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Recycling Automotive May-June 2015 | Volume 35 Number 3 Columns

President’s Comments | 4 • Ricky Young

Editor’s Note | 6 • Caryn Smith

Final Thoughts | 62 • Michael Wilson

Departments

ARA Action | 8 Insure This | 14 • Bill Velin

Momentum | 16 • Nathan Jamail

Dashboard | 18 • Robert Counts & Chad Counts

Advice Counts | 20 • Mike Kunkle

That’s My Opinion | 22 • Ron Sturgeon

Marketing 101 | 24 • Mike French

Word on the Wire | 26 • Andy Latham

Capitol Connection | 57 Crossword Puzzle | 60 Industry Calendar | 61 Advertiser’s Index | 61

Cover auto recycler photos courtesy of Standard Auto Wreckers ABC Auto Parts

CAPITOL HILL VISIT

ARA’s 2015 Hill Day and Legislative Summit:

Growing the Impact / 50 Over 50 attendees came together in Washington, D.C.

to discuss the state of the automotive recycling industry, and to share the industry with legislators.

SPOTLIGHT ON EXCELLENCE

Matlock’s Used Parts: The Art of Auto Recycling / 53

This North Carolina auto recycling facility uses creative thinking and artsy ideas to stay profitable and popular. By Lynn Novelli

Automotive Recyclers Association

9113 Church Street, Manassas, VA 20110-5456 USA (571) 208-0428 / www.a-r-a.org

AUTOMOTIVE RECYCLING (ISSN 1058-9376) is published bi-monthly by the Automotive Recyclers Association, 9113 Church Street, Manassas, VA 20110-5456 USA, (571) 208- 0428 / (888) 385-1005, Fax: (571) 208-0430, Internet: www.a-r-a.org. Periodicals postage at Manassas, VA, and additional mailing offices. Additional member subscription are $15/year. Non-member subscriptions are $40/year U.S. Non-U.S. mailing address subscriptions are USD$55/year surface mail or USD$85/year airmail. $20 libraries and non- profits. Copyright © 2015 ARA. All rights reserved. Materials may not be reproduced in any form without written permission from the publisher. Statements of fact and opin- ion are the responsibility of the authors alone and do not necessarily imply any opinion on the part of the officers, directors, staff, or the members of the Automotive Recyclers Association. Postmaster: Send change of address to Automotive Recycling magazine, 9113 Church Street, Manassas, VA 20110-5456 USA.

May-June 2015 | Automotive Recycling 3

INVENTORY STRATEGY

The Buying Game / 28

Like a game of skill, buying inventory is all about strategy, gut instinct,

optimizing tools, and luck. Learn tips and trends from seasoned auto recyclers that can minimize the need for luck and increase odds for success. By Michelle Keadle-Taylor

FOCUS ON TECHNOLOGY

Doing Your Bidding / 37

SPEAKING TO SELL

4 Secrets to Communicating with Clarity / 42 How many sales have you lost because your message wasn’t clear?

Probably more than you know. Keep your prospect engaged in your conversation. By Mark A. Vickers

BOTTOM LINE BOOSTER

Is It a Core or a Commodity / 46 One part, two views.

The difference can be bottom-line changing. By Michelle Keadle-Taylor

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Standard Auto Wreckers