New Jersey Automotive March 2022

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) 70

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DI­REC­TOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2021 - 2023 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com

VOLUME 52 NUMBER 3 | March 2022

CONTENTS

10 OUT OF BODY (AND MECHANICAL) EXPERIENCES

16 EXECUTIVE DIRECTOR’S MESSAGE

12 PRESIDENT’S MESSAGE

18 COLLISION CHAIRMAN’S MESSAGE 46 NJA ADVERTISERS’ INDEX

SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com

LOCAL NEWS

22 Collision Repairers Learn How to Overcome Insurer Objections During AASP/NJ Meeting

by Alana Quartuccio Bonillo

NATIONAL NEWS

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

26 “Who Pays for What?” A Powerful Tool to Help Repairers Succeed

by Alana Quartuccio Bonillo

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

FEATURE

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

30 Proving Herself and Taking No Crap: Women in Collision

by Chasidy Rae Sisk

COVER STORY

36 NORTHEAST® 2022: Back Where You Belong

by Chasidy Rae Sisk PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com MANAGING EDITOR Chasidy Rae Sisk / chasidy@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco / joe@grecopublishing.com

NORTHEAST EDUCATION SCHEDULE

37 Dates and Times for Exclusive Training Opportunities

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 44 Wharton Insurance Briefs

by Mario DeFilippis

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

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

www.grecopublishing.com 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 © 2022 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 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

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

The Blind Eye Doctor

by THOMAS GRECO, PUBLISHER You know, it’s interesting. For decades, I have been hearing everyone talk about “educating the consumer.”

Something happened to me a couple of weeks ago that made me think of two questions regarding this idea.

1. What if the consumer is too dumb to understand?

2. What if the customer just doesn’t care?

Unfortunately, I think we all know the answer to those questions.

I had my routine eye examination a few weeks ago.

This was only my second appointment with my new doctor, so we didn’t really know each other (despite his office being across the street from mine). My first impression of this guy was not that favorable. He was very businesslike and did not seem to like small talk. He barely acknowledged me when I told him how much I had admired his office, an iconic building in our town.

This time, my doctor took a look at my information and all of a sudden found an unexpected interest in me.

He asked what kind of publishing I did. I told him that we

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specialize in automotive repair trade publications.

“What does that entail?’

“We write about all kinds of things pertaining to body shops – things like legislative issues, news, profiles, etc.”

“What kind of issues do those people face?”

“Well, I’ll give you an example. For instance, how much do you think a collision repairer’s hourly rate is?”

He sat back and thought about it for a minute.

“I’d say $40 an hour.”

I was taken aback. Here is an educated professional.

A doctor for God’s sake. And that was the best number he could come up with?

“Forty dollars an hour?” I asked incredulously. “These shops repair your second largest investment. If they don’t do their job correctly, it could cost you or your loved ones their lives. To even go into business, these shops have to spend close to $1 million and have to be trained and certified continuously. Do you really think $40 an hour is continued on pg. 42

New Jersey Automotive | March 2022 | 11

PRESIDENT’S MESSAGE

Get Off the Sidelines!

by JERRY MCNEE Running a shop in today’s market has so many challenges: Labor Rates not keeping pace with the Cost of Living Index, the ongoing technician shortage and increasing insurer interference in the way we do business – not to mention the continuous struggle to manage customer expectations and stay up-to-date on changing technologies to ensure we’re repairing these advanced vehicles correctly and safely.

A lot of collision professionals like to think they’ve “got it all figured out.” Yet, if that’s truly the case, why is our industry in its current position?

Listen. None of us can know everything, but if we all start pushing in the same direction, our industry WILL improve for the better. But to do that, we all need to get involved in our businesses!

And to be clear, I’m not specifically talking to business owners here. Our employees play a vital role in how our businesses are run and how profitable we are. As owners, we need to hold others accountable for doing their jobs responsibly, but they are often the people who perform the actual processes, so we need to encourage them to get involved too.

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AASP/NJ brings great training content to New Jersey shops on a regular basis, but it’s frustrating at times to hear how many people simply don’t take the time to attend. You have to make the time; you need to invest in educating yourself and your team. Your time investment translates into a monetary ROI (return on investment), so if you want to improve, you need to exert some effort.

This month, we’re ramping up those efforts with the return of our 45th NORTHEAST® Automotive Services Show in Secaucus on March 18-20 where you’ll have the chance to learn more about new products and equipment and to tune in for the education you need to run your shop.

Having issues finding employees? We’ve got a panel for that. Are suppressed Labor Rates really hurting your bottom line? Yeah, we’ve got a panel for that too. We’ve got classes on customer service, on calibration, on utilizing the Appraisal Clause and so much more. We’re even offering a class that can be used to renew your NJ auto body license!

And we’re pacing these classes out over the course continued on pg. 40

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EXECUTIVE DIRECTOR’S MESSAGE

The Time Is Now

by CHARLES BRYANT For some time now, many in the collision industry have said we will be working on automated vehicles that can basically drive themselves before we know it. Well, hello, that time is now! Those vehicles ARE here, and they are being worked on by many shops that believe they are still waiting for those vehicles to get here.

The first problem is that it happened much faster than anyone expected. With that said, the collision industry is faced with more problems than one might even imagine.

These ultra-modern vehicles are nothing like the vehicles that the collision industry is accustomed to repairing. Collision workers now have to look up repair procedures required to perform the repairs and check for position statements from the vehicle manufacturer. I can tell you that, most of the time, it is no easy task and certainly not something technicians had to do in the past. A good technician could simply rely on his or her years of experience to perform their job.

