New Jersey Automotive March 2024

“At Kindig-it Design, we choose Sikkens for consistent, awardwinning finishes that turn every ride into a true masterpiece.”

Dave Kindig

P.O. Box 734 Neptune, NJ 07753

EXECUTIVE DIRECTOR

Charles Bryant 732-922-8909 / setlit4u@msn.com

2023-2025 OFFICERS

PRESIDENT Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com

COLLISION CHAIRMAN/ PAST PRESIDENT ATTENDING

Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net

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

Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com

Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.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

Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us

Danielle Molina, Perfect Bodies Collision Center (973) 777-7881 / Danielle@PerfectBodiesCollision.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

Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com

PRESIDENT/PUBLISHER

Thomas Greco / thomas@grecopublishing.com

VICE PRESIDENT/SALES

Alicia Figurelli / alicia@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR

Alana Quartuccio / alana@grecopublishing.com

MANAGING EDITOR

Chasidy Rae Sisk / chasidy@grecopublishing.com

OFFICE MANAGER

Donna Greco / donna@grecopublishing.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

Alicia Figurelli

Thomas Greco

Dan Hawtin

Rich Johnson

Mike Kaufmann

Wes Kearney

Nick Kostakis

Jim Kowalak

Keith Krehel

Joe Lubrano

Michael Lovullo

Jeff McDowell

Sam Mikhail

Ron Mucklow

George Petrask

Russ Robson

Jerry Russomano

George Threlfall

Anthony Trama

Cynthia Tursi

Lee Vetland

Paul Vigilant

Rich Weber

Brian Vesley

Glenn Villacari

Stan Wilson

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ONE NORTHEAST

Is it me or does it seem like there are more automotive shows going on than there are people coming across our border? Almost every week, I get an email telling me not to miss the “industry’s greatest show.” In fact, I bet if you wanted to, you could attend a trade show every weekend.

Now, don’t get me wrong. I obviously think trade shows are great for any industry. They give everyone a chance to see and touch all the great new tech, tools and equipment as well as get trained and educated by experts. Trade shows are an integral part of any business’s hope of survival, especially in today’s everchanging automotive repair industry.

Putting together a trade show is a lot of work. And I salute and wish all the best to every group who hosts one. But having said that, there is only ONE NORTHEAST® Automotive Services Show.

For those of you who have been around the block like I have, you remember that back in the day, there was NACE, and there was NORTHEAST. SEMA gradually replaced NACE, and as many others have come along, NORTHEAST still stands tall as the largest regional trade show of its kind.

As we enter our 47th (47!) year, it has been amazing to see the show grow from a hotel table top to filling over 65,000 square feet at the Meadowlands Exposition Center with more than 300 booths and 100 exhibitors.

by THOMAS GRECO, PUBLISHER

Last year, our attendance grew to well over 5,000 automotive professionals, our educational slate was sold out and exhibitors sold hundreds of thousands of dollars of product. If you live in the region, you NEED to be at NORTHEAST!

This year’s show will once again offer the best in education, training, technology, tools and equipment. Special props to Mike Anderson’s Collision Advice for debuting their “Collision Advice NORTHEAST Workshop Series,” Dave Luehr’s Elite Body Shop Academy for presenting Thursday’s “Know Your Numbers” workshop and AkzoNobel for bringing in the one and only Dave Kindig from MotorTrend TV’s Bitchin’ Rides . Other can’t-miss events include the Second Annual Bodywork Bowl Collision Repair Skills Competition, $5,000 in NORTHEAST Dollars (That’s a total of FIVE GRAND – 10 attendees get $500 to spend on the show floor!) and so much more.

There is no excuse NOT to come to NORTHEAST. It takes place over three days (four including the “Know Your Numbers” workshop): March 15, 16, 17 at the Meadowlands Exposition Center in Secaucus. Plenty of opportunity to drive over. And did I mention, it’s free? I promise you will leave with something to help your business improve.

After all, we’ve been doing this for almost 50 years

Elevating the Standards in Modern Collision Repair

In today’s rapidly advancing automotive landscape, the complexity of vehicles encountered in collision repair is increasing at an unprecedented rate. The once straightforward process of fixing damaged body parts now involves a plethora of intricate tasks, such as calibrations, module programming, initializations and a comprehensive array of post-collision inspections, including steering column inspections, SRS/airbag inspections and seat belt assessments, to name just a few. Interestingly, these critical procedures have little to do with the visibly affected parts of the vehicle resulting from the collision, but they are important, nonetheless.

by KEN MILLER

actors or have malicious intentions, but some are or do. Regardless of their intentions, their actions can be categorized into two overarching themes: negligence and gross incompetence.

Negligence suggests an understanding of what is required but failing to use reasonable care in its performance. Often, financial considerations, such as denial of reimbursement for certain procedures, can lead to decisions to omit crucial steps in the repair process. On the other hand, it reaches a level of gross incompetence when characterized by a conscious, voluntary omission in reckless and willful disregard of one’s duty and the

Failure to research the manufacturer repair procedures and mandates is another reason why shops are falling short of delivering complete, safe and quality repairs. It is not uncommon for quality-oriented shops to have several hundred pages of repair procedures to repair a vehicle that has seemingly minor damage with no welded parts and without SRS deployment. Neglecting to identify all required procedures – such as one-time use parts, torque specifications or repairability matrices – can have a significant negative impact on repair quality and the safety of the vehicle post-repair.

