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2 | New Jersey Automotive | JuneWith 2021unmatched Training and Service in the industry!
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New Jersey Automotive | June 2021 | 3
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New Jersey Automotive | June 2021 | 5
6 | New Jersey Automotive | June 2021
P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com
VOLUME 51 NUMBER 6 | June 2021
2019 - 2021 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net
CONTENTS
COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com
10 OUT OF BODY (AND MECHANICAL) EXPERIENCES
16 EXECUTIVE DIRECTOR’S MESSAGE
MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com
14 PRESIDENT’S MESSAGE
42 NJA ADVERTISERS’ INDEX
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 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
LOCAL NEWS
18 AASP/NJ Explores “ADAS: 2021 & Beyond” at Virtual Meeting
by Alana Bonillo
NATIONAL NEWS
20 Sherwin-Williams June Training Curriculum Announced 24 NY Parts Bill Takes on Insurer-Mandated Vendors
COVER STORY
28 Perseverance Pays: The Industry Returns to In-Person Events
by Joel Gausten
INDUSTRY ADVICE: ASK MIKE
34 Why Aren’t People Pulling OEM Procedures?
JUST FOR FUN PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco / joe@grecopublishing.com
38 Beyond Bizarre: Strange Vintage Car Accessories
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 40 Wharton Insurance Briefs
by Mario DeFilippis
CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Dennis Cataldo • Mitch Portnoi • Ron Ananian • Keith Krehel • Jerry McNee • Jacquelyn Bauman
Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963
www.grecopublishing.com NEW JERSEY AUTOMOTIVE is published monthly and is sent to AASP/NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2021 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.
Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett
Thomas Greco Dan Hawtin Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Keith Krehel Joe Lubrano Michael Lovullo Jeff McDowell Sam Mikhail Ron Mucklow
George Petrask Russ Robson Jerry Russomano George Threlfall Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson
New Jersey Automotive | June 2021 | 7
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OUT OF BODY (AND MECHANICAL) EXPERIENCES
Not-So-Free Refills by THOMAS GRECO, PUBLISHER One phrase I tend to hear quite often in many of our training seminars is “educate the consumer.” And I think that’s a great idea in any business. But as we all know, collision repair is not like any business. And educating the consumer isn’t as easy as it may seem. It is an uphill battle, and that’s on the consumer. Let me try to explain. As I have told you in past columns, I had to find a new doctor after my friend Dr. Giuliano passed away last year due to COVID-19. I found one, and I like the guy. But over the past six months, it has become a problem. See, due to my heart disease, I am on a shitload of medications – around 30 pills and vitamins a day. And most of those medications need to be refilled monthly. With my old doctor, it was just a matter of calling the pharmacy, and they would call him and get the refill. But with this new one, it is one giant pain in the ass – EVERY TIME. So, let me bring it back to “educate the consumer.” Let’s say my body is the car that needs to be fixed. The collision repairer is the doctor. I’m the consumer, and the
10 | New Jersey Automotive | June 2021
insurance company is…the insurance company. So now, with all these problems I have getting my meds, I have to get all four involved. So, what do I do? I call the doctor. “Doc, my body needs some repair to function properly and keep me healthy.” “Okay, I can prescribe the refill, but the insurance company has to approve,” he responds. When the pharmacy says they haven’t received anything from the doctor, he tells me they are waiting for the insurance company. I call the insurance company. “Mr. Horizon, my doctor says you need to sign off on the agreed medications.” “Give us a few days, and we’ll let you know,” Mr. Horizon says. Meanwhile, more than a few days go by, and I still don’t have my meds. I call the doctor; he says the insurance company is holding us up. I call the insurance company; they say the doctor is holding us up. Meanwhile, my body starts to falter a little bit, not only from the lack of
meds but from my blood pressure going through the roof because these two can’t get together to fix what needs to be fixed. Still with me? Bottom line is that I, the consumer, am more pissed at the doctor. Why? Because even though the doctor has explained the process to me and the struggles he has on his end, I don’t care. I need my meds. He’s the professional dealing with 100 cars, I mean patients. The insurance company? I expect this from them even though I’m paying them four grand a month. They have always been evil. Why should I expect anything else? But the doctor? He should know how to get this done. He’s the expert. He’s supposed to protect me. So, even though I am educated about the process, fair or not, I still blame him because I don’t feel he is fighting for me. I feel like he is blowing me off and moving on to the next patient. I feel like I’m bothering him. Maybe I’m the exception and not the rule, but I don’t think so. Consumers (like me) are lazy and entitled. We want our meds and our cars fixed NOW. We don’t want to hear the doctor’s problems. Shit, it’s a hell of a lot harder to change insurance companies than doctors. Maybe the doctor down the street will get my body fixed faster. MGM SUPPLIES 1 6/23/20 1 So,AD_NJA0720.qxp_Layout educating the consumer may2:00 notPM be Page enough. Educating yourself about your consumer and letting them know that you have their back may be just as important. NJA
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Audi dealers strive to make you an Audi Genuine Parts fan •
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Helping you do business is our business. Order Audi Genuine Parts from these select dealers. 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
DCH Millburn Audi 2211 Millburn Ave Maplewood, NJ 07040 Toll Free: 800.553.9250 Direct: 973.762.0262 Fax: 973.762.2381 www.dchmillburnaudi.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
Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com
Audi Brooklyn 211 63rd Street Brooklyn, NY 11220 Phone: 718.492.6400 Fax: 718.492.8899 rmerchant@audibrooklyn.com www.audibrooklyn.com
Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com
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Jack Daniels Audi of Upper Saddle River 243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 tbabcock@jackdanielsmotors.com www.jackdanielsmotors.com
Audi Bridgewater 701 Route 202-206 N Bridgewater, NJ 08807 929.600.9156 Fax: 908.595.0237 parts@audibridgewater.com www.audibridgewater.com
Co-celebrating decades of creating chemistry between two industry leaders
Here’s to 235 years of combined service excellence This year, as Albert Kemperle Inc. celebrates its 80th anniversary, BASF also celebrates its 155th anniversary. We are proud of our decades of partnership with BASF and years of serving the auto paint and body industry together. Kemperle’s founders would be proud of this relationship and the growth their company has experienced because of it. Today, as we look forward to many more decades of service to our customers, we find ourselves filled with gratitude. The creativity, hard work, and sense of responsibility of the people working for our two companies have made us what we are today. Thank you for your many years of loyalty.
