New Jersey Automotive January 2019

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THE OFFICIAL PUBLICATION OF THE ALLIANCE OF AUTOMOTIVE SERVICE PROVIDERS/NEW JERSEY (www.AASPNJ.org) AND THE AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY (www.ARANJ.org)

January 2019 $595

www.grecopublishing.com

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Visit us at NORTHEAST® Booth 401

i4s SMART SPOT WELDER

106 STRAIGHTENING BENCH

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Offering OEM-specific equipment for:

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We Appreciate Your Business!

Flemington Audi, the largest Audi wholesale parts dealer in NJ, thanks our customers for continued loyalty and business. We appreciate the opportunity to serve you over the years, and look forward to helping you save time and increase profits in the future with Audi Genuine Parts.

• Our expert parts staff is ready and able to give you premium customer service and help you meet the demands of your business.

• Our concierge support helps you get the parts you need when you need them to wow your customers.

• We offer daily deliveries throughout the tri-state area with our fleet of 22 delivery vans.

• As our customer, you have access to the Audi technical support hotline to help you speed up installation and get repairs out the door quicker.

Flemington Audi 213 Routes 202/31 South, Flemington, NJ 08822 Business Hours: M-F 7:30am – 5pm Sat 8am – 4pm

Parts Direct: 877.857.2787 Parts Fax: 908.782.1795 Email: rmuir@flemington.com www.njparts.com mikekaufmann d e a l e r g r o u p “It’s all in the name”

AUTO BODY DISTRIBUTING CO

Join our growing list of satisfied customers!

Orders accepted by phone, fax and email.

Visit us at NORTHEAST® Booth 300 New Jersey Automotive | January 2019 | 5

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD John Craggan, Ultimate Collision Repair, Inc. 732-494-1900 / jcraggan@ultcollision.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Dave Gruskos, Reliable Automotive Equipment 732-495-7900 / dave@rae1.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

CONTENTS

VOLUME 49 NUMBER 1 | January 2019

10 OUT OF BODY AND (MECHANICAL) EXPERIENCES 14 PRESIDENT’S MESSAGE 18 EXECUTIVE DIRECTOR’S MESSAGE

20 I-CAR CALENDAR 22 COLLISION CHAIRMAN’S MESSAGE 57 NJA ADVERTISERS’ INDEX

LOCAL NEWS by Alana Bonillo 26 AASP/NJ Members Learn Marketing

and Branding Strategies from B2B Automotive’s Michelle Nelson

28 ABD Holiday Party Highlights

COVER STORY by Alana Bonillo 32 The Best of the Best Returns:

32

A NORTHEAST® 2019 Preview

NJA FEATURE by Joel Gausten 36 Fact and Friction:

A Chat with the Insurance Side

ASK MIKE 46 How Can Shops Better

Attract New Technicians?

PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com

AUTOMOTIVE RECYCLERS

ASSOCIATION OF NEW JERSEY 53 President’s Message

36

by Rodney Krawczyk

Wharton Insurance Briefs

by Mario DeFilippis

OFFICE MANAGER Donna Greco / donna@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes

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 JERSEY AUTOMOTIVE is published monthly and is sent to AASP/NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2018 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.

Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett

Thomas Greco Dan Hawtin Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Joe Lubrano Michael Lovullo Jeff McDowell Sam Mikhail Ron Mucklow

George Petrask Russ Robson Jerry Russomano George Threlfall Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson

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The repair of luxury vehicles begins with GENUINE PARTS

Start your repair today at

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Our flagship dealerships are pleased to offer a wide selection of authentic genuine parts so you can repair your customer’s luxury car to the highest quality.

Not only do we sell WHOLESALE GENUINE PARTS across the tri-state area — we have a knowledgeable team of parts specialists that can find the component you need for a seamless vehicle repair.

AUDI QUEENS 30-35 College Point Boulevard Flushing, NY 11354 929.297.0788 audiqueens.com

MERCEDES-BENZ OF BROOKLYN 1800 Shore-Parkway Brooklyn, NY 11214 888.836.4145 mbofbrooklyn.com

MERCEDES-BENZ OF CALDWELL 1230 Bloomfield Avenue Fairfield, NJ 07004 888.816.2957 mbofcaldwell.com

LAND ROVER GLEN COVE 70 Cedar Swamp Road Glen Cove, NY 11542 855.582.4719 landroverglencove.com

JAGUAR GLEN COVE 70 Cedar Swamp Rd., Suite A Glen Cove, NY 11542 516.629.5732 jaguarglencove.com

LAND ROVER HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 855.582.4713 landroverhuntington.com

JAGUAR HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 855.582.4714 jaguarhuntington.com

LAND ROVER SOUTHAMPTON 355 Hampton Road Southampton, NY 11968 855.582.4718 landroversouthampton.com

JAGUAR SOUTHAMPTON 355 Hampton Road Southampton NY 11968 855.582.4715 jaguarsouthampton.com

WE WILL GO THE EXTRA MILE FOR YOU.

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

30 Years Burning Down the Road

It’s hard for me to fathom, but this issue of New Jersey Automotive marks the 30th anniversary of Thomas Greco Publishing, Inc. The first magazine my company ever published was the January 1989 issue (pictured at right).

On anniversaries like this, most founders would take the time to basically write about the last 30 years and how they got this far. I will do the same but in a much smaller fashion, mainly because over the last 17 or so

years I have been writing this column about almost everything that has happened - good or bad - in my life.

So, for those of you who have been reading for a while, you may have heard much of this. But not all of it.

I have often written about how I started the company. After two years of looking for a job out of college, I was hired by Maxco Publishing in 1984. Three years later, the company was sold to an incompetent fool who I clashed with immediately. What he

by THOMAS GRECO, PUBLISHER

didn’t know was that by that time, I had become the face of the company to most of our clients. Fortunately for me, AASP/NJ liked me and when I Visit us at NORTHEAST® Booth 108

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approached them to leave Maxco and take a chance on my new company, they went all in. I am forever in their debt.

AASP/NJ’s faith allowed me to grow pretty quickly. Within a few years, I was publishing magazines for the Society of Collision Repair Specialists (SCRS), the Massachusetts Auto Body Association (MABA), the Auto Body Association of Connecticut (ABAC), the South Jersey Auto Body Rebuilders Association (SJABRA) and the Garden State Towmen’s Association (GSTA). I also branched out into other areas like powerboating and retail music for magazines dealing with those industries. Sounds impressive, right?

Well it was, for a while. But here we are 30 years later, and the only magazine left out of all those title I

mentioned is New Jersey Automotive.

As it was in 1989, NJA remains the foundation of Thomas Greco Publishing.

In the publishing business, you learn that things come and go. I published several other publications replacing the ones we lost. Some were successful (the Rolling Stone-ish Liner Notes). Some weren’t (the Maxim-like Student Body). But we always managed to rebound. If I learned one thing, it is that the collision repair trade magazine business works for us. As a matter of fact, right now we are publishing more magazines at one time than we ever have (seven); all of them related to automotive repair.