It seems many shops are well-intentioned, believing they are doing the right thing but lacking the knowledge and education to identify the necessary requirements. This presents an opportunity for improvement, as gaining knowledge through training organizations such as I-CAR is very accessible; however, a more significant challenge lies in addressing the intentional omission of proper repairs by certain shops. Not all of these shops are bad

consequences to the other party. Generally fueled by greed, this approach puts the repair shop at risk of legal and financial repercussions, and both of these actions compromise the safety, value and overall well-being of the repaired vehicle and its occupants.

In conclusion, as vehicles become more complex, the onus is on collision repair shops to continually educate themselves and their technicians. My hope is that the subsequent training and the knowledge gained should help raise the bar and promote a culture of doing the right thing. Prioritizing the adherence to manufacturer repair procedures and staying informed about evolving technologies are critical steps in ensuring the safety, quality and integrity of vehicle repairs. The challenges are multifaceted, but with a commitment to ongoing education and a dedication to ethical and responsible business practices, collision repair shops can navigate the complexities of the automotive landscape and provide superior service to their customers.

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Terence

429

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Knock Off the F*$#ing Excuses!

Now, I know that we all have a lot of fun at work (ha), but it’s time to break away from the four walls of your shop to attend the 2024 NORTHEAST® Automotive Services Show – scheduled for March 15-17 at the Meadowlands Exposition Center (MEC) in Secaucus, NJ – the best thing about being part of this industry!

If knowledge is power, that means education is the key to unlocking that power and your success.

NORTHEAST is the largest regional automotive trade show in the country where the best of the best share their knowledge to help shops move forward and do better (check out this year’s educational slate on page 28). And it’s where over 150 exhibitors showcase the latest tools, products, equipment and services. Not to mention, where else do you have a chance to win $500 in NORTHEAST Dollars or compete against other auto body repairers to prove you’re the best in the Bodywork Bowl?

But I get it; I used to be the same way…You’re too busy to get away from the monotony. “I’ve got cars to get out the door.” “Weekends are my chance to veg out and put my feet up; I can’t miss reruns of my favorite TV show.” Excuses, excuses, excuses. We’ve all got them because they’re easy to come up with, but you know what they say about excuses, right?

Well, there are lots of things they say about excuses, but perhaps the most relevant for independent shop owners is that excuses lead to missed opportunities and hinder our progress toward our goals. That also happens when you get stuck inside the same old box, doing the same thing day after day without ever lifting your head to look around you. NORTHEAST is a prime opportunity to see the world outside your shop in a brand new light. It just means that you have to be open-minded enough to accept something new.

Stop dwelling on what else you could be doing and focus on what just might happen if you invest the time and energy into doing something different, stepping outside that damn box and getting involved with the best thing happening in 2024, right in your own backyard!

You’re going to learn something new that helps improve your business. You’ll meet new people with similar or different ideas that might lead to implementing a process improvement

BY JERRY MCNEE

and NORTHEAST is the best place for repairers to gather as much information as you can because you’ll have the chance to ask questions and have more in-depth discussions with others who really understand the challenges you face.

For those of you who show up for just a few hours to strut your stuff, you have gained nothing when there’s so much that’s being offered, so take the time to really show up and get involved.

in your shop (or even just making a new friend to grab a cold beer with while walking around the show floor). You may find some new tools and equipment to make your job easier come Monday morning. And that’s just during show hours! After the doors close at the Meadowlands, you can grab dinner and drinks with friends and engage in invaluable conversations with some of the industry’s finest – that’s the cherry on the cake!

Over the years, I’ve learned that working harder for less isn’t the answer, but uncovering the solution to our industry’s many problems requires putting our brains together,

Running a shop can definitely be difficult, but what have you done to improve your business and this industry yesterday, today or tomorrow? Nothing in, nothing out.

Supposedly, death and taxes are the only thing guaranteed in this life, but I can guarantee something else: you’re going to gain a lot more from attending NORTHEAST than you would get from sitting at home and watching TV in your underwear. So, stop second guessing what you’re going to be doing March 15-17 and just do it! Register now at aaspnjnortheast.com.

ER Automotive, Hawthorne

ER Automotive is so much more than an automotive shop. It’s basically a rolling OEM dealership, accessible by dialing 917-Call-Ted.

Ted Reineke is the owner and operator of ER Automotive, an automotive service operation that is both mobile and brick and mortar. Reineke spends most of his day on the road, going in and out of automotive shops to assist them in all areas on the mechanical side of the fence. In more recent years, his operation has evolved into the world of ADAS as both collision repair and automotive shops depend on ER Automotive to perform those services. He also maintains a shop in Hawthorne where he performs all kinds of maintenance and basic automotive repairs.

Reineke knew what he wanted to do from a young age. His high school automotive shop class and a work study program at a taxi garage would launch what has become a successful career. “I started out young knowing what I wanted to do, but I had no idea it would take me to where I am today,” he reflects.

He went on to study at Lincoln Technical Institute and later spent about 10 years working at different Chrysler Dodge dealerships. “I started as a technician and grew into a foreman role, running a shop of 30 techs. When I started doing some side work for friends and family, I began to recognize that there was a lot more work to be done and pondered the idea of starting my own business.”

