Auto Parts
Cosner Brothers Auto Parts, Inc.
Counselman Automotive Recycling, LLC
Cousineau Auto, Inc.
Covey’s Auto Recyclers, Ltd.
Danny’s Auto Salvage, Inc.
Denison Auto Parts, Inc.
D-N-J Auto Parts
Dom’s Auto Parts Co., Ltd.
Don Scharf Automotive, Inc.
Doug’s Auto Recyclers, Inc.
Dulaney Auto and Truck Parts of Amarillo, Inc.
Duval Auto Parts
Eagle Auto Parts, Inc.
East Bay Auto Parts, Inc.
Economy Auto Parts
Eden Used Auto Parts, Inc.
Elgin Super Auto Parts and Sales, Inc.
Fireside’s U-Pull It Auto Parts
Five J’s Auto Parts, Inc.
Foreign Car Parts, Inc.
Fox Auto Parts, Inc.
G & R Auto Parts, Inc.
Gary’s U-Pull-It, Inc.
Geiger Truck Parts, Inc.
Glenn’s Auto & Truck Parts
Green Point Auto Parts, Inc.
Higgins Auto Wrecking, Inc.
Hillsboro Auto Wrecking
Hi-way Auto Parts
Hi-Way Auto, Inc.
Horsehead’s Automotive Recycling
I-55 Auto Salvage
J & J Auto Wrecking, Inc.
J & R Auto Recyclers, Inc.
Jeff Smid Auto, Inc.
Joplin
Topeka
Topeka
Cleveland
Hyde Park
Lorton
Sun Valley
Iowa City
Marshalltown
Anderson
Fredericksburg
Woodside
Oakland
Omaha
Gilbert
Gurnee
Sulphur Springs
Fresno
Cumberland
Christianburg
Dighton
Bowie
Brandywine
Brandywine
Brandywine
Oilville
Mechanicsville
Barberton
Brandywine
Douglassville
Clayton
Englewood
Brandywine
Bayville
Troy
Mobile
Antigo
Blandford
Tulsa
Cleveland
Owensboro
Courtice
Eagle River
Coldwater
Amarillo
Forest
Martinsburg
Interlochen
Tulsa
Eden
Elgin
Sandusky
Albuquerque
Upper Marlboro
Belleville
Oklahoma City
Binghamton
Watseka
Houston
Brewer
Bakersfield
Hillsboro
Tyler
Brownwood
Elmira
Channahon
Marshallville
Cedar Springs
Iowa Falls
MO
KS
KS
OH
NY
VA
CA
IA
IA
CA
VA
NY
CA
NE
AZ
IL
TX
CA
RI
VA
MA
MD
MD
MD
MD
VA
VA
OH
MD
PA
OH
CO
MD
NJ
VA
AL
WI
NS, CAN
OK
OH
KY
ON, CAN
WI
MI
TX
VA
WV
MI
OK
MD
IL
OH
NM
MD
MI
OK
NY
IL
TX
ME
CA
OR
TX
TX
NY
IL
OH
MI
IA
Jerry’s Auto Salvage, Inc.
Keiffer Auto Recyclers
Knox Auto Parts & Rebuildable Wrecks
Kress Auto Wreckers
Leesville Auto Wreckers, Inc.
Lems Auto Recyclers, Inc.
Lentini Auto Salvage, Inc.
Lewisville Motor Company, Inc.
Linder’s, Inc.
LKQ - Barber’s Auto Sales
LKQ 250 Auto, Inc.
LKQ A & R Auto Parts, Inc.
LKQ A Reliable U Pull It South
LKQ Arizona (aka: LKQ All Models Corp.)
LKQ Atlanta, LP
LKQ Auto Parts of Utah, LLC
LKQ Barger Auto Parts Nampa
LKQ Birmingham, Inc.
LKQ Brad’s Auto & Truck Parts, Inc.
LKQ Broadway Auto Parts, Inc.
LKQ Copher Self Service Auto Parts Bradenton, Inc.
LKQ Copher Self Service Auto Parts Clearwater, Inc.
LKQ Copher Self Service Auto Parts St. Petersburg, Inc.
