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P.O. Box 734
Neptune, NJ 07753
EXECUTIVE DIRECTOR
Charles Bryant 732-922-8909 / setlit4u@msn.com
2023-2025 OFFICERS
PRESIDENT
Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com
COLLISION CHAIRMAN/
PAST PRESIDENT ATTENDING
Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net
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
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
Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com
Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com
Anthony Trama 973-818-9739 / anthonytrama@aol.com
BOARD ALLIED
Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com
Mike Kaufmann, Mike Kaufmann Dealer Group 973-332-7014 / mkaufmann@adps.com
PRESIDENT/PUBLISHER
Thomas Greco / thomas@grecopublishing.com
VICE PRESIDENT/SALES DIRECTOR
Alicia Figurelli / alicia@grecopublishing.com
EDITORIAL DIRECTOR
Alana Quartuccio / alana@grecopublishing.com
SENIOR CONTRIBUTING EDITOR
Chasidy Rae Sisk / chasidy@grecopublishing.com
OFFICE MANAGER
Donna Greco / donna@grecopublishing.com
PRODUCTION COORDINATOR
Greco / joe@grecopublishing.com
CONTRIBUTING
Wes Kearney
Nick Kostakis
Jim Kowalak
Keith Krehel
Joe Lubrano
Michael Lovullo
Jeff McDowell
Jerry McNee
Sam Mikhail
Ron Mucklow
George Petrask
Russ Robson
Jerry Russomano
George Threlfall
Anthony Trama
Cynthia Tursi
Lee Vetland
Paul Vigilant
Rich
Brian
I’m (Not) Walkin’
Recently, I found myself scrolling through my Facebook feed when I came across a post that got me thinking. Ironically, it was written by my niece. She asked a question about the lack of student parking at the high school (her son recently bought his first car). Predictably, there were an alarming amount of replies stating how “entitled your kid is” or how “we used to walk to school every day when I went to school,” blah blah blah. Needless to say, I had to text her and ask if she knew of any available spots! LOL. I also reminded her that posting on Facebook with the hope of getting a productive answer or winning an argument was akin to professional wrestling: win or lose, it’s not real.
But of course, it made me think back to when I was in school and what I did to go to and from school. And that led me down the usual rabbit hole…
I am not proud of this statement, but it is what it is. Throughout my entire elementary, middle and high school life, I NEVER ONCE walked to school. EVER.
Now, maybe if I lived in a big town or a city, that would not be much of a big deal. A lot of kids never walked because of busing. But that wasn’t the case here. Nutley is TWO square miles. It’s not like we lived far. My grammar school was exactly .4 miles away. An eight-minute walk. Piece of cake, right? Not for little Tommy.
“ You might think, now that I was a teenager, that I would want to become more responsible...Eh, you would be wrong.“
by THOMAS GRECO, PUBLISHER
So my mom drove me to school every day, from Kindergarten to 12th grade. Even better, she would pick me up for lunch, bring me home and make my beloved jelly sandwiches (no peanut butter!), cut neatly into 16 one-inch squares with all the crust removed, then take me back. At 3:15pm, she was parked on the curb, waiting for me when the school day ended.
Then I graduated from grammar school and headed to middle school. Which was .9 miles away, a daunting 21-minute walk. You might think I must have walked to school sometime, maybe on a beautiful spring day? Not a chance. My mom did get a break though, since we weren’t allowed to leave the building during lunch in middle school. And since the walk home was littered with tons of great stores like the Candy Corner, Santini’s pizza, Jack’s Sweet Shoppe and Dolly’s hamburgers, I never minded walking home. I was probably the only kid in town to gain weight walking a mile every day.
Onto high school. You might think, now that I was a teenager, that I would want to become more responsible. Eh, you would be wrong. I mean, the high school was exactly a full mile away from my house! You think I would give up an extra 22 minutes of sleep? Listen. I didn’t even learn to tie my shoes properly until ninth grade because I refused to get off the couch to go to school in the morning. My mom would put my shoes on, tie them, throw water in my face and drag me into our Cadillac.
