This tech was dying a slow death at home doing mostly wholesale and was awakened by the show as to his earning potential. He has decided to hit the road and chase hail!
Where does he start? Lots of questions and we answer them here.
Links to Tools talked about on the show:
Harbor Freight Trim Tool set
Dentcraft R&I Pick set
Keith Cosentino: I’m Keith Cosentino; he’s Shane Jacks. This is the PDR College podcast, your number one source for all-knowing information for the paintless dent removal industry. Shane and I have our expertise here on tap for you and we are gonna use it to help you make more money. We’re gonna talk a lot about the business side of this thing because that is where the money’s made. Isn’t that right, Shane?
Shane Jacks: Yeah. You know, Keith, not all of these guys can rely on absolute, unbelievable skill like I can.
Keith Cosentino: That is true.
Shane Jacks: They’ve got to rely on the business side of things, too. I’ve got both, so it’s kind of awesome.
Keith Cosentino: Deep in talent over there.
Shane Jacks: Deep in talent.
Keith Cosentino: My skills continue to get better as I discover new tools through relationships that I’ve made with real people online and through my own research. But that’s a pretty small part of my improvements over the last, I’d say, five years. Most of that improvement has come with my business improvement, dealing with people, selling, closing, scheduling, and marketing my stuff online. That’s where the big improvements come. Once you can fix the steel, you’re gonna get marginally better if you keep pushing yourself, but you’re not gonna have an awakening halfway into your career.
Shane Jacks: For sure. And you’re the guru at that, Keith. That’s why we are listening to you, en masse.
Keith Cosentino: I’ve always said that I’m sure there are guys around the country that are just slaughtering it and doing way better than I am, but I haven’t found them yet because they’re not on a podcast. So I’m sharing what I know and I’m learning a little bit from guys, too, and getting even better than I was before we started this thing. I’m grateful to everyone who shares their stuff with me. A lot of guys have been really generous. They say, “Hey, Keith, you and Shane have shared so much with us, let me tell you about this little tip or this thing that I do.” Sometimes it’s been really cool stuff. Thank you, guys, for reaching out with that stuff for me.
Shane Jacks: Not all of the personal messages we get, Keith, are questions or needing something. People do share, and that’s what’s absolutely awesome about doing this.
Keith Cosentino: One guy even sent me a message to tell me I was wrong about something. I don’t mind him being wrong once in a while, either. You see what I did? Man, I’m so hilarious.
Shane Jacks: And I’m the one that’s conceited. Oh, man.
Keith Cosentino: You know what’s not hilarious?
Shane Jacks: What’s that?
Keith Cosentino: ReconPro.[Crosstalk]
Shane Jacks: It’s hilarious the money that it can help you make.
Keith Cosentino: It is fantastic.
Shane Jacks: Yes.
Keith Cosentino: Every day, I am just buzzing through that software doing my normal thing and using it to help me make money. Sometimes I forget how good I’ve got it. Then I came across one of my paper invoice books. We’ve talked about this before, but I used to use those generic ones from Staples and people laugh at me. But there was a purpose. That was if I ever ran out of invoices, I could just run to another Staples or Office Depot or whatever and get another book of invoices. Then I just put a little stamp on there, stamp two copies, and I keep one and they keep one.
Then I was going through an old one from a bunch of years ago, just for kicks. I found it in a file. There’s a couple hundred dollar invoice in there that never got torn out and handed to the dealer. That was a couple hundred bucks on me because I did not submit a paper invoice because it got lost in a stack.
That does not happen with ReconPro. As long as you click finish, click an invoice and make it an invoice, that’s it. You’re in the system. There was 200 bucks right there that paper system cost me, it’s embarrassing to say. But it really happened. This is a mistake, a paper mistake. Moving to an electronic system has solved that kind of stuff.
Not to mention that when that same dealer a month later calls and says, “I need a copy of invoice XXX,” I don’t have to go digging in a paper file at home and fax it. I can go right, while they’re on the phone, into the software, pull up the invoice, resend it, and they have it in a matter of moments, and I’m back to work. And that makes me money by not taking me out of the game.
Check them out online: Automobiletechnologies.com. ReconPro is the name of the software. Tell them we sent you over there and bring yourself into the 21st century.
Shane Jacks: Two weeks ago, Keith, I haven’t shared you this yet. This is gonna be brand new material for you slam me over the head with. I had a paper invoice issue from 2011, I believe it was. I just sold a truck that I’ve had for a while and was cleaning it out. Rarely drove this truck in any business capacity whatsoever. However, apparently I drove it one time to deliver a car to a customer. And apparently my paper billing had a huge hole in it. This was a hail damage car.
Keith Cosentino: Oh, no.
Shane Jacks: $1200.00 check.
Keith Cosentino: The check was still in the car?
Shane Jacks: Still in the truck. Number one, paperless billing. That’s the first thing that went through my mind. Number two, what I’ve done with that check is it is in my truck right now. It will stay there. It’s in a little cubbyhole in my truck that I stare at when I put my keys in the ignition, to remind me that I’m an idiot, basically.
Keith Cosentino: You gotta try and deposit it.
Shane Jacks: I thought about it. A lot of business accounts are unlimited on the end. I have a few clients that are that way. You can cash them 20 years from now if the accounts still open.
Keith Cosentino: Is it a personal check?
Shane Jacks: It’s a personal check.
Keith Cosentino: Oh, man.
Shane Jacks: It ain’t gonna happen. It ain’t gonna happen.
Keith Cosentino: You know what? It would suck to have that cashed on you, but it also would suck to be so dishonest that you knew it didn’t get cashed and you didn’t call the company and ask them what happened.
Shane Jacks: Exactly. I was like, “Uh.” That kinda pissed me off. But it’s my fault I didn’t cash it.
Keith Cosentino: It is. Listen, that is – we are technicians that decided we are good at this craft and we’re gonna start a business around it. Very few of us are actual skilled business owners who decided PDR was the business we were gonna get into. So we don’t have all the systems for starting a company, accounting for everything you do, making sure it’s all turned in at the right place. We’re just winging it. That’s why I leave an invoice in a book and Shane leaves a check in a glove box.
But you learn from our mistakes, guys, and make an actual operating procedure for what you’re doing at work. Everything you do needs to have a step one, two, three, four, until it’s complete so that you can hand that task off to somebody else.
