AARN board member and bodyshop owner Paul Sprunt has several theories on why business is down at the moment, but has just one cast-iron remedy - specialisation.
The proprietor of Melbourne's Fawkner Body Repairs said in prosperous times repairs continue unabated but in tough times - such as our global financial meltdown-afflicted present - you have to work hard to get business.
Location and other factors are important.
But not spreading your eggs out into too many baskets is the real failsafe way to ensure business flows through the workshop door even in the lean times, Sprunt said.
Fawkner Body Repairs specialises in Lexus and Subaru and when it engages only in work on those makes the shop hits all desired profit forecasts, he said.
It's when the extraneous stuff comes in that his profit margins go down.
"So having loads of mums' and dads' cars can earn you a living but it's the insurance stuff that makes you profitable."
Having a variety of different cars might keep the business busy and give it breadth, but it is the ability to specialise that gives it depth with bigger jobs and that all-too-crucial repeat custom, he added.
"Customers look at someone who can do the job well and who knows everything about the car they are repairing.
"It's common sense. When you know the vehicle and have a working day knowledge of its construction and workings then you know immediately how to repair it."
Sprunt is preaching the specialisation mantra to AARN and he wants all its 100 plus members to heed the message.
He proffered the example of one of his budding smash repairers to make the point.
"I have a first-year apprentice who is very good at his job.
"He has just entered his second year.
"In the first year his efficiency was about 50 per cent. At that rate he used to produce about $1800 a week in work when working outside of our specialist areas, say on Fords, Mitsubishis and Mazdas.
"But when he specialises in Toyota or Subaru, his work rate is about $2739/week with good quality work, because practise makes perfect. He has built up efficiencies through specialising on those makes."
The message from Sprunt is consistent and clear.
"We need to tie ourselves up with specialisation and we need insurance companies and dealers to send repairs to those who specialise."
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Specialisation the key: Paul Sprunt in his workshop.