New Jersey Automotive November 2023

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DI­REC­TOR Charles Bryant 732-922-8909 / setlit4u@msn.com

VOLUME 53 NUMBER 11 | November 2023

2023-2025 OFFICERS PRESIDENT Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com

CONTENTS

COLLISION CHAIRMAN/ PAST PRESIDENT ATTENDING Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net

10 OUT OF BODY (AND MECHANICAL) EXPERIENCES

14 EXECUTIVE DIRECTOR’S MESSAGE

MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com

12 PRESIDENT’S MESSAGE

42 NJA ADVERTISERS’ INDEX

TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.com Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us Danielle Molina, Perfect Bodies Collision Center (973) 777-7881 / Danielle@PerfectBodiesCollision.com Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com BOARD ALLIED Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com

PRESIDENT/PUBLISHER Thomas Greco / thomas@grecopublishing.com VICE PRESIDENT/SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com EDITORIAL/CREATIVE COORDINATOR Alana Quartuccio / alana@grecopublishing.com MANAGING EDITOR Chasidy Rae Sisk / chasidy@grecopublishing.com OFFICE MANAGER Donna Greco / donna@grecopublishing.com PRODUCTION COORDINATOR Joe Greco / joe@grecopublishing.com CONTRIBUTING EDITORS Charles Bryant • Mario DeFilippis • 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 @grecopublishing 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 © 2023 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.

LOCAL NEWS 18 AASP/NJ Collision Repairers Learn Benefits of Repair Planning for Profit

by Alana Quartuccio

LOCAL FEATURE 20 Six Years of Service: A Q&A with AASP/NJ Past President Jerry McNee

by Chasidy Rae Sisk

NATIONAL NEWS 24 Help Team USA’s Paint Olympian Take the Gold at WorldSkills!

LOCAL NEWS

AASP/NJ NEWS 28 AASP/NJ 2023 Annual Meeting Recap IN MEMORIAM 30 Gregory Coccaro Jr. COVER STORY 32 Life on the Other Side: Longtime Shop Owners Share Why They Got Out

by Alana Quartuccio

AASP/NJ NEWS

NATIONAL FEATURE 36 CCC Releases “Edit Blend Rules” Window in Response to SCRS Blend Study

by Chasidy Rae Sisk

NORTHEAST UPDATE 38 Exhibitors Invited to Register Now for NORTHEAST® 2024 AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 40 Wharton Insurance Briefs

COVER STORY

by Mario DeFilippis

Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett Alicia Figurelli

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

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

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

60 Years!

It’s hard to believe that we are celebrating AASP/ NJ’s 60th year in 2023! To be perfectly honest, since I have only been a part of the association for the last 38 years, I’m not sure if anyone who started all of this is still alive.

AASP/NJ was actually founded as the North Jersey Auto Body Association (followed not long after by the Central Jersey Auto Body Association, the Greater Northwest Jersey Auto Body Association and the South Jersey Auto Body Association, all of which eventually merged into AASP/NJ).

I was fortunate enough to get to know the founding father of the association, George Threlfall. George was there from day one. We became good friends, and he trusted me enough to give me the original minutes from the very first few meetings that were held over 60 years ago. Looking back at those, it is amazing what the association has accomplished and how far we have come.

10 | New Jersey Automotive | November 2023

by THOMAS GRECO, PUBLISHER

I could probably write a book about the history, but we’ll have to settle for some random memories right here. And my memory ain’t what it used to be, so please forgive me if I forget someone or if the order isn’t exactly correct.

I attended my first association meeting in 1984. I knew absolutely nothing about collision repair. (Some might say that’s still the case). At 23 years old, I assumed I was walking into a room full of stereotypical mean auto repair guys. Nothing was further from the truth. The first person to come up and introduce himself to me was a guy with a smile that could light up a room. He said, “Welcome; I’m Paul Vigilant.” Paul just happened to be the current president, and to this day, I have never met a nicer man. He took me around and introduced me to a bunch of people who would soon become very important in my life. The first, of course, was Threlfall, who within 30 seconds started filling me in continued on pg. 38

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PRESIDENT’S MESSAGE

Passing the Torch...

But Sticking Around Technically, this is my final message as the president of AASP/NJ. While I’ve got a few days left in my tenure as I write this, after six years, it’s time to pass the torch.

And I hope that most of you will be sticking around and running your shops for years to come, but ultimately, that decision is up to YOU and depends on whether you’re willing to really RUN your business like a business.

I remember sitting through seminars decades ago and learning what I could do for my bottom line simply by adding one hour to each estimate, and that concept still holds true today.

To maintain a profitable business, we have to first understand our costs. Do you know what you’re paying your employees? We each need to know our true cost of labor and determine if our hourly rate makes sense. As an owner, do you know what you’re able to pay yourself?

Because if you realize that you’re only collecting $12 an hour, you might as well sell your shop and get a job at McDonald’s because they pay a lot more than that. If you don’t know your numbers, it’s a huge problem for your business. How do you know if you made money after a 100-hour repair? How do you know what your gross profit percentage is, what your paint and material profitability is? How about what your mechanical or sublet costs and profits are? Are you tracking any of that?

Do you know your bottom-line number, your breakeven point? Maybe you’re confident that you don’t have to worry about all those details because severity has increased so much over the past couple years. Well, Mike Anderson (Collision Advice) has often taught classes of repairers that increasing severity gives shops a false sense of security because a large percentage of that increase is due to the rising cost of parts. And sure, you may still get a percentage on your parts, but that leads us to admin costs. Do you know what your monthly admin cost is? Probably not.

A lot of shops are absolutely clueless about their numbers, and although I get a kick out of watching people guess their numbers, the truth of the matter is that either you know…or you don’t know. If you THINK you know, you actually don’t. But you need to figure it out unless you want to step down from your business.

Hiring a business coach may be the right way to help you get your numbers in line. Certain industry experts can look at a shop’s numbers and identify where you’re 12 | New Jersey Automotive | November 2023

by JERRY MCNEE

going wrong without ever stepping foot inside the facility, but some guys think that’s scary. It’s only scary if you’re unwilling to accept it, if you’re too set in your ways to be willing to make changes that will benefit you in the long run.

Repairing today’s vehicles is complex, and there are lots of steps that absolutely must be taken. But shops often neglect to charge for those items because they don’t want to deal with the challenge of getting insurers to pay for these necessary repairs. So, either they’re not doing it, they’re doing it and requesting payment, or they’re doing it and not charging for it...which is a whole other problem.

Shops cannot afford to give it all away! If you ran a department store and purchased 50 items, you wouldn’t sell 35 and give the other 15 items away. If you want to give it away, that’s your prerogative, but it doesn’t make good business sense; there’s no return on your investment if you’re not charging what you’re worth. Businesses spend money to make money; they don’t spend money to give it away. And if that’s what you’re doing, it’s your own fault.

