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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)
May 2019 $595
PLUS: SkillsUSA Recap The Perils of Online Buying
www.grecopublishing.com
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i4s SMART SPOT WELDER
106 STRAIGHTENING BENCH
TOUCH ELECTRONIC MEASURING SYSTEM
Offering OEM-specific equipment for:
Call us today to schedule your in-shop demo!
973-348-9490 WWW.ISATWELDING.COM
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We Appreciate Your Business! Flemington Audi, the largest Audi wholesale parts dealer in NJ, thanks our customers for continued loyalty and business. We appreciate the opportunity to serve you over the years, and look forward to helping you save time and increase profits in the future with Audi Genuine Parts.
• Our expert parts staff is ready and able to give you premium customer service and help you meet the demands of your business. • Our concierge support helps you get the parts you need when you need them to wow your customers. • We offer daily deliveries throughout the tri-state area with our fleet of 22 delivery vans. • As our customer, you have access to the Audi technical support hotline to help you speed up installation and get repairs out the door quicker.
Flemington Audi 213 Routes 202/31 South, Flemington, NJ 08822 Business Hours: M-F 7:30am – 5pm Sat 8am – 4pm
Parts Direct: 877.857.2787 Parts Fax: 908.782.1795 Email: rmuir@flemington.com www.njparts.com mikekaufmann d e a l e r g r o u p “It’s all in the name”
AUTO BODY DISTRIBUTING CO
Join our growing list of satisfied customers! Orders accepted by phone, fax and email. New Jersey Automotive | May 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 5 | May 2019
10 OUT OF BODY AND (MECHANICAL) EXPERIENCES
14 PRESIDENT’S MESSAGE
18 EXECUTIVE DIRECTOR’S MESSAGE
LOCAL NEWS
22 MECHANICAL CHAIRMAN’S MESSAGE 41 INDUSTRY UPDATE
53 NJA ADVERTISERS’ INDEX
by Alana Bonillo
26 AASP/NJ Supports Future Technicians through SkillsUSA Competition AASP/NJ MEMBER PROFILE 32 The Collision Center
by Alana Bonillo
36 COVER STORYby Joel Gausten Methods and Madness: The Myth of “Prevailing Rates” MARKETING FEATURE
by Michelle Nelson
40 Tap into Millennials through a Strong, Responsive Social Media Program LEGAL PERSPECTIVE 46 Wrongful Death
by Mitch Portnoi
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 51 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
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The repair of luxury vehicles begins with GENUINE PARTS
Start your repair today at
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Our flagship dealerships are pleased to offer a wide selection of authentic genuine parts so you can repair your customer’s luxury car to the highest quality. Not only do we sell WHOLESALE GENUINE PARTS across the tri-state area — we have a knowledgeable team of parts specialists that can find the component you need for a seamless vehicle repair.
AUDI QUEENS
LAND ROVER GLEN COVE
30-35 College Point Boulevard Flushing, NY 11354 Wholesale Direct: 929.297.0788 audiqueens.com
70 Cedar Swamp Road Glen Cove, NY 11542 Wholesale Direct: 516.674.8599 landroverglencove.com
MERCEDES-BENZ OF CALDWELL
LAND ROVER HUNTINGTON
1230 Bloomfield Avenue Fairfield, NJ 07004 Wholesale Direct: 973.808.0204 mbofcaldwell.com
1249 E. Jericho Turnpike Huntington, NY 11743 Wholesale Direct: 631.264.0925 landroverhuntington.com
JAGUAR GLEN COVE
LAND ROVER SOUTHAMPTON
70 Cedar Swamp Rd., Suite A Glen Cove, NY 11542 Wholesale Direct: 516.674.8599 jaguarglencove.com
355 Hampton Road Southampton, NY 11968 Wholesale Direct: 631.287.5162 landroversouthampton.com
JAGUAR HUNTINGTON
LEXUS OF EDISON
1249 E. Jericho Turnpike Huntington, NY 11743 Wholesale Direct: 631.264.0925 jaguarhuntington.com
711 US Highway 1 Edison, NJ 08817 Wholesale Direct: 732.593.6860 lexusofedison.com
JAGUAR SOUTHAMPTON
LEXUS OF BRIDGEWATER
355 Hampton Road Southampton NY 11968 Wholesale Direct: 631.287.5162 jaguarsouthampton.com
1550 US-22 Bridgewater, NJ 08807 Wholesale Direct: 866.679.7054 lexusofbridgewater.com
MERCEDES-BENZ OF BROOKLYN 1800 Shore-Parkway Brooklyn, NY 11214 Wholesale Direct: 929.509.4749 mbofbrooklyn.com
WE WILL GO THE EXTRA MILE FOR YOU.
WHOLESALE PARTS HOTLINE
844-98-PARTS (844-987-2787) New Jersey Automotive | May 2019 | 9
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OUT OF BODY (AND MECHANICAL) EXPERIENCES
Hometown by THOMAS GRECO, PUBLISHER
I love my hometown. Although I was technically born in Belleville, I moved to Nutley when I was one. In my mind, Nutley will always be my hometown. I’ve lived here all my life. Went to grammar, junior high and high school here. I started my business 30 years ago in Nutley. So, yes, I love Nutley. Our town has had its share of famous (and infamous) residents. I remember when I was a kid in the ’60s
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and how thrilling it was to know Frankie Valli of the Four Seasons lived a few blocks away. My wife used to run into actor Frank Vincent (Billy Batts from Goodfellas, Salvy in Raging Bull and Phil Leotardo in The Sopranos) at the local supermarket. Basketball Hall of Famer Carol Blazejowski lives here and even Annie Oakley spent a part of her life in Nutley. Unfortunately, our two most well-
known residents have spotty histories. Both Michael James Vincenzo Gubitosi and Martha Helen Kostyra spent a good portion of their lives in our little town before moving on to bigger, better and more notorious things. You may know Michael James Vincenzo Gubitosi better as actor Robert Blake. He grew up in Nutley before moving to Hollywood to become one of the stars of the movie
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serials The Little Rascals. In the ’70s, he became the star of the hit TV series Baretta. I remember growing up and proudly stating that Baretta was from Nutley and you “could take dat to the bank.” (That was Baretta’s catchphrase.) I stopped doing that pretty quickly when he was arrested, tried and acquitted for the 2001 murder of his second wife. It was kind of like the O.J. Simpson trial. Everyone seemed to think he did it except the jury. But, good ol’ Bobby never had many good things to say about his time in Nutley. Wonder if he’s ever been back? As for Martha Helen Kostyra… After she graduated Nutley High School, she went on to marry a guy named Andrew Stewart.
