New England Automotive Report June 2015

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AUT M TIVE Serving The new englAnd ColliSion And MeChAniCAl repAir indUSTry MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

THE June 2015 U.S.A. $5.95

REPAIRER RESOURCE:

AASP/MA

EDUCATES & INFORMS THE INDUSTRY

SkillsUSA and Vocational Grant Awards

Plug Your Profit Leaks

259 Photos, 22 Videos

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Support

www.grecopublishing.com

Information

Education

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CONTENTS

June 2015 • Volume 13, No. 6

DEPARTMENTS PRESIDENT’S MESSAGE 8 | Improving the Industry Through Legislation and Education

by Molly Brodeur

TRAINING OPPORTUNITIES 17 | I-CAR Calendar of Events INSIDE AASP/MA by Jacquelyn Bauman 18 | Member Benefits: New Legislation Means Change for MA Employers 19 | Meet the Board: Kevin Gallerani LOCAL NEWS 25 | New Insurance Commissioner Announced VENDOR SPOTLIGHT 26 | Tasca Delivers Parts and Satisfaction

by Jacquelyn Bauman

LEGAL PERSPECTIVE

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FEATURES 38 | FOUR STEPS TO SMARTER EXPENSE DECISIONS by Anne Dickinson, East Beckwith Associates 42 | AN INSPIRED FUTURE: MEETING TOMORROW’S TECHS AT SKILLSUSA

by Joel Gausten

32 | What to Do When There is an Accident or Loss

by Jim Castleman

48 | AASP/MA HOSTS VOCATIONAL GRANT CEREMONY & ROUNDTABLE by Joel Gausten

ALSO THIS ISSUE 7 | CASINO NIGHT SAVE THE DATE

20 | AASP/MA MEMBERSHIP APPLICATION

10 | A MESSAGE FROM THE EXECUTIVE DIRECTOR

39 | JUNE MEETING NOTICE

14 | AASP/MA SUSTAINING SPONSORS

54 | INDEX OF ADVERTISERS

15 | AASP/MA GOLF OUTING REGISTRATION

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AUT M TIVE STAFF PUBLISHER

ART DIRECTOR

Thomas Greco (thomas@grecopublishing.com)

Lea Velocci (lea@grecopublishing.com)

DIRECTOR OF SALES

MANAGING EDITOR

Alicia Figurelli (alicia@grecopublishing.com)

Jacquelyn Bauman (jacquelyn@grecopublishing.com)

EDITOR

PRODUCTION

Joel Gausten (tgpjoel@verizon.net)

Donna Greco (donna@grecopublishing.com)

PUBLISHED BY: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963

www.grecopublishing.com New England Automotive Report is published monthly by TGP, Inc., 244 Chestnut Street, Suite 202 Nutley, NJ 07110. Distributed free to qualified recipients; $48 to all others. Additional copies of New England Automotive Report are available at $5 per copy. Reproduction of any portions of this publication is specifically prohibited without written permission of the publisher. The opinions and ideas appearing in this magazine are not necessarily representations of TGP Inc. or of AASP/MA. Copyright © 2015 by Thomas Greco Publishing, Inc. Images courtesy of www.istockphoto.com/IStock Photo.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA EXECUTIVE COMMITTEE PRESIDENT Molly Brodeur VICE PRESIDENT Adam Ioakim SECRETARY Gary Cloutier TREASURER Kevin Gallerani IMMEDIATE PAST PRESIDENT Paul Hendricks

AASP/MA STATEWIDE DIRECTORS COLLISION DIRECTOR Rick Starbard

AASP/MA CHAPTER DIRECTORS NORTHEAST CHAPTER DIRECTORS Alex Falzone Kevin Kyes SOUTHEAST CHAPTER DIRECTORS Michael Penacho Darlene Andrade MIDSTATE CHAPTER DIRECTORS Tom Ricci Ray Belsito WESTERN CHAPTER DIRECTOR Peter Langone

AASP/MA EXECUTIVE DIRECTOR Jillian M. Zywien 12 Post Office Square, 6th Floor • Boston, MA 02109 phone: (617) 574-0741 Fax: (617) 695-0173 Email: jzywien@aaspma.org

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PRESIDENT’S MESSAGE

iMproving The indUSTry ThroUgh legiSlATion And edUCATion We have no shortage of initiatives and goals here at AASP/MA, with each and every one of them focused on bettering the lives of collision repairers throughout Massachusetts. As we continue to work on your behalf, I’d like to detail some current efforts to help alert the Legislature on Beacon Hill to industry-specific issues impacting shops, and educate them on the importance of allowing industry professionals to work and compete in a free market. (See “The Push Continues: AASP/MA Announces New Legislation,” NEAR, March 2015, for details on each piece of legislation).

Over the past month or so, we’ve met with all influential parties surrounding pieces of legislation introduced and backed by AASP/MA, from the bills’ sponsors to members of the Joint Committee on Financial Services

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on the Senate and House sides. It was great spending time with these legislators and offering not only a history of how each of our legislative initiatives came about, but also sharing how their passage is critical to the continued viability of the collision repair industry.

The truth is, many business owners in our area are nearing retirement age.

Not all of them have a second generation in place to take over the business, and unfortunately, not everyone considers our industry an attractive one to buy into. AASP/MA is hoping to change that; some of these industry professionals throughout the Commonwealth have spent over 40 years building their business, and they deserve a reasonable profit as they continue to work in the shop (or in selling it to the next owner).

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It is already late in the current session (and so hearings on our bills may not be heard until the fall), but AASP/MA’s Legislative Committee and our executive team at Lynch Associates are already hard at work in preparation for the push ahead. I would also like to call AASP/MA members and readers of this publication to join our fight. Many legislators have offices right in your town, and they are happy to come visit you at your shop. Invite them to your facility to show them the investments you make in order to stay current in this industry. Show them the huge investments you’ve made over the years in contrast to the minimal reimbursement you’re getting in return.

