September 2002 INSIGHT Industry Update

The Society of Collision Repair Specialists (SCRS) is disheartened by Allstate's approach in their attempt to have California legislation (SB1648) concerning insurance company ownership of collision repair facilities defeated.

"Their survey and subsequent results are disparaging to the collision repair industry including their own PRO Shops," said Dan Risley, SCRS Executive Director. "SCRS stands behind the quality and ethical collision repairers in this industry and a survey where less than half of the people were NOT drivers in an auto accident does not support their press release headlined, 'Survey Shows Californians Fed Up With Auto Repair Fraud'."

"There is a large disparity between fact and perception. In fact, the Customer Satisfaction Index in this industry for both repairers and insurers consistently indicates that well over 90 percent of the people actually involved in a repair and claims experiences are very satisfied and would refer family and friends because of the level of service and professionalism they received. If the consumer felt cheated by the repair facility, I do not think they would recommend it," Risley added.

Joel Lofton, SCRS Chairman reacted sharply to the inference that the industry is rife with dishonesty. "I am a shop owner and I can tell you that this industry is not full of thieves. The industry has worked diligently to improve its image and Allstate's press release is a slap in the face. I find it offensive and unwarranted. I would be remiss to think that fraud does not exist but a few bad shops do not represent the whole industry as this press release implies."

In light of Allstate's report and recent comments, SCRS wants to reaffirm its longstanding recommendation to the consumer that when selecting a quality collision repair facility to make an informed decision.

SCRS recommends that consumers use some of the following criteria:

Do they belong to an association of repairers on a local, state or national level?
Does their staff have certification through I-CAR, ASE or other such organizations?
Ask to see their Customer Satisfaction Reports.
Request a tour of their facility and ask about the equipment used during the repair process.

These are just a few of the many questions and general observations that a vehicle owner can ask and use to make an informed decision.

Former Shop Owners Purchase CTA Back from Ford

The shops of Collision Team of America (CTA), Ford Motor Company's stake in the independent body shop facility arena, have been sold by the automaker back to some of the original individual-shop owners.

While a confidentiality agreement shrouds much of the terms and the price tag, a group of former shop owners headed up by Dan Hall and Paul Tatman have purchased CTA from Ford. They have since dispersed the shops and assets among the collective group.

For the last several months, Ford was negotiating with several national consolidators, with California and Texas-based Caliber Collision and Minneapolis-based ABRA Collision and Glass mentioned most frequently as potential buyers.

The word around the industry was that Caliber would be the deal-maker. Then negotiations apparently broke off. At the last minute, according to Scott Biggs, CEO of eMergent Technologies, Ford turned to the former owners, who were left with tough choices and a near impossible task to execute, but they managed. True to their past reputations for leading the pack and making things happen, they were able to execute the deal.

Here's how things turned out:

Dan Hall has Church Brothers in Indianapolis.
Craig and Kyle Van Cleve have purchased their Dallas/ Fort Worth shops as well as the B&B chain in Austin.
Tim Ellis has Jacksonville, Florida.
David Larson bought back his three Orlando facilities.
Mark Fuller and Wayne Baker bought the Alamo Group in San Antonio.
Paul Tatman got back the Tatman Group in Illinois.

Sources close to the deal are sure that all the former/current owners are extremely pleased with the results. Apparently, the group plans to go separate ways. One of the new/old owners commented that there is no longer a Collision Team of America entity.

Meanwhile, Ford is putting the final touches to a 330 million pound (about $500 million) deal to sell its car servicing business Kwik-Fit to private equity firm CVC Capital Partners. Ford had hoped to raise at least 800 million pounds from the disposal after paying one billion pounds for Kwik-Fit three years ago. The car manufacturer will retain a 19 percent equity stake in Kwik-Fit.

Martin Inglis, Ford group vice president, business strategy commented, "Although these are good businesses, they don't align with our back-to-basics strategy. These sales further signal the progress that Ford is making on key parts of our Revitalization Plan."

The company says it is on track to meet Ford's Revitalization Plan goal of $1 billion in cash realization this year from the sale of non-core operations. However, the company has decided not to pursue the sale of Hertz Equipment Rental Corporation at this time.

