New Jersey Automotive November 2018

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THE OFFICIAL PUBLICATION OF THE ALLIANCE OF AUTOMOTIVE SERVICE PROVIDERS/NEW JERSEY (www.AASPNJ.org) AND THE AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY (www.ARANJ.org)

November 2018 $595

Plus: Charles Bryant on Unity Mike Anderson & Friends: Jersey Style! www.grecopublishing.com

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The i4s Smart Spot Welder features all the things technicians love about the i4 and more. Built in training provides technicians immediate resources to get the job done faster than ever. With our Wifi connectivity, you will receive automatic updates from Pro Spot and weld log reporting via email.

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We Appreciate Your Business!

Flemington Audi, the largest Audi wholesale parts dealer in NJ, thanks our customers for continued loyalty and business. We appreciate the opportunity to serve you over the years, and look forward to helping you save time and increase profits in the future with Audi Genuine Parts.

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD John Craggan, Ultimate Collision Repair, Inc. 732-494-1900 / jcraggan@ultcollision.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com

CONTENTS

VOLUME 48 NUMBER 11 | November 2018

10 OUT OF BODY AND (MECHANICAL) EXPERIENCES 14 PRESIDENT’S MESSAGE

18 EXECUTIVE DIRECTOR’S MESSAGE 20 I-CAR CALENDAR 53 NJA ADVERTISERS’ INDEX

LOCAL NEWS by Alana Bonillo 24 Mike Anderson and Friends Deliver Education and Motivation NATIONAL NEWS 26 NABC Gives Recycled Rides to NJ Veterans

31 COVER STORYBy Jacquelyn Bauman

Shop Talk: Results of the 2018 NJA Industry Survey

BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Dave Gruskos, Reliable Automotive Equipment 732-495-7900 / dave@rae1.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

PUBLISHER Thomas Greco / thomas@grecopublishing.com SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Bonillo / alana@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes

Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963

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 © 2018 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.

INDUSTRY UPDATE 42 Technical Needs, OEM Solutions:

Inside Reliable Automotive Equipment

AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 53 Wharton Insurance Briefs by Mario DeFilippis Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett

Thomas Greco Dan Hawtin Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Joe Lubrano Michael Lovullo Jeff McDowell Sam Mikhail Ron Mucklow

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

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The repair of luxury vehicles begins with GENUINE PARTS

Start your repair today at

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Our flagship dealerships are pleased to offer a wide selection of authentic genuine parts so you can repair your customer’s luxury car to the highest quality.

Not only do we sell WHOLESALE GENUINE PARTS across the tri-state area — we have a knowledgeable team of parts specialists that can find the component you need for a seamless vehicle repair.

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LAND ROVER GLEN COVE 70 Cedar Swamp Road Glen Cove, NY 11542 855.582.4719 landroverglencove.com

JAGUAR GLEN COVE 70 Cedar Swamp Rd., Suite A Glen Cove, NY 11542 516.629.5732 jaguarglencove.com

LAND ROVER HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 855.582.4713 landroverhuntington.com

JAGUAR HUNTINGTON 1249 E. Jericho Turnpike Huntington, NY 11743 855.582.4714 jaguarhuntington.com

LAND ROVER SOUTHAMPTON 355 Hampton Road Southampton, NY 11968 855.582.4718 landroversouthampton.com

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On the Road to Texas

OUT OF BODY (AND MECHANICAL) EXPERIENCES

A few months ago, our company teamed up with the Auto Body Association of Texas (ABAT) to launch a new publication called Texas Automotive. I am very proud of this for a couple of reasons. First of all, we were first approached to do this at our NORTHEAST® 2015 show. Instead of diving head first into it (like I have done with such titles as the NJ Hook, Collision Repair Specialist and Student Body – never heard of them? I know. That’s my point), we took our time, did our due diligence, put the right people in the right places and had the most successful launch in our company’s 30year history. Secondly, for all those who said you can’t start a successful print magazine in a digital age, well…let’s not go there.

Despite what you might think, I do have some history with the great state of Texas beyond my hatred of the Dallas Cowboys. Back in the early ’90s, when NACE was still NACE, Dallas was one of its (if not its main) locations. Having

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by THOMAS GRECO, PUBLISHER

just started my business, I felt it was pretty important to attend what was, at the time, the industry’s most prestigious national event. The question, as always, was, “How do I get there?” Obviously, flying was out of the question. Taking the train was cost-prohibitive to my company’s bottom line. So, I decided to drive. Yup. Drive. All 1,541.8 miles.

This was a very interesting time in my life. In a span of three years, my mom passed away, I was forced to sell the home that my father built and I grew up in, I had to find another place to live and live on my own for the first time in my life, and oh yeah, I started a business all by myself with only a little money and the faith of some great friends who believed in me. Luckily, I had my girlfriend by my side. (And I almost lost her when I sent her out one night to pick me up some hot dogs and she got in a horrible crash.) With all that in mind, a few weeks after her accident, I set off to Dallas.

At the time, a former coworker of mine named Rob

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Terhune worked for me as a freelance writer. I gave him his start at my old job when I hired him out of college and we became good friends. I asked him to come along on my journey, as making that drive alone would have been torture.

We left New Jersey at night, and headed west on Route 80. We had a 22-hour drive and we had about 48 hours until the start of NACE, so we had to haul ass. I guess it wasn’t too eventful early on because the first real memory I have is stopping in Knoxville, Tennessee. Now, before I get into the details, please remember this was almost 30 years ago. We were two single young men on a long road trip traveling through areas of the country we had never seen, never mind been to. With those circumstances and conditions, when you’ve been driving for 10 hours straight seeing signs that say “Most Beautiful Dancers in the World” every five miles, you tend to act accordingly. Yup, we went to the strip club.

(Thirty-eight hours ‘til NACE...)

For the life of me, I cannot remember the name of that club, which drives me crazy because for at least 20 years after that night I carried its business card in my wallet, and told anyone I knew that the most beautiful dancers in the world worked at that club. (Talk about truth in advertising!)

Funny thing is, when we asked the dancer - who we had both fallen in love with - where she was from, she said (you guessed it), “New Jersey.” True story!

Thirty-four hours…

We decided to stay in Knoxville that night. The next morning, we were back on our way when, before we knew it, we started seeing signs for Memphis.

I turned to Rob and said, “You know what’s in Memphis, right?”

He stared blankly and shook his head.

I said, “Graceland.”

Another blank stare.

“Elvis’ house!”

“Tom, we’re never going to make it to Dallas in time.”

“But I may never get back down here again.”

“I’m not an Elvis fan. Let’s just get to Dallas.”

“We’ll just do a drive by!”

Before he could say, “Don’t be cruel,” we were on Elvis Presley Boulevard. We passed Sun Studios (where Elvis got his start) and pulled into the Elvis Museum parking lot where the King’s 1958 Convair 880 jet plane (named after his daughter Lisa Marie) was parked. We got out of the car and looked across the street and there it was: Graceland.

It was a lot smaller than I imagined, but it didn’t matter. I told Rob we had to take the tour. He almost chained himself to the car.

“We have to get to Dallas.”

“F#$k that. We’re going to see Elvis.”

Twenty-two hours…

The quick stop turned into a seven-hour pilgrimage. We saw the living room (with three TVs so Elvis could watch CBS, NBC and ABC at the same time), the dining room, the kitchen, the jungle room (!). We didn’t see the bedroom (NO ONE sees the bedroom). We saw the horse stables, the pool and the continued on page 20

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PRESIDENT’S MESSAGE

Big Bark, Small Bite A lot of shops I know in New Jersey complain about the way things are in this industry, and I can’t blame them.

