Auto Care Association

SPONSORS
Thank You to Our 2015 PBES Conference Sponsors
PBES conference
PARTNER LEVEL
3M Co.
AkzoNobel Automotive &
Aerospace Coatings
Axalta Coating Systems
BASF Corporation
FinishMaster, Inc.
®
ITW Evercoat
LKQ Corp.
MEDCO
National Coatings & Supplies
PPG Automotive Refinish
Pro Form Products LTD
Saint-Gobain Abrasives
Sherwin-Williams Automotive Finishes
KEEPING
PACE WITH
CHANGE
US Chemicals
SUPPORTER LEVEL
National Oak Distributors
Transtar Autobody Technologies, Inc.
pbes commitee ‘15
Travis Trott, Chairman
Chris Johnson
Tom Stevens
FinishMaster, Inc.
Aftermarket Partners, Inc.
ITW Evercoat
FOR MORE INFORMATION
ON PBES, CONTACT:
Keith Bell, Vice Chairman
Ken Melcher
Bret S. Thorpe
Paul Fiore
AkzoNobel Automotive & Aerospace
Coatings
Sherwin-Williams Automotive Finishes
Corp.
Ogden Auto Paint & Glass Co.
Staff Liaison
David Abrahams
Edward Pietrzak
Brad Wallin
Auto Care Association
TASCO Auto Color
LKQ Corporation
Rex Marketing & Sales
paul.fiore@autocare.org
Jonathan Attenweiler
Mark G. Ritt
Robert Wenzinger
P: 301.654.6664
CARQUEST Corporation
3M Co.
PPG Industries, Inc.
www.autocare.org
O. Guy Bargnes
Jay Sharp
Painters Supply & Equipment Co.
National Coatings & Supplies
Todd D’ Angelo
William Small
MEDCO
Axalta Coating Systems
Tracy Flannery
Larry Snodgrass
Bill Flannery Automotive, Inc.
National Oak Distributors
Jeremy White
Wesco Autobody Supply, Inc.
ADVISORS
Jason Stahl
Babcox Media, Inc.
Michael Willins
Advanstar Automotive
may 13-15, 2015
Hyatt Regency San Antonio Riverwalk, San Antonio, Texas
PbEs conference '15
schedule
Wed. 5/13
10 a.m. – 2 p.m.
speaker information
PBES Committee Meeting/Working Lunch Rio Grande East (Ballroom Level)
1 p.m. – 5 p.m.
Conference Registration Los Rios Foyer (Ballroom Level)
3 p.m. – 5 p.m.
Roundtable Discussions: Keeping Pace With Change Live Oak (Hill Country Level)
1) What can jobbers do today to reduce operating costs in order to retain profitability.
2) What approaches and policies do you have in place to hire, manage and promote
millennials in your company.
3) In this era of consolidation, how does your company differentiate itself from your competition?
Consider product, experiential, process, technological, marketing and pricing.
4) How can a jobber provide more value to their customers and become a valued part of their business?
6 p.m. – 7 p.m.
PBES Welcome Reception Garden Terrace (First Floor – Guestroom Level)
ROUND
TABLES
The roundtable discussions provide the opportunity for jobbers to learn about successful practices from their
peers. The program, featuring four topics on how to keep pace with change and moderated by PBES Segment
Committee members, will set the stage for the two-day conference. There will be three sessions, each 25 minutes
in length, enabling audiences to participate in three of the four topics. A break is scheduled between each
session. A wrap-up is planned to outline the most valuable recommendations from each discussion topic.
In his high-energy interactive keynote, Mike Jones, transformational behavioral expert, will explore the
benefits of creating positive, purposeful change for both attendees and their customers. When we have
the courage to make outcome-focused changes, we create the possibility to create better results, better
teams and better relationships. Participants will walk away knowing that it only takes one person to be
the Positive Game Changer in any relationship, and will have the tools to be that Game Changer!
AT TENDEES WILL LEARN:
»» Why change is your best friend to grow your business;
fri. 5/15
thurs. 5/14
»» The benefit of managing promises instead of managing expectations; and
7 a.m. – 8 a.m.