Now, that experience (which took years to gain) is basically useless because the vehicles coming into shops these days are completely different and therefore require the technician to start all over by learning one vehicle or even one procedure at a time, often learning the same procedure on different vehicles all over again and again. Looking up repair procedures and checking for position statements is commonly referred to as “creating a blueprint for the repair,” and similar to a builder creating a blueprint to build a house – it can be quite time-consuming. For this reason, more and more shop owners are investing the money required to get their technicians certified for the vehicles they intend to repair or specialize in, as well as the required equipment, which can be a major investment. At the same time, many of the older shop owners that have been in the industry for most of their adult life are simply not willing to make the investment and start all over; as a result, they are ready to retire early and sell their shops. The bottom line is: If the shops are not willing to

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make the investment in the equipment and training required to repair these new vehicles, the best move would be to sell their shops because that is the only way that these modern vehicles will get repaired safely and properly as the liability is just not worth it.

Now, with that explained, the next question is: Where will the finances that are required to purchase the equipment and training come from? People are going to have to rely on their insurance to cover the cost to repair these ultra-modern vehicles. The main problem shops are already experiencing is that insurers are not willing to acknowledge the changes that are upon us. Collision shops simply cannot repair these vehicles for Labor Rates less than bicycle shops are paid to repair bicycles, period. In the past, collision shops have been able to work out the Labor Rate issue by playing Let’s Make a Deal, working around the issue by cost shifting. Now, the difference is so great between what is required to repair the vehicle and what insurers are currently paying that even those improper methods of reaching an agreed price will not work.

The time is now to address the Labor Rate issue once and for all. The traditional $1 or $2 per hour will not fix this problem!

Another problem that has to be addressed is when an insurer walks into a collision shop and starts the conversation by saying something to the effect of, “We don’t pay for that”, or suggests that if you don’t buy the parts from this or that vendor, they will limit the amount they pay to the amount that the part would have cost from their suggested vendor.

Well, fellow members of the collision industry, those are only two major issues that should have been addressed and resolved long ago, but they were not, so guess what? Now, we have no choice because the old method will no longer work. As a result, both of these issues are top priority and are now on the table to be addressed. All I can say about this presently is to stay tuned because the time IS now, like it or not!

NJA

New Jersey Automotive | March 2022 | 17

COLLISION CHAIRMAN MESSAGE

Education to Improve Our Industry at

by DENNIS CATALDO, JR. I’m excited to say that the NORTHEAST Automotive Services Show is back where it belongs - in March! It has been a tumultuous two years to say the least, but we are proud of what we have to offer you this year. For starters, I urge everyone to sign up for the slate of education and training classes. We go to great lengths to try to provide current and informative topics with those who are willing to work together and improve our industry. There is no better way to be an active member of AASP/NJ than to attend the classes we have slated for you this year. Classes cost $25 each, or you can purchase access to all nine classes for $199. As an added bonus, you can bring a friend along for FREE! We have four panel discussions this year: • The Continuing Tech Shortage: How Do We Fix It?; • Labor Rate 2022 & Beyond: How to Get What You’re Worth; • Mastering the Appraisal Clause; and • The Future of ADAS.

Americas, Inc.) and John Shoemaker (BASF).

Additional classes include:

Certainly a fantastic value for $199, and I guarantee you will pick up information that will pay back on that small investment. Speaking of investments, we are also

Beyond Blueprinting to GUIDING the REPAIR PROCESS presented by Timothy Morgan (Spanesi

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Accessing Ford Repair Information, Collision Sectioning Procedures for Aluminum presented by Gerry Bonanni (Senior Engineer, Paint and Body Repair, Ford Motor Company).

Managing the Customer’s Experience presented by Lee V. Rush, Sherwin-Williams Automotive Finishes).

Get it STRAIGHT to CALIBRATE presented by Timothy Morgan (Spanesi Americas, Inc.) and Chuck Olsen (AirPro Diagnostics).

OEM Certification Success: Do’s and Don’ts presented

by Dave Gruskos (Reliable Automotive Equipment). This class will qualify as New Jersey auto body training for license renewal which is due later this year.

continued on pg. 40

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New Jersey Automotive | March 2022 | 21

by ALANA QUARTUCCIO BONILLO

LOCAL NEWS

Collision Repairers Learn How to Overcome Insurer Objections During AASP/NJ Meeting Collision repairers don’t have to take “no” for an answer when it comes to insurer pushback.

Dozens of AASP/NJ members received an eyeopening view of steps that can be taken to receive fair compensation for fixing today’s vehicles safely and properly from Tim Ronak, senior services consultant at AkzoNobel, during the association’s February virtual membership meeting.

Ronak set out to help repairers establish ways to combat common pushback practices that insurers put into play regularly.

He pointed to language in most insurance policies which promises to restore the vehicle “to pre-accident operational safety, function and appearance.” This doesn’t mean “close to” or “reasonable facsimile,” it indeed implies “the same.” Ronak acknowledged his shock on too many occasions to find collision repairers are unaware this language exists in insurance policies.

”

“In every single issue, what’s missing is the proof. Shops aren’t making the effort to document why and what they are requesting.”

He reminded repairers they are the professionals when it comes to the repairs – they have the power to ensure the repairs are done right, not to mention they are the party who would be held liable should the work come into question if the vehicle is involved in a subsequent accident.

“In a court, an insurer estimate has no relevance as the vehicle is repaired according to the repair shop’s work instructions or invoice,” stated Ronak. “The liability falls on the shop. You can’t say, ‘That’s all they paid for.’ It doesn’t matter. YOU are responsible for that repair.”

Stressing that there are no shortcuts to fixing cars without risking liability, Ronak referred to the well-known John Eagle Collision case which left a couple with life-long debilitating injuries. He suggested there are various similar cases that don’t make it into the news due to disclosure agreements, so repairers need to be well aware that shops are most certainly being held liable – and it’s happening more often than they may think.

“You haven’t dodged a bullet; you just haven’t stood in front of one yet.”

So, how does a shop combat insurer pushback?

“In every single issue, what’s missing is the proof.

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Shops aren’t making the effort to document why and what they are requesting.”

When it comes to pushback over the use of OEM parts and procedures for example, Ronak revealed that the term “recommended” will be considered the same as “required” in court. Also, repairers must be mindful that OEM-recommended and “like, kind and quality” are not always the same.