Insurance companies sure aren’t giving it away.

They’re business savvy and fully know what their return on investment is. They’re propositioning the state for rate increases so they can maintain their profitability. Shops need to care about maintaining their profitability, too! And that begins with paying more attention. Luckily, we’ve got a really strong organization that helps support shops across the Garden State.

Running a collision repair shop isn’t easy, but being a part of this industry in New Jersey would be a whole lot harder if it wasn’t for AASP/NJ. So, if shops are struggling now, imagine how much harder it would be if we didn’t have such a strong, knowledgeable association in our corner. I’m grateful for the years I’ve steered the ship and look forward to continuing in my new role, and I also encourage more of you to get active and involved so AASP/NJ can get even stronger and benefit our shops more in the future.

NJA

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EXECUTIVE DIRECTOR’S MESSAGE

Gas Up Your Tow Trucks!

Over the years that I’ve been involved in the collision industry, I’ve heard quite a few shop owners say, “What we need to do is gas up our tow trucks, go down to Trenton and block off all the roads that lead to the Department of Insurance and the State House and keep them blocked off until our voices are heard!” I would always tell them to calm down and explain that going to the Capitol to blockade the State House and the Department of Insurance is not something that they should be considering, no matter how bad things are. I would then explain that there are laws, rules and regulations that govern the conduct of insurers, and what they should do is investigate those laws, rules and regulations and then apply them appropriately.

Most of the time, I was able to calm down the shop owner and convince them that what they were considering should only be a last resort.

Well, looking at the way things are going as I analyze the calls and

reports that I receive daily on the AASP/NJ Hotline, I am not sure that I could make that same statement or recommendation today. In all my years, I have never seen insurers conduct themselves in such an unprofessional manner. They outright refuse to negotiate the cost of a safe and proper repair, as required by the regulations that govern the settlement of auto property damage claims. Suddenly, right around the time when COVID-19 hit New Jersey, things changed. Insurers began to use the pandemic as an excuse for why they would not send an appraiser out to inspect a damaged vehicle that was either at the policyholder’s home or in a collision shop waiting for the insurer’s inspection so the shop could negotiate an agreement on the cost of the repairs and commence the repairs.

The fact that the entire state was basically on lockdown made the insurer’s position hard to challenge, so the collision shops did not have

14 | New Jersey Automotive | November 2023

by CHARLES BRYANT

much choice back then but to go along and send the insurers photos of the damage along with an estimate on the cost of the repairs. The insurers are experts at analyzing risk, so they are constantly looking into the future and gambling on how things they are involved in might play out. As such, the insurers saw the COVID pandemic as an opportunity to get the photo estimate concept accepted. In the beginning, insurers were actually pretty fair and reasonable when negotiating the cost of repairs, and in some cases, the insurer would approve estimates that they would have never approved if they had performed an actual inspection of the damage and went over the estimate with the shop owner. Obviously, this led many shop owners to believe that photo estimates were a good thing.

Well, that did not take long to change! Once the photo estimating concept started to take hold, everything started to change. Now, even though most everyone has dumped their masks and is no longer on lockdown, many insurers are still trying to force shop owners to send photos of the damage along with an estimate of the cost to repair the damaged vehicles. Some insurers are telling consumers and shop owners that they no longer do physical inspections of damaged vehicles and that they have no choice but to send the photos or they will not get paid for the loss.

These statements are being made without any change in the laws, rules or regulations that govern the settlement of claims. The fact is, the regulations that govern fair claim settlements make it clear that the inspection is part of the process to settle a claim and gives the insurer the opportunity to waive the inspection, if they choose to, but does not mention the option of replacing the inspection

process with a photo of the damage in question (see provision below).

other than personal inspection of the damaged vehicle (see the provision below.)

N.J.A.C. 11:3-10.3 Adjustment of partial losses

The New Jersey Auto Body Repair Facility Act of 1983 (N.J.S.A.39:13-1 et seq.)

(a) If the insurer intends to exercise its right to inspect, or cause to be inspected by an independent appraiser, damages prior to repair, the insurer shall have seven working days following receipt of notice of loss to inspect the insured’s damaged vehicle, which is available for inspection, at a place and time reasonably convenient to the insured; commence negotiations; and make a good faith offer of settlement. (b) Negotiations must be conducted in good faith, with the basic goal of promptly arriving at an agreed price. Early in negotiations, the insurer must inform and confirm in writing to the insured or the insured’s designated representative all deductions that will be made from the agreed price, including the amount of applicable deductible. (c) If the insurer inspects the damaged vehicle or causes it to be inspected, the insurer shall promptly upon completing the inspection furnish the insured or the designated representative of the insured with a detailed written estimate of the cost of repairing the damage resulting from the loss, specifying all appropriate deductions.

In fact, the New Jersey Auto Body License Law forbids a licensed shop owner from preparing an estimate of damage to a vehicle from photos, phone calls or any other means,

6) Making appraisals of the cost of repairing an automobile, which has been damaged as a result of a collision, through the use of photographs, telephone calls or any manner other than personal inspection.

VIOLATIONS OF THIS ACT MAY LEAD TO REVOCATION OR SUSPENSION OF THIS SHOP’S LICENSE. This provision was placed in the NJ Auto Body License Law for a reason: so that an accurate estimate on any serious level of damage cannot be prepared based on photos.

I am sure that one day, the technology will change enough to make the photo estimate concept possible. That day simply has not arrived yet.

In the meantime, insurers are receiving the photos they request along with an estimate of the damage from the shop owner who physically inspected the damage to a vehicle and prepared an estimate for the amount the repairs will cost, but the insurer will then return the shop’s estimate for less than half of what the shop wrote based on his or her physical inspection of the damage.

When questioned, the insurer’s response is almost always, “That’s all we could write based on the pictures you sent us.” From there, the shops have to beg for the additional amount necessary to fix the vehicle by sending in more and more photos along with more and more supplements.

Now, more recently, we are getting call after call from shop owners telling us that certain insurers

are preparing their estimates based on photos and telling the shops that’s all they are going to pay, without even going over or negotiating the estimate with the shop owners, as required by the regulations referenced above. The insurers are even telling the shops that is all they have to pay, because that is all it would cost them if the vehicle owner had chosen to go to one of their DRP shops.

We now know what the insurers are basing this type of conduct on, which will be the subject of my next article. In the meantime, something must happen to put a stop to this type of improper conduct by certain or many insurers before it puts them out of business. The problem is, shops are reporting that when they put a complaint in to the NJ Department of Banking and Insurance, they almost always get a letter back stating that the insurers have responded to the complaint and there is nothing that they can do to help, so they are closing the file.

