New Jersey Automotive May 2020

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)

COVID-19

INSURANCE INFO for SHOPS

OVERCOMING

CHALLENGING TIMES

MAY 2020 $5.95

THE CORONAVIRUS RESPONSE: Roundtable Discussions with Local & National Industry Leaders

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EDULE

Aug. 2 Aasp 1-23, 2 njnor 020 thea For In

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Superior service starts with superior parts.

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Contact these Mazda dealers for all your parts needs: Maxon Mazda 2329 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631

Nu Car Mazda 172 North Dupont Highway New Castle, DE 19720 Phone: 800-346-5283 Fax: 302-322-7135

4 | New Jersey Automotive | May 2020

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

Wayne Mazda 1244 Route 23 North Wayne, NJ 07470 Phone: 973-646-0333 Fax: 973-694-1700 www.waynemazdafactoryparts.com

We Appreciate Your Business!

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

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

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

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

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

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

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

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Orders accepted by phone, fax and email.

New Jersey Automotive | May 2020 | 5

Visit us at NORTHEAST® Booth #427 2020 Attendee Prize Sponsor

P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2019 - 2021 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com

CONTENTS

VOLUME 50 NUMBER 5 | May 2020

10 OUT OF BODY AND (MECHANICAL) EXPERIENCES

20 COLLISION CHAIRMAN’S MESSAGE

12 PRESIDENT’S MESSAGE

54 NJA ADVERTISERS’ INDEX

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 Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us 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 PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

LOCAL NEWS 22 AASP/NJ Members Donate

Much-Needed Supplies During Coronavirus Crisis

26 Amato Insurance Agency

Provides Pandemic-Related Insurance Checklist

NATIONAL NEWS 27 In Memoriam: Al Porcelli COVER STORY

PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com GRAPHIC DESIGNER Lisa M. Cuthbert/ lisa@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com

16 EXECUTIVE DIRECTOR’S MESSAGE

by Joel Gausten

30 Securing a Safe Industry:

Industry Leaders React to COVID-19

40 Hope at Home: AASP/NJ Board Members on the COVID-19 Impact

CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes • Jacquelyn Bauman

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

www.grecopublishing.com NEW JERSEY AUTOMOTIVE is published monthly and is sent to AASP/NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2020 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.

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

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

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

New Jersey Automotive | May 2020 | 7

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

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

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JAGUAR GLEN COVE 70 Cedar Swamp Rd. Glen Cove, NY 11542 Wholesale Direct: 516.674.8599 jaguarglencove.com

MERCEDES-BENZ OF BROOKLYN 1800 Shore-Parkway Brooklyn, NY 11214 Wholesale Direct: 929.509.4749 mbofbrooklyn.com

JAGUAR HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 Wholesale Direct: 631-427-2704 jaguarhuntington.com

MERCEDES-BENZ OF CALDWELL 1220 Bloomfield Avenue Caldwell, NJ 07006 Wholesale Direct: 973.808.0204 mbofcaldwell.com

JAGUAR SOUTHAMPTON 355 Hampton Road Southampton NY 11968 Wholesale Direct: 631.287.5162 jaguarsouthampton.com

WHOLESALE PARTS

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LAND ROVER GLEN COVE 70 Cedar Swamp Road Glen Cove, NY 11542 Wholesale Direct: 516.674.8599 landroverglencove.com

LEXUS OF BRIDGEWATER 1550 US-22 Bridgewater, NJ 08807 Wholesale Direct: 866.679.7054 lexusofbridgewater.com

LAND ROVER HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 Wholesale Direct: 631-427-2704 landroverhuntington.com

LEXUS OF EDISON 711 US Highway 1 Edison, NJ 08817 Wholesale Direct: 732.593.6860 lexusofedison.com

LAND ROVER SOUTHAMPTON 355 Hampton Road Southampton, NY 11968 Wholesale Direct: 631.287.5162 landroversouthampton.com

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WE WILL GO THE EXTRA MILE FOR YOU.

New Jersey Automotive | May 2020 | 9

The Awakening

OUT OF BODY (AND MECHANICAL) EXPERIENCES by THOMAS GRECO, PUBLISHER

One month ago in this space, I promised I would not write anything negative and would try to entertain you for however long this fu@ked up virus lasts. Honestly, after a month of this, it’s harder than I thought it would be. But I will keep my promise to try and make you smile as we all try to get through this SHIT. Speaking of…

One hundred years ago, when I was first dating the girl with the big, um, eyes, I was on top of the world. I was 15 when I met her, and she was 18. We shared our first kiss that summer of 1976. For four years, I was never allowed to tell anyone about our several secret rendezvous. But when I finally got up the nerve to demand that we “date,”

she gave in. Here I was, dating the girl of my dreams, the one I had spent four whole years thinking about day and night. A girl who was 22! How could it get any better?

I know most everyone comes to the point in a relationship when you have to do “it.” There is no set time or place. It just gets so intense that you can’t help yourself. No, I’m not talking about having sex. I’m talking about passing gas in front of that special person.

Come on. We’ve all been through it. Well, not everyone. I’m sure there are those macho guys out there who let it rip from day one without a care in the world. More power to them and their Trans Ams. I was not one of those. I think the

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majority of guys and 99.9 percent of the girls (oh, wait, I mean 100 percent, because girls don’t do that) are very, um, gun shy about it, especially early in a relationship.

And even more so if you had been fixated (like me) on that person for a long time.

Anyway, for the first few months of the relationship, I kept everything out of hearing and smelling distance. If I felt something, I would go to the bathroom or move over to the side of the room where no one Continued on page 36

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10 | New Jersey Automotive | May 2020

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

PRESIDENT’S MESSAGE by JERRY MCNEE

Saving for a Rainy Month

A lot has happened in the month since my last President’s Message. As the coronavirus pandemic continues to halt everything from industry events to holiday celebrations, more and more shops in New Jersey – one of the most severely hit states in the country – are facing difficult times. Customers are nervous about going to our facilities, shops are laying off employees and running out of work and even some of the longestrunning businesses in our profession are facing the difficult decision to shut down temporarily or even for good. My heart goes out to the families and friends of those who’ve lost their lives to the virus, and I feel equally terrible for those whose livelihoods may never recover. Even with the government assistance being made available right now, the current situation hurts us all in some way.

While it’s hard to see a silver lining to what we’re all facing, I believe there is one for the collision repair

12 | New Jersey Automotive | May 2020

community. I’ve written a lot in the past about the importance of truly knowing your numbers in this business and planning ahead. This is no longer about saving for a rainy day; this is about saving for a rainy month or longer. We work under ridiculously tight margins as it is, and we’ve been allowing this to happen.

This crisis will reduce our bottom lines even further, but history has shown us all the importance of keeping track of every dollar we spend and job costing each repair. We need to look for ways to increase our poor compensation. Can you afford to shut the doors for one, two, three or four weeks and survive? If this pandemic is not a slap in the face for you to wake up, then it should be. Things are stressful and depressing right now, but this should also be the stepping-stone and eye-opener that many of us needed. Dive deep into every aspect of your business and perform your work at the price that is necessary for you to be profitable, make a living and stay in business.

Continued on page 35

THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.

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

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

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

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

Join our growing list of satisfied customers. Save time, improve profits and keep your customers loyal. * If your order is placed by 10:30am, we will confirm availability and provide you with and ETA for delivery. ©2020 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.

