New Jersey Automotive February 2024

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6 | New Jersey Automotive | February 2024

P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DI­REC­TOR Charles Bryant 732-922-8909 / setlit4u@msn.com

VOLUME 54 NUMBER 2 | February 2024

2023-2025 OFFICERS PRESIDENT Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com

CONTENTS

COLLISION CHAIRMAN/ PAST PRESIDENT ATTENDING Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net

10 OUT OF BODY (AND MECHANICAL) EXPERIENCES

14 EXECUTIVE DIRECTOR’S MESSAGE

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

12 PRESIDENT’S MESSAGE

42 NJA ADVERTISERS’ INDEX

TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com 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 Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us 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

PRESIDENT/PUBLISHER Thomas Greco / thomas@grecopublishing.com VICE PRESIDENT/SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Quartuccio / alana@grecopublishing.com MANAGING EDITOR Chasidy Rae Sisk / chasidy@grecopublishing.com

LOCAL NEWS 16 AASP/NJ Kicks Off 2024 Meeting Series with Education and Fun at TOPGOLF

by Alana Quartuccio

AASP/NJ MEMBER PROFILE 18 Town Auto Body, Montclair

MEMBER PROFILE

by Alana Quartuccio

NATIONAL FEATURE 24 Are Insurance Premium Spikes a Ripoff?

by Chasidy Rae Sisk

COVER STORY 28 Prepare for the Future at NORTHEAST® 2024

NATIONAL FEATURE

by Chasidy Rae Sisk

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 40 Wharton Insurance Briefs

by Mario DeFilippis

OFFICE MANAGER Donna Greco / donna@grecopublishing.com

COVER STORY

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 @grecopublishing 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 © 2024 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.

Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett 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 Anthony Trama Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson

New Jersey Automotive | February 2024 | 7

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

Lost in the Supermarket…Again

by THOMAS GRECO, PUBLISHER

It’s been quite a while since I found myself inside a supermarket. But since New Year’s Day fell on a Monday this year, I suggested to my wife that we barbecue some burgers and hot dogs since most restaurants would be closed. I even volunteered to go buy all the stuff we needed.

Big mistake.

Now, I know I’ve written about grocery shopping in the past, but allow me to offer you a brief recap of my history. As a kid, I used to love to go to the store with my mom if only to look at all the candy in the checkout aisle.

Back then, there were no candy sections like there are today. There were no bags of candy. The only place you could get candy was at check out, right below the latest TV Guides and National Enquirers.

I don’t know why, but even though we had two huge supermarkets in town, my mom frequented a smaller store, known as Foodarama. Man, did I love that store!

I have a vivid memory of begging her to buy me a magazine preview of the first Joe Frazier-Muhammad Ali fight in 1971. I think that was the day I fell in love with boxing (and I’m one of the few dozen who still love it!). I

10 | New Jersey Automotive | February 2024

treasured those Saturday afternoons with my mom.

Maybe that’s why I did a lot of the grocery shopping for the family when I got older. When I was single and then for the first few years of our marriage, I did all the grocery shopping late on Friday nights. I was an expert.

I would get through my wife’s list and be back home in under an hour (half of which I spent in the candy aisles, drooling over the bags of candy). I don’t remember exactly when that stopped, but it was a long time ago.

Not so much because I didn’t want to do it, but more so because she overruled me.

So back to New Year’s weekend. I only had a few things to get for the barbecue (it was only going to be me and her), so how difficult could it be?

First item on the list: hamburger rolls. Now I remembered from my old days that the bread was always in the last aisle in the rear of the store. I confidentially grabbed a shopping cart and headed there, and guess what? The bread aisle was now the frozen food aisle. Okay. I turned around, and luckily, the continued on pg. 38

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PRESIDENT’S MESSAGE

We’re Just Fixing Cars, Right?

Many of you may not know me well yet, and consequently, my background may be unfamiliar. I’ve been part of the automotive industry for over 25 years, involved in various capacities. Before and during that time, I delved into businesses ranging from woodworking to paintless dent repair and even managed a franchise in the food industry. Unlike many shop owners, I wasn’t born into the auto body industry, and this provides me with a unique perspective that diverges from conventional thoughts and paradigms.

That brings me to my point: In discussions with shop owners, it often appears that our industry heavily emphasizes the business aspects of running a profitable shop and takes the repair process for granted. While topics like cycle time, KPIs and severity dominate our conversations, I believe we are missing the mark. The goal in any repair – and subsequently, the most important thing – is to do what we have been entrusted to do. That is to return our customers’ vehicles to pre-loss condition in terms of appearance, function, value and safety to the best of reasonable human ability.

12 | New Jersey Automotive | February 2024

by KEN MILLER

Most customers don’t know what a complete, safe and correct repair entails; they are relying on our expertise for that. Despite the challenges repairers face – whether it’s the complexity of repairs, extensive research required, specialized tools, advanced training or receiving fair compensation – we cannot deviate from our mission. None of these challenges exempt us from the responsibility of returning the car to its pre-loss condition.

I intentionally use the term “pre-loss condition” instead of “fixing” because there’s a distinct difference. Our focus as repair professionals should be to execute repairs that are virtually undetectable (within vehicle manufacturer mandates), thus minimizing any decrease in the vehicle’s value and ensuring all systems are meticulously restored and functioning as designed. The safety of our customers depends on our commitment to complete, safe and correct repairs.