LKQ Copher Self Service Auto Parts Tampa, Inc.
LKQ Crystal River, Inc.
LKQ Foster Auto Parts of Salem
LKQ Foster Auto Parts, Inc.
LKQ Gorham Auto Parts Corp.
LKQ Hunts Point Auto Parts Corp.
LKQ Melbourne
LKQ Michael’s Auto Parts, Inc.
LKQ Mid-America Auto Parts, Inc.
LKQ Minnesota, Inc.
LKQ Northern California (Redding)
LKQ of Central California
LKQ of Ft. Myers
LKQ of Indiana, Inc.
LKQ of Northwest Arkansas dba LKQ Mid-America
LKQ of Tennessee
LKQ Penn-Mar, Inc.
LKQ Pick Your Part Anaheim
LKQ Pick Your Part Bakersfield
LKQ Pick Your Part Chula Vista
LKQ Pick Your Part Help Your Self
LKQ Pick Your Part Stanton
LKQ Pick Your Part Sun Valley
LKQ Pick Your Part Wilmington
LKQ Pull n Save Auto Parts of Aurora, LLC
LKQ Route 16 Used Auto Parts
LKQ Salisbury, Inc.
LKQ Savannah, Inc.
LKQ Self Service Auto Parts - Holland
LKQ Self Service Auto Parts - Kalamazoo, Inc.
LKQ Self Service Daytona
LKQ Self Service Memphis
Manuel’s Auto Wrecking
Marco Auto Recycling, Inc.
Massey’s Auto Parts, Inc.
McDill Auto Wrecking, Inc.
Metro Auto Recyclers
Metro Auto Salvage, Inc.
Middleton Auto Parts
Milliron Auto Parts, Inc.
Misgen Auto Parts, Inc.
Newton Auto Salvage, Inc.
Big Lake
Canton
Knoxville
Hazle Township
Rahway
Doon
Ringoes
Winston-Salem
Worcester
Ardmore
Harrisville
Duncan
Blue Island
Phoenix
Jenkinsburg
Springville
Nampa
Traffon
Redmond
Stuyvesant
MN
OH
TN
PA
NJ
IA
NJ
NC
MA
AL
OH
SC
IL
AZ
GA
UT
ID
AL
OR
NY
Bradenton
FL
Clearwater
FL
St. Petersburg
FL
Tampa
Crystal River
Salem
Portland
Gorham
Bronx
Melbourne
Orlando
Topeka
Albert Lea
Redding
Bakersfield
Ft. Myers
Plainfield
Fayetteville
Manchester
York Haven
Anaheim
Bakersfield
Chula Vista
Wilmington
Stanton
Sun Valley
Wilmington
Aurora
Webster
Salisbury
Savannah
Holland
Kalamazoo
Daytona Beach
Memphis
Merced
Red Wing
Millington
Stevens Point
Valparaiso
Lakeville
Fraser
Mansfield
Ellendale
Covington
FL
FL
OR
OR
ME
NY
FL
FL
KS
MN
CA
CA
FL
IN
AR
TN
PA
CA
CA
CA
CA
CA
CA
CA
CO
MA
NC
GA
MI
MI
FL
TN
CA
MN
TN
WI
IN
MN
MI
OH
MN
GA
Certified News
Certified Automotive Recycler (C.A.R.) Program
Approved C.A.R. Participants Continued
Newville Auto Salvage, Inc.
Niks Auto Parts, Inc.
Nissenbaum’s Auto Parts, Inc.
North Verde Auto Salvage
Ole South Auto Salvage, Inc.
P & C Auto Wrecking, Inc.
Pacific Auto Salvage, Inc.
Pat’s Auto Salvage
Premier Auto & Truck Parts, Inc.
