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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)
August 2019 $595
Pushing the Parts Envelope
A Louder Call for OEM
Time to Get Real
AASP/NJ Gives Back
www.grecopublishing.com
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NOTHING MATCHES TODAY’S COLORS BETTER Ford Ruby Red. Inspired by the vivid hues of the ruby gemstone. Matching any color is easier when you’re spraying with the best. Learn more at envirobase.com
©2019 PPG Industries, Inc. All rights reserved. The PPG Logo and Envirobase are registered trademarks of PPG Industries Ohio, Inc.
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We Appreciate Your Business! Flemington Audi, the largest Audi wholesale parts dealer in NJ, thanks our customers for continued loyalty and business. We appreciate the opportunity to serve you over the years, and look forward to helping you save time and increase profits in the future with Audi Genuine Parts.
• Our expert parts staff is ready and able to give you premium customer service and help you meet the demands of your business. • Our concierge support helps you get the parts you need when you need them to wow your customers. • We offer daily deliveries throughout the tri-state area with our fleet of 22 delivery vans. • As our customer, you have access to the Audi technical support hotline to help you speed up installation and get repairs out the door quicker.
Flemington Audi 213 Routes 202/31 South, Flemington, NJ 08822 Business Hours: M-F 7:30am – 5pm Sat 8am – 4pm
Parts Direct: 877.857.2787 Parts Fax: 908.782.1795 Email: rmuir@flemington.com www.njparts.com mikekaufmann d e a l e r g r o u p “It’s all in the name”
AUTO BODY DISTRIBUTING CO
Join our growing list of satisfied customers! Orders accepted by phone, fax and email. New Jersey Automotive | August 2019 | 5
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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD John Craggan, Ultimate Collision Repair, Inc. 732-494-1900 / jcraggan@ultcollision.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Dave Gruskos, Reliable Automotive Equipment 732-495-7900 / dave@rae1.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com
CONTENTS
VOLUME 49 NUMBER 8 | August 2019
10 OUT OF BODY AND (MECHANICAL)
19 15TH ANNUAL 2019 AASP/NJ LOU
14 PRESIDENT’S MESSAGE
23 COLLISION CHAIRMAN’S MESSAGE
EXPERIENCES
SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com DESIGN ASSISTANT Christopher Rizzi / chris@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes
Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963
CELEBRATING 30 YEARS www.grecopublishing.com NEW JERSEY AUTOMOTIVE is published monthly and is sent to AASP/NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2019 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.
48 NJA ADVERTISERS’ INDEX
18 EXECUTIVE DIRECTOR’S MESSAGE
LOCAL NEWS
by Alana Bonillo
28 New Estimating Education Hits NJ
32 AASP/NJ Continues Support of John Theurer Cancer Center NATIONAL NEWS
32 Associations Join in National Call for OEM Procedures
36 COVER STORYby Joel Gausten
The State of ADAS:
Data, Dilemmas and Critical Decisions AASP/NJ MEMBER PROFILE
PUBLISHER Thomas Greco / thomas@grecopublishing.com
SCORAS MEMORIAL GOLF OUTING FORM
by Joel Gausten
40 Pace Collision Services/Somerset Hills Classics AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 45
President’s Message by Rodney Krawczyk
Wharton Insurance Briefs by Mario DiFilippis
Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett
Thomas Greco Dan Hawtin Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Joe Lubrano Michael Lovullo Jeff McDowell Sam Mikhail Ron Mucklow
George Petrask Russ Robson Jerry Russomano George Threlfall Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson
New Jersey Automotive | August 2019 | 7
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The repair of luxury vehicles begins with GENUINE PARTS
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Our flagship dealerships are pleased to offer a wide selection of authentic genuine parts so you can repair your customer’s luxury car to the highest quality. Not only do we sell WHOLESALE GENUINE PARTS across the tri-state area — we have a knowledgeable team of parts specialists that can find the component you need for a seamless vehicle repair.
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711 US Highway 1 Edison, NJ 08817 Wholesale Direct: 732.593.6860 lexusofedison.com
JAGUAR SOUTHAMPTON
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355 Hampton Road Southampton NY 11968 Wholesale Direct: 631.287.5162 jaguarsouthampton.com
1550 US-22 Bridgewater, NJ 08807 Wholesale Direct: 866.679.7054 lexusofbridgewater.com
MERCEDES-BENZ OF BROOKLYN 1800 Shore-Parkway Brooklyn, NY 11214 Wholesale Direct: 929.509.4749 mbofbrooklyn.com
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OUT OF BODY (AND MECHANICAL) EXPERIENCES
The Hangover by THOMAS GRECO, PUBLISHER
It’s another one of those days. After fighting it for an hour, I roll out of bed and head to the bathroom feeling like I was run over by a truck. The cold sweats. The aches in every joint. The vicious pain in my stomach. I should know better. I thought I could beat it. I thought I was past it. I thought I had discipline. But no. Here I am again with another hangover. No, not that kind of hangover. I never had one of those, especially since I don’t drink. I’m talking about something much, much worse. I’m talking about… The potato chip hangover.
There. I’ve said it. My name is Tom, and I am a potatochip-a-holic. It never used to be like this. I grew up on Wise potato chips. As I raced into adulthood, my love soon grew into an addiction. I even created my nightly “snack time” routine: A full bag of Wise chips and about half a gallon of Hawaiian Punch. For 35 years! Then, of course, I overdosed on cholesterol and had to give them up. But as we tend to do as we grow older (and more stubborn), I returned to my potato chip drug. It wasn’t to the same extent - maybe once or twice a week. And I was fine. Up until a few months ago.