He explored what he calls “the wild idea” to be a mobile mechanic. He outfitted a truck with everything

he would need to do repairs and general service work. He kept his operation solely mobile until he decided the demand for mobile work had fizzled out somewhat. Although he was afraid to commit at first, he took the opportunity to rent an available bay at a Hawthornebased parts store he would purchase from. His customers included body shops that would come to him if they had trouble with diagnostic issues. When ADAS came into play, it really changed the focus of his business and took him back to the road.

“ADAS came about around 2014, but it didn’t really ramp up until 2017. That’s when I saw the body shops bring me in for this, and I saw the future of my business.

“Fast forward to today, and I am running around in and out of shops programming cars,” Reineke continues. “I service every car line. I have every factory scan tool; I am able to do everything. I never really run into a bump in the road. I like figuring stuff out. It’s what keeps me so busy. I am dependable, quick and efficient, and rarely has there been a need to bring a vehicle back to me after I’ve fixed it.”

Reineke believes strongly in quality service. He won’t perform anything less and, in fact, is sure to keep his business focused on his core customers. Taking on too much could affect the quality of his work, and he will never risk that.

Whereas coming to the rescue for emergency repairs and services is something Reineke’s core customers can most certainly depend on, the ER in his business’ name actually isn’t meant to stand for “emergency” – although it is quite an opportune assumption. Many will be surprised to know that ER stands for his initials as his legal name is Edward Reineke.

“Everyone knows me as Ted,” Reineke acknowledges, “My legal name is Edward. I was named after both my grandfathers. My parents wanted me to be named after them but also did not want me to grow up as ‘Little Eddie’ or ‘Eddie Junior,’ so they decided to call me Teddy, and it’s been my name ever since.”

Entrepreneurial spirit has been coursing through Reineke’s bloodstream since he was a youngster. Before he got into automotive work, he ran his own snow removal and lawn mowing businesses, always going by the name ER, which he’d proudly display on the invoices he’d draft up. When it came time to start his own automotive business, ER Automotive was the obvious choice for his operation.

Reineke recognizes the emergency room comparison makes sense based on the way his business is set up. ”The way my business has evolved, it really is an ‘emergency room’ repair. I am called in because a shop is stressed. If it’s a mechanical shop for example, perhaps they wasted too much time on diagnosing a car and are unsure of what to do. They may be thinking about sending

ER Automotive’s Ted Reineke at his shop

it to the dealership, but perhaps they can’t afford to do that without taking a loss on the repair. That’s where I come in with the emergency repair.”

His customers know he’s there to take care of them. “I will take care of my customers no matter what. I have appointments set up every day. If one of my customers calls me with an emergency, I will work it so that I get to it without affecting others who have appointments set. They know I will make it work and appointments will be

taken care of. Emergencies will be tended to after. I am also good at communicating back and forth. My phone is constantly going off. It’s organized chaos, but it works well.”

Recently, Reineke became a member of AASP/ NJ. “A lot of my customers have talked to me about the association, and I had been wanting to get more involved. It’s not easy for me to get away from the realm of work, but I decided to not push my hours so much. At the end of last year, I wrote down some things I wanted to do. Joining AASP/NJ was on that list, so I stopped by AASP/ NJ President Ken Miller’s shop and told him I wanted to sign up. I had one of my customers, Paragon Auto Collision (Wyckoff), join me at AASP/NJ’s January meeting at TOPGOLF, and they signed up with me. I was happy to bring them along.”

Being a part of the association is “good for me as I can gain knowledge and learn about what goes on behind the scenes. So much has evolved and changed with vehicles, and there is such a need for education and training. One can’t go through the motions and try learning by watching videos on YouTube.

“I am happy to be a part of AASP/NJ. It’s good to meet new people and see how they do things and how the industry is responding to changes. There is always something new to learn. Every day, I learn something from someone. I’m glad to be a part of a network of like-minded people.”

by ALANA QUARTUCCIO NJA

2024 THE KNOCKOUT

Automotive Repair Event of the Year

Between fighting to keep up with advancing technology, contending with customer expectations and going toe to toe with insurance adjusters during repair plan negotiations, every day in automotive and collision shops can leave repairers feeling like they’re on the ropes. But you’re not down and out for the count, so don’t throw in the towel just yet…you’ve got some powerful allies in your corner at the NORTHEAST® 2024 Automotive Services Show.

The gloves are off March 15-17 at the Meadowlands Exposition Center in Secaucus as AASP/NJ’s flagship event returns with all the training, tools and equipment shops need to deliver a knockout!

“We’ve worked really hard to put together a balanced event that brings together all the critical elements of a successful show – valuable education, fun events, giveaways and prizes and, of course, our outstanding exhibitors who are each bringing the best of their company on display,” says Alicia Figurelli, vice president of Thomas Greco Publishing, event managers of NORTHEAST. “Each of these on its own is enough for the typical shop to make the trip out to the expo center, but when you combine them all together, and put them under one roof, there’s truly nothing else like it in our area. We can’t wait for our

attendees to take in all that NORTHEAST has to offer.”

