NJA0419.qxp_NEW JERSEY AUTOMOTIVE 4/2/19 5:35 PM Page 1
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)
April 2019 $595
www.grecopublishing.com
We Appreciate Your Business! Flemington Audi, the largest Audi wholesale parts dealer in NJ, thanks our customers for continued loyalty and business. We appreciate the opportunity to serve you over the years, and look forward to helping you save time and increase profits in the future with Audi Genuine Parts.
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Flemington Audi 213 Routes 202/31 South, Flemington, NJ 08822 Business Hours: M-F 7:30am – 5pm Sat 8am – 4pm
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Join our growing list of satisfied customers! Orders accepted by phone, fax and email. New Jersey Automotive | April 2019 | 5
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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 CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com DESIGN ASSISTANT Christopher Rizzi / chris@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
CELEBRATING 30 YEARS 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 © 2019 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 49 NUMBER 4 | April 2019
10 OUT OF BODY AND (MECHANICAL) EXPERIENCES
14 PRESIDENT’S MESSAGE
22 COLLISION CHAIRMAN’S MESSAGE 64 NJA ADVERTISERS’ INDEX
18 EXECUTIVE DIRECTOR’S MESSAGE
LOCAL NEWS
by Alana Bonillo
24 Company Culture Seminar Inspires Pit Crew Mentality
28 COVER STORYby Joel Gausten
The BEST GOT BETTER: NORTHEAST® 2019 Excels 29 Straight Talk on Certifications
31 Anderson Gives “Life Nuggets” on Scanning, Better Negotiations
32 NORTHEAST Goes “Repairer to Repairer”
40 Marc Gabbard Receives James Moy Memorial Award 40 The ABCs of ADAS (and More)
41 Data and Accuracy, the BASF Way 48 Evolving with Sherwin-Williams
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 59 President’s Message by Rodney Krawczyk
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 2019 | 7
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My Dinner with Amtrak
OUT OF BODY (AND MECHANICAL) EXPERIENCES
For most of my life, I have been told that traveling by plane is superior to taking a train; that it’s safer, faster, more convenient. I get all that. I really do. And most of it is probably true. But there is one thing traveling by Amtrak has over all the airlines, and that is their food. That’s right. The food. Believe it or not, dinner or lunch on Amtrak is pretty damn good. And remember who is telling you this. I am quite possibly the pickiest eater in the world and I am telling you that train food is good. Take that in for a second. On second
thought, let’s move on. Of course, it didn’t start out like that for me. My first couple of trips, I brought my own food, mostly snacks like chips and popcorn. But on my trip to Orlando for my honeymoon, a light bulb went off in my head. The longest stop on the route was in Jacksonville about 22 minutes. So when I got on the train, I asked the porter how far the closest McDonald’s was from the Jacksonville train station. Turned out, it was only about a mile away. So when we pulled into the station, I jumped out of the train, ran to the nearest taxi cab
by THOMAS GRECO, PUBLISHER
and told him to get me to McDonald’s as fast as possible. As my new bride held her breath back on the train, I took off into the night. About 15 minutes later, I returned with my three plain hamburgers and two large fries. Of course, she didn’t speak to me the rest of the way...but hell, it was worth it. I think the first time I actually ate on the train was when we went down with my kids. The train has a dining car. You reserve a time and then walk to the car, which has a four-person booth. The menu hasn’t changed in three decades,
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but that’s okay. It typically offers steak, chicken, burgers and fish. Again, believe it or not, the steak and burger are very good. I actually started to look forward to it over the years. But, of course, once I start to look forward to something… A few years ago, Amtrak removed the dining car from the morning train that I always take. They said it was to keep rates low, but I’ve yet to see any evidence of that. So, I’m back to lunch pail-ing it again. No more McDonald’s stops, though. I’ve learned to come prepared with a sub. (No, not from Subway, wiseass!) Thankfully, the train home still has the dining car. The only thing that can be a problem is that now that I travel alone, there are times I can get stuck eating at a table with Hannibal Lecter. It’s a very awkward situation. Do the people want to talk? Who starts the conversation? That’s why I usually make the latest reservation of the night and hope that I’m left to my anti-social self, alone with my iPad. Although that’s
not entirely true. Sometimes you meet people with the most interesting stories you could think of. Last September, I was sitting in a booth when a couple got seated across from me. They looked older than me, but not by much. They nodded when they sat down, but nothing was really said until after we had all ordered. I asked my usual original and brilliant ice breaker: “So, where are you from?” Turns out they were from Jersey, too. We got to talking about our state, and as always, the conversation ventured into the “so, what do you do?” category. After I mentioned my publishing career, they both told me they were retired. I said that was great and asked if they travelled often. They said yes. In fact, they travelled a lot more since they won the Publisher’s Clearing House contest. After several “get outs” and “no ways” from me, they told me the story. Like most of us, the husband never believed anyone won those contests. But he always entered anyway. So one
day he was at a neighbor’s house when he got a call telling him there was a commotion outside his house. He looked out the window and saw all these people with balloons and stuff. He opened the door and saw the giant $1 million check and almost fainted. He told the people he had to call his wife, who was volunteering at a soup kitchen. A few minutes later, she arrived with her apron still on and she ran into his arms, crying with happiness. They honestly were the nicest, most wonderful couple you could imagine. It was a great story. But as I said goodbye and good luck, I laughed to myself walking back to my cabin. Just another crazy bunch of people on the train. Then of course I went on YouTube and searched “Publisher’s Clearing House winner, Orange, NJ.” And wouldn’t you know, there THEY were! Truly amazing. And they loved train food, too! NJA
New Jersey Automotive | April 2019 | 11
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PRESIDENT’S MESSAGE
Another Amazing NORTHEAST First off, I’d like to thank every sponsor, exhibitor, speaker, volunteer and industry attendee who made the 42nd Annual NORTHEAST Automotive Services Show the greatest event in AASP/NJ history! This year’s NORTHEAST marked the second time that the Washington Metropolitan Auto Body Association (WMABA) brought its Collision Professional Repairer Education Program (Collision P.R.E.P.) to the show. Featuring nearly 20 classes spread over three days, Collision P.R.E.P. was an educational experience you simply couldn’t find anywhere else. WMABA definitely brought a fantastic array of speakers who were all relevant to current topics and issues. They provided our attendees with new information that our industry needs to know on how to improve our businesses, what we need to be looking for and how to protect ourselves. At many points throughout the weekend, WMABA had three classes going at the same time, and those classes were filled to the brim.
