New Jersey Automotive February 2018

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

TODD

TRACY

Informs and Thrills at

Exclusive

AASP/NJ Seminar

February 2018 $595

Remembering

ANTHONY

SAUTA

www.grecopublishing.com

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We Appreciate Your Business!

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

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

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

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

AUTO BODY DISTRIBUTING CO

Join our growing list of satisfied customers!

Orders accepted by phone, fax and email.

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Visit us at NORTHEAST® Booth # 427

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Billy Aiello, Lee’s Auto Body 732-634-6161 / repairs@leesautobodyinc.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanautobody.com Anthony Sauta, East Coast Auto Body 732-869-9999 / ecabofnj@aol.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

PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Kristen Dalli / kristen@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes

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

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

CONTENTS

10 14 18

VOLUME 48 NUMBER 2 | February 2018

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

20 22 64

I-CAR CALENDAR MECHANICAL CHAIRMAN’S MESSAGE NJA ADVERTISERS’ INDEX

36 COVER STORYby Kristen Dalli Counting Down to NORTHEAST® 2018: AASP/NJ Prepares for Another Incredible Show LOCAL NEWS by Kristen Dalli 26 Todd Tracy Informs and Thrills at Exclusive AASP/NJ Seminar IN MEMORIAM by Joel Gausten 30 Remembering Anthony Sauta GUEST FEATURE by Joe Amato, Sr. & Joe Amato, Jr. 33 Workers’ Compensation Warning: Know the Clerical Class Code NATIONAL FEATURE 41 In It to Win It

by Tom Slear

NO BRAKES by Ron Ananian 56 Inspection, Anyone?

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 64 Wharton Insurance Briefs by Mario DiFilippis Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett

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

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

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

The Cleaning Lady I’m probably in trouble already for calling this article “The Cleaning Lady.” I mean, in this non-gender specific world we live in, I assume the title is worth a scolding from those rocket scientists on The View. I guess it should be the cleaning person or the cleaning human? As you can tell, I couldn’t care less, so let’s get on with the story…

Although one of my great idols has always been Oscar Madison from The Odd Couple, I was never a slob like him. I may dress like one, but I don’t think I am one. After all, I really hate for things to be out of place. I always clean up after myself, and I’m the one that bitches when someone leaves their clothes on the floor. In fact, I am much closer to Felix than Oscar. I hate dust, dirty things and clutter (my desk may be the only exception). Especially at home. And of course, whenever I get a chance to find a dusty windowsill or some crumbs on the floor, I tend to point it out to my wife, who immediately gets pissed and calls me names. (THAT’s called marriage, folks!)

For years – no, make that decades – my wife has consistently been overwhelmed by the cleaning of our house. And I don’t blame her one bit. I am the first to complain and the last to offer help. But I’m not that much of a jerk. For much of that time, I

by THOMAS GRECO, PUBLISHER

have told her to find a cleaning service and I would gladly pay for it. Typically, she would say it wasn’t necessary and then get overwhelmed again. Rinse and repeat.

About a year ago, she finally gave in. She started looking for a cleaning service to come in once every two weeks. She found one right here in Nutley. But there was a problem. Since I live vampire hours, they wouldn’t be able to get into our bedroom and master bathroom until I woke up. She called five places. No one would commit to starting after noon. Of course.

She finally found a service that came by and looked at the house. They agreed to the job, but they still had to get here earlier in the morning. They would do the rest of the house and save the bedroom and bath for last, after I woke up. Great.

The first day the cleaning lady arrived was a Monday.

Apparently, she didn’t get the memo about my sleeping patterns. I kept hearing someone trying to open my bedroom door (good thing my wife locked it). I called my wife and asked her what was going on. She came home and reminded the cleaning lady that the upstairs of the house needed to be done last. Unfortunately, the woman did not speak a word of English.

So, as I’m trying to get back to sleep, I hear my wife outside the

Thomas Greco, Alicia Figurelli, & Eddie Day host

The Out of Body Experiences Podcast

will bring you an entertaining and informative look at the collision repair industry with entertaining being the key word. Our goal is to talk about the issues affecting collision repairers but in a less than traditional way. We want you to learn a little bit and laugh a lot. So hopefully we will bring a smile to your face and maybe improve your bottom line at the same time too.

Out of Body Experiences Podcast

Available On: and at www.grecopublishing.com

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THOMAS GRECO PUBLISHING

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door saying, “Noah upstairsah. Later. Later. Basementa nowah.”

She stopped trying to open the door after that. Instead, I kept hearing a crashing motor banging against the door. It was the vacuum.

It was no use. I got out of bed, took a shower and went downstairs to give this cleaning lady a piece of my mind. I walked into the kitchen and said hello, and that is when I came face to face with the female version of Ivan Drago (the bad guy in Rocky IV). What I didn’t realize was that my wife’s attempt at speaking to this woman was not a very bad version of Spanish, but an extremely terrible attempt at Russian. Still, I said hello and she looked at me for a second…and walked right by me and turned the vacuum back on. Not a hello back. Not a nod.

Nothing. Right up the stairs and into my bedroom.

Okkkkkkkkkkkk…

I just shook my head and headed to work. I figured if my wife was happy with Drago, it didn’t matter if she had no social skills.

Then I got home.

As I stated earlier, I am not a slob. I like things kept in the same places that I leave them. In order. I walked into my bathroom and everything on the counter was out of place. I calmly put them back where I left them. I looked in the shower.

All of the shampoo and soaps and brushes were out of place.

Was Drago messing with me?

I went downstairs to my man cave. All my pens and USBs

and headphones, which had been left neatly where I kept them, were moved. I was fuming. I called my wife down and showed her. As usual, she rolled her eyes and said, “She did a great job. I’m keeping her.” Fine. She won that round. But later that night, around 5am when I headed up to bed, I turned around and what I saw simultaneously broke my heart and made me blow a gasket. The glass collage I had specially made of my beloved dog Rusty, who had just died, was on the shelf where it belonged. But the glass was shattered in 50 different pieces. Not only had Drago dropped it, but she put it back in its place, thinking I wouldn’t notice!

I was enraged, but there’s not much I could do at that time of night. The next afternoon I showed my wife. She was not happy, but asked me what I wanted her to do about it. I told her to call the service and 1) demand they pay for a replacement and 2) explain how Drago could just leave without telling us.

The service told her that Drago was afraid to tell us (not that she could, since we don’t understand Russian), and that they would make good on the replacement.

Great first impression. She knew it, too. And the story about her being afraid to tell us – BS! To this day, every other Monday, without fail, I hear that frigging vacuum bang into my door early in the morning. And every other Monday I walk into the kitchen and say hello and she stares me down and walks right by me.

I swear I can hear her mumbling under her breath, “I must break you.”

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Visit us at NORTHEAST® Booth # 247

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Visit us at NORTHEAST® Booth # 247

Visit us at NORTHEAST® Booth # 247

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THE IMPORTANCE OF GOING OEM

PRESIDENT’S MESSAGE

As you’ll read in this issue of New Jersey Automotive, AASP/NJ recently hosted a special presentation by Todd Tracy, the attorney in the high-profile John Eagle Collision case that went down in Texas late last year.

The meeting drew a crowd of shop owners (including several nonmembers), insurance representatives and collision industry vendors. We had a strong turnout for a Tuesday afternoon, but there really should have been more shop personnel in attendance in light of how critical the verdict is for our industry. Personally, I was amazed by the information that Todd provided to us. A major part of his discussion involved some of the early results of the crash tests he recently had performed in California in conjunction with the Auto Body Association of Texas (ABAT). As these results start hitting the streets, you can expect them to have a huge effect on the ongoing debate over the use of aftermarket parts.

With everything that is going on with these crash tests (and Todd’s willingness to share his experiences out in the field), it has become crystal clear that we have a lot more than cycle time and KPIs to worry about in 2018. The crash study results bring up how things like Newton-meters and G-forces can mean the difference between life and death when a repaired vehicle is involved in a subsequent accident. What impacts these things? The kind of parts used

in that repair.

Insurers often insist on aftermarket parts and say “like kind and quality,” but what kind of justification do they offer for this decision? Has an insurer ever provided us with crash test results for any of the parts they want us to use? Do these parts perform the same as the OEM parts? Just because

by JERRY MCNEE

inches in an inappropriate way during a collision due to an improper repair or an unsafe part, their life – if they walk away still having one – can be altered forever. This isn’t about money; this is about that family driving down to Atlantic City in a car that someone repaired against OEM recommendations.