Pull-A-Part Akron
Pull-A-Part Atlanta East
Pull-A-Part Atlanta North
Pull-A-Part Atlanta South
Pull-A-Part Augusta
Pull-A-Part Baton Rouge
Pull-A-Part Birmingham
Pull-A-Part Canton
Pull-A-Part Charlotte
Pull-A-Part Cleveland I (East)
Pull-A-Part Cleveland II (West)
Pull-A-Part Columbia
Pull-A-Part Indianapolis
Pull-A-Part Jackson
Pull-A-Part Knoxville
Pull-A-Part Lafayette
Pull-A-Part Louisville
Pull-A-Part Memphis
Pull-A-Part Mobile
Pull-A-Part Montgomery
Edgerton
Neenah
Somerville
Ontario
Lake Placid
Milpitas
American Canyon
Waterloo
Cedar Springs
Akron
Lithonia
Norcross
Conley
Augusta
Baton Rouge
Birmingham
Canton
Charlotte
Cleveland
Cleveland
Columbia
Indianapolis
Jackson
Knoxville
Lafayette
Louisville
Memphis
Mobile
Montgomery
WI
WI
MA
OR
FL
CA
CA
IA
MI
OH
GA
GA
GA
GA
LA
AL
OH
NC
OH
OH
SC
IN
MS
TN
LA
KY
TN
AL
AL
Pull-A-Part Nashville
Pull-A-Part New Orleans West
Pull-A-Part Winston-Salem
Ransom Motors, Inc.
Reitman Auto Parts & Sales, Inc.
Rhinelander Auto Salvage
Richard J. Cassidy, Inc. dba Interstate Auto Parts
Ripple’s Service, Inc.
Robert’s Engines, Inc.
Roberts Salvage, Inc.
Rock & Roll Auto Recycling
Rusty Acres Automotive, Inc.
Salvage GM Parts of South Georgia, Inc.
School Street Light Truck Parts
Schram Auto & Truck Parts Lansing, Inc.
Scotty’s Auto Parts
Shipman Auto Parts, Inc.
Smith Auto & Truck Parts, Inc.
Smith Auto Parts & Sales, Inc.
Snyder Auto Body & Paint
Southern Maryland Used Auto Parts
Swift’s Auto Salvage, Inc.
Van Horn Auto Parts, Inc.
Vander Haag’s, Inc.
Vander Haag’s, Inc.
West Auto Wreckers, Ltd.
Xtra Mile Truck Recyclers
Nashville
New Orleans
Winston-Salem
Brandywine
Melbourne
Rhinelander
Tioga Center
Upper Marlboro
Lucama
Moffett
Pleasanton
Jacksonville
Valdosta
Lowell
Mason
Virginia
Brainerd
Garden City
Fairfield
Clarinda
Mechanicsville
Des Moines
Mason City
Des Moines
Spencer
Chula Vista
Phoenix
TN
LA
NC
MD
KY
WI
NY
MD
NC
OK
CA
FL
GA
MA
MI
IL
MN
KS
IA
IA
MD
IA
IA
IA
IA
CA
AZ
International Auto Recycling
Reports from Around the World
Evolution of the Car and
Auto Recycling
By Andy Latham, Bluecycle, UK
ou only have to look at the Euro
NCAP (which provides motoring
consumers – both drivers and the automotive industry – with a realistic and
independent assessment of the safety
performance of some of the most popular cars sold in Europe) or Insurance
Institute For Highway Safety (IIHS)
crash tests over the past 15 years to see
how car design has changed; vehicles
tested in the late 90’s would fold and
crumple, sometimes with disastrous
results for the dummies inside. Fast forward 10 years and the same test on a
brand new vehicle would see those dummies shaken but undamaged.
The credit for this must go to car
designers and engineers who have been
able to build much stronger vehicles and
make them lighter at the same time.
The metals used in vehicle bodyshells
is becoming more exotic – aluminum
and ultra high strength steels to name
two – along with the joining methods –
bonding, riveting and laser welding – are
becoming commonplace techniques that
the vehicle repair industry needs to
replicate.
This advance in technology makes
vehicles more expensive to repair, technicians need more training, the equipment used must be of the highest quality
and standard, and the parts will cost more
to purchase. So there is the possibility of
more vehicles not being repaired by insurance companies.
A lot of these exotic metals cannot be
repaired using the traditional methods
that many auto recycling yards know and
understand. In many cases these structural parts of the vehicle need to be
replaced in full rather than being sectioned. Why?