Shane Jacks: I’m going through that right now, Keith, a little slower than I need to. Even with doing hail damage, dealing with insurance companies, with body shops, each one of them asks for a different thing. If we’ve got a settlement, some of them just want you to write it on the estimate and some of them want a hail matrix. Other of thems – other of thems. What was that? Others want you to email them with pictures, dadadadada. I’m sitting here – sometimes you get them mixed up. Sometimes they tell you the wrong thing.
The other day I was – and I haven’t actually written it down. It’s just do every freaking thing that everybody wants. We’ll email it. We’ll take pictures. We’ll make a matrix. We’ll do everything for every car. It’ll all be stapled to their estimate or emailed – both, so it’s not so freaking confusing. It’s gonna be a little bit of paper overload but for the few body shops that we do hail damage for, especially, it’s gonna be worth it. That extra four or five minutes is gonna cut down on some confusion at times.
Keith Cosentino: Oh, yeah. Man, I’m living a little bit of that here. We had this – I’ve talked about this a thousand times, but we don’t get hail here on a regular basis, but we have a large enough client base at my company that we have – life happens and people move around the country. They get hailed on and come back.
We had a retail guy off the website that’s got hail damage on an old S class. I’ve had to go and write my first estimate on the car, re-estimate it as far as the adjuster’s concerned. It’s an independent adjuster working for some out-of-state small insurance company. Man, it’s been two and a half weeks of correspondence between the insurance company, the customer, and me, just trying to get the estimate sorted out. I haven’t touched anything yet and I probably have five hours into this car and 20 minute phone calls here and there and text messages back and forth with the owner. What a fiasco!
I can’t imagine doing that full time at a storm. You couldn’t touch any dents if you were running the show there. You would need somebody doing that full time. I know it’s probably faster at a catastrophe site, and they’re gonna blow through that stuff faster. The correspondence is faster. They’re there, usually. But holy smokes, man.
And all this used parts stuff? This thing has a broken GPS antenna. It’s a Mercedes. The part’s 412 bucks and they wanna use an LKQ antenna for 125. But the cars are so old that all the LKQ antennas have sun damage and cracks and stuff on them, just black plastic. Now I gotta order the crappy one and get it there, take pictures, show them it’s crappy, and then they’ll pay for a factory one.
Shane Jacks: Wow. I’m just asking you this for my informational – just for me. Did you get the customer involved with the insurance company on that used antenna?
Keith Cosentino: Yeah. He was okay with the used one as long as it looked good.
Shane Jacks: I bet if you were to express to him that they’re all crappy, if he got stern enough with the insurance company they would give him a new one.
Keith Cosentino: I think they would have given it to me, just talking to the gal on the phone because she approved, basically, a verbal supplement. I said, “You have the antenna on here, which is fine. I’ll put it on, but there’s no time here for installing this thing. You just have the part.” You need to replace a piece of trim. It’s not actually on the back glass; it’s not on the roof like you would imagine most of them are. The wires sneak under the window trim around the back. So I told her to add another 300 bucks to the estimate for the labor and the new trim in case it breaks when it comes off.
Right then I was telling her, “You might need a new one.” She goes, “How much do you want me to write the check for?” I shoulda just told her to write a check for the new antenna. I think she would have done it, but I was trying to be a nice guy. I said, “Listen. We’ll try the used one and if it’s crappy, like everyone’s telling me they are, then I’ll send you a photo and you can pay me the 400 bucks for the new one.”
Shane Jacks: You just wasted your own time, though. If you coulda gotten it, you should have gotten it.
Keith Cosentino: Yeah. I know. I thought that after I hung up. I thought, “You know, I shoulda just told her.” But here I am, trying to be nice.
Shane Jacks: You thought she was cute, didn’t you. Over the phone.
Keith Cosentino: She sounded so cute.
Shane Jacks: She sounded so cute, so had to be nice.
Keith Cosentino: All right, man. What is the topic for today, Shane? Enlighten us.
Shane Jacks: I got a personal message from a gentleman. He asked some questions. It was also a share session, basically, with us, Keith. He sent it to me but it was aimed at both you and I. But because of my more – I have more of an experience in the hail world than you do, he sent it to me because a lot of his questions had to do with hail. But I’m just gonna read this here to you guys.
It says, “Hey, Shane. I know you’re a busy man. I want to quickly share my story and I have a few questions to ask you relating to hail. I don’t feel safe enough with concealing my identity online,” and he’s embarrassed of the things that he’s going to tell us. “Should you decide to disclose the details of my situation, leave that up to you.” So we are sharing it here on PDR College podcast. He did give the okay to do that, Keith, just as long as we kept the personal stuff out of it.
Keith Cosentino: That sounds good.
Shane Jacks: Which we wouldn’t do that, anyway. Any of you guys ever wanna share anything with us, we’re not gonna say your name unless you ask us to.
Keith Cosentino: A couple of guys that have called in questions and we’ve answered them, I’ve come out pretty strong. It sounds like I’m beating them up personally. And I’ve felt bad about that because I wasn’t, really. I was just passionate about the question and the answer, and I was going off on a little tangent. But afterwards, I thought, “You know what? That kinda sucks, man. A guy sent in a question and then I’m all up in the stuff answering it like Dr. Laura or something.” Please don’t take it to heart. I’m just passionate about all the stuff we talk about. That’s why I’m on a podcast. But I love you guys submitting questions. Proceed.
Shane Jacks: I can assure you that Keith is much harsher on me than he is on you guys.
Keith Cosentino: That’s true.
Shane Jacks: That’s the honest truth.
He says, “First, I am a new PDR College listener. I really feel that the podcasts inspired me to be the best version of myself. I am a dent man and I have been repairing dents now for over three years. I got into this business by learning the trade from my father. He is over 12 years into the business at this point.
“To put it quite bluntly, our business is dying. We had all of our eggs in one basket, and when the basket broke, we lost over 80 percent of our income, which was already quite low. Now we fix cars that need panels. To explain to you what my earnings look like, I usually make an average of $1200.00 a month. I want out of this slum. I listen to you guys’ podcasts and I heard about how much you guys make, and I started crying. I can barely afford to put food on the table. I’m killing myself on cars that need new panels. If you wanna see the kinds of things I do or wanna know the whole story, please reply and ask for pictures.” Which we can’t do over a podcast.
“I want out. I live in an area plagued by drugs and a low average income. Doing door dings just does not work. I don’t like working on junk ’98 Ford Focuses and spending all day to make $80.00 to $100.00 split two ways between us. We can repair the dents, and I also know that we are marketing wrong.
