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Anthony Trama 973-818-9739 / anthonytrama@aol.com
BOARD ALLIED
Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com
Mike Kaufmann, Mike Kaufmann Dealer Group 973-332-7014 / mkaufmann@adps.com
PRESIDENT/PUBLISHER
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Alicia Figurelli / alicia@grecopublishing.com
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CONTRIBUTING
Body Professionals Gain Estimating Accuracy Essentials from AASP/NJ by Alana Quartuccio
Miles Apart but of Like Mind –How Two Shop Owners Grew a Friendship and Partnership by Alana Quartuccio
A Technician Shortage Education: Are the Shops to Blame? by Chasidy Rae Sisk
The Collision Repair Industry: How Decades of Insurer Influence Shaped Our Reality by Andrew Plischke
Charles
Dave
Tom
Bob
Mike
Wes Kearney
Nick Kostakis
Jim Kowalak
Keith Krehel
Joe Lubrano
Michael Lovullo
Jeff McDowell
Jerry McNee
Sam Mikhail
Ron Mucklow
George Petrask
Russ Robson
Jerry Russomano
George Threlfall
Anthony Trama
Cynthia Tursi
Lee Vetland
Paul Vigilant
Rich
Brian Vesley
Glenn Villacari
Stan
Grumpy Old Man
Last December, I turned 64, so I guess you can officially call me a grumpy old man. And it seems I am getting grumpier every day. There are a lot of reasons why we get less lovable as we grow older. It seems the older you get, the more the aches and pains, the stress, the aggravation all seem to get worse. Even the little things. Especially the little things.
For example: As I’m sure you know, every year, I run a scholarship in the memory of my late sister Diane. We began small when it was funded by just myself, her daughter Katie and Glenn Villacari. But after a few years, most of my siblings, nieces, nephews and kids decided to chip in, and it has grown to $5,000 for one fortunate Nutley High School football player. So, as I do every year, I sent out a text to all 18 previous donors.
“Hey everyone, it’s Diane scholarship time. Text me if and how much you want to donate. Thx.” To be discreet, I asked them to text me individually so I would be the only one who knew how much each donated. Within an hour, I received four responses. And then nothing. Okay. People are busy. No problem.
Twenty four hours later…still nothing. Now, I know I have chubby fingers, but do people really think I text just to exercise them? I know for a fact that every one of those people had to have looked at their phone at least once in the previous 24 hours. No one goes that long without looking at their phone except my mother-in-law. And that’s because she doesn’t have a goddamn phone! What the f@#k is their problem?
So tell me, am I the grumpy one?
So, I did what I do best and sent another text.
“Ok, so Alex, Ralph and Connie, Katie and Michelle are in. Anyone else?”
Within seconds, I received this response from one of my nephews in a private text:
“Wow. Way to call people out without calling people out.”
“Seriously? It’s been 24 hours. Show some respect and respond one way or another. Don’t just pretend you didn’t see it.”
“I did see it. I was thinking of what I was going to commit to.”
“I was referring to everyone, not just you.”
“I know. You can put me down for $100.”
So let me get this straight: He needed over 24 hours to decide to give 100 bucks? A hundred bucks??
Look, I have no problem whether they give one dollar or one thousand dollars…or if they don’t give at all. There’s no pressure. Just answer the damn text. However, keep in mind the ages on that text chain range from
by THOMAS GRECO, PUBLISHER
27-64, all of whom make a good or great living. Yet, he had the nerve to say he needed a full day to decide about donating 100 bucks? I should have said, “Take a week to think some more and see if you can make it $105.”
Sheesh.
So tell me, am I the grumpy one?
But he’s not the only one. How many of you reading this ignore texts? Why? I can understand if it’s someone you don’t like, or someone who wants something, but that’s not true all the time. I text some of my closest friends and relatives, and I get oogotz back. Do they think what I have to say has no meaning? Do they think I’m trying to bother them? Do they think I have nothing better to do? I’m probably only texting them because they won’t answer the f@#king phone! It’s RUDE.
So tell me, am I the grumpy one?
How about this: Someone texts you a question, and you text back immediately with a question of your own, and then they don’t answer for hours. Why the f@#k did you start the conversation?? Christ, it’s maddening.
So tell me, am I the grumpy one?
Even at the office! We have an internal messaging system. Whenever we message each other, it dings or pops up on the screen. Yet every day, I’ll send a message to someone in the office, and I won’t get an answer for 10 minutes! We only have four rooms in our office. I can freaking hear their computers beep. Why the f@#K can’t they? Yet, mine beeps 1,000 times a day whether I am in a meeting, on the phone, in the bathroom...It drives me insane, but I still respond as soon as possible (even though I’m the boss and don’t have to! LOL).
So tell me, am I the grumpy one?
Here’s another. I usually come into the office after noon. When I ask a question or call someone into the office, I shouldn’t have to wait. They’ve had three hours to do stuff without me bothering them. Although I admit it’s true, I have an unwritten rule that no one should talk to me the first 30 minutes I get in...so in this case, I guess I am, in fact, the grumpy one.
They always say patience is a virtue. Well, I am neither patient nor virtuous.
But I am grumpy.
(And boy, am I gonna pay for those last two paragraphs.)
Psychology of the Claim: Controlling the Narrative
When it comes to settling automotive insurance claims, insurers don’t just rely on policy language or repair estimates – they rely heavily on psychology. For years, insurers have refined tactics designed to manipulate claimants and discredit repairers, all with one goal in mind: reducing claim payouts
The process isn’t just about dollars and cents; it’s a calculated game of control, misinformation and pressure. Understanding these psychological tactics is crucial for claimants and collision repairers alike. If consumers are to receive fair settlements and safe, proper repairs, they must first recognize how insurers leverage psychological pressure to steer outcomes in their favor. While many of these strategies have become industry standards over time, some consulting influences, such as those from firms like McKinsey & Company (read the book Delay, Deny, Defend), have encouraged insurers to streamline claims in ways that prioritize profitability over policyholder outcomes.
One of the most common tactics insurers use is to erode trust between the customer and the repairer. This erosion isn’t abrupt; it begins with subtle comments meant to sow doubt. The insurer positions itself as the “reasonable” party, while implying that the repairer is overcharging or inflating repairs. Consider these familiar statements:
“That shop always charges more than others.”