Think about everything we have to deal with on a daily basis. Insurers constantly tell us that our charges are

inappropriate despite the fact they’re based on reasonable costs to bring vehicles back to pre-loss condition as per the OEM procedures. We’re constantly being told by insurers that they will only pay body rates for things

For Genuine Subaru Body Parts, contact these Authorized Subaru Dealers.

Flemington Subaru 167 Route 31 Flemington, NJ 08822 Toll Free: 877-657-2787 Fax: 908-782-1795 bseymour@flemington.com www.njparts.com

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Liberty Subaru 55 Kinderkamack Road Emerson, NJ 07630 Phone: 201-261-7495 Fax: 201-261-3261 Toll Free: 888-782-9493 parts@libertysubaru.com www.libertysubaru.com

by JERRY MCNEE

that clearly should be paid at mechanical rates. We’re told that aftermarket parts are just as good as OEM parts when we have scientific proof that disputes these claims. We also have to pay our bills and provide our employees with a respectable wage under these conditions.

But here’s where my empathy turns to disappointment. How many of you reading this are consistently using a paint and material cost accounting program to determine your true costs?

How many of you are using this information to back up your charges?

How many of you are using OEM procedural documents to show that you’re not just pulling the work you put on an estimate out of thin air? How many of you have printed out the results of the aftermarket parts crash test performed in California and revealed in Texas in early September? You and I both know the answers to these questions – and those answers are music to the insurance industry’s ears.

If you don’t know your numbers and costs, then you’re going to keep struggling. That’s the bottom line.

Instead of taking whatever the insurers dish out, you need to have the ability to say, “I know what my bottom line is, and I know what my costs are. This is unacceptable.”

An insurance company doesn’t want to see line items on estimates they will not pay for, and DRP shops have been asked to remove them from the estimate even with a zero-dollar amount. If they don’t want a record of it and they don’t want to pay it, then it needs to be on the estimate with a zero-dollar amount and a line-item note that says, “Service performed. Insurance denied payment.”

This needs to be done on every estimate to CYA! If your estimate reflects work performed, services provided and any instances where the insurer denied payment, then it will become usual and customary.

I’m proud of the work AASP/NJ does to help our industry, but we can’t solve all the world’s problems. No industry continued on page 49

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For Original BMW Parts, contact one of these authorized BMW centers: BMW of Springfield 391-399 Route 22 E. Springfield, NJ 07081 Toll Free: 800-648-0053 Fax: 973-467-2185 bmwofspringfieldnj.com

Wide World BMW 125 East Route 59 Spring Valley, NY 10977 PH: 877-817-3895 Fax: 845-425-5080 wideworldofcarsbmw.com

BMW of Bridgewater 655 Route 202/206 Bridgewater, NJ 08807 PH: 908-287-1800 FAX:908-722-1729 bridgewaterbmw.com

Flemington BMW 216 Route 202/31 Flemington, NJ 08822 PH: 877-657-2787 Fax: 908-782-1795 njparts.com/bmw

Paul Miller BMW 1515 Route 23 South Wayne, NJ 07470 PH: 973-696-6060 Fax: 973-696-8274 paulmillerbmw.com

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Park Ave BMW 530 Huyler Street South Hackensack, NJ 07606 PH: 201-843-8112 FAX:201-291-2376 parkavebmw.com

Circle BMW 500 Route 36 Eatontown, NJ 07724 Parts Direct: 732-440-1235 Fax: 732-440-1239 wholesale@circlebmw.com circlebmw.com

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We Need Unity Like Never Before

EXECUTIVE DIRECTOR’S MESSAGE

“United we stand, divided we fall.”

These are words the collision industry should understand and live by, especially right now. It is only natural that if there is unity among people, their strength will increase. When we unite for a common goal, all of our pooled resources can amount to something much more powerful and impressive than if everyone attempted to fight for their individual goals in their own way and with their own resources.

At the present time, the collision industry is experiencing changes like never before. Today’s vehicles are extremely complicated and equipped with a host of electronic safety features. As a result, repair technology is nothing like it was just a few short years ago.

A collision repair technician who is not regularly attending training classes won’t have a clue how to repair or replace many of these items. The old timers who have been repairing collision-damaged vehicles for most of their lives are lost. In order to continue to work in this field, they will have to start over and basically forget everything they learned. Everything is completely different now. For this reason, many (if not most) are taking a close look at an early retirement or changing their line of work. Those who are willing to give it a go and retrain are demanding higher pay than before. The main problem shop owners face is insurers failing to acknowledge the increase of labor costs, which makes it impossible for them to pay what the new technicians demand. This leads to an employee shortage.

To complicate things further, the insurance industry is refusing to acknowledge the increase in related costs in everything from new required equipment and paint and materials – not to mention the new repair procedures that must be followed on these modern vehicles. Even though many OEMs are issuing position statements stating certain procedures MUST be performed, many insurers simply refuse to accept and pay for them.

The collision industry is at a place where we can no longer play Let’s Make a Deal with insurers on the cost of collision repairs, which the industry had done for years.

Because of safety-related issues, many parts must be replaced as opposed to being repaired. It’s no secret that insurance appraisers and collision shops played the costshifting game for years by charging for things that were not performed in order to compensate for the artificially low rates paid by insurers. However, that simply doesn’t work any longer. Now, these repair procedures MUST be performed or the vehicle will be unsafe to drive and the

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by CHARLES BRYANT

shop will be liable.

With all of this going on, it’s amazing that insurers are actually getting even more restrictive on what they will or won’t pay. I have run the AASP/NJ Hot Line for well over 20 years, and I am getting more and more reports that many insurers are no longer even attempting to negotiate the repair cost or repair procedures. I am being told that many insurance appraisers come to the shop, write their estimate, throw a copy on the desk and leave. When the shop owner attempts to go over the insurer’s estimate or negotiate an item on the estimate, the appraiser simply says something like, “That’s all we are paying.” The bottom line is they refuse to negotiate and instead dictate what they will pay for the required repairs, including what items they want repaired as opposed to being replaced – even when the OEM guidelines require replacement.

This type of activity is extremely dangerous for shops because of the liability, not to mention the fact that it is in direct conflict with the rules that govern the unfair claim settlement practices of insurers. These rules actually say that the insurer must make all reasonable efforts to reach an agreed price with the shop of the insured’s choice unless the insurer has chosen to repair the property instead of settling the claim for money. The problem is that insurers are completely ignoring the rules, and no one is enforcing them. Unfortunately, even when an insurer refuses to pay for a repair procedure that ultimately results continued on page 20

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Flemington Volkswagen 213 ROUTE 202/31 FLEMINGTON, NJ 08822 TOLL FREE: 877-657-2787 FAX: 908-782-1795 rmuir@flemington.com www.NJPARTS.com

Douglas Motors 491 MORRIS AVE. SUMMIT, NJ 07901 PHONE: 908-277-1100 FAX: 908-273-6196 TOLL FREE: 800-672-1172 www.douglasvw.com email: douglasparts@douglasautonet.com

Trend Motors 221 ROUTE 46 WEST ROCKAWAY, NJ 07866 888-267-2821 FAX: 973-625-4985 www.trendmotors.com email:dreinacher@trendmotors.com

Paul Miller VW of Bernardsville 118 MORRISTOWN ROAD BERNARDSVILLE, NJ 07924 TOLL FREE: 877-318-6557 LOCAL: 908-766-1600 FAX: 908-766-6171