Professionally, she took his name and became known as Martha Stewart. Yup, THAT Martha Stewart. Although my dear Martha left Nutley in the early ’60s before becoming a multimedia millionaire, she has come back on several occasions. She was inducted into the Nutley Hall of Fame (after she was released from prison for securities fraud, of course) and even did a special television show on her hometown, which is all fine and dandy. Nowadays, we need some help with school expansion. Doesn’t Martha Stewart Grammar School sound nice? I’m sure she could afford it. Hey, I would if I could! Maybe someday, our family will be on that list of Nutley notables. My dad built most of the town’s
centerpiece, the Shop Rite supermarket. (His photo is actually on a poster in the massive store – my pride swells every time I see it.) He also built most of the high school and several other buildings in town. My uncle built the largest church in Nutley. Our family has volunteered coaching the town’s youth for over five decades. I think that’s a pretty good résumé. Then again, I could be bragging. What can I say? I love my town, and I’m never leaving. Drop by and say hello if you’re ever nearby. I can show you where Robert Blake learned to shoot and where Martha Stewart bought her first stocks. LOL. Happy Spring! NJA
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
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Call us for ALL of your Wholesale Parts and Accessory Needs!
.com
We ship anywhere in the country! FAST! FREE! NEXT DAY DELIVERIES! 1244 Route 23 North, Wayne NJ 07470 1-800-639-7278 • Fax: 862-221-9664 Email: Blanterman@waynemazda.com Hours: Mon-Fri 7:30am-6pm, Sat. 7:30am-4pm
Call us for ALL of your Wholesale Parts and Accessory Needs!
Online Shipping Available Nationwide
FAST! FREE! NEXT DAY DELIVERIES! 1244 Route 23 North, Wayne NJ 07470 1-800-639-7278 • Fax: 862-221-9664
WayneHyundai.com Email: Blanterman@waynehyundai.com Hours: Mon-Fri 7:30am-7pm, Sat. 7:30am-4pm 12 | New Jersey Automotive | May 2019
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Call us for ALL of your Wholesale Parts and Accessory Needs!
FAST FREE DELIVERIES! 700 Rt. 23 North, Pompton Plains, NJ
Phone: 1-800-639-7278 • Fax: 862-221-9664 www.Rt23Honda.com Hours: Monday-Friday 7:30am-7:00pm, Saturday 7:30am-5:00pm
Call us for ALL of your Wholesale Parts and Accessory Needs!
FAST FREE DELIVERIES!
1567 Rt. 23 South, Butler, NJ • Phone: 1-800-639-7278 • Fax: 862-221-9664 Visit us at NORTHEAST Booth 247
®
! T S E ES A F RE RI F IV E L E D
www.PerformanceNissanNJ.com Email: Blanterman@performancenissannj.com Hours: Monday-Friday 7:30am-6:00pm, Saturday 7:30am-3:00pm
PerformanceLF.com
1-800-639-7278 906 Route 10, Randolph, NJ 07869 The parts and accessories you need…from the people you trust! Hours: Mon-Fri 7:30am-6pm; Sat 7:30am-3:00pm Parts Direct: 1-800-639-7278 Fax: 862-221-9664 E-mail: Blanterman@performancelf.com New Jersey Automotive | May 2019 | 13
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Job Costing and Tough Conversations PRESIDENT’S MESSAGE
Being busy doesn’t always mean making money. I know plenty of shops that are slammed with work, but a lot of them could benefit from taking a deep breath and focusing more on what they’re making – or losing – on each job. How many of you have conducted a study or had an industry-independent accountant come in and look at your numbers to determine your profitability based upon your expenses? These expenses are what you’ve invested in equipment, training and employees in order to continue to grow your business. This industry is changing; are you? Insurance companies do this all the time in the form of “rate increases to maintain profits.” If you haven’t taken the time to do this yet – and why
Our wholesale parts team is here to make sure you find the exact Genuine Subaru Parts you need for every repair.
• Competitive prices • Fast, accurate deliveries • Genuine Subaru Parts that drive your business
Paul Miller Subaru 3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiler.com www.paulmillersubaru.com/parts
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by JERRY MCNEE
wouldn’t you? – then brace yourself for a shocking eyeopener. Think of a department store. They bring in nine shirts, and they sell nine shirts. At a body shop, you bring in nine tubes of seam sealer and give away five, don’t know what happened to the other three and bill out for one. Why? This is reality and a flawed method of conducting business. If you are working to figure out your true costs of doing business, I commend you for taking a major step forward in regaining control. However, this is just one piece of the puzzle. Have you changed your posted rates? Do you write at this amount? Have you informed the local appraisers and the insurance companies and gone up their corporate ladder? What have you done to use your knowledge of your costs to make a difference? Unfortunately, knowing your true costs of doing business – and getting reimbursed for them – can lead to some uncomfortable conversations with your customers and their appraisers/adjusters. At the end of the day, it’s their insurance company that isn’t paying the bill. Whose responsibility is it when this happens? Educate yourself, your customers, appraisers, adjusters and the insurance companies. It’s the insurer’s responsibility to fully indemnify their customers in their time of need, and it’s our responsibility to educate them to this fact. If getting the customer involved is what it takes to help solve the problems we’re dealing with on the shop floor, then we should take advantage of that. Have your customer file a complaint with the Department of Banking and Insurance. Whether you want to be or not, you are a role model and the expert. Choose to be professional and powerful. We do. Simply put, our industry just can’t keep traveling down the same dead-end street again and again. NJA
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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
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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
But really, it's not about us...
IT'S ALL ABOUT YOU!
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Left to right: Bill Grasso (Operations Mgr.), Bill DiRusso (Director), Dennis Davenport (GM), Bill Curren (NJ Sales Rep.) and Nick Halliday (Sales Mgr.)