“They’re adding unnecessary repairs you don’t need.”
“Our preferred shop can do the same work for much less.”
These comments aren’t accidental. They’re designed to plant seeds of doubt. As soon as the customer questions the integrity of the repairer, they become more receptive to reduced repair scopes or steering toward insurer-contracted shops. (I am not suggesting that all DRPs are bad and all independents are good, but DRPs are certainly a tool in the insurer tool box. More on that in a future article.)
The irony? Many insurer-preferred shops cut corners to meet the insurer’s pricing demands, which jeopardizes the safety and integrity of repairs. This calculated undermining not only weakens the claimant’s confidence in their chosen repairer but also subtly shifts control of the claim back to the insurer.
Building on this erosion of trust, insurers then employ psychological pressure through fabricated urgency. After all, if doubt alone doesn’t push the claimant toward
by KEN MILLER
a quick resolution, time pressure might. Insurers often present claimants with “take it or leave it” offers under the guise of urgency. Statements like “If you don’t agree today, your rental coverage may end” or “This is the final offer; we won’t negotiate further” are designed to corner the claimant into accepting less than they’re entitled to. By manufacturing a sense of immediacy, insurers discourage claimants from seeking second opinions or fighting for a proper settlement. This tactic leverages the emotional strain of being without a vehicle – knowing most people rely on their cars for daily responsibilities. It’s a dual blow: the claimant is already uncertain about their repairer, and now they’re pressured by arbitrary deadlines. The goal is simple: rush the claimant into a quick, cheap settlement before they have a chance to realize they deserve more. The psychological manipulation doesn’t stop there. Insurers also exploit confusion, knowing that insurance policies are complicated by design. They rely on the average consumer’s lack of understanding to push lower settlements. By introducing technical jargon and referencing vague policy provisions, insurers overwhelm claimants. Statements such as “Your policy only covers ‘like kind and quality’ parts” or “Storage charges aren’t covered because repairs didn’t begin immediately” discourage further pushback. These pronouncements are presented as non-negotiable facts when, in reality, many of these so-called requirements are subjective determinations that deserve scrutiny. The combination of confusion and urgency works in tandem, leaving the claimant feeling isolated and ill-equipped to argue their case.
Adding to the psychological and emotional burden, insurers also exploit financial pressure. They know that most people can’t afford to be without their vehicle for long. By strategically limiting rental coverage or delaying approvals, they intensify the claimant’s sense of desperation. Comments like “Your rental reimbursement ends tomorrow” or “We can’t approve additional repairs without further inspection – schedule delays may occur” effectively corner claimants into choosing between paying out of pocket or settling for less. This tactic directly targets the claimant’s financial vulnerabilities, turning what should be a straightforward claim settlement into a stressful financial dilemma. The emotional exhaustion that comes from juggling uncertainty, time constraints and financial strain makes claimants far more likely to accept subpar settlements just to end the process.
Underpinning all these tactics is the insurer’s ultimate strategy: narrative control. From the moment a claim is filed, insurers position themselves as the expert, the gatekeeper of information and the arbiter of fairness. Meanwhile, repairers are framed as expensive, difficult or unnecessary. Claimants are subtly discouraged from asking too many questions. This manipulation is subtle but powerful. Consumers assume their insurer’s recommendations are in their best interest. They believe premium payments guarantee proper repairs. Unfortunately, that’s no longer the case. Insurers have become adept at shifting responsibility, controlling conversations and avoiding accountability. By steering the narrative from the outset, they make it difficult for claimants and repairers to push back against unfair practices.
The best defense against these psychological tactics is education and confidence. Consumers should insist on the repairer of their choice. Steering is illegal in New Jersey, and they have the right to choose a shop that will repair their vehicle properly and safely. They should demand detailed explanations and not accept vague denials. Asking for specific policy provisions
in writing and challenging delays and misinformation are crucial. Repairers, meanwhile, should continue to educate customers, maintain transparency in their repair processes and document every interaction with insurers. By exposing these tactics for what they are –psychological manipulation aimed at profit – repairers and consumers can push back and demand fair, proper claim settlements.
Ultimately, insurers don’t just play a numbers game; they play a psychological one. They sow doubt, create urgency, overwhelm with complexity and apply financial pressure – all designed to reduce claim payouts at the expense of proper repairs and consumer safety. But knowledge is power. When consumers and repairers understand these tactics, they can resist the pressure, expose the misinformation and ensure fair treatment. The next time an insurer says, “This is the best we can do,” remember: that statement has more to do with psychology than policy. And it can – and should – be challenged. Educate your customer, equip them with the information they need and empower them to fight for their rights!
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Auto Body Professionals Gain Estimating Accuracy Essentials from AASP/NJ
“You’re the only one.”
“Nobody else is asking for that.”
Collision repair professionals hear these all too common utterances time and time again, yet these statements are simply not true. All collision repair shops want is to receive reasonable reimbursements for the operations they perform that are consistent with OE repair procedures and industry standards for safe, proper and necessary repairs, but insurance companies act like this is just too much to ask.
Shops CAN change the conversation, but their ability to do so lies in how they choose to operate their businesses.
In early February, AASP/NJ set out to help auto body repair professionals find ways to maximize their repair planning success by hosting “Estimating Accuracy
Essentials 2025 Workshop” at INDASA USA in Fairfield. Repairers packed the house to gain insight from Jerry McNee (Ultimate Collision Repair, Inc; Edison) and John Niechwiadowicz (QLC, Inc.), who teamed up once again to provide a new iteration of their highly collaborative and interactive estimating seminar.
“We can do tremendous things individually, but we can do so much better together,” Niechwiadowicz suggested as he referred to the cause of simply wanting the reasonable reimbursement repairers deserve. Strength in numbers is key. “The more individuals or organizations that you can rally to your cause, the better,” he added.
“Do you want to follow the leader, or do you want to be an industry leader?” McNee asked, emphasizing the point that business owners can take control. “It’s your facility, and you’re going to run it the way you need to run it.”
One has to put effort into writing a proper estimate, and shops are very likely missing opportunities by not paying attention.