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If you can get out and learn something new, it’s worth your time, energy and effort. AASP/NJ was pleased to see thousands of our industry peers do exactly that at NORTHEAST 2019. No matter who are you, the fact is you don’t know everything. I made it a point to attend several Collision P.R.E.P. presentations this year, and each one gave me something new that I’m already using to make my shop operation stronger and more successful. I got a lot out of Michael Bradshaw’s “Repairer to Repairer” discussion on structural repairs, and the talk by Mark Olson of VECO Experts on creating a “bulletproof file” was eye-opening. At the end of NORTHEAST and Collision P.R.E.P., I left asking myself a very important question that came up in my mind throughout the weekend: “Am I truly researching and charging for everything I do?” I know many of you have been asking yourselves the same thing after attending Collision P.R.E.P. I don’t think there’s anybody out there who has everything dialed in. Once something you overlooked becomes an issue, you’ll kick yourself for not preparing for it in advance. It’s critical that we all make a commitment to learning on a consistent basis. We’re not just fixing cars; this industry truly is a well-rounded profession. We need to view and conduct ourselves as corporate-run businesses. The advances in cars coming down the road and into our bays make it necessary for us to cover our you-knowwhats like never before. In closing, I want to give a special thanks to everyone in AASP/NJ who made NORTHEAST 2019 happen. We volunteer our time to give back to the community and help others – from our Hot Line to other personal contacts. I have people call me all the time. We’re here; we want to make things better and we want to help out. Of course, we can’t do everything ourselves; strength in numbers is only possible if there’s a two-way street. Please attend our events, read this magazine and reach out to us with new ideas on how to make this industry better. I can’t say this enough: Get up and do something about the way things are. Nothing will change on its own. It’s up to us to make the difference, starting at the frontline – our business. Stand up for your customer and what’s right. It’s your business, not a charity…unless you decide to run it as one. NJA
14 | New Jersey Automotive | April 2019
by JERRY MCNEE
THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW.
For Original BMW Parts, contact one of these authorized BMW centers: BMW of Springfield 391-399 Route 22 E. Springfield, NJ 07081 Toll Free: 800-648-0053 Fax: 973-467-2185 bmwofspringfieldnj.com
Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470 PH: 973-696-6060 Fax: 973-696-8274 paulmillerbmw.com
BMW of Bridgewater 655 Route 202/206 Bridgewater, NJ 08807 PH: 908-287-1800 FAX:908-722-1729 bridgewaterbmw.com
Flemington BMW 216 Route 202/31 Flemington, NJ 08822 PH: 877-657-2787 Fax: 908-782-1795 njparts.com/bmw
Park Ave BMW 530 Huyler Street South Hackensack, NJ 07606 PH: 201-843-8112 FAX:201-291-2376 parkavebmw.com
Circle BMW 500 Route 36 Eatontown, NJ 07724 Parts Direct: 732-440-1235 Fax: 732-440-1239 wholesale@circlebmw.com circlebmw.com
Wide World BMW 125 East Route 59 Spring Valley, NY 10977 PH: 877-817-3895 Fax: 845-425-5080 wideworldofcarsbmw.com
BMW of Bloomfield 425 Bloomfield Avenue Bloomfield, NJ 07003 Parts Direct: 973-748-8373 psantos@dchusa.com
New Jersey Automotive | April 2019 | 15
YOU tell us what and when and WE worry about how to get you the right parts when you need them.
How do we do it? • 80 wholesale professionals • $6.2 million on-site inventory • 24-hour work schedule • Regional / national parts locating • Same night manufacturer deliveries • 24-hour return / credit process • Automated order delivery and tracking
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IT'S ALL ABOUT YOU!
16 | New Jersey Automotive | April 2019
Left to right: Bill Grasso (Operations Mgr.), Bill DiRusso (Director), Dennis Davenport (GM), Bill Curren (NJ Sales Rep.) and Nick Halliday (Sales Mgr.)
New Jersey Automotive | April 2019 | 17
EXECUTIVE DIRECTOR’S MESSAGE
Danger Lurking in the Lack of Negotiations by CHARLES BRYANT
The regulations governing the fair claim settlement practices of auto property damage claims in New Jersey are clear. In fact, the regulations clearly explain what is supposed to happen from the time an auto property damage claim is reported to an insurer. It covers every step – from getting a damaged vehicle repaired and returned to the vehicle owner to, in the event of a total loss, indemnifying the vehicle owner of their loss. The regulations allow an insurer to recommend a shop if the vehicle owner does not have a particular facility in mind to do the repairs. It is common for an insurer to recommend to an insured what is commonly referred to as a Direct Repair Program facility or a DRP shop. What is interesting is that if an insurer does make a recommendation, the company will not just recommend one particular shop; it will recommend a list of three or four shops. However, a recommendation is just that – a recommendation, similar to someone suggesting a restaurant or a hair stylist. Anyone has the right to accept a recommendation or to say, “No thank you. I have already made my choice on where I want my vehicle repaired.” This type of referral often occurs when a claim is first reported or when a shop has a disagreement with an insurer on how a vehicle should be repaired or the related costs. Many insurers seem to think that all they have to do when a disagreement occurs is recommend a shop or a list of shops that will supposedly repair the vehicle for the amount of their estimate. Unfortunately, many shops in the collision industry are not familiar with the regulations; therefore, insurers commonly get away with taking this position. For the record, under the regulations, an insurer can take a hard stance and dictate how a vehicle gets repaired and how much they will pay for that work, but not by simply recommending a shop or list of shops that will supposedly repair a damaged vehicle for the amount of that insurer’s estimate. Part of the regulations allow an insurer to physically take the vehicle and have it repaired. Let me be clear: this is not the practice of referring an insured to a DRP shop. For an insurer to be afforded the right to control or dictate the cost and method of repair, the insurer would have to choose the option found in the standard auto policy known as the “Repair Option.” At the present time, insurers never choose this option; they just act like they did. Unfortunately, since the majority of the shop owners in the collision industry don’t understand the difference, they get away with it.
18 | New Jersey Automotive | April 2019
Let me be clearer and and ask that you read this closely because right now, nothing could be more important for collision shop owners. Under the standard auto policy, there are normally three options an insurer has to choose from. Those options are: Repair the Property Replace the Property Settle the Claim in Money Now, here is something that collision shops do know. The insurers always choose to settle the claim in money when the damaged vehicle is repairable. The secret to understanding and resolving the issues that arise between insurers and collision shops is why insurers always choose to settle the claim in money and never choose the option to repair the property. The secret is: When the insurer chooses to settle the claim in money, they are not liable for negligent repairs. It allows insurers to come into collision shops and try to convince those facilities to repair damaged vehicles as per those companies’ wishes and using the type of parts they want to pay for at their rate. If the shop goes along with it and reaches what is commonly referred to as an “agreed price” with the insurer, that carrier is still not liable for negligent repairs should that work cause the vehicle to fail in a future collision. If the insurer refers a customer to a DRP shop and the customer is unhappy with the job, the insurer would be required to correct the repairs. However, the insurer would still not become liable if the vehicle were to fail – the shop that made the repairs would be. What is important for collision shops to understand is that the regulations mandate that unless an insurer chooses the option allowed in the standard auto policy to repair the damaged vehicle, the insurer shall make all reasonable efforts to reach an agreed price with the shop chosen by the insured. This is not something that I am making up; this is a provision found in the rules that governs fair claim settlement practices:
N.J.A.C. 11:3-10.3- Adjustment of partial losses (e) The insurer shall make all reasonable efforts to obtain an agreed price with the facility selected by the insured.
