New Jersey Automotive February 2023

WHY FRANK’S COLLISION MADE THE SWITCH

BUSINESS PROFILE

FRANK’S COLLISION

Columbus, Georgia

Frank Wilcox ~ Owner

4 LOCATIONS

40 EMPLOYEES

5 PAINTERS

5 PAINT BOOTHS

69 VEHICLES PER WEEK

We

“PPG is more like a family relationship— they’re always on your side and will go out of their way to help.”

“With the help of PPG’s Trend Tracker, we went from losing money on paint and materials to making a profit and keeping our P&M down to around 5.5%.”

“

greatly reduced redos using the Envirobase system.”

Frank Wilcox

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SEE AKZONOBEL AT THE 2023 NORTHEAST SHOW -- BOOTH 601

P.O. Box 734 Neptune, NJ 07753

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

2021 - 2023 OFFICERS

PRESIDENT

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

COLLISION CHAIRMAN

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

MECHANICAL CHAIRMAN

Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com

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

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

Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com

Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com

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

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

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

Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com

Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com

BOARD ALLIED

Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com

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

PAST PRESIDENT ATTENDING

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

PRESIDENT/PUBLISHER

Thomas Greco / thomas@grecopublishing.com

VICE PRESIDENT/SALES DIRECTOR

Alicia Figurelli / alicia@grecopublishing.com

SALES REPRESENTATIVE

Bill Moore / bill@grecopublishing.com / (201) 209-1989

EDITORIAL/CREATIVE COORDINATOR

Alana Bonillo / alana@grecopublishing.com

MANAGING EDITOR

Chasidy Rae Sisk / chasidy@grecopublishing.com

OFFICE MANAGER

Donna Greco / donna@grecopublishing.com

PRODUCTION COORDINATOR

Joe Greco / joe@grecopublishing.com

CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Dennis Cataldo • Mitch Portnoi • Ron Ananian • Keith Krehel • Jerry McNee • Jacquelyn Bauman

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

www.grecopublishing.com

Joe Amato, Sr.

Ron Ananian

Jim Bowers

Charles Bryant

Don Chard

Guy Citro

Pete Cook

Ed Day

Dave Demarest

Phil Dolcemascolo

Tom Elder

Bob Everett

Alicia Figurelli

Thomas Greco

Dan Hawtin

Rich Johnson

Mike Kaufmann

Wes Kearney

Nick Kostakis

Jim Kowalak

Keith Krehel

Joe Lubrano

Michael Lovullo

Jeff McDowell

Sam Mikhail

Ron Mucklow

George Petrask

Russ Robson

Jerry Russomano

George Threlfall

Cynthia Tursi

Lee Vetland

Paul Vigilant

Rich Weber

Brian Vesley

Glenn Villacari

Stan Wilson

Get Back

What a long, strange trip it’s been for the NORTHEAST® show over the last few years.

Since we moved to the Meadowlands Exposition Center (MEC) back in 2009, things had progressed incredibly each and every year. So much so, in fact, that we expanded to the downstairs of the MEC in 2018. As ill-fated as that turned out to be due to forces beyond anyone’s control, it did not stop the NORTHEAST momentum in any way, shape or form. The very next year, 2019, we set records in booth space and attendance by utilizing the entire main floor, in addition to neighboring buildings for our education programs, as we continued our rise as the second largest collision/mechanical trade show in the country.

And then came 2020.

We were all in and ready to keep the ball rolling for the 2020 show. Everything was set. All that was left was to show up and enjoy the rewards of our hard work. Then the phrase “COVID-19” entered our world.

I will never forget the day we got the call that the Governor had shut down the state. It was March 10 –ten days before the opening of NORTHEAST 2020. Like everyone else, no one knew what to do. The only thing we all had in common, at that time, was fear. After the initial shock, all that mattered was the safety of our families and friends.

But not long after, the impact of the pandemic hit home. No one could leave their houses. All my employees had to work from home. Not knowing what was going to happen, they all sacrificed a week’s paycheck to keep us going. A month or so into it, I lost my friend and doctor of 40 years to that motherf#$king virus.

I can remember sitting at this very computer and Facetiming with Alicia Figurelli. I remember my exact words:

by THOMAS GRECO, PUBLISHER

“Everything was going so well. Everything we worked so hard for…and just like that, it was shut down and gone.” As she always does, she kicked me in the ass and punched me through the screen, getting me off the self pity bullshit.

Like most other trade shows, we tried to do a virtual NORTHEAST later in 2020. And like most things digital, it did not get the reaction that every digital salesperson claims you’re going to get. We sucked it up and figured that we would be back at it in 2021.

As we all know, by March, we still weren’t allowed to hold a trade show. We were put behind the eight ball even more so because, if we didn’t put on a show sometime in 2021, we were due to lose tens of thousands of dollars committed to vendors the previous year.

So we held NORTHEAST in September for the first time ever. We tried our best – and we will be forever grateful to the vendors and speakers who tried along with us – but it fell short. When your last show had over 6,000 attendees and your current one has less than a quarter of that, it clearly didn’t work. But we had many things working against us. Everyone knows NORTHEAST is in March; it has been for over 40 years, so despite our vast marketing, people were confused. And more devastatingly, people were still afraid of the virus and scared to come out.

If we knew one thing, it was that we had to get back to March. For over four decades, thousands and thousands of automotive professionals knew NORTHEAST, like St. Patrick’s Day, was a sign that spring was coming. We had worked hard to get the show to be an annual habit. Unfortunately, COVID worked as a forced rehab that broke that habit, so we had to rebuild. And we started that in 2022. We weren’t back to the show selling out, but we were over three quarters there. And though we didn’t get back to 6,000 attendees, we got over halfway there.

Now it’s 2023. COVID has become the new flu. The automotive repair industry is going through more changes than it has in half a century. If you don’t stay educated and up to date with your equipment, it’s likely you will be left behind. So, what is the most convenient and cost-effective way to do that?

GET BACK TO NORTHEAST!