It’s our job to do our part to make sure

Insurers often insist on aftermarket parts and say “like kind and quality,” but what kind of justification do they offer for this decision?

Has an insurer ever provided us with crash test results for any of the parts they want us to use? Do these parts perform the same as the OEM parts? Just because somebody tells you something doesn’t mean it’s true.

“

somebody tells you something doesn’t mean it’s true. Words without solid proof are just words. It’s too late – and too dangerous – for our questions and concerns to continue to fall on deaf ears. As repair professionals, we deserve better than that. I’m not satisfied with the belief that we can’t do anything about this.

The parts used in the repair of a damaged vehicle must be the same quality as those used in the OEM’s production of that vehicle. As Todd’s findings have shown us, using the wrong repair methods could result in snapped necks, fractured ankles and femurs – and even worse things. If a passenger moves just a couple of

”

everyone in that vehicle gets to where they need to go (and back) in one piece.

Attorneys like Tracy are out there watching what goes on in our industry like never before, and the need to perform repairs in the fashion recommended by the vehicle manufacturers can no longer be ignored. It’s time to make this the year our industry truly pushes back and changes things for the better. You can expect to read much more about these crash tests – and what they mean for our profession – in New Jersey Automotive in the months ahead. This issue’s coverage of our presentation with Todd is on page 26.

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

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Princeton BMW 3630 Quaker Bridge Road Hamilton, NJ 08619 PH: 609-570-1611 Fax: 609-570-1602 princetonbmw.com

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EXECUTIVE DIRECTOR’S MESSAGE

The Photo Estimating/Cost Shifting Scam Must Stop Here and Now!

From a financial standpoint, it might seem like a brilliant idea for insurance companies to cut costs.

To help everyone better understand what is going on in regard to the photo estimating issue, I think we should be using more commonly known terminology.

Because the insurance industry is attempting to eliminate their estimators/appraisers, a better and more direct statement might be, “What a brilliant cost shifting idea.”

Cost shifting is a term that the collision industry is very familiar with, as it has been utilized by insurers for years as a manipulation tool that helps keep them from paying for certain necessary repair procedures.

It is also used as a method of holding down Labor Rates to an amount that does not allow for a fair and reasonable profit.

It is so important that everyone understands that insurers are not eliminating or waiving their selfimposed vehicle inspection requirement. Instead, insurers are

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attempting to change the method of the inspection. Currently, they pay their employees or independent appraisers to go out and personally perform the inspection of a damaged vehicle. Now, they want to have either the vehicle owner or the collision shop performing the repairs perform the inspection. Following the inspection, they will transfer their findings by either taking a series of photos of the vehicle and sending them to the insurer electronically, or by downloading a video conferencing program and performing a virtual inspection of the vehicle with a claims person representing the insurer. This will thereby shift the cost of the inspection process to others – be it the vehicle owners or the collision shop performing the repairs.

I must give credit where credit is due. The idea and the concept of what insurers are attempting to do is nothing short of brilliant. One insurer has already announced the elimination of approximately 500 auto property damage appraisers/

by CHARLES BRYANT

estimators. In doing so, they’ll be eliminating 500 appraisers with a starting salary of approximately $40,000 per year (which is conservative). This could save approximately $20,000,000 per year on salary alone, never mind the associated costs related to employee benefits, like insurance, company vehicles, vehicle maintenance, gas, laptops, cameras, drive-in claim centers and so much more. With the elimination of the salary and the additional costs, I think one could safely calculate the savings to be at least somewhere in the range of $100,000,000 per year – and these numbers are only conservatively calculated approximations.

Other insurers are following suit, closing drive-in claim centers and letting their appraisers and estimators go, and turning to the photo estimating concept. The insurers are all claiming that the decision to eliminate appraisers will ultimately enhance customer service. In reality, and based on live customer feedback, customer service is already suffering as a result of photo estimates, and the industry is seeing estimates based on photos that in no way represent anywhere close to the actual cost of the repairs. In fact, I have personally seen insurerprepared estimates based on pictures of damage in the range of a few hundred dollars when the actual cost of the damage is well up into the thousands. It is so obvious that insurers are aware – and likely hoping

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Visit us at NORTHEAST® Booth # 321

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EXECUTIVE DIRECTOR’S MESSAGE – that many insureds will simply cash the check and not fully repair the vehicle, and by doing so, the insurer will never have to pay the full cost of repairs. This process is also causing a major delay in completing the repairs. Because the insurers are now understaffed, sending someone to personally inspect the vehicle to correct both the cost of the repair and the damage is taking extremely long periods of time.

Modern vehicles on the roads today are designed to collapse in a pre-determined pattern when involved in a collision, in order to protect the passengers of the vehicle by spreading the force of an impact around the passenger compartment.

However, once the vehicle is involved in a serious collision, the effects of these safety features are compromised, and as a result, the vehicle will not provide the protection it was designed to in a future collision, until the structural integrity of the vehicle has been repaired back to preaccident condition. There are also other special features in modern vehicles that often get damaged or that have to be reset or recalibrated after a collision in order for the vehicle to function properly, or to provide the factory-designed protection.

Because the safety features designed to protect the passengers of the vehicle in the passenger compartment are part of the unibody construction, and are often covered by appearance items like rubber bumper covers and fenders (usually made of a much lighter metal or rubber designed to make the vehicle look good), a picture of the damaged vehicle simply cannot disclose the full extent of damage. If a qualified auto body technician or a qualified insurance appraiser were to inspect a vehicle damaged to the extent as the one being described above, there is no doubt that he/she would be able to identify such compromised safety features and would then likely inform the vehicle owner of the unsafe condition of the vehicle, as well as advise that the vehicle should not be driven until the necessary repairs are made.

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For the aforementioned reasons, it is imperative that the safety of the driving public be the first consideration when thinking of eliminating the current system of requiring a personal inspection of a damaged vehicle.

Based on my many years of experience, I can state with a reasonable degree of certainty that the act of attempting to diagnose and appraise the damage of a vehicle that has been involved in a serious collision based on a picture of the vehicle, instead of personally inspecting the vehicle, could put the lives of the occupants in jeopardy, should a future collision occur before the vehicle is repaired. Unfortunately, as we have seen in the past, insurers will undoubtedly push the issue until they get their way by claiming that anyone attempting to address the issues is standing in the way of

Unfortunately, as we have seen in the past, insurers will undoubtedly push the issue until they get their way by claiming that anyone attempting to address the issues is standing in the way of progress, and will spend whatever the cost to get the picture estimating concept accepted.

progress, and will spend whatever the cost to get the picture estimating concept accepted. Regardless of the efforts put forth attempting to protect consumers from the harm picture estimates will certainly cause, the collision industry will probably not be able to control the outcome of the photo estimating epidemic.

However, what the collision industry can control is how they run their own businesses. Since the insurance industry is obviously going to save billions of dollars – I said billions, not millions – by eliminating their appraiser/estimator positions, they can certainly afford to compensate the collision industry for performing the same tasks that the insurer’s employees have been

performing since time began. The same insurers eliminating those positions are now attempting to get the collision shops to perform the inspection of the damaged vehicles, as well as: Take pictures of the VIN number tag, the VIN sticker on the pillar, the odometer, all four corners of the vehicle, the front, back and interior of the vehicle, the engine compartment, different angles of the damage to the vehicle, or to download a special program to a personal cell phone or computer, and then spend time pointing out and going over and explaining the damage with an insurance company representative on a video conferencing program. These procedures can be extremely time consuming, and are procedures that collision shops are under no obligation to perform for insurers, and certainly are under no obligation to perform without compensation for the time and expertise being provided.

Insurers are the ones that mandate they have the right to inspect the vehicle before repairs begin, yet many of the insurers have fired their appraisers/estimators that they have always relied on to perform self-imposed inspections. (See sample policy language below.)

A person seeking coverage for Collision or Comprehensive (other than Collision) must also: 3. Permit us to inspect and appraise the damaged property before its repair or disposal.

In New Jersey, the regulations governing fair claim settlement practices make it clear that if the insurer intends to inspect the damaged vehicle or cause it to be inspected, they have seven working days to perform the inspection. (See provision below.)

