New Jersey Automotive March 2020

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

March 2020 $5.95

IT’S BA-ACK!!

Setting Your Sights on Progress: NORTHEAST® 2020 EDUCATION PREVIEW

MARCH 20 - 22

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We Appreciate Your Business!

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

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

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

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

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

Flemington Audi

Visit us at NORTHEAST® Booth # 300

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

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

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Orders accepted by phone, fax and email.

New Jersey Automotive | March 2020 | 5

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

P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2019 - 2021 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

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

CONTENTS

VOLUME 50 NUMBER 3 | March 2020

10 OuT Of bOdy aNd (mEChaNiCal) ExpEriENCES

16 ExECuTiVE dirECTOr’S mESSaGE 20 COlliSiON ChairmaN’S mESSaGE

12 prESidENT’S mESSaGE

62 NJA adVErTiSErS’ iNdEx

lOCal NEWS 24 Shop Owners receive Employment law updates at aaSp/NJ meeting aaSp/NJ mEmbEr fEaTurE 28 Ted rainer Travels the World with New Jersey Automotive in Tow NaTiONal fEaTurE by Joel Gausten 34 headaches and Golden handcuffs: Employee retention in the age of Certification

COVEr STOry by Alana Bonillo & Joel Gausten 42 Setting your Sights on progress: NOrThEaST 2020 Education preview

43 NOrThEaST 2020 COlliSiON p.r.E.p. ClaSS SChEdulE lEGal pErSpECTiVE

by Mitchell Portnoi, Esq.

50 understanding Commercial landlord liability

auTOmOTiVE rECyClErS aSSOCiaTiON Of NEW JErSEy

59 Wharton insurance briefs by Mario DeFilippis

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

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

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

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

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

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

New Jersey Automotive | March 2020 | 7

Visit us at NORTHEAST® Booth #101

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

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

AUDI QUEENS 30-35 College Point Boulevard Flushing, NY 11354 Wholesale Direct: 929.297.0788 audiqueens.com

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

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

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

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

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

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The repair of luxury vehicles begins with

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

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

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

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

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

(844.987.2787)

WE WILL GO THE EXTRA MILE FOR YOU.

New Jersey Automotive | March 2020 | 9

The Other Orlando

OUT OF BODY (AND MECHANICAL) EXPERIENCES by ThOmaS GrECO, publiShEr

Many of you who regularly read this column know that Orlando, Florida is our family’s favorite destination.

However, what most of you don’t know is that there is another Orlando that has been a favorite of mine for much longer.

Of course, I’m talking about the one and only Tony Orlando! You know, “Tie a Yellow Ribbon Around the Old Oak Tree,” “Knock Three Times” and “Candida”?

Okay, maybe not all of you have heard of him, but I’m sure if you haven’t, your parents or grandparents have. Tony Orlando is an entertainer who, along with his group, Dawn, had several big hit records and a hit TV series in the early ’70s. If none of that rings a bell, he was also the father-inlaw in the Adam Sandler movie That’s My Boy.

Believe it or not, I was aware of Tony Orlando before he ever met Dawn. Back in 1961, at 16 years old, he released a song called “Bless You” that I remember hearing when I was a little tot. It was a typical pre-Beatles teen idol kind of record that I loved from the first time I heard it. I still have the 45 I used to play all the time.

When Tony Orlando and Dawn appeared in 1970, I impressed everyone with my knowledge of this “unknown.”

(I was nine!)

My love affair with Tony didn’t last very long after that. By the time Dawn became superstars, they were more of an act for my parents’ generation.

Sure, I still listened to “Bless You” often enough, but my friends were quick to skip to KISS or The Eagles.

I had been tempted to see Tony over the years. Unfortunately, as far

Visit us at NORTHEAST® Booth #135

as I could tell, he never, ever sang “Bless You” in his act. I knew he put on an entertaining show, but if he didn’t sing that song, it wasn’t going to be worth it for me.

Fast-forward to 2015. It was announced that Tony would perform a concert hosted by oldies DJ Cousin Brucie at the Meadowlands. This was it! He HAD to sing “Bless You” here. I bought my tickets and was psyched!

Then, my wife told me that we had a christening to go to that day. “No way!

I’ve been waiting 40 years for this!” It was her side of the family. You know who won that argument.

LYNNES

AUTO GROUP WHOLESALE DEPARTMENT

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10 | New Jersey Automotive | March 2020

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

Still, I was not to be denied. I offered one of my employees a bonus if she would go to the concert and videotape the performance for me. She must have thought I was crazy, but she agreed.

That Saturday, our area got hit by torrential downpours. Thankfully, the show was under a tent. I waited anxiously for the text to see if Tony sang “Bless You.” Around 4pm, it came. He sang it! And she got the whole performance on tape! (It’s on YouTube if you’re curious.) I couldn’t wait until Monday. I had her drop the camera in my mailbox and rushed home to watch.

Oh no.

It was Tony alright. And it was “Bless You” alright. But he sure wasn’t singing. He lip-synced to the record.

DAMMIT! Fast forward to 2018. I noticed that Tony was reuniting with Dawn for a Christmas show out on Long Island. I figured, “What the hell?” If I didn’t go, I might never get the chance to see them. Finding someone to go with me was a problem. My wife wasn’t interested. Everyone else I asked gave me some sort of look that asked, “He’s still alive?” I finally got my buddy Pete to go. And it was a great show.

Much more fun than I ever could have expected. Even if he didn’t sing “Bless You.” I thought I got my Tony fix. But late last year, I noticed a Facebook posting (damn the internet, lol) that he was returning to Long Island. Hmmm. If there was ever a chance

to get him to sing “Bless You,” this was it. It was a private show for a real estate group of seniors. Now, I knew they would remember the song! So, I started to follow Tony on Instagram. (Damn the internet!) And what do you know?

Tony is one of the rare celebrities whose account allows you to direct message them! Here was my chance.

I knew Tony has always been a HUGE charity guy. He hosted the Jerry Lewis telethon for decades. He was always playing benefits for veterans. A few days before the show, I messaged him: “Tony, if you sing ‘Bless You,’ I will donate $1,000 to the charity of your choice.”

I didn’t get a response, but I was still hopeful. I talked our former mayor into coming with me. (He still thinks we saw Tom Jones.) As we walked in, I felt good about my chances. After all, there were more canes and walkers than cellphones. Three quarters of the way through the show, and after he had done a medley of oldies, I had given up. But then Tony started talking about charity. In the middle of his speech, he started singing, “Every time I faced the world…” This was it! He’s singing “Bless You!” By the time I got my phone out, he stopped.

He did one verse. That’s it. One verse. Not the whole song. ONE VERSE. Then he went back to talking. So close!

