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Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com
Anthony Trama 973-818-9739 / anthonytrama@aol.com
BOARD ALLIED
Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com
Mike Kaufmann, Mike Kaufmann Dealer Group 973-332-7014 / mkaufmann@adps.com
PRESIDENT/PUBLISHER
Thomas Greco / thomas@grecopublishing.com
VICE PRESIDENT/SALES DIRECTOR
Alicia Figurelli / alicia@grecopublishing.com
EDITORIAL DIRECTOR
Alana Quartuccio / alana@grecopublishing.com
SENIOR CONTRIBUTING EDITOR
Chasidy Rae Sisk / chasidy@grecopublishing.com
OFFICE MANAGER
Donna Greco / donna@grecopublishing.com
PRODUCTION COORDINATOR
Joe Greco / joe@grecopublishing.com
CONTRIBUTING
Published by: Thomas Greco Publishing, Inc.
244 Chestnut Street, Suite 202, Nutley, NJ 07110
Corporate: (973) 667-6922 / FAX: (973) 235-1963
14 Upcoming AASP/NJ Events Focus on Practical Business Management Tools
UNLEASHING THE POWER OF CCC ONE
15 Hosted by Mike Anderson, September 30, 2025
AASP/NJ MEMBER PROFILE
16 Ocean Auto Tech: Personal Family-Run Auto Maintenance by Alana Quartuccio and Sofia Frishta EsHaq
AASP/NJ’S 18TH ANNUAL LOU SCORAS MEMORIAL GOLF OUTING
18 Tuesday, September 16, 1pm Shotgun Start Knob Hill Golf Club, Manalapan, NJ
LOCAL NEWS
22 Two Veterans Receive Recycled Rides from New Trimble Auto Body and NABC by Alana Quartuccio
IN MEMORIAM
22 John Walczuk, ZB Negotiations
LOCAL FEATURE
26 Hidden Horrors: The Risks of Not Performing Safety Inspections by Alana Quartuccio
COVER STORY
30 Leveling the Playing Field: Right to Appraisal (RTA) Empowers Consumers by Chasidy Rae Sisk
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY
36 Wharton Insurance Briefs by Mario DeFilippis
Tom
Bob
Joe Amato, Sr.
Bowers
MEMBER PROFILE
What Exit?
Years ago, there was a funny skit on Saturday Night Live where Joe Piscopo would play the character Paulie Herman of Piscataway. The character was a happygo-lucky guy who worked for a chemical company and boasted about being from Jersey. His catch phrase was. “What Exit?” referring, of course, to the Garden State Parkway. What was unusual about the skit was that the only people who could possibly get the joke were people from New Jersey. How that got onto a show that was a nationwide hit, I’ll never know. But if you were from Jersey, it was pretty damn hilarious.
I have driven down the Parkway hundreds of times in my life, but no matter what, I still look at each and every exit sign. I KNOW you do it, too. And like me, I am sure most of you have attached memories, feelings and thoughts to most, if not all, of the Parkway exits. Allow me to share some of mine.
I have always lived in Nutley (Exit 151), so I will start there and head south because it’s the summer, and that means if you’re on the Parkway, you’re most likely headed down the shore. So here we go!
Exit 149 (Belleville/Glen Ridge): Oh, shit. Just about to hit traffic.
Exit 147 (East Orange): Please don’t run out of gas. Please!
Exit 145 (I-280): Dead stop.
Exit 142 (Rt. 78): Go west, young man.
Exit 141 (Vauxhall Road): For years, this was the dreaded toll traffic exit. But the tolls have been gone for decades, and there’s still traffic! WTF?
Exit 140 (US 22) First date with my wife at Winston’s. (And the best burgers and fries I ever had.)
Exit 138 (Kenilworth/Roselle Park/Elizabeth): Alicia’s first house.
Exit 135 (Clark/Westfield): My late buddy Rob Terhune used to say this was the second most famous Clark after Clark Kent. RIP Rob. Also home to many AASP/NJ meetings and the defunct northernmost Windmill Hot Dog place!
Exit 130 (US 1): Oh, man. Two of my all-time favorite things: taking my kids to the Menlo Park Mall and then hitting up my favorite record store, Vintage Vinyl in Fords, on the way back.
Exit 129 (New Jersey Turnpike/Del Mem Br/ Woodbridge/Perth Amboy): Here comes the bridge! Does anyone else remember the Dutch Boy Paint billboard at the bottom of the bridge before the toll?
Exit 123 (US 9): The sorely missed Freehold
Windmill!
by THOMAS GRECO, PUBLISHER
Exit 117 (Keyport/Hazlet/Gateway/Sandy Hook): I used to think of a kid (I had never heard of the town before) I met at basketball camp at Monmouth College in 1972. Now, I just think of the nude beach in Sandy Hook, which I’ve never been to.
Exit 116 (PNC Arts Center): It will always be the Garden State Arts Center to me. This exit always makes me think of seeing Tom Jones with my mom, the Temptations reunion, Southside Johnny, Aerosmith, KISS, Elvis Costello, Don Henley, and way too many others to count.
Exit 109 (Red Bank): My current Windmill! Appearing every Friday night between 7 and 9pm.
Exit 105 (Eatontown/Long Branch): Seeing the movie Mad Dog and Glory with my wife, who was pregnant with our first child. Eh, who am I kidding? This is the exit for the original Windmill (which was the only reason we were down there)!
Exit 102 (Neptune/Asbury Park): My post high school years seeing concerts at the Stone Pony, the Fast Lane, Convention Hall and the Paramount. You had to drive through what looked like a bombed-out city at the time, but it was worth it. Also home to the Godfather of Neptune, Charlie Bryant!
