New Jersey Automotive July 2017

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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)

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2015 - 2017 OFFICERS PRESIDENT Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com COLLISION CHAIRMAN Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net 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 Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.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 / trainer@verizon.net

Anthony Sauta, East Coast Auto Body 732-869-9999 / ecabofnj@aol.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 Tom Elder, Compact Kars 609-259-6373 / compactkars@aol.com

PUBLISHER Thomas Greco (thomas@grecopublishing.com) SALES DIRECTOR Alicia Figurelli (alicia@grecopublishing.com) EDITORIAL DIRECTOR Joel Gausten (joel@grecopublishing.com) CREATIVE DIRECTOR Lea Velocci (lea@grecopublishing.com)

EDITORIAL ASSISTANT Nick Fernandes (nick@grecopublishing.com)

CONTENTS

VOLUME 47, NUMBER 7 | July 2017

10 OUT OF BODY (AND MECHANICAL) EXPERIENCES 12 PRESIDENT’S MESSAGE 16 EXECUTIVE DIRECTOR’S MESSAGE 22 COLLISION CHAIRMAN’S MESSAGE

28 2017 AASP/NJ ANNUAL LOU SCORAS MEMORIAL GOLF OUTING REGISTRATION 65 I-CAR CALENDAR 66 AASP/NJ NEW MEMBER 66 NJA ADVERTISERS’ INDEX

IN & AROUND AASP/NJ 24 AASP/NJ Unites Members, Gives Back at Sixth Annual “Race Night” NATIONAL NEWS 32 Unintended Consequences: Mississippi Consumer’s Guide Prompts AASP/NJ Response by Joel Gausten

40 Database Enhancement Gateway Announces New Administrator

COVER STORY

by Joel Gausten

44 Cyber Safety 101: Protecting Your Shop from Hackers LEGAL PERSPECTIVE by Mitchell Portnoi 50 Diminished Value Update IN THE SHOP by Nick Fernandes 54 A&B Collision Key NO BRAKES 58 The Clean Up Hitter AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 59 Wharton Insurance Briefs ASK MIKE 64 How Could Getting Involved in OEM Certification Benefit a Body Shop?

OFFICE MANAGER Donna Greco (donna@grecopublishing.com)

CONTRIBUTING EDITORS

Charles Bryant • Mario DeFilippis • Jeff McDowell Mitch Portnoi • Ron Ananian • Keith Krehel • Jerry McNee

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 © 2017 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 Joe Lubrano Michael Lovullo Sam Mikhail Ron Mucklow

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

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

Is the Election Over Yet? Okay. I have held my tongue as long as I can. I have avoided writing about the election because I know that no matter what I write, someone will get pissed off. I have experienced this several times in face-to-face conversations since last November with friends and relatives. I have never seen such incredibly obnoxious reactions in my life. But honestly, it’s eight months later. Isn’t it time to move on?

If you read this column regularly, you know that I favored Trump over Clinton as far back as November 2015. I won’t repeat my reasons, but let’s just say I didn’t think either of them was Presidential, so being the contrarian I am, I went with the candidate that went most against the grain. Was I in favor of all his positions? Hell no. Did I think he’d be a great president? Hell no. I just felt it was time for change. And Clinton wasn’t going to change anything. Would I have been angry if she won? Of course not. I would have accepted it, just like I have when other candidates I didn’t vote for have won. I mean, after all, how much does who’s President TRULY affect your day-to-day life? If you say more than one percent, I think you’re full of it.

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by THOMAS GRECO, PUBLISHER

So yes, I intended to vote for Trump. And I let people know. I wasn’t ashamed or embarrassed. Unlike many of the Clinton voters, I didn’t dismiss their choice or think less of them. I respected their right to vote for whoever they wanted to for whatever reason they wanted to. I don’t have a big enough ego to think that I’m smarter than you just because we vote for different people. Case in point: I have a friend who is a political publicist. He has worked on some of the biggest campaigns in New Jersey. Over the years, I’ve seen him several times on those winning podiums after an election.

When I walk into his office, he has pictures of himself with at least three Presidents and he happened to be a Hillary delegate. The night before the election, I ran into him and he chuckled as he said to me, “Early night for you tomorrow…”

Defiantly (and with no belief in what I was saying AT ALL), I replied, “No, Trump’s going to win.” Of course I didn’t believe that. Like everyone else, I thought the Donald was going to get crushed. But the smugness in his comment got my dander up.

“No way! He’s lucky if he lasts past 7:30.”

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“You’re wrong. He’s going to win. “ “How do you figure?”

“He’s going to win all of the south, Florida, Pennsylvania, Michigan, Wisconsin and Ohio,” I said, clearly talking out of my backside.

“What do you like to eat?”

“Why?” “Because I’ll bet you dinner it’s a landslide,” he said.

“Anywhere you want.”

“You’re on.”

That night, I watched the returns and was stunned. I mean, I knew Trump would do better than expected. Almost everyone I knew was voting for him. And I live in a blue state.

Still, I honestly didn’t think he had a chance to win.

The next day, I walked by my friend’s office and he wasn’t there. I simply pulled out one of my business cards, wrote “Ruth’s Chris Steak House” on it and slipped it under his door. Honestly, my steak wasn’t as fulfilling as the crow he had to eat.

A few days later, we saw each other. Now, I’ve known this guy for 20 years. Yet he couldn’t have been more dismissive. “She got three million more votes.” I love that argument. It’s like a boxer who gets knocked out. “But I was ahead on the scorecards!” You still lost. I had to walk away after a while. I couldn’t believe that he was getting this heated over a stupid election. Well, I take that back. He did have a horse in the race, considering his job. But that doesn’t excuse some of my other friends, who to this day are posting

ridiculous things on social media. Or the idiots protesting every weekend. I had one argument about climate change with a friend who was a Republican, for God’s sake!