Working on its core business, Ford will open two distribution centers in the southeastern U.S. to speed delivery of parts to its dealers. Ford said the openings are part of its plan to double its parts distribution centers to 21 hubs, in order to allow dealers to order and receive parts daily instead of once a week.

The automaker expects the Davenport, Fla., center to open in April 2003 and the one in Mebane, N.C., to open in July 2003. According to the plan, the company has opened, or is set to begin operating by year-end, new distribution centers in Manteca and Ontario, Calif.; Fort Worth, Texas; Portland, Ore.; Houston; Denver; Phoenix; and Memphis.

3M Acquires Polymer Engineering Corp

3M has acquired Polymer Engineering Corp., a polymer adhesive company based in Oxnard, California, including related trademarks and patents. Terms were not disclosed, and the transaction is subject to regulatory approval.

3M will offer Polymer Engineering Corp.'s well-known Duramix urethane adhesives as a significant expansion of 3M's technology solutions to its extensive network of automotive refinishing and repair distributors and dealers.

"This acquisition demonstrates 3M's continued commitment to the refinish industry, and we look forward to providing our customers an even wider array of product solutions," said Steve Landwehr, division vice president, 3M Automotive Aftermarket Division. "We're enthusiastic about the prospects of joining Duramix brand products and technologies with ours and successfully growing our businesses."

Jim Mahan, division vice president, 3M Engineered Adhesives Division, added, "This acquisition broadens our two-part adhesive technologies and fits into our strategy to expand in international and industrial markets. Also, it builds on the synergies between our technology and product platforms and that's going to help our customers improve their products."

3M is a $16 billion diversified technology company with leading positions in health care, safety, electronics, telecommunications, industrial, consumer and office, and other markets. Headquartered in St. Paul, Minn., and marking its 100th anniversary this year 3M has operations in more than 60 countries and serves customers in nearly 200 countries.

Mitchell Launches Shop Network Headed by Nick Notte

Mitchell International has announced that Nick Notte, former head of Allstate's nationwide Direct Repair Program (DRP), has joined Mitchell as vice president of Network Business Development. In this role, Notte will oversee the continued development, implementation and management of the Mitchell Collision Repair Network, designed to enhance the business relationship and connectivity between collision repairers and insurers.

Mitchell's network, according to the company, will help insurers without direct repair programs improve efficiency by having immediate access to a quality shop network. It will also allow those insurers, currently participating in DRPs, to expand their shop programs with minimal effort. For collision repairers, Mitchell's network aims to provide the opportunity and reach to receive significantly more business from insurers.

Tony Aquila, Mitchell's executive vice president of Sales, Marketing and Product Man-agement said, "We are leading the way with the development of the industry's premier functionality and tools for online claims processing...This collision repair network was a natural `next step' for Mitchell to incorporate into its enterprise suite of solutions."

New program manager Nick Notte said Mitchell's network features an "Open Repair Program" model, which allows any shop to compete for an insurer's business. "The shop's selection by an insurer member will be based on key performance indicators," he said.

The network uses a modular, multi-tiered approach, he continued, with the first-tier providing access to network participants as well as CSI information. The second tier provides insurers network access and CSI information, plus a menu of available Mitchell eBusiness tools.

"The differentiating factor in Mitchell's network," Notte said, "is that it provides a real opportunity for centralizing claims activities, management and services. Everything insurers and collision repairers need to utilize our Open Repair Program and to successfully manage the claims process is available in one location."

Notte concluded, "The current DRP environment creates significant redundant and unnecessary administrative expenses and friction costs for both insurers and repairers. Our open network eliminates redundancies and provides insurers and shops with the tools necessary to increase efficiencies, lower costs, reduce friction and enhance customer satisfaction."

Notte brings to his new role many years of experience in the insurance industry, most recently as senior manager, Priority Repair Option (PRO) Division, Allstate Insurance. In this position, he was responsible for Allstate's PRO program, a national network of over 5,000 collision repair facilities. Notte was also Vice President of Research at Tech-Cor, Inc., an Allstate subsidiary, where he led Tech-Cor's Applied and Service Research operation for property and auto. He has also been active in various industry organizations such as I-CAR, where he currently serves on the Board of Directors.

