New Jersey Automotive April 2018

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)

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD John Craggan, Ultimate Collision Repair, Inc. 732-494-1900 / jcraggan@ultcollision.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@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 Dave Gruskos, Reliable Automotive Equipment 732-495-7900 / dave@rae1.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

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

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

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

CONTENTS

VOLUME 48 NUMBER 4 | April 2018

10 OUT OF BODY (AND MECHANICAL) EXPERIENCES 14 PRESIDENT’S MESSAGE

18 EXECUTIVE DIRECTOR’S MESSAGE 20 I-CAR CALENDAR 76 NJA ADVERTISERS’ INDEX

LOCAL NEWS 22 New Photo Documentation/Verification Tool EZ-Wip Debuts at NORTHEAST® 2018

26 COVER STORYby Joel Gausten

Raising the Bar: A NORTHEAST® 2018 Recap

27 Attorney Todd Tracy Shares the “Anatomy of a Lawsuit” 29 Mike Anderson Gives Real-World Collision Advice 29 SCRS’ Aaron Schulenburg Receives James Moy Memorial Award 32 Navigating the Legal Waters of Auto Body Repair 32 Celebrities and Students Meet at BASF’s “Industry Innovators” Luncheon

32 Keys to Proper Compensation at NORTHEAST 2018 33 The Truth Behind OEM Certification Programs 33 NORTHEAST Panel Explores Diagnostics and Liability 39 Collision P.R.E.P. Courses Inform and Inspire 58 Honda Hosts “Power Up with ProFirst” at NORTHEAST BREAKING NEWS 68 Major MSO Drops PartsTrader AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 76 Wharton Insurance Briefs by Mario DiFilippis Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett

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

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

New Jersey Automotive | April 2018 | 7

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

The Cross

Growing up, I always hated the thought of wearing jewelry.

I realize that my generation was the first to really accept male jewelry, but I never bought into that. Rings, chains and bracelets were never my style. And earrings? Even if I wanted one, my dad would have cut my ear off before anyone had ever seen it. In our family, it wasn’t the manly thing to do.

Besides, I just never liked the feeling of wearing metal on my body.

But some time in my teens, I started changing my opinion. It wasn’t peer pressure or a sudden awakening. It was a basketball player. Willis Reed was one of the greatest players of the ’60s and ’70s for the New York Knicks. (Back then, if you lived around here and you were a basketball fan, you were a fan of the Knicks.)

They were not only a great basketball team; they were also fashion statements. They had a player named Walt Frazier who dressed like a gangster from the ’20s and drove a Rolls Royce, earning him the nickname “Clyde.” He was one of the first athletes to have a sneaker named after him.

Trust me, all of us wore Puma Clydes back in the day. They also had a guard named Earl Monroe whose game was so cool they nicknamed him “Earl the Pearl” and “Black

by THOMAS GRECO, PUBLISHER

Jesus.” But Willis was the rock of the team. He was so tough he once beat up the entire Los Angeles Lakers’ bench. And Willis always wore a medal on a chain when he played. To this day, I don’t know what was on the medal, but I thought it was cool.

So, the next time I went shopping with my mom, I asked her to take me to the jewelry store.

Naturally, she said, “What the hell for?”

I told her I wanted a chain with a cross.

“Where do you get these ideas from?”

“Willis Reed wears one.”

“Who the hell is that?”

“A basketball player.”

“Madone.”

Of course, she bought it for me. It was nothing special.

Just a small silver cross on a silver chain that couldn’t have cost more than 10 bucks. And so there it was: My first piece of jewelry. I went home and called my friends to come over to play some backyard basketball. “Wait until they see this,” I thought to myself. I put the cross on, along with my number 19 jersey (Willis’ number), ran outside and stuck my chest out for all to see.

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No one noticed. As we started the game, I pulled the cross outside my jersey, so it would flop around as I played.

Just like Willis. My friend gave me the ball to take out. I took one step, he reached for the ball and…

He caught the chain instead. It broke into a hundred pieces.

I figured it wasn’t meant to be, and my affair with jewelry ended before it started. But I didn’t give up. A few years later came the vaunted high school ring! Everyone has to get one of those, right? I think we paid something like 75 bucks for it (a lot, back then). I never even tried it on. It may still be in the same drawer I threw it in 40 years ago. The summer of my graduation year, I also decided I wanted to look like Roger Daltry of The Who. I got a permanent and made an appointment to get an earring. My dad took one look and said, “If you get an earring, I’ll disown you. It’s bad enough you look like your grandmother with that haircut.”

Fast-forward 13 years. My wedding day. “With this ring…” Yadda yadda yadda. Yeah, I put it on in the church, but throughout the rest of the night, honest to God, all I did was twirl it around my finger, itching to take it off. You can see it in the wedding video. It came off the minute the reception was over. I honestly have no idea where it is. (My wife will make me pay when she reads this.)

Five years later, I’m recovering from a heart attack (do you get tired of me mentioning this as much as I do?) and I decided I needed something to protect my heart. Cutting down on hot dogs? Maybe. Working out more? Possibly.

Stop working 24/7? That’s an idea. Buy a new cross? Bingo!

Ironically, I returned to the same jeweler my mom took me to all those years ago, and this time I bought a nice gold

cross and chain. For the next six years, the cross protected me (and I’m sure doing all those other things played a part as well). But early in 2002, I lost it. No big deal. I just went back and bought a replacement, this time in silver. Bad move. A few weeks later, I was getting ready to go to a concert when my chest felt like an alien was trying to bust its way out of it. Before I knew it, I was in the hospital with heart attack number two. I didn’t get it. I was eating healthy, exercising and working less. How the hell did that happen to me?

THE CROSS! Even though the doctor assured me it was a freak blood clot, there was no changing my mind. It was the cross! A few weeks after I got home from the hospital, I was lying on my couch and I dropped the remote. I stuck my hand down the side of the armrest and felt something cold. I pulled my hand back, and there it was. My gold cross. The chain was broken, but the cross was fine. I must have broken it playing with the dog or something, and it fell through the couch. The next day, I didn’t hesitate. I ran back to my old jeweler friend and picked up a new chain for my lucky cross.

It’s been 22 years and the jewelry store is long gone. But the cross? The cross never leaves my chest.

As for the earring? Well, at the bottom of my stairs, I have a painting of my dad. The portrait is so lifelike that I say hello to it every day. And every day I hear him say, “If you get an earring…”

NJA

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New Jersey Automotive | April 2018 | 13

OUR INDUSTRY’S GREATEST WEEKEND

PRESIDENT’S MESSAGE

It was the biggest, baddest and best show we’ve ever had.

As I write this message just a few days after the 2018 NORTHEAST® Automotive Services Show, I’m amazed by how incredibly successful this event continues to be after so many decades. This year’s show was the culmination of the past 40 years of experience, and I’m proud to say that we created the finest event in AASP/NJ history.

I had the pleasure of speaking with attendees who flew in from all over the country to take part in everything we had to offer, and every vendor I visited told me how excited and impressed they were – with many of them adding that they want to expand their display space next year!

I’m also happy to report that the feedback I’ve received from the exhibitors who took advantage of our

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new Pavilion Level display area was overwhelmingly positive.

I’d like to thank the Washington Metropolitan Auto Body Association (WMABA) for joining us this year to present the inaugural Collision P.R.E.P. education series. WMABA’s classes and panels drew huge crowds, and several of those events were standingroom-only discussions. I was inspired by the amount of valuable information that was shared, and I walked away a more knowledgeable collision shop owner as a result of the Collision P.R.E.P. events I was able to attend.

Also, I’d like to thank everyone who took the time to attend the course I presented with John Niechwiadowicz of QLC, Inc. I’ve already heard from people who are putting the concepts we talked about to good use at their shops, and that really means a lot to me.

by JERRY MCNEE

On a personal note, I was blown away by Todd Tracy’s presentation on Saturday. Thanks to Todd’s crash testing in California, the industry is now armed with facts and statistics that illustrate that certain parts have a substantial impact on crashworthiness and occupant safety when a vehicle is involved in a subsequent collision. At the end of the day, everything we do in this industry is about ensuring the safety of our customers. I’m pleased that NORTHEAST played such a major part in spreading that message.

It’s gratifying to know that our industry came together in such an enormous way to make this year’s NORTHEAST possible. You can read all about this unforgettable time throughout this month’s issue. I can’t wait for our 2019 show!

NJA

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New Jersey Automotive | April 2018 | 17

EXECUTIVE DIRECTOR’S MESSAGE

Change is Now Mandatory

by CHARLES BRYANT

I’m about to tell a story that most members of the auto body or collision industry will probably not want to hear, acknowledge or attest to the validity of. Over the years, collision shops and insurance companies have been able to reach agreements on the cost of repairs by means that would certainly not be considered ethical for either party. At one point in the history of the relationship, the two entities were able to reach an agreement because money was changing hands. Now I understand no one on either side would be willing to stand up and admit this, but I also understand that anyone in the industry knows well that this is the way things were done at the time.

