AASP/MA General Meeting Recap: Converting Challenges into Opportunities to Get More in ‘24
by Alana Quartuccio
Combatting collision repair industry challenges starts with changing one’s thought processes. Moreover, it’s not about what one thinks but rather how one thinks.
“I’m not here to tell you how to run your business; I’m here to get you to think differently,” pledged Dave Luehr (Elite Body Shop Solutions) as he set out to inspire the AASP/MA General Membership Meeting audience to convert challenges into opportunities. The internationally known speaker painted an eye-opening picture of how the “mastermind principle” can help one become more successful and find freedom in their businesses.
“Right now is the best time to be in the collision repair business, even if it doesn’t feel like it,” Luehr insisted. “If you are as passionate about fixing your business as you are about fixing cars, I promise you: anything is possible.”
It all comes down to finding the right opportunities. “It’s so important to differentiate yourself and your business. Don’t try to be a mediocre version of the shop down the street. Take the opportunity to reinvent yourself.” Offering a visual to drive his point home, he stated “Stop trying to battle giants using the weapons giants use, or you will get slaughtered every time.”
A former body-shop-owner-turned-business-consultant, Luehr shared personal anecdotes which led him to “help independent operators take on the big shots of the world.” He introduced them to three key ideas to consider: developing the mindset of an adaptive leader, building an adaptive culture and staying focused amidst the chaos.
Luehr polled the room on the biggest things that keep them up at night which elicited answers like ADAS and EVs to technician shortages. “Looking at a daunting list like this creates fear, [but] what if we change the word ‘challenge’ to the word ‘opportunity?’” he asked.
Using consolidation as a noted industry concern, Luehr reminded all that “[consolidators] are not in the collision business; they are in the money business. Consolidation can be your friend. Competition can be your friend if you differentiate yourself and not try to act like a better version of the competitors.”
Luehr used Honda Motor Company founder Saichiro Honda as an example of a great success story and someone who “never gave up on his dreams.” Honda was noted to have said, “Instead of being afraid of the challenge and failure, be afraid of avoiding the challenge and doing nothing.”
“I use the word ‘declaration’ all the time,” stated Luehr. “Sometimes, you have to change and do things differently. Never lose sight of that declaration.”
When it comes to productivity, one of the biggest mistakes shops make is “giving low-skilled work to high-skilled technicians.” He compared this to “having brain surgeons empty out bed pans.” The most profitable shops are those that understand this mindset.
There are four entrepreneurial freedoms every business owner wants to embrace – freedom of time, freedom of money, freedom of relationships and freedom of purpose, according to Luehr. The key is “finding freedom through better leadership.” He urged shop owners to think about their own businesses’ organizational structure as one can’t do it alone. Luehr also suggested everyone “get out of your damn comfort zone. Be willing to separate yourself from the status quo. You have to be willing to show up and spend an occasional Saturday learning new things.”
Luehr walked the audience through the five key elements that define a magnetic business and how implementing each can really transform one’s business. One of those areas is understanding if one’s work is meaningful. “Does the work I do really matter?” he posed the question, suggesting, “It’s your job as leaders to connect the dots and help workers understand that their work is making a difference, perhaps in someone else’s life. How often does your detailer know how much their work made someone smile?”
Good company culture is another key. “Most cultures resemble the person leading the organization. If your culture sucks, you may have to look in the mirror and admit, ‘You’re the problem.’ That’s tough to do, but at least you will understand why it’s the way it is. Oftentimes, you lead by example, so you have the opportunity to literally create the culture you want with intention via your actions.”
He addressed shop productivity by focusing on three main areas: WIP (work in process) management, repair plan accuracy and parts management, and he reminded business owners they have the power to change their lives. “Our problems fade away when you address them at the root.”
Owning one’s role and how they allow others to perceive it is another effective element in becoming more successful. “If you call someone a vehicle damage assessor [as opposed to an estimator], it has some gravitas to it. They literally are engineers who perfect the repair plan.”
Upon closing out the program, AASP/MA Executive Director Lucky Papageorg stressed the importance of being part of the Alliance. “It’s been said, even by someone here in the room today, that one can’t understand why every single body shop in the state is not a member of AASP/MA. If we’re all united – and it’s not an antitrust thing or anything of that nature – we could kick the insurance industry’s ass. We just need to have everyone on the same page sharing a common thought process about who is responsible for the repair of the vehicle.”
AASP/MA is grateful to Vendor Affinity Program (VAP) Silver Level Sponsor Crown Collision Solutions for providing the snacks/beverages at the meeting and also to the VAP sponsors that participated in the event: ADAS Diagnostics Solutions, Coverall Law, Lombard Equipment and World Insurance Associates.
Congratulations to Doug Begin (Vendetti Motors; Franklin) who won the raffle for a FREE one-year AASP/MA membership. This contest was open only to attendees who were current members in good standing. Kevin Gallerani (Cape Auto Body; Plymouth) won the 50/50 raffle and donated his winnings back to the association for its legal/lobbying efforts. Congrats also go to Mike Penacho (Mike’s Auto Body; Fall River) and Rick Roberts (Midway Collision; Norton) who won copies of Luehr’s book, The Secrets of America’s Greatest Body Shops.
Papageorg expressed gratitude to everyone who supported the event helping to make it a great success “We received great feedback from attendees who truly felt they got a lot of value from giving up a Saturday to attend and be surrounded by colleagues who came from all across the state. It was a great day!”
Every shop represented at the event received a thumb drive with materials discussed and a video of the presentation. Shops interested in obtaining the materials from the event can contact Papageorg at lucky@aaspma.org. Stay tuned for more information on upcoming events by visiting aaspma.org/events.
Want more? Check out the August 2024 issue of New England Automotive Report!