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EXECUTIVE DIRECTOR’S MESSAGE
A Two-Part Message for Those Slow to Adapt to Change I would be willing to bet that the number one cause of auto accidents is human error. Things like speeding, stopping too fast, not paying attention, failing to signal when making a turn or failing to stop in time are common things that often result in auto accidents. Over the years, different organizations have tried everything imaginable to address the issue of driver error, yet the accidents have not slowed down until recently. So, what happened? Collision shops are seeing work beginning to slow down. At times, they end up having to lay people off because they simply don’t have any work. The collision industry has always had a varying workload or slow times, but it has never been as slow as many shops are experiencing these days. Many are scratching their
by CHARLES BRYANT
heads and wondering what is causing this drastic change. Well, the people who are on top of their game and paying attention to what is taking place with today’s vehicles know exactly what is going on. Now, vehicles are designed to address human error. Vehicles are now all equipped with advanced driver-assistance systems, commonly referred to as ADAS. These were developed to automate, adapt and enhance vehicle systems for safety and better driving. The automated system provided by ADAS is proven to reduce road fatalities and accidents in general by minimizing common human errors. ADAS safety features are designed to avoid collisions and accidents by offering technologies that alert the driver to potential problems or avoid
collisions by implementing safeguards and taking over control of the vehicle. Some of the adaptive features do such things as automate lighting, provide adaptive cruise control and collision avoidance, have pedestrian crash avoidance mitigation (PCAM) and incorporate “satnav” (short for satellite navigation/traffic warnings. They also connect to smartphones, alert the driver to other cars or dangers, provide lane change departure warning systems, automate lane centering, show the driver what’s in the blind spots and so much more. It’s likely that older automotive repair technicians have never heard of these before – never mind have any knowledge of how to deal with one of these vehicles turning up in their shop. First of all, many of these continued on page 20
Vehicles are now all equipped with advanced driver-assistance systems or what is commonly referred to as ADAS. 18 | New Jersey Automotive | May 2019
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EXECUTIVE DIRECTOR’S MESSAGE
continued from page 18
items do not cause a dash light to come on when the vehicle is involved in a collision and the item gets damaged. Instead, the technician has to hook up a special scanner to the vehicle and scan the ADAS to find any default codes. This is a procedure that should be a part of the estimating process. However, these vehicles also require another scan after the repairs have been completed to make sure all the issues have been discovered and dealt with prior to returning the vehicle to the owner. This is a wonderful advancement in the automotive industry that will undoubtedly save lives and prevent injuries. However, the average oldtime mechanic who has not been keeping up with things or receiving ongoing training won’t have a clue on how to handle it. A collision repair technician who has been slow to adapt or has not kept up may not be able to do it. This is one of the main reasons why there is a serious shortage of collision repair technicians today. Another aspect is the cost to repair such a vehicle. Trust me, it is nothing like repairing older vehicles. First, the repair technician almost has to have an engineering degree. The tools and equipment that are now required are nothing like those of the past. The cost of the required tools, equipment and the required is astronomical. There is no doubt that shops that fail to adapt and make the investment in these things will soon be out of business. When one of these vehicles gets damaged in a collision, shops have to research how to repair each system. Shops are going to have to create a repair plan – or what is commonly referred to as a “repair
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blueprint” – because each vehicle’s system is different now. Insurance companies are going to have to adapt to the new requirements and be willing to pay what is required to repair these vehicles safely and properly. The old way of doing business is going to have to stop. Insurers saying things like, “We don’t pay for that” has got to stop. In the past, shops and insurance companies have played a game of Let’s Make a Deal, where insurers would refuse to pay for certain procedures but put an extra hour or two on the estimate to make up for items that needed to be done but were omitted. Those type of games must be stopped and become a thing of the past, especially because of the liability involved today. The collision industry and the insurance industry must both adapt to what is required to get vehicles repaired properly and safely and eliminate the old Let’s Make a Deal way of doing business. The estimates must properly address the damage discovered, and the insurer must pay a fair and reasonable amount to compensate the shops for the equipment, training and certifications required to do so. There is no doubt that we’ll be watching to see where things go from here. Stay tuned! NJA
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1.800.292.RIMS (7467) New Jersey Automotive | May 2019 | 21
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MECHANICAL CHAIRMAN’S MESSAGE
The Perils of Online Buying by KEITH KREHEL
The internet has certainly changed the purchasing habits of many people and companies. It often seems to be the go-to source for many parts, both common and unique. However, it does not replace local, reputable suppliers. My case in point: A while back, a fleet customer of mine bought out a competitor of theirs that also had a fleet of trucks. One of these trucks actually had to be towed to my shop; it would stall without warning and often not restart for hours. This would leave the driver, the truck and its contents on the side of the road. During our inspection, we found that vehicle had a freshly rebuilt injection pump. We contacted the shop that had installed the pump, and they supplied receipts for recent parts, including an injection pump supplied by TheDieselStore.com. Upon speaking with the shop, they admitted to having a difficult time attempting to correct the vehicle and could not get it to stop stalling even after installing the injection pump and various fuel components. All in all, they were professional and glad to see the vehicle go. After scanning the vehicle, we suspected the vehicle was shutting off fuel randomly, and we narrowed the issue down to three suspects: The engine control module (ECM), its wiring or (more likely) the injection pump. Upon contacting TheDieselStore.com a couple of times, we were surprised to hear they would not discuss any warranty. They were condescending and very rude to the service writer. Because the vehicle could not be placed into service, there were very few miles on the injection pump since it had been installed. I personally called the company the following day; on the third call, I got on the
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phone with (I suspect) the same employee who spoke with our service writer, and she went off on me as well. She was very nasty and abusive; when I asked to speak to her manager, she refused – case closed. Obviously, these people were not going to be part of the solution and did not care to be. At this point, we thoroughly tested the wire harness but detected no problem. We then purchased and installed a new factory ECM, but the problem still remained. After that, we purchased and installed a new injection pump from our local supplier, and the problem was gone. Thanks to TheDieselStore.com, we took a beating on this repair:
We did not charge the customer for the first or second injection pump. We could not charge for all the hours of lost labor. We were regularly abused by TheDieselStore.com’s staff. We backed up work in our repair shop while we chased the ghosts of a rebuilt but faulty injection pump. Lessons of the story: Be careful of online purchases from distant suppliers that deal nationally, as they may “cater” to a transient crowd and may not worry about a local reputation. If we had used our normal supplier – a reputable company used by us for years – they certainly would have made good on this issue (along with supplying apologies instead of abuse). Be careful of who answers the phone, as they are the face (voice) of the company – yours and mine included. Price is not king – quality is (at least in my book). The pump we installed cost hundreds more, but it worked. NJA
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THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.
