New Jersey Automotive July 2016

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)

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DI­REC­TOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2015 - 2017 OFFICERS PRESIDENT Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com COLLISION CHAIRMAN 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

VOLUME 46, NUMBER 7 | July 2016

CONTENTS 10 OUT OF BODY (AND MECHANICAL) EXPERIENCES 12 PRESIDENT’S MESSAGE 16 EXECUTIVE DIRECTOR’S MESSAGE 22 2016 AASP/NJ ANNUAL LOU

SCORAS MEMORIAL GOLF OUTING REGISTRATION

24 25 55 62

COLLISION CHAIRMAN’S MESSAGE I-CAR CALENDAR IN MEMORIAM: GREG COCCARO, SR. NJA ADVERTISERS’ INDEX

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 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 / trainer@verizon.net

LOCAL NEWS 28 2016 AASP/NJ Race Night Gives Back LEGAL PERSPECTIVE by Mitchell Portnoi, Esq. 34 What Do I Do and How Can I Help You?

Anthony Sauta, East Coast Auto Body 732-869-9999 / ecabofnj@aol.com Randy Scoras, Holmdel Auto Body 732-946-8388 / randy@holmdelautobody.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 PAST PRESIDENT ATTENDING Tom Elder, Compact Kars 609-259-6373 / compactkars@aol.com

PUBLISHER Thomas Greco (thomas@grecopublishing.com)

NEWSFLASH 35 Thomas Edison High School Celebrates $50K Makeover

COVER STORY by Joel Gausten

40 Yes They Can: The Evolving Experiences of Women in Today’s Industry VENDOR SPOTLIGHT 49 New Name, Classic Service: A Look Inside Polyvance

SALES DIRECTOR Alicia Figurelli (alicia@grecopublishing.com) EDITORIAL DIRECTOR Joel Gausten (joel@grecopublishing.com) CREATIVE DIRECTOR Lea Velocci (lea@grecopublishing.com) EDITORIAL ASSISTANT Chloe Durante (chloe@grecopublishing.com)

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 57 Wharton Insurance Briefs

OFFICE MANAGER Donna Greco (donna@grecopublishing.com) CONTRIBUTING EDITORS Charles Bryant • Tom Greco • Jeff McDowell Mitch Portnoi • Ron Ananian • Keith Krehel Jerry McNee Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963

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 © 2016 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. Cover and Stock Images courtesy of www.istockphoto.com.

New Jersey Automotive | July 2016 | 7

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

NO WORDS

by THOMAS GRECO, PUBLISHER

It’s hard to believe the things that have happened recently in Orlando. As most of my readers know, Orlando is a special place for my family. It is our favorite place to visit, and we have been there countless times over the last 30 years. To hear of the tragedies that have been taking place this week in June is heartbreaking.

What can you possibly say about any of these events? The massacre at the club in Downtown Orlando? I honestly don’t want to hear about guns or religion or any other crap politicizing

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the acts of a sick, twisted psychopath.

People were murdered. That’s what tugs at my heart. Innocent people who were out to have a good time in a city billed as the happiest place on earth (which I still believe it is). Needlessly slaughtered. It could have been any number of places my family visits when we go to Orlando. I guess there is time to ask why this happened, but not now.

Now is the time to mourn.

And we mourn the death of singer Christina Grimmie. This poor girl was having a meet-and-greet after a

concert in Orlando the day before the club shooting when another deranged psycho shot her dead.

I just don’t get it. I mean, weren’t guns and weapons more accessible 20 years ago? Why is this happening so often now??? It’s a sick world.

Finally, there’s the news about an alligator attacking and dragging a two-year-old child into the Seven Seas Lagoon at Walt Disney World. That news is particularly nerve-rattling to me, because just three weeks ago, my family was in that very spot where the

“

”

I honestly don’t want to hear about guns or religion or any other crap politicizing the acts of a sick, twisted psychopath. People were murdered. That’s what tugs at my heart.

child was attacked. We were also in the lagoon.

It chills me to think that months before we arrived, we were discussing plans to go jet skiing in the lagoon. Out of nowhere, my wife declared that she was not going to do it this year. When I asked why, she said, “Because there are alligators in that water.” I laughed at her. There have never been any alligator attacks in that lake in the 45 years Disney has been there. Still, she refused to join us.

When we got to the dock prior

to boarding the jet skis, my son, who tends to take these kinds of things pretty seriously, asked the guide if there were any alligators in the water.

The guide replied that there were “only five left, but they’re little babies,” as he winked at us. My son didn’t get the joke. We spent an hour out on the water. My daughter considered diving into the lake to cool off, but decided against it at the last moment. We had a great time, but I didn’t know that my son had repeated what the guide said about the alligators to my wife. Later at

dinner, she said, “I told you there were alligators in there.” My daughter and I laughed at both of them. “The guide was kidding,” I said. “He thought it was a ridiculous question.”

Tragically, it wasn’t ridiculous after all. I wonder if that guide is thinking about my son’s question today.