Donald Trump has driven people crazy. And you know what? I love it. If he accomplishes nothing else over the next four or eight years, he will have at least exposed the hypocrites and bias of politicians and the media. His election has shown that the self-serving and self-absorbed (he is, after all, an expert at that) would rather take him down than fix the problems our country is facing. Terrorists are running wild?

Yes, but we have to find out why Trump played phone tag with Putin. Small businesses are getting crushed? Yes, but we have to focus on James Comey. The stock market is booming? Yes, but did you see what he tweeted about Mexico? Seriously, if Trump cured cancer, they’d focus on whether or not he made a profit on it.

As I’ve said a million times, far be it from me to have to defend a billionaire. I don’t agree with a lot of the things he’s doing; nor did I agree with Obama, Bush or Reagan for that matter. But give me a f#%ing break. Politicians, do your job.

Fix the country. Media, report the news - factually. Everyone else? Focus on what YOU can control and try and make YOUR life better.

President Donald Trump.

Get. Over. It. Is that asking too much? NJA

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RACE NIGHT FOR ONE

PRESIDENT’S MESSAGE

by JEFF MCDOWELL

If you were at AASP/NJ’s Sixth Annual Race Night (see full coverage on page 24), you may have noticed the absence of a familiar face: Mine. I had all intentions of racing and mingling with AASP/NJ members a few weeks ago, but I wasn’t able to make it. Here’s why.

Pole Position Raceway in Jersey City is about 20 minutes up the Turnpike from my shop in Fords. That night, I left with plenty of time to spare. I’ve been there so many times that I don’t even think about the drive there anymore.

This particular time, though, after listening to the radio and driving for a while without really paying attention to where I was going, I thought to myself, Hmm…I should be there by now. My suspicions were confirmed after looking at the clock - I had been on the road for a half hour - and reading the next upcoming exit sign: Secaucus?! I figured that I must have just blown past the exit for Jersey City without realizing. No big deal, I thought, making a U-turn and getting onto the Turnpike South. I’ll just catch the exit from the southbound side, right?

Wrong.

Not only was there gridlock rush hour traffic heading south on the Turnpike, but to get to the Turnpike exit for Jersey City, you first need to get off onto another exit ramp.

I noticed that about 500 feet before the exit, while in the left lane. So I missed that one too and ended up at Newark Airport. I turned back around, finally thinking I was on the right track - no pun intended. But did you know that there is no exit for Jersey City off of the Turnpike North? I didn’t, either. But I learned that day. So before I went too far and ended up on the George Washington Bridge, I turned around again and took the exit for Route 1 & 9 South. I followed signs for the Turnpike South, got back on…and wound up back at the airport.

I was now an hour and a half into what should have been a 20-minute drive. I had put 140 miles on the car. I was aggravated. I had to pee. And I still wasn’t there. I gave up and drove home. I had had enough racing for one night, but not the way I wanted it.

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The moral of the story is that no matter how many times you’ve done something, no matter how second-nature something may seem to you, it always pays to follow directions. I could have been at Pole Position in 15-20 minutes if I had just activated the GPS, but I thought I knew better. Same goes for your day-to-day in the shop. Just because you’ve performed a process a thousand times, don’t think that you can do without consulting the OEM procedures. The one time you don’t, you can be sure that will be the time that you miss a step. And if that happens, you’ll have a lot more to worry about than a couple hours wasted sitting in rush hour traffic.

At any rate, in speaking with our members it sounds like everyone who did make it to Race Night had a great time. I look forward to seeing our racers again next year. (Maybe I can hitch a ride with one of you?)

NJA

PS: I want to direct our readers’ attention to the image above.

AASP/NJ received a thank you card from the students who competed at this year’s NJ SkillsUSA state championships.

We’ve sponsored this event for many years, and every year we are more and more proud of the efforts being put forth by the future of our industry. This year was especially touching, as these students were appreciative enough to thank us for our support of the event. Thanks go out to all who participate in the SkillsUSA competition, and on behalf of AASP/NJ, we thank you for your hard work. It does not go unnoticed!

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EXECUTIVE DIRECTOR’S MESSAGE

Where Do We Go From Here?

by CHARLES BRYANT

Like many in the collision repair business, I started out as an apprentice learning the trade while under the supervision of a seasoned technician. In fact, I was a bit more fortunate than some others because I was in a shop that employed numerous seasoned technicians who really knew their stuff and looked to achieve perfection on each vehicle they repaired. As a result, I was taught that every job I touched would have my name on it and that would play a large part in whether or not I would become successful in the industry. Plus, like many others in the field, my teachers were what many refer to as, “from the old school.”

Simply put, you do it right, or don’t do it at all. Naturally, what drew me to the collision industry in the first place was that I was good with my hands, so taking a bent up vehicle and making it look like new came naturally to me. The fact that I was fortunate enough to have good mentors was a blessing as well.

I know this story must seem so familiar to many working in collision repair because for the most part and until recently, the majority of seasoned shop owners came into the industry in basically the same way as I did and learned the trade from people that were willing to spend some time to teach a newcomer the proper way. When someone new came into a shop, it didn’t take long at all to see if he or she was going to succeed or fail. It all boiled down to whether or not the person had the talent. A seasoned repair technician could watch them for about 10 minutes and tell right away if they were going to make it or not. Repairing a bent fender or body part requires a certain talent and it doesn’t take long to recognize if the rookie has that talent. A typical example of this test would be my brother, Jim Bryant. Many of you may remember Jim as the king of claims because of the reputation he had for resolving claim issues. However, long before he started settling claims, on numerous occasions, he would come to assist me in my collision shop. Well, I will just keep it short and say that Jim was not cut out to be a body man. He just did not have the talent in his hands.

That is not to say Jim did not have talent. Give him a complicated auto insurance claim problem and trust me, I would not want to be on the other end when Jim came to deal with and solve the problem.

