Musico Smash Repairs

Shop profile

Tony Musico is one of a growing number of bodyshop operators who understand that they must cut costs and improve workflow if they are to survive in this industry. Paint & Panel reports.
Despite having owned and operated a collision repair facility for almost 30 years (19 years on the present site), Tony Musico still shows enthusiasm for the industry and a willingness to adapt. "The insurers are not about to give us any more money and they are telling us that we need to be more efficient to gain the work and that is what I have had to do," he says.
About six years ago for example, Tony made the decision to take on the Protec refinish system as one of many vital cost-cutting decisions. "I believe all the paint companies are pretty much neck and neck in terms of product and service but not in price. We made the decision to go with Protec because it is priced very competitively. The bottom line is, if I can save money without sacrificing quality I will do it," he says.
Charlie McCarter, area manager for Protec, who was visiting Musico Smash Repairs (Aust p/l) when Paint & Panel called, explained that Protec offers all that other, larger paint companies offer, but with much lower costs to the end-user. "Protec provides a complete software package that includes all colour formulations, stock control, product information and inventory costing. All the hardware and colour updates are supplied on loan to the end-user" he said.
Another example of Tony's attitude to his business is his approach to parts. "Too many people are relying on the margin from parts sales without understanding the money to be made from repairing them instead. If the insurer cuts their costs and the quality of repair is high enough, they will always authorise repair over replace, or where appropriate, an exchange part. Why make a small margin on a part sale when you can make a bigger one doing what you were trained to do -- repair it?"
Service is the lynchpin of Musico Smash Repairs and consequently the vast majority of its custom is generated through word-of-mouth and repeats. "You have to look after your clientele. Even if they are directed by the insurer they are still your clients," Tony says. "It's the little things that count. A customer may claim that a tail lamp went as a result of the repair. You know damn well it didn't but if you don't replace it willingly, a $2.50 lamp could cost you a future $5000 repair."
Another important factor contributing to Musico's success is Tony's attitude to his staff. "You have to look after them because they are representing the business, so if you want the business to look good to a customer you have to support your staff. It's also very hard to get good staff these days so it's important to hang on to the good ones." Tony's head painter has been with him for 18 years and none of his staff, with the exception of his paint apprentice, have been with the company less than six years.
Tony believes that the industry is doing it tough in some sectors, particularly where buildings are leased, not owned, by bodyshops, and unless operators start to seriously look at cost-saving options such as Protec's refinish system and repair over replace, they will have a hard time surviving under the slim margins available today. "Why use dearer products when more cost effective ones can work just as well?" he asks.

ABOUT THE SHOP
Who: Tony Musico
What: 4 panel beaters
3 painters(incl. 1 apprentice)
1 detailer
1 tow truck operator
1 secretary
Autorobot, Corek
Lowbake, Miracle System
Protec
Where: Moorebank, Sydney
When: On present site since 1984