And while most programs have the
same basic elements, each has its own specifics that make it unique
– much like your shop has specifics that make it unique.

To make your job easier, we’ve compiled a listing of the available
membership programs and their benefits. Match your needs with
a program, and you won’t have to wonder if your decision was a
wise one.

ACOAT SELECTED

AVAILABLE THROUGH: Akzo Nobel

MEMBERSHIP BENEFITS:

• Marketing, sales, parts management, paint control, materials
  control, human resources, financial control, strategic planning,
  production management, health and safety, standardized procedures
  and office-management tools are offered with written guidelines.
• Consultant services: on-site visits, follow-up phone calls,
  monthly key indicators and trend analysis.
• Education curriculum: courses in financial management, market
  planning, business planning, marketing media analysis, leadership,
  organizational development, production management, office management
  and sales management.
• Frontline service training: a three- to four-hour seminar
  that allows the entire company to work on customer service, communications
  and quality control.
• 20 Groups: meetings of 10-20 noncompetitive shops confidentially
  disclosing financial and business ideas to enhance their shops.
• Local repair networks with other Acoat selected shops.
• Study group/study missions: offers visits to other 20-Group
  shops.
• Graphical trend analysis.
• Blue Chip Interfirm Comparison: a quarterly newsletter and
  report discussing trends among Blue Chip partner firms.
• Periodic technical audits of your refinish repair processes.
• A touch-screen interactive kiosk: integrates narrated pictures
  and video to teach your customers about your shop, claims-handling
  process, repair process, CSI and Acoat certifications.
• Other benfits are available after advancing to Partner status.

COST: $5,000 per year.

QUALIFYING CRITERIA:

• Materials and Equipment: sole use of Akzo/Sikkens paint; a
  pressurized spraybooth that’s commercially manufactured and meets
• NFPA Bulletin 33 standards; equipment capable of making multiple
  unibody and full-frame pulls; a four-point/symmetrical and asymmetrical
  measuring system; an accurate source of vehicle dimensions; a
  four-wheel alignment rack or quality sublet; a MIG welder (plastic
  and aluminum if appropriate); a properly sized air dryer capable
  of bringing air below the dew point; a compressor capable of maintaining
  a minimum of 70 psi for HVLP within 20 feet of a spray gun; a
  properly sized oil-separation unit located near the compressor;
  a paint-mixing and -storage area that complies with OSHA and local
  fire-code regulations and is properly vented; a well-lit, attractive
  and clean workshop; a mechanism to lift vehicles; proof of hazardous-waste
  removal and proper documentation; and A/C-refrigerant recycling
  and charging systems that meet national guidelines or quality
  sublet.
• Office: a computerized management system providing automated
  estimating, job costing, employee efficiencies and departmental
  sales analysis; periodical submittal of income statements and
  balance sheets; a fax machine; a P-Page logic estimating system
  (ADP, CCC or Mitchell); and license and permit documentation as
  required by the market.
• Warranty: a written lifetime warranty on paint and labor;
  100 percent participation in Akzo Product Assurance Plan; and
  willing to have recent repair orders subject to a customer-service-index
  (CSI) audit.
• Education: Technical staff must have technical education plan
  in place for attainment of I-CAR-Gold or like status.
• Time and Resources: an owner/general manager committed to
  quality and long-term growth and who will dedicate time and resources
  to the Acoat selected program.
• Other criteria is required to advance to Partner status.

FOR MORE INFORMATION:

Call (800) 5-ACOAT-5 to speak to a business-development manager,
or contact your local account representative.