I’d like to sum this up by saying, “As an industry, we need to do more than just fix cars; we need to make sure we are fixing cars RIGHT!” NJA

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EXECUTIVE DIRECTOR’S MESSAGE

Listen Up Automotive/ Collision Industry!

If there ever was an industry event that you don’t want to miss, it’s the 2024 NORTHEAST® Automotive Services Show, coming up on March 15-17 at the Meadowlands Exposition Center in Secaucus. I say this because the automotive industry and the automobiles themselves are changing so fast that it is almost impossible to keep up with the changes. With that said, there is no better place to get a close look at all the changes in the equipment, training and general information than at NORTHEAST. There will be training and seminars taking place one right after the other all weekend long, and new equipment and tools will be introduced at the show – in many cases, for the first time!

The modern vehicles on the roads today are nothing like the vehicles of the past, and if you don’t keep up, you will not be able to catch up. Every year, there are vendors that wait until this show to introduce new equipment

and tools that are specifically designed for today’s vehicles. Classes will showcase new repair techniques that have never been presented before and new tools and equipment specifically designed to repair these modern vehicles.

There is also no better place than NORTHEAST for fellow members of the industry to get together and have face-to-face conversations about what’s currently taking place in our worlds of automotive and collision repair. Time and time again, I have heard members of the industry say things like, “Wow, what a show…I am so glad I was able to get here to see it all!” I sometimes see members of the industry at our trade show who I haven’t seen for years. Some of those members attend for the first time, and some can’t wait to attend every year and often spend the entire three days walking the floor, checking out all the new and exciting things the show has to offer.

14 | New Jersey Automotive | February 2024

BY CHARLES BRYANT

All that does not even mention the comradery that takes place between those who attend the show and participate in all the events, training and classes. Year after year, more and more people attend the show, and I don’t mean only local people. There will be people at the show from all over the country and maybe even from other countries in attendance. That’s no surprise because NORTHEAST has so much to offer, and with the changes taking place these days, the members of the industry couldn’t find a better place to get a good handle on the modern technology being introduced constantly.

To conclude, I would encourage every member of the industry – be it shop owner, technician, shop manager or other industry-related people like insurance company employees who regularly interact with industry members – to make every effort possible to prepare for and attend NORTHEAST this year.

I, for one, will be counting down the days and watching the agenda of things that will be presented at the 2024 show. If anyone would like to ask me any specific questions about the show, I can be reached on the AASP/NJ Hotline at (732) 922-8909, or email me at Setlit4u@msn.com.

You can also hear and learn more about the show by following this link, aaspnjnortheast.com.

To those who plan to attend, please stop by the AASP/NJ booth, and say hello. Can’t wait to see you all there!

NJA

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LOCAL NEWS

AASP/NJ Kicks Off 2024 Meeting Series with Education and Fun at TOPGOLF AASP/NJ brought out their “A” game by hosting a fun and informative night at TOPGOLF in Edison on January 10 that brought out over 50 automotive repair professionals for the first membership event of the year that offered both education and fun!

The evening kicked off with a discussion led by AASP/NJ President Ken Miller and Collision Chairman Jerry McNee who set out to continue with their series of presentations designed to provide collision repair professionals with valuable resources and information to help them succeed in this challenging industry. This third installment focused on paint and materials reimbursement, picking up where previous discussions on laws, regulations and repair planning left off.

“One of the biggest pain points we have as an industry is with paint and materials,” expressed Miller. “I talk to a bunch of different jobbers and shops, and everyone is always complaining about the cost of paint and materials.”

He and McNee illustrated how shops may be unintentionally throwing money out the window and, in some cases, losing as much as 50 percent of what a shop should collect in reimbursement per job. Miller stressed the importance of being mindful of these inefficiencies,

Dennis Cataldo, Jr., Ken Miller and Danielle Molina 16 | New Jersey Automotive | February 2024

and he recommended shops consider talking to their paint supplier about the numbers and what it costs to put these materials on the vehicles with the goal of preparing repair plans that capture what is actually spent in paint and materials for fair reimbursement.

Much needs to be considered such as unforeseen consequences that may require the need to re-do a job.

One must also take note of inventory as, according to Miller, “If you don’t consider that inventory number, you don’t know what you spent.”

Knowing what you need as you plan the repair is key.

“We check those colors when it’s being blueprinted,” said McNee. “Beat it into your guys’ heads to check that color when it’s being blueprinted because you don’t really get a second time around.”

Another thing to keep in mind is checking for fourstage color upfront. McNee stated, “You’d never think some colors are a four-stage color because there’s a disconnect from your paint shop to your front office.”

Issues with paint and materials reimbursement is surely not a new situation. In fact, it’s been outdated for decades as Miller and McNee displayed by showing the packed audience a 2007 memorandum from the New

New Member, Ted Reineke of ER Automotive

by ALANA QUARTUCCIO

Jersey Department of Banking and Insurance (DOBI) that alerted insurers they had “determined that the methods utilized by several insurers to provide allowances for paint and material costs are in some instances out of date.”

“They were outdated in 2007. How many paint increases have we had since 2007? Nevermind that…how many have we had since 2020?” Miller lamented.