Somehow, I was able to write a column about these events. But in actuality, there are no words.

No words at all. NJA

New Jersey Automotive | July 2016 | 11

PRESIDENT’S MESSAGE

TAKE ADVANTAGE OF THE SUMMER: BE PROACTIVE!

For those of you who don’t know - and if not, shame on you - 2016 is an auto body license renewal year. If you own or manage a collision repair facility in New Jersey (and want to continue doing so in the future), you’d better make sure that your license is renewed by September 30 in order to stay in compliance. One of the many ways AASP/NJ serves our members is in helping them with license compliance. In the coming weeks, the association is providing not only an opportunity to help you stay in compliance for 2016, but also the chance to learn something while doing it.

In an effort to help our members achieve compliance, Larry Montanez of P&L Consultants is returning for two eye-opening AASP/NJ training meetings near you. By the time this issue hits the

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streets, our June 30 Northern training meeting will have already occurred in Totowa. However, our Southern members and supporters will still have some time to attend the July 7 Toms River meeting. If you’ve ever been in the company of Larry, you already know that he tells it like it is, and you also know that few industry speakers come close to matching his knowledge and expertise.

These must-attend meetings will offer attendees valuable information on repairing modern vehicles while also letting the audience come away with a training certificate good towards 2016 auto body license renewal. If you haven’t done so already, visit aaspnj.org to register for what’s sure to be a riveting seminar.

If you are reading this after the meetings have occurred (and whether you’ve received a training certificate or

by JEFF MCDOWELL

not), you still have some work to do to make sure you won’t have any issues come license renewal time. Now is the time to confirm that all your paperwork is in order while there are still a few months to go before the deadline. I see it every two years: A number of shops scrambling towards the end of September because they’re either missing information in their application or what they’ve submitted is incorrect. I don’t know about you, but I’d much rather get my renewal out of the way while there’s still ample time for changes and additions, versus doing it at the last minute and risking a headache - or a fine.

Take my advice: Be proactive and diligent now. Come September 30, you’ll be glad you did. NJA

LET US TURN THEM AROUND!

Contact New Jersey Automotive Sales Director Alicia Figurelli

973.667.6922 ALICIA@GRECOPUBLISHING.COM

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EXECUTIVE DIRECTOR’S MESSAGE

CARS FROM MARS…

AND LABOR RATES AND PROCEDURES FROM THE PAST

by CHARLES BRYANT

Remember when the average Joe used to go to the local auto parts store and tune up his own vehicle over the weekend, or put a fender on his vehicle after a minor fender bender to save some money? It really wasn’t a big deal just a few years back. Well, I would like to challenge the local backyard mechanic to try the same thing these days. (No disrespect intended.) My point is, it was only a few years ago that most automobiles on the roads were really not that complicated to repair. Boy, has that changed.

Modern vehicles are quite different. In fact, the technology and electronic driver assistance systems that are now present in many new cars are anything but simple. Here are some of the items that I am referring to: • Adaptive Cruise Control • Collision Avoidance System • Forward Collision Warning • Lane Departure Warning System • Lane Change Assistance • Advanced Emergency Braking System • Tire Pressure Monitoring • Driver Drowsiness Detection • Predictive Emergency Braking Systems

It was only a few years ago when the average good repair technician (be it mechanical or collision) had never even heard of most of these items, never mind knew how to repair or replace them. These new cars coming into the repair shops are like cars from Mars; they are like nothing the industry has ever seen before. I would almost be willing to bet that the technology found in modern vehicles is more complex than what was required to send the first spacecraft to the moon.

For years, people who repaired automobiles were referred to as “auto mechanics” or “body men.” Later on, they began to be known as “auto 16 | New Jersey Automotive | July 2016

technicians” because automobiles had become so much more technical and complicated. I wonder what the phrase would be to describe one with the knowledge to repair an automobile equipped with some of the technology referenced here.

To complicate things even more, new automobiles are not made of the traditional metals that vehicles were made from years ago. Conventional steel is quickly becoming a thing of the past and being replaced with some of the following:

• Different variations of High Strength Steels • Carbon Fiber • Aluminum • Magnesium • Fibrous Composites

Dealing with these new materials and technology requires all new equipment and training. The old equipment and training shops invested in is now basically worthless because of this new technology. The investment in getting (and staying) up to date with

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EXECUTIVE DIRECTOR’S MESSAGE

this fast-changing technology is enormous. The mechanical and collision industries have had no choice but to make the investment in the training and equipment required to repair the modern vehicles in order to stay in business.

The mechanical industry has adjusted its Labor Rates to compensate for the cost of the new technology,

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training and equipment. The people seeking their services have no choice but to pay what it takes to repair their vehicles. In the mechanical industry, the Labor Rate is allowed to seek its own level (or basically what the market will bear). It appears that the average consumer understands that the vehicles are so much more complicated today that repairs are naturally going

to cost more. However, the collision industry has a different type of problem.