Sectioning and welding generates heat
Y
Owners and their families enjoy what they do.
They are entrepreneurs who will take each challenge
as an opportunity to change and grow.
that can reduce the strength of the panel
and if the vehicle is involved in another
accident at a later stage, the panel may
not perform as it is designed to, resulting in structural damage to the passenger safety cell.
Bonding and joining techniques can
also be critical for the structural integrity of the vehicle, mix the bonding agent
incorrectly, or use the incorrect quantity, and the panel may not hold into
place. The problem being, you do not
know about the fault until the panel is
placed under stress, and this could be
during an impact.
Changing direction slightly, electronics
are playing an ever more important role
in modern vehicles, from stability control, to active cruise control that regulates the distance between your car and
the vehicle immediately ahead of you,
lane departure warning that uses cameras to monitor the white lines in the
road and so-on. It is entirely feasible that
in a few years time a 7-year-old car could
be obsolete because the electronics are
not at the same standard of a brand new
vehicle – so it has suddenly become endof-life.
All of the above will drive change and
result in a very different auto recycling
industry than the one we know today.
More vehicles will be stripped down into
component parts and recycled, fewer
parts will be retained for sale to repair
other vehicles, and the traditional pulla-part could be almost extinct. But I
strongly believe that the auto recycling
industry will evolve, adapt, and change
and still be a sustainable business in 10,
20, even 30 years time. The owners and
their families enjoy what they do. They
are entrepreneurs who will make sure
their businesses move forward and will
take each challenge as an opportunity to
change and grow.
One thing is certain though, the only
way individual businesses are going to
successfully manage the coming transition is to work together within a strong
trade organization that:
• Gives members the opportunity to
share and develop ideas.
• Represents all members at local and
national government.
• Supplies technical & legal information.
• Has specialized expertise in areas of
environmental permitting, planning,
health and safety etc.
• Provides preferential members-only
site insurance schemes.
• Gives guidance on achieving recycling targets.
• Sets up specialized training programmes (technical competence,
part worn tires, airbag deployment
etc.).
• Has connections to dismantlers in
Europe, USA & Asia.
• Has an advice help-line at the end of
the phone.
So wherever you are in the world, look
towards your national auto recycling
organization for help and assistance, join
in and work alongside some of the best
brains in the business so that your company can develop, grow and profit now
and in the future. ■
Andy Latham is Compliance Manager for Bluecycle, one of
the UK’s leading online car salvage auction sites and online
auction technology specialists. They have been trading for
over 10 years and specialize in car salvage, end of fleet, motorcycle, plant, equipment and commercial salvage, selling
hundreds of vehicles each week to customers throughout the
UK and Europe.
Capitol Connection
From ARA’s Government Affairs
Congressional Highlights
E
ARA Comments to OMB on
Federal Use of Private Standards
he U.S. Congress is locked in negotiations on the House and Senate versions of
the bill titled, Moving Ahead for Progress in the 21st Century (MAP-21 – S. 1813
and H.R 4348). Among other very contentious provisions, the bill includes improvements to the existing national vehicle recall database under the National Highway Traffic
Safety Administration (NHTSA). Specifically the bill requires that motor vehicle safety
recall information is:
ARA seeks modification
• available to the public on the Internet;
• searchable by vehicle make and model and
to the section that
vehicle identification number;
would allow batch
• in a format that preserves consumer privaccess “at no cost” to
acy; and,
• provided for every recall that has not been
this information by
completed for each vehicle.
third-party entities.
The bills also provide for a rule to require
each manufacturer (with respect to that manufacturer’s motor vehicles) to provide the information detailed above “at no cost on a
publicly accessible Internet website.”
ARA and other stakeholders seek modification to this section that would allow batch
access “at no cost” to this information by third-party entities. Negotiations, both on the
bill and with NHTSA on the rulemaking process, are progressing.
ince 1998, the U.S. Office of Management and Budget (OMB) has directed federal agencies to use technical standards that are developed or adopted by
private entities as a means to carry out
policy objectives and activities. OMB is
requesting input from stakeholders on
whether the process by which the private
standards are accepted needs updating
given the changes in the marketplace.