McNee reminded repairers to “be willing to step up and be willing to put your right foot forward and hold your ground” when it comes to asking for reimbursement.

“When this memo came out, insurers were paying. They stopped paying because shops weren’t asking for it.”

“Together we are stronger, and the more people who use the tools available to them, the better,” Miller added.

Considerable time was also spent discussing the Society of Collision Repair Specialists’ recent blend study analysis, which determined blending takes 132 percent (on average) longer than refinishing, and the role this information can play in getting properly reimbursed.

Benjamin Stephens of Matthew’s Auto Supplies took the podium to review some of the tools available to help determine cost calculations. He pointed out, “A lot of estimators don’t have much experience in the paint department. I was the grunt in the shop who mixed the paint, prepped the cars and did the painting. I was very familiar with this, but I found that a lot of estimators are

Anthony Trama, Dennis Cataldo, Jr. and Jeff McDowell

AASP/NJ President Ken Miller

not. Spend some time with your painter. Look at your paint mixing software and get familiar with some of this stuff.”

The night concluded with loads of fun as repairers enjoyed all that the sports entertainment facility had to offer by taking part in high-tech golf games, enjoying food, drinks and social time with peers.

AASP/NJ is grateful to event sponsor Matthew’s Auto Supplies for helping to make the event a huge success.

NJA

Jeff Elder and Charlie Bryant

The team from event sponsor Matthew’s Auto Supplies New Jersey Automotive | February 2024 | 17

AASP/NJ MEMBER PROFILE

by ALANA QUARTUCCIO

Town Auto Body, Montclair Three generations of the Pastore family have continued to make Town Auto Body the premier choice for collision repair and automotive needs in the Montclair area. The business has been going strong since 1956 when Joseph Pastore first opened the business in a small garage on a side road off of Grove Street. In 1981, he moved to the Grove Street location where the business has been for the past 42 years!

This founding father would go on to bring three of his children into the business. His sons and daughter – Joseph Jr., Tom and Tina – all continued to grow with the family business and are still involved today. In 1989, Tom Pastore went on to open Town 2 Autobody in Hamburg (featured in the January issue, available at grecopublishing.com/new-jersey-automotivejanuary-2024/), while Joseph Jr. and Tina remained at the Montclair body shop.

Now, the second generation has begun to take a back seat as the third starts to take over; Joseph Jr.’s son, Kenny Pastore, is now taking the reins at Town Auto Body, and his brother, Joseph Pastore III, serves as one of their many skilled technicians. Both Tina (who manages the office) and Joseph Jr. are still involved with the business, though they are in the early stages of retiring. Joseph Jr. still does some maintenance work and keeps himself busy, but he “ rightfully deserves to slow down,” according to Kenny.

Although Kenny grew up around the business, it wasn’t until high school when he was made to realize the family business was something he could consider for his own future. “We had a house in upstate New York, and I

Three generations of the Pastore family back in 2016 (from L-R) Joseph Pastore, Joseph Pastore, Jr., Kenny Pastore and Joseph Pastore III

18 | New Jersey Automotive | February 2024

Third generation owner Kenny Pastore behind the desk at Town Auto Body

lived up there for a few years. One day, someone asked me what my father planned to do with the business, and I realized it was my duty to come back.”

He made the decision to go to Pennsylvania College of Technology to study collision repair and automotive business. Since graduating eight years ago, he’s been working at the shop, and for the past four years, he’s been focusing on taking the reins from his father. Kenny’s next move is planning for the future as he knows his father and aunt have to officially retire at some point, and he can’t fully run the operation side of things alone.

“We work to get a lot done, and we also try to enjoy it, relax a bit and have fun too. Working in a family business can be tough as family pressure can be a little harder.

My father has said that many third-generation businesses have a tendency to fail, but I want to prove him wrong.”

What’s kept Town Auto Body successful all these years is their reputation, which they’ve worked hard to build and sustain over the past six decades. They work with about a dozen DRPs, and word of mouth also plays a big role in driving cars to their bays. The Town Auto Body team takes training seriously and puts the time and investment in to earn I-CAR Gold and ASE accreditations, which are proudly displayed on the waiting room walls along with their AASP/NJ membership certificate. They also believe in investing in equipment annually to keep up with what’s needed to fix cars right. They do everything in-house and truly are a full-service collision repair center. continued on pg. 39

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IT’S ALL HERE.

Whatever you need to succeed in collision or mechanical repair, you’ll find it at AASP/NJ’s NORTHEAST Automotive Services Show!

March 15-17, 2024 Meadowlands Expo Center • 355 Plaza Drive, Secaucus, NJ

EXHIBITOR REGISTRATION NOW OPEN! AASPNJNORTHEAST.COM FOR INFO New Jersey Automotive | February 2024 | 21

22 | New Jersey Automotive | February 2024

New Jersey Automotive | February 2024 | 23

NATIONAL FEATURE

Are Insurance Premium Spikes a Ripoff?

If it seems like your auto insurance premiums increased more than ever last year, you aren’t too far off base.

Nationally, premiums rose by approximately 20 percent in 2023. That means insurance coverage costs rose six times faster than the Consumer Price Index (CPI) inflation rate of 3.4 percent, outpacing nearly every other common consumer cost and reflecting the largest annual increase since 1976. And those rate spikes are anticipated to continue in 2024 with predictions indicating an increase of 12.6 percent nationwide…and New Jersey drivers could see one of the highest increases of up to 34 percent!