Well, that brings us back to the title of this article: “Gas Up Your Tow Trucks!” I never thought I would even consider such an action as protesting with a host of tow trucks blocking the roads until our voice is heard, but if the collision industry’s voice isn’t heard and improper conduct by insurers doesn’t stop soon, I would not put that past certain repairers who have simply had enough and just can’t take it anymore because this improper conduct has almost succeeded in putting them out of business.

Stay tuned for my next article in an upcoming issue of New Jersey Automotive which will directly address many of the issues referenced in this article and will provide answers to many of the issues collision shop owners are currently facing today.

NJA

New Jersey Automotive | November 2023 | 15

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LOCAL NEWS

BY ALANA QUARTUCCIO

AASP/NJ Collision Repairers Learn Benefits of Repair Planning for Profit Through an ongoing series of seminars, AASP/NJ has been carrying out its commitment to providing its members with the best resources and education possible to help collision repairers get the most they can out of their businesses in this restrained industry.

On September 27, AASP/NJ hosted “What’s Next?

Repair Planning and Repair Logic for Profit,” held at Indasa USA in Fairfield. The meeting featured presentations by Taylor Moss of OEConnection (OEC) along with AASP/ NJ President Jerry McNee (Ultimate Collision Repair; Edison) and Board member Ken Miller (821 Collision; North Haledon). The discussion picked up where the June meeting, which covered laws and regulations, left off as it set out to answer the questions many members expressed following that event.

“After our June event, we had many attendees ask us ‘What’s next?’” Miller told the audience. “We collectively agreed that repair planning was the most important step in creating a process and changing your business model.”

Getting fair reimbursement for repairs lies in building a solid repair plan that answers the plaguing question of why certain procedures need to be done.

And the question can only really be answered by the documentation that supports the necessary repair procedures.

The RepairLogic Repair Planning Platform from OEC was built on the premise of getting repair procedures to shops as quickly and efficiently as possible, according to Moss who compared the way insurers treat body shops’ needs to the way a parent tells their child “I said so” as if those words constitute an actual explanation.

“We are the professionals, and we can’t back that up without documentation,” relayed Moss. “So, this document of repair tells the why behind it. We’re building the why – Why is this calibration needed? There are all these different things that we have to do for certain reasons; if we can’t articulate why, we can’t be very successful in helping our partners understand and approve those things.”

Showing a blueprint or repair plan educates the customer who otherwise would not understand what goes into a repair and why these steps need to be taken. Good communication helps build a good relationship. “They might not know anything about the quality of the repair, but if you are bad at communicating with them and don’t update them throughout the process, they’re just going to give you bad reviews.

“Documenting that repair helps answer all the questions,” he added. “You get questions from your customer, like a vehicle owner may ask, ‘Why is my car taking so long? These guys said they would have it done in a week. Why are you taking a month?’ Well, you can show them the stack of procedures and say, ‘Mr. Jones, these are the things we are doing on your car to put it back to 18 | New Jersey Automotive | November 2023

Ken Miller (821 Collision) helped educate AASP/NJ members and supporters on repair planning during the association’s September 27 General Meeting.

as close as we can to the way it was when it came out of the factory. We’re doing all these things because we care about putting you and your family back in a vehicle that is safe.’”

Miller and McNee used repair examples to demonstrate how there is more to a repair than meets the eye upon first glance, and using tools that can help a blueprinter access OE procedures helps to identify all that is needed in the process.

As Miller illustrated, “You can look at a car and see it is a simple bumper repair on the surface, but thousands of dollars later, it’s a lot more than a simple bumper repair because we went through the process and identified what needed to be done. And the calibrations that need to be done is what drove the price up exponentially.”

Painting that picture of the repair shows the customer what the damage looks like, and through his own experience, Miller has found that informed customers are more likely to fight their insurer for the proper repairs.

“The customer sees the damage, and they see you are charging for it,” Miller explained. “That’s why we’re in business; we’re in business to be profitable. But we’re also showing the client why it needs to be done. So, now they want it done because you showed them it has to be done.

The manufacturer says it has to be done. So, are they going to be more willing to fight for what is owed to them when they know what needs to be done? That is what I have found.”

McNee stressed that insurers are the ones who write estimates, which is really a “guesstimate…I don’t write supplements at all. We continue writing that repair plan and modify it the way we need to, and we hand that back to the insurance companies.”

AASP/NJ extends its appreciation to sponsors Indasa USA and OEC for contributing to the event’s success.

NJA

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New Jersey Automotive | November 2023 | 19

LOCAL FEATURE

Six Years of Service: A Q&A with AASP/NJ Past President Jerry McNee During AASP/NJ’s 2023 Annual Meeting, the association elected a new president (Ken Miller of 821 Collision; North Haledon) for the first time since 2017.

Although Past President Jerry McNee will continue serving the organization and the industry as collision chairman, New Jersey Automotive sat down with him as he reflected on his six years of service as AASP/ NJ president and took a look at what the future holds in his new role.

New Jersey Automotive: What were your greatest accomplishments during your time as the AASP/NJ president?

Jerry McNee: In one respect, I don’t know that I can claim any “great accomplishments” because my goal was always simply to give back to the industry by sharing the things that I’ve learned over the years. Any time that someone took that information and was able to utilize it, that would be what I consider my greatest accomplishments. Over the past six years, I’ve received many calls from other shop owners telling me how they were able to implement information that I shared, but it always astonishes me when people are surprised by my desire to help others; it’s not a crime to want someone else to do better, to encourage them to get outside of their four walls to get involved, pay attention and learn something new that they could take back to their facility. That engagement is invaluable. So, no, I haven’t done anything significantly “great,” other than sharing information; I’ve spent my time as president helping others to just take little bites of the apple.

NJA: What were your biggest disappointments or challenges during your time as the AASP/NJ president?

JM: For me, the biggest challenge was getting new faces to show up for events and meetings – and that was also my biggest disappointment. We see the same faces over and over again, but there are so many more shops in New Jersey that never show up. I guess they have it “all figured out,” which is the reason we are in this situation. I understand that it may be hard to drive an hour 20 | New Jersey Automotive | November 2023

or two after work to attend, but we need people to pay attention to what’s happening in our state. They say there are two guarantees in life: taxes and death! But there’s one more…a guarantee you will learn nothing without the effort in. Those seminars should have 200 people in attendance, but so many guys think they’re smarter than everyone else. And those are the same guys who can’t afford to compensate their technicians and admin staff, buy equipment, properly train their employees or stay current with technology due to the lack of compensation for the work they do. I’ll say this again: either you’re doing the work and not requesting reimbursement, or you’re not doing the work at all; two wrongs don’t make a right.