Like most small businesses, I have had my down times. I can remember looking out my office

window and seeing the Infiniti I couldn’t afford being repossessed. I can remember having to borrow money from relatives just so that I could lease a new car. I can remember the humiliation of being pulled over for speeding in that tiny PT Cruiser and the policeman warning me not to drive so fast in such a little car with small children in it.

I can also remember having a heart attack in upstate New York followed by five bypasses - and wondering how my one-man company could survive. But I did survive. And the company survived. It has even thrived.

I don’t want to sound like some politician, but I could NEVER, EVER gotten to 30 years by myself. There are SO many people that have helped. SO many people who have

continued on page 20

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That’s Not My Problem PRESIDENT’S MESSAGE

We had an insurance appraiser – a former body technician – in here the other day, and he was a little miffed. He saw that we were replacing a quarter panel on a BMW. He questioned why we were bonding and riveting it on when it was cheaper and quicker to just weld it on. We explained to him that part of BMW’s requirements to properly repair that vehicle is to bond and rivet. He seemed pretty enamored with the process. My technician asked him, “Now that you know this, are you going to go into another shop, see them welding a quarter panel on a BMW and tell them that’s an improper repair?” Without hesitation, he responded with these words: “That’s not my problem.”

This is someone who works for an insurer known to host I-CAR classes. He’s very likely I-CAR ProLevel 3-trained, but he won’t acknowledge what needs to be done for this procedure on an estimate if the shop doesn’t request it. He knows the cars are being repaired in an improper manner. People like him are turning a blind eye to reality. He’s an I-CAR-trained estimator, but that means nothing to him. We have I-CAR instructors teaching us proper repairs, but they end up being the same guys who come to our shops as insurance appraisers and ignore these same procedures when writing their

A proper repair is a proper repair – it doesn’t change just because you walked out of a class you were teaching and decided to put on your insurance appraiser hat.

by JERRY MCNEE

estimates. They don’t even blink an eye. A proper repair is a proper repair – it doesn’t change just because you walked out of a class you were teaching and decided to put on your insurance appraiser hat.

This goes hand-in-hand with the expansion and mergers we’re seeing on the MSO side.

Insurance companies are going to be looking to push vehicles to these facilities because they are willing to follow insurer guidelines despite having collision repair industry certifications. Everything goes out the window when you focus on shortcutting repairs to save money.

There are a lot of compliant shops out there that go along with what they’re told because they’re already behind the eight ball.

Many of these shops are surviving week to week to cover their payrolls. It’s only going to continue unless more shops stand up and do what’s right. I’ve said it before, and I’ll keep saying it: Every shop out there needs to know their costs of doing business and understand how severely they’ve compromised themselves by following the insurer’s word on everything. At the end of the day, it’s up to you to decide how much more of this you’re going to take.

NJA

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Let talent shine.

BASF’s Vision+ Educational Expertise provides tailored solutions to customers from a wide variety of V+ University and V+ Technical University courses. Offered at over 24 locations across North America, BASF is constantly developing new content in OEM training, eLearning and more to keep our customers first-class.

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THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW.

For Original BMW Parts, contact one of these authorized BMW centers: BMW of Springfield 391-399 Route 22 E. Springfield, NJ 07081 Toll Free: 800-648-0053 Fax: 973-467-2185 bmwofspringfieldnj.com

Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470 PH: 973-696-6060 Fax: 973-696-8274 paulmillerbmw.com

BMW of Bridgewater 655 Route 202/206 Bridgewater, NJ 08807 PH: 908-287-1800 FAX:908-722-1729 bridgewaterbmw.com

Flemington BMW 216 Route 202/31 Flemington, NJ 08822 PH: 877-657-2787 Fax: 908-782-1795 njparts.com/bmw

Park Ave BMW 530 Huyler Street South Hackensack, NJ 07606 PH: 201-843-8112 FAX:201-291-2376 parkavebmw.com

Circle BMW 500 Route 36 Eatontown, NJ 07724 Parts Direct: 732-440-1235 Fax: 732-440-1239 wholesale@circlebmw.com circlebmw.com

Wide World BMW 125 East Route 59 Spring Valley, NY 10977 PH: 877-817-3895 Fax: 845-425-5080 wideworldofcarsbmw.com

BMW of Bloomfield 425 Bloomfield Avenue Bloomfield, NJ 07003 Parts Direct: 973-748-8373 psantos@dchusa.com

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EXECUTIVE DIRECTOR’S MESSAGE

An Unrecognizable Collision Repair Industry is Headed Our Way

by CHARLES BRYANT

For as long as I can remember, those who are seasoned in the collision industry could pretty much predict the future as (or even before) it unfolds. Well, let me tell you something: That is a thing of the past! With the drastic and dramatic changes to the way vehicles are made today, no one can even get close to predicting where things will go from here.

Looking back, who would have thought that collision shops would need to scan a vehicle before commencing repairs – and again after the repairs are completed? Who thought a vehicle would be able to automatically stop, without any help from the driver, to avoid an accident?

With the creation of special electronic systems like Collision Avoidance/Pre-Crash System/Pre-Collision Assist, Driver Drowsiness Detection/Driver Monitoring Systems, Forward Collision Warning, Lane Departure Warning Systems and so much more, a collision repair technician who has not kept up on training would not have a clue about how to repair such a vehicle.

The older repair technicians set in their ways are not going to change and go back to school to basically learn how to repair vehicles all over again. More and more of

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these seasoned types are throwing in the towel and retiring early. Some are leaving the industry and taking less complicated jobs like lawn care or maintenance work.

The younger generation willing to go through the training process (and continue required training) is not willing to work for what the collision industry is able to pay them because of low Labor Rates.

In the past, we have seen and lived through changes in the industry, including when vehicles changed from body-over-frame to the more modern unibody-type vehicle. Many in the industry thought that was a dramatic change and that the industry would never be the same.

However, here we are years later, and all is well. But this is different. The changes we are seeing today are nothing like anything we have seen in the past. If you speak to a veteran repair technician who was around back when the body-over-frame-type vehicles were being repaired, it was not uncommon to put what was referred to as a “fishplate” on the frame to reinforce it after being severely bent and re-straightened. Today, such a procedure would be considered butchery.

continued on page 54

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Visit us at NORTHEAST® Booth 501

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

continued from page 11

CALENDAR

JANUARY 9, 2019 Corrosion Protection Allstate, Wall JANUARY 10, 2019 Structural Straightening Steel Reliable Automotive Equipment, Belford JANUARY 16, 2019 Hazardous Materials, Personal Safety & Refinish Safety Allstate, Wall JANUARY 23, 2019 Automotive Foams Allstate, Wall NJA

For more information, visit i-car.com

NEW MEMBERS Magnolia Auto Body, Magnolia PJ’s Auto Body of Morris County, Succasunna Flower Hill Auto Collision Center, Inc., Frenchtown

touched my life. SO many people who I am forever grateful to. Each and every one of them played a part in this anniversary. They played a part in my life. I am going to try and list them. If I forget anyone, please forgive me. I’ve shed a lot of brain cells along with blood, sweat and tears over the last three decades.