That night, I messaged Tony again. “One verse is better than nothing, I guess…I’m curious though…why doesn’t Continued on page 53

WHY GENUINE PARTS? It’s the Right Thing to Do

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For Toyota Genuine Parts please call one this authorized local Toyota Dealer: Glen Toyota 23-07 Maple Ave, Fair Lawn, NJ 07410 Toll Free: 800-444-1959 Direct: 201-791-1133 Fax: 201-703-5652 parts@glentoyota.com www.glentoyota.com

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New Jersey Automotive | March 2020 | 11

PRESIDENT’S MESSAGE by JERRY MCNEE

The days of disgust are Over

We are only a few days away from the 2020 NORTHEAST® Automotive Services Show, and AASP/NJ is excited to soon provide the industry with first-class education and some of the finest equipment and products in the country. I’m thrilled to see people from all over America sign up to attend this year’s show, but it’s equally impressive to see so many shop owners and other industry members from New Jersey make plans to hit the Meadowlands Exposition Center. We are your association, and NORTHEAST is happening right in your backyard. It’s easy to take full advantage of everything our annual show – the largest regional event of its kind in the country – has to offer.

My biggest hope for this year’s NORTHEAST is that it helps repair professionals throughout our industry get on the same page. A lot of shops seem to be doing their own thing and are not paying attention to how we can all learn and benefit from our shared experiences. Most are us are struggling with the same issues – from insurers dictating repairs and our compensation to new technologies demanding greater training and expertise. We deal with insurance appraisers who battle us over needed procedures and defend their position by saying they have to do what is necessary to keep their jobs

(while I strongly suspect their 401[k]s are in much better shape than ours). We’re pressured to conform to cycle times when we should be allowed to slow down enough to follow the P-Pages (and not only when they work to the insurers’ advantage) and repair vehicles in a safe and proper manner. If you’re happy with the way things are, then do nothing. But if you’re disgusted – like I am – by what goes on every day at our shops, then you need to be active and involved in changing things. We need to work harder at pushing progress in the right direction.

The secret to finding success in this business is realizing that you are in control of your destiny. If you only accept what you’re told by an outside party and don’t take the time out of your schedule to see and learn about what others are doing to change the tide, then who is really in charge of your business? Being at NORTHEAST – and going to the educational events that AASP/NJ hosts throughout the year – is critical to gaining the power and knowledge you need to take back control. None of us are alone in this industry, and none of us know everything. We all must be open to learning new things.

AASP/NJ and NORTHEAST are here to help.

NJA

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

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EXECUTIVE DIRECTOR’S MESSAGE by CHARLES BRYANT

let’s make a deal Should be a Thing of the past!

For as long as I can remember, the collision and passengers in danger once that vehicle goes back on insurance industries have played Let’s Make a Deal the road. In so many cases, certain auto manufacturers when it comes to working out how a damaged vehicle will not sell a shop parts unless that shop is certified to will be repaired and how much the shop will be paid repair that particular type of vehicle. for that work. What a terrible way to have to do With that said, insurance companies still want to business. play Let’s Make a Deal by cost shifting instead of This has been the way things have been for a long raising Labor Rates to reflect a fair and reasonable time. However, that doesn’t make it right or mean that amount for the services and/or writing estimates that this is the way it should be forever. In actually reflect exactly what has to be There is no longer a place fact, when one takes a really close done to reconstruct the structural for Let’s Make a Deal look at things, it’s clear this is a integrity of the vehicle and put it back negotiations. The collision childish game. A typical example is to pre-loss condition. In most cases, industry needs to make it when an insurance appraiser walks insurers are paying collision shops clear that it will no longer into a collision shop and says, “We less than lawnmower or bicycle participate in such don’t pay for that,” or “We only pay X shops are charging and receiving for an activity. per hour for labor.” Then, the next the services they provide. This is a statement out of that insurance joke, and it has to come to an end! appraiser’s mouth is, “But don’t worry about it, Collision shops can no longer play Let’s Make a because I will throw an extra hour here and there to Deal for the simple fact that every procedure is now make up for it.” dictated by the vehicle manufacturers and must be Oh, I forgot. We are not supposed to talk about performed. A good example of what can happen when that. Well, guess what? It is not only time that we talk a shop strays from the OEM repair procedures is the about it, but it’s time we put a stop to it!

Texas case where the shop glued a roof on instead of Although it’s wrong, it has mostly worked for years. welding it on as per OEM repair guidelines. This When a shop was working on a simple six-cylinder resulted in serious injury to the passengers when the Chevy before the arrival of such things as ADAS vehicle was later involved in a collision. The lawsuit features (which are now present in almost every that followed resulted in a $31.5 million judgment vehicle), playing Let’s Make a Deal or cost shifting was against the repair shop. basically acceptable and probably didn’t put the There is no longer a place for Let’s Make a Deal vehicle owner in harm’s way because there were few negotiations. The collision industry needs to make it safety-related features to be overlooked at that time. I clear that it will no longer participate in such an am not condoning it, but I have to acknowledge that it activity. Insurers should stop playing games in order to has occurred. hold down Labor Rates to an amount that does not One might say if it has worked all these years, reflect a fair and reasonable amount for the services what’s the problem? That brings us to what this collision shops provide or the investment they made in message is all about. Today, collision shops have to the training and equipment required to properly repair look up and follow OEM repair procedures, create these cars. The reality is that there is plenty of money repair plans or blueprints on how a damaged vehicle being made by insurers to pay collision shops must be repaired and follow the OEM requirements to reasonable rates without playing the game. We will be the letter. If they don’t, they could be putting the watching. NJA

16 | New Jersey Automotive | March 2020

NO MAT TTER WH HAT COL O OR YO OU DREAM IN, THERE’S ONE HE ERE TO MAKE YO OU A FAN. A

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COLLISION CHAIRMAN’S MESSAGE by DENNIS CATALDO, JR.

Get your learn On!

It’s March, which means the NORTHEASTŽ Automotive Services Show is here! If you haven’t been able to attend any of the training seminars AASP/NJ has put on over the past year, now is your chance to get your learn on!

Over the course of the weekend and through our partnership with the Washington Metropolitan Auto Body Association (WMABA), the Collision Professional Repairer Education Program (P.R.E.P.) at NORTHEAST will provide current and innovative seminars to help you succeed and improve our industry. But we need your support and attendance to make it a success.

I always believe the best knowledge and insight is gained through public discourse, and there is no better forum than NORTHEAST. The ability to bring members of our industry together from around the country is no small feat, and it should not be taken lightly.

Use this opportunity to grow and expand your business and learn from your peers so that we can all push back together and advance our industry in the direction it needs to go. The recent tactics used by insurance carriers need to stop. Their failure to keep appraisers informed of the ever-changing repair processes on modern vehicles is the exact reason to attend our training seminars.

We need to change their mindset of trying to divide and separate us by saying, “You are the only one to ask for that.� We can achieve this by all requiring the same thing – proper reimbursement for properly repaired vehicles. Furthermore, I urge all of our members to donate to our Legal Defense Fund and Litigation Fund.

I’ll see you at the show! NJA

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Genuine Volkswagen Collision Parts Are a Call or a Click Away.

The best repairs start with the best shop-supplier relationship. Contact the following Authorized Volkswagen dealers by phone, fax or email to get the parts you need, when you need them.

Flemington Volkswagen 213 Route 202/31 Flemington, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 rmuir@flemington.com www.NJPARTS.com

Paul Miller VW of Bernardsville 118 Morristown ROAd Bernardsville, NJ 07924 Toll Free: 877-318-6557 Local: 908-766-1600 Fax: 908-766-6171

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. ©2020 Volkswagen of America, Inc.