“Our cars look good when they’re finished with them. Too good for what we are making. I told him that I wanted to go after hail.” This is his father he told this to. “And make real money. He spent time on the hail circuit, but I have very little experience in that area. We can clear hail cars. In fact, we clear a hail car probably once a week, but rarely make any money off of it because of the time that it takes. These are very hard hit hail damage cars, some beyond the limit of the matrix, and we don’t even charge what the matrix lists. An all-over car for $1200.00 total and it takes us a week to finish because it’s completely destroyed.
“We can both agree that our business practices are dung and the cars we are agreeing to fix is completely insane. It needs to change. We knew this before the PDR College podcasts even though we live in the dent world in a vacuum. The podcasts helped us understand how and what we needed to change for the better.
“He has many years of body shop experience. We know there’s only a little bit of time left in the hail season. We decided recently that we’re just gonna go do it. I have enough money saved up to get us going. We have the tools, vehicle, and experience. We fix hail and it looks great afterwards. Repairing dents is not the problem. The questions I have are regarding storm chasing and I know this is your area of expertise.
“No. 1: for a first-time chaser,” and Keith, you can write these down, just notes if you want to, so we can remember them while I’m reading. “For a first-time chaser, is it too late in the season to get started and make money? Keep in mind how far up the creek we are. I’m making horrible money here.
“No. 2.” No. 1, is it too late. “No. 2: how do you pick and choose which storm to go after?” This is actually a pretty good question, Keith, because one that many guys may not know –[Crosstalk] “I’m seeing reports that list hail as .5 inches and one inch and one inch to two inch, small or large, etc. I’ve never seen hail actually damage a vehicle.” You know what? Most of us haven’t actually seen that happen in person. Probably most hail guys haven’t. But anyway –“I know what it can do, but what size hailstones should I consider my bread and butter?” What size damages cars and what size should be the bread and butter? Those are two questions there.
“What is considered too big and causes too much damage? I consider myself as being computer savvy. I can look up a lot of info on these storms, but I can’t seem to understand how to gauge which storms would be profitable for us. How important is the average income and population? Can you lay it on the line for us at PDR College
“No. 3. Let’s say I’m in a body shop and I’m doing an estimate.” I’m sorry. I’m skipping number three. Sorry.
“No. 4: can you give us any first-timer tips? I’ve took notes on the podcasts on how to chase. Thank you for that podcast, by the way. It was awesome. But I’m just curious if there’s anything you wish you knew back when you started storm chasing that would be helpful to a first-timer.”
He goes on to say that he’ll have more questions in the following days but he wanted to thank yourself and I, Keith, for the podcasts and that were the catalyst for him to, basically, say enough is enough and I’m going to get out of what I’m doing now and I’m going to make a better life for myself. We thank you, again, that’s anonymous, and we thank you for the questions and the message that was sent.
Let’s answer some of those questions here, Keith.
Keith Cosentino: That’ll be fun to do. And that’s a really interesting story to get. I’m grateful for it and I’m glad that we kinda helped open this fella’s eyes to what’s possible because nobody likes working hard and making nothing. It’s a prime example of just like what we were talking about early in the show, how you get trained on fixing a dent, you can fix a dent. That’s fine; that’s great. But now you got a whole bunch of new skills you still need to learn to make a business or make a living out of this thing. Just fixing steel is not enough. It’s not enough at all.
Shane Jacks: It’s not even close to enough. I believe we’ve talked about it on here, Keith. The percentage of you being able to fix the metal – what percentage is that of what you need to know to make money? Not even to run a huge – but to make money. It’s really a –
Keith Cosentino: Before you start, you think it’s everything.
Shane Jacks: But it’s not. It does help. Word of mouth, when you do an amazing repair that no one else in your town can do, that’s gonna bring in some business, but, Keith, if you don’t pair that with other things, you’re going to die. And it sounds like that’s what’s happening here.
Keith Cosentino: It sure does. You can get to a certain point where life’s just beating you down and you can’t see the light through all the darkness, you know. Especially if you’re working with somebody else and you both have the same mindset. You’re just gonna be feeding off each other and talking about how terrible it is. I have no doubt that if this two-man team has decided to go and chase hail that they’ll be successful at it if they take the proper steps. I’m sure they will be. But I also wanna point out that if this two-man team decided that they were just gonna switch up what they were doing and dominate their local area, even if it requires a 30 or 40-minute commute to get to the place where the cheese is, I think they could do that, too.
Shane Jacks: That was gonna be one of my first points. He said door-dinging just does not work. He was talking about in that area.
Keith Cosentino: In that area. I think that was one of our major PDR myths busted. Right?
Shane Jacks: Yes. Exactly. Unless you’re in Chicken Lips. That was the only –
Keith Cosentino: Or Temecula.
Shane Jacks: Or Temecula. But they’re zombies, there.
Keith Cosentino: By the way, fellas, we have not forgotten about your Temecula episode. Turns out these Temecula guys, they’re not working all that much. They’re hard to get ahold of and there’s not that many of them. They could be dead, for all we know.
Shane Jacks: Avocado’s high in fat. Supposed to be good fats, but I don’t know, man.
Keith Cosentino: We’re working on it, though, fellas. We didn’t forget.
Shane Jacks: Yeah. We’re definitely working on it. Those questions, there, Keith, what hit –
Keith Cosentino: When we’re talking about door-ding repair just doesn’t work in my town, what do you hear when somebody says that to you?
Shane Jacks: What do I hear when somebody says that to me? To me, honestly, because I’ve never had to – not had to – I’ve never put myself in a position where I’m working for that kind of money. But I put myself in a position, Keith, where I was not working for the money that I needed to be working for, so here’s what I hear out of that, just looking at myself. It sounds like this two-man team has some work. They have stuff to do. They’re staying busy. I stayed busy. I stayed completely fricking covered up most of the time. There are very few days where we come in here and we say, “Ah. We’ve only got a couple of cars.” Ironically, yesterday was one of them, kind of by choice with the way we’ve been working. There are very few days where we come in there like that, and it sounds like these guys are the same way.
I know what I did was I’ve created this monster that I’m afraid to get rid of, as far as pricing is concerned. You’ve got these customers that – you have a customer pull up and he looks just like the customer that you repaired last week for $30.00. And he says his name. “Bob said you fixed his dent for $40.00.” Then you’re in a bind that you put yourself in, and even if they don’t say the price, you’ve created this pricing game in that area that you can’t – it’s hard to go from $30.00 on a retail dent to 150 in a week if people know who you are and what you’re doing.