You will get educated on every topic and every trend coming down the pike. You will find every piece of equipment you need to survive at special prices only available at NORTHEAST. And you don’t have to get on a plane and fly to another part of the country…all of this is continued on pg.

Stop Making Excuses! Start Making Plans for 2023!

by JERRY MCNEE

At my shop, we do a lot of corrective repairs and post-repair inspections. Recently, a vehicle owner called me to schedule a corrective repair, and before I even saw the car, I had a pretty good idea about what was missing…and when we started on the car, I came across everything I expected and then some. It’s a sad day –and a sad truth – but the initial repair shop overlooked it because they were trying to get the car in and out as quickly as possible; they had to make the insurance company happy, after all. But as a result, they released an unsafe car without performing calibrations, causing them to overlook the additional damage. If the shop had invested in just ONE estimate-scrubbing program, they could have picked up on the missing items. They wouldn’t have overlooked $7,000 in repairs that needed to be performed, an oversight which cost them that $7,000 in additional repairs, PLUS an additional $3,000 in corrective repairs.

Let’s face the facts: at least 80 percent of vehicles aren’t being repaired properly because shops don’t have the tools, training and expertise to fix them correctly. Or they just don’t want to know with their head buried in the sand. That’s a sad statistic, but it’s our current reality. And that’s largely because many shops refuse to accept the need to run our businesses like corporate structures. The day of the mom-and-pop is over and done, and we’re in a situation where 15 percent of the industry controls the other 85 percent who fall in line because they’re too busy turning and burning to invest time in classes or spend money on the tools, equipment and training that will help them improve.

Everyone focuses on making excuses, but what we should be doing is making plans to better our shops, and it starts with the owner and their employees. Those plans absolutely need to include attending the NORTHEAST® 2023 Automotive Services Show, taking place March 17-19 at the Meadowlands Exposition Center in Secaucus. NORTHEAST is the largest show outside of SEMA, but it’s actually better for many of us due to the simple fact that it’s located in our own backyard, with our own vendors. With national vendors attending as well, you can expect to see just about everybody that you have dealings with on a daily basis in your own facility.

Every year, AASP/NJ’s flagship event turns out great, but I always feel like I need another day. I can never get to everything I want to do because this isn’t the type of show you can show up to in the morning and then leave

after a couple hours…What do you really think you’re going to get out of that? Nothing in, nothing out. We have to invest in ourselves, and that means spending the time to identify the improvements our businesses need us to make. The association plans diligently all year long to put these seminars together, to help you address real-life issues and scenarios and understand how you can put these ideas into action. And we’ve spread those seminars out across the weekend so that your shop can take in all the great options we’re offering.

And you’re not going to want to miss a single one (check out this year’s agenda on page 30) because we’re bringing in the industry’s top leaders right here to the Garden State. They’re going to talk about what’s new and relevant, what you can do to be better and how you can implement effective changes NOW. This advice is coming from the guys who eat, breathe and sleep this industry every day.

Nothing ventured, nothing gained. Venture to the Meadowlands this March. Plan to arrive on Friday, and spend the entire day with us on Saturday and pick back up Sunday. You’ll be surprised by the connections you make and the conversations you have during and after these meetings. And once the floor closes on Saturday, there’s plenty of fun to be had in the area (just check out page 33). Use Sunday to squeeze in the things you missed. This is what we need to do if we want to be successful in today’s complex industry. And you can’t show up alone. Bring your employees, so they get the same message you’re hearing. Together, your whole team can take that information back to the shop, implement it and really improve your situation to enhance your professionalism. What are you waiting for? Register now at aaspnjnortheast.com

It’s Time for Customers to Have Skin in the Game

Lately, it seems as though I hear “NO” more than “YES” regarding claim settlements. It is tiring and challenging, and it’s one of the worst aspects of this job. It sucks, and recently, it seems like I should be spending my time doing something else as the length of time waiting for supplement approvals from claims people (who change daily) grows. You can no longer rely on the rapport you once had with insurance claims appraisers, because recently I haven’t dealt with the same person more than twice! Which is not by chance – It has been designed this way…to make it frustrating, to delay, to deny.

I now make sure that time is used to get the only person who matters – the vehicle owner – on my side of the negotiation. I now spend that time making the vehicle owner understand my repair bill, what each operation is for and why we are charging for it. Often, OE part “upgrades” are paid for; the difference in labor rates are paid for. The

by DENNIS CATALDO, JR.

vehicle owner doesn’t want inferior parts on their vehicle, and they understand that we cannot operate our business at the insurance company’s insufficient labor rates. Now, I am not going to say that every claim is a “win,” but most have been. After all, “you can’t get what you don’t ask for.”

For years, the trade has been instructing body shops to demand to be compensated correctly, only to be greeted with a “NO.” It can no longer be our responsibility to “eat the cost” of correctly repairing the modern automobile and run a profitable business at the same time. It is time for a change in the way things are done. It is time for our customers to have skin in the game. I’m sorry your discounted Insurance doesn’t pay in full; perhaps you should ask them why they are not covering your repair bill. Call it a “co-pay” or a “balance-bill” if you like, but all I know is that I’m an “out of network” shop who never agreed to give any discounts to your insurance company.

by ALANA QUARTUCCIO BONILLO

AASP/NJ Members Obtain Crucial Compliance Content via Virtual Meeting

Keeping a collision repair business afloat in this challenging and ever-changing industry is complicated enough without the stress of OSHA or other compliance handlers surprisingly knocking on your shop’s door. Fines and penalties can be quite costly and could really send a shop into serious financial debt.

But these potential visits don’t have to be a threat if one has all their records in check.

Because it’s important to start the year off with one’s house in order, AASP/NJ set out to make sure its members had the best information available on how to be OSHA compliant by inviting Bob Plett of American Compliance Systems to review requirements during a January virtual meeting.

AASP/NJ President Jerry McNee thanked the dozens of members who attended the webinar, alerting them to the fact that an OSHA visit can truly be “eye-opening.”