Why? The answer to that question is quite simple. The insurance industry has suppressed collision shops’ Labor Rates since the beginning of time. The only way that a shop was able to get paid a fair amount was to pay off the adjuster who was willing to add in a few hours here and there to compensate for the low Labor Rates. It’s interesting that the insurance industry knew this was going on and looked the other way; they were saving much more money by holding the Labor Rates down than if they were to address what was really going on.

Once things got out of hand and fraud laws were enacted to prevent this type of activity, the insurance industry had to come up with another way of controlling Labor Rates. As cars became more complicated, insurance companies had to create a way to keep from paying for all the necessary procedures to repair vehicles safely and properly, and thereby control claims costs.

The next clever move that the insurance companies turned to was the inception of referral shops. Insurers began to offer shops the opportunity to be on a special referral list that would result in a higher volume of repairs.

However, the shops had to agree to a restricted set of guidelines pertaining to what they could charge, as well as to a Labor Rate that the insurance company wanted to pay. The shops that agreed to this arrangement didn’t feel they were doing anything wrong, other than selling their services at wholesale rates, rather than retail rates. The insurers were quick to limit the number of shops that could be on the referral list in order to control what they paid for, and the rate they paid for the services provided. Once the insurance industry saw how well things were working, the referral list quickly turned to what is now known as Direct Repair Programs (DRPs). Today, insurance companies rely on the Direct Repair Programs to control everything related to the repair, including Labor Rates.

As I am sure everyone already knows, with DRPs, shops agree to accept the insurance company’s restricted repair guidelines, including the rates that they want to pay to repair automobiles, and in turn, the shop becomes the appraiser for the insurance company, and does not have

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to negotiate the repair cost or methodology. In other words, the shops on the DRP program now can add in hours to compensate for the restricted Labor Rates and restricted repair guidelines dictated by the insurer. This allows insurance companies to use the limited amount of shops participating in the DRP to control the Labor Rates, repair methodology and repair procedures. Based on past experience, it appears that the ratio is about 15 percent of the shops that are allowed to participate in the DRP in any given area, as opposed to 85 percent of the shops that are not allowed to participate. The insurance industry uses the 15 percent of the shops to control the other 85 percent.

One might say: What’s the big deal? Well, let’s take a closer look at how things work in the industry today. The shops that are not on the DRPs have to negotiate with the appraisers on everything. Sometimes, shops without a DRP relationship can convince the insurance companies to pay for the required procedures, and sometimes they can’t. When this impasse happens and the shop cannot get paid to perform the procedures that are laid out in vehicle manufacturer position statements, the shop either doesn’t perform the procedures, or attempts to get the

New Jersey Automotive | April 2018 | 19

CALENDAR

APRIL 3, 2018 Steering & Suspension Damage Analysis Allstate Insurance, Bridgewater

Squeeze-Type Resistance Spot Welding Reliable Automotive Equipment, Belford

APRIL 4, 2018 Full-Frame Partial Replacement Allstate – New Jersey CSA – Auto Center MCO, Wall Township

APRIL 21, 2018 Wheel Alignment & Diagnostic Angles Reliable Automotive Equipment, Belford

APRIL 5, 2018 Automotive Foams Ramada Inn, Newark

APRIL 23, 2018 Sectioning of Steel Unitized Structures Pennco Tech, Blackwood

APRIL 10, 2018 Corrosion Protection Innovative Solutions & Technology, Lincoln Park APRIL 11, 2018 Automotive Foams Allstate – New Jersey CSA – Auto Center MCO, Wall Township APRIL 12, 2018 Automotive Foams Metropolitan Car-o-liner, Mahwah Understanding the Cycle Time Process Reliable Automotive Equipment, Belford Measuring Ramada Inn, Newark APRIL 18, 2018 Measuring Allstate – New Jersey CSA – Auto Center MCO, Wall Township APRIL 19, 2018 Plastic & Composite Repair Ramada Inn, Newark

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APRIL 24, 2018 Plastic & Composite Repair Innovative Solutions & Technology, Lincoln Park APRIL 25, 2018 Adhesive Bonding Allstate – New Jersey CSA – Auto Center MCO, Wall Township APRIL 26, 2018 Aluminum Exterior Panel Repair & Replacement Metropolitan Car-o-liner, Mahwah Corrosion Protection Reliable Automotive Equipment, Belford APRIL 30, 2018 Adhesive Bonding Pennco Tech, Blackwood

For more information, visit i-car.com NJA

EXECUTIVE DIRECTOR’S MESSAGE owner of the vehicle to pay them – which very often will ruin the relationship between the shop owner and his customer. This is because the vehicle owner feels the only thing they should have to pay for is the deductible, and it’s the shop’s problem to try to convince the insurance company to pay for any extra cost. Shops with DRPs agree to the restricted guidelines that prevent them from performing many of the procedures that are now mandatory from vehicle manufacturers.

The time has come for the collision industry and the insurance industry to stop playing Let’s Make A Deal. Insurance companies take people’s money and certainly lead them to believe that they will be there to fully compensate them for a loss in the event of an accident. Collision shops take people’s money and lead them to believe that they will repair their car back to pre-accident condition. When an accident occurs, the insurance company and the body shop play this game that very often results in a car being repaired without performing the proper procedures.

Insurance companies are claiming that the shops are charging for things that do not need to be done, and the shops are complaining that they’re not going to perform required procedures unless they’re being paid for it.

The bottom line is that the cars on the roads today MUST be repaired back to pre-accident condition, and the only way that can be done is for the insurer to fulfill their obligation to pay for all the needed and necessary repair procedures. In the past, if the shop did not perform certain procedures, it may have caused the vehicle to suffer diminished value or the color not to match exactly right. However, modern automobiles require certain procedures to be performed, and if they’re not, the vehicle will not react in the designed manner, and could very likely result in injury or death to the occupants of the vehicle. For those reasons alone, change is now mandatory. The games that have been played between the insurance industry and the collision industry have got to stop.

At this point, I’m sure we’ve all heard of the John Eagle Collision case in Texas – the recent lawsuit where the shop in question glued a vehicle’s roof on instead of following the manufacturer’s recommendation and welding it on. This resulted in serious injuries to the vehicle’s occupants, and a $31.5 million judgment against John Eagle Collision. Todd Tracy – the winning attorney in the case – is now traveling across the country to help the collision repair industry make the necessary changes. Please stay tuned and watch for my future articles that will talk about the changes that must happen in this industry.

NJA

New Jersey Automotive | April 2018 | 21

LOCAL NEWS

New Photo Documentation/ Verification Tool

E-Z WIP Debuts at 2 2017 201 0

If a picture is worth a thousand words, then the E-Z WIP is worth a thousand enhanced estimates and better shop/insurer relations.

An exciting new tool created by AASP/NJ Board member and veteran shop owner Ted Rainer (Ocean Bay Auto Body), E-Z WIP (“Work in Progress”) allows technicians to capture more detailed and comprehensive photographs during the estimating and supplement processes. E-Z WIP is a fan deck comprised of 26 large, two-sided, easy-to-read-and-store vertical tags made of user-friendly, high-density polyurethane, structurally molded plastic. These tags feature 52 common industry terms (“cracked,” “damaged,” “blend,” etc.) and can be effortlessly placed directly into photographs as a precise “caption” to better illustrate all damage in any job.

“We are so easily distracted by emergencies, repairs and deadlines/cycle times that we can inadvertently overlook documenting the photos,” Rainer explains. “After the car leaves the shop, we are on to another job. By the time we look at and inspect the photos a week or so later, we can understandably simply forget what job/car they were for; all we have are our expert recollections of any job.

You may have some receipts, but the extra labor or documents are missing – and so is the additional cash profit that you are entitled to. This is a perfect opportunity for shops/adjusters to add better proof to their photos and provide impressive, extraordinary and E-Z documentation for insurers and customers.”

Rainer began developing several prototypes of E-Z WIP four years ago as a way to better isolate vehicle

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Left to right: Diane Moriarty, Todd VanHorn, Frank Marcelomis, Ted Rainer (owner) and Rosemarie Rainer of E-Z WIP.

damage in standard photographs and improve his shop’s ability to review claims, save time on the floor and generally show and interpret the damage in the images captured by the camera. Last month, he decided he was ready to share his remarkable time-saving invention with others in the industry and exhibited at the AASP/NJ’s NORTHEAST Automotive Services Show.

E-Z WIP’s public unveiling generated an overwhelming response, with many attendees marveling at the product’s easy-to-use design.