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CALENDAR

NOVEMBER 1, 2018 Steering & Suspension Damage Analysis Ramada Inn – Newark Airport, Newark Advanced Steering & Suspension Systems Damage Analysis LKQ-Keystone, West Deptford NOVEMBER 6, 2018 Steering & Suspension Damage Analysis Allstate, Bridgewater NOVEMBER 7, 2018 Aluminum Exterior Panel Repair & Replacement Allstate, Wall NOVEMBER 8, 2018 Replacement of Steel Unitized Structures Ramada Inn – Newark Airport, Newark NOVEMBER 13, 2018 Automotive Foams Reliable Automotive Equipment, Belford Plastic & Composite Repair Innovative Solutions & Technology, Lincoln Park NOVEMBER 14, 2018 Steering & Suspension Damage Analysis LKQ-Keystone, West Deptford Steering & Suspension Damage Analysis Allstate, Wall NOVEMBER 15, 2018 Measuring Ramada Inn – Newark Airport, Newark Squeeze-Type Resistance Spot Welding Reliable Automotive Equipment, Belford

continued from page 18

in the vehicle malfunctioning and being involved in another accident, the shop owner – not the insurer - is the one liable for the negligent repairs. So, what is a collision shop supposed to do?

Well, I can tell you this: You certainly should not attempt to take on an insurer alone or try to resolve the problem on your own, especially if you are a member of AASP/NJ. The Hot Line is there to provide our members with answers to questions on the spot when situations like these occur. If you contact the AASP/NJ Hot Line and we do not have an answer to your question, we will do the research to get the information while you get back to work. When necessary, we will even get involved or step in on behalf of our members in an attempt to find or assist in a resolution. AASP/NJ has unlimited industry contacts in the legal field and with state agencies, and we have copies of rulings on issues previously addressed and resolved. These documents are available to members when needed. AASP/NJ has also created a Legal Fund that members can contribute to so funds will be available to assist members when the only way to resolve an issue is to turn to the legal system. Based on the way things are going, it might be a good idea to support the Legal Fund whenever possible. AASP/NJ is here to assist our members in any way possible and let them know that they are not alone when they can’t resolve an issue on their own.

The independent automobile repair industry has reached a crucial time in history. We must unite and take back control. I would like to make a personal request of every member of AASP/NJ that they reach out to another collision shop owner who is not a current member of the association and convince them to become a part of our united effort to better the industry. Please feel free to give any prospective member the AASP/NJ Hot Line Number: (732) 922-8909. If every member brings in one new shop, we could double the membership immediately. Please give it a try to benefit you and any new member who joins.

NJA

ATTENTION MEMBERS! AASP/NJ MEETINGS - NOVEMBER 14 and NOVEMBER 15 Call (973) 667-6922 for more information and to register!

NOVEMBER 19, 2018 Hazardous Materials, Personal Safety & Refinish Safety Reliable Automotive Equipment, Belford

OUT OF BODY (AND MECHANICAL) EXPERIENCES continued from page 11

NOVEMBER 27, 2018 Understanding the Cycle Time Process Innovative Solutions & Technology, Lincoln Park

racquetball court he played on just before he died. We saw the costumes, the jewelry, the awards. And then we saw the graves. Elvis, his twin brother who died at birth, his mom and his dad are all buried on the property. Even Rob had a tear in his eye. He was hooked. We went back to the museum and took that tour. We spent the night in Memphis.

One hour…

By the time we got to Dallas, we had missed the first day of NACE, but I didn’t care. I got to see where Elvis lived and died. For me, that made the trip worthwhile 100 times over. I know we must have taken dozens of photos while we were there, but for the life of me, I haven’t been able to find them since we moved 20 years ago. God, I’d love to see them.

Prior to Texas Automotive, that was the extent of my Texas experience.

God willing, I will get back down there now that we are up and running. I’m sure I will make at least one pit stop on the way.

NOVEMBER 28, 2018 Advanced Steering & Suspension Systems Damage Analysis Allstate, Wall NOVEMBER 29, 2018 Adhesive Bonding Reliable Automotive Equipment, Belford Adhesive Bonding Metropolitan Car-o-liner, Mahwah Sectioning of Steel Unitized Structures Ramada Inn – Newark Airport, Newark

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EXECUTIVE DIRECTOR’S MESSAGE

NJA NJA

20 | New Jersey Automotive | November 2018

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BMW of Springfield Wholesale Parts Hotline: 800-648-0053 Wholesale Direct: 973-671-9321 Wholesale Fax: 973-467-2185 391 Route 22 East, Springfield, NJ 07081 Orders accepted by phone, fax, and email to speed your delivery and your repairs. Ask about our next-day UPS delivery.

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New Jersey Automotive | November 2018 | 21

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Diagnostically speaking, there is no substitute.

Porsche technology.

Porsche Genuine Service & Parts.

Contact one of these authorized dealers.

Town Porsche 105 Grand Avenue Englewood, NJ 201-227-6505 Fax 201-227-6553 town-motorcar.porschedealer.com

Flemington Porsche 213 Route 202/31 Flemington, NJ 800-216-5124 Fax 908-782-9397 flemingtonporsche.com

Porsche Princeton 3333 Route 1 Lawrenceville, NJ 609-945-1500 Fax 609-945-1501 princetonporsche.com

Š 2018 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

22 | New Jersey Automotive | November 2018

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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New Jersey Automotive | November 2018 | 23

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Mike Anderson and Friends Deliver LOCAL NEWS By Alana Bonillo

Education and Motivation

Industry expert Mike Anderson led an engaging and interactive program for members of AASP/NJ.

Trust and Transparency. Effective Communication. Inner Strength.

These are just a few of the messages that famed industry expert Mike Anderson (Collision Advice) and friends presented to industry members at a special AASP/NJ-hosted seminar held September 29 at the Gran Centurions in Clark. The full-day program featured Anderson along with strongman and Guinness Book of World Records setter Dennis Rogers, Bodyshop Booster CEO Ryan Taylor and Brett Steele, regional sales director of Podium. The team put on a motivational and educational program that was both powerful and entertaining.

Anderson left no stone unturned as he went through critical industry factors that are important to today’s automotive technician. Anderson and his crew provided attendees with the ammo they need to thrive and not just survive in today’s collision repair climate – including discussing online and mobile tools and ways to communicate more effectively – and shared personal tales of strength that served as a reminder that one can accomplish just about anything.

“Your employees will help you thrive. But if they don’t trust you, they won’t help you,” advised Anderson, who shared his own experience from his days as a shop owner. He found that employees take unkept promises to heart, which often leads to distrust.

Anderson revealed that 36 percent of today’s consumers want to do business when a shop is closed; therefore, it is key to make use of tools that will allow customers to communicate with that facility and schedule an appointment through the company’s website or via a mobile app.

Joe Calabrese of J&M Auto Body (left) and Mike Anderson (right) were challenged by strongman Dennis Rogers to tear a phone book in half.

24 | New Jersey Automotive | November 2018

“We trust reviews even more than we trust our close friends,” observed Steele, who went over how important it is to get customers to post reviews online. “Customers are your best sales people. Let them speak for your shop.”

As for the fear of negative reviews that may come, Steele suggested this could be easily fixed by directly responding to those bad comments. This shows future customers that the business cares more about customer service than it does about being right.

Adding to this theme, Taylor discussed how to effectively market one’s business to reach the audience it seeks.

“It doesn’t matter how much money you spend on marketing; if it doesn’t apply to that customer, they will dismiss it outright.”