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Parts: 800-782-7597 E-mail: John@lynnes.com www.lynnesnissan.com Hours: M-F 7:30am - 6pm, Sat 7:30am - 2pm 5 Alva Street | Bloomfield, NJ 07003
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I had my snack at the usual time, around 3am. I sat down with my bag of Wise and a carton of Paul Newman Lemonade (that shit is incredible!), flipped on my iPad and caught up on the current sports and entertainment news. (NOTE: I still have SIX magazine subscriptions, so don’t get the wrong idea. Print is STILL KING in this house.) The next day, it hit me. It started with the stomach ache. It felt like I had digested a concrete slab and someone was jackhammering it every 30 seconds. Of course, the first step is to head to the bathroom. But when you’re sitting there and nothing is happening other than that jackhammer jabbing faster and faster, things get drastic. You start to turn into the digestive Einstein, thinking you can experiment and invent something that will cure the pain. So, you get up and start pacing, thinking that will loosen it up. You jump in the shower; maybe the hot water will relax the stomach muscles? Nope. Then you become a pharmacist and start popping Tums or Pepcid and chugging Pepto Bismol. When that doesn’t work, you find religion. You start bargaining with God.
“Okay, just let this pass, and I will never eat chips again.” God ignored me. “God, how about this? If you relieve the pain, I will start exercising.” God covered his ears. “God, if you just make it go away a little, I swear I will give up pizza!” It only got worse. I crawled back into bed. Eventually the pain subsided…after I slept for about 10 hours. Did I learn anything? Of course not. I’m too smart for that. It couldn’t be the chips. It had to be the lemonade! That’s it! The lemonade was too bitter and, mixed with the salt in the chips, caused the problem. It had to be! So, I outsmarted the hangover demon. This week, I had snack time with my first love - Hawaiian Punch! And here I am, mid-hangover, writing this article. I can hear God laughing. NJA
WHY GENUINE PARTS? It’s the Right Thing to Do
You lose money when aftermarket parts don’t fit. Toyota Dealers are your best source for Genuine Toyota Parts. All it takes is one call. For Toyota Genuine Parts please call one this authorized local Toyota Dealer: Glen Toyota 23-07 Maple Ave, Fair Lawn, NJ 07410 Toll Free: 800-444-1959 Direct: 201-791-1133 Fax: 201-703-5652 parts@glentoyota.com www.glentoyota.com
ToyotaPartsAndService.com
New Jersey Automotive | August 2019 | 11
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1-800-639-7278 906 Route 10, Randolph, NJ 07869 The parts and accessories you need…from the people you trust! Hours: Mon-Fri 7:30am-6pm; Sat 7:30am-3:00pm Parts Direct: 1-800-639-7278 Fax: 862-221-9664 E-mail: Blanterman@performancelf.com New Jersey Automotive | August 2019 | 13
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Pushing the Parts Envelope PRESIDENT’S MESSAGE
by JERRY MCNEE
Last night, I went over to my neighbor’s place to check out the damage he had recently sustained to his BMW. The car is four years old and was in mint condition prior to the accident, and my neighbor only puts about 3,500 miles a year on it. The vehicle comes with all the high-tech features we’d expect these days: Side cameras, a lane departure warning system, adaptive cruise control and so on. He’s insured by one of the largest carriers in the state. When he showed me that company’s estimate, it was no surprise that it was poorly written by someone who was not only inexperienced, but unprofessional and uneducated as well. Every single part needed in that repair was written
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as aftermarket. I would not have seen an estimate that crazy for that kind of car just a few years ago, Now, this is the new industry norm – with no concern for the customer – and a waste of our time. OEM position statements say the same thing: No use of aftermarket, reconditioned or used parts. Does an insurance company know better than a manufacturer? If shops are unwilling to stand up for their customer and instead perform a non-OEM repair, how might that affect the timing of an airbag? It only takes a millisecond to change – or end – someone’s life. We’re living in a dangerous and frustrating era. Many facilities out there feel they
have to work around what the OEMs recommend in order to keep business coming through the door. In many cases, this is like putting a Band-Aid on a gaping wound. Many insurers just don’t care. Of course, insurers claim they write for aftermarket parts to help save their policyholders money. At the end of the day, if those same companies offered an OEM policy, it would cost consumers an extra $30 to $50 a year at most. I guarantee that virtually every insured would pay that difference if given the option. I have investigated cars that were repaired using aftermarket parts and involved in a subsequent accident. The costs of repairs were typically double the second time around. What does that say about aftermarket parts? Using OEM parts the first time around would have had a different outcome. When faced with an insurer pushing for the use of aftermarket, my shop does what I call “surprise billing:” Letting the customer know that they need to pay for their insurer’s shortfall to do the job right. This is becoming increasingly necessary, but it’s a sad practice. An insurance policy is meant to indemnify the customer – not leave them holding the bag at the end of the repair. Will insurers keep chipping away at their obligations until “surprise billing” becomes the norm? I hope not. Insurers have a responsibility to indemnify their policyholders, and we have a responsibility to perform repairs that live up to the OEMs’ standards. It’s as simple as that. At the end of the day, it’s the shop’s liability; that facility – not the insurance company – owns the repair forever! I don’t believe for one second that an insurance company will stand NJA