New Jersey Automotive | March 2020 | 23

LOCAL NEWS by Alana Bonillo

Shop Owners receive Employment law updates at aaSp/NJ meeting In response to employment law changes in the Garden State, AASP/NJ recently hosted David M. Bander, Esq., executive director of the Policy Office of the New Jersey Department of Labor and Workforce Development, for a discussion on the information that shop owners need to run their businesses accordingly.

“There has been an explosion of activity over the past two years under the Murphy administration,” stated Bander during the meeting at the Holiday Inn in Clark. “We’ve seen things like the minimum wage increase, paid sick leave, wage theft law and the Equal Pay Act. All of these important laws affect you as employers, and there is probably 2:14 PM more to come.”

Bander devoted time to reviewing the importance of the Earned Sick Leave Law, which applies to nearly

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David M. Bander, Esq. during AASP/NJ’s recent membership meeting in Clark.

every employer in New Jersey. He addressed how much time employers must provide to employees and what required information about the law must be posted in their place of employment.

Page 1 “If you are an employee working in New Jersey, you are covered by the Earned Sick Leave Law. It provides employees with time to care

for themselves or family members, and employers have to ensure that their policies at least meet the minimum [sick leave] required [by the law].”

Bander answered various questions from the audience in regard to what events qualify as sick time and whether an employer can discipline an employee if they were to abuse this system, what qualifies as black-out dates and what the rules are regarding holiday pay. He also agreed with an audience member that having employees sign timecards at the end of the week was a good idea, as these documents could serve as evidence if there was ever an investigation.

“It shows that not only did you pay your employees, but you had them sign and acknowledge [it]. You are playing by the rules.”

Bander reviewed the Family Leave Law and what shop owners need to be aware of as employers.

Continued on page 53

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AASP/NJ MEMBER FEATURE by Alana Bonillo

Ted rainer Travels the World with New Jersey Automotive in Tow

In this busy and demanding auto body world, it can be quite difficult for a shop owner to step away for a day, let alone a week or two. However, as AASP/NJ Board member and veteran shop owner Ted Rainer (Ocean Bay Auto Body; Point Pleasant) recently learned, it is okay to take a little break every now and then.

When a two-week family trip to Italy (planned nearly a year in advance) was finally on the horizon, he found himself feeling a touch apprehensive about leaving the shop for so long.

“I used to travel more in the past, but now you have to be so hands-on and watch every aspect of the repair. It’s hard to let go.”

So, when his wife Rosemarie (“Roey”) pitched a trip to South Africa in celebration of his 70th birthday – and within the same year as the Italy vacation – he had to think twice. They had never discussed going there before, but it seemed like an amazing opportunity. In the end, they couldn’t pass it up, so off they went to embark on one of the most exciting times of their lives.

“I kept thinking about how I was going to pull it off. I just had to, because I’d be mad at myself if I didn’t.”

Dining near wildlife, drinking wine in Cape Town and taking an African safari were just some of the adventures Ted and Roey shared. Looking back on the experience, Rainer recalls a series of interesting events he had never experienced anywhere else in the world. For example, while dining at a resort, he and Roey

Scenes from Ted and Roey Rainer’s trips to Italy and South Africa

28 | New Jersey Automotive | March 2020

found themselves surrounded by zebras that were apparently attracted to the light violin and flute sounds played by a nearby quartet.

“They were surrounding the quartet, sitting down and eating the grass. It was just incredible. When the quartet stopped to take a break, the zebras all went back into the jungle. When the quartet came back, the zebras came back out!”

The safari part of the trip involved staying in huts. Tour guides would wake them at 5am – when the animals woke up – and they would be escorted by a jeep through the territory. Baboons were not to be touched. Water buffalos would make friends. Monkeys would be fed. While parting ways with an elephant, the travelers would be left with a big kiss.

“It was an excellent trip. I didn’t think about the shop, and I was very relaxed.”

What helped Rainer remain at ease was knowing that things were in good shape back at his business. By the

Continued on page 31

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Paul Miller Porsche 3419 Route 46 East Parsippany, NJ 973-227-3000 Fax 973-575-8396 paulmillerporsche.com

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AASP/NJ MEMBER FEATURE Continued from page 28

time he was preparing for the Italy trip, he had brought on two young employees who impressed him from the beginning.

“I immediately went to church and lit candles. I had won the employee lottery!”

The most special part of the second trip was stumbling upon a piece of Roey’s family history that may have otherwise been forgotten. Although they had been to Italy in the past, the family decided to track down relatives this time around. They reunited with a cousin who presented them with the opportunity to take a peek inside an old house where Roey’s grandparents had lived decades before. The house was more or less condemned, but they were able to access it. Once inside, they stumbled upon a true treasure – a little tin box containing letters that were written by Roey’s mother in 1966. Had they not taken this trip, this piece of history would likely have never been discovered.

Although he managed to get

New Jersey Automotive hits Italy thanks to the Rainers. away physically, he didn’t leave his auto body community behind.

“I take New Jersey Automotive with me everywhere I go!”

Rainer makes use of the time

away to catch up on articles. He also started a tradition of posing with his favorite auto body magazine in various cities. He pulled it out of his backpack while touring the largest water falls in the world – Victoria Falls in South Africa – and copies of New Jersey Automotive also accompanied him months later when they took off to Italy.

When he wasn’t reading it on the plane, he would whip it out whenever he was near newsstands in Italian cities and would be sure to get it documented on camera.

Turning 70 and being away from the shop for so long led Rainer to honestly think about his future.

“I started asking myself if I was supposed to stop and retire.”

Although he hasn’t made any definitive decisions yet, he expects to take more time off and do more traveling, even if time only allows for smaller trips that are taken frequently throughout the year. With so many places they want to see and discover, he and his wife hope they can possibly return to Europe in 2020. NJA

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New Jersey Automotive | March 2020 | 33

Headaches and Golden Handcuffs:

NATIONAL FEATURE by Joel Gausten

Employee retention in the age of Certification

Even the best and most attractive facilities can lose technicians.

As shops in New Jersey and beyond continue their struggle to attract dependable employees while adapting to the rigorous demands of training and certification, many also contend with the frustrations of losing crew members. Whether a strong tech sees greener pastures elsewhere or is lured away by a competing business, the shop owner who paid to get that individual trained is often left holding the bag while that employee walks off with ICAR Platinum status, training credits, welding certifications and other perks of paid-for education. With competition for talented techs at an all-time high, owners and other industry professionals have had to seriously re-think how they encourage key team members to stay for the long haul.

Not surprisingly, some shop owners try to keep employees in place by offering the best pay they can provide. Unfortunately, this approach has been troublesome in New Jersey, which ranks 26th in the average Labor Rate paid across the country (according to a 2018 Mitchell Industry Trends Report).

“You have to overcompensate these employees, but that’s a real problem when you consider our rate,” comments AASP/NJ President Jerry McNee (Ultimate Collision Repair; Edison). “When your technicians are truly making more than you’re getting paid hourly, what do you do? You have no choice, and it absolutely cuts into your profitability.”