Please read these names. Without them, I don’t know where I’d be. I thank them all from the bottom of my heart: Ron Mucklow, George Petrask, Hank Peters, Guy Citro, Bobby McGee, Paul Vigilant, Wes Kearney, Rich Weber, George Threlfall, Eddie Day, Glenn Villacari, Pete Cook, Brian Vesley, Cindy Tursi, Russ Robson, Jeff McDowell, Tom Elder, Lee Vetland, Joe Lubrano, Stan Wilson, Charlie Bryant, Bob Everett, Nick Kostakis, Jerry McNee, Ron Ananian, Phil Dolcemascolo and Rich Johnson. Rick Starbard, Jeff Loeser, Stan Morin, Bill Cahill, Gary Cloutier, Alex Falzone, Paul Hendricks, Adam Ioakim, Tom Ricci and Molly Broduer. Barry Dorn, Aaron Schulenburg, Torchy Chandler, Jordan Hendler and Don Beaver. Judell Anderson, Sue Peterson, Burl Richards and Franny Lynch.

I have had dozens of employees and contributors over the years - far too many to mention. But there are a few whose contributions would be impossible for me to ignore. Rob Terhune, Billie Jo Burns, Tom Slear, Christy Greco, Brandi Smith Greco, Jacquelyn Bauman, Alana Bonillo and Norman Morano.

I have reserved the best for last. Joel Gausten first contacted me in 2001 about writing for the music magazine we had. We hit it off right away and he came on board, excited as hell to write about his passion for all things rock and roll. One month later, we lost the music magazine and Joel turned that passion to the automotive repair industry. He left for a couple years and then came back in 2007 to become the industry standard. Best drummer TGP has ever had!

When I moved my office out of my house, the first true full-time employee I ever hired was Lea Velocci. That was 1997. Twenty-one years later (with a few years off to have two beautiful kids), she’s still making our magazines look as good as anything you’ll see in Barnes and Noble. I have treasured her talent, knowledge, dedication and friendship for over two decades.

In 2003, Alicia Figurelli drove through a monsoon to get to her first interview at TGP. I guess that was a sign. Because ever since, she has been by my side through every possible storm TGP has faced. She has been there in good times and bad. My name may be on the door, but it’s her heart that keeps the company going. We have often joked that she was my “right hand,” but in truth she is much more than that. She is TGP’s soul.

A few years ago, I hired an office manager that I had my doubts about. She had no experience. She didn’t even have a college degree (two years don’t count!). But she was kind of cute. And she worked for free. She also happened to be my wife. It’s a cliché, but the truth is, there are no words I can write that could express how much she has meant to me. The fact that she has become an incredible office manager is just icing on the cake. Fact is, there would have never been a TGP without Donna Greco. And there never will be.

Finally, thank you to all of our wonderful advertisers and readers who have supported us from Day One. Here’s to the next 30…

NJA

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THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.

OUR SUCCESS IN BUSINESS COMES FROM OUR RELATIONSHIP WITH LOYAL CUSTOMERS. With years of service and commitment to the BMW brand, we reflect on our past and look to the future, thankful for your loyalty and dedication by allowing us to serve you. We also want to extend our services to new and existing businesses who are looking for something more than just a parts supplier. · · · · ·

We are part of the BMW NA delivery program that delivers to us three additional times per day We have a highly-trained and experienced team of BMW parts advisors Our team of advisors can be counted on to be knowledgeable when you need technical support We update our inventory daily to ensure we stock the most current items to meet your demands All original BMW parts carry a 2-year limited warranty

BMW of Springfield Wholesale Parts Hotline: 800-648-0053 Wholesale Direct: 973-671-9321 Wholesale Fax: 973-467-2185 391 Route 22 East, Springfield, NJ 07081 Orders accepted by phone, fax, and email to speed your delivery and your repairs. Ask about our next-day UPS delivery.

Email: wholesaleparts@bmwofspringfieldnj.com or visit us on the web: bmwofspringfieldnj.com

Join our growing list of satisfied customers. Save time, improve profits and keep your customers loyal. * If your order is placed by 10:30am, we will confirm availability and provide you with and ETA for delivery.

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COLLISION CHAIRMAN’S MESSAGE

The Future Is in Our Hands

by DENNIS CATALDO

Proper documentation during the repair process is now just as important as the equipment we use daily in our shops. What I would like to discuss

this month is another tool that greatly benefits all who use it.

The Database Enhancement Gateway (degweb.org) is a free

Visit us at NORTHEAST® Booth 423

web-based resource that was designed to help resolve issues within the three major estimating systems (CCC, Mitchell & Audatex). DEG users have the ability to help fix omitted and inaccurate information found in the estimating programs by submitting Database Inquiries. The database can also be utilized to verify and document necessary operations that have been addressed by other users and confirmed by the estimating systems.

As more Database Inquiries are submitted and more corrections are made to the DEG, the information in the estimating systems will be constantly improved. Whether you’re dealing with incorrect labor times or bad part number information, you can submit a free information request and get a response – and hopefully an update made to the estimating systems – within an average of three days.

I personally use the DEG when writing estimates by searching past entries on the same vehicle; there is always some information to benefit from. I use it as another tool to document operations and reaffirm the information within the P-Pages pertaining to included and nonincluded items. As an added benefit, I always try to update part number changes or submit specialty clip part numbers, because receiving the wrong part due to an incorrect order is never a fun day in the shop. If we all correct these errors by submitting them to the DEG, it may help us all out in the long run.

NJA

516-361-9220

www.collisionequipment.net

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Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

Town Porsche 105 Grand Avenue Englewood, NJ 201-227-6505 Fax 201-227-6553 town-motorcar.porschedealer.com

Flemington Porsche 213 Route 202/31 Flemington, NJ 800-216-5124 Fax 908-782-9397 flemingtonporsche.com

Porsche Princeton 3333 Route 1 Lawrenceville, NJ 609-945-1500 Fax 609-945-1501 princetonporsche.com

Paul Miller Porsche 3419 Route 46 East Parsippany, NJ 973-227-3000 Fax 973-575-8396 paulmillerporsche.com

Porsche Monmouth 280 Route 36 East West Long Branch, NJ 732-935-7600 Fax 732-935-7602 porschemonmouth.com

Manhattan Motorcars 711 11th Avenue New York, NY 877-661-1586 Fax 646-473-0798 manhattanmotorcarsporsche.com

Š 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

New Jersey Automotive | January 2019 | 23

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Flemington Volkswagen 213 ROUTE 202/31 FLEMINGTON, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 rmuir@flemington.com www.NJPARTS.com

Douglas Motors 491 MORRIS AVE. SUMMIT, NJ 07901 PHONE: 908-277-1100 FAX: 908-273-6196 TOLL FREE: 800-672-1172 www.douglasvw.com email: douglasparts@douglasautonet.com

Paul Miller VW of Bernardsville 118 MORRISTOWN ROAD BERNARDSVILLE, NJ 07924 TOLL FREE: 877-318-6557 LOCAL: 908-766-1600 FAX: 908-766-6171

24 | New Jersey Automotive | January 2019

Trend Motors 221 ROUTE 46 WEST ROCKAWAY, NJ 07866 888-267-2821 FAX: 973-625-4985 www.trendmotors.com email:dreinacher@trendmotors.com

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LOCAL NEWS By Alana Bonillo

AASP/NJ Members Learn Marketing and Branding Strategies from B2B Automotive’s Michelle Nelson

Michelle Nelson of B2B Automotive addressed AASP/NJ members on marketing and branding strategies.