Tell them how the financial commitment needed in upgrading to perform aluminum repairs, for example, is

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nearly impossible when considering the ROI. (And one can make the same argument for many endeavors outside of aluminum repair, as well.) Show these legislators - those who will decide the fate of our Labor Rate bill, our warranty bill, our ADALB bill and many others - the struggles faced by the voters in their area. A letter or call is great, don’t get me wrong, but a shop visit is worth more than 1,000 words. Contact AASP/MA today to see how you can help us improve the industry for all involved, now and into the future.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA President Molly Brodeur is the Chief Operating Officer of Al Brodeur’s Auto Body in Marlborough, MA. She can be reached at (508) 485-1082 or molly@albrodeur.com

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A MESSAGE FROM THE EXECUTIVE DIRECTOR

AASp/MA: we MAke yoU A More SUCCeSSFUl BUSineSS owner Dear Members, Last month, I spoke about all the great services the association offers to grow our members’ bottom line and create real savings for your business. AASP/MA and its leadership work tirelessly to create these programs, but that’s not the only way we make you a more successful business owner.

Earlier this year, your Board of Directors participated in their second strategic planning session in two years. The Board reaffirmed the association’s goals, paying specific attention to the challenges the industry consistently faces and creating five new strategies for accomplishing their goals.

Each month, we will be highlighting these new strategies, which demonstrate the benefits of being an AASP/MA member.

This month’s strategy, “We make you a more successful business owner,” encompasses many different aspects of the association. In addition to our member benefit programs, arguably the most important service we offer is our advocacy efforts on Beacon Hill. As you are aware, the auto body industry is one of the most highly regulated industries in the Commonwealth. This year, we have filed five pieces of legislation on behalf of our members, including changes to the structure of the Auto Damage Appraisers Licensing Board (ADALB), regulations on aftermarket parts usage and improving anti-steering notices to consumers. A complete list of our legislation (as well as our legislative videos) can be viewed on our website. Our legislation has been thoughtfully developed by your leadership team to combat the issues you face in your business.

As our members are intimately aware, the association attends and records all meetings of the ADALB. Over the past year, we have filed seven complaints on behalf of our members on paint and materials issues/additional violations of the regulations and against GEICO appraisers operating illegally inside body shops. Our advocacy on your behalf continues to challenge the Board. In addition, AASP/MA has proposed extensive revisions to current regulations (211, 212 CMR) that govern the process of insurance claims and repairs, correcting many areas of concern relative to consumers’ claims and fairness in enforcing the provisions of the auto insurance policy. The overhaul of regulations is in process for implementation in 2015.

We are also scheduling meetings with new Insurance Commissioner Dan Judson to discuss these important changes.

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AASP/MA has met with the Attorney General’s Deputy of the Insurance and Financial Services Division regarding ongoing violations of regulations governing the conduct of insurance companies and appraisers, as well as our complaints brought before the DOI and the ADALB. Last year, in the association’s first-ever meeting with the Commonwealth Automobile Reinsurers (CAR), we secured a change to their Performance Standards that removed language insurers often used to force lower rates of compensation (Labor Rate).

Throughout the year, we provide educational and informational programs at our Statewide and Chapter meetings. We work hard to create these programs to educate our members to be the best of the best in the industry. You can find programs on subjects ranging from technical interests such as the Database Enhancement Gateway (DEG) to more business-focused programs involving increasing your online footprint through social media or learning more about negotiation tactics.

AASP/MA’s focus remains on making you a more successful business owner through our mission of “building the success of the auto repair industry.” We cannot be successful without the support of the industry. If you are not a member, now is the time to join. We are advocating on your behalf and continuing to bring positive changes. Become a part of our efforts today and seek improvement in your business and the industry as a whole.

Sincerely,

Jillian Zywien, Executive Director MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

AASP/MA Executive Director Jillian Zywien has been a senior account executive at Lynch Associates for over six years. She can be reached at (617) 574-0741 or via email at jzywien@aaspma.org.

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AASP/MA ASKS YOU TO PLEASE SUPPORT OUR SPONSORS!

AASP/MA NEWSLETTER SPONSOR

WOLPERT INSURANCE Contact AASP/MA at (617) 574-0741 / jzywien@aaspma.org for information on becoming an AASP/MA sponsor!

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2015 AASP/MA ANNUAL GOLF OUTING PRESENTS:

Wednesday, July 8, 2015 Charter Oak Country Club

394 Chestnut St. • Hudson, MA 01749

8am Registration • 9am Shotgun Start

*Golfers are asked to arrive by 7:30am to facilitate registration Golfers must wear proper golf attire at all times.

Shirts must have collars and shorts are to be bermuda length. NO jeans or denim of any kind.

THANKS TO OUR

SPONSORS!

GOLF PRICES*: Single: $200 $175 Foursome: $800 $700

(*Pricing includes golf, cart and greens fees, breakfast and lunch!)

Hole Sponsor: $200 Lunch (for non-golfers): $60

THANKS TO OUR

SPONSORS!

SPONSORSHIPS AVAILABLE!: Raffle Sponsor Prize Sponsor (2) Lunch Sponsor Longest Drive

$1,500 $1,000 $1,000 $500

Closet to the Pin $350 Breakfast Sponsor $350 Hole in One (2) $1,500

CONTACT JILLIAN ZYWIEN (617) 574-0741 or via email at jzywien@aaspma.org for more information.

TO REGISTER, VISIT WWW.AASPMA.ORG CALL (617) 574-0741 • EMAIL CKANE@AASPMA.ORG

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TRAINING OPPORTUNITIES

Course spotlight: squeeze-type resistance spot Welding With an increased number of vehicles being manufactured with high-strength and ultra high-strength steel, spot welding is an effective solution for minimizing the heataffect zone. The process of spot welding for attaching body panels and components has many other benefits as well; among them are decreased damage to corrosion protection and replication of production weld appearance. After completing this course, students will be able to understand the squeeze-type resistance spot welding (STRSW) process, describe STRSW power sources, identify the types of arm sets and electrode tips (and understand the importance of aligning and addressing these tips), identify the machine settings for resistance spot welding and more.

course spotlight: aluminumintensive vehicle repairs Throughout this course, students will make repair procedure decisions on a simulated aluminum-intensive vehicle, exposing them to some of the considerations that they could be faced with on a regular day in their collision repair facility.

This interactive I-CAR course offers discussion, education and decision-making exercises designed to equip collision repair professionals with the knowledge needed to repair aluminum structures. After completing this course, students will be able to understand the characteristics and best practices for working with aluminum in structural applications, identify uses of castings (and repair-or-replace considerations), work with rivets in the collision repair process, identify causes of galvanic corrosion, simulate aluminum repair through small group activities and more.

in Massachusetts June 11, 2015 Squeeze-Type Resistance Spot Welding Mike’s Auto Body, Woburn, MA June 30, 2015 Aluminum-Intensive Vehicle Repairs Blackstone Valley Regional Tech High School, Upton, MA Visit www.i-car.com for more information.