Insurance premium prices rise for a number of “reasons,” and a simple internet search will reveal a long list of justifications for the current increases. Most commonly, insurers claim that the costs associated with driving have risen – increasing repair costs associated with parts shortages, advanced technology and so forth necessitate the decision to charge more. Riskier driving leading to a greater number of accidents is often blamed, and the rising prevalence of natural disasters, such as flooding and hailstorms, also contributes to claims that insurers must pay, forcing premium increases. They also blame increasing operational costs, additional rental car days caused by delayed repairs and more. Pointing the finger at inflation in general would make sense if auto

24 | New Jersey Automotive | February 2024

insurance premiums were not increasing exponentially faster than the CPI which is expected to drop close to two percent this year.

Insurers’ assertions are certainly interesting, given many shops’ and consumers’ experiences with submitting claims which are often denied partially or even rejected completely. So, are these premium spikes truly justified?

Or is it all one big ripoff?

Well, it’s obvious that advancing technology has led to higher severity in some respects, but shops can attest to the prevalence of insurers refusing to pay for certain processes and procedures. Along the same lines, risky driving has largely been mitigated by these same technological advances which include an ever-increasing prevalence of safety systems being installed in modern vehicles. In fact, the Insurance Information Institute (III) claims that auto insurers paid out 112 percent of premium dollars collected in claims in 2022.

Yet, there never seems to be such a deficit reflected in insurance company’s budgets…just take a look at what several major insurers paid their CEOs! The Consumer Federation of America (CFA) released a statement in October 2023 where it noted that the 10 largest auto and home insurers paid a quarter billion dollars to its CEOs over the previous two years.

State Farm’s Michael L. Tipsord received the highest

by CHASIDY RAE SISK compensation in both 2021 and 2022, collecting more than $24 million each year (mostly in the form of bonuses since his base salary in 2022 was “just” $2.4 million). At the same time, the not-so-good neighbor increased auto premium rates in Illinois four times, while Louisiana customers saw an increase of 17 percent. Premiums increased by nearly 24 percent in 2023 over the previous year, so who knows how much Tipsord made last year?

“CEOs are living high on the hog while increasing insurance premiums for people living paycheck to paycheck,” said Michael DeLong, CFA’s Research and Advocacy Associate, in the consumer advocacy agency’s statement. “Insurers are telling regulators that ordinary consumers have to pay much more for auto and home insurance because the companies are struggling with inflation and climate change, but they are quietly handing CEOs gigantic bonuses. Drivers are required to buy auto insurance and homeowners have to buy coverage to satisfy their loan requirements, so there needs to be more scrutiny of the rate hikes companies are demanding and the huge CEO paydays that are funded with customer premiums.”

CFA has also called insurers out on morally dubious practices such as using credit scores to charge good drivers a higher premium if they have a poor or fair credit rating, a form of price discrimination that “disproportionately harms low-income consumers and people of color,” according to their 2023 report, “The One Hundred Percent Penalty.”

An analysis of New Jersey averages revealed that a 35-year-old with excellent credit pays an average premium of $660 annually, while someone with fair credit pays $1,087.

Meanwhile, the average premium spikes to $1,663 if that individual has poor credit; however, those statewide averages actually show a much fairer distribution than can be seen based on specific ZIP codes, as seen in Figure 8 of CFA’s report:

As if that wasn’t unfair enough, some consumers are forking out a lot more cash for their premiums based on a practice called price optimization whereby insurers use algorithms based on all sorts of personal data – NOT including driving habits or other commonly accepted rate factors – to determine the highest rate that a consumer will tolerate. This data utilizes AI to evaluate everything from one’s shopping habits to their dietary habits, yet it seems highly unlikely that insurance customers have given permission for their lives to be analyzed in such extreme detail.

In fact, a 2022 home and auto technology survey conducted by Policygenius indicated “68 percent of Americans would not install an app that collects driving behavior or location data for any insurance discount amount.”

Insurer practices, such as but not limited to those mentioned above, have led to a lot of distrust among consumers with many questioning carriers’ decisions to reject claims in part or in full. And although the purpose of insurance is to help people feel safe, insurers are one of the least trusted industries.

According to the 2023 Financial Services Reputation Report published

by Caliber, a perception management organization, nearly a third of polled Americans indicated they were somewhat likely or very likely to switch their insurance provider in the next 12 months. “The risk of churn is mainly driven by high prices but also a sense

that companies are not acting in their customers’ best interests,” the report reads.

The most recent Fairer Finance Trust in Insurance Index shows 52 percent of unhappy insurance customers listed cost as the source of their discontent, while 25 percent was dissatisfied with the claims process.

Digging into the data surrounding insurance is completely convoluted, but it’s certainly important for all of us to have a better grasp on the nature of the industry to protect our own interests. As Jathan Sadowski recently wrote in Business Insider, “Private insurers are not unique in succumbing to the financial imperatives of profit growth, but they are uniquely positioned to prey on our insecurities, exploit our desire for protection and abandon us in our greatest times of need. And insurers hide behind the industry’s reputation of being too boring to care about, too esoteric to understand, and too technical to challenge. But as insurance becomes more necessary and less accessible in the face of mounting risks from the climate crisis, we need to pay more critical attention to how insurers operate and whose best interests they really serve.

