New Jersey Automotive September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 1

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)

TM

September 2015 $595

SAFETY IN THE SHOP: ARE

YOU PREPARED? www.grecopublishing.com

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 2

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 3

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 4

4 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 5

New Jersey Automotive | September 2015 | 5

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 6

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 7

P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2013 - 2015 OFFICERS PRESIDENT Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com COLLISION CHAIRMAN Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.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 Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / trainer@verizon.net

Anthony Sauta, East Coast Auto Body 732-869-9999 / ecabofnj@aol.com

Randy Scoras, Holmdel Auto Body 732-946-8388 / randy@holmdelautobody.com

Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com

Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Tom Elder, Compact Kars 609-259-6373 / compactkars@aol.com

CONTENTS

VOLUME 45, NUMBER 9 | September 2015

8

OUT OF BODY (AND MECHANICAL) EXPERIENCES 10 PRESIDENT’S MESSAGE

14 EXECUTIVE DIRECTOR’S MESSAGE 62 NJA ADVERTISERS’ INDEX

LOCAL NEWS

18 Building a New Legacy: Peter Cook Keeps Citro’s Auto Body Alive

by Joel Gausten

36 The Car Doctor Returns to Local Airwaves

by Jacquelyn Bauman

VENDOR SPOTLIGHT

by Joel Gausten

26 Empire Auto Parts: A True Alternative

TECHNICAL FEATURE

by Larry Montanez III, CDA and Jeff Lange, PE

30 Advanced Economical Vehicles

NATIONAL NEWS

by Joel Gausten

40 PartsTrader Links with OEConnection Amidst Dealer Backlash

AROUND THE STATE

41 Elmwood Park Volunteer Ambulance Corps 9th Annual Auto Show Announcement

LEGAL PERSPECTIVE

by Mitch Portnoi

42 Workers’ Compensation: Who Benefits?

COVER STORY by Jacquelyn Bauman

48 Safety in the Shop: Are You Prepared?

PUBLISHER Thomas Greco (thomas@grecopublishing.com) DIRECTOR OF SALES Alicia Figurelli (alicia@grecopublishing.com) EDITOR Joel Gausten (tgpjoel@verizon.net)

MANAGING EDITOR Jacquelyn Bauman (jacquelyn@grecopublishing.com) ART DIRECTOR Lea Velocci (lea@grecopublishing.com)

OFFICE MANAGER Donna Greco (donna@grecopublishing.com)

CONTRIBUTING EDITORS

Charles Bryant • Tom Greco • Jeff McDowell Mitch Portnoi • Dave Laganella • Ron Ananian

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

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 57 Wharton Insurance Briefs

THE LIST

61 What’s the Happiest You’ve Ever Made a Customer?

The Alliance of Automotive Service Providers/New Jersey Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Ed Day Dave Demarest

HALL OF FAME

Tom Elder Bob Everett Thomas Greco Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Joe Lubrano

Michael Lovullo Sam Mikhail Ron Mucklow George Petrask Russ Robson Jerry Russomano George Threlfall

Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson

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 © 2015 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. Cover and Images courtesy of www.istockphoto.com.

New Jersey Automotive | September 2015 | 7

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 8

OUT OF BODY (AND MECHANICAL) EXPERIENCES

A NICE KID I truly cannot count the number of times in these articles I’ve mentioned the eventuality of my baby girl finding a guy. I bet if I went back to my very first column, there would be some reference to it – how I didn’t know how I would deal with it. Would I like him?

Would I kill him? I guess it’s a rite of passage most fathers with daughters go through.

My daughter turns 22 this month, and she has had a few guys come by the house. Nothing really too serious though, until about a year and a half ago. She met this kid on campus, and they became an item over Christmas 2013. From her description, he seemed like a good kid from a good family. Since they were both away at college, there wasn’t much I could do about it anyway. That is, until I met him.

And that took some time. All the while, she was going out to dinners with his family, and my wife and I kept asking, “When are we going to meet him?” Let’s just say, as time went on, he wasn’t gaining any brownie points with the old man here. Finally, around April 2014, we went out to dinner together. He was a very nice kid – respectful and courteous. His dad was a doctor, and his mother was a

8 | New Jersey Automotive | September 2015

by THOMAS GRECO, PUBLISHER

nurse. He was a Jets fan, but you can’t have everything, right?

I thought we made a good impression as well, but then we didn’t see him again until Memorial Day. Hmmm… He came to a family game night for the usual initiation of meeting my two dozen nieces and nephews. If he passed that test, he was on his way. Unfortunately, about a half-hour into the first game, I turned around and he was gone. My daughter explained that he had a stomach virus and had to go home. Hmmm…failed that test.

After the semester was over, we saw some more of him. Mostly just hellos and goodbyes, but again, he was always nice and respectful, and my daughter really liked him, so…

We had scheduled our annual summer trip to Wildwood, and she asked if he could come down for a day. As I have stated before, my rule is they can come on vacation as boyfriends if it’s in New Jersey, but not out of state until the ring is on the finger. Since it was Wildwood, I was okay with it. Surprisingly, he came down just as my wife, son and I were leaving (hmmmmmm again), but I was young once, sooooooo…

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 9

I used to get upset at the fact that my daughter was always going to his house and that they barely spent any time at ours. But then I remembered that I NEVER was at my wife’s house when we dated, and I wasn’t going to be a hypocrite. Still, I wanted to get to know him better. He really seemed like a NICE KID. Finally, this year he came down to Wildwood before I left. We went out and played some golf (relax, it was a par 3 mini course) and he kicked my ass, but he was humble about it. Afterwards, we all went to dinner and had a really, really good time. I was proud of my daughter. He was a great kid. (I couldn’t believe I was saying that!)

While we were in Wildwood, my daughter and I had to drive back up to New York on Wednesday so she could go to a job interview. She was applying for her dream job at Columbia Records (home of Springsteen, Dylan, Beyoncé, Adele, etc.). We went back to Wildwood for a few more days and came home from vacation on Sunday. On Friday, she got the news she was hoping for. She got the job. She was so excited and I was so happy, proud…you name it.

Less than 24 hours later, I received a frantic call from her. She had just heard from her boyfriend’s mother. There had been an accident.

Some criminal had gotten into a police chase on Route 78. The bastard was going over 100 miles per hour with his nine-year-old child in the car when he clipped my daughter’s boyfriend’s car and crashed into the trees, killing himself and his son. My daughter’s boyfriend pulled over on the median and got out of the car to look at the damage, when he and his friend were run over by another vehicle.

That was all we knew when I picked up my daughter from Hoboken.

I cannot imagine what was going through his parents’ minds as they rushed to the hospital. I only know that I have never felt so helpless in my life. Here was my little girl in the most emotional pain she had ever known, and there was not one goddamned thing I could do about it. Nothing I could say, nothing I could do but try and comfort her unsuccessfully. The ride to the hospital seemed like hours.

When we got there, we realized that it was bad. He had broken his back, his right leg and his ankle. He had torn all the ligaments in his left knee, and worst of all, he was unconscious and on a respirator.

But you know what? He isn’t only a good kid; he’s a tough kid.

Tough as f#@king nails. He woke up after four days. He had six surgeries. And as I write this, he is in physical rehabilitation and looking to go home in less than a week! Yes, it will be a long road back. But it’s a road he will be walking, running and driving on sooner than we could have ever imagined. Talk about miracles!