Unlike the mechanical industry, the collision industry mostly has to rely on the insurance industry for payment. Because the insurance industry is in the business of analyzing risk, one would think that carriers would understand and acknowledge the cost of the new equipment and training and would have adjusted the rates they pay for repairs to compensate shops for these additional costs. Well, if they have figured it out, they sure are keeping it a secret.

Collision shops are struggling to pay for the training and equipment needed to repair modern vehicles because they cannot get paid a fair and reasonable Labor Rate from carriers.

Insurers have been able to get away with shortchanging collision shops on Labor Rates and picking and choosing what repair procedures they will or will not pay for as long as I can remember. They do this by pitting one shop against the other through Direct Repair programs (DRPs) and aggressive steering. Shops are dealing with the high cost of equipment, training and certification while also performing new and necessary procedures (including pre-scanning for codes before and after a repair) that most insurers refuse to pay for. If these procedures are not done, the vehicle will fail in a future situation once back on the road.

Collision shops have finally come to the realization that they simply cannot run the risk that someone’s life may be in jeopardy because they failed to follow the vehicle manufacturer’s recommendations on how the vehicle should be repaired. With the inception of new technology in modern vehicles that requires extensive special training, equipment and procedures that must be followed and utilized, even the DRP shops that are reaping the high volume of jobs through those arrangements can’t work for the artificially suppressed Labor Rates that insurers want to pay.

These shops can’t afford to do the procedures for free because the cost is just too high to absorb it. As a result, more and more facilities are either turning to the courts for relief or just calling it quits and closing their doors.

One would think that some smart insurance rep would figure out that unless these issues get addressed and resolved, eventually enough shops will go out of business to affect the supply and demand. Once the number of collision shops goes below the number required to handle the volume of collision work, the collision industry will be able to set its own Labor Rates and demand payment for the proper repair procedures and stick to them. That time is quickly approaching. Once again, I am suggesting that the insurance industry make the effort to work with the collision industry to address these extremely important matters. AASP/ NJ stands ready to openly discuss any possible solutions offered and would be willing to work with anyone willing to make the effort to address these issues.

I can be reached on the AASP/NJ Hot Line at (732) 922-8909. NJA

JOIN NOW! For immediate information, contact AASP/NJ Executive Director Charles Bryant at (732) 922-8909

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COLLISION CHAIRMAN’S MESSAGE

“BUSY” DOESN’T ALWAYS MEAN “SUCCESSFUL”

by JERRY MCNEE

Almost every day, I hear that there are shops in the area not asking to be paid for certain procedures. You would think it would be other shop owners telling me about this problem, but would you believe that I actually hear this constantly from insurance appraisers? I can’t tell you how many times I’ve been told by carriers that there is no cohesion in the auto body industry in terms of charging for things that are clearly specified in the P-Pages. And guess what? That is not the fault of the insurance industry. There are too many shops out there that don’t have systems in place to oversee, question and ensure the strength of the estimates written on the floor.

These businesses have no true idea of how much they’re making – or losing – on each repair job they accept. How are you going to fix a problem if you don’t know what’s wrong?

There was once a shop in my area that was popular enough to bring in around $800,000 a month in sales.

You would think that a business of that size would be at the pinnacle of success in this industry, but the sad truth revealed itself when I got to talking with the owner one day. It turned out that he was losing his shirt big time. Why? Because the guy was only pulling in a two-percent profit at most. As impressive as the guy’s business was on the outside, his business was crumbling from within – all because he didn’t take the time to do proper job-costing of the work coming through the door.

Based on my experience, I would say that 95 percent of shops in our industry are working off of single-digit profit percentages. What does it take 24 | New Jersey Automotive | July 2016

CALENDAR to make a shop owner wake up and realize that something has to change? Look at all the technological advancements in the cars showing up in our shops these days.

We need the right equipment to fix these things. How long will it take you to get an ROI on a $45,000 piece of equipment with that kind of margin?

If you think I’m going off on a tangent without personal experience, let me share something with you. Back in 2003, I had more work than I knew what to do with. It got to the point where I couldn’t squeeze another car in my lot if I wanted to…and I still ended that year $80,000 in the hole.

That was a major turning point for me; I’ve been job-costing everything at my shop ever since. It works, and you need to start doing it.

At the most recent NORTHEAST® Automotive Services Show, I co-presented a course that examined some of the things I’m talking about in this message. As an exercise, we asked attendees to write an estimate to fix a panel, to allow us to see what kind of disparity would occur. It was shocking; we had guys who were writing for less than half of what the people next to them were putting on their estimate.

That’s what we’re facing out there. These guys don’t know what they’re doing wrong.