“The crisis of insurance accessibility and rising costs cannot be fixed without real accountability and oversight of the industry. The stuff of insurance is far too important to be left to the insurance industry.”

NJA

New Jersey Automotive | February 2024 | 25

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COVER STORY

Prepare for the Future at

2024

ADAS. EVs. AI. Augmented reality. Autonomous vehicles. And the list goes on and on as the technical tsunami continues crashing over the automotive world with wave after wave making it increasingly difficult for shops to stay afloat. The future is now, but are you prepared for what’s coming…or even what’s already here?! Say goodbye to the industry of yesterday and embrace tomorrow’s technology during the most anticipated weekend in the automotive and collision world.

From a forward-focused educational agenda to a trade show floor packed with 100-plus vendors showcasing the industry’s latest and greatest equipment, the NORTHEAST® 2024 Automotive Services Show – scheduled for March 15-17 at the Meadowlands Exposition Center (MEC) in Secaucus, NJ – promises to deliver everything automotive and collision repair professionals need to propel their careers and businesses into the future…plus a few fun extras!

“Get ready for the ultimate auto experience at NORTHEAST 2024!” AASP/NJ President Ken Miller promises as he provides an overview of the highlights that attendees can expect this year. “We are kicking the weekend off with an exclusive early training event on Thursday, March 14, in addition to starting Friday’s 28 | New Jersey Automotive | February 2024

training early with two special Collision Advice workshops, so be sure to join us for an exciting weekend filled with expanded educational events featuring industry legends like Dave Luehr, Mike Anderson, the Collision Advice team, John Shoemaker and more! With exciting activities, giveaways, promotions, top-notch education, all of the latest and greatest equipment on display and a special celebrity appearance by Dave Kindig from Kindig-It Design, we’re expecting record attendance...Don’t miss out on the automotive event of the year!”

Repair professionals intent on remaining on the cutting edge will want to sign up early to take advantage of the plethora of vital training opportunities on this year’s educational slate…in fact, attendees will want to plan to arrive at the Meadowlands a day early since AASP/NJ is enhancing its educational offerings by adding a fullday workshop on Thursday with David Luehr (Elite Body Shop Solutions). “I am so honored to be asked back to NORTHEAST,” Luehr says. “I am really excited to bring our Elite brand of education to shops that can really benefit from it.”

During “Know Your Numbers,” Luehr will teach shop owners, managers and department leaders which metrics matter most and how to take daily action toward achieving

by CHASIDY RAE SISK

higher profits. Over the course of the day, topics will touch on budgeting, forecasting, understanding a financial statement and so much more, all included in a workbook that will help participants build an actionable plan that can be implemented when they return to the shop.

“As a former collision business owner, I found myself unclear on how to make money while providing the best possible repairs and without working super long hours,” Luehr explains his motives for developing the course. “Later on, I discovered a handful of metrics and habits that – when focused on – could massively drive profitability. Shop owners typically work way too hard for the financial returns they get. In ‘Know Your Numbers,’ attendees will learn how to systematically create a business model and a simple set of daily practices that practically ensure much higher profitability.”

Registration for Luehr’s workshop is available at aaspnjnortheast.com/events.

Another educational extravaganza making this year’s show even more exciting is the news that classrooms will open early Friday morning for the first ever Collision Advice NORTHEAST Workshops featuring industry icon Mike Anderson and his team!

Anderson’s “100 Percent Disassembly” workshop

provides an eye-opening approach to creating the right shop culture to support 100 percent disassembly. “One of the most common things I see while traveling over 300 days a year and visiting so many shops is that most people believe they’re doing 100 percent disassembly, but they’re actually doing more like 80 or 90 percent disassembly,” Anderson points out, insisting, “100 percent disassembly is the foundation for so much. It’s necessary and required to write an accurate repair plan; it’s critical for capturing all the items that can be removed and installed, improving the quality of your repair plan and minimizing supplements. It’s also critical to the parts mirror-matching process. If we don’t remove everything, it’s much more difficult for the parts person to mirrormatch the parts.

“When I had my shops, a big mistake I made would be to tell people what to remove instead of telling them WHY it needs to be removed,” he adds. “If we can help our team understand WHY something needs to be removed during 100 percent disassembly, it’s more sustainable, so I’m very excited to share some insights on this subject with NORTHEAST attendees.”

For those seeking tips on new ways to deliver an extraordinary customer experience, Collision Advice’s Sheryl Driggers “Game Changer CSR” seminar offers key lessons on how to best communicate with customers based on their personality, allowing customer service representatives to positively transform their relationships with everyone who enters the shop.

“In today’s market, we need to be educating our guests when they walk through the door,” according to Driggers. “They’re coming to us during a traumatic time; they just had an accident, so their car – typically their second largest investment – is damaged, and they typically have a lot of negative emotions associated with what’s happening. As collision repair professionals, it’s important to meet them where they are, so we can effectively help them navigate the claims process and supportively guide them through the repair process.”