And my daughter is a pretty tough cookie as well. She started her new job five days after the accident and spent the next two weeks leaving the house at 8am, commuting into New York, taking the train from New York to Morristown Hospital after work to be at his side and getting home around 11pm. She’s 100 times tougher than her dad. For sure.

Two tough kids.

Two GREAT kids.

A pretty nice couple.

NJA

New Jersey Automotive | September 2015 | 9

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:08 PM Page 10

PRESIDENT’S MESSAGE

SAFETY ON THE BRAIN I’ve been thinking a lot lately about the Camden County repairer whose life was cut short after a vehicle fell on him this past July. The sad truth is that something like this really could happen anywhere. As New Jersey Automotive

explores in this month’s cover story on page 48, safety in the shop is a huge issue that needs to be examined on a number of levels.

For as long as I’ve worked in this industry, I’ve been a nut about safety.

by JEFF MCDOWELL

I’m sure many of the shop owners reading this are as well. But how do you extend that mindset to your employees? I’m not just talking about tool and equipment safety, either (although that is obviously very important). Every day in a shop – collision or mechanical – the professionals performing these repairs are coming into contact with a number of potentially harmful substances and elements, and it is critical that they are protecting themselves.

On any given day, these men and women working for us could be welding (creating fumes); grinding, sanding and spraying paint (creating debris that is released into the air if no exhaust system is in place); or applying body filler (coming into contact with benzene, a known carcinogen). They could be doing all of those things in the same day! Make sure that they realize the dangers of not taking the proper safety precautions. For example, say your painter refuses to wear a protective suit while spraying in the paint booth. It’s bad enough if he’s willing to expose himself to isocynates (carcinogenic compounds known to cause irritation to the eyes, nose, throat and skin, as well as difficult breathing and lung issues) that will be released in the course of the job. But what’s worse is that this employee may get in his car with these contaminants on his clothes after a day at the shop, go pick up his kids from school and hug them.

Maybe he’s got a doctor’s appointment…where he’ll sit in a crowded waiting room, shoulder to shoulder with a complete stranger. Or perhaps he’ll just go straight home and put his work clothes in the hamper, on top of the rest of the family’s dirty laundry.

Safety in the shop is one thing, but it’s so much bigger than just the shop continued on page 51

10 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 11

New Jersey Automotive | September 2015 | 11

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 12

12 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 13

New Jersey Automotive | September 2015 | 13

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 14

EXECUTIVE DIRECTOR’S MESSAGE

The Collision Industry Has Been Brainwashed and Needs to WAKE UP by CHARLES BRYANT

When an insurance appraiser comes to a collision shop and says, “I am here to inspect a vehicle belonging to one of our customers, prepare an estimate and reach an agreed price with you to repair the vehicle,” most collision shops will say, “Okay, how would you like to proceed?” or, “Okay, let’s go look at the car.” Most shops say this because they have been taught by the insurance industry that these are all within the carriers’ rights and that the shops are not allowed to interfere.

Well, the insurance industry actually has it partially right. The insurer does have the right to inspect a damaged vehicle that they insure prior to the shop commencing the repairs. If the vehicle owner allowed the repairs to commence without first reporting the claim to the insurer and allowing them the opportunity to inspect the vehicle, the insurer could actually refuse to honor the claim.

The insurer also has the right to prepare an estimate of the cost for what they feel it might take to repair the damaged vehicle. We will talk about the insurer’s estimate and what its purpose actually is a little later on.

14 | New Jersey Automotive | September 2015

But for now, let’s discuss the insurer’s request to “reach an agreed price with you to repair the vehicle.”

The first two things (inspecting the vehicle and preparing an estimate) are absolute rights of the insurer, which makes it seem like the shop is also required to reach an agreement on the cost of the repairs.

However, the last part is not a right of the insurer at all. Insurers are very clever in how they word things in an effort to make things go the way they want them to go. The fact is, there is no obligation for a collision shop in New Jersey to reach an agreement with an insurer on the cost or method of repairs whatsoever.

This is just one of the many improper things that insurers make up and say to collision shops, in addition to stating things that are not actually allowed through the insurance contract. Another example is the wellknown statement, “We don’t pay for that.” Contrary to these words, insurers owe for whatever it takes to repair a damaged vehicle safely and properly. Yet, it is only too often that when an insurer makes this statement, many collision shops just take it for granted that the insurer has the right to deny payment for certain needed and necessary procedures.

Another common statement that insurers say is, “We will only allow used suspension parts or aftermarket parts,” despite the repairs not being in compliance with the regulations governing the use of such parts. Certain insurers basically lead collision shops to believe that they have the right to dictate how those shops must repair a vehicle just because they pay for that work. This is not true at all. In

fact, the only way the insurer has the right to dictate how a damaged vehicle will be repaired is if the insurer chooses the option in the policy to “Repair the Property.”

Now, pay close attention to this.

Yes, an insurer can choose the option to actually repair the vehicle. That means that the insurer can actually STEER the vehicle to a repair facility chosen by them. Now, I know many or most of the collision shops reading this think this is untrue. Guess again.

Just to make sure everyone understands what I am talking about, I have inserted a section of the regulations below: N.J.A.C. - 11:3-10.3 Adjustment of partial losses (h) Whenever an insurer elects to repair its insured’s vehicle, that is, physically take the vehicle and have it repaired, the election must be in writing addressed to the insured and contain a reasonable estimate of the time period within which the vehicle will be repaired. The insurer shall guarantee, in writing, that the work performed meets generally accepted standards for safe and proper repairs.

What this means is that the insurer can actually dictate where a damaged vehicle gets repaired, how it gets repaired and how much the insurer is going to pay for those services. Once again, I know many collision shop owners are shaking their heads and saying that is simply against everything that we have always understood for years. Well, I have to agree that is the way we all

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 15

New Jersey Automotive | September 2015 | 15

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 16

EXECUTIVE DIRECTOR’S MESSAGE understood it, or maybe I should say misunderstood it.

The standard auto insurance policy says a few things that shops haven’t exactly grasped for many years. First, it basically says that in the event of an accident or loss, the insurer will pay a reasonable amount to either repair or replace the automobile. Then, it presents the insurer’s payment options. The first option is to

16 | New Jersey Automotive | September 2015

repair the vehicle. That is the option that I mentioned and briefly explained on the previous page. This allows the insurer to actually physically take the vehicle and have it repaired. Although we rarely see an insurer choose this option, it is actually in the policy.

The second option is to replace the vehicle. This is what an insurer chooses when the vehicle has suffered enough damage to consider

it a total loss. The third option is to settle the claim in money. This is the option that insurers almost always choose, and for good reason. By choosing this option, the insurer has the absolute right to inspect the damaged vehicle before the repairs are made. They also have the right to try and convince, persuade or even intimidate the shop of the vehicle owner’s choice to make those repairs in the manner the insurer would like them to be made, using the type of parts the insurer would like to be used and for the amount that the insurer would like to pay.

The shop, however, has the right to refuse these often-intimidating attempts by the insurer. The insurers often act as if they have chosen the first option that actually gives them the right to dictate how the repairs will be made and how much they will ultimately pay for them. This is where the insurance industry has brainwashed the collision industry into believing that carriers have rights when they don’t, unless they have clearly and unequivocally chosen the provision in the auto policy to repair the vehicle.