New Jersey Automotive | May 2020 | 13

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14 | New Jersey Automotive | May 2020

Things Can Change without Notice EXECUTIVE DIRECTOR’S MESSAGE by CHARLES BRYANT

Where do we go from here?

Talk about the question of the year. Unfortunately, I don’t think anyone can even get close to providing an answer, at least not right now. Running the AASP/NJ Hot Line, I pride myself on being able to provide answers to questions being asked or at least offer quick feedback.

However, presently, I don’t think anyone has all the answers to questions about the COVID-19 pandemic.

No one seems to know exactly where it came from, when it first started infecting people or, most importantly, how long we’ll be dealing with it. What we do know is that it’s had a devastating effect on the lives of people around the world. Many can’t go to work because businesses are closed. Others are afraid to go to work out of fear of catching it and bringing it home to their family members.

With that said, we need to focus on the good things

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that have and continue to occur as a result of COVID-19.

The other day, I got a call from an old friend who I had not heard from in many years. It was so nice to hear that voice. I think of this person often, but for some reason, I never seem to reach out to say hello and see how he’s doing. The same went for him. We must have talked for close to an hour. It was great to catch up, and the call prompted me to call many other friends and family members I had lost contact with.

The AASP/NJ Hot Line has been ringing off the hook since the start of this pandemic. First, Bergen County officials attempted to force some AASP/NJ collision members to close on a certain date and stay closed until further notice through an executive order (in conflict with the Governor’s order requiring only certain businesses to close 8pm-5am). We went to work calling everyone we Continued on page 53

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FAST! FAS FA AST ST T! F FR FREE EE NEX NEXT EXT XT DA DAY AY DEL DE LIVERIES IV VERIES ES 1244 Route 23 North, Wayne NJ 07470 1-800-639-7278 • Fax: 862-221-9664

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Hours: Mon-Fri 7:330am-6pm; Sat 7:30am-3:00pm Parts Directt: 1-800-639-7278 Fax: 8622-221-9664 E-mail: Blanterrman@performancelf.com New Jersey Automotive | May 2020 | 19

We Will Overcome These Challenging Times

COLLISION CHAIRMAN’S MESSAGE by DENNIS CATALDO, JR.

It is hard to write this article without stating the obvious that COVID-19 is affecting our industry and country. I would like to thank AASP/NJ Executive Director Charlie Bryant and the whole AASP/NJ team for their quick action and response to our industry being designated as essential to New Jersey, allowing our businesses to remain open during this emergency (especially with the situation that occurred in Bergen County). I also thank them for providing information on how to navigate the CARES Act and other SBA funds that will hopefully offset the economic impact we are going to face in the coming months.

The current situation is grim, but it is not the first pandemic we have faced as a nation in over the years. We were impacted in 1918 (H1N1), 1957-58 (H2N2), 1968 (H3N2) and 2009 (H1N1). If we follow the advice of our doctors and scientists, this too shall pass. Stay at least six feet away from other people, and do not gather in groups.

Stay out of crowded places and avoid mass gatherings.

Forcing people to stay home slows the spread; with any luck, we will be back to normal by summer.

Unfortunately, social distancing and stay-at-home orders directly affect our industry. No cars on the road equals no collisions. Use this opportunity to clean, repaint and organize the shop. Deep clean your spray booth and change all necessary filters. I urge everyone to learn how to properly clean and disinfect surfaces in your workplace and the vehicles you are working on. Follow the guidelines by the CDC at cdc.gov/coronavirus/2019-ncov/preventgetting-sick/disinfecting-your-home.html and use common sense going forward.

Also, remember that time spent disinfecting a vehicle is a non-included operation that one should charge and document accordingly. Now is the time to become fiscally conservative and reduce your spending habits. Altering staffing and decreasing payroll expenses for the short term will improve your outcome in the long term. This situation is only temporary. People are resilient. We will overcome this challenge and become stronger tomorrow.

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New Jersey Automotive | May 2020 | 21

LOCAL NEWS

AASP/NJ Members Donate Much-Needed Supplies during Coronavirus Crisis As the nation confronts the unprecedented coronavirus pandemic, various members of the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) have stepped up to donate muchneeded supplies to health, safety and rescue personnel.

While cleaning his shop during this downtime, Ted Rainer of Ocean Bay Auto Body in Point Pleasant discovered he still had several boxes of N95 respirators that he had purchased through a wholesaler. He immediately donated them to the Point Pleasant Police, Rotary Club

and Fire and First Aid Departments. He also included Tyvek suits, gloves and booty covers. The Point Pleasant Police Department later thanked Rainer for his help and generosity on its official Facebook page.

“I’ve been in business here for 48 years, and Point Pleasant has been really good to me all the way around,” Rainer says. “Now, it’s time to give back. In times like these, you always ask yourself, ‘What can I do?’

That’s how we all built our businesses; we all ask customers, ‘How can I help you?’ That’s what we all do.”

Continued on page 35

Collision Equipment Consulting, Inc. offers the best equipment to fit your Body Shop needs.

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22 | New Jersey Automotive | May 2020

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New Jersey Automotive | May 2020 | 23

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2020 BOOTH 327

18 USI Italia Booths and Still Counting at No. 1 Collision

When anyone has a technical question for No. 1 Collision regarding any piece of equipment from a car rack all the way to a paint booth, they ask Facilities and Equipment Manager Milford Cumberland is the person to ask. At the age of 66, he is the old wise man that holds the cards and is the information gatekeeper on every facility, as well as all of its training, tools and equipment.

One of Cumberland’s job at No. 1 is overseeing the acquisition, installation and ongoing maintenance for 18 USI Italia booths. It’s an enormous investment that keeps paying for itself over and over again, and as a result, Cumberland is likely North America’s #1 expert about these Italian-made high-end spray booths.

The No. 1 Collision Centre in Richmond, British Columbia invested $19 million in an impressive 70,000 sq. ft. state-of-the-art location on two acres that is over the top in every way. “We call our facilities the superstars of the industry and our largest one definitely has that ‘wow’ factor,” Cumberland said. “Other shops and many of the OEMs request tours of this shop all the time and fly here from the U.S. and Europe just to see what we’re doing. When they see a dozen USI Chronotechs here set up side-by-side and full of high-end luxury vehicles, they are impressed, no doubt.”

If you walked into any of the No. 1 Collision locations, you’d find primarily Teslas, Land Rovers, Jaguars, Porsches, Mercedes-Benzes, Audis, Volkswagens, MINIs, Ferraris, Maseratis and even a few Rolls Royces being repaired. Certified to work on this impressive assemblage of 10 OE certifications, No. 1 Collision works hard to stay current with the training and equipment required to make this list.

CEO Rob Walker and his brother COO Scott purchased a shop in 1993 and today No. 1 Collision repairs a total of more than 1,0000 cars every month. The Walker Group of Companies have built an impressive business that includes four collision centers in Canada and one in the U.S. This MSO has invested approximately $1 million in its USI booths after acquiring their first one in 2009. When it comes to acquiring any tools, equipment or training, Walker isn’t afraid to pay for value, “We learned rather quickly that trying to cut costs isn’t the best way to go,” Rob Walker said. When we started looking at paint booths, we realized that the European ones were superior and that USI was the best.