We need to control our businesses, but people don’t understand there’s strength in numbers. They keep their heads buried in the sand and insist it will never work… and it won’t work because they’ve never tried it. I hear this all the time: “Well, no one else is requesting it, if only you guys would stick together and stand up for yourselves…

But you don’t!”

Everyone needs to read the emails from the association or enact the improvements you’ve learned about when you attended a meeting. Because even when the turnouts are great, there are so many people who refuse to actually DO something. What did you do yesterday, today or tomorrow to help improve your business or the industry? I like to correlate it to a football game where you want to get as close to the goal line as possible to make a touchdown, but even though the coach explains the play, the quarterback just stands there and never throws the ball; no one runs toward the goal line.

What was the score when you woke up today? What will it be when you go to bed? 0-0! If you’re happy with a tie… don’t bother reading the rest of this, as we can repeat the same messages over and over, and it seems like it’s the first time anyone has heard that information.

Now, I’m grateful to everyone who has shown up, put in the effort, supported the association and participated, but there just aren’t enough of those guys. Too many people want to hide behind their locked door because they’re afraid to confront anyone. (Oh, and I have a word for that!) What kind of fighter are you? Are you willing to fight for your business? The world we live in has changed, and we cannot continue to live 30-40 years behind the times, yet many of us want to continue operating the same way we did in the past. Well, Albert Einstein’s definition of insanity was doing the same thing over and over again but expecting different results. We need to try something new. That’s the key to being successful in life and in this business.

BY CHASIDY RAE SISK

NJA: How did your position as an independent shop owner allow you to serve the interests of New Jersey auto body shops while you were the AASP/NJ president?

JM: I’m on the front line; I face the same battles they do every single day, and I know there’s no such thing as getting enough education.

I’m not playing Monday morning quarterback based on Sunday’s game. I DON’T BASE ANYTHING ON THEORIES. I’m not insulated from reality. I’m in the trenches all day, every day, so I can relate to what they’re going through. When AASP/ NJ hosts training seminars, we’re providing real-world information about the challenges we all face, not theoretical ideas. No one can say I don’t understand what they’re going through because I’m standing right next to them, dealing with the same challenges.

NJA: How will your role within AASP/NJ change now that you’ll be serving as the collision director?

JM: My title is changing, but what I bring to the table won’t change.

Helping others is my purpose within the association, no matter what role I’m filling, so I’m going to continue bringing the same passion and

mindset. Now, I may be a little less “diplomatic” since, as the president, I’ve had to tiptoe through the tulips at times because people get so offended when they’re called out for doing something wrong, but I believe in healthy conflict and constructive criticism. After all, how else will you improve? Because you’re not doing it continued on pg. 41

NJA: What is your favorite memory of your time as the AASP/NJ president?

JM: The get-togethers, the golf outing, the NORTHEAST® Automotive Services Show, the annual meeting, the classes…All of that is fun to me and can be listed as some of my favorite moments because you can’t think of it as work. I enjoy sharing my knowledge, experience and passion with others and helping them succeed on a task as small and simple as adding 0.3 hours to an estimate because they realized that they could request payment for a process they’ve already been performing on every repair. When someone picks up something new, when that lightbulb goes off for people, those are my absolute favorite memories. Sharing is caring; someone is getting paid for an operation, so why not me? If you’re paying someone else, you can pay me too.

New Jersey Automotive | November 2023 | 21

22 | New Jersey Automotive | November 2023

New Jersey Automotive | November 2023 | 23

NATIONAL NEWS

Help Team USA’s Paint Olympian Take the Gold at WorldSkills!

As athletes around the world busily train for the 2024 Summer Olympics in Paris, a group of talented young people are gearing up for a similar challenge in nearby Lyon, France: the 47th WorldSkills Competition (WSC), taking place September 10-15, 2024.

Every two years since 1950, dozens of countries and regions from all over the globe have sent more than 1,400 competitors to test their skills in over 60 different trades, and in 2024, Team USA is slated to participate in five categories – automobile technology, auto body repair/car painting, cooking, heavy vehicle maintenance and welding – with delegates being chosen from among the SkillsUSA winners.

Selection “involves a detailed analysis of SkillsUSA Championships results followed by interest surveys, individual interviews, skill demonstrations or hands-on events, followed by the creation of individual training plans for the next year,” according to Team USA’s website.

Although the group of young experts who will represent the US in 2024 has not yet been selected as of this writing, industry supporters have already begun raising funds to ensure Team USA’s “Paint Olympian” is equipped to bring his or her best.

Team USA’s painter will prepare for the competition with industry expert Jamie Redd (PPG), who will accompany the fledgling trades professional to France to lend his support during the biennial event often referred to as the “Olympics of Technical Skills.”

“The WorldSkills USA team is funded solely through private

donations,” shares Jessica Neri (PPG). “To fully fund our auto body competitor, we need a minimum of $20,000, but we can do this – this hopeful competitor needs our support!”

Competitors who will represent Team USA must qualify by participating in demanding competitions to demonstrate their skills in order to reach the world stage where they’ll have the opportunity to test those skills against an international standard at levels of Olympic intensity. While many industry professionals believe that’s a standard set by the US, which was built by the skilled trades, the American team has historically seen less industry support than other countries’ teams have received.

“We can’t constantly complain about not having people in the trade but then not want to do anything

24 | New Jersey Automotive | November 2023

about it,” insists former Team USA Auto Body/Paint Expert Rodney Bolton (Bolton Consulting). “You’ve got to put your money and support where your mouth is, so we can support the trade 100 percent.”

Competitors need that support to grant them access to the equipment, tools and materials needed to finetune their craft in order to compete at the level necessary to have a chance at taking home a medal, a dream that Team USA’s refinish competitors have yet to fulfill.

“The USA has never medaled at the world level in refinish, but we can change that by coming together to support the Refinish USA World Skills Team – this is the Olympics of our industry, and nothing says ‘America’ like our competitor kicking butt and bringing home the gold, silver or bronze!” Neri urges. “Would you be willing to help? Would your company

be willing to donate a small amount? If we broke it down by $500 increments, we only need 40 companies to donate.”

Making a donation is easy. Just visit worldskillsusa. org/donate, and type “car painting” into the field that asks “gift preference – which competition are you supporting?”

And because these donations are tax deductible, don’t miss the opportunity to double your contribution if your company has a matching program!

According to WorldSkills Team USA’s website, “A student-led partnership of education and industry, SkillsUSA is America’s proud champion of the skilled trades, building the nation’s future skilled workforce by delivering graduates who are career ready, day one.

SkillsUSA works year-round to instill positive attitudes, build self-esteem and empower students to excel in the career path of their choice and follow their passions. The organization has 850 national partners and is integral to the training in nearly 20,000 career and technical education classrooms.”