The reason that insurers almost never choose the option to repair the property is because when they do, they become liable for negligent repairs and the policy limit is then broken.

Now, don’t get confused. This is not the option where an insurer can recommend a shop, such as in a DRP situation. When an insurer chooses to recommend a DRP shop, they will never recommend only one or make it mandatory that the insured go to one particular shop. When an insurer makes a recommendation, they always recommend a list of DRPs and then tell the insured to pick any one of the shops on the list. This way, the insurer is still able to get the insured to go to a shop that has previously agreed to follow the insurer’s restricted guidelines in terms of how the vehicle will get repaired, what type of parts will be used and the rates that the insurer wants to pay. At the same

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 17

time, the insurer is not liable for the work performed by the DRP. But once again, if the insurer chooses the option of repairing the property and limits the vehicle owner to only one shop or picks the shop that the insured will be allowed to use, the insurer will then have the right to dictate how the vehicle gets repaired and how much they are going to pay.

Once this is done, the insurer becomes liable for negligent repairs. If an insurer knew this, you can bet that they would not be writing for such things as used suspension parts or limiting the amount they would pay to a figure that would only cover the cost to repair a frame rail that should absolutely be replaced.

When the vehicle owner insured the vehicle, the insurer went into a contract to pay a reasonable amount to repair or replace the insured’s vehicle in the event of an accident or loss.

Therefore, unless the insurer has chosen to repair the property, as long as the repair bill from the shop of the vehicle owner’s choice is reasonable, the insurer owes that bill.

There are shop owners across the country who have decided that enough is enough. Those shop owners now realize the truth about many of the issues discussed in this article, and have decided that they must either fight back or die because the greed has become too much to bear.

Those shop owners are making their case in the courts across the country and winning. The insurance industry has told lies about what its rights are, and has intimidated the collision industry for so long that the shops are repairing the second biggest investment that consumers will most likely ever make for an hourly rate that is less than what lawnmower and bicycle repair shops are getting paid.

Collision shops that still don’t understand what is being said here or don’t know how to fight back should immediately join AASP/NJ. We will help bring you into compliance with the rules and regulations and assist

you when you run into problems. That is what the association does, not to mention the many other benefits like discounts and dividends on garage insurance, workers’ comp, memberonly discounts on payroll, credit card processing, uniforms and much more.

Additionally, we have a Hot Line that members can call all day, every day

to get assistance with their problems when they arise. If you are a collision or mechanical shop and would like to know more about the many benefits of belonging to AASP/NJ, please call me at (732) 922-8909. We are here to help you.

NJA

New Jersey Automotive | September 2015 | 17

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:11 PM Page 18

LOCAL NEWS

BUILDING A NEW LEGACY: Peter Cook Keeps Citro’s Auto Body Alive

It all started with a broken ankle.

In early 2013, longtime AASP/NJ shop owner and past Board member Peter Cook (P&N Auto Works, East Orange) was regularly traveling to physical therapy for his injured foot when he noticed that his trip kept bringing him right past Citro’s Auto Body in Pompton Lakes, the New Jersey collision repair institution operated by one-time AASP/NJ president, NORTHEAST® Automotive Services Show chairman and Hall of Fame member Guy Citro. One day, Cook got on his crutches and walked into Citro’s to say hello. After a few minutes of chitchat, Citro revealed to Cook that he was planning to sell the shop – a family business started by his father, Sam, decades before – and retire from the industry. Suddenly, Cook’s mind was filled with thoughts of not only buying the business, but preserving Citro’s Auto Body for a positive future.

After purchasing Citro’s in April 2014, Cook spent more than a year completely renovating the business from floor to

After more than a year of renovations, Peter Cook was finally able to reopen Citro’s Auto Body in July.

18 | New Jersey Automotive | September 2015

Cook kept longtime Citro’s office manager Doreen Wright (left) and hired front office estimator Megan Paradiso (right) to head the front end of the business.

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:12 PM Page 19

ceiling, including putting in new heating and electrical systems and bringing things up to EPA compliance. Throughout the process, Cook had no doubt that he would keep the name “Citro’s Auto Body.”

“The Citro’s name has been familiar to the community for the past 70 years,” he says. “I have people who say they still love the place and wouldn’t go anywhere else. It’s an honor to keep the business that Sam built up and try to make it better than it ever was.”

Sadly, Cook’s journey to take over the Citro’s legacy took a tragic turn last December, when Guy passed away at 68 after a long illness. Determined to honor his friend and the shop he led for so many years, Cook made sure that Citro’s Auto Body’s three employees – Office Manager Doreen Wright and techs John Schlosser and Bill Cuccurullo – would have a place at the new version of the business.

“I didn’t want to lose them because they were very loyal to the Citros,” he says. “These guys stuck it out through thick and thin.”

Additionally, Cook brought in three new employees – front office estimator Megan Paradiso, painter Miklos Kecskes and body tech Joseph Niland – while making sure both Citro’s Auto Body and P&N Auto Works operated on the same page.

“I’ve saved jobs, and I’ve helped create new jobs,” Cook says. “We have the same equipment and systems at both Citro’s and P&N Auto Works. This makes it easy to transfer people back and forth if I ever need to, and they’ll be familiar with things. I tried to make everything identical to make life easy all the way around.”

Old and new technicians work together on a car in Citro’s’ bay.

On July 20, Cook hosted a special Grand Re-Opening celebration at the new Citro’s, an event that drew attendance from Pompton Lakes Mayor Katie Cole, Pompton Lakes Council President Michael Serra and Chamber of Commerce President Art Kaffka.

The official launch of Cook’s incarnation of Citro’s is the latest chapter in a successful career that dates back to 1984, when he joined his original business partner, Nick Divaris, in founding P&N Auto Works. As the business continued to thrive in the years that followed, so did Cook’s engagement in the industry.

After becoming a member of what is now AASP/NJ at the urging of his close friend Eddie Day (Collision Restoration, Fairfield),

New Jersey Automotive | September 2015 | 19

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:12 PM Page 20

Left to right: Peter Cook (owner), Miklos Kecskes (painter), Joe Niland and Bill Cuccurullo (body technicians). (Not pictured: body technician John Schlosser)

20 | New Jersey Automotive | September 2015

he eventually became a part of the Board of Directors and served a number of stints as secretary and treasurer. His time with the association allowed him a chance to build a strong relationship with Guy Citro.

The camaraderie the two shared has taken on a greater significance now that Cook will carry on his late friend’s name.

Thirty-one years after starting his own business, Cook continues to expand his horizons. Although he took a break from the AASP/NJ Board in 2013 following the birth of his son, he remains an active and enthusiastic member of the New Jersey automotive community, regularly attending the NORTHEAST® Show and other key events in the region. With an exciting new era in his professional life unfolding, he looks forward to an incredibly bright future in an often-challenging profession. Of course, he couldn’t have done it without the love and support of his wife, Annalee, who remains a constant course of strength and encouragement.

Talking to New Jersey Automotive from the office at his new shop, Cook

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 21

During renovations, Cook immortalized his son Tristan’s handprint in the concrete of the shop. projects the enthusiasm of someone who still sees the auto body field as a chance to experience new things and find exciting ways to grow.