Breakfast Garden Terrace (First Floor – Guestroom Level)
8 a.m. – 4 p.m. General Session Regency Ballroom 4 – 6 (Ballroom Level)
8 a.m. – 8:15 a.m.
Message from Chairman
8:15 a.m. – 9:45 a.m. Leadership: Keeping Pace With Change / Mike Jones, Discover Leadership Training, Inc.
9:45 a.m. – 10:15 a.m. Break
10:15 a.m. – 11:15 a.m.
11:15 a.m. – 12:15 p.m. Profile of the Evolving Collision Repair Marketplace / Vincent Romans, The Romans Group
The Future Technology of Repairs / Kim Hazelbaker, Highway Loss Data Institute
12:15 p.m. – 1:30 p.m. Luncheon Garden Terrace (First Floor – Guestroom Level)
1:30 p.m. – 2:30 p.m. The New Direction for PBE Distribution / Bernie Blickenstaff, National Coatings & Supplies, Inc.
2:30 p.m. – 3 p.m.
Break
3 p.m. – 4 p.m.
Millennials: Hiring, Managing and Making Way for Millennials / Moderator: Bill Small, Axalta Coating
Systems; Panelists: Denise Burrell, International Distributors USA, Inc.; Susie Guyer, FinishMaster;
Ashley Portal, Standard Motor Products; Michael Rukov, One Stop Parts Source
5 p.m. – 6 p.m.
Reception Garden Terrace (First Floor – Guestroom Level)
7 a.m. – 7:45 a.m.
Working Breakfast Buffet Regency Ballroom 4 – 6 (Ballroom Level)
7:45 a.m. – 8:45 a.m. Positioning Yourself in the Collision Repair Industry / Mike Anderson, Collision Advice
8:45 a.m. – 9:45 a.m. Collision Industry Consolidation Update and Strategies / David Roberts, Focus Investment Banking
9:45 a.m.
Adjournment
»» Driving sustainable results by being outcome-focused, benefit-driven and keep
existing customers loyal, as well as finding new customers.
The acceleration of mergers and acquisitions is creating both opportunity and risk among MSOs and individual collision
repair owners. What’s going on in the industry? What is happening with those huge and growing consolidators? How do
industry trends impact your business? Collision industry expert Vincent Romans will give an overview of the state of the
collision repair and property and casualty industries.
Hazelbaker will lead a fast-paced session examining where we are with the installation of new safety technology in
cars using claims data to show which features are working and which ones are not. This session uses lots of video to
make the point that, from inside the industry, things are a bit more complicated than some media pundits might think.
With the top 10 insurers growing and directing claims to fewer business partners, and rampant growth of MSOs,
this creates both challenges and opportunities for distribution. PBE distributors must reduce operating costs as a
percentage of net sales in order to retain profitability. Our industry must learn to operate within a much more costeffective business model to dramatically reduce the cost of routine services, such as inventory fulfillment, while
discovering how to differentiate ourselves by continuing to deliver value to collision centers. This session focuses on
the key elements that PBE distributors must employ in order to survive and thrive in this rapidly-changing market.
Today’s employers need to focus on ways to
compete for, win and motivate millennials to enable
them to build a career with the company. In
this session, a panel representing the Auto Care
Association’s Young Auto Care Network Group
(YANG) will provide their perspective on effective
recruiting and interviewing, preferred HR policies and benefits, compensation incentives, management
techniques that work and insight on how companies can help millennials strengthen their role as leaders.
This session is a unique look at how a jobber or paint distributor can assist their collision repair customers
to overcome the obstacles in today’s marketplace, using the business analysis metaphor of the threelegged stool: 1) sales and marketing, 2) production and 3) accounting, finance and human resources.
The collision repair industry is consolidating at an ever-increasing rate, including vendors and dealers.
Repair opportunities are growing slowly with more referrals going to big consolidators and MSOs.
Smaller shops are finding it harder to compete. Disruption is everywhere! What is driving this change?
What alternatives are collision repairers and their vendors using to cope, survive and thrive?