Kemperle Delivers!
Kemperle represents hundreds of the industry’s top manufacturers and stocks thousands of their superior products. With more than 50,000 products available to our customers, Kemperle’s locations are uniquely equipped to find the products you need.
KEMPERLE PERFORMANCE DRIVEN PRODUCTS
Abrasives | Adhesives | Body Fillers & Polyester Putty | Clearcoats Detailing Products | Hardware | Masking Products | Prep Solvents/Cleaners Primers/Sealers | Reducers | Spray Suits | ...and more
PINNACLE EQUIPMENT
U.S. Importer for Car Bench International
NJ TRAINING CENTER
• Hands-on technical training
• Classroom seminars
ON-SITE MOBILE DEMONSTRATIONS & TRAINING
626 E. Elizabeth Ave Linden, NJ 07036
P: (908) 925-6133
F: (908) 925-4344
414-416 Madison Ave Paterson, NJ 07524
P: (973) 279-8300
F: (973) 279-9030
100 Melrich Rd Cranbury, NJ 08512
P: (609) 860-2800
F: (609) 860-2801
631 Clifton Ave Toms River, NJ 08753
P: (732) 797-3942
Linkedin.com/company/albertkemperleinc
P: (862) 244-4818
F: (862) 244-4822
F: (732) 797-0774 4 Emery Ave Randolph, NJ 07869
Our flagship dealerships are pleased to offer a wide selection of authentic genuine parts so you can repair your customer’s luxury car to the highest quality.
We not only sell WHOLESALE GENUINE PARTS across the tri-state area, but we also offer a knowledgeable team of parts specialists who will find the component you need for a seamless vehicle repair. WE WILL GO THE EXTRA MILE FOR YOU!
AUDI QUEENS
30-35 College Point Blvd. Flushing, NY 11354
Wholesale Direct: 929.297.0788
parts@audiqueens.com audiqueens.com
MERCEDES-BENZ OF BROOKLYN 1800 Shore Pkwy. Brooklyn, NY 11214
Wholesale Direct: 718.258.7055
parts@mbofbrooklyn.com mbofbrooklyn.com
MERCEDES-BENZ OF CALDWELL 1220 Bloomfield Ave. Caldwell, NJ 07006
Wholesale Direct: 973.808.0204
Parts@mbofcaldwell.com mbofcaldwell.com
JAGUAR BROOKLYN 809 Neptune Ave. Brooklyn, NY 11224
Wholesale Direct: 929.583.6492
parts@jlrbrooklyn.com jaguarbrooklyn.com
LAND ROVER BROOKLYN 809 Neptune Ave. Brooklyn, NY 11224
Wholesale Direct: 929.583.6492
parts@jlrbrooklyn.com landroverbrooklyn.com
LEXUS OF BRIDGEWATER 1550 US-22 Bridgewater, NJ 08807
Wholesale Direct: 866.679.7054
parts@lexusbridgewater.com lexusofbridgewater.com
LEXUS OF EDISON 711 US Highway 1 Edison, NJ 08817
Wholesale Direct: 732.593.6860
parts@lexusedison.com lexusofedison.com
COLLISION SIMPLIFIED
A WORKFLOW-DRIVEN SOLUTION FOR A COMPLICATED PROCESS
“Gary, I wanted to thank you for your continued support for my latest purchase of the Autel ADAS Calibration system. You provided the training we needed and most importantly you provided a direction when calibrations needed a little more technical advice. I’ve had the good fortune of finding you many years ago to supply my necessary computer scan tools to stay current and relevant in this everchanging environment.
I use the analogy of running a business is like being a captain of a ship. My job is steering the ship and plugging the money holes all while navigating into calm profitable waters. After 36 years in business, I can say buying from you and attending many of your Technical Training classes has directly facilitated my continued success in the Auto Repair business.
I’ve owned the Autel ADAS system for over a year. HUGE Success.
Your extensive technical training background has led you to a great business opportunity to provide a valuable needed service that many garages and body shops don’t provide. Most cars leave body shops and repair facilities not getting the necessary Calibrations. The more I know the more I see the opportunity to make cars safer for everyone. One of the lessons I’ve learned is that business owners don’t tell other businesses where their Honey hole is. Buying from you with your training and after purchase support is a honey hole they don’t have to miss out on.”
Bill
Murphy, Owner Auto Clinic -Pepperell, MA
P.O. Box 734 Neptune, NJ 07753
EXECUTIVE DIRECTOR
Charles Bryant 732-922-8909 / setlit4u@msn.com
2023-2025 OFFICERS
PRESIDENT Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com
COLLISION CHAIRMAN/
PAST PRESIDENT ATTENDING
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@dnmautobody.com
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
Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com
Danielle Molina, 821 Collision (973) 949-3733 / dmolina@821collision.com
Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com
Anthony Trama 973-818-9739 / anthonytrama@aol.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
NATIONAL NEWS
16 AASP Leaders Tour 3M Training Facility in Minnesota AASP/NJ NEWS
18 AASP/NJ Readies for Annual Lou Scoras Memorial Golf Outing in September
17TH ANNUAL LOU SCORAS GOLF OUTING
19 Tuesday, September 17, 2024 Knob Hill Country Club, Manalapan, NJ
NATIONAL FEATURE
20 Under-Indemnification Lawsuit Gains National Attention by Chasidy Rae Sisk
AASP/NJ MEMBER PROFILE
24 Wilson’s Auto Body by Kaitlyn Gavidia COVER STORY
PRESIDENT/PUBLISHER
Thomas Greco / thomas@grecopublishing.com
VICE PRESIDENT/SALES DIRECTOR
Alicia Figurelli / alicia@grecopublishing.com
EDITORIAL DIRECTOR
Alana Quartuccio / alana@grecopublishing.com
SENIOR CONTRIBUTING EDITOR
Chasidy Rae Sisk / chasidy@grecopublishing.com
OFFICE MANAGER
Donna Greco / donna@grecopublishing.com
PRODUCTION COORDINATOR
Joe Greco / joe@grecopublishing.com
CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis
Bauchner • Kaitlyn Gavidia
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 @grecopublishing
28 Rising P&M Costs: Can Smarter Billing Help Loosen Insurers’ Purse Strings? by Alana Quartuccio
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY
38 Wharton Insurance Briefs by Mario DeFilippis
Joe Amato, Sr.