After school was not much different. Our freshman football team actually practiced on a field 1.6 miles away (150-foot climb!). Hell, that was a 38-minute walk UP HILL!! That wasn’t gonna work. So, there was my mom, parked outside the gym every day at 2:38pm. Of course, I made sure to offer the best players a ride in the green Caddy. I was lazy, but I wasn’t dumb.
I only lasted a couple years playing sports, so by my junior year, I was back to getting a ride home. By then, a lot of my friends had cars, so I didn’t have to bother my mom. In December of my senior year, I finally got my license. But I didn’t have a car yet,
Breaking the Paradigm
Every month, as I sit down to write this article, I usually pick a topic that’s on my mind, expand on it and see where it leads. Often, my goal is to shed light on an issue or provide insight into what’s happening around me. But this month was different. I had nothing. In reality, I had plenty of things going on, but I was having difficulty compiling it into something meaningful to write about. After all, I’m not a business consultant, and I’m certainly not an authority to give advice to those who’ve been in this industry far longer than I have. Then, it struck me: even if I were qualified to give business advice, how many would actually listen?
Invariably, human beings are creatures of habit, and shop owners, in particular, are no exception. However, I’ve noticed a paradigm that’s especially concerning: many shop owners seem to have been conditioned to believe that they can’t make impactful changes. Subconsciously, it seems they’ve been taught that changes happen to them, not because of them.
Let me explain. Over the years, I’ve watched insurers systematically reduce reimbursement rates for specific operations. Initially, shop owners will push back and
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protest, attempting to stand their ground. Before long though, they fall in line, accepting the reduced terms as the new normal. It’s astonishing how quickly resistance fades.
We’re in the middle of another round of cost-cutting measures, and this time, the stakes feel higher. What’s even more concerning is that some of the reductions we’re seeing today involve charges that have been industry standards for decades.
So I have to ask: will we, as an industry, continue to allow this to happen? When will we reach a point where we refuse to accept these changes? More importantly, when will we recognize our power to influence the future of this industry, rather than just react to the forces around us?
If you are unsure how to make these types of changes, I suggest you start by getting involved in association events. Get out to a meeting and speak with others in the industry who have embraced change, broken the paradigm and taken back control.
Until next month!
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continued from pg. 8
so yes, until the day I graduated, my mom drove me to school. By that time, my dad had a Lincoln Continental that was the size of a small yacht. Once in a while, he would let me take it to school. I would park it in a shopping center parking lot behind the high school. I mention that because I had one of my favorite memories in that parking lot. Again, I may have been a spoiled brat, but I wasn’t stupid.
I made sure every hot girl in my class knew I was driving this expensive car, so of course, they all wanted to go to lunch with me. There I was, walking to the car like a sheik with my harem behind me, when the 20-yearold girl (Big Eyes) I was having quarterly rendezvous with walked out of a store and came over, grabbed my hand, hugged and passionately kissed me. “Nice to see you,” she said. I turned and looked at my harem. All eight girls were like, “We never knew HE was a stud!”
Well, that’s what I thought they were thinking. Turns out that without the Lincoln, the next day I was still just the lazy spoiled brat who couldn’t tie his shoes, getting dropped off by his mommy.
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Fixing Cars Correctly is Non-Negotiable
The pandemic has undeniably altered the way businesses operate, especially in sectors like auto repairs and insurance. Across the country, stories echo a growing frustration: insurance companies are more resistant than ever, challenging claims with little concern for fairness or transparency. Is this a symptom of corporate greed, an absence of understanding or both? Is it caused by a lack of training, or is profit a priority over safety? The delays, denials and intimidation tactics seem to suggest it may be a bit of all of this.
