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New Jersey Automotive | October 2021 | 5
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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2019 - 2021 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net
VOLUME 51 NUMBER 10 | October 2021
CONTENTS
COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com
10 OUT OF BODY (AND MECHANICAL) EXPERIENCES
18 EXECUTIVE DIRECTOR’S MESSAGE
MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com
14 PRESIDENT’S MESSAGE
50 NJA ADVERTISERS’ INDEX
TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com
16 EDITOR’S MESSAGE
SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com
COVER STORY
23 Leading the Industry Live Live:: NORTHEAST® Returns! by Chasidy Rae Sisk
Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com
PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com MANAGING EDITOR Chasidy Rae Sisk / chasidy@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com
NEWS FROM GRECO PUBLISHING
46 Thomas Greco Publishing Names Chasidy Rae Sisk as Managing Editor
AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 49 Wharton Insurance Briefs by Mario DeFilippis
PRODUCTION COORDINATOR Joe Greco / joe@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Dennis Cataldo • Mitch Portnoi • Ron Ananian • Keith Krehel • Jerry McNee • Jacquelyn Bauman
Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963
www.grecopublishing.com NEW JERSEY AUTOMOTIVE is published monthly and is sent to AASP/ NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2021 by Thomas Greco Publishing Inc. and may not be reproduced in any manner, either in whole or in part, without written permission from the publisher and/or editor. Articles in this publication do not necessarily reflect the opinions of Thomas Greco Publishing Inc. Stock Images courtesy of www.istockphoto.com.
Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett
Thomas Greco Dan Hawtin Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Keith Krehel Joe Lubrano Michael Lovullo Jeff McDowell Sam Mikhail Ron Mucklow
George Petrask Russ Robson Jerry Russomano George Threlfall Cynthia Tursi Lee Vetland Paul Vigilant Rich Weber Brian Vesley Glenn Villacari Stan Wilson
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OUT OF BODY (AND MECHANICAL) EXPERIENCES
“Joel Gausten’s on the Phone.” by THOMAS GRECO, PUBLISHER Welcome to the Joel Gausten memorial issue! Just kidding, of course. In a few pages, you’ll be reading a goodbye message from our very own Joel Gausten. Luckily since I am the publisher, I get to say goodbye first. It’s not easy. Once upon a time... I write that because it seems like Joel has been with me as long as there have been fairy tales. But the truth is, back in 2000, I was publishing a magazine called Liner Notes, which was the official publication of a record chain called Compact Disc World. It featured interviews, reviews and news on all the latest goings-on in music. We had an opening at the company for a writer/editor, and we put an ad in the newspaper. (Remember that?) Obviously, the job was pretty appealing: Getting to interview rock stars, free tickets to their concerts and free CDs. (Remember them?) And of course, the golden opportunity to work with the people in the automotive repair industry. Now, you might laugh at that statement, but trust me – I would take writing about
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repairers over a rock star every day of the week and twice on Sunday. So, I got a lot of applicants for the job. One day, this guy in all black walked in. He was very serious and looked a little strange. He was definitely nervous, but once we started talking about the music we both loved, he loosened up, and we found that we had a lot of the same interests. I thanked him for coming in, but to be honest, I really didn’t think he was right for the job. He would have been perfect for Liner Notes (unknown to me at the time, Joel was a pretty famous drummer for quite a few punk bands, including a stint filling in with the legendary Misfits), but our primary business was and always will be our automotive magazines. Joel knew less than I did about automotive repair – and that was not much! I continued to interview potential writers, but every day after that, almost to the minute, someone in the office would yell to me: “Joel Gausten’s on the phone!” I took the call the first couple of times.
“Mr. Greco, I would really like this job.” “Thanks, Joel. I’ll get back to you.” Next day: “Tom, I really think I’m the man for this job.” “Thanks, Joel. I’ll let you know.” Next day: “Mr. Greco, I am the man for this job.” “Joel, you’re a pain in the ass.” I stopped taking his calls.
