Colorexpert - Spies Hecker

colorexpertService • Trends • Training • ManagementColourMatching coloursfast and easy.ManagementHow to reachspecific targetgroups.Maintainingliquidity.WorldwidePaint art.2010/2011Spies Hecker – simply closer.

2 colorexpertEditorialTechnology3Prodigious putty.With the new Spies Hecker Raderal ® Special Putty Set 2011you can reliably apply putty to highly stressed body surfaces.Achieving goals.Dear Readers,Is your company really fit for the challengesof the future? Does anyone havethe time to even ask this question inthe commotion of everyday bodyshopactivities?Thomas Melzer,Brand Manager International.In this issue of “colorexpert”, we are thereforefocusing on the various processesthroughout the business. We give youconcrete tips and valuable informationso that you can achieve more.When repairing accident damage, bodyshops are increasingly encountering a largevariety of materials such as high-strength steels. During body work in particular,these call for a wide range of repair methods that also have an effect on the natureof the substrate.Spies Hecker’s Raderal ® Special Putty Set 2011 is a high-grade polyester metal puttyspecially designed to cover welds, gaps and rivets on steel substrates. Displayingexcellent filling power, the product ensures outstanding adhesion. The Set consistsof Raderal ® Special Putty Powder 2011 and Raderal ® Special Putty Hardener 2012,which are mixed in a ratio of 2:1 by volume.Approval from the automotive industry.“The Raderal ® Special Putty Set 2011 meets all the requirements of leading automotivemanufacturers for proficient repairs,” stresses Frank Barduna, Head ofTechnical Service at Spies Hecker GmbH. “This way bodyshops can be sure ofcarrying out repairs precisely in accordance with the manufacturer’s instructions.”For certain body and refinishing tasks, he expects various car makers to increasinglyspecify the use of special putty products.To optimise your business, it is particularlyimportant to critically review yourroutine and question your processes.Even minor changes can take the strainout of everyday business and boostyour success. However, work processescan only be improved if they are consideredin a broader context, e.g. colouridentification and other processes inthe bodyshop. We want to be therefor you with advice and practical help,and support you with solutions tailoredto your needs.Optimise your business.This involves not only the manual tasks,but also such commercial activities ascustomer acquisition and the systematicmanagement of accounts receivables.Only if you are aware of yourfigures and keep a watchful eye on themcan you stay on course for businesssuccess.This issue again contains many examplesfrom the field – from internationalSpies Hecker customers – as a sourceof new inspiration for you.We wish you an enjoyable read and successwith your business. And do take alook at your processes from time to time –in a broader context, of course.Thomas MelzerBrand Manager, Spies Hecker GmbHcolorexpert – tips and information for bodyshops • © SPIES HECKER GMBH / 50858 Köln, Germany • Horbeller Str. 17 • E-mail: Silke.Gursch@deu.spieshecker.com • Internet:www.spieshecker.com • Responsible under the German Press Act: Karsten Jürs • Editor: Silke Gursch, Christian Simmert • Layout: Adfactory GmbH, Düsseldorf • Text: Mediaservice GmbH, Neuss •Reader: Tyrone Kirk • Translation: Tim Chafer, ExperTeam, Düsseldorf • Reproduction, even in part, only by permission of the editors. The data and information on the suitability and usage ofour products are not binding and do not release the user from his responsibility to carry out his own tests on their suitability for the intended purposes and processes. The product names mentionedin the articles are predominantly registered trademarks.Taking the heat out of costs.Modern infrared dryers cut costs and optimise the process.Bodyshops rank amongst the businesseswith especially high energy consumption.The main cost factors are not only theventilation of the spray booth, but alsothe drying process itself. Starting up thedryer to temper individual body parts isparticularly costly. Experts reckon it’s upto € 8 per hour of operation. In view ofspiralling energy prices, it’s therefore wellworth taking a close look at the dryingprocess.How to reduceenergy costs.“With a properly thought-out process andthe controlled use of IR dryers, the bodyshopcan cut its electricity costs,” saysSpies Hecker specialist Wolfgang Feyrer.Because energy consumption is almost70% lower compared to the convectivedrying of individual body parts. “For anhour of operation of the IR dryer, we estimateabout € 1.50 for energy. The cost ofmechanical ventilation has to be addedto this.” A considerable cost advantagefor the bodyshop.MaterialMinutesPutty 2-3Surfacer 3-7Primer 5-8Waterborne base coat 2-4Top coat 6-10Clear coat 5-10Surfacer on plastic 7-10Top coat on plastic 15-18Clear coat on plastic 15-18The listed times refer to the IRT Hyperion PcAuto series.Source: IRT