OUR SUCCESS IN BUSINESS COMES FROM OUR RELATIONSHIP WITH LOYAL CUSTOMERS. With years of service and commitment to the BMW brand, we reflect on our past and look to the future, thankful for your loyalty and dedication by allowing us to serve you. We also want to extend our services to new and existing businesses who are looking for something more than just a parts supplier. · · · · ·
We are part of the BMW NA delivery program that delivers to us three additional times per day We have a highly-trained and experienced team of BMW parts advisors Our team of advisors can be counted on to be knowledgeable when you need technical support We update our inventory daily to ensure we stock the most current items to meet your demands All original BMW parts carry a 2-year limited warranty
BMW of Springfield Wholesale Parts Hotline: 800-648-0053 Wholesale Direct: 973-671-9321 Wholesale Fax: 973-467-2185 391 Route 22 East, Springfield, NJ 07081 Orders accepted by phone, fax, and email to speed your delivery and your repairs. Ask about our next-day UPS delivery. Email: wholesaleparts@bmwofspringfieldnj.com or visit us on the web: bmwofspringfieldnj.com
Join our growing list of satisfied customers. Save time, improve profits and keep your customers loyal. * If your order is placed by 10:30am, we will confirm availability and provide you with and ETA for delivery.
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Diagnostically speaking, there is no substitute. Porsche technology. Porsche Genuine Service & Parts. Contact one of these authorized dealers. Town Porsche 105 Grand Avenue Englewood, NJ 201-227-6505 Fax 201-227-6553 town-motorcar.porschedealer.com
Flemington Porsche 213 Route 202/31 Flemington, NJ 800-216-5124 Fax 908-782-9397 flemingtonporsche.com
Porsche Princeton 3333 Route 1 Lawrenceville, NJ 609-945-1500 Fax 609-945-1501 princetonporsche.com
Š 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.
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Paul Miller Porsche 3419 Route 46 East Parsippany, NJ 973-227-3000 Fax 973-575-8396 paulmillerporsche.com
Porsche Monmouth 280 Route 36 East West Long Branch, NJ 732-935-7600 Fax 732-935-7602 porschemonmouth.com
Manhattan Motorcars 711 11th Avenue New York, NY 877-661-1586 Fax 646-473-0798 manhattanmotorcarsporsche.com
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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
Paul Miller VW of Bernardsville 118 MORRISTOWN ROAD BERNARDSVILLE, NJ 07924 TOLL FREE: 877-318-6557 LOCAL: 908-766-1600 FAX: 908-766-6171
Douglas Motors 491 MORRIS AVE. SUMMIT, NJ 07901 PHONE: 908-277-1100 FAX: 908-273-6196 TOLL FREE: 800-672-1172 www.douglasvw.com email: douglasparts@douglasautonet.com
Trend Motors 221 ROUTE 46 WEST ROCKAWAY, NJ 07866 888-267-2821 FAX: 973-625-4985 www.trendmotors.com email:dreinacher@trendmotors.com
Crestmont Volkswagen 730 ROUTE 23 NORTH POMPTON PLAINS, NJ 07444 TOLL FREE: 800-839-6444 FAX: 973-839-8146 www.crestmontvw.com email:vwparts@crestmont23.com
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LOCAL NEWS By Alana Bonillo
AASP/NJ Supports Future Technicians through SkillsUSA Competition Today’s students are tomorrow’s future.
On April 13, students from around the state had the opportunity to move a step closer to a career in collision repair by competing in the 2019 SkillsUSA State Conference held at Somerset County Vocational and Technical High School in Bridgewater. Congratulations to Anibal Sierra (Passaic County Technical Institute), who scored the First Place spot. Matt Brandner (Hunterdon County Polytech) was named the Second Place winner, and Nicholas Donnadio (Somerset County Vocational and Technical School) scored in Third Place. Sierra will move on to compete at the 55th Annual SkillsUSA National Leadership and Skills Conference this June in Louisville, KY. AASP/NJ President Jerry McNee (Ultimate Collision Repair; Edison) spent the morning as a volunteer judge and was pleased to see strong promise among the students. “It’s good that we can give back to the industry, especially the young upand-coming talent. I’m glad we can donate to the cause, the winner and SkillsUSA. We all need talent in this industry, and this is one avenue where we can start.” The 2019 SkillsUSA event was made possible thanks to the generous support of this year’s sponsors: AASP/NJ, Auto Body Distributing Co. Inc. (Hillside), Bridgewater Collision Repair (Bridgewater), Britland Auto Body (Greenbrook), Central Paint (Trenton), J&E Auto Body (Clark) and Ultimate Collision Repair (Edison). In addition to McNee, the following industry members volunteered their time to serve as judges: Chuy Barrera (Johnny’s Auto Body), Glenn Morello (Bridgewater Collision), Pete Ritter (Ritter Full Service), Berrs Rocha (Bridgewater Collision) and Tyler Tallamy (Port Murray Auto Sales, Auto Body & Classic Restoration). Anthony Thompson served as donation coordinator; for the second year in a row, Charity Ritter (Bridgewater Collision) served as event coordinator. NJA
First Place Winner Anibel Sierra took home a fully stocked toolbox, and each competitor received gift bags courtesy of the event’s sponsors.
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FIRST PLACE: ANIBAL SIERRA Passaic County Technical Institute SECOND PLACE: MATT BRANDNER Hunterdon County Polytech THIRD PLACE: NICHOLAS DONNADIO Somerset County Vocational and Technical School
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Audi dealers strive to make you an Au
Installing Audi Genuine Parts from an Audi dealer is priceless to your reputation and your custom Flemington Audi 213 Route 202/31 Flemington, NJ 08822 Toll Free: 877.657.2787 Fax: 908.782.1795 email: rmuir@flemington.com www.NJPARTS.com
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Classic Audi 655 North Macquesten Pky. Mount Vernon, NY 10552 914.663.2870 Fax: 914.663.2878 email: parts@westchesteraudi.com www.westchesteraudi.com
Paul Miller Audi 179 Route 46 East Parsippany, NJ 07054 Toll Free: 800.35.MILLER Parts Direct: 973.575.7793 Fax: 973.575.5911 www.paulmiller.com
DCH Millburn Audi 2211 Millburn Ave Maplewood, NJ 07040 Toll Free: 800.553.9250 Direct: 973.762.0262 Fax: 973.762.2381 www.millburnaudi.com
Audi Brooklyn 211 63rd Street Brooklyn, NY 11220 Phone: 718.492.6400 Fax: 718.492.8899 rmerchant@audibrooklyn.com www.audibrooklyn.com
B
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Audi Genuine Parts fan. Do insurance adjusters feel that installing Audi Genuine Parts on your customers’ Audi is not a necessity ? • Your Audi customers expect quality and reliability from your repairs. Meet their expectations by installing only Audi Genuine Parts. • Every part and component is exactly matched to the vehicle’s safety systems for optimum occupant protection. • Installing Audi Genuine Parts contributes towards improved cycle time that helps make both your customers and their insurance adjusters happier.