With advancements in technology an ongoing reality, Anderson stressed that it’s important to spend time now on things like improving a shop’s WiFi and focusing on training – especially since 70 percent of estimates will likely be processed via virtual apps or photos by 2020.

Away from industry talk, Rogers performed a series of strongman demonstrations, wowing the audience as he straightened a horseshoe, bent a steel rod, broke a wrench and rolled up a frying pan with nothing more than his two hands. As a young boy, small and only 88 pounds, he was bullied and never thought of himself as anything but a wimp. Accidentally, he discovered he had been blessed with the gift of strength. Today, he performs amazing feats on national television and has earned the respect of some of his heroes, including Arnold Schwarzenegger.

continued on page 49

Ryan Taylor of Bodyshop Booster

Left to right: AASP/NJ Board member Ted Rainer, Mike Anderson, AASP/NJ Executive Director Charles Bryant and AASP/NJ President Jerry McNee

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NABC Gives Recycled Rides to NJ Veterans

NATIONAL NEWS By Alana Bonillo Thanks to the efforts of the National Auto Body Council (NABC) and its Recycled Rides programs, five New Jersey military veterans were presented with restored vehicles – giving them independence and the ability to work and take care of their families.

The NABC, in partnership with GEICO and local collision repair facilities, made the presentations at

Everyone gathered together to cheer the veterans on as they marched to their new vehicles moments before the unveiling.

T

the Mountain View Golf Course in Ewing on August 29 as part of the 4th Annual NABC Northeast Golf Fundraiser.

“This is a great day in America; what we are doing today is going to literally change some lives. I’m proud to be an American because we are going to do this for veterans who have served our country,” said NABC Chairman Darren Huggins.

Michael Perise received a 2016 Honda CR-V that was donated by GEICO and restored by Benner’s Auto Body.

WE KNOW WHAT YOU’RE THINKING. YOU WANT TO KNOW IF THE PART’S IN STOCK , HOW MUCH IT COSTS, AND WHEN IT’S GONNA GET THERE. We get it.

You want the best part for a Toyota, but you’ve got to know when and how much.

Well, now you can. In addition to tools that can help you find and order the right VIN-based parts, now you can see if it’s in stock, schedule the delivery, even see your shop’s net price from your participating Toyota Dealer.* Now you’re thinking: “Cool!”

ToyotaPartsAndService.com

©2014 Toyota Motor Sales, U.S.A., Inc.

For Toyota Genuine Parts please call this authorized local Toyota Dealer:

Glen Toyota 23-07 Maple Ave, Fair Lawn, NJ 07410 Toll Free: 800-444-1959 Direct: 201-791-1133 Fax: 201-703-5652 parts@glentoyota.com www.glentoyota.com

26 | New Jersey Automotive | November 2018

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Huggins credited everyone in the audience, which was comprised of members of the collision repair industry who took the time to participate in the day’s event and the sponsors who donated the vehicles and materials to help make this possible. With the presentation of these five vehicles, NABC reached a milestone of gifting 1,800 vehicles since the program began 11 years ago.

“We are on track to give away one vehicle per day this year. That is almost $5 million in vehicles that will be gifted this year alone. Today, we are blessed to do that for some of the true heroes of our country – the veterans,” shared NABC President/CEO Bill Garoutte.

The veterans were selected by Community Hope – Hope for Veterans and the New Jersey Veterans Network.

The five recipients – Tyler Caplan of Lyons, Christopher Fowler of Toms River, Michael Perise of Bergen County, Patrick Chandler of Flemington and Callious Dennis of Lyons – received vehicles donated

by GEICO and restored by AASP/NJ member Benner’s Auto Body in Cranford, ABRA Auto & Glass in Pennington, Son’s Prestige Collision in Garwood and Caliber Collision in Mays Landing.

NJA

NABC Chairman Dennis Huggins offers a few words while Keith Egan, event chair, looks on

More information on NABC and the Recycled Rides program is available at nationalautobody council.org.

New Jersey Automotive | November 2018 | 27

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Audi dealers strive to make you an Au

• Audi dealers offer an expanded inventory of sheet metal, bumper covers and suspension items that will reduce your cycle time.

• Audi dealers can order non-stocked parts on Friday and have them available on Saturday to help speed your repairs.

• Audi Genuine Parts carry a limited 12-month warranty* to help ensure quality and reliability from your repairs.

Installing Audi Genuine Parts from an Audi dealer is priceless to your reputation and your custom 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

28 | New Jersey Automotive | November 2018

Classic Audi 655 North Macquesten Pky. Mount Vernon, NY 10552 914.663.2870 Fax: 914.663.2878 email: parts@westchesteraudi.com www.westchesteraudi.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

DCH Millburn Audi 2211 Millburn Ave Maplewood, NJ 07040 Toll Free: 800.553.9250 Direct: 973.762.0262 Fax: 973-762-2381 www.millburnaudi.com

Audi Brooklyn 211 63rd Street Brooklyn, NY 11220 Phone: 718.492.6400 Fax: 718.492.8899 rmerchant@audibrooklyn.com www.audibrooklyn.com

NJA1118.qxp_NEW JERSEY AUTOMOTIVE 10/29/18 2:21 PM Page 29

Audi Genuine Parts fan.

Are insurance adjusters recommending lower cost substitutions when repairing your customer’s Audi?

customer’s peace of mind. Order Audi Genuine Parts from these select dealers.

Bell Audi 782 Route 1 Edison, NJ 08817 732.396.9360 Fax: 732.396.9090 www.bellaudi.com

Town Motors Audi 400 South Dean Street Englewood, NJ 07631 201.227.6506/6536 Fax: 201.541.0314 www.townmotors.com

Audi Eatontown 95 Route 36 Eatontown, NJ 07740 732.389.1000 Fax: 732.483.8455 www.eatontownaudi.com

Cherry Hill Audi 2261 Marlton Pike West Cherry Hill, NJ 08002 Wholesale: 856.665.5660 Fax: 856-773-4077 email: parts@cherryhillimports.com www.cherryhillaudi.com

Jack Daniels Audi of Upper Saddle River

243 Route 17 Upper Saddle River, NJ 07458 201.252.1500 Fax: 201.254.1552 email: jmarcella@jackdanielsmotors.com www.jackdanielsmotors.com

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SHOP TALK

Results of the 2018 NJA Industry Survey If you’re a frequent reader of this magazine, you are likely no stranger to the issues facing automotive repairers today.

But how prevalent are the things you deal with on a day-to-day basis?

Is the shop next door facing the same issues?

Is the shop across town struggling, too?

Once again, New Jersey Automotive has set out to answer your burning questions about the industry and help you get the best idea of how you can improve your business. Thank you to the overwhelming number of shops who responded to this year’s survey. We hope you find this information valuable.

By Jacquelyn Bauman New Jersey Automotive | November 2018 | 31

SURVEY DEMOGRAPHICS

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71

On a scale of 1-10, how would you rate your current state of business?

One

Two

Three

Four

Percent of shops this year rate their businesses as ABOVE AVERAGE.

13%

21%

31%

3%

3%

Six

Seven

Eight

Nine

Ten

Five

How many employees do you have, including yourself?

How long have you been in business?

1-5: 34% 6-10: 34%

10 years or more: 92% 6-10 years: 3% Less than 6 years: 5%

11-20: 19% More than 20: 13%

Are you currently certified/recognized by an OEM to perform collision repairs?

Yes: 29% No, but I am

No 31%

working towards recognition/ certification:

Yes 69%

45% No, and I am not planning on becoming OEMrecognized/certified:

26%

COLLISION SHOPS:

Are you a DRP?