Our Chronotechs are like BMWs while some of the others are more like KIAs. We will never buy another type of paint booth, because these have proven to be superior across the board. The technology is unmatched with incredible lighting, better air movement and sturdy construction.”

Cumberland agrees with Walker and is more than willing to expound on the capabilities and advantages of using USI booths, he said. “We are very impressed with the USI direct drive system and their powerful motors (15hp), and everything is tunable on-site. Some paint booths contain cheap components and in the end they’re nothing more than just cargo boxes with lights. A great booth is something you can install and then not worry about it for 20 years and that’s what we have with USI.”

Refinish Technician Ben Yi paints primarily high-end vehicles in a USI Chronotech spray booth at No. 1 Collision.

Whenever he purchases anything, Cumberland makes certain that the support that is both accessible and accountable. “We made sure that the support from USI was going to be strong, and that was one of the many things we considered before acquiring the booths,” he said. “At the very beginning, all of the USI people gave me their phone numbers, which has turned out to be a real blessing. They’re very responsive and you can tell they love what they’re doing. When I call them, especially their tech people, they are more than willing to answer all of our questions. We can’t afford to be down at any time if we want to maintain our reputation. I tell people the sign says No. 1, not No. 2.”

“I always tell people that to succeed in this industry, you should never skimp on things such as air compressors and paint booths,” Cumberland said. “We’ve been very fortunate with USI and now they’re an integral part of everything we do here.”

When it comes to maintenance and upkeep, Cumberland has a huge calendar that tells him what to replace and when with every USI booth. “With 18 of these babies, we have to stay on top of it, so that they will perform at a high level all the time. With USI, we don’t have to replace the filters or the intake and exhaust cubes as frequently as we would with another brand, which gives us another advantage over the competition.”

USI of North America 566 Commerce St. Franklin Lakes, NJ 07417 PH: 201-405-7761 EMAIL: s.moretto@usius.com www.usius.com

LOCAL NEWS

Amato Insurance Agency Provides Pandemic-Related Insurance Checklist

to come up with a new estimate of receipts based on In response to the financial hardships affecting the this downturn. The carrier can change your premiums New Jersey collision repair industry in light of the coronavirus pandemic, AASP/NJ benefit provider Amato now instead of at audit time.

Insurance Agency is urging shop owners to work with their insurers to remain covered and secure.

Personal Auto Insurance: Rates generated for “This is an incredibly tough time, as revenues have personal auto insurance assume most people are dropped or disappeared entirely, but insurance actually driving their cars (and increasing the chance of coverage is still just as important to protect your claims). Since many people are either not driving their business,” cautions Amato Insurance cars or have reduced the driving, the Agency Principal Joe Amato, Jr. “I exposure has decreased. Many Amato Insurance Agency strongly recommend not allowing insurance carriers have already advises that insurance policies to cancel because stated they are giving credits to all Governor Murphy has of a lack of money or a fear of policyholders based on this signed an order requiring needing the money for other assumption. If your company has not insurance companies and purposes. Instead of letting a policy already notified you of this, give cancel, I recommend calling the premium finance them a call and ask if they are company or the agent and asking for offering it. companies not to cancel help. Most insurance companies policies for have been extremely Commercial Auto Insurance: If your non-payment of premiums. accommodating to us and our business is not currently using clients. They are generally willing to automobiles listed on a commercial defer payments, extend payment plans or do whatever auto policy, ask your agent if your carrier will offer some else is needed to help the business. The key here is type of “lay-up” period and give you a credit for not communication. Don’t let a policy just cancel; call the using the vehicles. carrier or your agent and ask for help.”

Additionally, Amato Insurance Agency advises that Amato Insurance Agency has compiled the following Governor Murphy has signed an order requiring insurance-related checklist as a service to shop owners: insurance companies and premium finance companies not to cancel policies for non-payment of premiums.

Workers’ Compensation Insurance: Many insurance “If you get a cancelation notice, make sure the carriers are willing to switch policies mid-term to “paycompany is aware of this order from the state,” Amato as-you-go” reporting policies. If your payroll has explains. “You will still owe the premiums at some point dropped, this can help with immediate cash flow, as you in the future, but you are not allowed to be canceled will only pay premiums on actual payroll paid out right now. I still suggest trying to pay your premiums by (instead of an annual estimate). If the carrier does not working with your company to come up with allow a mid-term switch or you prefer not to go to this arrangements, since you will still owe those premiums.” type of reporting, you should also ask your agent to AASP/NJ members who need assistance or reduce your annual payroll estimate for the policy term. additional information are encouraged to contact Joe This will reduce your premiums now instead of waiting to Amato, Jr. at (732) 530-6740 ext. 412 or via email at get the money back after an audit. joejr@amatoagency.com.

Amato Insurance Agency is a division of World Liability Insurance: Most premiums for liability Insurance Associates LLC. NJA insurance are based on either the number of employees or an annual estimate of receipts. Work with your agent

26 | New Jersey Automotive | May 2020

NATIONAL NEWS

In Memoriam: Al Porcelli

Al Porcelli, a longtime industry leader and advocate best known as the co-founder and longest-serving member of the Auto Body Craftsmen’s Guild (ABCG) of New York, passed away on April 7 at 95.

Porcelli ran Central Avenue & Cypress Hills Street in Glendale, NY from 1949 until officially retiring from the business in 1990. From his retirement until the end of last year, he was actively working as editor of the Guild’s magazine, for which he wrote hundreds of articles on vehicle safety, repair procedures, consumer protection, business practices and trade education.

AASP/NJ offers its condolences to Al’s friends, family and colleagues.

NJA

LET US TURN THEM AROUND!

Contact New Jersey Automotive Sales Director Alicia Figurelli

(973) 667-6922 ALICIA@GRECOPUBLISHING.COM

New Jersey Automotive | May 2020 | 27

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New Jersey Automotive | May 2020 | 29

Securing a Safe Industry: COVER STORY by Joel Gausten

Charles Bryant AASP/NJ

Lucky Papageorg AASP/MA

Judell Anderson AASP-MN

Jordan Hendler WMABA

Jill Tuggle ABAT

Larry Terrien WACTAL

Aaron Schulenburg SCRS

Industry Leaders React to COVID-19

The COVID-19 pandemic has had an immediate and powerful impact on the national collision repair and mechanical service industries. This month, we connect with AASP/NJ Executive Director Charles Bryant, AASP/Massachusetts (AASP/MA) Executive Director Evangelos “Lucky” Papageorg, AASP-Minnesota (AASP-MN) Executive Director Judell Anderson, Washington Metropolitan Auto Body Association (WMABA) Executive Director Jordan Hendler, Auto Body Association of Texas (ABAT) Executive Director Jill Tuggle, Society of Collision Repair Specialists (SCRS) Executive Director Aaron Schulenburg and Wisconsin Auto Collision Technicians Association Ltd. (WACTAL) President Larry Terrien to gain insight into how their associations and their members are working to address the crisis while serving customers and the industry atlarge.

New Jersey Automotive: What are your immediate thoughts on this pandemic and the effect it has had on your state’s industry and/or your membership at-large?

Charles Bryant: For the most part, the industry is in panic mode because this came on so quickly and no one was prepared for it. Some are in denial that it is as bad as it is being reported; others are angry with those who just don’t seem to get it. Many shops that fought to stay open in the beginning are now basically being forced to close because they have finished the work

30 | New Jersey Automotive | May 2020

they had in the shop when things first started and no other – or little – work is coming in or their employees are refusing to come in. Either way, members of the industry, large or small, seem to be living in fear because of the uncertainty of what will come next or when it will be over.