For more information or to request a specific course, please contact the following I-CAR Committee Chairs:

Chairman Josh Fuller: jfuller@fullerautomotive.com Vice Chair of Training Justin Forkuo: justin@290autobody.com Boston Committee Chair Molly Brodeur: molly@albrodeur.com North Shore Committee Chair Gary Brown: gary.b@kwikauto.com South Shore Committee Chair Carl Garcia: carlscollision@aol.com Western MA Committee Chair Andrew Potter: apotter@northamherstmotors.com

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INSIDE

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

by Jacquelyn Bauman

MEMBER BENEFITS

neW legislation means change for ma employers Navigating the everchanging legal atmosphere in Massachusetts is not only difficult and confusing at times, but it can also have severe consequences. Between fines, sanctions and a damaged reputation, failing to comply with the law can do a number on your business. As you know, ignorance of the law is no excuse.

At the moment, things are changing in Massachusetts regarding paid sick leave and parental leave rights. AASP/MA members are fortunate to have resources like Cloud Business Advisors on their side as a member benefit. In order to better inform shops in the area, Tiffany Finnegan, vice president of the company, broke down these recent legal changes and how association shops can remain cognizant and ahead of the law.

Beginning July 1, all employers with 11 or more employees (regardless of part-time, full-time, temporary or per diem status) will

have to provide 40 hours of paid sick leave per year for each employee. If an employer has less than 11 employees, they will have to provide 40 hours of unpaid sick leave to their employees. Employees earn one hour of sick leave for every 30 hours worked and are able to use their sick leave in one-hour increments. The sick leave may only be redeemed after a new hire has been at the job for more than 90 days. The leave can carry over from year to year, but an employee may not use more than 40 hours per year. Employers are not required to pay out remaining sick leave upon termination of employment.

On April 7, a new parental leave law went into effect. This law applies to employers with six or more employees, yet only affects full-time employees who have worked at the place of business for more than three months. The new law provides eight weeks of unpaid parental leave for birth or adoption. Employees must

be guaranteed either the same position or a position with the same pay at the completion of their leave. If the individual would like to extend his or her leave, that position does not have to be guaranteed, but the employee must be informed in writing that he or she may not return to that position or an equivalent position. In cases where both parents work for the same employer, only one eight-week period is granted per child, not per parent.

It is required for employers to inform their employees of the changes established under these new laws. While there have been no regulations set on updating your workplace information posters or how to advertise these changes to your employees just yet, Finnegan recommends sending them a memo, email or updating your handbook.

For association shops, Cloud Business Advisors is available to help for free or reduced prices, depending

Tiffany Finnegan, vice president of Cloud Business Advisors

on the service requested.

“As it is necessary for employers to inform their employees about these changes, we can provide any model documents or sample documents for free,” says Finnegan. “We are available to answer questions for association members. For any questions we can’t answer or any materials that we cannot supply, we have relationships with particular law firms to which we can refer you and provide a reduced rate for the consultation.”

For any further questions on these new laws, contact Tiffany Finnegan of Cloud Business Advisors at (617) 320-2780 or tfinnegan@cloudbusinessadvisors.com.

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MEET THE BOARD:

by Jacquelyn Bauman

Kevin gallerani “The problem with most shops is that they see each other as competitors. There are plenty of cars to fix. What’s important now is to work together. ” Not many people have the opportunity to label themselves a fourth-generation automotive technician, but Kevin Gallerani is fortunate enough to have had that substantial background in the field. His great-grandfather immigrated from Italy, speaking no English whatsoever. He began working in a shop and eventually started his own business. He eventually sold it to his son, who later passed it down to Kevin’s father, David, who is in the process of transferring the business to Kevin.

“My father is one of the people who have had the biggest impact on me,” Gallerani explains. “When he took over the business from my grandfather, one of the big things he did was do more business on the mechanical side, eventually moving the shop and doubling the business we had. My hope is to do the same thing and double the business again. Nowadays, my dad is pretty much fully in the mechanical shop, which means the collision center is completely my responsibility.”

Another thing that Gallerani inherited from his father was his membership in the association. His father was a member of MABA before it merged with AASP/ MA and CMARA, to become today’s AASP/MA. Gallerani has now served on the AASP/MA Board for three years.

“The way I see it, I’m doing my time now in order to get the benefits later,” he says. “If I put in the work now and make good changes, down the road when I see a change in this industry, I can think to myself, ‘I’m glad I put the time in 30 years ago.’

“The problem with most shops is that they see each other as competitors,” he continues. “There are plenty of cars to fix. What’s important now is to work together.

Other shops will have your backs. If you have questions or you need help, the association has the answers. All shops should join because we’re stronger together than we are alone.”

Gallerani follows in his father’s footsteps by remaining active in his local community, even serving on the

Chamber of Commerce Board of Directors for a while.

Because the business has been around for as long as it has, he is widely recognized in his area, which is one of his favorite things about running the shop.

“I like that I can go out to dinner and people know me,” he beams. “It makes you feel good; you take pride in your work and in knowing you fulfill a need.”

As the industry ages, with many shops losing valued veterans and struggling to find new talent, the future of automotive repair is unsteady. Gallerani attempts to stay ahead of the curve by hiring two kids from local vocational schools every year. Although they sometimes leave to go off to college, Gallerani is confident that this is still a promising career for new technicians entering the field.

“You can still make a good living working in a body shop!” he exclaims. This belief is especially important considering his vision of the future of the industry in the next 10 years.

“Vehicle manufacturers are becoming more and more specialized,” he says. “Between new materials and technology, there’s going to be an increased need for specific certifications, otherwise techs won’t be allowed to touch the cars.”

During the winter, Gallerani likes to ski in his free time, stating that he goes almost every weekend during the season. When the weather is warmer, he enjoys going golfing. After being a part of the winning team for last year’s AASP/MA Golf Outing, Gallerani is looking forward to this year’s event.

As an obviously successful member of the industry, Gallerani’s advice to shops is simple.

“I know a lot of shops have a hard time making money with all of the interference our industry faces,” he sympathizes. “But if you do the right thing, write the estimate the right way, fix it properly and pay your employees well, you will make the money. It doesn’t have to be that difficult.”