CertifiedFirst Appoints Georgina Sweeney Network Manager, Steve Topczewski Insurer Relations Head

The Certified First Network, the PPG North American group of quality-rated auto body repair centers, has appointed Georgina Sweeney Manager, CertifiedFirst Network.

The Network also announced that Steve Topczewski has joined the Network as Manager of Insurance Industry Relations.

Sweeney has an extensive background in the collision repair industry that spans 12 years in five nations. She has held managerial positions in the U.K., France, Spain and Canada in addition to the United States. Sweeney had been Marketing Manager of the CertifiedFirst Network.

"Georgina understands the collision repair industry, its needs and trends," said Bill Reynolds, Director Marketing Programs. "She is also a leader who will continue bringing energy and focus to the CertifiedFirst Network."

Sweeney will oversee day-to-day operations of the Certified First Network's Operations Team at its headquarters near Cleveland.

Sweeney said, "Without being a franchise, the Certified First Network and its participating shops are setting and achieving high standards - standards that are verified by independent, third party evaluations... My goals are to continue growing the Network, to provide great services to our participating shops, position Network shops as the preferred repair choice with insurers and consumers and help our shops achieve the best possible ratings in customer satisfaction," Sweeney said.

Steve Topczewski, joining the Network as Manager of Insurance Industry Relations, comes to the CertifiedFirst Network with a strong background in the insurance claims industry.

"With an industry professional like Steve on board, we can strengthen the Network by representing participating shops to insurers and show how the high levels of customer service and quality workmanship at CertifiedFirst Network shops can positively affect policyholder retention," said Bill Reynolds, Director, Marketing Programs.

FinishMaster Q2 Net Income Up; Names J.A. Lacy President and Announces Acquisitions

FinishMaster, Inc. has reported that net income for the second quarter ended June 30, 2002 was $3,664,000, or $0.47 per share, compared to net income of $1,982,000, or $0.26 per share, in the prior year period.

Operating income for the quarter increased by just over $2 million compared to the prior year period as a result of higher net sales, slightly higher gross margins and lower operating and amortization expenses.

For the six months ended June 30, 2002, net income was $6,788,000, or $0.87 per share, compared to net income of $2,821,000, or $0.37 per share, in the prior year period.

FinishMaster announced that Wes Dearbaugh has resigned as President and Chief Operating Officer and that the Board of Directors has named J.A. Lacy President and Chief Operating Officer.

Lacy was promoted from Senior Vice President of Operations. He replaces Dearbaugh, whose resignation was accepted by the Board. Dearbaugh will provide transition support to Lacy through the end of the year and thereafter will remain with Finish Master in a relationship focused on new business initiatives.

Andre B. Lacy, Chairman, commented, "Wes has moved the company forward in terms of both increased earnings and balance sheet strength. While the company continues to face challenges in its industry, Wes has helped position it for the next phase of its growth."

FinishMaster also announced two acquisitions: Color Masters Auto Color, located in Louisville, Kentucky and Lafayette, Indiana; and Southern Automotives, Inc. in Greenville, South Carolina. Southern has three facilities located in Greenville, Spartanburg and Anderson, South Carolina.

FinishMaster now operates three major distribution centers and 158 branches in 25 of the 35 largest metropolitan areas in the country.

California Shop Group Files Suit Alleging Paint Company Price Fixing

An auto body group representing several hundred auto body shops in California has filed suit in Los Angeles Superior Court against the major refinish paint manufacturers, alleging that representatives of the paint manufacturers met in Europe in 1993 to agree on the wholesale price of paint sold in the United States.

The auto body suit named PPG Industries Inc., DuPont, Sherwin-Williams Co., BASF AG, and Akzo Nobel, among others, as defendants.

The defendants allegedly agreed to set minimum paint resale prices at which wholesale distributors or jobbers could resell the paint to auto body shops during the 1993 meeting in Europe.

Distributor defendants include D'Angelo & Sons Inc., Tri-City Paint Corp., California Car Color, FinishMaster Inc., Auto Color Specialists Inc., National Oak Distributors Inc., and Hayward Color Inc.