A-PLUS

AVAILABLE THROUGH: Sherwin-Williams

MEMBERSHIP BENEFITS:

• Business Management: a body shop analysis, which provides
  a confidential survey to determine strengths and weaknesses in
  critical areas; the collision-repair design service; the Advantage
  Shop Management two-day training course; the Benchmark Customer
  Service Index; and the Paint-Safe products program, which features
  an OSHA-compliance kit and product discounts. The Benchmark Operational
  Analysis Program, which provides a detailed analysis of your shop’s
  financial performance compared to other shops of similar size
  and dollar volume, can be purchased by members as a separate program.
• Marketing Leadership: the Advantage marketing program, which
  includes workbooks and videos on market analysis and planning,
  sales techniques, customer service and marketing communications,
  and an optional one-day course; custom-printed brochures; shop
  identification, which includes a membership plaque, a metal A-Plus
  sign and other merchandising items; and the Sherwin-Williams ULTRA
  Lifetime Guarantee.
• Industry Insight: a subscription to “Insight,” a
  monthly collision-repair industry newsletter; and connection to
  Insight’s Independent Information System, I-NET, an electronic
  bulletin board connecting body shops, PBE suppliers and insurance
  companies.

COST: $495 one-time enrollment fee. Members may choose
to purchase added resources in the future.

QUALIFYING CRITERIA:

• Use Sherwin-Williams Premium Undercoat System and ULTRA System
  basecoat/clearcoats as your main refinishing system.
• Comply with all federal, state and local regulations pertaining
  to collision-repair facilities.
• Employ qualified technicians who are I-CAR or ASE certified
  in refinish and body-repair
• responsibilities.
• Provide an ongoing employee training program using resources
  provided by I-CAR, ASE or Sherwin-Williams.
• Maintain a refinishing area that complies with safety, environmental
  and legal regulations.
• Utilize a four-point clamping system to secure vehicles while
  making structural repairs; electrical and hydraulic pulling equipment
  appropriate to the service; equipment capable of making 3-D measurements;
  current dimensional guides appropriate to the vehicle being repaired;
  a computerized estimating system; and appropriate welding equipment
  that meets vehicle-manufacturer requirements.
• Replace or restore a vehicle’s mechanical and structural components
  to their preaccident
• condition.
• Replace all safety devices and restore vehicle corrosion protection.
• Provide a minimum one-year written limited warranty on all
  repairs.
• Maintain a clean and professional environment for receiving
  customers.
• Meet qualifications and utilize the ULTRA Guarantee Program.
• Monitor your CSI through a third-party service.
• Adhere to the Code of Ethics issued by the Society of Collision
  Repair Specialists.

FOR MORE INFORMATION:

Contact your nearest Sherwin-Williams automotive branch, jobber
or sales representative, or call (800) SW-ULTRA.

ASSURANCE OF QUALITY

AVAILABLE THROUGH: DuPont

MEMBERSHIP BENEFITS:

• Management Solutions: the AutocheX financial-analysis and
  business-planning tool; technical training; shop layout and design;
  the SMART-1 management seminar; customer profiles; car-owner identification
  service; the Accounting Game, which explains how to understand
  the numbers; toll-free support; a starter-kit video; a video training
  series, which focuses on telephone skills and office management;
  the “Insight” newsletter, with information on industry
  trends and facts; the AOQ Insider, with information on program
  news and features; a shop-operation manual; AOQ identification;
  the AutocheX newsletter, with CSI information and industry news;
  the AutocheX employee survey, a training and management tool;
  Partners for Profit comprehensive management training; and the
  Enlightened Leadership seminar.
• Marketing Solutions: shop identification signage; an advertising
  and promotion kit; inclusion in the AutocheX directory; counter-top
  displays; customer brochures; customer repair certificates; customer
  finish-care guides and hang tags; wall posters; a customer video;
  KWIK color tabs; shop- evaluation cards; thank-you and referral
  cards; TYVEK car covers; NASCAR association; a portable display
  unit; an on-hold message service;
• AOQ personalized address labels and stationery; the PH&H
  referral program; “On Roads” magazine; DuPont publications;
  the Guerrilla Marketing seminar; and the Street Fighting Sales
  & Marketing seminar.
• Customer Satisfaction: CSI measurement tools, including customer
  evaluation cards, the technician hang-tag checklist and the AutocheX
  third-party CSI service; a customer-satisfaction guide; a national
  warranty; and shop qualification.