ARA focused on the need for agencies
such as the U.S. Environmental Protection Agency (EPA) to better explain its
rationale for use of certain private standards. ARA provided three specific
examples related to proposed guidance
memoranda and regulations on stormwater permit measurements, solid waste
definitions, and the sale of used catalytic converters, where the standards used
to carry out policy did not appear to
reflect an understanding of the automotive recycling industry.
ARA also took this opportunity to comment that the federal use of many private
standards is seen as anticompetitive and
negatively affects small businesses. ARA
noted that it often appears that the interests of small businesses are ignored during this process, especially when federal
agencies accept biased position statements of large businesses as if they were
actual standards that should be followed
by entire sectors of specific industries.
ARA strongly urged OMB to establish a
formal protocol on how all stakeholders
can be involved in the standard consideration and adoption process.
ARA further noted that many of these
private standards are not readily available
and often are quite costly. ARA recommended that OMB develop a mechanism to remove the financial barriers to
access of many industry sector-specific
standards promoted by private entities
and adopted by federal agencies.
ven as the Congress and federal agencies are mired in issues laden with political
baggage, ARA has been busy on both the legislative and regulatory fronts advocating for its members on topics including appropriations for NMVTIS, amendments
to the recall database, review of federal use of private standards, and revising FTC’s
Used Auto Parts Guide.
Outside of Washington, D.C., and in your neighborhoods, ARA is helping your state
associations with issues related to buyers at salvage pools, titling provisions affecting
end of life vehicle management, metal theft recovery protections, and right-to-repair
options. Although most of the state legislatures have adjourned, much advocacy and
education work remains to be done in specific states on our issues. Read below for a
snapshot of the issues that ARA is working on.
Amendment Sought to the National Vehicle Recall Database
in the Highway Safety Bill
T
ARA Requests NMVTIS Language in Fiscal Year 2013
Commerce, Justice, Science Appropriations Conference
he U.S. House of Representatives has approved the fiscal year 2013 Commerce,
Justice, Science (CJS) Appropriations bill (H.R. 5326), which funds the Department
of Justice’s agencies for the next fiscal year. Unfortunately, there is no language in the
Department of Justice section that specifically addresses ARA’s request to implement
targeted funding mechanisms for the National Motor Vehicle Titling Information
System (NMVTIS).
ARA efforts to get either legislative or report language are now focused on the Senate
which has yet to take up its version of the CJS bill. ARA staff will be contacting you for
your assistance if your facility is represented by a member on the Senate CJS Appropriations Subcommittee. Look for updates on NMVTIS legislative funding.
T
S
ARA Opposes Ohio SB 273
FTC Reviews Used Auto Parts Guides
n early May, ARA CEO Michael E. Wilson joined colleagues from the Ohio Automobile and Truck Recyclers
Association (OATRA) and LKQ to visit members of the
Ohio General Assembly to voice automotive recycler’s
strong opposition to SB 273, which would allow unlicensed
in-state buyers and non-equivalent licensed out-of-state buyers to purchase vehiSTATES ON THE MOVE
cles from salvage pool
auctions. In fact, several groups of Ohio automotive recyclers met with key members of the General Assembly to
educate them on the issue and suggest questions to ask of
the supporters of this bill at the proponent hearing.
Arguing that the bill threatens automotive recycling businesses and the jobs they provide while not creating any new
jobs, automotive recyclers blanketed the state house and
educated many policymakers on the negative effects that
SB 273 would have on Ohioans.
Efforts to fight this bill will continue throughout the summer, until Election Day, after which SB 273 is expected to
be brought up for consideration in a lame duck session.
he U.S. Federal Trade Commission plans to do a periodic
review of the “Guides for the Rebuilt, Reconditioned and
Other Used Automobile Parts Industry” (Used Auto Parts
Guides), and will address the cost, benefits, and regulatory and
economic impact of the Used Auto Parts Guides.
The Guides, says the FTC, seek to prevent unfair or deceptive
acts or practices in the advertisement and sale (including installation) of previously used motor vehicle parts and assemblies of
parts containing used parts (e.g. engines and transmissions).
