PDR College Podcast #100

PDR College Time Machine

We Review Your Favorite Moments of the Last Two Years

PDR Tool site for glue pulling Blackplague PDR Inc

PDR Tool site for Blending Hammers http://www.blendinghammerpdr.com/

Mobile Invoicing made easy ReconPro

Worlds Best PDR Hot Glue http://www.tabweld.com/


Shane: In the past when we have made it to repair dents in double panels, along edges or inseams, we’ve used rather imprecise and, dare I say, ineffective methods of tooling. Screwdrivers, awls and hammers were all we had. Now with the development of the Edge Jack from BlendingHammerPDR.com, that has changed.

Using the power and precision of a mini lifter, we can now effectively repair these damages with control. It takes interchangeable tips so you can vary the tip that you need depending on the damage and what you need to lift. Again, crazy control, crazy power. You’re gonna fix dents in double panels and seams that you struggled with before in half, quarter, one-tenth of the time. Grab these bad boys and start making some extra money, fellas. BlendingHammerPDR.com.


Keith: I’m Keith Cosentino, and he’s Shane Jacks, and this is the PDR College podcast, your most trusted source for paintless dent removal excellence. This is our world, and we wanna bring you into it. We’re gonna share all of the tips, tricks and techniques we have learned in our 20-some odd years of paintless dent removal and condense them down in here into a format that you can use, action that you can take today to help make more profit in your business tonight. We do it in the pursuit of giant, enormous, ridiculous stacks of cash.

Shane: Good morning, afternoon or evening, whatever it is, wherever the heck you are in this world doing paintless dent repair and learning more about paintless dent repair and how to get better and how to make your business better and just how to crush it each and every week anew. I am your host, Shane Jacks, and normally I’m here with Keith Cosentino, the other host, my co-host, but he is, as you can hear, he’s not here today. I have no, nothing funny to say other than his in-laws are over. I guess that’s funny/excuse enough for him not to be here, and he is enjoying time with his family over this holiday weekend. We’re just gonna give him the week off, and we won’t say anything to him about it.

I will, but you guys are not gonna get the chance to do that, but taking some well-needed time off. And this is going to be the last show of the 2015 season, and man, a lot has happened over the last year in 2015. A lot has happened with PDR College, a lot has happened with the PDR industry itself and a lot has happened in your personal lives and in my personal life and in Keith’s also. So just wanna kind of look back, reflect and talk about what we have learned over the last year or what was learned by all of us over the last year. Some of it will be personal. Some of it will be kind of broad-reaching that’s gonna touch all of us and be true of all of us.

So first off before we talk about what was learned, let’s talk about some of the things that happened with PDR College just here over the last year. We had our first advanced skill seminar back in January of 2015, and that was a huge success, and we’ve got another one coming up here in January of 2016 that is also going to be an even huger success, and a little grammar there for you guys. It’s gonna be an even bigger success this year, the advanced skill seminar, so if you got in on that, good for you. If you did not, well, sucks to be you, but it’s gonna be a good time coming up here in just a few weeks now actually, so we are gearing up for that.

Also we had the mobile tech expo in this last year, and Keith and I talked to a lot of you at the expo outside of the advanced skill seminar and made a lot of new friends, met a lot of you guys that we did not know before, and we were excited to do so. Several people pop in my mind that come up to Keith and myself at our booth where we were selling our tools and spoke to us. It’s fun to see a lot of you guys that I talked to this past year that I was like, “I know the name, but I don’t know who this guy is.”

And then I’d seen your name on Facebook or heard it from a friend or whatever, and one guy I didn’t even know. I’d never even heard of him, and now he’s an absolute superstar in the world of PDR and not because of us or anything, just because of himself, and I didn’t even know who he was last year. Now he’s one of the leaders in this thing, in this world of PDR as far as repairs are concerned and things like that, and so that was really cool to put a face to the names of some of you guys out there that are listening to the show and that are just out there that nobody knows about, and that’s exciting in the world of PDR because we’ve spoken about this before.

A lot of the times we are in our own little bubbles, or we are in our reality. We create our own realities, so we’ve created this reality around us that we are the best that there is, and the reason that is a reality is because we are all that we know about, and we’re in our own little bubble in our own little section of the world. Well, guess what, yeah, you are the best. You’re the best according to you because there’s no other reality around you, but seeing PDR grow and seeing – I don’t even know if it’s seeing it grow as much as it is realizing how big the industry really is. Yes, we are a very small industry, a niche market. My mind tends to think smaller than in all actuality, though.

When I think of Greenville, South Carolina, and I think of the amount of cars that are there, I don’t think of there being in this metropolitan statistical area being millions of cars. In my mind I see 50,000 or whatever, but I sit on one of the busy highways, and I count for two minutes cars going by, and I’m like, “Holy crap, there are a lot of automobiles in this area and a lot of them that need to be fixed.” So I’ve tended to think small in the past, and I did the same thing with the PDR industry.

Yes, it is small, but it’s bigger than I thought it was, and I enjoy seeing this thing take on kind of a new direction, a new life. We see guys coming out of the woodwork that are absolute studs that are crushing it on the money side of things, and we see people that are crushing it on the repair side of things, and we’re seeing the dissemination of information come to the forefront and change things in this industry, and that’s what we are about here at PDR College, of course, is disseminating this information so that we all can get better.

So that has happened. Again, we had our advanced skill seminar in 2015, another coming in 2016. We met a lot of you guys that had been listening to the podcast and come up and shook our hands. You know what else happened in 2015, and we’re going to actually get to this, touch on it in kind of a different sense, but this whole pricing guide thing has come out. We see some guys that are absolutely, completely 100 percent changing the game in the PDR industry on that side of things. It coming out was, yes, that’s a big deal, but it’s not the biggest deal. The biggest deal is people have taken this thing, and they’ve run with it.

The first time that I believe I saw it, I’m 99.9 percent sure was at the advanced skill seminar, and our buddy Paul Kordon whips this thing out on a dent on the fender that we created in a minivan that we had rented. One of our good buddies, Danny, he kicks the fender in for me to repair and to show my techniques, and we threw a price out there, and Paul was asked about his pricing guide, and the price that he threw out there was about nine times higher. I’m exaggerating quite a bit, but it was way higher than the other prices that were thrown out there. A lot of guys, including myself to be honest with you, were thinking, “Man, that is just too much,” and maybe you’re right if that’s your reality.

If you think you’re worth X, and that amount is way higher than X, then you’re probably right. You’re going to create that reality. That is all it’s going to be worth, but if you learn, then you’ll find out that this pricing guide can be very, very, very effective. So we saw the emergence of that thing. We saw the emergence of the pricing guide, and then again, just the information that’s coming out on Facebook. Tooling. There are new tools that have come out that are absolutely, completely changing the game. We’re kind of going through, I guess you would say, a technology burst here in PDR over the last several years with the lighting. You guys know this.