Take, for example, the revelations from the recent 60 Minutes episode on Florida hurricane claims. The chilling admission, “We will make them sue us to get us to pay,” paints a disturbing picture of an industry that thrives on fear and evasion. For those working in the automotive field, the question is not just about doing what’s right. Many shops face the pressure of meeting quotas – which are largely based on poorly defined KPIs – or the loss of a business relationship.
But what happens when professionals accept subpar outcomes? When shops hide behind excuses like “That’s all the insurance will pay”? This is not just about damaged vehicles – it’s about the erosion of ethics and quality. The responsibility of ongoing education, proper tools and following repair procedures falls squarely on industry professionals. If nothing changes, the pattern of poor repairs and insurer manipulation will only worsen.
So, the real question is: What are we doing to improve? If your response is ”nothing,“ you are the problem. Just as in nature, where the strong prey on the
by JERRY MCNEE
weak, the untrained and unprepared will be exploited. It’s time for self-reflection. The strength of the industry lies in its people, and now more than ever, it’s crucial to stand up, educate ourselves and fight for accountability.
The stakes are high – responsibility and liability rest with the professionals who repair the vehicle, not the insurers.
I may not have all the answers, but what I do have are values that guide me: morals, principles and ethics. In this industry, doing the right thing – even when no one is looking – should be non-negotiable. Opinions will always be subjective, but facts remain constant and indisputable. It’s essential to base decisions on facts, not opinions, and the auto repair industry provides us with those facts through reliable sources like p-pages, repair procedures, position statements and continuous training and education.
Repair professionals need to focus on facts: manufacturer guidelines, correct repair procedures and the proper use of equipment and tools. Following these guidelines is not optional; it’s a duty. When it comes to repairing vehicles, your opinion doesn’t hold value. What really matters is whether you adhere to proven, fact-based procedures. Anything less risks the safety of drivers and their passengers, as well as the integrity of the entire collision repair industry.
Stand by your principles, prioritize safety and always aim for excellence – not just when someone is watching, but because it’s the right thing to do.
This message seeks to emphasize personal responsibility and business integrity. Maintaining high standards and prioritizing safety is not for appearances but because it’s inherently the right approach. And remember, the liability falls solely on you, not your “business partner.” That should also serve as a caution to be vigilant and accountable for your actions and decisions.
There is nothing right about doing it wrong. Fixing cars the right way should be the ONLY way.
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OCVTS Automotive Career Fair Connects Trade School Students to Industry Opportunities
On Wednesday, October 16, Ocean County Vocational Technical School’s (OCVTS) annual Automotive Career Fair welcomed over 250 students from OCVTS’ automotive programs to engage with representatives from the automotive industry. The event, held at the Jersey Shore BlueClaws Ballpark (Lakewood), featured a car show showcasing a variety of vehicles including a cyber truck from AASP/NJ member shop County Line Auto Body (Howell), whose team members discussed with attendees the advanced technology and speciic training required to work on these vehicles. Students, armed with resumes, spoke with representatives from 25 industry companies, who were accepting applications and discussing career opportunities throughout the day.
Event sponsors included Lester Glenn Auto Group; Ray Catena; Esposito Construction; Caliber Collision; County Line Auto Body; Dashlight Solutions and Auto Glass; I-CAR/Collision Careers; Pine Belt Chevrolet, Chrysler, Cadillac, Jeep, Dodge, Ram, Subaru, Mazda, Nissan; BASF; and Central Paint.
Trade schools like OCVTS play a crucial role in addressing the growing demand for skilled workers in the automotive industry, providing a variety of programs for students with the hands-on training needed to thrive in the fast-paced and ever-evolving automotive sector. For more information, visit bit.ly/OCVTScareerfair and ocvts.org
AASP/NJ Annual Meeting: A Night of Cheers, Camaraderie and Comedy
It was a great night of cheers, camaraderie and comedy!