Exit 98 (Belmar/Pt. Pleasant/Trenton): So many cool bars…actually, I’ve never been to a Belmar bar in my life. But I go to the Belmar Windmill every summer!
Exit 91 (Lakewood): A haunted hotel, big eyes and a bathtub with one inch of water.
Exit 82 (Seaside Hts/Island Beach State Pk): The year was 1967. My future brother-in-law Eddie was working the water gun stand on the boardwalk, and cheated to make sure I won. Haven’t been back since. (Sorry, Snooki.)
Exit 81 (Toms River): Who the hell is Tom???
Exit 74 (Forked River/Manchester): Halfway to Wildwood!
Exit 63 (Manahawkin/Long Beach Island): I think LBI stands for “Legendary Biggest Ingrate’s” favorite place.
Exit 52 (New Gretna): I have to smile every time I pass this exit because there was always an extra sign below the exit sign that said “Batso Village.” When we were kids, my sister Diane always used to tease me and call me “green teeth” and I would return the favor by calling her “fatso.” So every time we’d drive by this exit, I would give her a look and she’d punch me. LOL
Weathering the Storm: Profitability in a Declining Claims Market
Across the state and the country, shops are feeling it. The phones are not ringing like they used to, car counts are down, and the waiting lists that once stretched for weeks have evaporated. This is not an isolated dip in business or a seasonal lull. It is part of a broader, sustained slowdown affecting collision repairers nationwide.
Industry data confirms what we already know. Auto claim frequency has dropped significantly. Fewer cars are on the road due to several contributing factors: lifestyle shifts after COVID, improved crash avoidance technology and rising deductibles. But what is making matters worse for shops – particularly those focused on quality and OEM
compliance – is the growing trend by insurers to declare vehicles a total loss at much lower repair-tovalue thresholds than ever before. In many cases, we are seeing totals on vehicles with just 40 to 50 percent repair-to-value ratios, especially when salvage values are inflated. That shift does not just hurt consumers, it directly cannibalizes our revenue. These are not high severity collisions we are losing, either. These are repairable vehicles that, in years past, would have brought $10,000 to $15,000 jobs to a shop like yours or mine. Now, they are taken to auction yards before we do anything to them! Never mind the cars that get towed directly to Copart for assessment. So what do we do? We adapt. We stay
by KEN MILLER
profitable. Because without profit, we lose the ability to train, invest, attract and retain qualified staff, and most importantly, to repair vehicles safely and properly.
One of the ways many shops are responding is by reassessing the financial structure surrounding total losses. Storage, administration and total loss processing fees have to reflect the true cost of handling these files. These vehicles take up space and tie up resources, and the negotiation process (if you want to call it that) often drags on with minimal cooperation from insurers. These costs are real, and if we are not recouping them, we are subsidizing an industry that is already doing its best to squeeze every penny from us. At the same time, we must remain unapologetic about our labor rates for repairable vehicles. The cost of doing business has increased across every line item including wages, equipment, utilities, certifications and compliance. While insurers attempt to paint labor rate increases as opportunistic or excessive, we know the truth. These rates are a reflection of the real cost of delivering a safe and fully compliant repair. They are not optional. They are essential. This moment requires discipline and resolve. It also requires solidarity. If you are under pressure to discount, compromise or carry losses in the name of relationships, remember this: No one is coming to rescue your bottom line. You are the steward of your business, your employees’ livelihoods and your reputation.
The slowdown is real. But so is our ability to rise to the occasion. Let us continue to support each other, share resources and hold the line on what we know is right. AASP/NJ is here to help, and we are listening.
Being an AASP/NJ member has its privileges. Between savings and revenue generated by AASP/NJ member benefits, discounted education and training opportunities, access to the AASP/NJ Labor Pool and Hotline, advocacy in Trenton and exclusive members-only access to documentation, forms and regulations on aaspnj.org, you simply can’t afford NOT to be an AASP/NJ member!
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It’s Time to Stop the “Let’s Make a Deal” Game on Collision Repairs
For as long as I can remember (and if I am not mistaken, for much longer than that), auto insurance damage claims have been settled through a process between the insurance company and the repair shop I refer to as “Let’s Make a Deal.”
Keep in mind that nowadays a lot of this process is done using photos instead of personal inspection. However, that’s a subject for another day.
During the “Let’s Make a Deal” process, the appraiser for the insurer and the representative for the shop repairing the vehicle will state their position on each item on the estimate and then will go back and forth arguing about why a part is needed or not. If it is agreed that the part is actually needed, the next phase of the “Let’s Make a Deal” process will come into play –should it be a new part, used part or an aftermarket part? If an agreement can be reached on these issues, the process usually moves on to where the part or parts will be purchased from. Most of the time, the shop will have a preferred vendor, but the insurer will attempt to convince the shop to purchase from a different dealer or vendor so they can realize a lower price.
Then, the negotiations are likely to go to the hourly labor rate, which the shop should have posted. However, the insurer will most likely try to convince the repair shop to accept a much lower labor rate and argue that they can get the repairs done at a lower rate from one of their DRP shops. The shop will likely argue that the vehicle is not being repaired at one of their DRP shops, and therefore, that means nothing to them. Ultimately, the shop and the insurer will either come to an agreement, or an agreement will be reached for the shop to tear down the vehicle and have the insurance appraiser come back for a closer look at whether a supplement is needed or not. If so, the negotiations will start all over again.
At this point, the shop repairing the vehicle will have
by CHARLES BRYANT
to decide how they are going to proceed from there.
One repair shop may decide to just go ahead and perform the repairs for whatever amount they were able to get the insurer to agree to.
Another repair shop may decide to explain to the customer that they will be responsible for whatever the difference is between what the shop feels the work is worth and what the insurer has limited their estimate to.
A different shop might decide to go forward with the repairs and simply not perform the repairs or replace the parts that the insurer was not willing to pay for.