Lighting is light years ahead of – I didn’t even think about it, light years. Lighting is light years ahead of where it was just a few short years ago, and it’s because the market is calling for it, and guys are stepping up to the plate, and they’re making new stuff, making cool new lights and tools and everything else to make our job easier and to make our repairs better and more efficient, which in turn makes us more money, of course, and that is what it’s all about. So those are some of the things that have happened in 2015, and there are probably many more than I’m completely missing, but those are some of the things that have happened.

Now let’s talk about what we learned in 2015, and we can touch on that pricing guide, of course, because that is one thing we learned about. But what was learned in the year of 2015? Some of the stuff is kind of abstract. You guys know normally when I’m on here by myself, I get a little touchy feely and abstract, but we’re gonna try to keep it as far away from that as we possibly can, but that’s just the guy I am. So if it falls into that, it does. Don’t be offended, and don’t raz me about it.

What was learned in 2015? 1) Excellence is not easy, but it is attainable. Excellence is not easy, but it is attainable. “Excellence in what?” you ask. Immediately your mind is probably going to the actual repair side of things, and yes, that is one of the areas. On the repair side of things, excellence not being easy, but it is attainable – a lot of times that is just pushing yourself that last 10 percent even though you don’t wanna spend that last 30 percent of time getting that last 10 percent out. It’s not easy. What we do is not easy.

We make it look easy if we know what we’re doing, but it’s not that easy to do, and it is very easy to just let it go, let that last 10 percent go because the customer will not see it, and I do that a lot when the time calls for it. You’ve heard me speak about that ad nauseum. I’m a chameleon. I can flip it on and off. It is something that I do, that I like to do. However, a lot of the time, I’d venture to say most of the time, dang near 100 percent of the time on retail especially, excellence is what you are striving for. Perfection is what you’re wanting, and it’s not easy.

It is really easy to let it go when the customer can’t see it sitting there in the bright sunlight, and they come out of their house, and they say, “I don’t even know what you’re working on.” You yank the tool out of the door, and you say, “Well, the reason is because it’s gone,” and you know it’s not. You know you’ve got 5 percent left or whatever, and they may see a flicker later on. They may not, but most of the time you wanna get it. Get it right. Get it completely gone, so that’s on the repair side of things for excellence.

Another way is just in your business dealings. In running your business, are you still on paper, or are you paperless yet on your billing? Are you sending e-mails to your customers thanking them? Some of you have not even ever even thought of that, something that I’m going to be doing very soon. Do you deal with your customers in a friendly manner, or are you Shane Jacks circa 2008 and before and after, honestly, a good bit after? Or are you dealing with your customers, are you speaking to your customers in a way that you want to be spoken to? Are you providing a boutique service? Are you providing them a service that is special in any way above and beyond what your competitors are doing?

If you’re not, you’re just another dent guy. You’ve gotta set yourself apart from those other guys, whether it be you performing as a boutique service, and when I say boutique service, I mean something that’s special, a little above and beyond. One of our good buddies spoke the other day about this boutique service. It’s Sports Clips, I believe is the name of the franchise, where you go and you get this tingly shampoo. You get a hot towel at the end, and I think that’s it. You guys have seen my head. There’s no occasion for me to go into a boutique hair cuttery, but I believe for those two extra tiny – oh, scalp massage. Scalp massage with tingly shampoo and a hot towel at the end.

He pays three times as much for that. Can he get any of those at home? Of course he can. His wife could massage his scalp, and he could throw a wet towel in the microwave and have a hot towel. It’s not that big of a deal. It’s the service that’s connected to it and the fact that they are trying. They’re attempting to give you a boutique service. Are you a boutique service, or are you just a guy that – Bob’s Dent Repair. “Yeah, I can fix that dent for $45.00 and be over there in 30 minutes.” Is that the way you speak? Is that the way you talk? Do you treat your customers like they are just something for you to get something from, you’re just trying to get money from them in return for a dent repair?

Give them a service. Give them a boutique service. That may not be your thing. That may not be your schtick. That may not be your angle that you wanna go for, but you’re gonna have to set yourself apart. Maybe it’s just that you’re the best guy in the area that does the big smashes. Maybe that’s all you need. One way or the other you’re gonna set yourself apart, and you’re gonna have to be excellent in one area or many. I personally wanna be excellent in many areas. I wanna be the guy that fixes the smashes, I wanna have boutique service, and I wanna treat people like they are Numero Uno, okay.

Personally Keith and I, we have been diligent in providing quality service and products in our pursuits. Man, we have been working crazy hard on this website launch coming up for you guys, and we are working our tails off on this thing. Excellence isn’t easy, and Keith said it to me the other day. We were speaking of something. This thing isn’t gonna make us rich, I can guaran-freakin’-tee you that. He said, “Man, being rich is not easy. People think it’s easy.” He and I both run three different companies: the service company in our respective areas, the tool companies that we run and then this PDR College. I know you guys think we just get on here for an hour and throw stuff out.

If it were that easy, everybody’d be doing it, but it’s not. It’s not easy finding the time. It’s not easy taking the time. It’s not easy getting on here every single week and providing content. However, we are willing to do it to provide an excellent product for you guys. It’s more excellent sometimes than others, and you know what? Every single week we are striving for that excellence. Excellence is not easy, but it is attainable. We don’t always reach it. We’re not always making every customer 100 percent happy, but man, you better be trying. You better be doing everything you can to reach excellence. So No. 1, excellence is not easy, but it is attainable.

No. 2, knowledge is around every corner, but you’ve gotta walk to get around those corners. So what I’m telling you here is staying where you’re at, you’re not going to learn any more than you had before. I was this guy. I was that guy. I thought I knew it all, and I was not willing to turn any corners to learn anything else. Snoop around, man. Just look around. Ask questions. Don’t be afraid to ask a question. That’s one thing in this business that is abundantly clear is that everybody is so flippin’ prideful that they don’t wanna ask questions. Even if they have a question, you’re too prideful to ask somebody.

I see that turning, okay, and that’s why I’m saying we’re learning this in 2015. I’ve seen guys that used to, man, they would really, really push this kinda stuff away, the podcast away, push questions on Facebook away and just kind of roll them under the run and say, “Aw, what an idiot.” “He thinks he knows everything,” yada yada yada, or “That question is too stupid to ask.” But we’re seeing that here lately that over the last year, maybe a little more than a year, but I’m seeing it a lot. There are a few guys in particular that come to mind that I’m like, “Wow, they’re asking questions, and they’re wanting to get better. A year and a half ago they were saying it was stupid to be asking questions, but now they’re wanting to get better.”