customer’s peace of mind. Order Audi Genuine Parts from these select dealers. Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com
Audi Eatontown 95 Route 36 Eatontown, NJ 07740 732.389.1000 Fax: 732.483.8455 www.eatontownaudi.com
Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com
Jack Daniels Audi of Upper Saddle River
243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 email: jmarcella@jackdanielsmotors.com www.jackdanielsmotors.com
Cherry Hill Audi 2261 Marlton Pike West Cherry Hill, NJ 08002 Wholesale: 856.665.5660 Fax: 856.773.4077 email: parts@cherryhillimports.com www.cherryhillaudi.com
Audi Bridgewater 701 Route 202-206 N Bridgewater, NJ 08807 929.600.9156 Fax: 908.595.0237 email: parts@audibridgewater.com www.audibridgewater.com
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Let talent shine.
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AASP/NJ MEMBER SHOP PROFILE
By Alana Bonillo
The Collision Center in Lincoln Park may only be a little more than a year old, but it is built on a foundation of more than 30 years of automotive industry experience. The 65,000-square-foot, state-of-the-art facility, which sits proudly on Beaverbrook Road, is the vision of owner Kevin Dipiano. Dipiano started out doing reconditioning work in a small shop in North Haledon. As the business grew, he acquired work from a number of dealerships and decided to build a facility to serve every automotive need in-house. Everything from repairs, towing and resales to the entire reconditioning process for vehicles sold through all six of Dipiano’s affilitated dealerships is done via The Collision Center. General Manager Dan Anastasia brings more than 25 years’ experience in the collision repair industry to his role. “My years as a technician on the floor is helpful, as I know what the guys go through. I know what their struggles are in the repair process,” Anastasia says. The industry veteran has served in many roles in his career, ranging from light body work to heavy collision repair. He left the shop floor a little over a decade ago to work in management. The Collision Center boasts a crew comprised of two painters, a team of preppers, four body men, a detailer, a parts customer service representative and a production
manager. Having a good communicator in every department is very important to ensure that things run smoothly. Additionally, The Collision Center is certified with Nissan, Honda, Acura, Infiniti, Ford, Hyundai and Mazda. Currently, the facility is working to add Subaru to that list. Like most collision shop Dan Anastasia is the general professionals, Anastasia says The Collision Center is often on the receiving manager of The end of pushback from some insurance Collision Center. companies when it comes to paying for pre-and post-repair scanning and other OEMrecommended/required procedures. “How do we get around such an obstacle? We are doing these operations, but insurance companies think they are unnecessary. It’s always a fight to try to get paid for what you need to get done. Some [insurance companies] are fine, but there are some that want to give you a hard time.” Challenges like this led Anastasia to become a member of AASP/NJ. “I thought it would be great to get some insight, talk to other guys who have been in the business for a long time, get some feedback on how to go about getting things established, help get insurance companies to pay for required processes and then some.” Another concern he shares with other like-minded auto professionals is the struggle in finding available employees continued on page 53
A glimpse at the 65,000-square-foot, state-of-the-art facility located on Beaverbrook Road in Lincoln Park.
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RAE is North America’s premier supplier of OE certified repair equipment. Our OE approved systems and products are the “preferred choice” for use in collision repair because the system or products have already been prescreened by the car manufacturer.
PHONE: 732-495-7900 FAX: 732-495-7904 E-MAIL: bill@rae1.com www.raeservice.com VISIT US ON FACEBOOK www.facebook.com/ReliableAutomotiveEquipment
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by Joel Gausten
“You’re the only one. Nobody else is asking for this.”
If you operate a body shop in 2019, you’ve inevitably heard the above words leave the mouth of an insurance appraiser during the repair negotiation process. It’s also very likely you’ve been told by an insurer that it will only pay the “prevailing market rate” for labor or a particular procedure. Although this has become a common – and, for many professional repair facilities, deeply infuriating – phrase, what actually determines the “prevailing rate” is one of the biggest question marks in today’s industry. If insurers insist on paying rates based on what they see in the market, then how do they communicate and share their findings with shops that are expected to accept them?
“They won’t tell you,” says AASP/NJ Executive Director Charles Bryant. “A lot of times, they’ll say, ‘Based on our review of claims, this is the prevailing rate.’ In reality, there is no prevailing rate at all. Period. There is a forced rate. They go into a shop and say, ‘We only pay x.’ The shop says, ‘I can’t work for that.’ The insurer will then say, ‘No problem. We’ll take your job away from you and take it to a DRP shop.’ What do some shop owners do? They fight a little bit and lose a couple of jobs before they buckle and say, ‘Okay.’ They can’t keep losing jobs.” As a result, the industry gets hit by both sides. On one side, you have independent shops reluctantly lowering their rates to avoid seeing their customers steered away. On the other side, you have DRPs that walk into
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agreements knowing upfront that their charges are going under the knife. And when these decreased rates – especially those from DRPs – get added to the prevailing rate pot, Bryant sees red. “DRP rates are based on the volume of work and the guarantee from the insurer that the shop will have work referred to them on a regular basis. It’s a wholesale rate.” To illustrate the absurdity of including concessionary charges in a Labor Rate market survey, consider what’s going to happen in this country later this month. In a few weeks, various retail businesses will be holding Memorial Day sales with drastic reductions to the retail prices of select products. This is a temporary loss leader designed to get people to fill the aisles – not something that a customer believes the stores’ prices should and will be on the Tuesday after the holiday. But in the collision repair world, the exception created by DRP rates has become the norm for entire regions. It’s not only independent shops that are frustrated over insurer rate practices. A prominent New Jersey-based DRP tells New Jersey Automotive that his facility saved one carrier $100,000 in fees and missed operations over a three-year period. Although he is no longer partnered with this insurer, he admits to currently experiencing similar issues with the DRPs he still has.