“There are a multitude of terms that we use in the industry today; it’s definitely another language. I wanted to harness and simplify those industry terms and help people out by having the terms literally at their fingertips. EZ WIP will really help our industry’s current techs and the next generation coming out of trade schools. By having the right terms immediately

available to place in each photograph, it most definitely helps reduce that learning curve – not to mention effortlessly increase profits.”

With a tremendously successful debut under his belt, Rainer has high hopes that E-Z WIP will become the industry’s go-to solution for accurate (and profitable) documentation.

“It is counterproductive to ever again take unintelligible photos or not document details properly to assure your shop greater profitability.

Documentation is always key: If you write it and prove it, you will get paid for it! Pictures offer an explanation of what is being put on estimates. E-Z WIP is here to make the process accurate and easy.”

For more information, check with your distributor or please visit ez-wip.us.com.

NJA

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of

Mahwah

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

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

COVER STORY by Joel Gausten

RAISING THE BAR: A NORTHEAST 2018 RECAP

The Alliance of Automotive Service Providers of New Jersey (AASP/NJ) is celebrating the most successful NORTHEAST Automotive Services Show in the event’s 41-year history. Held March 16-18 at the Meadowlands Exposition Center in Secaucus, this year’s show boasted a 20-percent increase in attendance from last year, the addition of the brand-new Pavilion Level and the debut of the Washington Metropolitan Auto Body Association (WMABA)presented Collision P.R.E.P. (Professional Repairer Education Program) education series.

“The amount of traffic that came through the Meadowlands Exposition Center was unprecedented, and the quality of the various seminars and presentations held throughout the weekend far exceeded our greatest expectations,” comments AASP/NJ President Jerry McNee. “NORTHEAST gave thousands of people from our industry a chance to get a firsthand look at the latest tools and equipment that will aid them in becoming more efficient, profitable and professional in the future.”

“It was a miraculous show,” observes AASP/NJ NORTHEAST Committee Chairman Jeff McDowell. “I went around and followed up with

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It was the greatest regional show the automotive repair/service industry has ever seen.

the vendors as things were closing up, and everybody had good things to say. I love the camaraderie at this show, and I love seeing people’s faces from all over the country light up when they look at the equipment on display. Our vendors are happy because people show up to buy stuff. If you’re going to make a deal, NORTHEAST is the place to make it.”

“I think the show was fabulous, and everybody I’ve talked to so far absolutely loved it,” adds AASP/NJ Executive Director Charles Bryant. “A lot of people have mentioned that they loved having a place to go to do classes one after the other, so that went really well.”

Collision P.R.E.P. provided three days of national-level education that aimed to arm attendees with the data and tools necessary to successfully navigate an ever-changing industry.

The program’s highlights included presentations by Mike Anderson (Collision Advice) and Texas-based attorney Todd Tracy (who also brought along the cars used in his recent crash tests in California) and special industry panel discussions on OEM certification and diagnostics, calibrations and programming.

“WMABA is very happy with the turnout by the industry, and it was apparent that this education is both needed and wanted,” WMABA Executive Director Jordan Hendler says. “The entire program was well-attended, and a few standouts were even standing-room-only! The attendees highly praised the information – and inspirations – they received. Everything from estimating tips to management of documentation to negotiations were addressed, with special attention given to life skills and aligning your business with liability in mind.”

Of course, one of this year’s most talked-about events was Todd Tracy’s Saturday afternoon presentation (“Anatomy of a Lawsuit – Crash Testing for Evidence”), which detailed both his recent $42 million verdict against a shop that had performed improper repairs and his recent aftermarket parts crash test in California. Bryant was pleased that AASP/NJ was able to provide the attorney’s insights to NORTHEAST attendees.

“The man is stepping into the shoes of a hero to take on the many problems that this industry has faced for a long time. He has the nerve and courage to stand up to the giant, and he had a message that was right on. He understands the danger that consumers are faced with if these cars are not fixed properly.”

In addition to participating as an exhibitor and presenting a

Attorney Todd Tracy

Photo coverage by Jargapix and Joel Gausten

Shares the “Anatomy of a Lawsuit”

If you’ve been actively following the collision repair industry in the last six months, then you know the name Todd Tracy. Since scoring a $42 million verdict in October 2017 against John Eagle Collision in Dallas, Texas for improper repairs on a Honda Fit that caused catastrophic occupant injuries in a subsequent collision, the attorney has been hitting the media in full force. On March 17, he touched down at NORTHEAST 2018 for a Collision P.R.E.P. presentation that the full-capacity audience will never forget.

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During “Anatomy of a Lawsuit – Crash Testing for Evidence,” Tracy gave a no-holds-barred overview of how ignoring OEM repair procedures led John Eagle Collision – one of the most prominent repair businesses in Texas – to lose millions in court.

“People who take their vehicle to a certified Honda body repair shop like John Eagle Collision Center expect that the certified body shop will follow the vehicle manufacturer’s body repair rules… A certified Honda body shop like John Eagle Collision Center is required to repair [an automobile] back to the vehicle manufacturer’s safety specifications. If you’ve got rules and you violate [them], there have to be consequences.”

Tracy also explained “how to keep the sharks like [him] out of your shops.”

In his mind, it is time for the collision repairers to think of themselves as “vehicle safety professionals” and their shops as “vehicle repair labs.” Above all, he believes that it is time for owners and technicians to stop bowing down to thirdparty pressures and putting profit over customers’ safety.

“You’ve dedicated your lives to safety, and yet they bring these yahoos in who don’t know anything.

Their job is to make certain that your customer’s paying that premium, and they’re trying to keep that premium without paying back to make your customer whole. That’s wrong, and it’s time to get the insurance companies out of your vehicle repair labs, because they’re jeopardizing your customers’ lives.”

Recently, Tracy partnered with the Auto Body Association of Texas (ABAT) to have three vehicles crashtested by KARCO Engineering, a National Highway Traffic Safety Administration (NHTSA)-approved testing facility in Adelanto, CA. The tests were made possible thanks in part to a financial contribution from AASP/NJ. The first vehicle involved in the crash test was an undamaged and unrepaired 2010 Honda Fit that had never been in an accident, while the second vehicle was a 2009 Honda Fit that had an aftermarket windshield installed and a roof that was bonded using 3M 8115 adhesive instead of welded on as recommended by the OEM – the same procedures performed on his clients’ vehicle. The third vehicle was a 2013 Honda Fit with the hood, left and right fenders, radiator support, bumper reinforcement bar, left/right hood hinges and windshield replaced with non-OEM-approved parts. In addition to bringing these test vehicles to NORTHEAST for their first-ever public display, he shared some of his findings.

“On the aftermarket parts [vehicle], there were 13 inches [of pass-through] of the front right occupant,” Tracy told the audience. “There were 12 inches on the adhesive roof [vehicle], and there were eight inches [on the OEM test vehicle] – which is what the manufacturer wants. The difference between eight and 13 [is] 67.5 percent. There’s supposed to be a five percent variability. Five. “[When] you get 13 inches of forward payout, you’re getting more structural collapse, and it changes the entire dynamics of the restraint system such that you virtually miss the head restraint – thus why you have higher neck injury numbers.”

Not surprisingly, Tracy’s recent tests have caught the attention of the OEM world, as illustrated in the following passage from Ford’s recent On Target newsletter that the attorney read aloud to the audience:

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The results serve to reinforce the importance of repairers researching and using OEM repair procedures every time, and that even slight changes in materials or deviation from proper procedures can have severe consequences.

“Folks, we’re in the game,” he said.

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Returning exhibitor Collision Equipment Company / Colours Inc. spent NORTHEAST weekend providing attendees with hands-on demonstrations, expert repair information and a showcase of impressive product and equipment offerings.

Collision P.R.E.P. class (“Basics of Blueprinting,” presented by John Shoemaker), NORTHEAST Platinum Sponsor BASF made a substantial impact this year by hosting a special Friday-afternoon “Industry Innovators” Luncheon that paired industry celebrities KC Mathieu (KC’s Paint Shop), Jonathan Goolsby (Goolsby Customs) and Troy Spackman (Legacy Innovations) with area repair/service students.

“Being a Platinum Sponsor at NORTHEAST allows BASF to continue to directly support the industry, focusing solely on collision repair and interacting one-on-one with our customers,” notes BASF Marketing Services Manager Tina Nelles. “Our participation allows us opportunities to promote our industry and share the new advances in technology and offerings that can really influence the direction of our industry and how quickly we adapt to the inevitable changes.

“Our presence on the show floor allows BASF to interact intimately with customers and share with them our new offerings, developed specifically with customers in mind,” she adds. “At our 2018 booth, we showcased

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Goolsby Customs’ 1940 Ford Convertible, for which Jonathan Goolsby created a custom color through the Color Ideation process, and KC’s Custom Colors, a paint line developed with KC Mathieu.”

