Automotive Aftermarket Retailers of Ontario
AARO s Technical Training Season has October 2011
Volume 1 Issue 4 begun
As I write this, our first class started at Centennial College Campus
in Scarborough. The topic is Advanced Fuel Trim Diagnostics and
for those of you in Kitchener/Waterloo/ Guelph we have a new
Special points of inter- location for the training at the Doon Campus, Conestoga College.
Etobicoke s class for Fuel Trim Diagnostics will be on Monday,
· Training classes
have started! October 17th and we have a change of location, Cochrane
Automotive on Chauncey Avenue is our host for the season.
· CASIS Access to
OEM Repair &
Diagnostic Info Ottawa classes will begin shortly and dates are being finalized with
location will be Algonquin College.
· Oktoberfest Cruise
event London and Burlington will have new course outlines, so for those
students in other locations you may want to go on the AARO Website
· Is cash tight? What
you need to know. to look at the classes available.
· Do You Need more Mark Lemay specializes in technical training and we are pleased to
We will show you have Mark as our leading instructor for AARO s classes.
how inside .
Many of you have already registered for the season and if you have
· AARO Christmas
Dinner & Dance not registered yet, don t worry we still have seats available.
tickets on sale now!
Contact the AARO office at 1-800-268-5400 to register.
We want to welcome Susan to the AARO team. She has been
Inside this issue: calling the AARO members and answering the phones here at the
Oktoberfest Cruise 2
Protractor a Proud ACCESS OEM DIAGNOSTIC INFORMATION
AARO! One of the latest successes of AARO is the role it played in solving
the issue commonly called "Right to Repair" (access to OEM repair
More Oktoberfest 3
and diagnostic information). The AARO President, Rudy Graf & and
then Operations Manager, Diane Freeman now AARO s
Bob Greenwood 4 Executive Director played a important role in a voluntary agreement
Bio through our affiliation with the National Automotive Trades Associa-
tion (NATA). It was decided that the best approach was to try to reach
a voluntary agreement with Canadian auto manufacturers as the
Management United States NASTF agreement was done years earlier. The initia-
tive was dubbed VISTA" (Vehicle Information and Service Tool Ac-
Christmas 6 cess) by then proponent Glenn McNally. Later,
Dinner & Dance "Access" was changed to "Agreement". In 2009, an
Classified Ads 7
agreement was reached! You can read the history and
8 all about "CASIS" (Canadian Automotive Service In-
formation Standard" on the NATA website.
Contact Info 9
AARO s 1st Oktoberfest Cruise Toronto
On September 30th, 2011 AARO held its first Oktoberfest cruise.
A good time was had by all . The evening started with a traditional
Oktoberfest meal followed by dancing till the wee hours of the morning.
It was nice to see other association representatives attend
commented newly appointed operations manager, Luanne Fedosoff
referring to John & Leah Cochrane representing Automotive Industries
Association (AIA) and Brigitte Pesant from Ontario Recyclers Association
(OARA) with husband Gaetan Gaudreault.
AARO President Rudy Graf thanked executive director ,Diane Freeman
Pictured left to right:
and operations manager Luanne Fedosoff for organizing the event.
John Hull, Luanne Fedosoff, Coreen and
George Vanderwal .
Protractor Software Inc. is a modern Windows based software system designed
exclusively for Automotive Repair Shops
The software is designed for shops who want to get
more into the customer relationship business and out
of the emergency repairs or breakdown business.
Peter Steele, President and Founder of Protractor
Software Inc. is a name most shops in Canada will
recognize. Peter was one of the original partners in
the original PACE Auto Systems Ltd.
Rex Sarson, long time AARO member and Past
President believes in the software and has been using
it in his shop for many years. He spends most days
as an Independent Consultant for Protractor and has
his son running the daily operations at the shop.
Rex became involved with the Protractor software as
a test facility, with the years using the software he
has first hand knowledge of what every shop owner
needs and wants when it comes to purchasing a soft-
ware program for the business. Training is available
for all users.
For more information contact the AARO office
Oktoberfest Dinner & Dance
AARO Director Randy Skinner & Irene Skinner and in
the background Anne & Frank Francini
AARO President, Rudy Graf
AARO Director, George Vanderwal Willie Shillinglaw, PPL with AARO member , Mark Bergasse
Mr. Robert (Bob) Greenwood AAM (Accredited Automotive Manager) is President and C.E.O. of Automo-
tive Aftermarket E-Learning Centre Ltd. (AAEC). AAEC is a technology company focused on providing
Business Management Resources and Development for the Independent Sector of the aftermarket industry
utilizing the Internet environment. AAEC content and technology is recognized as part of the curriculum of
the Fixed Operations Diploma and the Aftermarket Degree courses taken at the Canadian Automotive Insti-
tute (CAI) in Georgian College located in Barrie Ontario Canada. CAI is the leader and only college in Can-
ada that offers an automotive business education. AAEC is also recognized by the Automotive Management
Institute (AMI), located in Bedford Texas USA, allowing 80 credits for successful completion of the AAEC E
-Learning portion of the site towards the 120 credits required to obtain the reputable Accredited Automo-
tive Manager (AAM) designation. The Automotive Management Institute s Accredited Automotive
Manager designation is the first business management accreditation exclusively for the automotive service
professional. To date, AMI various programs have attracted more than 160,000 enrolments throughout
Bob has over 35 years of Business Management experience within the Independent
sector of automotive aftermarket industry, consulting Independent retail shops on
all facets of their business operations. His 18 years of running his own local
consulting and accounting firm in Ottawa, Ontario created some of the most
productive and financially successful entrepreneurs within the Independent sector
in Canada today.