So snoop around. Ask questions. Listen. If you’re gonna ask questions, you better listen, right? You better listen to the answers to those questions you’re being asked. There are so many other resources out there for you guys or for us. I say you guys. I should say us. Podcasts. I’m not just talking about this one. I’m talking about business-related podcasts. I’m talking about personal-related podcasts. Some of these podcasts that I listen to, they’re more on the personal side about making your personal life better, and it just spills over into your business life.

If you’re a happier person in your personal life, you’re gonna be a better person in your business life and a happier person in your business life, right? Only makes sense. You can’t be unhappy personally and have a great personality in your business. So there are podcasts out there to listen to that are business-related and personal growth-related. Soak it up. Soak it up, fellas. Books. Books on tape, downloadable books, whatever format you wanna read or listen to. There are so many books out there for us to get into, to dive into and to learn so many different things from, so guys, get in those books.

How about this? How about people that are smarter than you? Oh, that is hard. That is hard, hard, hard to admit, but people that are smarter than you. Just admit it. You don’t have to admit it to them honestly. I’m not doing that crap. When I say that, I’m not admitting they’re smarter than me. I’m just asking them questions, and I am listening to what they have to say. There are people smarter than you out there, and listen to them. You’ll be smarter for it, I can guarantee it.

[Sound effects]

Keith: You know you’ve got a lot of options when you decide what to do with your invoicing and your data capture for your dent removal or other reconditioning business, but the choice I’ve made for my company is ReconPro by AutoMobile Technologies. This stuff has proven invaluable. I had a mountain of paper invoice books stacked up in a room in case I wanted to look something up. It was archaic, ridiculous.

Now all of my technicians are on iPhones. They scan the VIN of the car. They enter a few pieces of information, including capturing the e-mail for your customers. It’s 2015. You need to be building a mailing list for your customers so you can keep them updated if you wanna run specials. You wanna reach out and touch them; you need an e-mail. This prompts you to capture their e-mail so you can send them the receipt, which comes via e-mail, no paper in the truck to get lost.

Guys, this is the way to do it. There’s a lot of options you can take. There’s lots of competitors, but this is the one I’ve chosen. Check them out online: AutoMobileTechnologies.com. The product is called ReconPro. It’s not one guy who’s also a PDR tech building software. It’s a team of nerds dedicated to making your life better, and that’s what you want. Check them out. Tell them we sent you over there. ReconPro.

[Sound effects]

Shane: So again, No. 1 excellence: not easy, but attainable. No. 2 knowledge is around every corner, but you’ve got to walk around those corners to find that knowledge. No. 3. How about this one? Groups or an accountability partner help you grow. What I mean by this: I’ve got this huge accountability partner. I’m not talking size-wise. I’ve got this massively smart, intelligent, articulate and effective accountability partner on the West Coast out there in Keith Cosentino. He keeps me going, okay. You can have that personal accountability partner. If you don’t have one, I suggest you get one.

They really keep your feet to the fire, and when I say a group that holds you accountable, I’m gonna walk on this lightly here because I’m not calling this an accountability group, but what it does is it holds you personally accountable even without it being targeted directly at you. But these Facebook groups, these web pages, these forums, everywhere that you can go that you are interacting with other people that are doing the same thing as you are, they’re gonna keep you kind of accountable. If everyone in there is doing X, and that is better than what you’re doing, you’re gonna wanna do that, or you’re just gonna stay quiet, and that’s just the fact of the matter.

When you’re in a room full of people that are smarter than you, what do you tend to do? You tend to be quiet. You tend to not want to show your idiocy, and it may not be idiocy. They may just be smarter than you. You just tend to stay quiet and listen, so these accountability groups, what they do is they make you stay quiet. You listen, and then when you’re better, you can give advice also. You know why? Because there’s gonna be another kid or another guy or another tech, another lady, whatever it is, is gonna come in behind you that is gonna be in the same position that you were before you got better.

So these groups especially in the year 2015, they grew from a whining, moaning, the Facebook groups mainly is what I’m talking about, and they’re still that way a little bit. There’s a lot of whining and moaning in there, but these Facebook groups have gone from just something where you can complain and moan and talk about another tech or whatever to a place where people are trying to help each other, and that is exciting. They’ve become an accountability group. There are some limitations to Facebook, of course, huge, massive limitations. The history, not being able to see everything going back, but still, you get on there daily, and there’s some encouragement.

There’s guys that are trying to help other guys get better, showing their prices, explaining why. By and large the whining has kind of gone away, so but having someone challenge you in all aspects of your life. You may have different accountability partners for different parts of your life. You may have church life, business life, personal life, and I know they all spill over together. Some of them are more interconnected than others, but having an accountability partner for each one of those aspects of your life is a big deal.

You need to do that to grow not only in your business but personally. Again, I go back to this. If you’re growing personally, and if you’re happy personally, then your business is gonna be the same way. It’s virtually impossible to separate the two. It’s kinda like drugs. If you’re on drugs, you can’t be an effective husband. You can’t be an effective father. You can’t be an effective business owner. You can’t be an effective anything. You can’t be as effective as you can. It spills over into every aspect of life.

Happiness and effectiveness is the same way. If you’re not dialed into your personal life, you’re not going to be dialed in your business life also. Virtually impossible, so these accountability partners, big deal. Get you one or several for different aspects of your life. So No. 1 again, excellence is not easy, but it’s attainable. 2) Knowledge is around every corner, but you’ve gotta walk to get around those corners. 3) Groups or an accountability partner can help you grow, and No. 4, we are worth more, and this is where I said I was gonna bring the pricing guide back in later on.

I struggle with this one at times, and I excel at this one at times. I am up and down on this bad boy, but we are worth more. I excel sometimes. I fail sometimes, and there’s no rhyme nor reason as to when each is going to happen, all right. Yeah, it can be at any time at any point during the day, week, month or year, and a lot of it goes back to understanding your self worth and not only understanding it, but challenging that each and every day. If you have a hard time believing that you’re worth $500.00 an hour, then you’re gonna have a hard time billing something that’s going to give you $500.00 an hour, that’s going to make you $500.00 an hour.

A lot of times my “worth” is connected to whether an insurance company is going to pay for it. Makes no sense whatsoever, and that’s not actually what I’m thinking when I say it, when I’m billing it, but if the insurance company’s paying for it, this is a legit repair cost that’s going to take me four hours, and I’m going to make $4,000.00 on it, and I have no problem with that whatsoever. I can legitimize it. I can rationalize it –not rationalize it – I mean it’s legitimate. I take their matrix. I use it to its fullest. I upcharge, I do, and bam, that’s the number I come up with, and that’s the money that I’m going to make on that, and I have zero problem with it whatsoever.

But then when it’s a personal, or I’m sorry, when it’s a retail customer and they’re there, and they’re 75 years old – I don’t even have to finish this narrative for you. You understand where I’m going, I’m sure, and I just think my price starts to go down. It’s not what I’m worth at that point. It’s what I can do it for to help somebody else out. Are they gonna pay for this? It’s hard to disconnect, and it’s hard for me sometimes to understand exactly what I’m worth and what my skill is worth, but we’ve started to see over the last year in 2015 that guys are just grabbing this thing by the horns and taking off with it, that we are worth more.