Yet another shop may decide to go forward with the repairs, repairing some parts that the insurer paid for and not informing the consumer of how the final repairs were done.
All of this is a direct result of the “Let’s Make a Deal” process that has been going on for as long as I can remember. However, this process has got to stop immediately, or serious life-threatening problems are about to result! Please allow me to explain.
Because of modern technology in today’s vehicles, occupants are at a much higher risk of a serious accident if the vehicles are not repaired properly and things such as recalibration are not performed as part of the repair process.
Vehicles today heavily rely on ADAS, such as emergency braking, lane departure warnings and adaptive cruise control. Improper repair can misalign sensors and cameras, leading to inaccurate data and potentially causing these systems to malfunction or fail, resulting in increased chance of injury or even in the death of the vehicle’s occupants.
Even minor collision damage can affect a vehicle’s frame or uni-body, weakening its ability to absorb the force of an impact in a future collision. Modern vehicles have crumple zones designed to absorb impact energy, and improper repairs can alter these zones, increasing the risk of serious injuries or even death in a subsequent crash.
As a result, the old fashioned game of “Let’s Make a Deal” has to come to a screeching halt! Period!
Insurers should be following the vehicle manufacturer’s recommendations on proper repair procedures and immediately stop attempting to get vehicles repaired as cheaply as possible. I hope that this article will get the attention of some senators and assemblymen or assemblywomen. I would also like to hear from anyone who has thoughts about this “Let’s Make a Deal” process. We will be watching. Anyone who has concerns to share or who would like to discuss anything mentioned in this article can reach me on the AASP/NJ Hotline at (732) 922-8909.
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Upcoming AASP/NJ Events Focus on Practical Business Management Tools
Running a successful automotive business involves more than fixing vehicles correctly.
Business owners and shop managers have tons of other things to contend with such as managing employees, maintaining finances and thensome. All too often, business owners lack the time to sit down and figure it all out. With this in mind, AASP/NJ has made practical business management the focus of its next two membership events.
On Wednesday, August 20 at 6:30pm, AASP/NJ is offering a virtual event, “Employee Handbooks that Work: Compliance & Customization for Repair Shops,” presented by attorneys Seth Rosenstein and Layne Feldman of Ansell Grimm & Aaron. This seminar, designed
specifically for repair facility owners and managers, will cover why having a compliant up-to-date employee handbook is critical to protecting one’s business. The attorneys will address how these handbooks can be created to cater to a business’ unique needs. Attendees will learn about reducing risk, improving workplace clarity and setting clear expectations via an employee handbook.
On Wednesday, September 24 at 6:30pm, AASP/NJ will welcome Rachel James of Torque Financial Group to present “Maximizing Your Business Potential” at INDASA USA (Fairfield). Attendees will leave this seminar with knowledge and strategies to get the most out of their companies. James will cover key topics essential for business owners and entrepreneurs
seeking to optimize their operations and financial management.
AASP/NJ President Ken Miller encourages shop owners and managers to attend these worthwhile events. “We’re proud to offer a comprehensive educational program year round that covers anything and everything from challenging industry trends to day-to-day business necessities. The information shared during these workshops will be pertinent to all our collision repair and mechanical members. Don’t miss this opportunity to get solid advice from these reputable professionals.”
For more information on how to register for these upcoming events, visit aaspnj.org/events
UNLEASHING THE FULL POWER OF CCC ONE
September 30, 2025 9:00 am to 3:00 pm
Grand Resort Hotel 915 NJ-73 Mt. Laurel Twp., NJ 08054
COST PER ATTENDEE $175.00 COST INCLUDES LIGHT REFRESHMENTS, LUNCH, RAFFLES AND MORE
Join us for an in-depth one-day training session on all things related to CCC ONE, whether you are a CCC estimating customer or a body shop management customer. Presented in conjunction with Collision Advice, this course will provide attendees with a deep understanding of pre-repair, repair and post-repair processes.
Pre-Repair
Repair
Post-Repair
Through hands-on training and expert instruction, attendees will learn how to optimize CCC ONE to improve their body shop’s performance.
Topics covered will include:
• CCC ONE on the Web (Estimating only & Management system)
• Grow My Network (Estimating only & Management system)
• Integrations - EMS, Secure Share and more (Estimating only & Management system)
• Mobile Jumpstart Intro and deep dive (Estimating only & Management system)
• Electronic parts sourcing and ordering (Estimating only & Management system)
• Production Boards (Management system)
• Line Item Mapping and Sales adjustments (Management system)
• Blend Tool setting and usage (Estimating only & Management system)
• Data Security (Estimating only & Management system)
• Variety of tips and tricks throughout (Estimating only & Management system)
Ocean Auto Tech: Personal Family-Run Auto Maintenance
Sal Fiore believes strongly in old-fashioned core values, always putting the needs of the customer first. That is the foundation of his business, Ocean Auto Tech, which has been going strong for nearly four decades and shows no signs of slowing down anytime soon.
Located in Brick, Ocean Auto Tech offers a full range of auto maintenance service from oil changes to entire engine replacements for all kinds of vehicles.
“This past July 3, we have been here 39 years,” Fiore proudly boasts. His decades of experience began in Newark, where he originates from. “I owned a Sunoco station on Raymond Avenue right across from Penn Station. In 1981, we moved to Toms River, but I drove back and forth because I still had the station in Newark.
“In 1985, the city wanted the property for an office building, which was fine because I was tired of driving back and forth,” he laughs. “A year later, I bought this place, we moved in
on July 3, 1986, and we’ve been here ever since.”
Ocean Auto Tech is a three-bay automotive repair shop with a BP gas station. “We were Sunoco, but about 10 years ago, I switched to BP.” They also offer U-Haul truck rental service.