AASP/NJ’s Annual Meeting brought collision repair and automotive professionals from all over the Garden State to the Gran Centurions (Clark) last month to celebrate achievements, elect new Board of Directors members and double over in laughter courtesy of legendary comedian, Rich Vos.
Thanking the audience for attending a night of social interaction, AASP/NJ President Ken Miller encouraged all to support the association’s Collision Repair Consumer Protection Initiative (CRCPI) in the hopes of bringing
upon positive change, and he informed them of new member benefits designed to bring savings their way.
Nick Barbera (Union Collision; Union), Todd Fontana (Proline Body & Chassis; Elmwood Park) and Dean Massimini (Autotech Collision Service; Sewell) were elected to their first three-year (2024-2027) term on the AASP/NJ Board of Directors. Board Treasurer Tom Elder highlighted how each new member’s different business model will be a positive addition to an already diverse Board.
“The Board is made up of some who have small shops and some with
very large shops. We have MSOs and those who do mechanical repairs as well as body repairs and calibrations. The more rounded our Board is, the better off our association will be.”
Miller agreed. “These guys will broaden what we have currently in our association. They bring a totally different perspective, and it’s unique from any other shop that we have [on our Board]. I’m looking forward to working with them.”
At every Annual Meeting, AASP/NJ presents the Russ Robson Scholarship – named in memory of the former president known for his dedication to training – to a promising automotive worker employed by a member shop in good standing. This year was no different, except the 2024 award was given to two aspiring young professionals: Brayan Colomer (K&L Auto Body; Somerville) and Erick Garcia (Krehel Automotive Repair; Clifton).
“Russ was a past president of the association who was taken from us way too soon at an early age of 51,” relayed Jeff McDowell, Board member and past president. “We miss him dearly, and we honor him by giving these awards every year.”
AASP/NJ President Ken Miller
(From L-R) Tom Elder, Jeff McDowell, Russ Robson Scholarship recipient Erick Garcia (Krehel Automotive Repair) and Ken Miller
Newly-elected Board members pose with AASP/NJ President Ken Miller. From L-R: Todd Fontana, Miller and Nick Barbera. Not pictured: Dean Massimini.
by ALANA QUARTUCCIO
Daniel Brandt, Jr., owner of DJ’s Restoration (Ewing) was presented with the 2024 Stan Wilson/New Jersey Automotive Shop of the Year award. This annual award is named in memory of an AASP/NJ member who was known for his dedication to the association.
Immediate Past President and current Collision Chairman Jerry McNee (Ultimate Collision & Repair; Edison) was inducted into the AASP/NJ Hall of Fame.
“I worked as a Board member under Jerry, and no one has more passion about this industry than he does,” shared Miller, who accepted the award on McNee’s behalf. “He’s out there helping members all the time. I have a hard time getting him on the phone because he’s always helping somebody. I also work with him nationally, doing things to represent our state. He served as president of AASP/NJ for six years and as board member for I don’t know how many years. It’s an honor for me to give this award to Jerry.”
Following the presentations and dinner, attendees enjoyed comedic performances by newcomer Danny Braff followed by the legendary HBO, Netflix and Last Comic Standing comedy star Rich Vos, who had the audience roaring in laughter throughout the entire 75-minute set.
Stay tuned for more coverage of the Annual Meeting in upcoming issues of New Jersey Automotive, available at grecopublishing.com
For more information on AASP/NJ, please visit aaspnj.org
Comedian Rich Vos
(From L-R) Tom Elder, Jeff McDowell, Russ Robson Scholarship recipient Brayan Colomer (K&L Auto Body) and Ken Miller
Up-and-coming comedian Danny Braff
Daniel Brandt, Jr. of DJ’s Restoration received the Stan Wilson/ New Jersey Automotive Shop of the Year award
NJA
Rich Vos checks out New Jersey Automotive magazine
INDAS
AASP/NJ Presents
A Day With Mike and Friends
Learn the latest trends in the Collision Repair Industry from Mike Anderson and his friends
November 21, 2024 9 am to 5 pm
$35 per member SHOP/COMPANY
$75 per individual for non-members*
*registration fee waived for non-members who join AASP/NJ at the meeting!