“I always feel like there’s more I can do,” he says. “I’m not capable of being a couch potato; I like to challenge myself.

I just feel like I haven’t lived up to my potential yet.”

NJA

Welcomes our newest members: Benner’s Auto Body Cranford, NJ

Ridge Auto Body and Repairs Burlington, NJ

New Jersey Automotive | September 2015 | 21

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 22

22 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 23

New Jersey Automotive | September 2015 | 23

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 24

24 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 25

New Jersey Automotive | September 2015 | 25

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 26

VENDOR SPOTLIGHT by Joel Gausten

EMPIRE AUTO PARTS: A True Alternative As difficult and unpredictable as the collision repair industry can be at times, Empire Auto Parts stands as proof that some things are built to last.

For more information on Empire Auto Parts, please visit empireauto.biz or see their ad on the facing page of this month’s issue.

26 | New Jersey Automotive | September 2015

ISO 9001:2008 certified in addition to boasting NSF P394 certification, Empire Auto Parts is comprised of three warehouse distribution centers (Maryland, Massachusetts and New Jersey) and 13 satellite locations in 13 Northeastern states. Headquartered since December 2011 in a 100,000-plus square-foot facility in Totowa, the company provides twice-daily deliveries to most of their locations.

Specializing in aftermarket crash parts (plus cooling parts, wheels and reconditioned/discounted OEM parts), Empire Auto Parts has a long and important history in the Garden State. The company was co-founded

by AASP/NJ industry mainstay Steve Bollander, who first entered the auto business world with Auto Bumpers Incorporated in 1970. In 1981, he founded Champion Bumpers, which merged with POY Auto Parts Supply to form Empire in 1995. These days, customers are most familiar with the company through their work with Empire Sales & Marketing Manager Randall Bollander. A 25-year parts industry veteran who got his start working for his father at Champion Bumpers, he currently serves as an advisor to the Automotive Body Parts Association (ABPA) Board of Directors and is a member of the Certified Automotive Parts Association (CAPA) Technical Committee. Additionally, he is committed to growing the industry relations arm of the business.

“I find that it’s important to understand the needs and business models of individual body shops, insurance companies and software companies,” he says. “We also support the Auto Body Distributing Co-Op and recently started donating parts to technical schools through the Collision Repair Education Foundation. We’ve found very thankful and worthy recipients there.”

Of course, the biggest key to Empire’s success has been their diligent focus on maintaining quality control. Their NSF distributor certification requires them to continually evaluate their customer service levels, track fill rates and have a process in place in the event of a part recall from the manufacturer.

“Body shop decision-makers are under pressure to increase cycle time, and we try to cater to them by having an easy-to-use online parts portal, a great customer service and delivery staff and an efficient system to track parts,” Randall says. “We are just as invested as shops are in parts being received free of damage or defects, so we have a

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 27

dedicated quality assurance team to minimize issues.”

Empire’s commitment includes company representatives traveling overseas to ensure they are giving customers truly dependable parts.

“We realized quite a few years ago that we didn’t want to offer low-end, cheap aftermarket parts; we wanted to shoot for quality control, visit the Taiwanese factories and make sure that the product being created met a level of standards that we wanted to put our reputation behind,” offers Randall. “Of course, CAPA- and NSF-certified parts helped that along, but visiting those factories allowed us to see with our own eyes what we were getting for our money.

“With CAPA or NSF as a third-party auditing system, we have a level of assurance from an outside force looking in and checking these parts for correctness,” he adds. “That has given us some level of confidence in selling those parts, and gives body shops a level of confidence as well.”

In 2009, Empire expanded their services like never before by launching a parts ordering website at empireauto.us. The site features an online version of the company’s extensive parts catalog, which was previously only available in printed form.

“Even if people use the online parts portal as a reference and still call us or fax us, at least they can see all the parts and information we’ve gathered for them in a transparent way,” explains Randall. “It’s a great tool and one of our biggest-selling features.”

As for the future, Randall encourages readers to check out Empire’s ads in New Jersey Automotive for regular promotions and unique opportunities to try great products at affordable prices.

Two decades after launching one of the industry’s most prominent part operations, Empire is poised to continue their upward climb by always providing consistent, reliable service to collision repair facilities in New Jersey and beyond.

As Randall says, “We are big enough to stock all the parts needed in a wide delivery area and small enough to have face-to-face sales visits when requested by any size shop.

Nobody can make everyone happy, but we strive to make most people happy by doing the right thing. We want the shop owner or manager to spend more time running their business and less time worrying about their parts.”

NJA

New Jersey Automotive | September 2015 | 27

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 28

28 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 29

New Jersey Automotive | September 2015 | 29

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:14 PM Page 30

TECHNICAL FEATURE by Larry Montanez III, CDA and Jeff Lange, PE

ADVANCED ECONOMICAL VEHICLES

For two decades’ worth of evolutionary advancements, we have been trying to warn the masses that technology will hit them fast and hard, like a double right uppercut with a finishing left hook from Mike Tyson. It all started in 1995 with the introduction of the Audi A8 Aluminum Space Frame, followed by these events: In early 1999, Volvo started to use one of the highest-strength steels we have ever seen, boron-alloyed, in their rear body panels/bumper reinforcements.

In 2001, many European OEs started to use boron-alloyed steel in dash crossbeams and seat assemblies.

In early 2003, we first saw boronalloyed steel used for door intrusion beams and in B-Pillars for reinforcements on many European models.

In early 2005, we saw Martensitic (hot-stamped steel or quenched steel) and boron-alloyed steel used in rocker panel reinforcements, B-Pillars and upper outer roof rail assemblies on most European and Asian vehicles.

30 | New Jersey Automotive | September 2015

A BMW i3 on display during the 2015 North American International Auto Show at the COBO Center in downtown Detroit.

The American Big Three (GM, Ford and Chrysler) started using Dual Phase (DP) steels and Ultra High Strength Steels (UHSS) in 2003 and did not start using Martensitic or boron-alloyed steels until late 2009/early 2010 on some of their models for rocker panel and B-Pillar reinforcements. Asian OEs have been utilizing Advanced High Strength Steels (AHSS) in the passenger compartment of inner structural reinforcements since 2008 on their economical vehicles. As for the American Big Three, high-grade DP is now being utilized in most GM vehicles, High Strength Low Alloy (HSLA) steels are being utilized by Chrysler and Ford is utilizing boron-alloyed steels in their economical vehicles for A-Pillar, B-Pillar and rocker panel reinforcements on late-model vehicles (2012 and newer). As you can see, much of what the European (specifically the German) OEs have been doing since late 1999 through the early part of the 2000s is now catching on with the Asians and Americans. However, there is more copying going on.

Since about 2001, Mercedes-Benz has had procedures for rivets for steel-to-steel attachment mating areas where the Squeeze-Type Resistance Welding arms could not gain access to the backside and

silicone bronze in the open sectioning joints on outer panels. Since about 2003, BMW has required outer steel panels and inner structural aluminum to be replaced with a rivet-bond procedure with the sectioning joints to be a butt joint with the insert fully bonded. On the other hand, Chrysler has had weld-bonding (STRSW and adhesives) with a bonded butt joint procedure on their vehicles since 2001, and Ford has had similar weld-bond procedures (but with a welded butt joint with backing). Over the past two to three years with the higher usage of HSS in outer panels on Toyota, Honda and VW, they have adopted many sectioning areas on outer panels that require silicone bronze welds.