Civil suits with similar allegations have been filed in Pennsylvania in recent years. The Justice Department in Philadelphia subpoenaed company records last year from paint companies in its inquiry into price-fixing accusations.

The California suit seeks restitution of about $50 million in losses from paint companies and distributors that allegedly refused to pass along a 15 percent discount on the paint under resale paint maintenance agreements.

The Los Angeles law firm of Blecher & Collins PC, representing the shop group, also allege that the manufacturers and distributors broke California's antitrust laws and unfair competition laws by conspiring to fix prices.

A court date for a hearing on the matter has not yet been set. Meanwhile, the Justice Department investigation on the east coast is still ongoing.

U.S. Senator Schumer Introduces Auto Insurance Fraud Bill

U.S. Sen. Charles Schumer, D-N.Y., has introduced Senate Bill 2850, The Cheaper Car Insurance Act. The legislation will make auto insurance fraud a federal crime punishable by a maximum of 15 years in prison and over $100,000 in fines.

This bill would be the first federal legislation to call for criminal and civil penalties for auto insurance fraud. Schumer cited increasing auto insurance fraud as a primary reason for increased automobile insurance rates.

Schumer said, "It is time for us to strike back and make auto insurance fraud a federal crime and really crack down on those who commit auto insurance fraud. This bill sends a very simple, very strong and very clear message to anyone even thinking of committing auto insurance fraud: Expect to be arrested, expect to be tried in federal court by federal prosecutors, and don't make any plans for the next five to 15 years."

"The Automotive Service Association (ASA) is reviewing the legislation and looks forward to working with the Senate Judiciary Committee on the legislation," said Bob Redding, ASA's Washington, D.C., representative. "It is a very different approach to reducing insurance premiums as offered in the Congress during the last few years. Most of the recent focus in the past has been on capping or controlling the amounts of damages to be awarded for injuries and deaths."

Akzo Nobel Cuts Back on Plan to Double Coatings Sales; Continues Acquisition Strategy

Akzo Nobel’s second quarter net results for the company were two percent lower than last year. Coatings had a top quarter with strong sales and a 15 percent better operating income. Operating income was only slightly higher due to additional expenditures for future growth.

Fritz Froehlich, Akzo Nobel's CFO, commented, "Based on these recent facts, we now expect a net income for 2002 that is slightly below 2001."

Commenting on the turnaround in the Coatings business Froehlich said: "Coat-ings earnings were up 15 percent, mainly as a result of our aggressive restructuring efforts and lower raw material prices. We can clearly see the benefits of restructuring coming through... Marine & Protective Coatings and Car Refinishes showed strong results and our industrial activities are doing better despite tough business conditions."

As a result of restructuring measures in the first half-year, the workforce in the two groups was reduced by some 900 jobs. On balance, however, the company increased its workforce by 1,100 jobs, from acquisitions and to support the high-growth Pharma business.

The company is back-pedaling from its ambitious plan to double coatings sales at this point. Froehlich commented, "Going forward, we now expect to achieve a net income for 2002 that is slightly below 2001's result of EUR 930 million. This new outlook is caused by the fast weakening of a number of our key currencies and the slower than expected pick up of the economy in our important markets."

Akzo Nobel has acquired French car refinishes paint distributor Jouanne S.A. The French company specializes in the sale of refinishing paints and paint systems for commercial vehicles, and is the biggest of the 60 distributors that currently sell Sikkens car refinishes paint in France. Jouanne, which is mainly active in northwest France, had an annual turnover of EUR 7.5 million in 2001. It will continue to trade under the name Jouanne S.A.

Akzo Nobel has agreed to buy the American and Asia Pacific powder coatings businesses of U.S.-based Ferro Corp. The value of the deal was $73 million, Akzo said in a statement.

Ferro Corp posted total sales for its powder coatings businesses in the Americas and Asia Pacific of $100 million in 2001.

The acquisition is subject to approval by competition authorities in the United States.

Five Insurers File Suit in Twin Cities Fraud Scam

Progressive, MSI, Allstate, Encompass, and Western National Mutual Insurance Group have filed a civil lawsuit with Hennepin County District Court against five chiropractic clinics, their alleged owners and four chiropractors.