COST: $1,995 for a two-year contract for a single shop,
$1,795 for the second shop and $1,595 for the third shop. A two-year
renewal option is $1,000.

QUALIFYING CRITERIA:

• Have an established business location in compliance with local
  zoning laws and local retail
• standards.
• Have all applicable local, state and federal licenses and
  permits, and operate in accordance with applicable regulations.
• Have proof of garage liability insurance and garage-keeper’s
  legal liability insurance or
• equivalent.
• Use only DuPont refinish paint systems and provide DuPont
  paint-system warranties.
• Provide a written warranty on all other vehicle repairs.
• Maintain a set of current collision-estimating guides for
  the vehicles being repaired or the ability to produce computerized,
  P-Page logic estimates.
• Show evidence of ongoing employee training.
• Show evidence of training in current management subjects followed
  by ongoing attendance of at least one course per year.
• Participate in a CSI program for all completed repairs.
• Have a paint application system and refinishing area that
  meet all federal, state and local safety requirements and that
  will produce OEM-type color and finish.
• Have a source of frame/unibody dimensions and a measuring
  device capable of determining frame/unibody dimensions.
• Have equipment on site or available to restore steering-system
  alignment, including four-wheel alignment, and to verify the condition
  and the results by printout.
• Have the equipment and capability to remove and reinstall
  suspension, engine and drive-train components.
• Have equipment on site or available for use by certified personnel
  to evacuate or recharge A/C systems.

FOR MORE INFORMATION:

Call (800) 533-1313.

AUTOCARE COLLISION CENTER

AVAILABLE THROUGH: NAPA/Martin-Senour

MEMBERSHIP BENEFITS:

• NAPA AutoCare “Peace of Mind” Warranty: guarantees
  repairs for six months or 6,000 miles (participation by subscription).
• Local Use Marketing Fund: covers 50 percent of all qualifying
  expenses related to advertising, training, signage, computer estimating
  packages and other expenses within an amount equal to 2 percent
  of qualifying NAPA purchases.
• NAPACARD Consumer Credit Program: 90- Days-Same-As-Cash terms
  for consumers.
• NAPA Customer Satisfaction Program.
• 1-800-LET-NAPA AutoCare Center Locator Service: assists consumers
  and insurance carriers locate the AutoCare Center nearest them.
• National AutoCare Advertising: promotes NAPA AutoCare Centers
  on network television and in major consumer publications, including
  “People” magazine and “USA Today” and in major
  trade publications.
• NAPA Long Distance Network: special long-distance telephone
  rates.
• “NAPA AutoCare News”: a monthly publication filled
  with success stories, management tips and other information.
• “NAPA News”: updates on new PBE products, refinishing
  techniques and other technical tips.
• AutoCare Sales Builder Binder: notebook with local advertising
  guidelines and materials.
• NAPA Insurance Programs: affordable property and casualty
  coverage, group medical insurance and group term-life insurance
  (not available in all states).
• ASE Certification Reimbursement: a $45 reimbursement for ASE
  certification or recertification testing fees.
• NAPA Institute of Automotive Technology: one free enrollment
  ($24.95 value) and one free self-study course ($89.50 value).
• NAPA Tech Tips: free manual with 800 tech tips and monthly
  updates ($22 value).
• “Martin-Senour Refinish Manual”: a certificate for
  a free comprehensive guide containing detailed instructions on
  Martin-Senour refinishing systems.
• Technical Training Videos: certificates for free training
  tapes from Martin-Senour and 3M.
• Vehicle Leasing Program: offers a special
• vehicle-lease arrangement.
• AutoCare Collision Center Rental Car
• Program.
• EPA/OSHA Compliance Management Kit: organizes and explains
  regulations regarding safety, health and the environment.
• EPA/OSHA Collision Center Compliance Assessment: a complete
  review and written report of the collision center, including a
  plan to achieve and maintain compliance.
• Preferred Leasing/Financing Program: reduced rates and preferred
  terms on NAPA TRACS systems, NAPA tools and equipment, and vehicles.
• Martin-Senour Tec 5 Guarantee: qualify to receive a five-year
  refinish guarantee to extend to customers.
• AutoCare Yellow Pages Program: national program for trademark
  listings and display ads.
• AutoCare Collision Center/Exterior Designs: attention-grabbing
  identity program.
• Martin-Senour Collision Repair Design
• Services.
• NAPA Stationery, Merchandising Materials and Wearables.
• AutoCare Collision Center Billboard: Ties the independent
  collision center to the national NAPA AutoCare identity.
• Martin-Senour Technical Training: courses on the latest in
  paint composition, application, color matching and more.
• NAPATECH Tele-Diagnostic Hotline: free enrollment ($25 value)
  and reduced usage fee.
• Electronic Color Management Systems.
• Computer Estimating and Management Software Packages.
• Martin-Senour Marketing Program.
• Production Efficiency Training: a two-day course focusing
  on improving productivity and profitability.
• Benchmark Operational Analysis: designed to improve operational
  and financial performance.
• “Drive Time” Consumer Newsletter.
• “Profinisher”: a quarterly publication to inform
  and educate the professional refinisher.
• “Insight” Collision Repair Magazine
• Subscription.
• AutoCare Collision Center Membership Plaque.