“You need to review your own work within your shop,” McNee stated, as he relayed his own experience with two former estimators who wrote within $30 of each other. Knowing what is going on is key toward improvement. In fact, there may be extreme variations on sheets written by different estimators. McNee experienced insurance appraisers seeking out “the weakest estimator” at a shop ”because they
can manipulate him and get him to commit to something that another wouldn’t commit to.” He proposed that shops with multiple writers consider having them write up the same car and then “sit down, spend time and evaluate those estimates. That’s how you’re going to get better.”
Part of the discussion included a review of estimates anonymously submitted prior to the workshop, which Niechwiadowicz and McNee used to highlight strengths or missed opportunities they recognized to help educate the audience on proper repair planning.
Setting better industry standards can help wipe out phrases like “you are the only one,” but too much disparity – such as estimates with 205 lines versus 82 lines – won’t help
John Niechwiadowicz (QLC, Inc.)
A packed audience listens close.
the cause.
Even the best estimators can miss things, Niechwiadowicz and McNee acknowledged. The industry has a variety of resources available to assist in writing a proper repair plan – Niechwiadowicz pointed to one example with CCC ONE P-pages in which the latest update for MOTOR specifically identifies that consumable product costs are not included in refinishing. “That should be a complete game changer for you guys,” he stressed. “You’ve got to start charging for body supplies.”
“Every one of you is a salesman,” McNee offered a different way of looking at things. “You have to be able to sell and understand your estimate.” At the same time, one must “make sure [the estimate] represents the work you did,” Niechwiadowicz
added.
“If you’re educated, you can explain it to your clients and the insurance companies,” stated McNee. “Let’s face it, what’s the insurance company’s job? To say ‘no’ every single time? At some point, they’re going to run out of road.”
In the end, shops need to be profitable. Many may not be thinking about additional costs such as admin expenses. According to McNee, “You have to be profitable to pay your admin staff and your bills. When I started this business, it was four or five technicians to every one admin person, if not more, on the body tech side. Now I’m seeing a two-to-one ratio at some of the top shops in the country, and even in my facility; for every one technician, you have two admin people.”
Being consistent with documentation is also an important factor. Niechwiadowicz and McNee gave attendees various considerations for proper estimate writing and documentation, such as properly categorizing line items and using line notes to elaborate on necessary steps.
Trying to get properly reimbursed is not a one-and-done operation.
Niechwiadowicz explained, “Another thing we hear all the time is – and this is a quote – ‘I tried that four years ago, but it didn’t work.’ If I tried 99 times and it didn’t work, what should I do the next time? Try it again. It’s going to work. You’re going to get it. And then you can document it and show them they paid it before.”
by ALANA QUARTUCCIO
filled
In a conversation between the consumer, the insurer and the collision shop, the shop is the only one that qualifies as a true repair professional, and their actions should prove as such. “You are the expert in the field,” Niechwiadowicz stressed. ”You can teach them and educate them. You will get paid more if you document more.”
McNee reminded all that “there is no right or wrong” to estimate writing. He only hoped that hearing different perspectives from “peers who are in the same industry, in the same state, doing the same things that you are” can help the attendees begin to think a little bit differently about how they approach estimating.
AASP/NJ Collision Chairman Jerry McNee
Repairers
the room at INDASA USA to learn estimating accuracy.
by ALANA QUARTUCCIO
Miles Apart but of Like Mind – How Two Shop Owners Grew a Friendship and Partnership
Sometimes life just has a way of bringing the right people together.
When Burl Richards (owner of Burl’s Collision; Henderson, TX at the time) took a seat in a BASF 20 group nearly 15 years ago, he had no idea he was about to build a lifelong friendship and discover a future business partner in a body shop owner from New Jersey.
He’d soon learn that Jerry McNee of Ultimate Collision and Repair (Edison) just so happened to share many of the same visions Richards did – a passion for the industry, for fixing cars correctly and for turning out nothing less than safe and proper repairs.
Richards and McNee may live many miles apart, but their shared business objectives could not be any closer.
The pair very quickly went from colleagues talking about shop issues to close friends taking family vacations together. Now, Richards and McNee have partnered up as owners of three body shops in east Texas.
Their like-mindedness wasn’t just obvious to them but to those around them as well. McNee has been referred to as the “Burl of the North” by colleagues – and even by his wife!
“When you’re with other like-minded folks in these 20 groups sharing thoughts and visions, it becomes apparent that we have a lot more in common than the 20 Group itself,” reflects McNee.
“Jerry was very like-minded in doing similar things at his shop that I did at mine,” recalls Richards. “Nether of us were DRP-oriented. Not to say we didn’t have DRPs, but that wasn’t the focus of our businesses which was more about taking care of the customer, maximizing repair efficiency while ensuring safe and effective repairs. Jerry and I just really hit it off because we’ve been doing the same things, him up in Jersey and me here in Texas. After these group meetings, we’d all go out to dinner and hang out. Jerry is one of my best friends, and I can honestly say I’ve met others from those groups who I consider some of my best friends.”
Even though they were in different states, they were both doing the same thing in their shops, and it was easy to pick up the phone, call the other and talk things through. “It can make a world of difference,” says McNee of the benefits of talking things out with someone you know and trust and who has been through it before. In their case, it made for a good friendship.
So, when Richards asked McNee if he would be interested in opening a shop with him in Texas, “he was on board with it from day one.”
Two years ago, they purchased the first shop –Doug’s Paint and Body (White Oak). They’ve since purchased two more – Fishburn’s (White Oak) and Laserline Collision Center (Lindale)
It’s a different learning experience for both as
Richards explains, “We’re involved in the business, but we’re not there every single day, like we are at our other shops. It was an investment, but also a business model that we could see if we could duplicate. So, it’s been very interesting, and we’ve learned a lot. I’ll tell you I have a whole new perspective of the larger MSOs and the way that they’re organized with a manager and a regional manager and other managers.”
Richards also noted the importance of KPIs. “We have certain KPIs that we look at every month, but those large MSO shops are really on it every day. They’re so admin heavy that they are looking at certain numbers and metrics every single day, and I’ll tell you that is what it takes. You have to stay on top of it.”