Well, as time went on and vehicles became more and more advanced, the technician’s talent and requirements changed as well. As the structure of vehicles went from body over frame to unitized body and additional safety and convenience features were installed in the modern vehicles, the repair

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EXECUTIVE DIRECTOR’S MESSAGE processes became even more complicated. With these complex changes, the repair technician’s role also changed. Now not only were the technicians required to have the talent and ability to straighten bent metal, which comes with being good with their hands, but the technician must have the ability to put on his or her thinking cap and be able to figure out how to deal with the more elaborate vehicles coming into the industry. With the unitized body vehicles, the technicians had to be able to repair frame rails back

to within millimeters of the original shape and position, and that was just the beginning of the changes that were coming fast. More and more vehicle manufacturers were coming out with electronic features that were controlled by computers, and therefore required a whole new level of training and learning.

I hate to say it, but the technicians that got into the industry and did well in the beginning simply because they were good with their hands, were beginning to fail because of the lack of knowledge and inability to learn and absorb the

new technical information that was becoming mandatory in order to safely and properly repair modern vehicles.

And that was just the start of a completely new collision industry.

As time went on and more advanced technology was being incorporated into the newer models, technicians had to either enroll in training classes or start facing the reality that there was no longer a place for them in the industry. Many of the oldtimers decided it was too late to start going back to school and simply retired early. Others sought different fields related to collision repair and unfortunately, some just stayed in the industry and performed poor quality repairs.

Today, the technology that is incorporated into the modern vehicles is more advanced than ever before. A good repair technician has to understand and be able to diagnose what the problems are, as well as possess the necessary training and skills to fix the problems once diagnosed. Simply put, today’s technicians have to come close to having the skills of an engineer in order to be able to repair the modern vehicles on the road. Needless to say, hardly anyone with that level of training and skill is going to work for a body shop because of the restricted Labor Rates the insurance industry is willing to pay the shops. There are so many other jobs available for skilled people that pay way more than a person can earn in a collision shop. For this reason, the collision industry is struggling to find the help needed to get the repairs done.

My question is, where do we go from here? Unless the insurance industry wakes up and faces the reality that collision shops can no longer fix the complicated vehicles on the roads today for the unreasonable Labor Rates that they want to pay, this industry is going to be in big trouble. Right now, collision shops are working for a Labor Rate of about half of what mechanical shops are paid to perform basically the same level of repairs, and in some cases, the exact same repairs. I welcome feedback from any segment of the industry.

NJA

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COLLISION CHAIRMAN’S MESSAGE

DON’T Just “Take It or Leave It”

by JERRY MCNEE

For as long as I’ve been in business, I’ve made sure that I’ve followed the equipment, training and procedural guidelines necessary to ensure the best repair possible.

Unfortunately, achieving this goal often comes with a lot of headaches from the insurance industry. One insurer in particular, Allstate, seems to come up with new obstacles and roadblocks to a professional repair with each passing day. I’m not a Direct Repair shop for them, but I often feel like I’m operating under their dictatorship.

I currently have a Range Rover in my bay, and the list of disagreements I’ve been having with Allstate on this

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repair are seemingly endless. First, they want to pay me less than half of my aluminum rate, which is interesting when you consider that their policyholder pays a premium high enough to cover a $120,000 vehicle.

Then, their original estimate was written for aftermarket and reconditioned parts.

After learning that these parts were unavailable from our usual supplier, we bought OEM – only to then be told by Allstate that they found alternative parts from a supplier we don’t use. Although we were told that this supplier’s products were “absolutely perfect,” we ended up getting a call from them a week later to inform us that the

headlight was no good. After 10 days, this company’s grille arrived, and it was a scratched, broken and damaged mess. I’m not sure how Allstate thinks this is at all speeding up the repair process.

At the time of the writing, the truck has been sitting in my shop for three weeks, and the customer is more than a little upset. How is this customer service? The ball has been completely dropped here.

The hassles I’m experiencing with Allstate represent an industry-wide problem that is not exclusive to any one insurer or body shop. For years and years, the vast majority of shops have

continued on page 25

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IN & AROUND AASP/NJ

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COLLISION CHAIRMAN’S MESSAGE continued from page 22

O

n June 13, 2017, the Alliance of Automotive Service Providers of New Jersey (AASP/NJ) hosted their Sixth Annual Race Night at Pole Position Raceway in Jersey City. The night brought together members and supporters from all across the industry for an exciting night of fun and lighthearted competition. Over 35 indulged in a three-race series driving electric go-karts that reach speeds of up to 45mph. While everyone displayed mastery behind the wheel, three drivers in particular demonstrated outstanding skill and took the top three spots. Congratulations to winner Brian Natale (Pace Collision), second place finisher Michael Circello (Pace Collision) and third place finisher Barry Evans (Cosmo’s Auto Parts) for their success on the track.

AASP/NJ would like to thank everyone who participated in this year’s Race Night, and the association looks forward to seeing old and new faces alike at future Race Nights and other AASP/NJ events. To participate, please contact the AASP/NJ Administrative Office at (973) 667-6922. To learn more about AASP/NJ, please visit aaspnj.org.

AASP/NJ congratulates this year’s winners: 1st Place: Brian Natale, Pace Collision 2nd Place: Michael Circello, Pace Collision 3rd Place: Barry Evans, Cosmo’s Auto Parts

simply accepted this kind of treatment and let power slip through their fingers. There are a few repairers who have been willing to go to bat to get compensated for the work they perform and ensure a return on their investments, but they simply cannot change this industry on their own. We need more repairers to stand up for their rights and fight for a better future.

If you’ve taken the time to really study what’s going on in our industry, you know that autonomous driving and other developing technologies will have a major impact on the equipment, training and expertise necessary to successfully repair a vehicle. In past messages, I’ve suggested that there will be 10,000 less shops in our industry a decade from now.