“Something as simple as not having a doctor’s sign-off on mask requirements for a painter can be a violation,” he

said, suggesting that planning can really go a long way. OSHA is most likely to pay shops a visit due to an employee complaint, Plett explained. First contact may be via simple email or call, and if the claim is found false, it all ends right there…but if the complainant went on the record by name and claimed required information wasn’t received or spoke of other possible actions which could mean a violation, an inspection will follow.

When OSHA does step through that door, shops should be prepared. “Have all records ready and in hand if you are under inspection. These are the things needed for compliance,” advised Plett.

Some of the top citations for auto repair shops involve permit confined space (such as pits, manholes, etc.), respiratory protection, machine guarding/grinders, hazard communication, electrical safety and thensome.

Penalties can start at $15,625 and only increase from there. The good news, according to Plett, is that fines can

AASP/NJ Helps Shops Dodge a $2 Million Boiler Bullet – for Now

If your shop is not currently worried about spending $2 million on an electric boiler, make sure to thank AASP/NJ!

Since Governor Phil Murphy unveiled New Jersey’s Energy Master Plan (EMP) in 2020, few clear answers have been provided to clarify how much each component of the initiative might cost families and businesses. One of the first planned provisions, introduced in December 2021, called for the replacement of all fossil-fueled (gas or oil) heating systems to be replaced with electric boilers after January 1, 2025, and the first 8,000 facilities to be impacted included those with an existing New Jersey Department of Environmental Protection (NJDEP) permit – namely nearly 150 auto body, automotive repair and dealership businesses with a paint booth heating unit of one million BTUs or more!

Experts indicated that the cost of replacing a commercial gas boiler with an electric boiler starts at $2 million. And while the NJDEP initially estimated that operating costs would increase by 4.2 to 4.9 percent, they later acknowledged that they had made an error, admitting that it would actually cost 4.2 to 4.9 TIMES more to operate an electric boiler. Opponents of the provision have estimated a total price tag of $17 billion.

Further, the increased need for electricity would exceed New Jersey’s capabilities, requiring power to be imported from other states – including, in many cases, non-renewable energy, with the likelihood of ultimately increasing carbon emissions. This seems contrary to the goals of Governor Murphy’s EMP, which calls for the Garden State to transition to 100 percent clean energy by 2050, shifting toward wind and solar power and moving away from natural gas and other high-emission sources.

“This provision would affect all of us,” explained AASP/ NJ Executive Director Charles Bryant. “Not only would it impact our shops, but it would also require implementation by apartment buildings, schools, government buildings…so it would play a role in our businesses, homes and taxes; it was going to affect everybody. As an association, we knew we needed to do something.”

The association joined a coalition of over 30 other business and labor organizations that immediately took up arms against the proposed provision, expressing concern about the prohibitive costs associated with the plan.

In September 2022, the coalition wrote a letter to state Senate President Nick Scutari (D-Clark) and Assembly Speaker Craig Coughlin (D-Woodbridge) to urge a pause in the mandate until costs could be properly evaluated.

“Unfortunately, the electrification of the building sector is not only expensive, but is moving forward without Legislative authorization. The first regulation mandating building electrification will be acted upon in less than 90 days,” the coalition wrote. “The NJDEP has stated it will cost four to

five times more to heat buildings with electricity as opposed to natural gas. Additionally, the NJDEP did not provide the cost estimate to convert a building’s electrical system so it can run an electric boiler of that size. Compliance with this regulation will lead to significant increases in rents, property taxes, and grocery bills, at a time when the Legislature is focused on reducing these costs.”

The coalition submitted the respectful “request that both the Senate and Assembly engage in the buildingelectrification policy by consideration of these bills or through alternative means.”

These efforts garnered the attention and praise of several state legislators.

“Initial estimates to replace thousands of good-working gas boilers is in the billions. Forcing people to pay those costs and rely on one energy source in today’s economic climate is irresponsible and incredibly tone-deaf,” Assembly Republican Leader John DiMaio (R-Warren) said. “The administration’s green goals do not consider inflation, the stability of our electric grid or people’s budgets.”

“Gov. Murphy’s plan to force the replacement of efficient, clean and cost-effective gas boilers with electric versions short-circuited because it didn’t make any sense. His plan would have required thousands of businesses, schools, apartment complexes and government buildings to pay millions each to convert to electric boilers that cost four times as much to operate as existing gas boilers. It would have been a massive and unnecessary cost for both businesses and taxpayers,” claimed State Senator Anthony Bucco (R-Morris) who indicated that the Garden State had “dodged a multi-billion-dollar bullet.”

In fact, several legislators expressed concern that the administration had not sufficiently calculated both construction and operating costs.

“We might need to go 100 percent clean electric, but we have to do it with the workforces in mind. We’re going to put a ton of employees and companies out of business. We should be working with those companies directly,” suggested Senator Vin Gopal (D-Monmouth). “We also have to make sure there are no unburdened costs. I think all of that stuff wasn’t being considered.”

As a result, Senator Gopal was joined by Senator Holly Schepisi (R-Bergen) in sponsoring Senate Bill S2671 which “prohibits adoption of any State rule or regulation mandating electric heating or water heating systems in buildings prior to issuance of DCA report.”

Opponents of the provision have professed support for clean energy, yet they’ve expressed the belief that there are other ways to achieve these goals. “While we all support the goal of clean energy, New Jersey businesses and families deserve policies that incentivize and support a clean energy transition, rather than mandate only one energy source,”

continued on pg. 20

Remembering John Mosley

AASP/NJ joins the collision repair industry in mourning the untimely passing of industry legend, John Mosley. Mosley served on the Board of Directors for the Society of Collision Repair Specialists (SCRS) and was a founding member of the Mississippi Collision Repair Association, in addition to being the owner of three businesses in Mississippi: Clinton Body Shop, Hangar 360 Aircraft Services and John’s 360 Coatings. An aviation aficionado who owned and flew historic airplanes, Mosley was even more devoted to Carolyn, his wife of 48 years and his children, Patty and Daniel. He also fought for shops’ and consumers’ rights in the way that he did everything else… passionately but respectfully.