With more shops seeking OEM certification as a means of growing their business, new stressors are appearing on the human resources side. The financial rewards – as well as the drastically decreased odds of

34 | New Jersey Automotive | March 2020

facing litigation – are certainly there for any shop that invests in aligning itself with an OEM to ensure proper and approved work, but this also requires a substantial investment in the right technicians. For example, current Audi of America certification guidelines include a requirement that two technicians in a facility must maintain regular Audi training and retraining – and this includes hitting all the prerequisite I-CAR

authorized shop, then the certification carries forward.”

What advice would Allen offer facilities as a possible means of shielding themselves from losing a valued Audi-authorized employee?

“This varies from shop to shop.

Many that I have heard about have an employment/education contract. We leave that up to those two parties. My feeling is that good employee retention practices and an

benchmarks before they even step through the door of one of the automaker’s training centers. This means paying for technicians’ travel to attend Audi training (with Ashburn, VA being the closest available training center to New Jersey) along with hotels and other related travel expenses – and that’s not counting the lost production on the shop floor while these people are away. These are hefty expenditures, but they still aren’t anywhere near the potential millions a shop could pay out in a lawsuit if an untrained tech touches an Audi vehicle. Auto body facilities are now in a new era of repair standards, so losing an Audicertified technician to another shop can be a considerable blow.

Perhaps a silver lining to that scenario is the knowledge that they simply can’t be tempted away by a facility looking to use them to leverage its way into the certified world.

“Buying yourself an Audiauthorized technician does not buy you approval from Audi,” confirms Mark Allen, Audi of America’s collision and equipment manager.

“That said, if the tech leaves one authorized shop to go to another

attractive place to work are the best overall practices.”

Allen is quick to remind shops that the investment in OE certification-driven training will be required by all programs going forward. There will be different requirements depending on the manufacturer, but increased training will become the norm.

“Training is not just a hit to the bottom line or to production time lost during that training; the positives will begin to outweigh the negatives.

Increased proficiency in having the right equipment and the trained technicians to use it will gain overall efficiencies. Also, training is not punishment; it is a way to incentivize the technicians and can, for a creative shop owner, create a career path, a succession plan and a culture that is more conducive to retaining technicians. It also helps create a culture of learning and a more desirable place to work. In terms of negotiations on the shop floor, training allows the techs a better ability to explain the proper repair and ask for what they need.

“Training, like investing in a 401[k], takes some good planning

With more shops seeking OEM certification as a means of growing their business, new stressors are appearing on the human resources side.

Continued on page 38

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NATIONAL FEATURE Continued from page 34

and the maturity to accept some of the short-term downfalls and crafted readjustments,” Allen adds. “In the end, the payoff comes in the consistent growth of assets over time. The difference is that a 401[k] is only about money; in the culture of learning, it is about the positive impacts we have on the people, the professionalization of the industry and the better profitability from efficiencies.”

While there is no true magic formula to keeping any employee happy, out-of-the-box thinking has helped some facilities combat high turnover. Tool leasing is one option, as employees might be in less of a hurry to leave if they know they can’t bring their tools with them. Of course, the biggest way to keep an employee on board is to give them a reason to stay.

“No technician ever wants to get into a dead-end job [where] the only

38 | New Jersey Automotive | March 2020

way they get promoted and make more money is if they quit and go to another shop down the street because that [other] guy will pay more because [that technician] now has higher skills,” observes Assured Performance Network CEO Scott Biggs. “A smart operation that’s run the best has all of its technicians on career paths.”

Following the mindset that higher talent demands higher compensation, Biggs has seen shops in his network thrive when they pay for training and offer increased compensation as that employee moves up in their skill level. “[These increases] are small increments, but it’s working to make an upwardly mobile, higher skill level for each one of the technicians. They go from apprentice to entry-level to mid-level technician to master technician over a period of time. The technician signs into a program where it’s their career development.”

Biggs also suggests that any shop involved in certification should

always prepare for a disaster long before they experience one.

“As a matter of best practices, we would recommend that a shop always has an ad going and always has options to reach out to should they find themselves without [a] properly trained technician.”

As an industry professional involved in multiple OEM certification programs, Oregon-based shop owner Ron Reichen (Precision Body & Paint) knows all about shelling out large amounts of money to train his crew. As a way to protect his training investments (including $300,000 in 2019 alone), he has his technicians sign contracts that make them reimburse him if they decide to leave within a certain period of time. For example, if a tech’s training equals $20,000, half of that amount will be forgiven every 12 months for two years.

“It’s an unsecured promissory note, but it’s due and payable if they leave the company before the Continued on page 55

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

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

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

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

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

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

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

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

40 | New Jersey Automotive | March 2020

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

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

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

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

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COVER STORY by Alana Bonillo & Joel Gausten

NOrThEaST 2020 Education preview The path to a better future in the collision repair industry will soon be right at your doorstep.

Your journey begins at the 2020 NORTHEAST® Automotive Services Show, coming March 20-22 to the Meadowlands Exposition Center in Secaucus. Hosted by AASP/NJ, NORTHEAST is the largest regional industry show in the country and your best opportunity to experience critical education, top-of-the-line equipment and products, innovations and more.

An industry staple now in its 43rd year, NORTHEAST attracts thousands from the East Coast and beyond. Once again, AASP/NJ has partnered with the Washington Metropolitan Auto Body Association (WMABA) to present the third annual installment of the popular Collision Professional Repairer Education Program (Collision P.R.E.P), which will provide a host of training seminars and special events throughout the weekend.

“People really need to get involved in their businesses, take control and start educating themselves. There is nothing better than Collision P.R.E.P. at NORTHEAST,” comments AASP/NJ President Jerry McNee. “It far outweighs any other training, and it’s right here in your backyard.

42 | New Jersey Automotive | March 2020

Collision repairers really need to take the time to participate in the show and get the full effect.”

“WMABA is looking forward to not just providing a high level of education, but also for repairers to have a place they can collaborate with peers, ask questions to experts and find out more about where their industry is headed into the future,” adds WMABA Executive Director Jordan Hendler. “There’s a lot of advancement that needs special attention for those shops that want to be successful in the long term.”

On March 20, Danny Gredinberg, administrator of the Database Enhancement Gateway (DEG), will join Mike Anderson (Collision Advice) in discussing how to better utilize vehicle owner’s manuals to educate consumers and insurers. The class will conclude with a preview of the Society of Collision Repair Specialists’ (SCRS) newest innovation, the Guide to Complete Repair Planning – Blueprint Optimization Tool (BOT). The BOT will also be demoed by SCRS on the NORTHEAST floor. (See page 60 for more information.)