This is not happening, and that is a problem. We are receiving report after report on AASP/NJ’s Hot Line that
continued on page 20
EXECUTIVE DIRECTOR’S MESSAGE
continued from page 18
insurers are now dictating what they will pay for repairs and refusing to negotiate. Call after call, members of AASP/NJ are informing me that appraisers are walking into shops and telling them they don’t need to see that shop’s estimate. The insurance appraisers write their own estimate and tell the shop that is what they are going to pay, period. They refuse to negotiate at all. If this is the case, this is a direct violation of the regulations, and serious action needs to take place immediately. The regulations are there for a reason. At the present time, they are more important than ever because of the complicated technology in today’s vehicles. Vehicles must be scanned before and after repairs, and certain components like steering angle sensors must be recalibrated or the vehicle can actually cause the injury or death of its passengers. Vehicle manufacturers are now issuing bulletins and position statements to inform people that certain parts on their vehicle should not be repaired when damaged and explain that such repairs could result in the death of the vehicle passengers in a future collision. If insurers dictating to shops rather than following the regulations is the trend, it is imperative that members of the industry report this type of activity immediately so it can be documented and action can be taken to address this before it results in a disaster. If anyone reading this article would like to report this type of activity, I can be reached on the AASP/NJ Hot Line at (732) 922-8909 or by email at setlit4u@msn.com. NJA
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Paolercio Brothers Auto Body Hillside
No. 1 Auto Body East Orange
Boonton Auto Body, Inc. Boonton
Bogota Auto Body II, Inc. Bogota
Ralph’s Body Shop, Inc. Vineland
Jim’s Auto Body Milford
20 | New Jersey Automotive | April 2019
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New Jersey Automotive | April 2019 | 21
You Don’t Know What You Don’t Know
COLLISION CHAIRMAN’S MESSAGE
by DENNIS CATALDO
As we close the doors on the 2019 NORTHEAST® Automotive Services Show, I would like to thank all of the exhibitors, attendees and speakers for another fantastic year.
A lot of hard work went into this show, and I could not be happier with the results. If you did not attend this year, you really missed out. As I have said before, what I enjoy and benefit
from most is talking to other shop owners. Hearing how they handle different situations, their day-to-day operations and new technologies really helps me think about the changes that would most benefit my shop. The Collision P.R.E.P. classes were another highlight of NORTHEAST 2019. I only wish I had more time in the weekend so I could have attended them all. I did notice that most of the classes were attended by people from out of state. In the future, I would love to see more of our members and in-state shops attend these workshops to gain the knowledge that they are otherwise missing, support AASP/NJ and improve our industry. These classes are a great opportunity to both network and focus on the old saying, “You don’t know what you don’t know.” It’s time to learn what you don’t know – and change. Moving forward, AASP/NJ intends to provide ongoing education. Keep a look out in your inbox and in New Jersey Automotive for information on upcoming classes and events. But it can’t happen without your support. NJA
22 | New Jersey Automotive | April 2019
New Jersey Automotive | April 2019 | 23
Company Culture Seminar Inspires Pit Crew Mentality LOCAL NEWS By Alana Bonillo
Just as a chain with a broken link can’t be fully supportive, a business can’t function at 100 percent if there are weak links in the team. The key to improved success lies in a strong company culture based on clear messages, effective communication and overall good quality of life. Roughly 100 auto body professionals from around the state recently attended two sessions of “Autobody Team, Pit Crew Mentality,” an interactive and engaging seminar presented by AASP/NJ President Jerry McNee (Ultimate Collision, Edison) and John Niechwiadowicz of QLC, Inc. The training seminar was designed to motivate and influence the creation of positive company culture that will return increased productivity, revenue growth, a more satisfying work environment and countless other benefits. The seminar, which was sponsored by AASP/NJ, Enterprise Rent-A-Car and Central Paint, was offered on two
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Jerry McNee and John Niechwiadowcz addressed shop owners on the benefits of developing a pit crew mentality.
consecutive afternoons at the Hilton Garden Inn in Springfield and Hamilton. “Our qualities of life are on the line, and they are dependent on the work environment, your productivity and your performance,” suggested Niechwiadowicz. “The seemingly small decisions you make each day can change lives for the better.” He then polled the audience to see what would be among the largest impacts they would hope to achieve if their teams performed better. The most common answer was “less stress.” McNee added, “You want to make your shop a place [your employees] want to be. Make it the best work environment it could possibly be.” Statistics show that good company culture leads to increased net income, revenue and employment growth over time. “As your customers come in the door, they will feel that vibe [of good culture]. It starts there. It’s that first
impression, and that is hard to turn off. But to give that impression and fail at the end is disappointing,” McNee advised. Niechwiadowicz and McNee walked the audience through the exercise of identifying their shop’s culture statement and encouraged all to take the time to meet with their key team members and explore their company culture message together. Communication is a key in understanding what team members want. “Take the time to [think about it], and you will come up with amazing ideas,” stated Niechwiadowicz, adding that it’s all about capitalizing on opportunities to better their company’s environment. Through an open discussion, audience members came forth with multiple creative ideas for employee incentive plans, such as tiered bonuses based on above-and-beyond work
Attendees learned valuable tips during two packed meetings at the Hilton Garden Inn Springfield (left) and Hamilton (below).
performance and out-of-the-blue employee appreciation events. Second to money, work/life balance is most important to employees. Niechwiadowicz and McNee noted that stressed workers are less productive. Leaders should take the time to think about their processes on the shop floor, since a process that is repetitive and seamless will make the work easier as it becomes more like second nature. Team members with clear instructions and responsibilities lead to better productivity and happier employees. Everyone on the team must truly realize the importance of the service they provide. It’s more than just fixing cars. “You help people work through an often traumatic and stressful moment in their lives,” said Niechwiadowicz. “That is what you really do, no matter what your position is. You keep families safe.” This factor is why it’s important to make sure employees know their sense of purpose through simple gestures. As an example, one shop owner said he takes the time to introduce customers to the technician who worked on their vehicle, as it makes his workers feel more involved. As Niechwiadowicz reminded the audience, achieving positive culture begins with leading by example. “It’s your job to be an effective leader to get everyone pulling in the same direction.” The group also discussed the importance of being accountable, as playing the blame game is not a productive way to give feedback to employees. McNee acknowledged that it’s not easy to make time for these things in a 12-hour day while running a busy shop, but said he does his best to let his team know he’s there for whatever they need regardless of how busy he is. “Even a little communication – or small talk – makes a big difference.” McNee left the audience with this thought: “What you do with this information when you leave here will make all the difference in the world. You do nothing, nothing will happen. But if you work at it, things will change.” 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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COVER STORY by Joel Gausten
THE BEST
GOT
Thousands attended the most successful NORTHEAST® in history.