61%

21%

If you selected “Yes” to being a DRP shop, how many programs are you on?

Only one: 4%

1-5: 88%

6-10: 8%

MECHANICAL SHOPS: Are you a Private Inspection Facility (PIF)?

Yes: 12% No: 88%

32 | New Jersey Automotive | November 2018

How do you feel OEM certification programs will affect your business?

My business will not be affected: 16% Not applicable: 2%

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87

Percent of survey takers

perform pre-/post-repair scans before and/or after a repair job.

Do you typically: Hire a third-party vendor to perform scanning services: 21%

Scan in-house using a third-party scanner:

53% Scan in-house using an OEM scanner:

26%

Do you have difficulty getting properly compensated for scanning?

As shop owners, our readers are no strangers to having to fight to get paid for necessary repair processes.

However, 53 percent of respondents claimed that they don’t always have difficulty getting properly compensated for scanning.

“At first, it was a fight to get it on the estimate,” explained one AASP/NJ member. “Now, most will accept it with documentation, but they all want to pay less and less.”

“I have no problem with most companies, but Travelers and State Farm resist the most,” added a shop owner from North Jersey.

What investments have you made into the repair of advanced materials, including training, certification, tools and equipment?

There’s the old adage: “You need to spend money to make money.” With the industry experiencing a significant number of technological advancements in the past 10 years alone, it’s no wonder that owners around the state are investing in their shops in order to repair advanced materials. Ninety-five percent of people who took this survey stated that they’ve made some kind of financial contribution towards their future through training, certification or tools/equipment.

“We recently purchased a new i4 Pro Spot welder and aluminum repairing equipment,” explained one Central Jersey shop. This shop owner is not alone, as equipment was cited by 42 percent of respondents as one of their major purchases in keeping their shop ahead of the curve.

Of course, what good is equipment if you don’t know how to use it? That’s why 29 percent of participants also stated that training is where they’ve decided to invest their money.

“We’ve been working to get four different OEM certifications,” one South Jersey shop shared. “It’s difficult, but it’s worth it. It increases our value and makes it easier to get paid what we deserve.”

89

Percent of survey takers say steering has affected their business.

It should not be a shock to anyone that steering has affected a large majority of New Jersey Automotive readers. Almost everyone who answered “yes” to this question noted malicious and deceptive practices on behalf of the insurance companies to exploit the uninformed customer.

“Vehicle owners only listen to their insurance companies,” one Central Jersey shop owner responded. “[These companies] will steer the customer by telling them that any additional expenses will come out of their own pockets, the paint won’t match, our work would void their warranty, etcetera. They will do anything for the car not to be fixed by me.”

“People take their cars where the insurance company tells them because they don’t know any better,” agreed one shop owner from North Jersey. “They think they will get a better job done by going elsewhere. The insurer lies, cheats and steals to steer the vehicle to these hack shops.”

97%

of survey takers participated in training over the past year.

In an ever-evolving industry, education and training are the only ways to stay ahead of the competition and remain relevant as a repair shop. This is something that our respondents understand, as 97 percent noted that they have participated in some form of training over the past year.

Shops cited a number of different sources for their education. I-CAR was the most popular answer at 39 percent. At 18 percent, supplier and OEM training were the second-most-noted sources that shop owners seek out.

But what are people studying? Respondents stated that they’ve pursued education on topics ranging from epoxy to software to management. Yet overwhelmingly, many of those who took part in this survey have recently made the investment in learning more about aluminum repair and general welding courses.

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YOU tell us what and when and WE worry about how to get you the right parts when you need them.

How do we do it?

• 80 wholesale professionals • $6.2 million on-site inventory • 24-hour work schedule • Regional / national parts locating • Same night manufacturer deliveries • 24-hour return / credit process • Automated order delivery and tracking

But really, it's not about us...

IT'S ALL ABOUT YOU!

34 | New Jersey Automotive | November 2018

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Left to right: Bill Grasso (Operations Mgr.), Bill DiRusso (Director), Dennis Davenport (GM), Bill Curren (NJ Sales Rep.) and Nick Halliday (Sales Mgr.)

New Jersey Automotive | November 2018 | 35

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On average, how many jobs does your shop complete in a given month?

1-30: 40% 31-60: 34% 61-100: 11% Over 100: 15% What is the approximate ratio of OEM to aftermarket parts you use?

25% OEM, 75% aftermarket: 18% 50% OEM, 50% aftermarket: 29% 75% OEM, 25% aftermarket: 50% 100% OEM: 3%

In what instances do you use aftermarket parts?

If shops were paid properly for their work and insurers were no longer a major controlling entity in how a repair gets finished, OEM parts would very likely be the only products New Jersey repairers would use in their jobs. Unfortunately, this is not the world we live in. The two determining factors for most shops using aftermarket parts were insurer control (53 percent) and the age of the vehicle.

(Thirty-one percent said that if a car is older than five years, they typically use aftermarket.)

“If an insurance company says that they won’t pay for anything but aftermarket and the customer can’t – or won’t – pay the difference, we’re forced to use them,” explained a South Jersey shop owner. “It’s really unfortunate that these costs end up having to rest on the customers’ shoulders.”

This question drew a wide range of answers from New Jersey Automotive readers. While some shops are struggling to push jobs through the doors, others are busy.

Five shops across the state shared that they are finishing over 140 jobs a month!

The majority of businesses surveyed cited price as the leading factor in determining who they purchase parts from.

Plus, with the constant pressure to consistently get cars back on the road, how long a vendor takes to deliver a part follows closely behind.

However, while these factors (as well as inventory and quality) were frequently noted as major players in this decision, the automotive repair industry continues to show that a personal touch can make all the difference in the world.

More than half of survey participants stated that the relationship with their vendor representative is one of the top things that determines where they buy their parts.

WHAT IS YOUR CURRENT LABOR RATE? $50-60: 81% $81-90: 8% $61-70: 11% WHAT DO YOU THINK YOUR LABOR RATE SHOULD BE? $65-75: 17% $76-85: 3

$86-95: 18% $96+: 59%

IN YOUR EXPERIENCE, WHICH INSURANCE COMPANY DO YOU FIND THE MOST DIFFICULT TO DEAL WITH, AND WHY? Insurance companies are often at odds with repair shops. With one constantly trying to keep the bottom line as low as possible and the other working to properly repair vehicles and keep drivers safe, it’s no wonder that the two sides are regularly butting heads. Which insurers are the hardest to work with? Coming in at the top of the list is State Farm, with 34 percent claiming that they are the most problematic of all carriers in the Garden State.

“More and more companies are hiring very inexperienced appraisers and giving them guidelines to follow that are not in line with the necessary operations to complete a quality repair,” said one North Jersey shop owner about both State Farm and our second-lowest-rated insurer, Progressive. “They have inexperienced appraisers, unrealistic estimates and limited knowledge when it comes to complex repairs.”

Other companies noted in our survey included Liberty Mutual, Allstate, NJM and GEICO, but not everyone agrees that the difficulties of the industry can be pinned down to particular insurers.

“It's not just one company,” one Central Jersey shop owner opined. “It really has to do with the insurance company staff member you get on the phone.”

Interestingly, 11 percent agree that the issues rest more with the individuals than with the companies as a whole.

APPROXIMATELY HOW MUCH DO YOU SPEND ON PARTS ANNUALLY? $1-$100,000: 5% $101K-$500K: 58% $501K-$1 million: 13% $1 million or more: 24%

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NOT SURPRISINGLY, INSURERS AND LABOR RATES WERE TOP OF MIND AS THE MOST PRESSING ISSUE AFFECTING REPAIR SHOPS TODAY.