He has six employees including his son, Sal Jr.
Fiore’s passion for automotive work began at Irvington Tech High School, where he was introduced to the inner workings of vehicles. Reflecting on his love for cars, Fiore believes “they get more challenging as the years go by. There’s more technology, a lot of changes happening. The federal government is pushing the automakers on more stringent emissions standards, which affects the products they put out. Sometimes good, sometimes bad. It’s a challenging business, but it’s rewarding.”
Fiore takes pride in the fact that he’s maintained old core values over the years, making the business unique and unlike corporate-owned automotive shops.
“Our design isn’t the format that dealers and all the corporate shops use – they push their mechanics by volume, by what they could sell the customer. We still do it the old-fashioned way of paying our
Sal Fiore with his son Sal Fiore, Jr., and two of his three grandsons Sal Fiore III and Vincent Fiore
employees by the hour. I just feel it’s better that way, because customers won’t get things that they don’t need. What’s recommended is actually what is needed.” Fiore strives to always do right by his customers – a method that has proven to be satisfying over the years.
Quality work has led to repeat business from loyal customers.
“Customers have been coming to us for years,” explains Fiore.
“Unfortunately, we see customers pass away. We also see customers that move in, and their neighbors tell them where they go, and they start coming here and become long time customers. It’s the way it works.”
Similarly, Fiore explains that the shop does “a little bit of advertising, but our main advertising is word of mouth.”
As one of the association’s newest mechanical shop members, Fiore
believes “AASP/NJ has the knowledge and the niche to offer knowledge, experience and representation” to automotive businesses in the state.
Fiore jokes that working in this business has brought upon high blood pressure and an aching back and knees, but despite all that, he has
much to be thankful for. “My family wants for nothing. It’s provided us with a good living.”
Passion for the industry and dedication to core philosophies have carried Fiore to where he is today.
“I dedicate myself to this wholly and nothing else, really,” he adds.
JOIN US FOR A FUN DAY OF GOLF WHILE SUPPORTING AASP/NJ!
PRICING: $195/player ($780/foursome) DINNER ONLY (NO GOLF): $60 ea.
Platinum Sponsor Package: $3,500
- 1 Foursome ($700 value)
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Gold Sponsor Package: $2,500
- 1 Hole Sign ($300 value)
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Silver Sponsor Package: $2,000
- 1 Hole Sign ($300 value)
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Bronze Sponsor Package: $1,500
- 1 Hole Sign ($300 value)
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Hot Dog Cart Sponsor: $2,500
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Lunch Sponsor: $1,000
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Dinner Sponsor: $1,000 ea.
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Longest Drive Sponsor - $750
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Hole in One Contest Sponsor - $750
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Hole Sponsor - $300 per sign
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This year’s outing is dedicated as always to the memory of Lou Scoras of Holmdel Auto Body.
A portion of the proceeds from this year’s event will be put toward a collision industry scholarship fund.
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Two Veterans Receive Recycled Rides from New Trimble Auto Body and NABC
Thanks to the work of AASP/NJ member New Trimble Auto Body (Clifton) via the National Auto Body Council (NABC) Recycled Rides program, two veterans of the US Marine Corps each received a life-changing gift of a fully refurbished vehicle, allowing them the mobility to tend to daily activities.
This is the fifth recycled vehicle the New Trimble Auto Body team has worked to refurbish through this program. A veteran himself from his native country of Portugal, shop owner Ivo Rodrigues believes strongly in giving back to the community, according to shop manager Christina Lopez. Since he opened the shop in 2013, he’s always given back to the Clifton community by supporting the police and fire departments and donating to Clifton Community Outreach. So, when the opportunity from GEICO came along to participate with the Recycled Rides program, he set forth to help give back to deserving veterans.
“He enjoys giving back and he’s been lucky to have the opportunity to do so over the last five years,” says Lopez.
On Wednesday, July 23, members of NABC, GEICO which provided the vehicles and the recipients gathered at New Trimble Auto Body for the official unveiling of the newly refurbished vehicles. Miguel Arocho received a refurbished 2019 Mitsubishi Mirage ES and Dominick
Carpentieri, who rose to the rank of sergeant in his six years in the US Marine Corps, was presented with a 2018 Hyundai Elantra SL Arocho became homeless after losing his job in California. He moved to New Jersey to stay with his sister, only to have a tree fall on her house, making it uninhabitable. Arocho has overcome those adversities to be able to enroll in school under the G.I. Bill and to get housing through the Veterans Administration HUD VASH program. The refurbished gifted vehicle will help Arocho get to school and to medical appointments.
Following his service, Carpentieri worked for more than 30 years as a union butcher. His vehicle with 220,000 miles on it became increasingly unreliable. He relies on his vehicle to see family members as well as for volunteering to help other veterans. The recycled ride will give him the ability to continue his service and spend time with loved ones.
Additional partners in the NABC Recycled Rides presentation include Keystone/LKQ, Fred Beans, Colours, King of Dents, Empire Rim Fix, Scott Tire, Advanced Remarketing Services, Cars for Charity, Copart and Enterprise.
New Trimble Auto Body is a family-owned business which holds certifications from most major car brands and is an I-CAR Gold Certified repair facility.
John Walczuk, ZB Negotiations
AASP/NJ and New Jersey Automotive are saddened to report that longtime industry supporter John Walczuk (ZB Negotiations) passed away peacefully surrounded by family on July 17.
Walczuk was an active member of AASP/NJ and longtime supporter of the association’s flagship event, the NORTHEAST® Automotive Services Show, as an exhibitor
and a presenter. He was a tireless advocate and expert in the area of diminished value and vehicle settlement services, helping countless individuals over the years. Walczuk’s daughter, Jesse Dunbar, who joined ZB Negotiations in recent years, will continue to build on his legacy at the business.