4 colorexpert5ProductsMarketingLow-key is all the rage.Silver, black, white and grey – for the paintwork of their vehicles,car purchasers worldwide go for unassuming colours.among car owners the world over, withblue and red claiming places five andsix globally.More shades,greater variety.Catching the customer!No two customers are alike –how to reach specific target groups.Attracting new customers calls for specialised strategies. If you want to appeal toprivate customers, leasing companies, fleets, insurance companies or dealerships,you have to speak their language.World car colour:Silver 25%Black 23%White 16%Grey 13%Blue 9%Red 8%Brown / Beige 4%Green 1%Yellow / Gold 1%Others 1%Silver, grey, white and black are the mostpopular car colours around the world –this is one of the results of the DuPontGlobal Color Popularity Report 2009.All the same, even if colour preferencesare converging on the global scale,there are still regional differences.While white heads the pack in NorthAmerica, the trend colour typical of theiPod and its ilk only ranks fifth in Europe.Here it is black that leads the field,closely followed by silver and grey.Colourful paintwork is also popularLooking ahead, black, white and silverare set to be permanent fixtures onthe 2010 agenda. “Thanks to the use ofnew pigments, traditional OEM coloursare being given new effects and avariety of intermediate shades,” explainsElke Dirks, Color Designer Europe atDuPont Performance Coatings. A trendthat Spies Hecker is already respondingto in the vehicle refinish sector. “SpiesHecker is offering new special mixingcolours to ensure that the latest OEMcolours can be repaired. To make thispossible, the latest effect pigmentssuch as ColorStream or Xirallic pigmentsare being used,” Frank Barduna of SpiesHecker stresses. “These are necessaryfor the perfect replication of effectcolours from series production.”First analyse …Investigate your bodyshop’s potential and your options. What services do you offer?What do you do best and match these with your customer base? Basically, it’s aquestion of finding out where your strengths are.… and then off you go!So you know the target groups you want to appeal to? Fine. Now develop suitableadvertising activities and messages. Whatever form they take – ads, flyers ormailings – the refinishing business should always stress the services that areimportant for individual customer groups. For example, vehicle preparation can beof special importance to company customers in terms of cutting costs when leasedvehicles are returned.Marketing for commercial customers.For companies, vehicle fleets and leasing companies, it is the bodyshop’s professionalimage that counts. A mailing with an attractive company brochure or an overviewof services will stimulate interest. Gather information beforehand about potentialcustomers and don’t forget to respond to their fleet size and distance from your bodyshop,and include a special offer in your letter or face-to-face communication.Dealerships, fleets, etc.Matt elegance.A gentle shimmer and a noble appearance –there’s a trend towards matt finishes.Reserved elegance rather than a high-gloss extravaganza – a car that catchesthe eye. A current example of a series matt finish is the special CLS Grand Editionmodel from Mercedes-Benz. What makes the colour “designo magno platin” differentis its elegant matt finish. “Special series with equally special paintwork and neweffects often call for a special refinishing process,” claims Frank Barduna, Head ofTechnical Service International at Spies Hecker. For Mercedes, new Permasolid ®Matt Component MA 110 is mixed with Permasolid ® HS Clear Coat 8030 in a ratioof 75:25% or 70:30%. “This way the refinisher achieves a uniform matting effect.The degree of gloss can be effectively adapted to the original paintwork by varyingthe mixing ratio accordingly.”As a professional service provider you have to stress your strong service orientation,high flexibility, impeccable quality and warranties. The central requirement that yourbodyshop has to meet is cost-effective repairs.Winning over insurers.Expertise and efficiency are demanded. Swift, professional claim management,accurate costing and electronic claim handling are the focus of your message.Private customers.For private customers as well, active and targeted customer acquisition is important.The 50+ generation, for instance, appreciates a high standard of service, transparency,reliability, and a fixed contact. Families appreciate child-friendly waiting areasand the pick-up and drop-off service. Keeping to estimates and precise informationon the business’s services help to establish the private customer’s confidence inyour bodyshop.Paint system information with detailed user instructions on partial and full resprayshelps the refinisher to achieve the optimal matt effect.

6 colorexpertPractice7Noble and powerful.Purist, potent and personalised –Wiesmann sports cars are hand-crafted one-offsin a noble guise.Flowing forms, impressive proportionsand striking details – sports cars andmicro-series are popular. And they haveone thing in common: They are tailormadeunique specimens and comefrom small but accomplished car manufacturers.Like Wiesmann. Wheneverthe roadsters and GTs from theWiesmann factory turn up, they catchthe eye. Each vehicle is a hand-crafted,one-off. 350 working hours, up to eightweeks for manufacture – and the dreamof a personalised sports car comes true.Exclusive bodywork.The bodies for roadsters and GTs aregiven their individualistic paint finish inthe German paintshop of Ralf Buran,a long-standing Spies Hecker partner.His business has put a shine on over300 sports cars since 2003. For theentire paint system, highly developedSpies Hecker products are employed.The car “manufactory” supplies thevehicle parts made of glass-reinforcedplastic to the paintshop. There the componentsare tempered for nine to tenhours and sanded, and then putty isapplied. Ralf Buran’s team reachesagain and again for the orbital sander,applying putty and primer surfacer untilthe curves are perfect.Personal choiceof colours.Be they exclusive effects, unobtrusiveshades or powerful colours, it is theWiesmann customer himself who decideson the colour of his car. “For thiswe apply sample finishes to a panel thatthe buyer examines, selects and approves,”explains business owner RalfBuran. “So that the car’s paintwork isalways in line with current trends, wecoordinate new colours with Martin andFriedhelm Wiesmann personally.” He issupported in this by Spies Hecker.Technicians and employees of the ColorService are on hand in the backgroundwhen it comes to putting extravagantcustomer requests into practice.Painting with passion.Then painter Devid Ruppert and histeam get down to work. Piece by piece,each pre-treated part is painted withSpies Hecker Permahyd ® Base CoatSeries 280/285. Be it a two- or threestagefinish, and however individualisticthe car and choice of colour, the uniquefinish is applied with loving attention todetail.After the top coat, the team sprays thefilm of clear coat with concentration andcare to give each vehicle part a glossyfinish. Overall, the 20 employees atBuran’s paintshop take over 120 workinghours for the paintwork – excludingdrying time. Finally, the parts of thebody are returned to Wiesmann’s carfactory, ready for assembly into a shinynew vehicle.The Spies Hecker paint systemfor Wiesmann.• Raderal ® Glass Fibre Putty 2507• Raderal ® Primer Surfacer 3508 new• Permasolid ® HS Premium Surfacer 5310• Permahyd ® Base Coat Series 280/285• Permasolid ® HS Clear Coat 8035Photos: Wiesmann