Keith Cosentino: Yeah. If you start building that reputation and if you’ve started drinking your own Kool-Aid, thinking “Man, there’s just no money here. Nobody wants their dents fixed.” I think he said there’s drug problems all over there. There’s drug problems in every town, no matter what the income level. They’re just different drugs. When you start thinking nobody’s gonna take these prices, nobody has any money, nobody wants to fix anything here, that’s gonna be your reality. You’re gonna be hanging around in the places where those people are. You’re gonna be expecting those answers. You’re even gonna be coaching people without even realizing it into that same outcome. You’ve got the stinking thinking, if that’s where you’re stuck.
And I have no doubt there are some ghettos out there. There’s places, literally, ten minutes from my home where I wouldn’t get out of my car, a couple little pieces of a street here or there or an apartment complex. That stuff is all over the place. But if I go ten minutes in the other direction, I need a gate code to get in and I can’t go on the golf course unless I’m wearing the right pants.
Shane Jacks: Keith, we have a street corner here in Greenville that was recently named the seventh worst street corner in America for violent crime.
Keith Cosentino: Seventh. You guys could do better.
Shane Jacks: Yeah. If you’re standing on that street corner, you have a one in 12 chance of being a victim of a violent crime. One in twelve.
Keith Cosentino: If you think you’re bad, come on down.
Shane Jacks: I choose not to go to that street corner.
Keith Cosentino: What if you put up a sign that said you’ll do PDR on that corner?
Shane Jacks: It’s probably gonna be $20.00. But you hit a myth.
Keith Cosentino: So gross. But you gotta get in the right mindset and it’s really hard to dig out, like you said, overnight once you’ve been – this fella’s got three years of experience. It sounds like he’s been in the same position in his market for three years, so he’s just done.
Shane Jacks: Not only that, he was brought into that market by his partner. He was brought in with that – I haven’t asked, but I’m almost 100 percent sure that he was brought into that pricing mindset by the guy that trained him.
Keith Cosentino: For sure. And he did mention that they had – it sounds like they had more work and it was going a little bit better, but their basket broke and they lost 80 percent of their income. So they might have been making really good money before that and now they’re down to the $1200.00 a month mark from – if you’re 80 percent higher than that you’re nine grand or something. That’s possible. Unfortunately, we didn’t ask a lot of questions to clarify all this, but we got enough questions here that we can work with.
Let’s assume that that’s the case for just a second, just to talk about it. If you have that scenario where you’ve got that 80 percent client, like I did in my past, before that basket breaks you’ve gotta start working on a plan B and you gotta start diversifying your customer base because you’re one decision away from being hammered. If you’re living off that agreement and that one guy changes, you’re out. And then what?
I know it’s hard when they’ve got all this work stacked up and they’re saying, “Be here tomorrow. Be here tomorrow. Be here tomorrow.” You feel like you don’t have time to go searching for something new because you don’t because all this work’s in front of you. You’ve gotta get creative and either bring on some help or, as strange as it sounds, work evenings or Saturdays to start establishing yourself outside of that 80 percent customer because you can’t afford to take that risk. It’s too risky.
A lot of guys do it for a long time, but the day always comes when you’re not the guy anymore. You don’t see that day coming. You’ve gotta decide when that day is. Sometimes it just means bringing on some help or even contracting with another local guy that you’re friends with and splitting the work. I know it seems crazy to a lot of you guys, but it’s way better to split it and start building your business elsewhere than to stay on that boat until it sinks. Once it sinks then you’re stuck in a position like this and you don’t know what else to do. Then you’re starting from scratch and you’re hungry. That’s when your pricing really starts going down because you’re pricing everything you come across to not lose. Think about that.
There’s a price that you know you won’t lose the job for. Not the price it’s worth; not what you think you’d like to make. Just the price you know they’ll bite on and you start throwing that out because it’s an easy sale. That is dangerous. That’s when you get to this $1200.00 a month, working on a $1200.00 hail car with two guys for a week. You just can’t do it. It’s not profitable. You need to say no or let somebody else hack it up.
Shane Jacks: It sounds like he’s decided to go chase hail, which is fine, also, Keith.
Keith Cosentino: Totally cool. This is almost an ideal – if your family situation will support it, this is a great point in your business to make that switch because you’re gonna have a new outlook on life. You’re gonna have a new set of circumstances. You can start fresh. None of your old ideas or bad habits are really gonna translate to the new type of business. All of your bad door-ding pricing and $1200.00 hail cars for two guys for a week, all that is gonna be left in the past and you’re gonna start fresh. It’ll be a good opportunity to make a clean break mentally and physically, I think.
Shane Jacks: For sure. What was the question?
Keith Cosentino: The first question was is it too late in the season – as of this recording it’s August 30, 2014. So is it too late in the season to start chasing now?
Shane Jacks: Yes and no. Is it too late? No, of course not. If you’re making peanuts, then I’m 100 percent certain that if they were to strike out over the next month and didn’t find anywhere to land, the customers that they have right now are gonna wait on their pricing back home.
Keith Cosentino: That’s probably true.
Shane Jacks: Really, they are. In my mind, I would guess that would be the case, anyway. Is it too late? There are still cars out there to be repaired. The deal may not be the best deal in the world, but it is getting late in the season. Having said that, if you have a passport, the season’s about to get started in other areas of the world. Who knows? What the future holds for you depends on – you control that destiny as far as chasing it.
Do I travel internationally? I haven’t yet. I don’t know that I ever will. I seriously doubt I ever will, let’s go ahead and say that. The only reason I would do it would be to experience one of those countries while making some money. But that money would have to be really ridiculous for me to spend two months in a – When I say internationally, I mean overseas. I would cross the border into Mexico to work. Mexico City, Mexico.
Keith Cosentino: They’ve got some factories down there. My Tacoma was made in Mexico.
Shane Jacks: BMW has a factory starting up down there.
Keith Cosentino: Do they really?
Shane Jacks: Yes, they sure do. That’s what I’ve heard, anyway.
Keith Cosentino: That is the Fiesta series.
Shane Jacks: As long as it’s not the Siesta series and it quits on you in midday.
Keith Cosentino: It could be.
Shane Jacks: Is it too late? It is getting late, Keith. There are still some storms popping up, but these guys are hungry, for sure. If they’re hungry enough and they’re on their A game, they can make it happen. It can happen.
Keith Cosentino: Sometimes there’s storms in the fall, too. Right?
Shane Jacks: Oh, yeah, yeah. That’s what I said. Storms are still popping, but nowhere near the intensity or the frequency that it’s happened thus far. It’s slowed down quite a bit. But it’s not too late, no. It’s getting late, though. There’s as vague of an answer as you can possibly get.