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2015 MEMBERSHIP APPLICATION MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

As a member of the Alliance of Automotive Service providers of Massachusetts (AASp/MA), i will abide by the association’s bylaws and code of ethics. i understand that membership in AASp of Massachusetts is non-transferable, and i must remain current with my dues in order to be a member in good standing. i understand that if i discontinue my membership that i must immediately cease using any association promotions, logos or materials. Additionally, i understand that as part of my AASp of Massachusetts membership, i will receive New England Automotive Report, the official publication of AASp of Massachusetts, faxes, emails and other mailings.

*** PLEASE TYPE OR PRINT LEGIBLY *** BUSINESS INFORMATION: Mr.

What benefits motivated you to join AASP of Massachusetts?

Mrs.

Ms.

Business Representative Name:

________________________________________________________

____________________________

Business Name ____________________________________________

PERSONAL INFORMATION:

Street Address ________________________________________________________________________________________________________ City

Street

State

Zip

Mailing Address ______________________________________________________________________________________________________ City

Street

Phone Number ( E-mail Address

)____________________________________ Fax Number (

State

Zip

) __________________________________________

________________________________________ Web Site Address ____________________________________________

Enrolled By (Name and Address) ________________________________________________________________________________________ MEMBERSHIP TYPE

Name ____________________________________________________

REPAIRER MEMBER (check one) Collision Repair Shop Mechanical Repair Shop Both, Collision & Mechanical Repair Shops Other Repair Shop

Nickname ________________________________________________ ANNUAL MEMBERSHIP DUES (The AASP membership year is from January to January 2016)

Total Due ....................................................................................$395.00 SUPPLIER/ASSOCIATE MEMBER (check one) Auto Paint/Crash Parts/Auto Parts/Wholesaler Equipment/Tool Supplier Manufacturer/Sales Agent Services (Computers, Software, Vehicle Rental, Other)

NEW! Political Action Committee (PAC) Donation ...............$_____

Check or Cash Credit Card:

Visa

MasterCard

LIST OTHER SPECIALTIES ____________________________________ ________________________________________________________ Just like good tools and equipment, membership in AASP of Massachusetts is a valuable investment. AASP of Massachusetts works for you through such outstanding programs as: (1) management and technical training; (2) discount uniform rental; and (3) a wide variety of other business services.

Put AASP of Massachusetts to work for you today.

COMPLETE THE MEMBERSHIP APPLICATION AND RETURN IT WITH PAYMENT TO AASP OF MASSACHUSETTS.

Card Number: __________________________________________ Expiration Date: ________________________________________ Signature: ______________________________________________ Date: __________________________________________________

For oFFiCe USe only Check number ______________________________Check date ________________________Check Amount ______________________________ date Joined ______________________________Member number ______________________next Bill date ______________________________

12 post office Square, 6th Floor • Boston, MA 02109 phone: (617) 574-0741 | Fax: (617) 695-0173|jzywien@aaspma.org As required by the U.S. Tax Code, AASP of Massachusetts, Inc. informs its members that 75% of the dues paid to the association are tax deductible. The remaining 25% is allocated to legislative activities and is not tax deductible.

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LOCAL NEWS

The Executive Office of Housing and Economic Development is pleased to welcome Daniel R. Judson as the new Commissioner of Insurance in the Office of Consumer Affairs and Business Regulations (OCABR).

“As the Commissioner of Insurance, Daniel Judson brings a wealth of insurance experience from the public and private sector, and is a great addition to the team at Consumer Affairs and Business Regulations,” said Secretary Jay Ash. “We are very pleased to bring someone with Dan’s background and experience to the Division of Insurance,” said OCABR Undersecretary John Chapman. “His experience will be an asset as we represent consumers

Photo Credit: Division of Insurance

new inSUrAnCe CoMMiSSioner AnnoUnCed in this crucial aspect of the lives of Massachusetts residents.”

The Division of Insurance’s (DOI) primary mission is to monitor the solvency of its licensees in order to promote a healthy, responsive and willing marketplace for consumers who purchase insurance products. The DOI is part of the US insurance regulatory framework, which is a highly coordinated state-based system designed to protect policyholders and to serve the greater public interest through the effective regulation of the US insurance marketplace.

A resident of Beverly, Commissioner Judson is an attorney with over 25 years of experience in insurance in both the public and private sectors. He

spent 15 years as an insurance regulator at the Massachusetts Division of Insurance. He has spent the last 12 years as a private attorney with a broad insurance practice as compliance manager of a Massachusetts insurance company. Additionally, he has served as president of Commonwealth Auto Reinsurers (CAR).

“We are happy to welcome Dan Judson to his new position as Commissioner,” offered AASP/MA Executive Director Jillian Zwyien in a statement. “Through his role at CAR, he has experience working with our industry. We look forward to working with him in this new role.”

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VENDOR SPOTLIGHT by Jacquelyn Bauman

TASCA deliverS PARTs ANd sATisfAcTioN “You will be satisfied” is the echoing motto of Tasca Automotive Group, acting not only as their mantra and business practice, but also as the title of a book penned by their founder, Bob Tasca Sr. The company started in 1953 with Tasca Ford in Cranston, RI. Through his relationship with Henry Ford, Tasca Sr. helped develop some of Ford’s technology; to this day, the Tasca family sometimes receives new vehicles from Ford to test drive and send in feedback. When the wholesale division began in 2003, sales were between $25,000-$30,000 a month, providing parts for Ford, Lincoln, Mercury and Mazda. A little over a decade later, the company now also distributes parts for Volvo, Nissan, Chrysler, Dodge, Jeep, Ram and GM and sees $4 million in revenue a month from their entire wholesale organization. Plus, with the addition of Business Development Manager Dave Kuronen, Tacsa is moving to acquire even more dealer lines.

“We have 100 people working in our 65,000-square foot wholesale warehouse alone,” explains Outside Sales Representative Mike Saroka. “We run first, second and third shifts and are open 24 hours a day, six days a week, which means if you order a part today, 99 percent of the time we can have it to you by tomorrow. We also have 11 dedicated parts professionals on the phone; if someone calls up and wants to order a variety of parts from different OEMs, one phone call does it all.”

Tasca currently has 30 delivery vehicles on the road servicing from New Hampshire to New York City. Even though their serviceable area is large, they still provide personalized service to their customers.

As the number one Ford wholesale parts distributor in New England, Tasca stays ahead of the competition with monthly deals and discounts. Every month, they select two collision parts that they offer to customers for dealer costs. For May, they ran a 40-percent discount on hoods and bumpers.