And as a result, he earned the respect of colleagues across the country, including AASP/NJ President Jerry McNee (Ultimate Collision; Edison), who shared, “I ran into John years ago because of everything he did for this industry, and he was truly a standup guy. He would give you the shirt off his back, share information or help you in any way possible. John was one of the most kind-hearted people you could ever want to meet and truly someone

we could all look up to. We all do better when we learn from one another, and I’ve taken a lot from John’s successes and failures in my own facility and even in my daily life…because it wasn’t all about work; from the day we met, we became lifelong friends.

“I always talk about people needing to get involved with this industry… Well, that’s exactly who John was,” McNee continued. “He was absolutely an advocate for this industry and did more for collision repairers behind the scenes than most of us will ever do in a lifetime. And he did it selflessly – not for himself but to improve our industry; he always had consumers and safe repairs at heart. He was always more concerned with everyone else than with himself, and even those who never met him should be appreciative of all he paved the way for. He repeatedly gave us inspiration that it could be done, that Goliath can be slain if we just keep the faith. I hope that others in this industry will pick up where he left off and move forward with the many things he started.

“If there were more people like John, our industry and our entire world would be a better place.”

continued from pg. 18

believes Eric DeGesero (Fuel Merchants Association of New Jersey), a leader in the coalition against the provision.

Senator Bob Smith (D-Middlesex), chair of the Senate Environment and Energy Committee, agreed. “There has to be responsible public policy, and I think that’s where it has to go. I think we’re going to incentivize and entice people to do more electrification in their heating.”

While the final rule adopted on December 2 excludes the provisions related to electric boilers, the battle is far from over.

“It’s better than the alternative, but it is not over by a long shot,’’ DeGesero warned. “It was good news that they stayed the boiler regulation, but by no means have they walked away from wanting to electrify everything. Our concerns still remain that the Governor’s Energy Master Plan ultimately mandates all commercial buildings and residential homes be converted to electric, despite the astronomical price tag and strain on our already fragile electric grid.”

Likewise, Senator Bucco sees the removal of the provision as “a victory for now,” but he cautioned, “We need to make sure this proposal isn’t resurrected in the future. We’ll keep fighting to ensure that the other provisions of

Gov. Murphy’s Energy Master Plan, which would result in tens of thousands of dollars of unnecessary costs for families and homeowners, are removed as well.”

“Members of the collision industry should be very appreciative of this accomplishment because everything we achieved was a big deal,” Bryant added. “But although they’ve dropped the provision for now, it’s not dead yet. It’s likely to come back, so we need to be alert and make sure we keep doing our part to prevent that from happening. Shops cannot afford to spend millions of dollars unnecessarily, and AASP/NJ will continue monitoring the situation. We encourage all New Jersey auto repair and body shops to get involved in the fight for the future of our businesses by joining the association and supporting our efforts.”

Shops would do well to heed these warnings as the NJDEP has already issued a statement, promising that “DEP will continue to stakeholder the boiler issue as part of our second round of PACT Climate Pollutant Reduction initiatives to ensure that the eventual regulation of boilers achieves a reduction in greenhouse gas emissions at a reasonable cost.”

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Operative Talent: On a Mission to Educate the Public about Collision Careers

Do you believe that this industry needs to do a better job of educating today’s youth and the general public about the multitude of amazing job opportunities available in the collision industry? You’re not the only one! That’s why the Collision Repair Education Foundation (CREF), BASF and KTL Restorations (Danville, VA) teamed up on Operative Talent, a project focused on attracting future talent to the industry by educating the population as a whole on the ample opportunities, success stories and segments within the collision repair industry.

“We continually discuss the need for more technicians, estimators and other industry professionals, but instead of just thinking about it and talking about it, we’re going to put some actions behind it which will involve everybody in this industry,” shares Brandon Eckenrode, managing director of CREF.

The industry’s technician shortage is a multi-faceted problem, so Operative Talent will take a multi-pronged approach to solving the dilemma with the overall goal of addressing the industry’s aging workforce by highlighting collision repair as a viable career path. This approach includes engaging students through a vehicle rebuild, which will then be raffled off to raise funds to create public awareness campaigns promoting the industry. Ambitious, yes…but definitely doable with everyone’s help!

Since Operative Talent was first announced at the end of 2021, KTL Restorations has been rebuilding a 1969 Camaro, named “Talent,” but with over three dozen partners from across the country joining together to increase the reach of this impressive initiative, it’s important to realize that this initiative is about a lot more than simply raising funds through raffle ticket sales and generating industry involvement through sponsorship opportunities – Operative Talent also offers an unique opportunity for the next generation of collision repair enthusiasts to get some hands-on exposure to rebuilding a vehicle!

To encourage young people’s interest in this field, students between the ages of 16-23 are invited to participate in the rebuild by applying online. By participating in rebuilding the classic car and learning a little more about the different career paths available in this diverse industry during the process, students will gain experience and exposure to the awesome opportunities the automotive industry offers…and hopefully uncover a passion that can turn into a fruitful and fulfilling career!

“Cars are cool, and working on them is a lot of fun,” shares Crystal Lawrance of KTL Restorations. “Unfortunately, today’s students don’t often have the chance to get hands-on exposure to this type of work because so many schools have closed their trade programs. We want to showcase the awesome opportunities this industry offers – whether you’re interested in pursuing an automotive career or just want to learn something new, Operative Talent offers a unique experience you’re not able to get anywhere else.”

“We’re passionate about the next generation, but few show enthusiasm for automotive careers because they know nothing about it. No one shows them what’s available…Kids are told they must obtain a four-year degree (and accrue college debt) to be successful, yet the trades offer great opportunities for good-paying jobs,” Lawrance adds. “It’s time to spotlight the many different jobs that exist and drive that knowledge to schools to help educate the future generation about industry careers and to help us find quality talent. If we don’t bridge that gap, there will be no one to repair vehicles or create custom cars in the future.”