Ron Ananian
Jim Bowers
Charles Bryant
Don Chard
Guy Citro
Pete Cook
Ed Day
Dave Demarest
Phil Dolcemascolo
Tom Elder
Bob Everett
Alicia Figurelli
Thomas Greco
Dan Hawtin
Rich Johnson
Mike Kaufmann
Wes Kearney
Nick Kostakis
Jim Kowalak
Keith Krehel
Joe Lubrano
Michael Lovullo
Jeff McDowell
Sam Mikhail
Ron Mucklow
George Petrask
Russ Robson
Jerry Russomano
George Threlfall
Anthony Trama
Cynthia Tursi
Lee Vetland
Paul Vigilant
Rich Weber
Brian Vesley
Glenn Villacari
Stan Wilson
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.
Ciocca Parts Warehouse
8 Minneakoning Road
Flemington, NJ 08822
Toll Free: 800-221-1256
Fax: 908.782.1795
rmuir@cioccadealerships.com www.cioccaparts.com
Paul Miller Volkswagen 118 Morristown Road
Bernardsville, NJ 07924
TOLL FREE: 877-318-6557
LOCAL: 908-766-1600
FAX: 908-766-6171
Email: aaitchison@paulmiller.com www.paulmillervw.com
“Volkswagen“ and the Volkswagen logo are
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
My First “Repair”
If you know anything about me after all these years, it’s that when it comes to having anything to do with fixing things, I am the last person to look to. Especially when it comes to vehicles. Yes, as you know, my motto for 40 years has been, “I can’t fix a tire, but I can write about fixing one.” Sadly, that still holds true. However, after four decades, there may be a glimmer of light.
A few months ago, the lease was up on the Tahoe from hell (the diesel truck that seemed jinxed from the moment I leased it). Now, after so many years of driving, all I wanted was a vehicle that had a great stereo and also saved me money. I absolutely wanted another (nondiesel) Tahoe, but they – and every other truck that size – were just too damn expensive. I wanted to spend less per month, not more. So I called a dealer friend of mine and told him I
was looking for a truck similar to the Tahoe, but I wanted to spend at least $100 a month less. After he laughed at me for a good 10 minutes, he said he’d see what he could do.
He came back to me with a Dodge Durango and something called a Jeep Grand Cherokee Trailhawk. I test drove both, and frankly, I didn’t like either of them. After having a couple of Tahoes and Ford Expeditions, I was spoiled. I liked my big trucks. I felt safe and comfortable. (Or maybe I was just overcompensating! LOL) But postCovid, life is different, and there was no way of getting around the price differences.
I decided to go with the Trailhawk. (I mean, maybe I spent a day thinking about it? When you settle, you don’t waste time.) But that’s not the best part. Again, getting back to my lack of skills, not only did I switch from diesel
by THOMAS GRECO, PUBLISHER
back to regular gas: the Trailhawk was actually a hybrid! I am not a glutton for punishment; I am the Goodyear Blimp of punishment.
The kid who walked me through the process did his best. Trouble was, I forgot everything the minute I pulled onto Route 4. By the time I hit the Garden State Parkway, the car sounded like it was grinding its gears to the bone, and it wouldn’t let me go above 40mph. There I was, rush hour on the Parkway, trying to figure out what the hell was going on while frantically calling the dealership (they closed five minutes after I left) and “MFing” the world. Thankfully, I made it home and brought the car back the next day. Turns out there’s these stupid gears on the steering console that when you accidentally hit them automatically puts the car into some lower gear. What f#$king genius continued on pg. 36
AI Yai Yai: The Impact of AI on Our Industry
AI is everywhere, even if we don’t always recognize it. Although it has existed in its simplest forms for quite some time, it’s now becoming more mainstream in our everyday lives. Many of us use AI to help draft the perfect email response or even write articles. (Only kidding, this is all me.) Regardless, it is a very powerful tool. Since AI is still in its infancy, the full extent of its potential has yet to be discovered, which is both exciting and frightening.
Our industry is not exempt from the AI revolution, as we are starting to see its implementation with predictive estimating models now in use by companies like CCC. Users can walk around a vehicle and snap a few photos, and AI will generate a preliminary estimate based on predetermined profile selections and a few simple questions about the damage. Pretty cool – albeit potentially illegal for shops to use in NJ. However, it certainly has its usefulness, especially on the insurer side.