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EXECUTIVE DIRECTOR’S MESSAGE
Time to Get Real by CHARLES BRYANT
Hey, insurance industry: Give us a break! The collision industry will be the first to tell you that modern vehicles are nothing like those of yesterday – and I literally mean yesterday. Vehicles are changing on a daily basis. Below are some examples of technology you’ll find in today’s automobiles. Adaptive Cruise/Distronic Cruise Control, Adaptive Light Control (turning or curve lighting), Advanced Anti-Lock Braking Systems (autonomous braking), Automatic Parking, Navigation System/GPS and Up-To-Date Traffic Information, Automotive Night Vision/Heads-Up Display, Blind Spot Detection/Blind Spot Monitor, Collision Avoidance/Pre-Crash System/PreCollision Assist, Crosswind Stabilization, Driver Drowsiness Detection/Driver Monitoring Systems, Electronic Brake Distribution, Emergency Driver Assistant, Electronic Stability Control, Electric Vehicle Warning Sounds (used in hybrids and plug-in electric vehicles), Forward Collision Warning, Glare-Free High Beam/Pixel Lighting/LED Lighting, Hill Descent Control, Intelligent Speed Adaptation/Intelligent Speed Advice, Intersection Assistant, Lane Assist System/Lane Change Assistance/Lane Departure Warning System, Park Assist System/Parking Sensor, Pedestrian Protection System, Rain Sensor, Speed Assist Systems, Surround View System/All Around Camera, Traction Control Systems, Traffic Sign Recognition (autonomous), Turning Assistant, Vehicular Communication Systems, Wrong-Way Driving Warning and much, much more.
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I don’t have the space to insert the full list in this message. Plus, I wonder just how many of you reading this can tell me what each of these items actually do. The technicians repairing these vehicles not only have to know what these items are, but they also have to learn what their functions are so they can perform proper repairs. Unlike using past experience to repair older vehicles, a lack of current knowledge can actually hinder a technician in completing their work. Many in the collision industry believe that past experience is what counts and makes them a good technician. That may still
apply to a certain level, but if a technician thinks they don’t need to do the research on how to repair each and every new vehicle at their shop, I would caution them to think again. Past experience is useless these days. Now, technicians must research how a vehicle needs to be repaired before starting the repairs. Manufacturer position statements must be gathered and reviewed before commencing the work. These statements must also be maintained in a file to re-review as the technician proceeds with the repair to make sure the procedures are followed from
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start to finish. What might be proper for one vehicle can be completely improper for another, resulting in a bad repair if it is not done exactly the way the manufacturer specifies. Many insurer representatives are walking into collision shops and acting like these vehicles are just like the ones of the past. They’re claiming that there is no need to start paying for certain items that the collision shops request payment for. These include scanning, researching repair guidelines, recalibration of steering angle sensors and other items. Just like in the past, certain insurers are making statements about the new procedures like, “You are the only one charging for that” or, “We don’t pay for that.” In the past, if an insurer didn’t pay to do a procedure like blending the paint and the shop didn’t do it as a result, the paint may not have matched, but no one’s life would have been in jeopardy because of it. Now, those tactics are not only improper, but they are shameful acts by anyone claiming to be looking out for the best interest of the driving public. What is really interesting is the fact that insurers do know exactly what is going on with modern vehicles that require special training, new equipment and additional repair procedures that shops never had to perform in the past. Insurers are the best at researching and analyzing risk. That is what they do! I have no doubt that insurers did the research and analyzed the risk associated with these vehicles long ago. I also have no doubt that they know what might happen if certain procedures – like recalibrating a steering angle sensor after a vehicle has been involved in a collision – are not followed when repairs are taking place. The old Let’s Make a Deal game needs to come to an end, and insurers need to acknowledge vehicle manufacturer position statements and pay for the repair procedures as per those documents. The collision industry should not have to fight to get paid for certain safety-related items continued on page 48
15TH ANNUAL!
2019 AASP/NJ LOU SCORAS MEMORIAL
GOLF OUTING
Monday, SEPTEMBER 16, 2019 THE COLONIA COUNTRY CLUB 300 Colonia Blvd., Colonia, NJ This outing is dedicated to the late Lou Scoras of Holmdel Auto Body. Part of the proceeds from this year’s outing will go toward a collision industry scholarship fund.
Player
Number of players: Dinner only: Hole Sponsorship:
10am - Registration Begins
5:30pm - Cash Bar
11:30am - Lunch Served
6pm - Dinner Served
1pm - Shotgun Start
PLAYER REGISTRATION: Company
Phone Number
__ x $225.00 = $ ____________________________ __ x $75.00 = $ ____________________________ __ x $400.00 = $ ____________________________ Total Amount: $______________________________
All payments must be received prior to the day of the outing.