But his persistence paid off. I figured if this kid wanted the job this bad, he deserved the shot. Fortunately for me, he was correct: He was the man for the job. Unfortunately for Joel, after a few more issues of Liner Notes, Compact Disc World fired us. To his credit, he dove right into our automotive magazines. Always asking the right questions. Always earning the trust and respect of everyone he came across. I was very lucky. But then in 2003, the bastard decided to leave and go to California! I didn’t even try to talk him out of it. I always encouraged my employees to follow their dreams, and MGM SUPPLIES 6/23/20 2:00 years PM Page 1 that, so JoelAD_NJA0720.qxp_Layout headed out to LaLa 1Land. A few after we were approached by the Washington Metropolitan Auto Body Association (WMABA) to take over publishing
its legendary magazine, Hammer & Dolly. Of course, we jumped at the chance, even though we had no clue how we would be able to fit that into everything else we were doing. And then, as if by magic, someone in my office yelled: “Joel Gausten’s on the phone!” Joel was coming back to New Jersey. And he was looking for work. Easiest hire I ever made. He’s been here ever since. Until now. Honestly, I don’t have the space here to say all the things I’d like to say about Joel. All the great memories we have: Subway, Graham Parker right before 9/11, the black socks, the lawsuits, crashing in my basement after a night on the town, delivering Liner Notes throughout the state in a truck with a stick shift I didn’t know how to drive. Oh, man. If you have met or spoken to him, you know. If you’ve read his stuff, you know. He truly has become the best at what he does. I’d like to take some credit for that, but I can’t. His work ethic. His honesty. His dedication and loyalty. These are all things you look for in an employee. But even more importantly, what you look for in a friend. Thank you, good luck and adios, my friend. Know that when I hear someone yell, “Joel Gausten’s on the phone,” I will ALWAYS answer. NJA
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Co-celebrating decades of creating chemistry between two industry leaders
Here’s to 235 years of combined service excellence This year, as Albert Kemperle Inc. celebrates its 80th anniversary, BASF also celebrates its 155th anniversary. We are proud of our decades of partnership with BASF and years of serving the auto paint and body industry together. Kemperle’s founders would be proud of this relationship and the growth their company has experienced because of it. Today, as we look forward to many more decades of service to our customers, we find ourselves filled with gratitude. The creativity, hard work, and sense of responsibility of the people working for our two companies have made us what we are today. Thank you for your many years of loyalty.
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PRESIDENT’S MESSAGE
NORTHEAST 2021: A Sense of Normalcy and High-Quality Attendees
by JERRY MCNEE
First off, I’d like to thank every sponsor, exhibitor, speaker, volunteer and attendee who made it possible for AASP/NJ to host the 44th Annual NORTHEAST® Automotive Services Show this year. Since we last gathered at the Meadowlands Exposition Center (MEC) in March 2019, it’s been rough, so it was great for AASP/NJ to return to some sense of normalcy – just getting out and gathering with industry peers allowed many of us to enjoy a breath of fresh air. But NORTHEAST provides a lot more than that! It’s the biggest automotive show on the East Coast, and it’s held right here, in the Garden State, providing you with a chance to find out what new tools and equipment are available from your preferred vendors. Due to several reasons, including the ongoing pandemic most obviously, NORTHEAST 2021 was not as well-attended as it has been in recent years. Though there was less traffic on the floor this year, the people who came
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showed up to do business. One vendor left with three pages’ worth of leads! Listen: We all know that this industry is changing at such a rapid pace that it seems like our tooling and equipment needs are endless. We often get overwhelmed and place these things on the backburner instead of purchasing them immediately. I believe the industry is finally starting to realize that you need to spend money in order to make money. That means investing in the right tooling and equipment to properly repair our customers’ vehicles. NORTHEAST makes it easy to buy the equipment you need by bringing the industry’s best suppliers and vendors right to our own backyard. Of course, as technology continues to evolve and the industry constantly changes, we also need the education to perform those safe and proper repairs with the investments we make.
continued on pg. 48
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EDITOR’S MESSAGE
Thank You and Goodbye by JOEL GAUSTEN After 21 years covering the automotive industry on a full-time basis, I have made the difficult decision to move on from my role as editor of New Jersey Automotive. Way back in 2000, Greco Publishing hired me right out of college, and I was put in charge of running several automotive trade publications. At the time, I was new to the inner workings of the collision repair industry; I couldn’t even change a tire! Thankfully, Tom Greco saw something in me and gave me a shot. I still remember the first thing Tom told me to do on the job: “Call Charlie Bryant.” Talk about a positive first impression of what I was getting myself into! Charlie’s an easy guy to like and respect. He can be tough when he needs to be (especially when pushing back against entities that hurt shops), but he has a heart of gold. As NJA0420_CSNE.qxp_Layout 1 3/30/20 10:50 AM Page 1 gruff and no-B.S. as he is at times, he’s also empathetic and kind – the perfect general to lead the charge for a better industry. I’ve been honored to call him a friend and
colleague for more than two decades. After that great first step, my next assignment was chatting with shop owners to get a sense of how they approached their day-to-day professional lives. I scrolled through the AASP/NJ member list and randomly called Pompton Auto Body. The owner was an energetic and incredibly friendly guy by the name of Bob Magee. I soon spent an afternoon with Bob as he filled me in on his long career in the industry (including a stint on the AASP/NJ Board). He also revealed his desire to sell his shop and give back by becoming an automotive instructor. Bob’s a true man of action, so it was no surprise when he quickly became a guiding light and inspiration to countless students in the Garden State who later found careers of their own. He’s still at it today. (Oh, did I mention that Bob’s also an extremely gifted self-taught artist?) I left that first meeting with Bob completely inspired by his dedication to his craft and his willingness to go beyond
