New Jersey Automotive April 2023

WHY FRANK’S COLLISION MADE THE SWITCH

BUSINESS PROFILE

FRANK’S COLLISION

Columbus, Georgia

Frank Wilcox ~ Owner

4 LOCATIONS

40 EMPLOYEES

5 PAINTERS

5 PAINT BOOTHS

69 VEHICLES PER WEEK

“With the help of PPG’s Trend Tracker, we went from losing money on paint and materials to making a profit and keeping our P&M down to around 5.5%.”

“ We greatly reduced redos using the Envirobase system.”

“PPG is more like a family relationship— they’re always on your side and will go out of their way to help.”

Frank Wilcox

THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS.

For Original BMW Parts, contact one of these authorized BMW centers:

BMW of Springfield

391-399 Route 22 E. Springfield, NJ 07081

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BMW of Bridgewater

655 Route 202/206

Bridgewater, NJ 08807

PH: 908-287-1800

FAX:908-722-1729

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Circle BMW 500 Route 36 Eatontown, NJ 07724

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Park Ave BMW 530 Huyler Street

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1515 Route 23 South

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425 Bloomfield Avenue

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P.O. Box 734 Neptune, NJ 07753

EXECUTIVE DIRECTOR

Charles Bryant 732-922-8909 / setlit4u@msn.com

2021 - 2023 OFFICERS

PRESIDENT

Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net

COLLISION CHAIRMAN

Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com

MECHANICAL CHAIRMAN

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

TREASURER

Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com

SECRETARY

Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com

BOARD

Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.com

Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com

Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com

Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us

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

Danielle Molina, Perfect Bodies Collision Center (973) 777-7881 / Danielle@PerfectBodiesCollision.com

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

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

BOARD ALLIED

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

Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com

PAST PRESIDENT ATTENDING

Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

PRESIDENT/PUBLISHER

Thomas Greco / thomas@grecopublishing.com

VICE PRESIDENT/SALES DIRECTOR

Alicia Figurelli / alicia@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR

Alana Bonillo / alana@grecopublishing.com

MANAGING EDITOR

Chasidy Rae Sisk / chasidy@grecopublishing.com

OFFICE MANAGER

Donna Greco / donna@grecopublishing.com

PRODUCTION COORDINATOR

Joe

/ joe@grecopublishing.com

Joe Amato, Sr.

Ron Ananian

Jim Bowers

Charles Bryant

Don Chard

Guy Citro

Pete Cook

Ed Day

Dave Demarest

Phil Dolcemascolo

Tom Elder

Bob Everett

Alicia Figurelli

Thomas Greco

Dan Hawtin

Rich Johnson

Mike Kaufmann

Wes Kearney

Nick Kostakis

Jim Kowalak

Keith Krehel

Joe Lubrano

Michael Lovullo

Jeff McDowell

Sam Mikhail

Ron Mucklow

George Petrask

Russ Robson

Jerry Russomano

George Threlfall

Cynthia Tursi

Lee Vetland

Paul Vigilant

Rich Weber

Brian Vesley

Glenn Villacari

Stan Wilson

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Out of the Closet

No one has to tell me I’m peculiar. I have known that all my life. And if you are a follower of this column, you certainly know that by now. So, here’s another story from your friendly neighborhood Peculiarman.

As many of you know, when it comes to clothing, my style damn near makes my eating habits look like Anthony Bourdain’s. Throughout the fall and winter, my wardrobe consists solely of sweatpants and long sleeve T-shirts. Spring and summer? Shorts and short sleeve T-shirts.

That’s it.

I mean if I have to go to a meeting or something, I’ll switch out the sweatpants with a pair of jeans or Dockers. But l’ll do it while grumbling all the way.

This brings me to my closet story. Now, although I have a limited wardrobe, that doesn’t mean I don’t have a lot of clothes. If you walk into my closet, you’ll probably find 100 T-shirts (80 percent of which have the New York Giants logo on them), maybe five pairs of jeans, a few Dockers and one (1) suit that may or may not fit me. (FYI: the shorts and sweatpants are kept in the dresser.)

Just so you know, these shirts are kept in a very specific manner. I have sections. There’s the “hanging” section for shirts I wear just around the house. There’s the “regular” section for shirts that I like to wear most. Then there’s “long sleeve” shirts, “nice” shirts, “fancy” shirts and the very scarce “dress” shirts.

Unfortunately for me, my wife can never keep track of what goes where. So, after a thousand “Where’s my red Giants shirt that I bought in 1986?” arguments, I took matters into my own hands.

Like most closets, above the shirt rack is a shelf. It had about a halfinch face on it. So in order to help my dear wife, I took a Sharpie and labeled the sections on the shelf face as a guide.

Needless to say, she didn’t appreciate my gesture because I found my favorite blue Giants long sleeve that I bought in 1990 in the “fancy” section the next day! Okay, so maybe that wasn’t the best idea. But I was not to be denied. I need my damn shirts easy to find when I wake up at noon and no one is

by THOMAS GRECO, PUBLISHER

around.

Do you remember when you were a kid and your mom took you to the department store? She’d make you go to the women’s section while she looked for clothes and you just wanted to play on the escalator? Well, think back to those days. Remember continued on pg. 20

Shiny, Sparkly Things

First and foremost, I just have to say: WOW! Anybody who’s anybody joined us last month for the NORTHEAST® 2023 Automotive Services Show at the Meadowlands Expo Center in Secaucus. If you were there – as an attendee, educator or vendor – thank you! And if you stayed home because you were “too busy,” you certainly missed one of the best shows anywhere in the country. From open to close, the show floor was full of engaged automotive and collision professionals, but let’s face it: People are attracted to shiny, sparkly things,

and at NORTHEAST 2023, that was actually the educational seminars!

That’s exactly what NORTHEAST is about. First-class speakers from around the country gathered in one place to discuss relevant topics and brought us the latest and greatest information, and the quality of those sessions was evident in the fact that nearly every seminar was sold out. At times, I nearly forgot that a trade show was going on outside because I became so engrossed in the invaluable information that was being presented…I took something away

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from every single seminar I attended, and I wasn’t the only one!

The game has changed, and it’s our responsibility to keep up with what’s happening in our industry. We had several classes about documentation and getting paid what we’re worth from experts like Tim Ronak from AkzoNobel and Mike Anderson of Collision Advice, and we learned more about changing ADAS technology and the importance of calibrations from experts like Chuck Olsen of AirPro Diagnostics and I-CAR’s Niel Speetjens and Paul Hill. We also had several star-studded panels that you had to see to believe (check out page 24 for the full recap including info on each educational session).

Hour after hour, presenters dove into the industry’s issues in the first half of each session and then spent the rest of the time tying everything together and exploring real-world solutions to the headaches we’re all faced with. By looking at each problem from different angles, asking the most pressing questions and sharing multiple perspectives, we all left with some answers that we can implement in our businesses.