Potential Issues with AI Implementation
I recently attended a negotiation seminar where I learned about another way insurers are using AI: to verify labor rates in a given market. Apparently, insurers are using AI to scrub estimates for labor rates (and likely more) to establish labor rates in a particular market for use in litigation cases. The process is simple – take the totals page from any uploaded estimate, scrub the rates column and generate a report of the current rates in a market. This would make it extremely difficult to argue against, considering it is data from estimates uploaded by repairers!
by KEN MILLER
A Suggested Solution
During the seminar, a possible fix was suggested. It’s pretty simple and could be very telling if implemented: Using your posted door rates in the totals column, then making a bottom-line concession to the agreed price. This way, the information AI is aggregating reflects the actual market labor rate. Easy enough.
Additional Considerations
I’m not an attorney and don’t give legal advice, but I’m curious about taking this one step further and applying the same logic to labor operations. For those shops that do not itemize every operation performed on a customer’s vehicle – perhaps due to not receiving compensation from the bill payer or making a concession to the customer – every labor operation should be itemized and a value assigned. Any adjustment in cost should be made at the end of the estimate as a
“concession to agreed price” with a negative amount assessed.
This approach is important for several reasons.
Legal Compliance:
It’s the law to fully document all labor performed and parts provided on a customer’s vehicle.
Financial Awareness:
Constantly seeing how much your concessions in labor rates, labor operations and parts are costing your business might inspire you to rethink giving your money away!
By adopting these practices, we can ensure that the data AI uses is accurate and truly reflective of the market, ultimately benefiting our industry.
Offer your employees quality health insurance at an affordable price. The Alliance of Automotive Service Providers has partnered with World Insurance Associates to bring you the AASP Health Plan for members only. Now you can offer your employees quality health insurance at exclusive rates. And it’s fast and easy to enroll!
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CONTACT: Joe Amato, Jr. Principal World Insurance Associates 4900 Route 33, Suite 103 Neptune, NJ 07753
O: 732-530-6740 x412
joeamatojr@worldinsurance.com
Terence
terencegorman@worldinsurance.com Call or email us
x162 | M: 646-438-4959
Modern Vehicle Repair Now Crucial to the Lives of the Occupants
For as long as I can remember, insurance companies have shortchanged collision shops on the cost of repairs and have gotten away with it because that’s the way the negotiations between collision shops and insurers have always been: “Let’s make a deal.” Back in the day, when insurers actually sent an appraiser out to collision shops to inspect the damage on every collision repair that was reported to the insurer, it was common practice for the appraiser to say something to the effect of, “Look, I can’t pay your labor rate, but don’t worry, I will adjust the hours to compensate for the low labor rate.” This practice allowed the insurance industry to control the labor rate and still reach an agreed price with the collision shop making the repairs. I’m not talking about something that took place secretly and only the shop and the appraiser knew that this was taking place. This was the way that collision shops and insurance appraisers reached an agreed price to repair damaged vehicles from so far back that it is hard to even estimate when this practice first started.
From there and as other issues arose that insurers did not want to pay for, more games, as I call them, took place. As an example, when there were certain procedures that certain insurers randomly decided that they did not want to pay for, the appraisers were told to inform the collision shop that they don’t pay for that. Naturally, the shop’s response would be, “What do you mean you don’t pay for that? It must be done, so you don’t have any choice but to pay for it.” When a collision shop took a hard stand and insisted that he or she was not going to abide for performing a procedure and not get paid for it, the games began. In such a situation, it was a common practice for the appraiser to say, “Look, I must follow the insurer’s guidelines, but don’t worry about it; I will work it out by adding an hour or two here and there to compensate for the procedure that the insurer won’t allow me to pay for.” The most common response to this type of activity was, “Okay, I don’t care where you put it, so long as you get to the bottom line, I need to make the repairs.” And that was how it was done!
by CHARLES BRYANT
This method of negotiating an agreed price to repair damaged vehicles seemed to work because it went on for year after year right up until recently; however, at the same time, it allowed insurers to gather the documentation or paperwork to show that many other shops were not charging for the procedure in question, which simply made it easier to refuse to pay other shops for that same procedure by showing that they had not paid for it on many of their estimates. This type of “Let’s make a deal” negotiations has gone on for as long as I can remember, and I have to admit, it has worked for the most part for many, many years, with the exception of a few shops that would take the stance of “Hey, if they are not going to pay for it, I am not going to do it!”
However, with the complexly technical modern vehicles on the roads today, the time has come to eliminate any type of deal making whatsoever. Today’s vehicles are so complicated and sophisticated that the repair shops or the workers performing the repairs must get trained to perform the repairs exactly the way the manufacturer of the vehicle recommends and follow the published repair procedures to the tee, or the vehicle will not be put back to the safe operating condition that it was prior to the accident that caused the damage, period!
The bottom line is the time for the old fashion game of “let’s make a deal” on the cost of repairs must come to a screeching halt. I say this not only because it’s wrong to conduct business in this manner, but because the type of vehicles on the roads today must be repaired
continued on pg. 37
All Makes and Models
24-48 hour Turnaround
Proven Color Match Database
On-site Cosmetic Repairs
Large Inventory of O.E. Replacements
AASP Leaders Tour 3M Training Facility in Minnesota
AASP/NJ President Ken Miller (821 Collision; North Haledon) joined fellow leaders of AASP National recently for a tour of the 3M training facility in St. Paul, MN. AASP National leaders learned about the equipment, extensive training and the importance of the proper use of the product while being led through the state-of-the-art 15,000 square foot facility.
Front Row: Lucas Underwood, Tricia Sauls & Judell Anderson. Back Row: Barry Burkholder, Tom Elder, Bob Gottfred, Ken Miller, Will Latuff, Dan Sjolseth, Lucky Papageorg & Avi Olitzky.