“John was a great friend, and a huge resource to our industry,” notes NORTHEAST Sales Director and AASP/NJ Administrator Alicia Figurelli, “whether it was through his work as a contributing writer for Greco Publishing, an active part of the NORTHEAST show and AASP/
NJ, or even just an educated ear to share ideas, commiserate, and joke around with over the phone. His love for the industry was only overshadowed by his devotion to his family, who he absolutely cherished. He was one of a kind, and will be missed.”
Donations in Walczuk’s memory can be made to The Crohn’s & Colitis Foundation; visit crohnscolitisfoundation.org
AASP/NJ and New Jersey Automotive send their deepest condolences to the Walczuk family and the ZB Negotiations team.
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Hidden Horrors: The Risks of Not Performing Safety Inspections
True or false? Performing safety inspections on seat belts, steering columns or SRS components is optional.
Now, if you really believe that statement to be true, not only would you be wrong, but you could be dangerously wrong. Hopefully, it won’t take a serious accident involving one of your customers – or a loved one – to convince you to research those OEM repair procedures and make sure you don’t miss this vital step.
According to Mike Anderson (Collision Advice), “Most, if not all, OEM manufacturers have safety inspection procedures for items such as seat belts, steering columns or SRS components such as airbag sensors or the actual airbag – all the items that you may have to inspect after a vehicle has been in a collision.”
To some, it may seem like an unnecessary step to have to disassemble parts of the vehicles that were otherwise untouched, but as one shop owner recently discovered, it really is pivotal!
Ken Miller (821 Collision; North Haledon) couldn’t believe his eyes when he learned what his team had uncovered – the seat belt and airbag systems had been rigged to appear as though they were fixed!
“It’s totally disgusting,” laments Miller about the worst repair job he’s ever come across from another shop. He is taking measures to help spread the word about this frightening situation.
Upon performing a mandatory seat belt inspection on a 2024 Honda CRV, Miller’s team “had to visibly inspect the unit which required doing some disassembly to get to the seat belt units. Evidently, from what we could tell, the seat belts deployed and cinched up tight to keep the driver in his seat. The shop that performed the repairs cut the seat belt to release the mechanism and cut the air bag harnesses and wired in resistors to trick the computer to think the air bag system was functioning properly.
“Arguably, it’s criminal to try to defeat a safety system,” Miller continues. “I’m not a lawyer, but I assume it’s criminal to try to cheat a federally-mandated safety system.”
It’s scary to think that there was no reason to suspect the system was tampered with. And the customer had no idea.
“We had no suspicions. After the repair was performed, we went through to verify everything via the safety inspection, and that’s how we uncovered this. The parts [the other shop] manipulated are the parts that cinch you into the seat. Now, that has a repercussion on how the individual would protrude forward toward the air bag and how they would hit that air bag. It’s a really big deal,” Miller notes.
What may be even scarier is that this was all done unbeknownst to the customer. Not surprisingly, Miller’s
customer was shocked to learn about what his team uncovered. The car was brought to 821 Collision for a minor dent in the back of the vehicle. “As we learned from the customer, the car had about 1,000 miles on it from the time of the previous accident.
“The only real explanation is money,” Miller considers, as insurer pushback unfortunately leads some shops to cut corners in dangerous ways. “There was a fair amount of work put in to do what they did, but it wasn’t going to work. The retractors that keep the occupant in the seat and cinch up in an accident would not work at all.”
So, with all the dangers involved in not fixing cars correctly, why would a body shop do something like this?
I-CAR’s Bud Center believes there’s a combination of reasons collision repairers are failing to perform postcollision safety inspections. “It’s not something that’s really easily identifiable in the OEM repair procedures. For example, if somebody’s replacing the quarter-panel on a car and they pull up the quarter-panel replacement procedure, there’s nothing in there that says you have to do a post-collision safety inspection. You have to look for that information in the vehicle maker’s general procedures, so there are some who will say they didn’t know that it needed to be done. And then there are others who will say they’re not doing it because they’re having a challenge getting third-party payers to agree to cover the expense.”
Anderson acknowledges the seriousness of this issue, insisting “one hundred percent, safety inspections is the single biggest friction point that I see out there between shops and insurers.”
“In fairness, some of the OEMS don’t provide clarity as to what defines a collision so you know when it should be done or not be done,” he continues. “But some OEMs really do define it. And a lot of people say, ‘I don’t find anything the majority of the time.’ Well, I get that. But instead of talking about what you don’t find, let’s talk about the times that you do find things.”
Anderson cited examples of what issues inspections can reveal like how removing the dash uncovered a damaged or cracked dash carrier or the possibility of measuring a steering column only to discover it’s collapsed.
“Insurers will talk about how much it drives up severity, but what’s the price of a life worth? Because when seat belts don’t work or the steering column collapses, what does it take to save a life? So, at the end of the day, we can talk about how it drives up severity, but on the flip side, it also saves lives when these components work as intended.”
“I’m not an attorney, so don’t take legal advice from
ALANA
me, but if any shops were to run into a problem down the road when someone gets hurt in a subsequent accident and the shop didn’t do the proper safety inspections, they are going to have a legal problem,” Center states. “They have some liability. So, at the end of the day, just because a third-party payer won’t cover it, that does not remove the shop’s liability, and they need to understand that.”
How insurers feel about safety inspections is one thing, but unfortunately, the collision repair industry is also not very educated about it. Anderson believes shops need to really fully gain an understanding of what needs to be done.
“I was doing a seminar out west recently, and a shop owner showed me their estimate stating they got paid for doing a safety inspection. They had one hour on the estimate for the safety inspection. He was proud of himself, and I didn’t mean to burst his bubble, but I told him there was no way he spent only one hour doing a safety inspection. I explained to him that he had to remove the steering column and remove this and that, and he admitted he didn’t realize that.”