There was a ton of engagement in every class, and quite a few attendees voiced the opinion that these were the best classes they’d ever taken by far. We couldn’t get enough!

Our industry is changing, and it’s changing faster than ever. We all think we know it all, but that’s simply impossible with how quickly technology is advancing and outpacing even the best of us. AASP/ NJ wants to give back and help our industry, and that’s why we put so much blood, sweat and tears into making NORTHEAST the best it can be year after year. But we can’t force anyone to exert the effort to grow

continued on pg. 20

Great Success Now and in the Future

by DENNIS CATALDO JR.

NORTHEAST® 2023 has wrapped, and based on the number of attendees that were present, I feel it was a great success! I would like to thank all the sponsors, vendors, presenters, participants and volunteers for getting our show back on track to the pre-pandemic powerhouse it is!

Training and education sits at the forefront of what we at AASP/NJ try to bring to our membership. The three days at NORTHEAST were no exception to that rule. It is impossible not to learn one piece of helpful information that you can bring back to your shop and implement today to improve your business. The weekend started with our Leadership Forum on Friday morning, and I feel there is no better way to discuss the present topics, challenges and solutions collision repairers deal with on a daily basis. It is also a great way to exchange ideas and tactics and get the other associations across our country together to improve our industry. Open discussions allow for outside-the-box thinking, and what we need right now is a new way to operate because the old ways are just not working any longer.

NORTHEAST 2023 provided 16 relevant, entertaining and informative seminars over three days for $199. There is no better return on your investment out there in our industry.

I have paid more to park my car for three days; $13 a class and three days of your time is exceptional value to improve your business next year! Seminar topics ranged from new and current technology, dealing with insurer objections, dealing with employee retention, negotiating and just general well-being and improvement on our customer interactions and customer service. The last one being the most important because I feel we all might lose sight of our customer who has been put in an unfortunate situation, and we must educate them, prove our worth and show how we are providing exceptional value when they choose our repair facility.

I would also like to bring attention to the Bodywork Bowl, which allowed estimators, painters and welders to show off their skills for a chance to win $500 in cash and a slew of other prizes. A special thank you to those involved who made this new addition to NORTHEAST a big success! Throughout the year, your association plans to bring the same excitement and value of the NORTHEAST Automotive Services Show to the training and seminars we provide; however, we require your support! We encourage you to be engaged in our industry, and we invite you to bring discourse to our seminars. I look forward to future topics and ensuing discussions.

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Helping

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213 Route 202/31

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email: rmuir@flemington.com

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2211 Millburn Ave

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Town Motors Audi

400 South Dean Street

Englewood, NJ 07631

201.227.6506/6536

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Jack Daniels Audi of Upper Saddle River

243 Route 17

Upper Saddle River, NJ 07458

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Audi Bridgewater 701 Route 202-206 N Bridgewater, NJ 08807

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

continued from pg. 10

they had those circular clothes racks with round dividers that had the sizes (S, M, L) on them?

Yup. I searched and found those dividers online. I wrote my sections on them and hung them up in my closet. Now there was no way she would put them in the wrong place!

Genius. Right?

I thought so. That is until I went to find my favorite white Giants shirt I bought in 2007. No, it wasn’t on the rack by the divider it was supposed to be. Turns out it was where all my other favorite shirts were. In the dirty hamper. Which is where I was told they’d stay until I got those “ridiculous saucers out of MY closet.”

Ugh. No one ever said it was easy being peculiar.

PRESIDENT’S MESSAGE

continued from pg. 12

their own knowledge. If you’re not paying attention or if you simply cannot be bothered to leave the four walls of your business to gain some additional knowledge, you’re really doing yourself a disservice.

What are you doing to improve yourself and your industry? None of us has it all figured out; everyone who attended NORTHEAST 2023 left with new information. There’s always something to go home with. The people taking time away from their shops to attend these seminars, expand their knowledge and take that information back to their facilities are going to be our industry’s forward thinkers and leaders in the future. I hope more of you will join us at future events because our industry needs more leaders, and you just might be surprised by all you can gain!

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Co-celebrating decades of creating chemistry between two industry leaders

Here’s to 241 years of combined service excellence

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OUR SUCCESS IN BUSINESS COMES FROM OUR RELATIONSHIP WITH LOYAL CUSTOMERS.

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Exceeding Sky-High Expectations: 2023

Every year, the NORTHEAST® Automotive Services Show seems to get bigger and better, and anticipation ran high in 2023 with promises of an educational slate boasting two dozen of the industry’s top presenters and over 100 exhibitors showcasing their most recent innovations – not to mention the inaugural Bodywork Bowl Competition, the announcement of the third annual Young Technicians of the Year Awards and a heartwarming Recycled Rides presentation by the National Auto Body Council (NABC)...

And AASP/NJ’s flagship event, held March 17-19 at the Meadowlands Exposition Center (MEC) in Secaucus, delivered all that and more to the thousands of automotive and collision professionals who flooded the show floor and classrooms all weekend long.

“The only thing I can say about NORTHEAST 2023 is: WOW!” shared AASP/NJ President Jerry McNee. “From the moment we opened the doors on Friday until we closed them on Sunday, the flow of attendees never seemed to end as they flocked to the show floor to explore the latest and greatest in tools and equipment. But the classrooms were also packed with engaged repair professionals eager to learn and grow. We all walked away more knowledgeable than when we entered, and that’s exactly what NORTHEAST is about. Everyone had a great

time this year, and I heard nothing but positive feedback.”

Exhibitors were particularly pleased with the quantity and quality of attendees interested in making purchases throughout the duration of the show.

Platinum Sponsor BASF enjoyed “really good traffic which allowed our team to interact with the local customers, spend time with them and showcase the Glasurit 100 line,” according to Tina Nelles. A highlight of BASF’s booth once again was Jonathan Goolsby (Goolsby Customs) whose celebrity presence attracted fans to meet one of the biggest names in the automotive world. Being on the NORTHEAST floor gives Goolsby a chance to network with companies and his fans, but he himself is a fan of the show! This was his fifth year meeting and greeting people at the BASF booth.

“I grew up in collision, and even though I’ve had the hotrod shop for 17 years, I still love staying on top of all the new technology because collision work and all these tools got me to where I am today,” Goolsby shared.

“It’s like a big family here. Everyone knows everybody, so it’s like a reunion,” he adds about his reasons for coming back again and again. “Networking is the biggest thing. Not only do I meet new companies, I meet people I could do a job for, so it works in both areas.”