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the call of duty to support others in his profession. If Bob refused my call or was a jerk when I met him, who knows if I would have stuck with this industry for all these years. That afternoon changed my life. Thank you, Bob! There are several other people from the AASP/NJ community who made my experience with New Jersey Automotive so unforgettable. I could easily fill this magazine with names, but since I’d run out of space before getting to the end of that list, here are a few guys who’ve really made this a great run: Jerry McNee, Jeff McDowell, Tom Elder, Dennis Cataldo Jr., Ted Rainer, Keith Krehel, Jim Kowalak, Mike Kaufmann, Pete Cook, Eddie Day, Bob Everett, Mitch Portnoi, Dan Hawtin (and the rest of the old AASP/NJ Chapter One crew), Tony Zaccaro, Brian Vesley, Rich Maniscalco, Ron Ananian, Scott Pearson and Nick Kostakis. Of course, I give massive thanks to Glenn Villacari and Anthony Trama, whose shops fixed my cars over the years. Glenn’s shop, Parkway Auto Body, did two major repairs for me way back when – and after his crew was done with them, you’d never know those cars had been hit. I’m still stunned by that shop’s quality. After I became a stepdad, Anthony’s place (Bloomfield Auto Body) brought my Toyota back to a great enough condition that I felt
safe putting my kid in the passenger seat. That’s the best endorsement I can give anyone. Naturally, my 21 years in this industry would not have been possible without my second family at Greco Publishing. Throughout this fast-paced job of mine, Tom Greco remained a man of quiet strength and guidance, always inspiring me to shine and grow through his trust, support and peerless generosity. I’m lucky to have built my career with him. I was also fortunate to have such a fantastic co-worker and sounding board in Alicia Figurelli; her natural ability to find a sense of calm and good humor in tough times set a bar for me that I’ll always strive to reach. It was great fun working with former Art Director Lea Velocci for nearly 20 years, and it’s been a joy working with Alana Bonillo, Joe Greco and Donna Greco in more recent times. Lastly, I’d like to thank the members of AASP/NJ for welcoming me into your world and giving me the opportunity to be your voice every month. I couldn’t have done this without you. This message is dedicated to the memories of Russ Robson, Cindy Tursi, Anthony Sauta and Greg Coccaro, Sr. NJA
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EXECUTIVE DIRECTOR’S MESSAGE
It’s Broken; Let’s Fix It! by CHARLES BRYANT “If it isn’t broken, don’t fix it” does not apply to the current situation between the collision industry and the insurance industry! The insurance industry’s ability to control collision shops’ Labor Rates and to limit which repair procedures it will and will not pay for puts New Jersey consumers’ lives at risk! This is not a matter of collision shops simply pushing to get higher profits from insurers; it is a matter of insurers ignoring the fact that today’s vehicles are nothing like the vehicles that were on the roads a few years ago. As I have mentioned numerous times before, modern vehicles must be repaired according to position statements and repair procedures published by the vehicle manufacturers, not according to restricted repair procedures issued by insurers. The days of Let’s Make a Deal on how vehicles get repaired and what procedures will or will not be paid for (that insurers have enjoyed for years) is over. I want to make sure everyone reading this message understands what I just said: Those days are OVER! Unfortunately, it appears that the insurance industry isn’t the only one that just doesn’t seem to get this. So many collision shops have come to believe that whatever the insurance industry says is just the way things have to be, whether they like it or not. Well, nothing could be further from the truth. Because insurers have been utilizing the practice of steering and playing hardball with the collision shops for such a long time, many shop owners have given up – they repair damaged vehicles at whatever Labor Rate and in whatever manner the insurers are willing to pay. This may have worked when the vehicles being repaired were fairly simple; in the past, ignoring certain recommended repair procedures did not matter on those models nearly as much as it does with today’s vehicles. I don’t mean to discredit anyone by pointing out what has transpired over the years, which has brought us to where we are today. Shops had every right to say, “If the insurance company
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is not going to pay for a procedure, I am not going to perform the procedure for free.” Years ago, that meant the repair may not have been performed as well as the manufacturer recommended, but it was repaired to a level that the public would accept. For the most part, omitting certain procedures because an insurer would not pay for them did not prevent the vehicle from functioning the way it was intended. Today, that is an entirely different story. Today’s vehicles are equipped with many features that affect the occupants’ safety, so procedures must be performed to ensure the vehicle functions as designed by the manufacturer to protect the occupants when involved in a collision. I have a message for the shops that rightfully say, “If the insurance company won’t pay for the procedure, I am not going to perform the procedure.” That message is: I think you better go speak with an attorney about that position. I would be willing to bet that the answer you get will be that avoiding a procedure that is listed in a position statement or published by the manufacturer because an insurer was not willing to pay for the procedure will not relieve you from the liability if someone is injured in a collision because the procedure was not performed. Vehicles must be repaired according to the position statements and repair procedures published by the manufacturers, or people are eventually going to die as a result. There’s only one way to stop the insurers’ improper conduct and unwillingness to pay for the repair procedures to restore damaged vehicles to a safe operating condition: The collision industry must simply refuse to repair vehicles in any manner other than what is dictated by the manufacturers’ position statements and published repair procedures. As such, I would caution collision shops that have been intimidated into repairing damaged vehicles in a manner other than as dictated by the manufacturer. If anyone would like to discuss this further, I can be reached on the AASP/NJ Hot Line at (732) 922-8909. NJA