First-time NORTHEAST exhibitor General Motors made use of its time at the show to hold a special media event to announce its new Collision Repair Network certification program.

Gold Sponsor Ford Motor Company saw tremendous traffic all three days, with the company’s representatives in attendance enjoying a level of one-on-one contact with industry members that only NORTHEAST can provide in this region.

“I love NORTHEAST! I say that without hesitation,” comments Gerry Bonanni, senior engineer - paint and body repair at the Ford Paint and Body Technology Center. “I meet with people here who work personally on our vehicles, people who are trained technicians and other great people who just care about the industry. The NORTHEAST show allows me to interact with many technicians, shop managers and shop foremen. I’ve been an exhibitor at the show with

Ford for several years, and I enjoy that someone I’ve met in our display back in 2014 will return for a visit year after year. It provides us with some very real feedback on Ford’s initiatives in the industry.”

This year’s show marked the third time that 2018 Silver Sponsor and fifthtime exhibitor Honda sponsored an exclusive ProFirst session at NORTHEAST. This year’s event saw 400 seats filled – double the number from last year!

“American Honda has a longestablished relationship with AASP/NJ,” explains Rossana Alvarez, American Honda’s assistant national manager. “That, paired with the growth of both the trade show and our ProFirst sessions from year to year, tells us that supporting NORTHEAST is a win-win all around.”

“The show has clearly established itself as a unique collection of the best the collision repair industry has to offer,” adds American Honda Collision Market Manager Ed Mayer. “Shops come from far and wide, all up and down the East Coast, to attend this flagship event. If you would like to meet the foremost decision-makers and leaders within our industry,

NORTHEAST is clearly the place to do so.”

After a solid decade of attending NORTHEAST, 2018 Silver Sponsor Flemington Car & Truck Country remains an active part of the show’s success. Speaking to New Jersey Automotive from the show floor, Wholesale Sales Manager Rick Calabro was happy to be on hand to support both AASP/NJ and Flemington’s customer base.

“We want to continue supporting the show because it’s always a great venue to see existing customers and meet some new ones. I think this is a perfect weekend for it, and it has a great draw from the New York area. I’ve also met people from Massachusetts, Connecticut – all over. The show makes an impact.”

General Sponsor SherwinWilliams Automotive Finishes stepped up its game for 2018 by expanding its booth size, incorporating the Valspar brand for the first time and presenting a special Collision P.R.E.P. seminar (“Tactically Lean – Strategic Lean Implementation”) by noted speaker Lee V. Rush. Area Sales Manager Carmine Mirtuono is pleased to have another opportunity to spend a weekend with his customers and industry peers.

“Being at NORTHEAST allows us to be in front of customers on their timeline, without us taking time away from their businesses. We can speak to them about the needs they have in their business and how we can help them with challenges they’re facing. We see customers here who are willing to invest in their businesses, whether it be through recap story continued on page 59

Mike Anderson Gives Real-World Collision Advice

NORTHEAST 2018 got a dose of high-energy star power thanks to two “Write it Right, with Life Nuggets to Live By” seminars presented by legendary industry speaker Mike Anderson (Collision Advice).

In both sessions, the former shop owner and longtime industry consultant offered invaluable perspectives on how shops can improve negotiations with insurers and receive the Mike Anderson compensation they deserve.

“If you want to get paid from an insurance company, rule number one [is that] your opinion don’t mean jack! The only thing that matters is what you can prove, substantiate or justify.”

Anderson suggested that the best way to succeed in the negotiation process is to stick to the facts by asking four critical questions: OFESSION PR EPAIRER AL R

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Is what your asking for required to restore the vehicle back to pre-accident condition?

Is it included in any other labor operation, or is it a separate operation?

Is there a pre-determined time in the database?

If not, what is it worth? (Minimum of .1 or $1)

“You know where I learned these questions? State Farm’s corporate training center!” he said, adding, “If we remove the emotions and we stick to the facts – and these four questions – we will get paid more.”

Anderson also advised attendees to never take the bait when an insurance representative balks at their estimates.

“When you go to ask an insurance company to pay you for something and they say, ‘Nobody else charges for that; you’re the only one,’ that’s a negotiation tactic. They’re saying that to you to get you off what you’re asking for.”

SCRS’ Aaron Schulenburg Receives James Moy Memorial Award

On March 16, Society of Collision Repair Specialists (SCRS) Executive Director Aaron Schulenburg was presented with the Second Annual AASP/NJ James Moy Memorial Award for Dedication to the Automotive Repair Industry at a special ceremony held during NORTHEAST 2018.

A beloved figure in the national collision repair scene, Moy passed away two years ago this spring. Last year, AASP/NJ partnered with Moy’s longtime associate and friend Larry Montanez (P&L Consultants) in (l-r): Larry Montanez, Aaron Schulenburg and creating the award to honor those Jerry McNee individuals who go above and beyond in improving the field for all.

“James was inspirational in the industry,” remarked Montanez. “We decided to give out an award to somebody who excelled in the collision repair business that particular year to better the industry. We don’t think we could have picked a better person [than Aaron Schulenburg].”

A visibly moved Schulenburg thanked AASP/NJ and Montanez for the honor.

“James was an amazing guy who gave a ton of inspiration to everyone, myself included. Like James, there’s nothing that I do for this industry alone. It’s with friends; it’s with people I love dearly who all do it because they want to see this industry be the best that it can be. James was surrounded by people who lifted him up and helped him with what he wanted to accomplish, and I feel the same way.”

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Industry Celebs and Students Meet at BASF’s “Industry Innovators” Luncheon

On March 16, NORTHEAST2018 got off to a great start with BASF’s special “Industry Innovators” Luncheon, which gave top collision repair and automotive service students from Rockland BOCES (Board of Cooperative Educational Services) the opportunity to discuss the industry with special guests KC Mathieu (KC’s Paint Shop), Jonathan Goolsby (Goolsby Customs) and Troy Spackman (Legacy Innovations).

If there was one major takeaway from the afternoon discussion, it was that success in the automotive field is available to anyone who is truly committed to putting in the time and effort to achieve it.

“You don’t have to go to a four-year [school]; you don’t have to get a degree,” offered Spackman. “You have to bust your butt, you’ve got to want it and you’ve got to be good at it… The hardest thing is finding people who want it and people willing to do the work and show up.”

“Don’t be scared to clean a toilet!” added Mathieu. “There’s nothing worse than having an employee say they’re too good to do something. You want to have a lasting impression on whoever hires you if you want to move up. Nobody walks into a shop and gets to be the lead painter; nobody [just] gets to be the head body man and get the easy-ticket jobs. That guy scrubbed the floors, swept the floors, cleaned the toilets and did whatever he could to show that he was willing to do the work to get where he wanted to be.”

Additionally, Goolsby advised the audience that hard work doesn’t end

Students and industry pros gathered for a real-word discussion on careers in the field.

when you become a shop owner.

“We’re in the shop just as much as the other guys…We’re the ones who usually stay there late at night to make sure that our guys are going to get a paycheck.”

Rockland BOCES Automotive and Collision Repair Instructor Sal Cappiello praised BASF for providing his students an opportunity to gain insight from industry professionals.

“My students received firsthand, real-life perspectives on how to run a business, and the skills, work ethic and values needed to succeed. They hear it from me in the classroom, but being able to go to this event and hear real stories from the field rings a bell within them. They get it, they understand it and they’re motivated.”

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Navigating

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Left to right: Erica Eversman, Ed Kizenberger and Larry Montanez

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NORTHEAST favorites Jerry McNee (AASP/NJ president, Ultimate Collision Repair) and John Niechwiadowicz (QLC, Inc.) returned to the show on March 17 to present “Three Keys to Receiving Proper Compensation John Niechwiadowicz for a Proper Repair & What to Do When They Say NO: Education, Documentation and Collaboration” as part of WMABA’s inaugural Collision P.R.E.P. series. Attendees in the packed room got to hear from the experts firsthand on what it really takes to get the money they deserve for the work they perform.

“What we’re trying to do here is get your entire team on board so you get what’s reasonable – to get properly compensated for proper repairs,” Niechwiadowicz said. “I think that’s reasonable.”

Much of the presentation came from a real-life incident many can relate to: Niechwiadowicz’s car getting rear-ended in a parking lot. In sharing the details of the anecdote, the pair was hoping to keep the audience engaged while also driving home the main point of the presentation: Documentation is key. They recounted the various struggles Niechwiadowicz faced with insurance companies and the at-fault driver to show attendees that an informed, knowledgeable customer – paired with the proper documentation – can make a huge difference in their businesses.

“You really need to bring your customers in and get them informed,” McNee shared. “Without your customers’ support or help, some of this stuff is not going to be possible. They’re the key.”