Currently, they are focused on building up the most recent shop they purchased in Lindale. That will remain their focus until the shop is off and running, and then they consider growing their brand further. They have created White Sands Collision as the holding company, but currently, the goal is to keep the shops they’ve purchased running under the names customers recognize while putting their own spin on each operation.
“I’ve had businesses with other business partners, and Jerry and I have never had a cross word ever. We are on the same page. Having someone you can work with has been a big positive. I’ll be the first to tell you that I don’t know everything, and I think Jerry would tell you the same thing. So we’re willing to try the other person’s ideas, but I’d say 80 to 90 percent of the time we are on the same page. It’s good to have that flexibility and that openness because when you own your own business,
continued on pg. 34
Jerry McNee and Burl Richards
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A Technician Shortage Education: Are the Shops to Blame?
“I can’t find help for my shop.”
“No one wants to be a technician anymore.”
“Kids these days just aren’t interested in collision repair.”
Nearly every shop owner in New Jersey and across the country shares the same complaint, but it just may be time to recognize the issue doesn’t lie with the next generation – shops are largely to blame for this ongoing problem!
Although the number of collision repair educational programs have dwindled in recent years, the remainder report high interest in collision technology; however, instructors often fail to get the support they need from the industry to keep students engaged and convince them to actually enter the field after graduation.
“I have two full classes, totalling 40 students, and nearly 100 more kids on our waitlist, and despite being the only collision school in this area, the lack of support we receive from local body shops is disheartening,” laments Mike Lundin, instructor for the Ocean County Vocational Technical School’s (OCVTS) ASE-certified auto collision program.
Gary Gardella (County Line Auto Body; Howell and Collision Correctors; Bayville) is an exception. “Gary has been instrumental in supporting our program,” Lundin says.
Over the past 10 years, Gardella has hired dozens of students from OCVTS, but he decided to become more involved with the program three years ago. “When we started with them, the most important area was simply providing input and helping to change the collision repair curriculum to better meet what our industry needs in an entry-level tech.”
When hiring these young technicians, Gardella
shows his desire to invest in their careers. “We work with our local SnapOn partners to provide tool kits for students coming in from OCVTS as part of an incentive program, which they can keep after a year of successful employment. Additionally, we lay out a career path that shows them the possibilities available to them.”
While taking the initiative to get involved requires shops to invest time and energy, “The time commitment is what you make it,” Gardella insists. “I enjoy supporting our industry, so for me, the only time-consuming thing is reading all the available grants to see what fits our local school the best. You may also be asked for feedback, to write letters of support or to attend events, but my staff and I enjoy attending OCVTS events.”
Gardella finds that investing the time yields a high ROI. Last October, he walked away from OCVTS’ career fair with nearly 40 resumes and has hired five students since that event. “The OCVTS career day was one of the most impressive events I have been involved in since my days in motorsports. The school has really stepped up over the past year, supporting the industry and gaining our involvement. Their staff, from teachers to administration, is amazing; each one genuinely cares about the students. The event boasted about 25 industry tables from calibration to paint companies. The students were engaged at every table, asking questions and collecting swag.”
Unfortunately, those students did not have the opportunity to get to know many collision shops. “Aside from our shops, only about three collision shops attended,” Gardella reports, though he strived to get more shops to participate. “I sent OCVTS many shop contacts to try and solicit local participation. OCVTS reached out and was disappointed in the collision shop response,
so a couple of weeks prior to the event, I called every shop owner in Ocean and Monmouth counties who has complained about being shorthanded. In the end, VIVE, Caliber and a dealership shop were the only companies that showed support for this awesome opportunity to improve our industry.”
The lack of support creates additional challenges for instructors like Lundin when trying to find shops where his students can continue their education. “In my senior class, we currently have seven kids out on work release, where they work in the industry four days each week and come to class for one day, and by the end of the year, we should have 10 in shops; however, I would never send my kids to some shops because I don’t want them to be dejected. My job is to provide them with entry-level skills and then help them find work in a shop – I don’t want to send them somewhere that causes them to walk away and never want to work in the collision repair field again.”
For many shops, the fact that students graduate with entry-level skills seems to be a major deterrent, but Gardella understands the only way to change that is through closer involvement. “Through my time employing students and receiving feedback from other local shops, I realized that many felt that the young technicians were not prepared for basic shop tasks and therefore, many felt they required too much training. Over the years, I have become friends with Michael Bonsanto (Passaic County Technical Vocational School), who follows the I-CAR curriculum at his school, which is what I have been campaigning for OCVTS to adopt. The benefit of a vocational school implementing I-CAR training is that they learn shop basics and are ready to continue their learning journey.”
Lundin finds that it’s a “struggle to get shop owners and technicians to understand that they have to do their part to further educate and train these young industry professionals to elevate their skill sets. My program is successful because these kids enjoy their time in class. Many of them only choose collision repair because they’ve heard it’s a cool program and they’ll get to work on fun projects, but most students don’t know the difference between a screwdriver and an adjustable wrench when they first start. My class teaches them to work with their hands and to start developing the skills they’ll need to begin, but they aren’t going to graduate with the same knowledge as someone who has been working in shops for decades.
“I’m the only game in town providing shops with entrylevel employees,” Lundin points out. “It makes more sense to hire these kids who have some idea of what’s going on in the shop instead of hiring someone who walks in the door with no knowledge whatsoever.”
“You need to have patience when hiring vocational students,” Gardella advises. “It can take some time to find the right person for the position.” He hopes to alleviate some of those concerns by developing a post-graduate training facility within the next few years because he is “dedicated to ensuring this industry does not become
obsolete.”
The way many shops treat young professionals is another concern. “I do my best to promote this industry to my students, but sometimes I feel like I’m lying to them by claiming they can have a great career in collision,” Lundin admits. “My father, the biggest influence in my life, worked in the auto body industry his entire life, but he retired with nothing. Although I have a lot of kids who have been successful in this industry, I know they could make more in another field, and it’s a shame. Many work for the same shop for several years and make next to nothing, plus they have to buy a ton of tools. Other trades allot a certain amount for tools to help support their new hires, and I believe it would be very beneficial if our industry offered some sort of tool incentives and helped young technicians advance in their careers.”