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PRESIDENT’S MESSAGE
Welcome (Back) to the Real World by JERRY MCNEE As you’ll read in this month’s New Jersey Automotive, our industry is finally getting back to holding in-person events. At AASP/NJ, we’re busy getting ready for this year’s NORTHEAST® Automotive Services Show, which will be held live this September 10-12 at the Meadowlands Exposition Center in Secaucus. I’m sure I can speak for everyone on the AASP/NJ Board when I say we can’t wait to regain a sense of normalcy and actually learn, network and celebrate this industry together. Personally, I’m itching to get out there again. The Tristate area is typically a fast-paced place, and it was hard for a lot of us to adapt to almost everything grinding to a halt. I’m also looking forward to eventually getting away from Zoom and virtual meetings. Meeting up online was a huge help to us all in staying in touch and keeping our inter-industry work going through the pandemic, but I think it’s largely worn out its welcome. For one thing, I’m burned out on virtual meetings all taking place on the same day, with a lot of them sneaking up on me while I’m trying to simply keep my business going. There is a lot of value in committing in advance to attending a set industry event
14 | New Jersey Automotive | June 2021
held at a set place and time. That enables you to give what’s happening your full attention as opposed to trying to conduct a meeting or attend a class at home or in your busy office. AASP/NJ still has a few virtual events planned for the near future as the final wave of vaccines are fully distributed and more and more things open up, but rest assured that NORTHEAST will represent the beginning of our full return to live events. The collision repair world thrives on face-to-face interactions. This is true of estimating and negotiating, and it’s true of meetings and seminars. Frankly, I’ve learned just as much from a sidebar conversation in a hallway than I have sitting all day in a meeting room somewhere. NORTHEAST will be our chance to shake off the “Zoom Gloom” and actually experience training, education and new products away from our computer screens. Won’t it be great to not have to start a conversation with, “Can you see me? I think you froze”? I’ll take a handshake over a Zoom invite any day. If you feel the same way, then I’ll see you again soon!
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New Jersey Automotive | June 2021 | 15 5/27/21 5:03 PM
EXECUTIVE DIRECTOR’S MESSAGE
Is Let’s Make a Deal Still Okay in Changing Times? It is a common practice for collision shops to inspect a damaged vehicle and carefully prepare a comprehensive estimate on the cost of repairs. Then, more often than not, an insurer will come out and inspect the same vehicle and prepare an estimate of what that insurer feels it should cost to repair it. This is when the games begin! The next step is for the insurer (either the one that insures the damaged vehicle or the insurer for another party responsible for the cost of the repairs) to begin discussing its differences on the repair methodology, types of parts to be used, the Labor Rate to be paid, the cost of the paint and materials and much more with the facility that the vehicle owner has chosen. This is nothing new. In fact, this game of Let’s Make a Deal is how insurers and collision shops have worked out their differences for as long as I can remember. But is this practice a viable method of determining how a consumer’s vehicle should be repaired, or is it time for a change?