Sponsored by:
Obstacles are Opportunities in Work Clothes
Facilitated by
Location
Courtyard Lincroft Red Bank 245 Half Mile Rd. Red Bank, NJ 07701
In the fast-paced world of auto body repair, challenges are a daily reality. But what if we looked at those obstacles not as roadblocks, but as opportunities in disguise—dressed up in work clothes, waiting to be tackled head-on? In this dynamic keynote, Mike Anderson of Collision Advice reveals how every setback can be the start of a breakthrough, offering fresh perspectives on problem-solving, innovation and resilience.
Attendees will learn how to overcome the uncertainty and unpredictability of claims counts and accident frequency, as well as the challenges with reimbursement when performing safe and proper repairs. Learn to embrace the chaos when dealing with staffing and culture challenges and use it to your advantage. In addition, Mike will share current industry insights and trends regarding insurers, OEMs, consolidation and more.
P lus s pecial appearances by other indu s tr y e xperts!
For more information, please contact AASP/NJ Admin office at: 973-667-6922
Mike Anderson Collision Advice
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The Non-Existent Clause: A Policyholder ’ s nightmare
One bright afternoon in August, Ashley*, a 19-yearold college student, drove down the Parkway on her way home from a shopping expedition with her mother, who was a passenger in her car. When the traffic in front of her slowed down, Ashley slowly engaged her brakes – but the person behind her did not. CRASH!
Pulling to the side of the road, Ashley exchanged information with the other driver, but when she attempted to file a claim with the at-fault party’s insurance company, she learned that they had not paid their insurance bill and their card was invalid; they were uninsured.
Fortunately, Ashley’s parents had elected to add Uninsured Motorist Property Damage (UMPD) coverage to their policy through Travelers Insurance, which she was still covered under since she still lived at home. She submitted a claim, requesting to use her UMPD. She was shocked when the claim handler rejected her request, informing her that would not be possible.
“Per Travelers’ guidelines, collision coverage is always primary over UMPD,” according to the email Ashley received. “However, the benefit which can be applied is the lowering of your collision deductible to assist with the unfortunate matter that the other party does not have insurance. That reduced deductible being $500 instead of $1,000 has already been reflected and applied to the estimates and paperwork of the ongoing claim as I completely understood you the first time we spoke and made sure from a repair perspective the lesser amount of the deductible would be reflected.”
At this point, an entire month had passed since she had been rear-ended. Since this was her first accident and her first experience in interacting with a claim representative, Ashley wasn’t sure how to respond, but something about the refusal to let her use the UMPD coverage that was clearly designated for exactly the type of situation she found herself in just didn’t sit right. So she engaged the owner of the collision repair shop where her car was being fixed.
The shop owner reached out to Travelers to ask why collision coverage must be applied instead of the UMPD endorsement. The claim representative justified her position on the matter by explaining, “The ruling that collision coverage is used [as] primary over uninsured motorist [coverage] is based on a NJ Statute from 2020.” She also provided a screenshot of the supposed statute, N.J. Stat. § 17:28-1.1, 39:6-78 (2020), which indicated the following:
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“All standard motor vehicle policies must include UMPD coverage. UMPD Coverage is not available for basic auto policies.
• $500 deductible
• $5,000 UMPD minimum limit
• If collision coverage is available, collision is primary over UMPD. If collision deductible exceeds $500, the difference is paid under UMPD.
• Example: Collision $1,000; payment for damages is paid under collision and $500 under UMPD.”
