From the Field: PBE Jobbers Flocked to Phoenix for Business Education - BodyShop Business

From the Field: PBE Jobbers Flocked to Phoenix for Business Education

Over 100 paint, body and equipment jobbers gathered in Phoenix, Ariz., April 28-29 for the annual Paint, Body & Equipment Specialists Spring Conference.

The theme this year was “Boosting Your Bottom Line.” Attendees were treated to special presentations such as:

• “Sales Mastery: How to Dominate Your Market in Any Economy” – Noah Rickun, BuyGitomer, Inc.

• “Creative Compensation Alternatives” – Bruce Katcher, Ph.D., Discovery Surveys, Inc.

• “The Skilled Approach to Marketing: A Practical Guide to Getting Your Marketing in Gear” – Rick Ashley, Octane VTM

• “Getting Your Financial House in Order in the New World” – Jonathan Carey, BB&T Capital Markets

• “The Status of Highway Safety: Are We There Yet?” – Kim Hazelbaker, Highway Loss Data Institute

• “Current Events in the Collision Industry” – Greg Horn, Mitchell International, Inc.

Some key points from the “Sales Mastery” presentation were:

• It takes many years to build trust, but it can be destroyed in minutes.

• Don’t hate the competition; make them hate you.

• The economy is never coming back as it was.

• Customer expectations are higher than ever.

• Customers are guarding their cash more; the money will be spent judiciously.

• People don’t like to be sold but they love to buy.

• People will like someone who helps them achieve something or become more profitable.

• Spend time preparing questions and your customers will spent their dollars with you.

• Four ways to eliminate price objection: 1) stop thinking of your
product as a commodity; 2) take your last 10 sales and figure out how
sale was completed, what went into the decision-making process and who
pulled the trigger; 3) don’t focus on the sale, focus on the use of the
service; 4) start your sales call at the right level.

• There are plenty of good people out there; they’re just not working for you.

• Memorable services make great word-of-mouth.

• What things are you doing after the sale?

• Negativity blocks creativity.

Rick Ashley of Octane VTM also made some interesting points in his presentation on marketing. They include:

• If you lost a sale, you actually lost a battle of perception.

• Inefficient planning, inadequate positioning and inconsistent messaging = results from poor planning.

• The best product service doesn’t always win; the best perception usually always does.

• The generalist is always susceptible to the specialist.

• Establish your position, communicate it and defend it.

Kim Hazelbaker included some interesting statistics in his presentation on highway safety, including:

• Population of U.S. = 302,869,285

• Licensed drivers = 200,000,000

• Registered vehicles = 240,000,000

• Crashes (reported to police) = 6,159,000

• Propery-damage only crashes = 4,304,000

• Injury crashes = 1,816,000

Greg Horn, vice president of industry relations for Mitchell, Inc.,
based his presentation on Mitchell’s most recent industry trends
report. Click HERE to access the report.

Roundtable Discussions

Roundtable discussions were also held at the conference, focusing on
how PBE store owners can streamline their business operations. Topics
included: “Technology for Efficiency and Effectiveness,” “Lean
Practices: What Are You Doing to Cut Costs?” and “Cash Flow: What Are
You Doing to Keep Cash Flowing?”

With the tough economy, many jobbers have been forced to take a hard
look at their policies, processes and procedures in order to ensure
they stay profitable.

Some talked about installing GPS in their trucks so that they could
track their drivers’ wherabouts and route more efficiently to save on
fuel costs. Some have also reduced the number of deliveries, implying
the days of just picking up and delivering any time a customer calls
are over.

Tighter inventory control was also discussed as part of getting lean,
getting a read on what are the most popular products and what are the
least and stocking accordingly. Also, reducing inventory so that they
carry only what is needed at any given time, similar to collision
repair facilities not having cars sitting around that aren’t being
worked on.

There was even talk on somehow causing a behavior change among
collision repairers to keep track themselves on what they’re running
out of. One jobber said he doesn’t believe it will ever happen, while
another said if repairers are given the right tools (such as a scanner)
that are placed in a central location in the shop, it could become

Other jobbers talked about having to revisit their payment arrangements
with customers, perhaps even cutting off customers who take too long to
pay or putting some customers on COD and upping the rewards for those
who pay promptly.

To read about last year’s PBES Spring Conference, click HERE. 

You May Also Like

Cruise Postpones Release of Driverless Taxi Service

Cruise, a GM subsidiary, recently announced that it will miss its goal of launching a large-scale self-driving taxi service in 2019.

Cruise, a GM subsidiary, recently announced that it will miss its goal of launching a large-scale self-driving taxi service in 2019. Cruise CEO Dan Ammann said the company plans to dramatically increase the number of its autonomous test vehicles on the road in San Francisco, but will not be offering rides to regular people this year, according to an article from The Verge.

Cutting Edge Automotive Solutions Partners with Andretti Rallycross

Andretti Rallycross announced that Cutting Edge Automotive Solutions will serve as technical partner on Cabot Bigham’s No. 02 OINK Clothing Beetle for the remainder of the 2019 Americas Rallycross season, showcasing their SP Tools USA brand.

Ford, Volkswagen Expand Collaboration to Include Autonomous, Electric Vehicles

Ford Motor Company and Volkswagen AG announced they are expanding their global alliance to include electric vehicles – and will collaborate with Argo AI to introduce autonomous vehicle technology in the U.S. and Europe.

CCAR Updates Website with More OSHA Alliance Resources

CCAR (Coordinating Committee For Automotive Repair) has announced the addition of new Occupational Safety and Health Administration (OSHA) Alliance content on its main website,

CARSTAR McLaren Lake Forest and CARSTAR McLaren Irvine Open in California

Owned by husband-and-wife team James and Mary Davis, CARSTAR McLaren Lake Forest and CARSTAR McLaren Irvine are a family business.

Other Posts

CIECA to Offer Webinar on What Businesses Need to Know to Implement CIECA Standards

CIECA will hold its next CIECAst webinar, “Implementing CIECA Standards: Implementation Guide and Appendix C – BMS, Code Lists and Shema Components,” on Tuesday, Dec. 11, 2018 at 11 a.m. CST.

CARSTAR Urges Customers to Stay Winter Ready

Cold weather can create some of the harshest driving conditions of the year. The months between October and February top the list for accidents, vehicle damage and injuries.

CIECA Adds Broadly as Corporate Member

The Collision Industry Electronic Commerce Association (CIECA) announced that Broadly has joined CIECA as a corporate member.

NABR Launches BillableGenie Online Searchable Database of Insurer-Paid Not-Included Procedures

National AutoBody Research (NABR) has announced the launch of its BillableGenie online service, an independent, centralized source of actual data on insurer paid not-included procedures and operations, labor rates, labor rate concessions and other manually entered estimate line items.