BETTER: NORTHEAST 2019 EXCELS
On March 15-17, thousands gathered at the Meadowlands Exposition Center in Secaucus for the 42nd Annual NORTHEAST Automotive Services Show. Hosted by the Alliance of Automotive Service Providers of New Jersey (AASP/NJ), the three-day event drew the largest crowd and featured the most extensive slate of educational/training opportunities in NORTHEAST history. “Everybody in AASP/NJ who works to facilitate this show and put it together was just blown away,” comments AASP/NJ President Jerry McNee. “We easily drew more attendees than we’ve had in the past, and nobody was disappointed. The show was 42 years in the making to get it to this level. I went and spoke to as many vendors as I could, and they could not have been happier with the traffic on the floor. Many of them sold out of the products they brought to the show. We already have several vendors expressing an interest in expanding their booth sizes next year.” “Once again, NORTHEAST left attendees from all over the country in awe,” adds AASP/NJ
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Executive Director Charles Bryant. “It was like the stars aligned at the right time to produce the perfect show. There was something there for everyone who attended, and the training that took place was beyond compare. It was simply the place to be for anyone in the collision industry who is on top of their game. Time and time again, attendees stopped at the AASP/NJ booth to say it was a great show. The weather must have played a role in attendance, because there was not a time during the entire weekend when the aisles were not packed.” For the second year, the Washington Metropolitan Auto Body Association (WMABA) partnered with AASP/NJ to present the Collision Professional Repairer Education Program (Collision P.R.E.P.). “We had a couple standout courses, such as Mike Anderson of Collision Advice’s new ‘Scanning Best Practices’ class, the OEM Repair Panel and the first-time ‘Repairer to Repairer: Realities of Structural Repair and Tooling’ discussion that was presented by Michael Bradshaw from K&M Collision [Hickory, NC],” shares WMABA Executive Director Jordan Hendler. “For the OEM Repair Panel, ‘The Changing Landscape in Certified Repair, and Understanding the OEM Repair Procedures,’ we had a lot of shops exiting saying they had a firmer grasp of expectations from the OEMs and the programs they administrate. It’s certainly a very hot topic for all the right reasons. The most important thing is that every class was a hit; all our speakers did a dynamite job and gave relevant and timely information.” The 2019 Collision P.R.E.P. kicked off with “Expand Your Customer Base – Reach More Online Collision Repair Customers,” which saw Brent Betts of AP Digital explore the methods and philosophies behind a successful online presence. Topics included search engine marketing, Google business listings, leads and conversion tracking, social media and the impact of online video. AASP/NJ Board member Dave Gruskos (Reliable Automotive Equipment) presented “OEM Repair Methods
Photo coverage by Jargapix and Joel Gausten
STRAIGHT TALK ON CERTIFICATIONS
In an effort to bring real-world perspectives to one of the industry’s biggest trends, the “OEM Repair Panel: The Changing Landscape in Certified Repair, and Understanding the OEM Repair Procedures” at NORTHEAST® 2019 tackled certifications and procedures with panelists Leigh Guarnieri (American Honda Motor Co.), Aaron Clark (Assured Performance), Rick Miller (Wadsworth International), Mark Allen (Audi of America), Ken Park (Volvo) and Dave Gruskos (Reliable Automotive Equipment). Comoderated by Barry Dorn (Dorn’s Body & Paint; Mechanicsville, VA) and Ron Reichen (Precision Body & Paint; Beaverton, OR), the event took a deep and honest look inside the realities and demands facing facilities that want to step up and take advantage of OEM-promoted work.
Throughout the conversation, it was clear that there is no such thing as a onesize-fits-all approach to equipping a shop to serve multiple manufacturers. “The equipment for the different programs is very specific,” Gruskos said. “There is no magical item that can keep everybody happy. The car companies do a tremendous amount of testing on a piece of equipment before it’s approved, and the specifics of that piece are not going to change. Prior to ever thinking of getting certified, get a copy of the list directly from the car company. If there are any questions, bring it up with the program lead...Cars are just going to keep evolving, and equipment is going to have to evolve with the cars.” Park, who noted that Volvo will soon be restricting “anything that is boron or aluminum” to its certified collision centers alone, echoed Gruskos’ sentiments. “The fact of the matter is, you have to look at the OEMs now when you’re making the investment. If you want to work with Volvo or Honda and then decide later down the road that you want to work with Audi as well, prepare to spend $50,000 on a different welder. Definitely spend your money wisely, and spend your time trying to educate yourself as much as possible.” In addition to purchasing the proper equipment, any shop interested in
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Bottom left to right: Leigh Guarnieri (American Honda Motor Co.), Ken Park (Volvo), Aaron Clark (Assured Performance), Rick Miller (Wadsworth International), Mark Allen (Audi of America) and Dave Gruskos (Reliable Automotive Equipment)
partnering with an OEM needs to determine if there is enough work from a particular car company available in its area. “Go park in the grocery store parking lot for two hours and write down the brands of the vehicles,” advised Reichen. “Before you go head over heels into buying tools, equipment and training, it’s important for us to know your market.” Of course, equipment is only as good as the people using it. Training and culture change are just as important for a facility to consider before entering into an OEM agreement. “What is the most important tool in your toolbox? The thing that walks out the door every night and you pray to God comes back the next day,” offered Allen. “Why would you not keep upgrading that tool through education and training? We believe in I-CAR training… but it is foundational to our purposes.” Clark cautioned that owners need to be mindful of who in the shop is receiving the training under the certification banner. “There’s certainly no question that there’s a huge hole out there in a lot of shops where they just haven’t put the training to the individuals who need that training specifically. That’s what I think concerns me. Even though the training may exist within an organization, it’s not [going to] the person who actually needs to apply [it] to repair the vehicle.” While technical training is indeed important, what technicians think of their place in the overall progress is equally critical to the success of any certified facility. “What I’m really looking for is the culture change,” explained Miller, who oversees programs for Jaguar Land Rover and Subaru. “I’m looking for consistency in how a facility adopts that particular manufacturer’s procedures.” To give technicians a true taste of manufacturer-certified repairs, Guarnieri suggested sending them straight to the source and having them spend time at OEM locations before they take the plunge. “You make an investment in training, but nothing seems to work quite as good with changing the culture of an individual technician than trying to get him or her to one of the OEM repair facilities...They see the way it could be; it doesn’t have to be the way it is now.” As manufacturers continue to focus on proper repairs, OEM certification programs are demanding more from the auto body community than it could have ever imagined just a few years ago. As Park said, “The time of playing games with fixing these cars is gone. The future of the industry is elite.” NJA
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From guest presenters to live equipment demonstrations, NORTHEAST® delivered three days of unbeatable industry activities. and Advanced Technologies,” which dove into the many advances in materials and technology that shops face in today’s marketplace. The discussion focused on current and future trends, OEM repair methods and evolutions in related education and training. Veteran NORTHEAST presenter Frank Terlep (asTech) returned for “Automotive Industry Disruption: Will Your Business be a Winner?” The intriguing course delved into OEM manufacturers’ move towards a “mobility model” focusing on data warehousing, autonomous vehicles, subscription services and technology integrators. Terlep’s talk aimed to better prepare attendees to survive and thrive within the “mass disruption” of this and other industry developments. As the harsh reality of major lawsuits against body shops continues to grow, Mark Olson of VECO Experts offered insight into how facilities could better protect themselves. During “Building the
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Bulletproof File: Documentation for Repair and Reducing Liabilities,” Olson stressed the importance of proper documentation through the repair process – a feat helped along by implementing the correct in-shop culture and following OEM repair procedures. Danny Gredinberg, administrator for the Database Enhancement Gateway (degweb.org), presented two sessions of “The Estimate Toolbox: Using FREE Resources to Complete an Accurate Vehicle Damage Repair Plan,” a seminar designed to help shops document their estimates while utilizing the DEG’s free online resources. With advanced driverassistance systems (ADAS) all the rage in today’s industry, NORTHEAST welcomed Chuck Olsen of AirPro Diagnostics for “Scanning and Calibration – Getting it Right for Successful ADAS Diagnostics.” The interactive course covered a host of topics ranging from completing repairs to the
correct specifications and using the correct tools for the job. The increasingly hot topic of KPIs and “severity” was tackled by AkzoNobel’s Charlie Whitaker during “You Schedule How?” Shop personnel who attended this Sunday afternoon course left with a better understanding of insurer metrics and the parts of “severity” that are truly under their control. (Additional Collision P.R.E.P. coverage is featured throughout this issue of New Jersey Automotive.) Of course, NORTHEAST provided much more than exceptional education and training. For the hundreds of exhibitors that set up shop inside the Meadowlands Exposition Center, the show was three days of sales, networking and inter-industry camaraderie. For this year’s festivities, Silver Show Sponsor PPG chose to relocate to an impressive display right in the center of the exhibit floor. This decision led to an even