8 colorexpertSystem solution9Permafleet ® ,a formidable paint system.Anyone using the Spies Hecker Permafleet ® product system can be sure of acost-effective solution, whatever the requirements.• A product system from the primer to the clear coat, balanced throughout,and reliable and easy to apply.• Adaptable to the varying requirements of commercial vehicle refinishing,high mechanical and chemical resistance, non-slip, elastic, and suitable fordifferent substrates.• Three grades to choose from: High Class for extremely high-grade three- andfour-stage finishes by using Permafleet ® HS Bus Surfacer 5530; the Top Systemfor cost-effective three- and four-stage commercial vehicle paintwork appliedwet-on-wet; and Economy for efficient clear over base finishes.• Different degrees of gloss and textured surfaces are also possible.• Faster drying of individual paint films during multi-stage finishing.• Comprehensive service: customised consultations, paint system recommendationsand training.Perfectly equipped.Impressively versatile.The right colour tools and working aids equip you perfectlyfor the painting of commercial vehicles.The Cranen Fleetservice B.V. bodyshop in Heeswijk-Dinther (The Netherlands) has beenrepairing trucks, buses, chassis and commercial vehicles since 1967. For these jobs,business owner Bob Cranen has consciously chosen the Permafleet ® commercialvehicle paint system. “The painting of large surfaces calls for an extremely versatileproduct system. The paint system’s broad range simply offers plenty of options.By accurately mixing the materials, we can adapt quickly and precisely to differentcoating requests and realise different surface qualities to perfection. It’s reallyimpressive!”Always a solution.High-power service for heavy goods vehicles. Brixner opts for Permafleet ® .The commercial vehicles at the Brixnerfamily business in Germany are paintedwith the Spies Hecker Permafleet ® paintsystem. The firm has been specialising inthe repair and surface coating of heavygoods vehicles such as horse boxes,semi-trailers, grain transporter vehicles,and special-purpose and local-authorityservice vehicles since 1963. “The systemis designed for simple and swift handling.We’re impressed by its flexibility,”the entrepreneur reports. Profitability istop priority. “We’ve been able to effectivelyoptimize our labour and materialcosts as we can apply the paint indifferent grades.” Brixner uses specialPermafleet ® paint system componentsfor differing requirements and standardsof finished paintwork.For the painting of commercial vehicles,the refinishing experts also rely on supportfrom Spies Hecker: “The customisedconsultations, flexible product systemand helpful documentation ensure ahigh standard of process security andquality.” Even though the HGVs have tobe back on the road at the double.ColorDialog spectro.The Spies Hecker spectrophotometer fordigital identification of house colours andOEM commercial vehicle paintwork –ideally used together with the CRpluscolour software.Permafleet ®Color Index.3,000 colours on 28 extra-large colourchips document all widely encounteredtruck, standard and house colours, withcolour codes on the reverse for rapidlyfinding the colour mixing formula.Permafleet ®System Poster.Top coat, substrate and mixing ratios –all the fields of application at a glanceon a poster. This gives you greater assurancewhen processing and applyingPermafleet ® materials.Manufacturer: Assmann GmbH, Germany. Paintwork: Karosserie + Lack Brixner GmbH, Germany.Services forcommercialvehicles.• Repairs• Sandblasting• Box and refrigerator bodies• Frame alignment forlarge vehicles• Painting (commercial vehiclepainting unit for vehicles upto 16 m long)CRplus.The right colour formula is yielded bythe Spies Hecker colour software CRplus,with comprehensive data on over 3,000colours for commercial vehicle finishes.Extra functions include materials management,an overview of stocks and orders,and user management.Color Mix Master.Making colour tinting easier – with thisoverview, refinishers can quickly selectthe right mixing colours when refinishingcommercial vehicles.Permafleet ®Mixing Ratio Disc.A single twist, and you’ve got the precisemixing ratio for hardener and reducer.It couldn’t be simpler.

ems-p.euColorDialog spectro: from colour measurement to the mixing formulation .10 golden rules.1. Calibrate the device.The user is prompted to regularly calibratethe ColorDialog spectro with the black boxand white tile.3. The surface must be level.The measured surface must be level.RIGHTWRONG6. Light conditions during colour measurement.The ambient light is irrelevant during colourmeasurement.7. Colour search.By entering the manufacturer, colour code andpaint type, you can create a shortlist of hits.2. The surface must be clean.Clean the surface with Permaloid ® SiliconeRemover 7010 and polish the area that’s goingto be measured.4. Temperature conditions for calibration andmeasurement.The temperature and humidity should be identicalduring device calibration and use.5. Measure the colour.Each colour reading requires three measurements.8. Sample panel for colour comparison.A sample panel should always be produced.9. Care and protection of the device.When not in use, the optical measuring headmust always be protected with its cover on.10. Operating the device.Press the Operate button to switch the device on.The colorimeter switches itself off automaticallyafter a certain time on standby.Preparations.The step-by-step procedure.Damaged car.Transfer the reading to the PC.Create a shortlist of hits by enteringthe manufacturer, code and paint type.In the list of hits, the formulationwith the closest match is listed first.Obtain details of the mixing formulation.Use the computer scales to mixthe selected formulation.Double-check witha sample panel.Identify the colour inthe immediate proximityof the damage.• Stick a small panel onto a largepiece of paper.• Make generous use of the papersurface during painting.• Use the same painting process ason the vehicle.Produce a sample panel withthe selected mixing formulation.• The sample panel must be verticalduring painting.Compare the sample panel tothe vehicle.Apply the mixed paint.Satisfied customer.Spies Hecker – simply closer.© Spies Hecker GmbH, 08/2010