Like the Olympics inspire many athletes to aspire to greater heights, proponents of WorldSkills hope that

the premiere event to showcase technical education will likewise draw young people’s attention to the plethora of career opportunities that exist within the skilled trades.

The 2024 iteration anticipates attracting over 250,000 spectators, including students, public policymakers, employers, teachers, trainers, technical experts and government officials, which provides an ideal opportunity to promote the value of the trades on the world’s largest platform.

A promotional video available on WorldSkills USA’s YouTube page (youtu.be/VkeGGdMQ734) sums up the importance of supporting the trades quite effectively: “The glory and beauty of athletics is undeniable, but athletics didn’t build this nation; technical skills did that…It’s time – time to show our team, America’s team, that we value them and what they represent. Because they represent us, our past, our present and our future, a future where technical skills once again receive the honor they deserve.

And where America once again takes the lead in their development.”

Learn more at worldskillsusa.org.

NJA

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New Jersey Automotive | November 2023 | 27

2023 Annual Meeting Recap AASP/NJ hosted a successful Annual Meeting on October 25 at the Gran Centurions in Clark, NJ. The annual event featured its Board of Directors elections, award presentations and a hilarious comedy set by acclaimed comedian Rich Vos.

Immediate Past President Jerry McNee (Ultimate Collision Repair; Edison) with Jeff McDowell (Leslie’s Auto Body; Fords)

Legendary comedian Rich Vos

AASP/NJ Hall of Fame Inductee Anthony Trama (Bloomfield Auto Body; Bloomfield)

Stan Wilson/ New Jersey Automotive Body Shop of the Year Award winner: (From L-R) Tom Elder (Compact Kars; Clarksburg), award recipient Michael Giamo of Main Auto Body; Lodi and Jeff McDowell

Russ Robson Scholarship Award: (From L-R) AASP/NJ’s Tom Elder, award recipient Cole Daly of Auto Tech Collision and Dean Massimini

Outgoing President Jerry McNee and Incoming President Ken Miller

Newly elected Board members (L-R) Joe Amato, Sr. (World Insurance Associates), Ted Rainer (Ocean Bay Auto Body; Point Pleasant), Gary Gardella, Jr. (County Line Auto Body; Howell), Brad Crawford (Livingston Collision; Livingston), Dennis Cataldo, Jr. (D&M Auto Body; Old Bridge) and Jeff McDowell (Leslie’s Auto Body; Fords)

28 | New Jersey Automotive | November 2023

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IN MEMORIAM

Gregory Coccaro, Jr. The collision repair industry lost a staunch advocate for quality repairs with the passing of Greg Coccaro Jr., age 44, co-owner of North State Custom (Bedford Hills, NY) on September 25 due to injuries sustained in an automobile accident.

His colleagues remembered him as “a regular guy with a big heart, generous and kind,” in a statement on Facebook. They added, “He made some friends here at North State Custom. He will be dearly missed.”

As a second-generation repairer, Coccaro Jr. followed in the footsteps of his father, Greg Coccaro Sr. – not only through the career path he chose but also in the fight for proper repairs and certifications. Coccaro Sr. was known throughout the industry for his proclivity to fight for consumer safety and shops’ rights, gaining national attention when he triumphed over Progressive in a groundbreaking lawsuit that benefited the entire industry.

After his death in 2016, his son took up the mantle, continuing his father’s work to fight for what is right.

His untimely death rings as tragic for all who knew him.

“He was certainly a warrior and a champion for standing up for the right repair for the right reason. He never pulled away from that. He would never back down from that right,” Ron Reichen (Precision Body and Paint; Beaverton, OR) speaks highly of his friend.

“He was very intent on getting the latest and greatest equipment, the latest and greatest training,” Lou Dilisio (Automotive Industry Consulting Inc.) recalls Coccaro Jr.’s passion for running a high-quality shop. “He did a lot of highline automobiles and had a lot of certifications. He was a fanatic about making sure he followed all of the OEMs’ procedures. That’s something that everybody should be doing, but it’s not something that everybody does.”

Dave Gruskos (Reliable Automotive Equipment) largely knew Coccaro Jr. as his father’s son, and he remembers how proud Coccaro Sr. was that his progeny chose to work at his side.

“Greg Sr. was honored by his son’s actions and was looking forward to Jr. walking in his shoes, so as Jr. took over, he immediately pushed to be better by embracing the EV revolution and the increasing certification as well as training. This allowed him to maintain himself as an industry leader…never a follower.

“Greg was a fighter for the industry to help all shops to be compensated for their certifications and training. His goal was to attract only the best workers to our industry.

I know Greg would like to be remembered as the man who gave the industry and his community 100 percent at all times. As we all fight the fight for proper repairs and compensation, we should all thank Greg and his dad for helping pave the way for all of us.”

Coccaro Jr. was born in Sleepy Hollow, NY and spent his career working at his father’s side, learning everything there was to know from Coccaro Sr. He is survived by his mother Debra Ann Coccaro (Servello); his brother James Coccaro; his wife Bridget Muzzillo and a young daughter.

AASP/NJ and New Jersey Automotive send their deepest condolences to the Coccaro family.

Photo provided courtesy of Ron Reichen 30 | New Jersey Automotive | November 2023

NJA

New Jersey Automotive | November 2023 | 31

COVER STORY

Life on the Other Side:

Longtime Shop Owners Share Why They Got Out

32 | New Jersey Automotive | November 2023

Owning a business is one helluva an investment… and as every collision repair shop owner knows, it’s more than a financial one. The expense goes beyond mere dollar signs. You find yourself spending countless hours at your desk which costs you dinner and social time with family and friends, and you pay dearly by not taking a vacation year after year because you simply cannot afford any time off. But building a business, supporting your family, taking care of customers and fixing cars are why you got into it. You put your heart and soul into your business. You live for the blood, sweat and tears...until one day, you realize it’s time to move on.

“I didn’t have the strength to fight anymore; it was time to walk away,” declares Anthony Trama, who recently sold Bloomfield Auto Body after a successful 24-year run.

Trama realized it was time to leave the industry two years ago, just when business started to recover from the pandemic. “I decided I wanted to get out of the business and semi-retire. It was about a two-year process. Despite things rebounding post-COVID, I still felt the struggles from insurance company battles.

They tighten the noose more and more every year. I also had issues with the labor shortage. Those were the two major factors that led to my decision to get out.” He also decided that investing into more equipment and training to keep up with the continuous Anthony Trama growth of ADAS and electric vehicle production was not something he wanted to be a part of in the near future.

