Thursday’s keynote presentation was given by Rex Green, Managing Director of BB&T Capital Markets. The presentation comprised an investment banker’s view of the collision industry. Rex started his presentation by stating “Don’t shoot the messenger.” His three key takeaways were:
● DRPs will continue to increase their influence in the market
● Shops with high DRP volume are attractive to MSO’s (the ‘Four Horsemen’ of the Current Consolidation), and 3. Private equity funds are now fully engaged in the pursuit of MSO’s which will bid up the price of acquisitions.
His presentation concluded with his prediction that:
● Large MSO operators will expand into all regions of the country over the next 10 years
● Independent collision repairers and small MSO’s will work harder for less revenue as insurance carriers ‘guide’ their customers to larger MSO operators
● The larger MSOs will start having strong brand recognition among car owners, influencing the flow of claims away from independents
● Independents and small MSOs should be considering one of three options:
► Sell “sooner” or at an otherwise advantageous time
► Grow now and sell later
► Change their business model to offset the decline of insurance-pay customers
Green’s presentation was followed by Matt Ohrnstein’s presentation, “The Collision Repair Industry Competitive Landscape” and “The KPI’s of Integrity Leadership” by Marcy Tieger, both from Symphony Advisers.
Gary Ledoux from American Honda Motor Co. presented Honda’s “ProFirst” new body shop recognition program and explained the benefits to shops (increased opportunities to reach more customers), what’s required to qualify and the benefits of participation. For more information on the ProFirst program, go to profirst.honda.com or profirst.acura.com.
The afternoon concluded with a “Current State of the Industry” presentation by Raymond Chew of CCC Information Services and a roundtable discussion by Sherwin-Williams Business Consulting Services titled “Keys to Keys.” Thursday’s dinner was well attended and featured a silent auction to benefit Operation Comfort.