“You can weigh a part. If it’s not the same weight, or if a part doesn’t have the same hardness as what is required, it IS different and it’s a fail. It has to be the same part. Insurers are saying they will restore the vehicle back to ‘same function and performance as it had before.’ That is what the contract says. You need to understand what it says and provide that documentation to your consumer so they can be reimbursed.”

Another important aspect to getting paid properly for doing a job right is helping the insurance companies understand what needs to be done.

“They really believe you are making stuff up,” he commented. “They don’t understand ‘the turbo encabulator needs to be replaced.’ Part of this is helping them understand.”

When an insurer pushes back against a charge they call “cost of doing business,” repairers need to ask themselves if it is a cost that can be avoided. Materials related to the repair, outside services, technology-based products and calibrations are all brought in on a per-job basis. They cannot be avoided and therefore can be charged for…unlike employee salaries, marketing, rent, taxes and other overhead expenses which should be tied into an established sales target.

When it comes to resolving issues, Ronak referenced the Right to Appraisal as a tactic that consumers and insurers can use to resolve the conflict which ultimately lies between them.

“The conflict is between the customer and the insurer,” he reminded. “You don’t have a dog in the fight other than wanting to get paid. The reality is: It is up to the consumer.

“You are going to have to figure out a dispute resolution procedure,” Ronak added. “If you don’t, you will have to assume that fight or simply agree to whatever the insurer feels is best.”

Ronak summarized, “The idea is that you need to be able to do your documentation. Have your defense of why you are repairing the vehicle the way you are repairing it ready, and provide that to a consumer. The goal is to substantiate what you need to do so that you can get paid for it, and your ultimate goal is to limit any liability that you choose to expose yourself to. Our goal, obviously, is to always make sure we put a consumer back in a vehicle that is exactly as safe as the vehicle they had prior to their loss.”

NJA

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by ALANA QUARTUCCIO BONILLO

NATIONAL NEWS

A Powerful Tool to Help Repairers Succeed In this complex and – all too often – challenging industry, collision repairers certainly need all the help they can get their hands on to remain successful.

One of the best tools around is available to all repairers for FREE, courtesy of CRASH Network and Collision Advice via their quarterly “Who Pays for What?” survey.

The survey provides an opportunity for shops to lend their voices to the industry by reporting about operations, and the results help educate them – and the whole industry – about “not included” operations, while also tracking trends and reporting issues. The data compiled can be used in negotiations and even as a training tool. Repairers can sign up to take the surveys at crashnetwork.com/collisionadvice.

Everyone who completes the survey receives a report once the results are compiled. Results are also available for download via the website.

Making its debut in 2015, the survey came to be as a result of a collaborative effort between well-known industry consultant Mike Anderson (Collision Advice) and John Yoswick (CRASH Network).

“When I had my shops, there was a publication called Collision Insight, produced by this guy named Charlie Baker,”

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explained Anderson. “It was this little newsletter with industry trends in it. He always had a survey about 20 things relating to the top eight insurers which asked, ‘How often did you get paid for those?’ This was back in the days of fax machines.

So, you would fill it out and fax it to him. Then he’d compile the results and put them in a future issue.

“I used to love that,” he continued. “Once I became a consultant, I wanted to do something along the same lines but on a grander scale. So, I called John Yoswick at CRASH Network and suggested putting out a survey collaboratively.

We put together a list of questions and got it out, and people saw value in it.”

Once the survey got off the ground, repairers took to it quickly, Yoswick and Anderson report; one of the first surveys brought in more than 1,000 responses, according to Yoswick.

Anderson decided to break it into four surveys, which are distributed in January, April, July and October and conducted annually.

“We decided to group them into themes,” says Yoswick.

“There have been some changes over the years, but we always do one on refinishing operations, one on body labor operations, one on frame and mechanical and one on scanning and calibration and/or shop materials, which would ask questions such as ‘Are you charging for seam sealer?’”

Anderson cited the four main reasons why repairers should take the 15 to 20 minutes to complete the quarterly survey: “The number one reason is to create awareness about things repairers may not be charging for. Number two is to show repairers that they aren’t ‘the only one’ and to give them confidence they aren’t alone. Third, it’s also a great training tool; repairers can take the results and share it with their staff during training.

“The fourth benefit is a credit to the Database Enhancement Gateway (DEG). We’ve upgraded over the years to include links to the DEG inquiries that show ‘notincluded’ operations after every question.”

Some interesting things have been uncovered over the years as a result of the surveys. For the past six years, repairers have been asked if they charge for administrative fees on total losses. Back in 2015 when the survey debuted, only 46 percent reported asking for reimbursement “regularly, always or most of the time.” Yoswick indicates their most recent results show that figure has driven up to 72 percent.

Although the survey does generate results from hundreds of shops each quarter, Anderson still wishes more would complete it and therefore encourages every repairer to invest the time.

It doesn’t cost anything more than a few minutes and using the results brings a high-level of value into one’s business.

“It’s just good for the industry,” says Anderson.

NJA

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FEATURE

Proving Herself and Taking No Crap: Women in Collision Although women comprise around 51 percent of the population, less than two percent of auto body repair technicians are female, based on a 2021 report by the US Bureau of Labor Statistics. Yet, nearly 60 percent of women participate in the labor force, which begs the question: Why aren’t more women working in automotive and collision repair shops where we so desperately need help?

A large reason for the lack of female technicians is simply…the lack of female technicians. Young women often don’t pursue careers in the automotive and collision industries because they don’t see other women in those roles, leading them to believe that there’s no place for them. Of course, that’s totally untrue. While women are different from men, those differences are a strength when leveraged properly!

Women think differently. Their focus on efficiency and accuracy tend to be huge assets for shops, not to mention the fact that female consumers are typically more comfortable visiting shops that employ women. But defying the odds and being the only woman in the room comes with its own unique set of challenges and fears.