On March 21, Dave Gruskos of Reliable Automotive Continued on page 47

NORTHEAST 2020 COLLISION P.R.E.P. CLASS SCHEDULE

FRIDAY, MARCH 20 SHOW HOURS 5pm - 10pm 3pm

OEM Workshop: Ford Discusses Accessing Repair Information, Collision Sectioning Procedures for Aluminum Gerry Bonanni (Ford Motor Company), Adam Gair (Ford Motor Company), Pete Fryzel (I-CAR) 5pm

Test Drives Done Right! Why and How to Perform, Manage, Document and Get Paid for Test Drives Frank Terlep, Auto Techcelerators, LLC

5pm

Tackling Online Storefront Presence for the Collision Repair Business Bill Enross, cPrax Marketing 5PM

Positioning Your Business for Sustainability Among Constant Change John Shoemaker, BASF

7PM

Utilizing the Vehicle Owner’s Manual to Educate Consumers and Insurers and Special SCRS Blueprint Optimization Tool Preview Mike Anderson, Collision Advice & Danny Gredinberg, Database Enhancement Gateway

SATURDAY, MARCH 21 SHOW HOURS 10am - 5pm 10am

Getting and Staying Certified – OEM Repair Requirements and Relationships Intertwined Dave Gruskos, Reliable Automotive Equipment & K. Michael Bradshaw, K&M Collision 10am

How to Control the Money in Your Collision Business in 2020 Matt Winslow, ATI

10am

Commonly Missed Items in Estimating – SCRS Blueprint Optimization Tool Utilization Danny Gredinberg, Database Enhancement Gateway 12:30pm

The Life of a Certified Repairer: An In-Depth Panel Discussion with Nationally Known Certified Repairers Various Panelists 3pm

Documenting for Repair Process and Liability, Building a Bulletproof File and Improving Processes Over Time Mark Olson, VECO Experts

3pm

Structural Identification for Profitability – Knowing and Understanding Structural Damage Kelly Logan, Car-O-Liner & Ron Reichen, Precision Body & Paint 3pm

Build Great People: Creating an In-House Technician Development Program Charlie Whitaker, Akzo Nobel

5pm

The Wide World of ADAS: Panelist Discussion of Advancements in Safety Systems, Diagnostics and Calibrations Various Panelists

SUNDAY, MARCH 22 SHOW HOURS 10am - 3pm 10am

Vehicle Diagnostics & Calibrations: Know What You Know…But More Importantly, What You Don’t Know Chuck Olsen; Aaron Clark; Josh McFarlin, AirPro Diagnostics 10am

Safety System Alignment: A New Focus on Body Shop Profitability Paul Stern, Liftnow Automotive Equipment 10am

Tackling Online Storefront Presence for the Collision Repair Business Bill Enross, cPrax Marketing New Jersey Automotive | March 2020 | 43

VISIT US AT

BOOTH 204

KEEP IT GENUINE

INSIST ON GENUINE GM PARTS

Using Genuine GM Parts for collision repairs is better for your customers, and better for your business. Contact the following dealers for all your Genuine GM Parts needs: MAXON BUICK GMC 2301 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631 maxonwholesaleparts@gmail.com

www.maxonbuickgmc.com

FLEMINGTON CHEVROLET BUICK GMC CADILLAC 211 Highway 202 Flemington, NJ 08822 Phone: 877-657-2787 Fax: 908-782-1795 www.njparts.com

FRED BEANS PARTS 131 Doyle Street Doylestown, PA 18901 Phone: 877-942-3267 orders@fredbeans.com www.fbparts.com

BAY RIDGE CHEVROLET OF BROOKLYN 1575 86th Street Brooklyn, NY 11228 Phone: 833-244-3475 Fax: 718-392-6570 www.bayridgechevy.com

NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 parts@nucar.com www.nucar.com

New Jersey Automotive | March 2020 | 45

46 | New Jersey Automotive | March 2020

COVER STORY

Continued from page 42

Equipment (along with K. Michael Bradshaw of K&M Collision) will address the major steps involved with obtaining and maintaining OEM certifications with “Getting and Staying Certified – OEM Repair Requirements and Relationships Intertwined.”

“Attendees will understand the importance of being a true partner and team member with the OEM and dealership,” Gruskos notes. “There truly is a partnership between the body shops, the OEM, the OEM dealer and service department, the general manager and sales. It’s all one big family that attendees should be a part of.”

One point that will be driven home during Gruskos’ presentation is that getting OEM certified goes beyond the act of writing a check. He cautions that a shop’s certification status could fall apart if that facility doesn’t know who the dealer is, is unfamiliar with the service department or is unclear on the manufacturer’s expectations.

He believes that NORTHEAST is the perfect forum for this critical discussion, as representatives from car manufacturers and key suppliers will be at the show.

“This is the first time a discussion like this is taking place, and I’m happy to be able to step up and do this.”

Charlie Whitaker of AkzoNobel will teach shop owners how to develop and grow a technician workforce with his talk, “Build Great People: Creating an In-House Technician Development Program,” on March 21. He will show the steps that can be taken to evaluate one’s current workforce and develop the skills

and attributes needed for each position with an emphasis on entry level, which he says is the foundational step.

“There is a specific outline for advancement if they want to see a career path. It provides what an individual needs to work toward and how to go about it. It creates measurables to validate the individual’s performance to the path toward what they wish to achieve. The mentee becomes the mentor; as they advance, they gain valuable skills and they can help others in the workplace. It comes full circle.”

Whitaker believes this is a valuable course for the NORTHEAST audience, which fully represents the “one-percenters” of the industry who are forward-thinking and always look for ways to survive and see another day.

Longtime NORTHEAST supporter and industry veteran Frank Terlep (Auto Techcelerators, LLC) will challenge collision repairers to take a good look at their existing processes and ask themselves how they are performing and managing their test drives with his March 20 course, “Test Drives Done Right! Why and How to Perform, Manage, Document and Get Paid for Test Drives.”

He is eager to share this vital information at the best regional automotive forum around.

“I’ve been attending NORTHEAST for roughly 35 years, and the show attracts a great mix of both collision and mechanical repairers.

This is the perfect session for them to attend, as it applies to all auto repair professionals.”

McNee recommends that repairers make the Continued on page 61

Live the “American Dream” after Show Hours!

Something huge has hit New Jersey – and right in time for NORTHEAST®!

American Dream, the country’s largest state-ofthe-art indoor theme park and second-largest indoor mall, opened in East Rutherford late last year

to an astounding response. Although still in the finishing stages at the time of this writing, American Dream already has plenty of attractions that NORTHEAST attendees and their families should check out while in the area.

Located less than five minutes from the Meadowlands Exposition Center and open daily from 10am to 10pm, Big SNOW American Dream is North America’s first and only real-snow, indoor, year-round ski and snowboard resort. Boasting 180,000 square feet (including 150,000 square feet of slopes that can accommodate up to 500 people), the attraction produces more than four tons of snow per hour. Family fun can be had at Nickelodeon Universe, an indoor theme park with a variety of rides and in-person appearances by SpongeBob SquarePants, Dora the Explorer, the Teenage Mutant Ninja Turtles and Blue from Blue’s Clues. American Dream also features The Rink, an NHL regulation-size ice rink!

Those with a sweet tooth will want to stop by IT'SUGAR, a three-floor department store featuring over 22,000 square feet of candy, gifts and novelties. In addition to stocking up on their favorite treats, visitors can snap a photo with a jelly beancovered Statue of Liberty replica and check out the first-floor lollipop garden.

For more information, visit americandream.com.

New Jersey Automotive | March 2020 | 47

Superior service starts with superior parts.