Most OEMs now require STRSW when replacing outer components and inner structural components, as opposed to MAG (Metal Active Gas) welding.

Another thing we are seeing that started with the European OEMs back in early 2001 is the dealer-sponsored, OEMtrained independent collision centers. As of about 2012, we have seen Ford, Chrysler/Dodge/Jeep and GM jump on board with a Collision Repair Program.

Last year saw Nissan/Infiniti open a program, while Honda/Acura launched their program in 2015. BMW just introduced

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 31

the i3, which is constructed with many Carbon Fiber Reinforced Plastic (CFRP) components. CFRP was generally used on super cars like Ferrari, Corvette ZR1/Z06, Viper, Lambos, etc., but the i3 is an electric vehicle that is intended to be economical. The 2016 BMW Series 7 structure will be constructed from AHSS, aluminum and CFRP. Based on history, how long do you think it will be before economical vehicles will be designed with CFRP? History does repeat itself and sets up a look at what we did not realize, because we did not envision it. Let us look at the history of aluminum-intensive vehicles: 1995: The Audi A8 ASF is introduced 2003: Jaguar introduced the monocoque XJ

between how the OEM made the vehicle and how the OEM wants the panel reattached in the repair process. We hope this article has helped the industry to better understand how high-end European vehicle designs are now influencing Asian and American OEs in the designs of their economical vehicles.

Larry Montanez III, CDA is co-owner of P&L Consultants with Peter Pratti, Jr. P&L Consultants works with collision repair shops on estimating, production and proper repair procedures. P&L conducts repair workshops on MIG & resistance welding, measuring for estimating and advanced estimating skills. P&L also conducts investigations for insurers and repair shops for improper repairs, collision re-

pairability and estimating issues. P&L can be reached by contacting Larry at (718) 891-4018 (office), (917) 860–3588 (cell), (718) 646–2733 (fax) or via email at larrygoju@aol.com. The P&L website is www.PnLEstimology.com.

Jeff Lange, PE is president of Lange Technical Services, Ltd. of Deer Park, NY (www.LangeTech.net). Jeff is a Licensed New York State Professional Engineer who specializes in investigating vehicle and component failures. Lange Technical Services, Ltd. is an investigative engineering firm performing forensic vehicle examinations and analysis for accident reconstruction, products liability and insurance issues. Jeff can be reached at (631) 667-6128 or by email at Jeff.Lange@LangeTech.net.

NJA

BMW introduced the first hybrid construction aluminum steel Graf Audi followed with their own hybrid construction in 2008 with the TT Porsche introduced Panamera in 2010, another hybrid construction vehicle Nevertheless, it seems that not many were interested in aluminum repair procedures and equipment over the past 10-20 years — until now. You might ask why, and that’s an easy answer. Ford has introduced one of the most popular vehicles, the F-150, in an aluminum body over a steel frame. Now the masses will need to understand aluminum repair procedures, but as we mentioned elsewhere in this article, steel economical vehicles have also advanced in construction.

Remember to review all the OEM repair information prior to beginning any repair, as there will probably be a difference New Jersey Automotive | September 2015 | 31

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 32

32 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 33

New Jersey Automotive | September 2015 | 33

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 34

Networking.

Education.

Innovation.

Technology.

IT’S ALL HERE. AASP/NJ’s

March 18, 19, 20, 2016 | Meadowlands Exposition Center | Secaucus, NJ

www.aaspnjnortheast.com 34 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 35

New Jersey Automotive | September 2015 | 35

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 36

LOCAL NEWS by Jacquelyn Bauman

RETURNS to Local Airwaves

Every week, thousands of listeners across the country sit down and tune their radios to The Car Doctor with industry mainstay Ron Ananian for valuable information about repairs and the automotive service field. But despite the New Jersey-based host’s proximity to the New York market, he has not been heard on local terrestrial radio since 2012.

“We used to be heard in the New York market on WOR, but when Rick Buckley, the owner of Buckley Broadcasting, passed in 2011, my uh-oh meter went off the charts,” says Ananian. In 2012, Clear Channel purchased WOR; by the time December rolled around, The Car Doctor (along with most of the WOR programming) was dropped.

“After our show was cut by Clear Channel, we tried looking for other stations,” Ananian states. “We knocked on the doors of all the major - and some smaller - AM talk stations. They were all willing to have us, but they wanted us to pay them for the time slot.

It’s not in my business model to buy time. In the end, the listeners suffered.”

Luckily for those in the New York area, the Doctor is back in the office.

The show, which is broadcast from Ananian’s in-home studio in Bergen County, has been picked up by WRCR-AM (1700) in Ramapo, NY. The show’s return to the market occurred thanks to Tom Ray, a broadcast consultant and chief engineer for The Car Doctor.

“Tom was helping upgrade WRCR’s transmitter from 500 to 10,000 watts when the owner asked him, ‘Why do I hear that you’re involved with The Car Doctor?’” Ananian explains. “Within three weeks, we got a call from the owner, who wanted to pick up the show.”

Because of this, the show is once again available in the New York market, including New Jersey, Connecticut and parts of Pennsylvania.

“My listeners know that if someone says I can’t do something, it only motivates me more,” Ananian says of his journey from the market and back again. “I have a mentality of ‘just watch me.’ Ultimately, you’ve got to keep taking the shot. Keep picking at it. I’m just as surprised as anyone that we’re back in New York.”

For Ananian, one of the biggest draws of being back in the local market is the impact it will have on his appearance at AASP/NJ’s NORTHEAST® Automotive Services Show (happening next March 18-20 at the Meadowlands Exposition Center in Secaucus).

“I think the timing is perfect,” he states. “Now that we’re back in New York, it’s going to make an impact on our presence at the show, which I’m confident will also benefit the industry at-large in

36 | New Jersey Automotive | September 2015

the long run. We have time to build up a track record in the area.

But most importantly, we’re just happy to be here because we want people to understand their car, how to fix it and what we as repair professionals deal with in completing the process. To us, it’s funny.

Corporate radio said to us, ‘You’re not good enough to come in and put on your show without paying.’ Obviously, that’s not true. We’re here, fighting for the respect of two industries: AM radio in the ear of the listeners, and automotive repair. I think that being back in New York will help us accomplish that.”

The Car Doctor can be heard across approximately 100 markets and is downloaded over 60,000 times per month worldwide.

Tune into WRCR AM 1700 on Saturdays from 2-4pm to hear Ananian live in the New York market.

By the way… The Car Doctor is coming back in FULL FORCE. He’ll be appearing at Dead Man’s Curve Wild Hot Rod Weekend on Saturday, September 5 from 4-6pm at the Sheraton Mahwah Hotel (located at 1 International Blvd., Mahwah, NJ). The event will feature various other celebrities, bands, vendors, a swap meet and over 1,000 cars! For more info, visit deadmanscurveusa.com.

NJA

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 37

New Jersey Automotive | September 2015 | 37

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 38

38 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 39

New Jersey Automotive | September 2015 | 39

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 6:15 PM Page 40

NATIONAL NEWS by Joel Gausten

PartsTrader Links with OEConnection Amidst Dealer Backlash

The summer was far from quiet for the evercontroversial PartsTrader.