On March 16, NORTHEAST received an extensive – and often very frank – overview of the legal ramifications of collision repair during “Take Back Your Business: A Legal Guide.” Featuring panelists Larry Montanez (P&L Consultants), Erica Eversman (Vehicle Information Services) and Ed Kizenberger (The Long Island Auto Body Repairmen’s Association/The New York State Auto Collision Technicians Association), the Friday night gathering explored a variety of topics from the litigation and consumer protections sides of the industry. Of these subjects, the Assignment of Proceeds dominated the majority of the discussion.

“There is an appropriate time for various documents or procedures to be pursued,” commented Eversman. “Obviously, you wouldn’t paint the car first before you fixed it, so you don’t necessarily want to do something like an Assignment of Proceeds on the very first day that someone walks through the door… Your contract with your customer is to repair the vehicle and to be paid for the repair. The Assignment of Proceeds is really a separate contract [in which] your customer is giving you the right to stand in their shoes to collect what has not been properly paid by the customer’s insurance company in exchange for allowing the costumer to not have to pay in full [at] that moment so that you will release the lien that you properly have for repairing the vehicle.”

Kizenberger noted that the use of an Assignment of Proceeds in collision repair is a different process than those found in other industries.

“If you were to go to hospital in New York State, one of the documents they thrust in front of you is an assignment, but it’s different. In our industry, you’ve got to fix the car, realize there’s a short fall and then you get the customer to sign it.”

Later addressing one of the biggest issues impacting today’s collision repair field, Montanez reminded attendees that following OEM procedures is the best option in ensuring a safe and professional repair. “‘Recommended’ by the manufacturer in fact means that you have to do it this way… No one cares what your opinion is.”

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NORTHEAST Panel Explores Diagnostics and Liability

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If a shop performs a repair without adhering to the appropriate scanning, diagnostic and calibration procedures, that business may end up facing a legal nightmare down the road. These days, relying on past knowledge and methodologies isn’t enough – every technician in the industry must be up-to-date on every step that needs to be taken to properly repair today’s vehicles. To help repair professionals better understand the importance of these procedures, NORTHEAST welcomed moderator Michael Quinn (AirPro Diagnostics) for the Collision P.R.E.P. panel “Diagnostics, Calibrations and Programming: Understanding Shop Liability in this New Era and How to CYA!” Panelists for the 90-minute discussion included Chuck Olsen (AirPro Diagnostics), Aaron Clark (Assured Performance Network), Paul Sgro (Lee’s Garage), Larry Montanez (P&L Consultants), Greg Potter (Equipment and Tool Institute) and Bob Gruszczynski (VW/Audi America).

Not surprisingly, the hot topics discussed led to strong opinions from the panel.

Clark stressed that performing proper scanning diagnostics and calibrations is an absolute necessity in today’s repair environment.

“These things are required. You guys have to follow OEM procedures to be certified by car manufacturers.”

However, he was quick to point out that the industry still has a long way to go in fully embracing this reality.

“The car manufacturers we work with issued position statements [on scanning] in 2016. One year later, I think CCC reported that 2.2 percent of body shops have responded with the affirmative that they’re now making that part of their process.

Hopefully, by mid-year next year, we see that the industry’s moved much more. The requirement’s there; the requirement’s real and the requirement’s there for you guys to complete.”

The Truth behind OEM Certification Programs

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The Saturday morning panel offered powerful food for thought on OEM partnerships.

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OEM certification programs are all the rage in today’s industry, but are the majority of shops ready for the challenge? In an effort to inform repair professionals of the demands and realities surrounding these programs, the NORTHEAST® Automotive Services Show presented “Becoming a Certified Repairer and Understanding the OEM Repair Procedures,” a special panel designed to provide real-world insights into what it takes to successfully partner with vehicle manufacturers.

Moderated by Gary Wano, Jr. (GW & Son Auto Body), the panel included Dave Gruskos (Reliable Automotive Equipment), Aaron Clark (Assured Performance Network), Larry Montanez (P&L Consultants), Barry Dorn (Dorn’s Body & Paint), Bill Hawkins (BMW of Annapolis) and Mark Allen (Audi USA).

Gruskos began the discussion by addressing the equipment requirements associated with OEM programs. He explained that OEMs put equipment through a stringent testing process before they designate that product as appropriate for use at their certified shops. This should be kept in mind whenever a shop hits the market looking for a new piece to add.

“When you’re going to look at what to buy, do your homework. [Ask yourself], ‘Does this welder meet all of the goals I’m going to [meet] for my shop in the future?’”

Michael Quinn (right) moderated a talk on evolving repair technologies and demands.

Sgro likened shops performing scans to a doctor checking a patient’s heart rate, blood pressure and temperature.

“We have to know what we’re doing before we start the repair on the vehicle.

There’s no way you can be able to repair the vehicle correctly without doing this.”

Naturally, this need leads to a critical question: Where should repairers go to get the tools and information necessary to do these procedures? Montanez had an answer that was far from sugar-coated.

“I’m still at a loss for words [on] why nobody wants to spend $25 for the day to go to the OEM and get the course, but they’ll pay for a third-party service that provides some information… We as an industry are so ignorant, lazy and cheap that we don’t want to go to the OEM to look up the information and read it, but we’ll go ahead and get some third-party provider and say, ‘Well, I couldn’t find it, so it doesn’t exist.’”

In terms of equipment, Potter suggested that repairers review the various options available in the marketplace with a critical eye.

“Keep in mind that you do get what you pay for. If you buy a $200 tool, it’s probably going to do a $200 job.”

“The OEMs will only approve their OEM tools in all cases,” added Clark.

Montanez commented on the considerable financial commitment needed to become associated with the vast majority of current OEM partnerships.

“You basically have to build another shop within your shop. You’re looking at a $250,000 investment in many cases just to get up and running for that. Each program that adds on becomes a little bit cheaper as you go along, because there is a lot of reciprocity between equipment.”

In addition to finding the right equipment, shops are obligated to undergo extensive education.

“Training is all about preparation before you go,” advised Dorn. “If you don’t prep before you go, you’re not going to win at this game.

“It’s an extremely stressful environment. It’s not that the OE wants to create that; it’s just that you’re expected to do things that you wouldn’t normally do. You have to get out of your comfort zone. When that happens, you can do some great things and you’ll learn more than you ever thought you would.”

Offering a direct automaker perspective, Allen didn’t mince words about the intensity of Audi training.

“If you look at the education rate and the capabilities of what is out there in the industry, it is so subpar that your A tech is not really even our D tech… The fact of the matter is, this is an investment into your future. Part of that investment is taking your techs who are maybe D techs in our world and bringing them up to being an A tech. Then, the future investment is the training to keep them an A tech.”

“I think the program expense is very insignificant in the overall cost,” observed Clark. “There is going to be a significant investment in the tools, equipment training – and obvious with the ongoing training.”

Above all, it is important for any shop considering going the certification route to ensure that their involvement justifies the time and expense.

“You have to look at factors like whether the manufacturer charges for ongoing training,” offered Hawkins. “You have the cost of getting your tech there, and you have the cost of getting a hotel… You have to look at how many units in operation you have in your marketplace to determine whether that makes financial sense for you.”

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Courses Inform and Inspire Thanks to the official NORTHEAST debut of the Washington Metropolitan Auto Body Association (WMABA)-presented Collision P.R.E.P. education series, this year’s show boasted the most extensive and enlightening training schedule in the event’s 41 year history.

“The NORTHEAST show has the closest proximity and best industry relationships for us to build the Collision P.R.E.P. education series for our membership region and beyond,” says WMABA Executive Director Jordan Hendler. “While it was a bit of a commute from our region, numerous shops came in from as far as Oregon to participate in the seminars!”

NORTHEAST 2018 Platinum Show Sponsor BASF delivered high-end education to the show in the form of “Basics of Blueprinting,” a seminar presented by John Shoemaker. Attendees received an overview of the tools necessary to properly blueprint vehicle damage, properly identify vehicles, use proven photo documentation techniques, understand how to use various websites to research repair procedures, validate scan processes and documentation, determine associated damage,

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research and document refinish processes and properly document required repairs.

In addition to supporting NORTHEAST as an exhibitor and General Show Sponsor, SherwinWilliams Automotive Finishes brought in powerhouse speaker Lee V. Rush for “Tactically Lean – Strategic Lean Implementation.” This Saturday afternoon presentation explored ways that shops can develop a “tactical” approach to implementing Lean production processes to improve the daily operations within their businesses.

AASP/NJ Board member Dave Gruskos (Reliable Automotive Equipment) was on hand for “Riveting and Bonding, and Other Repair Operations & Procedures,” an in-depth seminar that offered insight into properly tooling and educating technicians for identifying and understanding the operations and procedures utilized on today’s advanced vehicles.