“The inability of the governing bodies to properly regulate the insurance industry and the repair industry to serve the customer is the worst thing we’re experiencing right now,” said one shop owner from Central Jersey. “I’m not sure how both industries will manage without putting the consumer in the middle. It’s causing us to have to cut corners in order to make a profit.”

“We’re not getting properly reimbursed for our work,” agreed another shop from the same area.

“We’re going through expensive investments to stay relevant and conduct safe repairs, but the

Where do you look to hire new employees?

Fresh blood is hard to come by. So, how do shop owners find new employees? Just under half of the participating shops noted that in the digital age, you need to have a digital approach. Forty-seven percent stated that they submit job openings online, with Craigslist and Indeed as the top sites used.

But of course, you can’t beat the classics, which is why 23 percent of shop owners claim that the best way to bring in new technicians is simply by word of mouth.

What is the annual salary of your highest-level employee?

This query yielded a wide range of answers.

Our results indicated that their highest-level employees earn $47,000-$140,000.

The average was $85,619.

reimbursement rate won’t properly cover all of our training, tools and equipment to do what we need to do.”

With an eye toward the future, a lack of qualified and hirable technicians struck 36 percent of shop owners who took this survey as the largest obstacle they face.

“With what we’re forced to be paid by insurers, we can barely cover overhead expenses at the shop,” a South Jersey shop owner bemoaned. “If we’re

What is the salary of your lowest-level employee?

Everyone in your shop is important, but how even the most junior technicians get compensated had a huge range. The lowest salary reported clocked in at just $16,000 a year, whereas the highest salary was $79,040. While the average salary for the lowest-level employee was $38,227.78, 58 percent of individuals fell below this number.

struggling to keep the lights on, how can we possibly pay new technicians to join our team? There aren’t that many qualified techs left out there, in my opinion.

The few who exist are in high demand, and we just can’t afford to pay them what they deserve.”

New Jersey Automotive | November 2018 | 37

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HOW HAVE SOCIAL MEDIA AND DIGITAL PLATFORMS SUCH AS YELP AFFECTED YOUR BUSINESS? You get a ride from a stranger in an Uber or a Lyft, and you give them “stars.” These days, this celestial rating system is so common that you would think each person or service could be boiled down to a number between one and five. While it sometimes appears that this system runs the world, 34 percent of respondents said that social media and digital platforms like Yelp have had no effect on their business. As for the other respondents, even though some people might find this rating system impersonal, 44 percent believe that social media and digital platforms such as Yelp have had a positive effect on their business.

“People do find us through Yelp because we have great reviews,” bragged one Central Jersey shop owner. “It draws more people to our shop.”

While another shop from South Jersey agrees that Yelp is positive, they responded that nothing beats the old face-to-face system.

“Word of mouth is still our best advertising after 40 years,” he wrote.

HOW DO YOU PROMOTE YOUR BUSINESS TO CURRENT AND POTENTIAL CUSTOMERS? It seems that most shop owners know that people love to talk, as 97 percent noted that word of mouth was one of the primary ways that they market their business to current and potential customers. But what other avenues do they employ? Whether it is a simple post or a paid ad, it’s unsurprising in this digital age that social media came in as the secondhighest response.

66

Percent of survey takers stated that they use social media to reach new clients.

“W

What products are you using to track your expenses and profitability?

QuickBooks: 31% CCC: 20% Accountant: 16% General management system: 10% General job costing program: 8% Other: 9% None: 6%

How has photo estimating in the repair process affected your company?

We can do everything with our phones these days – from ordering food to watching a movie to seeing loved ones from thousands of miles away – so it was only a matter of time before this trend infiltrated the automotive repair industry. With a click of their fingers, insureds around the country are now able to take their own photos of vehicle damage and submit it as a claim. How has this system affected New Jersey shop owners? According to 72 percent of respondents, it has made the process more expensive for the customer and slowed down cycle times significantly.

“We experience more downtime, and then the vehicle owners become angry because they are under the impression we are being dishonest,” pointed out one Central Jersey shop. “The customer will often the call insurance company and state that we are inflating the repair estimate.”

“Photo estimating makes insurers lowball estimates from the start,” agreed another owner. “After you have submitted your own estimate, you then have to explain to the customer why there is a difference between them. It’s misleading the customer and causing additional administrative costs on top of that.”

Between paperwork, increased cycle time and customer dissatisfaction, there is no doubt that the majority of shop owners are feeling the impact of this new technology. Yet, 11 percent stated that they haven’t been affected – simply because they refuse to take it.

“We don’t have an issue because we don’t accept photo estimates,” shared a shop from South Jersey. “We just write our own ticket.”

ith the industry in a state of constant change, the information gathered in this year’s survey serves as a powerful tool for you to better understand your business and the greater auto body profession in New Jersey. Above all, we hope that

what we’ve presented this year will help you realize that no matter how difficult the industry is – and how much you have to fight to succeed – you are not alone.

NJA

”

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40 | New Jersey Automotive | November 2018

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IF OFFERING ONLY ORIGINAL MINI PARTS IS A CRIME, THEN YEAH, WE’RE GUILTY. At your local MINI dealer, we believe that using Original MINI collision replacement parts will speed your repairs and increase your profitability. Original MINI parts assure an absolute perfect fit and function.

For Original MINI parts, contact any of these authorized MINI dealers.

MINI of Mt. Laurel 1311 Rt. 73 Mt. Laurel, NJ 08054 856-778-3000 Fax: 856-813-4622 MINIOFMTLAUREL.COM FACEBOOK.COM/MINIOFMTLAUREL

MINI of Manhattan 793 11th Avenue at 55th Street New York, NY 10019 212-246-7375 Fax: 212-315-9560 MININYC.COM FACEBOOK.COM/MINIOFMANHATTAN

© 2018 MINI USA, a division of BMW of North America, LLC. The MINI name, model names and logo are registered trademarks.

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INDUSTRY UPDATE

TECHNICAL NEEDS, OEM SOLUTIONS: INSIDE RELIABLE AUTOMOTIVE EQUIPMENT

OEM-approved.

The collision repair industry can be complex and confusing, but help and professional guidance are within reach.

For 30 years, Reliable Automotive Equipment has stayed ahead of the changes hitting the auto body world by offering top-of-the-line OEM products and education. Headquartered in Belford, NJ, Reliable works to maintain an active national presence through participation in various industry associations and events. In addition to serving as a Board member of the Alliance of Automotive Service Providers of New Jersey (AASP/NJ), Reliable President Dave Gruskos is currently a director for the Society of Collision Repair Specialists (SCRS). He is also a well-known speaker and educator who regularly presents at major trade shows including SEMA and NORTHEASTÂŽ.

Since the beginning, Reliable has maintained a passion for proper repairs

continued on page 44

42 | New Jersey Automotive | November 2018

For more information on Reliable Automotive Equipment, please visit raeservice.com or call (732) 495-7900.

NJA1118.qxp_NEW JERSEY AUTOMOTIVE 10/29/18 2:21 PM Page 43

PHONE: 732-495-7900 FAX: 732-495-7904 E-MAIL: bill@rae1.com www.raeservice.com VISIT US ON FACEBOOK www.facebook.com/ReliableAutomotiveEquipment

New Jersey Automotive | November 2018 | 43

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INDUSTRY UPDATE continued from page 42

Wheel Collision Center

Excellence in Wheel Sales and Repair

Patent assures

100% WHEEL INTEGRITY • From $75/wheel • Sales/Exchange • Superior Workmanship

• Tested Process • Guaranteed Lifetime Warranty!