In 1962, the Commission first addressed the industry when it
issued its Trade Practice Rules for the Rebuilt, Reconditioned,
and Other Used Automotive Parts Industry. In 1979, these rules
were rescinded and replaced with the “Guides for the Rebuilt,
Reconditioned and Other Used Automobile Parts Industry”
(Used Auto Parts Guides or Guides). The Guides were revised
in 2002 with minor language changes and updates to the list of
commonly rebuilt or reused parts and assemblies.
FTC is posing questions on which stakeholders can comment:
the need for and the benefits of the guides; necessary changes;
how changes would affect small businesses; costs imposed on
consumers by guides; how guides should incorporate new consumer perceptions of industry products; and, disclosure of certain installation information and information flow in general.
ARA will work with members to provide comments to FTC in
a concerted and effective manner by August 3rd. ■
I
Massachusetts Senate Passes “Right To Repair”
he Massachusetts Senate has passed the Right to Repair
Bill and sent it on to the House of Representatives mirroring the same action in the previous legislative session.
The bill calls for auto manufacturers that sell vehicles in
Massachusetts to provide access to their diagnostic and
repair information system via a software system that is accessible by dealers and independent repair shops – beginning
in 2015. What would not be included is security-related
information. Supporters stress the savings and convenience
of this bill not only to consumers, but also to repair shops
and dealerships, especially in repairing a traded-in vehicle.
A spokesman for the Massachusetts Right to Repair Coalition, Art Kinsman, said this bill would provide mechanics
and car owners alike the ability to purchase all repair information, giving everyone more options for service. Kinsman
and his organization have gathered enough signatures to
ensure the measure will be on the November ballot if the
Legislature does not pass the bill.
T
California Tax Gap Legislation Advances
alifornia’s Board of Equalization (BOE) drafted Assembly Bill 2618 which would limit those who can purchase
auction vehicles with a resale permit to licensed dismantlers,
licensed dealers and scrap metal processors. All other buyers would be required to pay sales tax to the auction at point
of sale. The BOE estimates that millions of dollars in tax revenue are being lost each year due to the large number of
vehicles sold at auction that were never registered with DMV.
ARA has offered its assistance to the State of California
Auto Dismantlers Association (SCADA) to help ensure that
this bill becomes law.
C
T
Online sales
of industrial markers
for auto salvage and auction
• Permanent paint markers from $1.30 each
• Steel tip pressurized markers for wet and oily metals
• Removable markers for auto repair and dealerships
Free Shipping for orders over $25
We accept Visa, MasterCard, and American Express
Order online or toll free at 888-396-3848
Crossword Puzzle
By Murray Jackson
Across
1. Soccer mom’s ride, often
5. Suffix for uni, bi and tri
8. Harley-Davidson engine description (1,4)
9. Home of “Green Mountain State” plates
10. Killed the engine unexpectedly
11. Italian motor-scooter brand
12. Sealing device in engine
14. Jaguar-driving “Who’s the Boss” character
17. Final model on Olds assembly line
19. Urban commuter’s ride (4,3)
22. Barrett-Jackson classic-car sale
23. Power-boosting engine adjunct
24. Wheel shafts
25. Between-buckets component
Down
1. “Night ____,” Bob Seger’s ’60 Chevy song
2. Auto-industry output (3,4)
3. Once-popular roof covering
4. Home of “The Silver State” plates
5. Former Dodge version of 1-Across vehicle
6. Beer brand in “Smokey and the Bandit” semi
7. Surname, “CHiPs” motorcop actor Erik
12. ’75-’82 Ford intermediate
13. Press term for Ferrari, Lamborghini, et al
15. ’73 OPEC oil action
16. Tourist’s route description, perhaps
18. ’86-’94 Hyundai subcompact
20. Nissan’s competitor for Toyota Tundra
21. Bicycle-wheel component
2012 Industry Calendar
To include your event in ARA’s calendar of events,
e-mail the complete listing to [email protected].
Visit www.a-r-a.org for the most up-to-date calendar.