Luehr, Anderson and the Collision Advice team will return throughout the course of the weekend to lead additional workshops and participate in the groundbreaking panel discussions that have become synonymous with a weekend at NORTHEAST. But they won’t be alone on this year’s educational slate, sponsored

by AirPro Diagnostics and designed to help repairers propel their knowledge and skills to the next level.

Industry favorites like John Shoemaker (BASF), attorney Joshua Bauchner, Dave Gruskos (Reliable Automotive Equipment), Miller and AASP/MA Executive Director Lucky Papageorg and representatives from I-CAR and AirPro Diagnostics are scheduled to make an appearance as well!

“Being Elite in a Consolidated Market” addresses shops’ ability to differentiate themselves through OEM certification. According to Shoemaker, “As shops continued on pg. 32 New Jersey Automotive | February 2024 | 29

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COVER STORY continued from pg. 29

become more specialized through OEM certifications, they are catching criticism from third-party payers who have a lack of understanding for the value of proper repairs. Independent collision centers maintaining OEM certifications should not operate under the same restrictions as a high-volume direct repair facility. There are higher costs involved, more so with luxury models but even with mass market vehicles as well. This presentation’s intent is to illustrate to independent vehicle repairers how to express their differences to reduce push back and gain reimbursement for the OEM required operations. Being elite should not be a punishment but be recognized as a mark of excellence.”

Attendees can expect to walk away with a better “understanding of how to communicate to a customer why having their vehicle repaired at a certified repair facility is a benefit,” Shoemaker notes. “I will also explain the different skill sets used in a repair and why labor rates are higher than a high-volume facility to a third-party payer.

Lastly, from the information provided, they will be able to acknowledge their position in their market to maximize visibility and prominence as an elite repair facility.”

This year’s educational slate promises something for everyone, and AASP/NJ Collision Chairman Jerry McNee is looking forward to “a continuance of last year’s education and conferences. The meetings and information acquired are all lessons learned that can be put to work within your shops today. You’re never too old – or too new – to learn!”

And it’s completely affordable. Attendees can purchase single classes for $30 each or get a huge discount on a full Access NORTHEAST Educational Pass for just $249!

The 2024 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 perusing 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!

For starters, fans of MotorTrend TV’s Bitchin’ Rides won’t want to miss the chance to meet Dave Kindig at Gold Sponsor AkzoNobel’s booth on Friday and Saturday!

This is my first time attending NORTHEAST, so I am excited to see what the show has to offer,” Kindig says.

“I am also excited to be joining AkzoNobel this year, celebrating our continued partnership together, as I am now the brand ambassador for their flagship premium brand Sikkens.”

“AkzoNobel is excited to be bringing Dave Kindig to the NORTHEAST show, star of MotorTrend TV show Bitchin’ Rides and brand ambassador for our Sikkens and Modern Classikk brands, who will be doing autograph signings in our booth Friday and Saturday,” Jen Poliski (AkzoNobel) adds. She also looks forward to “seeing our partners and customers at the show and getting the opportunity to meet others through networking at NORTHEAST as a Gold Sponsor. We’ll also be performing Carbeat demonstrations to show customers how to reduce cycle time, improve processes and open communication 32 | New Jersey Automotive | February 2024

lines in shop operations.”

Many of the 100-plus exhibitors showcasing the field’s most relevant and effective tools and equipment will also be familiar faces, though their offerings are always the most up-to-date wares on the market, but NORTHEAST 2024 will also feature a number of new companies, including Consolidation Coach, Crystal Clean, GMG EnviroSafe, Original One Parts/Headlights Depot and Raxwell USA, among others.

“As a shop owner, I had been an attendee for years and wanted to participate in this show because it is always a great event,” Laura Gay (Consolidation Coach) explains her decision to exhibit at NORTHEAST 2024. “I am super excited for the show, especially for the chance to see old friends and connect with new ones. The energy at NORTHEAST is always super positive, and when I attended in the past, I always felt extra pumped up and motivated when I returned from the show.”

Consolidation Coach invites attendees to play a game of Wheel of Fortune at their booth. “Pick a color on our Wheel of Fortune, spin, and if you land on the color you picked, you win a $10 Chick Fil A gift card!” Gay shares.

“Everyone loves Chick Fil A, so come to our booth and check us out.”

Paul Hill of Original One Parts/Headlights Depot is a familiar face around the NORTHEAST show floor, though he’ll be representing a different company this time around.

His past interactions at the Meadowlands led him to exhibit this year with his new company. “Having experienced NORTHEAST previously as both an attendee and exhibitor, I knew that this would be a great place to showcase my products,” he says, explaining that he is most excited about “being face to face with great collision centers from the region and seeing some longtime industry friends.”

Hill also gave a preview of what attendees can expect to find at his booth: “Headlights.com will have prize drawings for new and existing customers of Original One Parts or Headlights Depot. Stop by the booth for entry details. Top prize will be a TV.” “With NORTHEAST’s reputation for being ‘THE’ collision and mechanical repair industry’s show to be at, we are super excited to network with our current business partners and meet new ones too!” notes Scott Krinsky of Crystal Clean,a national leader in the environmental services market, with over 100 branches and industrial services facilities across the nation and multiple waste recovery centers, including an oil re-refinery, regional antifreeze recovery centers, and several wastewater treatment facilities.