The supercard at NORTHEAST 2024 boasts a doubleheader you’ll want ringside seats to attend. Bob and weave your way around the trade show floor to peruse the industry’s latest and greatest tools and equipment, available from some of your favorite vendors.

Returning NORTHEAST Platinum Sponsor BASF always offers plenty to see and experience at their booth (#127), which will feature an opportunity to explore BASF’s Glasurit 100 Line, baslac 45 and recently introduced onecoat clear, R-M’s RMC1000.

“NORTHEAST offers BASF an exciting opportunity to connect with our customers and the local industry,” according to Marketing Services Manager Tina Nelles. “We’re excited to share BASF’s latest innovation and demonstrate how this can help shops. Stop by to meet Jonathan Goolsby, and we’ll also have Goolsby Customs’ 1969 Mustang on display, which debuted at SEMA 2023 where it made it into the top 12 in SEMA Battle of the Builders!”

Gold Show Sponsor Reliable Automotive Equipment (RAE) has a larger booth (#521) at this year’s show, allowing them to “display many products for the industry’s future needs – RAE is the future,” says Reliable’s Dave

by CHASIDY RAE SISK

Gruskos, a longtime collision expert who also appears on this year’s educational slate. He adds, “We are looking forward to reuniting with our old friends and colleagues. NORTHEAST is New Jersey’s premier event of the year, and we are excited to showcase our products.”

Second-time exhibitor Matthew’s Auto Supplies also expanded their presence at this year’s show, and this AASP/NJ member signed on as a Gold Show Sponsor. If you’re looking to keep your guard up, plan to stop by booth #124 for a demonstration of their cold panel replacement procedures and OEM duplicated seam sealer techniques. The supplier will also be showcasing its consulting and body shop inventory management services.

“NORTHEAST offers a great opportunity to talk to many shop owners and repair professionals, and we’re looking forward to another year of high attendance,” shares Rick Haas (Matthew’s Auto Supplies). “As an exhibitor, connecting with our customers is vital, but NORTHEAST also boasts an impressive educational program with many well-known industry trainers, so I’m planning to attend some classes to obtain the continuing education that will position me to help my customers even more as shops contend with the ongoing profit margin erosion plaguing their businesses.”

Silver Sponsor Alloy Wheel Repair Specialists is a first-time exhibitor that is looking to engage more with the industry. “When we began attending various industry events around the country last year, it was apparent that we had been missing a lot of networking opportunities, including the untapped potential to work with associations, like AASP. NORTHEAST encompasses a chance to expand both of those initiatives and is also a great place for us to bring in our regional teams to meet with local customers,” states Dale Huckabee (Alloy Wheel Repair Specialists). “Relationships are key, so we’re excited to mix and mingle with the regional presence at the show!”

Visit them at booth #432 to grab a special St. Patrick’s Day rubber duck, available only at NORTHEAST. “We like to have a little fun as we engage and participate,” Huckabee explains, adding, “We’re hoping to benefit from the educational aspect of NORTHEAST. Although we’re a vendor, we undergo a lot of the same struggles that body shops encounter, and we want to learn more about their challenges so we can determine where we fit in their timeline and do what we can to expedite things.”

Struggling to find fresh talent for your facility? Slip by booth #232 to check out first-time NORTHEAST exhibitor, BodyShopJobs.com, to learn more about how they can help you. “Being a startup, our focus has been on finding effective avenues to introduce BodyShopJobs to the automotive collision industry at large,” Diane Benting explains why she decided to exhibit at NORTHEAST 2024. “I’m most eager to meet new people and establish valuable connections during the event.”

From start-ups to hard-hitters, NORTHEAST’s

exhibition floor offers a little of everything for everyone. “I love NORTHEAST mainly because we have more time to interact with our family of customers,” offers Tim Morgan of long-time exhibitor Spanesi Americas. “At the same time, the show offers educational content that is the best in the industry, brought to a local level. Spanesi Americas is proud to be a part of it.”

Looking to rub elbows with some of the heavyweights of the automotive world? Stop by Gold Sponsor AkzoNobel’s booth (#601) to check out the two cars they’ll have on display and meet Dave Kindig, star of MotorTrend TV’s Bitchin’ Rides , who will be signing autographs on Friday and Saturday. But keep your eyes peeled because you never know who else may make a celebrity appearance at NORTHEAST! (Explore the floor plan for this year’s show at bit.ly/NE24floor.)

The second main event, the NORTHEAST educational slate, will get repairers warmed up to throw those jabs, crosses and a few undercuts to go the distance in your shop all year long (see the full agenda on page 28).

On Thursday, March 14, Round One precedes the actual show with an exclusive early training event: a “Know Your Numbers Financial Workshop,” presented by Dave Luehr’s Elite Body Shop Academy (register at aaspnjnortheast.com/events).

Round Two starts on Friday morning with two special Collision Advice workshops, before the evening’s training kicks off at 5:30pm with a presentation by Chuck Olsen of NORTHEAST Education Sponsor AirPro Diagnostics (found on the show floor at booth #317).

During “Adopt, Adapt, Advance: ADAS Dos & Don’ts,” Olsen will review “new systems and the next level of autonomous. More ADAS features are coming into play, so we’ll be taking a look at some changes to make sure repairers are aware of what’s coming. Attendees can expect to walk away with updates on technology and a better grasp of how to assess a vehicle to determine what needs to be done and the best path to accomplish it.