On July 22, the company announced an “integration agreement” with OEConnection/OEC (a leading technology provider for OEM distribution networks) that is said to enable quote requests and orders originating from the PartsTrader application to be processed in the OEC dealer portal through the CollisionLink parts procurement solution. According to a press release, the new arrangement’s “bi-directional integration will allow dealer users of CollisionLink to process quote requests and orders originating in the PartsTrader platform, as well as other orders received from body shops using CollisionLink Shop or other third-party integrators.” The CollisionLink/PartsTrader integration is expected to be available to participating dealers and shops in early 2016.

“Integration with OEC advances our strategy of being the most open parts procurement platform in the market,” commented Dale Sailer, PartsTrader’s vice president of business development, in a prepared statement. “It enables our dealer customers who use OEC to quote more efficiently and accurately to repairers using the platform.”

Although PartsTrader is promoting their upcoming integration with OEConnection as a positive for users, it appears that some

40 | New Jersey Automotive | September 2015

New Jersey dealers are still too upset over the company’s new 3.5percent fee for non-State Farm jobs (“The Dealers’ Dilemma: Has PartsTrader Gone Too Far?” NJA, July 2015) to feel any excitement over this latest development.

“Everybody is opting out of the 3.5-percent [fee],” says Rich Muir, parts manager at Flemington VW/Audi/Porsche. “We just tell [customers], ‘You can fax to us, call us, email us or CollisionLink us, but we’re not going to eat the 3.5 percent. We’re going to pass it along to you.”

Like many parts professionals, Muir says he signed on with PartsTrader as a result of market pressure and not because he saw value in the product.

“We begrudgingly went on PartsTrader because we saw that the competition was going to be using it,” he reveals. “If everybody had opted out, we wouldn’t be on it.”

Not surprisingly, he is far from enthusiastic when presented with the news of PartsTrader’s upcoming plans with OEConnection.

“Why wouldn’t you just use CollisionLink?” he asks. “I don’t think anybody would be on PartsTrader unless they had to. There’s absolutely no reason to, except for the fact that the State Farm shops are being mandated to use it.”

Despite initial concerns that the new 3.5-percent fee would hurt dealerships’ bottom lines, Nucar Connection Parts Director Bill DiRusso reports that his operation has so far been successful in avoiding non-State Farm orders through PartsTrader.

“We don’t see a lot of shops using it other than for State Farm,” he says. “If we see [a non-Sate Farm order], we make a call [to the shop] and say, ‘We are not going to do this order and pay PartsTrader 3.5 percent. Can you please just cancel the order and fax it to us? If you do that, we will be glad to do the order.’ I think PartsTrader is going to see the amount of non-State Farm [jobs] going through their system decline.”

Additionally, DiRusso is quick to express his unease over PartsTrader’s new Rewards program (“Shops Reject PartsTrader Incentives for Non-State Farm Work,” NJA, August 2015), which allows repairers who use the platform for all of their collision parts purchases to earn points that can be redeemed for products offered by participating vendors.

“In my mind, it’s a darn shame that PartsTrader has to bait the shops to use the system with the Rewards program at the suppliers’ expense of 3.5 percent,” he says.

As for PartsTrader’s upcoming integration with OEConnection, DiRusso believes it’s the company’s attempt to maintain their General Motors orders once the manufacturer launches MyPrice Link.com, a website that will enable real-time pricing up front in all three estimating systems, later this year. OEConnection, which is owned in part by General Motors, will be overseeing the MyPriceLink.com initiative.

“PartsTrader might be thinking that if shops have to use OEConnection to get GM pricing, that would eliminate them on those GM orders, so they better partner up with OEConnection to get those list prices for their customers,” he observes.

According to company documents, OEConnection serves over 60,000 dealership and repair customers. OEC products are currently being used over six million times each month to market, manage and move OE parts, facilitating an estimated $20 billion in annual replacement parts trade.

NJA

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 41

AROUND THE STATE

THE ELMWOOD PARK VOLUNTEER AMBULANCE CORPS PRESENTS ITS 9TH ANNUAL AUTO SHOW September 20, 2015 (Rain date, October 11, 2015) 10am – 3pm

*New Location!* Elmwood Park High School 375 River Rd., Elmwood Park, NJ Over 40 trophies will be given out for over 15 categories. Goody bags and dash plaques are included in the prizes. Food and beverages will be sold and vendors are welcome.

Classes for judging are as follows: Pre-1940s, 1940s, 1950s, 1960s, 1970s, 1980s, 1990s, 2000-Present Hotrod – Custom – Motorcycle – Overall Best in Show – Squad Favorite $15 pre-registration, $20 day of show All cars and motorcycles are welcome.

For more information, email emtpete1966@aol.com or call (201) 376-2379

New Jersey Automotive | September 2015 | 41

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 42

LEGAL PERSPECTIVE by Mitchell Portnoi, Esq.

WORKERS’ COMPENSATION:

Who Benefits?

An employee is injured while doing his job. He has a minimally fractured ankle, which puts him out of work for four weeks and on light duty for six weeks thereafter. A claim is filed with the employer’s workers’ compensation insurance company, who sends the employee to an authorized orthopedic doctor and pays for the bills. Additionally, the insurance company pays for temporary disability for the employee in the amount of 70 percent of his wages. Once the employee is back to light duty, the insurance company is off the hook for temporary disability wages. So once the insurance company pays for all medical bills and the temporary disability payments, is the carrier done? The answer is most definitely no.

In New Jersey, the workers’ compensation system is fundamentally based on “functional loss.” That is, an employee is entitled to “permanent disability compensation” if he or she has a loss of function on a permanent basis. The Legislature has adopted a disability chart, which is updated annually to account for inflation. This chart accounts for all body parts and has a column for “partial total,” which includes the head and torso (meaning back, neck, hips, pelvis, etc.). A person considered 100-percent disabled would be entitled to disability payments for the remainder of his or her life. A person who has a partial disability, such as the above employee who has a minimally fractured ankle, would likely be entitled to a permanent disability award of a percentage of the foot. That percentage would only be paid for a certain number of weeks that is either determined by a Workers’ Compensation Judge or approved by that Judge after negotiation between the attorneys for the petitioner (the injured party) and the respondent (the employer/insurance company).

The Governor appoints these Judges to a term, after which they may obtain a tenured position as a Workers’ Compensation Judge for the State of New Jersey. This system is different from those state systems that are based upon “wage loss.” In wage loss states such as New York, the employee’s entitlement to workers’ compensation is entirely based upon his or her determined future wage loss. For instance, an accountant who severely injures his ankle in a “wage loss” state may not be entitled to a permanent disability award, as he can still do his accounting, whereas an ironworker who has the same injury may be entitled to a very significant award, as this injury drastically affects his or her ability to earn an income into the future. In essence, the New Jersey system attempts to treat all employees the same, whereas the “wage loss” states will have huge discrepancies between payments for the same injuries, depending upon the earning status of the persons involved. While neither approach is correct, it is for the Legislature to determine which approach works the best for the majority of the employees in a given state. Apparently, New Jersey has determined that the “functional loss” approach is best.

42 | New Jersey Automotive | September 2015

Let’s return to our aforementioned situation involving an employee with a minimally fractured ankle. Based on New Jersey law, that worker is entitled to a “permanent disability” award.