Passenger & Commercial Repairs No Longer a Big Worry Thanks to the Big-Bench Frame Machine
Collision repair facilities seeking big solutions to every size job that comes their way need look no further than the Big Bench universal frame machine and bench system. This hybrid drive-on / drive over system is specially designed to accommodate all passenger vehicles as well as select commercial vehicles. Its new pulling tower provides smooth and accurate 180º movement, with optional removable side ramps to cater to vans and extralong sedans, while double safety device and twin lifting arm features ensure that you can trust the accuracy of every lift and adjustment. The basic package includes a 10-ton pulling unit, mountable on any of the four sides of the bench, as well as a pad set, arms for clamp set, high clamps set, electrohydraulic unit and wheel stands set. Additional towers can be added if needed to assist technicians in repair. This universal bench system is the comprehensive solution for most auto body shops.
Whether you’re dealing with a minor fender bender or a major collision, the Big-BENCH is versatile, precise and able to make meticulous adjustments to ensure vehicles are restored to the highest standard. Additional accessories including pulling tower extensions, clamps, anchoring systems, adaptors & convertible ramps are
The Big-BENCH universal frame machine and bench system is designed to handle any size job with accuracy and versatility.
available. Contact Reliable Automotive Equipment today to learn more about the Big-BENCH universal frame system and our wide variety of products, training and support at raeservice.com
AASP/NJ Readies for Annual Lou Scoras Memorial Golf Outing in September
AASP/NJ will once again gather the automotive community for a day of fun and friendly competition with the return of the annual Lou Scoras Memorial Golf Outing on Tuesday, September 17.
Following last year’s successful outing, this long standing tradition returns to the Knob Hill Country Club (Manalapan, NJ), which features an immaculate and challenging Mark McCumber-designed course. AASP/ NJ continues to honor late shop owner and association member Lou Scoras of Holmdel Auto Body by hosting the annual event in his memory. A portion of the event proceeds will be applied toward a collision industry scholarship fund.
“I hope everyone puts this date on their calendar and plans to spend it among friends and colleagues on this absolutely beautiful course,” states AASP/NJ President Ken Miller. “Last year’s successful event proved just how
many people love and appreciate the opportunity to put business aside for one day to enjoy some fresh air and camaraderie. It’s also a great way to give back, as we all know how crucial it is to support young talent in this industry.”
The fun-filled day will begin at 11:30am with registration and lunch, followed by a 1pm shotgun start. Following time on the green, the gathering continues at 5:30pm with a cash bar, dinner and prizes. Those unable to participate on the green are welcome to join AASP/NJ in the evening for the dinner and award ceremony.
“Even if golf is not your sport of choice, consider joining us for dinner and take part in some fun interaction,” adds Miller. “I look forward to seeing everyone there!”
Player and sponsor registration is now open. Please visit bit.ly/AASPNJ2024golf for more information. To learn more about AASP/NJ, visit aaspnj.org
LOU SCORAS MEMORIAL GOLF OUTING
TUESDAY, SEPTEMBER 17 Knob Hill Country Club, Manalapan, NJ
PRICING: $195/player ($780/foursome) DINNER ONLY (NO GOLF): $60 ea. 11:30am Registration & Lunch • 1pm Shotgun Start 5:30pm Cash Bar • 6pm Dinner
JOIN US FOR A FUN DAY OF GOLF WHILE SUPPORTING AASP/NJ!
AVAILABLE
SPONSORSHIPS: REGISTRATION DEADLINE SEPT. 10
Platinum Sponsor Package: $3,500
- 1 Foursome ($700 value)
- 2 Hole Signs ($600 value)
- Your logo on pre-event promotion
- Premium size placement on event signage
- Topmost listing in NJA post-outing coverage
Gold Sponsor Package: $2,500
- 1 Hole Sign ($300 value)
- Large size listing on event signage
- Listing in NJA post-outing coverage
Silver Sponsor Package: $2,000
- 1 Hole Sign ($300 value)
- Medium size placement on event signage
- Listing in NJA post-outing coverage
Bronze Sponsor Package: $1,500
- 1 Hole Sign ($300 value)
- Small size placement on event signage
- Listing in NJA post-outing coverage
Hot Dog Cart Sponsor: $2,500
- Your name/logo included on hot dog station signage
- Listing on event signage
- Listing in NJA post-outing coverage
Lunch or Dinner Sponsor: $1,000 ea.
- Your name/logo included on signage at chosen event (lunch or dinner)
- Listing on event signage
- Listing in NJA post-outing coverage
Longest Drive Sponsor - $750
This year’s outing is dedicated as always to the memory of Lou Scoras of Holmdel Auto Body.
- Listing on event signage
SOLD! TO
- Company name/logo on signage at contest hole
- Listing in NJA post-outing coverage
Closest to the Pin Sponsor - $750
- Company name/logo on signage at contest hole
- Listing on event signage
- Listing in NJA post-outing coverage
Hole in One Contest Sponsor - $750
- Company name/logo on signage at contest hole
- Listing on event signage
- Listing in NJA post-outing coverage
Hole Sponsor - $300 per sign
- Company name on double-sided lawn sign
- Listing on event signage
- Listing in NJA post-outing coverage
A portion of the proceeds from this year’s event will be put toward a collision industry scholarship fund.
Under-Indemnification Lawsuit
Gains National Attention
When a vehicle owner brings their car to a shop after an accident, they typically expect it to be repaired, so it’s a tough blow when they learn their vehicle has been deemed a total loss. It’s even more upsetting when their insurance carrier shortchanges them by undervaluing the actual cash value (ACV) of the loss. Yet, that’s a common occurrence these days as demonstrated by the prevalence of allegations, lawsuits and settlements related to under-indemnification.