AASP/NJ President Jerry McNee welcomes all.

Running a successful collision repair business requires a lot more than the ability to fix cars properly.

How a facility presents itself to customers is also a key factor.

Today’s technology-driven world has opened up a flurry of new doorways for shops to use to market themselves. AASP/NJ members recently received a lesson on how to use these types of avenues from nationally known speaker Michelle Nelson of B2B Automotive.

AASP/NJ members gathered at Innovative Solutions & Technology (ISAT) in Lincoln Park to hear from Nelson, who provided an engaging and interactive presentation focused on the types continued on page 55

AASP/NJ members gathered at Innovative Solutions & Technology in Lincoln Park to learn about marketing and branding strategies.

26 | New Jersey Automotive | January 2019

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PHONE: 732-495-7900 FAX: 732-495-7904 E-MAIL: bill@rae1.com www.raeservice.com VISIT US ON FACEBOOK www.facebook.com/ReliableAutomotiveEquipment New Jersey Automotive | January 2019 | 27

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ABD HOLIDAY PARTY HIGHLIGHTS

Galloping Hill Catering (Union, NJ) December 6, 2018

AUTO BODY DISTRIBUTING CO. WOULD LIKE TO EXTEND SPECIAL THANKS TO THIS YEAR’S GENEROUS PRIZE SPONSORS!

PRIZE SPONSORS

Acme Nissan All American Auto Salvage Auto Body Jobbers Bell Mitsubishi Clinton Acura Clinton Honda Ditschman Ford Douglas Auto Group (Infiniti-Volkswagen) Dover Dodge-Chrysler-Jeep Flemington Group (AudiBMW-Chrysler-Dodge-Jeep GM-Infiniti-Porsche-SubaruVolkswagen) Gerber RV Hummel & Associates Intercar Mercedes-Benz Malouf (Ford-Lincoln-Mercury) Mercedes of Caldwell Morris County/Paul Miller Jaguar Maxon Mazda-Hyundai Medco Tool BMW / Mini of Manhattan National Oak Distributors Norton Saint-Gobain Nucar Connection Princeton Land Rover Sussex Honda Toyota of Hackensack Roberlo Paint Refinish Valspar/DeBeer Paint Refinish

NJA0119.qxp_NEW JERSEY AUTOMOTIVE 12/21/18 4:44 PM Page 29

Visit us at NORTHEAST® Booth 300

New Jersey Automotive | January 2019 | 29

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Audi dealers strive to make you an Au

• Audi dealers offer an expanded inventory of sheet metal, bumper covers and suspension items that will reduce your cycle time.

• Audi dealers can order non-stocked parts on Friday and have them available on Saturday to help speed your repairs.

• Audi Genuine Parts carry a limited 12-month warranty* to help ensure quality and reliability from your repairs.

Installing Audi Genuine Parts from an Audi dealer is priceless to your reputation and your custom Flemington Audi 213 Route 202/31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908.782.1795 email: rmuir@flemington.com www.NJPARTS.com

30 | New Jersey Automotive | January 2019

Classic Audi 655 North Macquesten Pky. Mount Vernon, NY 10552 914.663.2870 Fax: 914.663.2878 email: parts@westchesteraudi.com www.westchesteraudi.com

Paul Miller Audi 179 Route 46 East Parsippany, NJ 07054 Toll Free: 800.35.MILLER Parts Direct: 973.575.7793 Fax: 973.575.5911 www.paulmiller.com

DCH Millburn Audi 2211 Millburn Ave Maplewood, NJ 07040 Toll Free: 800.553.9250 Direct: 973.762.0262 Fax: 973-762-2381 www.millburnaudi.com

Audi Brooklyn 211 63rd Street Brooklyn, NY 11220 Phone: 718.492.6400 Fax: 718.492.8899 rmerchant@audibrooklyn.com www.audibrooklyn.com

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Audi Genuine Parts fan.

Are insurance adjusters recommending lower cost substitutions when repairing your customer’s Audi?

customer’s peace of mind. Order Audi Genuine Parts from these select dealers.

Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com

Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com

Audi Eatontown 95 Route 36 Eatontown, NJ 07740 732.389.1000 Fax: 732.483.8455 www.eatontownaudi.com

Cherry Hill Audi 2261 Marlton Pike West Cherry Hill, NJ 08002 Wholesale: 856.665.5660 Fax: 856-773-4077 email: parts@cherryhillimports.com www.cherryhillaudi.com

Jack Daniels Audi of Upper Saddle River

243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 email: jmarcella@jackdanielsmotors.com www.jackdanielsmotors.com

New Jersey Automotive | January 2019 | 31

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COVER STORY By Alana Bonillo

The countdown to the biggest automotive industry gathering on the East Coast is underway. Thousands of repair professionals are expected to flock to the Meadowlands Exposition Center in Secaucus March 15 to March 17 for the Alliance of Automotive Service Providers of New Jersey’s (AASP/NJ) NORTHEAST® Automotive Services Show. The annual show – now in its 42nd year – will once again offer the automotive world the best of the best in products, training and education – all in one centralized location.

“We are really looking forward to seeing everyone there,” says AASP/NJ President Jerry McNee. “This is a must-need-to-see-event.

Support the local vendors and see their new products. Go to the training classes. I don’t think there is anything else out there as specifically designed for the auto body industry as NORTHEAST.” As the show continues to grow each year, more and more of the industry’s biggest names come on board as exhibitors and supporters.

32 | New Jersey Automotive | January 2019

The 2019 NORTHEAST show will be a first for Toyota Motor North America. Dave Pyle (senior analyst, wholesale parts and certified collision) is no stranger to the event, having attended previous years and served as a past OEM discussion panelist.

Throughout those experiences, he saw NORTHEAST as an excellent opportunity to represent Toyota, meet and speak with body shop owners and answer questions about OEM parts and proper repair procedures.

“Independent collision repair facilities appreciate the OEMs’ involvement in these conferences, as they have multiple questions pertaining to proper factory repair procedures, including the fit and finish of original equipment parts versus aftermarket parts.

“As much as we would love to fix them all, our Toyota Certified Collision Centers do not repair every Toyota involved in a collision,” Pyle adds.

“The independent shops fix a large portion. So, they look to us for proper repair procedures and recommendations to ensure vehicles

are fixed right. Independent repair facilities have the same goal as us – repair the vehicle back to pre-collision condition using the right OE parts and factory repair procedures to meet that goal and safely put our customers back on the road.”

Longtime supporter, returning Lanyard Sponsor and Pro Spot International distributor Innovative Solutions & Technology is excited for another successful year on the show floor.

“What always brings us back is the great flow of customers and people who are excited to see things from our industry,” says Innovative’s Nick Mattera. “We do our best every year to bring what’s new and show guys how to work on production and remain profitable in today’s world. We really love the show; we love sponsoring it. It’s a great opportunity to have the customers be able to come to us and be able to see everything we have on display.”