Overcoming the fear of being different is never easy – just ask any collision repairer whose negotiations with insurers have been quelled by the claim that they’re “the only one!” – but fortunately, some women are comfortable being uncomfortable; they didn’t allow their fears to subdue their aspirations to join this industry. New Jersey Automotive talked to a few of the amazing women who’ve found a home in New Jersey collision shops and other industry businesses about their experiences working in a male-dominated industry, the benefits of diversity and how shops can attract more female employees.

Ironically, Danielle Molina (Perfect Bodies Collision; Passaic) found her passion for auto body by accident – quite literally! As a college student, she got into a crash which forced her to take a leave of absence from her job. Unable to sit still at home, she lended a hand to her mother who worked at a shop.

“I saw the need for quality shops and the potential to start a great career. My short leave in 2012 turned into a permanent position, and I opened my shop by 2015.”

In the beginning of her career, Molina found it easy to blame challenges on her gender.

“My ego didn’t believe it was a lack of knowledge, but I had to grow past that. Sometimes, we simply don’t know enough. It’s easy to chalk up those experiences to being a woman, but when you place blame outside yourself, there’s 30 | New Jersey Automotive | March 2022

no call to personal action. Even if being a woman is the reason for a challenge, there’s nothing I can do to change it, so I focus on the things I can control: my knowledge, skillset and experience. We get to choose how we perceive things, and I’ve decided to see these challenges as opportunities to grow.”

Her gender offered one large advantage for Molina: “I don’t feel pressured to be naturally good with cars because people often assume women just don’t know. The bar being set so low is almost helpful, as it allows me to always operate from a beginner’s mindset. I learn something new every day, in large part because I feel free to admit if I don’t know something and I also feel empowered to find the solution. Being curious and asking questions gives me an advantage. When I think about how far I’ve come, I can’t discount the value of my team…Perfect Bodies is a ship on wheels, and we’re all wheeling forward; I work for them as much as they work for me.

“Networking can be difficult as a woman in this industry since we don’t necessarily fit into the ‘boys’ club,’ but I’ve been blessed to find great mentors, like Charlie [Bryant, executive director of AASP/NJ]. Women excel at building a community, and by being humble and eager to learn, we can earn a seat at the table by virtue of proving our knowledge base.”

Nicole Sigrist (Collision Restoration; Fairfield) grew up in a “car family” with a father who collected antique cars. Shortly after graduating high school, a family friend hired her to answer phones at a collision repair facility, where she worked for seven years, learning parts ordering and realizing her love for the challenge of filing third-party claims for customers and disputing police reports.

In 1995, while Sigrist was searching for a new job, her father ran into Eddie Day, owner of Collision Restoration, who was seeking help in his shop. Sigrist “learned everything here. I always had a thing for cars, and I’m lucky to have found my niche. I loved it then, and I still love it!”

Sigrist agrees that acceptance in the industry really boils down to demonstrating what she knows.

“The guys I work with don’t think less of me because I’m a woman; I’ve gained their respect because I know what I’m doing. When someone doesn’t know their job, it’s obvious.

You have to recognize your strengths and weaknesses, and then find someone to help you improve your skills.”

Despite being knowledgeable, Sigrist has faced her share of doubt:

by CHASIDY RAE SISK

“When I began estimating in my late 20s, I had certain customers – mostly men – who didn’t want me to look at their cars. I was offended, but I proved myself. Now, one of those customers specifically asks for me when he comes to the shop.”

Growing up in a car family isn’t quite the same as growing up in an auto body shop. Debbie Tallman (Rico’s Auto Body; Robbinsville) began working in her father’s shop in 1975 through her high school work program.

“My parents raised two daughters, so I always tell people I am the son that my father never had. I considered going to college to become an elementary school teacher, but Dad encouraged me to try it for a year. I didn’t know anything about cars when I started, but I stuck it out. This is a difficult business with ever-changing technology, so you have to be willing to learn new things.”

Tallman has certainly learned a lot from her time in the shop.

“I’ve found the best way to take care of customers is simply asking myself, ‘Would I accept this repair if it were my car?’ A good team that works with you is vital, and I always praise my guys for being one of the reasons we’ve been in business this long. We treat everyone with respect and expect the same in return, but as a woman, you have to work hard to earn the respect of some men in this industry.”

Cackie Scott (Valtek; Paterson) married into the industry in 1992, and coming from a background in industrial food production, financial planning and electrical equipment

sales, she was accustomed to working in male-dominated industries. While she faced some hurdles at first, she has also experienced some kindnesses that wouldn’t be extended to a male counterpart.

“Many were very kind when I was learning the ropes.

Some employees have cursed me; others have liked me. The employees who have problems with women were weeded out long ago. Our current cohorts are helpful and respectful, and I appreciate their skills. They know they can do their jobs, and I’ll do mine. New suppliers sometimes hesitate to speak frankly with me, but they get over it. Desk review people are probably the least cooperative, but that’s the definition of their job.

“Appraisers have mostly been men, but I try to understand their constraints and make their job as easy as possible. Female adjusters tend to be very reasonable.

Adjusters and customers have become much more comfortable with me writing estimates over the past 30 years – and so have I! Some customers apologize for cursing and hold my ladder while I climb around their trucks; I actually think my age bothers them more than my gender.”

In 1985, Joanne Peotter and her husband opened Peotter’s Autobody (Summit), starting with only five employees. She began her industry career by doing the shop’s bookkeeping and payroll, but as the business grew, her duties expanded into estimating, parts ordering and running the frontend. Although her husband passed away 10 continued on pg. 32 New Jersey Automotive | March 2022 | 31

FEATURE continued from pg. 31

years ago, her children have been involved in the business since they were little, and they’ve joined their mother in running the shop.

Although Peotter has certainly encountered obstacles along her journey, she believes, “You’ll have challenges to deal with no matter what job you do, but in dealing with customers and adjusters, I’ve found that they don’t treat me differently once they realize I can clearly explain how we have to repair the car. Four women work in our office, and they are all knowledgeable about cars.”