“Different shops approach ADAS calibrations in a number of ways, from shops that specialize in all makes and models to those that sublet some or all calibrations, so we’ll also discuss how to make that determination,” Olsen continues, offering a spoiler: “The biggest ‘don’t’ is DON’T return a vehicle to the customer without all the necessary calibrations being done!”

In “The Future of Certification: Finding the Best Fit For Your Shop,” Gruskos promises, “Attendees will be walking away with a very clear understanding of where the industry is heading and how to stay ahead. Shops need certifications for pure survival of their business. Certifications are here to stay and will continue to be necessary in the future.”

Jeramy Holloway and Alex Stapleton of Spanesi Americas will share tips on “Put the Brakes on Passing Defects in the Repair Process.”

continued on pg. 24

VISIT BOOTH #521 AT AASP/NJ’S NORTHEAST SHOW!

MARCH 15-17

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continued from pg. 21

“If you’re working in a repair facility that has processes, you have a baseline for what happens on every car that flows through the shop; you’re following certain standards,” Holloway notes. “Before the car moves onto the next phase of the repair – from intake to repair planning, body, paint, reassembly, etc. – it needs to pass a quality control inspection to ensure it achieved the necessary condition, and that ultimately puts the brakes on passing a problem down the line because you have a chance to resolve it during the right stage of the process.”

Why is that important? “When shops understand how to implement a quality control process, it increases throughput, so they are more efficient, make more money and enjoy higher customer satisfaction; it helps them improve their business on many different levels,” Holloway explains. “Passing a defect causes many problems, the biggest being if the defect makes it to the end of the process, all the way to the highway, you end up in a bad situation with the customer or worse – in front of a grand jury!”

Ding ding ding! Round Three commences at 8am on Saturday with “The Latest in Electric Vehicle Technology and Repair,” presented by Jeff Poole (I-CAR). “The presence of EVs and hybrid vehicles continues to grow in our driving community, thus increasing the opportunities these vehicles will be in your shops more often,” Poole says. “Understanding the parts, systems and safety aspects of working with and around these vehicles will help mitigate issues and lead to more successful repair scenario outcomes.

“This session will provide insights into many facets of the EV world: understanding the technologies, systems, risks and what we need to consider at different stages from vehicle intake, initial inspection and high-voltage shut down to an understanding of electric shock potential and multi-layer safety implementation. Also included is an overview of special tools, equipment and specialized testing methods,” he continues. “It’s an electrifying experience; come realize your future potential!”

A second I-CAR class, “Ford Collision Repair Workshop,” will be taught by Ford’s Gerry Bonanni on Saturday afternoon. “Basically, this workshop covers all aspects of Ford collision repair,” Bonanni notes. “I will go into the workshop manuals, how to find information and then talk about specific vehicles and their construction and repair. The takeaway for the student is to help understand how Ford develops repairs, where and how the info works, and hopefully, what they learn will help them repair our vehicles better.”

The day’s agenda features two groundbreaking panel discussions. During the first, AASP/NJ President Ken Miller (821 Collision; North Haledon) will be joined by Josh McFarlin (AirPro Diagnostics), Nick Barbera (Union Collision; Union), Paul Sgro (Lee’s Garage; West Long

Branch) to discuss “Getting More ADAS in Your Shop: What Does It Take?”

McFarlin explains why this topic is so important: “A quick review of the data available from the information providers makes it clear that while the needle is moving in the right direction when it comes to ADAS calibrations, we still have a long way to go. There are still far too many people in our industry operating in denial by not accepting that the reasons to require a calibration are only growing and that a light on the dash, or a DTC, or a message on the display panel are hardly ever the reason.

“Just as important, this is not something that should be treated as a problem to solve,” he adds. “It should be viewed as an opportunity to work into your process and seen as additional revenue to collect in exchange for the proper repair of the vehicle. Learning from a group of panelists that are already in some stage of implementation when it comes to doing calibrations in house can be invaluable. This is not an all-or-nothing scenario; there are many ways to step into this work and to find a way to make it fit your business.”

Sgro agrees. “With today’s cars and technology, in order to ensure a safe and proper repair, it’s important that shops know what types of calibrations exist, what codes mean and how important it is. Our panel will help attendees better understand how important it is to know these details prior to and at completion of a repair for the client’s safety.”

“ADAS is one of the most important components of the vehicle,” Barbera tacks on. “It is important that calibrations are done – and even more important that they are done correctly. The technology is constantly changing, and it is up to the repair facility to stay on top of these items. I hope attendees will gain a fresh look at the ADAS industry and learn from other shops as to how to properly identify, perform and ultimately get financially compensated for these procedures.”

Later that afternoon, “Survivor: Exploring Trends That Will Shape the Next Decade & Beyond” will teach shops how to roll with the punches and come out swinging as Miller returns with Gruskos, Collision Advice’s Mike Anderson, Frank Terlep (Opus IVS) and AASP/MA Executive Director Lucky Papageorg to explore a variety of topics that shops will need to pay attention to if they want to be successful in the future.