Lucky Papageorg: The events are life- and industry-changing – not only in the short term, but for the long-term future as well.

When we do return to ‘normalcy,’ it will not be business as usual for those shops that make it through the current state of emergency.

SOPs, which we have been forced to change, may not look the same in the future. Our members and the industry as a whole have had to make very challenging decisions, and many more will have to be made. Shops need to use this time to their advantage to learn new skills as well as how to work smarter.

Judell Anderson: On a human level, it’s tragic. My heart goes out to those who have lost loved ones to the disease or whose economic wellbeing is at risk due to job loss. The business impact on the industry will certainly not be insignificant, and I’m concerned about the financial strain on members. But like any other challenge, those who have positioned their business strategically for the long term will survive, although probably with a few battle scars.

Jordan Hendler: This is so prolific; the effect is not even fully known. Everyone in the

country is affected in multiple ways from this pandemic, and our regional industry and membership are no different.

Obviously, the lack of people driving directly affects accidents and claims. I think the lack of available information to deal with such a crisis has been exposed for all.

We don’t know as an industry how to clean for disease control, and suddenly here we are.

Jill Tuggle: I think we can all agree that the biggest issue we face as an industry is the fear of the unknown. We are navigating uncharted waters. I have seen many shops working on the proactive side.

Furloughs, pay cuts and split shifts have been difficult decisions to make, but they just may be what preserves businesses when done proactively, as we’ve seen here.

Larry Terrien: The collision industry has been listed as an essential business, and for good reason. Grocery and health-care workers, truck drivers, police and other emergency personnel and all of the other critical workers need to get to work, and they need their vehicles. We have seen the majority of our member shops stepping up and often doing more with less.

Aaron Schulenburg: Obviously, this is impacting everybody whether they’re in this industry or not. Our businesses are essential, and I think many of them are fortunate in that the way we schedule work often provides

for a backlog. When the switch got flipped and there was a stay-at-home order, there was still work in the pipeline for many of these businesses.

But I think we’re really coming to a point where a lot of that has started to be worked through. At the time of this conversation, I think we’re just coming up on some of the most challenging days ahead. Repair businesses have stopped seeing the same capacity of tow-ins and have seen a drastic decrease in the amount of new people walking through their doors. For SCRS, our days have been filled with helping small businesses through the relief mechanisms that are available to them in terms of how to support their employees and the businesses they’ve built and how to help the industry figure out what’s new and relevant to using disinfectants in the vehicles and the resources available to them. We’ve all been drinking from a firehose of information, and I think part of our job is to take out relevant pieces and provide them to their businesses so they can consume what they need to and continue to function.

NJA: How has your association been dealing with the pandemic since the state of emergency was issued?

CB: AASP/NJ has been assisting members with the many issues that the pandemic has brought about on a daily basis. Unlike many other associations, we have a unique service that few others have. AASP/NJ has a Hot Line that members can call all day, every day for answers to questions related to anything that is going on in the industry. These include, but are not limited to, insurance claim issues; environmental issues; compliance with laws, rules and regulations or licensing issues; and, in this case, issues related to the COVID-19 pandemic. Since the outbreak, the AASP/NJ Hotline has been ringing non-stop, and members are so grateful to know that they have a place to turn for answers to their questions in this difficult time.

LP: As an association, we have concentrated on providing the most up-to-date information to our members regarding the measures they should be taking to protect themselves, their customers and their employees. We have been providing them with the links to the resources established to provide assistance through this challenging time. We have also been in contact with the Governor, drawing attention to the exploitative actions of insurers and requesting that he intercede on our behalf with the Commissioner of insurance. We have provided templates of letters to our members requesting they also contact the Governor and their legislators.

JA: We’ve been busier than ever.

Fortunately, the staff was already set up to work remotely, so that transition has been seamless. But we did have to make the difficult decision to cancel our annual Leadership Conference scheduled for April 23. Since the impact of the crisis hit in mid-March, we’ve scoured all of the various legislation and other measures taken by the government, distilled that information to what’s relevant to members and then communicated it through weekly updates. We sponsored a free ‘crisis marketing’ webinar and have scheduled Zoom roundtable sessions for members to share and discuss the impact on employees, shop practices, marketing, finances and the like. They are really wanting to talk to each other right now and learn from what others are doing. We’re also fielding lots of member calls and connecting them with resources and support where needed.

JH: Our priority is to help the industry get information, so working with SCRS has been crucial. One concern addressed early on was how to communicate and perform any disinfecting services. We cautioned members against language using ‘disinfecting or sanitizing’ and they could instead say ‘applying/applied disinfectant,’ because there is no testing possible for confirming.

Unfortunately, it is a liability our industry should not take on in this time but a service we want for our own employee protection as much as the customer. We want our membership to have resources; right now, that is what we can do for them. We check on them and see how they’re doing. If we identify needs we can assist with, then that’s what we address.

JT: During the first week, I was in shock and felt helpless – like watching an accident you can’t stop. I had so many questions: How would this affect our upcoming events, our dues or our Texas Auto Body Trade Show? I figured that members wouldn’t be focused on these things in a time like this; they would just be trying to survive. Then, I woke up the next morning and thought, ‘THIS is why ABAT exists: To be there in the hard times. These shops need us to be a resource and a steady light. We have to be there for them any way we can right now.’ So, our focus shifted to any creative ways we can be a source of information and resources for them.

Our lobbyist spent hours analyzing the stimulus package and putting it into a readable document that we sent out.

We ordered face masks to send to shops. Who knows what the next steps will be, but we are energized, listening and acting.

LT: We have been very busy keeping up with all of the latest news and information and relaying it to our members by emailed newsletters.

AS: There have been a lot of different ways of communicating with members. As we were doing regular emails and updates, people were contacting us and saying, ‘I know I saw an email, but I wasn’t sure what it was.’ I think we were all experiencing that; there’s just been so much communication on this. We developed scrs.com/covid19-resources as a page that’s focused on workplace preparation and health, financialrelated relief and other resources that may be out there as well – including

Continued on page 45

New Jersey Automotive | May 2020 | 31

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PRESIDENT’S MESSAGE Continued from page 12

It is not a crime to be profitable; it is the model that every business in the world – including the insurance companies – live by. Why wouldn’t you?! Otherwise, you

LOCAL NEWS

Continued from page 22

Anthony Trama, owner of Bloomfield Auto Body in Bloomfield, donated safety glasses, masks and Tyvek suits that he had in his shop’s backup inventory.

“I had extras, so I figured I’d just give them out if they could help people out at this time,” Trama says.

AASP/NJ Allied Board member Mike Kaufmann (Advantage Dealer Services) picked up these items from Trama’s facility and delivered them to Chilton Medical Center in Pompton Plains. Kaufmann has volunteered to pick up supplies from other shops and deliver them to area hospitals. He encourages repairers to contact him at (973) 332-7014.

“I wish I could do 20 [deliveries] a day. Everybody has to just work together, and we’ll all get through it.”