Since women influence up to 85 percent of automobile purchases, it stands to reason that they also determine where to take a vehicle in need of repairs. Female customers often find comfort in dealing with women working at shops due to insecurities about their own lack of automotive knowledge as well as misperceptions related to the propensity of repairers taking advantage of that deficiency.

“Having women in the shop makes it easier for female customers to come in,” Peotter suggests. “We make it easier for all customers though because we take the time to explain the repair process in a way they can understand.”

“Many women are relieved to deal with a woman,” Sigrist contributes. “They find it comforting. Dealing with mostly men can be intimidating, especially in this type of environment where they’re already on edge.”

“People don’t care how much you know until they know how much you care,” Molina quotes Theodore Roosevelt.

“That’s especially true of female customers, and anyone with an advanced EQ (emotional intelligence) will try to make a connection before trying to make a sale. Women typically are more comfortable with EQ and building relationships because they understand what makes people tick. Knowing about people is huge, and that’s one of the main skills we learn by growing up female.

“We have to remember that our customers are trusting us with one of their largest investments as well as to ensure their vehicle is safe; after all, they’re putting their families in a metal tube that flies down the highway at speeds that the human body can’t survive on its own. They want to trust that you’re doing the right things for them.”

Employing women in the shop – as technicians, estimators, detailers, painters, mechanics, managers or any other role – benefits the business in many other ways as well.

“Women excel at multitasking, which is helpful in a shop where there’s always a ton going on at any given time,” Sigrist says. “Also, we’re typically more empathetic. If my Nana walked into a shop, scared and in need of help, I hope they would take care of her. Everybody who comes into our shop is someone’s family, so that’s how we treat them…like family. Customer service is huge, so I’ll bend over backwards to make the process as seamless as possible for our clients because I love what I do.”

Tallman shares a similar viewpoint: “I always take time to educate our customers, and I never 32 | New Jersey Automotive | March 2022

“

“You don’t need to ‘grow a thicker skin’ or try to fit in. It’s really empowering to know that this industry needs a woman’s touch.

Just keep showing up and doing your best!” push them into any repairs; I have empathy for their situation and explain exactly what they can expect during the repair process. I earn their respect by treating them respectfully. We – women and men – have to work together to accomplish our goals in any business.”

“A good negotiator is a good negotiator, regardless of gender, age or anything else,” Molina emphasizes. “Whether we’re men or women, people will challenge us when we’re green, and training is essential for all of us.

For shops that want to hire women but haven’t had much success, these industry professionals have some suggestions. Women are naturally curious, so it’s imperative that their environment is nurturing in the sense that someone will answer any questions she may have.

Representation is also vital, and portraying the diversity of women in the industry can help attract more female employees.

“It’s important for every type of woman to see a woman like her in this field,” Molina points out. “None of us woke up and instantly became good at this. We learned over time.

Other women want to know that they can be who they are – even while working in a shop. It all starts with showing up!”

“Flexibility is huge,” Molina continues. “Of course, this is a hands-on business that requires bodies in the shop, but it’s important to be family-oriented, especially with front-facing female employees who typically carry a large part of the burden at home as well. Until our social contract changes, we need to be willing to meet them in the middle.”

“Adjusting for part-time or flexible days or hours around child care might be advantageous,” Scott agrees. “It’s accepted as fact that the auto body industry is experiencing a tech shortage, and since women are 52 percent of the population, adding them to that pool doubles the chances of finding an employee who fits the business. Not everyone is suited to this trade, but that’s just as true of men as of women.

Given a chance, a woman will prove herself – or not – same as anyone else.”

Finding female employees shouldn’t be too difficult, according to Scott.

“Employers in any industry need only to state openly that continued on pg. 34

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FEATURE continued from pg. 32

women are welcome to apply for any positions available…and then pay them equitably. Auto body technician jobs provide an opportunity for women to earn better-than-average wages.

The emphasis on STEM curricula has broadened exposure to basic mechanical and electrical concepts, and combined with increasing opportunities in the military and sports, many women already have the skills and the interest in becoming techs.”

With all the challenges thrown at collision repairers, being confronted with additional hurdles related to gender can be daunting. What advice would these ladies offer other women interested in pursuing a career in the collision industry?

“If you’re interested in this field, learn as much as you can and work hard,” Peotter recommends.

“This is a great business to be in if you’re interested in cars, and you’ll always have a job; however, it won’t be an easy career,” Tallman warns. “It’s a hard, dirty job, but if you love what you do, you will be successful in any career you choose.”

Molina offers a wealth of suggestions for other women.

“Get comfortable asking questions. Where you work is also an important consideration: Businesses are more likely to invest in you if you invest in yourself. Seeking mentors and

becoming more knowledgeable will help you prove yourself and earn your seat at the table. If you strive to be one percent better each day, you’ll become better at what you do, and that’s immensely satisfying.

“Get past thinking that you’re being challenged only because you’re a woman, but at the same time, when those situations occur, understand that how someone treats you is a reflection of them; your response reflects on you. Realize that you don’t need to ‘grow a thicker skin’ or try to fit in. It’s really empowering to know that this industry needs a woman’s touch. Just keep showing up and doing your best!”

“Besides it being cool to know a ‘men’s’ industry…WHY NOT?! There’s no reason you can’t do it; nothing’s stopping you!” Sigrist encourages. “I made a career out of it, and after 32 years, I still love my job. Learn the job, seek mentors to help you continue growing, and be confident in what you know. Go for it!”

Scott agrees: “Just do it!” …and we agree. As long as that woman is smart, resourceful and resilient, she’ll fit right in with this crew!

Happy Women’s History Month!