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48 | New Jersey Automotive | March 2020

Mazda of Lodi 1 3 0 R o u t e 46 E a st L o d i , N J 0 7 6 44 P ho ne : 8 6 6 -7 1 6 -0 5 1 1 Fa x : 97 3 -5 94-493 3 www. ma zd a o flo d i . co m

Wayne Mazda 1 2 44 R o u t e 2 3 N o r t h Wa y ne , N J 0 7 47 0 P ho ne : 97 3 -6 46 -0 3 3 3 Fa x : 97 3 -6 94-1 7 0 0 www. wa y ne ma zd a fa ct o r y p a r t s. co m

JOIN US FOR OUR GRAND UNVEILING AT NORTHEAST 2020 ®

During the show, mingle and meld ZLWK LQGXVWU\ SHHUV DV ZH RƯ FLDOO\ LQWURGXFH our new Solidus branding.

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Formerly PRECISION EQUIPMENT SYSTEMS New Jersey Automotive | March 2020 | 49

LEGAL PERSPECTIVE by Mitchell Portnoi, Esq.

understanding Commercial landlord liability The Supreme Court of New Jersey recently reviewed the often contested area of premises liability. This involves whether a landlord owes a duty to its tenant’s invites when it signs a lease under a triple net lease. This type of lease makes that tenant responsible for rent, maintenance and taxes while granting them exclusive control of the demised premises (property).

While the Court offered some insight, it also raised some question about prior case law. In the Shields v.

Ramslee matter, the Plaintiff was delivering a letter to Ramslee Motors, a used car dealership. The Plaintiff was considered a business invitee of the tenant. He slipped on snow and ice and sustained injuries, and he settled his case against the tenant and proceeded with one against the landlord. The theory was that the landlord had a nondelegable duty to remove snow and ice – and that duty could not be allocated to a tenant via lease or contract. In fact, the lease did allow for the right of re-entry to “the premises by the landlord in the event of an emergency and to make repairs that were reasonably necessary for the safety and prevention of injury.”

Applying the “control-based” liability approach in its

50 | New Jersey Automotive | March 2020

analysis, the Supreme Court ultimately declined to impose a duty upon the landlord under the circumstances of this lease. Essentially, this approach holds that the landlord is responsible for maintaining those parts of a rental over which it maintains control. Since the tenant exclusively maintained control over the property and the driveway in which the Plaintiff fell, the court held the tenant solely responsible.

These cases remain factually sensitive, however, and the examination and review of the lease and the location of the fall/alleged dangerous condition remain of utmost significance. These cases can turn on a dime. For landlords, a review of their lease is of significant urgency.

It is important for tenants of a commercial property (especially those in exclusive control with a triple-net lease) to be aware of this, and a review of their exposure with their insurance agent might prove helpful.

I would add that I have handled many cases regarding snow and/or ice. Frequently, there is a condition that does not quite warrant having the snow removal company make an appearance because an accumulation does not reach the contractual level. In these cases, it is important for the commercial landlord (or tenant in exclusive control) to show that remedial measures have been taken to the property to make it safe for all business invitees. Without this, liability seems imminent.

NJA

MAINTAIN AN INFINITE INVENTORY OF ORIGINAL MINI PARTS.

At your local MINI dealer, we believe that using Original MINI collision replacement parts will speed your repairs and increase your profitability. Original MINI parts assure an absolute perfect fit and function.

For Original MINI parts, contact any of these authorized MINI dealers.

MINI of Mt. Laurel 1311 Rt. 73 Mt. Laurel, NJ 08054 856-778-3000 Fax: 856-813-4622 MINIOFMTLAUREL.COM FACEBOOK.COM/MINIOFMTLAUREL

MINI of Manhattan 793 11th Avenue at 55th Street New York, NY 10019 212-246-7375 Fax: 212-315-9560 MININYC.COM FACEBOOK.COM/MINIOFMANHATTAN

© 2020 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

New Jersey Automotive | March 2020 | 51

A SYSTEM

R EBO OR N w it h e v er yt hing y ou u a s k ed f or in a r e f inish s y s t em – c olor c onsis t enc y and t ools .

M AV ER IC K AP P R OV ED .

R EQ UE S T A D EM MO , V ISI T MA AT TRIXSYSTEM.COM

Visit us at NORTHEAST® Booth #317 General Show Sponsor

52 | New Jersey Automotive | March 2020

LOCAL NEWS

Continued from page 24

The law recently changed to increase the amount of paid leave from what was the equivalent of two-thirds of one’s average weekly salary to 85 percent of one’s average weekly salary. Pregnancy is the most frequent example of paid family leave.

When jokingly asked by an attendee if the death of a pet could qualify, Bander said that it would not pertain as a qualifying event. However, if it causes grief or mental trauma to the point of making one ill, it could indeed be seen as a permitted use of the law.

AASP/NJ has made the materials Bander provided at the meeting available to all of its members – a benefit to being a part of the association.

Information on upcoming AASP/NJ meetings and events is available at aaspnj.org. NJA

OUT OF BODY (AND MECHANICAL) EXPERIENCES

Continued from page 11

Tony perform that song?” I’m still waiting for a response.

No hard feelings. I still love the guy. I even went and saw him again in Atlantic City for a Christmas show (and my wife came along…yup, she wasn’t banned anymore). No, he didn’t sing “Bless You.”

Postscript Since our kids are older now, we open our gifts from them on Christmas Eve. After we opened all of their gifts, we started to clean up. Meanwhile, my daughter turned on the TV and said, “Joe and I have one last gift for you.” She pressed a button on her phone, and up on the screen appeared none other than Tony Orlando. He had his phone out, and “Bless You” started playing. He then started talking to the camera.

“How in the world could Michelle

and Joe know this song? It’s 60 years ago! There’s only one reason. They went back in time so they could have me play this for you, Tom! Merry Christmas to you! You’ve been to the shows in Westbury and Atlantic City.

Bless your little heart for loving me. I can’t sing the whole song, but let’s try the second verse…[sings] ’til you smiled and touched my hand, I felt kinda small’…Man, that’s a long time ago. Thank you for all the years you’ve given me. I can say it in two words…Bless you, for the friendship you’ve shown. And to the kids [blows a kiss], you love that dad of yours.

Merry Christmas, everybody!”

Wow. My kids. My wife. My family. My friends. My employees. Tony Orlando! No one is more blessed than me.

But he still hasn’t played the whole damn song!!!!!!!

NJA

Visit us at NORTHEAST® Booth #643 New Jersey Automotive | March 2020 | 53

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

Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470 PH: 973-696-6060 Fax: 973-696-8274 paulmillerbmw.com

BMW of Bridgewater 655 Route 202/206 Bridgewater, NJ 08807 PH: 908-287-1800 FAX:908-722-1729 bridgewaterbmw.com

Flemington BMW 216 Route 202/31 Flemington, NJ 08822 PH: 877-657-2787 Fax: 908-782-1795 njparts.com/bmw

Park Ave BMW 530 Huyler Street South Hackensack, NJ 07606 PH: 201-843-8112 FAX:201-291-2376 parkavebmw.com

Circle BMW 500 Route 36 Eatontown, NJ 07724 Parts Direct: 732-440-1235 Fax: 732-440-1239 wholesale@circlebmw.com circlebmw.com

©2020 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.