But as I consider the things I’m seeing out in the field, I’m going to up that number to 15,000. How in the world are professional facilities going to be able to invest the money it will take to survive down the road if they keep giving into the games and manipulation of the insurance industry? If shops would start job costing their repairs to truly see what they’re making, they would not accept the lies that have been told to them – and they might actually stand a chance of being here for the long haul.

NJA

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NATIONAL NEWS by Joel Gausten

UNINTENDED CONSEQUENCES:

Mississippi Consumer’s Guide Prompts AASP/NJ Response In a major move that could inspire other states to move forward with similar initiatives, Mississippi Attorney General Jim Hood has announced the release of the Consumer’s Guide to Insurance and Auto Body Repair.

According to an official statement from the Attorney General’s Office, the Guide addresses what consumers should expect from their insurance companies and auto body repair facilities, how to choose a shop and the different types of repair costs and warranties.

“Our Consumer Protection Division receives complaints from consumers about disputes between insurance companies and collision repair shops,” said Attorney General Hood. “Due to the lighter, space-age materials used in newer-model cars, the repair procedures, machines and training for collision repair technicians are very technical and expensive. In order to place a vehicle back in its preaccident condition, some body shops have to buy expensive machines or tools and have their technicians trained and certified on the repair procedures for certain makes of vehicles. Some collision repair shops [that] do not obtain these certifications and tools may offer to do a repair cheaper. The goal of the insurance companies is to keep repair prices as low as possible. Therein lies the conflict for consumers to navigate. Our goal is to help consumers be aware of issues and understand their rights in the repair process.”

The information provided in the Guide is presented in the following categories: Know What Your Policy Covers Right to Choose Body Repair Shop Proper Repair Pre-Repair Considerations Types of Parts Used in Repair After the Repair Additional Resources The Guide was created through the efforts of the Mississippi Auto Repair Task Force, which was convened by the Attorney General’s Office in August 2016 in an attempt to give consumers some guidance on navigating the relationship between the collision repair and insurance industry. The Mississippi Auto Repair Task Force includes the Mississippi Insurance Department, auto body repair shops, insurers, auto manufacturers, aftermarket parts manufacturers and other industry representatives. That group met to find common ground on best practices for the future and discuss concerns and desires to better meet the needs of consumers.

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Closer to home, AASP/NJ Executive Director Charles Bryant is quick to praise the Guide for presenting valuable information to Mississippi motorists.

“One of the very positive features of the document is the fact that it was prompted by the Mississippi Attorney General. The fact that the AG recognized the desperate need for state officials to get involved and make sure consumers receive safe and proper repairs is important. The most positive feature, in my opinion, is the fact that the guide defines a ‘proper repair’ as one performed pursuant to OEM repair procedures.”

While Bryant ultimately views the publication as a great step in the right direction, he cautions that the following passage could prove problematic for the auto body field: The most an insurance company is required to pay for the repair is the lowest amount that your vehicle could be properly repaired by an auto body repair shop within a reasonable geographical or trade area.

“First of all, this statement is obviously referring to a shop on a Direct Repair Program for the insurer,” Bryant explains. “The problem with this provision in the guide is that this is in direct conflict with the definition of a ‘proper repair.’ I have reviewed many DRP agreements, and I have never seen one that even comes close to defining a proper repair as a repair performed pursuant to the OEM repair procedures. In fact, I think most DRP agreements would be more likely to restrict the shop from repairing a vehicle to OEM specifications. This provision is a major problem with the Guide; it supports the longtime issue of insurers

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NATIONAL NEWS refusing to pay for the repairs at a reasonable rate that is based on the shop’s actual cost of performing OEMrecommended repairs.”

Bryant suggests that this issue can be easily corrected by replacing this section with a provision that requires insurers to pay a Labor Rate established by a survey conducted by an independent company.

“It happens that there is an independent company already established that is presently performing surveys in numerous states. The company is National AutoBody Research, and the survey that they perform is called the Variable Rate System. This is an innovative and proven technology to help collision repairers collect fair, reasonable and sufficiently profitable Labor Rates and to get paid for procedures required to repair damaged vehicles safely and properly.”

Despite its potential flaws, the Guide at least aims to give consumers real-world information that can help them make better decisions during the collision repair process. With that in mind, what is the possibility of a

36 | New Jersey Automotive | July 2017

document of this nature being created and distributed in New Jersey?

“Anything is possible,” Bryant replies. “I think every state should immediately get behind the definition of a ‘proper repair’ established as a repair performed pursuant to the OEM repair procedures. Because of the difference in the cost of repairing vehicles properly and the cost of just piecing them back together any old way, the collision industry and the insurance industry will always be at odds on what constitutes a proper repair. This is the reason that a proper repair should not be established by either and instead defined by the manufacturer that created the vehicle.

“The likelihood of New Jersey supporting the definition of a proper repair as established in the Mississippi Guide is very high,” he continues. “Also likely is the possibility of New Jersey creating a document similar to this Guide with the Labor Rate issue changed to call for the collection of data by an established independent third-party company that conducts standardized Labor Rate

surveys locally, statewide and nationally. To help provide for the care and safety of the consumer, such a company must differentiate shops on the basis of training, OEM certifications and equipment. Not all body shops are alike, and therefore neither is their pricing – better shops will warrant higher Labor Rates than lesser shops.

This company must verify a shop’s claims to hold various training and OEM certifications to assure consumers of quality repairs performed by well-trained and skilled technicians. Finally, it must provide data transparency to help ensure legitimate data collection procedures. The only company and product that I’ve ever known in my 49-plus years in the collision industry that meets all of these crucial aspects of proper Labor Rate pricing is National AutoBody Research and their Variable Rate System.”