I guarantee you that nobody who is writing those low estimates is running their personal checkbook the way they’re running their company’s checkbook. It’s time to stop being busy and start being successful. NJA

July 7 Sectioning of Steel Unitized Structures Somerset Vocational High School, Bridgewater

July 26 Measuring Keystone Automotive, Palmyra Plastic & Composite Repair Keystone Automotive, Palmyra

July 12 Steel Unitized Structures Technologies & Repair Quality Auto Body, Rahway

July 27 Welded & Adhesively Bonded Panel Replacement Keystone Automotive, Palmyra Hazardous Materials, Personal Safety & Refinish Safety Keystone Automotive, Palmyra

July 13 Steel Unitized Structures Technologies &Repair Jost Garage, Wall Township July 21 Aluminum Exterior Panel Repair & Replacement LKQ Corp., Kearny July 25 Adhesive Bonding Keystone Automotive, Palmyra Corrosion Protection Keystone Automotive, Palmyra

July 28 Full-Frame Partial Replacement Keystone Automotive, Palmyra Structural Straightening Steel Keystone Automotive, Palmyra July 29 Wheel Alignment & Diagnostic Angles Keystone Automotive, Palmyra For more information, visit i-car.com NJA

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LOCAL NEWS

2016 AASP/NJ

Race Night

GIVES BACK June 14, 2016 Pole Position Raceway, Jersey City, NJ

On June 14, Alliance of Automotive Service Providers of New Jersey (AASP/NJ) members and supporters came together for a night of fun and relaxation at the association’s Fifth Annual Race Night. Held once again at Pole Position Raceway of Jersey City, the event hosted 50 racers going head-to-head in a three-race series, driving electric go-karts reaching speeds up to 45mph! The competition was intense, with three drivers emerging victorious at the end of the night. Congratulations to Brian Natale, Pedro Suares and Kyle Bossick on their skills around the track.

This year’s Race Night held a special significance to members and supporters alike, with a portion of the proceeds from the event being contributed by AASP/NJ to the Memorial Sloan Ketering Cancer Center for prostate cancer research.

AASP/NJ would like to thank all who participated in this year’s Race Night and extend congratulations to all of the winners.

To participate in a future Race Night, please contact the AASP/ NJ Administrative Office at (973) 667-6922. To learn more about AASP/NJ, please visit aaspnj.org.

Congratulations to this year’s winners: 1st Place: Brian Natale (Pace Collision) 2nd Place: Pedro Suares (Maxon) 3rd Place: Kyle Bossick (Ocean Bay Auto Body)

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

New Jersey Automotive | July 2016 | 33

LEGAL PERSPECTIVE by Mitchell Portnoi, Esq.

What Do I Do and How Can I Help You?

I have been a member of AASP/NJ for at least 15 years now. In addition to sponsoring your Golf Outings and Board of Directors meetings over the years, I have been a loyal advocate for the association and all of its programs and legislative goals. I have been writing articles of topical concern to the AASP/NJ members for the last five years in an effort to educate the readers in a variety of areas of the law. I have been at most (if not all) of the NORTHEAST® Automotive Services Shows at the Meadowlands Exposition Center, and I have given seminars at many of them. Of course, many of you know me from my articles here in New Jersey Automotive.

In addition to representing your customers in “Diminished Value” claims, I have also assisted many of you in your business by representing your company directly. I am a partner at a mid-sized (20-attorney) law firm in Roseland, New Jersey. (We also have offices in Princeton and Manhattan.) My law firm does significant transactional work, commercial litigation and land use work, as well as variety of other specialties. We represent a number of municipalities in North Jersey, including South Orange and Mountainside.

We have also represented numerous authorities, including those involved in sewerage and airports, and have significant regulatory experience in the State of New Jersey.

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While I concentrate my practice in the personal injury field (representing seriously injured people in auto accidents, slip-andfalls and work-related accidents), my firm does a significant amount of work representing buyers and sellers of businesses, representing employers who have been sued for wrongful termination (and some employees as well), handling commercial disputes and regulatory matters and representing landowners who wish to change the use of their property or obtain variances or permits that their present ownership does not allow. Additionally, we represent commercial property owners in tax appeals that seek to significantly reduce the municipal taxes owed by commercial property owners. We have a matrimonial department, which handles all phases of divorce actions including custody, equitable distribution, domestic violence and post-divorce support issues such as the cost of college education, visitation issues, etc. We also have an Estate Practice area, in which we assist in the winding down and distribution of the contents of a will (or assets of an estate in the absence of a will).

NEWSFLASH

THOMAS EDISON HIGH SCHOOL CELEBRATES $50K MAKEOVER

Part of the benefit of a trade association like AASP/NJ is the ability to know and vet the members of that group, as well as feeling the comfort in utilizing the services of someone you know and who has supported you and your cause(s). As a loyal member of AASP/NJ, I would hope and expect that members will be contacting me to discuss their legal matters, and that we will be assisting and representing them for years to come. Thank you to the Board of AASP/ NJ and the publishers of New Jersey Automotive for allowing me this space to say thank you to the numerous members who have utilized our services through the years, and to offer a thank you in advance to those who will ultimately choose our representation. We stand ready, willing and able to serve your legal needs. NJA

Fully Equipped Shop

May 18 was an unforgettable day for Thomas Edison Career and Technical Education High School in Jamaica, NY.