NJA

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34 | New Jersey Automotive | March 2022

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New Jersey Automotive | March 2022 | 35

COVER STORY

BACK WHERE

by CHASIDY RAE SISK

2022 YOU BELONG

Looking for the latest tools and equipment, out-of-thisworld training and a chance to network with other collision industry professionals? Well, you’re in luck! AASP/NJ’s NORTHEAST® Automotive Services Show is back March 18-20 at the Meadowlands Exposition Center (MEC) in Secaucus.

The largest regional automotive show of its kind, the 45th iteration of AASP/NJ’s flagship event promises more education, updated equipment and innovative products than ever before.

“We’re looking forward to NORTHEAST 2022,” states AASP/NJ Executive Director Charles Bryant. “I’m also eager to attend the show since it’s the best place to explore all the new equipment and services that are offered to our industry.”

“NORTHEAST is the best show in the country, and it’s in your own backyard!” AASP/NJ President Jerry McNee adds. “We’re excited to welcome the return of spring at the Meadowlands, back where we belong, and we’re excited to bring the industry’s latest equipment, tools and educators to local repairers. We can’t wait to see everyone!”

Many companies look forward to returning to the MEC each year to highlight their newest products and more.

As always, returning NORTHEAST Platinum Sponsor BASF offers plenty to see and experience at this year’s booth, which will feature hands-on demonstrations of the Refinity digital platform as well as an opportunity to explore BASF’s Glasurit 100 Line and their new baslac® paint system.

As part of its ongoing efforts to support the industry’s future, BASF announced at SEMA 2021 that it will be collaborating with the Collision Repair Education Foundation (CREF) and KTL Restorations on Operative Talent, a fundraising initiative designed to highlight collision repair as a viable career path through the rebuild of a 1969 Camaro.

“Education is important to this industry and to BASF,” says Tina Nelles, marketing service manager of BASF Automotive Refinish Coatings North America. “We’ll be debuting the Camaro chassis and body at NORTHEAST 2022, and attendees will have the chance to sign up for our first release of tickets in advance of auctioning the rebuild at SEMA 2023.

“NORTHEAST provides a great chance to connect with our customers and the industry,” Nelles continues.

“We’re excited to highlight some of our products, but we’re showcasing even more for attendees to look forward 36 | New Jersey Automotive | March 2022

to! Jonathan Goolsby is bringing his 1932 Ford ‘5th Avenue Special,’ and we’re also bringing Mike Ring from Ringbrothers. Is he the better half? You’ll have to come to NORTHEAST to find out!”

Those won’t be the only celebrities on the trade show floor. Longtime exhibitor Lift King “will have a well-known celebrity from the industry at our booth for two full days to encourage buyers to come have fun and make memories at NORTHEAST,” according to Paul W. Kerr, COO of Lift King Products LLC. “We’re also unveiling four new items that have never been seen before. We’ve very excited to attend and support the show.”

“The NORTHEAST show has always been one of our favorite annual shows. The buyers who attend this show are typically more serious than the buyers at the other shows we attend,” contributes Lift King Products CEO LJ Tetreau.

“We feel that with the dates going back to normal and fewer restrictions, more people will attend, and the show will be much better. We again look forward to seeing old friends and meeting new friends and customers.”

NORTHEAST 2022 promises plenty to see and do, but attendees also enjoy the chance to win great prizes. AASP/NJ will award a total of $5,000 NORTHEAST dollars – $500 each to 10 lucky attendees – to be applied toward any purchase at the show.

As a Prize Sponsor, Spanesi Americas will be gifting one lucky attendee with a Q5.2 three-torch MIG/MAG welder, valued at $8,000.

“We’re excited to give away such a great piece of equipment, and we’re hoping it makes a big splash with attendees,” shares Timothy W. Morgan, COO of Spanesi Americas, who will also be presenting two classes as part of the NORTHEAST 2022 educational slate. “In anticipation of a great turnout, we’re bringing a very well-rounded product offering that includes our award-winning Touch electronic measuring system, 106 Series structural straightening bench, Multibench workstation repair machine, Spanesi’s PULL UP! Repair system and our complete welder lineup. We’re looking forward to the show.”

Following their 2021 debut as a NORTHEAST exhibitor, Advance Professional returns to the MEC this year.

“Advance Professional is excited to return for our second year,” professes Scott Krinsky, vice president of strategic continued on pg. 38

FRIDAY, MARCH 18

2022

SHOW HOURS 5pm - 10pm

4pm The Continuing Tech Shortage: How Do We Fix It? (Panel Discussion) Brandon Eckenrode (Collision Repair Education Foundation); Keith Egan (Betag North America); Paul Hill (I-CAR); Bart Mazurek (CCC Intelligent Solutions); Greg Settle (Techforce); Moderated by Michael Bonsanto (Passaic County Technical Institute and I-CAR) 6pm Beyond Blueprinting to Guiding the Repair Process Timothy Morgan (Spanesi Americas) & John Shoemaker (BASF) 8pm Accessing Ford Repair Information, Collision Sectioning Procedures for Aluminum Frank Terlep (Auto Techcelerators, LLC)

SATURDAY, MARCH 19

SHOW HOURS 10am - 5pm

9:30am Managing the Customer’s Experience Lee Rush (Sherwin-Williams Automotive Finishes)

11:30am Mastering the Appraisal Clause (Panel Discussion) Charles Bryant (AASP/NJ); Robert McDorman (Auto Claim Specialists); Barrett Smith (Auto Damage Experts, Inc.); John Walcuk (ZB Negotiations); Moderated by Joel Gausten 1:30pm Labor Rate 2022 & Beyond: How to Get What You’re Worth Jerry McNee (AASP/NJ); Lucky Papageorg (AASP/MA); Burl Richards (ABAT); Barrett Smith (Auto Damage Experts, Inc.); Sam & Richard Valenzuela (National AutoBody Research); Moderated by Joel Gausten 3:30pm Get it Straight to Calibrate Timothy Morgan (Spanesi Americas) & Chuck Olsen (AirPro Diagnostics)

SUNDAY, MARCH 20

SHOW HOURS 10am - 3pm

9:30am The Future of ADAS (Panel Discussion) Nick Barbera (ADAS Diagnostics/Union Collision); Bud Center (I-CAR); George Lesniak (Autel); Eric Newell (AirPro Diagnostics); Frank Terlep (Auto Techcelerators, LLC); Moderated by Joel Gausten 11:30am OEM Certification Success: Dos and Don’ts Dave Gruskos (Reliable Automotive Equipment

PLUS:

• FREE TRAINING: Sunday, March 20, 1:30pm Basic Investing Options for Shop Owners

Presented by: Susan Portnoi (Mercer Advisors)

• AASP/NJ's 2nd Annual Young Technician Award Presentation • The return of NORTHEAST Dollars - win $500 off any show purchase!