Anderson sees many make the mistake of thinking one doesn’t need to do more than jerk a seat belt once, “but some OEMs require you to test drive the vehicle, at three different speeds and braking conditions to test them. Sometimes, it involves a diagnostic tool; sometimes, it’s inspecting the mounting location. It’s not just a one-hour procedure. It can be very invasive and very time-consuming.”
According to Center, the OEMs are wide open to helping educate the industry about post-collision safety inspections. “The conversations we are having with OEMs have been about getting more clarity around the requirements. They’ve actually asked us to help them understand how they can help”
Center pointed to examples that leave a lot of room for interpretation, which is another snag in the process of getting the industry on board with safety inspections.
“In some cases, you’ll see things like ‘following a collision with damage that is beyond cosmetic, you will need to perform the post-collision safety inspection,’ and then they will list out the tasks that need to be done for post inspection, but what is the definition of cosmetic? Or if there is substantial damage that’s considered more than cosmetic, it leaves things open to interpretation. Repairers are going to have to put together their own definition of what that means, and it causes confusion.”
In order to collect information to be shared with OEMs, I-CAR has set up a link (bit.ly/SRSfeedback) via its Repairability Technical Support (RTS) “to allow people to submit information about post-collision safety inspections or safety inspections on SRS systems. They can submit any kind of questions, information or photos they have to report what they are seeing when they perform these types of inspections. We can put all that information together and work with the OEMs to figure out how to make some of this better.”
Endangering vehicle occupants is the largest concern by far, but shops should also be aware of the liability aspect. Had Miller not uncovered what he did when he did, who would have been on the hook if that vehicle were to get into a subsequent serious accident?
“That’s an even bigger issue here,” he states. “The unsuspecting repairer, like ourselves, fixing this car. Now, I knew it was in another accident because the repairs that were done on the front weren’t great. This was a minor repair, so my guys were complaining a bit about having to do a safety inspection, but we replaced the gate, so the answer was yes. If we didn’t uncover that, I was the by
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Leveling the Playing Field: Right to Appraisal (RTA) Empowers Consumers
While it may come as no surprise to body shop owners who deal with insurance companies every day, many consumers may be shocked when their carrier offers a significantly lower settlement to cover the cost of repairs after an accident. Instead of fully indemnifying them for the amount of loss, insurers employ tactics designed to increase insurer profits at the expense of their policyholders.
Of course, in this situation, consumers can turn to small claims court to sue their insurer for the difference,
but litigation is expensive, time-consuming and overwhelming. Fortunately, there’s a better way! Many auto insurance policies contain the Right to Appraisal (RTA), ensuring policyholders receive what is due to them without the headache of hiring an attorney and pursuing the matter in court; however, in an effort to protect their bottom line, several insurers in New Jersey have already removed this vital protection from their policies.
In an effort to protect Garden State drivers, AASP/NJ stands behind Senate Bill 4534, proposed legislation that
would require all automotive insurance policies issued in New Jersey to include the Appraisal Clause, providing policyholders with the means for a fair appraisal and adequate indemnification.
“RTA is one of the only tools a consumer has to challenge an unfair settlement,” AASP/NJ President Ken Miller says. “Insurers have been actively removing this clause from policies, leaving vehicle owners with no way to dispute lowball offers. This legislation would guarantee every New Jersey policyholder access to a fair, thirdparty dispute process. It ensures they’re able to recover what they’re rightfully owed after a loss.”
“The Appraisal Clause empowers vehicle owners to dispute insurance claim settlements that they believe are unfair – particularly concerning repair costs and diminished value,” adds AASP/NJ Past President and Collision Chairman Jerry McNee. “Currently, many New Jersey auto insurance policies either limit or exclude RTA, leaving consumers without a neutral third-party process to resolve disagreements over repair valuations by restoring balance in claims negotiations and giving policyholders a fair mechanism to challenge uneducated, undervalued settlements. In turn, that ensures that their vehicle is repaired to manufacturer standards, not just to an insurer’s cost benchmark and will improve long-term vehicle value and safety post-repair.”
AASP/NJ Board member Dean Massimini agrees. “It’s about giving the vehicle owner a fair shot. A lot of insurance companies have a ‘take it or leave it’ attitude that focuses more on cost than on proper repairs, which leaves consumers being improperly reimbursed. There’s a lot of pressure to go to a network shop that will do things the way the insurer wants it done, to save money, and the Appraisal Clause gives consumers an avenue to ensure they’re being treated fairly.” (More information about the importance of RTA is available at grecopublishing.com/txa0225coverstory.)
Although the vehicle owner must be the one who invokes the RTA, shops often view this as a helpful tool because it can reduce customer out-of-pocket costs and reduce customer tensions and stress in an already stressful situation. Shops also like the appraisal process because it vindicates and supports the shop’s stance all along that the insurer’s offer was undervalued, since every outcome ends with additional payments to the consumer. “Shops should be repairing cars correctly, no matter who pays the bill,” Massimini insists. “But none of us feel good when a customer is left holding the bag for a couple thousand dollars in safe and proper repairs that insurers want to argue over. RTA empowers consumers to collect what they’re owed.”
McNee believes it will empower collision repair professionals “to advocate for quality repairs without fear of economic retribution from insurers and encourage better adherence to OEM procedures, improving liability protection and vehicle safety outcomes. Mandatory RTA also potentially reduces the prevalence of ‘steering’
practices, where consumers are pushed toward insurerpreferred shops.”
“My hope is that passing RTA legislation will help ensure vehicles get repaired properly by holding insurers accountable for underpayment,” Miller weighs in. “We are hopeful that this will bring fairness, transparency and integrity back into the claims process.”