12 colorexpert13EfficiencyLean thinking benefits everyone.Concept focuses on the most effective ways of giving value to your customers.Gary Steele,Muradi’s Lean expert.With support from Programme Partner,Muradi, bodyshops in the UK are embracingLean thinking and incorporatingthe principles to make their businessesmore efficient and profitable.The basic idea of lean is simple. It isthat the organisation should be focusedon the most effective way of producingvalue for their customers. An organisationusing lean will approach this challengeby: applying five basic lean principles;concentrating on understanding wasteand value in its operation and trainingstaff who do and manage the work to actas improvement teams to bring aboutchange.The five principles are:Value: Value is what the customer wantsand it requires a precise understandingof the needs of the customer. It is saidthat up to 95% of process activities aresupportive or non-value adding.Value Stream: These activities, whendone correctly and in the right order,produce the product or service the customervalues. A lean organisation tracesand manages all activities in the organisationthat deliver value.Flow: In a lean organisation, work shouldflow steadily and without interruptionfrom one value adding or supportingactivity to the next. Where appropriate,flow significantly speeds the process andevery effort should be made to eliminateobstacles and bottlenecks that preventflow.Pull: The system should react to customerdemand. In non-lean organisations,work is pushed through the systemat the convenience of the operatorsand so produce outputs that are notrequired.Perfection: As the first four principlesare implemented, organisations shouldunderstand the system ever better andfrom this understanding should be ableto generate ideas for more improvement.A lean system becomes yet leaner andfaster and waste is ever easier to identify.A perfect process delivers just the rightamount of value to the customer. In a perfectprocess every step is value adding,delivering a good result every time.Drawing on the expertise of Muradi,CUI in the UK has established a LeanAcademy and the first group of bodyshopLean Champions are now halfwaythrough the programme.The Lean Champions programme is designedas an entry level to the Lean Coachprogramme which focuses on the individualswho are tasked with improving thequality, cost and delivery performancewithin a bodyshop environment.The approach during these workshopsis very interactive and focused on effectivelearning and therefore uses a widevariety of exercises, case studies, puzzles,group discussions and varied media,personal and group work as well as presentations.In some cases the Champion’s own businesseswill host a module of the programmeso that delegates can makeuse of the workplace.Charles Williams of C & P Panelcraft saysthat Lean thinking is a slow burning processwhich benefits the whole organisationand carries a real potential to significantlyincrease profits. He describes it as“very thought provoking and fascinatingstuff. There’s waste in every facet of theorganisation and in odd places you mightnot think of.”His feeling that there’s an even greaterneed to run a company lean in times ofrecession is echoed by James Gore ofAdamsons. “Because you’re running asuccessful business you think you aredoing it all correctly, but then you realiseyou’re not. Lean shows you what you don’tknow and opens your eyes. It teaches youto manage your processes effectively.”Finally, Steve Walker agrees that Leancan transform a business. “Even if youuse just half of what you learn, you willbenefit.”Examples of how Lean can bring improvements.Waste & definition.TransportMoving items and cars unnecessarily.InventoryAn excess of stock and workin progress.MotionUnnecessary movement of peopleWaitingAny delay in the process that stopsvalue adding steps happeningOver ProductionPushing more work to the downstreamactivities than they can accept.Over Processing orinappropriate systemsDoing more work than is needed ordouble handling information.DefectsScrap / rejects, reworks, inspection.Untapped Human PotentialNot utilising staff to their full potential.Administrative example.• Parts department remote fromthe workshop, requiring additionallogistics.• Mobile Estimates.• In-trays piled high with work to do.• Stationary over spend.• The fax machine position at the otherend of the office to the clerk bookingin jobs.• Making multiple attempts to contacta customer to book their car in.• Estimate delayed for authorisation.• In-trays piled high with ‘work to do’.• Cars to book in that production cannot receive.• An admin clerk completing a policyholders details in the managementsystem, only for the same details tobe entered into the estimating systemby a different clerk.• Supplements and re-working onestimate.• Concentrating on number of estimates,not quality of output.Production example.• Moving a car back into the parking lotbecause a spare part has not arrivedas expected.• The number of courtesy cars in yourfleet. The amount of vehicles on sitethat you do not have the capacity tostart working on.• Consummables over spend.• Cluttered layout of work bay thatmeans the tool box you access all dayis located on the back wall.• Delays in the supply of spare partsfrom your supplier.• Vehicles sat with nothing happeningto them.• Too many cars stripped, waiting forthe panel department to repair.• Polishing the whole vehicle, when youonly need do the panels that have beenpainted.• Painting a job more than once.• Uncovering an issue at final QC,not as vehicle is moved betweendisciplines.• Bodyshop manager continually‘fighting fires’ and not developingthe technicians capabilities.

14 colorexpertBodyshops15At the cutting edge.RMB use everything at their disposal to ensure the very highest standards.Quality is a way of life.Staff at Porsche-approved SL Restoration take pride in their work.SL Restoration, based near GatwickAirport in Sussex, is in the business ofrepairing prestige vehicles. The companyis a Porsche Centre ApprovedBody Repairer as well as having a longterm appointment as a Mercedes-BenzCertified Collision Repair Facility andAudi and VW Group approval.Committed CUI members, the businesswas established in the late 1970sby Colin and Pamela White and is nowowned by their four sons Tom, Ben, Nickand Oliver.SL has invested heavily in equipmentand training and the spacious premiseshave recently undergone a major refurbishmentwith a reception area that epitomisesthe company’s quality image.Evidence of the company’s complete confidencein the quality of its work comesin the form of a CCTV system linked toa large TV screen in the reception. Thismeans that owners can sit in comfortand watch their cars being repaired.Tom White, Managing Director, explainshow this complements the company’sattention to detail and customer service.“Our customers love their cars. They arereal enthusiasts who love to get involved.So many of our customers do come inand watch what’s happening.”Not many bodyshops would show thislevel of confidence in their staff andprocesses. “Quality isn’t just a buzzwordhere, it’s a way of life,” says Tom,“Working on prestigious vehicles isn’t arace. Nobody earns a bonus for speedhere. We are a true specialist and prideourselves on our work.”He adds, “Because we specialise in prestigecars, we can have confidence in ourknowledge of the cars we’re repairingand the needs of the customers whoown them.”North-east based RMB AutomotiveLimited was established around sevenyears ago, when owner and managingdirector, Robert Bennett, acquired twoToyota centres, a Lexus centre and aMercedes bodyshop.The 11,000 square metre bodyshop, inYarm near Darlington has recently undergonea major investment in a refurbishmentprogramme to transform it into ahigh quality, well-equipped centre, completewith aluminium bay. The bodyshop,RMB Prestige Accident Repair Centre,repairs an average of 200+ vehicles amonth, has retained the Mercedes approval(which dates back twenty years)and has added Toyota and Lexus. Thecompany is also at an advanced stagewith other prestige vehicle marques.Robert comments, “We do work for insurancecompanies but we are opting togo the route of manufacturer approvals.I think the vehicle manufacturers genuinelyhave the interest of their customersat heart and set standards which ourclients expect and deserve”.An important part of Robert’s plans forthe future has been to achieve PAS 125which completed in April. “Training is anexpensive element of the process andthat’s why being part of CUI has beenimportant to us. The company has madefull use of assistance from ProgrammePartner, John Chapman to identify andimplement staff training, his experiencehas been invaluable.”The bodyshop manager, Terry Walker,joined RMB at the beginning of theyear and in that short time has doubledthe turnover. He explains, “My goals arestraightforward. To keep the quality ofour work high so that cars go out repairedto the exacting standards of the manufacturerswe represent. It’s also importantto make sure that our greatest asset,our staff, are motivated and focused.”As part of the upgrade, the decision wastaken to switch to Spies Hecker refinishsystems. Terry says the Paint Technicianslike working with Spies Hecker as it’s aquality product and easy to work with.Robert concludes, “I think that standardsare going to continue to be drivenup by the vehicle manufacturers and ourcustomers, which is why we must useeverything at our disposal to ensure weare at the cutting edge of our industry”.