COST: Annual membership is $495.00.

QUALIFYING CRITERIA:

• Make NAPA your primary supplier and first call for refinish
  products and replacement mechanical parts and supplies.
• Use the Martin-Senour Tec/SYSTEM as your main refinishing
  system, and use these and related products according to Martin-Senour
  guidelines.
• Comply with federal, state and local
• regulations.
• Provide workers-compensation and garage-keeper’s liability
  insurance.
• Employ qualified technicians who are ASE-certified in refinishing
  and body-repair categories.
• Maintain a refinishing area that complies with safety, environmental
  and legal regulations.
• Utilize: a four-point clamping system to secure vehicles while
  making structural repairs; equipment capable of making 3-D measurements
  on symmetrical and asymmetrical vehicles; electrical and hydraulic
  pulling equipment appropriate to the service offered; and current
  dimensional guides appropriate to the vehicle being repaired.
• Use appropriate welding equipment that meets the vehicle manufacturer
  requirements.
• Provide an ongoing employee-training program (I-CAR or equivalent).
  In addition, all refinish technicians must participate in at least
  one approved Martin-Senour technical-training update class every
  24 months.
• Reinstate vehicle corrosion protection.
• Replace or restore a vehicle’s structural components, engine,
  drive train and suspension to its preaccident condition with regard
  to location, integrity, durability and safety.
• Replace all safety devices to manufacturers recommendations.
• Be equipped to safely raise vehicles for inspection and repair.
• Provide a minimum one-year written limited warranty on all
  repairs.
• Maintain a clean, professional environment for receiving customers.
• Stay current on all statements from your servicing NAPA Auto
  Parts store.
• Participate in the NAPA Customer Satisfaction Program.
• Adhere to the NAPA AutoCare Collision Center Code of Ethics.

FOR MORE INFORMATION:

Contact your NAPA Auto Parts store or Martin-Senour representative,
or call (800) LET-NAPA for the location of your nearest NAPA Auto
Parts store.

THE COLOR CLUB

AVAILABLE THROUGH: Spies Hecker

MEMBERSHIP BENEFITS:

• Special travel benefits: incorporate automotive events in
  the United States and abroad.
• Consulting services: shop layout and design; consultations
  on shop redesign, extensions and construction; business profitability;
  OSHA and EPA consulting.
• Third-party CSI tracking: a customized survey tailored to
  track various levels of customer satisfaction and information.
  Personalized telephone surveys are conducted by an independent
  market-research company at preferred pricing for Color Club members.
  Includes periodic summary reports, “Red Flag” reports
  of crucial customer responses, professional-image consultations,
  and optional comparisons and trend-analysis reports.
• Communications: Spies Hecker newsletter; newsletter insert
  that outlines Color Club activities; Fast Fax, up-to-the-minute
  information via fax on industry events and current trends.
• Product evaluation: members selected at random to be the first
  to use new products.
• Business insurance: Par-Care, a national program that includes
  health, workers-compensation, general and garage liability coverage.
  Payroll and risk-management services are also available.
• Seminars: free business seminars on issues such as productivity,
  profitability, marketing and industry changes. Financial Consulting,
  Safety/Environmental Compliance and Business Strategies are among
  the seminars planned.