“This legislation is crucial because it helps ensure fair compensation based on OEM-recommended repair procedures rather than lowest-cost estimates along with an increased diminished value,” McNee elaborates. “It protects shops from pressure to perform substandard repairs due to insurer underpayment and restores a level playing field in a marketplace where carriers can otherwise dictate pricing and procedures without recourse. Associations like AASP/NJ see RTA as an essential tool to protect shop integrity and customer safety.”
AASP/NJ isn’t the first industry organization to fight for mandatory appraisal rights; legislation requiring policies to include RTA have appeared across the country. And a handful of battles have already been won. Rhode Island, Alaska, Washington and – most recently – Texas have all implemented RTA legislation (read about Texas’ victory at grecopublishing.com/txa0725abatfeature), while other states are still fighting the good fight for consumers.
“It’s a nationwide issue,” Massimini laments, expressing concern about “how insurers were ever able to write it out of their policies. Today’s vehicles are very complex, and the way we fix cars now is completely different than it was 20 years ago…and it’s changing almost daily. Shops want to do the right thing, but when carriers refuse to pay for necessary procedures, many consumers are left with their backs against the wall.”
Currently, only a handful of insurance carriers exclude RTA from their policies, but Miller suspects “others are trying to remove it also. In addition, we know that many major insurers are restricted access to the Appraisal Clause or are making the process extremely long and cumbersome. It’s a growing trend and one that clearly harms consumers.”
According to McNee, “Anecdotal evidence and surveys from industry organizations suggest a significant number of major insurers in New Jersey either exclude the Appraisal Clause altogether, restrict it only to total losses or place procedural barriers that make it functionally inaccessible. As more claims disputes arise from insurer-set limitations, the absence of RTA has become a flashpoint for consumer dissatisfaction and repair disputes.”
SB 4534, introduced to the 221st Legislature by Senator Paul Moriarty (D-District 4) in May, seeks to require “automobile insurers to include appraisal provisions in insurance policies.
“Under the bill, every automobile insurer authorized
to write automobile insurance policies in the State must ensure that each policy issued, executed, renewed, or delivered to a consumer contain a provision allowing for an appraisal of the value of a loss reported in a claim if the policyholder or insurer disagree on: (1) the actual cash value or amount of a loss, including the repairable and total loss amount, of an automobile reported on a claim; or (2) the offer of settlement to a third-party liability claim.”
After invoking the Appraisal Clause, competent and disinterested appraisers will be selected by both the insurer and policyholder to appraise the loss, and if they fail to come to an agreement on value, an umpire will be chosen to make a final determination. (Read the bill in its entirety at bit.ly/SB4534.)
SB 4534 was referred to the Senate Commerce Committee prior to the legislature’s summer recess, which is expected to last until November. When the session resumes, “the RTA bill will likely move through committee hearings before being brought to the New Jersey Legislature for debate and vote,” McNee explains. In the meantime, “industry groups are lobbying lawmakers and building bipartisan support. Advocacy campaigns are focusing on consumer rights, transparency and safety as key messaging points.”
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During the current break, many legislators will be taking time to determine their priorities for the remainder of the session, so this is an ideal time to put mandatory RTA on their radars! So, how can body shops and New Jersey consumers demonstrate the importance of RTA to their representatives?
“Reach out to your legislators and urge them to support Senate Bill 4534,” Miller suggests. “Share your stories. Whether you’re a shop owner or a consumer, your voice matters. AASP/NJ is also working on tools to make it easier to take action – stay tuned and get involved.”
Massimini agrees that it’s imperative that support for RTA be heard by legislators because “the insurance industry obviously is not going to be supportive, and they have deep pockets and a lot of resources. Shops need to speak up for their customers, but they should also be educating their customers about this vital policy protection and encouraging consumers to advocate for themselves. The more that legislators hear about how RTA benefits their constituents, the more likely they are to support this legislation.”
McNee encourages industry professionals to contact their legislators, share stories about claims disputes and participate in association-led advocacy events. “Consumers can write to their state representatives, sign petitions and share their own claims experiences publicly or with advocacy groups like AASP/NJ. Both groups can stay informed through newsletters, by attending public hearings and by amplifying messaging on social media using organized campaign hashtags and media kits.
“RTA legislation is a critical step toward restoring fairness and transparency in New Jersey’s auto insurance landscape,” he continues. “As more insurers remove or restrict Appraisal Clauses, consumers are left with few options to dispute undervalued claims. RTA would re-establish a neutral, third-party dispute process, empowering consumers and ensuring body shops are compensated for performing safe, OEM-compliant repairs.”
While RTA focuses on ensuring fair compensation, “it isn’t just about dollars and cents,” McNee stresses. “It’s about restoring a consumer’s voice in the repair process and ensuring every vehicle is repaired safely and correctly. Without it, insurance companies hold all the cards. This legislation gives power back to policyholders and protects the integrity of our industry.”
Based on what other states have gone through in the fight for mandatory appraisal rights, Massimini acknowledges that this is “just the beginning of the road and could very well be a long, drawn-out process to level the playing field for consumers. But the engine is running, so now we just need to put it in drive and start a movement!”
last person to touch it. I wouldn’t have had photos of the good parts, if they were not undamaged. So, then I would have been on the hook if somebody got hurt or worse, because I was the last person to touch it.”
Center validates the importance of industry education on postcollision safety inspections. “Those doing these inspections are actually
“I hope no one else sees something like this,” he says. “I’ve talked to a lot of people since this happened, and supposedly, this is a big business in the rebuildable industry. When these cars get totaled and they go to these auctions, there’s a bunch of guys out there doing this [type of job]. I had no idea to be honest. So, my advice to other shop owners is to perform the safety inspections.” continued from
finding some things that are concerning. Some manufacturers say that following a collision, you need to check the steering gear and the steering rack. You’re doing very specific testing that requires some unique equipment and processes to do these tests. Shops need to understand what their investment is in equipment, what they need to be looking for and why. The industry
needs more education and more clarity on this.”