HELP SUPPORT AASP/NJ
Become a Golf Outing Sponsor Today! Platinum Sponsor - $3,000 Gold Sponsor - $2,000 Silver Sponsor - $1,500 Bronze Sponsor - $1,000
Sponsor/Shop Name __________________________________________ Street: ____________________________________ City: ________________State: ____ Zip Code: ______ Phone: ____________________________________ Fax: ______________________________________ Email: ____________________________________ Contact: ____________________________________ ___ Hole Sponsorship ___ Platinum, Gold, Silver or Bronze Sponsorship
Please make checks payable to AASP/NJ Mail to: AASP/NJ, c/o Charles Bryant P.O. Box 734, Neptune, NJ 07753
_____ Check Enclosed OR _____ Bill My Credit Card ___ Visa ___ MasterCard ___ Amex ___ Discover Card #: ________________________________________________Expiration Date: ________ Name on Card: __________________________________________Security Code: ________ Billing Address: ______________________________________________________________
Contact: Charles Bryant (732) 922-8909 or Randy Scoras (732) 946-8388, Colonia Country Club (732) 381-9500 or visit www.aaspnj.org
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RAE is North America’s premier supplier of OE certified repair equipment. Our OE approved systems and products are the “preferred choice” for use in collision repair because the system or products have already been prescreened by the car manufacturer.
PHONE: 732-495-7900 FAX: 732-495-7904 E-MAIL: bill@rae1.com www.raeservice.com VISIT US ON FACEBOOK www.facebook.com/ReliableAutomotiveEquipment
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Diagnostically speaking, there is no substitute. Porsche technology. Porsche Genuine Service & Parts. Contact one of these authorized dealers. Town Porsche 105 Grand Avenue Englewood, NJ 201-227-6505 Fax 201-227-6553 town-motorcar.porschedealer.com
Flemington Porsche 213 Route 202/31 Flemington, NJ 800-216-5124 Fax 908-782-9397 flemingtonporsche.com
Porsche Princeton 3333 Route 1 Lawrenceville, NJ 609-945-1500 Fax 609-945-1501 princetonporsche.com
Š 2019 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.
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Paul Miller Porsche 3419 Route 46 East Parsippany, NJ 973-227-3000 Fax 973-575-8396 paulmillerporsche.com
Porsche Monmouth 280 Route 36 East West Long Branch, NJ 732-935-7600 Fax 732-935-7602 porschemonmouth.com
Manhattan Motorcars 711 11th Avenue New York, NY 877-661-1586 Fax 646-473-0798 manhattanmotorcarsporsche.com
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COLLISION CHAIRMAN’S MESSAGE
Real Rates by DENNIS CATALDO, JR.
Back in May, AASP/NJ provided two seminars on the Variable Rate System by National AutoBody Research (NABR). I would like to personally thank Richard and Sam Valenzuela of NABR for their commitment to moving this industry forward – in New Jersey and throughout the country. With their Variable Rate System and BillableGenie, they provide additional tools that we can use to be properly reimbursed for the repairs we perform. I signed up for their service that evening; after two months of use, it has already paid for itself. I have used it on every claim and have been paid for numerous procedures that were previously a challenge because I had been told, “We do not pay for that.” Well, thanks to National AutoBody Research, those days are over. The information contained inside the Variable Rate System is what we’ve been asking for. It shows the fair
WHY
market Labor Rates of our area and provides proof that we are not the only shops charging for specific procedures. The more information that we submit to National AutoBody Research, the more data and evidence we will have to be properly compensated. I urge everyone to complete the VRS Survey at laborratesurvey.com or at least request a demonstration of what the VRS can do for you at nationalautobodyresearch.com. AASP/NJ is also working hard on providing more educational seminars for the end of the year. Your support is needed at these meetings, and we need better attendance from our members. NJA
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New Jersey Automotive | August 2019 | 27
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LOCAL NEWS By Alana Bonillo
Roughly 100 collision repair professionals attended the north and south seminars on Estimating Accuracy Essentials. AASP/NJ President Jerry McNee
John Niechwiadowicz of QLC, Inc.
New Estimating Education Hits NJ One can’t be truly successful in this business without keeping an open mind and playing the game right. The more one knows, the better. In June and July, AASP/NJ President Jerry McNee (Ultimate Collision, Edison) and John Niechwiadowicz of QLC, Inc. shared “Estimating Accuracy Essentials [Part 1]” with nearly 100 collision repairers from around the Garden State at two sessions held at the Hilton Garden Inn’s Springfield and Hamilton locations. The course was designed to bring repairers back to basics with estimating in order to effectively capture all the billable items involved in a repair and ensure proper reimbursement. “All it takes is a little bit of knowledge. Why wouldn’t you put the time into this?” expressed McNee. “The most important thing you can do in your business is know your numbers.” McNee pointed out that insurance companies likely know more about the collision repair industry than the actual shop owners do. As a result,
28 | New Jersey Automotive | August 2019
these carriers are instructed to train shops to get what they want. He argued that it’s time for repairers to educate themselves and train the appraisers who walk in the door. “If you deem it critical and important, you will find a way to make it work. You have to get more out of what you are doing,” added Niechwiadowicz. “The bottom line is that the opportunity is out there.” Using a single repair panel as the focus for the interactive discussion, the team went over the entire estimating spectrum, pointing to the various resources available – including the Database Enhancement Gateway (DEG), the Enterprise Automated Rental Management System (ARMS) and National AutoBody Research’s Variable Rate System/BillableGenie – and reviewed results from the written estimates each attendee submitted prior to the session. “Someone is doing the operation whether you are getting paid or not. You have to ask,” stated McNee, who encouraged repairers to take the