Still, Lundin helps the majority of his students find jobs in shops before they graduate, and he even has former students reach out to him years later, seeking recommendations for new jobs. “This industry’s future relies on these young people who are interested in collision repair, but while everyone complains constantly about the lack of new talent entering the shops, very few are willing to make the effort to improve the situation.”
One method for getting involved is as simple as joining a school’s advisory committee and visiting the class to talk to the students about available collision careers. “It shows the kids that the industry cares about them and that there’s opportunities for them,” Lundin stresses. “They get to hear firsthand about what shops are seeking from an entry-level employee, and that makes a huge impact on their engagement levels and morale when they aren’t just hearing from a teacher. They want to know more about the job they’re considering from the people who actually do the job and can tell them what to expect.”
Shops have nothing to lose and everything to gain from getting involved with their local schools, according to Gardella. “Supporting their local vocational school gives them visibility in the community and can be seen as a costeffective marketing strategy. For shops that are chronically looking for technicians or their technicians are beginning to age out, getting involved with housing more students can help build a plan for those retirements. The more that shops get involved, even if it is not at the advisory committee level, the more we bring positive attention to career pathways in our industry, which will help with the technician shortage.
“The students are there, which means the interest is there,” Gardella adds, emphasizing the need for the auto body industry to “make noise through career fairs and show these young technicians there are some great opportunities available to them. It is our own fault that we have a lack of techs; many of us do not have the time or energy to develop a young technician, but if we want to address the technician shortage, collision shops must come together, get involved and support vocational training programs!”
The Collision Repair Industry:
How Decades of Insurer Influence Shaped Our Reality
Few pieces of legislation have had as profound an impact on the collision repair industry as the McCarranFerguson Act of 1945. This nearly 80-year-old law, combined with subsequent strategies like the “The Plan” of 1947 and the 1963 Consent Decree, established a framework that has allowed insurers to dominate the auto repair landscape. For those in the independent collision repair industry, understanding this history is essential to confronting the challenges of today.
The McCarran-Ferguson Act: A Pivotal Turning Point
Passed in response to the 1944 Supreme Court decision in United States v. South-Eastern Underwriters Association, the McCarran-Ferguson Act returned regulatory authority over insurance to the states and granted insurers immunity from federal antitrust laws, provided state regulations were in place.
This exemption set the stage for insurers to centralize power and coordinate practices with limited federal oversight. It created an environment where insurers could systematically shape the industry’s operations,
often prioritizing cost efficiency at the expense of repairer autonomy and consumer protection. This historical pivot underscores the collision repair industry’s struggle to maintain independence against a backdrop of insurer consolidation.
“The Plan” of 1947: Operationalizing Influence
Just two years after McCarran-Ferguson, insurers devised “The Plan,” an initiative designed to align repair standards, control labor rates and streamline costs.
This wasn’t just a roadmap – it was a strategic play to lock in insurer dominance. Through standardized processes and repair mandates, “The Plan” planted the seeds for today’s direct repair programs (DRPs), embedding insurer-driven protocols into every corner of the repair industry. For independent repairers, this marked the start of a systematic suppression of labor rates and a weakening of their ability to dictate repair practices. Insurers gained a powerful lever to control costs, while repairers faced shrinking margins and reduced autonomy.
The 1963 Consent Decree: A Missed Opportunity
The federal government’s investigation into collusion among insurers culminated in the 1963 Consent Decree, which sought to curb insurers’ influence by prohibiting price fixing and certain mandated repair processes. On paper, this should have rebalanced the scales. In reality, enforcement was weak.
Insurers adapted swiftly, finding indirect ways to maintain control over repair processes. By leveraging their relationships with DRP shops and creating financial incentives, they effectively sidestepped the decree’s intentions. For independent repairers, the decree’s failure to dismantle entrenched practices meant a continued erosion of independence and influence, further entrenching insurer dominance.
The Current Landscape: A Collision of Forces
Today, the collision repair industry faces unprecedented challenges that threaten its very fabric.
• Fragmentation vs. Consolidation: While independent shops remain fragmented and struggle to unify, multi-shop operators (MSOs) and private equity-backed networks have surged in prominence. Yet, instead of counterbalancing insurer dominance, many MSOs align their goals with insurers’ cost-
saving imperatives. This alignment often exacerbates the pressures faced by truly independent repairers.
• Consumer Disempowerment: Vehicle owners – the ultimate stakeholders – are often unaware of their rights. Insurers steer consumers toward preferred shops, emphasizing cost efficiency over safety and quality. This leaves drivers at risk of subpar repairs and compromises their long-term safety.
A Call to Action: Reclaiming Our Industry
For independent collision repairers, the path forward is clear but not easy. It requires a multifaceted approach that combines advocacy, education and solidarity.
1. Legislative Reform:
• Advocate for revisiting McCarran-Ferguson’s antitrust exemptions to restore fairness.
• Push for federal oversight that ensures repairers and consumers are not at the mercy of unchecked insurer practices.
2. Consumer Awareness:
• Educate vehicle owners about their rights to choose repair shops and demand high-quality, safe repairs.
• Emphasize the risks of insurer-driven practices that prioritize cost over safety.
3. Industry Solidarity:
• Support fair labor rates and resist pressures to compromise on quality or safety standards.
• Forge alliances within the industry to amplify the independent repairer’s voice and demand change.
The Stakes Have Never Been Higher
This isn’t just about business – it’s about safety, fairness and the integrity of our craft. Insurers have spent decades leveraging the regulatory framework established by McCarran-Ferguson, “The Plan” and their ability to sidestep the 1963 Consent Decree.
For independent repairers, the choice is clear: stand united, educate the public and demand reform. This fight is not just for our shops but for the driving public and the future of collision repair. Together, we can ensure quality, safety and fairness become the industry’s cornerstones once again.
The wait is over! March is finally here. To the automotive repair world, that can only mean one thing – the NORTHEAST® Automotive Services Show returns to the Meadowlands Exposition Center (MEC) in Secaucus on March 14-16. AASP/NJ’s NORTHEAST is the go-to destination for automotive and collision repair professionals to get a first look at the newest equipment on the market, absorb new knowledge from the industry’s most informed representatives and engage and interact with peers. NORTHEAST is where the industry connects.