“These kinds of discounts can mean a $50-75 difference,” Saroka states, adding that it’s not just the discounts on parts

All Tasca parts professionals can order across every manufacturer line they offer, redu cing ordering confusion and transferred phone calls.

that end up saving shops money. “If an appraiser writes for an aftermarket part, we can usually match that price, or at least get close to it. Plus, when the part comes from us, you know it’s made for that car. There’s no trimming – the parts just fit perfectly. This ends up saving costs on the labor side by cutting down on time and improving turnaround.”

The best parts need the best delivery available as well. All Tasca delivery vehicles are GPS-tracked, with all deliveries running from a tablet that organizes the best delivery route for time and efficiency.

“No driver gets lost and the shops will always know when the parts are coming,” says Saroka. “We can tell clients to the minute when their part should arrive. That’s what the future of this industry holds: technology.”

Dedicated just as much to the collision repair industry as the wholesale supply side of things, Tasca is heavily active in a number of different automotive associations – including AASP/MA – that work to better the field overall.

“Being involved in these associations shows our customers that we’re supportive of their endeavors,” stresses Saroka. “We understand what they’re going through when it comes to dealing with insurance companies. By being members, we can figure out how to best help them through discussions and sponsorship of events like the upcoming AASP/MA Golf Outing.”

For shops that don’t use Tasca as their wholesale parts distributor, Saroka is so confident in the service that his company provides that he offers spectacular discounts to first-time customers.

“Depending on the size of the shop, customers can pick two car lines a month and receive parts at a cost for those two car lines, just to try us out,” he explains. “We will not be undersold; our discount structure is aggressive. We know that once you buy from Tasca, you’ll never go anywhere else.”

For more information on Tasca, visit tasca.com or email Mike Saroka at msaroka@tasca.com. left: The 65,000-square-foot warehouse holds $4 million in inventory. right: Tasca has over 30 trucks to cover their delivery radius from new hampshire to new york City.

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LEGAL PERSPECTIVE

whAT To do when There iS An ACCidenT or loSS

by James A. Castleman, Esq. One of the most important parts of the standard Massachusetts private passenger auto insurance policy comes at the very end, in the section of the policy that explains what to do when you are involved in an accident or have a loss. It can have a huge impact on whether you are going to get paid, and how much you are going to get paid – either as a claimant or as a repairer.

There are four subparts of the section, each carrying its own obligations and rights. They are: fiRsT, hElP ANy iNjuREd PERsoN. This seems pretty straightforward. The policy tells you to call an ambulance or the police and to cooperate with them. Certainly, it makes sense that this should be the first thing that you do in order to ensure that any injured person is going to be treated as soon as possible, and to secure the safety of the public.

In the same subsection, there is also an instruction regarding vehicle damage - an instruction that has particular significance for the towing, storage and repair shop industries. It says: “Do whatever is reasonable to protect the automobile from further damage or loss. We will pay for any reasonable expenses incurred in doing this.” It is not just an option for an insured to take action to protect their vehicle – it is their contractual obligation under the policy.

Because of this provision, an insurer is always obligated to pay for the reasonable cost of doing whatever is necessary to protect a vehicle, whether that is towing it from the scene of an accident, storing it at a secure facility or performing preliminary repairs needed to prevent further damage. Additionally, the obligation of the insurer to pay these costs is over and above the coverage limits of the policy, and is not limited by the actual cash value of the vehicle (except, perhaps, in determining what the “reasonable” cost is for protecting a vehicle) or by the insured’s deductible. In fact, the insurer’s obligation to pay these costs exists whether you have collision coverage, limited collision coverage, comprehensive coverage or no vehicle damage coverage at all. As long as you have an insurance policy, even with just minimum personal injury and third-party property damage liability coverage, the insurer is obligated to pay the reasonable cost of protecting your vehicle from further damage. sEcoNd, NoTify ThE PolicE, REgisTRy oR fiRE dEPARTmENT. 32 June 2015

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This subsection discusses certain statutory obligations that you have under Massachusetts law. It also holds the key to certain traps for the unwary, because failure to follow these requirements may allow your insurer to deny coverage.

As noted in the policy, you are required to report an accident to the police and the Registry of Motor Vehicles within five days of a loss if anyone is killed or injured or if “there is reason to believe” that there has been more than $1,000 worth of property damage. This is a requirement of which to be careful. On one hand, there is a statutory requirement to file a report, and the failure to do so could result in a fine and/or suspension of your driver’s license.

It could also serve as a basis for an insurer to deny coverage of a damage claim. On the other hand, defense attorneys advise their clients to be mindful of how they fill out an accident report, since whatever they state can be used against them in any subsequent criminal case or in a property damage or personal injury claim arising from the accident.

Ordinarily, it is the operator who is required to file the report with the Registry and police, but there are exceptions.

In particular, if the operator is incapacitated to the extent that they cannot fill out the report, then they are not required to file it. However, the statute says that the owner of the vehicle is then required to file the report instead, if the owner is not the operator.

There is also a requirement to notify both the police and your insurer within 24 hours if your vehicle is stolen, or if you have been involved in a hit-and-run accident. Further, you must notify the local fire department if there has been a fire loss to your car. There is a special form required by law that must be used to report these losses to the police or fire departments. Again, failure to follow the requirements may result in a fine, and may also result in denial of an insurance claim.

Third, file The claim wiTh us (I.E., THE INSURER).

As noted in the policy, your insurer has no way to know that you have had an accident or loss unless you tell them about it. You are required to notify your insurer “promptly,” and with as many details as possible. Failure to notify your insurer of a loss can allow them to deny coverage of most first-party claims. These include personal injury protection, medical payment, uninsured and underinsured physical injury claims, as well as collision and comprehensive claims.

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For collision, limited collision and comprehensive claims, there is also a requirement to file a “proof of loss” within 91 days of an accident. Quite frankly, this policy requirement has always been somewhat perplexing to me, since there is no definition of what constitutes a “proof of loss.” Is an oral report enough, or does it have to be in writing? Can an insurer develop its own proof-of-loss form that it requires their insured to fill out and file? Is it sufficient to file a copy of a police accident report with your insurer?

Whatever it may be, it has been my experience that an oral report seems sufficient for most run-of-the-mill first-party auto damage claims. fourTh, cooperaTe wiTh us (AGAIN, THE INSURER).