Keith Cosentino: I would imagine, though, if it’s getting late and a lot of guys are starting to taper off, it might be a good opportunity to go and make a good impression on somebody somewhere. You’re the guy that’s gonna stick around for two cars a week or whatever.
Shane Jacks: There’s a company that runs their entire – that is one of their biggest selling points, that they’re there ‘til the very last car comes in. They’re there if a car comes in three months after that. Makes it tough, but if you’re hungry, you could be that guy, also. You know what I mean? Exactly what Keith is saying.
Keith Cosentino: Would it be an option for guys like this to hook up with a company like that?
Shane Jacks: Yes, it could. This company is pretty strict, and, of course, I’m not gonna say their name on the air without their permission. You have to go through a program where you’re kind of certified through them. Not really certified, but you have to work with one of their current technicians to get an evaluation to make sure you can repair a dent and that you’re not an idiot that’s gonna screw their business over. Is it an option? Yes, it is. It is. I’m sure it is.
Keith Cosentino: All right.
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Blackplaguepdr.com. Blendinghammerpdr.com. Check out the sites, guys. Bring yourselves into the 21st century.
The next question.
Shane Jacks: Question two.
Keith Cosentino: How do you pick a storm? What kind of damage is big enough to consider something I should go to? Is it half inch, one inch, two inch? I don’t know how to pick a storm.
Shane Jacks: Keith, you said you don’t have this question, but you don’t really know the answer to this, either.
Keith Cosentino: No. I don’t know the answer. I think I have a rudimentary knowledge just from listening to other guys and talking about it. I have asked this question before because –[Crosstalk]
Shane Jacks: So what is it, Keith? According to what they said. According to what you’ve heard, what do you think it is?
Keith Cosentino: Inch and a half. An inch if the conditions are right or an inch and a half to two inches is more common. That’s the kind of hail that’s gonna make damage that I probably wanna fix. Anything above that is gonna be stuff I don’t wanna fix. If the glass is all blown out, that’s probably dents I don’t wanna fix.
Shane Jacks: Right. Golf-ball-size hail can – 1.75 can blow glass out if it’s windblown or if it’s falling from high enough. That stuff can be vicious. You know what I mean? That’s a hard question to answer. One inch can cause damage. If you ask me what storm do I want to work, give me a one-inch storm at a dealership where the cars are bid at 70 percent of the total and you’ve got me an R&I guy in front of me pumping me cars and I don’t have to wait on any supplements or anything. Heck, yeah. That’s where I’m making – I’m going to absolutely kill it at that. You know what I’m saying?
You give me a golf ball – the town, let’s say, 20 percent of the cars has a windshield that’s cracked or busted. That’s a storm – can you make lots of money? Of course you can, but nowhere near what you can make at a one-inch hail where you’re in a what they call a honey hole.
It’s kind of a loaded question. It’s the kind of a question that only you can answer that for yourself, what kind of storm. If you go to a storm that has one-inch hail, you really need to know that you have a spot. If I were to leave here today – or have a feeling that you could get a spot. If I were to leave here today to drive halfway across the country for a one-inch to one-and-a-half-inch hail report, man, I’d better go hit a dealership and I’d better make sure I get myself locked into that thing, unless it’s a really nice part of town or a really nice town where people are gonna spend the money.
Dude, if it’s one-inch hail, a lot – I believe State Farm reports say that in pretty much any hail storm, only around 30 percent of the customers get their cars repaired. You go to a one-inch hail event, what do you think that’s gonna go to? Because the dents are not really that visible. You know what I’m saying? That number’s going to drop dramatically on the amount of people that are gonna get their cars fixed. Make sense?
Keith Cosentino: Yeah. I know in the past you’ve also brought up the power of being there in person and just showing up and saying, “These guys are on the phone talking, but I’m here with tools and I’m clean cut and I’m ready to work right now.”
Shane Jacks: Exactly. That was actually going to answer that in a later question but yeah. Being there, but what I’m saying is if you’re seeing a one-inch report, man, if you’re not there three minutes after it happened, at the dealership, somebody’s going to lock that down. You need to get there quick.
I guess what I’m saying is if you’re willing to get into some work, you need to be looking for at least an inch and a half. If you’re gonna be driving a long ways, at least an inch and a half, the golf-ball size. Once you start getting up to that two-inch mark, Keith, unless it’s kind of soft and slushy, you better have a freaking awesome A game because that’s gonna be some hammer stuff. Especially anything that had any kind of wind, and most of the time there is some wind packed with these things.
Keith Cosentino: You don’t get a two-inch chunk of ice for a while without big winds.
Shane Jacks: The winds up high are way different than the winds down low. Hail can fall straight down, sometimes, because there’s not much wind there on the surface, down here. It’s all up there in the clouds.
Keith Cosentino: It’s all in the cell up there. The basic answer is inch and a half to two inches.
Shane Jacks: That is correct.
Keith Cosentino: Anything above that you’re gonna be spinning your wheels. Anything below that it’s gonna be ultra-competitive.
Shane Jacks: You can still make money on that stuff that’s big, but like I said, you need to have an A game and a really good plan going in. I can’t give you that plan because it can be different in every freaking storm depending on the size of the town. If it’s two and a half inch hail, or three inch, four inch hail, and you’re doing only side panels, I can’t tell you that in Greenville it’ll work the same way as it will in Chicken Lips, Arkansas.
Maybe in Chicken Lips you lock down every single body shop in the area, rent you a building to do the work out of. That way you’re not clogging up the body shop. Makes sense? You can do two cars a week per body shop so they can catch up with the panels that they have to replace. That answer is different with every storm. You wanna get safe to where you can make a lot of money and not a ton of panels being replaced, you need to stay in that 1.75 range.
Keith Cosentino: I learned that just now. Now I know, if I wanna hit the hail circuit, I know where I’m going.
Shane Jacks: You’re making 20 grand a week. What do you need to go to the hail circuit for?
Keith Cosentino: Yes. I’m making 20 grand a week, mostly off the PDR College podcast.
Shane Jacks: For sure. Where’s my part? How’d you like that crackle in my voice? It sounded like a 13-year old boy.
Keith Cosentino: Embezzlement.
Shane Jacks: That’s what happens when I get offended.
Keith Cosentino: Like Homer Simpson.
Shane Jacks: What’s the next question there, Keith?
Shane Jacks: It kinda goes along with that. They were follow-up questions to that. What is the bread and butter? We kind of covered that, one to one and three quarter inches. What’s too big? We didn’t really go on that. What is too big? What’s the point where you just say pffsh? No.