stronger response from shops and greater exposure to the company’s new items and technologies. “We don’t come here to sell a product,” shares PPG Regional Manager Jack Perna. “We really come here to educate, be proactive for our points of distribution and visit with the enduser.” Perna is one of many longtime NORTHEAST participants who continues to see tremendous value in taking a weekend out to attend each March. “This is the largest show on the East Coast. Anybody who is looking for products comes to this show. It’s a great spot to see a lot of customers in a weekend. If you put all of our guys on the road, what’s the expense to drive and visit all of those customers you see here in three days? You couldn’t do it.” “I keep coming back to the show every year because I meet a lot of new shop owners who like to learn about my services,” comments Ken Racioppi of General Sponsor Harbortouch. “Any time you’re all under one roof with potential clients is a great opportunity.” Racioppi is quick to praise AASP/NJ for organizing the event and remaining an ongoing source of support for the industry. “Obviously, AASP/NJ has been a wealth of knowledge, and they have great connections for any shop owner who needs
Anderson gives “life nuggets” on scanning, better negotiations Already one of the industry’s most energetic and well-known speakers, Mike Anderson of Collision Advice brought his celebrated brand of education to a new level by debuting a brand-new course, “Scanning Best Practices,” at NORTHEAST® 2019. Anderson formulated this new seminar in response to shops all over the country contacting him to discuss difficulties they’ve been having in getting paid by insurers to perform pre- and postMike Anderson repair scans despite having position statements from various manufacturers. The course delved into topics including how to overcome common insurer objections, key search terms to use in OEM repair procedures, differences between OEM and aftermarket scan tools, available industry resources and what the future will hold for telematics. Although shops and insurers struggle to reach common ground on scanning, Anderson stressed to attendees that there is no reason good enough to avoid performing this increasingly critical procedure. “I am of the belief, based on my experience, that it is absolutely impossible to write an accurate damage analysis on a vehicle without doing a pre-repair scan.” To illustrate his point, he noted that an average Lexus has 100 million lines of code – a major fact to consider when a Boeing 787 plane has 14 million. “We’re working on highly complex devices. That’s what has led the OEMs to come out with position statements and documentation in regard to pre- and post-repair scanning. We also need to understand that pre- and post-repair scans are just the tip of the iceberg. As collision repairers, we also have to use a scan tool to do things such as an initialization or a calibration.” What are shops across America charging and receiving to perform scans? Through the quarterly “Who Pays for What?” nationwide industry surveys conducted by Collision Advice in conjunction with John Yoswick of CRASH Network, Anderson revealed that shops’ rates for these services are “across the board,” causing a lack of consistency out in the field. “In my conversations with insurers, most of them do not have a problem paying for scans… They want to pay what’s fair and reasonable. Some people are charging a half-hour body [rate] or a half-hour [mechanical rate]; others are charging an hour. This creates a problem in the workplace while we’re trying to get paid from an insurer.” Later at NORTHEAST, Anderson presented “Write it Right, with Life Nuggets to Live By,” a discussion detailing (among other things) rules for more successful negotiations and tools (including the Database Enhancement Gateway [DEG], EstimateScrubber and the Society of Collision Repair Specialists’ Guide to Complete Repair Planning) that enable shops to better capture not-included items. Ultimately, Anderson believes that communication is the key to stronger and less stressful shop/insurer interactions. “What I think is wrong in our industry is the lack of trust. How many of you have ever had an insurance company ask you to make a copy of an invoice or take a picture of an operation to prove that you did it to get paid? The reason they want that is because they don’t trust us…How many of us as collision repairers have ever held the job up until we were paid in full because we got shortpaid some other time? We hold the car hostage that we didn’t get paid for because we don’t trust them. If you want to get paid from an insurance company, you have to be willing to go that extra mile to earn their trust. Once you’re willing to build that foundation of trust, you’ll get paid a lot quicker in the future.”
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guidance and help with whatever issues they may be faced with. One of the major member benefits is the ability to have them in your back pocket and be able to lean on them as a really good resource.” In addition to providing educational benefits to attendees via a special Collision P.R.E.P. presentation by Lee Rush, General Sponsor Sherwin-Williams appeared at NORTHEAST® to promote the significance of its recent merger with the Valspar brands under the Sherwin banner. “The show is worth our employees’ time as well as our company’s resources because it continues to give us the ability to continued on page 40
Exhibitors showed their support for the biggest industry event on the East Coast.
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northeast goes “repairer to repairer” One of NORTHEAST 2019’s most anticipated events, the “Repairer to Repairer: Realities of Structural Repair and Tooling” presentation by K. Michael Bradshaw of K&M Collision (Hickory, NC) gave attendees a real-life look at evolving repair operations and procedures straight from a peer in the trenches. The Saturday evening gathering offered an examination of the whys and hows behind properly identifying structural components and associated notincluded repair operations, with special attention given to ways that technicians could more accurately utilize advanced equipment, materials and techniques to improve their bottom line. With proper structural repairs serving a vital role in preserving occupant safety, Bradshaw noted that today’s vehicles are designed with load paths and crush zones to transfer energy around vehicle passengers to better prevent injuries in a collision. Additionally, the front bodies of modern vehicles are largely designed to aid in the energy-absorption process. “Ten years ago, most people in this industry didn’t really know that. People’s knowledge level as to why that’s so important is a lot higher now. It’s important to understand [these things] so we can understand how the decisions we make as repairers can impact the safety of the vehicle. Modern-day structure repairs require mass tools, advanced equipment, a lot of training, a lot of research and an overall understanding of how that works in conjunction with one another so
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we can put the vehicle back as close as humanly possible to pre-accident condition per the manufacturer repair guidelines.” Not surprisingly, Bradshaw stressed that these and other technologies have necessitated a new philosophy in shop bays across the nation. “You have to start thinking about this from an engineering point of view and not so much a repairer’s point of K. Michael Bradshaw view...Sometimes, really little things that seem like easy decisions or easy repairs are not so easy, because we don’t think about these things from a really analytical point of view like we should. That’s something that I think is really important to understand, and I think the manufacturers are finally seeing that we need that information so we can better our understanding of it as well.” As shops work to keep up with all the changes occurring around them, Bradshaw recommends that they think very hard about the equipment and procedural requirements of working on certain vehicles – and when it makes sense to turn down a job. “We’ve got something like 28 different certifications at our shop, and there are cars that we can’t work on...I think in this industry, there are a lot of shops that are too prideful to tell a customer, ‘We’re not equipped to be working on your car; we shouldn’t be working on it.’ Whatever money or potential profit you’re going to make on taking in a vehicle you don’t have the equipment to work on is not worth the liability you expose yourself to in the long run.” ED
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continued from page 32 get closer to our customers on their terms,” explained Carmine Mirtuono, Sherwin-Williams’ NY/NJ area sales manager, during a break on his busy Friday night on the floor. “They can visit us in our little world here by spending time with us at their leisure, and we can provide them with an opportunity to get to know more about our company and services.” Mirtuono has also seen the show evolve in exciting ways over the years. “The marketing aspect and expanded emphasis on providing relevant educational classes provided by WMABA continue to grow tremendously. Many of the exhibitors have taken larger spaces each year and have put more into
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MARC Gabbard receives
The ABCs of adas
james moy memorial award
(and more)
During a special ceremony at NORTHEAST®, the 2019 James Moy Memorial Award was presented to Yakima, WA-based shop owner Marc Gabbard, the creator of the “Collision Repair Technicians United” Facebook group. Launched in 2014, “Collision Repair Technicians United” is a self-described “group for members of the auto collision repair industry” where Marc Gabbard participants can “share their experiences [and] ask for and offer advice about repair procedures, tools and equipment - pretty much anything related to the trade.” The page boasted nearly 21,000 members as of March 2019. Gabbard was humbled to receive the prestigious award, which was created to honor late industry advocate and educator James Moy. “I know exactly how much this means to James’ family, his colleagues and his friends,” Gabbard said. “The fact that he would think I would be worthy to have this bestowed on my shoulders is overwhelming. James was a fantastic guy; I really enjoyed my conversations with him about the industry, and I really miss that.”