Bob is one of 150 world-wide AMI approved instructors. He has created Business
Management development courses for automotive shop employers/managers,
which are recognized as being the most comprehensive, industry specific courses of
their kind in North America. His courses address the creation of measurable
bottom-line profitability and not just developing activity to keep busy, by covering
the very detailed nuts and bolts issues that are required to be clearly understood
by every level of the industry if an independent shop is going to financially prosper
and enjoy a professional future.
Bob writes monthly Business Management articles for CARCARE Business Magazine, the most widely read
automotive journal by industry business owners within Canada, continuously educating and updating the
aftermarket sector on Business Management issues to secure long term client loyalty and sustained business
profitability. He also writes Business articles for Auto & Truck Atlantic Magazine in Atlantic Canada,
articles for ASA Magazine Automotive Service Association (Bedford Texas) and the USA Truck Pride
News Letter Heavy Duty Division.
The AAEC team have developed a unique business concept never seen before in North America called
AAEC BEST which stands for Business Evaluation Support and Training . This very in-depth one on one
business coaching, shop process development and on-site implementation concept is the only North Ameri-
can offering which comes with a written contract guaranteeing results. Another difference includes that
shops must qualify, apply and be approved to be a client compared to standard aftermarket programs that
want to sign up as many shops as they can get. The in-depth AAEC BEST offering is limited to 50 shops in
Bob is a frequent key note speaker at various industry, company and association conventions throughout
Canada and the United States as he brings a very unique insight from his personal experiences working with
the retail Service Provider sector, the wholesale Jobbers sector, the Warehouse Distribution sector and
Manufacturers within the aftermarket industry. On November 4th, 2003 during Automotive Industry Week
in Las Vegas Nevada, in recognition of his contributions to the automotive aftermarket industry, Bob was
the first, and is the only Canadian Business Management Consultant to be presented the very prestigious
Northwood University Automotive Aftermarket Management Education Award for 2003 by Dr. David E.
Fry, President of the University. This award is presented to individuals in the automotive aftermarket field
who have made noteworthy contributions to education, public or private, on any level, inside or outside the
industry. Recipients are people of stature and the award is recognition of dedication over a number of years
to the educational process and the automotive aftermarket. The award is unique in that it is the only educa-
tion award of its kind in the industry .
By Bob Greenwood
CASH MANAGEMENT IS CRITICAL DURING CHANGING TIMES
I m not trying to be facetious with the title. I want to bring awareness to Balance Sheet management and its impor-
tance to your well being. We set a cash balance (current account balance) objective for each client to achieve (or be
close to) by the end of the year. It is not always easy however without an objective nothing is achieved. Better to
have a target to aim for then nothing at all.
When cash is tight due to high receivables and/or poorly planned investments in equipment, inventory or new ex-
penditures, Managements attitude and approach to business can become exceptionally negative. Management will
adopt a tendency to blame normal business operating expenses as a culprit and the we must cut back or a we
can do without attitude settles in. That attitude can become a cancer to the business in moving the business for-
ward and in turn direct the business down a path with very negative long term results.
We must look at all reasons the companies cash position is tight and one factor is examining the following short
Balance-sheet check-list. It is a worthwhile exercise.
1). Are the accounts receivable within the 20% of average monthly sales guideline (average monthly sales over the
past six months). If not then a strategic plan must be put into place immediately and it usually involves a one on
one discussion with certain accounts and their payment habits. Business policies must be adjusted to meet chang-
ing times. It is a very different aftermarket world today. It is normal not to enjoy that discussion experience; how-
ever, the account(s) is/are affecting the well being of the company, its employees and especially management s
attitude which in turn affects the quality and service levels to its clientele so address it professionally and get it
2). Are all inventory lines being reviewed and cleaned on a regular basis. Stocking the right parts level for your
normal clientele is critical, however, tying up cash on the shelf collecting dust is poor business management not
someone else s fault. Review all lines to ensure the right inventory is in the shop and stocked at the proper turn-
earn index level.
3). Equipment, facility and software upgrades are big ones which can consume a lot of cash. A fact to consider is
that the average independent shop in Canada is now $150,000 behind in equipment requirements to service their
marketplace vehicles professionally. This will certainly hurt the shop moving forward if this topic is not properly
and aggressively managed. In the fast paced automotive aftermarket field that we are in, additions must be properly
planned. Trying to make quick decisions at the last moment because they have been put off can be disastrous to the
business as little research time is allowed coupled with no real proper planning for the expenditure is in place. Con-
sider establishing a business improvement budget each year and set the cash aside in a savings account on a daily
or weekly basis. Try this trick $10 per invoice ..(irrelevant the amount of the invoice just get started); very
simple yet can be very effective over time when the discipline is put into place.