“Managing the second-largest trade show of its kind, after SEMA, is certainly a challenge, especially in its 48th year,” says Thomas Greco, AASP/NJ Secretary and president of Thomas Greco Publishing, the event managers of NORTHEAST.
“However, the history and reputation of NORTHEAST, along with the enthusiastic participation of the industry’s top speakers, vendors and attendees, make our efforts to enhance the show a bit easier. And this year is no exception. We have an incredible educational lineup, over 100 exhibitors covering 65,000 square feet of floor space with the latest technology and equipment, and an abundance of prizes and giveaways. Unless you can afford to spend thousands of dollars and a week away from your shop to go to Las Vegas, there is truly no other event like NORTHEAST for automotive repairers.”
Outside of SEMA, where else on this side of the country can one get access to hundreds of exhibitors offering the latest equipment, innovations and resources? Attendees know it’s the place to go, and clearly so do the vendors as the list of exhibitors continues to grow year after year.
Tommy Ames of 1Source ADAS and Automotive Electronic Solutions and his team are headed from Texas to New Jersey because “we heard that NORTHEAST is the best show of the year.” Ames
sees their debut at NORTHEAST as a “way to get involved with more organizations around the country, get plugged in and get our name out there. We love meeting new people, making new connections. Networking really is our favorite part.”
A big proponent of training, Ames will also be a part of the educational component of the show by serving on the ADAS discussion panel over the weekend. (See the full educational schedule on page 30).
NexWeld Innovations is excited to make their way from the midwest to NORTHEAST for the first time. “We are really looking forward to networking and meeting people on the coast,” states AJ Bernhardt. Started in 2020, the company manufactures welding blankets, including the world’s only magnetic welding blanket that attaches to metal without falling off. Although they have exhibited at local shows in the midwest, this will be the first time at a larger event where they are eager “to get their name out there and into body shops.”
NORTHEAST truly has it all. In addition to equipment offerings, resources are key to auto body professionals too.
Attorney Tom Cherichello will make his debut exhibiting at NORTHEAST. With a strong background in collision repair in addition to his legal experience, Cherichello is a reliable source to many body shops when they need legal representation.
“My first real job right out of college was as a claims adjustor. I worked for insurance companies. I’ve also managed a few body shops. Later, I became an attorney. Things are becoming more contentious between insurance companies and body shops, and that is only going to grow,” he shares of his experience, which makes him equipped to handle these types of situations. Cherichello sees the show
as a great way to get his name out there. He also has strong ties to AASP/NJ and has worked with Executive Director Charles Bryant on related issues for at least 35 years.
“People come to this show because they want to see the newest equipment and have the opportunity to try it and experience it,” says Dennis Farrell on behalf of SAR, B&R and HIKO, Chief automotive equipment distributors. “We will be displaying our 20-foot long Phoenix rack with 12,000-pound capacity, with a full-size truck mounted in truck clamps and structural holding. Attendees will have the opportunity to try out and experience our welders firsthand. That’s what brings people to the show, the ability to try things out.”
And the excitement goes beyond eyeing and buying on the show floor!
For the third consecutive year, the NORTHEAST Bodywork Bowl Collision Repair Skills Competition returns. This fun and friendly competition has quickly become an anticipated event, drawing crowds of spectators to the show to watch automotive professionals test their skills in the areas of estimating, welding and painting.
Last year, 70 competitors showcased their skills, with the top three winners in each category taking home a number of exciting prizes.
The Bodywork Bowl was inspired by the Big Shots Competition, which is held annually at the Auto Body Association of Texas’ (ABAT) Texas Auto Body Trade Show. Once again, ABAT’s Executive Director Jill Tuggle will be on hand to coordinate the competition at NORTHEAST 2025.
“I’ll be putting on my cowboy boots and heading north again!” exclaims Tuggle. “I’m so excited to visit all of my friends up at NORTHEAST and help produce the Bodywork Bowl! The fun continues in 2025, and we will kick it up a notch or two this year. You’re going to see a little more hype surrounding the competition. It’s just as much fun to watch the competition as it is to compete, so make sure you swing by the booth and check out the hottest action on the show floor!”
The competition takes place on Saturday, March 15. Finalists will be notified Saturday evening, and prizes will be awarded on Sunday, March 16. Think you got what it takes? Register now via aaspnjnortheast.com
While NORTHEAST 2025 officially begins on March 14, the educational component of the show will kick off on Thursday, March 13 as Dave Luehr (Elite Body Shop Solutions) returns to offer another full-day of education. Piggybacking on last year’s successful preshow workshop debut, Luehr returns to show audience members how to not only increase productivity and profit, but also how to reduce stress with “Fundamentals of Operational Success.”
Most body shop chaos is avoidable by consistently doing the basics well. Luehr and his team have studied
the effects of a few high-leverage actions that eliminate most of the stressors. His workshop will dive into transforming the atmosphere of one’s shop in the areas of work in process (WIP), repair planning accuracy and parts management. It’s recommended the entire team attend the course in order to learn and build an action plan together.
“In other words, if you do these few things, you work less and accomplish more!” offers Luehr. “Time is the most precious thing we possess. I am on a mission to make 2025 the best year ever for hard-working collision professionals by helping them discover high leverage strategies to buy back their time.”
Tuition for the workshop is separate from the NORTHEAST education package. Follow this link at aaspnjnortheast.com/events for more information on how to register. NORTHEAST attendees can take advantage of a special 50 percent discount on registration with a valid badge ID. Members of AASP/NJ in good standing who attend this workshop will receive a certificate that can be used toward fulfilling the training requirement portion of the New Jersey Auto Body License Renewal.
The official NORTHEAST educational component (sponsored by AirPro Diagnostics) will get underway Friday, March 14 from 8am to 5pm as the one-andonly Mike Anderson (Collision Advice) teams up with Craig Stevens of CCC Intelligent Solutions to offer an exclusive, in-depth, one-day workshop – “Unleashing the Full Power of CCC ONE.”