Looking back, Trama recalls why he got into it in the first place. “In the very beginning, it was a love affair with the cars, the process of fixing and repairing them and the joy of working on them. Then, that changed, and the focus became geared toward customer satisfaction and dealing with the insurance companies. I was driven by the customers’ love of the final product, but near the end, it became too much.

The insurance companies made it twice as hard to make the same or less money.” Those daily battles with the insurance companies “sucked the joy” out

BY ALANA QUARTUCCIO of the things he did love most: serving the customers.

And he’s not the only one whose decision to get out was impacted by dealings with insurers.

After 34 years, Matt Casiano is walking away from his business, C&D Auto Body of South Hackensack. His flirtation with the idea of getting out of owning a collision repair business started a couple of years back.

Now, he is working on taking more time for Matt Casiano himself with plans to get his boating captain’s license as he pursues a different career path.

“I was never DRP for any insurance company, but I got sick of dealing with the BS you need to accept in order to get paid,” shares Casiano.

Repairing cars and helping customers is what drove him in this business. “I was their advocate,” he says of his customers. “I would advocate for them, and inform them so they could maximize their pay on a total loss. I’d do everything I could to make sure the insurance companies took as little advantage of them as possible.”

The camaraderie and solving problems for others is what made him love it, but he decided it was time to move on. “I realized if I put the time and effort into anything else, I’d do better. The return on the time and effort you put in is low compared to other ventures.”

For Robbie Berman, his only regret is that he didn’t do it sooner. Berman sold Robbie’s Automotive and Collision Specialists in Dover two years ago after 39 years in the business. He says he’s happier, healthier and is just enjoying life.

“I love the industry, but now being on the outside and not being a part of it anymore, I see a lot of terrible things about it. I talk to a lot of people who are still in it, and I feel the training and quality of repairs are going in the opposite direction of where the cars are going.

Robbie and Bryce Berman

Everyone I talk to asks me if I know of anyone looking for work; it was hard to find help when I was doing it. So, I don’t miss it. I have one regret: that I didn’t get out sooner.

Now, I’m enjoying life and I have less stress. I am probably in the greatest shape of my life as I have time to eat right.

When I was in the business, I had no balance. You never knew when seven or eight things would hit at once.”

Second generation business owner Glenn Villacari said goodbye to his longtime business, Parkway Auto Body (with locations in Nutley and Lyndhurst), when he retired earlier this year after spending his entire life in the business. Villacari’s father started Parkway Auto Body in 1957. Although he didn’t come on board full time until 1979, the shop was a part of his life from the time he was a young child. He remembers hiding in the back of his father’s car when he drove to work on a Saturday so he could spend the day at the shop.

“It was in the family, so I just took a liking to it,” he reflects. “Spent all my summer vacations during high school at the shop.”

The freedom from the daily grind is still sinking in as he gets used to having more time to himself. “Every day is Friday,” he jokes about his new lifestyle, sharing a story about going to a recent event on a Sunday. Feeling tired, he said to his wife, “It’s going to be so hard to go to work tomorrow. Oh hey, wait a minute, I don’t have to go.”

“The freedom is good,” he adds. “I’m involved in a couple of things that are keeping me busy, but nothing that is taking up a ton of my Glenn and Bobby Villacari time.”

Villacari admits it took some time for him to commit to selling at first. He was approached by a few companies over the years. He would go back and forth on the idea, get cold feet and say no.

His change of heart came when the thought occurred to him that he’d had the Nutley shop – the primary location for his business – for 20 years and how fast that time went.

“Not to sound cliché, but I thought, ‘It seems like yesterday.’ Time goes by so fast, and if I am blessed to get another 20 years, that will likely fly by too. I had never known what it was like to not work. I have a grandson continued on pg. 34 New Jersey Automotive | November 2023 | 33

COVER STORY continued from pg. 33

now, so that’s certainly a reality check. I’d like to travel, do things that I’ve thought about doing but never had time.

Hopefully, I can enjoy as many years as possible doing what I want to do, and I couldn’t have done that with all the responsibility that I had.”

Unlike some who were driven to leave the industry predominantly due to frustrations, it was truly the lifestyle change that led to Villacari’s decision. “I enjoyed this business a lot. It’s given me everything I have, but it is difficult. There were hard times, good times and bad times.

But I was used to it; I grew up in it.”

Villacari has fond memories of the early years, being part of AASP/NJ, building his team and watching the business grow over the years.

“

“

I was driven by the customers’ love of the final product, but near the end, it became too much. The insurance companies made it twice as hard to make the s a m e o r l e s s m o n e y.

“I built lifelong relationships. I will miss that stuff. I can’t say there was one reason that made me want to get out except the life perspective. It wasn’t about the insurance companies or how difficult they were to deal with. I always looked at the business like it was a game and you had a rule book for each insurance company. You had to know how to deal with them. We had great relationships with some insurance companies and not-so-great relationships with others. That’s the way the business went. It was a great journey.”

Trama is loving life outside the body shop. He does miss his shop, his customers and the people he worked with, but he admits that he was totally burned out. “For 24 years, it was full throttle, non-stop work, work, work. It was work over everything else. I didn’t want my health to deteriorate and become a sick old man who missed out on a lot of stuff. Now, I’m focusing on the next 10 years… slowing it down and getting to enjoy things away from the constant rat race. I am enjoying the downtime and waking up when I want.

34 | New Jersey Automotive | November 2023

“I’m pretty content knowing that I can wake up and do what I want without being burdened by having to go work,” he continues. “One of the best things is Sunday night.

I’m sure every shop owner has that feeling of dread as Monday comes along. Who isn’t going to show up? What cars are going to come in? What parts won’t come in? No words can explain how great it is to feel so carefree on a Sunday night.”

Although Trama doesn’t have set plans for the future, he’s enjoying the time to work on projects around the house he never had time for previously. Trama devoted many years serving on AASP/NJ’s Board of Directors and will continue on as an Honorary Board member.

Berman has been helping some of his fellow body shop owners in their quest to sell and get out of the business. His advice to anyone considering it is, “Get out while you’re young enough to travel and see things. I think the biggest problem is that too many people retire in their late 60s or early 70s, and they don’t have the energy to do what they want to do. It’s too late. Time is more valuable than money, and that is something I didn’t realize back then.”

Not having the income he used to have doesn’t matter to him, as he is enjoying himself and is finding the time to be more valuable than income. “I’m not saying money isn’t important, but when you really look at how much time you have left, you think about how you want to enjoy it. I don’t get up in the morning sad about what I have to deal with.

I never knew what was going to come at me when I got in the shop every morning.”

Six months into his retirement, Villacari says, “It’s a lot to get used to, not having to worry about others. It’s strange waking up and not having to think about the problems that may arise that day.”