Activity on the NORTHEAST show floor kicked off bright and early on Saturday morning with the Metropolitan Car-o-liner-facilitated “Proper & Accurate Blueprinting (Pre-Scan/Pre-Measure).” The class was presented by Larry Montanez of P&L Consultants with assistance from Jake Rodenroth

Instructors/presenters included (left to right) John Shoemaker (BASF), Ron Reichen (Precision Body and Paint) and John Eck (General Motors).

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Audi dealers strive to make you an A

• Audi dealers offer an expanded inventory of sheet metal, bumper covers and suspension items that will reduce your cycle time.

• Audi dealers can order non-stocked parts on Friday and have them available on Saturday to help speed your repairs.

• Audi Genuine Parts carry a limited 12-month warranty* to help ensure quality and reliability from your repairs.

Installing Audi Genuine Parts from an Audi dealer is priceless to your reputation and your cu Flemington Audi 213 Route 202/31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908.782.1795 email: rmuir@flemington.com www.NJPARTS.com

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

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

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

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

Audi Genuine Parts fan.

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Audi Turnersville 3400 Route 42 Turnersville , NJ 08012 856.649.7560 Fax: 856.649.7565 www.turnersvilleautomall.com Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com Audi Eatontown 95 Route 36 Eatontown, NJ 07740 732.389.1000 Fax: 732.483.8455 www.eatontownaudi.com

Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com

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Audi Manhattan 800 11th Avenue New York, NY 10019 212.515.8200 Wholesale Direct: 212.515.8275 www.audimanhattan.com

Cherry Hill Audi 2261 Marlton Pike West Cherry Hill, NJ 08002 Wholesale: 856.665.5660 Fax: 856-773-4077 email: parts@cherryhillimports.com www.cherryhillaudi.com

243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 email: jmarcella@jackdanielsmotors.com www.jackdanielsmotors.com

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(asTech) and Anthony Cetani from Metropolitan Car-o-liner. Rodenroth also presented the Collision P.R.E.P. course “The Time is Now! An Update on Scanning and Calibration” on Sunday morning.

Ron Reichen, owner of Precision Body and Paint in Beaverton, OR, traveled to NORTHEAST to present “Structural Repair Methods – Critical in Today’s Vehicles with Advanced

Technologies,” a seminar designed to help attendees understand the why and how behind properly identifying structural components and the associated non-included repair operations.

I-CAR had a major presence at this year’s NORTHEAST, offering two seminars (“Squeeze-Type Resistance Spot Welding” and “Training & Welding Technology Today / MIG

We were happy to meet with old and new customers at

THANK YOU FOR DROPPING IN!

516-361-9220

www.collisionequipment.net

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Brazing & Rivet Bonding”) in addition to supporting the show as an exhibitor. I-CAR representative Allan Smith also used his time at the show to inform attendees of the organization’s newly expanded InShop Knowledge Assessment program, which was created to examine the knowledge every technician in a shop already possesses before they start I-CAR training. According to I-CAR, the system “will confirm up to I-CAR ProLevel 1 knowledge for technicians, relieving them from taking redundant training classes. An In-Shop Knowledge Assessment involves a trained I-CAR assessor going to a shop to execute a step-by-step process. By working through the process, the assessor will be able to recognize and acknowledge the existing skills and training throughout the shop.” After this review, the assessor will write a prescription for the shop for the I-CAR training its staff should attend.

For “Developing and Delivering Effective Written and Verbal Negotiation Practices,” Keith Manich of ATI discussed the skillsets required to prepare for and deliver effective communication with third-party payers, vendors and vehicle owners.

The course provided an opportunity to look at the soft skills that are the most important in communicating effectively in today’s collision repair environment, including the process of gathering, writing and communicating using detailed documentation and manufacturer-recognized procedures.

Attendees who took in “Developing an Effective Digital Marketing Strategy that Will Grow Your Business” from Brent Betts of AP Digital walked away with tips on how to successfully reach today’s consumers online. Also, the discussion covered the most effective online platforms and how shops could grow their business with the right digital strategy. In a similar vein, Jim Saeli of Management Success

presided over “Social Media Mania,” a course that showed shop owners how to take the top business-related social media sites – like Yelp, Google+ and Facebook – and turn them into marketing powerhouses without paying outrageous monthly fees.

In one of the most-talked about events on the NORTHEAST floor, John Eck of General Motors led a team of company representatives in announcing the automaker’s new Collision Repair Network during a special Saturday afternoon press conference that drew a huge crowd of show attendees and members of the automotive media.

As part of a KPI review as a shop owner or manager, have you ever been told that your “Severity” is too high? Have you been told that your “business partner” may reconsider your relationship unless you reduce “Severity” to align with their purported value? Do you understand “Severity” and what part, if any of it, is really under your control? These questions were answered during “Severity Doesn’t Matter and How to Manage Insurer Expectations,” an intriguing seminar that saw speaker Tim Ronak (AkzoNobel Coatings) dive into where the severity metric comes from and the factors that give it credibility – or not!

NORTHEAST show goers looking for more realistic labor times found the answer during “The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan,” a Collision P.R.E.P. course presented by Danny Gredinberg of the Database Enhancement Gateway (DEG). As Gredinberg explained, the DEG is a free initiative that was developed to help improve the quality and accuracy of collision repair estimates through proactive feedback from the industry and other end-users to the Information Providers (IPs) that supply the databases for the various estimating products. The DEG was created and is equally funded by the Alliance of Automotive Service

Providers (AASP) and the Society of Collision Repair Specialists (SCRS).

More information on the DEG is available at degweb.org.

Industry expert Bo Barbieri (Hunter Engineering) joined representatives from NORTHEAST exhibitor Liftnow Automotive Equipment in presenting “Safety Systems Alignment: A New Focus on Body Shop Profitability.” This highly technical seminar discussed the

evolution of advanced driver assist systems (ADAS), such as lane departure and adaptive cruise control, and the importance of calibrating and resetting these systems post-collision.

The event also focused on the profitability that body shops can enjoy from participating and specializing in these new industry trends.

NJA

New Jersey Automotive | April 2018 | 43

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Honda Hosts “Power Up with ProFirst” at NORTHEAST

Following up on the success of its ProFirst events at previous NORTHEAST shows, American Honda Motor Co., Inc. returned to the Meadowlands Exposition Center this year to host two morning programs for shops involved in its popular certification program.

Roger Cada During “Power Up with ProFirst” on Saturday and Sunday, ProFirst shop attendees were treated to extensive presentations by some of the industry’s most celebrated speakers. The events kicked off Saturday morning with Erica Eversman, chief counsel for Vehicle Information Services, who shared ways that attendees can take ownership of their damage analyses, develop SOPs for documentation and stand by their professional determinations when challenged.

“In this business, action without a philosophy is absolutely a lethal weapon,” she observed. “If you are repairing a vehicle without a full thought process behind how you’re writing out your documentation and how you’re actually going to be repairing the vehicle, then you’re doing a disservice to yourself, to your customer and to Honda and the ProFirst program.”

Above all, Eversman stressed that repairers who document their work have the ultimate power when negotiating with insurers.

“Who is the professional? In the collision repair context, you are always the professional who is in charge of the repair… If you don’t take ownership of the damage analysis and dictate the repair process, you could put lives at risk.”

Industry veteran Roger Cada (Accountable Estimatics) followed Eversman with a presentation that focused on developing a methodology for damage assessment using OEM procedures, measuring and database skills.

“The insurer’s looking for how we present damages to them; that’s key,” Cada said.

58 | New Jersey Automotive | April 2018

“Here’s what I’m observing as I go around the country: If the estimate doesn’t call for it, the technician doesn’t fix it… We want to make sure that everything that’s put on that bid properly reflects what needs to be done.”

Additionally, Cada noted the importance of taking quality photographs during the estimating and repair processes.

“The bill payers are justifying the expenses they pay you through the images you provide.”

Saturday’s “Power Up with ProFirst” slate concluded with a motivational presentation

by Bill Sefcek of Stan-Mitchell Enterprises, who discussed how attendees can create the “learning culture” required to support their participation in the ProFirst program, leverage the value of their training and certification and implement change in a difficult business environment.

Sunday got off to a lively start thanks to Mike Anderson of Collision Advice, who discussed a variety of ways for shops to thrive – and not just survive – in today’s marketplace. A major part of his talk involved the need to utilize OEM tools and equipment, with pre- and post-repair scanning serving as a critical example. He noted the importance of shops using the Honda/Acura diagnostic software (i-HDS), which is “always going to have the latest and greatest [information].”

Scott Kaboos of American Honda Motor Co. closed out “Power Up with ProFirst” with a seminar that explored the technical side of automotive repair.