The show is always a huge win for Eastern Pennsylvania-based Wheel continued on page 34

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Pre-register online for NORTHEAST 2019 today - it’s FREE! New Jersey Automotive | January 2019 | 33

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COVER STORY Collision Center, who returns for another consecutive year at NORTHEAST. “We are looking forward to seeing our existing customers and meeting new prospects who may be looking for an upgrade in their wheel repair refinishing or sales supplies,” shared company founder Darryl Robbins.

What Robbins loves most about NORTHEAST is how it allows Wheel Collision Center to reach most of its customer base.

“We want people to understand

that although we are a Pennsylvania company, we have daily pick-ups in New Jersey and feel we are part of the State.”

Of course, the educational information that automotive professionals take away from NORTHEAST each year remains unmatched by any other event in the region.

After a successful debut in 2018, the Collision Professional Repairer Education Program (“Collision

For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers.

Flemington Subaru 167 Route 31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908-782-1795 bseymour@flemington.com www.njparts.com

Liberty Subaru 55 Kinderkamack Road Emerson, NJ 07630 Phone: 201-261-7495 Fax: 201-261-3261 Toll Free: 888-782-9493 parts@libertysubaru.com www.libertysubaru.com

Paul Miller Subaru 3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiler.com www.paulmillersubaru.com/parts

P.R.E.P.”) will return to NORTHEAST, promising a packed punch of training and discussions on some of the industry’s most compelling challenges – including technology, equipment, repair procedures and finding reliable technicians. The series will again be presented by the Washington Metropolitan Auto Body Association (WMABA) in partnership with AASP/NJ. “There is a lot of work that goes into making this a valuable investment for everyone attending, from shop owners to technicians,” says WMABA Executive Director Jordan Hendler.

“Working together with AASP/NJ to have Collision P.R.E.P. alongside the NORTHEAST Automotive Services Show is a huge win for everyone – especially the attendees. They get quality education, can see new equipment from vendors and meet up with colleagues as well. It’s a weekend worth taking the ride for; we promise that.”

Some of the same hits from last year will return. These include an OEM representatives panel discussion, which will look at aspects of certification/certified repair and what changes in vehicle technology repairers will be faced with. Repair procedures, business relations and more will be discussed by a variety of national-level OEM representatives.

Mike Anderson of Collision Advice will again bring his unique flavor of education with best practices and estimating with “Write it Right,” tidbits of management advice and “Life Nuggets to Live By,” a phrase coined from last year that tells you how much more you get from him than just the facts.

“WMABA does a great job with Collision P.R.E.P.,” adds McNee. “Other than SEMA, it’s the only place to get this type of high-level education.”

Pre-registration for NORTHEAST is currently underway. For more information on Collision P.R.E.P. and to pre-register for NORTHEAST 2019, visit aaspnjnortheast.com.

NJA

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NJA FEATURE By Joel Gausten

FACT

and

FRICTION:

A Chat with the Insurance Side In a first for New Jersey Automotive, we sit down with a high-ranking member of the state’s automobile industry for a candid and informal conversation on some of the common disputes (and, in some instances, the common ground) that exist in shop/insurer relationships. Speaking anonymously, this insurer representative has served as everything from a claims adjuster to a corporate executive and a leading figure in the regulatory and legislative arenas. The following exchange was civil and professional on both sides – but don’t think for a second that there were any kid gloves in sight.

36 | New Jersey Automotive | January 2019

New Jersey Automotive: What do you consider the ultimate and most appropriate role of the insurance industry during the collision repair process? What do you consider the shops’ role and responsibility in this scenario?

Repair shops and insurance companies are a lot more alike than they maybe realize. They have very similar challenges. They both try to make a profit, they’re both struggling with finding competent people and they’re dealing with the enormous pressures of technology changing the way their businesses are run. They’re dealing with the changing expectations of customers.

Also, they’re both dealing with the enormous role – and some would say too big of a role – of the vehicle manufacturers. The bottom line is that auto insurance rates – the premiums that companies charge – are regulated by state government. They’re not just chosen by the insurance company.

Companies have to go to a regulator and present data to support the rates they want to charge. Of course, state regulators – who are politically driven – are always pushing back. Like the auto body repair shop, they’ve got to find ways to become more efficient and effective so they can still return a profit.

It’s business. That’s where I think the dynamic starts.

Everybody wants the customer to be happy. At the same time, the insurance company wants to pay out the claim – but not necessarily as much as the repair shop would like. Of course, the manufacturer wants everybody to buy their parts, and they mark them up insanely. The other issue that everybody’s grappling with is the fact that cars are just becoming a lot more complicated to work on. When I started to drive, a rearview would get knocked off and it was $40 to fix. Now, if that

NJA0119.qxp_NEW JERSEY AUTOMOTIVE 12/21/18 4:44 PM Page 37

mirror gets knocked off, it’s a $1,300 part, it has to be affixed to the car through body work and you need to call the computer tech in to realign the computer in the car. All of that costs money. Of course, the body shop wants to get paid what they feel is a fair rate. At the same time, the insurance company is trying to control costs.

Now, layer onto that the fact that there are a lot of just really bad repair shops that customers want to go to for whatever reason. That just complicates it for everybody. There’s no easy, simple answer; there’s a lot more grey than there is black and white in terms of shops and insurance companies.

NJA: How would you define a “really bad” repair shop?

A shop that doesn’t have professional standards, the technology or the staff to really do the job right. If a car is being repaired through a DRP, [the insurer] is standing behind that work. So, the companies would prefer to work with a DRP shop because they know the standards and the audits and have the confidence to back the repair work.

NJA: You just mentioned “standards.”

Obviously, vehicle technology is growing at a rapid pace, and many OEMs are stressing the importance of following their repair procedures. For example, Ford recently issued position statements in support of performing pre- and post-repair scans, and several other manufacturers have issued position statements along those lines. If the companies that actually make these vehicles are urging shops to repair them a certain way, why does there still appear to be such reluctance from insurers to pay shops for these recommended – and, in some cases, outright required – procedures?

Part of it is the rapid deployment of all of this. It’s just moving so fast. Of course, the shops are on the frontlines and are much more engaged with vendors and their requirements.

Insurance companies tend to lag a little bit behind, and that’s why I think the

associations can be so critical. The associations the shops belong to really need to convene groups of companies and their executives and managers and say, ‘Hey, vendors are pushing this on us for these reasons.’ I think the communication has got to be there to help [the insurers] understand that the more you follow the rules, the better off you’re going to be. It would be best if everybody started sitting around the table, because we’re all in the same boat together.

NJA: With that said, there are already clear instances where communication isn’t working. For years now, AASP/NJ has been pushing its members to use a paint and materials cost accounting system. There was even a bulletin issued by the state to that effect. But here we are in 2019, and I can tell you that some insurers apparently never got the memo. The industry is very clearly stating its case openly to insurers, but there is still resistance from your side to actually embrace that.

Yeah, that’s part of the corporate challenge, if you will, that goes on. I don’t think there’s an easy answer to it.