We’re worth more than a body shop. Man, that’s hard to say. I believe it. It is true. Let me take that back. I don’t know that I completely believe it because of the time involved in a body shop. Is the repair better? Yes, infinitely better. They’re not out of their car a long period of time, no rental, factory paint, bla bla bla. It is a 100 percent better repair, but our minds fall back to it’s a time involved thing, and the body shop has a lot of time involved in the same repair that we have time involved in. But guys, again, I don’t believe it sometimes myself. I’m just being dead honest with you. That’s one thing I am. I try to be as honest as I possibly can, but other guys are taking this thing by the horns, man.

They’re getting, on their retail and heck, sometimes on their frickin’ wholesale, they’re getting conventional costs. They are realizing that we are worth more than what we think we’re worth, and I applaud you guys that are doing that. Sometimes I counter you guys with prices, and I’m not doing that to argue. I can promise you that. What I’m doing is saying, “You know what? Sometimes I can do that dent for $400.00, and it’s going to take me an hour and a half. Maybe I could’ve gotten $800.00 out of it, maybe not. I’m gonna keep my shop full. I’m going to make money.”

But we’ve gotta balance that. I need to balance that, okay. I need to take my mind out of that sometimes and not worry about losing a customer. I lose them all the time. I lose quite a bit of them because of price. I need to stop worrying and be able to lose a few more than I do now and make that price go up, and still my bottom line will be better because my prices are higher.

[Sound effects]

Keith: Let’s talk a little bit about hot glue specific for paintless dent removal. What kind are you using? You can get a decent pull from any type of glue, I mean any. You can go get some stuff from the craft store. You can get stuff from Wal-Mart. In fact I used Wal-Mart glue for a long time. Before I really got into the manufacturing side of PDR, Wal-Mart glue was my glue. You know what I thought? “All these colored glues are fancy ways to trick me out of money. How much better can they work?” Well, to some degree, I was right. Some of those colors suck, and they’re there just to take your money.

However, once I opened my eyes and got some of the samples of glues that were the real deal, glues that really did work better, I thought, “Holy smokes, here I am again doubting the technical progress of our trade. Just because something looks different doesn’t mean it’s not better. It doesn’t mean it’s a scam.” So I started using colored glues. I found two that worked amazingly: green glue and the pink glue, and we stock both of them on BlackPlaguePDR.com, but I wanted a glue that worked even better than that. Now can a glue work too good? Yes, super glue and Liquid Nails work too good. They will take the paint off the car. That’s not what we’re after.

It’s a fine line of maximum adhesion but not going over the top and ripping the paint off the car, putting us further back than we started in the first place. We wanna leave the paint on the car, so we need something that doesn’t have maximum adhesion for a hot-milled glue. There’s a lot of glues out there that are made for construction and manufacturing that’d make this glue look like it doesn’t work, our glues that we use, but we have a specific purpose, and we need to find the maximum adhesion we can get out of those conditions. That’s what we’ve done with our new line of glue, TabWeld.

TabWeld is the new standard for PDR. You don’t think it can get better because what you’re using works now, but if you want to function at the highest level, you’ve gotta squeeze the last 2, 3, 5, 10 percent of performance out that everyone else is leaving. It’s just like racing cars. Everything has to be dialed if you wanna go faster than the other guy, and if you wanna do a better repair with less pulls or do a repair that someone else said couldn’t be done, you’ve gotta have the best tools, and glue is so stinkin’ cheap for how much you use. I did a $600.00 repair the other day. I was on it for four hours, and I used two sticks of TabWeld the whole time, and I glue-pulled the whole time.

It’s not a lot of money to put in, and there’s almost no other expenses in our business. Stop being shortsighted. Buy the glue that’s gonna make your life easier and more profitable. Don’t forget that’s what I’m all about in this business, making more money, and if you’re using the right tools, you’re gonna make more of it. I can promise you that. You’ve got the right lights, you got the right tools, you got the right tabs and the right glues, and you know how to use it all, magic happens. So that’s what I’m trying to tell you about.

There’s a glue that works better than what you’re using now, and it’s called TabWeld. Check out the website: TabWeld.com. You can bop yourself onto our mailing list there. We’ve got some exciting stuff coming out with that. You are going to be impressed, I promise you, and if you don’t like it, I’ll buy it back because I use it every single day. I can’t have enough of it, so buy it. Enjoy it. Make more money. TabWeld.com.

[Sound effects]

Shane: So those are the four things that we have learned in 2015, so what are we gonna do with these things? What are we gonna do with these four things that we’ve learned, okay? No. 1, excellence is not easy, but it’s attainable. No. 2, knowledge is around every corner. No. 3, have an accountability partner or group, and No. 4, we are worth more. What are we gonna do with these? Now that we’ve learned them, have we put them into action? Completely no, you’re never going to completely put these things into action because business and personal, your life is nothing but growth, and it is constantly evolving and constantly getting either better or worse. Which one are you going to be?

My suggestion is you take each and every one of these things, along with anything else you’ve come up with or that we have taught or someone else has taught over the last year, and put them into a plan of action for the first of the year. If you wanna pursue excellence, well, dang it, make your repairs better. Make your service better. Become a boutique service of sorts. Offer something that no one in the area is offering, okay. That sound like a good go? I’m actually going to do that myself in a few different ways.

No. 2, knowledge is around every corner. That’s pretty easy. Just start listening to people. Start listening to podcasts instead of listening to Three Doors Down or whatever it is you’ve got on your headphones music. Start listening to podcasts to make you better personally and to make your business better. Either one or both are going to help you in your business. Even those personal, those motivating podcasts that teach you how to grow personally will help you in your business, I can guarantee it, okay. Find y’all an accountability partner if you don’t have one. If you do have one for one aspect of your life, find one for the other aspects of your life.

And the No. 4, we are worth more. Just hey, start charging more. Start pushing the envelope on what you’re worth, and it’s not just that easy. It’s not just saying, “I’m just gonna start charging more.” You need to change your noggin. You need to change your mind. You need to change what’s going on in that gray matter before you can confidently sell, before you can believe that you are worth that. Zig Ziglar said, and I’m completely paraphrasing here, you’re not gonna sell anything you don’t believe in. You have to believe in what you’re selling, so if you don’t believe that you’re worth what you’re worth, then you’re not going to sell it. So you’re gonna have to change your mind.

So all these kind of intermingle. The knowledge, if you find out, if you listen to Zig Ziglar, and you listen to other people, and then you start actually figuring out that hey, I’m good at what I do. I provide great service. I’m good with customer. I am worth X amount of dollars. That helps you in the side of sales and of understanding that you are worth more. So guys, put a plan of action together for 2016. That way we can all get better.