COST: $99 per year, with some benefits having an additional
cost.

QUALIFYING CRITERIA:

• Use Spies Hecker paint.
• Have the high-quality equipment to operate an efficient body
  shop.
• Meet the technical training standards required.

FOR MORE INFORMATION:

Call Spies Hecker at (516) 777-7100.

MVP (Maximum Velocity Performance)

AVAILABLE THROUGH: PPG Automotive Refinish

MEMBERSHIP BENEFITS:

• Refinish technology; color-matching tools and service; and
  support in shop management and business development, computer
  systems, marketing, environmental compliance, waste management
  and safety.
• The MVP Productivity Analysis service: a thorough evaluation
  of collision-repair operations, including analysis of metal shop,
  paint department, body-repair and paint equipment and personnel,
  plus a sales and profit evaluation, a safety check-up and a critique
  of the shop’s overall marketing image.
• The PPG Certification program: offers technician training,
  marketing support, a technician hotline and other benefits.
• Other key aspects: management training, body shop design and
  layout service, a collision-shop operations manual, assessment
  of production equipment and a custom tailored MVP Speed System
  that will be highly productive in that specific environment.

COST: Phase I – no cost

Phase II – $340

Phase III – no cost

QUALIFYING CRITERIA:

• Enrollment in the PPG Certification program, which enables
  shops to offer a Lifetime Guarantee (valid to original purchaser
  only) on any paint work done according to certification standards.

FOR MORE INFORMATION:

Contact your local PPG territory manager, or write to: MVP Program,
c/o PPG Automotive Refinish, 19699 Progress Drive, Strongsville,
Ohio 44136.

Partnership in Excellence (PIE)

AVAILABLE THROUGH: American Standox

MEMBERSHIP BENEFITS:

• Membership package: a PIE three-ring binder with marketing,
  management and training modules; samples of all the literature
  available to the PIE body shop, such as customer appointment cards,
  lifetime warranty folders, etc.; $100 credit for CSI (program
  of your choice); outdoor illuminated sign (or $300 Bowtie Buck
  credit); one-year free subscription to “Insight” magazine;
  $259 CCC fee waived for the first year; promotional-item catalog;
  Frequent Buyer membership card; Partnership in Excellence lapel
  pin; $50 Bowtie Buck kick-off credit; and Membership Award in
  recognition of your Partnership in Excellence.
• PIE weekend-retreat conferences for owners and managers.
• PIE marketing services: includes discounted graphic-design
  and printing services, discounted promotional product services,
  marketing advisory services, sample materials kit, camera-ready
  ad slicks and marketing reference-materials module.
• PIE management services: includes regional body shop management
  training courses, management advisory services and management
  reference- materials module.
• PIE training services: includes regional estimator sales training
  and product training courses, training advisory services and training
  reference- materials module.
• Frequent Buyer Program: 2 percent of monthly Standox purchases
  credited into a Bowtie Buck account for reinvestment into the
  business.
• Computer consulting services: outsourced to CCC and ComputerLogic.
• Collision Center Connection: outsourced to CCC.
• CSI Program: outsourced to Insight, AutocheX and Boyd Market
  Research & Development.
• Financial Analysis Benchmarking: outsourced to Insight.
• Collision Repair Design Services: outsourced to CRDS.
• COST: $950 enrollment fee covers the above-mentioned
  items, activation of PIE status and immediate activation of Frequent
  Buyer Accounts.