“Talent” will ultimately be raffled off at SEMA 2023

Operative Talent seeks to engage students in a vehicle’s restoration to give them hands-on experience and hopefully inspire a passion for automotive work.

to raise funds to finance a national public service campaign showcasing collision career opportunities and generating awareness about the industry as well as a public-facing website to educate the public about the variety of career paths in the industry.

“Our industry has a bad reputation as this greasy, dirty place, but those days are long gone,” Lawrance insists. “It takes many different people with various talents to make up today’s automotive industry. Sure, body work and painting still happens in the back of the shop, but up front, we have estimators, accountants and a whole production team. Suppliers have many roles to fill; just look at BASF! They need chemists to create the beautiful colors we spray on these cars. And we even have positions for social media managers, industry journalists and more!

“We don’t do a great job of educating students or the general public about all the options that are out there,” she continues. “Just because you don’t want to work in a shop, that doesn’t mean there’s not a place for you if you love cars. Automotive professionals don’t all fit

in the same box these days…and that’s just the way we like it! So, we’re hoping to introduce students to some of the different ways they might fit in, whether they’re already planning to enter this field or maybe they just want to explore their options.”

The automotive and collision industries have spent years griping about the lack of qualified help entering the workforce, and it’s time to DO something about it!

“We need everyone’s support… from donated parts to raffle ticket sales, we need the entire industry to get behind this effort – to get behind these students, our industry’s future – and help make Operative Talent a success,” Eckenrode urges.

Those interested in educating the public about the opportunities available within the automotive industry can purchase raffle tickets now at bit.ly/Talent-raffle. And in addition to supporting trade school education, you’ll even get a chance to win the custom-built Camaro these kids will be working on at KTL!

The initiatives funded by the Operative Talent fundraiser will help showcase the industry and its career opportunities to the general public,

which will benefit the entire industry. The success of the project relies on the entire industry getting involved and championing the endeavor.

“Operative Talent is amazing,” BASF’s Tina Nelles praises the project. “Attracting new talent is important to our company and the entire collision repair industry. We’ve dedicated efforts to helping by offering internships, increasing scholarships and supporting schools, but the key piece that’s always neglected is outside perception of our industry…We need people talking about this industry in the right ways! By promoting collision repair careers through the website and the PSA campaign, we can ensure that students, as well as their parents, teachers and guidance counselors, understand the variety of opportunities that exist within this industry.”

“This is a full industry effort,” Eckenrode stresses. “And each of you can help determine the success of this operative by getting involved to make Operative Talent the best it can be – by raising funds and donating your time and efforts, we can showcase this industry and ensure it has a bright future!”

And Lawrance hopes that Operative Talent can continue highlighting the industry on a broader scale in the years to come. “We’re talking to different shops around the country, and so many people believe in this project…I hope to see it grow and expand to offer students opportunities in different markets. How many kids can we attract if we just welcome them into this industry in a fun way? How many share the same passion that we do but need help discovering it? This is just the beginning,” she promises.

To support the industry’s future by purchasing raffle tickets, participating in the rebuild as a student or by donating parts, please visit OperativeTalent.com

KTL Restorations will guide collision students in rebuilding “Talent," a 1969 Camaro, from the ground up!

THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS.

THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW.

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

BMW of Bridgewater

655 Route 202/206

Bridgewater, NJ 08807

PH: 908-287-1800

FAX:908-722-1729

bridgewaterbmw.com

Circle BMW 500 Route 36 Eatontown, NJ 07724

Parts Direct: 732-440-1235

Fax: 732-440-1239

wholesale@circlebmw.com circlebmw.com

Park Ave BMW 530 Huyler Street

South Hackensack, NJ 07606

PH: 201-843-8112

FAX:201-291-2376

parkavebmw.com

Paul Miller BMW

1515 Route 23 South

Wayne, NJ 07470

PH: 973-696-6060

Fax: 973-696-8274

paulmillerbmw.com

BMW of Bloomfield

425 Bloomfield Avenue

Bloomfield, NJ 07003

Parts Direct: 973-748-8373

psantos@dchusa.com

Audi dealers strive to make you an Audi Genuine Par ts fan

• Audi Parts Professionals are your subject matter experts on collision parts, replacement components and mechanical items.

• Many Audi dealers offer technical service support hotline access that can reduce your repair times and help you meet an on-time promised delivery

• Installing Audi Genuine Parts contributes towards improved cycle time that makes both your customer and their insurance company happier

Helping

Flemington Audi 213 Route 202/31

Flemington, NJ 08822

Toll Free: 877 657 2787

Fax: 908 782 1795

email: rmuir@flemington com

www.NJPARTS.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

Audi Brooklyn 211 63rd Street

Brooklyn, NY 11220

Phone: 718 492 6400

Fax: 718 492 8899

DCH Millburn Audi

2211 Millburn Ave

Maplewood, NJ 07040

Toll Free: 800 553 9250

Direct: 973.762.0262

Fax: 973 762 2381

www dchmillburnaudi com

rmerchant@audibrooklyn com

www audibrooklyn com

Bell Audi 782 Route 1 Edison, NJ 08817

732 396 9360

Fax: 732 396 9090

www bellaudi com

Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201 227 6506/6536

Fax: 201 541 0314

www townmotors com

Jack Daniels Audi of Upper Saddle River

243 Route 17

Upper Saddle River, NJ 07458

201 252 1500

Fax: 201 254 1552

tbabcock@jackdanielsmotors.com

www.jackdanielsmotors.com

Audi Bridgewater 701 Route 202-206 N B ridgewater, N J 08807 929 600 9156

F ax: 908 595 0237

parts@audibridgewater com

www audibridgewater com

Soar to New Heights with the Educational Slate

From electric vehicles (EVs) to ADAS and calibrations…from repair planning and negotiations to implementing the Appraisal Clause…collision repair has grown more complicated than ever – and even more changes lie on the horizon, requiring shops that want to thrive in the future to constantly upgrade their training, tools and equipment to keep up with this fast-paced industry.