“The show was great this year,” boasted Jen Poliski

continued on pg. 28

PHOTO COVERAGE BY JARGAPIX

RECAP BY CHASIDY RAE SISK & ALANA QUARTUCCIO BONILLO HIGHLIGHTS

COLLECTING FOR ADAS REPAIRS & CALIBRATIONS

The NORTHEAST 2023 educational slate kicked off with an eye-opening presentation on “ADAS Procedures: Getting Paid for What’s Needed” with Chuck Olsen and Josh Cascanet of AirPro Diagnostics. Although technology advances can prove challenging, Olsen believes, “This is a very resilient industry. People learn how things need to be done, adapt and do what’s necessary to survive, and that’s what we see happening with ADAS.”

As ADAS features become exceedingly prevalent on vehicles, “customers get used to them and expect them to work after their vehicle is repaired,” Olsen said, noting that it’s important for repairers to have a clear understanding of each type of system when doing a physical inspection.

“Being aware of the sensors, where they’re located and what to look for is valuable while writing a repair plan, but it’s vital to always research the service information to see what that particular manufacturer requires.”

“It’s not just about where the vehicle was impacted, but certain manufacturers have specific ADAS requirements when a vehicle enters the shop at all,” Cascanet added, stressing the importance of restoring each vehicle to its pre-loss condition.

The duo emphasized that simply pulling and clearing DTCs is not a valid diagnostic approach. “You won’t

IT’S NOT YOUR FIGHT!

As vehicles become increasingly complex, the billing process becomes more convoluted. What are insurers required to do to settle a loss, and how can shops collect what they’re owed for the processes performed? As AkzoNobel’s Tim Ronak and Sam Sherrill provided tips for “Overcoming Insurer Objections to Payment for Needed Repair Procedures,” Sherrill stressed that it’s “about doing what’s right for the customer.”

Reading the insurance contract is vital to determine what is actually promised, but typical policy language indicates that insurers will “fully indemnify an insured (covered person) for a covered and demonstrated loss,” often specifying that they will restore “the damaged property or parts thereof to their pre-accident operational safety, function and appearance.”

“What do you do with an insurer’s estimate?” he asked. “Throw it away! It’s internal documentation for the insurer to justify the amount they’re writing the repair for, but it’s not relevant. They don’t fix cars; they just write checks. An estimate is merely a guess.”

Ronak and Sherrill examined the most common insurer objections and provided tips for overcoming insurers’ common objections, noting that proof is lacking for all of these. “Documentation is key!” Ronak emphasized. “Often,

always get a code until a specific component is activated,” Cascanet explained, and Olsen took it a step further: “It’s a misconception that the scan tool will tell you everything… The scan tool needs to be used by a skilled technician! You need to understand a scan tool’s limitations and know when to move onto diagnostics.”

shops don’t go after all the procedures but then fight about a door rate, but in many cases, you’re leaving way too many procedures on the table. This is often more beneficial because there’s documentation of why you need to do these things.”

Addressing the dispute resolution process and how proper documentation can be useful in helping to make the customer whole, Sherrill emphasized, “The key point is that this is between the customer and the insurer…It’s not your fight!”

Chuck Olsen

Josh Cascanet

Tim Ronak

Sam Sherrill

NORTHEAST 2023 RECAP

BEYOND THE BLEND STUDY

For decades, shops have questioned why the three major information providers (IPs) – Audatex, Mitchell and CCC – calculate blends at 50 percent of full refinish hours, and last year, the Society of Collision Repair Specialists (SCRS) opted to do more than ask for an explanation; the association collaborated with the five largest North American coatings companies to conduct a blend study. Using the most appraised truck (according to 2021 data from CCC) with available parts, a Ford F-150, and the most popular color codes for a solid, metallic and tricoat, the study revealed that blends take roughly 32 percent more time than refinish on average. SCRS Executive Director Aaron Schulenburg, along with panelists Ron Reichen (Precision Body & Paint), Tim Ronak (AkzoNobel) and John Shoemaker (BASF) took a deeper dive into the study during “SCRS Blend Study Results: What’s Next?”

It’s important to note the blend study was NOT a time study but a comparative analysis of two specific operations, according to Schulenburg, who also pointed out that the painters used to perform the analysis rank among the best in the business. Additionally, he observed

that the three IPs all define the blend process inclusions differently, so the study took a streamlined approach that excluded administrative steps and any repairs, standardizing the process. A detailed explanation of the process and their findings can be found by downloading the report at scrs.com/blendstudy

Since presenting the findings at SEMA 2022, SCRS has asked the three IPs what they’ll do with the transparent data. CCC/ MOTOR has promised to conduct observational studies of the blend process and provide an update by the end of the first quarter of 2023, a response that was still pending as of the presentation. “We appreciate that they’re going through their process and will provide feedback,” Schulenburg said. “We don’t want them to change simply because we said they should. But we’ve presented enough evidence that they’re willing to reevaluate, and if they do so earnestly, I’m confident that we’ll see meaningful conversation and change as a result.”

In the meantime, some shops have already used the study to update how they do business. “I’m not encouraging anyone to make a change in their business, but you now have data and conclusions that support what your processes and experiences may look like, and you don’t have to wait for other entities to change to decide how you are going to address it within your own business.” Schulenburg noted.

of AkzoNobel, Silver Show Sponsor. “The numbers are definitely up from what we have seen over the past two years. We even had a lot of people come in on Sunday. People have been coming in surges. Just when we thought it was slowing down, it would pick back up again.”

A regular face at NORTHEAST, Chuck Olsen of Education Sponsor and exhibitor AirPro Diagnostics, expressed pleasure to see things get back to normal. “Our company was absent last year without a booth, although I

was here as a presenter. In total, this is my eleventh year with the show. We are very happy to be back, and the traffic has been great!”

Paul Hill of I-CAR echoed the sentiments regarding the amazing turnout NORTHEAST 2023 achieved. “Friday night into Saturday was the best foot traffic I’ve had in the four years I’ve been doing this show. We’ve had good quality turnout and leads, and I’m very excited about the turnout this year.”

“It’s great to see the younger crowd coming out,” added Lisa Ferguson, also of I-CAR. “We’ve experienced a lot of that this year with younger people in the 18-30-yearold range coming over and asking a lot of questions.”

I-CAR also reported success with their involvement in the NORTHEAST educational slate, with Hill indicating that both sessions went well and that he expects to continue to participate in the educational component in the future.

Paul Kerr of Lift King was enthusiastic about the resurgence of people flocking to the show. “Coming out of the pandemic, this year has been spectacular. The continued on pg. 34

Aaron Schulenburg

(L-R): Panelists Ron Reichen, Tim Ronak and John Shoemaker weighed in on SCRS Blend Study results.

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attendance, the vendors, it’s been a great show! Even on Sunday, the attendance has been amazing! I’d say we are back to normal and can only expect it to get better from here.”