16 colorexpertRelationshipsUK News17Back in the brand.Big push and plenty of ideas from Tyrone Kirk.2010 looks set to be an exciting yearfor the Spies Hecker brand and the CUInetwork, consolidating many existingprojects designed to support and assistmember businesses as well as thedevelopment of new programmes andinitiatives aimed at achieving sustainedprofitability.Leading the resurgence of the SpiesHecker brand and the CUI network isTyrone Kirk. Until recently Tyrone hasbeen involved within other projects withinthe DuPont organisation, however, heis delighted to now be able to focus hisefforts exclusively on the Spies Heckerbrand and CUI and its members.“I intend to roll back the years with our‘simply closer’ approach” he told ColorExpert. “The people at the heart of ourbusiness are the refinishers who useSpies Hecker paint and the bodyshopowners who have chosen to retain a specialrelationship with us over the years.”He continued, “One of the great thingsabout being free to concentrate onSpies Hecker and CUI is that I will beable to visit bodyshop premises. This willhelp develop even closer relationshipswith important Spies Hecker customersand will enable me to discuss members’future requirements with them.”Tyrone explains that the Spies HeckerTraining Centre at Stevenage is a valuableasset. “We are planning a comprehensivetraining programme for 2010.We’ve just completed a two-day apprenticetraining which was free of charge toCUI member bodyshops.”Tyrone Kirk,Spies Hecker UK brand manager.A new course designed to help techniciansachieve the ATA accreditation hasjust been launched to aiding bodyshopswishing to achieve PAS 125.Tyrone is constantly seeking new ProgrammePartners for the CUI network,companies able to offer a further dimensionto the range of business supportavailable to help bodyshops improvetheir professionalism and profitability.“The quality of the CUI network in theUK is beyond question. The fact that theVolkswagen Group has included three ofour members in the league of the UK’stop ten bodyshops based on customerfeedback, is a good example of this.”The most recently included ProgrammePartner is a company called SpecialistWaste Recycling that can help companiesto recycle 75 % of the waste theyproduce, meaning bodyshops can provetheir green credentials to work providers,local authorities and customers.“We have plenty of plans in the pipelinethat will hopefully continue to enhanceour special relationship with customersincluding the fantastic Colors in Cologneevent which everyone in the UK is lookingforward to.”Keeping in contact.The virtual art of communication.At a recent Inspiration and Education Day held at Stevenage, those delegates unable to physically attendcould participate in the meeting from their desks in front of a computer screen.To take part all bodyshops had to do was log-in via a straightforward process and then they could watch livetransmission of the event and, during the question and answer session, type any question they wished to askinto a display window which was sent to the meeting co-ordinator. These questions were then directed at thespeakers who could offer an immediate response.One customer unable to attend on the day was Steve Walker, from Steve Walkers Bodyshop in West LothianScotland. Steve commented, “Joining in the live webcam from Scotland and being able to participate in theQ & A session was extremely worthwhile and enjoyable. An excellent business tool.”Noel Clough, area sales manager, agreed that the web cam proved a great success. He said, “I can see thisconcept growing, allowing us to reach out to members who are unable to take part in person at our meetingsand events.”Aston Martin plans for the future.Luxury car maker recommends Spies Hecker throughout the world.Famous British luxury car marque, Aston Martin, has extended itsrelationship with Spies Hecker as a preferred paint supplier to all of itsapproved bodyshops.For a prestige car manufacturer such as Aston Martin, paint quality isof prime importance both in the original production line finish and inrefinishing. Over the years, Spies Hecker products have consistentlyachieved the high quality standards demanded by Aston Martin.Aston Martin will recommend Spies Hecker products to its dealersand approved bodyshop repair centres throughout the world.Satisfied VW customers.Customer service feedback sees CUI bodyshops in Top Ten.The expertise and professionalism of the CUI bodyshop network has been recognisedby the Volkswagen Group UK Ltd Paint and Body League Table. No less than threeCUI bodyshops feature in this prestigious league table thanks to providing exceptionallevels of customer service.The scores are based on the feed back from customers of the VW Paint & Body Centres.The three CUI members to make it into the list are Steve Walkers Bodyshop, K J Rule &Son and Gillibrand Accident Repair Centre.Spies Hecker UK brand manager, Tyrone Kirk, commented, “This is an outstandingachievement by these three CUI members. It illustrates the determination of the networkto improve the quality and professionalism of their businesses.”He adds, “The CUI package of business support partners, with expertise in areas suchas lean thinking, HR and marketing is proven to assist bodyshops to enhance theirlevels of customer satisfaction.”Paintwork guarantee re-launch.Repair warranty offers a great deal tocustomers and bodyshops.The Colorgarant lifetime paintwork repair warranty has just been re-launched inthe UK.Bodyshops are now able to purchase copies of the warranty folder, which is given tothe customer following a repair. The folder includes a two-part Repair Certificate thatis completed with customer details, repair description and other information.As part of the terms and conditions of Colorgarant, vehicle owners need to returnto the bodyshop for an annual check up, so there’s a positive opportunity to offeradditional related services.The UK has teamed up with a company called Interactive Marketing that offers acost effective service that contacts customers by telephone to remind them to booktheir cars in for the yearly inspection.