While shops, vehicle owners and consumer advocates have been bringing these concerns to the forefront for a number of years through a variety of methods, a recent lawsuit in California suggests that this ongoing issue has finally captured the attention of public officials and hopefully indicates that it’s time for these lowball settlements to come to an end.
The Alameda County Consumer Justice Bureau (CJB), under District Attorney Pamela Price, recently filed a lawsuit against Progressive, USAA, CCC Intelligent Solutions and Mitchell International. The suit alleges that, in order to maximize insurers’ profits to the detriment of California consumers, the companies “worked together to create and use automobile valuation software to systematically undervalue ‘totaled’ vehicles and pay California insurance consumers less than the actual value owed under the policies” in violation of a number of California laws, including the Insurance Code, Unfair Competition Law and False Advertising Law.
“A vehicle is the lynchpin to life in California. Many residents live
paycheck to paycheck and go deeply into debt just to buy a car,” District Attorney Price said in the press release issued by her office. “When an insurance company underpays its customers for a totaled vehicle, that can result in missed loan payments, damaged credit scores, impacted borrowing, and the inability to buy a replacement vehicle. That can lead to job losses and even homelessness. California residents and small businesses try their best to follow the law. They expect their insurance companies and affiliates to do the same.”
According to the 69-page complaint filed in April 2024, these insurers not only failed to operate in good faith; they are accused of using specially-designed valuation software created as a means of manipulating and lowering the ACV of total loss vehicles by utilizing a deceptive set of “comparable” vehicles, which allow insurers to lower the reported ACV and coerce customers into accepting lowball settlement offers. Additionally, the complaint indicates that insurers minimize their losses further by reselling the totaled vehicles at auction.
The lawsuit acknowledges that policyholders are only one entity being negatively impacted by this scheme. It also impacts businesses, including car manufacturers and dealers, gap insurance providers, automobile loan institutions and car repair facilities “that lose out on potential repair business when vehicles are systematically totaled instead of repaired.”
Industry leaders weigh in on this
scheme and what the CJB’s lawsuit could mean for collision repairers nationwide.
“The outcome will certainly be interesting, especially if any or all of the plaintiffs are found guilty, as it could catalyze similar actions in other jurisdictions,” suggests AASP/NJ President Ken Miller. “The systematic undervaluation of total losses is not a new issue, and I wouldn’t necessarily view this case as a solution to the problem, even with a favorable verdict. But we can hope! So, until this problem is resolved, let’s try something different. As service providers, we have a responsibility to edify our customers about the total loss process, inform them about the relevant laws and suggest potential tools to help determine a proper valuation. Armed with the correct information, savvy individuals should be able to negotiate equitable settlements with insurers and avoid being taken advantage of.”
“For far too long, here in Massachusetts, we have seen this method aggressively pursued by many insurers in an effort to unjustly mitigate their financial liability and obligation to the vehicle owners,” notes AASP/MA Executive Director Lucky Papageorg. “Using the ‘official’ looking computer-generated reports, which can be difficult to navigate by the typical vehicle owner, insurers successfully deter far too many insureds from challenging the validity of the settlement offer as being fair and reasonable. From my own personal experience when approached by insureds seeking assistance, I have found that the
settlement offers are significantly lower at first, but those that are challenged by the vehicle owner will typically increase significantly.
“We have been educating our member shops regarding what to look for and how they may assist their customers by providing them with information,” he continues.
“I feel that the only way to thwart the underhanded methods of the insurers, in combination with the information providers, is exactly what is happening in California; a lawsuit may take time to be resolved but will shine a light on the collusion between the parties, which is clearly evident and meant to under-indemnify their policyholders. This practice has allowed insurers to unjustly enrich themselves at the expense of the policyholder. I applaud the action being pursued in California.”
“The idea that insurers underindemnify their policyholders isn’t shocking…We’ve all known that something isn’t quite right about how insurers ‘value’ claims for years,”
ABAT President Burl Richards points out. “But it is pretty exciting to see a public official taking note of this egregious wrongdoing and making an attempt to defend her constituents. I’ve often wondered if insurance companies will ever be held accountable for shortchanging customers on total losses and also on repairable claims since they often refuse to pay for the OEMrequired processes and procedures that are necessary to perform safe and proper repairs. It’s great that one state is taking notice of the under-indemnification scheme that shortchanges consumers and makes it increasingly difficult for body shops to run their businesses effectively. Hopefully, this momentum spreads across the country and creates some real change!”
The CJB’s complaint estimates that the underpayment on an individual total loss claim averages $3,000 to $4,000, creating an “aggregate amount of underpayments affecting California insureds [which]
is likely in the billions of dollars,” yet the “unlawful, unfair and fraudulent” scheme continues since it’s unlikely that most insureds will file a lawsuit against their carrier, a fact that insurance companies are well aware of.
“Even if insureds suspect an underpayment, most would conclude that it is not in their economic interest to bring suit against an insurance company defendant over that amount of money,” the complaint points out. “The relatively small amount of any single underpayment and the extremely large amount of the underpayments in the aggregate are some of the insidious aspects of the scheme. An insured should never have to invoke appraisal or sue their insurer to recover money stolen from them by their insurer.”