• Meet Mike Ring from Ringbrothers courtesy of Platinum Sponsor BASF • Win a Q5.2 welder courtesy of Prize Sponsor Spanesi • And so much more!

Mike Ring New Jersey Automotive | March 2022 | 37

COVER STORY continued from pg. 36

accounts for Advance Professional.

“We are glad to be a part of this year’s AASP/NJ NORTHEAST 2022, a threeday event centered around exhibition, training and information. We’re excited to network with our current business partners and meet new ones too!

“We’re looking forward to displaying and demonstrating our latest PBE, parts and T&E products, along with other shop-focused technology solutions to help contribute to our customers’

38 | New Jersey Automotive | March 2022

success! Stop by our booth for a live demo of the Autel MaxiSys IA900WA frame which performs both wheel alignment and ADAS calibration to help improve shop efficiency and profitability. Our PBE team and Advance Professional commercial account managers look forward to introducing themselves!”

Longtime exhibitor Kurt Lammon of Polyvance invites NORTHEAST attendees to check out their booth:

“We’ll be doing nitrogen plastic welding demos all weekend long for anybody who would like to see it or try it for themselves. Last year’s event was really enjoyable, and although attendance was lower than normal for a number of reasons, the enthusiasm was up! We can’t wait to see all our customers again.”

“AkzoNobel is excited to engage with our customers face-to-face at NORTHEAST 2022,” agrees AkzoNobel Marketing Communications Manager Jen Poliski. “Being able to see our customers again will certainly bring a level of ‘normal’ back to our relationships and interactions with our industry partners.”

AkzoNobel’s eye-catching new booth design will showcase the company’s body shop product software, Carbeat®, through live demonstrations and testimonials about how it improves shop efficiency.

“We’re also displaying a 1972 Corvette Coupe, painted with our Modern Classikk refinish paint colors: Black Hole Black and Killer Tomato,” Poliski notes. “Our account reps will be on hand during the show to answer visitors’ questions about AkzoNobel’s vehicle refinish brands and services as well as our business services.”

As always, this year’s event features a world-class educational slate designed to help industry professionals strengthen their businesses.

“Everyone who owns or works in a shop should educate themselves about their business and this industry,” McNee encourages. “None of us can know everything, but NORTHEAST offers some of the best training the industry has to offer. You’re guaranteed to learn something that you can implement immediately to improve your business.”

“No matter what you are looking for – equipment, training, tools and presentations on the latest technology – you will find it at the 2022 NORTHEAST Automotive Services Show,” Bryant notes. “Plus, it’s a great way to start getting back to normal and say hello to so many that we have not been able to for so long. In short, this is an event that you don’t want to miss. See you all there!”

What are you waiting for? Register to attend NORTHEAST 2022 at aaspnjnortheast.com.

NJA

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New Jersey Automotive | March 2022 | 39 5/27/21 5:43 PM

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PRESIDENT’S MESSAGE continued from pg. 12

of the entire weekend – Friday, Saturday and Sunday – so there’s no overlap, allowing you to learn everything you need to know. Even outside of the formal educational slate, you can learn valuable tips for running your business simply by having conversations with industry peers; plenty of us will be there, and many of those conversations are just as valuable as anything you could learn somewhere else.

With tons to learn and see, it’s physically impossible to do it all in a single day, but again, it’s well worth the investment, so plan to spend the weekend with us. This is our 45th NORTHEAST, which has grown and progressed every single year, despite recent challenges. We’re bringing 45 years of improvements right to your own backyard, but you’re too busy!! You have to make time for your business. Nobody will do it for you; improvement should never take a backseat, so get involved and attend the largest show on the East Coast .

Nothing in, nothing out! If you’re not putting anything into your business, you’re not going to get much out of it. It’s time to combat the industry’s challenges by taking control of your business, but first, you need to start paying attention to what’s happening. You need information to improve. Are you seeing insurance appraisers or managers who can’t answer your questions when discussing your estimate or the repair procedures? That old bag of reasons that they have used against us for years is empty. Knowledge is power! I want to be treated as a professional, and I expect nothing less. You shouldn’t either.

There’s no better avenue to educate yourself than NORTHEAST – you’ll receive pertinent information that you can implement the next day; you’ll learn strategies that you can adapt to suit your facility’s needs.

Of course, if you’re happy with how things are going, stay home…but you can’t complain that our industry is changing for the worse if you’re not involved in improving it.

You have a simple decision to make: Do you want to sit on the sidelines and accept the status quo, or are you going to get in the game by educating yourself and getting involved with a better future for our industry? The choice is yours.

COLLISION CHAIRMAN’S MESSAGE

NJA

continued from pg. 18

providing a free training opportunity on “Basic Investment Options for Shop Owners” presented by Susan Portnoi (Mercer Advisors). Improving cash management is always sound advice!

Finally, we are excited to announce that a total of $5,000 will be awarded in NORTHEAST DOLLARS! Ten lucky NORTHEAST attendees will be awarded $500 in NORTHEAST DOLLARS to be put toward any purchase at the show. All you need to do to enter the contest is to preregister for the show by visiting aaspnjnortheast.com.

Sign up now!