Upon review of the provided information, the shop owner found that N.J. Stat. § 17:28-1.1 did not “include any of the cited language in any past or current revisions,” as he indicated in his response, noting, “Several revisions have been made since 2020; the most recent revision is 2023. I find no reference to anything pertaining to this issue.” He also questioned why title 39:6-78 was listed since it has no relevance to the issue in question.
Further, the shop owner read through Ashley’s policy and found no reference to the listed language in any part of the collision or uninsured motorists coverages; nothing related to the claim could be found listed under exclusions, either. His research on the website for New Jersey Division of Banking and Insurance (NJ DOBI) yielded no indication that collision coverage would be primary over UMPD. Essentially, the justification for Travelers’ ruling on the claim didn’t exist at all!
Travelers’ claim representative did not reply for a week. When she finally did, she apologized for the delay, which was caused by “following-up with, not only my supervisor, but the department itself to provide answers and research to the questions you are asking.
“They are valid questions,” she acknowledged, indicating that her rejection was based on “the information I was trained on” and promising that the carrier was looking into the situation. “We are leaving no stone unturned with providing that information to you. At this time, it is being looked into, and I have been made assurances that results of that should be provided to me soon, so I can reach out to you and provide the information.”
The following week, Ashley received an email from the claim representative’s supervisor, informing her that her UMPD coverage would be applied to the claim instead of her collision coverage. He also assured her that “Travelers has placed the sole liability on the other party for rearending you.”
All’s well that ends well, right? Well, not exactly. While waiting for this matter to be cleared up, Ashley moved out of her parents’ house and applied for her own insurance policy; however, she received astronomically high quotes due to having an accident on her driving record! Yet, the only accident she had ever been in was this one, where she was struck from behind and in which she was clearly not at fault. But because Travelers processed the claim under her collision coverage, she was negatively impacted almost immediately.
Sadly, Ashley’s story is not an anomaly.
Insurers commonly insist on policyholders using collision coverage as primary over UMPD, according to AASP/NJ Executive Director Charles Bryant, though he confirms that, to the best of his knowledge and understanding, “Nothing in N.J. Stat. § 17:28-1.1, 39:6-78 or any other New Jersey statute allows this practice.”
Consumer advocate and diminished value expert Robert McDorman (Auto Claim Specialists) agrees that he has also seen this practice many times and is unaware of any laws permitting the requirement for claims to be filed under collision as primary to their UMPD endorsement, but he expresses concerns with how this type of guideline could harm consumers:
“Placing the claim on the collision side of the policy when, in fact, it was a UMPD claim would preclude the insured from collecting loss of use and diminished value (which could be substantial), plus it would be counted against the insured’s loss run and most likely adversely affect their premium rate at renewal or if they shop for coverage with other carriers. In contrast, when a claim is handled under the UMPD side of the policy, it does not count against the insured’s loss run and should have no impact on their future premiums.”
Bryant pointed out that in either instance, the claim would be reported on the policyholder’s driving record. “However, a collision claim would be a chargeable accident and might raise the insured’s premium, while an uninsured motorist claim would not, at least not nearly as much as a collision claim.”
New Jersey Automotive reached out to Travelers Insurance to determine if their guidelines require policyholders to use collision coverage (if available) as primary over UMPD. We also asked what statute such a requirement might be based on or why a claim representative would be trained in this manner if no such guideline exists. Additionally, an email was sent to NJ DOBI with questions related to the legality of such
continued from pg. 30
a practice and for comment on how this might harm consumers. As of the time of writing, neither Travelers Insurance nor NJ DOBI have responded to our request.
AASP/NJ believes it’s important for shops to be informed about insurer practices that may harm vehicle owners in the Garden State. “Many customers of collision shops depend on the shop to advise them of their rights and on the best route to take when considering filing an auto insurance claim,” Bryant points out. “We need to be aware of the many ways that insurers attempt to advise customers improperly and also understand what options the vehicle owner has. That knowledge can be extremely helpful to a shop’s customers when they are not sure how to best deal with an insurance claim for damages to their vehicle.”