“If you are still fixing the cars the way you did 10 years ago, you’re fixing them incorrectly and unsafely,” he said, adding that even today’s economy Honda vehicles feature advanced technologies that were uncommon in the recent past.

“I actually did an ADAS [Advanced Driver Assistance Systems] calibration on a Honda Fit the other day…I would have never thought of that five years ago.”

Not surprisingly, Kaboos stated that Honda’s repair procedures must be followed for each vehicle that enters the shop.

“If you get a 2018 Honda Accord in and you need to put a roof on it, read the procedure with your technician. Understand it before you start the job.”

LYNNES

AUTO GROUP

continued from page 29

WHOLESALE DEPARTMENT

training or equipment purchases. We want to make sure we’re partnered with them, and that’s why we made the additional investment ourselves to be at the show this year.

“The expansion to the second floor and the additional training classes offered was definitely beneficial to our customers,” he adds. “The industry needs ongoing education; it’s continuing to change at a rapid rate. It was great to see customers and shop owners come out to take advantage of that information.”

For Ken Racioppi, agent office representative of longtime exhibitor and General Sponsor Harbortouch, being at the show provides an uncommon marketing and networking experience.

“NORTHEAST really connects me with new business, which I’ve always gotten out of the show. It allows me to see a lot of my existing customers face to face, because they ultimately go there every year. It’s an opportunity to get everybody under one roof.”

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New Jersey Automotive | April 2018 | 59

Racioppi is happy to report that NORTHEAST allowed him to connect with industry members from as far away as Ohio, Pennsylvania, Maryland and Chicago.

“The show has become a lot more known and spread out. It definitely seemed like people had a renewed energy this year to do business.”

Raul Cruz, admissions representative for General Sponsor Lincoln Tech, used NORTHEAST to touch base with both prospective students and Lincoln Tech alumni who have prospered in the field.

“The great turnout is the reason we keep doing it. I see a lot of Lincoln Tech grads who own their own businesses.

There was more diversity this year; there was a little bit of everything. The show was livelier this year, and I was able to see and talk with more people.”

NORTHEAST Door Prize Sponsor Axalta Coating Systems highlighted its premium coatings by featuring a 1940 Mercury Custom built by Rob Ida Concepts. This special attraction and the ability to introduce the company’s new product, Cromax EZ, brought in high attendee numbers throughout the weekend to make the show a valuable trip for Axalta Marketing Communications Specialist Beth DiMeo. “At NORTHEAST, our regional sales and product representatives come together as a team to interact with existing customers, meet prospective buyers and to talk about current and future offerings, all in one location.”

After more than a decade’s worth of NORTHEAST trips under his belt (with the last five being with 2018 Lanyard Sponsor Innovative Solutions & Technology), Nick Mattera was quick to call this year’s experience – which saw huge crowds eager to check out the Spanesi line and the new Pro Spot i4s – the best he’s ever had.

“This show by far had the most traffic I’ve seen. It’s amazing looking back at five years ago and the floor space we had at our first show. We were in a 20-by-30 space at that point.

At this show, we more than tripled our size from where we were in 2014. It’s a great feeling to know that the show’s growing. The location is great, the way the association handles everything with the vendors is awesome and the way the stagehands work with getting everything in and out flows really well.

It’s the perfect marketing event for us.”

60 | New Jersey Automotive | April 2018

“NORTHEAST is a great show for AkzoNobel to attend because it brings together distributors and refinishers in the local area who might not be able to get to other shows around the country,” offers Bevan Perkowski, product manager, Wanda & Modern Classikk for AkzoNobel. “This is a good show for this area; key decision-makers are able to come here and take a look at what manufacturers are up to. It’s a great venue to be up close and personal with our customer base, reach them and talk to them to really get a true indication of what their needs are and what we can do as a company to better serve them.”

Not surprisingly, New Jersey-based exhibitors also saw exceptional traffic from the very moment NORTHEAST opened its doors.

“Friday night and Saturday were awesome! We saw so many people,” says Rick Weber of Maxon HyundaiMazda-Buick-GMC (Union) on Sunday morning. In Weber’s mind, NORTHEAST gives exhibitors an uncommon opportunity to build relationships with existing and potential clients.

“I don’t have to go out and see my customers; they come to me. I think the big thing [about being here] is being able to say, ‘Thank you.’ People don’t know the face that goes with the voice.

To be able to put both of them together is a great thing.”

In addition to earning considerable attention thanks to bringing in a massive display that included a patriotic-themed 75-foot Freightliner Cascadia tractor-trailer rig and hosting a coloring contest for the children in attendance, PPG personnel took full advantage of the show by taking part in as many classes and seminars as possible.

“A lot of our customers come to NORTHEAST, so we want to be here and be a source of support for them,” shares PPG Business Development Manager Taylor Bowes. “We’re also here to keep current on what is being presented in our market as well. We constantly strive to be a relevant source of information to our customers, providing as much value as possible.”

Celebrating its 40th anniversary as a company this year, NORTHEAST mainstay Metropolitan Car-o-liner enjoyed one of the most successful show experiences ever.

“Expanding the show, having the Pavilion area and bringing in the new

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Announcing the 2018 Kemperle Training Schedule

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Jan 16 & 17 Jan 18 Feb 13 & 14 Feb 15 Mar 22 Apr 17 & 18 Apr 19 May 22 & 23 May 24 Jun 19 Jun 20

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training and seminars broadened the scope of who’s interested in coming,” says Metropolitan Car-o-liner President Dave Demarest, Jr. “It brought in a lot of first-time attendees, and people who might not have been here in a long time.

That means more people in the aisles, which makes it good for exhibitors and good for the show.”

For Accudraft’s Guido Pippa, being a part of NORTHEAST allows his company to make sales from an attendee base that looks forward to seeing him on the floor year after year.

“The market here needs somebody to put something like this together, and NORTHEAST has done a really fantastic job. [The industry has] a lot of decisionmakers who are working on getting new equipment, and they try to get their heads around budgets for these type of machines for years. People wait throughout the year to come to this show and make their final decision.

NORTHEAST does such a great job of promoting, advertising and getting the word out there that the show is coming.

People show up, and they know about it year in and year out. We do so much business out of this show; we see old customers, new customers and people we work with during the year. We close deals right here at the show.”

Naturally, NORTHEAST 2018’s extensive education, purchasing and networking opportunities were strong enough to attract automotive repair and service professionals from around the country. Karl Schmidt, third-generation owner of GO Collision in Salt Lake City, UT, flew to the east coast to see NORTHEAST with his wife, Tanya. He signed up to attend as many Collision P.R.E.P. courses as he could and talk with vendors such as The Coalition for Collision Repair Equality (CCRE) about practices of not following the insurance estimate and the culture shift it requires.

“We’re all about working in the customer’s best interest; that’s what we set our business up as. When an insurer tries to push improper repairs, it leads us to seek other ways to mediate that issue, as we find the insurance [side] is usually not in the customers’ or the vehicles’ best interest.”

When asked what he enjoyed most at the show, Schmidt was quick to praise Mike Anderson’s “Write it Right” presentation and the “Take Back Your Business: A Legal Guide” panel featuring Larry Montanez (P&L Consultants), Erica Eversman (Vehicle Information Services) and Ed

Kizenberger (The Long Island Auto Body Repairmen’s Association/ The New York State Auto Collision Technicians Association).

As the success of NORTHEAST proves, AASP/NJ’s flagship event shows no sign of slowing down in its mission to educate, entertain and celebrate the American automotive community.

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

NJA

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

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New Jersey Automotive | April 2018 | 65

LESTER GLENN COLLISION CENTER

USI NORTH AMERICA CUSTOMER TESTIMONIAL

Lester Glenn Collison Center’s 33,000 square-foot facility in Toms River, NJ has been serving collision repair needs since 1956. Affiliated with nine OEM car lines, and producing approximately $5 million worth of business a year, Lester Glenn has seen the incredible benefits of having a USI Italia Spray Booth.

“About seven years ago, we reached out to a couple of companies for a spray booth,” explains Collision Center Manager Dan Paganelli. “USI showed up, and out of all the proposals and all the meetings, they showed the most professionalism. They walked us through what we could have, what we could do and why we should do it. We felt very comfortable; the meeting was focused on what the booth was capable of, and how it would fit into what we wanted to do for the future.”

Paganelli described the difficulties the painters at his shop were having with waterborne paint drying on cars, and with the help of USI’s team, the new spray booth revolutionized the way they did business.

“We were one of the first shops to incorporate this new booth style that had a superior heating capability. We removed all the blowers, and USI showed us how to use this new technology. It amps up the drying temperature, the air movement is great over the vehicle and with increased heat, the drying time is faster.