While a huge amount isn’t warranted, the statute does provide that “functional loss” is to be compensated. How is that accomplished? The attorney has the petitioner examined by a workers’ compensation-evaluating physician who determines a disability rating, and the respondent/insurance company does the same. A negotiation ensues; if an agreement cannot be reached, the matter proceeds to trial before a Workers’ Compensation Judge. Should an injured party not go forward for a permanent disability award, what is the consequence? Does the employer benefit? No. The employer has already been assessed for the injury due to the claim having already been made and the insurance company having paid out money for temporary disability and medical payments. The employee would not receive the money he or she is entitled to under our statute, and that creates a hardship for the worker who might not have even known of his or her entitlement.

The real beneficiary of the failure to make a claim for permanency benefits would be a workers’ compensation insurance company, who still assesses a premium increase after a claim and yet does not pay permanency benefits to the injured party.

Unfair? You bet it is. Should anyone have any questions regarding this article or need to discuss a claim, please call me at (973) 228-9900.

NJA

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 43

New Jersey Automotive | September 2015 | 43

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 44

44 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 45

New Jersey Automotive | September 2015 | 45

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 46

46 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 47

New Jersey Automotive | September 2015 | 47

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 48

COVER STORY by Jacquelyn Bauman

SAFETY IN THE SHOP: ARE YOU PREPARED? Accidents on the job happen in every field. People are careless and sometimes overlook the most basic things, resulting in anything from a trip and fall to permanent damage. Unfortunately, in the automotive service and repair industry, accidents are not usually of the minor variety.

Shop safety should be the number-one

48 | New Jersey Automotive | September 2015

concern for shop owners, managers and technicians alike.

Back in July, one Blackwood, NJ shop saw tragedy when a recreational vehicle fell on a technician who had been performing repairs, initially leaving him in critical condition before taking his life two days later.

What could have been done? While details have yet to be released as to how the car fell on the victim, this is unfortunately not an uncommon occurrence. Reports indicate that similar incidents occurred this year in Pittsburgh, Phoenix, Houston and Lincoln (among others).

Shops must always remain diligent about safety standards before, during and after repairs in order to prevent these tragedies.

When it comes to lifts, there are a number of things shops need to look out for in order to avoid deaths or injuries.

The first thing is to ensure that the proper type of lift is being utilized. Only lifts that are designed to support the vehicle by the points designated by the manufacturer should be used. (Make sure that the arms of the lift reach the proper lift points.)

“All vehicles have specific areas that they are supposed to be lifted from, as mandated by the OEM, and they definitely have areas where they are not supposed to be lifted from,” says industry instructor Larry Montanez (P&L Consultants). “Not all vehicles can be lifted by the rocker panels. You need to check with the OEM guidelines before approaching a repair.

Make sure the mounts are properly set for the vehicle you’re working on. Not only can you cause damage to the vehicle if it’s done improperly, but you can cause serious injury or worse to yourself or your colleagues.”

Montanez also suggests that technicians using a hydraulic jack should lift the vehicle past its intended resting location and then bring it back down to the next locking position to ensure that it is safely in place. They should also make sure that axle stands (in good condition and inspected every year) are always used.

“A lot of these accidents are just from carelessness,” Montanez says. “I’ve seen

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 49

New Jersey Automotive | September 2015 | 49

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:26 PM Page 50

COVER STORY people lose fingers because someone lowered a jack too much while they were still working. It can be a complete nightmare. The number-one thing is don’t rush. People always want to rush because they worry about cycle time.

The car will sit for two weeks waiting for parts, then it’s a race to finish when they come in. But once everyone is in a hurry, that’s when mistakes happen.”

Another common mistake made with lifts, as pointed out by Safety Regulation Strategies, Inc. President Joseph J. Kenny III, is that they are not inspected on a regular basis.

“Every manufacturer has an owner’s manual that comes with their equipment,” he explains. “They tell the user how often the machinery should be inspected, and whether that inspection can be done by shop personnel or if they need to bring in a certified automotive lift inspector. Each manufacturer is going to have a different schedule, especially depending on the machine.

Whether it’s a frame machine, a lift or whatever, as an owner, you have to read the manual.”

Of course, lifts are far from the only source of potential danger in a shop environment. As recent news stories have reminded us, fires are frequent problems in automotive repair facilities. In February, a fire erupted at a Jersey City shop due to a malfunctioning heater being too close to paint spray equipment, while April saw a blaze at a shop in Scotch Plains. There are a vast number of things at a service location that can cause a shop to go up in smoke.

“In a lot of instances, I’ve found that the number-one cause of fires in shops is people smoking in them,” Kenny states. “I can’t tell you how many

50 | New Jersey Automotive | September 2015

service departments and paint shops I go into where I see cigarette butts on the floor.”

Common causes of shop fires include obviously careless things like smoking or welding too close to combustible materials, while some instigators are subtler and require more painstaking attention.

“There are so many opportunities for a fire in our line of work,” Montanez says. “You need to watch your sparks when welding or cutting. Larger shops that have secluded areas for this or have room to spread out don’t have to worry

“Unfortunately, in the automotive service and repair industry, accidents are not usually of the minor variety.” as much about this, but smaller facilities would be smart to hire someone to watch sparks in the shop and make sure there are no issues. You can’t be cheap about things like this. Otherwise, you end up spending more money in the case of an incident. Insurance might not cover it and you can lose your entire business.”

Montanez also suggests looking out for complications that come from not first disconnecting the car’s battery when it comes into the shop.

“Wiring components can catch fire from grounding,” he explains. “I knew a tech who rolled down the window of a car without fully inspecting the damage.

A hot wire inside the door started to

smolder and catch fire, burning half the shop down.

“You also need to be careful of what parts you’re repairing instead of replacing,” he continues. “Many quarter panels and rocker panels have folds in between that catch on fire pretty easily. You can’t just weld into it. They can smolder for two to three hours before you realize it’s on fire.”

What shop safety ultimately boils down to is active and conscientious prevention. All heavy-duty machinery should be inspected on a regular basis, and the shop needs to be properly equipped with fire extinguishers.

“If a shop is working on materials such as magnesium and aluminum, they need to have Class D fire extinguishers in addition to the usual Class A, B and C,” Kenny explains. “There should be 36 inches of accessible space around each extinguisher, employees need to be trained on them annually and in areas of high hazardous materials, there needs to be one every 15 feet. In low hazardous material areas, there needs to be one at least every 75 feet.”

While fires, lost limbs and mechanical accidents occur, Kenny points out that some of the most common accidents in the shop come from poor housekeeping that simply leads to slipping and falling. He encourages keeping an eye out for fluids on the floor and loose power cords or air lines that often cause technicians to take a tumble.

“One of your best resources for keeping on top of safety in the shop is talking to your employees,” he suggests.

“They work in the shop, so they know firsthand what might present a hazard.

They should be encouraged to share with you so you don’t experience a tragedy.

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 51

PRESIDENT’S MESSAGE Often in times of catastrophic events, there was a build up. Someone might have noticed something leaking or lagging, but it never got addressed. Talk to your people first.”