I’m gonna do it myself. I’ve been trying to do it more and more. I’m still not as effective as I wanna be, but with this accountability partner, Mr. Cosentino, across the country, I am getting better, and that’s what we want you guys to do. We want you to get better. See you in the New Year.

[Music] [End of Audio]

Duration: 41 minutes

PDR COLLEGE Podcast #93

“How do we get buy-in from our “recruits”? (Our customers) : lessons on building a crushing retail business from College Football

Shane talks about one of his favorite subjects on this podcast: college football. It’s a HUGE business generating tons of money that hinges on 18 year old kids buying into a program they have never been a part of, and committing four years of their lives to that program. Huge commitment huh? How do coaches recruit? How do they get buy-in? It’s all touched on in this podcast.

Best place online to learn to grow a PDR co


World’s Best Glue tabs


Shane Jacks’ Signature Tools


PDR COLLEGE Podcast #89

What will the Body Shop charge and why

Your price to repair that damage is probably very very low compared to a conventional repair. Why? Let’s talk about it

Recon Pro software for Dent removal

TabWeld PDR Glue

Shane Jacks PDR Tools



I’m Keith Cosentino. He’s Shane Jacks. And this is the PDR College podcast: your weekly source for the highest level training in the dent removal business. When it comes to running your business, your business is our business. We want you to make more money in less time. And we are going to share all of the stuff that we do: the techniques, the tricks, the contacts and the tools that we use in our businesses so that you can use them in yours and make more money doing the same thing. Of course, we want you to do great repairs. We want you to do phenomenal repairs. Better than you’re doing now, if that’s even possible. I know a lot of you guys are at the highest level or seemingly. Some of you are just starting out in your journeys.

We’ve got information for everybody. We’ve got a way to point you – a place to point you – a direction to point you – some tips to give you to level up no matter where you are. Because we’ve been on the journey and we’re still on it. We’re continually growing our companies and trying to get better, make more money, and have more of an impact. You know what’s something that we don’t talk about a lot? The intro’s a little cheeky sometimes; we’re talking about making stacks and stacks of cash. But honestly, I wanna help as many people as possible. If I help enough customers – prospects, turn them into customers – if I help enough people with dents, get them out, make them happy, I’m going to have just about everything I need in life or more – need and want.

You’ve got to have the goal on doing a fantastic job for a hundred billion people. When you can accomplish both those things, you will have all the money you need. You wouldn’t have to worry about it. But a lot of us focus on just the money and that’ll encourage you to do some things that you probably wouldn’t do otherwise. So if you consider your main goal is to help people and do something great, the money will be a byproduct. However, you’re gonna hear me quite often holding your feet to the fire when it comes to the pricing because we gotta keep it right. It’s too easy to give stuff away in this business.

And normally you’d hear Shane piping in here and we have a little banter and have something to say but it’s just me tonight. Just Keith. Shane is off. So enjoy your time off, Mr. Jacks. We are gonna talk a little bit about pricing – one of my most passionate topics.

But before we get to that, I wanna tell you about the software that I use to run my PDR business and that is ReconPro. Recently – well, let me take a step back – I’ve got three full-time technicians that work for me here in addition to myself, pushing dents. And recently, a couple hours away, we had a hailstorm. I’m too busy for me or any of my guys to go and do the work myself or ourselves, so I had to call a contractor in. And I found a fantastic technician who was able to come right on time, get cracking, and we had to figure out how are we going to invoice the cars. Well, pretty darn easy. I just have him download ReconPro into his phone. I go into my back office, I add another device and all of a sudden, he can write invoices and they’re in my computer. Done and done. It’s the future. Computers change your life if you let them or you can stay on paper and be retarded.

So I would suggest getting yourself ReconPro, especially if you’re trying to grow your company. Listen, even if you’re starting out and you are by yourself, there’s no need for you – once a week, once a month – to sit down at your table and go through stacks of paper with a calculator. That’s from the 1800s. There are phones that do magic things now that you don’t understand. But they make the screen show you things that you do understand and that’s what ReconPro does. So quit screwing around and get that done. Check them out online: AutoMobileTechnologies ReconPro. You will thank me later. There’s a lot of competitors to them in the software field. People are popping up with new apps, seems like weekly and I’m not here to tell you any of those are bad because quite honestly, I haven’t used any of them because I’ve been happy with ReconPro.

The thing I know about ReconPro is there’s a team of programmers behind it. It’s not one guy who’s also pushing dents in the daytime. Nothing to take away from guys who do that because, I mean, I have several companies that I run and I also push dents in the daytime. But I’m here to tell you, it’s not easy. If someone needs a question answered, sometimes it’ll go a day or two unanswered because I am busy doing other things. These guys are not. That’s all they do. And they know this is how you’re running your business and they take it seriously. So when you have an issue, they’re all over it. Check them out. See if they’re a good fit for you. It’s not expensive but it will make you a lot of money and save you some money and some heartache.

So pricing. Why am I talking about the pricing? No. 1: its crazy important. Because if you price things wrong, you’re going to work for half price or less. So I don’t want that to happen to any of you, although it will and it does. But if we know the decisions to make and the steps to take, we can position ourselves in such a way that we will maximize our profit for the time we spend on a car. Now the specific part about pricing that I’m going to address today is the discrepancy between a conventional repair and a paintless dent repair. The PDR repair is so easy on the outside looking in. You just push that dent out. That people tend to just leap frog right over what the alternatives are and what they cost and what they entail because they’re like, “Well, if – you know, yeah – if he can’t just pop it out then we’re gonna go this route.”

But the fact of the matter is – and you have to believe this in your heart – the fact of the matter is our repair is infinitely superior to an auto body repair. You longtime guys have heard me spout this off a thousand times, probably multiple thousand times. Because it’s the truth and I’m passionate about it. When you believe in what we do and that there’s no other repair that’s anywhere close to as good, as long as we’re talking about a dent that’s completely repairable – not a five-foot-wide smashed fender or something like that.

We’re talking about a normal dent that’s gonna come out under the right hands. Keep in mind – not something everybody can do. But with the right technician behind the tool, it’s a flawless repair. There’s not even a way to measure how much better that is than having Bondo spread on it and having it repainted to look as close to factory as it can look. It’s just not good. It’s bad. It’s a bad thing to do. Our repair is crazy good. Somehow, the correlation between what we do and what a body shop does — something’s lost in translation and people start looking at them through two different lights.

So you’ve heard Shane and I start talking in the last handful of shows about our Facebook community: the PDR College Podcast Community. So that’s a Facebook group. It’s a private group so you can find it and you can’t just join it but you can request membership. You do that and we’ll approve you and you’ll be in our group there. And eventually – hopefully shortly, we’ll have our own standalone community that’s outside of the Facebook environment where we can really jam it full of video and live streaming chat and stuff like that. So that’s happening.