truly reasonable for them to build a rate model based on the lowest common denominator they have directly created. How far have these inquiries gone? “[The Department] comes back and say, ‘The company has provided information that this is the average prevailing rate. Have a nice day,’” Bryant says. Tellingly, the Department did not respond to New Jersey Automotive’s phone and written requests for clarification on the criteria it expects carriers to follow in regard to prevailing rates and how it monitors these activities. Although insurers are notoriously reluctant to reveal how (or if) they survey shops to develop prevailing rates – and how many active shops actually are in that process – State Farm has at least given the impression of transparency by hosting an online Auto Repair Facility Survey for facilities to enter rate information. In July 2015, the company announced that it would be making “market refinements” to the Survey to “allow eligible auto body repair facilities in the various markets the insurer serves to help identify prevailing competitive prices [PCP] pricing levels.” The effects were surprising. For example, the New York-Newark-Jersey City market saw the body and refinish rates rise to $60/hour (then $65/hour), and the frame rate hit $75. This was great news until December 2016, when
It’s not only independent shops that are frustrated over insurer rate practices. A prominent New Jersey-based DRP tells New Jersey Automotive that his facility saved one carrier $100,000 in fees and missed operations over a three-year period. “If a car’s a total loss, there’s no storage, yard, administrative, diagnostic or estimate fees. Nothing. They don’t want to pay anything, so the cost of writing an estimate on a damaged vehicle comes out of my hide.” This begs a question: If these arrangements chip away at this shop owner’s charges and contribute to a low market “prevailing rate” at the same time, why are having DRP agreements still worth it for him? “I’m not sure they are,” he replies. “We’re close to saying, ‘No thank you.’” Another DRP shop owner sees his involvement with insurers as being stuck between a rock and a hard place. “I think insurers strategically place certain shops in certain areas to surround independent shops with DRPs and keep the rate down. I’m not saying that DRPs aren’t a problem; I just like being on the inside instead of the outside. To be honest, some people who complain about DRPs are the very same people who do dealer work for huge cuts in parts and labor.” With markets falling victim to the pressure to lowball their charges (and thus drive market rates down), increased pressure has been placed on the New Jersey Department of Banking and Insurance to offer direction and clarity on the methodology that insurers can and cannot use to determine their prevailing rates – and if it’s
the insurer did a 180 and announced that it would no longer honor the rates that they had been paying for the past year in the tri-state area despite honoring the system in other parts of the country. Why did State Farm change its position? AASP/NJ President Jerry McNee has a possible answer. “I spoke to insurance appraiser after insurance appraiser and asked a simple question: ‘Who else is asking for the new rate in this market?’ The typical answer was three shops or even none at all. It took State Farm six months to realize that nobody was stepping up, while other insurance companies sat back and waited to see which one would step up next and if shops would even ask for a rate increase. They gave it another six months, and millions and millions in claims played out in the tri-state area. Very few people had the nerve to ask for the increased rate, and State Farm rolled it back down. It was a slap in the face to every shop out there. “Who do we have to blame?” he continues. “Have shops changed their posted rates? Are they requesting a new rate, speaking to their local insurance managers and appraisers – or their customers? ‘Prevailing competitive prices’ are defined by the shops; we control them. Who’s controlling this industry – shops or insurance companies?
continued on page 51
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SIMPLY BRILLIANT
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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 | May 2019 | 39
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MARKETING FEATURE By Michelle Nelson, president of B2B Automotive
Tap into Millennials through a Strong, Responsive Social Media Program Millennials are changing the framework of American businesses. This time, it looks like they’ve struck at the heart of Americana for many who grew up on a once-popular staple, American cheese. According to an article on bloomberg.com called “Millennials Kill Again. The Latest Victim? American Cheese,” that popular sandwich ingredient may be going bye-bye as millennials demand food with “recognizable and pronounceable” ingredients. Many food establishments are rising up to meet the millennials by changing their menus to incorporate cheeses like asiago, cheddar and gouda. If you don’t think this shift has made it to your body shop, chances are you’re behind the wave and need to play catch-up. Millennials are the children of baby boomers. These guys and gals grew up with technology at their fingertips and typically have multiple mobile devices. Chances are that millennials are the ones you go to for help with an issue on your own devices. Reportedly, they spend an average of six to seven hours a week on social media. Forty-
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four percent of the generation that’s following them check their social media at least hourly, according to statistics laid out by Social Media Week (socialmediaweek.org). Millennials were on the ground floor of the birth of internet/mobile devices. Forbes recently noted that millennials “shop differently than past generations.” Because they live on much less disposable income than previous generations, they are careful spenders. Millennials are more likely to search for the best deals they can find, use coupons and get free shipping on hard goods. They’re also much more committed to authenticity, social consciousness, purchasing locally and supporting green initiatives. For millennials, social media is a major influencer when it comes to purchasing decisions. They care about reviews and ratings on sites like Yelp, Instagram and Google. Many companies get caught up in the daily operations of their business, leaving marketing at the bottom of their priority lists. To get yourself under consideration by the millennial crowd, however, you need to shift some of
Michelle Nelson brings more than 25 years of experience in marketing and a family tradition in the auto body industry to B2B Automotive customers. She started working in her greatgrandfather’s tow truck/auto body shop at the age of seven. Her great-grandfather, Harley Graves, opened his business in 1932 and put his customers first. Combining her two loves led Nelson to form B2B Automotive. Nelson and her team have helped auto body and mechanical shops across the country change gears in their marketing needs. For more information, contact her at michelle@btob automotive.com or (415) 787-AUTO.