“The service from USI was so helpful we actually became one of the shops in the area that taught people how to not use blowers, which are very cumbersome – they get in the way, and they take more time than the way we were now doing things. One of our paint reps came in and asked us to show them what we were doing and how to do it. We were showing everybody how to use the booth, and they were very impressed.”

At Lester Glenn, Paganelli’s painters utilize the spray booth, and their doubleheated prep deck, every day, clocking over 320 hours every week, with the goal to soon be 500 hours. Additionally, the shop is in the process of installing a second spray booth, and Paganelli is excited to see how it continues to improve business.

“Something I really love is their new computer system. They can go in there overnight and upload any additional information that we need, or perform any upgrades to the booth. Any troubleshooting,

they can do it from New Jersey or Italy – even when we’re closed. [USI’s] service has been above average, and that’s hard to find with an outside contractor. In this industry, with spray booths, that’s very, very difficult to find. They’re really standing behind their product line, which we appreciate.”

Since the installation of the first USI Italia spray booth, Paganelli says his employees have really valued the simplicity of the booth, as well as the longevity it has provided to the company over the course of a long day.

“Our painters really love the drying capabilities, and just the overall ease of operation. It’s really simple to maintain and great to work with. For the amount we use it, it’s a workhorse – and that’s what you need. You need reliability. You need to know that it’s working from seven in the morning until five at night – and that’s what it does.”

In regard to training associated with the booth, Paganelli says USI’s team came out to the shop to go over the different capabilities of the system.

Additionally, he’s benefitted from the expertise of USI’s representatives.

“The drying of the paint – they gave us a ton of input in that respect, and that has just catapulted us. It has saved us a lot of cycle time in the booths, and that was huge for us. There’s no barometer for how much that has helped us – it’s increased our business one car per day at the very least.

“USI’s input was also very instrumental in the layout of the shop, and that was a great advantage to us.”

For Paganelli and Lester Glenn, it’s the reliability of the USI Italia spray booths – as well as the USI representatives - that have proven to be the biggest benefits.

“It’s comforting to know that someone’s at the other end of the phone. I feel comfortable knowing I have someone I can depend on. We’ve never had a problem with lighting, mechanicals, running the booth. It’s been very reliable. If I need to reach out to them for service needs, I know they’ll help me.”

In the future, Paganelli is confident that adding a second USI spray booth will only continue to bolster their business.

“The installation of the second booth will allow us to bring on another full-time painter, which I think can increase our paint capacity from 320 to well over 500 hours a week. That alone can increase our total sales for the month by 30 percent. Over a year’s time, we think it can push us well over that $5 million mark – that’s how much of an advantage it’ll be.

“USI is so straightforward. There’s no bells and whistles. The booth moves a lot of air, it moves it consistently – there’s no failure, no lag and that’s what you want: Longevity, consistency, and the ability to bake the cars properly to OEM standard.”

USI North America 556 Commerce Street, Franklin Lakes, NJ 07417 Phone: (201) 405-7761 Email: s.moretto@usius.com www.usius.com

New Jersey Automotive | April 2018 | 67

BREAKING NEWS

Major MSO Drops PartsTrader As we went to press, New Jersey Automotive received information from CRASH Network and other industry sources that Caliber Collision Centers locations in Georgia and North Carolina are no longer using the controversial PartsTrader parts procurement program as part of their Select Service DRP arrangement with State Farm. Despite moving away from PartsTrader, these

68 | New Jersey Automotive | April 2018

facilities remain on the Select Service program. Citing anonymous sources, CRASH Network also reported that some Caliber locations are only using PartsTrader for The Hartford at this time.

Caliber locations in other markets are also rumored to be undergoing the change. Neither State Farm nor PartsTrader had issued an official public statement on the subject at press time.

In a statement published by Repairer Driven News, Hartford spokesman Thomas Hambrick reiterated the insurer’s support of the PartsTrader

platform.

“The Hartford is committed to helping get its customers back on the road as soon as possible and will never compromise the quality or safety of a repair. PartsTrader enhances the number of quality parts options for repairs, and we have no intention to discontinue use of it within our Direct Repair network.”

Extensive coverage of Caliber’s changing relationship with PartsTrader will appear in next month’s New Jersey Automotive. NJA

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Unsurpassed Quality.

Genuine Hyundai Parts.

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

For Genuine Hyundai parts, contact these Authorized Hyundai Dealers.

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

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

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

THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.

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

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

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

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

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

European model shown

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ARANJ 2018 Officers

President Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net

1st Vice President Ian Szoboszlay Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com 2nd Vice President Darryl Carmen Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com 3rd Vice President Mike Ronayne Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net

Past President Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 dirkesauto@gmail.com Executive Director Brian Snyder Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

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

Ed Silipena American II Autos (609) 965-6700 esilipena@yahoo.com

Norm Vachon Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com Dylan Rinkens East Brunswick Auto (732) 254-6501 ebautonj@comcast.net

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Competition has always made the business world a little better for the public. This is especially true of the insurance world and its relationship with the recycling industry. However, maintaining this competition has been difficult, because very few insurers have decided to underwrite the recycling exposure, in spite of the general public’s need for it.

We are pleased that our continued search for new insurers has been answered. Beginning in June of this year, we will be able to deliver insurance proposals from a new insurer. We hope to be able to provide quotes starting in May. The carrier is A.M. Best rated A, XV and will offer additional coverages that are not in our current program.

Another “Insurance Brief” that is appropriate at this time of year is maintaining insurance records. We suggest you keep your insurance documents with your other financial records. You don’t want to be searching for insurance records for an event that occurred many years ago.

As always, should you have any concerns about your current insurance program, please contact me.

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

ADVERTISERS’ INDEX 1-800-NEW-PARTS ................................................12-13

Evercoat..................................................................34

Phillipsburg-Easton Honda ......................................IBC

Accudraft ................................................................40

Flemington Audi ......................................................5

Polyvance................................................................21

Acme Nissan ..........................................................4

Flemington Group....................................................56

Porsche Group ........................................................70

AkzoNobel ..............................................................15

Fred Beans..............................................................24

PPG ........................................................................3

Amato Agency ........................................................50

Future Cure/DriveBluebuzzard.com ..........................43

Princeton BMW ......................................................57

Audi Group..............................................................38-39

Glen Toyota..............................................................OBC

Safety Regulations ..................................................21

Axalta Coating Systems ..........................................6

GM Group ..............................................................45

Sherwin-Williams ....................................................19

BASF ......................................................................23

Hyundai Group ........................................................74

Spanesi ..................................................................58

Bill Flannery Automotive ..........................................68

Innovative Solutions & Technology / Pro Spot ............IFC

Steck Manufacturing................................................11

BMW Group ............................................................16-17

Kemperle ................................................................62

Subaru Group..........................................................63

BMW of Springfield..................................................75

Klean Frame............................................................60

Town Motors ..........................................................69

Bridgewater Acura ..................................................48

Lynnes Nissan East..................................................59

Toyota Group ..........................................................59

Cadillac of Mahwah ................................................25

Maxon Buick-GMC ..................................................49

Tri-State Luxury Collection ......................................8-9

Classic Audi ............................................................71

Maxon Hyundai........................................................53

Tsunami Compressed Air Solutions ..........................10

Collision Equipment Company..................................44

Maxon Mazda..........................................................51

USI Italia..................................................................66-67

Collision Equipment Consulting ................................42

Mazda Group ..........................................................78

Valtek......................................................................61

Clinton Acura ..........................................................IBC

MINI Group..............................................................52

VIP Honda ..............................................................48

Dover Dodge Chrysler Jeep......................................64

Mopar Group ..........................................................35

VW Group................................................................65

Empire Auto Parts....................................................60

NUCAR....................................................................72-73

Westbury Jeep Chrysler Dodge Ram SRT ................77

Equalizer ................................................................11

Performance Ford Lincoln........................................59

Wheel Collision Center ............................................61

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THE RIGHT FIT FOR THE PERFECT FINISH.

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

PROTECT YOUR CUSTOMER’S INVESTMENT WITH ORIGINAL MOPAR PARTS ®

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

• Experience service that’s second to none!

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

• First-class Jeep dealer!

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

®

©2018 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC. New Jersey Automotive | April 2018 | 77

Superior service starts with superior parts.

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

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you Contact these Mazda dealers for all your parts needs: Maxon Mazda 2329 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631

Nu Car Mazda 172 North Dupont Highway New Castle, DE 19720 Phone: 800-346-5283 Fax: 302-322-7135

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Mazda of Lodi 130 Route 46 East Lodi, NJ 07644 Phone: 866-716-0511 Fax: 973-594-4933 www.mazdaoflodi.com

Wayne Mazda 1244 Route 23 North Wayne, NJ 07470 Phone: 973-646-0333 Fax: 973-694-1700 www.waynemazdafactoryparts.com