“It’s been overwhelming,” Spanesi’s Tim Morgan conveyed. “There’s just a lot more people than we had last year. The event is really growing back up. There’s a lot of good education here, not just in the classrooms but on the

show floor. The response we got from existing customers and new customers has been awesome.”

A longtime supporter of the show, Morgan deemed the show a success once again. “The response we get from the industry for our products is just overwhelming.”

Metropolitan Car-O-Liner has been a staple to the NORTHEAST show for well over 40 years. In fact, Dave Demarest recalls his father being involved with the show back in its humble beginnings as a tabletop show long before it grew into the largest regional tradeshow on the East Coast.

Reflecting on the show and its importance, Demarest said the show once again provided an opportunity to allow folks to experience equipment and learn about what is new and changing with vehicles in an up-close setting. “One can type a search into Google and find out information, but it won’t replace face-to-face discussion and live demonstrations.”

Karl Kirschenman of longtime supporter and Lanyard Sponsor Innovative Solutions and Technology called it another great experience for the company. “We have

continued on pg. 43

NEGOTIATIONS AREN’T A FIGHT!

“Negotiations occur when two or more parties don’t agree on a particular issue, but negotiations aren’t a fight,” Mike Anderson (Collision Advice) introduced the topic of “Bulletproof Negotiation Tactics” which he presented with Danny Gredinberg of the Database Enhancement Gateway (DEG). “A negotiation is a discussion aimed at reaching an agreement, and it only turns into a fight if you allow it to. I like to look at obstacles as opportunities

dressed in work clothes!”

Successful negotiating begins with educating customers and helping them through the claims process empathetically. Gredinberg recommended using the owner’s manual to educate the customer on requirements and urged attendees to keep customers updated throughout the repair.

Anderson shared his three rules of negotiation: 1. Your opinion doesn’t mean jack. All that matters is what you can substantiate. 2. Don’t take the bait. 3. Stick to the facts. “We want to have a fact-based conversation, not an emotion-based one,” he insisted, offering a fourth rule: Focus the conversation on what the negative consequences will be if an operation is not performed. “Explain to them, ‘If I don’t do X, then Y will not function properly.’ Present the facts so clearly that they have to say yes!”

Repairers often serve as their own worst enemy. “It starts with being educated; too often, things are left off

estimates because we simply don’t know about it. Position statements, association websites, scan tools, SCRS’s Guide to Complete Repair Planning, the DEG…there are ways to prove that certain things are required,” Anderson stressed. “No doesn’t mean no; it means they don’t know enough to say yes. We need to help ourselves.”

Mike Anderson

Danny Gredinberg

RUNNING THE EXPERIMENT: PRE-REPAIR PLANNING

emphasized.

During “Proper Pre-Repair Planning,” Tim Morgan and Jeramy Holloway of Spanesi Americas teamed up to share proven methods to improve the pre-repair process while capturing additional time and operations, improving cycle times and repair quality as they explored workflow and problemsolving because “if you’re not solving problems, you’re staying still and not moving forward,” Holloway

“In our fast-changing environment, we need to be willing to adapt and pivot,” Morgan added as the pair examined various ways to improve efficiency through measurement, quality control processes and standardization. A huge component to successful prerepair planning includes research prior to beginning the repair.

“Vehicles are constantly changing, so you need to research the procedures and materials each time for each vehicle that comes in because the process may have changed since the last time you had that make and model in the shop,” Morgan pointed out. “You must have a plan because if we don’t pre-qualify the vehicle, it could be handed off to the wrong technician and that

could result in missing processes and procedures which cause safety concerns and leaving money on the table.”

Pre-measuring, alignments, scans and parts holding and storage are additional components that create efficiency in the process when done correctly, and when shops develop a clear pre-repair procedure, “the expectation for each repair is crystal clear,” Holloway insisted.

ATTRACT THE BEST EMPLOYEES TO YOUR BUSINESS

It seems everyone these days is complaining about their business’ inability to attract and retain good employees… Well, not everyone! David Luehr of Elite Body Shop Solutions has discovered ‘outlier’ businesses who don’t have any problem with the so-called talent shortage as he shared in “Supercharge Your Business and Attract the Best Employees” during his debut appearance at NORTHEAST.

“Attracting young people into our trade only solves half the problem because we’re pushing them into an industry that often is not a good fit for them culturally,” Luehr pointed out, noting that experts predict that over 70 percent of the workforce will be Millennials and Gen Z by 2025. He suggested that “the perceived shortage is often the result of using highly skilled technicians to perform

low-skilled work, so we have to ask if we are utilizing our A-techs wisely and how that is contributing to our socalled talent shortage.”

Although older generations often complain about the younger generations’ work ethic, Luehr suggested, “They know how to work hard; they just don’t want to work hard for you. I don’t believe we have a shortage of talent, but I do think we have a shortage of great places for them to work. This is a global issue that can only be solved locally, and it begins with each of us taking personal responsibility for the attractiveness of our businesses.”

Encouraging attendees to build a business that “defies the status quo,” Luehr explored five elements (meaningful work, acknowledgement, measurement, teamwork and goal guidance) that shops can use

to determine “if your business is attractive or repulsive.”

He shared three steps to a supercharged business: Building the best business that is attractive to young people. Find the best people. Keep the best people. “Once you’ve got them, you have to keep them, and that’s where leadership and coaching comes in,” Luehr observed.

Tim Morgan Jeramy Holloway

David Luehr

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BE EXTRAORDINARY!

Mike Anderson (Collision Advice) feels it’s no longer enough to be average in today’s collision repair industry; shops must “Be Extraordinary” in a number of ways if they want to dominate in 2023: in marketing OEM certifications, in the customer experience, in researching OEM repair procedures, in being the employer of choice, in having a great culture and in embracing ADAS and calibrations.

Talking about OEM certification, Anderson shared his expectation that the industry will soon move toward an OEM subscription model of ownership, but he warned shops against the false assumption that getting certified will automatically bring customers to their front door. “You have to work the certifications. Are you doing everything you can to position your OEM certifications?”

Today’s customers have a trust-but-verify mentality; they want social proof that a business can be trusted, so spending more time with them up front to establish value creates a more positive customer experience. Directing them to links that demonstrate your certification is one way of marketing your OEM certifications, but Anderson used an attendee to demonstrate how easy it is to neglect one’s CCC account. “That’s a great form of social proof, but it’s your job to make sure it’s accurate. If your

equipment isn’t completed or the photos are missing, it’s your own fault that you’re not getting the work! Get that information updated because your OEM badge is tied to this.”

Having a 24/7/365 online presence is another way of providing an extraordinary customer experience as is effective OEM research. Electric vehicles are going to require a lot of attention in the future, and claiming a listing on the Plugshare app is a great way for shops with charging stations to market themselves. “EVs will separate shops and create segmentation in our industry,” Anderson predicted.