Advanced driver-assistance systems (ADAS), steering angle sensors and other advanced safetyrelated technologies are revolutionizing both the design and repair of modern vehicles. Not Paul Stern surprisingly, discussions on these developments made their way to NORTHEAST 2019. Paul Stern of LiftNow Automotive Equipment explored these topics and more during “Safety System Alignment: A New Focus on Body Shop Profitability.” The presentation went deep into the profitability that body shops can enjoy from participating and specializing in these new industry trends as well as how to navigate challenging insurance company dynamics to get paid for their services. There was no better time for this conversation to take place. According to Stern, there were about 236 million vehicles on the road in 2015, with “just shy of 15 million of them [being] 2015 models.” He added that “about 70 percent of 2015 vehicles [included] steering angle sensors that require some sort of safety system reset.” Stern’s course also included videos on resetting the adaptive cruise control system and the forward-collision warning system on a 2016 Nissan Altima and resetting the adaptive cruise control system on a 2016 Chrysler 300C.
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the show.” Petra Schroeder, the “Collisionista” of the Women’s Industry Network (WIN), was pleased to represent the organization during its third NORTHEAST® appearance. “It’s a great show; it’s been growing over the years. We saw a need for WIN to be here, and we are happy to get that privilege.” Being at the show enabled Schroeder to promote WIN to industry leaders and potential new members. “The body shops that come through here are one of our main target groups. We would like to have more body shops realize how important women are. They don’t realize how many women are in this
industry today. It was great to have [attendees] ask questions, and we were able to answer them.” For Tom Smetanka of Central Paint, exhibiting at NORTHEAST for the past five years has served a dual purpose of promoting his wares and contributing to the association’s success. “We are very active in supporting AASP/NJ. A lot of our customers are members, and a lot of them come to this show. We feel it’s a great venue for us to represent and grow our business, see new customers and support [the association] at the same time.” After exhibiting at the show for at least 15 years, Daryl Robbins of Wheel Collision Center still turns to NORTHEAST for a rare chance to
personally connect with shops from the Garden State and beyond. “This is the most efficient way we can meet them and for them to see that we’re a part of their community. I think [the show] helps foster a community for the shops and the vendors. I think it’s important for a business to grow beyond the normal vendor/supplier relationship.” Naturally, exhibitors often use
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data and accuracy, the basf way
This year at NORTHEAST, returning Platinum Show Sponsor BASF provided attendees with two incredibly informative and well-received Collision P.R.E.P. presentations. During “Damage Assessment Documentation: Key Steps for Maximum Reimbursement,” BASF Business Development Manager John Shoemaker provided step-by-step documentation tips to gain maximum reimbursement on scanning, associated/related damage, measuring and structure repair time, adhesives and corrosion protection, mechanical repairs, interior paint, tire documentation requirements and various refinish operations. Naturally, he cited accuracy as the biggest key to being properly paid in today’s industry. “A lot of times, when we send an estimate up, we send up more questions than we send answers. We’ll put a manual line item in there and not really explain what it is...If it’s an insurer that’s going to pay the bill, most of those times, those people have to explain it to somebody else. If they can’t explain it, then it’s probably forgotten and disallowed.” In addition to recommending the use of the Database Enhancement Gateway (degweb.org), and oem1stop.com (which provides position statements and links to OEM repair procedures) to help in developing a thorough sheet, he advised shops to use the Society of Collision Repair
Specialists’ (SCRS) Guide to Complete Repair Planning. “It’s an awesome tool; I use it when I train estimators. You can print out the page applicable to whatever part of the car you’re repairing, and it gives you a checklist.” BASF Vision+ Program Manager Craig Seelinger Craig Seelinger appeared at NORTHEAST for “Business Data, Knowing Your Unknowns,” a Friday afternoon seminar devoted to the importance of shops compiling and implementing the most accurate data possible. He explained how seemingly simple inconsistencies – like having “State Farm” and “ST Farm” or “Chevrolet” and “Chevy” in a shop’s files – could wreak havoc on the business’ ability to properly track its successes and problem areas. “False, inaccurate data will give you false, inaccurate analysis. If you want to lie to your management system – and print reports and look at trends – you’ll get lies right back. It’ll tell you exactly what you put in it. It’s best to be honest. If things aren’t good, wouldn’t you rather know that than paint this picture of, ‘Oh, everything is fine; look at our numbers’?” Seelinger also urged attendees to avoid back-dating ROs – another practice that could spell trouble down the line. “I understand why it gets done, but that gives you some inaccurate data.” ED
U C AT I O N PROGRA M
John Shoemaker
New Jersey Automotive | April 2019 | 41
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MAINTAIN AN INFINITE INVENTORY OF ORIGINAL MINI PARTS.
At your local MINI dealer, we believe that using Original MINI collision replacement parts will speed your repairs and increase your profitability. Original MINI parts assure an absolute perfect fit and function.
For Original MINI parts, contact any of these authorized MINI dealers. MINI of Mt. Laurel 1311 Rt. 73 Mt. Laurel, NJ 08054 856-778-3000 Fax: 856-813-4622 MINIOFMTLAUREL.COM FACEBOOK.COM/MINIOFMTLAUREL
MINI of Manhattan 793 11th Avenue at 55th Street New York, NY 10019 212-246-7375 Fax: 212-315-9560 MININYC.COM FACEBOOK.COM/MINIOFMANHATTAN
© 2019 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks. New Jersey Automotive | April 2019 | 43
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New Jersey Automotive | April 2019 | 45
Superior customer service starts with Town Audi and Audi Genuine Parts. • Our expert parts staff is ready to serve you with over $500,000 in inventory and a fleet of trucks to help ensure same-day delivery on most orders • We respect your time, and offer a quick and accurate order process to help meet your needs • Proudly serving the Tri-State area with Audi Genuine Parts since 1970 • Same-day delivery on stocked items, next-day availability on most non-stocked items
Town Audi 400 South Dean Street Englewood, NJ 07631 Parts Direct: 888.779.6792 Fax: 201.541.0314
Email: audiparts@townmotors.com
Hours: Monday-Friday 7am-7pm
Saturday: 8am-5pm
Porsche Genuine Parts & Service. With our comprehensive inventory of Porsche Genuine Parts & Service, you will guarantee your customer optimal safety and reliability and ensure their Porsche remains what it is: an original.
Maintain Originality.
Town Porsche 105 Grand Avenue Englewood, NJ 07631 201-227-6505 town-motorcar.porschedealer.com
© 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.
46 | New Jersey Automotive | April 2019
?