The course was designed to bring repairers back to basics with estimating in order to effectively capture all the billable items involved in a repair and ensure proper reimbursement. extra few minutes to find more expenses to include to get reimbursed properly. “It has to be realistic, and you have to be able to explain it and justify it. If you can do that, you should be able to get paid for it…The moment you give up, [it’s] game over.” Niechwiadowicz pointed out that this message was the same for both DRP and non-program shops. All have the same common ground to document all necessary operations to restore vehicles to a safe pre-loss operating condition strictly based on OEM procedures. “Every choice you make has a direct impact on the quality of life for yourself, your associates, your customers and everyone’s families.” Both seminars were sponsored by AASP/NJ, Central Paint, Innovative Solutions & Technology, Metropolitan Car-o-liner, Reliable Automotive Equipment and Enterprise Rent-A-Car. NJA
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New Jersey Automotive | August 2019 | 31
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LOCAL NEWS By Alana Bonillo
NATIONAL NEWS
AASP/NJ President Jerry McNee presents a $1,000 check to HUMC Director of Development Nancy Kennedy in support of the John Theurer Cancer Center
AASP/NJ Continues Support of John Theurer Cancer Center The Alliance of Automotive Service Providers of New Jersey (AASP/NJ) continues its support of the John Theurer Cancer Center at Hackensack University Medical Center with its latest annual $1,000 donation. For the past two years, AASP/NJ has made the Center the recipient of its annual Race Night fundraising event, which was held this past June at RPM Raceway in Jersey City. AASP/NJ President Jerry McNee visited the facility to formally present the check to Nancy Kennedy, director of development at Hackensack University Medical Center. “On behalf of the Hackensack University Medical Center Foundation, we are thankful to the association for its generous donation. Every dollar counts in helping to find a cure,” commented Kennedy. “Once again, AASP/NJ is proud to donate to the Cancer Center. It truly is a humbling experience to come to a place like this. It’s so important to give back to those in need,” shared McNee. “As Nancy said, you don’t know which dollar will be the one that helps find a cure. It’s a great experience to support this Center, and it’s selffulfilling as well.” In addition to AASP/NJ’s annual support of the John Theurer Cancer Center, the association’s Board of Directors has been encouraging members to also consider donating directly to the Center. McNee made an additional $1,000 donation on behalf of his shop, Ultimate Collision Repair (Edison). John Theurer Cancer Center at Hackensack University Medical Center is New Jersey’s largest and most comprehensive center dedicated to the diagnosis, treatment, management, research, screenings, preventive care and survivorship of patients with various forms of cancers. For more information, visit jtcancercenter.org. NJA
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Associations Join in National Call for OEM Procedures As New Jersey Automotive went to press, AASP/NJ joined the chorus of state and national auto body associations that had signed on in public support of OEM repair procedures. In 2011, representatives from the Society of Collision Repair Specialists (SCRS), the Alliance of Automotive Service Providers (AASP), the Automotive Service Association (ASA) and Assured Performance stood on the floor at the Collision Industry Conference (CIC) and stated that their respective groups recognized the published procedures as provided by the OEMs as the official industry-recognized standard of repair. Now, eight years following that initial presentation, SCRS, ASA and AASP have drafted an updated letter that reiterates this earlier position and expands on the need for greater consumer protection throughout the industry: [If] a vehicle manufacturer documents a repair procedure as required, recommended or otherwise necessary as a result of damage or repair, […] those published procedures would be the standard of repair […] As such, we support efforts that aim to ensure consumers are properly indemnified for repair operations and procedures in accordance with documented technical procedures to repair the vehicle as issued by the original vehicle manufacturer. “AASP/NJ supports the Standard of Repair letter because it adopts automobile original equipment manufacturer [OEM] repair standards as the official industry-recognized standards for collision repair,” states AASP/NJ Executive Director Charles Bryant. “We feel strongly that the adoption and following of this standard will ultimately save lives by delivering a safe and properly repaired vehicle back to the owner. We feel there is no one better than the vehicle manufacturer to document a repair procedure and issue position statements on safe and proper repair procedures. We commend the efforts of SCRS to assemble and distribute this statement – and all of the trade associations across the nation that support this effort.” NJA
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COVER STORY By Joel Gausten There are numerous issues impacting the world of collision repair these days, but 2019 will surely go down in history as the year of advanced driver-assistance systems (ADAS). These days, the vast majority of new vehicles hitting the road are equipped with ADAS. The increase of vehicles boasting this high level of technology is already having a drastic impact on how they’re repaired – and how much such procedures cost. According to AAA, something as common as a windshield replacement can now cost close to $2,000 if that item features ADAS technology. Is the need for shops to step up and embrace these advancements higher than ever? Absolutely. Is the industry in New Jersey and beyond as equipped and trained as it needs to be to adequately face these changes? The answer to that question is complex and distressing.