He also recommended that shops focus on building culture. “You want people who don’t just love their jobs; they love your organization. Think of yourself as a sports team…would people want to wear your jersey? These days, it’s not about who gets the cars; it’s about who gets the people, and you’ve got to become an employer of choice.”

SAFE EV INTAKE AND BATTERY HANDLING

A scenario: an electric vehicle is in a minor accident that requires a few repairs…but after it catches fire, it ends up being totaled! “What happened to cause this?” asked I-CAR’s Niel Speetjens. “The high voltage system was not turned off.”

In a high voltage battery, contactors open and close the circuit, even as the car sits stationary overnight, in order to maintain itself and control other systems within the vehicle. That’s why it’s imperative that these systems are disconnected by a properly trained technician. Speetjens stressed the importance of wearing PPE because “if electricity sees a conductor (you!), it wants to enter your body.”

Safely disconnecting the battery involves discharging the capacitor within the battery, but since an active discharge cannot be verified, technicians should “always assume that the active discharge is malfunctioning and respect the passive discharge time before physically touching the vehicle,” Speetjens recommended, advising

that the time varies depending on manufacturer and emphasizing the importance of researching OEM guidelines prior to beginning any repair.

“We need to measure and confirm there’s zero potential before you can safely work on every vehicle component. We need to understand where the battery is located and what happens when the battery gets into a collision and starts dropping voltage from individual cells,” he said. “It’s not rocket science, but a lack of knowledge can get you in trouble.”

Mike Anderson

Niel Speetjens

SLAYING THE DRAGON

As a business owner or manager, the everyday challenges can sometimes seem insurmountable, but a highlight at NORTHEAST 2023 was the panel discussion on “Slaying the Dragon: Manageable Actions for Shop Success” which featured Charles Bryant (AASP/NJ), Robert McDorman (Auto Claim Specialists), Ron Reichen (Precision Body & Paint Inc.), Ken Miller (821 Collision; North Haledon) and Lucky Papageorg (AASP/MA), moderated by veteran journalist Joel Gausten.

The first dragon they tackled was the insurance industry as Gausten asked for insights from shops that have moved away from the DRP model. “Quite a few shops in New Jersey are no longer DRP, and I don’t know a single one that’s unhappy with that decision,” Bryant indicated, and Papageorg agreed, “Shops getting off referral lists are finding that they can keep their customers by educating them. They’re no longer covering the cost of doing business right and allowing insurers to get away with refusing to reimburse them for it.”

When it comes to OEM certification, Gausten asked if shops are just giving up control of their businesses to a different entity, but Reichen suggested that certification is more about brand loyalty. “Vehicles have become so complex. We’re no longer a trade; we’re a skilled profession, and when you embrace that mindset, your entire organization has to reflect that.”

Cycle time always presents challenges, but according to Miller, today’s biggest delays are no longer caused by supply chain shortages. “Getting approvals from the insurers currently causes the biggest delays due to supplements and denials. Self-pays get through the process much quicker.”

Turning to the topic of consumer advocacy, McDorman emphasized the importance of helping

consumers understand their rights and the reality of the policies they purchased:

“The devil is always in the details. We take customers through the whole process because the more transparent we are, the better outcome we’ll have. Every customer who comes to us is mad and disappointed because they don’t know who to believe, but once we get involved, we’re able to break it down for them. My biggest advice to shops is: don’t be scared to talk to your customers about the issues you encounter because communication and transparency are key. We’re repair professionals and craftsmen who are responsible for people’s lives. We should always educate. It’s not about rate; it’s about safety procedures and processes. Change is not easy, but the only way we can change is through persistent education and data.”

Looking to future dragons that the industry can anticipate down the road, panelists indicated that it’s time for shops to charge what they’re worth, even when that means billing copays to customers. “Change is difficult and hard to embrace,” AASP/NJ President Jerry McNee acknowledged from the audience. “Fear prevents us from moving forward, but insurance companies rule with fear and intimidation. It’s tough to make these decisions when you’re on an island by yourself, and that’s why attending events like NORTHEAST is so imperative. Educate yourself and then you can educate the insurers. We have to learn and advance as an industry.”

“We encourage what we allow,” Reichen added. “If you don’t discipline a child’s bad behavior, you’re essentially encouraging it. Likewise, if you allow something to go on in your shop, you’re encouraging it to continue. The only way to get it to discontinue is if we stop allowing it!”

“Slaying the Dragon” panelists (L-R): Robert McDorman (Auto Claim Specialists), Charles Bryant (AASP/NJ), Ron Reichen (Precision Body & Paint Inc.), Ken Miller (821 Collision; North Haledon); Lucky Papageorg (AASP/MA)

WHAT DOES IT TAKE TO BE A “SHOP OF THE FUTURE”?

The future is upon us – with vehicle technology advancing every day, there’s simply no denying the fact that shops will need to adapt to survive and stay relevant amidst the increases in EVs, ADAS, AI and so much more. But what does the future actually hold for shops of the future? A panel of nine industry experts tackled all the most relevant topics, offering predictions and advice for shops looking to succeed in 2023 and beyond.

When it comes to EV readiness, panelists agreed that the majority of the industry is unprepared, though there was unanimous agreement that the future will see a situation where only shops will require certification to work on EVs. Shops of the future will need to make investments in the tools, training and space needed to work on these complex vehicles because they’re coming faster than many anticipate.

“Fossil fuels are unsustainable, so we need to get ready right now,” Niel Speetjens (I-CAR) stressed the need for safety training. “EVs are not inherently more dangerous than internal combustion engines, but the technology is different, and it’s the unknown that can get you killed.”

OEM certification continues to be a vital model for forward-facing shops, and Mike Anderson (Collision Advice) pointed out that the trend is obvious when it comes to acquisitions since MSOs often focus on purchasing OEM-certified shops.

John Shoemaker (BASF) agreed, “I’m seeing a lot of specialization out there where shops are choosing three to four makes and models and doing those very well.”

If a shop needs to buy a booth in the next few years, panelists recommended investing in a high-top booth that will allow them to work on commercial vehicles as consumers’ buying habits change (with many receiving deliveries from Amazon vans more often than their own car leaves their driveway). “If you’re going to be working on

major corporate accounts, you have to know what you’re doing with these vehicles, so that takes us back to the OEM procedures and documentation,” moderator Joel Gausten pointed out.

“Our industry sucks at ADAS and calibrations. We’re just not caught up,” Frank Terlep (OPUS IVS) addressed one of the industry’s more prevalent topics. “We’re missing 20-25 percent of ADAS calibrations, and from this year forward, every single vehicle will have some sort of ADAS. The other challenge is that 80 percent of the shops in North America don’t have the space to do it…and if you are hiring mobile ADAS people to come into a shop where you don’t have space to do those calibrations, they’re not doing it correctly. If they’re doing it in a parking lot, fire them because you can’t do it in the parking lot!”