This requirement seems innocuous on its face, but such is often not the case. It may seem reasonable that an insurer should be able to make sure that their insured cooperates with their “investigation, settlement and defense of any claim or lawsuit.” But what is “reasonable” in the eyes of the insurer may not always be so in the eyes of their insured.

Yet, an insured’s failure to cooperate with their insurer can be used to deny coverage. Is it reasonable to have to supply an insurer with lengthy documentation regarding repairs to a car in order to establish the condition and value of the vehicle? How much documentation is enough? Is a paid repair bill sufficient? Can they force you to get parts receipts from

your repair shop? Can they force you to prove that you had regular maintenance done to the car? Can they require you to submit documentation of mileage or where you have driven the car? Insurers looking to deny a claim can often be creative in establishing requirements that they want followed before they will pay a claim. If they are asking a lot of questions and looking for unusual documentation, the chances are that the claim has been referred to their Special Investigations Unit, and that they are looking for an excuse not to pay.

A particularly onerous requirement of this subsection of the policy is the paragraph that states, “We may also require you and any person seeking payment under any part of this policy to submit to an examination under oath at a place designated by us, within a reasonable time after we are notified of the claim.” In my experience, this is perhaps the most dangerous part of the whole section of the policy for the insured. If you do not agree to participate in an examination under oath, the insurer can – and will – deny your claim. If they are asking you to submit to such an examination, they are almost certainly already suspicious of the claim and looking for a way to justify nonpayment – no matter what an insurance representative may otherwise tell you.

Please understand that an “examination under oath” is not just some oral report that you give to an insurance adjustor as part of making a claim. It is a formal oral inquisition,

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LEGAL PERSPECTIVE usually at the insurer’s offices, almost always conducted by an attorney and with a stenographer recording the whole proceeding. It is similar to a deposition being taken as part of a court

proceeding, and can (and will) be used against you when the insurer denies your claim.

If you have an insurance claim for which you receive a notice of

examination under oath, the first thing that you should do is to call your lawyer. Do not try to handle your claim at this point by yourself. If an examination is being requested, the insurer’s lawyers have already gotten involved, and they are getting loaded for bear. Do not be caught by this trap. You need legal representation, and you need to know how to handle the questions that are going to be asked. Otherwise, you could be faced with denial of the claim, as well as an assertion by the insurer against you for fraud – and possibly criminal accusations, too.

This section of the policy also requires anyone making a claim for any type of personal injury to submit to a physical examination by a doctor selected by the insurer, if requested.

Again, failure to comply is grounds for the insurer to deny a claim. It is possible that an insurer’s examining doctor may be less sympathetic to you than your own treating physician – after all, please understand that it is the insurer that is paying the doctor for their examination and report. Yet, in my experience, a physical examination by a doctor designated by your insurer is usually less oppressive than an examination under oath and is less likely to result in a negative response by the insurer. The insurer may be looking for an excuse to deny a claim, but they may also just be looking for confirmation of what they already have heard from you and your personal physician.

But again, it is best to be prepared for such an examination, perhaps by consulting with your own doctor before attending to make sure that you know which of your symptoms may be of most importance. coNclusioN Do not ignore the end of the auto insurance policy; it contains important

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FEATURE

Four Steps to Smarter Expense Decisions How do you decide to incur a new expense in your business – not only big expenses, but at every level? Is it as simple as, “Well, I think we need this, so we’ll get it”? How much conscious thought goes into making a decision? How much analysis? Any research?

Too many small business owners rack up expenses that really are not helping their business grow or increase profits. My practice is built around helping service business owners strengthen the health of their company by improving profits and cash flow, reducing expenses and streamlining operations. In this article, we’re going to drill down into the “are we going to add that expense to our business?” decision process that I recommend. It is the act of consciously answering four simple questions. These are as follows:

1. Does the acquisition directly contribute to revenue generation or cost reduction? (a) For example, what about a business owner thinking of buying a paper shredder?

Unless the company is in the paper shredding business, buying a new paper shredder won’t do anything to actively increase revenue. In this example, the answer to the first question is “no.” (b) Alternatively, consider the auto body company contemplating acquiring its first frame straightener for the shop floor. That clearly falls into the category of contributing directly to revenue generation. The shop won’t be very productive if it has to straighten every frame by hand.

2. Does it have to happen now? (a) Is the current paper shredder kaput and client-sensitive paperwork is piling up when it needs to be destroyed? If so (perhaps if you’re a legal or investment firm), then one can argue the need is urgent. Otherwise, it’s doubtful the sky will fall if the shredder isn’t purchased for a while. (b) As to the auto body company, is this about adding a second frame straightener or replacing a worn out one? If it is to add an extra, is it because business is overwhelming with no signs of slowing in the near term, or is it more that it “feels” like that part of the floor is continually bogged down? If it’s the latter, data gathering is necessary to determine how imminent “now” is in the question, “Does it have to happen now?”

3. Can the cost be reduced? (a) Are you looking at the Cadillac of shredders when all that is needed is a Camry or even a Chevette? Can you get a discount by paying cash? (b) What would be the difference in cost (estimated life cycle cost, not just acquisition cost) to get a used frame straightener instead of a new one? Is there a discount available for paying with cash?

4. Is there a less costly way to achieve the same result? (a) Does everything you use a shredder for in your business really need to be shredded?

Can some of the paperwork be recycled instead? Recycling is generally cost-free; the less the shredder is used, the longer it lasts and the less electricity that gets used in the process.

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That may sound like pennies, but pennies quickly add up to dollars. (b) Have you considered subbing out your frame straightening to someone else? What other ideas might work that will not adversely impact your customer’s experience?

The primary reason to force yourself to contemplate, if only for a moment, these questions before you run out and add a new expense to your business is to get you to take a breath and think the decision through completely. Doing so can save your business a great deal of money in both the short and long term.

I hope these were helpful and thought provoking. You can learn more at my June 16 presentation for AASP/MA (see column to the right). You can also check out my latest free e-report, “Plug Your Profit Leaks – The Five Deadliest Profit Leaks and How to Stop Them,” which can be accessed at bit.ly/1pi8wrJ. MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

MASSACHUSETTS

STATEWIDE

MEETING

BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Tuesday, June 16 5pm-9pm

Roger L. Putnam Vocational Technical High School

1300 State St., Springfield, MA 01109 AGENDA:

Putnam Advisory Board Cookout Anne Dickinson, president of East Beckwith Associates, helps action-taking strong leaders of service businesses make smarter, quicker and sometimes tough decisions in their companies to gain more money (profits and cash flow), more time (less stress) and more freedom (priceless).