Karyn Breidt, general manager of Auto Body Distributing Co., is another AASP/NJ community member responding to calls for assistance. The industry co-op has donated much-needed masks and gloves to Hackensack University Medical Center, the Bergenfield Police

don’t know your numbers, which is a pandemic in itself. I won’t sugarcoat it: WAKE UP! Things will pick up again. Use the time you have now to make your shops the strongest they can be for when vehicles fill your bays again. There’s no better time than the present to look towards the future. NJA Department and area First Aid Departments.

“How do we not help these people who are around this? We’re helping out however we can and doing our part.”

Auto Body Distributing Co. CEO and AASP/NJ Treasurer Tom Elder adds that the operation is also taking special precautions to protect the auto body industry it serves.

“Everybody in the warehouse is wearing protective equipment, and everything that comes into our warehouse is wiped down. We want to be there for our members, so we’re taking this seriously.”

Members of AASP/NJ and the New Jersey automotive community are encouraged to contact health organizations in their area if they are able to donate items. They can also contact Jenny Collins of Atlantic Health System at (973) 971-7106 or Jenny.Collins@atlantichealth.org or AASP/NJ Executive Director Charles Bryant at (732) 9228909 for more information.

For more information on AASP/NJ, please visit aaspnj.org. NJA

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

Continued from page 10

else was. If I had a stomachache, I made sure not to get too hands-on in case she wanted to mess around.

(Now THAT would have been a Seinfeld episode before there was a Seinfeld!)

Six months in, I still didn’t feel comfortable even though we were spending almost every free moment

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together. But a short time after that, I remember we were coming back from the shore one late Friday night.

We had stopped at my favorite hot dog place (The Windmill), and I started getting those stomach pains – the ones you know are going to lead to bad things – around exit 120 on the Garden State Parkway.

Problem was, our exit was 152.

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was that she would always fall asleep on the way home. So maybe, just maybe, I could get away with it.

But no. I couldn’t risk it. We were only together for less than a year.

How could I literally blow this thing apart now? I held everything in for the next 32 miles. After sweating off about 30 pounds, we finally hit the exit ramp. I turned off the exit and made a beeline to her house to drop her off and get home as soon as possible. I took a shortcut, but I hit a red light at the bottom of Harrison Street. It was no use. I couldn’t hold it in anymore. I looked at her and she was asleep and snoring. I looked around, opened the window, clenched together and let out a silent but deadly monster.

Before the light turned green, I heard a groan, looked to my right and saw her eyes open as wide as a full moon. “PEEEEEE UUUUUUUU!” she screamed. It was so bad it had woken her out of a sound sleep. She started punching me on the arm with her left hand while she covered her nose and mouth with her right. The light turned green, and I hit the gas (I mean pedal). She stuck her head out the window the entire way home.

I was laughing so hard tears were coming out of my eyes. I didn’t know if they were tears from the laughter, the fumes or the thought that I had lost her forever.

I got to her house, and she jumped out of the car. She then turned around and started laughing hysterically. She said, “If you EVER do that again…”

I guess I must have, because we broke up a few years later.

Take it one day at a time. Every minute spent worrying is one minute you can’t get back. Have faith. Be positive. Stay safe. Smile and laugh.

We will get through this together.

NJA

36 | New Jersey Automotive | May 2020

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New Jersey Automotive | May 2020 | 39

COVER STORY by Joel Gausten

Hope at Home: AASP/NJ Board

Jerry McNee President

Dennis Cataldo, Jr. Collision Chairman

Keith Krehel

Mechanical Chairman

Jeff McDowell Immediate Past President

Tom Elder Treasurer

Members on the COVID-19 Impact With New Jersey one of the states hit hardest by the coronavirus pandemic, we reached out to AASP/NJ President Jerry McNee (Ultimate Collision Repair, Inc.; Edison), Collision Chairman Dennis Cataldo, Jr. (D&M Auto Body; Old Bridge), Mechanical Chairman Keith Krehel (Krehel Automotive Repair; Clifton), Treasurer Tom Elder (Compact Kars, Inc.; Millstone Township) and Immediate Past President Jeff McDowell (Leslie’s Auto Body; Fords) to discuss how they are adapting to the situation while planning for a hopeful future.

New Jersey Automotive: As shop owners in addition to your work with the association, what are some ways you’re making things work in your business at this time – from in-shop processes to dealing with the motoring public?

Jerry McNee: The most significant change is that we’ve had to reduce our staff for the time being. Customer traffic here has dropped around 80 percent. We’re taking as many precautions as we possibly can, including cleaning the shop with disinfectant multiple times a day. We’re only allowing one customer in the shop at a time, scheduling drop offs/pick ups and applying disinfectant to the vehicles at drop off and pick up.

Dennis Cataldo, Jr.: At the start, it was business as usual but with the inclusion of wiping

40 | New Jersey Automotive | May 2020

down and disinfecting all vehicle interior surfaces. Now that business has slowed, I have cut hours and am only operating on a half-day schedule.

Keith Krehel: I have one service manager, Anthony Del Tufo, and three techs in, and we’re in ‘limp’ mode until things get better. If the manager gets sick, then I’ll go in. At least this way, we have two levels. If we both work and get sick, then we’re in trouble.

We’re still seeing work come in. We work on fleet vehicles, so we’re dealing with landscapers, people delivering supplies, hospitals and things like that. We’re needed right now. We’re not fixing someone’s car while it’s idle; we’re fixing their truck because they need it right now.

We’ve closed the shop to everybody but employees. If a customer comes in, they handle their vehicle like a night drop. They put their keys in an envelope, and they write down the problems or issues with the vehicle on that envelope. They seal it and put it through a door slot, and then we pick it up. Anthony disinfects the keys, and then another employee goes out to the car before we work in it and wipes it down. There are only four of us in the shop at any time.

Anthony came up with a good idea for parts. We put a big plastic bin outside. When parts come in, the delivery person places them in that bin.

If it’s a common delivery person we see time and time

again, they’ll fax us the bill so there’s no paperwork coming in and no possible contamination that way. Then, depending on what those parts are, we spray them down with either bleach and water or alcohol.

Tom Elder: We’re savers, so we’ve always had money to pay bills. We also had a good month in March. These things are helping out the shop, as it has next to no work right now.

That said, about three-quarters of the staff are still busy doing something. We’ve been advertising on Facebook that we’re open and ready to help people out. We’re following all the CDC guidelines and directives from the government.

Jeff McDowell: We’ve been quiet for weeks now; this is an unprecedented time. With nothing on the schedule, we’re focusing on maintenance and repairs to the shop and keeping a positive attitude until more claims come in.

NJA: How have you used the unexpected downtime to make your shop stronger for when things eventually return to normal?

JM: We’ve cut hours to a maximum of 40 a week, so the remaining staff isn’t experiencing much downtime right now. If that changes, we plan to spend the available time completing our I-CAR, ASE and OEM training. After that, we will work to implement more 5S methods at the shop.

DC: For me, making things stronger has meant cutting payroll and expenditures so we can maintain a cash flow for when things do turn around.

KK: You’re never really as organized as you want to be, so I’m organizing at the shop when I’m there. I’m trying to implement a “five-minute” rule, which means either something at the shop is in my hands within five minutes or I know for sure I don’t have it.

TE: I’m encouraging my managers to get creative to get cars in here, from offering to pick them up to getting them into a rental and settling the claim as quickly as possible. One problem we’re seeing is that some parts suppliers are not accepting returns right now out of fear that they could have been exposed to the virus.