“We’re looking forward to introducing, displaying and demonstrating our latest environmental products and solutions to help contribute to our customers’ success!” he adds. “Equally we’re excited to network with our current business partners and meet new ones too! Please stop by our booth and meet me and the team; we each look forward to introducing ourselves, products and services, plus you’ll want to take advantage of our exclusive trade show specials and enter our raffle for a chance to win

“

“

With NORTHEAST’s reputation for being ‘THE’ collision and mechanical repair industry’s show to be at, we are super excited to network with our current business partners and meet new ones too!

-Scott Krinsky

amazing giveaways.”

And NORTHEAST offers even more than superior education and exhibitions! The experience that attendees have come to expect can be seen throughout the weekend with multiple opportunities to indulge in the face-to-face networking that is only possible at an event of this size and caliber.

For AASP/NJ Executive Director Charles Bryant, it’s all about the networking. “I love attending NORTHEAST because it is the biggest regional event that brings industry members together, and the comradery between attendees is unlike what I’ve experienced at any other event.”

The association will recognize the industry’s future with the Fourth Annual Young Technician Award presentation where AASP/NJ will recognize a young repairer for their hard work and dedication to the craft. And the Recycled Rides presentation by the National Auto Body Council (NABC) is sure to warm even the coldest hearts.

For those who prefer competition over comradery, NORTHEAST has something for you too! Taking place all weekend long, the Second Annual Bodywork Bowl Collision Repair Skills Competition gives body technicians, estimators and painters a chance to prove they’re the best of the best as they show off their skills and compete to win amazing prizes.

Last year’s inaugural Bodywork Bowl was a raging success that drew more than 60 auto body professionals to the NORTHEAST show floor to test their skills in estimating, welding and painting. Winning offered much more than merely bragging rights with top place winners taking home cash and/or prizes in each category. This year, even more is on deck, and each first place winner will take home $500 in cash plus other prizes!

The Bodywork Bowl will once again be coordinated by Jill Tuggle, executive director of the Auto Body Association of Texas (ABAT), whose Texas Auto Body Trade Show Big Shots Competition was the inspiration for NORTHEAST’s contest.

“I am so excited that we are bringing the Bodywork Bowl back to the NORTHEAST show,” Tuggle exclaims.

“Last year, contestants brought their ‘A game’ and took home some amazing prizes! This year, the competition will be thrilling for both competitors and spectators who will have 360 degree views of the welding, estimating and virtual painting arenas. I’m so honored to be a part of such a cool event at the biggest regional trade show in the country!”

Once again, CCC will be sponsoring the estimating equipment, while the virtual spray booths and guns, sponsored by AkzoNobel, will allow auto body pros to test their talents by spraying panels and demonstrating blending techniques.

“All automotive and collision repair professionals should make every reasonable effort to attend NORTHEAST 2024,” Bryant urges. “It is the number one place where shop owners can find everything they could possibly be looking for in the automotive industry, including meeting so many people who have the answers to questions that they might not be able to find anywhere else!”

There will also be plenty of chances for attendees to win a number of prizes. Simply pre-registering for NORTHEAST 2024 provides a chance for attendees to win $500 in NORTHEAST Dollars to spend on the show floor (10 winners will be chosen at random over the course of the weekend), and those who obtain a VIP ticket from their preferred vendor prior to the show can participate in a drawing to win a $500 gift card!

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 47th iteration of NORTHEAST is expected to set new records as repairers seek to learn more about the future technology pervading their businesses from the industry’s most sought-after speakers and embrace the chance to shop for the tools and equipment needed to repair the complex technology on the modern vehicles being pulled into their stalls.

“This is the best show in the country, and it’s right in our own backyard,” McNee stresses. “With industry leaders presenting and the latest tooling, information and training available at your doorstep, why wouldn’t you spend four days collecting invaluable information and checking out the newest equipment with a show special?

You can’t afford NOT to attend NORTHEAST 2024!”

Stay tuned to New Jersey Automotive for additional updates on NORTHEAST 2024, including celebrity appearances and fabulous prizes. Registration for the tradeshow and the educational courses are now open at aaspnjnortheast.com.

*All scheduled and anticipated seminars and events are subject to change.

NJA New Jersey Automotive | February 2024 | 33

34 | New Jersey Automotive | February 2024

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OUT OF BODY (AND MECHANICAL) EXPERIENCES continued from pg. 10

bakery was right there. But all they had were specialty rolls. Hey, I’m a Wonder Bread man from way back.

I needed my Wonder Bread rolls. So I pranced around the store for about 10 minutes to no avail when I finally went up to a worker and asked where the hamburger rolls were.

He gave it some thought, pointed towards the front of the store and

38 | New Jersey Automotive | February 2024

said, “Down there.” Okay. I headed down aisle one. No bread. Aisle two. No bread. What the f#$k was this guy talking about?

I paused on the bread and went in search of red onions which were easy to find. Potato chips and chopped meat were also easy to find. I felt like I was on a roll.

Speaking of rolls, I still couldn’t find

my damn Wonder Bread! Before resuming my search, I went looking for Sabrett hot dogs. Now, logic tells you they would be by the meat section right? That’s certainly what I thought. Up and down I went. There was chopped meat, steaks, patties, every type of meat you could think of but no damn hot dogs.

Exasperated, I called my wife.

“Hi, I can’t find the hot dogs or the rolls.”

