A Salute to Industry Pioneers: Barney Kaplan By Traci Matt Editor’s note: With all the restruc- turing, retooling and rethinking electri- cal rebuilding has been through in the 1980s and 90s, we thought it time to talk to some of our industry’s “grand- fathers” about changes that span the past 30, 40 and even 50 years. This is the first in a series featuring trailblazers who have cleared the path for many of the shops, plants and warehouses that exist today. We hope you can glean some worthwhile business advice, in- teresting historical tidbits, and even some good old-fashioned humor from these men. You’ve probably met him at a clinic or trade show sharing his timeless wis- dom and wit. Ifnot, you’ve more than likely called on him to fill some type of oddball core need and been pleasantly surprised. Certainly if you’ve been in electrical rebuilding for more than a few weeks, you’ve heard the name Barney Kaplan. At the Exchange, we like to think of him as our number one subscriber. When Exchange founder Ralph Albares called to tell him about our first publication in 1983, Kaplan said “put me down” and he’s been on the mail- ing list ever since. His company, Barney Kaplan Surplus, located in Detroit, MI, has also been one of the Exchange’s most faithful advertisers. But more im- portantly, Kaplan is a wealth of infor- mation that we’ve called on more than once while researching the history of vehicle electrical systems. For example, Kaplan explained that the first “cranking motor’ (starter) rebuilder appeared in 1890. “That was the doctor,” he chuck- led. “Back then motors were cranked by hand, and if the hand crank were to break an arm, the doctor would re- build it.” Seriously, Kaplan tells of how the first auto mechanic was the blacksmith, because so much of the early automo- biles were made of iron. Then eventu- ally as more and more cars broke down the junkyards got involved, separating iron from the rest of the scrap, and automobile recycling and rebuilding was born. Kaplan has the real story, a funny anecdote, and a clear insight to go along with every evolutionary step of the industry. And he doesn’t see the end of the story of rebuilding anytime soon, but said there are many elements working against the rebuilder that they have yet to overcome. The two big- gest issues he’s identified are the pro- liferation of parts and the influx of off- shore parts. Other problems include simply trying to do too many things at once. “Even American car manufactur- ers are buying offshore,” he said, cit- ing both price and service as appeal- ing factors. “Offshore material is com- ing in more functional and better qual- ity. And antique methods and an old- time approach have diminished many rebuilders in everything from rebuild- ing to marketing. Many rebuilders did mechanical things as well as electrical. When you did too many things it split your attention and competition was rough.” Today’s small neighborhood job- ber, even facing the tremendous quan- tities and marketing budgets of mass- merchandisers, should still come out all right, Kaplan said. Mass-merchan- disers’ management problems, as well JANUARY, 2000 as customer and employee pilferage will cause more and more problems for the big stores. “And when they kill off the com- petition, the service will be even worse,” he said. Service will be the saving grace for many electrical shops. “The rebuild and return rebuilder will do well, because revenue produc- ing vehicles need the small to medium rebuilder. That will help them hang in there pretty strong. “Eventually, no matter how good the service the giants render, they can’t service revenue producing vehicles fast enough. Customers need the man who can back them up. The smart rebuilder, ifhe can’t fix the part, avails himselfof anew one.” Kaplan said he recently heard of a customer in New York who needed a Caterpillar starter, but “gulped” at the $350 price quote. He finally came in after losing a day’s work. When the rebuilder asked how much revenue the machine produced in one day, the an- swer was almost three times the cost of the starter. “The owner wasn’t even thinking,” said Kaplan. “The rebuilding industry will be around a long time because the public needs it.” Building the Ledo Road Kaplan had his first exposure to vehicle electrical systems in the U.S. Army Corps of Engineers in 1943. During an initial training session, he volunteered to explain Ohm’s Law to his classmates, and from that time on his superiors haggled over who he was assigned to. “Today they’re taught differently, but I learned Ohm’s Law and applied it to everything. It helps me trouble- shoot,” he said. “There isn’t a secret out there that I can’t figure out.” Page 1 of 2