Her background combines being a fellow entrepreneur and successful business owner with years of corporate experience and a Babson College MBA. More info is available at EastBeckwithAssociates.com.

Legislative Update

Guest Presentation: Anne Dickinson (East Beckwith Associates): “Plug the Leaks & Grow Your Business...

Discover the 5 Deadliest Profit Leaks and How to Stop Them” Industry Wrap-Up

Tickets: $35 members / $55 non-members

For more information, contact AASP/MA (617) 574-0741 or visit aaspma.org

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FEATURE

by Joel Gausten

AN INSPIRED

FUTURE: MEETING TOMORROW’S TECHS AT

On the first of May, 24 of Massachusetts’ finest Collision Repair and Automotive Refinishing students displayed their knowledge and abilities in these categories during the annual SkillsUSA State Conference at the Blackstone Regional Vocational Technical High School in Upton.

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After a long day of competitions, the event yielded the following winners: collision repair technology – First Place: Dylan Phaneuf (Blackstone Valley RVTHS), Second Place: Wayne Boone (Tri-County RVTHS), Third Place: Austin Wilkinson (Upper Cape Cod RTHS); automotive refinishing technology – First Place: Hailey Escobar (Assabet Valley RTHS), Second Place: Michael Dzicek (Bath Path RVTHS), Third Place: Alyssa Clapp (Smith Vocational and Agricultural High School). Escobar and Phaneuf will now compete at the 51st National Leadership and Skills Conference (NLSC), scheduled for June 22-26 in Louisville, KY. This year’s SkillsUSA State Conference succeeded thanks to a team of industry judges and/or volunteers including Matt Tomaselli (Thomas Waldron CARSTAR Auto Body), James Marshall (Marshall’s Autobody Experts), Bob Levy (Don Kennett, Inc.), Steve Vanderbeek (BASF), Christine Baker (Baker Steel Detailing), Dan Gunter (BASF), Seth Elie (Acme Body & Paint), Tabitha Young (Blackstone Valley RVTHS), Steve Condon (Greater New Bedford RVTHS), Nelson Torres (Commerce Insurance), Luis Rebelo (Check Collision), Scott Onanian (BASF), Luis Martinez (ABSAP) and Kevin Pires (Blackstone Valley RVTHS). Ken Robbins of BASF chaired the Refinishing section, while Tom Ricci (Body & Paint Center) chaired the Collision side.

Impressed by the talent showcased on the SkillsUSA floor, Robbins feels that gathering is a great way to show student technicians that they are respected and needed by the industry.

“The average age of a body [tech] in this business is the mid-40s,” he explains. “It’s very important that we have younger talent coming into this field, especially since there are more and more cars on the road all the time. One of the biggest issues collision shops have is getting talented help to repair those cars. In my eyes, it’s very important to invest the time and support these vocational schools, because they are truly the future of this trade.”

In addition to serving as a judge for the past several years, Seth Elie was once a competitor, winning a variety of State and National awards in the ’90s.

“I’m happy to do it,” he says of serving as a judge.

“People engaged me when I was in that situation, so I like to give back to the kids coming back nowadays. Being in that competition said a lot about me at the time, and it says a lot about any kid who’s willing to do the extra work to get noticed enough to pass all the tests to get to the state level.”

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hailey Escobar (Assabet Valley RThs) won first Place in the Automotive Refinishing Technology contest.

dylan Phaneuf (Blackstone Valley RVThs) took home first Place in the collision Repair Technology contest.

skillsusA Volunteers seth Elie (left) and steve condon BEloW: somE of ThE VoluNTEERs Who mAdE ThE skillsusA EVENT A succEss (l To R): christine Baker (Baker steel detailing). kevin Pires (Blackstone Valley RVThs), ken Robbins (BAsf), Tom Ricci (Body & Paint center), Bob levy (don kennett, inc.), steve Vanderbeek (BAsf), serafin cabrel (greater New Bedford RVThs), steve condon (greater New Bedford RVThs) and david Beaudreau (Blackstone Valley RVThs)

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An active SkillsUSA participant for nearly two decades, Ricci still finds tremendous value in taking time out of his busy schedule at the shop to help organize the annual event.

“It’s very rewarding to donate my time to help these students in a contest that shows how they can shine,” he says.

In addition to Escobar and Clapp, this year’s SkillsUSA boasted other female competitors looking to showcase their talents.

“It is encouraging to see there are women getting into this work,” Ricci says. “We’ve seen time and time again that females are getting involved, and that is just fantastic for our trade.”

Already thinking about next year’s competition, Ricci urges his fellow AASP/MA members to do whatever they can to help and encourage students in the months leading up to the state contest.

“It would be great if more people from our industry got in touch with their local schools and gave their time to assist the students in learning every area/category of the contest that will be in the competition,” he says. “This would also be a good opportunity for students who aren’t going to SkillsUSA to get some extra help through tutoring.”

Above all, he encourages shops to take better advantage of the talents being developed in schools throughout the Commonwealth.

“This is our future,” he says. “As business owners and managers, we need to understand that we have to continue these students’ education after they get out of school. We need to make that commitment to ensure that we’re going to have people in our workforce down the road.”

SkillsUSA organizers would like to thank 3M Products, Kenneth Robbins/ BASF, Keystone, Universal Technical Institute and Body & Paint Center for sponsoring this year’s festivities.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Founded in 1965, SkillsUSA is a nationwide partnership of students, instructors and industry working together to ensure America has a skilled workforce. The nationwide career and technical education student organization annually serves more than 300,000 high school, college and postsecondary students and instructors in technical, skilled and service occupation instructional programs. SkillsUSA has the active support of more than 600 corporations, trade associations, business and labor unions at the national level. SkillsUSA programs teach leadership, citizenship and character development to complement technical skill training. The organization emphasizes respect for the dignity of work, ethics, workmanship, scholarship and safety. For more information, go to skillsusa.org.

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FEATURE

by Joel Gausten

AASp/MA hoSTS voCATionAl grAnT cEREmoNy & RouNdTABlE As anyone who has read recent issues of New England Automotive Report knows, AASP/MA has amplified its efforts to support the state’s vocational schools in developing tomorrow’s auto body employee base. This commitment was displayed during the AASP/MA Vocational Grant Ceremony & Vocational Roundtable on May 12 at the Assabet Valley Regional Technical High School in Marlborough.