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NORTHEAST 2021 RECAP
BY CHASIDY RAE SISK
LEADING THE INDUSTRY LIVE:
RETURNS! COURSE RECAPS BY JOEL GAUSTEN PHOTOS BY JARGAPIX
For the first time since March 2019, the collision repair industry returned to the Meadowlands Exposition Center (MEC) in Secaucus for the 44th Annual NORTHEAST® Automotive Services Show – live and in person! Hosted by AASP/NJ, the three-day event provided an ideal opportunity for automotive and collision repair professionals to re-educate with leading trainers and reengage with industry peers. “Starting anew after COVID-19 was groundbreaking, but NORTHEAST provided an ideal opportunity to get together in one place yet again,” AASP/NJ Past President Jeff McDowell says. “We all had a great time being back in person – reconnecting with old friends and gathering with the suppliers who take care of us all year – and exhibitors enjoyed connecting with quality customers in person once again.” “AASP/NJ has always been an industry leader, and we’re very proud to be the first to come back with a show of this kind after 18 months of doing everything virtually,” comments Thomas Greco, AASP/NJ secretary and president of NORTHEAST event managers Thomas Greco Publishing. “We felt it was time to get back to some sense of normalcy. Since we moved back to New Jersey over a decade ago, NORTHEAST has shown amazing growth every year. Of course, due to the pandemic and several other factors, it wasn’t a surprise that the numbers were down at this year’s show. But those who attended were the ones our exhibitors wanted to see.” BASF Business Development Manager and NORTHEAST education presenter John Shoemaker agrees. “The quality of attendees at this year’s event was above the scale expected; it was apparent that attendees were truly interested in being here by the way they asked
the right questions to get the answers necessary to help advance their businesses.” The ability to connect with decision makers at NORTHEAST is an important factor for many exhibitors. “National shows are great, but few of those attendees are actual buyers; they’re mostly spectators. At NORTHEAST, we get to talk to the people who make the purchasing decisions,” according to Lyn Tetreau, president and CEO of Lift King Products. One vendor commented in passing: “There may not have been as many attendees this year, but we still sold several high-ticket items!” Attendees also enjoyed the ability to speak with exhibitors in more depth. Jim Kowalak, AASP/NJ Hall of Fame honoree and director of operations at Daytona Toyota, traveled from Florida to attend NORTHEAST 2021. He was accompanied by his son, James – an estimator at the dealership’s collision center – and Parts and Service Manager Kurt Menschel. continued on pg. 30 New Jersey Automotive | October 2021 | 23
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On the Floor
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On the Floor
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NORTHEAST 2021 RECAP
THE OEM PATH TO PROFESSIONAL REPAIRS “Quality means doing it right when nobody else is looking.” When Gerry Bonanni (Ford Motor Company) expressed this belief during the 2021 NORTHEAST® Automotive Services Show’s first educational presentation, he perfectly summarized the spirit of professionalism that inspired his – and every other – course taught throughout the weekend. Along with co-presenter Pete Fryzel (I-CAR), Bonnani presided over “OEM Workshop: Ford Discusses Accessing Repair Information, Collision Sectioning Procedures for Aluminum.” The duo delivered an extensive overview of resources (including FordCrashParts. com) available to technicians who are committed to performing safe and proper repairs. When it comes to accessing complete and up-to-date repair information, Fryzel stressed that Gerry Bonanni the actual manufacturer of the vehicle will always be the most reliable source. continued from pg. 23
“I prefer the show not being too crowded. I had the chance to have some valuable conversations with vendors, resulting in purchases that wouldn’t have been made without the extra time. It was a great show and even better seminars – I couldn’t believe they were free! The trip up from Florida was well worth the experience. I hadn’t been up for a few years, and even though COVID-19 happened, progress with new ideas and products didn’t sit still!” “We could not be happier with our decision to come to AASP/NJ’s show,” Menschel adds. “Jim has been telling us about the value in this show for years. The educational seminars alone were enough to have us come back again next year. Mike Anderson’s conversation regarding getting paid and rethinking what we are asking for with DTCs was informative to the point that I wish we had sent all our estimators to that class. Dave Gruskos from Reliable Automotive Equipment provided great content on how we should be interacting with our business partners and the 30 | New Jersey Automotive | October 2021
“ALLDATA still has a big share [of industry users], because it’s kind of like a hub of putting it all in one place. But I can tell you that you’re going to find that the manufacturer’s information is the most current and probably the most accurate.” Fryzel also discussed the value of position statements, Peter Fryzel particularly with respect to pre- and post-repair scans. “[From] 2010 on up, Ford is basically saying you need to scan that car before and after you do the repair to be able to make sure that any and all fault codes are addressed or identified.” Bonanni emphasized Ford’s eagerness to supply appropriate repair information to the collision repair industry. “Our main goal is to return that vehicle back to its original structural integrity and maintain the quality that Ford had when that vehicle left our plant.” quality of our facility. Next year’s show is already being talked about, and I cannot wait to attend. The value is there for everyone!” As AASP/NJ Treasurer Tom Elder points out, “NORTHEAST was the first show to come back out of the box. Regardless of anything else, the industry gathered together and had a meeting of the minds for the first time since the pandemic.” But NORTHEAST 2021 wasn’t just the first time the industry returned to a live event since the pandemic began – it also boasted the debut of AASP/NJ’s first Young Technician Award, given to a promising young technician who’s been working in a member shop for less than five years. On Friday night, AASP/NJ Allied Board Member Joe Amato, Sr., president of the Amato Insurance Agency, presented Casey Dombroski of Rico’s Auto Body (Robbinsville Township) with a plaque and a $5,000 SnapOn tool grant, funded by a generous donation from the Utica National Group Foundation.