Auto body professionals always look forward to the largest regional automotive show on this side of the country, but anticipation for the NORTHEAST® 2023 Automotive Services Show – scheduled for March 17-19 at the Meadowlands Exposition Center (MEC) in Secaucus, NJ – has reached new heights with the unveiling of this year’s educational slate, sponsored by AirPro Diagnostics, designed to help repair professionals continue to elevate their knowledge and skills.

AASP/NJ’s flagship event typically draws over 6,000 industry professionals every March as shop owners, technicians, painters, estimators, suppliers and others flock to the 65,000 square foot show floor to check out the latest tools, products, equipment and services from over 150 exhibitors. Attendance at the 46th iteration of NORTHEAST is expected to exceed the past two years with record-breaking numbers as repairers seek to learn more about their evolving businesses from the industry’s most sought-after speakers.

“We’re bringing the industry’s top leaders right here to your own backyard, so there are no excuses for staying stuck in the past,” says AASP/NJ President Jerry McNee. “Experts like Mike Anderson, Aaron Schulenburg, David Luehr, Tim Morgan, Danny Gredinberg, Chuck Olsen and Tim Ronak will be here to educate shops on everything they need to know to improve their businesses and stay relevant. Whether you’re a new auto body professional or you’ve been doing this for decades, you’re guaranteed to learn something new to implement and help your shop evolve into the future.”

AirPro Diagnostics’ Chuck Olsen will kick off the NORTHEAST educational slate with an eye-opening Friday afternoon presentation, followed by “Overcoming Insurer Objections to Payment for Repair Procedures,” presented by Tim Ronak (AkzoNobel).

“Technology is progressing at such a pace that the vernacular used to describe repairs is creating friction with bill payers through a lack of understanding,” Ronak explains. “The concept of what is described as a ‘cost of doing business’ is confusing whether something is a direct cost of repair or a fixed cost of a business. Understand GAAP terminology as a way of being able to justify why specific charges are not only needed to return a vehicle to pre-loss as well as justifying the reimbursement of those charges.”

Attendees will walk away with knowledge for

Tim Morgan

Danny Gredinberg

Josh McFarlin

David Luehr

Tim Ronak

Mike Anderson

Frank Terlep

Aaron Schulenburg

BY CHASIDY RAE SISK AND ALANA QUARTUCCIO BONILLO

overcoming insurer pushback on the operations and procedures required to restore today’s complex vehicles due to increased technology, such as ADAS. Attendees will learn to combat objections and get paid to properly restore the vehicle to its pre-accident condition by confirming that the consumer’s vehicle functions the same in the next collision event as it did in the one that created the loss.

The recently revealed Society of Collision Repair Specialists’ (SCRS) blend study results have repairers all across the nation applauding proof that blending is more time-consuming, but what’s next? SCRS Executive Director Aaron Schulenburg will be on hand to moderate a deeper dive into the study’s influence in 2023 and beyond, which will include discussion by Ronak, John Shoemaker (BASF) and others.

AkzoNobel and BASF were two of the five paint companies that participated in the study, so both representatives have “a strong understanding of paint processes, how paint should be applied and what happens when paint is not applied properly,” according to Shoemaker, and Ronak hopes that the discussion will provide “a better understanding of the study and how that study can be interpreted by repairers at large.”

“This was an exercise to illustrate whether there were any time savings when performing a blend operation versus a full refinish as has been ‘asserted’ for three decades by information providers in the industry,” he notes. “This exercise challenged that ‘assertion’ and now it requires industry to insist on change. The discussion at NORTHEAST will communicate the results to a larger audience and start to educate the industry regarding the actual efforts required to complete color transitioning ‘blend’ operations, and we also hope to enlist support within the industry to utilize this new information in forming their assessment of repairs when considering the transition of colors into adjacent panels to create an invisible repair.”

“I believe that further discussing this study will help attendees understand that blending is an antiquated process and cannot be effectively accomplished with some of today’s colors,” Shoemaker adds. “My expectation is that they will leave with an understanding that blending is no longer a viable refinish process, that blending within a panel is no longer justifiable and that full refinish is required on any panel that requires paint application.”

Industry icon Mike Anderson (Collision Advice) returns to NORTHEAST with two engaging and interactive seminars. On Friday night, he will team up with Danny Gredinberg (Database Enhancement Gateway) for “Bulletproof Negotiation Tactics,” a newly-built exclusive session exploring the fundamentals of creating the perfect platform to win any attempt to negotiate or rebuke repair plan necessities. In today’s industry environment, being average just doesn’t cut it, and on Saturday afternoon, Anderson demonstrates how one must “Be Extraordinary” in delivering customer service, building shop culture and

in all other ways in order to produce extraordinary results.

Saturday’s agenda includes the opportunity to learn from Tim Morgan and Jeramy Holloway of Spanesi Americas as they offer insights on enhancing the prerepair process with proven methods to capture additional time and operations while improving cycle times and repair quality during “Proper Pre-Repair Planning.”

During “When an ADAS Calibration Fails,” I-CAR’s Dirk Fuchs and Bud Center will take a deep dive into ADAS technology and teach attendees about some common reasons ADAS calibrations fail and how to respond with the proper diagnostic strategy. This presentation will also cover common ADAS and the sensors used in these systems.

Industry favorite David Luehr (Elite Body Shop Solutions) makes his NORTHEAST debut with “Supercharge Your Business and Attract the Best Employees.” It seems everyone these days is complaining about their business’ inability to attract and retain good employees…but according to Luehr, not everyone is facing that same dilemma!