18 colorexpert 19TrainingGetting into training.The Stevenage Training Centre hosts courses for all levels of ability.The Spies Hecker Training Centre atStevenage is a busy place, with a widerange of activities offered to SpiesHecker users, from courses for apprenticesthrough to the advanced techniciantraining.The apprentice training is aimed at bodyand paint technicians or junior staff requiringan introduction to paint technologyand paint shop working practices.Its aim is to enable delegates to gain anunderstanding of paint processes andthe requirements of the modern bodyshopsvia a mixture of theory and practicalexercises.At a recent course, Kevin Welling, theSpies Hecker training centre managerguided delegates through the range ofproducts, product development andtheir application and preparation whilstTyrone Kirk talked about marketingtechniques, colour development andcolour perception. They were supportedby two representatives from SATA whodemonstrated spray gun operation aswell as air breathing equipment.Delegates from Doseley Motors, JohnAldridge and Castle Coachworks attendedthe course and all felt they had learneda great deal and enjoyed the variety ofthe individual trainers teaching styles.Technicians need to gain the ATA accreditationif their bodyshop is to achievePAS 125 and the British Standard’sKitemark.There is a general shortage of placesavailable for technicians wishing to preparefor this tough qualification whichmakes the assessment course offeredfor Spies Hecker users so valuable.Two levels are available, that of PaintTechnician and Senior Paint Technician.The assessment covers both the necessarypractical assessments as well asthe underpinning knowledge test.It’s not just end users who have putthemselves through the accreditationprocess. All 24 DPC sales and technicalstaff attended specially arranged sessions.The result is that all the staff arenow fully qualified as Senior Paint Techniciansand able to offer valuable extraservices to refinishers across the country.Kevin Welling explained, “Field staff wereenthusiastic about gaining ATA qualifications.It is very important for them topass through the Academy, undergo theATA process as their customers wouldand be able to use that experience to helpbodyshop staff get their own award.”The Stevenage centre is able to conductthis work as it has been accredited asan ATA centre for refinishing. The staff,premises and processes have beenrigorously tested by assessors from theInstitute of the Motor Industry and now,for the first time, refinishers using anypaint brand can obtain their PaintTechnician or Senior Paint Technician atthe centre.The Centre has appointed dedicated ATAcoordinators, invigilators and sufficientassessors to have one available for everythree candidates taking their ATA.Kevin Welling,training centre manager.Ian Joynson from Doseley Motors said,“I am very impressed with the technologyat the Spies Hecker training centre,the state-of-the-art facilities and cleanworking environment. I was unaware ofhow many products DuPont as a companyare involved in and the technologybehind them. It’s good to know that thissimilar technology is behind the SpiesHecker paint brand.”As well as assistance for those enteringthe body repair industry, the TrainingCentre also provides training for thosetechnicians at various stages of their skilllevels as well as the ultimate, the ATAaccreditation.

20 colorexpertManagementProducts21Dealing with debtors.How bodyshops can stay solvent even in challenging times.Complete confidence.Product solutions, service and training –car manufacturers worldwide rely on Spies Hecker paint systems.Maintaining liquidity.Accounts receivable are steadily growingand customers are taking longer topay. All of a sudden, the business hascash-flow problems. Before the bodyshopgets into serious difficulties, businessmanagement skills are called for.With systematic accounts-receivablesmanagement and forward-looking liquidityplanning.Direct payment fromprivate customers.The key is to keep the periods for paymentshort. Private customers in particularshould be asked to pay on thespot. Whether in cash or by credit card,where small sums are concerned,immediate payment is essential. If afterextensive repairs the customer insistson transferring the sum later, a downpaymentor instalments can be agreed.• On-the-spot payment of small sums.• Agree on automatic debit transfer rather than remittance.• Regularly check accounts receivable and liabilities.• Keep an eye on the monthly upper limit for accounts receivables.• Enforce a reminder system for debtors.• Reach agreement with defaulting customers on debt repayment plans orpart payments.As a general rule, automatic debit transfershould be preferred to remittance.This way you have more control overaccount entries. In the case of new customers,a check of their credit standingby the bank reduces the risk of default.Cash discounts and extra benefits in theevent of cash payment create furtherincentives for direct payment by privatecustomers.A watchful eye.If you do work for dealerships, insurancecompanies and leasing companies,payment can be speeded up with managementof accounts receivable. An ongoingcheck of outstanding paymentsand liabilities helps to keep track of thebusiness’s financial situation. The levelof accounts receivable becomes criticalwhen it exceeds the average monthlycredit sales of the previous year –a warning signal before insolvencythreatens.One rule of thumb for calculation isto add the accounts receivable fromJanuary to December and divide bytwelve. This yields the business’s averagemonthly accounts receivable. Forthe average monthly credit sales, dividethe total annual sales of credit customersby twelve. Now compare the twosums. The average monthly accountsreceivable must not exceed the averagemonthly credit sales.If this monthly upper limit for accountsreceivable is exceeded, action has to betaken. Letters of reminder, arrangingmeetings with defaulting customers toagree on debt repayment or part payments,and cash discounts on supplierinvoices help to improve liquidity.Obviously, you will only stay solvent ifyou are prepared to consistently chaseup debtors.Extra flexibility.With the Permaflex industrial coatingsystem, different paint textures anddegrees of gloss can be realised onnumerous different substrates. Whetherthe coating has to be highly elastic orhard-wearing, “with the Permaflex system,the bodyshop can satisfy any customerrequest,” explains Arno Steyns,Spies Hecker expert. Three new bindersinject extra flexibility into the system.Iron mica.Permaflex Iron Mica Binder 510 deliversextremely long-term protection fromcorrosion and has high scratch resistance.“It also creates a rough mattfinish and a tough surface,” Arno Steynsexplains. It is designed specifically forthe painting of objects such as shopfittingelements, railings and benches.Vehicle refinishing calls for specialised knowledge and product solutions. And it is notonly bodyshops, service centres and dealership networks that rely on Spies Hecker,but the automotive industry as well.Spies Hecker is improving efficiency in the workshop network of General MotorsEurope (GME). An important element of this partnership is a European frameworkagreement. This covers the use of advanced paint systems and the optimisation of workprocesses plus practical training and consultations for workshops by Spies Heckerexperts on site.Car maker Ford has also extended its successful longstanding cooperation withSpies Hecker. Along with the cost-effective product systems from the Cologne-basedpaint manufacturer, Ford Central & Eastern Europe is also opting for practical andhighly professional Spies Hecker training. In concrete terms, this means that body andpaint centres in over 30 countries of the Eastern European, North African, and Nearand Middle Eastern regions will now be using Spies Hecker product systems forthe repair of damaged Ford vehicles.New binders for industrial coatings:How you can flexibly paint different surface textures with the Permaflex product system.Acrylic Plus.Permaflex Acrylic Plus Binder 575 is extralight-fast. Arno Steyns: “This binder isintended particularly for the painting ofelements exposed to strong UV radiation,e.g. window frames and plastic covers.”Stone ImpactProtection Paint 515.Permaflex Stone Impact ProtectionPaint 515 is highly elastic and resistantto mechanical stressing, and gives surfacesextra protection from stone impactdamage. Its speciality is the coating oflarge surfaces, e.g. large appliances andchassis.