Friday evening seminars include “Navigating the Collision Industry Today,” presented by Society of Collision Repair Specialists Executive Director Aaron Schulenburg, who will report on the latest from the blend study, review how conclusions made way for the information providers to conduct their own research, the results of those outcomes and changes to their systems and how that response can provide opportunities to document variations in the refinish process.
Attendees won’t want to miss engaging panels, starting with “Adapt, Assist, Advance: Exploring ADAS Trends in 2025 & Beyond.” Moderated by Liz Stein (Certified Collision Group), this panel of industry experts will discuss the evolution of ADAS with a look at the future of emerging technologies, regulatory and safety considerations and more. In addition to Ames, expected panelists include Josh McFarlin (AirPro Diagnostics), Greg Peeters (Car ADAS Solutions), Joffrey Starcher (TEXA) and Steve Dawson (Hunter Engineering).
Stein will also moderate an OEM panel discussion on “Driving the Future of Repairs,” which will take a look at the latest developments in certification programs. Kelli Doherty (General Motors), Ken Park (Volvo) and Dave Gruskos (Reliable Automotive Equipment) plan to serve on the panel. Rounding out the day will be presentations from Education Sponsor AirPro Diagnostics, I-CAR,
Matthew’s Auto Supplies and others.
Sunday, March 16 will bring Anderson back to the classrooms to offer advice on how to “Stay Humble, Stay Hungry,” and Jim Saeli (DRIVE) will address “The Art of Leadership: Balancing People, Process and Profits.”
“Don’t miss this opportunity to invest in your future!” AASP/NJ President Ken Miller exclaims. “We are proud to welcome back some of the best minds in the industry. The educational component of NORTHEAST is one of the many reasons automotive repair professionals up and down the East Coast make the trip as it’s the only place outside of SEMA where one can get the latest information on the industry’s most relevant topics.”
Each NORTHEAST educational session costs $35. Get a huge discount on a Full Access NORTHEAST Educational Pass for just $249. Returning for 2025, sign up for classes and bring a friend for FREE; NORTHEAST attendees who register for educational offerings have the option to add a “plus one” to that same class at no additional cost.
Be on the look out for special presentations on the show floor over the course of the weekend. Thanks to generous donations from Spark Underwriters and World Insurance, AASP/NJ plans to award $5,000 total ($2,500 each) worth of tools and equipment to two rising
young technicians/painters employed at local collision repair shops or students at a New Jersey vocational or technical high school.
As if one needs even more reasons to attend, just pre-registering to walk the show floor automatically enters one into a chance to win $500 in NORTHEAST Dollars to spend on the show floor (10 winners will be chosen at random over the course of the weekend), and those who obtain a VIP ticket from their preferred vendor prior to the show can participate in a drawing to win a $500 gift card! Winners must be present.
Whether one intends to engage with the industry, invest in new equipment and resources, expand their mind or evolve their business to its best potential, NORTHEAST is the place to connect to all of those ambitions.
Don’t hesitate! Register now for a FREE attendee badge at aaspnjnortheast.com
*All scheduled and anticipated seminars and events are subject to change.
2025
FRIDAY, MARCH 14 SHOW HOURS 5pm - 10pm
5:30pm
8am - 4pm
Unleashing the Full Power of CCC One® Mike Anderson (Collision Advice) Craig Stevens (CCC Intelligent Solutions)
5:30pm
Small Shops, Big Leaps: Leveraging Technology to Compete with Industry Giants
Brian Evces & Joe O’Leary (AirPro Diagnostics)
Navigating the Collision Industry Today: Insights from SCRS Executive Director Aaron Schulenburg Aaron Schulenburg (SCRS)
7:30pm
How to Create and Achieve Your Post Shop Life
Laura Gay (Consolidation Coach) & Matt DiFrancesco (High Lift Financial)
7:30pm
The Importance of Wheel Alignment in ADAS Recalibration for Collision Centers
Chris Sobieski (Snap-on Equipment)
SATURDAY, MARCH 15 SHOW HOURS 10am - 5pm
8am
I-CAR Latest Technology & Trends I-CAR Industry Experts
8am
Estimating Tips & Tricks
Ben Stephens (Matthew’s Auto Supplies)
10am
ADAS PANEL DISCUSSION:
Exploring ADAS Trends in 2025 & Beyond
Panelists: Josh McFarlin (AirPro Diagnostics), Tommy Ames (1Source ADAS), Greg Peeters (Car ADAS Solutions), Joffrey Starcher (TEXA), Steve Dawson (Hunter Engineering) Moderated by Liz Stein (Certified Collision Group)
12pm
REV UP Your Business! Dave Luehr (Elite Body Shop Solutions)
2pm
OEM PANEL DISCUSSION: Driving the Future of Repairs Panelists: Kelli Doherty (GM), Ken Park (Volvo), Dave Gruskos (Reliable Automotive Equipment), Gabriel Morley (DEKRA North America), Taylor Moss (OEC) Moderated by Liz Stein (Certified Collision Group)
4pm
Using AI Tools to Support Your Collision Repair Operations
Taylor Moss (OEC)
SUNDAY, MARCH 16 SHOW HOURS 10am - 3pm *All scheduled and anticipated seminars and events are subject to
9am
Stay Humble, Stay Hungry Mike Anderson (Collision Advice)
11am
The Art of Leadership: Balancing People, Process & Profits Jim Saeli (DRIVE)
THURSDAY, MARCH 14 (PRE-SHOW)
9am-3pm
Fundamentals of Operational Success Workshop Dave Luehr (Elite Body Shop Solutions)
3:30-6:30pm
OEC Presents: 2025 Certified Sips & Solutions Hosted by OEC and OEM Partners
Check the boxes below to ensure you’re prepared to make the most of your time at the largest and fastest growing show of its kind!
Register for NORTHEAST 2025: aaspnjnortheast.com
Register for educational seminars: aaspnjnortheast.com/education
Book your hotel reservation: aaspnjnortheast.com/hotel-area-info
Map your commute to the Meadowlands Exposition Center: aaspnjnortheast.com/directions
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you get used to calling your own shots, so it’s definitely a different dynamic when you have a business partner. And it really helps that we are so like-minded.”