“That future will be daunting for the ill-informed, but it will be extremely exciting and prosperous for those who prepare for it,” Papageorg predicts. “Seeing that list of fellow panelists, I am excited to hear what they have to say and to add what I can from what I have been hearing and observing. Attendees at this seminar will walk away with information and insight that will allow them to make future business plans based on a sound foundation of

continued on pg. 39

Calling All Contenders: Jump in the Ring at the Second Annual Bodywork Bowl!

Do you believe you’re the “heavy-weight champion” of estimating, painting or welding? Well, now’s your chance to step into the ring to prove your mettle at the Second Annual Bodywork Bowl Collision Repair Skills Competition, taking place all weekend long at NORTHEAST® 2024!

Contenders will face off to test their skills against one another for a chance to win a “purse” of $500 cash and other great prizes…plus bragging rights.

“From young to old, newcomers to seasoned professionals – and everyone in between, no matter their level of experience – we all claim to be the best. Well, in order to be the best, you have to beat the best! So, come climb into the Bodywork Bowl ring to go toe-to-toe with other top collision professionals and show everyone what you’ve got!” AASP/NJ Collision Chairman Jerry McNee (Ultimate Collision Repair; Edison) challenges last year’s champions and potential upstarts who could swoop in to take the gold, silver or bronze place winnings.

The inaugural Bodywork Bowl in 2023 brought the crowd to its feet as cheers could be heard around the show floor for the 60-plus competitors who duked it out for the right to be called “the best.” This year, the competition will be thrilling for both competitors and spectators with booth #649 offering ringside seats of the welding, estimating and virtual painting arenas.

Jill Tuggle, executive director of the Auto Body Association of Texas (ABAT), whose Texas Auto Body Trade Show Big Shots Competition was the inspiration for NORTHEAST’s contest, will again be coordinating the competition to ensure everyone has a fighting chance.

“It’s always exciting to celebrate the amazing technicians, painters and estimators who work so hard in their facilities every single day, and the NORTHEAST Bodywork Bowl offers a fun way for those industry professionals to square off to prove they’re the best at what they do,” Tuggle says. “So, if you think you’re one of the best of the best (or even if you’re just curious to see how you stack up against those elite repairers, painters and estimators), sign up now and be ready to come out swinging!”

AASP/NJ is grateful to the multiple vendors taking part in the Second Annual Bodywork Bowl by sponsoring materials, equipment and prizes.

Ding ding ding!

Match 1: Estimators go toe-to-toe to write the most detailed repair plan possible on a 2016 Honda Accord using CCC-sponsored estimating equipment.

Match 2: Body techs square off to apply seam sealer and demonstrate their welding talents on equipment sponsored by Car-O-Liner, Chief Automotive/Collision Equipment Consulting, Solidus Equipment and Spanesi Americas.

Match 3: Painters give it the old one-two punch as they spray panels and demonstrate blending techniques with the use of virtual spray booths and guns, sponsored by AkzoNobel.

“As a Gold Level Sponsor, AkzoNobel’s technical consultants will be participating in the Bodywork Bowl with our virtual spray unit. We are also bringing Dave Kindig from MotorTrend TV’s Bitchin’ Rides along with us, so you never know – he might foster a little healthy competition!” shares Jen Poliski (AkzoNobel). “It is fun to hold these competitions to keep the engagement and excitement level high with folks coming out to NORTHEAST. AkzoNobel also enjoys talking to participants while they are competing in the Bodywork Bowl.”

Winners will be selected by a team of high-profile industry experts and announced on Sunday, March 17 at 11:30am during the NORTHEAST Bodywork Bowl Collision Repair Skills Competition Awards Ceremony.

AASP/NJ President Ken Miller (821 Collision; North Haledon) encourages estimators, painters and body men to throw their hat in the ring: “Put your skills to the test at the Second Annual Bodywork Bowl during NORTHEAST 2024! Top technicians from the area are gearing up to showcase their talents in a friendly competition, all vying for the prestigious title of the best in the land. Whether you’re a seasoned professional or an emerging technician, the Bodywork Bowl is an event not to be missed. See you there!”

Get your name on the Bodywork Bowl 2024 “card” and showcase your expert “body work” by registering now at aaspnjnortheast.com/events or sign up in person at the show!

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9am-3pm

Exclusive Early Training Event Know Your Numbers Financial Workshop

Dave Luehr (Elite Body Shop Academy) Register at aaspnjnortheast.com/events.

*This is a special pre-show workshop presented by Dave Luehr’s Elite Body Shop Academy and is priced separately from the NORTHEAST 2024 educational slate.

FRIDAY, MARCH 15 SHOW HOURS 5pm - 10pm

8am

100% Disassembly

Mike Anderson (Collision Advice)

1pm Game Changer CSR

Sheryl Driggers (Collision Advice)

5:30pm

Adopt, Adapt, Advance: ADAS Dos & Don'ts Chuck Olsen (AirPro Diagnostics)

5:30pm

The Future of Certification: Finding the Best Fit for Your Shop Dave Gruskos (Reliable Automotive Equipment)

7:30pm

Put the Brakes on Passing Defects in the Repair Process Jeramy Holloway & Alex Stapleton (Spanesi Americas Inc.)