Representatives from the Collision Ed Kizenberger of the Long Island Auto Repair Education Body Repairmen’s Association (LIABRA) Foundation (CREF) presented an association membership joined industry to Thomas Edison’s auto body program. leaders and students (Photo by MariselRodPhotography) from the school’s collision repair and refinishing program for a special ribbon-cutting ceremony to usher in the revamped program made possible thanks to CREF’s $50,000 Ultimate Makeover Grant. Awarded in 2014, Thomas Edison’s Makeover Grant was used to make dramatic improvements to the tools and equipment used at the school.

“It was a life-changing experience,” offered Thomas Edison Collision Repair and Refinishing Instructor Barry Roopnarine in a May 19 report by NY1 News. “I was very shocked. I was very nervous. I was shaking. And I was so excited.”

Left to right: Janet Marczyk (Collision Repair Education Foundation), Russell Thrall (CollisionWeek), Moses Ojeda (principal, Thomas Edison CTE High School), Barry Roopnarine (collision and refinishing instructor) and Melissa Marcin (Collision Repair Education Foundation) (Photo by MariselRodPhotography)

For Rent For more information, call Don at 973-696-1181

For more information, call Don at

973-696-1181

> 3,200 square foot facility > 2 Chief frame machines > Paint booth & mixing room > Business established in 1965; owner retiring > Turnkey operation! > 40-car parking lot

The Long Island Auto Body Repairmen’s Association (LIABRA) was also on hand to present the program with a special association membership.

Founded in 1991, CREF is a not-for-profit organization dedicated to supporting collision repair educational programs, schools and students to create qualified, entry-level employees and connect them with an array of career opportunities. The Foundation is able to assist the national automotive education community thanks to millions in support by industry donors ranging from individuals to major corporations. More information is available at collisioneducationfoundation.org. NJA New Jersey Automotive | July 2016 | 35

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MINI of Manhattan 793 11th Avenue at 55th Street New York, NY 10019 212-246-7375 Fax: 212-315-9560 MININYC.COM FACEBOOK.COM/MINIOFMANHATTAN

© 2016 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

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By Joel Gausten

The collision repair industry attracts some truly fascinating people.

In a profession full of unique opportunities to shine, women of all ages are finding tremendous success in both management and technical positions.

At a time when some industries are experiencing high employee turnover, a number of females in the Garden State auto body field have built long-lasting careers that continue to thrive.

Thirty years ago next month, Karyn Breidt was taking business management courses at a local college. As a way to make ends meet until a career opportunity presented itself, she took a job working for a friend of her mother’s, Barbara Torsiello, who at the time was the general manager of Auto Body Distributing Co. Inc. (ABD) in Irvington.

Although she had no prior experience in the automotive world, Breidt soon realized that she had unexpectedly found her true professional calling.

“Who knew this would be my career?” she says with a chuckle.

“I couldn’t believe how many types of sandpaper there were! I just kept growing, moving up and welcoming the challenge of this business, and I grew to love this industry.”

It certainly helped that Breidt had an inspiring mentor in Torsiello.

“She was very strong, and I admired her work ethic,” she recalls. “I

learned to be a strong, driven woman and stand up to every challenge.”

By the close of her first decade with ABD, Breidt had moved from assistant manager to general manager once Torsiello left the company and moved to Long Island to be with her children.

Twenty-one years later, she remains a proud member of a fulfilling field.

“It’s in my blood now,” she says.

“There are really great people in this industry, and I got to be friendly with so many of them. It became a family. I respect body shop owners and the hard work that they do. I can’t see myself ever leaving this industry.”

While it’s rare to find someone in any industry who’s been with the same company for 30 years, Breidt’s career is even more interesting when considering that she has constantly thrived in what is traditionally believed to be a male-dominated industry. In her mind, success is possible for anyone willing to look beyond the obstacles in front of them.

“It’s about not breaking down because it’s automotive and not saying, ‘I can’t do that,’” she says. “Any leader – male or female – asks, ‘Why not? Why can’t I be that?’”

Not surprisingly, Breidt comes from a long line of hardworking people. Her

twin sister, Robyn Tomasso, has built a solid career working with children at Stellar Academy Private Preschool; her older sisters, Susan Corduan and Deborah Breidt, have made their livelihoods at Infineum and Eisai Pharmaceuticals, respectively.

“My mother, Rosemarie, worked for the Linden Board of Education and raised very strong, independent women,” she says.

So what place do the current generation of strong, independent women entering the workforce have in today’s automotive industry? Well, if the rise in female students in auto body vocational school programs and on the floor at SkillsUSA competitions is any indication, the present and future are extremely bright for females looking to be a part of this trade.