It’s impossible to consider the future of collision shops without discussing the ongoing tech shortage and how necessary it is to invest in vocational schools to ensure the future generation is learning the right skills to become effective industry professionals. “Less than half the kids who start in collision education actually end up in the industry,” Michael Bonsanto (Passaic County Technical Institute Vo-Tech) shared. “Our trade has always been viewed as dungeon-like, and though today’s shops are often beautiful, high-tech facilities, parents who haven’t been in a collision recently still have a negative perception of our industry. They don’t want their children going into that, so we need to change their perception of what we do.”

Jerry McNee (Ultimate Collision Repair; Edison) corroborated, “I graduated in 1981, and when I went back to the school in 2022, it looked exactly the same as when I left it. We have to get involved with the schools by creating a mentorship program and working with these kids who are eager and willing to learn.”

Jerry McNee

Mike Anderson

Frank Terlep

Robert McDorman

David Luehr John Shoemaker Niel Speetjens Ron Reichen Michael Bonsanto

Bonsanto agreed that mentorship is vital for young technicians, but Ron Reichen (Precision Body & Paint Inc.) cautioned shop owners to be aware that “not every technician has a mentorship spirit, so you need to keep that in mind when you pair these kids with mentors so they don’t wind up discouraged.”

Once employees join a team, the name of the game becomes retention. “Employees want to feel valued, so we need to invest in further their training so they feel appreciated,” McNee recommended. It’s also important to recognize that as technicians advance, they should be doing work that corresponds to their skill level.

“Think about what it costs your business to have highly skilled technicians performing low-skilled work,” David Luehr (Elite Body Shop Solutions) noted. Reichen agreed,

continued from pg. 34

seen so many people coming in here every day. They started coming on Friday and just never stopped. A lot of great conversations and a lot of sales have been happening on the floor. It’s a great show for us.”

Solidus Equipment Systems definitely considered this year’s NORTHEAST a win. The auto body collision equipment company has been a regular exhibitor for the past several years. Rob Sykora considers the show to be the best opportunity outside of SEMA to showcase their products. The market area in particular is a good reason to head to the Meadowlands Exposition Center each March. The fact that it’s a congested area makes for a great opportunity to get in front of many collision repair facility owners. “It’s a great market area to be in.”

George Tamiolakis of CCC had nothing but good things to say about the 2023 NORTHEAST experience. “We have had a lot of interest on all three days. It has been a great time.”

Cam Auto’s Ray Mubarak was also pleased with the turnout, which was “way better than the past couple of years.” He was happy to report great foot traffic at his booth where he was able to showcase the company’s glue pulling system and overall was pleased with the people, the traffic and the overall setup at the show.

“We don’t want brain surgeons emptying bedpans. Tomorrow’s technicians are going to fall into numerous categories based on their knowledge.”

Knowledge is also vital for consumers, and Robert McDorman (Auto Claim Specialists) spends the bulk of his time educating consumers on their policy rights. He recommended “complete transparency. Help them understand the different endorsements. It’s imperative to get our customers involved in the process.”

“You need to have empathy,” Luehr offered. “They need to know that you care about them as human beings. They don’t care what you know until they know that you care.”

Car-part.com has been exhibiting at NORTHEAST since long before the show called the Meadowlands Exposition Center its home. Just the smile on Jess Schroder’s face alone confirmed how pleased the company was with this year’s show: “It’s really picked up post-COVID, and you can tell people are more comfortable.”

She offered an interesting perspective she has picked up on. “There used to be a whole lot of people who would come in from one company, and you’d wind up with a group of about 15 people deep, but there is really only one person you need to talk to. Now, that one person is still there, but you don’t have them surrounded by a large group. It’s much more effective that way.”

NORTHEAST 2023 also brought plenty of newcomers to the trade show floor.

First-time exhibitor My Auto Store came to NORTHEAST to connect with customers in this region. “It’s been very successful, and we definitely plan to head

continued on pg. 45

WHEN ADAS CALIBRATIONS FAIL

Several advancements in vehicle technology have rolled out over the years, but nothing has really impacted collision repair the way ADAS has.

Advanced driver assistance systems not only require the right equipment, skill and attention to ensure proper calibration, but they carry the high price of liability if not done right.

I-CAR’s Niel Speetjens and Paul Hill dove into a thorough review of all things ADAS during “When an ADAS Calibration Fails,” leaving attendees with plenty to think about.

“If a vehicle comes to your shop for a minor repair and you send them on their way with lights on their dashboard, and that vehicle later gets into an accident that could have been

YOUNG

prevented with ADAS, would you be liable? Yes, you would,” Speetjens demonstrated the importance of these systems. Many shops don’t want to make the investment in the required equipment or don’t have the space, but that does not mean the shop is no longer liable; the liability remains with the shop whether or not the ADAS work was outsourced.

ADAS is advancing all the time. Speetjens spoke about the various sensitive systems such as cameras, ultrasonic, radar and the up-andcoming lidar sensors which use light signals to create a 3D image around the vehicle.

Those shops that are taking the steps to equip their facilities for ADAS calibrations have to take so many

factors into consideration in order to correctly recalibrate. In one case, a repairer fought with a vehicle for six hours until he realized a toolbox too close to the vehicle was being picked up by the radar sensor, throwing things off, Speetjens divulged.

VETERAN RECEIVES RECYCLED RIDE AT NORTHEAST

For the second year in a row, the National Auto Body Council (NABC) brought members of the industry together during NORTHEAST as they gifted a Recycled Rides vehicle to young deserving local New Jersey veteran, Timothy Awojobi, who served seven years overseas as a member of the Air Force.

NABC Board member Keith Egan thanked AASP/NJ for once again providing them the opportunity to make this special presentation. Since the program began in 2007, NABC gives away roughly 350 Recycled Rides vehicles a year around the country.

“It’s one of those feel-good programs,” shared Egan, as dozens gathered to watch the vehicle unveiling on the trade show floor. “There is no monetary gain or value; all we want to do is help positively impact people’s lives.”

Egan thanked GEICO, AASP/NJ member shop Benner’s Auto Body (Cranford) and Enterprise for their continued support in helping to make gifting these cars to worthy recipients possible. Awojobi was gifted a 2017 Toyota RAV4.

“When I came home last year, I was homeless,” revealed Awojobi about his return from service. “You would think a veteran would not come back and be homeless, but it happens and it’s sad. But this is the best country in the world, and I would serve

again. I thank God for the Department of Veterans which nominates veterans for opportunities to get cars and housing.