I have a good staff; they are committed to running the shop. I have one painter, one foreman, one guy in Mercedes-Benz Collision and one tech in the body shop all committed to staying and doing whatever they have to do. They don’t mind working shorter hours. I have two mechanics working, along with a service manager and a tow truck driver. They’re all working hard to stay busy. Everybody has come together.

JMcD: One important thing we’re keeping in mind right now is that there is a big difference between ‘disinfecting’ the vehicle and ‘using disinfectant to clean’ that vehicle. As we all move forward with this, It’s important the people refrain from telling people they ‘disinfected’ the car, because there’s no data and set standard for what that is.

NJA: What are some ways you and other shops you know have been helping the community? How can shops help moving forward?

JM: We’ve been having a lot of phone calls and Zoom meetings with other shops here in New Jersey and around the country to share information about the stimulus package and other

resources. As far as helping the community outside of the industry, I’m proud to say that many AASP/NJ members have been donating masks, gloves and other supplies to area hospitals, police departments and others in need. It really shows how much people in this industry are dedicated to helping others – during this pandemic or otherwise.

DC: I’ve donated some of the extra PPE we had at the shop to first responders and medical professionals in the area. A lot of other shops have done the same thing. It’s great that we had enough supplies available to give them to those who really need the extra help right now.

KK: I donated some extra gloves to the local hospital. Not to be funny, but the other thing I’ve done is just be here. I’d rather shut down the shop and send all my guys home and know that we’d all be healthy and good in a month or two. But that wouldn’t really be good for our customers, because they are people who have to roll.

We’re doing all we can to keep transportation moving.

TE: Auto Body Distributing [ABD] donated some stuff and sold some very precious inventory to nonmembers who needed it for personal protection. A bunch of AASP/NJ shops have given away supplies, but I don’t think everybody really has extras to give away at this point. If people are totally out of masks, then ABD has been offering them inexpensive respirators with replaceable cartridges.

JMcD: It’s good to see so many members donate materials to police and first responders. We’re not in a position to do that right now, so we’re working just to make sure that the customers who do come in know that their vehicles will be handled safely.

NJA: What are some resources – online or otherwise – that you’ve been using for assistance or new ideas right now?

JM: We’re constantly doing Zoom meetings with other shops, looking into different banking options and working to take advantage of what’s available through the Small Business Administration. We’re looking at every option we can to help us prepare for the future.

DC: We’re making it a point to follow the CDC website for information on proper cleaning and disinfecting workplace surfaces. Of course, we’re also paying attention to the information that AASP/NJ has been providing to members and reacting to those things as quickly and professionally as we can.

KK: I did apply for the payroll protection loan. I haven’t heard back as of the middle of April, but they are understandably backlogged and overloaded. I ordered alcohol and am making my own ‘Purell,’ because it wasn’t available. I bought some aloe from a beauty supply place and put this homemade ‘Purell’ all over the building. Mostly, I’m using YouTube to get ideas on how to reuse the face masks and how to properly process them. You can’t get masks right now, so I’m looking at ways to keep them in use as long as I can. The masks that are available are going to the hospitals and first responders, and rightfully so.

TE: The CARES Act loan is what we’re focusing on. A few insurance companies have also created programs to assure customers that they’re going to get quality repair jobs, but figuring out if they’re going to properly pay shops to perform the extra cleaning work on the cars has been a challenge.

JMcD: We applied for payroll protection. There’s almost too much information available. It’s hard for people to weed out the different things that are going on just with the loans.

Your accountant may tell you one thing, but the banks and other people are telling you something else.

There’s the potential for a lot of Continued on page 54

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COVER STORY SECURING A SAFE INDUSTRY

Continued from page 31

other associations that have compiled useful information and SCRS Corporate Members that have developed standalone pages devoted to coronavirus information. We’ve been updating the page regularly; it changes on a near-daily basis. Our hope is that it becomes a dedicated place for people to go to find information, whether they’re a member or not.

NJA: What are some ways you’ve seen your members stay positive during this current situation?

CB: To be honest, I have seen so many ways the members of AASP/NJ have responded positively to COVID19, and it makes me proud to be a part of the industry. Many of our members have voluntarily donated masks, Tyvek suits, protective eye wear, gloves and basic PPE items to hospitals, police departments and other organizations that are in need of such items. One member of the AASP/NJ Board voluntarily agreed to pick up the items and deliver them to the places that needed them. One member who had been speaking with another member who was really afraid that he would not be financially able to survive comforted him by assuring him that he would lend him as much money as he needed to get through this. Another member informed me that a dealer parts department that was forced to close gave the shop the keys to the parts department and said, ‘Just keep track of whatever you need, and we will see you when we return.’ I have heard of many acts of kindness one member of the industry has offered to another, and it warms my heart to hear the stories. Many seem to think of the members of the auto repair business as ‘tough guys,’ but it amazes me to see just how kind they can be in times like this.

LP: Many shops have adapted to the new way of ‘connecting’ with their customers during intake and upon completion of repairs. Many shops I

have spoken to have taken advantage of the slowdown in the volume of work to address issues that were not addressed previously due to lack of time. Some have been reviewing their past repair orders to catch parts issues, such as price increases that may have slipped by. They are also reviewing procedural items that may have been performed but not reimbursed for by the insurer. The slowdown has given them the opportunity to visit OEM websites and other online resources to gather the documentation necessary to be paid on the previous jobs as well as those in the future.

JA: We had a roundtable discussion with mechanical members on April 8, and I came away with so much pride and inspiration after that session.

Many members were using this opportunity to connect even deeper with their communities through outreach and contributions to

charitable causes. It was also noted that with new car sales lower and recent job losses, people would be more apt to hold on to older vehicles and invest in repairs to keep them on the road – a positive for future business. Another positive mentioned was that this was an opportunity to build employee loyalty by keeping people on the payroll, demonstrating concern about their wellbeing and showing support in other ways.

JH: Our industry is resilient, but I’ve yet to talk to someone who is wholly positive. I think that is due to the uncertainty of this crisis. It’s not war, where we can see the face of our enemy; it’s a far-off movie concept come to life. So, in our resiliency, we see where we can help. I know of shops donating PPE and other items to the hospitals and medical facilities that need them. I see that they want to work on the vehicles they can, and Continued on page 49

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COVER STORY SECURING A SAFE INDUSTRY

Continued from page 45

that gives them pride in being the essential industry they are.

JT: The email chains have slowed, but they have not stopped. Members are calling each other and ABAT to check on one another’s wellbeing. They really care about their circle.

LT: Shops are reassuring their staff by having regular status update meetings and being flexible with staff members’ needs. They are reassuring their customers that they are there for them, and that they will do whatever it takes to help them out. This often includes: • extra hours by appointment;

shone a light on what a great industry this is.

NJA: What are your thoughts on how the industry as a whole is addressing this?

CB: There is no doubt that this is a scary time, because no one knows exactly where things will go from day to day. With that considered, the industry is handling this very well, in

my opinion. Shop owners are setting up methods of dealing with their customers remotely. I have heard of shops installing glass doors inside the office where the shop owner or worker has a shield between themselves and the customers who come in. I had to laugh when I was told about a shop owner who brought a wooden paddle that is normally used to turn pizzas

Continued on page 51

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• free pick-up and delivery; • non-contact drop-off and pick-up; • sanitizing every vehicle before beginning work and before delivery; and • dealing with parts shortages.