NEW 2018

ONLINE OEM WHEEL CATALOG Stocking THOUSANDS of refinished wheels!

7286 Penn Drive, Bath, PA 18014

www.wheelcollision.com

1.800.292.RIMS (7467) 44 | New Jersey Automotive | November 2018

and workers’ health and safety. The company closely follows the direction of auto manufacturers to ensure that only the best and most appropriate equipment is offered to customers.

“We always stay on the cutting edge of what our partners on the car company side require,” Gruskos says. “We devote our energy and resources to do our best for our customers through shop visits, hosting clinics, informing the industry via social media, etcetera. It’s our job to inform shops of the correct ways the OEMs want their vehicles repaired.”

One Reliable-distributed product in particular, the XPress 800 rivet gun, has proven to be a huge benefit to repairers working to adhere to OEM-approved methods and procedures.

“With so much technology in the types of rivets, shops need to know if the tool they are using is actually doing the correct job. Also, it’s important to have the right drill bit type and size for the correct removal of a panel or rivet.”

As for the future of automotive technology, Gruskos has a clear idea of what’s to come.

“There is a big movement with carbon fiber as well as multi-material mixes in joining car bodies together.

There will be special tooling that will need to be used to take these panels apart using special heat, for example. Additionally, there will be new safety requirements that technicians will have to keep in mind.

We also see an increased need for shops to be knowledgeable about electric vehicles. Reliable is always available to answer any questions that techs have on this or any other equipment-related topic that comes up on the shop floor.”

NJA

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?

WHY CALL TOLL FREE

FAX YOUR ORDER 24 HOURS A DAY:

Se Habla Español

908-851-5631

(800) 964-7281

EMAIL: maxonwholesaleparts@gmail.com ON-LINE PARTS ORDERING AVAILABLE!

Wholesale Body & Mechanical Parts Experts Serving The Automobile Repair Industry of New Jersey

DON’T CALL OUT OF STATE!

PARTS HOURS:

We deliver complete Hyundai parts orders the NEXT BUSINESS DAY!

MON-SAT 8am - 5pm

Over $1 million of inventory located in a dedicated 8,000 sq. ft. wholesale warehouse Large multi-vehicle delivery fleet Multiple daily deliveries available Long-term dedicated wholesale staff with over 100 years combined parts experience Deep discounts Quality service Industry-leading order fill rate All major parts procurement platforms including PartsTrader, OE Connection, OPSTrax

www.MAXONHYUNDAI.com

2329 RT 22 WEST, UNION, NJ 07083

MEMBER

REMEMBER MAXON PONTIAC?

THEY’RE BAAACK! INTRODUCING

Over $1 million of inventory located in a dedicated 8,000 sq. ft. wholesale warehouse Large multi-vehicle delivery fleet Multiple daily deliveries available Long-term dedicated wholesale staff with over 100 years combined parts experience Deep discounts & Quality service Industry-leading order fill rate All major parts procurement platforms including PartsTrader, OE Connection, OPSTrax

The same fantastic service you’ve come to expect from Maxon, now servicing all GM brands, including: BUICK GMC CADILLAC SATURN HUMMER CHEVROLET PONTIAC AND MORE!

PARTS HOURS: MON-SAT 8am - 5pm

CALL TOLL FREE

FAX YOUR ORDER

Se Habla Español

24 HOURS A DAY:

(800) 964-7281

(908) 851-5631

Wholesale Body & Mechanical Parts Experts Serving The Automobile Repair Industry of New Jersey

DON’T CALL OUT OF STATE! We deliver complete parts orders the NEXT BUSINESS DAY!

2301 RT 22 WEST, UNION, NJ 07083

www.MAXONBUICKGMC.com

MEMBER New Jersey Automotive | November 2018 | 45

NJA1118.qxp_NEW JERSEY AUTOMOTIVE 10/29/18 2:21 PM Page 46 T

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

Town Audi 400 South Dean Street Englewood, NJ 07631 Parts Direct: 888.779.6792 Fax: 201.541.0314

Email: audiparts@townmotors.com

Hours: Monday-Friday 7am-7pm

Saturday: 8am-5pm

Porsche Genuine Parts & Service.

With our comprehensive inventory of Porsche Genuine Parts & Service, you will guarantee your customer optimal safety and reliability and ensure their Porsche remains what it is: an original.

Maintain Originality.

Town Porsche 105 Grand Avenue Englewood, NJ 07631 201-227-6505 town-motorcar.porschedealer.com

© 2018 Porsche Cars North America Inc. Porsche recommends seat belt usage and observance of traffic laws at all times.

46 | New Jersey Automotive | November 2018

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New Jersey Automotive | November 2018 | 47

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Unsurpassed Quality. Genuine Hyundai Parts.

HYUNDAI IS PROUD OF ITS REPUTATION FOR QUALITY AND SERVICE. SO ARE THE DEALERS AND BODY SHOPS WHO RELY ON GENUINE HYUNDAI PARTS. TO MAKE CERTAIN THAT YOU GET THE RIGHT HYUNDAI PART, ASK FOR A HYUNDAI WHOLESALE PARTS SPECIALIST. For Genuine Hyundai parts, contact an Authorized Hyundai Dealer.

MAXON HYUNDAI 2329 ROUTE 22 WEST UNION, NJ 07083 TOLL FREE: 800-964-7281 FAX: 908-851-5631

LIBERTY HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-2400 FAX: 201-529-2138

48 | New Jersey Automotive | November 2018

ACTION HYUNDAI 180 US HIGHWAY 202/31 FLEMINGTON, NJ PH:908-782-8250 FAX: 908-237-0036 E-MAIL: fmondello@flemingtonhyundai.com www.hyundaipartsusa.com

WAYNE HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-2400 FAX: 201-529-2138

NJA1118.qxp_NEW JERSEY AUTOMOTIVE 10/29/18 2:21 PM Page 49

PRESIDENT’S MESSAGE continued from page 14 entity can fix everything on its own. If you’re unwilling to make any sort of effort in your own shop, then don’t sit back and blame somebody else. From my experience, the ones with the biggest bark have the smallest bite. We need more than words that just state the obvious; we need true and real action across the board.

As a reminder, you can get the results of the aftermarket parts crash test at https://goo.gl/epEdFh. Please use them to your advantage.

LYNNES

AUTO GROUP WHOLESALE DEPARTMENT

Genuine Service & Parts

NJA

LOCAL NEWS continued from page 24 “I had believed what everyone had told me originally: That I was too small. Too young. We wind up believing we can’t do something when we really can.”

Roger followed up his performance with an important message: “Be the best you every day.”

Closing out the program, Anderson encouraged all to take the “Who Pays for What?” Surveys he sends out to the industry.

He also urged attendees to attend his free OEM webinars available at collisionadvice.com. Information on upcoming AASP/NJ events is available at aaspnj.org.

NJA

WHY

SERVICE, SELECTION AND VALUE SINCE 1953

Delivering to the New Jersey/New York area.

Genuine Nissan parts are built to the same standards as Nissan vehicles. It’s no wonder they’re the driving force behind the most exhilarating vehicle on the road.

7 experienced countermen and 12 drivers ready to serve

Parts: 800-782-7597 E-mail: John@lynnes.com www.lynnesnissan.com Hours: M-F 7:30am - 6pm, Sat 7:30am - 2pm 5 Alva Street | Bloomfield, NJ 07003

?