“You are all my supporters,” Awojobi emotionally added, pointing to all those involved in gifting the vehicle. “I am no longer homeless, and I now have a vehicle. Thank you all for everything.”

“It’s a huge honor for our staff to be part of this program,” expressed Joseph O’Neill of Benner’s Auto Body. “The body shop industry is really thriving, and our whole aura is about what we can give back to the community. It’s great to make money, but we are not overseas; we aren’t protecting our country. We are just working our normal nine to five, so anything we can do to support our veterans, we will do because we truly believe in the sacrifices they make. We fix cars, so it was the perfect match when NABC and GEICO brought us into the Recycled Rides program, and we will continue to do this as long as they have us.”

Awojobi also received $1,000 from Enterprise RentA-Car toward insurance and gasoline as he gets back on the road with his Recycled Ride.

Niel Speetjens

continued from pg. 43

back to the show next year,” professed Corey Cronk. “We are an OEM quality parts recycler for automotive. We disassemble about 150 cars a day, and we sell the parts we take off those vehicles on our website. The rest of the car gets shredded and sold for the metal.

“We signed up to exhibit to get new business in this area,” he added. “We have a couple of dropoff locations in this area – one in Bayonne and one in New York City – so we were looking to connect with those customers, and it was very successful.”

“I am glad I got a chance to meet so many incredible folks at the show,” reported James Rome of Rome Tech, a first-time exhibitor. “I got to meet with a lot of independent operators, industry leaders and even got a chance to speak with Mike Anderson, so it’s been an incredible experience.”

Rome Tech provides a shop management platform to help collision repair shops be more profitable. “Our goal is to help everyone reduce their cycle time and not only to get paid for what they are doing but to make sure they are making their net off their total sales. We give them the blueprint on how to run the very best shop and give them the technology and tools to help them be more effective operators. It’s been great meeting other exhibitors and so many new faces. I’m really glad I made the trip out. I met

more people than I expected to.”

“It’s been a great show, and although we had a lot of expectations, they’ve all been met…or exceeded!” affirms Julio Boscarolo of first-time exhibitor Bosna Industrial Corporation. “We got a lot of leads, especially with distributors, jobbers and warehouses. We are very happy and looking to return next year.”

“You had to be there to really experience the excitement of NORTHEAST 2023,” commented Thomas

continued on pg. 49

INSIDE THE APPRAISAL CLAUSE

Invoking the Right to Appraisal (RTA) can be an extremely effective shop resource to help customers combat under-indemnification and resolve disputes in a fair, efficient manner, and Robert McDorman (Auto Claim Specialists) teamed up with AASP/NJ President Jerry McNee (Ultimate Collision Center; Edison) to share some insights via “Inside the Appraisal Clause.”

By providing inadequate valuations, insurers effectively insist on low repair costs that force shops to write off losses (or sacrifice the

quality of the repair and assume the associated liability risk), according to McDorman. On total loss claims, the average under-indemnification results in a reduction of $4,025 in gross profit for shops, and invoking the Appraisal Clause in repair cost disputes has yielded McDorman’s clients an average increase of $5,312.46. “We need to fix this problem,” McDorman stressed.

Offering a shop owner’s perspective, McNee observed that while he has historically been able to negotiate with insurers, something has changed since last year. “Short pays used to be based on a variance of a couple hundred dollars, but now the differences are vast…they’re underpaying by $5,000-$10,000! Getting the customer to invoke their Right to Appraisal takes me out of the equation and helps the customer receive proper indemnification so that shops can get paid as the

professional.”

“Through the Appraisal Clause, loss disputes can be resolved relatively quickly, economically, equitably and amicably, as opposed to more costly and timeconsuming methods,” McDorman insisted. “Insurers started seeking to remove RTA once they realized that consumers can use this mechanism to ensure they are properly indemnified. Our position is not that every auto claim should go to appraisal, but with this much subjectivity and room for error, every insurance policy should include an Appraisal Clause.”

Robert McDorman

Jerry McNee

INAUGURAL NORTHEAST BODYWORK BOWL BRINGS OUT THE BEST OF THE BEST

NORTHEAST always brings forth the best in education, innovations and equipment. This year was clearly no different, and it also brought some of the best in the industry out to the show floor to test their skills in the inaugural Bodywork Bowl Collision Repair Skills Competition!

The fun and friendly competition drew more than 60 technicians to the NORTHEAST show floor to test their skills in the areas of estimating, welding and painting, and winners took home cash and/or prizes for first, second and third place in each category!

Modeled after the Auto Body Association of Texas’ (ABAT) Big Shots competition, held at their annual Texas Auto Body Trade Show, the Bodywork Bowl was manned by ABAT executive director Jill Tuggle.

“When AASP/NJ asked me to help them with their competition, I was thrilled to come up and assist with our New Jersey friends’ version of our skills competition,” shares Tuggle, who truly wore the part, sporting a referee outfit throughout the day. “Everyone who competed had fun, and so many came by the booth to watch others compete. It was a huge success, and the Bodywork Bowl is certain to be a new NORTHEAST tradition.”

Michael Navarra took first place in the welding competition and walked away with prizes including $500 in cash and a brand new welding machine!

“To be one of the first competitors to go through this whole course was a great experience,” shared Navarra, a collision repair

Technical School of Bristol, PA. “It was also a great opportunity to learn about the equipment from those running the contest and watch others compete. I didn’t know what I was getting into at first, but I had a great time with it!”

“It was a cool experience,” expressed

Nick Kiernan (Compact Kars; Clarksburg) who came in third place in the welding competition. “It’s a really nice set up. I got to work with a few different machines and do a few different welds that we would do in the body shop world.”

Third place winner in the estimating competition, Kelly Bauer (Gifford Auto Body; Manville), didn’t sign up in advance when she first learned about the Bodywork Bowl, but once she got to the trade show floor, she jumped into the competition. “I’m so happy I did it!” she exclaimed.

An experienced painter by trade, Harry Gangadin (Ferraro Body Shop; Brooklyn) enjoyed competing in the virtual spraybooth. Taking second place, he went home with a flatscreen TV!

Multiple vendors took part in the competition by sponsoring materials, equipment and prizes. CCC sponsored the estimating equipment, while Danny Gredinberg of the Database Enhancement Gateway was on hand to collaborate and judge the estimating portion of the competition. AkzoNobel sponsored the virtual spray booths and guns which allowed auto body pros to test their talents by spraying panels and demonstrating blending techniques. Chief Automotive Technologies, Collision Equipment Consulting, Inc., GYS/Chisum USA, Pinnacle Automotive Equipment, Reliable Automotive Equipment, Solidus Equipment and Spanesi Americas sponsored the welding competition equipment.