“I definitely believe there’s been a change, and it’s nice to see,” Breidt offers. “Way back, 30 years ago, it was very rare to have women in this industry. It’s a man’s industry, really; you really have to prove yourself a little bit more, but I think that’s true of women in any industry. I feel like I’ve done that.”

Proving yourself in a difficult field is something that Roberta Ferrara knows a thing or two about. Back in 1999, the devoted wife and mother

suddenly found herself having to keep her family going on her own with the passing of her husband, Matthew, second-generation owner of Budd’s Auto Body in Cedar Grove.

Faced with either having to sell the business and find work elsewhere or step into a completely unfamiliar industry, she took the greatest leap of faith imaginable and decided to take over running the shop. Although her husband’s staff stayed on during the transition, Ferrara admits that the change wasn’t easy for many of them.

“They were very taken aback that a woman was here,” she says. “I knew some of them, but not all of them because I never really came here.”

Despite an uneasy start, Ferrara stuck to her guns and embraced the industry as hard as she could. Not only did she establish herself in the front office, but she also took collision repair courses at Morris County School of Technology.

“In order for me to teach them or know what they were doing, I had to know what they were doing,” she explains. “I went to school at night to learn how to weld and do everything that the guys do in the back.”

Seventeen years later, Ferrara and Budd’s Auto Body are still going strong. As she explains, a major key to the business’ success has been its focus on providing a comfortable environment for female clientele.

“They know it’s a woman-owned shop, and I do the best I can to make them feel comfortable,” she says. “Women seeing women as not only secretaries, but also as managers makes a big difference,” she says. “I train my managers to educate our customers, especially if those customers are women. Eighty percent of my female customers are single and they don’t know [about collision repair]. We teach them how the process is and what to expect.”

Five years ago, Roberta was joined in the shop by her daughter, Stephanie, who had enjoyed a career on the trading floor of the New York Stock Exchange before deciding to change direction.

“I’ve been in and out of this body shop for as long as I’ve been alive, basically; I’ve always felt home here,” offers Stephanie, who handles the shop’s admin duties in addition to estimating. “I like the idea of working for a family member and not a generic company and being a number in a huge corporation.”

42 | New Jersey Automotive | July 2016

Karyn Breidt

At a time when some industries are experiencing high employee turnover...

General Manager Auto Body Distributing Co., Inc. 30 years in the industry

Charity Ritter

Lead Painter Bridgewater Auto Body 16 years in the industry

Roberta Ferrara Owner Budd’s Auto Body 17 years in the industry

Stephanie Ferrara Admin/Estimating Budd’s Auto Body 5 years in the industry

...a number of females in the Garden State auto body field have built long-lasting careers that continue to thrive.

While Budd’s Auto Body has built a string niche as a woman-friendly establishment, Stephanie states that she has had her share of encounters with customers with more traditional impressions of what collision repair pros should look like.

“The older customers tend to only want to speak to a man,” she says. “They ask, ‘Where’s the guy?’”

With vocational schools wrapping up for the summer as this feature went to press, scores of young women are now looking to build lives in collision repair. What would be Stephanie’s best advice for these new additions to the industry?

“You definitely have to have a thick skin,” she replies.

“Be confident and know what you’re doing 100 percent when you’re writing an estimate or fixing a car. Get the education and training you need so that you can go out there and be confident enough to say, ‘I can do this,’ and not get intimidated by others who may not think that you have the experience or the wherewithal to do what they’re doing.”

Charity Ritter, winner of the New Jersey SkillsUSA State Conference in 2000, echoes these words of encouragement.

“Be strong and have self-respect for who you are and what you’re doing, and you really can’t fail,” she advises.

“If people are not treating you right or making life hard for you, then you don’t need them. That’s the thing I fall back on when I have a hard time. I know I can do it; as long as I’m confident in what I’m doing, that gets portrayed to everyone else.”

For the past 16 years, Ritter has put these words to use at Bridgewater Auto Body, where she currently works as the lead painter. Still an avid supporter of SkillsUSA, she has served as a judge for the last five years and will now join fellow volunteer (and I-CAR mainstay) Mike Bonsanto in taking over the organizing of the state event from longtime volunteer Peter Fryzel (I-CAR). After more than a decade in the industry, Ritter remains confident that she made the right career choice.

“I liked being proud of being able to accomplish something that a lot of guys can’t do, let alone do it as well as I’ve been able to do it,” she says. “I’ve come across a few bad eggs, but for the most part, there’s a lot of really neat, interesting people in this business. The majority of them would do anything for you. I like having the opportunity to go to new places for training, meet new people and try new equipment. You’ll never be bored in this industry; that’s for sure.”

The stories in this feature are just a small sampling of the amazing women currently active in collision repair in New Jersey. It is clear that this this line of work provides great opportunity to professionals of any age and either gender.