“In my opinion, no other challenge in the collision industry even comes close to the challenge of finding and retaining good employees,” Luehr says. “This is a worldwide crisis that is keeping businesses stuck from growing or even sustaining current business levels. ‘Supercharge Your Business and Attract the Best Employees’ will show the audience proven reasons why they can’t attract great employees and what they can do differently to become a talent magnet in their market areas.”

In addition to sharing five key elements attendees can use to build a high-performance culture and attract talent in their marketplace, Luehr promises “inspiring and practical training with an ‘actionable plan.’ During this course, attendees will be provided a worksheet where they will be performing a self-assessment on the current attractiveness of their business and a written plan for how to improve!”

Panel discussions are a popular staple at NORTHEAST, and this year’s installment will once again be tackling repairers’ most pressing issues with engaging dialogue between industry representatives and attendees. The thought-provoking “Slaying the Dragon” panel will feature shop owners and valuations experts, such as Ron Reichen (Precision Body & Paint Inc.) and Robert McDorman (Auto Claim Specialists), moderated by AASP/NJ Board member Ken Miller (821 Collision; North Haledon), as they offer suggestions on the various avenues that shops can take to get properly reimbursed.

“This panel will help shops better understand how to get paid for what they do,” explains McDorman. “We want to offer knowledge and tips that they can implement, using real-life examples.”

continued on pg. 32

The “Shop of the Future” discussion provides insights from some of the industry’s leading professionals (including Reichen, Shoemaker, Anderson, Luehr, McNee, Fuchs, McDorman, Michael Bonsanto from Passaic County Technical Institute Vo-Tech and Frank Terlep of OPUS IVS), who will share insights on what tomorrow’s shop will look like.

Terlep, chairman of the Collision Industry Conference (CIC), boasts nearly 40 years in the collision industry and is guaranteed to offer some unique observations as he has “seen, experienced and helped design and develop several ‘future’ processes, technologies and business models.”

Similarly, Shoemaker’s “experience with designing collision centers, understanding of the CIC Collision Repair Provider Definitions, the repair processes required on today’s vehicles and the skill sets necessary to perform those repairs gives me the background to speak candidly on this subject.”

“The status quo will not work,” he stresses. “Those who are not changing their perspective on collision repair are fighting a losing battle. Shops that have not upgraded equipment in the last five years, that are not maintaining I-CAR Gold Class and that do not have at least one OEM certification are behind the power curve of success.”

“This panel is stacked with an amazing amount of knowledge and insight on what collision repairers can expect as we move into the future, and where I believe I can add the most expertise to this panel is by sharing my thoughts and ideas about how a collision repair business will need to change its staffing and team structure to stay in line with the advancing vehicle technology and the younger generations’ desire to work in team-like settings,” Luehr suggests.

“Many experts use ineffective fear tactics to motivate our industry players into action, but it is my hope that this panel can offer incredible insight into the future of our industry positively by sharing the incredible opportunities contained within the challenges ahead. There is a lot to be excited about!” he continues, emphasizing, “This panel should not be missed! The individuals invited to share their wisdom, expertise and advice represent many different perspectives and a wide array of expert backgrounds. If people attend this panel with an open mind and with the intention to take action on what they learn, I believe this will be game-changing information.”

Fuchs and Center return on Sunday morning with “EV Intake Process and High Voltage Battery Handling,” as they prepare auto body professionals to work on EVs by providing an overview on the most important things to understand about this new technology. In addition to

learning tips on the EV intake process to keep repairers safe and avoid thermal runaways, attendees will learn how to properly handle and store high voltage batteries.

The NORTHEAST 2023 educational slate concludes with “Own Your Calibrations,” as Josh McFarlin (AirPro Diagnostics) lends insights into how shops can increase profit and maintain better control of cycle time by keeping ADAS calibrations in-house.

“Calibrations are a critical element of performing a safe repair of the vehicle,” McFarlin points out, indicating that attendees will walk away from the course with “information on what calibrations are (and what they are not) and an increased comfort level that there are lots of solutions out there that will allow you to do some or all of the needed calibrations in house.”

On Sunday afternoon, all attendees are invited to attend a FREE bonus session, “Inside the Appraisal Clause,” featuring McDorman and McNee as they discuss consumers’ ability to implement the Right to Appraisal and how shops can help their customers through this process.

McDorman plans to provide attendees with “a keen understanding of how to get paid for what you do. In addition to proving the need for required procedures and operations, the appraisal defines loss, and acceptance of loss is how the shop gets paid. Once the carrier accepts liability and the loss statement, the next piece of the puzzle is getting paid. The Appraisal Clause serves as the guardrails for indemnification.”

Attendees can purchase single classes for $25 each or get a huge discount on a full Access NORTHEAST Educational Pass (12 sessions) for $199 (over $100 in savings!).

Evidence of NORTHEAST’s success recently came when it was named to the prestigious Top 100 Trade Shows in the US list by Trade Show Executive magazine, being recognized alongside SEMA and AAPEX as one of the top trade shows across all industries that set a gold standard in 2021 by managing to prevail among challenges set forth by the pandemic. The 2023 educational slate ensures that NORTHEAST will continue to be lauded as THE premiere automotive trade show on the east coast, but attendees won’t want to miss pursuing the trade show floor for the industry’s latest and greatest tools and equipment…and you never know who you might see or what you might win!

Stay tuned to New Jersey Automotive for additional updates on NORTHEAST 2023, including celebrity appearances and fabulous prizes. Registration for the tradeshow and the educational courses are now open at aaspnjnortheast.com

The NORTHEAST 2023 Educational Slate is presented by AASP/NJ with generous support from Education Sponsor

Things to Do to Prepare For Your Trip to NORTHEAST 2023!

Register for NORTHEAST 2023: aaspnjnortheast.com

Register for educational seminars: aaspnjnortheast.com/education

Book your hotel reservation: aaspnjnortheast.com/hotel-area-info

Map your commute to the Meadowlands Exposition Center: aaspnjnortheast.com/directions

4 5

Things to Do For a Fun Saturday Night After NORTHEAST!