To the degree the associations can continue to find the right people to talk with…It may be that it’s just more regional. It may be that you find the regional manager and sit down and have a cup of coffee as opposed to a formal meeting. I think the frontline folks are just as frustrated as the shop owners, but insurance companies tend to be larger and have more bureaucracy and tend to push top down. The challenges are really local. You take a national insurance company; it insures a lot of people, and it’s being run out of an ivory tower somewhere. Meanwhile, the local shops here in New Jersey are trying to effect change, and things are disconnected…You got to just keep going for it.

NJA: It could be argued that the collision facility is the entity best trained to determine the appropriate parts and methodology that should be used to complete the repair. How much input should insurers have over the repair process in this case? If the repair facility is indeed following

manufacturer recommendations and has received the necessary training, why do insurers often insist on procedures that defy that shop’s professional judgement?

Again, it’s the pressure that’s on the companies, because they’ve got to go back and justify their rates. They have to try to manage the claim process.

Generally, on a day-to-day basis, most shops and most adjusters are going to agree on a repair. It’s that one in 10, two in 10 or three in 10 that’s just a big disagreement. One of the other challenges is all the data technology and analytics. Insurance companies have access to these huge databases that are becoming more sophisticated on claims, the resulting damage from a claim and what should or shouldn’t be repaired. Again, I think it’s a communication issue. If the shop thinks a panel needs to be replaced as opposed to being repaired, the quickest and easiest way to a resolution is for the shop to give the carrier data and say, ‘Listen. It’s going to take me five hours to repair it at this rate as opposed to buying this thing new and taking a half an hour to put it on. The cost difference is this.’ When a manager sees that, it makes sense. But if the communication is just a fight, the company is going to believe their data over an individual shop’s.

If auto insurers could charge whatever they wanted, there wouldn’t be so much pressure on the shops. But the insurance companies can’t; they can only charge what the state allows them to charge. The state doesn’t want them to raise their rates.

NJA: Let me ask you to put yourself in a body shop owner’s shoes. You look around and you see a mechanic get $100/hour, a computer tech get $150/hour, etcetera. These are all industries that don’t have anywhere near the overhead or the regulation that body shops do, yet you have to have - in most cases - a Labor Rate that could be half the rate of those mentioned above, dictated to you by a third party. How can you justify that? continued on page 40 New Jersey Automotive | January 2019 | 37

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YOU tell us what and when and WE worry about how to get you the right parts when you need them.

How do we do it?

• 80 wholesale professionals • $6.2 million on-site inventory • 24-hour work schedule • Regional / national parts locating • Same night manufacturer deliveries • 24-hour return / credit process • Automated order delivery and tracking

But really, it's not about us...

IT'S ALL ABOUT YOU!

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Visit us at NORTHEAST® Booth 408

Left to right: Bill Grasso (Operations Mgr.), Bill DiRusso (Director), Dennis Davenport (GM), Bill Curren (NJ Sales Rep.) and Nick Halliday (Sales Mgr.)

New Jersey Automotive | January 2019 | 39

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NJA FEATURE

continued from page 37

There is no question that everyone is under pressure to find good talent.

A challenge for shop owners in the Northeast is that for very real reasons, their costs are higher than, say, a shop in Indiana or Idaho. But insurance companies are using averages, so the Labor Rate the insurance company is willing to pay is going to be lower as a result. Another reality is that there are shops right here in New Jersey that agree to the Labor Rates insurance companies offer, and these shops do good work.

NJA: The recent vehicle crash tests performed by Texas attorney Todd Tracy raised issues over the appropriate use of aftermarket parts. Many of our readers have expressed concern that the testing of these parts, even those that are certified by a third party, does not include the same criteria used by OEMs.

The debate over OEM versus nonOEM has been going on for decades.

The challenge is that the materials used in building cars has changed dramatically in the last decade. It’s going to continue to change. Vehicle manufacturers have to find ways to make cars lighter. As more cars with sensors are introduced, this is going to become a bigger and bigger problem.

There are questions over the folks who certify non-OEM parts and how far they actually go. I think this debate is going to intensify as the parts become more complex. I don’t know if anybody knows the answer to the question or the right solution, but it’s certainly on the industry’s radar because it’s just becoming more complicated.

I know the frustration on the body shop side; a lot of times, the fit and finish isn’t anywhere near what the original part was. But at the same time, the original part was a hell of a lot more expensive. Again, both sides need to see the other side’s point of view. The insurance side has to find a way to contain costs. When that part doesn’t have anything to do with the safety or the operation of that vehicle, the insurance company is going to want to use a non-OEM part.

40 | New Jersey Automotive | January 2019

continued on page 57

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KEEP IT GENUINE

INSIST ON GENUINE GM PARTS

Using Genuine GM Parts for collision repairs is better for your customers, and better for your business. Contact the following dealers for all your Genuine GM Parts needs: MAXON BUICK GMC 2301 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631 maxonwholesaleparts@gmail.com

www.maxonbuickgmc.com

FLEMINGTON CHEVROLET BUICK GMC CADILLAC 211 Highway 202 Flemington, NJ 08822 Phone: 877-657-2787 Fax: 908-782-1795 www.njparts.com

FRED BEANS PARTS 131 Doyle Street Doylestown, PA 18901 Phone: 877-942-3267 orders@fredbeans.com www.fbparts.com

BAY RIDGE CHEVROLET OF BROOKLYN 1575 86th Street Brooklyn, NY 11228 Phone: 833-244-3475 Fax: 718-392-6570 www.bayridgechevy.com

NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 parts@nucar.com www.nucar.com

New Jersey Automotive | January 2019 | 41

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WHY GENUINE PARTS? It’s the Right Thing to Do

You lose money when aftermarket parts don’t fit. Toyota Dealers are your best source for Genuine Toyota Parts. All it takes is one call.

For Toyota Genuine Parts please call one this authorized local Toyota Dealer: Glen Toyota 23-07 Maple Ave, Fair Lawn, NJ 07410 Toll Free: 800-444-1959 Direct: 201-791-1133 Fax: 201-703-5652 parts@glentoyota.com www.glentoyota.com

Visit us at NORTHEAST® Booth 247

ToyotaPartsAndService.com

LYNNES

AUTO GROUP WHOLESALE DEPARTMENT

JAGUAR MORRIS COUNTY Attention Body & Repair Shop Managers…

What can Jaguar Morris County do for you?

• Competitive "Negotiable" Discounts with Free Delivery • Knowledgeable Staff - Over 20 Years Jaguar Wholesale Experience • 99% of Orders Delivered the Next Day… Max 48 Hour Turnaround • Back Orders Chased • Parts Hunted Down!

JAGUAR MORRIS COUNTY 275 Main Street, Madison, NJ 07940 Phone: 973-377-6443 Fax: 973-410-1503 jaguarparts@paulmiller.com www.jaguarmorriscounty.com

HOURS:

Monday-Friday: 8am to 5pm Saturday: 8am to 2pm Sunday: Closed

Genuine Service & Parts

Land Rover Parsippany offers great wholesale pricing to our program partners. Call or email our Parts Department to join our Land Rover Wholesale Parts Program.

LAND ROVER PARSIPPANY 189 Route 46 East, Parsippany, NJ 07054

SERVICE, SELECTION AND VALUE SINCE 1953

Delivering to the New Jersey/New York area.