continued on pg. 32
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THE PERILS OF POOR PAINT PROCESSES No shop operating in 2021 wants to repair vehicles slower, but many shops neglect simple steps – or fail to recognize unexpected bottlenecks – that can make even the most seemingly productive facilities grind to a halt. During “Productive Refinishing Processes,” BASF’s John Shoemaker offered attendees some suggestions on how to enhance logistics in their shops’ paint areas, among other things. To demonstrate how production missteps can negatively impact cycle time, Shoemaker shared his experience consulting with a facility that complained about its paint process being too slow. As he observed this shop’s processes, everything appeared to be going well until he heard a crew member John Shoemaker call out for polyester filler. It turned out that some of the shop’s techs were putting primer on too wet, resulting in shrinkage and “pimples” that had to be filled in. To worsen matters, these mistakes kickstarted a chain of events that resulted in vehicles taking too long to dry. Not surprisingly, Shoemaker also pointed out that parts play a key role in making sure production progresses at a suitable pace. He encouraged attendees to verify that they had all the parts for that RO ready to paint at the same time, enabling these parts to dry simultaneously before being put together.
continued from pg. 30
Awarding the tool grant was a definitive event highlight for Amato. “We awarded the first-ever Young Technician Award to a deserving young man. We were really excited about giving this opportunity to support someone who has recently committed to the industry and needs some help filling their tool chest. I was honored to sit on the selection committee.” Additionally, the first evening of the show featured a surprise for AASP/NJ Executive Director Charles Bryant who received the 2020 James Moy Award for Dedication to the Automotive Industry, presented by AASP/NJ Past President Jeff McDowell and AASP/NJ Treasurer Tom Elder. Bryant was “shocked and honored” to be recognized for his many contributions to the industry’s improvement. He believes that strengthening the automotive community is the most important reason that NORTHEAST exists. “One of the main reasons to attend trade shows is to stay up with the times. Right now is one time in the industry’s history that everyone should be at NORTHEAST. Advancing technology is changing cars into computers, and as scanning and recalibration become increasingly prevalent, there’s no better place for the people repairing those vehicles to catch up on the new equipment that makes their jobs easier. I’m amazed by the products that have been developed to aid in their job. If I were a shop owner or employee, I’d definitely make it a top priority to attend NORTHEAST!” “Most trade shows that have come back have been seeing an average of 60 percent returning exhibitors,” Greco adds. “We were ecstatic to see 82 percent of ours return to fill the MEC. We also want to thank the industry experts who presented amazing seminars and the attendees who made the effort to get back to a live setting. We think the industry is ready and hope that SEMA and continued on pg. 34
SHATTERING THE DTC MYTH If you perform scans before and after a collision repair (and you should), then you know that diagnostic trouble codes (DTCs) provide a path to identifying and addressing issues within a vehicle; however, they are far from the final word in properly pinpointing areas of concern. Finally returning to NORTHEAST in person, Collision Advice’s Mike Anderson led “It’s Not Just About DTCs: Overview of Calibrations,” with remote input from co-presenter Jake Rodenroth, formerly of AsTech. The pair of collision professionals roused attendees with their high-energy discussion on why technicians must look beyond DTCs if they hope to repair a vehicle to OEM specifications. “If all you’re doing is hooking up a scan tool or using a remote diagnostic company to scan a vehicle and all they’re doing is looking for DTCs, that is not enough,” 32 | New Jersey Automotive | October 2021
Anderson said. “You cannot rely on just the presence of DTCs.” This message is critical when considering that DTCs will not trigger under certain circumstances. As an example, Anderson noted, “If you have a lane watch issue on a Honda or an Acura, it will not trigger a DTC. You have to check the live data.” Mike Anderson Additionally, the discussion took a memorable turn when Anderson shared that he only endorses OEM scan tools in the field, explaining that he has seen aftermarket tools fail in tests that compared them to original equipment products.