He admits the thing he liked least about the collision repair world was the hours. “Going to work in the pitch black hours of the morning. Telling my wife I’d be home for dinner at 5pm or 6pm, only to have her call me at 8pm asking where I was after I was delayed yet again because a customer walked in late. It was all part of making it work.”

He loved the challenges the business end brought forth. Treating customers right and having curb appeal were big components of Parkway Auto Body’s success.

If something failed, he learned a better way to fix it.

Villacari was inspired by challenges. He believed strongly in educating and training his staff which he found to be a cost of doing business. “People would tell me I was wasting money by spending it on training employees who may leave. I didn’t see it that way. I looked at it like I trained a lot of people in the industry, and that made

continued on pg. 41

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NATIONAL FEATURE

CCC Releases “Edit Blend Rules” Window in Response to SCRS Blend Study Shortly after the Society of Collision Repair Specialists (SCRS) unveiled the results of its highly anticipated blend study a year ago, collision repairers around the country waited with bated breath to see whether the three major information providers (IPs) would actually make changes to their systems in response...and the first change has finally arrived!

On October 20, as part of its standard update schedule, CCC/ MOTOR released a new “edit blend rules” functionality which calls for an on-the-spot evaluation which allows users to either input a default value for two-stage and three-stage blends, or users can opt to have the system prompt them for the blend time specific to that repair.

The blend study, which SCRS conducted in collaboration with five major North American refinish companies, concluded the 50 percent blending formula utilized by all three major IPs – Audatex, Mitchell and CCC – was grossly underestimated.

The study evaluated blending in comparison to full refinish values when considering solid, metallic and tri-stage refinish options across all the paint manufacturers and concluded that blend times are 31.59 percent greater than full refinished value on average. (Visit grecopublishing.com/ hammer-and-dolly-december-2022 for a detailed recap of the blend study results revealed at CIC in November 2022.)

Almost immediately after the study’s release, CCC committed to conducting its own research and providing an update, and in

April, the company announced its intention to update its Estimated Worktime Development Methodology after concluding that “the current formula reflects an estimate for one particular scenario but does not necessarily reflect the many variations encountered with modern vehicle finishes and design,” John McDonald, MOTOR’s product portfolio manager of content, said at the time, indicating that the methodology “should defer to the judgment of an estimator or appraiser following an on-the-spot evaluation of the specific vehicle and refinish requirements in question.”

Previously, users would click a blend button in CCC ONE which automatically calculated a two-stage blend at 50 percent of the refinish time and a three-stage blend at 70 percent of the full refinish time, but the recent update defers to the expertise

36 | New Jersey Automotive | November 2023

of the shops performing the refinish job and provides them with the ability to include more realistic blend times directly in the system.

After logging into CCC ONE, the user will access “My Account” and scroll down to hit the save button, which will take them to “Settings.”

From there, click on the “Estimating Blend Rules” icon and then “edit” to access the pop-up window. Once the newly-added window appears, users can edit rules related to the blend calculations. The pop-up reads, “When writing a blend operation, the percentages below are used to calculate paint labor time. Blend is calculated as a percentage of the base refinish time listed for the part.”

Users then have the ability to select a default percentage for two-stage blends and three-stage blends based on their own findings (or using the

BY CHASIDY RAE SISK

averages established by the SCRS blend study, available at scrs.com/blendstudy).

Alternately, shops can elect to update blend times on each specific repair by enabling the “blend prompt” functionality which causes the program to remind the user to “evaluate the paint labor time for the blend operation before the estimate line is added” on each repair order.

Hit the “Save” button to store your preferences.

“This is BIG news for our industry and something that all shops should be paying attention to since implementing this new feature will impact their bottom line positively… it’s time to pay attention and take action,” insists AASP/ NJ Past President Jerry McNee. “It’s simple to update blend times to create documentation we can all use to get properly reimbursed for our time. None of this would have been possible if the blend study wasn’t conducted in the first place. The entire industry owes SCRS a huge ‘THANK YOU’ for taking this on!”

It seems that SCRS’ efforts are destined to produce more favorable results, according to an update at the July Collision Industry Conference (CIC) when SCRS Executive Director Aaron Schulenburg unveiled Audatex’s proposed changes to their system, to be included in a future update of the Database Reference Manual (DBRM): Audatex’s refinish labor is based on the use of new and undamaged panels. Audatex estimating does not provide a standard labor allowance for blended panels, as this requires an estimate preparer’s judgment, expertise and consideration of the unique requirements for each repair. Determination and assessment of labor and materials necessary in the blending process is best provided by the estimate preparer during the estimate preparation process. To assist the user, profile settings allow for customization to enter a specific blend percentage, as necessary.

Audatex’s system will allow users to “specify the blend refinish percentage to be used when calculating refinished labor at the profile level, allowing an insurer and shop to agree on a default blend refinished time,” Schulenburg explained. “You may enter a value between 50 and 150.

This value is used to determine the blend refinished labor by multiplying it against the full panel refinish time. So, you’re unable to reduce it below 50. You’re unable to increase it above 150. When generating an estimate, the blend refinish will be calculated using the vehicle specified in the profile level. If no value is specified, a default value

of 50 percent blend finish will be used as before, and the estimator can manually override the blend refinished percentage specified on the profile level, and it will be denoted with an asterisk on the estimate.”

Unfortunately, communication from Mitchell has not mirrored that of CCC and Audatex, Schulenburg reported at that meeting. “We were continually assured that they ‘give’ the industry enough,’” he shared Mitchell’s argument. “That was the basis of most of the conversation: ‘We give you enough.’”

“Mitchell said blending is defined as applying color without necessity to cover undercoats to less than the full surface area of an adjacent undamaged panel,” he continued. “So, this was actually an important part of our conversations with Mitchell. There are technologies that are necessary today that aren’t recognized as part of their blend process but are a part of modern blending.

Fundamentally, we had disagreements around whether or not that was blending. We had disagreements about whether datasets we collected could even be used because they didn’t view it as a blending operation.”

Since the July CIC meeting (and possibly in response to the press that followed), Mitchell has stated they will announce something in regard to the blend study report in time for the November CIC meeting, something which Schulenburg said he was glad and grateful to hear.

Stay tuned to New Jersey Automotive for additional updates as they become available!

NJA

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New Jersey Automotive | November 2023 | 37

NORTHEAST UPDATE

Exhibitors Invited to Register Now for NORTHEAST 2024 AASP/NJ is excited to announce that exhibitor registration is open for the NORTHEAST® 2024 Automotive Services Show. Known as the largest and fastest-growing event of its kind, the 47th iteration of the association’s flagship event is scheduled for March 15-17 at the Meadowlands Exposition Center in Secaucus, NJ. “We are ecstatic to welcome the industry to return to the Meadowlands for NORTHEAST 2024,” shares AASP/NJ President Ken Miller. “We always have the industry’s best trainers delivering the most up-to-date information shops need to be successful in today’s market, and our exhibitors display and demonstrate the newest and most cutting-edge equipment out there. Every year, the show gets better and better, and without a doubt, NORTHEAST 2024 will be our best show yet!”

