Talk amongst yourselves

It is not just change we must deal with, but-with technology-the increasing pace of change. I have been in the collision industry for over 30 years, and every year change happens at a more rapid pace due to technology. When everything seems to be running smoothly-in business or in life-we tend to keep to ourselves and live in our own world. The minute things begin to change, we start wondering about how others are dealing with it.

When I opened my shop in 1979, the industry was in an uncertain time. While the economy was in a recession, Detroit was beginning to produce the unibody cars that required major new investments for repairers. That was the beginning for me, and the pace of change has been increasing ever since. in an industry where plastic auto body filler was thought to be a major innovation, virtually everything began to change. The changed design engineering principles of the vehicle drove equally fundamental changes in its repair. For example, the entire welding process was completely different, becoming critical to the vehicle's safety and structural integrity. Radically tightened air quality standards totally changed our refinish products and methods. Economic changes dictated that we no longer make a profit simply repairing cars; we needed new management skills and tools to run with competitive efficiency.

Do you remember the industry's confusion and turmoil during those times? Some shop owners declared they had no intention of fixing those "throw-away cars." Many of them are gone now. Others tried to sublet the frame repairs, only to discover that they were left with some paint work and small margins. But many others saw the opportunities of change and began to invest in meeting the challenges, acquiring sophisticated equipment, absorbing additional training, attending I-CAR classes, etc. Most of all, the visionary shop owners began talking with other shop owners, sharing the techniques and ideas for future success.

In the midst of change, an immensely influential idea came along at exactly the right moment for the industry: ARMS (Automotive Repair Management Systems) Management Seminars. ARMS held seminars across the country, teaching shop owners and managers to implement systems that would make their businesses more organized, productive and profitable. Taught to think and manage in a different way, owners began to generate the earnings necessary to fund the investments for change. But there was more to the magic: shop owners from all over the country who had met at the seminars began talking to one another. More day-to-day operating problems began to get resolved, and many long-term friendships were founded in mutual assistance. Many of these same shop owners and managers have become the leaders of our industry today.

ARMS no longer produces industry seminars. But many of the people who attended and facilitated the ARMS seminars remain closely associated, helping each other both formally and informally.

At about the same time 3M Company began promoting seminars (in the early '80s), the Collision Industry Conference was founded. A group of forward-thinking shop owners and managers, led by Al Estorga, formed the CIC as a forum for repairers to discuss and resolve important industry issues. As repairers from all over the country began to meet, other vendors, suppliers, associations and insurers joined the meetings. Before long, all segments of the industry were in the same room working together to resolve important issues. Today, the CIC meets five times a year throughout the country, including immediately prior to the I-CAR Annual Meeting and NACE.

I encourage everyone in the collision repair industry to attend at least one CIC meeting this year. This is your forum to bring issues and concerns out in the open to be discussed, among those who can and will make positive changes for the better of the industry. CIC has been one of the strongest voices in our industry. The forum addresses many critical and often controversial issues in a very professional manner-something that otherwise may not have been possible. Over the years, I have learned a great deal from attending CIC meetings, and have made some very good friends at the same time. We all owe a debt of gratitude to our colleagues who have spent endless hours on committees and projects that have benefited our entire industry.

This is an exciting industry that offers extraordinary challenges and opportunities. As my good friend John Loftus says, "Working together is the most important work we do."

[Author Affiliation]

Tom Welsh has a 30-year history in the collision repair industry.As co-founder of Crockett Auto Body in 1979, he has helped take the shop from one employee and $350,000 annual sales to 16 employees and $2 million gross sales. He is a founding member and past president of NABC, as well as a Pride Award recipient; past president and board member of the Golden Gate Chapter of CAA and State Member of the Year; CIC Gold Pin member; member of SCRS and Advisory Committee to the Collision Repair Division of Contra Costa College; and a mentor and apprenticeship provider for collision repair trainees. Welsh was named Rotarian of the Year in 1992 after initiating a fundraising project for a local children's hospital.