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Helping you do business is our business. Order Audi Genuine Parts from these select dealers. Flemington Audi 213 Route 202/31 Flemington, NJ 08822 Toll Free: 877.657.2787 Fax: 908.782.1795 email: rmuir@flemington.com www.NJPARTS.com
DCH Millburn Audi 2211 Millburn Ave Maplewood, NJ 07040 Toll Free: 800.553.9250 Direct: 973.762.0262 Fax: 973.762.2381 www.dchmillburnaudi.com
Paul Miller Audi 179 Route 46 East Parsippany, NJ 07054 Toll Free: 800.35.MILLER Parts Direct: 973.575.7793 Fax: 973.575.5911 www.paulmiller.com
Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com
Audi Brooklyn 211 63rd Street Brooklyn, NY 11220 Phone: 718.492.6400 Fax: 718.492.8899 rmerchant@audibrooklyn.com www.audibrooklyn.com
Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com
Jack Daniels Audi of Upper Saddle River 243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 tbabcock@jackdanielsmotors.com www.jackdanielsmotors.com
Audi Bridgewater 701 Route 202-206 N Bridgewater, NJ 08807 929.600.9156 Fax: 908.595.0237 parts@audibridgewater.com www.audibridgewater.com
New Jersey Automotive | October 2021 | 33
NORTHEAST 2021 RECAP
THE REWARDS AND RISKS OF OEM CERTIFICATION
For a growing number of shops in the Garden State and beyond, becoming certified through one or more OEM has been a sound and profitable business decision. Even so, a number of shop owners are on the fence over taking this step, and it’s time that they realize that there is often more to fulfilling an automaker’s requirements than meets the eye. During “Getting and Staying Certified – OEM Repair Requirements and Relationships Intertwined,” Dave Gruskos of Reliable Automotive Equipment walked attendees through the steep requirements behind many of today’s programs – ranging from the obvious (equipment and training expenditures) to the obscure (multimilliondollar liability insurance policies and clean bathrooms for both consumers and employees). According to Grukos, one of the most critical factors in maintaining an OEM certification is the shop’s ability to properly track its financials. He shared a harrowing tale of a certified shop in San Francisco that was locked up by the tax department, leaving dozens of cars that were referred by a sponsoring dealership left inside. Additionally, he urged attendees to take a less-is-more approach in selecting how many programs to take on, as each manufacturer mandates its own set of stringent guidelines and demands. It’s not about racing to fill your walls with OEM plaques; it’s about working with programs your facility can realistically maintain. “All you do by trying to be certified by everybody is create an unmanageable mess in your company.”
Dave Gruskos 34 | New Jersey Automotive | October 2021
continued from pg. 32
other trade shows will benefit from our willingness to get our feet wet and start the ball rolling.” For many vendors and attendees, NORTHEAST 2021 provided a much-needed break from social isolation. As one exhibitor expressed, “I’m glad AASP/NJ held NORTHEAST this year. Something has to give.” Amato quips, “It’s great to see people in their entirety again instead of just staring at squares on a screen.” “Everyone’s been happy to get back out in public this weekend,” Tim Morgan, CEO of Spanesi Americas, offers. “We’re ready for industry events to happen more often. Trade shows are the place to pick up business, and NORTHEAST always delivers promising customers.” Anna Todd, wholesale parts sales manager for NUCAR, explains the value of returning to NORTHEAST each year: “This business is all about socializing and building relationships, so there’s just no comparison to the interactions that happen with customers on the trade show floor.” Nick Mattera, co-owner of Innovative Solutions & Technology, was happy to spend time with customers as well. “After 18 months of waiting, it’s awesome to see our customers face to face and get a chance to display our equipment for them to check out.” “It’s nice to be back in public with customers and to see all the manufacturers in attendance, representing the industry,” adds Dave Green, managing director at Pinnacle Equipment. “Vendors were happy to see some customers walking around, comfortable without wearing masks,” AASP/NJ Allied Board member Mike Kaufmann acknowledged. “The show was well-organized and went smoothly, but we’re already looking forward to a bigger, better continued on pg. 38
New Jersey Automotive | October 2021 | 35
On the Floor
36 | New Jersey Automotive | October 2021
Superior customer service starts with Town Audi and Audi Genuine Parts. • Our expert parts staff is ready to serve you with over $500,000 in inventory and a fleet of trucks to help ensure same-day delivery on most orders • We respect your time, and offer a quick and accurate order process to help meet your needs • Proudly serving the Tri-State area with Audi Genuine Parts since 1970 • Same-day delivery on stocked items, next-day availability on most non-stocked items
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New Jersey Automotive | October 2021 | 37
NORTHEAST 2021 RECAP continued from pg. 34
show next year.” Dave Gruskos, president of long-time AASP/NJ supporter and NORTHEAST exhibitor/Silver show sponsor Reliable Automotive Equipment, always enjoys the annual event and looks forward to next year’s iteration. “It was exciting to have our team together at NORTHEAST. Reliable decided to be among the exhibitors on the forefront of returning to live events because we are truly passionate about being leaders in the collision repair industry. It felt very exciting to return to a live event and