July
September
16-17
2012 ARA Legislative Summit
Embassy Suites Hotel Nashville Airport
10 Century Blvd.
Nashville, TN 37214-3675
(615) 871-0033
Betsy Beckwith
(571) 208-0428 or (888) 385-1005
[email protected]
www.a-r-a.org
5
Auto & Truck Recyclers of
New Hampshire
The Yard Restaurant
1211 Mammoth Rd.
Manchester, NH 03109
6:30 PM
Meets on first Wednesday
of each month
19-22
2012 FADRA Convention
& Trade Show
Hilton Daytona Beach
Ocean Front Resort
Daytona, FL
(866) 536-8477
Kim O’Dell
(407) 647-8839
[email protected]
http://fadra.org/contact.html
20
SIAM-Society of Indian
Automobile Manufacturers
New Delhi, India
International Seminar on
“Environmentally Friendly & Viable
ELV Infrastructure”
August
3-5
Pennsylvania Automotive
Recycling Trade Society
Marriott Lancaster at Penn Square
25 South Queen Street
Lancaster, PA 17602
(888) 850-6146 for reservations
Kay Klos
(877) 211-0266
http://parts.org/convention.html
9-11
Car-Part.com Conference
Elizabeth Johnson, Marketing
(859) 654-0850
[email protected]
For information, call (859) 344-1925
18
NM Certified Automotive
Recyclers Association
2nd Annual Summit & Training
Albuquerque Marriott Pyramid North
5151 San Francisco NE
Albuquerque, NM 87109
(505) 821-3333
Sandy Blalock
(505) 301-6849
[email protected]
www.nmcara.com
11-12
CIECA 4th Annual
Implementation Conference
Chicago/Northbrook Hilton,
2855 N. Milwaukee Ave
Northbrook, Illinois 60062
(847) 480-7500
Fax: (847) 480-0827
www.cieca.com
Fred Iantorno
(847) 498-6945
[email protected]
Room Block and Discounted Rate
will be open until August 25
12-15
State of California
Dismantlers Association
Harvey's Resort & Casino,
Lake Tahoe, NV
www.scada1.com
14-15
Ontario Automotive Recyclers
Association (OARA)
Mid Year Member Meeting
Steve Fletcher
(519) 858-8761
www.oara.com
21-22
Central Midwest Auto Recyclers
Convention & Trade Show
(CMARC)
Dallara Indycar Factory
Hilton Garden Inn Indianapolis
Downtown
Indiana & Illinois & Surrounding States
Michelle Lechner
(877) 880-2874
11-13
2012 Texas Auto Recyclers Expo
and Trade Show
DoubleTree by Hilton Hotel Austin
6505 IH-35 North
Austin, Texas, 78752-4346
(512) 454-3737
Cheryll Lambright, Executive Director
(800) 710-8272
24-28
ARA 69th Annual
Convention & Expo
Gaylord Palms Resort
and Convention Center
6000 W. Osceola Parkway
Kissimmee, FL 34746
Phone: (407) 586-6338
Reservations: (407) 586-2000
Attendees: Reference A-ARA12
when making hotel reservations
Exhibitors: Reference A-ARAEX
when making hotel reservations
www.araexpo.org
November
7
New Hampshire
The Yard Restaurant
1211 Mammoth Rd.
6:30 PM
of each month
Ad Index
1-800 Cash for Cars.................................................45
AA Midwest ...............................................................25
Actual Systems of America, Inc./Pinnacle .........43
Alter Trading Corporation.......................................17
Al-jon..........................................................................13
ARA University ..........................................................11
ARA 69th Annual Convention & Exhibition ........19
Brock Supply Co. .....................................................37
Car-Part.com..........................................................C-4
Company Wrench.....................................................29
Connection, The .........................................................5
CRUSH/S3 Software Solutions, LLC.....................36
Hollander, a Solera company ............................ C-3
Knopf Automotive ......................................................6
MarkingPenDepot.com...........................................59
OmniSource ..............................................................53
Pemberton ................................................................49
Phoenix Automotive Cores .....................................31
RAS .............................................................................35
Sierra International Machinery ..............................9
Supershear................................................................33
UNeedAPart..............................................................40
United Recyclers Group........................................C-2
Vander Haag’s, Inc. ..................................................61
Wells Fargo................................................................21
Get Ahead in 2012
Empowering Your Team
To advertise, call Caryn Smith at
(239) 225-6137
Answers from Puzzle on page 60
8-10
Automotive Recyclers
Association of New York
November 8, 2012 - November 10, 2012
Annual Convention
Albany
Nov. 29-Dec. 1
5th Asian Automotive
Environmental Forum
Hotel Chancellor Australia Gold Coast
David Nolan (03) 9502-7513
[email protected]