NJA

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New Jersey Automotive | March 2022 | 41

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

fair and justified?”

“Hmmm. I never thought about it like that. Okay. Maybe $50. I mean, how hard is it to stick a bumper back on?”

“You realize vehicles today are basically supercomputers on wheels.

It’s a lot more than just sticking a bumper back on a car. And also, you deal with insurance companies.

Imagine dealing with daily claims worth thousands as opposed to office visit claims.”

He shrugged and told me to read the chart.

Yup. This is what we’re up against. If a white collar professional can’t understand this, how in the world can a blue collar one? Never mind a politician. We are up against a public that is too dumb and doesn’t care. All the money and social media posts in the world isn’t going to change that.

But we’re all guilty. When you take your computer to get fixed, do you ask how it’s going to be done?

Or do you just say, “Can you fix this and how much?” I bet most of you do the latter. Most of the people I know do. Maybe I’m wrong. But we’re going to find out. In the May issue of New Jersey Automotive, we will present our findings after interviewing consumers in our cover story “Does the Consumer Even Care?”

Let’s see if I am right about them.

I hope I’m not.

Make sure to register for NORTHEAST 2022 (aaspnjnortheast. com)!

Come up and say hello!

NJA

42 | New Jersey Automotive | March 2022

NJA

New Jersey Automotive | March 2022 | 43

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

ARANJ Officers

President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net 1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms 2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com

44 | New Jersey Automotive | March 2022

ARANJ The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Employment Practices Liability Insurance is a type of liability insurance covering wrongful acts arising from the employment process. It is commonly defined as: The results of actual or alleged wrongful termination, sexual harassment, discrimination and retaliation against an employee. A few examples would include: The promise of a promotion or raise in return for sexual favors; breach of employment contracts; wrongful discipline; defamation; invasion of privacy, failure to promote, etc.

The policy will cover directors and officers, management personnel and employees as insureds. Optional coverages can include wage and hour defense, third party and immigration law defense. This coverage is important to all businesses, in light of the Americans with Disability Act and recent court decisions. As always, you should discuss this coverage with your agent. If you have any questions or would like us to secure quotations for you, please contact us.

Mario DeFilippis, AAI Vice President (908-) 13-8588 (cell) (732) 686-7020 (direct)

NJA

Co-celebrating decades of creating chemistry between two industry leaders

Here’s to 235 years of combined service excellence This year, as Albert Kemperle Inc. celebrates its 80th anniversary, BASF also celebrates its 155th anniversary. We are proud of our decades of partnership with BASF and years of serving the auto paint and body industry together. Kemperle’s founders would be proud of this relationship and the growth their company has experienced because of it.

Today, as we look forward to many more decades of service to our customers, we find ourselves filled with gratitude. The creativity, hard work, and sense of responsibility of the people working for our two companies have made us what we are today.

Thank you for your many years of loyalty.

626 E. Elizabeth Ave., Linden, NJ 07036 414-416 Madison Ave., Paterson, NJ 07524 631 Clifton Ave., Toms River, NJ 08753 100 Melrich Road, Cranbury, NJ 08512 4 Emery Ave., Randolph NJ 07869

Phone: Phone: Phone: Phone: Phone:

(908) (973) (732) (609) (862)

925-6133 279-8300 797-3942 860-2800 244-4818

Fax: (908) 925-4344 Fax: (973) 279-9030 Fax: (732) 797-0774 Fax: (609) 860-2801 Fax: (862) 244-4822 www.kemperle.com New Jersey Automotive | March 2022 | 45

EMPIRE AUTO PARTS

Spend more time running your business and less time worrying about your parts.

www.empireap.com

ADVERTISERS’ INDEX Acme Nissan.................................................... 5 Accudraft......................................................... IBC Albert Kemperle................................................ 45 Amato Agency.................................................. 23 Audi Group....................................................... 41 BASF................................................................ 27 BMW Group..................................................... 28

Lamps

Bumper Covers

Radiators

Hoods & Fenders

BMW of Springfield........................................... 19 CFS.................................................................. 9 Clinton Honda................................................... 16 Dover Dodge/Nielsen........................................ 12-13 Empire Auto Parts............................................. 46

Door Mirrors

Steel Bumpers

Cooling Fans

Grilles & Bezels

NJ DISTRIBUTION CENTER

800.624.4561 Serving CT, DE, MA, NJ, NY, PA, VT

Parts Accuracy Friendly Sales Team

Quality Assurance Fast, Free Delivery

Flemington VW / NJ Parts................................. 6 GM Group........................................................ 43 Hyundai Group.................................................. 35 Innovative Solutions & Technology................. 2 Jaguar Princeton.............................................. 16 JTCAN Industries.............................................. 18 Krehel Auto/Klean Frame.................................. 46 Kollective Auto Group........................................ 8-9 Land Rover Princeton........................................ 38 Lynnes Nissan East........................................... 26 Maxon Buick-GMC........................................... 35 Maxon Hyundai................................................. 10 Maxon Mazda................................................... 44 Mazda Group.................................................... 43 MINI Group....................................................... 34 Mopar Group.................................................... 39 NUCAR............................................................. 20-21 Paul Miller Subaru............................................ 34 Porsche Group................................................. 29 PPG................................................................. 3 Pro Spot........................................................... 33 Reliable Automotive Equipment......................... 24-25 Spanesi............................................................ 14 Subaru Group................................................... 38 Town Motors.................................................... 15 USI of North America........................................ 4 Valspar Refinish................................................ OBC Valtek............................................................... 42 VW Group......................................................... 17 Wheel Collision Center...................................... 42

46 | New Jersey Automotive | March 2022

New Jersey Automotive | March 2022 | 47

VIBRANCY, VALUE AND VERSATILITY Achieve it all with Valspar Refinish Valspar Refinish combines best performance with best value, from primer to clear. With this solvent system, you will achieve color consistency, great coverage and hiding, and an overall quality finish—every time.

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