Phone: 973-575-7593

Genuine Nissan parts are built to the same standards as Nissan vehicles. It’s no wonder they’re the driving force behind the most exhilarating vehicle on the road.

LrpParts@paulmiller.com www.paulmillerlandrover.com

7 experienced countermen and 12 drivers ready to serve

Fax: 973-575-5583

HOURS:

Monday-Saturday: 8am to 5pm Sunday: Closed

Part of the Paul Miller Auto Group

42 | New Jersey Automotive | January 2019

Part of the Paul Miller Auto Group

Parts: 800-782-7597 E-mail: John@lynnes.com www.lynnesnissan.com Hours: M-F 7:30am - 6pm, Sat 7:30am - 2pm 5 Alva Street | Bloomfield, NJ 07003

NJA0119.qxp_NEW JERSEY AUTOMOTIVE 12/21/18 4:44 PM Page 43 T

Superior customer service starts with Town Audi and Audi Genuine Parts.

• Our expert parts staff is ready to serve you with over $500,000 in inventory and a fleet of trucks to help ensure same-day delivery on most orders • We respect your time, and offer a quick and accurate order process to help meet your needs • Proudly serving the Tri-State area with Audi Genuine Parts since 1970 • Same-day delivery on stocked items, next-day availability on most non-stocked items

Town Audi 400 South Dean Street Englewood, NJ 07631 Parts Direct: 888.779.6792 Fax: 201.541.0314

Email: audiparts@townmotors.com

Hours: Monday-Friday 7am-7pm

Saturday: 8am-5pm

Porsche Genuine Parts & Service.

With our comprehensive inventory of Porsche Genuine Parts & Service, you will guarantee your customer optimal safety and reliability and ensure their Porsche remains what it is: an original.

Maintain Originality.

Town Porsche 105 Grand Avenue Englewood, NJ 07631 201-227-6505 town-motorcar.porschedealer.com

© 2018 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

New Jersey Automotive | January 2019 | 43

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Unsurpassed Quality. Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer.

MAXON HYUNDAI 2329 ROUTE 22 WEST UNION, NJ 07083 TOLL FREE: 800-964-7281 FAX: 908-851-5631

LIBERTY HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-2400 FAX: 201-529-2138

44 | New Jersey Automotive | January 2019

ACTION HYUNDAI 180 US HIGHWAY 202/31 FLEMINGTON, NJ PH:908-782-8250 FAX: 908-237-0036 E-MAIL: fmondello@flemingtonhyundai.com www.hyundaipartsusa.com

WAYNE HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-2400 FAX: 201-529-2138

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INDUSTRY ADVICE

ASK MIKE

How Can Shops Better Attract New Technicians?

Do you have a question for Mike? Contact New Jersey Automotive Editorial Director Joel Gausten at joel@grecopublishing.com or (973) 600-9288, and we’ll ask him in a future issue.

This month, we “ASK MIKE” to discuss how shops can better attract and retain new technicians. We at New Jersey Automotive hope you find this following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industry-related matter that he can answer in a subsequent issue.

New Jersey Automotive: Obviously, a lot of shops out there have a hard time finding and retaining new technicians. Finding success in this arena typically begins at the vocational school level. Based on your experiences as a former shop owner, how can repair facilities work to better connect with students before they graduate to bring them into the industry?

Mike Anderson: There’s a saying: ‘Don’t steal fish from another man’s pond.’ It was never my goal to try to recruit employees who worked at other facilities. That’s not to say that I didn’t have people working for me who had previously worked somewhere else, but I didn’t reach out and try to recruit people from another shop. I didn’t believe in that. When I first purchased Wagonwork from my dad in May 2000, my goal was to grow our staff. I did that in a variety of ways. The first way was through what is now called SkillsUSA. Because I was fortunate enough to live in the DC/Maryland/Virginia area, there were multiple vocational school programs at that time. I got involved in the Advisory Boards at each of the schools that were in my local area. At one time, I was on seven or eight different high school Advisory Boards.

The first thing I did when I joined those Boards was sit down with the instructors and ask, ‘What do you need from me?’ I found out that a lot of the programs had restricted budgets. I started working with them in getting the materials, tools and equipment they needed to modernize.

The second thing I did was offer up one of my employees as a monthly guest speaker to inform students about the different positions and opportunities in the collision repair

46 | New Jersey Automotive | January 2019

industry. I also put together a curriculum for students so they could prepare for their SkillsUSA competitions. I gave that curriculum to the schools and said, ‘These are the things that the students really need to have in order to be successful. If they don’t have these things, let us know and we’ll supply that for the contest.’

We would go to the schools and conduct contests for the students. My employees would serve as judges. At the end of each contest, we’d say to the students, ‘Okay, here’s how you should have done this. Here’s what you could have done to be more efficient or more qualityoriented.’ This led to us conducting the SkillsUSA contests for Virginia and Maryland. We did those for many years. We would host those contests at our shops so that the students were all using the same welder, tools and equipment. We partnered with our vendors and equipment distributors to help us host these full-day events. While my employees conducted the contest, I talked with the parents about debunking some of the myths in the industry. During the years we hosted the contest, I don’t think we ever had anyone from Maryland or Virginia place less than fifth for Nationals. The students we worked with always did extremely well.

Our work with SkillsUSA also came with a side benefit in that we got to see how the students worked. It was almost like an NFL draft day. Also, the students got to see our shop, and we often had Porsche, Mercedes-Benz and Audi vehicles there. It helped us to recruit a lot of employees. That wasn’t our intended goal, but it was another nice benefit. Towards the end of my career as a shop owner, I had 63 employees. Most of them were in their twenties and thirties, and more than 50 of them came from SkillsUSA. During the summers, we would take on a lot of students through an area apprenticeship program. At the time, GEICO would pay up to $3 an hour, up to a 40-hour week, for a one-year period to help encourage shops to hire apprentices. I managed that apprenticeship program for continued on page 49

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INDUSTRY ADVICE WMABA, and we would place the students in other shops.

GEICO was a great supporter back then. In addition to working with vocational schools, we would also connect with colleges and work with students on the postsecondary level.

Another thing we did to recruit employees was work with the Association for International Practical Training [AIPT]. We brought people in through J-1 work visas from Denmark, Germany, France and England. A J-1 visa allows people to come and experience the American way and work here legally for 18 months. We made sure we furnished them with a place to live and paid them a fair wage. We had six or seven employees who came over from Europe. All but two of them just loved America, and they actually applied for a permanent green card and ended up working for us.

We also tapped into the military. Because I had been in the military, I knew a lot of those people were looking to find a career afterwards. Every military branch has a website where you can look at the résumés of military people as well as post ‘help wanted’ ads. When we developed our website, we created a ‘careers’ section. I find that most shop websites don’t have a place where people can go to apply for jobs. We also developed a recruitment brochure.

Unfortunately, a lot of people want to hire those who are already trained. While that is an easy, short-term solution, I found it was better to suffer through the pain for the first year or so and give inexperienced people an opportunity. Once you are a year or 18 months into it, you have a fresh pipeline of people coming in.

Above all, I want to recognize my employees who were willing to take on apprentices and train them. I may have found and recruited those apprentices, but my employees were the ones who helped these recruits thrive.