Ignorance Is Not Bliss Just how critical has ADAS research and repair become? According to industry consultant Mark Olson (VECO Experts), the replacement of an OEM door shell on a 2016 Ford Expedition requires 13 different procedures – seven of which involve electronics. “ADAS repair is not optional,” he says. “People say, ‘Well, we’ll start resetting those things when the insurance companies accept it and it becomes more mainstream. For now, we’re just not going to do it.’ That’s an attitude that’s out there. How many shops do you think are actually going, ‘Let me look at all the electronic resets and all the different things I may have to do because I’m doing this repair’? That’s not happening.” Olson predicts that the vast majority of shops will soon need to alter their personnel structures in order to accommodate the growth of ADAS technology. “You may have to have somebody in your shop who only performs research. I work with a few shops that have a dedicated position for someone to only do that and perform resets on electronics.” Just a decade ago, ADAS was a seemingly exotic concept that made for an interesting conversation at industry forums. Today, it is a reality that must be acknowledged and addressed. “Everyone seems to be terrified right now about the potential for liability in doing ADAS calibrations when the bigger issue is liability for not doing [them],” observes George Lesniak, director of sales and training for ADAS for
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Autel. “So many vehicle manufacturers today are requiring or strongly recommending an ADAS calibration after a wheel alignment. There are a lot of shops out there, especially tire stores, doing wheel alignments and not doing ADAS calibrations. They’re doing nothing to inform the consumer that their vehicle is being handed back to them [without it being] properly calibrated.” Just as various OEMs have provided considerable information to the auto body field on the importance of pre- and post-repair scanning, they are actively doing the same for procedures related to various ADAS components. The same can be said for alternative sources of repair data. “It really involves spending some extra time right now at the shop level doing that research,” comments Michael Flink, Autel’s commercial sales manager and trainer for North America. “The aftermarket versions – the Mitchells, the ALLDATAs, the iATNs [International Automotive Technicians’ Networks] of the world – are getting far better. Mitchell ProDemand recently even added an ‘ADAS’ tab to help guys identify things. But first and foremost is to go into the OE service information site for whatever manufacturer it is and see what the OE repair procedure is – but even they can sometimes make it difficult to search all the way through the procedure.” Unfortunately, the availability of repair information and the actual use of this material are often two different things in today’s industry. “There seems to a propensity for
technicians to skip over the fine print or basic instructions before they get into an actual diagnostic and repair procedure,” Lesniak says. “It’s those preliminary instructions that give you the details about, ‘When you perform this procedure, you’ll need to calibrate the ADAS afterwards.’ “[Some] shops believe that a fault code will tell them if the vehicle needs to be calibrated,” he adds. “No vehicle today has a fault code for a system out of calibration.” Failures on the Shop Floor Prior to taking his current position at Autel, Lesniak visited a shop in Raleigh, NC to see how the business was grasping current technology. The experience opened his eyes even wider to the misconceptions driving many shops in the wrong direction with ADAS. “I was in a fairly large shop and talking to the service manager, and he told me, ‘We don’t see vehicles with that stuff.’ I looked around the shop; easily 10 out of 12 vehicles had forward-facing cameras. The shop was basically clueless as to what was actually in front of them…The lack of understanding is just absolutely scary when going out and talking to shops today.” Paul Stern, president and CEO of LIFTNOW, has been in the trenches since the ADAS revolution began. Although advanced safety systems are increasingly common, he is quick to share his concerns that even some of the most forward-thinking repair facilities are still struggling to keep up.
“Quite frankly, when we call on our customers, we see that some of them don’t have a firm grasp on any of it – what’s really going on in the industry, how to address servicing the vehicles and how to get paid for serving them. These systems are not that terribly expensive or exotic anymore. They’re standard in Toyota Corollas, Nissan Altimas, Honda Civics – really mainstream, inexpensive vehicles. Everybody’s getting these for their kids.” Stern stresses that keeping drivers safe in modern vehicles requires much more than a seasoned tech eyeballing a vehicle for the presence of warning lights. “When vehicle stability control became mandatory in 2012, many of my customers didn’t know about it. They didn’t understand that the steering angle sensor needed to be recalibrated on the alignment rack with the sensors mounted to tell them where ‘straight ahead’ is. All of these systems rely on the car assuming straight ahead is straight ahead. Imagine if the car’s off just a little bit at 80 or 90 miles per hour. The radar could be way out and looking in the wrong place.” With ADAS now a critical part of even seemingly “easy” jobs, Stern and others will continue to provide guidance and resources to repairers who feel overwhelmed by the demands they must meet. “These are sharp guys. I know they can fix cars, care about their customers and want to do the right thing, but this is a detail that gets lost on them.” NJA
AASP/NJ to Host Panel Discussion on ADAS As detailed at length in this month’s cover story, many repairers are struggling to stay active and informed in addressing the growth of ADAS in the industry. Responding to this need, AASP/NJ will host a special panel discussion on this topic on September 12 at the Grand Centurions, 440 Madison Hill Rd., Clark, NJ. Panelists scheduled to appear include Mark Olson (VECO Experts), George Lesniak (Autel), Michael Flink (Autel), Paul Stern (LIFTNOW) and Dave McIntosh (Autopart International, Inc.). The moderated discussion, sponsored in part by USI North America, will feature a special question-and-answer session with attendees. Prior to attending this event, attendees are encouraged to review the common makes and models they repair at their shops to determine which vehicles demand ADAS repair, consider any difficulties they may be experiencing in getting proper ADAS repair information and bring along any questions they may have in regard to common ADAS-related procedures. To register, please contact AASP/NJ Executive Director Charles Bryant at (732) 922-8908 or setlit4u@msn.com. New Jersey Automotive | August 2019 | 37
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New Jersey Automotive | August 2019 | 39
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AASP/NJ MEMBER PROFILE By Joel Gausten
Pace Collision Services/ Somerset Hills Classics
Industry veteran Ron Pace poses with a Camaro and ’65 Corvette (detailed in inset photo) restored at his facility. The ’58 Chevy Apache “shop truck” can be seen in the background.