Badge registration for NORTHEAST 2024 will open on December 1. To reserve booth space for NORTHEAST 2024, please visit the official website of NORTHEAST, aaspnjnortheast.com, and click on Exhibitor Info to get started.

For news and announcements regarding NORTHEAST, please visit aaspnjnortheast.com. To learn more about AASP/NJ, visit aaspnj.org.

NJA

OUT OF BODY (AND MECHANICAL) EXPERIENCES continued from pg. 10

on the association’s history and never stopped until the day he died. I was introduced to former presidents such as Dave Demarest, Wes Kearny, George Petrask, Ron Mucklow and Jim Bowers, all who welcomed me and offered insights (well...maybe not Jim; he was always grumpy, LOL), making me feel comfortable immediately.

Paul was succeeded by Hank Peters (who still reads our magazine even though he lives in Florida, and messages me often). All I’ll say about Hank is that we had more fun outside of association events than at them.

Wink wink.

Following Hank’s tenure, we had our first bit of intrigue. Robin Ricca was in line to be the next president, but (it happened 100 years ago, so I’ll just say it) in a shitty move, he was passed over for Don McPhail by ONE vote. I know Robin has forgiven that episode, but he was always the bigger (and better) man. Don was probably one of our least favorite presidents, so his term was short. I don’t even think he finished it. Tommy Lee followed, and then thankfully, my newest friend, Eddie Day, took over a rocky ship and set it straight. To this day, Eddie remains one of my closest friends – hell, he’s more family than friend. And that’s despite almost getting 38 | New Jersey Automotive | November 2023

me killed at the NACE show in Dallas when I barely even knew him. Eddie was followed by another more-familythan-friend Glenn Villacari. Glenn was in charge when everyone came to their senses and all four associations finally merged in the early 2000s.

It’s amazing how one-time rivals can become lifelong friends. Once we merged, people like Russ Robson, Lee Vetland, Joe Lubrano, Tom Elder, Charlie Bryant and Jeff McDowell (all Central Jersey guys) became like family just as the other guys did.

Even today, almost 40 years on, I still can’t comprehend how there are so many great people in this industry. The “new” generation, guys like Jerry McNee, Ken Miller, Anthony Trama, Dennis Cataldo and Brad Crawford, are still becoming good friends and at the same time giving their hearts and souls to make this industry better.

So here’s to 60 years! Here’s to the great people we lost like George, Paul, Tommy, Guy, Lee and Russ.

Here’s to everyone who is still out there plugging along (Hank, Robin, Joe, etc…).

I treasure you all, and I thank you for everything.

NJA

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EXHIBITOR REGISTRATION NOW OPEN! AASPNJNORTHEAST.COM FOR INFO New Jersey Automotive | November 2023 | 39

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LOCAL FEATURE continued from pg. 21

on your own. If someone is inefficient, I don’t see a reason for them to be offended…it’s time to grow up. Those numbers are real, but they’re just numbers. There’s no reason to get your feelings hurt because someone tells you that your numbers suck. Maybe you just need to put in a little more effort, and that could make all the difference.

Look, I’m not perfect. I put my pants on the same way as everyone else, so if I’m doing something wrong, I want to know so I can move the needle in the right direction.

Shouldn’t we all be willing to make a change and move in the right direction?

NJA: What do you wish you knew before accepting the position of AASP/NJ president?

JM: Absolutely nothing. I came in ready to help tackle the problems as they appear because I believe in facing challenges head on. Sometimes, I get frustrated at seeing the same faces over and over again, and I wish our members understood that operating this association takes money and effort by a Board that volunteers our time.

Maybe then they would take that drive to come participate in everything we’ve set up. Would you still think it’s too far to drive if you knew you could add 0.5 hour to each estimate? Wouldn’t that be worth spending three hours at

a meeting and an hour driving each way? It’s sad that so many shop owners are afraid to get outside their four walls and invest a little time today to make big improvements in their business tomorrow and in the future. Ten repairs a week times at 0.5 per repair…do the math; you get the idea.

NJA: What advice would you like to offer your successor?

JM: Don’t take no for an answer. You know right from wrong, so be vocal about it. Hold people accountable. It’s a volunteer position, so it can be tough, but I’ve already told Ken that he’s not going to be by himself; he does not have to do this alone. I’ll support him in any way I can. And I’ll still be the same old me, just without the presidential filter.

NJA: Any regrets?

JM: Not a single one…Unless it’s maybe not pushing the members and the Board hard enough. COVID has slowed us down for our on-going educational training, it’s time to step up.

NJA

COVER STORY

continued from pg. 34

the industry better wherever they went. If I didn’t invest in training, my business wouldn’t have been in the position it was when it came time to sell.”

Trama is in full agreement when it comes to continuously working hard at the business. The path may be different for every shop owner when it comes time to sell their shop, but he too believes it was the great reviews and customer satisfaction that sold his business.

“I think one has to have an exit strategy from day one, and that is based on making good financial decisions for your business as well as good personal ones. I feel those factors are key in helping to set you up to get out. Never let the business run down or lose its status. Start early and never give up on the shop. Work hard until the end.”

Berman loves everything about his life since he left the industry. He misses “the good people [he] worked with on a daily basis, the customers, the employees, the vendors and the appraisers who wanted cars fixed the right way, but I don’t miss haggling with the insurance companies to get paid a fair amount to repair the car to pre-accident condition.

“But after one year, I don’t miss the collision business at all. I still work with people, solving different problems. I was lucky to get out when I did so I can enjoy what’s left of my time on earth. I’d urge other shop owners to start thinking about their exit strategy now so they can do all the things they’d like to do while they still can.”

Casiano is content with his decision to leave the industry as he looks toward the future for not only himself but for his kids. “I realized I don’t want them going into this business. Not that it’s a horrible industry; I’ve had a lot of success, but I want something different for them.”

While he has stepped away from owning a collision repair shop, he may consider working in the industry in some type of consulting role, while he also contemplates other ventures. Meantime, he is truly enjoying the time “to do the things I like to do, like skiing and boating. It doesn’t matter what business you’re in; if you put in a lot of time, you won’t get that time back. I figure in 30 years time, I probably worked as much as people do in 50 years. It’s time to stop and smell the roses for a bit.”

NJA

New Jersey Automotive | November 2023 | 41

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44 | New Jersey Automotive | November 2023