11:3-10.3 Adjustment of partial losses (a) If the insurer intends to exercise its right to inspect, or cause to be inspected by an independent appraiser, damages prior to repair, the insurer shall have seven working days following receipt of notice of loss to inspect the insured’s damaged vehicle, which is available for

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inspection, at a place and time reasonably convenient to the insured; commence negotiations; and make a good faith offer of settlement.

Basically, if an insurer fails to perform the inspection of a damaged vehicle within the allowed seven working day period, it would then appear that the insurer has waived the right to inspect the vehicle, and would then be required to pay the actual cost of the performed repairs.

New Jersey collision shops should also be aware that by law, they are not allowed to prepare an estimate based on pictures, phone calls, or any other means other than the personal inspection of the vehicle. (See provision below.)

VIOLATIONS OF THE NEW JERSEY AUTO BODY REPAIR FACILITY ACT OF 1983 (N.J.S.A.39:13-1 et seq.)

(6) Making appraisals of the cost of repairing an automobile, which has been damaged as a result of a collision, through the use of photographs, telephone calls or any manner other than personal inspection.

Again, it appears that certain insurers are failing to acknowledge the rules and regulations that govern both insurers and collision shops, and are once again attempting to push collision shops to perform services that they are required to perform themselves, or certainly would be required to pay the collision shops to perform if they are insisting that the shops perform these services as part of the claim settlement process. I would also caution collision shops to adhere to the provisions of the NJ Auto Body License Law referenced above even on non-insurance paid claims.

If a member of AASP/NJ is being pushed to perform services on behalf of an insurer without adequate compensation that they are not obligated to perform, AASP/NJ would like to be made aware, as we are documenting such occurrences for future action if necessary. Collision shops need to understand that their customer is the owner of the vehicle being repaired, not an insurer paying the bill for the repairs. This is the

exact reason that almost every – if not every – estimate written by an insurer has a statement on the bottom of the estimate that reads something like the following: “This is not an authorization to repair. The authorization to repair must come from the vehicle owner.”

If anyone has questions regarding any content of this article, or would like to discuss anything further, I can be reached on AASP/NJ’s Hot Line at 732-922-8909 or via email at setlit4u@msn.com. NJA

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MECHANICAL CHAIRMAN’S MESSAGE

Auto Repair – What it is Now, Compared to the Past Compared to when I first started in the trade in the mid-70s, late model cars have incorporated modern technology, and overall, have advanced by leaps and bounds. The work we normally do is very different from years ago.

Today’s cars are far more reliable and require far less work over their lifespan (bad for us, good for the owners). For some “jobs” that have changed dramatically, please read on.

Tune Ups - Instead of replacing a lot of parts every 10,000 to 12,000 miles, tune ups can often be done at 70,000 to 100,000 miles, and with many less parts required.

Electric cars will become commonplace for the daily commuter. People and families will still need access to a car capable of long trips without long refueling time (recharging batteries overnight). So, I think the internal combustion engine will be around a good while, but with each model year, less (mechanical) man hours will be needed to keep it on the road throughout its life.

Roll easier - saving fuel.

Give better traction in snow, basically eliminating the “snow tire.”

Corrosion - Despite increased salt usage on today’s roads, bodies hold Air Filters – They still need to be up much better than they used to. My changed, but at longer intervals, usually at around 30,000 miles versus ’68 Firebird, which I purchased in 1975 for $600 (Yahoo!) had substantial 10 or 12,000. Fuel filters are often inrust (perforations) in many areas. My tank and non-serviceable. As far as ignition, many parts may be gone. Cap last car – a 2004 Impala (14 years old) still looks great with no rust anywhere & Rotors are gone, and ignition wires and was never garaged. are rare due to coil over plug technology. Modern ignition and fuel Basic Maintenance - Oil changes systems have truly revolutionized every 2,500-3,000 miles can now be present-day vehicles. extended to 5,000 or even 7,500 or so Tires - Believe it or not, when I started without harm. Many factors have made this possible, including advances in driving, bias ply tires were the norm, ignition and fuel systems, along with and radials were the new technology. improvements in the oil itself.

Today, radials are the standard and However, stocking all the proper oils bias ply tires are essentially gone. To has become problematic and those too young to have experienced expensive compared to the old days bias ply tires, radial tires are a of choosing 10/30 or 10/40. Makes me godsend. wonder how the speedy lubes handle all the oils they need. Hmmm…

Radial Tires - For those too young to know: Longevity - There was a day 100K was the targeted life of a gas engine.

Handle better by night/and day Many of our customers presently have increments. vehicles with over 300,000 miles on Ride better and last longer, their gas engines without engine probably double or triple the lifespan.

22 | New Jersey Automotive | February 2018

by KEITH KREHEL

repairs – just maintenance.

Common repairs gone:

Exhaust - Once a mainstay, this repair and income stream has been eliminated by stainless exhaust systems, which are usually good for the life of vehicle. While all work is “good,” I don’t miss this type of work – too dirty and too dangerous.

Cooling System - Hoses and water pumps, once a very common repair, now last a long time – sometimes the life of the vehicle. I remember upper radiator hoses being changed frequently. Cars that used to have multiple belts (up to four or five), each with their own adjustment (sometimes easy, sometimes difficult), now have usually one serpentine belt with a tensioner to correctly “adjust” the belt.

Suspension - Shock absorber replacement was commonly needed, and isn’t so common anymore. Struts seem to last a long time.

Grease fittings - They were once common on most cars, and are now pretty much gone, unless you service trucks. One tech I recently hired who had worked for a quick oil change

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MECHANICAL CHAIRMAN’S MESSAGE operation had to be shown how to use a grease gun. I have to wonder how many vans and pick-ups were improperly serviced at this shop.

Carburetor - Once common, and in my opinion, trouble prone, carburetors have given way to modern fuel injection. Carburetors were (and still are) crude, and stayed in production longer than they should have.

Scanner tools - Have replaced the old “Sun” machine and require far more skill to use.

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Engine Performance - Talk about a win/win. Modern cars can have high performance with low emissions while achieving good fuel mileage (when not driving like an animal).

Truly the best of everything. A good example is the 2005/2006 Ford GT, a remake of the GT40 of the 1960’s.

The 2005/2006 actually has a smaller engine, but more horsepower than the GT40 that dominated Lemans, while still having good emissions.

Two predictions for the very near future (within a few years):

Only one-third of cars sold in the US will be conventional (gas only) engine driven.

Two-thirds will be either hybrid or electric. I presently own a hybrid (Malibu), and it is impressive, with great mileage and good performance. Electric cars will become commonplace for the daily commuter. People and families will still need access to a car capable of long trips without long refueling time (recharging batteries overnight). So, I think the internal combustion engine will be around a good while, but with each model year, less (mechanical) man hours will be needed to keep it on the road throughout its life.

NJA

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of

Mahwah

319 Route 17 North, Mahwah, NJ 07430 A “Bump the Competition” Dealer

Parts Hotline: (201) 579-6497 Parts Fax: (201) 579-6506 www.cadillacofmahwah.net Parts Manager Chad Westhoff: Cwesthoff@cadillacofmahwah.com Wholesale Parts Coordinator Frank Mariconti Sr.: 551-579-1123 or fms12250@aol.com New Jersey Automotive | February 2018 | 25

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Todd Tracy INFORMS and THRILLS at Exclusive AASP/NJ Seminar

LOCAL NEWS by Kristen Dalli

O

n January 9, the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) welcomed special guest Todd Tracy – the attorney famous for leading the plaintiffs in the recent John Eagle Collision case towards their $42 million victory – for a special afternoon seminar. Attendees received an in-depth breakdown of Tracy’s work on the case as well as invaluable information to bring back to their own shops to avoid being hit with their own multimillion-dollar judgment.

Attendees were exposed to Tracy’s fiery, passionate attitude right from the start.

“If you’re going to sit on the sidelines and [complain] about the bad situation that’s facing your

industry, you need to get off your ass and get in the arena. Be willing to have your face marred with blood, with sweat, with tears.

“You may go down in defeat time and time again, but eventually, if enough people get in the arena, you

“I’M WILLING TO FIGHT FOR YOU. Are you willing to fight for yourselves?

That’s the question that needs to be answered every day.”