Shane Jacks: There’s not a case. Again, it depends on every storm. You can do side panel damage. If you get enough body shops and you’ve got a shop where you can funnel the cars in there, and you’re only doing one to two cars a week for each shop that you’re doing, but you’ve got 15 shops, do you see what I’m saying? Then the storm’s not too big. I don’t like working that stuff.
Keith Cosentino: What if it’s nine inch hail?
Shane Jacks: Yeah. You’re done. It’s been a long time since I’ve seen a nine-inch hail report.
Keith Cosentino: 13-inch hail.
Shane Jacks: It’s possible.
Keith Cosentino: I guess so.
Shane Jacks: It is. I think the largest one on record was back in the ‘60s and a mail carrier; he put it on his scales in Kansa somewhere. I believe it was 13 pounds, the ball of ice.
Keith Cosentino: This is the same tape measure these guys use to measure their wieners. “Yep. 13-inch hail.” I don’t know. It kind of fits in your pocket.
Shane Jacks: You don’t measure from there. You measure from here.
Keith Cosentino: Everybody knows you go around it twice.
When we’re looking at these same reports, the next question is –
Shane Jacks: This used to be G-rated, this show.
Keith Cosentino: How important, when you’re looking at the hail reports, is the average income of that particular area?
Shane Jacks: It is important, but it also depends on how much damage is in the area, Keith. I’ve been to towns where’s there’s not a lot – the income is fairly low. The entire town is blasted. There are still gonna be people with money that are gonna get their cars fixed. You can have towns that are extremely – that the income is really high, but it didn’t hit the area of town where the people that make all that income are.
Keith Cosentino: Just like I was talking about earlier, where ten minutes one way or the other is poverty or lap of luxury.
Shane Jacks: Right. It can hit here – Greenville, we’re not the richest town in the world, but there are people with money. If it hits one side of town, I am banking. If it hits another, dude, I’ll make money but not a lot. That is a really hard question to answer, but it’s also one that we can gain some wisdom out of this. Just look at the reports and figure out where it hit, how big of an area it hit and what part of town.
Jackson, Mississippi, last year. Made a good bit of money out of Jackson. Are there some bad parts of Jackson? Fo sheezy. A very large area of that town got hit last year and people are going to repair their cars. Some people are. Does it matter? Yes. But you also need to look at the size of the area that got the damage, that received the damage. If it is a small area that received the damage, you need to focus in on seeing exactly where in the town that damage hit and just do a little bit of research. With the inner webs, man, you can find out anything.
Keith Cosentino: You sure can. You can find out a lot of stuff. I’m not even talking about on the topic of hail in particular, but if you know you’re searching for something that has to do with these topics, you can find the phone numbers of every single body shop in that town. You can call them. You can call places that are next door to the body shop if the body shop won’t answer questions. You can find out a lot of information if you really want to.
If I told you there’s a million dollar check waiting for you if you can just find out exactly what parts of this town are hit and which aren’t, you’ll find it.
Shane Jacks: An hour later you’ve got that answer.
Keith Cosentino: You’ll find some pretty creative ways to start calling and asking questions, like a private investigator. But I’m sure most guys don’t do that.
I wanted to ask you question. I kind of skipped over it. We were talking about broke parts of town getting hit and most people have these deductibles and they can’t afford to pay them. I heard a topic the other day about companies starting to offer financing for deductibles. Have you heard of that before?
Shane Jacks: No, I have not. Why not? If you wanna do that, why not? But I haven’t heard of it, Keith, no.
Keith Cosentino: It sounds pretty interesting. I was curious if you’d ever heard about it. If you hadn’t heard it, like Shane hasn’t, the idea is you’re gonna take the job and you’re not gonna waive the deductible, you’re gonna finance it for them. You’re gonna probably arrange that with a third party company and you’re gonna get paid a little bit less than the deductible right up front and/or you’re gonna take payments on the deductible and be getting paid months after the storm as they make their payments on their deductible. Pretty interesting.
And I’ve also heard of some really high deductibles this year: $2,000.00 and $2500.00?
Shane Jacks: What the heck, man!
Keith Cosentino: Did you hear about that, too?
Shane Jacks: Yes. I didn’t know you could get one that high, but it’s – again, it’s business. It’s you taking a gamble, is what it is.
Keith Cosentino: It sure is. I knew commercial policies can get that high pretty easily and regularly. But I didn’t think a personal insurance would have a $2500.00 deductible. That insurance is probably dirt cheap, dude. That’s basically –
Shane Jacks: That’s until you wreck your car.
Keith Cosentino: Right. But it’s basically insurance against you losing your car in a total. Everything else is pretty close gonna be covered. You gotta whack a car pretty good to go over $2500.00 in a body shop.
The last question is, Shane, if you were to do it all over again, start chasing hail from scratch today with the knowledge you have now, what would you do different than when you first started? Is there anything you would change?
Shane Jacks: I would be a broker and bring in a brazillion Brazilians.
Keith Cosentino: And make a brazillion dollars.
Shane Jacks: And make a brazillion dollars. What would I do differently? Actually, that first statement – the statement that I just made – actually bears a little bit of truth to it. Because I’ve built this business here, Keith, my retail business, to the point – and we do a lot of wholesale work here, also. I’m not gonna pretend we don’t.
Keith Cosentino: But your local business.
Shane Jacks: My local business here, I’ve built it to a point where we stay busy. I don’t really have to go out and chase hail, so I just basically wait on really good deals to happen and then I take off and go. I’ve been stung on some deals that I thought were gonna be great and then they turned out to suck. I’ve been a nice guy at some of those and stayed longer than I wanted to.
But anyway, if I were to do something differently, everything we’ve talked about up to this point about the hail podcast that we did earlier in the year, Keith, just listen to those things. Being there, being the first guy there, we mentioned that just a few minutes ago. Being the guy on the ground there.
Don’t be afraid – I’ve been afraid at times to assert myself and bring in people that I know are gonna do well with me, beside me, and even maybe in other shops in that town. Don’t be afraid to speak up and ask if you can bring a partner in to help you get things done.
Keith Cosentino: Just get a little more aggressive?
Shane Jacks: Yeah, be a little more aggressive. Believe it or not, I’m not aggressive enough when I’m out there a lot of the times. I don’t wanna offend the guy that I’m working for. The guy’s holding a check for whatever it is per month, not literally holding it but he is holding it. I’m the guy that’s making the money, and it’s all up to my potential, but he can also get rid of me right there on the spot before I can make a dime for him or myself. Be a little more assertive, not only in bringing it but be a little more assertive yourself.