22 colorexpertProcess optimisation23IDENTICAHans Hoffmann,Germany.Many tasks, one workplace.All-in-one. Multifunctional workplaces help to simplifypainting processes and save energy.“A rethink is worthwhile.”Wolfgang Feyrer on the benefits ofmultifunctional workplaces in the workshop.Every refinisher knows that the spraybooth is the bottleneck in the bodyshopduring everyday operations. This iswhere a backlog can build up and wherethings can get tight when add-on partfinishes, minor paint repairs and fullresprays are all waiting to be done. Somaybe it’s worthwhile taking a closerlook at work processes in the bodyshop.Does every part really have to go intothe spray booth?“If you can organise your work processaccording to the type of job, you can distributerepair jobs efficiently in the workshop,”says a confident Wolfgang Feyrer.What the Spies Hecker expert meansis better organisation of bodyshop processes.Spot repairs and partial resprayscan be handled at a multifunctionalworkplace. “The spray booth is thenavailable solely for large-area and fullresprays.” This way the business canmanage its workload more efficiently.The right equipment.But what does “multifunctional” mean?The principle is simple: At the workplace,not only the preparatory work such asputty and surfacer application is carriedout, but also base coat and clear coatapplication. Drying and hardening as wellas cleaning up can also be performedat one and the same place. “Powerfulventilation, a vehicle lift and modernIR technology are essential items ofequipment of the enclosed workplace,”Wolfgang Feyrer explains. “Minor repairsand the partial respray of vertical surfacessuch as doors, sidewalls and mudguardscan then be efficiently carried out.”The bodyshop reserves its large-areacoating work for the spray booth.Simply working faster.“This form of repair organisation shortensthe overall process by 25%,” Spies Heckerestimates. It’s drying that makes thebiggest contribution. “Thanks to infraredtechnology, the base coat and clear coatdry and harden much faster. Time spenton set-up in the spray booth and shuntingvehicles back and forth are eliminatedas well.” The bodyshop speeds up its processesand can increase its throughput,curtail the time vehicles are off the roadand organise its jobs better.Cutting energyconsumption.At the multifunctional workplace, energyuse is more efficient. Because drying withIR heaters reduces consumption. “Wheninfrared drying is used on minor repairsand partial resprays, costs are cut asa result of the shorter process times,”Wolfgang Feyrer explains. “Compared tothe drying of individual body parts in thebooth, energy input is minimal.”Who can benefit from this approach?Setting up a multifunctional workplace is always a decision taken locally with thespecific aim of optimising processes in the business. Refinishers who want to boosttheir throughput or work more efficiently should take a look at this approach.However, implementation mustn’t be at the expense of existing capacity in the preparationarea. Such a strategy may therefore only be planned in connection with anextension of the workshop area. Another important point to bear in mind beforehandis compliance with regulations in the various countries of Europe.Does this mean a change in working methods?Obviously the processes are different and demand greater care. This calls for arethink in the workshop. First of all you have to decide whether or not the damagecan be repaired outside the spray booth. At the multifunctional workplace, a singlerefinisher should be responsible for handling the entire repair job – from the preparatorywork through to clean-up.Process times are shortened.Right, by roughly a quarter. This is mainly because of infrared drying. The technologyisn’t new, but it’s undergoing constant refinement and really comes into its own atthe multifunctional workplace. In concrete terms this means that drying time forbase coat application is reduced by 60% and for clear coat by as much as 70%.These are impressive figures. A rethink is worthwhile.Thank you for the interview.Wolfgang Feyrer,Spies Hecker expert.