7:30pm

Being Elite in a Consolidated Market John Shoemaker (BASF)

SATURDAY, MARCH 16 SHOW HOURS 10am - 5pm

12pm

Thriving in Chaos

8am

I-CAR: The Latest in Electric Vehicle Technology and Repair Jeff Poole (I-CAR)

10am

Getting More ADAS in Your Shop: What Does It Take? (Panel Discussion)

Panelists: Ken Miller (821 Collision), Josh McFarlin (AirPro Diagnostics), Nick Barbera (Union Collision), Paul Sgro (Lee's Garage);

Moderated by Joel Gausten

Dave Luehr (Elite Body Shop Solutions)

2pm

I-CAR: Ford Collision Repair Workshop

Gerry Bonanni (Ford Paint and Technology Center)

4pm

Survivor: Exploring Trends that Will Shape the Next Decade & Beyond (Panel Discussion)

Panelists: Dave Gruskos (Reliable Automotive Equipment), Mike Anderson (Collision Advice), Ken Miller (821 Collision), Lucky Papageorg (AASP/MA), Frank Terlep (Opus IVS); Moderated by Joel Gausten

SUNDAY, MARCH 17 SHOW HOURS 10am - 3pm

9am Success Today, Success Tomorrow Mike Anderson (Collision Advice)

11am

Picking the Right Lane to Pass Along Your Automotive Repair Business

Jason E. Marx, Esq. (Mandelbaum Barrett PC)

*All

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Peddling Fiction: Update on Putative Class Action Against NJM

Three auto body shops (referred to as the Plaintiffs) united to pursue a putative class action against New Jersey Manufacturers Insurance (NJM), alleging it lied about them, disparaged them and worked to steer customers away from them…and took great pleasure in doing so!

NJM has sought to cast the case as the Plaintiffs trying to “coerce NJM to pay more for repair work than the free market demands.” That is not what the case is about. These shops are trying to hold NJM accountable for its unconscionable business practices which have damaged the Plaintiffs’ businesses.

Specifically, NJM seeks to hide behind Section 64 of the New Jersey Automobile Insurance Cost Reduction Act (AICRA). NJM’s theory is that repair shops must accept NJM’s pricing pursuant to Section 64 and that, apparently, Section 64 sanctions whatever other conduct NJM pursues to the detriment of shops like the Plaintiffs’. Put simply, NJM wants to use Section 64 as a get-out-of-jail-free card for its tortious conduct and statutory violations. But the flaw in NJM’s theory is that the New Jersey Administrative Code regulations that implement Section 64 are contrary to NJM’s position. NJM has a duty to act in good faith with and extend the same terms and conditions to all repair shops, but NJM instead chooses to disparage and steer customers away from the Plaintiffs’ facilities – a far cry from the required good-faith conduct.

Section 64 allows insureds to select an auto body repair shop of choice, provided the chosen shop “accepts the same terms and conditions from the insurer, including but not limited to price, as the shop, facility or network with which the insurer has the most generous arrangement” ( N.J.S.A. 17:33B-36.1 ). It therefore follows that NJM must offer the same terms and conditions to Plaintiffs that it offers to its preferred (I.e. DRP) shops.

NJM casts Section 64 as only about rates, but Section 64 sweeps more broadly than that. First, “terms and conditions” includes more than labor rates and price. Offering the same terms and conditions requires NJM to afford the same opportunities to non-DRP shops as it does to its DRP shops, including, but not limited to, permitting non-DRP shops to self-appraise rather than wait for an NJM appraiser to visit the shop, causing delay and increased storage fees, which NJM then refuses to pay,

even though they are not subject to Section 64. NJM also permits its DRP shops to rely on photographs to conduct the appraisal in violation of law. (See N.J.S.A. 39:13-1(6) .) Second, price includes more than the labor rate. Price includes the total cost of repair, including (i) the number of hours to complete the repair, which impacts the total labor cost, (ii) the use of proper, lawful parts and (iii) the use of proper materials.

Further – and significantly – Section 64 is not the takeit-or-leave-it provision that NJM makes it out to be. Section 64’s enabling regulations require insurers to “make all reasonable efforts to obtain an agreed price with the facility selected by the insured” per N.J.A.C. 11:3-10.3(e) NJM ignores this enactment.

The New Jersey Department of Banking and Insurance (DOBI), the agency charged with adopting regulations to implement Section 64, determined that insurers “shall” negotiate with shops in good faith to establish price, in addition to offering shops the same terms and conditions as its most favorable arrangement with its preferred shops. This makes sense because price involves more than the mere labor rate as NJM pretends.

For example, NJM insists that shops will not accept its imposed labor rate but ignores that the overall labor cost is tied to the amount of time it takes to repair. As a hypothetical example, say a non-DRP shop charges $60 per hour and completes the repair in three hours for a total of $180, while a DRP facility charges a contracted rate of $50 per hour for five hours of repair, the resulting labor cost of $250 at the DRP is actually significantly higher.