2023 NORTHEAST BODYWORK BOWL WINNERS

ESTIMATING

1st place: Anthony Demao

2nd place: Shawn Maher

3rd place: Kelly Bauer

PAINTING

1st place: Al Nunez

2nd place: Harry Gangadin

3rd place: Hunter Jenkins

WELDING

1st place: Mike Navarra

2nd place: Danny Mosquera

3rd place: Nick Kiernan

INCREASE PROFIT AND CONTROL CYCLE TIME BY OWNING YOUR CALIBRATIONS

ADAS is everywhere with the volume of registered vehicles containing ADAS growing year after year, while each vehicle sees an increasing number of systems. “In the very near future, we can expect 100 percent of vehicles to contain ADAS, and the more prevalent these systems become, the more dependent drivers are on them,” according to Josh McFarlin (AirPro Diagnostics). “And generally, any time these vehicles need to be repaired, we’re going to need to perform some sort of calibration, whether it’s static, dynamic or a hybrid.”

Shops that will continue to grow and succeed in the future need to invest in calibrations, but they have several options to meet the requirements that ADAS imposes on them. During “Own Your Calibrations,” McFarlin examined the differences between bringing calibrations inhouse, subletting to a dealer, subletting to a local calibration center and subletting to a mobile company.

To decide which option is best for your individual business, shop owners should start by looking at their work mix; domestic vehicles typically require more dynamic

calibrations which involve a lower investment since targets and additional shop space are not needed. Conversely, Asian vehicles that largely need static calibrations require a certain amount of shop space that includes a level surface and specific lighting as well as the purchase of target sets and additional equipment. “Dip your toe in the waters by starting with dynamic calibrations,” McFarlin suggested.

Having the right people to perform the calibrations is also an important factor, but “the traits you’re looking for are less about what you’ve typically hired for in the past in terms of collision repair aptitude and more about electronics. Find a unicorn who is interested in computers or video games and also likes cars because they are generally going to be a pretty good fit.”

TWO YOUNG TECHNICIANS RECEIVE TOOLS AND EQUIPMENT FROM AASP/NJ

AASP/NJ once again carried out its tradition of recognizing hard-working, up-and-coming members of the new generation of collision repairs by presenting its Young Technicians of the Year Awards at NORTHEAST.

For the third consecutive year, the Utica National Group Foundation, with the assistance of World Insurance Associates, granted AASP/NJ with $5,000 which the association used to supply two technicians – Billy Horan (DJ’s Restoration; Ewing) and Herbert “Pepper” Riveros (Woodbridge Auto Body; Rahway) – with $2,500 each in tools and equipment to help them build their careers in collision repair.

“This has been our third year of presenting this award, and it’s getting more difficult to choose recipients as we go along as we had a tremendous number of applicants,” stated Joe Amato, Sr., AASP/NJ Affiliate Board member and principal of World Insurance, during the presentation.

Applicants are reviewed anonymously by an AASP/ NJ committee as a way to prevent bias and make the process as fair as possible, Amato added.

Riveros was noted as an “ideal candidate” by his Woodbridge Auto Body team. New to this country, he has been growing steadily at the shop, having received three raises in just

the one-and-a-half years he has been employed. He does assembly, disassembly, wet sanding and polishing, as well as metal straightening and non-structural parts replacement.

Riveros expressed how he was thankful to God and felt very blessed and happy to be a Young Technician of the Year award recipient.

At DJ’s Restoration, Horan is known to do “just about everything in the shop. He is always the first one there and the last to lock up. He is always looking to learn and help out, not just in collision repair but with writing estimates and working in the office.” Horan was also noted for his computer savvy and ability with his “superior” scanning and calibration knowledge.

Horan is grateful to AASP/NJ and to his boss for the opportunity and the tools he is “definitely going to use. I do a majority of the office work and whatever my boss can’t get to. I am like a Swiss Army knife; I can do a little of everything, but I’m master of none.” The up-and-coming collision repair pro literally fell into the profession by accident. He first came upon the shop as a customer and became an employee soon after learning the shop was short-handed which had delayed his own vehicle’s repair. Now, he has a career path he’s certain to follow as he hopes to be running the shop one day.

Josh McFarlin

Herbert “Pepper” Riveros

Billy Horan

ARANJ Board of Directors

David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com

Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com

Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com

Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net

ARANJ Officers

President - Rodney Krawczyk

Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net

1st Vice President - Daryl Carman

Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms

2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net

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

The Automotive Recyclers

Association of New Jersey

Wharton Insurance Briefs

Many insurance companies are asking to see our client safety manual. One of the areas in the manual that needs to be addressed is Employee Responsibilities and Accountabilities. You need to make sure your employees are a part of a successful safety program; they need to understand how they contribute to the success of the program.

• Managers must create a safe work environment by implementing and overseeing effective safety management programs.

• Supervisors must instruct workers on safe work practices, promote safety awareness, enforce rules and regulations, correct unsafe conditions and behaviors and make sure that only properly trained workers operate equipment. They must investigate accidents and ensure injuries are treated and reported.

• Non-management employees must follow and use the safety rules to prevent accidents and injuries to themselves and visitors. They should report unsafe acts, conditions or equipment to a supervisor or manager. In the event of an accident, employees should cooperate fully in the investigation.

I hope that you will find the above info helpful in the design of your own manual. As always, if you have any questions or would like to discuss your insurance program, please contact me.

800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com

LYNNES AUTO GROUP WHOLESALE DEPARTMENT

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

Mario DeFilippis AAI Vice President Wharton Insurance Group

Genuine Service & Parts

Greco, AASP/NJ secretary and president of Thomas Greco Publishing, event managers for NORTHEAST. “Attendance was back to pre-COVID numbers, but class registration reached the highest numbers ever due to the quality of the presenters and topics that we brought to the stage. We had world-class educators paired with top-notch vendors showcasing the industry’s latest tools and equipment, sprinkled with exciting activities like AASP/NJ’s Young Tech awards, a NABC Recycled Rides presentation, our inaugural Bodywork Bowl and more. It all equated to a three-day event that felt like it lasted mere hours!”

AASP/NJ thanks these generous sponsors for supporting NORTHEAST 2023: BASF (Platinum Show Sponsor); GYS/Chisum (Lanyard Sponsors); AirPro Diagnostics (Education Sponsor); AkzoNobel (Silver Show Sponsor); Alliance Payment Solutions LLC and FinishMaster/SMART (General Show Sponsors).

“Make sure to mark your calendars for next year’s event now,” McNee encouraged. “We’re only planning to grow from here!”

AASP/NJ is already working diligently on the plans for NORTHEAST 2024, scheduled to take place March 15-17, 2024 at the Meadowlands Exposition Center. Visit aaspnjnortheast.com for updates on next year’s event as they become available.

The AASP/NJ Board of Directors