Well, let’s take a look at how this process really works. First, I call the process Let’s Make a Deal because that is exactly what it is! As everyone in the collision industry knows, insurers will often want to limit the payment for the parts necessary to repair the vehicle to aftermarket parts, while the collision shop will most often want to use OEM products. Insurers will often want to pay to repair a part, while the repair shop insists that the part must be replaced. Insurers will often want to pay for the required paint and materials based on a dollar figure-per-paint hour formula, while many collision shops argue that the formula is outdated, inadequate and simply does not result in a 16 | New Jersey Automotive | June 2021
by CHARLES BRYANT
correct figure to cover these costs. The Labor Rate that will ultimately be paid to the shop is the item that often causes the most friction. However, insurers and collision shops traditionally have been able to come to an agreement by playing Let’s Make a Deal back and forth. Appraisers assigned to inspect the vehicles will sometimes say things like, “We don’t pay for this or that” in regard to certain procedures that the shop claims are necessary to properly repair the vehicle. Then, they’ll say, “I’ll give you an hour or so to make up for it.” This type of game has been the method for working out agreements on all aspects of the repair process for many years. I will be the first to admit that more often than not, some type of agreement usually gets worked out. If not, a second type of game often takes place that resolves the problem and gets the vehicle repaired. Although some in the industry may not like to discuss this, I need to do it. Yes, I am talking about steering. Please allow me to explain. When a collision shop and an insurer cannot reach an agreement on the cost of repairs or how a damaged vehicle should be repaired, the insurer will often tell the insured or vehicle owner that the shop of their choice is being unreasonable. The insurer may even make accusations that the shop is overcharging for the repairs in an attempt to convince, persuade or even intimidate that vehicle owner to have the vehicle removed from that facility and have it repaired at one that is on a Direct Repair Program (DRP) with that insurer. Sometimes, if the vehicle owner still refuses to switch shops, the insurer will inform them that they can still have the vehicle repaired at the shop of their choice but will be responsible for any cost beyond what the insurer wants to pay. That is often the deal-breaker. The vehicle owner will apologize to the shop of their choice and allow the insurer to steer the vehicle to one of its DRP shops that follows the terms of a restricted agreement. This results in the vehicle getting repaired for what the insurer wants to pay for it – and as per the restricted repair guidelines previously agreed to by that DRP facility. Case closed! As the result of competition, some shops have agreed to follow the restricted DRP guidelines. Other shops are dead against it. Some would go along with the insurer and join the DRP if they could but can’t get on the program. That’s because the insurers commonly will only allow about 15 percent of the shops in any given area to participate. Then, the insurer can use the 15 percent to control the other 85 percent of the shops. I must say it was a brilliant idea that someone came up with years ago. With that said, it brings me back to the question I asked earlier:
Is this practice a viable method of determining how a consumer’s vehicle should be repaired, or is it time for a change? To answer that question, we will need to take a closer look at the vehicles that are on the roads today. Many people who are knowledgeable about these vehicles actually refer to them as “rolling computers.” That makes sense when we take an open look at what modern vehicles are capable of. In fact, depending on how the vehicle is equipped, the ADAS can take over and control many different functions and systems. This includes braking, steering and other drivability functions. This means that many of the vehicles can actually make decisions for themselves and, yes, even drive themselves. The problem is that when such a vehicle is involved in a collision, many of these ADAS features get scrambled and must be recalibrated in order for that car to perform as it was designed to at the factory. Is the game of Let’s Make a Deal a realistic method of determining how these modern vehicles should get repaired? The technicians repairing these vehicles must get trained and continuously go to classes in order to know how to get them back to a safe and proper operating condition that makes people feel comfortable putting their family members in them and going down the road at 60 miles per hour. The OEMs are publishing position statements on how their vehicles should be repaired and what procedures must be followed when they are damaged in a collision. Long story short, it certainly appears that Let’s Make a Deal needs to come to an end. Both collision shops and insurers should be following the repair procedures and position statements put out by the vehicle manufacturers. What do you think? We will be watching and would love to hear from you. I can be reached on the AASP/NJ Hot Line at (732) 922-8909 or via email at Setlit4u@msn.com. NJA
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LOCAL NEWS
by ALANA BONILLO
AASP/NJ Explores “ADAS: 2021 & Beyond” at Virtual Meeting ADAS is here to stay. This was the takeaway from AASP/NJ’s recent virtual membership meeting, “ADAS: 2021 & Beyond,” where Northeast Division Manager Jim DeLeo and Northeast Regional Trainer Tom Kelley of Hunter Engineering Company gave an extensive overview on how this technology evolved, how it is changing the way repairs are performed and what is coming down the pike. “The numbers of vehicles that are affected by ADAS are growing daily,” DeLeo shared. “If you think back to 2012, when steering angle sensors were mandated by the Federal Government to be equipped on every passenger car and light-duty truck, the reason was that the statistics on rollovers were overwhelming. Vehicles with steering angle sensors had a reduction of rollovers that couldn’t be ignored; therefore, it was mandated. “Fast-forward to today, the automotive vehicle manufacturers – not the Federal Government – got together and mandated for 2023 that every vehicle has automatic emergency braking,” he added. “So, when you think about it, these autonomous systems and autonomous driving cars are here. The public demands them and the manufacturers will supply them, so more and more of these systems are to be standard.” Fixing these vehicles leaves shop owners with much to consider. If the service one provides adversely affects ADAS performance, then the facility could face legal trouble. Many choose to sublet the work; however, this could create problems, as the shop gives up control of the quality of work but the shop retains the liability. DeLeo believes that the growing appearance of these systems at shops will “separate the men from the boys” and force them to have no choice but to address it in-house.