The Consumer’s Guide to Insurance and Auto Body Repair is available online at tinyurl.com/y89cx5vu.

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NATIONAL NEWS by Joel Gausten

Database Enhancement Gateway Announces New Administrator The Database Enhancement Gateway (DEG; DEGweb.org) has announced the hiring of Danny Gredinberg as the new administrator of the free online service created to address inquiries about collision repair estimating data. With nearly 16 years of collision repair experience as a certified technician, estimator and senior technical repair advisor, Gredinberg brings a wealth of experience and insight to the position, providing a fresh perspective for the DEG. As an experienced user of the DEG in his prior roles, Gredinberg saw great benefit from using it to submit inquiries on errors, inaccuracies or omissions found in the estimating data content. As an end-user, he found the submission site to be an effective mechanism to make positive changes through feedback and interaction with the Information Providers.

“It’s an exciting time to be in the collision repair industry,” Gredinberg said. “The advancement of vehicle technology is evolving and changing quickly – from vehicle construction, advanced driver assist systems, repair methods, tooling and training. We sometimes forget how challenging it can be to capture those dynamic changes to the vehicles and get the information out to the people working on them. The Information Providers rely heavily on the OEMs for information, but there is a tremendous resource in having regular feedback from technicians and collision repair businesses who have the vehicle in front of them and can communicate areas where the data may not align with the vehicle reality.”

Ron Reichen, a member of the Joint Operating Committee, commended Gredinberg for his work experience and skills.

“Danny really seems to be the ideal individual to assume the role of DEG administrator. I’ve had the opportunity to work with him directly in the past through other programs, and I think we all believe his technical

Danny Gredinberg

aptitude and passion for advancing the industry are going to serve the DEG well. Danny shares the values of the DEG and is committed to continue its legacy in the spirit of March Taylor – doing the right things, the right way for the right reasons.”

Gredinberg assumed control of inquiries starting May 29, and he will work closely with end-users on resolving both existing and new submissions.

“I am really passionate about giving back to this industry and helping to raise awareness and understanding of the information necessary to capture accurate repair procedures. The DEG isn’t [just] about [addressing] labor times; it’s really about helping to educate those using the system to facilitate feedback to those developing it and to get accurate information to the collision repair industry in the most efficient way possible.

I’m proud to be a part of it and to have the opportunity to work closely with great organizations like AASP and SCRS to make a difference.”

For additional information about the DEG, or for inquiries regarding estimating data, visit degweb.org.

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COVER STORY by Joel Gausten

CYBER SAFETY 101:

Protecting Your Shop from

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I

It was every web user’s worst nightmare.

n May, hundreds of thousands of computers in 150 countries were struck by WannaCry, a malicious strain of “ransomware” that prevented the victims from having access to their sites and networks unless they came up with $300. In addition to hospitals, government agencies and manufacturers, WannaCry hit Mitchell International, French auto manufacturer Renault and their alliance partner Nissan.

As reported by Repairer Driven News, Mitchell reacted to the situation by taking customers offline for approximately 48 hours while the effects of the attack were investigated.

“When we became aware of interference with some of our serverbased products, in an effort to ensure data security and protect customer systems, we shut everything down,” said Mitchell’s Jack Rozint in a prepared statement. “[The interference] was the ransomware that was consistent with the international incident… We took the systems down proactively to protect customer data.”

“Like many organizations around the world, some Nissan entities were recently targeted by a ransomware attack,” added Nissan in a statement issued shortly after the attack. “Our teams are responding accordingly, and there has been no major impact on our business. We are continuing to monitor the situation.”

Thankfully, the situation was not as severe as initially feared. According to White House data, less than $70,000 has been paid in total as a result of the attack, with US officials adding that there were no reported instances of data recovery for those who paid the ransom.

Considering that WannaCry hit some big players in this industry, it’s not a stretch to assume that many of you reading this magazine might have more than a few cyber security concerns on your mind. Hearing these worries is nothing new to Bill Enross of cPrax Internet Marketing (cprax.com), a New England-based company that creates websites and handles other Internet tasks for body shops across the country.

While he has yet to see ransomware on a scale of WannaCry strike at the shop level, he warns that there are plenty of common mistakes that make repair

businesses more vulnerable than they think. These days, the vast majority of Enross’ clients utilize downloadable WordPress software to build their websites – which can be both a blessing and a curse. “[WordPress] is a good content management platform and it creates a dynamic website,” Enross observes.

“That being said, WordPress [sites] are very, very vulnerable to hacking. There are two versions of WordPress. One is on the WordPress platform, which is probably pretty secure but you really don’t own it and you don’t have a whole lot of designability. The other is you download the WordPress software and install it on your own hosting platform.”

Once a user has installed WordPress, Enross suggests they would be doing themselves a huge favor if they immediately got rid of the “admin” username that comes with the platform.

“As a default, the log-in username is ‘admin.’ I’ll bet that if you did a survey of the hundreds and hundreds of thousands – probably millions – of WordPress sites out there, more than half of them have left ‘admin’ as the administrator log-in username. So, the hackers have half the door open; all they need to do then is come up with a password – and they have robots that will do this.”

Enross says the smarter course of action is to come up with an admin name that is difficult for hackers to figure out and exploit.

“We usually try to set up several admins for the site and give them all specific names that are very difficult for somebody just to pick out of the ether.”

Enross’ next piece of advice may seem like a no-brainer, but ask yourself this: When was the last time you updated the admin password for your website?

“This is something that everybody knows but few people follow. Using birthdays or pets’ names, spouses’ names or children’s names – or variations of those with birthdays and [other] dates – really doesn’t hold water anymore. They need to be highly secure – probably generated by a password generator. These would be 15 characters or more long, mixing uppercase and lowercase [letters] and characters in there. Passwords really

need to be secure and almost impossible for somebody to regenerate.”