NJA

Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com).

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50 | New Jersey Automotive | January 2019

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52 | New Jersey Automotive | January 2019

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ARANJ Officers

President Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net

1st Vice President Ian Szoboszlay Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com 2nd Vice President Darryl Carmen Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com 3rd 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 Board of Directors David Yeager EL & M Auto (609) 561-2266 elandmauto@aol.com

Ed Silipena American II Autos (609) 965-6700 esilipena@yahoo.com

Norm Vachon Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com Dylan Rinkens East Brunswick Auto (732) 254-6501 ebautonj@comcast.net

ARANJ

The Automotive Recyclers Association of New Jersey

President’s Message The Wave of Change

As I traveled to the ARA (Auto Recyclers Association) Annual Convention and Exposition last month, I was excited because it was my first convention representing New Jersey. The first meeting of the day was with the affiliate chapters of ARA. Here is where each affiliate gives their state’s updates. Many states are facing the same issues: Declining membership, increased regulations, unlicensed auto recyclers and a whole host of other issues. I say, “The best way to predict the future is to get involved to help create it.” Creating change requires self-analysis and a tremendous amount of truth. The auto recycling industry really needs to understand that we are Tier 1 suppliers to our customers.

We need to do a much better job for our customers. Our goal is to provide a consistent, quality replacement part in an acceptable time frame. How do we do that? Well, a big theme at the Convention was certification. NSF is a global organization that certifies many different business segments and has developed an auto recycler certification process that has been endorsed by ARA and URG (United Recyclers Group). Creating such a certification would allow forward-thinking auto recyclers a way to better service their customer by creating standards that would hold auto recyclers accountable. So, I leave you by stating that the auto recycling industry understands that we need to get better, and we will meet the challenge.

Rodney Krawczyk, ARANJ President (732) 254-9816 ext. 100 aceautonj@comcast.net

Wharton Insurance Briefs

New Year’s Resolution to Operate Safely I believe we would all agree that our 2019 New Year’s resolution is to make more money - more easily.

Operating safely increases profit margins in many ways. It helps prevent injuries and, in turn, is less likely that you will be short-staffed. Proper staffing assists in creating more production. It also allows you to avoid the increased costs of training new employees. Maintaining equipment will help prevent unnecessary breakdowns and costly repairs. More importantly, it will be available as an asset and not a liability.

A resolution to operate safely will help “bring home the bacon” and bring in a “sizzling” New Year.

We would certainly be happy to assist you in having a HAPPY NEW YEAR! Mario DeFilippis, AAI Vice President 800-221-0003 (ext. 1320) 908-513-8588 (cell) mdefilippis@whartoninsurance.com

New Jersey Automotive | January 2019 | 53

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EXECUTIVE DIRECTOR’S MESSAGE continued from page 18

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Today, there are guidelines and repair procedures that must be specifically followed in order to repair vehicles safely and properly.

The process of researching correct repair procedures is commonly referred to as “blueprinting.” Part of the blueprinting process includes scanning the vehicle to identify any electronic system failures or electronic components that are no longer working (or not working properly as the result of a collision).

Scanning a vehicle multiple times and researching the proper OEM repair procedures in order to create a safe and proper repair plan or blueprint can be a timely process. Of course, insurers often refuse to pay, or they attempt to limit payment to an amount not even close to covering the cost and allowing for a reasonable profit.

That’s a subject for another day.

The bottom line is no one can accurately predict exactly where things are headed or what the collision industry might look like a few years from now. Will giant computers be able to scan a damaged vehicle and automatically generate a valid estimate on the cost to safely and properly repair a damaged vehicle? If what is taking place in the industry right now with photo estimating is any indication of where things are headed, we are in deep trouble. One thing is for sure: What the collision industry will look like in a few years will be nothing like what we have previously seen. It will look more like a Star Wars movie. I urge everyone to continue to watch the stories published here to keep up with the changes taking place, as we will be monitoring them closely.

NJA

NJA0119.qxp_NEW JERSEY AUTOMOTIVE 12/21/18 4:44 PM Page 55

LOCAL NEWS

continued from page 26

of strategies shops should take to encourage more business, engage with customers and consistently promote their brand.

Nelson has a passion for the automotive world that stems from growing up in a family of automotive professionals. Her roots in the automotive profession date back to her great-grandfather, who had a body shop in Illinois. B2B Automotive works with about 500 automotive collision repair shops, towing companies, vehicle dealerships and distributors of auto collision repair equipment and paint supplies nationwide in helping them reach and engage customers.

“Shops need to be consistent across the board with their logos, branding and how they position themselves on social media,” she advised.

Nelson spoke about how OEM certifications and building DRPs can play a role in increasing business, but she also emphasized that shops need to bring their presence up on their own and not just rely on outside parties to generate customers.

In most cases, social media and online reviews are not high on the to-do list for shop owners, but many don’t realize the missed opportunity by not taking advantage of them. Noting the importance of a strong online presence, she demonstrated how to use tools like Google Analytics and maintain a good online reputation by effectively answering favorable and non-favorable reviews.

Nelson says B2B Automotive is increasing its East Coast presence and plans to be more involved with shops in New Jersey and the surrounding area.

She offered all members who attended a free two-hour consultation.

“It was a great presentation,” said AASP/NJ President Jerry McNee. “The information she shared was well needed and well received. Michelle covered everything we need to focus on as technology continues to evolve. It was quite a shock to see that online

posts can really generate a substantial amount of attention. It’s important to know about this end of the business.

Shops need to capitalize on it and use it to their advantage.”

The ISAT team also took part in providing training to AASP/NJ members by demonstrating Pro Spot and Spanesi equipment as part of the event. Nick Mattera of ISAT sang the praises of B2B Automotive, which took

his company’s website and social media presence to the next level.

“Our experience with B2B has been first-class, all the way from our first meeting through all of our communication. Today, we are in a much better place for the needs of our industry and our customers. We are set up for the future in a way that we could not have done ourselves.”

NJA

New Jersey Automotive | January 2019 | 55

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Superior service starts with superior parts.

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56 | New Jersey Automotive | January 2019

Mazda of Lodi 130 Route 46 East Lodi, NJ 07644 Phone: 866-716-0511 Fax: 973-594-4933 www.mazdaoflodi.com

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NJA FEATURE continued from page 40

NJA: Why doesn’t the insurance industry just settle this debate once and for all and have the parts they want to use verified through crash tests?

Cost and liability. If the industry does that, they have to assume liability for that. It’s also a huge cost. The industry is not going to get into crash testing parts; the potential liability is just too big. They also don’t see it as their role. At some point, there might be enough pressure on a non-OEM part manufacturer to actually make them start doing it themselves.

NJA: Is there anything that you would like to add or address?

I have a very high regard for good, professional repair facilities. I understand the amount of effort it takes to build one and maintain it. The trade is changing dramatically day in and day out, and it creates huge challenges as well as opportunities. At the same time, the shop owners have got to understand the pressures that are being put on the insurance industry. The companies would love to pay, but they can’t get the rate. There’s got to be some recognition on the shop side that the insurance guys are not just an open checkbook; they have somebody else to answer to.

NJA

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