The overall purpose of ADAS is to reduce accidents; therefore, it is crucial that these systems are properly calibrated. Failure to do so will cause these systems to malfunction, putting the driver at risk and causing the shop to be held liable. Using steering angle sensors as an example, Kelley stressed the days of “just setting the toe are pretty much gone.” Cameras and radars detect the vehicle’s path and the objects in front of it. If they are even the slightest bit off, the direction of the steering will be affected. “All of these systems are based on a vehicle that is square and pointing straight down the road, with all of its wheels pointing forward in a geometric center line. If it went down the road with the steering pointed to the left, my steering would be off, so you need to set the thrust line first. If it goes down the road like this, it’d be ‘dog tracking,’ taking up more lane and pointed in the wrong direction. It’s an extremely important component, which is why alignment has to be done properly.” Kelley suggested that repairers should also keep in mind that many customers are likely unaware of the capabilities of the ADAS equipment in their vehicles. “Educate your customers. Run clinics to educate them. They really don’t have a grasp on what they are being sold. You have to know these systems, and your technicians have to be educated as well.” AASP/NJ President Jerry McNee expressed how important it is that members continue to stay involved in what is going on in the industry and learn as much as they can about ADAS and other technologies. “If you say you are fixing cars correctly, you have to have all your bases covered. There is no other way around it.” For more information on AASP/NJ, visit aaspnj.org. NJA
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It Takes Genuine Honda Collision Repair Parts To Achieve a Genuine Honda Fit. Honda collision repair parts are engineered and manufactured to Honda standards. In collision repair, time is money, and you can’t waste time on parts that almost fit properly. Use Genuine Honda replacement parts. Your reputation depends on it.
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New Jersey Automotive | June 2021 | 19
NATIONAL NEWS
Sherwin-Williams June Training Curriculum Announced Sherwin-Williams will conclude its second-quarter training curriculum this month with sessions intended for collision repair industry professionals at every experience level and developed to equip attendees with the skills needed to maximize profitability and increase productivity. The training program at Sherwin-Williams provides participants with a combination of classroom, online interactive and hands-on instruction. New protocols are in place for in-person sessions to ensure the health and safety of employees and class attendees. “Continuing education is critical in the automotive industry due to its ever-changing, fast-paced nature,” says Rob Mowson, marketing vice president for the Automotive Finishes division of Sherwin-Williams, in a press release. “We offer these courses so that attendees can sharpen their knowledge and skills in real time as technology changes. We give them the tools and tips they need to stay productive in the field.”
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The remaining Sherwin-Williams second-quarter sessions are as follows: Sherwin-Williams Dallas Training Center, Dallas, TX • June 8 – Ultra 9K Painter Certification • June 28 – Ultra 7000 Painter Certification • June 30 – Color Adjustment & Blending Sherwin-Williams Philadelphia Training Center, Havertown, PA • June 2 – Ultra BC8 Painter Certification Sherwin-Williams Reno Training Center, Reno, NV • June 22 – Fleet CFR More information about collision repair and refinish courses from Sherwin-Williams is available by calling (800) 798-5872. NJA
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22 | New Jersey Automotive | June 2021
NATIONAL NEWS
NY Parts Bill Takes on Insurer-Mandated Vendors The collision repair industry’s long-standing efforts to prevent insurers from requiring certain parts vendors have taken a major step forward with New York Assembly Bill 6902. Initially filed in 2013, the fifth and current version of the legislation aims to amend Section 1, Subsection (a)
of Section 2610 of the New York insurance law to the following (with the proposed new language in bold): Whenever a motor vehicle collision or comprehensive loss shall have been suffered by an insured, no insurer providing collision or comprehensive coverage therefor shall require that repairs be made to such vehicle in a particular place or shop or by a particular concern, nor require a repair facility to use a specific vendor or process for the procurement of parts or other materials necessary for the repair of a motor vehicle. Sponsored by Representative Steve Englebright (D-Setauket), Assembly Bill 6902 has more than a dozen co-sponsors and is endorsed by the Long Island Auto Body Repairmen’s Association (LIABRA) and the Auto Body Craftsmen’s Guild of New York City. “It’s really just a consumer bill,” Ed Kizenberger, executive director of LIABRA/Auto Body Craftsmen’s Guild of New York City, comments. “In this case, what benefits the consumer benefits the repair industry. You select the repair shop, and they in turn are obviously and totally responsible for the outcome as far as the repair goes. So, to have an insurer interject themselves in the middle of things like parts selection really creates a situation where the repair facility is almost losing control over the type of repair that they may have chosen to do if in fact the insurer is requiring or suggesting a part that the repair shop is not comfortable using.” Assembly Bill 6902 has been referred to the New York Assembly Committee on Insurance. New Jersey Automotive will provide updates on the bill as the legislative session moves forward.