The lawsuit seeks civil penalties, restitution for California consumers, injunctive relief and associated fees and costs. “Public safety includes protecting consumers from powerful companies that seek only to maximize profits,” District Attorney Price acknowledged in the release. “We are seeking to level the playing field for vehicle owners who face what looks like a rigged game when their car or truck is totaled because a loss of a vehicle can destabilize a person’s life.”
Stay tuned to New Jersey Automotive as this situation unfolds.
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Wilson’s Auto Body, Woodland Park
With nearly six decades of experience in the auto body business, Will Wilson of Wilson’s Auto Body possesses extensive knowledge and expertise when it comes to automobiles. From working alongside his father, Will Wilson Sr., to becoming the owner of his own shop, his journey has been one of dedication, hard work and a passion for craftsmanship.
Born into a family deeply rooted in the auto body trade, Wilson’s introduction to the industry began at an early age. “I grew up in body shops for as long as I can remember…. Let’s put it this way: I didn’t receive my first paycheck until 59 years ago. Before that, I was constantly pitching in wherever I could, particularly with projects like hot rods,” he reflects.
His father and his uncle, Fred Wilson, started up an auto body business (Wilson’s Body and Fender Works) before his time in 1947, instilling in him a sense of familiarity and passion for the field. At age 14, he recalls
sitting in on association meetings when his father’s shop was part of the North Jersey Auto Body Association. It was at his father’s shop that Wilson was able to hone in on his skills and develop an interest for the profession. He continued his education at Bergen Tech, graduating in 1970. Having already known the intricacies of collision repair from his upbringing in the shop, he made the decision to study auto mechanics in an effort to expand his wheelhouse of skills. “I already had a good grasp of auto body and wanted to keep learning. I didn’t want to become a mechanic but to develop an understanding of the mechanical systems behind it all.”
Post-grad, Wilson ventured out on his own path in 1971 leading him to various roles, including managerial positions at a number of facilities. Each role afforded him the opportunity to gain knowledge and refine his skills. In doing so, he developed a reputation as a trusted expert in the field.
“I always knew I wanted to be in the auto body business. Surrounded by cars all my life, I was practically raised in my family’s body shop.” In 1993, he felt it was time to make the pivotal decision in purchasing an existing body shop and rebrand it as his own business, Wilson’s Auto Body. As an owner, Wilson infused his own brand of expertise and integrity to earn the trust and respect of customers. Previously located in West Paterson, Wilson’s Auto Body has been a part of the Woodland Park community for 31 years to date. Over time, his commitment to excellence has attributed to the shop’s stellar five-star reputation amongst residents for their quality work and unparalleled customer service.
Integral to this success is the shop’s dedicated professionals. Wilson leads the team which includes
From L -R: Voytek Kaminski, Nick Baca, Martin Battar, Brad Albrecht, Will Wilson, Ed Eder, Sean Hogan, Max Vargas and Ralph Marano.
Will Wilson holding a photo of his father from back in the day.
by KAITLYN
manager Brad Albrecht, shop foreman Ed Eder and six employees plus one secretary. They all work to ensure that every repair meets the highest standards. Focused on continuing technicians’ education, the shop has
maintained its I-CAR Platinum Class status. Wilson prioritizes obtaining certifications to ensure a promise to high-quality, knowledgeable and personalized service.
The team undergoes frequent
training to stay at the forefront of the latest advancement in collision repair technologies. “We offer a 100 percent guarantee as long as the person owns the car.” His team prioritizes integrity in every interaction. Technicians are certified in car alignment, measuring systems, aluminum welding and “everything you can think of.” A promise to “high quality work at fair value” is a principle Wilson maintains and highly values. Work comes in through the door via word of mouth, online reviews and participation with DRPs. An unwavering commitment to excellence has fostered a sense of trust amongst locals, reflective of their long-standing relationship with the community.
continued on pg. 39
Wilson’s Auto Body maintains its promise of high-quality work at fair value with every vehicle they touch.
BMW of Springfield
391-399 Route 22 E. Springfield, NJ 07081
Toll Free: 800-648-0053
Fax: 973-467-2185
bmwofspringfieldnj.com
BMW of Bridgewater
655 Route 202/206
Bridgewater, NJ 08807
PH: 908-287-1800
FAX:908-722-1729
bridgewaterbmw.com
©️2024
Circle BMW
500 Route 36
Eatontown, NJ 07724
Parts Direct: 732-440-1235
Fax: 732-440-1239
wholesale@circlebmw.com circlebmw.com
Park Ave BMW
530 Huyler Street
South Hackensack, NJ 07606
PH: 201-843-8112
FAX:201-291-2376
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Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470
PH: 973-696-6060
Fax: 973-696-8274
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BMW of Bloomfield 425 Bloomfield Avenue Bloomfield, NJ 07003
Parts Direct: 973-748-8373
psantos@dchusa.com
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179 Route 46 East Parsippany, NJ 07054
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Bell Audi
782 Route 1 Edison, NJ 08817
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Town Motors Audi
400 South Dean Street
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Paint and material costs have soared over the past several years. Simultaneously, insurers tightened their purse strings. Although that is not shocking news, where does that leave collision repair shops? Stuck in the middle of a raging, never-ending penny-pinching war, of course!
The above is not likely to change anytime soon, but what can change is how collision repair shops address these issues. That begins with understanding what is happening out there.
“Inflation affected collision repair businesses with parts delays, parts shortages, rising costs and all the inflationary elements that impact our business,” observes Yanni Koutmos of Eagle MMS. “Over the past 10 years, the insurance industry forecasted that claims volume would go down with ADAS and self-driving cars, but claims volume trended in the opposite direction. And severity increased very fast because of inflation. Then other factors played in, like vehicle thefts and natural disasters, and the claim volume just blew up during COVID. At the beginning of the pandemic, cars went off the roads as the world went quiet, but about halfway through COVID, it came back with claims volume being worse than before.