Miller hopes that the collision industry will get on board more with the importance of post-collision safety inspections.
OUT OF BODY (AND MECHANICAL) EXPERIENCES
continued from pg. 8
Exit 48-40: Does anyone notice these?
Exit 38B (Atlantic City Expressway): Mixed emotions here. Great memories of my dad taking us down to gamble. He’d tell my mom to take a “grandski” out of the bank and then distribute $100 bills to whoever came along for the ride. The last time he ever went there was with just me. I was 23, and he still refused to let me pay for anything.
A great day. A not-so-great day was when my wife and son were arrested for underage gambling. But you all should know that story by now…
Exits 37-11: Who cares?
Exit 11: (Cape May County Park/Zoo): Who names a town after a county?
Exit 4A-B (Rio Grande/ Wildwood/Wildwood Crest): For over 40 years, our Jersey happy place. All that’s missing is a Windmill. How about you? What exit?
ARANJ Board of Directors
David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com
Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com
Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com
Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net
ARANJ Officers
President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net
1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms
2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net
Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com
ARANJ
The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
ALL THAT GLITTERS IS NOT GOLD! An old proverb that is still true. Recently, several of my clients advised me that they received insurance quotes “saving them money.” Thankfully, they all had the wherewithal to ask me to review the information. After analyzing the coverage, deductibles and limits, it was evident they were not the same. There is coverage in our program that was not in the other program(s). Also, our policy is written in a broader form. After doing an “apple to apple” comparison of coverage, our program’s premium was actually less.
The point I am making is that you should choose an insurance agent who has knowledge of your industry, has a proven track record and – above all – is able to review, analyze and provide you with the proper coverage. So, before you make a change, contact an agent whoyou feel is competent in your industry. If you have any questions or would like me to review your program, please contact me.
E-mail: John@lynnes.com www.lynnesnissan.com Hours: M-F 7:30am - 6pm, Sat 7:30am - 2pm 5 Alva Street | Bloomfield, NJ 07003
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PRESENTS
Join Reliable Automotive Equipment’s Dave Gruskos for conversations with industry leaders sharing their insights and the latest from the world of certified collision repair. This month, Dave sits down with Mike Anderson of Collision Advice.
Certified Collision Repair Q&A With: MIKE ANDERSON COLLISION ADVICE
Dave Gruskos: In your experience, what would you say are the biggest advantages to a repair facility obtaining OEM certification?
Mike Anderson: First of all, with the European manufacturers, the restricted parts sales certainly help to drive more work, which is always a good thing. Another benefit is getting listed on the OEM shop locators. Recently, we’ve seen OEMs like General Motors, BMW, Honda and Acura rolling out things like accident assistance apps, which will also drive more work to certified shops. Another advantage is the access to training; some OEMs even include free subscriptions to their OEM repair procedures, and training on how to properly navigate those. Obviously, if training helps your staff improve their skill set and they become more efficient and knowledgeable, hopefully that results in positive outcomes for the business as well. A lot of people think that if they just get OEM certified, all this work will come to their door. You’ve got to know how to leverage it and how to market it; it doesn’t happen organically. You have to put the work in.
DG: What are some common misconceptions you see among shops regarding the necessity of specific OEM required tools and equipment?
MA: I often see where a shop will go out and buy equipment and then apply for the OEM certification, and they’re not aware of the fact that, sometimes, OEM equipment has to be purchased from a specific vendor. I always tell people, before you go out and buy equipment, do the research; learn which equipment is going to have the most OEM certification requirements. With some OEMs, their equipment requirements are step-based. Others require a very specific brand, or a very specific vendor. I think it’s just always important to do your research before you make any purchasing decisions. Service, support and training are also very important. A lot of the misconceptions are where people just think that all equipment is approved. It will vary based on the OEM, and you’ve got to be careful who you buy from.
ABOUT MIKE
As one of the most knowledgeable people in his field, Mike Anderson is a sought-after speaker, author and consultant. A former owner of multiple collision repair centers in Alexandria, VA, Mike currently owns and operates Collision Advice, an industry research, reference and consulting business. He also serves as a facilitator for Axalta’s highly recognized Business Council 20 Groups in both the US and Canada, as well as independent 20 groups through Collision Advice, and facilitates numerous courses for Axalta, Toyota, Nissan and other OEMs.
DG: Can you share any strategies for shops to effectively balance the investment in pursuing or maintaining OEM certification versus ongoing responsibilities in other areas of the business?
MA: I’ve seen it happen, unfortunately, where shops will go and pursue all these OEM certifications, spending all this money on training and equipment, and next thing you know, they’ve overextended themselves financially. I think you have to be very intentional with what you do. You’ve got to understand at the beginning whether you’re going to lease the equipment, buy it outright, or finance it; you’ve got to know what that payment is going to be, and make sure you’re budgeting for that as well as additional expenses. I always like to build out a pro forma: If I’m going to spend X on training and Y for my technician to travel and Z for equipment, maybe I’ve got to assess my labor rates to ensure we get the ROI. Make sure you’re taking into account the financial implications on your business, which includes managing cash flow and things of that nature.
DG: What advice do you have for navigating potential conflicts between OEM procedures and insurer pushback?
MA: It 100 percent starts with educating the consumer. I just think that is so critical. You can’t just say that you’re going to spend five or 10 minutes with a consumer. I think you’ve got to be spending 45 minutes to an hour with a consumer. It really is about not only educating them, but educating them in a way that they understand it. There is nothing better than a well informed customer and involving the customer in all your communications or discussions with the third party payer.