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COVER STORY
Perseverance Pays: The Industry Returns to In-Person Events
The light at the end of the tunnel is finally here. After spending much of the past 15 months stuck behind home or office computer screens, the national collision repair industry is quickly returning to its tradition of in-person meetings, training and networking events. With more and more businesses resuming their regular schedules and services (and even Walt Disney World – one of the biggest attractions in the country – pulling back its temperature check requirements and making outdoor masks optional), it appears that the second half of 2021 will be a time of renewed energy and activity for the auto body field and beyond. Back in Action The first sign that life in the industry was returning to normal appeared in late April, when the Society of Collision Repair Specialists (SCRS) gathered in Phoenix for its first in-person Open Board Meeting since January 2020. This event was followed by a live, two-day Collision Industry Conference (CIC). Although CIC provided an additional virtual option to adhere to Arizona capacity rules and accommodate participants who were not vaccinated in time, the spirit of face-to-face comradery that is crucial to this industry’s work was felt throughout the room. “There was nothing more rewarding about our April meeting than looking out into a room and seeing faces staring back at us rather than a computer screen!” SCRS Executive Director Aaron Schulenburg shares. “Technology has provided us with some nice stop-gap solutions, but there is absolutely nothing that replaces the face-to-face interaction that occurs at an event and the ability to answer questions, watch facial expressions and to have side conversations when the session is over. The filled room at our April meeting reinforced what we have been hearing – people are ready to get back to events! While it was rewarding to have a successful event both for SCRS and CIC, it was also a nice indicator of what we can expect for other events later this year.” “Not knowing what it would be like to jump off the cliff of having the Collision Industry Conference in person – I believe as the first multi-day industry meeting to do so – we didn’t know what to expect,” CIC Communications Manager Jordan Hendler adds. “What happened far exceeded what we anticipated as far as attendance and participation. Those joining live in Phoenix experienced a socially-distanced version of what we would call a ‘normal’ CIC, packed full of informative presentations and relevant dialogue. We also had our virtual attendees on the Zoom live with us, and even some of our presenters who couldn’t come were able to share their information to the room. My personal favorite was our outdoor reception, which was a great gathering and networking opportunity. Overall, we 28 | New Jersey Automotive | June 2021
are thrilled to be back.” Naturally, the in-person CIC enabled attendees to get some serious work done. One of the event’s biggest highlights, a special presentation by the CIC Future Disruptions Committee, examined what automobiles – and the industry that works on them – might look like in 2035. While much of the forward-looking discussion involved electric vehicles, autonomous driving and virtual claims, perhaps the most impactful piece came when Committee Co-Chair Frank Terlep (Auto Techcelerators, LLC) cited figures from CCC to address a serious issue affecting the collision field in the here and now. “Even today, less than 60 percent of vehicles are being pre- and post-[repair] scanned. What’s even more shocking [is that] 12 percent of present-model vehicles are receiving a calibration after a repair. All of us in the room should be scared to death.” Further inter-industry examinations of this and other critical matters will continue at CIC’s July meeting in Cleveland, which will again be presented live with a virtual option. NORTHEAST Rises Again Closer to home, AASP/NJ has huge plans for the fall. First, the 2021 NORTHEAST® Automotive Services Show will be held live this September 10-12 at the Meadowlands Exposition Center in Secaucus. It will mark the association’s first face-to-face gathering since the start of the pandemic. “Everyone is so excited to finally get back together,” comments NORTHEAST Show Manager Thomas Greco (AASP/NJ secretary and president of Greco Publishing). “We would be returning to in-person events this month, but we already have a virtual meeting set up for June. “We don’t have meetings in the summer, and NORTHEAST will be in September. We plan to return to in-person meetings with AASP/NJ’s Annual Meeting in October.” This year’s NORTHEAST will feature the return of the live Collision Professional Repairer Education Program (Collision P.R.E.P.), again presented by the Washington Metropolitan Auto Body Association (WMABA). The first announced live course, Frank Terlep’s “Collision Repair, 2035: Trends and Technologies That Will Force the Collision Industry to Reinvent Itself,” will provide those who missed the opportunity to attend the most recent CIC with an opportunity to gain further insight into ADAS and many of the other topics discussed during the Future Disruptions Committee presentation. As a lead-in to its live training events, WMABA will host a special virtual Collision P.R.E.P. course, ‘“Differentiating Labor Rates Based on Certification, Skillset, Tooling & Training,’’ on June 9 (with an on-demand viewing option
by JOEL GAUSTEN
to be made available following the event). Presented by Mark Olson of VECO Experts, the class will explore what goes into establishing a Labor Rate based on technicians’ expertise and types of repairs performed. Olson will also discuss the growing use of the Right of Appraisal as a means of settling financial disputes that arise during the repair process. More information on this year’s live Collision P.R.E.P. schedule at NORTHEAST will be available in next month’s New Jersey Automotive.) In addition to NORTHEAST, this fall will also see the return of the live SEMA Show at the Las Vegas Convention Center during the first week of November. After presenting a virtual version of its Repairer Driven Education (RDE) program last year, SCRS is currently finalizing its 2021 live course schedule. RDE presenters confirmed at press time included (among others) attorney and recent AASP/ NJ virtual meeting presenter Patrick J. McGuire, Mike Anderson (Collision Advice), Lee Rush (Sherwin-Williams), Danny Gredinberg (Database Enhancement Gateway) and Eric Newell of AirPro Diagnostics. (Last year’s virtual RDE program is still available through the end of August via the link featured at the end of this story.)