your focus to create a strong, responsive social media presence. You need to have business accounts and company profile information set up on Instagram, Facebook, Twitter, YouTube, Pinterest, Snapchat and LinkedIn. You also need to actively monitor reviews – thanking customers for letting you know they had a great experience and, more importantly, responding to reviews left by clients who feel their experience wasn’t up to par. How a company responds to these reviews goes a long way toward smoothing things over and letting other potential clients know that customer service is an important part of your company’s philosophy. If social media marketing isn’t your strong suit or you’d rather leave the planning and implementation of social media marketing to the professionals, put your marketing and social media engagement in the hands of a firm that specializes in auto industry marketing. These professionals know the ins and outs of auto shops that traditional marketing firms don’t, can speak your language and engage millennials where they are – online. Studies show that more than 60 percent of millennials are more likely to become brand loyal if a company sincerely engages with them on social media. If you feel inexperienced navigating in this world or feel you just don’t have the time to commit to maintaining a social media presence for your business, then hire a marketing firm to manage those activities for you. It will be a good investment in the success of your business. NJA
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INDUSTRY UPDATE
B2B Automotive Welcomes New Team Member
Spring McCann B2B Automotive is proud to announce that Spring McCann will be joining its team as its new director of operations. She is well versed in many industry skills, including project management, copywriting and social media, search engine optimization, Direct Repair Programs and OEM certifications. Much like B2B Automotive CEO Michelle Nelson, McCann is a veteran of the automotive industry. Here are just some of McCann’s credentials: • Accredited automotive manager through the Automotive Management Institute • Former director of operations for Preferred Collision, a Mercedes-Benz repair facility in Houston, where she managed the repair facility and staff. • Former business associate, Wagonwork Collision Consultants, with industry guru Mike Anderson • SEO & WordPress specialist “We are so excited to welcome Spring to our team!” said Nelson is a statement. “We cannot wait for the growth it brings our company. Everyone is looking forward to working with her. Spring’s wide variety of skills and experience in the automotive industry will make her a valuable asset here at B2B.”
Get to know
Spring
Lover of Coffee and Mexican Food - Cat Herder Travel Deal Finder- SEO Guru Spring lives in Friendswood, TX with her husband, nine-year-old daughter and fur babies Gunner and Gizmo. She also has three grown children in Dallas, Denver and Los Angeles. Traveling the world is her hobby any chance she gets. She loves art, with Georgia O’Keefe being her favorite. She has been in the business of serving clients (whether it be restaurants, body shops or marketing) for over 25 years. Her love of the automotive field came from being a manager of a body shop in Houston, and she has been involved in the field in one way or another since then. SEO guru, WordPress expert and ranking aficionado all come to mind when thinking of some of her assets.
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
NJA
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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
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© 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.
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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 | May 2019 | 45
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Wrongful Death LEGAL PERSPECTIVE
by Mitchell Portnoi, Esq.
I try to write about matters that I am currently working on. As an attorney, I handle cases involving serious personal injury. On occasion, those injuries involve the death of an individual, and then I represent the estate of that individual and their next of kin. These are the hardest cases to handle, as they involve the highest emotions and the most significant loss a family can fathom. When the issue involves a child, the loss and the emotions are magnified. In New Jersey, “wrongful death” damages are limited to economic losses defined by the case of Green v. Bitter. A jury can award money only for the economic loss that a spouse or family member has lost as a result of the loss of the deceased. While the proofs are easier in the case of a money earner, it becomes more challenging when the deceased did not work, was a
46 | New Jersey Automotive | May 2019
homemaker or perhaps neither. In the case of a child, those challenges are even more daunting. How can a lawyer prove damages for a homemaker, child or someone else who does not produce any type of income? The answer lies in the creativity of the lawyer handling the case. Every person has a function, which can be their companionship to those in their family or the chores that they perform on a daily, weekly or monthly basis. Their function could also be the advice they provided to their family members and loved ones. These functions can then be monetized by an economist or accountant, and proof of damages can be put forth. Additional damages may be requested for survivorship injuries for pain and suffering that the deceased may have suffered before their ultimate demise. In the case of the
death of a child, damages may be requested for the advice and counsel they would have given to aging parents and the help they would have provided to the family in the years to come. This again relies upon the creativity of the lawyer handling the case and the utilization of the appropriate experts to testify on behalf of the estate. Should you have any questions related to the loss of a loved one or any serious personal injuries, please call me at (973) 228-9900, ext. 217. NJA
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KEEP IT GENUINE
INSIST ON GENUINE GM PARTS
Using Genuine GM Parts for collision repairs is better for your customers, and better for your business. Contact the following dealers for all your Genuine GM Parts needs: MAXON BUICK GMC 2301 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631 maxonwholesaleparts@gmail.com
www.maxonbuickgmc.com
FLEMINGTON CHEVROLET BUICK GMC CADILLAC 211 Highway 202 Flemington, NJ 08822 Phone: 877-657-2787 Fax: 908-782-1795 www.njparts.com
FRED BEANS PARTS 131 Doyle Street Doylestown, PA 18901 Phone: 877-942-3267 orders@fredbeans.com www.fbparts.com
BAY RIDGE CHEVROLET OF BROOKLYN 1575 86th Street Brooklyn, NY 11228 Phone: 833-244-3475 Fax: 718-392-6570 www.bayridgechevy.com
NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 parts@nucar.com www.nucar.com
New Jersey Automotive | May 2019 | 47
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Superior service starts with superior parts. Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life. Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you
Contact these Mazda dealers for all your parts needs: Maxon Mazda 2329 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631
Nu Car Mazda 172 North Dupont Highway New Castle, DE 19720 Phone: 800-346-5283 Fax: 302-322-7135
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Mazda of Lodi 130 Route 46 East Lodi, NJ 07644 Phone: 866-716-0511 Fax: 973-594-4933 www.mazdaoflodi.com
Wayne Mazda 1244 Route 23 North Wayne, NJ 07470 Phone: 973-646-0333 Fax: 973-694-1700 www.waynemazdafactoryparts.com
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New Jersey Automotive | May 2019 | 49
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Unsurpassed Quality. Genuine Hyundai Parts. HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR 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
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COVER STORY