“So these insurance companies were at a net loss ratio between underwriting and selling policies and fulfilling claims,” he explains. “It’s called the pure-loss ratio, underwriting to claim losses. The only reason they maintained any type of profitability is because, in that interim where they were getting whole premium dollars, they invested in the S&P, which was hiking because of inflation. So their investments made money, but their policies didn’t make any money, which means these guys had to get more aggressive. They said ‘no’ to as much as possible and as much
as they could justify. So, while it is the most necessary time for us to invoice, it’s also the most difficult time because inflation didn’t just affect us, it affected them, and they are trying to cover their losses now.”
Koutmos, who worked as a paint technician for about nine years before the pandemic hit, recognized rising P&M costs as a major issue for collision repair facilities long before the pandemic, and he notes its fallout made things worse.
When work began to dry up at the dealership he worked at during the height of COVID, Koutmos threw himself into restoration work. “I started to see a slight increase in the cost of paint. This was nearly five years ago. I had no idea how bad it was going to get at that time.”
Soon after, he found himself embarking on a new venture to help collision shops accurately capture and bill for P&M.
“I was on a road trip with my brother, a software engineer, who was partially frustrated with some of the startups he was working on. He told me, ‘When you start a software company, you need two founders –one person who writes the code and
ALANA
the other who comes from an industry that has a problem.’ He then asked me what problem my industry had, and I told him, ‘Buckle up, we need three car rides to talk about this.’
“When I was doing restoration work, between the time I had quoted the cost on a job to the time I bought the paint, the paint cost had changed precipitously,” he adds about the growing problem.
From there, the brothers started Eagle MMS, a shop materials management inventory and invoicing solution for collision repair facilities that streamlines job costing so collision repair shops have a fair shot at getting reimbursed properly for all these various materials.
“One of the nice things about our software is that it covers all material categories and all manufacturers. We have almost 100 different manufacturers in our database and thousands of parts numbers by all of those manufacturers. Typically, other solutions only focus on what one vendor sells or what one manufacturer makes, so a clip system will only have clips for one make, and your mixing system would have fluid paints just for continued on pg. 30 by
“ It costs them nothing to say. There are virtually no consequences when they
May. “Masking tapes, masking papers, PPS liners and lids. We never write for PPS cups. How many do we use on a typical repair? Three minimum.”
The word “No” is a multi-billion dollar word to the insurance industry. “It costs them nothing to say. There are virtually no consequences when they say ‘no,’ and it saves them billions of dollars a year.”
that make, for example. To properly job-cost a vehicle, you need all of these things, but who wants to run three or four systems to do all that work? So, we put all the data in one place and removed the need for technician engagement because getting technicians to check everything out can be an issue.”
Parts numbers are mapped to an operation, such as spraying a fender or putting on a quarter panel, and every account is set up specifically for the products the shop uses.
Koutmos has been speaking out about the importance of itemizing accurately for proper reimbursement at various industry events, including SEMA and AASP/NJ’s recent Industry Night.
“There are a lot of expensive things we use that don’t come out of the tip of a gun, which is what everyone focuses on,” Koutmos told the AASP/NJ audience this past
There are two sides to negotiating: negotiating on behalf of the customer and then informing the customer about the process, according to Koutmos. “As far as informing the customer, the dirty little secret no one wants to deal with is that the insurance company doesn’t owe for something unless the customer incurred the cost. So unless the customer has incurred some type of financial loss due to the claim, the insurance company doesn’t owe. But the problem is, no shop on the planet wants to bill their customer because no one wants to have a conversation about what vehicle repair actually costs, so we fight with the insurance companies instead. But it’s not our fight because we don’t have a contract with them, and we have to explain that to the customer.”
It all comes down to the fact that it’s not about the shop; it’s about the customer. “They own the car, they’re on the policy, and they actually have the leverage. The problem is, oftentimes, the consumer doesn’t know anything about that, and it becomes up to the shop to educate them on their rights and about the Appraisal Clause. The average vehicle consumer doesn’t know any of that.”
It’s important to keep in mind that what one does today may not change things overnight, but it definitely will lay the foundation for future progress.
“Just because you start implementing a new process, practice or procedure, it doesn’t mean that the whole world will change tomorrow,” acknowledges Koutmos. “You start with small incremental steps, you keep some degree of consistency across time, and when you look back, you’ll see the world does change. It’s small steps, not one big thing that you do. That’s not how business works. Small incremental improvements over a long period of time will find you looking back and seeing how it helped. If you want to make big bucks in this industry, that’s what you have to do. You have to engage in a process. I’m inviting people to engage in a different process. Even though it won’t change the world tomorrow, I’m confident that a few years from now, it will.”
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thought of that?! The kid showed me how to put it back in gear, and I was relieved I hadn’t destroyed the car less than an hour after I leased it.
Of course, it took me a few weeks to get the hybrid thing down. Now that I’ve learned how to be like a gas station attendant and plug it in every night, it’s been pretty good. (I get the urge to say “fill ‘er up” every time,
though.) I still miss the Tahoe. But back to my skills! A few weeks ago, the windshield wiper fluid light came on. Great. You all know damn well that I’ve never done that, either. But I was determined to do it this time! I headed to Home Depot like a big shot all ready to grab that container, fly through self checkout and pour that blue shit in.