54 | New Jersey Automotive | March 2020

NATIONAL FEATURE Continued from page 38

contract expires,” Reichen explains.

“Their earning potential goes up based on training that I’ve paid for; they don’t have to pay it back as long as they stay here for work. But if they are poached or pirated by another shop or motivated to leave our facility to go across the street and I paid for all that training, that’s a way to create ‘golden handcuffs’ to keep them here.”

While some shops may find success in implementing contracts that specify a technician’s financial commitment to that shop if they choose to jump ship after receiving training, the practice has seen resistance in markets where employees are in particularly short supply.

“We tried a contract, but the pushback was overwhelming,” admits one South Jersey-based shop owner. “I just had this conversation with a technician the other day. I wasn’t going to force him to sign it; I just wanted to see if he would. He fought me every step of the way.”

For its part, I-CAR takes an impartial role when disputes of this nature arise between owners and technicians.

“I-CAR does not have any specific recommendations or best practices to share regarding training cost-sharing between the employer and technicians,” offered the organization in a statement to New Jersey Automotive. “While we understand some of the frustrations a shop may have with turnover and training expenses in the absence of trained technicians, I-CAR does not play any specific role in shop business practices or their operations.”

Naturally, the solutions that shops find to the employee retention problem will be as unique as the operations they run. For some, doing 401(k) matching or holding regular appreciation lunches might be the key; for others, holding a technician in place in writing could

be the best bet. In all cases, focusing on what’s best for both the business and its crew – and, if necessary, having a long chat with an attorney who specializes in the latest employment laws and regulations – is the only way to avoid being stuck without good technicians at a critical time. No matter how they connect the dots, every shop owner in 2020 has their work cut out for them.

“You have to market to your employees,” Reichen says. “I think some shops have a ‘Depression-era’ mentality where the employee should just be happy they get a paycheck and [the owner] doesn’t have to say ‘please’ or ‘thank you’ or hold the door open for them. But today, I believe you have to market to your employees as hard as you market to get your new customers.”

NJA

Visit us at NORTHEAST® Booth #114

New Jersey Automotive | March 2020 | 55

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

• Our expert parts staff is ready to serve you with over $500,000 in inventory and a fleet of trucks to help ensure same-day delivery on most orders • We respect your time, and offer a quick and accurate order process to help meet your needs • Proudly serving the Tri-State area with Audi Genuine Parts since 1970 • Same-day delivery on stocked items, next-day availability on most non-stocked items

Town Audi 400 South Dean Street Englewood, NJ 07631 Parts Direct: 888.779.6792 Fax: 201.541.0314

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© 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

56 | New Jersey Automotive | March 2020

Is your plastic welder gathering d dust?

Visit us at NORTHEAST® Booth #108

The experts at Polyvance can help. ®

TRAINING • SUPPLIES • TOOLS O • FILLERS • PRIMERS • EVERYTHING FOR F PLASTIC

Call us at 800-633-3047 8 or visit polyvance.com New Jersey Automotive | March 2020 | 57

ARANJ Officers

President Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net 1st Vice President Daryl CarmanLentini 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 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

58 | New Jersey Automotive | March 2020

ARANJ The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Do you have dealer physical damage coverage on your policy? Many of you think of this coverage as dealer “plate” physical damage or dealer “open lot” coverage. However, the name of the actual coverage is “dealer physical damage.”

This provides physical damage (collision and comprehensive) coverage for your vehicles that you have for sale on your lot or when using a dealer plate. The coverage can be on a “reporting” or “non-reporting” basis. One of our companies advises that they are going to address the claims for this coverage as outlined in the policy. Each company’s policy wording may differ, but the end results will be similar.

What you need to know is the coverage limit on your policy must match the total value of all your vehicles held for sale, including vehicles with a dealer plate. For example, if you have 10 cars for sale (valued at $30,000) and another three cars using dealer plates (valued at $30,000), you need to have $60,000 of coverage listed on your policy. At the time of a loss, the company will take the total value of all your vehicles for sale (schedule of inventory plus dealer-plated vehicles) to see if it matches the amount of coverage on the policy. If the limit on the policy is less, they will divide the limit of coverage on your policy by the total limit of your scheduled inventory (including dealer-plated vehicles) and pay that percentage of the claim. So, if you have a dealer physical damage claim of $10,000 and your policy limit is $25,000 but your total value of all the cars for sale (plus dealer-plated cars) is $50,000, the company will divide the $25,000 by $50,000 and pay 50 percent of the $10,000 claim.

Please make sure that your inventory matches the limit of insurance on your policy and call your agent with any adjustments as soon as possible. If you have any questions, give us a call.

mario defilippis, aai Vice president 800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com

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1.800.292.RIMS (7467) New Jersey Automotive | March 2020 | 59

COVER STORY

SCrS to Showcase revolutionary “bOT” Technology at NOrThEaST In keeping with the NORTHEAST® Automotive Services Show’s celebrated history of spotlighting game-changing industry procedures and technologies, the Society of Collision Repair Specialists (SCRS) will appear at this year’s show to provide demonstrations of its new Guide to Complete Repair Planning - Blueprint Optimization Tool (BOT) throughout the weekend.

The BOT software is an automated version of the widely used Guide to Complete Repair Planning, an online resource of more than 1,000 common not-included items that was first launched by SCRS in 2009. The BOT provides collision repair facilities with an intelligent, easyto-use estimate analysis tool that

60 | New Jersey Automotive | March 2020

immediately identifies labor operations, line items and customizable charges that could be overlooked on an estimate. The software features: • immediate identification of potentially overlooked repair operations and line items; • the ability to easily add overlooked operations and items into the estimate; • and support for individual an multiple shop profiling with customization for unique business needs.

SCRS anticipates officially rolling out the BOT by the end of this month.

The system is currently designed to interact with CCC, with plans to expand to Audatex and Mitchell in the near future.

Last November, the BOT was named the Best New Collision Repair and Refinish Product during the 2019 SEMA New Product Awards Breakfast in Las Vegas. It also received a SEMA Global Media Award, which is

presented to new products that are likely to succeed in their home countries while earning attention and acclaim outside the United States.

“So many of our members have gained value from the Guide to Complete Repair Planning, and we believe this newest iteration with the Blueprint Optimization Tool – and the leading-edge technology within it – provides the industry with muchneeded resources to ensure estimate efficiency, profitability and consistency,” comments SCRS Executive Director Aaron Schulenburg. “I don’t think we could have asked for a more positive response, and it’s our hope that the recognition helps to generate awareness of the tool and its capabilities.”

More information on the BOT is available at scrs.com.

Continued from page 47

investment in the full Collision P.R.E.P. Pass in order to attend as many courses as they wish.

“They should invest their time into education. It has value. If you aren’t doing it, who will do it for you?”

The learning does not stop once attendees exit the classrooms. Be sure to leave yourself ample time over the course of the weekend to walk the aisles and take in the various displays by industry-leading exhibiting cmpanies that travel from all over the country to share their offerings.

Solidus Equipment Systems (formerly Precision Equipment) has chosen NORTHEAST 2020 for its official rebranding launch. The welding and frame equipment provider, which has been in existence for 35 years, is eager to show off its new name and look along with the quality and precise products that have made it a leader in the marketplace for decades.