- Todd Tracy

Todd Tracy fires up the crowd while presenting “The Anatomy of a Lawsuit”

26 | New Jersey Automotive | February 2018

will overcome. This is the right time in the right environment, and our customers want their vehicles repaired the right way.”

Tracy also stressed the importance of shops getting their customers involved, and the power that comes from putting pressure on the insurance companies.

“Your customers have a voice, too. Their voices are the ones not getting heard by the insurance companies. Don’t let the insurance companies bully you into aftermarket parts or improper repairs when we have data that they don’t work.”

Tracy then explored the “Anatomy of a Lawsuit” and what exactly went into the $42 million John Eagle verdict. The car in question – a 2010 Honda Fit – was struck by a

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hydroplaning Toyota Tundra and immediately burst into flames, trapping the couple inside the car.

“I’ve handled 500 roof cases, and I have never seen a roof perform like this. I know, just like you know, that a roof panel is a critical, structural element of a vehicle. People who don’t know anything about vehicles or structure will say the roof holds no beneficial safety value. The roof panel ties everything together.”

After studying the vehicle at hand, Tracy knew there were issues with this particular repair.

“You do not miss failing to put welds in place,” he explained. “I knew how many welds were supposed to be there because I had the weld map from Honda – and there were 108 welds of various types that we knew had to be there…This was either the best manufacturing defect case in the history of the law, or something [was] up.”

Upon further inspection, Tracy and his team discovered adhesive had been used on this roof. This was against Honda’s recommended procedure of performing welds to the area.

“We ruled out a design defect case; we ruled out a manufacturer defect case. Then we started asking, ‘What the hell happened? Why were there 108 welds missing?’”

Tracy and his team then looked at the vehicle’s CARFAX report, which failed to mention that the prior owner had the Honda’s roof replaced. Following an interview with that owner, Tracy learned that the vehicle did in fact have a roof replacement due to hail damage. From there, Tracy decided to go after John Eagle.

Throughout the deposition, Tracy established that John Eagle Shop Manager Boyce Willis had violated Honda’s Body Repair Manual, which Willis referred to as their “Bible,” in addition to violating I-CAR and 3M procedures.

During his presentation, Tracy used Willis’ poor testimony as an example for everyone in the room not to follow.

“He established the following principle: ‘We put profits ahead of our customer’s safety at John Eagle Collision Center.’ You know what the jury said? ‘You made a business decision to put profits over safety, so we’re making a business decision for you and offering every single dollar that was asked for.’”

From there, Tracy outlined his keys to success throughout the trial. These included mentioning the missing welds every chance he got, strategically using the word “glue” rather than “adhesive” and always referencing Honda procedures.

“The Repair Manual is idiot-proof. It tells you where to put [the welds], how far to space them, how deep to make them, how big to make them – and they didn’t follow [it].”

To further make his case, Tracy recently had an experimental crash test performed in California.

“We took a 2010 Honda Fit with aftermarket parts – all of them CAPA-certified – and ran an IIHS [Insurance Industry for Highway Safety] crash test. We then took another 2010 Honda Fit, put the roof on with adhesive and put an aftermarket windshield on. We were not trying to replicate the roof coming off – this was a completely different kind of test scenario. I needed to do a test that

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New Jersey Automotive | February 2018 | 27

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LOCAL NEWS was formal, universal and that is recognized by [the IIHS] and the National Highway Safety Traffic Administration [NHTSA].

“Then, we took an OEM 2010 Honda Fit – no changes, just the way it came out of the factory – and we ran the test.

We followed the protocol to the letter…

The vehicle that had the aftermarket parts crushed 35 percent more than the OEM vehicle, and the glued-on roof crushed 20 percent more than the OEM vehicle. On the aftermarket vehicle, the fuel tank separated because the vehicle structure failed to perform as designed.

The vehicle with the glued-on roof crushed underneath the driver’s seat but didn’t crush behind the driver’s seat. It’s still crushing in a different pattern because the roof did not provide a sufficient energy pathway.

“On the aftermarket parts car, because the engineering wasn’t doing what it was supposed to, the right front passenger dummy had 13 inches of forward movement. You’re going to be so close to the airbag when it fires that it’s going to throw you back on rebound in such a manner that it’s going to cause problems. The roof adhesive [had] 12 inches; only eight inches [were recorded] on the OEM because the designed intent was to allow only that.

“The one that performed the worst for brain damage was the one with the glued-on roof because the energy spikes rapidly. The aftermarket parts vehicle was [the] second worst, and the reason it didn’t provide any brain damage to the occupant was because the legs were getting cut off.

“What does it prove? What can you use it for? You finally have test data that you can show to insurance companies.

Put it on a flash drive and give it to [them] – I hope that they will be receptive.

“We are at a defining moment right now. We’re either going to let the status quo go by and your rates are going to continue to go down, you’re going to continue to get the short-pay time and time again or you’re going to stand with me and we’re going to do something together.

“I’m willing to fight for you. Are you willing to fight for yourselves? That’s the question that needs to be answered every day.”

NJA

28 | New Jersey Automotive | February 2018

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New Jersey Automotive | February 2018 | 29

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IN MEMORIAM by Joel Gausten

REMEMBERING ANTHONY SAUTA

On December 19, the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) lost a dear friend, supporter and current Board member with the passing of Anthony Sauta at age 59.

Sauta began his automotive career over 25 years ago, working as a mechanic before becoming a manager at an automotive repair shop for his cousin.

He later opened East Coast Auto Body in Neptune and grew additional businesses that included four repair shops, a towing company, a warehouse and a furniture store.

Sauta was a devoted AASP/NJ Board member and was always active in the association prior to joining the Board. He was a member of the Chamber of Commerce in Bradley Beach, as well as an avid powerboat enthusiast, serving as a member of the NJPPC (New Jersey Performance PowerBoat Club) and Florida PowerBoat Poker Runs.

In his role on the AASP/NJ Board, he selflessly volunteered his time and energy away from the demands of his career to help the association grow and prosper. His commitment to strengthening the industry is noted by AASP/NJ President Jerry McNee, who feels the loss of such a valued colleague and peer.

“Being a Board member can sometimes be a thankless job; it takes personal time and dedication away from the responsibilities of your facility. Anthony’s energies could have

30 | New Jersey Automotive | February 2018

been better suited within his own businesses, but he made the time to help others within our profession. Things in our industry don’t just materialize without input, strategic planning, conversations and ideas – and Anthony brought all of these things to our Board for the benefit of the entire New Jersey automotive community. Anthony did a lot for us, and he will be missed.”

Not surprisingly, McNee’s sentiments are shared throughout the AASP/NJ community.

“I knew Anthony for about 25 years, both in business and as a personal friend,” offers AASP/NJ Board member Joe Amato. “He was a great father to his daughter and a great husband to his wife, Theresa. He was a brilliant businessperson. Brilliant.

“Anthony always had a smile on his face. No matter what was happening in his life, he was smiling. He had that bubbly voice that just made you feel better when you talked to him.

He was also a really devoted Board member. He made every meeting he could, he always contributed and he’d always give you that 110 percent.”

AASP/NJ Executive Director Charles Bryant had the privilege of experiencing Sauta’s positive attitude and seeing the impact his work had on those around him.

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“To hear of the passing of Tony Sauta was one of the most painful things I have been informed of in a very long time. When one of our own very special people goes much too early, it is really heartbreaking.

“Tony always seemed so full of life, and I can’t recall even one time seeing him get really mad. I will miss the enjoyable rides to our Board meetings; he always made it a fun trip. My heart goes out to the many, many close friends, people he employed and his relatives, because I can only imagine the sadness they are feeling.”

AASP/NJ Treasurer Tom Elder remembers Sauta as a dedicated industry member who was always willing to give of himself.

“Anthony was always there for us. He always had a great smile, asked good questions and had a lot to offer in terms of his business expertise. He always attended our meetings and worked well with the other Board members. He was a great guy with a lot of friends in and out of the industry, and he’ll be missed by every single person who knew him.”

In addition to sharing a bond with Sauta through the AASP/NJ Board, Dave Laganella got to know him very well away from the industry. The two fast friends shared many things in common, including operating mechanical facilities in addition to body shops and sharing a deep love of powerboating. They would often attend major boating events together in Atlantic City and Key West, with the latter featuring a pre-race gathering at Sauta’s place in the area.

“We would meet at his condo, which was right where the races are held, and he would have it catered,” Laganella recalls. “On Friday mornings before the races, everybody would go to Anthony’s for breakfast; it was an annual event.