get to see the industry in person again. As always, it was managed second to none, and we had a great time.” “We are glad to be back at NORTHEAST this year,” says Metropolitan Car-o-liner President Dave Demarest, Jr., an avid association supporter for many years. “We are looking forward to future opportunities to do it again.” “AkzoNobel had been looking forward to NORTHEAST for a very long time, and we’re thrilled to finally be returning to live events,” AkzoNobel Marketing Communications Manager Jen Poliski shares. “Since this continued on pg. 42
INSIDE FRANK TERLEP’S TIME MACHINE Although there is no shortage of issues to keep repairers and owners up at night in the here and now, the not-too-distant future will present challenges that many have not yet considered. NORTHEAST showgoers who attended “Collision Repair 2035: Trends and Technologies That Will Force the Collision Industry to Reinvent Itself by 2035!” presented by Frank Terlep (Auto Techcelerators, LLC), received an intriguing – and often downright stunning – look Frank Terlep at how the collision repair industry could look just 14 short years from now. For one thing, ADAS-equipped vehicles are poised to expand from 75 million in 2021 to 250 million in 2035. As ADAS grows, it appears unlikely that manufacturers will implement a one-size-fits-all approach to developing these systems across every make and model – which means more specialized skills will be needed on the shop floor. “The bad news is that they’re all different,” Terlep advised. “They all have different terminology and operating procedures.” Terlep’s course dove into a host of current and evolving technologies, including telematics, electric vehicles (EVs) and Artificial Intelligence (AI). Additionally, he observed that autonomous vehicles are still on the rise, despite the fact that inter-industry talk on this topic has slowed in recent times. “There’s a ton of autonomous testing going on everywhere. Don’t fall asleep at the wheel and think it’s not coming.” 38 | New Jersey Automotive | October 2021
PUSHING INSURERS TO HIT THE MARK Insurers undervaluing vehicles is nothing new, but the trend has reached ludicrous proportions – with vehicle owners often left feeling they have no recourse to push back. As a way to help NORTHEAST attendees communicate options to make consumers feel more comfortable, presenters John John Walczuk Walczuk (ZB Negotiations) and Allen Lipp (Automotive Consulting Professionals) provided overviews of several vital topics during their September 11 discussion, “Using Total Losses, Diminished Value, Loss of Use and the Appraisal Clause to Increase Your Customer Referral Base.” As Walczuk explained, many insurers’ determination of vehicle values deviate from reality, typically by thousands of dollars. “If any of your clients have F-150s, 250s, 350s, those things are under by $6,000, $8,000, $10,000. I’m not talking about your brand-new truck.” To drive the point home, he referenced a previous encounter he’d had with a 1998 Dodge Ram that a carrier valued at $8,000; after Walczuk’s review, that same vehicle was priced at $17,000. In regard to diminished value claims, Lipp cautioned that such practices are on the decline as the used vehicle market continues to shrink. “Even with cars with bad history reports via CARFAX, people are paying more than the cars are worth. So, there’s not as much diminished value as there has been in the Allen Lipp past.”
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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
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Porsche Princeton 3333 Route 1 Lawrenceville, NJ 609-945-1500 Fax 609-945-1501 princetonporsche.com
© 2021 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.
40 | New Jersey Automotive | October 2021
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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NIELSEN DODGE CHRYSLER JEEP RAM 175 Route 10 East Hanover, NJ 07936 Order Hot Line: (877) 890-9545
Check out MoparRepairConnection.com for resources, promotions and technical information. ©2021 FCA US LLC. All Rights Reserved. Chrysler, Dodge, Jeep, Ram, Mopar and SRT are registered trademarks of FCA US LLC.
NJA_FULL_2021.indd 1
New Jersey Automotive | October 2021 | 41 5/27/21 5:43 PM
NORTHEAST 2021 RECAP
THE END OF WASTED LABOR needed parts in the technicians’ hands before the start of a repair. “It doesn’t make sense to jam something into production and start working on it and not have the critical parts, because there’s a high probability that you’re going to have to stop.” Above all, he stressed that a number of industry trends – including the complexity of modern vehicles, the skilled labor shortage, the need to better utilize shop capacity and the looming threat of litigation – have led many shops to seriously reconsider their daily operations. “For all of these reasons, the traditional methods are less effective. It’s becoming more and more difficult to sustain profitability and remain competitive. So, these challenges in the industry are driving us to implement process changes. One of them is ensuring that we have the correct parts and that these parts are mirrormatched.”
If there’s one thing that many shops excel at, it’s wasting time and resources. With everything from cycle time demands to automotive technologies adding pressure on today’s facilities, shops often miss critical factors that could ensure a more streamlined process. Lee Rush of Sherwin-Williams made his stance clear during “Your Key to Success: Optimize Your Labor:” Shops need to implement processes to help them better utilize their labor, improve production on the front/ back ends and avoid practices that would make them “stumble and supplement [their] way through a repair cycle.” As just one example, Rush Lee Rush noted the importance of getting
Several lucky show attendees got the opportunity to take home a variety of special gifts during the weekend of NORTHEAST 2021, courtesy of Attendee Prize Sponsor Axalta Coating Systems!