Held in the Epicurean Room and hosted by the school’s Culinary Arts & Hospitality Management Department, the evening discussion focused on bridging the gap between vocational educators and the Commonwealth’s collision repair community.

The event kicked off with a presentation by AASP/MA President Molly Brodeur, who offered an overview of the Collision Repair Education Foundation (CREF). Founded in 1991, CREF is a not-for-profit organization dedicated to securing donations that support philanthropic and collision repair education activities that promote and enhance career opportunities in the industry. (More information on the organization is available at collisioneducationfoundation. org.) Each year, CREF awards $50,000 Ultimate Makeover

Grants to schools that are in desperate need of financial assistance. Although Brodeur acknowledged that the application process for the Makeover Grant can be laborious, she stressed that this time and effort is worth it.

“A school that takes the time to do this goes right to the top of [CREF’s] list as a priority school to receive a whole host of things throughout the school year,” she said. “Most schools average between $7,500 and $10,000 worth of free stuff for their collision programs just by filling out the application. Their goal is to have more and more Makeover Grant recipients...For those of you who don’t have the budgets and maybe have to run a live shop in order to support your program, grants like this can help a lot.”

AASP/MA partnered with CREF in recent years to bring special vocational grants to the local level, allowing Massachusetts schools to communicate directly with AASP/MA and petition the association for donations. This year, the association was able to assist three schools in the state that applied for – but did not win – the $50,000 Makeover Grant. In their original Makeover Grant applications, all three of these schools (Assabet Valley Regional Technical High School,

(l-r): i-CAr instructor Bob holhut discussed the availability of webinars to assist vocational school instructors; Assabet valley instructor ken Stukonis noted the rise of computerized education in his department; AASp/MA executive director Jillian Zywien thanked the instructors to taking the time to attend the vocational roundtable.

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Clockwise from top left: vocational grant Award winner ken Stukonis (Assabet valley regional Technical high School); vocational grant Award winners peter galant, Michael Forhan and david lelievre (Montachusett regional vocational Technical School); vocational grant Award winner rJ Searle (Medford vocational Technical high School). All are pictured with AASp/MA president Molly Brodeur.

Montachusett Regional Vocational Technical School and Medford Vocational Technical High School) identified getting an epoxy floor coating as one of their wish list items.

Brodeur was pleased to announced that AASP/MA is ready to help these collision departments achieve this special goal.

“With the help of Home Depot and some local jobbers, we are going to be able to provide all three schools with the product they need!” she said.

In addition to their ongoing work with CREF, AASP/MA supports automotive education by offering free membership to all vocational schools in the state with an auto body program. This special arrangement allows two people from the program to come to every AASP/MA meeting at no cost.

The award presentations were followed by an in-depth “roundtable” discussion between instructors and industry attendees on some of the issues affecting collision repair education in Massachusetts. Much of this dialogue pertained to the utilization of the I-CAR Professional Development Program (PDP) on the vocational school level, with some instructors calling for greater assistance from I-CAR in helping them use the CDs and information presented in the program. Brodeur introduced the possibility of petitioning ICAR to appoint a “vo-tech liaison” who will go to whatever

school needs him or her to make sure the instructors are comfortably utilizing the program, while I-CAR instructor Bob Holhut noted that the organization has created special webinars to help users better navigate the school version of the PDP. Assabet instructor Ken Stukonis shared how implementing the PDP has allowed his students to explore more contemporary training opportunities.

“These kids are very sharp with computers; this is how they learn,” he said. “We’re teaching them, but they’re actually teaching themselves on their level.”

In addition to the Grant recipients, the AASP/MA Vocational Grant Ceremony & Vocational Roundtable drew attendance by instructors from Bay Path Regional Vocational Technical High School, Greater Lawrence Technical School, Lynn Vocational Technical Institute, Pathfinder Vocational Technical High School, the Roger L. Putnam Vocational Technical High School and Southeastern Regional Vocational-Technical High School. AASP/MA Executive Director Jillian Zywien thanked these educators for participating in the event and offering beneficial insights into their needs and concerns.

“We take your comments seriously, and we value your support,” she said.

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

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LEGAL PERSPECTIVE continued from pg. 34 N

information that you might not otherwise know exists regarding your rights and obligations. It may allow you to get paid (either as an insured or as a tow carrier, storage yard or repair shop) for charges related to the protection of a vehicle from additional damage or loss. It contains important information regarding your obligations when making an auto-related

claim – information that may be critical to you actually getting paid.

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AUT M TIVE AD INDEX

MASSACHUSETTS BUILDING THE SUCCESS OF THE AUTO REPAIR INDUSTRY

Audi Group ....................................................40 Attorney James Castleman is a managing member of Paster, Rice & Castleman, LLC in Quincy, MA. He can be reached at (617) 472-3424 or at

jcastleman@ prclawoffice.com.

Axalta Coating Systems ..................................4 Bald Hill Chrysler Jeep Dodge Ram............33 Balise Wholesale Parts Express ....................16 Baystate Chrysler/Jeep/Dodge ..................37 Bernardi Group ........................................28-29 Best Chevrolet/Best CDJR..........................IFC BMW Group ..............................................22-23 BMW/Mini of Warwick ................................53 Clay Subaru ....................................................31 Colonial Auto Group ......................................6 Empire Auto Parts............................................9 Enterprise ..........................................................8 First Chrysler-Dodge-Jeep-Ram ....................9 First Ford ..........................................................9 First Hyundai....................................................9 Ford Group ....................................................43 Future Cure ....................................................34 G&M New England LLC ................................7 Honda Group..................................................21 Hyundai Group ..............................................41 Imperial Ford ..................................................43 Infiniti of Norwood........................................30 Ira Group....................................................12-13 Kelly Automotive Group............................IBC Linder’s, Inc. ..................................................54 Long Automotive Group ..........................OBC Mazda Group..................................................52 Mopar Group..................................................35 Nissan Group..................................................11 PPG ....................................................................3 Robertsons GMC Truck ................................31 Sarat Ford-Lincoln ........................................37 Sentry Group ..................................................51 Subaru Group............................................46-47 Tasca Group ....................................................27 Toyota Group..................................................50 Village Auto Group........................................36 VW Group ......................................................24 Wellesley Toyota/Scion ................................25

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