Safety Regulation Strategies is a nationwide safety and environmental

continued from page 10

(and for that matter, just the people in it). Being safe is about much more than the methodology of a repair job, and that frame of mind can’t just end when you leave at 5pm. However you go about it, everyone on the payroll needs to adopt and apply a culture of safety precautions, from equipment usage to proper eyewear while

welding, and everything in between.

The most innocent procedures – as we’ve seen, even something so simple as putting a vehicle on a lift – can quickly turn deadly. Put measures in place now to protect everyone in the future.

NJA

training and consulting firm. They go through the business with a finetoothed comb to look for things that OSHA or the EPA might be inspecting in order to spot potential violations before they cost the owner money in fines or take the life or limbs of a technician.

For more information, call (800) 7233734 or visit safetyregulations.com.

NJA

Mike Lovullo Distributor for

and

Micro-Mix Paint and

Materials Calculator in Bergen, Passaic, Essex and Hudson Counties in New Jersey.

CALL Office: (973) 696-3176 or Cell: (201) 452-0987 New Jersey Automotive | September 2015 | 51

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 52

52 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 53

New Jersey Automotive | September 2015 | 53

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 54

54 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 55

New Jersey Automotive | September 2015 | 55

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 56

56 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 57

ARANJ 2015 Officers

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

1st Vice President Ian Szoboszlay Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com

2nd Vice President Darryl Carmen Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com

3rd Vice President Joe Goodman Leesville Auto (732) 388-0783 joeg@leesvilleauto.com

Executive Director Brian Snyder Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2015 Board of Directors

Mike Ronayne Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net

Mike Yeager EL & M Auto (609) 561-2266 elandmauto@aol.com Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net

Mike Caputo Lacey Used Auto Parts, Inc. (609) 693-0898 laceyautomike@aol.com

Bert Witcraft Auto Express (856) 728-8367

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

Norm Vachon Port Murray Auto (908) 689-3152 portmurrayauto@yahoo.com

Wharton Insurance Briefs An ARA Member

Over the last 18 months, I have had several clients experience damage to their buildings. Two situations were caused by fire, and one was caused by rain/wind. In all of the situations, we had recently increased the limit/value of the building. It’s very important to insure your building properly (replacement cost) and understand that your policy may contain a “coinsurance clause.” Coinsurance is normally listed as a percentage (80, 90 or 100 percent). The percentage your policy has listed determines the limit of insurance you must maintain in order to avoid a coinsurance penalty.

For example, if the cost to replace your building is $200,000, you must maintain at least $160,000 of coverage in order to avoid a coinsurance penalty at the time of a loss. A coinsurance penalty only applies to a partial loss. If there were a total loss, you would receive $160,000. We recommend insuring your property to 100-percent replacement cost and suggest having an appraisal performed by a certified appraisal company.

The above is a brief explanation of “coinsurance.” If you would like more details regarding how this could affect your coverage, please contact me.

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

New Jersey Automotive | September 2015 | 57

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 58

58 | New Jersey Automotive | August 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 59

New Jersey Automotive | September 2015 | 59

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:25 PM Page 60

60 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:08 PM Page 61

THE LIST

We reached out to some of our readers to find out how they make their customers smile.

What’s the HAPPIEST You’ve Ever Made a CUSTOMER? “One time, this guy asked if he could come in at 7am to get his brakes checked because they were making a weird noise. We don’t open until 8am, so I was prepared to tell him it was impossible.

Eventually, we got to talking and he told me he was about to drive cross country to visit his daughter, but his work schedule made it

pretty much impossible to come in any time other than early in the morning. I made an exception and opened the shop early for this guy.

He couldn’t thank me enough. He actually came in a month later for service and gave me a picture of him and his daughter. It’s on my desk as we speak.”

“I can’t think of anything specific, but I know that my customers always get really excited when I clean the car for them after working on it. It’s a little thing, but then again our business is made up of little things. I highly suggest just giving the car a quick vacuum or a tiny wash afterwards. Your customer will definitely notice.”

“I once had a woman come in with serious damage to her bumper from a small accident. You could tell she was stressed out by the money, so I sat down and spoke with her and found out she had a kid in the hospital and was already drowning in bills. We gave her a big discount on the service. I’ve never seen a customer so appreciative before.”

“A guy came in to replace a flexible coupling on his exhaust system in an older Saab. I told him that I could do it, but that it would be cheaper for him to go to a chain muffler place. I may have lost that

job, but that guy respected my honesty so much that he keeps coming back any time he needs service on his car.”

“MY CUSTOMERS ARE HAPPY pretty much any time I sit down and really talk through a repair with them, in layman’s terms.

Your average customer doesn’t know squat about the repair process, and I think a lot of others take advantage of that. I like to talk about what it is that we need to do and why we need to do it, really taking the time to answer all of the client’s questions. I get a lot of repeat business this way, and clients don’t argue with you on price nearly as much if they understand why it has to be that way.”

“This may seem really simple, but just basic customer service and respect for the customer goes a long way. I had ordered parts for a woman’s car and told her they would be delivered by 1:30. When I found out they were running late, I gave her a call to let her know. She was speechless on the other end of the phone for a second, so I thought the line had dropped out. Instead, she was just thankful I didn’t have her come in and just wait around, wasting her time. When she finally did come back in for her car, she brought a basketful of baked goods as a way of saying thank you.”

New Jersey Automotive | September 2015 | 61

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:08 PM Page 62

ADVERTISERS’ INDEX Acme Nissan ........................................15

Grand Prix Subaru ................................55

Paul Miller Audi ....................................49

Amato Agency ......................................29

Glen Toyota ..........................................OBC

Porsche Group ......................................39

Audi Group............................................32-33

Hyundai Group ......................................28

PPG ......................................................3

Axalta Coating Systems ........................6

JMK BMW ............................................11

PPGMS ................................................43

BMW Group ..........................................24-25

JMK Saab/JMK Fiat ..............................20

Prestige Motors ....................................57

Bridgewater Acura ................................60

Klean Frame..........................................21

Princeton BMW ....................................59

Cadillac of Mahwah ..............................4

Levittown Ford ......................................55

Princeton MINI ......................................62

CCC Comp-Est ......................................51

Maxon Mazda........................................46

SEMA....................................................58

Classic Audi ..........................................10

Maxon Hyundai......................................38

Steck Manufacturing..............................43

Clinton Acura ........................................9

Mazda Group ........................................44

Subaru Group........................................22

Continental Auto Parts ..........................41

Mercedes-Benz of Freehold ..................8

Town Motors ........................................52

Cosmos Ocean County Autowreckers ....51

The Mike Kaufmann Dealer Group..........17

Toyota Group ........................................53

Empire Auto Parts..................................27

MINI Group............................................35

Toyota of Hackensack ............................IFC

FASTLIGN® ..........................................37

Mitsubishi Group ..................................47

Valtek....................................................21

Flemington Audi ....................................5

Mopar Group ........................................45

VIP Honda ............................................60

Flemington Group..................................IBC

NORTHEAST® 2016 ............................34

VW Group ............................................56

Fred Beans Parts ..................................23

NUCAR..................................................12-13

Westbury Jeep Chrysler Dodge Ram SRT...54

Future Cure ..........................................16

P&L Consultants....................................31

Wheel Collision Center ..........................27

62 | New Jersey Automotive | September 2015

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:08 PM Page 63

NJA0915.qxp_NEW JERSEY AUTOMOTIVE 8/24/15 7:08 PM Page 64