His door was always open to anybody involved; it was just a great time for all. We were with him right before Thanksgiving at the Poker Run down in Key West. The last time I spoke with him, we were planning to meet there again for Christmas. My trips to Key West are going to be lonely without him.”

Laganella is quick to express his respect for a professional who never slowed down in his pursuits.

“He had at least four shops that I know of. During one of the last conversations we had, he told me he was managing 32 properties. He had a lot going on; I was pretty envious of his drive.”

Above all, he will miss Sauta’s kind and generous spirit.

“He would do anything for anybody. One time, he heard that a woman needed a car, and he just gave her one! That’s just the way he was.”

In a 2012 interview with New Jersey Automotive, Sauta discussed his interest in serving the industry as a member of the association.

“AASP/NJ has been very good to me, and there are people who take a lot of time out of their lives to be a part of that and make the association work. I’d like to give something back to an industry that’s really given my employees and me the opportunity to enjoy a lot of things in life.”

Sauta is survived by his wife, Theresa Sullivan Sauta; his daughter, Brittany Sauta; his brother, Stephen Sauta; his sister, Dianne Donato; and his niece and nephew, Jessica and Nick Donato. He is also survived by his in-laws, Robert and Peggy Sullivan, and brothers-in-law Michael, John and Edward Sullivan.

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

Photos courtesy of Tim Sharkey

New Jersey Automotive | February 2018 | 31

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GUEST FEATURE

by Joe Amato, Sr. and Joe Amato, Jr. The Amato Agency

Workers’ Compensation

WaRnInG:

Know the Clerical Class Code Workers’ compensation insurance is not only an important coverage, but it is also required by law in our state. We are often asked by our clients if the clerical class code applies to a workers’ compensation policy. This article will answer that question.

What is the Clerical Classification?

The clerical classification is an “exception” that is available on all auto service-related industry policies. Many times, it is clear which employees are under the governing classes. For example, if you have an employee painting a car, they would fall under the auto body repair code.

However, the qualifications for the clerical exception class code are not always so easy to determine.

What Does the State Say About It? The Workers Compensation Bureau of New Jersey (NJCRIB) has specific guidelines for the duties that would be eligible for the clerical classification exception code:

The duties of a clerical office employee include creation or maintenance of financial or other employer records, handling correspondence, computer composition, technical drafting and telephone duties, including sales by phone. The clerical office classification continues to apply to a qualified clerical office employee who performs a duty outside of a qualified office area when that duty does not involve direct supervision or physical labor and is directly related to that employee’s duties in the office. These duties do not exclude the depositing of funds at the bank, purchase of office supplies and pickup and delivery of mail provided they are incidental and directly related to that employee’s duties in the office.

However, for the purposes of this rule, the definition of clerical duties excludes outside sales or outside representatives; any work exposed to the operative hazards of the business; and any work, such as stock or tally clerk, which is necessary, incidental or related to any operations of the business other than a clerical office.

Additionally, the NJCRIB requires the clerical office to be located where no other work, service or inventory is located or sold.

Eligible vs. Ineligible It is a common mistake for an owner to assume that an

employee should be classified as “clerical” simply because they work as a “service writer” or another role that doesn’t require them to directly repair a vehicle. Unfortunately, errors like this are often discovered during an audit, which causes an increase in premium and a lot of anguish.

Diagnosing/repairing cars, performing test drives, pumping gas, working in a convenience store, managing employees and assigning work to mechanics are some of the things that would be ineligible for the “clerical” classification.

Direct contact with customers can also make an employee/owner ineligible. Eligible duties include computer work, paying bills, sorting mail, doing paperwork and making bank deposits.

Breaking the Law While the misclassification of an employee as “clerical” is often an innocent mistake, intentionally doing this is considered fraud/theft and thereby subject to criminal charges. This is what recently happened to a former Amato Agency client. We were also brought up on charges, which alleged that we were aware of what this client had been doing. Although the charges against us were dismissed, our former client pled guilty and is now facing a prison sentence and a hefty bill for fines and restitution.

Financial Help for AASP/NJ Members Workers’ compensation insurance is not cheap, but businesses can contain this expense by making sure they provide a safe work environment. Businesses with good loss histories can receive substantial discounts from the NJCRIB, who also allow insurers to apply additional discounts for operations that fit these criteria. Readers should also know that our association plan through AASP/NJ often rewards dividends (based on loss history) that can reduce cost even more. Our most recent dividend was just declared, and AASP/NJ members received an eight percent dividend in addition to as much as a 25 percent discount – for up to a 33 percent savings from the normal state rates.

Please feel free to contact us with any questions or concerns.

NJA

New Jersey Automotive | February 2018 | 33

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Audi dealers strive to make you an Au

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34 | New Jersey Automotive | February 2018

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

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

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

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

NJA0218.qxp_NEW JERSEY AUTOMOTIVE 1/26/18 10:49 AM Page 35

Audi Genuine Parts fan.

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New Jersey Automotive | February 2018 | 35

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COVER STORY by Kristen Dalli

Counting Down to AASP/NJ Prepares for Another Incredible Show With just weeks remaining before the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) fills the Meadowlands Exposition Center in Secaucus for NORTHEAST 2018, it’s more important than ever to stay on top of the latest updates leading up to the weekend of the show (March 16-18). AASP/NJ has been diligently preparing to provide attendees with a NORTHEAST experience unlike any they’ve had in years past.

The excitement for NORTHEAST 2018 is certainly felt through every corner of the automotive industry, particularly among the generous vendors who help make the show a success.

As one of NORTHEAST’s longest running exhibitors, Accudraft continues to support the show that is right in its backyard.

“Well, simply put, this is no ordinary trade show,” remarked CEO Guido Pippa. “The NORTHEAST Automotive Services Show is a threeday event that enables us to present our services to the decision-makers from every sector of the automotive industry. NORTHEAST is tailored to specifically fit the wants and needs of today’s industry professionals, who represent all walks of the automotive repair industry.

“We’ve always been based in the Northeast – this is our home, our hub.

We’ve been part of NORTHEAST for probably 25 years, and it’s our strongest market. We love coming [there]; anybody who wants to come and touch our equipment, and really get a hand on it, can come here and ask questions that really make a

36 | New Jersey Automotive | February 2018

difference. It’s a great opportunity to actually get the product up and running so the customers can make it work in real time. It’s the perfect place to do everything.”

Major exhibitor PPG is returning to NORTHEAST, with representatives excited to present the latest in PPG products and services to all show visitors. Attendees stopping by the popular PPG Show Truck display – a colorful 75-foot Freightliner Cascadia tractor-trailer rig – will have an opportunity to learn about the company’s advanced technologies, comprehensive training and support as well as key PPG MVP business solutions courses. Future artists are welcome, too: PPG is sponsoring a coloring contest for the children in the crowd.

“NORTHEAST is a great opportunity for us to meet with current and future customers in a comfortable, casual setting,” said Brad Panichella, PPG regional manager. “Customers have businesses to run; it’s difficult for them to talk during regular hours. But at NORTHEAST, we have the chance to connect with them and show them what we’re about and how PPG can help them succeed. It’s a productive arrangement for everyone.”

For first-time exhibitor General Motors, coming to NORTHEAST in 2018 is exciting for a number of reasons, but the company is particularly looking forward to the chance to interact with regional customers.

“We reached out to the GM dealers that have been exhibiting at the show and just felt that this would

be a great opportunity to reach the collision shops that attend this show,” noted Collision Manager John Eck. “We have seen how the show has grown over the past couple years, and [we] have had heard positive results from those that have presented in the past.

“By exhibiting at NORTHEAST, we will have an opportunity to reach a new geographic market segment. At shows we’ve attended in the past, we often see the same group of customers. The NORTHEAST show provides us a broader breadth of customers. Attending this show will position us to talk with a large number of body shop owners and collision techs.

“We are looking forward to direct engagement with collision centers and supporting our dealers who will also be exhibiting, like NUCAR and Fred Beans. Additionally, we look forward to getting direct feedback from our customers on how we can serve them and make the marketplace better.”

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Longtime exhibitor FinishMaster will be returning to NORTHEAST in 2018, and with the show’s expansion came the growth of the company’s exhibit as well.