Every shop should tailor their business to obtain specific results. You can do this.
Staying on top of industry issues, trend lines, coupled with in-depth business strategy and support is available with
our BEST offering, however, only you know your clientele and what is required to WOW them into long-term
loyalty. Today it is about the experience for the client so the facility, the right equipment and the overall shop
culture all come into play to be profitable and all these things take cash to execute well.
Keep it simple and start with the suggestions in this letter. When you follow through, your business can be in a
much healthier position by July 1st next year. Now that is a true ROI.
Fleet Maintenance Business Garage & Land
Fantastic Location, Modernized, Great Price! - $980,000
107.35 x 148.37 Lot + Immaculate 5500 sq. ft garage with office. Established Fleet
Maintenance, mechanical & general repairs business serving the Greater Hamilton Area.
Totally updated building & fully outfitted shop. A+ clientele. Phase 2 Environmental Report
available. Recent Property Survey available. Absolutely Top Notch Operation. Financial
information available. Call for details and to view.
· licensed auto body repair shop
· 3 Phase electrical 220/360/660
· updated water line
· updated flat roof
· custom fume exhaust system
· infrared heating system
· surround surveillance & security
· updated holding tanks
· 3 x 16 foot hoists
· welder & meg welder
· mezzanine for parts storage
repair truck & 3 courtesy vehicles
Call: 905 522-3300
New and Used equipment for sale!
· New! 1- Hunter 511 refurbished cordless aligner 300 series sensors $7250.00
· 1-Hunter P411 reconditioned cordless aligner c/w 2008 specs 300 series sensors cordless $4995.00
· New Price! 1-Snapon 101 aligner c/w printer, 30 day warranty $4495.00
· 1-Snapon/Hofmann toolbox 550 aligner- demo unit
· 1- John Bean aligner $2500.00
· 1-Ammco aligner $2500.00
· Items available for sale and will consider all types of trades.
Contact me for details and/or visit our Web site: www.cobraequipment.ca
· Call: Jerry (416) 953-7075 (Toronto line)
AARO Classified Ads
Ford Scan Tool
· 2008 NGS Ford Factory PC scan tool with Can Adapter
· Asking $600
· Will consider best offer.\
· Equipment in Guelph:
· Days: (519) 836-2479
· Nights: (519) 766-8034
WANTED: Scrap Vehicles.
· We are an AARO member and pay the $$$ Highest Prices! $$$. Multiple vehicle pick-ups available. Fully licensed
auto recycler. All ownerships properly processed.
· Call: B & D Auto Recycling (905) 827-8015 (Oakville) or toll-free 1-877-665-0755
Businesses for Sale
Fleet Maintenance Business: Info at a glance:
· Licensed auto body repair shop
· 3 Phase electrical 220/360/660
· Updated water line
· Updated flat roof
· Custom fume exhaust system
· Infrared heating system
· Surround surveillance & security
· Updated holding tanks
· 3 x 16 foot hoists
· Welder & meg water
· Mezzanine for parts storage
· Repair truck & 3 courtesy vehicles For more information, please contact Elizabeth Parker or Fred Baldassi:
· (905) 522-3300 firstname.lastname@example.org or email@example.com
Turnkey Shop: Info at a glance:
· Turn key busy auto repair shop, located in a very rapidly growing community.
· The property is 1 acre/plus and is zoned commercial with lots of future potential.
· Older 2bay shop with newer 3 bay additions.
· Hoists in each bay
· Natural Gas Heat
· aamco brake lathe, A/C machine, trans and coolant flush machines, computers, scanners etc.
· Situated on a very busy highway, very close to town and soon to be backed by a sub-division.
· It is close to other businesses
· Asking $625,000 for the shop fully equipped or $450.00 for the property only
· For more information, please contact Terry by phone at: (613) 258-5800 or (613) 223-8113 (20 minutes South of Ottawa)
Note: A tow truck is also available
AARO, The Automotive Aftermarket Retailers of Ontario
AARO can trace its beginning back to 1939. The philosophy of a
business association like AARO can be summed up in these
10-5100 South Service Rd. words: "People working together".
Burlington, Ont. L7L 6A5 Many garage operators know that unity of action will
Phone: Local 905-634-4040 carry the Independent sector of our industry further
Toll Free: 1-800-268-5400 than any amount of individual effort. They are aware
also that each individual "player" benefits directly from
the collective effort of the team. Over the years Team
AARO has worked to eliminate many problems that
threatened the well-being of Independents.
Access to numerous cost-saving programs and services
is another sound business reason the association is nearly
Advancing the interests in the
900 members strong.
Don t Forget to Renew your AARO membership
Working for the Independent Automotive Shops across Ontario
Technical training, Garage Insurance, Credit Card rates and more ...