As Breidt says, “Any person can succeed anywhere, as long as they work hard and have the drive.” NJA

New Jersey Automotive | July 2016 | 43

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44 | New Jersey Automotive | July 2016

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VENDOR SPOTLIGHT

NEW NAME, CLASSIC SERVICE:

A Look Inside

In order to successfully compete and survive in today’s industry, companies of all sizes need to constantly look for new ways to maintain their branding and presence in the marketplace. For longtime NORTHEAST® Automotive Services Show exhibitors and plastic repair innovators Polyvance, this recently meant completely changing their identity.

Earlier this year, Polyvance became the official name for the industry institution formerly known as Urethane Supply Company (USC). Originally named by founder Jim Sparks in 1981 based on the prevalence of urethane in domestic vehicles at the time, USC recently became Polyvance based on changing technologies in the industry.

“If you look at a snapshot of the

different types of plastics that are on bumpers nowadays, 98 percent of them are polypropylene blends, and very few of them are polyurethane,” offers Polyvance President Kurt Lammon, who took over the enterprise in 1995.

“Honestly, the previous name was a little bit of a misnomer; the word ‘urethane’ kind of dated us back to the ’80s. We often got calls from people who wanted to buy urethane foam, thinking that we supplied urethane. We wanted a name that spoke to our main mission, which is advancing the technology of polymer repair.”

While the name is new, Lammon ensures Polyvance’s longtime customers that the company’s status as the definitive resource for plastic repair remains the same.

John Wilburn, Polyvance’s head trainer, conducting one of the company’s PR-01 Intro to Nitrogen Plastic Welding I-CAR Industry Training Alliance courses

Kurt Lammon welding a rectangular slot tab on a Honda Crosstour rear bumper

“We are 100-percent focused on plastic and polymer repair,” he says. “That’s all we’ve ever done; that’s all we want to do. We feel like there’s plenty of opportunity in that space for us to prosper.”

“Advancing Polymer Repair” is the official tagline and the inspiration for the name “Polyvance.” Polyvance will continue to be devoted entirely to helping body shops profit from plastic repair and refinishing through its innovative products and training. The company will continue production of its most wellknown staples – including the 6059-C Nitrogen Plastic Welder – as well as its complete line of plastic repair and continued on page 57 New Jersey Automotive | July 2016 | 49

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50 | New Jersey Automotive | July 2016

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IN MEMORIAM

Greg Coccaro, Sr.

On May 31, the national collision repair industry lost one of its most inspiring figures with the passing of Greg Coccaro, Sr. at the age of 66. Coccaro, owner of North State Custom in Bedford Hills, NY, gained national attention for his high-profile legal battle against Progressive.

“The automotive industry has lost a great friend, mentor and [ally],” announced North State Custom on the shop’s Facebook page. “Gregory Coccaro, Sr. was a beloved father, grandfather, husband and friend who did what he could to help others. His courage, inspiration and dedication has forever changed the collision industry. You will be dearly missed.

RIP Gregory Coccaro. You will forever be in our hearts!”

AASP/NJ President Jeff McDowell’s years-long friendship with Coccaro began at the NORTHEAST® Automotive Services Show, where the two instantly got along thanks to their shared experiences in the industry.

“We just started chatting, and it was amazing how similar our lives in auto body were,” he recalls. “We were pretty much parallel; we both started as kids in a body shop, we loved cars and we were both passionate about what we do.

We talked about the old days and how we would fix cars, and immediately there was an affinity between the two of us.”

Like many shop owners, McDowell has nothing but respect for Coccaro’s efforts to improve the industry.

“He was such a gentle, kind, humble and generous man,” he says. “He was exactly the kind of person you would think would stand up for what’s right, but to have the strength to go the distance was the amazing thing about Greg. I don’t know how he did it, but he did – and all of us benefitted from it.

“He touched people not only in this country, but around the world,” he adds. “This battle he fought is one that we all fight every day. He was the head of the spear for us; he left an awesome legacy for the industry.”

AASP/NJ Executive Director Charles Bryant also feels the loss of one of the industry’s strongest supporters.

“I first met Greg when he was going through the lawsuits with Progressive, which was an obvious time of extreme stress for him,” he says. “I spoke to Greg many times during the litigation, and I attended the trial to show support when he was being charged with fraud. When Greg was cleared of those charges, it was like a weight being lifted from my own shoulders because I had become so close to him. As time went on and I got to know him even better, I began to understand why so many people are so heartbroken to hear that he has left us.

“Once Greg became your friend, he was a friend for life and a friend like no other,” he adds. “Greg was always there for you if you needed him, and he was the kind of person who others naturally wanted to be there for as well. The

relationships and bonds that Greg created with others in the collision industry will be remembered forever. He was a good man who stood strong for his beliefs and was always ready to lend a helping hand to others. I have no doubt that Greg’s long battle with Progressive took a toll on him. However, I also know that if he had been faced with the same situation again, he would do it all over again. Greg’s stand for what is right will be appreciated by the collision industry forever, and Greg will always be remembered for the wonderful man he was. I am proud that I got to know Greg, and honored to be able to call him my friend.”