OEM Repair Victories Although there is a lot to look forward to this summer and fall as the threat of COVID-19 continues to diminish, there have still been recent industry activities in the virtual world that are worth noting – particularly in the world of OEM repairs. In collaboration with SCRS and the Automotive Service Association (ASA), AASP National has issued a position statement that “acknowledges the act of scanning a vehicle using a qualified scan tool as a necessary and not-included operation that is legitimately expressed on a repair order with either a fixed cost, in labor hours and/or [a] set dollar amount.” Additionally, the joint statement defines a “qualified scan tool” as “a device approved by the vehicle’s manufacturer (OEM) to provide a repair technician access to the status of the vehicle’s sub-systems. OEM-approved scan tools are specific to each OEM and have the complete suite of capabilities as determined by their service engineering groups.” The statement further specifies that “qualified scanning personnel should be familiar with scan tool operations, vehicle-specific set-up operations, adding battery support, researching vehicle manufacturer processes and diagnostic code interpretation.” continued on next page
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COVER STORY AASP National also worked with SCRS and other members of the Database Enhancement Gateway (DEG) in reaching out to the industry’s leading Information Providers (IPs) to stress the importance of their products embracing OEM-centric repairs based on vehicle manufacturers’ procedures. In response to these efforts, CCC has updated its Labor Time Premise to include the following language: MOTOR recommends a review of the OE service information at the time of estimate preparation to confirm the OE manufacturer repair procedure(s). MOTOR assumes the repair facility is equipped with the necessary tools, equipment and training to complete any given repair following published vehicle manufacturer repair procedures. Auto Body Association of Texas (ABAT) President Burl Richards was one of the affiliate association members who prompted SCRS’ work with CCC in addressing the language in this update. “As a shop owner, I’ve always believed that if insurers and repair facilities are expected to use the industry’s major estimating systems, then these products should be based on OEM guidelines,” Richards said in a statement. “I also know that SCRS is in regular contact with IPs in regard to potential changes and inquiries from industry
members […] I’d love to see similar language like that turn up in the other estimating systems, and I know SCRS is actively having conversations with them to work this out.” It’s been far too long since industry members hit airports and hotels in order to move this industry forward, but we’re finally on our way back. If you’re looking for an opportunity to get out of your house or office for a rewarding experience (and who isn’t?), now is the time to plan to attend NORTHEAST and other upcoming events and celebrate an industry that’s stronger than any crisis that comes its way. Pre-registered NORTHEAST 2020 attendees will not need to re-register for the 2021 show, as badge data will be carried over to these new dates of September 10-12. For updates and information on NORTHEAST, please continue to visit the official event website at aaspnjnortheast.com. Links: AASP/NJ’s NORTHEAST Automotive Services Show: aaspnjnortheast.com Collision P.R.E.P.: wmaba.com/collisionprep Collision Industry Conference: ciclink.com SCRS’ Repairer Driven Education: rde.scrs.com CCC Labor Time Premise: bit.ly/CCClabortime AASP/SCRS/ASA Joint Position Statement: bit.ly/SCRSscancomp
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INDUSTRY ADVICE: ASK MIKE
Why Aren’t People Pulling OEM Procedures?
?
This month, we “ASK MIKE” to share his thoughts on the industry’s lack of adherence to OEM repair procedures. We at New Jersey Automotive hope you find this following exchange useful, and we encourage you to reach out to us if you have a question for Mike on this or any industry-related matter that he can answer in a subsequent issue.
New Jersey Automotive: Obviously, vehicle technology is not going to stop advancing. As a result, repairers need to stay on top of what’s going on with these cars, and pulling the OEM repair procedures is the main part of that. I’ve heard feedback from some shops that are still not enforcing this; they tell me, ‘Our technicians know what to do.’ I’d imagine you’ve been encountering similar statements. How do you respond to that mindset?
Mike Anderson: You’re right – most people are not pulling OEM repair procedures, and I’m very concerned about that. Let me start by sharing a short story. My friend’s son went into the Marines several years ago. He got off the bus at Parris Island, and the drill instructor ran up and started delivering shock and awe. He yelled, ‘Single file! Single file!’ Then, he said, ‘Pick up your suitcase! Put it down! Pick it up! Put it down!’ All of a sudden, my friend’s son laughed. That is the worst thing you can do on your first day of boot camp with a Marine drill instructor! The drill inspector grabbed my son’s friend by the ear and pulled him in front of a mirror. He made him point at the mirror and say, ‘I’m not stupid!’ Then, the drill instructor made him point the finger back at his own chest in front the mirror and say, ‘You’re stupid.’ I’m not saying that collision repairers are stupid, but this isn’t a joke – it all starts with us. We all have to take personal responsibility. When somebody doesn’t pull the OEM procedures, it’s usually due to a few things. One, they don’t have access to them. In that case, shame on the shop owner or manager. Number
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two, they think they’re smarter than an engineer. Number three, they say they don’t have the time because the company they work for chooses to be a DRP and says they have to upload an estimate within two hours. That’s just ludicrous. I do training for several OEMs as well as training through Collision Advice. We show people photos of a vehicle that needs a quarter panel replaced and say, ‘We want you to write an estimate on this.’ I understand it’s a photo, but it’s done as an exercise to see how well they can identify the OEM repair procedures as well as notincluded operations. When we do that, we have 385 lines on our estimate, but the top 10 percent of trainees might have 190 to 200 lines on their estimate. The average shop has fewer than 100 lines. I can tell you that just for that one estimate – just replacing a quarter panel on a Toyota – we had 133 pages of information to research, pull, review and read. It’s very, very time-consuming. This wasn’t a 30-minute process – it was a five-hour process. I realize there are some challenges, but to not do it is unacceptable. The other thing that troubles me is that everybody is looking for an ‘easy’ button. You can’t just say, ‘I’ve fixed 20 of these cars; I know them inside and out and don’t have to pull the procedures.’ Things change. I’ve seen sectioning procedures change, and I’ve seen something was a one-time-use part one day but wasn’t the next day. We just can’t assume that because we fixed 20 cars last week that we don’t have to research them today.