AS: There have been some bright lights in this situation. We’re seeing a lot of ingenuity and that entrepreneurial spirit come through in these tough times from a lot of our member businesses. If there’s a silver lining, that’s one of them. We’ve watched folks like John Mosley from the Mississippi Collision Repair Association take a portion of the materials he had in his coatings business, and instead of producing the coatings he normally would, he turned them into disinfectants that his business is giving out to their local hospitals. We’ve spoken with collision repair facilities that are transitioning over some of the PPE they’ve used and donating the remaining stock to their local hospitals. We’ve seen that civic duty come out in light of all of this. We serve an essential role not just in the fact that we’re able to stay open, but also in that we also serve an essential role in the community.

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COVER STORY SECURING A SAFE INDUSTRY

Continued from page 49

over in an oven into his office and is now using it to have his customers put their keys on instead of handing the keys directly to him. Members are attending webinars to learn about workplace safety, and we notify our members of webinars that provide information on the different types of loans that the government is making available. As time goes on, members of the industry are figuring out how to deal with whatever issues they face as the result of the COVID-19 situation.

LP: The majority of shops have stayed positive. Shops are positioning themselves to come back stronger after the state of emergency is lifted.

Due to the paperwork and documentation review required to apply for the different stimulus packages, many have been reevaluating their Labor Rates and procedures in the repair process.

Quite a few have been submitting updated information regarding their Labor Rates to National AutoBody Research (NABR), while others are taking NABR’s Labor Rate Survey for the first time. Those who had previously subscribed to NABR’s BillableGenie service have used the time to research the information archived there as well as upload additional documentation of rates and procedures insurers have paid.

JA: I’m impressed with the generosity, resourcefulness, business acumen and commitment that our members have demonstrated. It’s going to be rough for a while, and the industry will emerge changed but stronger than ever.

JH: Collision repairers are happiest when they’re working. The fact that our industry is deemed essential gives us purpose. We can keep working on the vehicles we do have and give the best service possible.

JT: Again, these are uncharted waters. Unfortunately, there’s not much new information in circulation,

but everyone is trying their best to be a helpful resource. SCRS moved up its Affiliate Association conference call, which offered a great deal of ideas and information shared among association leadership nationally.

LT: We are seeing some shops shutting down completely, but the vast majority are continuing to serve their customers. The ones that are running are experiencing a drastic change in business practices. These often include dealing with parts shortages and having to pick up parts that are no longer being delivered. This often involves having an employee drive long distances to get parts that cannot be obtained locally. Drop-off and pickup of vehicles is now done differently, and many shops are modifying estimating procedures and office hours, among other things.

AS: I’m really proud of the way our industry has responded to and handled all of this. I believe that at the end of this, the independent market is really going to shine in a number of different ways.

NJA: What are the best ways members can use your association to keep them moving forward until this is finally over?

CB: From the time this first started, AASP/NJ has been providing notices to our members on how to deal with the issues as they arise or change from day to day, including webinars on how to deal with the issues and contacts for organizations that can assist with any issue that results from the pandemic. We continue to research and provide links to important information. We have provided members with dealer license information that allows the dealer to sell, title and register vehicles online.

AASP/NJ is constantly watching what is going on and seeking answers to problems that are being reported to the AASP/NJ Hot Line. The association is here and ready to assist any member with any issues that

arise. If we don’t have the answers, we will go and get them, report back to those members and share this information with others.

LP: Members should continue seeking information from the association and let us know what else we can do to better assist them as we go forward. I suggest they become familiar with the information on our website available through the Members Only portal.

There is a wealth of information that can be used to assist in the repair and negotiating processes in our state.

JA: The benefits of association membership haven’t changed, and they have become even more important during this crisis. We can help them move forward by providing access to ‘need-to-know’ information and education, connecting them with their peers to share experiences and lessons learned and reducing their costs with our member benefit programs. We are here to help and will continue to be their champion and their ally.

JH: We can connect needs as best we can, and that can be educational or even a product or service. When so much ‘information’ is being floated out everywhere, it’s our job to find and source what actually helps our members to survive this crisis.

JT: Take the time to read emails and reach out. Help us help you. Most of our day-to-day operations are put on hold right now, and we are waiting to be a resource to you. Associations have the heart of any charitable cause – we do it because we genuinely care for you and our industry. If we can do one thing to help you or your shop during this time, then we have done our job.

LT: Members rely on us to keep them informed of the very latest information.

We are also a platform where they can network with other shops for ideas of what works and what doesn’t and just bounce ideas off of each other.

Continued on page 52

New Jersey Automotive | May 2020 | 51

COVER STORY SECURING A SAFE INDUSTRY Continued from page 51

AS: We’re continually releasing educational materials, as we always do, through our YouTube channel and website. There are a lot of people who are focused right now on developing content through this period, and there are a lot of opportunities for members to get in training and learning and spend time sharpening their minds and looking at their businesses. And if they find material they like, I’d ask that they share it.

NJA: What is the message you have for members so they remain hopeful for the future?

CB: AASP/NJ wants every member to know that they are not alone. The association has constantly spread the message that unity is the answer. That message could never be more important than right now. This is a time for each member to look out for one another, put their differences aside and help each other. Over the years, the industry has dealt with whatever difficulties it has had, and this is no different. The difference now is that the members of AASP/NJ have an association that stands ready to assist in whatever manner necessary to get through this and anything else that comes our way. I would urge the members of AASP/NJ to utilize the benefits that we provide, like the Hot Line, Labor Pool and Equipment Exchange. Also, they should utilize our Benefit Provider Programs that provide discounts on workers’ compensation and garage insurance, credit card processing and so much more. Our final message to all AASP/NJ members is stay strong and safe and know that you are not alone.

The future will shine bright again soon.

LP: We are an essential, a resilient and – most importantly – a proud industry. We will survive the current state of affairs we find ourselves in, and we will come out on the other side that much stronger. We need to be vigilant to ensure that our customers

52 | New Jersey Automotive | May 2020

and our businesses are not exploited and put in harm’s way by insurers feigning concern for their policyholders. We must rely on one another and AASP/MA for the strength needed to survive and prosper in the aftermath of COVID-19.

JA: There’s a reason that auto and collision repair were deemed ‘essential’ businesses, and that’s because you are! The fundamental need for consumers to have their vehicles maintained and repaired has not changed and will continue after this crisis has passed – perhaps at even greater levels than ever before.

This industry has always been resilient, whether adapting to changing vehicle technologies or a shifting regulatory environment. If you stay informed, take advantage of the resources available to you and adjust accordingly, you will weather the storm and come out wiser and stronger on the other side.

JH: This industry goes to work as soon as the doors open, and this crisis is not different. When cars go back on the road, work will be coming back in the doors. We cannot focus on the things we cannot help. Rather, we need to do the best with what we have now and look to the future. Does the shop need to be cleaned out, reorganized and freshened up? Would you change anything about your layout? This is the time, when it’s slow, that you can make all these positive changes to come back better and stronger than ever!

JT: This industry has many, many great minds at work. Because of the groundwork we have laid as an association, our members have the network of trainers, researchers and other successful shop operators at their fingertips. That, coupled with what they have been learning and implementing at their businesses over the past few years, is the biggest advantage they could have given themselves to face something as unexpected as this. ABAT members

have given themselves many advantages, and faith in God will carry us through.