But for now, where we’re talking, outside of the podcast, is in the Facebook group. I posted a photo there I guess about a week ago and it’s of a 2015 Infiniti QX80. Driver’s door handle got the lock cylinder punched in. Attempted. People did not get into the car but they screwed up the lock. And when you look in the right lighting, you can see the back half of the handle, where the lock cylinder is, was slightly depressed and it created a high ridge at the seam — at the pinch — at the back of the door. Everybody who pushes dents knows what I’m talking about. And if you don’t know, go join our group and check out the video. It’s posted there under me. Well, I asked everyone, “How much should this repair cost?”

And I left the question vague on purpose to see what people wanted to talk about and what they thought it should be and whether they were gonna talk conventional or PDR. And the numbers are all over the map. It’s not an easy dent to figure because you’ve got a lot of RNI involved that you may or may not understand about what it takes. Also, you couldn’t really tell the damage from the video so I wasn’t trying to crucify anybody by their response but I put it up there to see the idea that was going through a lot of people’s heads. And even the highest priced guys were somewhere around $400-500 to fix this car.

Now, the dent is not very big at all but it requires everything to be stripped out, in my opinion, to do it properly. Door handle’s out, fix the metal, fix the pinch and then put it all back together. That’s how I would do it. That’s how I will do it when I do this car and more on that later. But those were the highest guys and some guys were $75-150. You can probably do something decent leaving the handle in by going through the factory plug where they bolt the handle on and just kinda monkeying it out by pushing on the handle itself and pushing around it and then do the pinch line and get it close and never take the thing apart. But this thing has a busted lock cylinder so it’s gonna come apart no matter what. Well, this particular rig is my wife’s car.

So I have access to it and it’s not going anywhere. So I decided to run it down to the body shop around the corner from my house – which is a fantastic shop. For those of you in the U.S., it’s a Caliber Collision. They’re a big chain. They do – generally, do a really high quality repair. This shop and I work together quite a bit so I was comfortable with the number they were gonna put on it. Well, their conventional repair cost was about $1300. Its pearl white so they’re gonna blend the front and rear doors, they’re gonna take everything apart. And the parts for the lock cylinder replacement were around $150 – $144, if I remember right. I don’t have the paperwork here in front of me as I do the show. But $1300. So call it $1200, $1150 for the repair. That’s a far cry from $450 or $500.

Now a lot of guys who are telling me like, “Well, yeah, who’s gonna accept that price of $1000? Who’s gonna accept that?” Well, the insurance company is going to accept it; that’s what they’re paying to have this car fixed. That’s the quote. That’s the number they’re gonna do it for. $1300. The method of the repair is not as important as you think. Now, of course, if you tell an insurance company, “Well, I’m just gonna PDR it for this.” Of course they’re gonna give you a little bit of push back because they’ve been trained and programmed to pay less for a PDR repair. Because as an industry, we’ve accepted that.

But if we didn’t exist – or rather, if we existed – our trade, but nobody knew anything about it. And you came in and blew into this new dimension and said, “Hey, hold the phone here. I’ve got a new space age technology. This repair here? If I can take it, put it through my machine and bring it out, and it has all the original paint and the dent is out, there’s no added material, there’s nothing taken away or added to this car. It’s just removing a dent and it’s perfect. It’s flawless when it comes out. Would you rather do that if it’s the same exact price?” Everybody would say, “Yes.” Why wouldn’t you? It’s better. Everything you can say about it is better.

You would pay the same price. In fact, if time was of a concern to you or if the car was really a big deal to you, you’d probably pay more. But you’d at least pay the same and choose this process. So you have to believe that, in your heart, for you to even get any value from what I’m talking about today. If you don’t believe that, then just turn off the podcast now and play some classic rock. But if you believe that in your heart, that’s the first step. Okay, and then you have to realize what we’re bringing to the party. We’re gonna change the way they value it because we’re gonna show them how. So everybody would pick this better repair. We know that because people are choosing it all the time. They’re just warped about what the cost is gonna be.

So every customer isn’t going to pay the equivalent amount for a PDR repair unless you educate them on what they’re getting and why it costs what it costs. So my wife’s rig – I’m going to make an insurance claim on it just for the purpose of this exercise. I’m going to get paid exactly the same amount the conventional repair is and I’m gonna PDR the thing because I want to and it’s my car and that’s the repair I want. And they’ve agreed to pay the conventional price and I’m gonna convert it to PDR and nobody’s gonna have a problem with that. It’s better. There’s no reason it should be $100 or $50. So the guys that were really high priced or thinking they were really pushing the limit at $500, they’re still looking at the repair as an alternative to making a claim or an alternative to doing a “real repair”.

I know that because otherwise it would be priced just like a conventional repair. Why not? They’re doing a bunch of extra crap and it’s making the car worse. We’re doing less of that crap, but a very specialized new kind of crap that’s more expensive for the minutes or hours put in. So the second example I had of this was a Tesla. I wouldn’t call it light collision damage. It’s heavy collision for PDR type repairs, okay? It’s a right quarter on a Tesla and it’s ugly. I don’t know if I’m gonna fix this car but I believe it’s repairable. But a big project. Probably one of the nastier ones I’ll consider tackling in the last year, next two years hopefully. It’s gross. But I think it’s – I haven’t seen it in person yet but it looks like I can fix it.

I said I wanted to see it in person to be exact but I’m not excited about doing it nor do I want to do it. So I put a big, nasty number on it for repair. I said, “It’s going to be somewhere $3,000-3,500 to fix this quarter panel.” And I said, “Listen, I know it seems like a lot but that’s a huge repair. It’s all aluminum. I gotta cut the back half of this car and spend a couple days on it.” Give myself a couple days, hopefully finish in one. Keep in mind, as of this recording; I have not gotten this job. Haven’t even seen it in person. So we’re just using it as an exercise. So the estimator advisor that I was talking to said, “Whew. Wow. Okay. I’ll let them know.” Then he got back in touch with me and said, “Oh, okay. That’s not that crazy. Customer got a body shop quote just under $15,000.”

So you gotta know what this stuff costs to get fixed. So when you know these numbers — when you know what the cars are costing to repair at a body shop, you can bring yourself into a place where you can stand behind your price knowing the value that you’re bringing. And on that repair, I didn’t know it was gonna be $15K for a quarter panel. That sounds bananas crazy to me. I think they’re gonna cut it off for that price. On aluminum cars, they’re gonna gut this thing and cut the quarter out and cut the glass out of it. Anybody who would want them to “fix it” that way is crazy. I think, even if I can’t get it, I’ll get it close enough and send them to a shop that doesn’t mind putting a little bit of Bondo on a quarter and saving from cutting that quarter off.