“We’ve been with the show since it was in Rockland County, and we’ve watched it grow over the years,” noted Sales Manager Mike McKenzie.

“It has truly exceeded our expectations, and we would never miss a year.”

“We wanted to expand this year because of the excitement the show brings to our industry, and just the customer traffic we receive every year. With a larger booth space, we’re able to develop more time with our established customers as well as with prospective customers. It also gives us more exposure as the show grows.”

As for this year in particular, McKenzie is most excited for engaging and interacting with fellow industry members.

“There are always great speakers at the training classes and tons of

networking opportunities and great brand exposure.”

BECCA Inc. will also be coming back to NORTHEAST 2018.

According to President Barry Thomas, the company is “ready to put [their] best to the test,” and is excited for what’s in store at this year’s show.

“We want to physically meet the customers and get to know them and the challenges they face. Hopefully, we have some answers that can make a difference in their ability to compete and win! We also want to meet with the paint distributors and show them we have a unique offering that will bring results for their customers…We believe our new displays can help our customers and distributor sales partners better understand how our systems and processes can bring better results.”

Longtime NORTHEAST participant NUCAR is looking forward to another successful year.

“As a longtime member and supporter of AASP/NJ, most of our relationship as a vendor is based on

the day-to-day business servicing shop members,” shared Parts Director Bill DiRusso. “The NORTHEAST show gives us one of the rare opportunities to meet with our customers face to face on a more personal level and meet with potential new customers and explain our services in person. It also provides us with a lot of knowledge of the industry, helping us to better understand our customers’ needs.

“We also have interest in talking with other vendors and seeing all of the latest of the industry’s products and services available. As a General Motors dealer, this year we are excited to hear that GM will be attending the NORTHEAST show as an exhibitor supporting AASP/NJ and the automotive services industry as an OE parts and vehicle manufacturer. I am sure they will provide attendees with a lot of GM repair information and the services [besides parts] they can offer.” continued on page 60 New Jersey Automotive | February 2018 | 37

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www.gocolours.com New Jersey Automotive | February 2018 | 39

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NATIONAL FEATURE by Tom Slear

In It to Win It

Over the last five years, a small shop in southern New Jersey freed itself of DRPs. Here’s how it became a one percenter.

Dean Massimini is not sure of the date. His best guess is five, perhaps six, years ago. However, he remembers the car very clearly. It was a gold Mercedes SUV with a damaged quarter panel. A 10-hour repair. The insurance adjusters – a three-man tag team – argued with him incessantly. He won’t disclose the company, or more precisely, won’t allow me to disclose the company (more on that later), but what they said was quintessential adjuster-speak:

“We don’t pay for that.”

Followed by…

“Why are you charging for that? No other shop does.”

And wrapped up with…

“The shop down the street would love to have the DRP arrangement we have with you.”

Before, Massimini, whose southern New Jersey shop (Autotech) was AASP/NJ’s Body Shop of the Year in 2016, would have folded. DRPs, after all, were the sustenance of collision repair. At least he thought they were. He became convinced of that during the 12 years he worked in his brother’s shop in Bryn Mawr, PA, starting when he was a sophomore in high school and lasting until he leased a building a dealership had no use for and went out on his own. The religion of DRPs became even more compelling as he struggled to build a customer base, meet payroll and support a young family. Three years later, he bought Autotech, an existing business in Sewell, NJ. His belief in the necessity of DRPs never waned.

But something about those three appraisers prompted his mindset to flip. His discontent had been building for New Jersey Automotive | February 2018 | 41

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42 | New Jersey Automotive | February 2018

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NATIONAL FEATURE some time. He had been playing the game for 20 years, relying on seven or eight DRPs. “They squeezed me and squeezed me, just looking at the numbers and not at quality,” he says. “My customers started complaining about aftermarket parts and other things. I began to realize that my reputation was taking a hit. The insurance companies had become my customers.

Meanwhile, I was pissing off my real customers.”

TIPPING POINT The gold Mercedes was the tipping point. No more bowing to the Holy Grail of DRPs. They were an illusion of success that smothered independence and stifled quality.

He didn’t start his own business to be under the thumb of appraisers who had no skin in the game and unabashedly acted like they knew more about repairs than he did.

Massimini held firm. He would not lower the repair times.

“Seriously, Dean, do you really want to do this?”

“Yup.” The appraisers gave a collective shrug. They had heard the same thing before from many other shop owners. No doubt in a few days, a week at most, Massimini would call to ask for forgiveness. Instead, he crossed over to the other side – that segment of the business which prompts both salivating and trembling. Massimini was grossing $1.2 million annually. After he began standing his ground, one insurance company after another took their DRP business to other shops. That $1.2 million shrunk to $700,000.

Fifty-five cars per month dropped to 35 per month. Massimini had recently paid off the mortgage on the building, thereby somewhat cushioning the financial gut punch. Still, he had to lay off his older son for a time. The company roster condensed to Massimini, a painter and a body man. Massimini quickly learned the immutable rule of important decisions: Making them is difficult. Living with them is traumatic.

He woke up more nights than he cares to remember asking himself, “What did I do?” But come the light of day, his backbone straightened and stiffened at the thought of an appraiser cutting repair hours and demanding aftermarket parts and expecting a, “Yes, Master.” As months passed and one DRP agreement after another fell by the wayside, he comforted himself with the realization that he had nothing to lose. DRPs would push him out of business. The same might happen without them, but at least he would go out on his terms.

“I’m not trying to change the industry,” Massimini says.

“That’s never been my intent. Shops have to do what’s

right for them. But if the standard is substandard, does that make DRPs okay? Quality suffers, I go out of business and the insurance companies just move on to the next guy.”

GETTING HELP Massimini needed help. He knew what he wanted, but was unsure how to get it. Focusing on a proper repair unhindered by the demands of insurance adjusters was strange territory. Refusing to compromise put him into a fourth dimension. He called Barrett Smith, founder and CEO of the Florida-based Auto Damage Experts. Smith is one of a number of consultants throughout the country who attempts to coach shop owners to independence (for a fee, of course). He had witnessed the trap of DRPs firsthand when he was growing up in Alaska. Allstate approached his father about serving as a quasi-adjuster so one of its own employees wouldn’t have to be sent to remote locations.

This was in 1966, and as Smith recalls, his dad (nicknamed EZ – short for Eugene Zane) was honored that Allstate would trust him to write an estimate. So honored, in fact, that he took the family out to dinner.

“He had seven kids,” Smith says. “We never went out to dinner.

My dad was so proud.”

That was until other shops opened up in the area and tried to muscle in on EZ’s special arrangement. Allstate then wrote a script that insurance companies have been using ever since.

“EZ, we love the relationship we have with you, but there are shops nearby that will work for $2 less per hour. Are you willing to go along?”

EZ succumbed, but not for long.

He figured that Allstate had overplayed its hand. EZ’s longstanding presence in that area of southeast Alaska made his shop a natural draw. When locals’ cars were damaged, the overwhelming majority immediately thought of EZ. He told Allstate to pound salt. Allstate backed off.

Fifteen years later, just after Smith left the Air Force, he was working in central Florida as an adjuster for Progressive. His insurance tour lasted a mere five years. “I couldn’t stay because of the ethics involved,” he says. He went on to manage several shops and then owned Brandon Paint & Body for more than a decade before getting into his present line of work. A conversation with a shop owner near the end of his time with Progressive has never faded from memory.

“Progressive doesn’t pay for that repair procedure,” Smith told the shop owner.

“I hear you, Barrett,” the shop owner said, his tone devoid of emotion. “I’ll call the judge who owns this

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COLLISION CONOUEST

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NATIONAL FEATURE by Tom Slear Mercedes and let him know that Progressive doesn’t want to pay for a procedure I think is necessary. Let’s see what he has to say.”

“Judge?”

“That’s right. He’s a superior court judge.”

Progressive promptly okayed the repair and Smith learned a lesson that underpinned his business practices when he was a shop owner, and now serves as the foundation of his consulting practice: Shop owners get into the business because they like to

repair cars. They don’t want to fight with insurance companies even though that’s what many of them end up doing. There’s no need for that.

Instead: Educate, empower, encourage – even enrage – the car owners. Let them do the fighting.

“The first thing I help shop owners develop is a repair authorization based on their state’s regulations,” Smith says.