Register at
www.autoenvironment.com.asia
October
December
3
New Hampshire
The Yard Restaurant
1211 Mammoth Rd.
6:30 PM
of each month
5
New Hampshire
The Yard Restaurant
1211 Mammoth Rd.
6:30 PM
of each month
Send your 2012 events for the Industry Calendar to [email protected].
Final Thoughts
By Michael E. Wilson, ARA Chief Executive Officer
[email protected]
The Small World of Global Auto Recycling
he automotive recycling industry is
indeed going global. In June, several
ARA members and I traveled to England
to participate in the CARS 2012 event at
Hills Salvage and Recycling Limited, a
state of the art 12-acre facility approximately a half hour outside Liverpool in
Skelmersdale.
Nigel Dove, one of the show’s planners,
expressed that the organizers sought to
incorporate the best features of the ARA
Convention & Exposition, “IT” and the
ISRI Convention all into this event. The
highly attended conference was considered a conduit to bring auto recycling sector leaders together to help move businesses forward.
The CARS organizing committee
included two of the United Kingdom’s
leading auto recyclers Terry Charlton of
Charlton Recycled Autoparts and Ian Hill
of Hills Salvage and Recycling Limited,
along with Nigel Dove of the depollution
equipment manufacturer, Vortex Ltd.,
Andy Latham, Compliance Manager with
Bluecycle, and Chris Floate, Editor of ATF
Professional.
Hill attributes their business success to
years of consistent effort to evaluate various best practices from around the
world and assessing the value of incorporating innovative methodologies. In
returning to their respective businesses,
I am sure each participant certainly will
have something to bring back from the
experience to improve their facilities
business model.
The CARS 2012 also played host to the
latest edition of the IRT, the International Roundtable on Automotive Recycling.
IRT participants from Australia, Canada,
Japan, Malaysia and the United States
highlighted an almost universal chorus of
similar issues of concern during the twoday event. The huge number of vehicles
leaving respective participant countries
T
The team from Hills Salvage and Recycling Limited.
and the volume of vehicles being handled by unlicensed/unauthorized operators topped the list of issues of continued unease.
Representatives from India were also
on hand for the first time to present and
seek additional information as their
country seeks to quickly develop an automotive recycling infrastructure to handle
the enormous increase of automobiles
and two-wheelers in the South Asian
country. With a population of 1.2 billion,
India’s automotive industry is one of the
largest in the world, producing some 3.7
million units in 2010. According to the
Society of Indian Automobile Manufacturers (SIAM), annual vehicle sales are
projected to increase to 5 million by 2015
and more than 9 million by 2020. By
2050, India is expected to top the world
in car volumes with approximately 611
million vehicles on their roadways compared to 40 million vehicles in 2010.
As automobile manufacturers continue
to consolidate their product lines and
models, U.S. automotive recyclers should
continue to experience similar issues that
their colleagues are facing in other parts
of the world. The world is truly becoming a smaller place with economic commerce exploding across international
borders. By participating in events such
as CARS 2012 and the IRT, industry leaders seek to learn more about and offer
insight on the top issues affecting the
global automotive recycling industry. ■
As auto manufacturers
continue to consolidate
their product lines and
models, U.S. automotive
recyclers should continue
to experience similar issues
that their colleagues
are facing in other parts
of the world.
Automotive Recyclers Association
9113 Church Street
Manassas, VA 20110-5456 USA

July - Automotive Recyclers Association ARA

Transcription

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