WHY CALL TOLL FREE
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Wholesale Body & Mechanical Parts Experts Serving The Automobile Repair Industry of New Jersey
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2329 RT 22 WEST, UNION, NJ 07083
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Over $1 million of inventory located in a dedicated 8,000 sq. ft. wholesale warehouse Large multi-vehicle delivery fleet Multiple daily deliveries available Long-term dedicated wholesale staff with over 100 years combined parts experience Deep discounts & Quality service Industry-leading order fill rate All major parts procurement platforms including PartsTrader, OE Connection, OPSTrax
The same fantastic service you’ve come to expect from Maxon, now servicing all GM brands, including: BUICK GMC CADILLAC SATURN HUMMER CHEVROLET PONTIAC AND MORE!
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2301 RT 22 WEST, UNION, NJ 07083
www.MAXONBUICKGMC.com
MEMBER New Jersey Automotive | April 2019 | 47
continued from page 41 NORTHEAST as a way to offer something memorable to showgoers. Show veterans know one of their first stops has to be the Amato Agency’s booth so they could pick up one of the company’s lighted yo-yos. After exhibiting for nearly 20 years, President Joe Amato, Sr. still looks forward to being involved with AASP/NJ’s flagship event. “Number one, we’re here to support the association. We also meet a lot of our clients here. We make a good point prior to every show – at least a month and a half in advance – to go out with tickets and invite all of our clients to come here and see us. It’s really like Homecoming Week. It’s a fun, family-type atmosphere.” “Being able to reconnect with your clients outside of their business has been a great help,” continued on page 55
Evolving with sherwin-williams “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.” – Charles Darwin
OFESSION PR EPAIRER AL R
As a way to do its part to help collision repairers adapt to a changing industry, General Lee Rush Show Sponsor Sherwin-Williams Automotive Finishes showcased one of its most popular speakers, Lee Rush, for the seminar “Evolution, Not Revolution: Agile Re-Manufacturing” at NORTHEAST® 2019. The shops that will meet the challenges of the ever-changing collision marketplace of the 21st century are those that are able to become agile in every aspect of their business. With this in mind, Rush provided attendees with some of the concepts and tools necessary to implement agile processes without causing disruption to their business, develop a practical process for that business, produce predictable and consistent workflow, reduce delays, improve production and improve customer and employee satisfaction. In Rush’s mind, one of the biggest changes to impact the industry in recent times is the need to adapt a realistic approach to the Lean mindset on the shop floor. “The main reason why the collision repair industry doesn’t fit well within Lean, Lean manufacturing and the Lean-thinking concept is because we’re a low-volume, high-variable business. Those concepts work really well on a manufacturing line – with 1,000 units a day – but they’re low-variable. In our business, everything we do has variation in it. Every vehicle is hit with a different severity...I don’t know if there’s another industry that exists in North America that has a higher degree of variation than the collision industry.” ED
U C AT I O N PROGRA M
48 | New Jersey Automotive | April 2019
WHY
?
Over $1 million of inventory located in a dedicated 8,000 sq. ft. wholesale warehouse Large multi-vehicle delivery fleet Multiple daily deliveries available Long-term dedicated wholesale staff with over 100 years combined parts experience Deep discounts Quality service Industry-leading order fill rate All major parts procurement platforms including PartsTrader, OE Connection, OPSTrax
If it doesn’t say MAXON MAZDA on your wholesale parts invoice, you paid TOO MUCH! FAX YOUR ORDER 24 HOURS A DAY: 908-851-5631 EMAIL: maxonwholesaleparts@gmail.com ON-LINE PARTS ORDERING AVAILABLE!
CONTACT US FOR DETAILS ABOUT PRICE MATCHING THROUGH THE MAZDA COLLISION PARTS ADVANTAGE PROGRAM!
DON’T CALL OUT OF STATE! We deliver complete Mazda parts orders the NEXT BUSINESS DAY! www.YESMAXON.com
PARTS HOURS: MON-SAT 8am - 5pm
MEMBER CALL TOLL FREE (800) 964-7281 Se Habla Español
2329 RT 22 WEST, UNION, NJ 07083
LYNNES
AUTO GROUP WHOLESALE DEPARTMENT
JAGUAR MORRIS COUNTY Attention Body & Repair Shop Managers… What can Jaguar Morris County do for you? • Competitive "Negotiable" Discounts with Free Delivery • Knowledgeable Staff - Over 20 Years Jaguar Wholesale Experience • 99% of Orders Delivered the Next Day… Max 48 Hour Turnaround • Back Orders Chased • Parts Hunted Down!
JAGUAR MORRIS COUNTY 275 Main Street, Madison, NJ 07940 Phone: 973-377-6443 Fax: 973-410-1503 jaguarparts@paulmiller.com www.jaguarmorriscounty.com
HOURS:
Monday-Friday: 8am to 5pm Saturday: 8am to 2pm Sunday: Closed Part of the Paul Miller Auto Group
Genuine Service & Parts
Land Rover Parsippany offers great wholesale pricing to our program partners. Call or email our Parts Department to join our Land Rover Wholesale Parts Program.
LAND ROVER PARSIPPANY 189 Route 46 East, Parsippany, NJ 07054
Phone: 973-575-7593 Fax: 973-575-5583
LrpParts@paulmiller.com www.paulmillerlandrover.com
HOURS:
Monday-Saturday: 8am to 5pm Sunday: Closed Part of the Paul Miller Auto Group
SERVICE, SELECTION AND VALUE SINCE 1953
Delivering to the New Jersey/New York area. Genuine Nissan parts are built to the same standards as Nissan vehicles. It’s no wonder they’re the driving force behind the most exhilarating vehicle on the road. 7 experienced countermen and 12 drivers ready to serve
Parts: 800-782-7597 E-mail: John@lynnes.com www.lynnesnissan.com Hours: M-F 7:30am - 6pm, Sat 7:30am - 2pm 5 Alva Street | Bloomfield, NJ 07003 New Jersey Automotive | April 2019 | 49
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COVER STORY
continued from page 48 adds Consultant Nicole Lewicki. “It’s a nice way to deepen your relationship with them. In three days, this show provides that.” Returning exhibitor Drew Technologies hit NORTHEAST® 2019 to help attendees stay current with changing automotive procedures. “It’s been really good,” said Drew’s Hugh Atkins on the first night. “This is my first collision show, and I’ve been really impressed. People know about ADAS and are looking for the different ways those vehicles can get serviced. We’ve had a lot of people stop by, and I’ve been really happy with it.” Although today’s industry provides a slew of ways for companies to keep in contact with customers, there is nothing quite like showcasing your services at NORTHEAST. “This is way better than emails!” observed Polyvance President Kurt Lammon as he spoke to New Jersey Automotive amidst the crowd gathered at his booth. “Meeting people face to face, shaking their hands and showing them a live demonstration is really where you make those connections.” For Hawthorne-based MGM Auto Body Supplies, being a part of NORTHEAST provides extraordinary exposure in its primary market. “The driving forces behind us coming back year and year are the location and the way the show has grown over the years,” says MGM’s John P. Swanson. “This is our backyard; we’re 10 miles from our store. A lot of the people we see walking through the show are relationships that we’ve had for 20, 25 years. We feel like we have to be part of this experience.” AASP/NJ is already hard at work planning for NORTHEAST 2020, scheduled for March 20-22, 2020 at the Meadowlands Exposition Center. Visit aaspnjnortheast.com for updates on next year’s event as they become available. For more information on AASP/NJ, visit aaspnj.org. NJA
For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers. Flemington Subaru 167 Route 31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908-782-1795 bseymour@flemington.com www.njparts.com
Liberty Subaru 55 Kinderkamack Road Emerson, NJ 07630 Phone: 201-261-7495 Fax: 201-261-3261 Toll Free: 888-782-9493 parts@libertysubaru.com www.libertysubaru.com
Paul Miller Subaru 3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiler.com www.paulmillersubaru.com/parts
New Jersey Automotive | April 2019 | 55
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
56 | New Jersey Automotive | April 2019
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
WHY GENUINE PARTS? It’s the Right Thing to Do
You lose money when aftermarket parts don’t fit. Toyota Dealers are your best source for Genuine Toyota Parts. All it takes is one call. For Toyota Genuine Parts please call one this authorized local Toyota Dealer: Glen Toyota 23-07 Maple Ave, Fair Lawn, NJ 07410 Toll Free: 800-444-1959 Direct: 201-791-1133 Fax: 201-703-5652 parts@glentoyota.com www.glentoyota.com
ToyotaPartsAndService.com
Collision Equipment Consulting, Inc. offers the best equipment to fit your Body Shop needs. Electronic Measuring Systems, Welders, Aluminum Repair Tools, Frame Machines, Lifts, Benches and Heat Induction tools to aid in your full collision repairs.