continued from page 37 We have the highest cost of living in the country, but we are paid like we live in a third-world country. I want to know who defines these ‘prevailing competitive prices [PCP].’” Unfortunately (but not unexpectedly), State Farm formally declined New Jersey Automotive’s request for an explanation on how the company currently determines prevailing market rates, stating that such practices are proprietary. Requests to Progressive, GEICO, New Jersey Manufacturers and Allstate for similar information were not returned at press time. The deafening silence surrounding this issue may be due to the possibility that insurers are using “prevailing rates” as a way to make up for their shortfalls in other areas. Although body shops only see the physical damage side of a collision, insurers deal with that and bodily injury claims that could contribute greatly to their loss ratios. Carriers can’t save money on bodily injury amounts decided by courts – which could be millions at a clip – but they can save it on the shop floor. While this might make sense to bean counters, it does little to strengthen good will between shops and insurers and protect consumers from potentially unsafe repairs being made at shops that feel pressured to squeeze as much profit out of an unrealistically low dictated rate as possible. Until insurers step up to the plate and explain/justify their “prevailing rates,” these uncomfortable – and potentially catastrophic – scenarios will continue to play out in New Jersey and beyond. “A prevailing rate needs to be a rate that seeks its own level,” Bryant says. “That’s why mechanical shops are getting paid much more. It’s a matter of what consumers will pay, and there’s no insurance company between the shop and that customer.” NJA
ARANJ
The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
Several of our clients have experienced Workers’ Compensation audits whereby the auditor reclassified the employee(s) in a higher-rated classification, which caused an additional premium. We have disputed some of these audits on behalf of our clients. We’ve won some and lost some. The NJ Workers’ Compensation Rating and Inspection Bureau (NJCRIB) publishes a manual each year outlining the classifications and the rules and rates for each. It is very important that you classify your employees properly, as it could cause legal problems by incorrectly classifying them. Misclassifying employees could result in an insurance fraud indictment. When you’re reviewing your insurance, make sure you discuss your employee’s classification for your workers’ compensation coverage. If you have any questions, please contact me. Mario DeFilippis, AAI Vice President 800-221-0003 (ext. 1320) 908-513-8588 (cell) mdefilippis@whartoninsurance.com
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
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AASP/NJ MEMBER SHOP PROFILE continued from page 23 in the industry. He believes the low Labor Rate is the culprit behind this trend. “It’s a good industry to be in. There is always work, but there’s just not enough of us out there.” As the industry continues to evolve, Anastasia hopes to see OEMs take a more active role in making sure insurance companies understand the importance of repairing vehicles the correct way. He also believes
consumers need to become more aware of these issues and advises them to ask questions about their insurance policies. With The Collision Center now in its second year, Anastasia, Dipiano and the rest of the team look to build on the momentum they have already achieved and expand their success long into the future. NJA
NJ FENIX PARTS LOCATION:
PROUDLY SERVING THE INDUSTRY FOR OVER 60 YEARS!
732-349-0332
732-388-0783
One company, One Inventory, Fast Delivery!
Butlers Auto Sales and Parts - Forest City, NC Cosmo’s Ocean County Auto Wreckers Bayville, NJ Dons Automotive Mall, Inc. - Binghamton, NY Dons Automotive Mall, Inc. - Pennsburg, PA Eiss Brothers Auto Parts - Watertown, NY Gary’s U-Pull It - Binghamton, NY GO Auto Recycling - Jacksonville, FL Horseheads Pick-a-Part - Elmira, NY Jerry Browns Auto Parts - Queensbury, NY Leesville Auto Wreckers - Rahway, NJ Standard Auto Wreckers - Niagra Falls, NY Tri-City Auto Salvage - Greensboro, NC Late Model Auto Parts – Fort Worth, TX
All parts come with a
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www.FENIXPARTS.com
ADVERTISERS’ INDEX 1-800-NEW-PARTS ................................12-13 Accudraft ................................................19 Acme Nissan ..........................................4 Amato Agency ........................................34 Audi Group ..............................................28-29 Axalta......................................................6 BASF ......................................................31 BMW Group ............................................15 BMW of Springfield..................................23 Bram Auto Group ....................................IBC Classic Audi ............................................49 Empire Auto Parts ....................................21 Fenix Parts ..............................................53 Flemington Audi ......................................5 Flemington Group ....................................52 Fred Beans..............................................35 Glen Toyota..............................................OBC GM Group................................................47 Hyundai Group ........................................50 Innovative Solutions & Technology / Pro Spot ..................................................IFC Jaguar Morris County ..............................45 Kemperle ................................................42 Klean Frame ............................................20 Land Rover Parsippany ............................45 Lynnes Nissan East..................................45 Maxon Buick-GMC ..................................43 Maxon Hyundai........................................43 Maxon Mazda..........................................45 Mazda Group ..........................................48 Mike Kaufmann Dealer Group ..................10 MINI Group ..............................................39 Mopar Group ..........................................54 NUCAR ....................................................16-17 Paul Miller Subaru ..................................14 Performance Ford Lincoln ........................11 Porsche Group ........................................24 PPG ........................................................3 PPGMS....................................................46 Reliable Automotive Equipment ................33 Sherwin-Williams ....................................38 Subaru Group ..........................................41 Town Motors............................................44 Toyota Group ..........................................11 Tri-State Luxury Collection........................8-9 Valtek......................................................20 VW Group................................................25 Westbury Jeep Chrysler Dodge Ram SRT 30 Wheel Collision Center ............................21 New Jersey Automotive | May 2019 | 53
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BRAM WHOLESALE PARTS NETWORK 866-770-5999 | FAX: 718-392-6570
The Right Parts... at the Right Time!
Call us Today For All Your
Wholesale Parts Needs! AUDI BROOKLYN
BAY RIDGE CHEVROLET
718.492.6400 www.audibrooklyn.com
833.244.3475 www.bayridgechevy.com
LEXUS OF QUEENS
BAY RIDGE NISSAN
718.392.7500 parts.lexusofqueens.com
855.503.4388 www.bayridgenissanparts.com
LEXUS OF BROOKLYN 888.784.0757 www.lexusofbrooklyn.com
LEXUS OF MANHATTAN
We meet or beat the competition!
866.798.3881 www.lexusofmanhattan.com
KEEP IT GENUINE with Audi, Lexus, GM, Chevrolet, Nissan and Saab OEM Parts!
VITO DELISO Parts Operations Director
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GLEN TOYOTA PRESENTS
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AND INSIST ON GENUINE TOYOTA PARTS SAME-DAY, NEXT-DAY AND SATURDAY DELIVERIES • MULTIPLE DELIVERIES DAILY HOURS: MONDAY - FRIDAY 5:30am - 6pm • SATURDAY 8am - 4pm
TOLL FREE 800-444-1959 • PARTS DIRECT 201-791-1133 • FAX 201-703-5652 www.glentoyota.com • parts@glentoyota.com Contact PARTS MANAGER PAUL CIMILLO for all your parts needs • pcimillo@glentoyota.com
WHOLESALE PARTS SPECIALISTS FOR OVER 40 YEARS! 19-01 Pollitt Drive, Fair Lawn, NJ 07410
PRICE MATCHING AVAILABLE
New Parts and Service Location!