“Oh, that’s easy. The hot dogs are by the meat, and the rolls are over there.”

“Um. No, they’re not.”

“Yes they are. Go look again.”

“Okay.”

Back to the meat. Again up and down. Ribs, chicken, turkey…but no hot dogs.

“Siri, call Donna.”

“What’s wrong?”

“I can’t find them.”

“Oh wait, they are in one of those freezers across from the meat counter.”

“Okay.”

There were about five of those freezers. In them, I found pigs in a blanket, hors d’oeuvres, bagel bites, etc. But no hot dogs.

“Siri, call Donna.”

“Yes?” “I am losing my patience.”

“I swear that’s where they are.

Maybe they are out of them. Ask somebody.”

“Okay.”

I asked another worker. He pointed to a freezer all the way back at the front of the store. And the rolls? “Aisle three.”

What do you know? He was right. I found my Sabretts right where he said they’d be. As for the rolls, it was the correct aisle, but sadly, there was no Wonder Bread to be found. I had to settle for the store brand.

After over an hour, I headed to the checkout. When I got there, I saw about a dozen unmanned

checkout lanes and only self checkouts open. (How about that? No candy. No Frazier-Ali and no freaking cashiers!) Uh oh. I ALWAYS mess up on self checkout.

But I dove in.

What I saw next was the most astonishing thing of the day.

Lays Potato Chips: $5.99 Hamburger Rolls: $4.49 Sabrett hot dogs: $12.79 Red onions: $4.99 Over $30 freaking bucks! (Next time you vote, do yourself a favor and bring your grocery receipts just to remind yourself what the current administrations are costing your day-to-day life.)

But it gets worse. Not only are prices out of this world, but living in this dumb blue state, I can’t even get a damn bag to carry these overpriced items to my car.

Even though EVERYTHING I bought was packaged in PLASTIC!!!

So there I was, like a juggler in a circus, trying to carry a bunch of items to my car in the freezing cold without dropping one and getting run over by one of our state’s legendary courteous drivers.

Once I made it home, my wife quizzed me as if I was Jack Nicholson in A Few Good Men.

“Did you find the hot dogs? Did you find the rolls?

Did you get the onions? I can’t believe Shop Rite moved all those things.”

I knew she “couldn’t handle the truth,” but I bit my lip, took a deep breath and said: “Me either. Too bad I was at Stop & Shop.”

NJA

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AASP/NJ MEMBER PROFILE continued from pg. 18

Customer satisfaction is key, and they achieve this by striving for quality in all they do. “We will go above and beyond what other shops do,” he pledges. “We have crazy operating procedures with color matching and washing vehicles. We’ll wash the cars three or four times before we return it to the customer. We go out of our way to make sure the car looks better than it did when the person first bought it.”

Over the years, the shop has felt the challenges that industry issues, such as parts and technician shortages, but they continue to persevere and make things work.

Kenny says having four technicians was the lucky number at one time, but now he’s up to seven technicians. They are busy as ever, and it can be a challenge trying to find room for the cars on their lot.

“Finding technicians was a problem 20 years ago, but it’s now gotten much harder,” he admits. “COVID-19 led many to find other jobs in areas that weren’t as hard on the body. Many decided to retire. A lot of industries have been affected by that. The future may be shaky, but I am just going to try to keep doing this for as long as I can.”

As longtime members of AASP/NJ, being involved with

the association brings great value to the Town Auto Body team. “We are all in the same boat,” he says of his peers in the association. “It’s nice to see other people in the same boat. We all have the same goal to make a living and earn for our families and keep our businesses going.”

The Pastores appreciate the information and the connections they get from AASP/NJ. Kenny says his father reads all the magazines (including New Jersey Automotive) and “will highlight things and put them on my desk for me to read the next day.”

When it comes to his chosen career, Kenny has found that seeing the process through from start to finish is what he loves about it most.

“No one realizes the work that goes into it all, even just putting a bumper on a car. It’s the process I really like and seeing people happy. Delivering a good product and trying to keep our name and reputation strong is what keeps me going…that and coffee,” he shares with a smile.

NJA

New Jersey Automotive | February 2024 | 39

ARANJ

ARANJ Board of Directors David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net

ARANJ Officers

President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net 1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms 2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Many insurance companies outsource their workers’ compensation, general liability and property loss control inspections to a third party. The third-party company then sends out their loss control representative to inspect your facility.

These loss control inspectors have visited your yards and have not made many recommendations. Of the yards where recommendations were made, most were for the lack of forklift certification and lockout/tagout procedures. Forklift certification can be obtained through an independent service that specializes in operator training and certification. One website that you can access is certifyme.net. Lockout/tagout procedures are also available online, or you can access them through your insurance company. Our program can provide literature on recycling operations including forklift operations, lockout/tagout procedures, proper lifting procedures, back safety, snow plow safety and more.

Stay educated and make safety a priority in 2024. If you are interested in obtaining any of the information above or have any questions, please contact me.

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

NJA

Mario DeFilippis AAI Vice President Wharton Insurance Group

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Check out MoparRepairConnection.com for resources, promotions and technical information. ©2020 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC.

AASP/NJ MEMBERS:

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AASP/NJ HOT LINE New Jersey Automotive | February 2024 | 41

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