The suit alleges that the defendants organized a scheme to steer accident victims to their clinics in order to defraud the auto insurance companies by billing for unnecessary treatments or for services not performed. The plaintiffs are seeking damages in excess of $3 million.

Named in the suit are five area chiropractic clinics, and the clinics' alleged owners.

The suit alleges that the clinics obtained motor vehicle accident reports and solicited the victims by phone to come to the clinics for treatment. "Runners" or "cappers" would then transport the solicited victims to and from the clinics and were paid for each victim they delivered.

The clinics allegedly developed a routine course of extensive and medically-unnecessary treatments for victims, regardless of their actual injuries, racking up thousands in bogus billing to the insurance companies. In addition, the plaintiffs allege that the clinics billed for treatments that were never provided.

Minnesota is one of only a few states without a state level insurance fraud investigative unit. In April of this year, a state law was passed that will launch an insurance fraud prevention unit within the Minnesota Commerce Department in July 2003.

"According to the National Insurance Crime Bureau, insurance fraud is the second most costly white-collar crime in America -- only tax evasion is more costly," said Nancy Jacobson, SIU manager, West-ern National Insurance. "We hope this lawsuit sends a message loud and clear that insurance fraud does not pay in Minnesota."

Jack Demmer Lincoln Mercury Wins Ford Customer Service Silver Cup

Jack Demmer Lincoln Mercury has been presented with Ford Motor Company's prestigious "Silver Cup for Customer Service" award.

The award is based on overall service satisfaction of warranty repairs rated entirely by customers of the dealership.

Jack Demmer Lincoln Mercury is one of the Ford Motor top 100 dealers in the country based on customer scores, sales volume and staff certification.

I-CAR Education Foundation 2003 Board and Executive Committee

The I-CAR Education Foundation Board elected Jim Dickens, CCC Information Services; John Eager, NAII; Frank Hall, State Farm; Greg Horn, GMAC Insurance; Clark Plucinski, True2Form; and Jose Vargas, Texas State Technical College to its Board of Trustees.

The Foundation also appointed its Executive Com-mittee and Committee Chairs for Fiscal 2003 which include:

Executive Committee:
- Chairman - Donald F. Askew, PPG Industries, Inc.
- Vice Chair - Sharon Merwin, ASA
- Treasurer - Bruce W. Cooley, Sherwin-Williams Automotive Finishes Corp.
- Secretary - Brian Whitcomb, General Motors Corp.
Committee Chairs:
- Development - Clark Plucinski, True2Form
- Marketing/PR - Terri McMenamin, ABRN
- Programs/Services - Sharon Merwin, ASA
- Trustee - Donald F. Askew, PPG Industries, Inc.

I-CAR Education Foundation Executive Director Ronald W. Ray said, "The Foundation could not exist without the support, leadership and guidance from our dedicated Board members. The Board is represented by all segments of the collision industry and these individuals will only strengthen our abilities to fulfill the Foundation mission."

DuPont Marks 200th Year with Time Capsule at Founding Site

At the site where DuPont was founded in Wilmington, Delaware as a family-owned gunpowder manufacturer during July in 1802, DuPont has marked its 200th anniversary by dedicating an 8-cubic-foot stainless steel time capsule -- filled with artifacts, employees' and retirees' creative expressions, and a CD-ROM viewer.

"DuPont employees who open the time capsule 100 years from now probably won't be familiar with the 21st century technologies of CD-ROMs and microfilm," Chairman and Chief Executive Officer Charles O. Holliday, Jr. said. "But they will be thoroughly familiar with the sentiments expressed by our people today. That's because they highlight two essential characteristics that have not changed in 200 years and will remain constant in our third century: What we value -- our high ethical standards, respect for people and commitment to safety, health and the environment -- and how we create value for society - by applying science and knowledge to improve life on our planet. These characteristics are the foundation of our past and present success, and they will continue to guide us in the future."

DuPont was founded on July 19, 1802, by French immigrant Eleuthere Irenee du Pont as a small family operation which manufactured black powder for guns and blasting.

DuPont enters its third century today with 79,000 employees and operations in 70 nations.

Supplyline Conference to Increase Profits for Independent Jobbers

A conference aimed at creating an organization of independent paint and body shop equipment jobbers with marketing and buying advantages will be held in Marietta, Ga. on Sept. 20. The theme of the conference is "Grow Your Profitability."

