Auto Service World
Feature   October 1, 2006   by Auto Service World

Jobber Focus Part of Autobody Event

International Autobody Congress and Exposition *Congress: November 1 to 4. *Exposition: November 2 to 4

Mandalay Bay Convention Center, Las Vegas, Nev.

NACE is more than a show. The event also offers anyone in the collision repair sector ample opportunity to learn about the techniques of effecting repairs, as well as the techniques of doing that profitably.

For PBE jobbers, there is a small but important list of sessions to consider attending:

Finding, Hiring, and Developing Shop Managers

Wednesday, November 1, 1:30 p.m. – 3:00 p.m.

The most frequently expressed growth constraint for Multi Shop Operators (MSOs) in the collision repair industry is the need for qualified people. This session, presented by Akzo Nobel, will cover profiles of successful store managers; recruiting techniques; training; development plans; and compensation packages that have proven to be effective. All these aspects are important to the success of an operation supplying the bodyshop.

Undoubtedly, many of these tips can also be applied to operations outside the collision repair supply sector.

Go for the NO and Make More Sales!

Wednesday, November 1, 3:30 p.m. – 5:00 p.m.

Learn how to say no, and make it work for your business. Presenters Bob Olszak and David Hiatt promise to show you how to start having fun again in the shop sales game. They also promise to show you how to help your salespeople waste less time and explore a different way to walk a prospect through the sales process. Ultimately, they will show how getting a “no” can actually get you more sales. Key points that will be covered include how to stop being an unpaid consultant, and how to cut down the amount of time it takes to close a sale.

Distribution Dynamics

Thursday, November 2, 4:00 p.m. – 5:30 p.m.

The dynamics of distribution are changing. Bernie Blickenstaff will show how distributors can reduce operating costs while at the same time shifting outside sales resources from providing routine services to providing value added services such as business system support. The presentation will help you identify additional value added services for collision centres to regain profits lost from increased discounts. Plus, you’ll learn to understand effective systems of inventory control, and streamlined automated ordering processes that provide benefits to both jobbers and collision centres.

For more information on these and other NACE events, visit

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