But anyways, the body shop prices. They’re the ones that are setting the anchors – the anchor prices, if you wanna look at it this way. And we can riff off of their numbers and we’re gonna be in a much better place. And we’re doing – we’re getting closer to that when we’re using the pricing guide originated by Paul Kordon and variations thereof and other guys using the applications that have built in estimating elements. All to pretty great success. But you really want to consider what the conventional repair cost is gonna be and consider, if it’s a dent you can really fix, the value that you’re bringing. And I want you to forget about the time it takes and forget about all that doesn’t cost you anything. Forget it, forget it, forget it.

Just know that if the insurance companies are gonna pay off that number, if you can come in 10-15 percent cheaper and turn it around faster with a better end product, there’s no reason that shouldn’t fly. And if it doesn’t fly with a particular adjustor, you just gotta find yourself in front of the right person whether it’s the owner of the vehicle or somebody in between. I’m talking a lot about insurance. That’s why I said earlier like most guys, even those high end guys on the QX80 door were looking at our repair as an alternative to filing a claim. And there’s nothing wrong with that, that’s very common. I talked to a lot of customers and I present like that more often than I don’t. But you’re automatically pigeonholing yourself for a deductible-based price anchor when you do that.

You say, “Well, we’re gonna save you some money so you don’t have to make a claim. We’re gonna be X, Y and Z.” Then they’re right back to “Well, gosh, my deductible is only $500.” “Oh well, okay.” Then you have a new conversation. So in a lot of instances, yes, we are filling a need for the customer to get the car fixed without making an insurance claim. But when there’s a lot of damage, there’s a lot of damage. And what I mean by that is there’s no way to make a beat up, nasty dent a five-minute repair that just goes away quickly. You’ve gotta price them right and when you do that, you just can’t chop up a bunch of work into something cheap. And you’ve gotta – the customer has to face the reality that this is a nasty, expensive thing to fix. And I’m gonna make it easier to do and I’m gonna make the repair better, but it’s not gonna turn into a $200 scenario. It’s gonna be $900 or $1000 or $1200 or $1500.

And we’re gonna make it better than it could be and we’re gonna do it cheaper and nobody’s gonna ever tell this car was painted or fixed. But it’s gonna be expensive and we’re willing to help you work with the insurance company and get it handled the way that you want it handled. When you keep centering the repair around the deductible and not making a claim and all that, you’re pigeonholing yourself — taking what could be sometimes a $2000 or $3000 repair, and doing it for $300. Case in point against me is that Tesla repair. If you shrink those numbers down, I did exactly what I just said you shouldn’t do. Say that’s a – let’s just move the decimal point on that whole thing and take it from a $15,000 repair to a $1500 repair. Right? So now we have a $3500 estimate that I gave and move that down to a $350 estimate.

So it’s a $1500 body shop repair for $350. That’s not that great. You could do a lot better. But the numbers are so big on that one that you tend to overlook them and quite honestly, that body shop quote of $15K to replace a quarter is way off the charts bananas. That’s an outlier compared to a normal cut the quarter off price of a couple grand or something like that. But I was pricing that job for the amount of work that it was gonna take. That’s all – I didn’t care – I didn’t know how much the quarter was gonna cost and didn’t really care. I just needed to price that sucker nasty because I really don’t want to do it. But if they said, “Yes,” I need to make sure I’m compensated fair enough that I can spend the time it needs to be done to the extent of my abilities.

I guess what I’m saying here is remember not to sell yourself short on what we can do. Now I’m saying all this assuming that you’ve got expert level quality. I know a lot of you guys don’t and that’s not a shot at you because everybody is where they are in their journey. And if you’re not there, you need to keep practicing and pushing yourself on every single repair and trying to make it perfect because there’s guys out there that are trying to eat your lunch, man. They are practicing hard and they’ve got all of the newest tools, they’ve got Black Plague tabs, they’ve got Tab Weld Glue, they’ve got all the interchangeable tip tools, they’ve got LED lighting and they’re coming out to rip your face off.

So you better be making everything as perfect as you can. And when you get to that level and when you’re consistently turning out nice work that people are impressed by and you’re starting to hear stuff about “You’re the best guy I’ve ever seen and I didn’t think that was gonna be possible.” Then you know you’re swinging in the big leagues and it’s time to demand the body shop equivalent pricing. So that’s what I want you to do. I want you to consider the big picture with some of these repairs especially in a body shop environment, or a direct to insurance environment, where you’re going to be dealing with deeper pockets. Let’s make sure you find out what they’re getting first. What kind of number they put on it. Then riff off of that.

Let’s make a good living doing this stuff, guys. It’s hard to do. There’s very few guys that can do what we do. When I say “we,” I mean you and I – the guys who are listening to a dent removal podcast. You’re a nerd for this stuff, man, whether you want to admit it or not. If I’m in your ears right now, you’re a dent repair nerd and there’s very few guys in your town around you right now that are on the same level. They don’t care. They’re listening to classic rock. They’re listening to a hip-hop station and as soon as 5:00 p.m. rolls around, they’re not a dent repair guy anymore. But you are in this trade all day and all night and you’re doing what it takes to get better, so I know your repairs are on another level. And if you’re that kinda guy, let’s change the subject a little bit and talk about the advanced skill seminar.

Mr. Paul Kordon that I referenced earlier – he and I are going to be spending an entire day on this topic. We’ll talk about a lot of other things from body language and building rapport with a customer quickly, questions that you’re going to ask your prospects to help lead them and you in the right direction and how to close sales. He and I both close at a very high percentage, to the point that some people think that we’re lying. But it’s because we’ve paid attention over the years. And he and I are going to be able to share all that stuff with you in one full day. So now that’s one day of our seminar — just pricing, selling and everything but the physical repairs. If the seminar was just that, I’d be confident putting it together because I know it would teach a lot of guys how to make more money by closing sales and pricing things properly, of course. But it isn’t just that, there’s two more days. Its three days long.

We’ve got, of course, Shane Jacks, the Dent Olympic winner and the guy who’s basically brought blending from the myth status to “household name” in dent removal. He’s gonna be teaching blending. He’s gonna be teaching his sharp tool techniques that he used to win the Dent Olympics right off the bat. And plenty of other things that make him just an absolute beast when it comes to fixing metal and making big, big money doing it. In addition to Shane, we’ve got Sal Contreras, the current defending Dent Olympic champion. Two Dent Olympic winners in the same place, the same time. Unbelievable. Sal has such a unique style of pushing dents with his big, wide directional pushes and his Dent Dial and everything in between. He’s in a league of his own when it comes to the big, nasty smashes and he’s gonna be there teaching his stuff.