NJA: Of course, we have a huge elephant in the room. I’ve had readers tell me that if they don’t get paid for something, they won’t do it. MA: That’s insane! How would you like it if a doctor, a surgeon or someone who works on an airplane said, ‘I don’t get paid for it, so I’m not going to do it’? Don’t forget that the consumer signs an authorization for us to fix their car. If we take that car in under a premise that
there’s a signed authorization, we’re saying, ‘You can trust me to do a safe and proper repair.’ You’re liable for that vehicle even if it changes ownership. You’d like to believe that the John Eagle case was a wake-up call, but obviously it wasn’t. People just think they’re too smart for their own good. I teach factory training for OEMs, and I still research every single vehicle that I write an estimate on. If you’re saying you don’t have the time, then you need to have a conversation with your boss. If you’re saying you don’t know how to use the websites – gosh, man, we have free webinars and videos on my website that teach people how to do it. If you’re a Nissan/Infiniti-certified shop, you actually have free access – free access – to Nissan/Infiniti’s TechInfo. Toyota offers free access to its OEM procedures to its certified shops. There are resources available; people just need to want to use them. The two percent who are actually doing it right get pushback from third-party payers who say, ‘You’re the only one.’ Well, they are the only one! NJA: What do you think it’s going to take to get that number up to a respectable amount? We’ve already had the John Eagle case, and there have already been multiple conversations on this topic. It’s being stressed at the Collision Industry Conference (CIC) and elsewhere. What else needs to be done here? MA: Education, number one. We need to educate people on how to navigate the OEM websites, because they’re all different. Number two, people need to have the time to do it. The days of expecting an estimator to handle x amount of sales volume every month are over. The expectations need to be lowered. There’s no way they can achieve that and be thorough in what they’re doing. Body shop owners and managers need to give their employees the right amount of time to do it. Also, insurance companies need to recognize that they’re part of the problem, especially when they want an estimate
uploaded in two hours. That’s not realistic. Technicians need time, training and the access to resources. Somebody asked me, ‘Why don’t all the OEMs standardize their websites?’ Well, they all think their way is the best way. You have a better chance of finding world peace than you do getting three different cultures from five different OEMs to agree. I read somewhere that it takes the average human being five to seven minutes to read a one-page technical document. Just to replace that quarter panel I mentioned earlier, I had 133 pages of OEM documents that I had to review and read. There was also the time it took me to find them. There are nuances to a repair; there are multiple pieces to this. Again, there’s no ‘easy’ button. You just have to take the time and quit complaining about it. Mike Anderson is an Accredited Automotive Manager (AAM) and the former owner of Wagonwork Collision Centers, two highly acclaimed shops located in Alexandria, VA. He has served as a member of many industry organizations throughout his career, including the WMABA Board of Directors, the Mitchell Advisory Board, the MOTOR Advisory Board, the ASE Test Review Committee, the National Auto Body Council, the Collision Industry Conference and the Society of Collision Repair Specialists. Additionally, he is a past Virginia SkillsUSA chairman, serves as a facilitator for Axalta Coating Systems’ highly recognized Business Council 20 Groups in both the US and Canada and facilitates numerous courses for Axalta Coating Systems’ Educational Series. He currently offers expert industry consulting via his latest venture, Collision Advice (collisionadvice.com).
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New Jersey Automotive | June 2021 | 37
JUST FOR FUN - BEYOND BIZARRE: STRANGE VINTAGE CAR ACCESSORIES
As vehicles have evolved over the past century, so have the accessories and gadgets they come with. We took a look into the past, digging deep to find some of the oddest and strangest features of motor vehicles from the olden days. Here they are, in no particular order.
Dashboard Coffeemaker Long before Starbucks coffee runs were a thing, there was one vehicle manufacturer that thought to feed the need for caffeine by way of offering a dashboard coffee-making device. The Hertella Auto-Kaffeemaschine was a rare feature that could be found in some Volkswagen Beetles. Not much is known about the nifty-looking device, including just how much power it took to heat coffee, but its porcelain cup featured a magnetic disc on the bottom that allowed it to attach to the machine. The device also mounted to the dash with a simple bracket. More than likely, it did not produce a good cup of coffee. Good thing we have Starbucks today!