24 colorexpertPractice25Phoenix from the ashes.While calling for passion and enthusiasm, the restoration of old vehiclescan also be painstaking, time-consuming and nerve-racking.An absolute must is special skills when it comes to applying the paint system.Frank Barduna,Technical Service.Be it a Jaguar E-Type V12 sports carof 1971, an Opel Admiral of 1938 ora Rolls-Royce 20/25 of 1933 – theexpert repair of such old gems demandsthe full complement of specialist knowledgeand practical skills from bodyshopprofessionals. Because the right treatmentof the substrate and a precisepaint system are particularly importantfor the restoration of such automotiveclassics.The right preparation.Well protected.Now it’s the turn of the surfacer andputty. After priming with Priomat ® WashPrimer 4075 in two coats followed by30 minutes for flash-off, Permasolid ® HSVario Surfacer 8590 is applied to the fullsurface. Once the surfacer has dried,surface irregularities can be sanded off,using the orbital sander with P180to P240. “After this, the whole bodyis cleaned with a suitable silicone remover.”To give bodyshops optimal support duringthe efficient preparation of Admirals,Rolls-Royces and the like, Spies Heckerhas put together special VOC-compliantpaint recommendations for the restorationof old vehicles – from grindingand putty application through to surfacerand paint application – in a neat andcompact presentation. “The TechnicalData Sheets explain each step in the processin detail and give precise technicalinstructions on correct product use,”explains Frank Barduna from TechnicalService. “These resources give the usera greater assurance of immaculateresults when repairing sand-blasted orbare vehicle bodies.”Off with the old paint.Restoring the vehicle to its former glorystarts with the preliminary work. The oldpaintwork first has to be removed down tothe bare substrate and rusted areas haveto be ground right down. Frank Barduna:“Then the body has to be orbital-sandedwith grit P150 to P180, all the dustremoved and the surface cleaned with asuitable Permaloid ® cleaner and siliconeremover.”Now the putty is applied. The expertrecommends Raderal ® IR PremiumPutty 2035 for this. After drying, the refinisherhas to sand the full surface withan orbital sander, flat-bed sander orsanding block with grit P80 to P150,using P120 to P240 for meticulousend-sanding. Care must be taken whensanding the putty, as any spots thathave been sanded through have to betreated again with primer and surfacer,and re-sanded.A gleam come true.When the surface has been cleanedagain with a suitable silicone remover,the surfaces and irregularities have to besmoothed. To this end, apply Raderal ®Spray Polyester 3508, followed by drysanding(orbital sander with P150 toP180, with corners and edges treatedby hand) and careful end-sanding (withP240). Then blow the surface again andclean thoroughly. Again, treat any sandedthroughspots with primer and surfacer,and sand them.“When the surfacer has dried, thePermasolid ® HS Vario Surfacer 8590 issanded with the orbital sander usingP400 or P500,” explains Frank Barduna.“After blowing several times and thoroughcleaning with silicone remover,the top coat can be applied. For thisyou can use Spies Hecker Permahyd ®Series 280/285, for instance.” The timesfor flash-off between coats and at theend must always be observed. TheSpies Hecker professional: “In doing so,it is essential that the refinisher takesaccount of the surface and ambientair conditions in the bodyshop.” As thelast step, the clear coat is applied,e.g. Permasolid ® 2K HS Clear Coat.To wind things up, clean up the vehicle –and the beautiful old vehicle is as shinyas new!1933 Rolls-Royce 20/25,Autolakk A/ S, Norway.

26 colorexpertWorldwide27Cycles aglow.In his time, he’s realised a life-size plastic donkey for an office competition. In garish colours. And painted aGolf in shiny gold, including the tyres, windows and mirrors. Both of these are objects that Jürgen Grass,senior vehicle refinisher and owner of Grass GmbH in Einbeck, Germany, describes with a smile as “refinishingcuriosities”. A number have come the way of the four-generation business over the years, some of them evenmaking it into the museum.Take the 30 bikes, for instance, now on show in a bicycle museum. Art objects from a bodyshop? Dead right!“We cleaned the cycles and treated them with a caustic solution. Then we applied white surfacer wet-on-wetand coated them with a special yellow fluorescent paint and two kilos of clear coat as a fixative,” explainsJürgen Grass. The trick here is that the reflected pigments now light up in bright yellow under the museum’sUV light. Visitors are wowed by this futuristic “cycle armada”. www.grass-einbeck.de.A passion for painting.Ines Braun inthe Butterfly Garden.Paint on the wing.The Butterfly Garden of the Princess of Sayn-Wittgenstein-Sayn inBendorf near Koblenz, Germany, is an environment with high humidity,high temperatures, birds on the wing, colourful butterflies anddense jungle vegetation – a genuine tropical hothouse. Putting onan exhibition here is obviously a real challenge. Yet Ines Braun,participant in the “Invertebrates” art project, has done just this withingenuity and bravura. Her “Megaptera” (literally “Big Wings”) fitperfectly into the jungle setting of the tropical house – and delightall viewers with their individuality.Creating her Big Wings was by no means easy, since the objects hadto withstand the extreme conditions. “They had to be non-weatheringand big enough to stand out in their jungle environment.” She hadher flash of inspiration at Spies Hecker. During a refinishers’ trainingsession at the Cologne Training Center, Ines Braun noticed twofreshly painted mudguards standing next to each other outside thespray booth. A single glance, and the idea was born. The materialsfor her work are mudguards from the scrapyard, painted in the samecolours with bright Spies Hecker paint products. Each Megaptera isa one-off. The Big Wings are now part of Ines Braun’s “InsectaUrbanica” project. Two exhibitions are planned for 2010, and herpainted artwork is again centre stage.The best Masterpieces2010 comefrom South Africa,Denmark andGermany.Classic cars, helicopters, race cars,trucks – no less varied than vehicles intheir myriad forms are the fascinatingfinishes on the international SpiesHecker Masterpieces Calendar 2010.As in years past, over 200 bodyshopsfrom all over the world competed for themuch-coveted twelve calendar placesand sent in their best work. Given somany outstanding projects, it was difficultto make a choice – but a choice hadto be made. The best of the best on theMasterpieces 2010 victory podiumcome from South Africa, Denmark andGermany. Incidentally, we even receivedinquiries about taking part in the competitionfrom Indonesia – when it comesto bodywork and painting, creativity andpassion evidently know no bounds.

ems-p.comRefinishersrely on us – worldwide.We give our best, make use of our entire experience and follow the global trendsin the refinish paint market. We thus develop product solutions and services thatmove you forward. This is something you can count on.Spies Hecker – simply closer.Spies Hecker - DuPont Performance Coatings - Wedgwood Way - Stevenage - Herts SG1 4QN - www.spieshecker.co.uk