The desire to protect consumers from insurer misconduct is exactly why the association launched its Collision Repair Consumer Protection Initiative (CRCPI) this past summer (information available online at grecopublishing.com/nja1024coverstory), and AASP/NJ President Ken Miller sees Ashley’s story as another example of how insurers are harming New Jersey consumers.
“This situation raises two concerns in my opinion. First, it seems like insurer fraud since these carriers are coercing policyholders to use collision coverage as a systemic process where the accident may count against the insured for future premium adjustments. Second, I wonder if they are using this tactic in response to the New Jersey Insurance Fair Conduct Act, passed in 2022, which allows for a private right of action against insurers for uninsured motorist claims. It appears that pressuring insureds into using collision coverage would allow them to avoid potential lawsuits related to mishandling UMPD claims, thereby obviating them from that liability.”
Policyholders and collision shops alike can rest assured that AASP/NJ will continue to monitor this type of behavior and never stop fighting to protect consumers, even from clauses and guidelines that don’t technically exist.
*Name changed to protect consumer’s identity
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Navigating the Future:
Succession Planning for Auto Repair Shop Owners
As the owner of an auto repair shop, you’re accustomed to solving problems under the hood. But what will happen to your business when you’re ready to step away from the shop? Planning for the succession of your business is a critical step that frequently gets overlooked. However, for the long-term success and continuity of your business, it’s essential. Whether you’re considering retirement, planning for a sale, or simply preparing for the unexpected, a well-structured succession plan can safeguard your business, preserve family harmony and integrate your broader retirement and estate planning goals. This article touches upon some of the key aspects of succession planning to explain the “whys” and “hows,” but this is not a go-at-it-alone process and should be approached with the help of professionals who have the experience to help you navigate through the complex issues highlighted below.
Why Succession Planning Matters
1. Ensure Business Continuity: You spent years making your business run like a well-oiled machine. But what if suddenly you were not there? Your departure could
leave your shop in disarray. Having a comprehensive succession plan ensures that operations will continue smoothly, preserving the trust and loyalty of your customers.
2. Preserve Key Relationships: Your relationships with customers, suppliers and employees are everything. They are a reflection of you. A seamless transition helps to preserve these vital connections, ensuring your shop remains reliable and respected.
3. Secure Financial Stability: An effective succession plan can help you secure the financial future of your business, whether you plan to sell, retire or pass the business to the next generation. This includes strategies to manage taxes, set a fair sale price or transfer ownership to family members without unnecessary financial strain.
4. Retain Valuable Employees: Like your customer relations, your team is a reflection of you and needs to be retained if your business is to remain viable. Your team will likely stick around if they see a clear future for the
business. Knowing that you have taken steps to ensure a future for your business will give your employees the security they need to stay committed, reducing turnover and retaining the talent essential for your business’ success.
5. Maintain Family Harmony: A succession plan helps to prevent conflicts by clearly defining roles and expectations. This aids in keeping personal relationships intact while ensuring a smooth business transition.
6. Integrate Estate Planning: By aligning your succession plan with your estate plan, you protect your legacy in a way that meets the needs of your family.
How to Develop a Successful Succession Plan
1. Assess Your Business: Before you can develop a succession plan, you need to do a deep dive into your business. Begin with a detailed evaluation to understand your business’s strengths, weaknesses, opportunities and threats. This first step will help you identify critical areas that need attention during the transition such as the business’ financial health, operational efficiencies, employee/management structure, market position and future growth potential. This assessment helps the owner to make necessary improvements to strengthen the business before handing over the reins. Ultimately, a well-assessed business is more attractive to potential successors, more likely to thrive under new leadership and better positioned to provide lasting value to your family and other stakeholders.