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40 | New Jersey Automotive | August 2019
In 1980, a recent high school graduate named Ron Pace took a job at Doug Lowrie Auto Body in Bernardsville. He was green in those days, but he was ambitious. Thirtynine years later, he stands as one of the most successful AASP/NJ member shop owners in the Garden State. Pace’s life with automobiles began when he started cleaning vehicles and pumping gas for a local bus company at age 16. Eventually, he started doing body work for his then-employer before deciding to take the next step. From the start of his long run with Doug Lowrie Auto Body, he was a regular presence at association meetings. The knowledge he received from this participation helped him make the leap from shop manager to owner in 2001, when he took over and relaunched the shop as Pace Collision Services upon Lowrie’s retirement. “I’ve always had really good people working for me,” he says. “Between it being a small shop, being used to doing everything and having some good help, that transition wasn’t that hard.” In 2006, Pace branched out again by launching Somerset Hills Classics, a classic car maintenance and restoration business located a few minutes from his body shop. “We do anything from oil changes to full ground-up, nut-and-bolt, high-quality restorations. I had the opportunity to purchase a building in town that was bigger, and I was looking for something else to try to get away from all the insurance-driven work.”
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Not surprisingly, Pace and his crew have created true works of beauty at the specialty shop. These include a 1931 Chevrolet restored from the ground up and “a ’58 Chevy that was pretty much a museum piece when we were done with it.” At the time of this writing, they were working their magic on a 1970 Dodge Challenger. Naturally, offering services of this nature has led to some interesting perks over the years. “We have a [customer] who has an ice cream truck business. We’ve done a few of those conversions; he buys street rods, and then we take the box and turn it into an ice cream truck. That’s fun stuff, and he brings us ice cream!” As the industry moves through another summer, a fresh crop of new recruits from vocational schools begin their professional journey at body shops throughout the state. With nearly 40 years in the collision field behind him, Pace has solid advice for anyone looking for a long and successful career in the automotive world. “Educate yourself and take advantage of any courses and certifications. That’s going to be important; these cars have already gotten too smart for their own good. You’ve got headlights now that are some of the most engineered parts on the vehicle. And know how to work; be a problem-solver.” Despite dealing with insurance companies, evolving customer demands and other issues common in the auto body field, Pace is still “a sucker for a challenge” who finds joy in using his skills to achieve great things on the shop floor. “I have a good group of guys, and we have fun. [This work] is a tangible thing; whether we’re doing a restoration job or fixing a car, we’re taking something that was a mess and making it look nice.” NJA
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Flemington Volkswagen 213 ROUTE 202/31 FLEMINGTON, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 rmuir@flemington.com www.NJPARTS.com
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FRED BEANS PARTS 131 Doyle Street Doylestown, PA 18901 Phone: 877-942-3267 orders@fredbeans.com www.fbparts.com
BAY RIDGE CHEVROLET OF BROOKLYN 1575 86th Street Brooklyn, NY 11228 Phone: 833-244-3475 Fax: 718-392-6570 www.bayridgechevy.com
NU CAR CHEVROLET 172 North Dupont Highway New Castle, DE 19720 Phone: 800-633-6606 Fax: 800-346-5285 parts@nucar.com www.nucar.com
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ARANJ Officers
President Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net
1st Vice President Ian Szoboszlay Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com 2nd Vice President Darryl Carmen Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com 3rd Vice President Mike Ronayne Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net
Past President Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 dirkesauto@gmail.com
ARANJ Board of Directors David Yeager EL & M Auto (609) 561-2266 elandmauto@aol.com
Ed Silipena American II Autos (609) 965-6700 esilipena@yahoo.com
Norm Vachon Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com Dylan Rinkens East Brunswick Auto (732) 254-6501 ebautonj@comcast.net
ARANJ
The Automotive Recyclers Association of New Jersey
President’s Message Time for a Road Trip
My manager and I decided to take a road trip to visit other progressive auto recyclers in the Northeast. We wanted to make some changes in our business and felt that seeing other operations would help us make some better decisions. Boy, was that 750-mile, two-day trip worth it. I know taking time away from managing your business is often hard, but the dividends that can be had are huge. I think we all want to run our businesses better, but while reading about it or going to conventions and training classes is very beneficial, the face-to-face interactions during a working day are priceless. The ability to see how different people approach the day-to-day is something that can’t be written about to get the pure sense of what is going on. The amount of sharing that can be had within that hour or two often gives you food for thought for days. How did they do that? How do we do this? Can we do it that way, or is it better this way? These are all questions that can arise from a simple visit and be impactful for years to come. So, break away from the day-to-day and make time to visit other people within your industry, because you might just learn something to make your business better and your customers’ experience exceptional. Rodney Krawczyk, ARANJ President (732) 254-9816 ext. 100 aceautonj@comcast.net
Wharton Insurance Briefs
As the environmental issues in New Jersey continue to escalate, please know that there is insurance coverage available to protect your assets. Owning a dismantling/recycling facility can be an environmental headache. Leaking fuel tanks, waste fluids and water runoff can migrate onto your neighbor’s property or into someone’s water supply. This could result in a cleanup or a third-party lawsuit. Dismantlers/recyclers and landowners can purchase pollution coverage to protect their business against liabilities that may arise from pollution. The policy would provide first-party coverage to include the cleanup costs for the pollutants, contaminated soil and water on the affected property. In addition, the policy can provide third-party coverage for properties that are adjacent to your business or downstream/ downgradient. It also can cover the legal defense and judgment awards if a third party sues for bodily injury or property damage. These policies can be written for multiple years with various deductibles and coverage limits. If you have an interest in discussing this coverage further or have any concerns with your current insurance coverage, please contact me. Mario DeFilippis, AAI Vice President 800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com
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Unsurpassed Quality. Genuine Hyundai Parts. HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer. MAXON HYUNDAI 2329 ROUTE 22 WEST UNION, NJ 07083 TOLL FREE: 800-964-7281 FAX: 908-851-5631
LIBERTY HYUNDAI 371 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-3600 FAX: 201-529-3051
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WAYNE HYUNDAI 1244 ROUTE 23 NORTH WAYNE, NJ 07470 PH: 973-646-0333 FAX: 973-694-1700 waynehyundai.com
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THERE HAS NEVER BEEN A BETTER WAY TO BUY THE WORLD’S BEST ENGINEERED PARTS. THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW.