Over $1 million of inventory located in a dedicated 8,000 sq. ft. wholesale warehouse Large multi-vehicle delivery fleet Multiple daily deliveries available Long-term dedicated wholesale staff with over 100 years combined parts experience Deep discounts Quality service Industry-leading order fill rate All major parts procurement platforms including PartsTrader, OE Connection, OPSTrax

If it doesn’t say MAXON MAZDA on your wholesale parts invoice, you paid TOO MUCH! FAX YOUR ORDER 24 HOURS A DAY: 908-851-5631 EMAIL: maxonwholesaleparts@gmail.com ON-LINE PARTS ORDERING AVAILABLE!

CONTACT US FOR DETAILS ABOUT PRICE MATCHING THROUGH THE MAZDA COLLISION PARTS ADVANTAGE PROGRAM!

PARTS HOURS: MON-SAT 8am - 5pm

DON’T CALL OUT OF STATE! We deliver complete Mazda parts orders the NEXT BUSINESS DAY! www.YESMAXON.com

MEMBER CALL TOLL FREE (800) 964-7281 Se Habla Español

2329 RT 22 WEST, UNION, NJ 07083 New Jersey Automotive | November 2018 | 49

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Superior service starts with superior parts.

Rely on what Mazda drivers already know-Genuine Mazda parts extend a car's life.

Designed specifically for Mazda vehicles Get the right part the first time We're an accurate, trusted resource as close as your phone Give us the opportunity to serve you

Contact these Mazda dealers for all your parts needs: Maxon Mazda 2329 Route 22 West Union, NJ 07083 Phone: 800-964-7281 Fax: 908-851-5631

Nu Car Mazda 172 North Dupont Highway New Castle, DE 19720 Phone: 800-346-5283 Fax: 302-322-7135

52 | New Jersey Automotive | November 2018

Mazda of Lodi 130 Route 46 East Lodi, NJ 07644 Phone: 866-716-0511 Fax: 973-594-4933 www.mazdaoflodi.com

Wayne Mazda 1244 Route 23 North Wayne, NJ 07470 Phone: 973-646-0333 Fax: 973-694-1700 www.waynemazdafactoryparts.com

NJA1118.qxp_NEW JERSEY AUTOMOTIVE 10/29/18 2:21 PM Page 53

ARANJ 2018 Officers

President Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net

1st Vice President Ian Szoboszlay Ocean County Auto (732) 349-0332 ian@cosmosautoparts.com 2nd Vice President Darryl Carmen Lentini Auto Salvage (908) 782-6838 darryl@las-parts.com 3rd Vice President Mike Ronayne Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net

Past President Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 dirkesauto@gmail.com Executive Director Brian Snyder Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2018 Board of Directors David Yeager EL & M Auto (609) 561-2266 elandmauto@aol.com

Ed Silipena American II Autos (609) 965-6700 esilipena@yahoo.com

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

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

In late September, the New Jersey Motor Vehicle Commission (NJMVC) sent out a letter titled “Notice of Dealer Plate Recall.” Title 13.

Chapter 21, Subchapter 15 of the New Jersey Administrative Code (N.J.A.C. 13:21-15.11(a)1 and 2 and (o) 1.), which became effective on June 5, 2017, addresses New Jersey-licensed motor vehicle dealers and leasing dealers. In a nutshell, it states that if you sell fewer than four vehicles permanently registered in New Jersey in a 12-month period, you must forfeit/return your dealer plates within 45 days of notification by the NJMVC. Not returning the dealer plates would result in a suspension of your dealer license. Here is a link of the entire Administrative Code for you to review: tinyurl.com/y7sj364o.

ARANJ is coordinating with association attorney Tyler & Carmeli to respond to the new NJMVC regulations concerning retail sales requirements to retain dealer plates. If you are interested in discussing this issue, please contact Rodney Krawczyk at (732) 254-9816 ext.100.

As always, you are welcome to contact me at any time.

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

ADVERTISERS’ INDEX 1-800-NEW-PARTS ................................................12-13

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

Polyvance................................................................10

Accudraft ................................................................17

GM Group ..............................................................47

Porsche Group ........................................................22

Acme Nissan ..........................................................4

Hyundai Group ........................................................48

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

Amato Agency ........................................................51

Innovative Solutions & Technology / Pro Spot ............IFC

Princeton BMW ......................................................54

Audi Group..............................................................28-29

Kemperle ................................................................IBC

Reliable Automotive Equipment ................................43

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

Klean Frame............................................................27

Sherwin-Williams ....................................................15

BASF ......................................................................25

Lynnes Nissan East..................................................49

Subaru Group..........................................................14

BMW Group ............................................................16

Maxon Buick-GMC ..................................................45

Town Motors ..........................................................46

BMW of Springfield..................................................21

Maxon Hyundai........................................................45

Toyota Group ..........................................................26

Classic Audi ............................................................30

Maxon Mazda..........................................................49

Tri-State Luxury Collection ......................................8-9

Collision Equipment Company..................................19

Mazda Group ..........................................................50

Valtek......................................................................44

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

Mike Kaufmann Dealer Group ..................................11

VW Group................................................................19

Fenix Parts ..............................................................42

MINI Group..............................................................41

Westbury Jeep Chrysler Dodge Ram SRT ................23

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

Mopar Group ..........................................................50

Wheel Collision Center ............................................44

Flemington Group....................................................39

NUCAR....................................................................34-35

Fred Beans..............................................................40

Performance Ford Lincoln........................................26 New Jersey Automotive | November 2018 | 53

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IN YOUR LINE OF WORK, LOOKS SHOULD NEVER BE DECEIVING. THE BEST IN THE BUSINESS ALWAYS INSIST ON ORIGINAL BMW PARTS. IDENTICAL TO THOSE USED IN SERIES PRODUCTION, ORIGINAL BMW PARTS DELIVER PRECISE FITMENT AND INCOMPARABLE QUALITY, FROM THE INSIDE OUT. IN OTHER WORDS: WITH ORIGINAL BMW PARTS, WHAT YOU SEE IS EXACTLY WHAT YOU GET.

When you’re performing collision repair on BMWs, you can’t afford to be concerned with appearance alone. That’s why the best in the business always insist on Original BMW Parts.

These parts are backed by a 24-month/unlimited-mile warranty, plus technical support from your servicing BMW center.

Princeton BMW 3630 Quakerbridge Road Hamilton, NJ 08619 Wholesale Parts Direct: (609) 570-1611 Wholesale Fax: (609) 570-1602 vlorenti@princetonbmw.com

BMW’s largest wholesale parts outlet serving NJ, NY and PA with delivery to all areas.

54 | New Jersey Automotive | November 2018

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GLEN TOYOTA PRESENTS

PI’LLaul C imillo MAKE YOU AN OFFER

YOU CAN’T REFUSE

ACCEPT NO SUBSTITUTES

AND INSIST ON GENUINE TOYOTA PARTS SAME-DAY, NEXT-DAY AND SATURDAY DELIVERIES • MULTIPLE DELIVERIES DAILY HOURS: MONDAY - FRIDAY 5:30am - 6pm • SATURDAY 8am - 4pm

TOLL FREE 800-444-1959 • PARTS DIRECT 201-791-1133 • FAX 201-703-5652 www.glentoyota.com • parts@glentoyota.com Contact PARTS MANAGER PAUL CIMILLO for all your parts needs • pcimillo@glentoyota.com

WHOLESALE PARTS SPECIALISTS FOR OVER 40 YEARS! 19-01 Pollitt Drive, Fair Lawn, NJ 07410

PRICE MATCHING AVAILABLE

New Parts and Service Location!