QUALIFYING CRITERIA:

• Materials and Equipment: exclusive use of Standox products,
  Standox mixing machine, downdraft or well-maintained premanufactured
  booth, frame straightening and measuring equipment, compressor
  with dryer and filtration system, capability to provide (in house
  or sublet) four-wheel alignments, air-conditioning service, collision
  mechanical service, towing, glass repair/replacement, electronic
  repairs, theft-related repairs and unibody/frame repair, rental
  cars available, and professional customer reception area and clean
  customer restrooms.
• Office: computer estimating system, current business-license
  number, valid EPA number, all applicable licenses/permits, workers-compensation
  insurance carrier and expiration date.
• Training: certified Standox technicians and evidence of on-going
  training for management and technicians.
• Easily accessible location with customer parking area.
• Safe/secured vehicle storage.
• Regular business hours (8 a.m. – 5 p.m.).
• Minimum two years in business.
• Minimum one-year written warranty.

FOR MORE INFORMATION:

Contact Amy Dolliver (program manager) at (313) 454-4556, ext.
3106 or Norma Boal (PIE business advisor), ext. 3117.

PARTNERSHIP PLUS

AVAILABLE THROUGH: ICI Autocolor

MEMBERSHIP BENEFITS:

• The Partnership Plus introduction kit: includes the Program
  Manual and other materials explaining the program.
• The Development Plan for mapping a year’s worth of training
  and business plans.
• A profit-potential analysis showing your current profitability
  vs. other shops.
• The program newsletter.
• A membership plaque.
• Reduced pricing on Integrated Shop Management courses and
  program materials.
• Business services.
• In-shop consulting.
• Toll-free support.

COST: None.

QUALIFYING CRITERIA:

• Review a basic checklist with a program representative that
  addresses shop cleanliness, equipment, safety and health, and
  training.

FOR MORE INFORMATION:

Call (800) 227-7516, ext. PLUS (7587).

VisionPLUS Service Products Group

AVAILABLE THROUGH: BASF Corporation, Refinish Division

MEMBERSHIP BENEFITS:

• On-site shop consulting: focus on everything from customer-reception
  design to detailed Productivity Process Mapping of all shop operations.
• Consultation services: two-day FirstStep to 10-day Layout
  & Process Management, which identify and build on shop strengths
  and pinpoint areas of opportunity for improvement; and short-
  and long-term business plans.
• The BASF VisionPLUS Service Products Group: includes 12 Advanced
  Regional Training Centers. On-site painter training also is offered
  to interested users of Glasurit and R-M Brand Refinishing Systems.
• BASF Educational Service Programs: a four-part “Professional
  Business Management Seminar Series.” Topics such as Management
  by Objectives, Paint & Material Profitability, P&L Formatting
  and Shop Financial Analysis are offered.
• The “Business Development Group” program:
• advanced shop profiling, “Success-Trac” business
  planner and extensive “Tele-Coaching.” One-day workshops
  and the three-day Beyond 2000 Body Shop Retreats facilitated by
  Body Shop Video are now sponsored exclusively by BASF Corporation.
• The BASF North American Warranty Programs: external and internal
  signage, dynamic point-of-purchase sales aids and CSI tracking.
  Members of the Glasurit and R-M North American Warranty Program
  are eligible to attend an advanced sales-and-marketing-skills
  seminar to maximize these valuable tools.

COST: Varies depending on which services shops utilize.
(Ranges from $150 for each seminar to $7,500 for some consultation
services.)

QUALIFYING CRITERIA:

Also varies according to which services are chosen.

FOR MORE INFORMATION:

Contact your local BASF representative or write to: BASF Corporation,
Automotive Refinish, 26701 Telegraph Road, Southfield, Mich. 48034
to the attention of Service Products Group.

Note: Meant as a general guide to available
paint-manufacturer partnership programs, the information provided
in this article was correct at the printing of the December 1996
issue. However, the qualifying criteria mentioned may change or
involve more detailed requirements than those listed. To obtain
more information regarding individual program requirements and
benefits, contact a program representative at the phone number
given.