Believe in – this is gonna sound so stupid and corny, Keith. Believe in yourself. You hear so many freaking stories out there about how much – Keith, it is literally pretty much every storm that I go on where the broker will come over and this is what he says. He goes, “Man, you’re pretty good and you’re pretty fast, but man, there was this guy here last – they worked for me last year. And he’s 9.7 times faster than you.” I hear that pretty much every time, and I’m sure most all hail guys hear that. I think I’ve finally figured out it’s just the broker trying to get you to work faster to make him more money. It’s a smart thing to do, man.
But you can really get sand kicked in your face and let it affect you by listening to these stories of stuff that’s going on and how much guys are making and what they’re doing over here and what somebody’s doing over there, and start doubting yourself. It wasn’t up until – I kind of went through an up and a down, myself, Keith.
When I was at that plant and I come away from that plant, and I was working out here, everybody around here told me, “Dude, you’re the best we’ve ever seen.” I started thinking, “You know what? I’m good at this.” And for years, I was like, “I’m the best there is. Period.” I really believed that. Then I get on Door Ding, and I start seeing some of these repairs, and I’m like, “Dude, I’m not that good. I’m not as good as this guy.” It wasn’t just this guy. It was four or five or ten of them. You know what I mean? I’m like, “This freaking sucks. I thought I was awesome.”
’09, I believe it was, when I got on Door Ding? Dude, I started – I was like, “I’ve gotta start listening to other people and how they’re doing this, these repairs.” I started listening to these guys and reading what they’re seeing, and my repairs, in just a year and a half went from really good and I was doing some pretty nasty stuff, to doing some unbelievable stuff, in my mind. It may not to the rest of the world, but I was doing stuff – I’m like, “Holy crap. I can learn something.” You know what I mean?
So I went from a high to a low, and now I believe – Keith, call it whatever you – I really do believe that I’m one of the best. I’m not gonna say I’m the best. I’m not that conceited. I believe I am one of the best, technically, at doing what we do, the theory is.
Keith Cosentino: And I agree.
Shane Jacks: But I was willing to learn and put it into practice.
When you’re out there, and I know I kinda veered off of the whole hail question thing here. When you’re out there, do not be afraid to learn. Do not be afraid to listen. Don’t be so dogmatic that you’re not – don’t go out there and go, “Well, Keith and Shane said this so that’s the only way it can be.” Don’t do that. Do we know everything?
Keith Cosentino: If we said it’s the best way –
Shane Jacks: Yes, of course we do. However, we may be wrong once a year. Possibly.
Keith Cosentino: But you know what? We could be wrong about that, too.
Shane Jacks: Possibly. You’re exactly right.
Keith Cosentino: One thing that sticks out in my mind is you hear – if you’re getting ready to hit the hail trail because of the things you’ve learned online and through the podcasts, you might be expecting to walk into a world of riches, and you may. But you also may not. You may walk into a relatively good-paying, very difficult job. But remember where you’re coming from. If you had a $1200.00 month, on average, and you make this switch and you’re doing 4,000 or 5,000 in a month, that’s 3 and a half, four times your income. That’s a win. That’s a huge win. Don’t get down on yourself if you’re making the switch and you automatically aren’t just stacking up so much money that you need to build a basement to stack it all up in.
Keep in mind that you’re always gonna be moving forward. If you double your income and then triple it and then five times, then ten times, and if that takes you a year and a half or two years, that is totally cool. Who else can ten times their income in a year?
Shane Jacks: Right. Keith, piggyback off of that. The question was, technically, what would I do differently? Let me tell you one thing that I did that I think has served me really, really well doing this hail.
I’ve not always made a lot of money doing hail. There were times where I was making, basically, what you’re making on a retail day at home. You know what I’m saying? Which is still excellent money.
Keith Cosentino: Gasp!
Shane Jacks: Which is still excellent money, but you’re out of town –
Keith Cosentino: You’re away. You have expenses, I know it.
Shane Jacks: Not only the physical expenses, but the emotional and mental, being away from your family. But here’s what I’ve never done. Not that I can – now, I will whine to the guy standing beside me and fixing the cars with me. Not to an extent where I’m the guy that’s a whiner, but like, “Man, this car’s just freaking beat, man. I’m having –” Just very few comments that I’ll make like that. Right?
Keith Cosentino: Yeah.
Shane Jacks: I’m not the guy and do not be this guy, especially when you’re starting out. Really at any time but especially when you’re starting. Don’t be the guy that’s whining about everything. Just go in there – it piggybacks off what you said, Keith. You’re coming from scratch. If you’re starting on this hail trail, dude, you’re in a new territory. You don’t have the right to whine. You come in there – now, if they’re doing something stupid to you, yes. Don’t whine about everything. Man, hail guys are the whiniest freaking bunch of idiots, for the most part. You would be amazed.
I believe we’ve shared this story one time, and I know we’re running out of time, Keith, but I go to this storm. It’s not the best storm in the world. There’s another company in there, another dent company, that the insurance company convinced the body shop to bring them in, that they would send them four billion claims, you know. They do this all the time.
Keith Cosentino: Oh, yeah.
Shane Jacks: So these two guys are there. They fix one freaking car. They leave that night to go to their hotel room. During that night, the owner of the body shop opened the door of this Blazer, I believe it was a Trailblazer, into a piece of tool or something, something that was sitting on the ground, and put a tiny dime-sized door ding under the handle of this Trailblazer. They come in the next morning. He goes, “Hey, boys, before you start your next car, I need to you to take care of that door ding on that door right there.”
One of the dent guys looks at him. He goes, “Are you paying us for it?” And he went, “No, I’m not paying you for it. I’m asking you to do it as a favor.” The guy goes, “If we ain’t getting paid, we’re not doing it.” It was a 30-second dent. Should the guy – he was living on principle. “Good for you, brother. You’re not gonna do anything without getting paid.” These were the owner’s, and you know I’m not a guy that cusses a lot, Keith. The owner’s exact words. He looked at them. He said, “Pack your shit up and get out of here.” Just like that. The guy went, “Okay.”
That was a very costly mistake. I believe, again, it wasn’t the best deal in the world, but we run a good bit of money through there. Those two guys probably lost, in two months, lost 20 grand apiece, maybe a little bit less, maybe a little bit more. There were no other storms out there at this point.