This typically runs at least four pages and establishes that the car owner is entrusting the repair to the

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48 | New Jersey Automotive | February 2018

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shop owner, not the insurance company. If the insurance company takes issue with any of the repair procedures, the rejoinder is, “Let’s talk to the car owner.”

GOT IT, DID IT AND NEVER LOOKED BACK Smith first gives a prospective client a sniff test. Is he honest? Is he sincere? Is he desperate enough to change? Smith wants to preclude what happens rarely, though more often than one would think: A shop owner pays Smith a fee, walks to the edge of the cliff, but can’t bring himself to jump.

That’s wasn’t the problem with Massimini. He was leaning over the precipice. His only question was whether to swan dive, back flip, or go feet first.

“He was like a lot of others I talk to,” Smith says. “He knew he didn’t want to put up with this crap any longer. They had given up their independence, their self-respect.”

Massimini drank Smith’s Kool-Aid. “He got it, did it and never looked back,” Smith says.

When a new customer walks into the shop, the first order of business is an education on the Autotech way.

There are no estimates, just methods for a proper repair, which means OEM parts and careful attention to the manufacturer’s prescribed procedures. If there are disputes with the insurance company, then the car owner has to decide what’s best for the car.

Massimini asked customers directly if they will hang tough or wilt.

What will they say if adjusters threaten to pay only for the repairs on the insurance companies’ estimates, or to move their cars to other shops? If the answers aren’t correct, then Autotech isn’t the right place for them or their cars.

The move toward independence was slow and unsteady. Adjusters no longer dictated repairs, but neither were customers flocking to Autotech.

A number of car owners had the best intentions, only to crumble following threats from their insurance companies. Massimini recalls warning one car owner that her insurance

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50 | New Jersey Automotive | February 2018

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NATIONAL FEATURE company will insist on aftermarket parts. Was she ready to do battle?

“They don’t know who they are messing with,” she said. “I can be the biggest bitch around.”

“Well, you might have to be,” Massimini said.

She wasn’t the fighter she thought she was. She snapped like a twig.

Massimini presented her with a bill for the shop’s labor costs and gave notice that the car was his until she or her insurance company paid up,

SAVE THE DATE

whereupon she broke down crying.

He got his money, but it was, for the most part, a Pyrrhic victory. He felt terrible. What would she say to her friends when they asked her to recommend a body shop? Massimini subscribes to the one-to-10 rule.

Happy customers talk to one person.

Unhappy customers talk to 10.

But what choice did he have? So many shop owners want to jump out of the DRP box. Smith estimates that only one percent actually do. The rest,

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52 | New Jersey Automotive | February 2018

he says, “are bull-crappers.” When the biggest bitch sheds tears, the bull-crappers get on the phone with the insurance company and say, “Let’s work this out.” Massimini isn’t a bull-crapper.

“I’m in it to win it,” Massimini says.

“That means my guys do repairs correctly and get paid for everything they do. We’re back to $1.2 million a year with the number of cars still 30 to 40 a month. We’re getting what we should for each repair. It’s not rocket science. It’s realizing that you don’t work for an insurance company.

“There’s a 2017 Subaru with 1,500 miles in the shop now. Rear-ended by a tractor trailer. I’m at $18,000. The insurance company is at $15,000.

They either get to my number, or very close to it, or I go to the customer, tell her there’s a difference, and ask her what she wants to do.

“It’s gotten to the point (financially) where I can pass on a job if I don’t think it’s for me. I don’t have to take every job that comes in the door. It’s a much better way to do business.”

STANDING TALL Early in the lengthy interview for this article, Massimini insisted on two conditions. One was that the article had to clearly convey that he wasn’t lecturing his shop-owning peers. He’s merely describing the path he chose.

The second was that I would not name the insurance companies he mentioned.

I had no problem with the first condition, but I pushed back on the second. To say nothing of the editor, readers will want to know the company of the three adjusters who verbally beat on him in connection with that gold Mercedes SUV. Massimini wouldn’t relent. He explained that soon after he changed his ways, an adjuster told him he had seen this kind of thing many times in one form or another and the outcome was always the same. He predicted Massimini would be out of business before the next change in weather.

It’s been four years and Massimini is standing tall. That’s satisfaction enough. No need to keep poke the bear any more than necessary.

NJA

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54 | New Jersey Automotive | February 2018

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NO BRAKES by Ron Ananian

INSPECTION, ANYONE?

What’s wrong with New Jersey? If we believe the latest news reports, it’s her roads and the drivers on them; apparently, accidents and fatalities were up in 2017.

Based on what I see in my little corner of the world, I believe it. It seems like driving is thought of as a contest, not a responsibility and privilege. I also think it’s related to something else that no one is talking about. The mention of alcohol, drugs and texting play a part in this discussion, and clearly have a major impact on these issues. Driving under the influence – of anything – will unfortunately be a factor in bad driving, accidents and fatalities. That is, until self-driving cars take over completely. BUT there is one thing no one seems to be talking about…

Vehicle condition…

Some time ago, the state of New Jersey drove a spike right through the heart of the Motor Vehicle Inspection Safety program. We no longer worry about tires, suspension, brakes, bulbs and wipers, to name just a few items of concern. If the check engine light is operational, there are no codes present and the vehicle has run its monitors to completion, you can slap a New Jersey Inspection sticker on it and send it out the door.

Commercial vehicles still have it, though. That’s right, they get the whole program as it used to be. I guess safety is worthwhile only part of the time and on some of the vehicles. New York State still has safety inspection requirements on all their vehicles; I wonder why? Maybe New York roads are safer than New Jersey’s? I’d feel more comfortable riding next to a car that has an annual safety checkup as part of its regular service. Last night I was behind a vehicle and both brake lights were nonoperational; the only way I knew the vehicle would be stopping is because of the high-mounted, or as it’s otherwise known, the third brake light. And how long will that last?

As I recall from a multitude of sources, the argument and voice for the change, from Trenton, pointed to their

claim that people will provide and perform maintenance to their vehicles without prompting. Really? In what universe?

I’ve been repairing cars for a living for over 40 years, and the greater majority of people don’t. They need a nudge, a shove and a smack on the back of the head sometimes.

Same arguments and stories: They have no money, they’re replacing the car soon, it’s not that big of a problem, the holidays are coming, the holidays just passed… The list goes on forever.

From my seat in the shop, I feel I am being “pushed” to put inspection stickers on vehicles that should not be on the road for safety issues. We are all being put at risk and New Jersey is fast becoming a third world country of sorts. Maybe self-driving cars will also become selfmaintaining vehicles? When they show up, the fleet will get into better shape. Our new governor could (should) take a shot at it and consider reinstating the safety portion of the test.

Or maybe we should all move to New York.

THE BOTTOM LINE IS… No matter how you paint it, New Jersey’s Motor Vehicle Inspection program may be helping with air pollution, but it’s not keeping us safe. I guess we have not had enough fatalities and accidents yet to make this a possibility. I for one am tired of inspecting vehicles that have no safety standard. It makes me think no one in Trenton is driving cars. If they were, they couldn’t miss seeing what I see from behind the wheel. Unless, of course, they are too busy texting...

BYE FOR NOW, SEE YOU IN THE FUNNY PAPERS...

NJA

“This is just me thinking out loud. See you on the radio. And of course: Good mechanics aren’t expensive – they’re priceless.”

Ron Ananian, owner of R\A Automotive in Waldwick, NJ (est. 1978), is heard weekly in 140 markets on his nationally syndicated radio talk show. He is a working technician and former AASP/NJ Board member. Beyond his radio show, Ron writes and speaks for the automotive industry at trade shows and events. Visit The Car Doctor online at www.cardoctorshow.com.

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Visit us at NORTHEAST® Booth # 408

New Jersey Automotive | February 2018 | 59

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COVER STORY continued from page 37 NORTHEAST 2018 will have tons of additions that attendees old and new won’t want to miss. For starters, the NORTHEAST Pavilion – an all-new second level – will make its show debut. The Pavilion will house even more of the automotive industry’s most sought-after vendors, educational seminars from the biggest industry names, hands-on demos and training, a gourmet food court and much more.

“I’ve been involved with NORTHEAST for over 30 of its 40 years,” says AASP/NJ Secretary and NORTHEAST Show Manager Thomas Greco, “and this year will be the most challenging and exciting NORTHEAST by far.