Record Player Many readers may remember a time when vehicles featured cassette decks (or possibly the even rarer eight-track players), but record players? Believe it or not, back in the 1950s and 1960s, there were some vehicles that allowed drivers to spin vinyl while at the wheel. The “Highway Hi-Fi” was an option in the 1956 Chrysler, Desoto, Dodge and Plymouth. CBS Labs created technology allowing for specially made seven-inch discs to be played on a device that would fit in the car. Due to the disc’s very slow speed, each side would play about an hour’s worth of music. It went for roughly $200, which would be the equivalent of $1,700 in today’s world. In the early 1960s, Chrysler offered a more reasonably priced option by way of the RCA “Victrola,” which allowed drivers to play their own 45 records for the price of $51.75 (which would amount to $410 in 2021). A third option existed in the Norelco “Auto Mignon” player, which was priced in a similar range as the RCA model. We imagine lugging around a case of 45s was not ideal; therefore, the concept fell by the wayside.
Lit Cigarette Dispenser
Once upon a time, tobacco smoking was a hugely popular habit, leading some vehicle manufacturers to feature a cigarette dispenser near the steering wheel. Not only did the device supply the driver with a cigarette at their fingertips, but it lit it, too! The fact that it quite possibly could be a major fire hazard is perhaps why the device did not catch on. Today, one can’t even find an ashtray in a vehicle. Do you know of any other odd or strange vehicle features? Let us know by emailing Editorial Director Joel Gausten at joel@grecopublishing.com.
Magnetic Pipe Dashboard Holder
The His ‘n’ Her Gear Shifter
Now this one is quite different! Back in 1968, Hurst Performance and the nowdefunct Oldsmobile teamed up to create a special-edition vehicle – the Hurst/Olds – that featured a console-mounted “His ‘n’ Her Gear Shifter,” a.k.a. the Hurst Dual-Gate shifter. According to Drivemag.com (bit.ly/ HurstGearboxes), only 515 of the “His ‘n’ Her” existed in two body styles. The shifter allowed the driver the choice between using the standard PRNDL setup and the ability to put it into muscle-car mode. Apparently, the idea did not stick with the average driver, as it became something preferred by drag racers instead.
Back in the 1940s and 1950s, pipe smokers likely made use of the magnetic-base pipe holder dashboard accessory. Not much can be found about its origination, but the vintage device had a magnetic base that worked with metal-dash vehicles back in the day. A seller on eBay is looking to unload these gems for roughly $13 (bit.ly/CarPipeHolder). Act now, pipe smokers; there were only two left at press time! Images courtesy of David Hord via Instagram.com/thedrive, MacsMotorCityGarage.com, DriveMag.com, Classicandsportscar. com and eBay.com.
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224-SPANESI (224-772-6374) www.spanesi-americas.com facebook.com/spanesiamericas New Jersey Automotive | June 2021 | 39
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
40 | New Jersey Automotive | June 2021
ARANJ The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
The economy can create many changes – some good and some not so good – in the insurance industry. When an insurance company has lost premium income, it may lower premiums to attract new customers or enter into a field of business it has not entertained before. The latter has become a concern to me and should be a concern to you. Be very cautious when you are approached by an agent representing an insurance company that you don’t recognize or has not written insurance for your industry in the past. A new company is willing to lower premiums to get a market share of the industry business. Although the premium may be less, you need to thoroughly evaluate the coverage, exclusions and conditions of that policy. When making your decision, look for an agent and insurance company that is experienced in your industry. They understand your exposures and provide proper coverage to meet your needs. If you have any questions or concerns regarding quotes you have received, please feel free to call me to discuss. Mario DeFilippis, AAI Vice President (732) 686-7020 (office) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com
You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit. Flemington Volkswagen 213 Route 202/31 Flemington, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 email: 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
“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2021 Volkswagen of America, Inc.
Wholesale Parts
New Jersey Automotive | June 2021 | 41
ADVERTISERS’ INDEX Acme Nissan.................................................... 5 Accudraft......................................................... IBC Albert Kemperle................................................ 13 Amato Agency.................................................. 21 Audi Group....................................................... 12 BMW Group..................................................... 4 BMW of Springfield........................................... 19 Clinton Honda................................................... 18 Collision Supplies of New England..................... 11 Dover Dodge/Nielsen........................................ 14-15 Empire Auto Parts............................................. 17 Flemington Audi............................................... 6 GM Group........................................................ 10 Hyundai Group.................................................. 40 Innovative Solutions & Technology................. 2 Jaguar Princeton.............................................. 18 Kollective Auto Group........................................ 8-9 Krehel.............................................................. 42 Land Rover Princeton......................................... Lynnes Nissan East........................................... 30 Maxon Buick-GMC........................................... 35 Maxon Hyundai................................................. 37 Maxon Mazda................................................... 37 Mazda Group.................................................... 20 MGM Auto Body Supplies................................. 11 MINI Group....................................................... 30 Mopar Group.................................................... 25 NORTHEAST®................................................. 29 NUCAR............................................................. 26-27 Paul Miller Subaru............................................ 35 Porsche Group................................................. 32 PPG................................................................. 3 Pro Spot........................................................... 33 Reliable Automotive Equipment......................... 22-23 Sherwin-Williams.............................................. OBC Spanesi............................................................ 39 Subaru Group................................................... 24 Town Motors.................................................... 36 USI of North America........................................ 31 Valtek............................................................... 42 VW Group......................................................... 41 Wheel Collision Center...................................... 17
42 | New Jersey Automotive | June 2021
New Jersey Automotive | June 2021 | 43
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