Explore the Nickelodeon Universe, the DreamWorks water park, the New York Skyline Dream Wheel, Big Snow, North America’s only indoor ski resort and more at American Dream: americandream.com

Visit New York City: bit.ly/NYC318

Watch the New York Rangers play the Pittsburgh Penguins at Madison Square Garden: bit.ly/Rangers318

Embrace the culture of a Broadway show: bit.ly/Broadway318

Grab a bite to eat with old friends - or maybe some new ones: bit.ly/Dinner318

From family-friendly fun to great shows to memorable sporting events, a world of area entertainment awaits NORTHEAST® attendees.

continued from pg. 14

be substantially reduced if one is cooperative and works to quickly comply and deliver the requested information. Plett told shop owners to keep in mind that repeating a citation in the same category is likely to lead to repeat inspections and fines that can amount to three times as much.

Plett also made shop owners aware of what is needed with the New Jersey Right to Know filings, hazardous waste, EEOC/workplace harassment and other issues where they could find themselves under violation.

A body shop may have to deal with the New Jersey Department of Environmental Protection if there is a need for them to come in and look for environmentally hazardous substances, in which case, a complete inventory of the quantities would need to be reported annually. For most body shops, this extensive report would only have to be submitted once and then followed up on year after year to confirm that nothing exceeds any required thresholds.

When it comes to workplace harassment, Plett believes it’s a good idea to have employee management training in place. It’s also a good idea to have clear policies and a complaint process established, so the business is prepared to handle issues before they become an EEOC complaint.

Plett shared five steps toward compliance, encouraging attendees to conduct hazard evaluations, develop safety plans, complete required training, monitor and maintain compliance programs and keep required records.

“The more you are reading, planning, documenting and training, the easier it will go,” Plett stressed.

For more information on AASP/ NJ and upcoming events, please visit aaspnj.org

OUT OF BODY (AND MECHANICAL) EXPERIENCES

continued from pg. 10

right in your backyard! NORTHEAST is driving distance from just about anywhere on the east coast and as far midwest as Chicago.

So sign up for a class…or 12. Check out 65,000 square feet of all the latest technology, tools and equipment. Test yourself in our brand new NORTHEAST Bodywork Bowl Collision Repair Skills Competition. Win

over $5,000 in NORTHEAST dollars. Take your family swimming, skiing or theme parking at the American Dream mall.

To quote a famous band you may have heard of, let’s “get back to where we once belonged.”

Let’s “get back” there together. See you March 17-19.

You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit.

Flemington Volkswagen

213 Route 202/31

Flemington, NJ 08822

TOLL FREE: 877-657-2787

FAX: 908-782-1795

email: rmuir@flemington.com

www.NJPARTS.com

Paul Miller Volkswagen

118 Morristown Road

Bernardsville, NJ 07924

TOLL FREE: 877-318-6557

LOCAL: 908-766-1600

FAX: 908-766-6171

Email: aaitchison@paulmiller.com

www.paulmillervw.com

Douglas Motors

491 MORRIS AVE.

SUMMIT, NJ 07901

PHONE: 908-277-1100

FAX: 908-273-6196

TOLL FREE: 800-672-1172

www.douglasvw.com

email: douglasparts@douglasautonet.com

Trend Motors

221 Route 46 West Rockaway, NJ 07866

888-267-2821

fax: 973-625-4985

www.trendmotors.com

email: dreinacher@trendmotors.com

Crestmont Volkswagen

730 ROUTE 23 NORTH

POMPTON PLAINS, NJ 07444

TOLL FREE: 800-839-6444

fax: 973-839-8146

www.crestmontvw.com

email: vwparts@crestmont23.com

“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2023 Volkswagen of America, Inc.

Wholesale Parts

AASP/NJ’s Young Tech of the Year Award

Nominate your star employee for AASP/NJ's Young Tech of the Year Award for a chance to win over $5,000 In Tools or Equipment!

Thanks to a generous donation from the Utica National Group Foundation (with the help of World Insurance), AASP/NJ plans to award $5,000 ($2,500 each) worth of tools and equipment to two rising young technicians/painters employed at member shops. AASP/NJ will award the grant to two worthy candidates employed at member shops who have been working in the industry for less than five years. The award will be given out at AASP/NJ’s flagship event, the NORTHEAST® Automotive Services Show, which will be held March 17-19 at the Meadowlands Exposition Center in Secaucus, NJ.

Fill out form below and email to aaspnj@gmail.com. Deadline to nominate is March 3, 2023.

Nominating Company Name: ___________________________________________________

Nominating Company Address: _________________________________________________

Nominating Company Phone: ___________________________________________________

Nominating Company Email: ____________________________________________________

Technician Name: _______________________________Years in Industry: _______________

Superior customer service starts with Town Audi and Audi Genuine Parts.

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Why Join WIN?

LYNNES AUTO GROUP WHOLESALE DEPARTMENT

E-mail:

David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com

Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com

Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com

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

ARANJ Board of Directors ARANJ Officers

President - Rodney Krawczyk

Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net

1st Vice President - Daryl Carman

Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms

2nd Vice President - Mike Ronayne

Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net

Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Prevent cold weather injuries by staying warm. Staying warm can prevent hypothermia, which occurs when your body loses heat faster than it can produce it. Here are a few tips to prevent hypothermia:

• Wear a hat or other protective covering. This will prevent heat loss from your head.

• Wear a scarf and mittens instead of gloves. Mittens keep your fingers together and help keep them warmer.

• Minimize activities that could cause you to sweat. Wet clothes in cold weather can cause you to lose heat faster.

• Dress in layers of loose fitting and lightweight clothing. Polypropylene holds heat better than cotton and wicks the moisture away from your body.

• Stay dry and get out of wet clothing as soon as possible. Remember that normal body temperature is 98.6 F, and hypothermia can occur as the body core temperature drops below 95 F. Stay warm and healthy.

Mario DeFilippis

AAI Vice President

Wharton Insurance Group 800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com