Home Depot didn’t have any washer fluid.
Here we go… Next stop, Pep Boys. Again, I strutted in, and without even asking anyone, I found that container, grabbed it off the shelf, paid for it and set sail for my driveway. Once home, I went to pop the hood. Hmmm. Now, where can that switch be? It wasn’t on the dash. It wasn’t overhead. Then I remembered: When I put gas in the car the first time, it took me 15 minutes to find the button that opened the gas tank. (On Tahoes and Expeditions, the attendant just pressed the damn door, and it would open!) Wouldn’t you know it, the hood opener was right over there. I pulled on it, and “POP!” It actually opened. I was on my way! I jumped out of the car and went over to the hood. Hmmm. I remembered that there was something important somewhere under the hood, so I stuck my hand in there. (...this IS a car we’re talking about, right?) Unlike other experiences, all I came out of there with was a scratched, greasy, black hand. And the hood only opened about two inches. Again the “MFs” flew, but I was determined. I went back in and finally found it. Boom. The hood popped open. I was orgasmic! (Wait...this IS a car we’re talking about, right?)
Unfortunately for me, under the hood were three or four of those plastic container-looking things. I just knew I was going to put the fluid in the wrong one. But then I saw it! The same image that was on the dashboard light! BINGO! I ripped that top off and started to pour.
After a few seconds, I had to stop. I was spilling more than I was filling. Then I did another thing that probably made hell freeze over: I went into my garage and looked for a tool. I knew someone had put a funnel in
there (must have been the previous owner), and there it was on the shelf, along with bottles and cans of stuff that OSHA probably outlawed in the ’80s. I grabbed it, put it in the container and emptied the fluid into it.
I skipped over to the driver’s seat and turned on the ignition. When I saw that warning light out, I felt like I just had my third kid. I actually completed my first “repair” on a vehicle! Sure, it was not changing a tire, but it was an achievement! And here I am, writing about it.
At least I don’t have to worry about diesel anymore. Just electricity. And gears. Maybe I’ll rent a bike.
EXECUTIVE DIRECTOR’S MESSAGE
properly without straying from or altering the manufacturers’ repair procedures, else the vehicle will not be put back to the safe operating condition that it was in prior to the accident that caused the damage. As a result, the lives of the people operating the vehicle or the passengers riding in the vehicle after the repairs will be in jeopardy should the vehicle be involved in another collision.
Now, let me say that again: The lives of the people operating or riding in a modern vehicle after the repairs will be in jeopardy should the vehicle be involved in another collision. Based on the foregoing, there should be no more negotiating on how the modern vehicle gets repaired. Every repair procedure should be followed!
The problem is, lately, many insurers are not only still attempting
continued from pg. 14
to play the “let’s make a deal” game, but some are now dictating what they will or will not pay for. The AASP/ NJ hotline has recently received reports that certain insurers are now preparing an estimate on damaged vehicles and stating that is all they will pay without even discussing or negotiating the repair procedures or cost of the repairs with the shop performing the repairs. It appears that certain insurers seem to feel that they now have the right to dictate, rather than negotiate the repair cost to repair a damaged vehicle.
If you are a member of AASP/ NJ and run into such a situation, it is strongly recommended that you contact the AASP/NJ hotline at (732) 922-8909 immediately and report the incident.
NJA
NJA
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
ARANJ
The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
Manual material handling is one of the largest causes of lost workday injuries in the scrap metal industry. About one out of every five injuries happens because someone lifted, carried, pushed or pulled something the wrong way, or lifted beyond his or her capacity.
The most useful part of your body in handling materials safely is not your back or legs, but your head. Untrained workers often do the job the hard way and soon get tired, which leads to possible injury. Below are some suggestions you can incorporate into the training of your employees on manually lifting an object:
• Size up the load. Seek assistance if you think you need it.
• Get close to the load, with one foot alongside the load, and one foot behind it for balance. Get a firm grip on the object, with your palms, not your fingers.
• Test to see that it’s not too heavy.
• Lift by straightening your legs, avoiding quick, jerking motions. Your legs should provide most of the power to lift, not your back.
• Avoid twisting with a load. Use your feet or shift to change direction with a load.
• Lifting comfortably is most important. Judge the most comfortable position for yourself.
Workers should be trained on proper and safe material handling techniques, either manually or by using mechanical means. The use of correct handling techniques is one of the ways to help reduce injuries.
800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com
continued from pg. 25
Recently, Wilson became a member of AASP/NJ with Wilson’s Auto Body; however, he is no stranger to the association. “I’ve been in it for years. When I was at Malcom Konner dealership, I was a member,” he recalls. “Additionally, various other shops I worked for were part of the association.” He found himself immersed in a network of peers who share his passion for the automotive industry.
In regard to being a part of the association, his aspirations extend the mere membership. “I’m looking to enhance my expertise through schooling and similar opportunities.” For Wilson, the association serves as a gateway to a number of resources that will further his knowledge in the evolving industry.
“AASP/NJ does a good job of addressing key issues in the industry and I honestly can’t complain. I am always looking to better myself and learn as much as I can. Having been familiar with the association for years, it finally felt time to return, but this time with my shop.”
Reflecting on his career, Wilson acknowledges that his motivation stems from a simple desire “to work hard every day.” From learning the ropes at his father’s shop to his decision to break away and form his own path, his dedication to his craft has remained constant. It is this level of commitment that continues to propel Wilson’s Auto Body forward in tending to their customers; every need and regaining their trust time and time again.
NJA
In the shop at Wilson’s Auto Body.
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