LT: We tell shops to be creative and flexible and keep an open mind. What worked best for them just a couple of weeks ago might not work at all now.

For example, we are seeing new vendor opportunities opening up. We are seeing stronger bonds with local small businesses that are also getting creative in their marketing efforts. We are also seeing closer relationships with our insurance partners that hopefully will continue long after this is over.

AS: We are an industry made up of people who fix tragically broke things, and we can do the same here. This is not the first time we have weathered really challenging economic adjustments. September 11 and the recession in 2008 are examples of instances where the challenge felt insurmountable, but we – as an industry, as a country and as individuals – found our way through it.

This will be no different. It’s going to be tough, but I think many businesses will learn how they can be better prepared in the future while hoping they never have to be prepared for something like this again. The reality is that we can come together and potentially be a stronger industry as a result of this.

For so long as an industry, one of our challenges has been attracting new individuals to fill the gaping holes in technical roles that we have. The reality is that we may have more opportunity to build those empty spaces than we did previously. We may appeal to individuals who wouldn’t have considered us before but who now might say, ‘Wow, this is an industry that continues going to work, continues supporting its employees and continues to provide a paycheck when so many people are stuck at home.’ There are things in this situation that make our industry shine.

NJA

EXECUTIVE DIRECTOR’S MESSAGE

Continued from page 16

thought might be in a position to help, including senators and assemblymen and assemblywomen.

It was discovered that the Governor’s executive order had a provision preventing any town, city or county from issuing conflicting orders. The Bergen County official stated that he had the moral authority – if not the legal authority – to force the closures. In the end, the Governor insisted that he withdraw his closure order and refer to the original one.

The Hot Line then experienced a wave of members asking if they were considered essential or nonessential businesses. To be honest, at first I didn’t understand the question. However, I learned quickly. The problem was that the answer seemed to differ depending on where that answer was coming from, and it seemed to be an issue across the country. However, after extensive research, we found a position by Homeland Security declaring automotive repair shops essential businesses. Even though this was issued as an advisory, it seemed to stand the test and solve the problem based on the entity that issued it. I can’t begin to tell you how many shop owners expressed their gratitude and stated that times like these make them proud to be an AASP/NJ member.

The next issue to light up the Hot Line was the many loan opportunities being touted by the government. Members were asking about what was being referred to as the PPP Loan, especially because rumors were circulating that small businesses could get a forgivable loan to help them get through this difficult time. Well, it turns out it wasn’t that simple. The answers differed depending on who was providing them. Once again, we went into research mode. Sure

enough, we found numerous sources to turn to for answers, which we blasted out to members for clarity and direction.

As time went on, more and more calls came in on the issue of employees possibly getting infected by touching a vehicle that may have been driven by an infected or asymptomatic person. These calls prompted us to start researching how to properly disinfect a vehicle before commencing repairs (and then again before delivery).

Eventually, we were able to link members to webinars on this topic as well as topics including choosing a loan, step-by-step instructions on filling out applications and, in some cases, even contact information for loan assistance.

New questions are being asked

every day. There is a lot of talk about re-opening everything, but elsewhere when that has happened, the virus seems to come back just as strong as it was before. For now, I think the best thing we can all do is stay at home as much as possible and wear gloves and a mask when you do have to go out.

As mentioned earlier, this is a good time to check in and lend a helping hand to others who might be in need. Go check in on a neighbor or even your competitor down the street who may not be as fortunate as you. We might not know where we go from here, but one thing is for sure: Things were not as bad as some thought before this happened.

Readers, let’s be grateful for what we have and make an effort to help our fellow man. We will get through this. In the meantime, AASP/NJ is here for our members, and we stand ready to assist. Stay safe! NJA

New Jersey Automotive | May 2020 | 53

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Lynnes Nissan East..............................10

Acme Nissan ......................................3

Maxon Buick-GMC ..............................35

Accudraft ............................................42

Maxon Hyundai ..................................33

Amato Agency ....................................17

Maxon Mazda......................................33

Audi Group..........................................28-29

Mazda Group ......................................4

Axalta..................................................6

MGM Auo Body Supplies ....................16

BASF ..................................................24

Mike Kaufmann ..................................12

BMW Group ........................................34

MINI Group..........................................48

BMW of Springfield..............................13

Mopar Group ......................................43

Bram Auto Group ................................IBC

NUCAR................................................14-15

Classic Audi ........................................21

Paul Miller Subaru ..............................54

Collision Equipment Consulting, Inc. ....22

Performance Ford Lincoln....................20

Collision Supplies of New England ......20

Porsche Group ....................................44

Empire Auto Parts................................53

PPG ....................................................32

Fenix ..................................................49

Reliable Automotive Equipment............OBC

Flemington Audi ..................................5

Sherwin-Williams/Matrex ....................37

Flemington Group................................50

Subaru Group......................................36

GM Group ..........................................38

Town Motors ......................................47

Hyundai Group ....................................39

Tri-State Luxury Collection ..................8-9

Innovative Solutions & Technology /

USI of North America ..........................25

Pro Spot..............................................IFC

Valtek..................................................53

Jaguar Land Rover Parsippany ............10

VW Group............................................46

Kemperle ............................................23

Wheel Collision Center ........................45

Klean Frame........................................54

COVER STORY HOPE AT HOME Continued from page 41

miscommunication out there. It’s been confusing from many different sides.

NJA: What is the best advice or message you would offer a fellow member who is really struggling to stay positive and productive these days?

JM: Hang in there. Hopefully, your customer base will help you through this tough time. Look at and apply for the stimulus package the government has to offer. Take action and don’t wait for help to just come to you. Take the steps needed to keep yourself going, and remember that we’re all in the same position. None of us are alone in this, and AASP/NJ is here to help.

DC: This will pass, and people will start to drive again and go back to work. Traffic will be back, and people

54 | New Jersey Automotive | May 2020

will still text and drive. We will be back to arguing with insurance companies on how to be properly compensated before we know it.

KK: We will get past this. The big thing is to be healthy and in a position to move forward once this is over. I don’t think you’re going to be in business right now to make money; you’re just going to stay in business.

That’s the objective. Of course, we should take every precaution we can with our employees. It’s not wimpy to do the right thing right now; it’s good common sense. It’s not macho to take unnecessary chances.

JMcD: That’s a tough question. We’re all human beings, and we’re affected by the same depression and fears.

Just try to get through today and do the best you can, and hopefully tomorrow will be better. You have the

power to generate positivity in your own mind. You will get caught by negative thoughts and feelings from time to time, but you have to try to think logically and not let these things overwhelm you.

Here’s something else to keep in mind: Come this summer or fall, I doubt we’ll have a labor shortage in this industry. I honestly think we’re going to have an overabundance of techs coming our way once this is all over.

TE: I agree. There might be help who gets cut loose from shops that laid them off. People complain that there’s no help out there. If there’s one positive that could come from all of this, it’s that the employee shortage could finally be solved in New Jersey and elsewhere. NJA

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Audi Brooklyn 211 63rd Street, Brooklyn, NY 11220 Business Hours: Monday - Friday 7:30am - 5:30pm Saturday 7am - 3pm (Deliveries not available on Saturday)

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Audi Brooklyn is a member of the BRAM Wholesale Parts Network

Parts Direct: 718.392.6611 or 866.770.5999 Parts Fax: 973.556.1403 www.audibrooklyn.com

New Jersey Automotive | May 2020 | 55

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