"We're offering independent jobbers a chance to adopt e-commerce tools that will increase their sales while reducing their costs," says David Bourne, president of Supplyline USA, sponsor of the conference.

Key to the proposed organization is a common website for marketing and online sales. The website would include products from all manufacturers who supply member jobbers. However, while the site's extensive database would be available to all members, each jobber would have access only to the product lines he sells.

NABC's Mark Claypool to Lead Team USA

Skills USA/VICA has selected Mark Claypool to be the overall team leader for Team USA 2003. Claypool is President and CEO of Mentors At Work and Executive Director of the National Auto Body Council (NABC).

In June 2003, Team USA will compete in the International Youth Skills Competition in St. Gallen, Switzerland. Competitions range from collision repair technology and auto refinishing to cosmetology and culinary arts.

Tim Lawrence, Executive Director of Skills USA/VICA, said, "Mark knows what the Inter-nationals are all about and will get our competitors in the right frame of mind to compete against the best students representing their countries from around the world." Claypool formerly served as Director of Development and Business Partnerships Team Leader for Skills USA/VICA.

"These students represent the best of the best in many occupational fields, including the automotive industry. All of the skilled trades are in great need of new employees and I see Team USA as a way to showcase what opportunities the auto industry has for young people and what it takes to get into this field,” said Claypool. “I know Skills USA/VICA is seeking sponsors for the two collision repair competitors and I hope we can count on this industry to come through and make this possible."

Skills USA/VICA is a national organization serving 266,000 high school and college students and professional members in training programs. Student membership in Skills USA/VICA offers leadership, citizenship and character development programs and activities to complement skill training. Skills USA/VICA emphasizes respect for the dignity of work, high standards in trade ethics, workmanship, scholarship and safety.

For more information, visit www.skillsusa.org or call 703-777-8810.

NABC and Member Shops Prepare for PRIDE Month

October has once again been designated as Collision Repair Industry Pride Month by the National Auto Body Council (NABC). The objective of this event is to provide a national annual event to serve as a focal point for mobilizing all segments of the Collision Repair Industry to attract attention to the good news about the collision industry and its people, and to generate positive interaction between members of the industry, and with their customers.

PRIDE Month Committee Chair Stacy Bartnik said, "We sincerely believe that people join the NABC because they are proud of this industry and are offended by the negative image our industry has been labeled with. Participating in PRIDE Month activities enables NABC members to celebrate the professionalism that exists in our industry every day."

NABC has assembled for its members free, detailed PRIDE Month kits that guide shops through the complete process of setting up and hosting an open house and more. The kits are very informative and provide shops with the answers they will need to put on an event.

"We not only want to encourage our members to host open houses, but we want to assist them in doing them well, that is the purpose of these kits. We also want to entice new members to join us to take advantage of this benefit," added Bartnik.

Chuck Sulkala, Chairman of NABC's Camp Mak-A-Dream campaign is urging shops to incorporate fund raising for the camp's health center as a part of PRIDE Month activities. According to Sulkala, "We are getting very close to our goal and need to raise it all by the end of the year. Wouldn't it be great if we could accomplish our $500,000 goal in the month we celebrate our industry? Let's make it happen!"

The NABC suggests its members participate in a number of PRIDE Month activities, including:

public open houses held by repair facilities
organizing and hosting shop tours for high school and grammar school students, administrators, teachers, guidance counselors and parents
getting vocational technical schools, community colleges and trade schools to do a full day of shop tours
inviting radio & TV personalities (weather or other) to broadcast from a repair facility
inviting city officials to association meetings
having rotary and other service clubs feature collision repair professionals to speak, set up a shop tour, and more.

Local associations can be of assistance in covering events in their newsletters or forwarding material to local papers and other media.

"The tag line on the NABC logo says 'Building Integrity', and that is exactly what our members are doing by running ethical businesses and opening the public's eyes to what today's industry is all about," said Mark Claypool, NABC's Executive Director. "We invite shops out there that share this passion for improving the industry's image to join us in really making a difference. Call us at 888-667-7433 or join online at www.autobodycouncil.org."

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