McNee agrees, “As a sole owner, you don’t have anyone to bounce things off. Every decision you make is completely your own. And in a small business, you learn the hard way. It’s a school of hard knocks. Burl and I both have our strengths. We can throw something on the table, hammer it out, punch holes in it and come up with a solution. And we’ve never had a disagreement.”
“Who would’ve thought 15 years ago when we met that we’d be business partners in Texas?” adds Richards.
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“It was never on the radar, but it’s just the way things worked out. It’s been an opportunity to branch out and try new things. We’ve both been doing this for 30-plus years. Having a business that long afforded us to be able to try other investments and do other things. We’re passionate about this industry so why not go out and try something new?
“It’s different than when we first started out,” Richards continues. “You’d have to make that check every week to pay the light bill at home, get the kids clothes for school and get a household going. This is more of an investment endeavor, but at the same time, if we can have more say out there in the industry on how to fix cars properly and do the right things, it helps spread the word.”
“It’s a different venture than we had in the past,” McNee contributes. “When I was building my place in Edison, there were headaches and struggles, and I didn’t know if I was making the right decision because I had nobody to turn to.”
Richards stresses how different it is to not be at these shops every day making decisions on the fly, instead depending on other people to do that; therefore, communication is key.
“It has its challenges, but it’s very interesting and very rewarding when you can have success doing it. We’re not where we want to be just yet, but we are very committed to dialing it in,” says Richards.
by STEVEN I. ADLER,
Employment Law Issues Employers Need to Prepare for in 2025
As we move further into 2025, employers in the automotive and body shop industry must stay ahead of evolving employment laws to protect their businesses and remain compliant. With legal trends shifting and regulatory changes on the horizon, staying informed is key to avoiding costly legal disputes. Here are the major employment law developments to prepare for in the coming year.
1. Increased Scrutiny on Data Retention and Spoliation
With an increasing reliance on digital documentation, courts are imposing stricter penalties on businesses that fail to preserve important records. Spoliation –intentional or negligent destruction of evidence – can lead to substantial fines and unfavorable legal outcomes. Employers should implement clear document retention policies and ensure litigation hold procedures are in place.
2.
Pay Equity and Wage Transparency
Pay equity continues to be a pressing issue, with a growing number of lawsuits filed under New Jersey’s Diane B. Allen Equal Pay Act. Additionally, beginning June 1, 2025, businesses with 10 or more employees must disclose salary ranges and benefits in job postings. Employers should audit their pay structures to ensure compliance and fairness in compensation practices.
3. Mental Health Accommodations and Workplace Adjustments
Employee requests for mental health accommodations under the ADA and New Jersey Law Against Discrimination (NJLAD) are on the rise. This includes requests for modified work schedules, leaves of absence
and adjustments to job duties. Employers should engage in the interactive process when handling these requests and document all decisions carefully.
4. Rising Litigation in Employee Terminations
The number of workplace discrimination and wrongful termination claims is expected to increase in 2025, with the EEOC already reporting an upward trend in case filings. Employers should document all disciplinary actions thoroughly and ensure terminations are backed by legitimate, well-documented reasons to mitigate legal risks.
5. Non-Compete Agreements Face Legal Uncertainty
The Federal Trade Commission’s proposed ban on non-compete agreements continues to face legal challenges. Courts remain divided on their enforceability, making it crucial for employers to review and revise these agreements to ensure they meet current legal standards and are not overly restrictive.
6. Employee Privacy and Data Security
As more employees leave companies to start competing businesses, trade secret misappropriation cases are increasing. Employers should enforce strict policies regarding company-issued devices and implement security measures to monitor unauthorized data transfers. Ensuring employees have no expectation of privacy on company systems is essential.
7. Cybersecurity Threats and Data Breach Liability
Cybersecurity breaches affecting employee and
customer data are becoming more frequent, leading to increased legal liability. Employers should implement strong security protocols, conduct regular training and maintain compliance with data protection regulations to prevent potential classaction lawsuits.
8. Compliance with New Worker Transparency Laws
Starting mid-2025, New Jersey’s
new wage transparency law will require employers to disclose salary ranges and notify employees of promotional opportunities. While private lawsuits are not explicitly permitted under this law, regulatory enforcement will be aggressive. Employers should revise job descriptions and postings accordingly.
9. Navigating Cannabis Use and Workplace Safety
New Jersey law prevents employers from taking adverse action against employees solely for testing positive for cannabis. However, businesses are still responsible for ensuring a safe workplace. Employers should train supervisors to recognize impairment and document reasonable suspicion observations to comply with state law.
10. Age and Gender Discrimination Claims Continue to Rise
With an aging workforce and continued focus on workplace harassment, employers should expect an increase in age and sex discrimination claims. Implementing clear anti-discrimination policies and conducting regular workplace training can help prevent costly litigation.
Action Steps for Employers
To mitigate risks and stay ahead of employment law changes, business owners should:
• Regularly update employee handbooks and workplace policies.
• Conduct training sessions for managers on compliance and employee rights.
• Maintain detailed records of all employment decisions.
• Consult with legal counsel to review contracts, agreements and compliance measures.
2025 presents new legal challenges, but proactive planning can help employers navigate these complexities effectively. Staying informed and prepared will ensure a smooth year ahead.
Steven I. Adler is a partner with Mandelbaum Barrett in Roseland, NJ. He chairs the firm’s labor and employment law department and is co-chair of the litigation department. Contact him at sadler@mblawfirm. com
ARANJ Board of Directors
David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com
Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com
Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com
Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net
ARANJ Officers
President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net
1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms
2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net
Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com
ARANJ
The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
Lithium batteries will fuel fires at many waste facilities. Many buildings tend to be 30 feet high, so sprinkler systems may not always be the answer. There are fire detection and suppression technologies as well as thermography cameras to determine heat sources when a load enters a facility. If the system detects the fire in its early stages, it might be able to put it out more quickly.
A report issued in January by the National Waste Recycling Association found that more than 5,000 fires occur annually at recycling facilities; many are linked to lithium-ion batteries. The rate of catastrophic losses at such facilities rose by 41 percent in the past five years. Property insurance costs for material recovery facilities have increased from less than 20 cents per $100 insured property value to as much as $10 per $100 insured property value.
As always, if you have any questions, please contact me.