On the subject of passwords, one of the worst things you can do is enable those “password hint” options that help you – and anyone looking to hack into your site – figure out your combination.

“If you put in the admin name correctly but the password is wrong, it will tell you that it’s looking for a hint. If anybody gets halfway to that and they get the hint, then they’re three quarters of the way in.”

Shops that utilize WordPress also should never forget that the system updates very often – sometimes every few weeks. Don’t let your WordPress – and thus your shop’s official web presence – grow weak and gather dust.

“It’s very common for us to take on a WordPress site of an existing client and see that it might be anywhere from 10 to 15 iterations old,” Enross observes. “The reason [WordPress] updates is usually because they found a hole, a back door or something that’s been hacked hat needs to be corrected. So, updating WordPress and keeping your environment current is really crucial.”

Lastly, anyone who operates a website of any kind should always keep their online houses clean of junk. In the case of WordPress, Enross warns that clutter can add up fast – and increase the vulnerability of your site in the process.

“WordPress downloads with default themes, but very few people use those things out of the box. They’ll either go buy a premium theme or install a custom-built one. There’s no reason for those [original default] themes to be in there; you should get rid of them. If there are plug-ins in there that you’re not using, I would highly recommend that they be disabled first and then deleted.

There’s no need to have junk in there that just clutters up the environment.”

The greatest lesson to be learned from the WannaCry incident is that even some of the largest entities in the world are susceptible to major cyber attacks.

Don’t wait until something similar happens at your shop. Act now to protect your website, your business and your peace of mind. NJA New Jersey Automotive | July 2017 | 45

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LEGAL PERSPECTIVE

by Mitchell Portnoi Certified by the Supreme Court of New Jersey as a Civil Trial Attorney

Diminished Value Update In New Jersey, “Diminished Value” is recognized by the courts, but not by some insurance companies. Similarly, many potential Plaintiffs are not aware of their entitlement to those Diminished Value damages. Inherent Diminished Value is that loss of value due to the negligence of a third party. In this age of the Internet and increased information, that loss of value is due to a number of factors, including a positive Carfax report as well as the perceived loss of value by a potential buyer of said damaged vehicle. In some states like Georgia, Diminished Value is paid pursuant to a first party claim through the damaged party’s own insurance carrier. However, most states continue to make the aggrieved party seek damages from the negligent third party.

While New Jersey case law recognizes Diminished Value, getting a court to award the same is not always easy. While the courts acknowledge the case law, having the appropriate proof to get the damages awarded is sometimes more difficult than it should be. Insurance companies often fight these cases as if the law and the case law did not exist and some carriers will deny a person’s right to Diminished Value outright. However, it is more often the case that a defense will challenge the way in which the Diminished Value is calculated as well as the opinions

50 | New Jersey Automotive | July 2017

of an expert who gives an opinion as to that Diminished Value.

It is imperative that any expert who testifies in court give their opinions with sufficient back up for those opinions. This includes the “wherefores” and the “whys” which are the nuts and bolts of expert testimony. In the area of Diminished Value, those wherefores and whys should be the quotes from other dealers as well as comparable vehicles that are also being sold after undergoing damage due to a collision. The best experts in this area of the law would be auto appraisers or used car dealers, each of whom have an intimate knowledge about the value of cars, what potential buyers are seeking and what they would pay for such a vehicle. It additionally helps when an expert is familiar with vehicle buyback programs and what is necessary for dealer certification programs for certain makes and models.

Though Diminished Value is recognized by the law in New Jersey, it is not always easy to have a court award Diminished Value to a client. The right testimony is necessary and the right legal assistance is imperative. If you need more information related to this important topic, please contact me at (973)-2289900.

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A&B COLLISION KEY

AASP/NJ MEMBER SHOP PROFILE by Nick Fernandes

W

hen Omar Mostafa purchased A&B Collision Center in 1997, his intention was to spend the rest of his career running the Staten Island shop, but the company’s success led him to open two additional locations, including A&B Collision Key in Matawan, New Jersey.

In the past 20 years, Mostafa has expanded the 5,000-square-foot flagship location to 42,000 square feet, making it the largest body shop in Staten Island. “This company has expanded tremendously since I’ve taken over,” Mostafa said. “We started with a single small shop and now we have three shops totaling more than 60,000 square feet. We had five technicians in the beginning and now we have about 60.”

After noticing that the first location had a lot of potential, Mostafa decided to build onto it over the years.

“We were already doing so well in the beginning that we just built and built and built. In the last 10 years, all that hard work has really been paying off.” In 2016, the shop owner decided that his company should have a presence in his home of New Jersey. “I think there’s definitely an opportunity for growth here.” Since the residents of central Jersey are not as used to the company name as those in Staten Island, A&B Collision Key is still working on developing a clientele. “We’re new here in Jersey, so this location isn’t thriving as much as the other two, but it’s working for us so far.”

One of the driving forces behind the company’s success is its close attention to customer service.

“Customer service is 100 percent in this industry. We have daily meetings, where we go over many different topics and customer service is always one of them.” The work

54 | New Jersey Automotive | July 2017

environment that Mostafa has created – in which he motivates each employee to work towards a managerial role – is another reason why his shops do so well. “From the beginning, I encourage them to move up and they do.

Most of our body shop managers started as technicians and most of our office managers started as office assistants. I treat them like they’re family, which makes them feel more like co-owners.” Just like his employees,

One of the driving forces behind the company’s success is its close attention to customer service. “Customer service is 100 percent in this industry. We have daily meetings, where we go over many different topics and customer service is always one of them.”

Mostafa is happy to come to work every morning. “I get here at 6:00 in the morning and leave at 6:00 at night. It hasn’t been easy, but it’s worth it. I love my job.”