NJM also refuses to pay for blueprinting which is critical to any repair as it determines, among other things, part pricing, what parts are needed, whether the vehicle meets specifications and what calibrations are needed. NJM also insists on the use of less expensive aftermarket parts, although those parts are not warrantied in the same manner as “parts available from the original manufacturer” and often are not of “like kind and quality” in violation of law, namely N.J.A.C.11:2-17.10(a) 11 & 12

NJM violates Section 64 by refusing to offer the same terms and conditions to the Plaintiffs because NJM refuses to engage with these shops or offer any terms and conditions at all. Instead, NJM peddles fiction about these

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continued from pg. 34

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three shops being problem shops which refuse to accept NJM’s rates, even though NJM has not engaged with the Plaintiffs about the particular customer’s claims. And when NJM does engage with them, it violates the enabling regulations by refusing to engage in good-faith discussion with respect to the terms and conditions of repair. NJM simply offers artificially and unlawfully reduced take-it-or-

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leave-it pricing.

Fortunately, these three shops are working to ensure the court prohibits these unlawful practices, setting a statewide precedent for all insurers.

NJA

Joshua S. Bauchner ( jbauchner@mblawfirm.com ) and Boris Peyzner ( bpeyzner@mblawfirm.com ) are partners at Mandelbaum Barrett PC, ( mblawfirm.com ), a full-service law firm based in Roseland, NJ. where they concentrate on commercial litigation.

The Xpress800 system is designed to meet a wide range of riveting needs.

continued from pg. 24

information and an understanding of what the future holds in the collision repair industry. This is going to be a great panel discussion!”

Both panels will be moderated by veteran industry journalist Joel Gausten, who acknowledges, “When industry members see things like ADAS, EVs or certification in a panel title or description, they may be tempted to roll their eyes and think, ‘Been there, done that.’ But in reality, a panel they attended on these topics last year, last month or even last week is NOT the same panel they will experience at NORTHEAST. This industry is changing in overwhelming ways, and I guarantee that our panel discussions at NORTHEAST will offer something different. There are too many things happening in this industry right now for anyone to think they already know everything on a given subject.

“Frankly, I’m not interested in repeating the same old industry conversations,” he promises. “What can attendees expect to walk away with from these panels? Well, that’s entirely up to them! I encourage panelists and attendees to come in with an ‘out-of-the-box’ attitude and a willingness to be engaged, ask questions and be open to different perspectives. If attendees don’t feel the panels have provided them with what they need by the time the Q&A portion comes around, I urge them to add something to the mix. NORTHEAST isn’t a classroom – it’s a community. The show exists to provide a service to this industry, and everybody benefits when everybody contributes.”

Don’t expect to be saved by the bell just yet! Round 4 on Sunday includes another knockout seminar with Anderson as well as an informative look at everything shops need to know about planning to retire or sell their business with Jason Marx (Mandelbaum Barrett PC) during “Picking the Right Lane to Pass Along

Your Automotive Repair Business.”

“Most shop owners do what they do every day; they run their business and provide services to the public. They’re not necessarily in the business with the intention of transitioning it to someone else, but at some point, they are going to want to retire or sell, so it’s important to learn about the different approaches

to succession planning, since this can have an impact on their current goals,” Marx explains. “What will it look like when you decide to get out? Will you sell the business to an employee, pass it to your children or something else? It’s important to understand how your business will be valued and go about it in a strategic

continued on pg. 41

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

The Automotive Recyclers Association of New Jersey

We hope you all had an excellent holiday season and the beginning of a prosperous new year. I wanted to reach out to you regarding a situation we’ve been having with several of our clients. I know that there are situations when a minor accident (auto or workers’ compensation related) might occur where the claim is settled or handled by you, and it doesn’t seem necessary to report it to the company; however, anytime a claim (especially when there’s a person or bodily injury involved) occurs, it needs to be reported to the company or your agent as soon as you are made aware of it. Not reporting it could result in the denial of the claim. This is outlined in the policy provisions, “Duties in the event of Accident, Claim, Offense, Suit, Loss or Acts, Errors or Omissions,” or it could be under another named provision.

As a reminder, if you are made aware of an occurrence of a claim, regardless of whether you believe the claim is not your fault, it MUST be reported upon first knowledge.

As always, if you have any questions, please contact me.

continued from pg. 39

way to minimize tax exposure, maximize value and enjoy a smooth and seamless transition as you pass the business along to the next generation of leaders. And these are topics you don’t want to start thinking about when it’s time to retire – you need to consider your exit strategy as soon as you start your business, so if you don’t have a plan in place, it’s time to map one out!”

Although the co-main events are likely to take up most of your time, NORTHEAST 2024 pulls no punches when it comes to its undercard either! Whether you’re a spectator or a prizefighter, you’ll want to pop over to booth #649 to check out the Second Annual Bodywork Bowl (flip to page 25 for the inside scoop).

At 2pm on Saturday, swing by AASP/NJ’s booth (#1) to join the association for its Fourth Annual Young Technicians Award Presentation as two deserving emerging repairers or painters are presented with $5,000 worth of tools, equipment and products to help them establish themselves in the industry.

Interested in winning a purse of your own? NORTHEAST 2024 offers plenty of opportunities for attendees to win a number of prizes. Preregistering for the show provides a chance to win $500 in NORTHEAST Dollars to spend on the show floor (10 winners will be chosen at random over the course of the weekend), and those who obtain a VIP ticket from their preferred vendor prior to the show can participate in a drawing to win a $500 gift card! Winners must be present.

With so much to learn and so many ways to advance your business, there’s no reason to “take it on the chin;” register now at aaspnjnortheast.com to enhance your knowledge and acquire all you need to go blow for blow with the best of ‘em!