New Jersey Automotive Editorial Director Joel Gausten remembers Coccaro as a dedicated member of the industry always willing to stand up for what he believed in.

“Greg’s battle cry of ‘Enough Is Enough!’ gave strength to body shop professionals nationwide who needed the encouragement to do what is right without fear and fight back against the forces that stood between them and their customers,” he says. “The man never stopped fighting, and it was an honor to have spent so many hours on the phone with him. It is too hard to accept that Greg will not enjoy the restful retirement and golden years that he deserved. Perhaps the only true way for the industry to honor him is to continue his work by always standing up for your beliefs and doing right by every customer who shows up at your bay.

Greg bettered the lives of shops around the country, and his contributions and sacrifices will never be forgotten.”

When industry members look back on Greg Coccaro, Sr., they will remember a man who never gave up fighting for what he believed in – and changed his profession forever.

As McDowell says, “A regular guy can accomplish great things if he just sticks to what’s right and fair.”

AASP/NJ and New Jersey Automotive offer Coccaro’s family, friends and colleagues our deepest condolences. NJA

New Jersey Automotive | July 2016 | 55

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ARANJ 2016 Officers President Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 dirkesauto@gmail.com 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 Joe Goodman Leesville Auto (732) 388-0783 joeg@leesvilleauto.com Executive Director Brian Snyder Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2016 Board of Directors Mike Ronayne Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net Mike Yeager EL & M Auto (609) 561-2266 elandmauto@aol.com Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net Mike Caputo Lacey Used Auto Parts, Inc. (609) 693-0898 laceyautomike@aol.com Bert Witcraft Auto Express (856) 728-8367 Ed Silipena American II Autos (609) 965-6700 esilipena@yahoo.com Harry Shover Porchtown Auto (856) 694-1555 Norm Vachon Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs An ARA Member

Manual material handling is one of the largest causes of lost workday injuries in the scrap metal industry. About one out of every five injuries happens because someone lifted, carried, pushed or pulled something the wrong way or lifted beyond his or her capacity.

The most useful part of your body in handling materials safely is not your back or legs, but your head. Untrained workers often do the job the hard way and soon get tired, which leads to possible injury. Below are some suggestions you can incorporate into the training of your employees on manually lifting an object: • Size up the load. Seek assistance if you think you need it.

• Get close to the load, with one foot alongside the load and one foot behind it for balance. Get a firm grip on the object with your palms, not your fingers.

• Test to see that it’s not too heavy.

• Lift by straightening your legs, avoiding quick, jerking motions.

Your legs – not your back - should provide most of the power to lift.

• Avoid twisting with a load. Instead, use your feet or shift to change direction with a load.

• Lifting comfortably is most important. Judge the most comfortable position for yourself.

Workers should be trained on proper and safe material handling techniques, either manually or by using mechanical means. The use of correct handling techniques is one of the ways to help reduce injuries. NJA

VENDOR SPOTLIGHT continued from page 49 refinishing products. Polyvance’s items will continue to be available through paint, body and equipment distributors across North America.

As 2016 carries on, Lammon is excited to provide the industry with unique solutions to common needs. One of Polyvance’s most popular products, the 3611 Bumper & Cladding Coat Adhesion Primer, offers users the ability to work on bumper covers that come from the factory without a primer.

“This product allows the shop to refinish that bumper with a minimum of labor and effort, and the paint will stick,” Lammon says.

Another successful Polyvance offering, the 6066-CG Nitrogen Plastic Welder, boasts a nitrogen generator that actually creates nitrogen gas from the shop’s compressed air.

“It’s extremely convenient,” Lammon observes. “You don’t have to worry about your tanks running out and not being able to do a job.”

Polyvance also manufactures a full line of other products for sanding, filling, priming and everything else a refinishing technician needs to ensure a professional job.

In addition to supplying industry-leading tools and equipment, Polyvance offers a world of educational opportunities for those looking to embrace the latest procedures for plastic repair. Instructional videos are available at polyvance.com and on the company’s popular YouTube channel (tinyurl.com/ gnomxug), while Polyvance currently provides the industry’s only I-CAR Industry Training Alliance course on nitrogen plastic welding.

Additional hands-on training is regularly offered at the Polyvance factory in Rainsville, AL. (Information on Polyvance’s plastic repair training is available at tinyurl.com/h2zv7h7.)

From OEMs’ continued use of plastics to make their vehicles lighter to insurers encouraging their referral shop partners to use more plastics in their repairs, Polyvance is sure to expand and grow as the industry moves forward.

“There are more benefits to plastic repair than just a gross profit percent,” Lammon says. “It can also help drive more business to come into the shop.”

For more information on Polyvance, visit polyvance.com or call (800) 633-3047. NJA

Mario DeFilippis, AAI, Vice President (800) 221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com New Jersey Automotive | July 2016 | 57

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New Jersey Automotive | July 2016 | 59

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New Jersey Automotive | July 2016 | 61

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62 | New Jersey Automotive | July 2016

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