Keith Cosentino: Keep in mind that Shane is a man all about principles. Shane does not back down on principle. But what you’re talking about is a big picture here. I don’t like to work for free and neither does Shane. We will both stand behind that. But you gotta look at the big picture. Are you working for free? For 30 seconds, yeah.
Shane Jacks: He turned right around, the owner did. I didn’t get paid on that car at all. He turned right around. He looked at me with this look in his eyes. He said, “You gonna fix that door?” I said, “Oh, yes, sir. I am.” I hopped off of my stool. I went over there fixed the car. He patted me on the back. He said, “Smart move, son.” The dude’s in his mid-60s on this body shop. I’m like, “What a freaking idiot this guy was!”
Don’t be a whiney, idiot moron. Take your lumps every now and then. You may have to fix the owner’s door dings for free. You may have to do that.
Keith Cosentino: And he might be a jerk about the way he asks you for it.
Shane Jacks: He could be. But, man, you’re not out here to make friends. What are you out here to make, Keith?
Keith Cosentino: Money.
Shane Jacks: Right.
Keith Cosentino: But sometimes you do need to make friends with the other guys so you can make more money next season.
Shane Jacks: Right. And being whiney? Actually, with the hail guys, you’re probably gonna make really good friends being whiney.
Keith Cosentino: Here’s something I learned about when you first go out in the hail world. If you’re in a new climate, new temperature, new elevation, and your glue is just not coming off the car and off the tabs, no matter what you try, someone has put water in your alcohol bottle.
Shane Jacks: Yes. I’ve had that happen to me a few times.
Keith Cosentino: Man, it seems like the best trick ever.
Shane Jacks: I’m so stupid, though; it takes me forever to figure it out. I’m like, “What the – what is going on?”
Keith Cosentino: There was some guy that bought a new glue gun, new glue, new tabs. And then somebody finally keyed him in. I was like, “Oh, man. I would love to do that to somebody.” I am not above a good prank.
We hope we answered a lot of those questions and gave you something to chew on. For you guys that had the same thing rattling around in your mind, should you leave, should you stay, there’s some things to consider if you’re gonna go. Maybe you don’t go this year, but maybe you spend the rest of this year gearing up for next year and you’re gonna make a run at it. Totally cool.
It’s a neat little ecosystem, the dent removal business, because when you’re getting ready to leave town and make a run at it, there’s some other dude who’s getting ready to make a run on all the accounts that you had that you’re leaving behind. Consider what you’re leaving when you leave and consider what you’re going to.
I’m not saying you shouldn’t go. You could be three times more successful on the road. But somebody’s gonna be twice as successful at home with all the work you just left. And they’re probably gonna get better prices because they’re coming in fresh. It’s an interesting little cycle. One guy wins, another guy loses. Or sometimes they both win.
Let’s talk about a quick tool review before we wrap it up today. I know you had something you wanted to share with us.
Shane Jacks: Cheap, too. This is a –
Keith Cosentino: We like cheap.
Shane Jacks: We like cheap. Except with our prices. Harbor Freight, item number 67021. It’s a trim and molding tool, five-piece set. We call them, around here, when I was at the plant, the smaller – the skinny one, Keith, that’s kind of long and straight and it’s tapered on the end? We called them fish bones. I believe because originally the ones that were made in those plants in the ‘50s were made out of some whale cartilage bull crap or something. I know a whale’s a mammal, but anyway, that’s the story that we were told. We were like, “Come on, now.” But anyway.
We called them a fish bone. Anyway, they’re a little pry tool for unseating seals if you’re taking a headliner down. They’re really handy for doing a lot of de-trim and panel removal, stuff like that, if you do that sort of thing. I just drill. I’m just kidding. They’re really good for that. It’s a five-piece set. Some you won’t use a whole lot, but a few of them you will use a lot.
Keith Cosentino: These are the same as an upholstery removal tool. You get under a clip and pop it or separate a seam or something without scratching everything in the plastic. I brought it up on my screen here. It is $7.00. You can’t really go wrong here.
Shane Jacks: What is it? Seven?
Keith Cosentino: 6.99.
Shane Jacks: I thought it was 15, for some reason. That was something else. Never mind.
Keith Cosentino: 6.99.
Shane Jacks: Harbor Freight is like Walmart, dude, though. You go in there for one thing and you come out, you’re $300.00 poorer.
Keith Cosentino: Yep. And I see there’s five pieces, and four of them, I understand, for the most part – one of them has a closed circle at one end. You could hang it up on something. I’ve had this set before. I don’t think I’ve ever used that. You have any idea what that is for?
Shane Jacks: That’s when you’re standing in the shop and you wanna look cool and you’re trying to channel Billy the Kid. You spin it around on your finger.
Keith Cosentino: You spin it. Then you get it back in your pocket.
Shane Jacks: Stick it back in your pocket. See who’s quickest.
Keith Cosentino: Oh! I know what it is.
Shane Jacks: What?
Keith Cosentino: That’s a built-in focus ring.
Shane Jacks: I think my wife needs one of those.
Keith Cosentino: Easy. Easy.
Shane Jacks: She doesn’t listen, so, safe to say.
Keith Cosentino: If you’re old-school enough to know what a focus ring is, tell us in the comments on pdrcollege.com.
But you know what else I wanted to talk about that are similar to these that I don’t have but a couple of my friends do, and I’ve been meaning to order them, is on Dent Craft’s site, the O-ring remover trim pick set. It’s a little set of screwdrivers, basically, but instead of a flat head or Phillips head at the end, they have a slight bend and a little round paddle. They’re made for taking O-rings out, but apparently they work really well for getting under the screw covers in a headliner – handles and hooks and stuff like that, where you’re not gonna mar the plastic all up.
Those are – how much are these rascals? 12 bucks, 11.95. I think I’m gonna – I’ve lost all my Harbor Freight trims. I’m gonna rebuy those thanks to you bringing them back up. And I’m gonna buy these Dent Craft pry tools or trim pick set. We’ll talk about an in-depth review of them next week when I’ve them in my hands because Dent Craft ships their stuff fast, man. They are super-efficient when it comes to fulfilling their orders. I’ve always been impressed by them. And if they don’t have everything in the set – everything that you ordered, they ship what they have. Then I’ve had a package show up hours after the other one because they’re trying to ship it out as fast as possible. “Fellas, you could have waited an hour and put it all in one box. I’m not doing heart surgery over here.” But I appreciated it. It was super cool.
That part number’s a PK set. I’ll tell you about all those in person next week.
Shane Jacks: Nice.
Keith Cosentino: Until then, fellas –
Shane Jacks: Get better.[End of Audio]
Duration: 68 minutes