Brice Kelly, the guy from Florida a couple episodes ago — kind of a hybrid between the two technicians, I would say. He’s a lot of bare steel stuff but also a lot of Dent Dial techniques, a lot of glue pulling. He’s doing big smashes to a ridiculously high level as well. All of these guys in the same place teaching everything they know. This has never happened anywhere else. So if you’re a dent nerd and you’re trying to get where these guys are — and beyond because everybody’s on a journey. There’s nothing saying that you couldn’t pass any one of us up: myself, Shane, Sal, Brice, Paul. All of us are killing it both at work and personally, but there’s nothing to say that you couldn’t be the next guy to blow our doors off because everybody’s innovating. But to get to that place, you’ve got to at least get to where we are and then pass us there.

And there’s never been another scenario that I’m aware of, where you’ve got this much talent in this tiny little industry in one place at the same time all there for you to learn it. Really unique and I’m excited to be able to put this whole thing together, Shane and I. And trust me, it’s been a lot of work getting this thing – every little detail ironed out, put together in such a way that we maximize your time there, and makes it fun. It’s really gonna be exciting. We had a great time last year. If you’re interested in that, it’s coming up in January in Orlando, Florida. It’s January 26th, 27th, and 28th. That’s a Tuesday, Wednesday, and a Thursday at the same venue as the Mobile Tech Expo, the Caribe Royale.

Now apparently we haven’t been very clear because people keep asking us, “Is it sold out? When does it open?” It is not sold out because we have not sold one spot for it yet. We are still finalizing a couple of key details that will dictate how and when we release the spots – when we start selling spots. But if you want to be on the list, just pop over to PDRCollege.com and make sure you click the seminar button and then there’s a spot to add yourself to the email list. And what we do is we send out emails in order of people on the list. So the first 50 or 100 guys on the list will get the first email. They’ll get an opportunity to buy their spots and then we go on to group two, three, four, five, etc. – if we get that far. And as soon as we sell out, we sell out because we want to keep it a relatively intimate group.

We don’t need 5,000 people there – would be a different experience. We want everybody to be able to talk with the trainers, everyone to be able to participate, ask questions, and get to know everyone else there. It’s a little family so we are really looking forward to that. I’m excited, Shane’s excited, everybody participating is excited about it. And some of you guys are even more excited than me because you ask me every week: “Is it time yet? Is it time? Let us buy our ticket.” I’m so pumped that you guys are excited. And we’re excited too but we can’t take money until we have everything all set up and we know exactly what you’re going to be doing for every minute that you’re there. So let us just finish the last couple stitches then we’re gonna present everything out to you. So man if you’re the dent nerd, that’s the spot for you.

So think about your pricing when you’re going out this week and you’re looking at some big stuff. Just remembering to slow your estimate process down and ask a bunch of questions, get to know what’s going on with the car, what their thought process is, what they want. When you do that, you’re gonna know where you need to be for each job. It’s all gonna be variable; it’s never gonna be the same. But when you get to that point where it’s a job that they are gonna have an insurance claim — or they’re ultimately concerned about the quality – that’s their main component – there’s no reason you need to be less than a body shop repair. And those body shop figures are high. $1300 to fix a dent that even the most expensive guys were doing for $500. So keep that stuff in mind.

No matter how high you are, you’re probably still selling yourself short just a little bit. And I want you to capture as much money as you can for the hard-earned skills that you have. It’s not easy to do this stuff. You spent a lot of years trying to get good and busting your face against panels and busting your knuckles up just trying to get to the next level and you finally got there. Let’s get paid for it now because we’re doing great things for customers and great things for their vehicles and it’s worth it. It is worth it.

Speaking of worth it, it wouldn’t be a PDR College podcast episode without me telling you about Black Plague tabs. It’s crazy to me but there are still a few guys who are not using my tabs. Why not? People are rabid fans. Black Plague Smooth Series tabs with the smooth pulling face will hook up harder and pull everything better than anything else you’re using. When you combine it with Tab Weld Glue — check that out at TabWeld.com or at BlackPlaguePDR.com or probably at just about every other tool site you shop at, they should have Tab Weld. The glue is stupid good. When you put that with Black Plague tabs, there’s some magic that’s happening.

And there’s recently been some knockoffs to the Black Plague tabs. I’ll take that as a compliment, that someone thinks they’re going to quickly copy my design and everything’s going to be better. Good luck with that. It’s not always better. One of the things about the round Smooth Series tabs is the face and the face is the piece that glues to the dent itself – the round flat area if you’re talking about a round tab. The face is very thin on a couple of the tabs. That is not an accident. You can make that thing three miles thick like a Titan tab if you want – that’s a completely different pull, completely different.

Those have a thin face for a purpose and it is for allowing the tab to flex and snapping up the center of a deep dent. You don’t want to pull the whole thing from shoulder to shoulder; you’re gonna make a volcano out of it. That is not the right way to get a dent out. It’s not the way you’d work it. You wouldn’t get under that dent with the same big old blocky tip and push it up; it doesn’t work like that. You want to get in the center and move it and that’s what those tabs are engineered to do. So once you realize that – and the only one that doesn’t do that, by the way, is the 30mm, the BP30. It’s like a half dollar sized tab. It’s very thick and it doesn’t bend and if you wanna experiment, take that 30mm tab and grind the edges down until it’s small — 12 or 13 or even 9 or 10 mm and you’ll see, it pulls crazy but it’s not the same.

It’s not the snap and it’s not the same pull in the center of the dent. So just because someone knocks me off and makes the same exact tab in a different color with a super thick face, there’s more to it than that, guys. There’s more to it than that. You know, you can make something that looks the same out of Play-Doh but it’s not gonna function the same. And there are certain times when those style tabs will work better – when you want a really monster pull on a stiff panel and on a relatively deep dent but without a pit in it. Sure, that’s gonna be what you want. In fact, I keep a couple of turned down BP30s because it has that thick face but I don’t use them that often. There’s a couple times a year when I’ll choose to use them – after I’ve used the others and they don’t work. But you can’t just look at something and say, “I’m gonna make the same thing and change a little bit and it’s gonna be better.” Unless you’ve got some experience.

So just keep in mind, when you see knockoffs of my tabs, no one is stacking up 500 people deep somewhere else to tell you how great those are. But they are gonna tell you how great ours are and not because I’m some mastermind. It’s because they work and they make you more money. That’s the point of it. Less pulls, more money. It’s not rocket science, but it is dent removal. BlackPlaguePDR.com. If you don’t have them, you’re dragging your feet. Someone’s gonna come behind you and do the job that you didn’t think was possible. So let’s make sure, for the relatively nonexistent price point of a set of tabs, you’re in business. You’re now capable of doing dents that someone else says are impossible. Hard to beat.

I appreciate you spending this morning with us here on the PDR College. I apologize it was just me by myself. I’m a little dry when I don’t have Shane to bounce back and forth off of and make some jokes but I enjoyed talking to you today. You got a lot of places you can be and you chose to be here with me, so thank you. PDRCollege.com is the site if you want to go and look at any of the stuff I’m talking about here on the show. You find links to it there. Until next time, get better.

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Duration: 38 minutes