As a shop that is always looking for ways to further its knowledge, A&B’s new location joined AASP/NJ in 2015 to seek even more educational opportunities. “We are always looking for ways to further educate ourselves. We are OEM certified and we learn a lot through I-CAR classes. If it’s going to help us, we’ll jump right in.” In addition, the shop holds a variety of certifications including Nissan, Infinity, Honda, Toyota, Lexus and GM. As a shop that is still growing and faces some tough competition, A&B Collision Key is currently working on becoming Tesla certified and will continue to look for more opportunities for improvement. “We are always looking for ways to grow.”

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NO BRAKES by Ron Ananian

THE CLEAN UP HITTER Auto repair is tough. Period. It’s no game, but you have to approach it as such. Some weeks you jump out to an early lead and never look back. Others you are stuck in quicksand and every move you make draws you in deeper until you are over your head. Been there, still doing that; too many times a year.

A 2000 Chevy Corvette came into the shop recently. It had been to two dealers and one independent repair shop.

Customer complaint: The battery went dead when it was left sitting for longer than three days, one key fob was not working and the under hood light was out. The closest one of the three “repairers” came to a solution was telling the owner “the car has a draw that’s draining the battery.” I find it hard to believe myself. Really? Between the three of them someone installed a battery and an alternator and disconnected the under hood light. (Last problem solved first? Maybe.) And all they could tell the customer was he had an electrical draw, which anyone with an ounce of common sense could tell you, since it was the original problem that started this whole mess.

Some of the invoices made sense; others were just bobbling the ball trying to get through the inning. Begin every diagnosis at the beginning. (Words to live by.)

No fault codes in any system. Of course that could be because the battery was draining...but hey I had to try. Let’s do easy first. The under hood light connector was corroded; looked like a leaky battery or battery acid. I cleaned it out including filing the contact tips, added some dielectric grease and put it together. Light came on, off with the hood closed; worked fine. Next, I connected a DVOM and measured current draw at the battery. After 20 minutes it still pulled 225ma. Spec for most vehicles today is under 50ma.

Houston, we have a problem. One of the next steps in a diagnosis of this type is to pull fuses one by one and see if the draw goes away. There is another test involving measuring the top of fuses for current draw to see live circuits and such, BUT TRUST ME; getting to the fuse boxes (as in two) on this Vette was not much fun. The under hood box ok? The fuse box in the right side foot well of the passenger compartment? No. There was no change in current draw during this portion of the game. After pulling ALL the fuses one at a time and reinstalling them – in some cases waiting for the draw to return to the normal for this vehicle of 225ma – I was left to think of a next step. Wait a minute. I realized I missed one after reviewing power distribution wiring diagrams: The alternator has a fusible link. That is also a potential draw.

Home run and a lap around the bases time. Disconnected the output feed from the alternator and the draw went down to a very respectable 22ma immediately.

So why the story today? Did you get it yet? The alternator. The NEW alternator was bad. That’s not so tough to imagine. Having the confidence and diagnostic plan in place to accurately diagnose? That’s what today is about.

Batting cleanup is tough. You are thrust into a difficult situation with demanding fans...uh, customers looking for a solution. The replaced part was duplicating and creating the exact same condition that someone else (a few someone else’s, to be exact) was trying to repair. Was the original alternator really bad? Was the under hood light the original cause? In what sequence did all this actually happen?

Doesn’t matter. It’s fixed.

’Til next time, I’m Ron Ananian, The Car Doctor, reminding you that “Good mechanics aren’t expensive; they’re priceless.”

Ron Ananian, owner of R\A Automotive in Waldwick, NJ (est. 1978), is heard weekly in 140 markets on his nationally syndicated radio talk show. He is a working technician and former AASP/NJ Board member. Beyond his radio show, Ron writes and speaks for the automotive industry at trade shows and events. Visit The Car Doctor online at www.cardoctorshow.com.

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THE BOTTOM LINE IS...

Confidence, whether a lack of it or too much, is a game changer. You need to have just enough. Run your tests, write down the results and present your findings. Let the customer deal with it, not you. You don’t need to. You’re pretty good at this business, remember? As in life, auto repair changes each and every day. Everyday is a new ball game.

Don’t tell me where you’ve been, tell me where you’re going. And be right.

Always be and always do right. (You can’t make a wrong turn down right street.) The Vette owner had a hard time understanding all this. How can a new part be bad? How can the same part that was replaced cause the same problem he brought it in for? Will this fix the car once and for all?

The answers in that order were (and still are): “New” means “Never Ever Worked,” it doesn’t mean good.

Deal with it. Maybe the original alternator was bad? Maybe not. This will fix THIS draw. I can’t tell you more than that. It’s bad, period. I actually went through it with him there; alternator connected, 250ma disconnected, 22ma. Get it? Got it?

Good.

Whether you are called into the game in the first inning or the last, always keep your cool. It’s not easy. If it was, anyone could do this job. Like ballplayers, the fans or customers are screaming for a win. Be sure of what you are doing. Do it step by step (no cheating in auto repair. In baseball?

Maybe some...) and look for the easy pitches to hit. Don’t swing at the curve ball. Confidence, knowledge and skill is what you need to fix cars and win ball games, every day! Play Ball.....

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62 | New Jersey Automotive | July 2017

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ARANJ 2017 Officers

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

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 Rodney Krawczyk - Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net Executive Director Brian Snyder - Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2017 Board of Directors Mike Ronayne - Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net Mike Yeager - EL & M Auto (609) 561-2266 elandmauto@aol.com

Ed Silipena - American II Autos (609) 965-6700 esilipena@yahoo.com Harry Shover - Porchtown Auto (856) 694-1555

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

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs An ARA Member

With hurricane season in full swing, it’s important to have a program or be prepared for a windstorm. Here are a few basic steps to follow:

Pre Storm Precautions - Evaluate all building structures as to the damage they could sustain. Inspect the grounds for condition of trees, as dead or dying trees could cause damage or injury during high winds. Develop a list of emergency phone numbers of contractors.