continued from pg. 38
is one of the first in-person shows over the last year and a half, we entered this weekend with a ton of excitement and anticipation, with proper consideration given to all safety precautions. It’s great to have our team together again, visiting with our customers on the tradeshow floor. We’re already eagerly looking forward to returning to NORTHEAST in March 2022!” AASP/NJ thanks these generous sponsors for supporting NORTHEAST 2021: Platinum Sponsor: BASF; Gold Sponsor: Ford; Silver Sponsors: PPG, NJ Parts of Flemington; Lanyard Sponsors: Innovative Solutions and Technology, Spanesi; Attendee Prize Sponsor: Axalta Coating Systems; and General Sponsors: Harbortouch and Sherwin-Williams Automotive Finishes. AASP/NJ is already working hard to plan NORTHEAST 2022, scheduled for March 18-20 at the Meadowlands Exposition Center. Visit aaspnjnortheast.com for updates on next year’s event as they become available. For more information on AASP/NJ, visit aaspnj.org. NJA
42 | New Jersey Automotive | October 2021
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New Jersey Automotive | October 2021 | 43
You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit. Flemington Volkswagen 213 Route 202/31 Flemington, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 email: rmuir@flemington.com www.NJPARTS.com
Douglas Motors 491 MORRIS AVE. SUMMIT, NJ 07901 PHONE: 908-277-1100 FAX: 908-273-6196 TOLL FREE: 800-672-1172 www.douglasvw.com email: douglasparts@douglasautonet.com
Paul Miller VW of Bernardsville 118 Morristown ROAd Bernardsville, NJ 07924 Toll Free: 877-318-6557 Local: 908-766-1600 Fax: 908-766-6171
Trend Motors 221 Route 46 West Rockaway, NJ 07866 888-267-2821 fax: 973-625-4985 www.trendmotors.com email: dreinacher@trendmotors.com
Crestmont Volkswagen 730 ROUTE 23 NORTH POMPTON PLAINS, NJ 07444 TOLL FREE: 800-839-6444 fax: 973-839-8146 www.crestmontvw.com email: vwparts@crestmont23.com
“Volkswagen“ and the Volkswagen logo are registered trademarks of Volkswagen AG. ©2021 Volkswagen of America, Inc.
44 | New Jersey Automotive | October 2021
Wholesale Parts
New Jersey Automotive | October 2021 | 45
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NEWS FROM GRECO PUBLISHING
Thomas Greco Publishing Names Chasidy Rae Sisk as Managing Editor Thomas Greco Publishing Inc. (TGP) is proud to announce that Chasidy Rae Sisk has joined its publishing team in the role of managing editor.
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46 | New Jersey Automotive | October 2021
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PRESIDENT’S MESSAGE continued from pg. 14
That’s why NORTHEAST 2021 also featured seven phenomenal training classes, taught by greats like Mike Anderson of Collision Advice, BASF’s John Shoemaker and Lee Rush from Sherwin-Williams. The classes may not have been as packed, but the guys who showed up – well, they came to learn something.
For most of us, 2020 was an eyeopener. It gave you time to finetune your business and pick up things you’d been too busy to get to before. When you had time to pay attention, you realized what it took and what you needed to do. That’s why you were more engaged in training; it’s why you invested in the tools and equipment
you needed. NORTHEAST 2021 was wellattended by the people who were truly engaged and looking for something specific, not just somebody kicking tires. This year’s attendees were the ones who are ready to adapt to this ever-changing industry and get active. Getting involved with AASP/ NJ keeps you informed on what’s happening out there and lets you know what’s current. If you want to know what’s going on, you have to stay engaged. Your next chance will be in March 2022 when AASP/NJ hosts the next NORTHEAST Automotive Services Show, again right in our backyard. Mark it on your calendar, and make sure you’re engaged enough in your industry to show up. NJA
NEWS FROM GRECO PUBLISHING continued from pg. 46
As managing editor, Sisk will assist in overseeing editorial operations for the production of the monthly print and digital magazines. She will manage the team of reporters and coordinate with the sales and marketing teams at TGP. Sisk possesses a B.A. in English from the University of Delaware. She is also an active member of the Women’s Industry Network (WIN). Sisk is “excited to continue learning about and writing for this exciting industry. I fell in love with writing about automotive and collision during my first interview in 2011, and I’m looking forward to seeing everybody in person at upcoming events. I’m honored to have the opportunity to join the TGP family.” 48 | New Jersey Automotive | October 2021
NJA
ARANJ
ARANJ Board of Directors
The Automotive Recyclers Association of New Jersey
David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net
ARANJ Officers
President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net 1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms 2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com
Wharton Insurance Briefs Good drivers are good for business. Your business depends on your drivers and the decisions they make on the road. A good driver benefits your business by reducing the cost of a loss and boosting your public image. Effective screening, hiring, training and monitoring will help reduce your liability. Be aware that every driver sends a message to the public as they drive down the highway as a representation of your brand. Here are a few tips for hiring safer drivers: • • • •
Create consistent standards for all drivers. Verify past work history and safety records. Conduct background checks; evaluate MVRs Conduct written and road tests and verify certifications. A good driver tells a story that boosts your public image. As always, if you have any questions, please contact me. Mario DeFilippis, AAI Vice President (732) 686-7020 (office) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com
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