For Original BMW Parts, contact one of these authorized BMW centers: BMW of Springfield 391-399 Route 22 E. Springfield, NJ 07081 Toll Free: 800-648-0053 Fax: 973-467-2185 bmwofspringfieldnj.com
Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470 PH: 973-696-6060 Fax: 973-696-8274 paulmillerbmw.com
BMW of Bridgewater 655 Route 202/206 Bridgewater, NJ 08807 PH: 908-287-1800 FAX:908-722-1729 bridgewaterbmw.com
Flemington BMW 216 Route 202/31 Flemington, NJ 08822 PH: 877-657-2787 Fax: 908-782-1795 njparts.com/bmw
Park Ave BMW 530 Huyler Street South Hackensack, NJ 07606 PH: 201-843-8112 FAX:201-291-2376 parkavebmw.com
Circle BMW 500 Route 36 Eatontown, NJ 07724 Parts Direct: 732-440-1235 Fax: 732-440-1239 wholesale@circlebmw.com circlebmw.com
Wide World BMW 125 East Route 59 Spring Valley, NY 10977 PH: 877-817-3895 Fax: 845-425-5080 wideworldofcarsbmw.com
BMW of Bloomfield 425 Bloomfield Avenue Bloomfield, NJ 07003 Parts Direct: 973-748-8373 psantos@dchusa.com
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EXECUTIVE DIRECTOR’S MESSAGE continued from page 19 like scanning a vehicle and recalibrating when a scan shows the need. Rather than protecting certain insurers, agencies like the Department of Insurance should be taking a close look at the conduct of those carriers that refuse to pay for safe and proper repairs and protecting the consumers driving those vehicles.
AASP/NJ is keeping a close eye on what is going on and documenting everything so we are prepared to present our arguments if things don’t change on their own soon. We will be watching! NJA
For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers. Flemington Subaru 167 Route 31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908-782-1795 bseymour@flemington.com www.njparts.com
Liberty Subaru 55 Kinderkamack Road Emerson, NJ 07630 Phone: 201-261-7495 Fax: 201-261-3261 Toll Free: 888-782-9493 parts@libertysubaru.com www.libertysubaru.com
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Paul Miller Subaru 3469 Route 46 Parsippany, NJ 07054 Phone: 973-658-5714 Fax: 973-402-9591 mdaltilio@paulmiler.com www.paulmillersubaru.com/parts
ADVERTISERS’ INDEX 1-800-NEW-PARTS ................................12-13 Accudraft ................................................44 Acme Nissan ..........................................4 Amato Agency ........................................33 American Honda Motor Co. ......................24 Audi Group ..............................................26-27 BMW Group ............................................47 BMW of Springfield..................................31 Bram Auto Group ....................................IBC Classic Audi ............................................15 Empire Auto Parts ....................................41 Fenix Parts ..............................................14 Flemington Audi ......................................5 Flemington Group ....................................50 Fred Beans..............................................35 Fred Beans Parts ....................................21 Glen Toyota..............................................OBC GM Group................................................43 Hyundai Group ........................................46 Innovative Solutions & Technology / Pro Spot ..................................................IFC Kemperle ................................................28 Klean Frame ............................................14 Lynnes Nissan East..................................10 Maxon Buick-GMC ..................................25 Maxon Hyundai........................................25 Maxon Mazda..........................................23 Mazda Group ..........................................38 Mike Kaufmann Dealer Group ..................27 MINI Group ..............................................34 Mopar Group ..........................................49 NUCAR ....................................................16-17 Paul Miller Subaru ..................................40 Performance Ford Lincoln ........................11 Porsche Group ........................................22 PPG ........................................................3 Reliable Automotive Equipment ................20 Subaru Group ..........................................48 Town Motors............................................39 Toyota Group ..........................................11 Tri-State Luxury Collection........................8-9 USI of North America................................6 Valtek......................................................41 VW Group................................................42 Westbury Jeep Chrysler Dodge Ram SRT 30 Wheel Collision Center ............................18
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BRAM WHOLESALE PARTS NETWORK 866-770-5999 | FAX: 718-392-6570
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TOLL FREE 800-444-1959 • PARTS DIRECT 201-791-1133 • FAX 201-703-5652 www.glentoyota.com • parts@glentoyota.com Contact PARTS MANAGER PAUL CIMILLO for all your parts needs • pcimillo@glentoyota.com
WHOLESALE PARTS SPECIALISTS FOR OVER 40 YEARS! 19-01 Pollitt Drive, Fair Lawn, NJ 07410
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