“Almost 10 years ago, we made the decision to move back to New Jersey and into the Meadowlands, and that proved to be extremely successful. It took NORTHEAST from a typical local show to where it is now – the secondlargest show of its kind in the country. Now with the partnership with the Washington Metropolitan Auto Body Association [WMABA] and the Pavilion, we’re ready to reach even higher. It’s an exciting time for the automotive repair industry in this part of the country.”

Attendees can also expect the much-anticipated, WMABA-produced Collision P.R.E.P. (Professional Repairer Education Program) to feature several of the industry’s most notable speakers. Early commitments include Texas-based Todd Tracy (the attorney famous for leading the plaintiffs in the recent John Eagle Collision case to their $42 million victory), industry legend Mike Anderson (Collision Advice), as well as NORTHEAST favorites Larry Montanez, John Niechwiadowicz and Jerry McNee, an OEM repair panel and more.

“We’ve already secured several very knowledgeable and wonderful speakers,” states WMABA Executive Director Jordan Hendler. “Todd Tracy will also join us as a presenter, which we’re very excited about – and I’m sure a lot of NORTHEAST attendees will be excited about, too. There are many other big names in the industry to round out the course offerings and bring our attendees not only the most current and relevant topics, but make sure they’re getting the information from the people in the industry who know it the best. National-level education presented in our East Coast market – everyone needs to be there!”

As attendance rates continue to skyrocket, preregistering for NORTHEAST – for free! – and securing your hotel room are musts! AASP/NJ has agreements with Hyatt Place Secaucus, Embassy Suites, Courtyard by Marriot and the Meadowlands River Inn, and you don’t want to miss these incredible deals.

For more information on how to register (or for hotel accommodations), visit aaspnjnortheast.com.

NJA

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CALENDAR Squeeze-Type Resistance Spot Welding Reliable Automotive Equipment, Belford

FEBRUARY 1, 2018 Understanding the Cycle Time Process Ramada Inn, Newark Hazardous Materials, Personal Safety & Refinish Safety Reliable Automotive Equipment, Belford FEBRUARY 6, 2018 Adhesive Bonding Innovative Solutions & Technology, Lincoln Park FEBRUARY 7, 2018 The Art & Science of Estimator Interactions Allstate – New Jersey CSA – Auto Center MCO, Wall Township FEBRUARY 8, 2018 Full-Frame Partial Replacement Ramada Inn, Newark

FEBRUARY 15, 2018 Adhesive Bonding Ramada Inn, Newark Aluminum Exterior Panel Repair & Replacement Reliable Automotive Equipment, Belford FEBRUARY 20, 2018 Measuring Innovative Solutions & Technology, Lincoln Park FEBRUARY 21, 2018 Steering & Suspension Damage Analysis Allstate – New Jersey CSA – Auto Center MCO, Wall Township FEBRUARY 28, 2018 Steel Unitized Structures Technologies & Repair Allstate – New Jersey CS – Auto Center MCO, Wall Township

For more information, visit i-car.com

Visit us at NORTHEAST® Booth # 247

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Unsurpassed Quality.

Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR THE WHOLESALE PARTS SPECIALIST AT THESE FINE DEALERS. Buy Hyundai Parts.

For Genuine Hyundai parts, contact these Authorized Hyundai Dealers.

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

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LIBERTY HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 PH: 201-529-3600 FAX: 201-529-3051

WAYNE HYUNDAI 1244 ROUTE 23 NORTH WAYNE, NJ 07470 PH: 973-646-0333 FAX: 973-694-1700 waynehyundai.com

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THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.

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

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

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

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

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

European model shown

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ARANJ 2018 Officers

President Rodney Krawczyk - Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net 1st Vice President Ian Szoboszlay - Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com 2nd Vice President Darryl Carmen - Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com 3rd Vice President Mike Ronayne - Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net Past President Bob Dirkes - Dirkes Used Auto Parts (609) 625-1718 dirkesauto@gmail.com Executive Director Brian Snyder - Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2018 Board of Directors David Yeager - EL & M Auto (609) 561-2266 elandmauto@aol.com

Ed Silipena - American II Autos (609) 965-6700 esilipena@yahoo.com Norm Vachon - Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Every business is looking to save money. Typically, expenses are the first thing reviewed, with entertainment, advertising, travel, overhead and of course, insurance costs most subject to scrutiny.

When reviewing your insurance costs, there are many areas that we can look at changing in lieu of “cancelling.” Increasing deductibles on property, equipment, collision and comprehensive coverage can save up to 10 percent of those premiums. Equipment premium is based on values. Making sure you have accurate values can be a significant savings. Contact your dealer and ask them for the correct value of your particular piece of machinery. Reviewing property limits to determine proper replacement cost values may prove you are over-insuring your buildings, inventory and personal property. Workers’ Compensation is based on payrolls and classifications. Make sure your employees are properly classified. This could be a large savings. If business is slow, payrolls may be down and adjustments can be made to save money. General Liability is based on sales or payrolls and should be reviewed and adjusted.

So, before you decide to cancel any coverage, call us to review all your cost saving options.

Dylan Rinkens - East Brunswick Auto (732) 254-6501 ebautonj@comcast.net

Mario DeFilippis, AAI Vice President 800-221-0003 (ext. 1320) 908-513-8588 (cell) mdefilippis@whartoninsurance.com

ADVERTISERS’ INDEX 1-800-NEW-PARTS ..............................................................................12-13 Accudraft ..............................................................................................55 Acme Nissan ........................................................................................4 AkzoNobel ............................................................................................15 Amato Agency ......................................................................................32 Audi Group ............................................................................................34-35 Axalta Coating Systems..........................................................................6 BASF ....................................................................................................23 BMW Group ..........................................................................................16-17 BMW of Springfield................................................................................63 Bridgewater Acura ................................................................................44 Cadillac of Mahwah ..............................................................................25 Classic Audi ..........................................................................................40 Collision Equipment Company ................................................................39 Collision Equipment Consulting ..............................................................52 Clinton Acura ........................................................................................IBC Dover Dodge Chrysler Jeep....................................................................46 Empire Auto Parts..................................................................................28 Equalizer ..............................................................................................10 Flemington Audi ....................................................................................5 Flemington Group ..................................................................................38 Fred Beans............................................................................................29 Future Cure/DriveBluebuzzard.com ........................................................21 Glen Toyota............................................................................................OBC GM Group..............................................................................................47 Hyundai Group ......................................................................................62

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Innovative Solutions & Technology / Pro Spot ..........................................IFC Klean Frame..........................................................................................28 Lynnes Nissan East................................................................................27 Maxon Buick-GMC ................................................................................51 Maxon Hyundai......................................................................................49 Maxon Mazda........................................................................................53 Mazda Group ........................................................................................66 MINI Group ............................................................................................54 Mopar Group ........................................................................................57 NUCAR..................................................................................................58-59 Performance Ford Lincoln ......................................................................60 Phillipsburg-Easton Honda ....................................................................IBC Porsche Group ......................................................................................43 PPG ......................................................................................................3 Princeton BMW ....................................................................................61 Sherwin-Williams ..................................................................................19 Spanesi ................................................................................................11 Subaru Group ........................................................................................48 Town Motors..........................................................................................42 Toyota Group ........................................................................................27 Tri-State Luxury Collection......................................................................8-9 Valtek....................................................................................................24 VIP Honda ............................................................................................44 VW Group..............................................................................................50 Westbury Jeep Chrysler Dodge Ram SRT ..............................................65 Wheel Collision Center ..........................................................................24

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THE RIGHT FIT FOR THE PERFECT FINISH.

Westbury Jeep Chrysler Dodge Ram SRT 111 Bond Street Westbury, NY 11590

PROTECT YOUR CUSTOMER’S INVESTMENT WITH ORIGINAL MOPAR PARTS ®

Order Hot Line: (516) 333-2669 Fax: (516) 334-8951 www.westburyjeep.com

• Experience service that’s second to none!

• Committed to excellence — committed to our customers! Open until midnight Mon.-Fri. and Sat. 8:00 a.m.–6:00 p.m.

• First-class Jeep dealer!

Authentic Mopar Parts are built to fit perfectly and function properly every time. This ensures your customers are getting the highest quality parts manufactured to meet the original specifications and safety standards of their vehicle. Providing more peace of mind for each customer you serve. ®

®

©2018 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC. New Jersey Automotive | February 2018 | 65

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Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you 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

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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

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