“The rebranding is to solidify our focus on the marketplace as well as our focus on service,” states Rob Sykora, Solidus Equipment Systems’ director of product and market development. “Our equipment is precise as the name states, but Solidus has a double meaning for us. First off, it’s a welding term – it is the point at which metal becomes liquid, and we see that as the point at which we meld with our customer.

It was also the term for a gold coin back in Ancient Roman days, and we feel that we are the gold standard of the industry.”

After making a successful debut at the show in 2019, Keco Repair Products is pleased to return for NORTHEAST 2020. The company decided to expand its booth size this year to meet the growing demand for its products.

“On a smaller scale than SEMA, NORTHEAST is absolutely the best collision-specific show that I have been a part of,” comments Keco Repair Products President Chris White. “In one room, you have just about every manufacturer that

matters in collision repair.”

Whether it’s interacting with peers, learning more about how to run a successful business or purchasing the latest and greatest innovations on the market, NORTHEAST 2020 will provide the education and direction you need.

AASP/NJ thanks these generous sponsors for their support of NORTHEAST 2020: Platinum Sponsor: BASF; Gold Sponsor: Ford; Silver Sponsors: American Honda

167 Route 31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908-782-1795 bseymour@flemington.com www.njparts.com

Motor Co., Inc., CARSTAR, NJ Parts of Flemington, PPG; Lanyard Sponsor: Innovative Solutions and Technology/Spanesi; Attendee Prize Sponsor: Axalta Coating Systems; and General Sponsor: Sherwin-Williams Automotive Finishes.

To pre-register for your FREE badge and sign up for Collision P.R.E.P., please visit aaspnjnortheast.com.

NJA

55 Kinderkamack Road Emerson, NJ 07630 Phone: 201-261-7495 Fax: 201-261-3261 Toll Free: 888-782-9493 parts@libertysubaru.com www.libertysubaru.com

3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiler.com www.paulmillersubaru.com/parts

New Jersey Automotive | February 2020 | 61

ADVERTISERS’ INDEX

Our wholesale parts team is here to make sure you find the exact Genuine Subaru Parts you need for every repair.

Visit us at NORTHEAST® Booth #135

3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiller.com www.paulmillersubaru.com/parts

1-800-NEW-PARTS ............................14-15 Acme Nissan ......................................3 Accudraft ............................................26 AkzoNobel ..........................................17 Amato Agency ....................................27 Audi Group..........................................32-33 Auto Body Distributing ........................36 Axalta..................................................6 BASF ..................................................25 Bill Flannery Automotive ......................38 BMW Group ........................................54 BMW of Springfield..............................13 Bram Auto Group ................................IBC Classic Audi ........................................22 Collision Equipment Consulting, Inc. ....12 Empire Auto Parts................................58 Flemington Audi ..................................5 Flemington Group................................37 Glen Toyota..........................................OBC GM Group ..........................................45 Hyundai Group ....................................39 Indassa USA........................................44 Innovative Solutions & Technology / Pro Spot..............................................IFC Jaguar Land Rover Parsippany ............10 Kemperle ............................................35 Klean Frame........................................58 Lynnes Nissan East..............................10 Maxon Buick-GMC ..............................31

Maxon Hyundai ..................................29 Maxon Mazda......................................29 Mazda Group ......................................48 MGM Auo Body Supplies ....................50 Mike Kaufmann ..................................60 MINI Group..........................................51 Mopar Group ......................................46 NUCAR................................................18-19 Paul Miller Subaru ..............................62 Performance Ford Lincoln....................11 Precision Equipment-Solidus ..............49 Polyvance............................................57 Porsche Group ....................................30 PPG ....................................................21 Reliable Automotive Equipment............4 Sherwin-Williams/Matrex ....................52 Sherwin Williams Help Wanted ............62 Spanesi ..............................................20 Subaru Group......................................61 Town Motors ......................................56 Toyota Group ......................................11 Tri-State Luxury Collection ..................8-9 USI of North America ..........................40 Valtek..................................................59 VW Group............................................23 Westbury Jeep Chrysler Dodge Ram SRT..................................41 Wheel Collision Center ........................59 ZB Negotiations ..................................24

Start a Career at Sherwin-Williams

Sherwin-Williams is the largest paints and coatings company in the world. With $15.8 billion in sales, more than 4,100 stores, and 140 manufacturing and distribution centers worldwide. Our 60,000 employees across the globe are diverse, innovative and passionate. With a variety of rewarding and challenging opportunities, Sherwin-Williams is a great place to launch and grow a career.

Sherwin Williams Automotive supplies advanced technology paint and coating systems for automotive, fleet refinishing, and aerospace coatings to refinishers, distributors, military and business aviation markets worldwide.

We are currently hiring in the NY/NJ area for: * Technical Sales Representative

* Management Trainee

* Part Time Service Associate

Looking for a great Career opportunity?

Full Time Benefits Include: generous long-term retirement, savings plans, inclusive health care benefits, tuition reimbursement, 401(k) and pension investment plan, basic employee life insurance short-term and long-term disability insurance. Semi Retired or going to school part time? We also have part time employment opportunities.

Learn more & apply: https://careers.sherwin-williams.com

62 | New Jersey Automotive | February 2020

Audi Brooklyn

Audi Brooklyn is pleased to announce our

partnership with CCC One to speed your ordering of Audi Genuine Collision replacement parts and components · Our expanded inventory of sheet metal, bumpers and suspension items will help reduce your waiting time and contribute towards reducing repair cycle times · Orders placed through CCC One are given priority fulfillment, will-call pickup and delivery · Our Will-Call parts counter is open on Saturday to help speed your repairs

Audi Brooklyn 211 63rd Street, Brooklyn, NY 11220 Business Hours: Monday - Friday 7:30am - 5:30pm Saturday 7am - 3pm (Deliveries not available on Saturday) Parts Direct: 718.392.6611 or 866.770.5999 Parts Fax: 973.556.1403 www.audibrooklyn.com

Installing Audi Genuine Parts from Audi Brooklyn is priceless to your reputation and your Audi customer’s peace of mind.

Audi Brooklyn is a member of the BRAM Wholesale Parts Network

GLEN TOYOTA PRESENTS

PI’LLaul C imillo MAKE YOU AN OFFER

YOU CAN’T REFUSE

ACCEPT NO SUBSTITUTES

AND INSIST ON GENUINE TOYOTA PARTS SAME-DAY, NEXT-DAY AND SATURDAY DELIVERIES • MULTIPLE DELIVERIES DAILY HOURS: MONDAY - FRIDAY 5:30am - 6pm • SATURDAY 8am - 4pm

TOLL FREE 800-444-1959 • PARTS DIRECT 201-791-1133 • FAX 201-703-5652 www.glentoyota.com • parts@glentoyota.com Contact PARTS MANAGER PAUL CIMILLO for all your parts needs • pcimillo@glentoyota.com

WHOLESALE PARTS SPECIALISTS FOR OVER 40 YEARS! 19-01 Pollitt Drive, Fair Lawn, NJ 07410

PRICE MATCHING AVAILABLE

New Parts and Service Location!