Building Precautions - Close unnecessary openings and make windows and doors weather-tight. Check for broken window panes and nail down loose window framing.

Inspect roof coverings and roof perimeter flashing. Secure or remove work in progress, temporary structures, trailers and scaffolding.

Post Storm Actions – Immediately initiate salvage activities. Develop plans to secure the facility against looters and trespassers.

Always review and update your action plan annually. As always, please call us if you have any questions regarding your insurance coverages.

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

NJA

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ASK MIKE INDUSTRY ADVICE

Do you have a question for Mike?

Contact New Jersey Automotive Editorial Director Joel Gausten at joel@grecopublishing.com or (973) 600-9288, and we’ll ask him in a future issue.

How Could Getting Involved in OEM Certification Benefit a Body Shop?

In our newest regular feature, we welcome industry legend and former VA-based shop owner Mike Anderson (Collision Advice) to discuss some of the collision repair community’s biggest questions and concerns. This month, we discuss some of the primary reasons why some shops might want to consider getting involved in OEM certification programs. 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.

how vehicles are being designed to keep people safer while in them, but another part is the response time of emergency medical technicians in situations where minutes can be the New Jersey Automotive: Mike, difference between life and death. But there’s obviously a lot of talk in the with telematics, a lot of OEMs now industry about OEM certification have the ability to be notified when a programs these days. How could vehicle is in an accident. If an OEM getting involved in OEM certification manufacturer is notified that an airbag benefit a body shop? deploys, then they absolutely can dispatch EMT people there sooner, Mike Anderson: For shops to thrive in and hopefully that will save lives. But the future and not just survive, I think another benefit is that if the OEMs they’re absolutely going to need to receive information via telematics that have OEM certification. But I think it’s the vehicle’s been in an accident, it important for them to understand why, gives them the ability to really record and it’s also important for them to that first notice of loss – commonly understand which OEM certification known as FNOL. So when that they should pursue. happens, the OEMs have the ability to Last year, people dying as the connect with that customer and say, result of a car accident was the fourth‘Hey, do you have a shop in mind? If leading cause of death in the US; you don’t, we have the ability to refer heart attacks and strokes were you to a certified shop and possibly number five. Manufacturers are even tow that vehicle for free for you.’ focusing on making vehicles to One of the benefits of being a Honda prevent fatalities. One part of that is

64 | New Jersey Automotive | July 2017

or Acura owner is that those manufacturers will tow your vehicle to a certified repair shop for free.

Cadillac and others are doing that as well.

I believe with the utmost confidence that the OEMs will eventually be involved in this first notice of loss, and they will be a big influence when the customer is making the decision on where they want to take the car. At the end of the day, you’re going to have to be on that list.

Also, I think that with vehicles changing so drastically, in order to do safe and proper repairs, you’re really going to need a direct line to that OEM via training and education so you can show that you’re repairing vehicles properly. I think that OEM certifications are absolutely a must-have for a shop to thrive in the future, just because they need to have that connection with the OE manufacturer.

As far as which manufacturers you should pursue, you need to do that in a smart way. I can’t speak for all paint companies, but Axalta Coating Systems has something called GMAPS, which is a study that helps the shop identify how many vehicles of a specific type are registered in their market area. Hypothetically, it might say that there are 290 Audis registered within a 10-mile radius from you, but maybe there’s 9,000 Fords. If that’s the case, then it doesn’t make sense for you to pursue Audi certification. Before you invest in the training and equipment for OE certification, I think

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CALENDAR it’s important that you find somebody you can partner with to help you determine if enough of one type of vehicle is sold in your market to support that investment. Toyota, GM or Ford are pretty much going to be mainstays, but when you get to the high-ends like Tesla, Porsche and Audi, you probably need to do your research first to make sure there’s enough of those vehicles in your area.

If you have a management system, you can go back and look at the past five years of all the vehicles you fixed and see the most common ones. Also, there’s a great resource on I-CAR’s website [tinyurl.com/lsqex6g] where you can click on various manufacturer logos and see some of the training that is required for each.

Shops should understand that they need to start thinking more for the future. In my mind, a good shop should be building a budget every October for the upcoming year. When they start to build their budgets, they have to start thinking about allotting a lot more for training and education. We have to be trained. A lot of people say, ‘If I train this person and they leave, what do I do?’ Well, what happens if you don’t train them and they stay? You have the liability.

NJA: What might be some things that would prevent a shop from considering OEM certification at this time?

MA: Maybe there are already some OEM-certified shops in the area, and you can’t get on the list. Well, it doesn’t mean those people are going to have them forever; things change. People can sell or lose their business, or maybe an OEM gets a complaint against that shop and decides to pull that certification.

Maybe you want to retire in the next two to three years.

It may not be beneficial for you to go out and spend $200,000 on equipment to get certified, because you’re never going to see your return on investment. You really have to understand where you are today and how much longer you’re going to be in business before you invest in this.

NJA

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).

JULY 11, 2017 Plastic & Composite Repair Allstate Insurance, Wall Township JULY 13, 2017 Hazardous Materials, Personal Safety & Refinish Safety Reliable Automotive Equipment, Belford Hazardous Materials, Personal Safety & Refinish Safety Holiday Inn & Suites, Parsippany JULY 19, 2017 Measuring Allstate Insurance, Wall Township JULY 20, 2017 Automotive Foams Ramada Inn-Newark Airport, Newark JULY 25, 2017 Full-Frame Partial Replacement Allstate Insurance, Wall Township JULY 27, 2017 Plastic & Composite Repair Holiday Inn & Suites, Parsippany Structural Straightening Steel Ramada Inn-Newark Airport, Newark

For more information, visit i-car.com

NJA

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