Sales, Service & Training offered for all products we sell! Authorized Distributor in NY Metropolitan area
USA Importer & East Coast Distributor of We were happy to meet with old and new customers at
THANK YOU FOR DROPPING IN!
Contact Ted at 516-361-9220
Visit us online at Collisionequipment.net
New Jersey Automotive | April 2019 | 57
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ARANJ 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
ARANJ 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
President’s Message
The Other Side of Recycled OEM Parts I am preparing to travel to Washington, DC for ARA Hill Day. This will be my first time visiting there to meet with elected officials with the goal of educating them on the auto recycling industry and the many benefits that we provide. So, I thought I might share some of them with you.
Some of the highlights are: The automotive recycling industry employs over 140,000 people in the United States at more than 9,000 locations around the country. The industry generates $32 billion in sales nationwide and helps support many other industries (shipping, waste removal, forklift and heavy equipment and towing). Each day, over 500,000 recycled OEM parts are sold directly to vehicle owners, repair shops and automobile dealers. In addition to conserving natural resources, automotive recycling plays an important role in reducing air and water pollution and solid waste generation.
Each year, the industry collects and reuses or recycles an estimated: eight million gallons of gasoline and diesel fuel; twenty-four million gallons of motor oil; eight million gallons of engine coolant; five million gallons of windshield washer fluid; and ninety-six percent of all lead acid batteries. With 500,000 recycled OEM parts being sold daily, they all can’t be junk.
Rodney Krawczyk, ARANJ President (732) 254-9816 ext. 100 aceautonj@comcast.net
Wharton Insurance Briefs
Extra Expense insurance coverage is designed for those extraordinary expenses that must be incurred to continue operations following a physical loss or damage to covered property that would otherwise cause the business to close. This coverage will pay for any necessary expenses incurred to reduce the business’ income loss. It will also cover the necessary expenses you incur during the period of restoration that would not have been needed had there not been direct physical loss or damage to property from a covered cause. For example, your office burns down and you need to rent an office trailer to continue operating. Extra Expense will pay the additional cost for the rental of that office trailer. The cost of this coverage is determined by the limit you choose and can be added to your policy at any time – but prior to a loss! As always, please contact me if you have any questions.
Mario DeFilippis, AAI Vice President 800-221-0003 (ext. 1320) 908-513-8588 (cell) mdefilippis@whartoninsurance.com New Jersey Automotive | April 2019 | 59
KEEP IT GENUINE
INSIST ON GENUINE GM PARTS
Using Genuine GM Parts for collision repairs is better for your customers, and better for your business. Contact the following dealers for all your Genuine GM Parts needs: MAXON BUICK GMC 2301 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631 maxonwholesaleparts@gmail.com
www.maxonbuickgmc.com
FLEMINGTON CHEVROLET BUICK GMC CADILLAC 211 Highway 202 Flemington, NJ 08822 Phone: 877-657-2787 Fax: 908-782-1795 www.njparts.com
NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 parts@nucar.com www.nucar.com
60 | New Jersey Automotive | April 2019
FRED BEANS PARTS 131 Doyle Street Doylestown, PA 18901 Phone: 877-942-3267 orders@fredbeans.com www.fbparts.com
BAY RIDGE CHEVROLET OF BROOKLYN 1575 86th Street Brooklyn, NY 11228 Phone: 833-244-3475 Fax: 718-392-6570 www.bayridgechevy.com
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 A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer. MAXON HYUNDAI 2329 ROUTE 22 WEST UNION, NJ 07083 TOLL FREE: 800-964-7281 FAX: 908-851-5631
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LIBERTY HYUNDAI 371 ROUTE 17 NORTH MAHWAH, NJ 07430 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
ADVERTISERS’ INDEX 1-800-NEW-PARTS ................................................................12-13 Accudraft ................................................................................19 Acme Nissan ..........................................................................4 Akzo Nobel ..............................................................................42 Amato Agency..........................................................................38 Audi Group ..............................................................................34-35 BASF ......................................................................................6 BMW Group ............................................................................15 BMW of Springfield ..................................................................21 Bram Auto Group ....................................................................IBC Carworx ..................................................................................65 Classic Audi ............................................................................61 Collision Equipment Consulting, Inc...........................................57 Empire Auto Parts ....................................................................25 Bill Flannery Automotive ..........................................................22 Flemington Audi ......................................................................5 Flemington Group ....................................................................63 Fred Beans ..............................................................................39 Glen Toyota ..............................................................................OBC GM Group................................................................................60 Goliath Carts............................................................................54 Hyundai Group ........................................................................62 Innovative Solutions & Technology / Pro Spot ............................IFC Jaguar Morris County ..............................................................49 Kemperle ................................................................................58 Klean Frame ............................................................................20
64 | New Jersey Automotive | April 2019
Land Rover Parsippany ............................................................49 Lynnes Nissan East ..................................................................49 Maxon Buick-GMC ..................................................................47 Maxon Hyundai ........................................................................47 Maxon Mazda ..........................................................................49 Mazda Group ..........................................................................56 MGM Auto Body Supplies ........................................................10 MINI Group ..............................................................................43 Mopar Group ..........................................................................66 NUCAR ....................................................................................16-17 Onwings Paint..........................................................................11 Paul Miller Subaru....................................................................14 Performance Ford Lincoln ........................................................57 Porsche Group ........................................................................27 PPG ........................................................................................3 Reliable Automotive Equipment ................................................33 Spanesi ..................................................................................64 Subaru Group ..........................................................................55 Town Motors............................................................................46 Toyota Group............................................................................57 Tri-State Luxury Collection........................................................8-9 Valtek ......................................................................................20 VW Group ................................................................................26 Westbury Jeep Chrysler Dodge Ram SRT..................................23 Wheel Collision Center ............................................................25
66 | New Jersey Automotive | April 2019
BRAM WHOLESALE PARTS NETWORK 866-770-5999 | FAX: 718-392-6570
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TOLL FREE 800-444-1959 • PARTS DIRECT 201-791-1133 • FAX 201-703-5652 www.glentoyota.com • parts@glentoyota.com Contact PARTS MANAGER PAUL CIMILLO for all your parts needs • pcimillo@glentoyota.com
WHOLESALE PARTS SPECIALISTS FOR OVER 40 YEARS! 19-01 Pollitt Drive, Fair Lawn, NJ 07410
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