2. Identify a Successor: Determine who is best suited to assume the various roles that you play. Whether it’s a family member, a trusted employee or an external candidate, make sure they are willing and able to carry on the business. For family-owned shops, have honest discussions with potential successors to gauge their interest and capability. Be honest and don’t be afraid to divide responsibilities if that’s what it takes to ensure continuity.
3. Develop a Training Plan: Once a successor (or successors) is/are identified, create a comprehensive training plan. This should include hands-on training, mentoring and possibly formal education. The goal is to ensure that the successors are fully prepared to take control and run the business when the time comes.
4. Establish a Timeline: A well-structured timeline is a crucial element of a successful succession plan, particularly for owners of auto repair shops where the continuity of operations is vital. Establishing a clear, realistic timeline helps manage the transition of leadership,
ensures that all necessary steps are completed in an orderly and timely manner and provides clarity for both the outgoing owner and the successor. The key is to begin early to ensure there is sufficient time to groom a successor, address training needs and to make adjustments should circumstances change.
5. Document the Plan: Put everything in writing. Documenting the succession plan – including the roles, responsibilities and timeline – reduces misunderstandings and provides a clear roadmap for the future. While it may be tempting to keep plans informal, especially if you’re working with family members or long-time employees, memorializing your plan in writing provides clarity, mitigates risk and establishes a formal guide that can be followed when the time comes to pass the torch.
6. Consult Professionals: Succession planning is a complex and multifaceted process, particularly for auto repair shop owners who must balance day-to-day operations with long-term strategic decisions. While you may have a clear vision of what you want for the future of your business, executing that vision requires expertise in areas that extend beyond running a successful repair shop. This is where consulting professionals becomes crucial. Engaging legal, financial and business advisors ensures that your succession plan is not only effective but also legally sound, financially viable and strategically aligned with your overall goals.
7. Communicate the Plan: Even the most well-crafted plan can fail if it’s not clearly communicated to the right people at the right time. Transparent, open and ongoing dialogue with all stakeholders – family members, key employees and advisors – can prevent misunderstandings, reduce conflicts and ensure that everyone is on the same page regarding the future of the business, the roles and responsibilities everyone is expected to play and timing of events. Effective communication not only ensures a smooth transition but also helps maintain trust, loyalty and stability among your employees, family members, customers, vendors and other stakeholders.
Preserving Family Harmony
For many auto repair shop owners, the business isn’t just a livelihood – it’s a family legacy. Passing that legacy from one generation to the next is a dream for many, but it also comes with unique challenges, especially when family members are involved. Succession planning can stir up strong emotions, differing opinions and even conflicts that, if not managed properly, can threaten both the business and family relationships. Preserving family harmony
continued from pg. 35
throughout this process is essential, as the consequences of unresolved conflicts can be devastating for both the family and the business.
Family relationships are valuable and should be prioritized even when business decisions are at stake. A harmonious transition ensures that family bonds remain intact and that no one feels alienated or unfairly
treated. A peaceful and agreedupon succession plan also helps to ensure the ongoing success of the business. When family members work together harmoniously, they are better able to focus on running the business, rather than being distracted by personal disputes which can sometimes escalate to legal disputes, particularly if certain family members
feel they have been treated unfairly. These disputes can be costly, timeconsuming and damaging to both the business and personal relationships.
Integration of Estate Planning
The intersection of succession planning and estate planning is a crucial consideration to ensure that both the business and personal assets are managed in a way that meets the business owner’s longterm goals. Succession planning focuses on the transition of business ownership and management. Estate planning addresses the distribution of assets after death. In situations where one (or some, but not all) of the business owner’s children succeed to the business, an estate plan will also ensure that all of the business owner’s children are treated as fairly and as equally as possible. By integrating these two processes, the business owner creates a comprehensive strategy to secure the future of the business, provide for the owner’s family, protect assets and minimize potential conflicts and exposure to taxation.
For owners of auto repair shops, succession planning is not just a smart business move; it’s a way to protect a legacy, preserve family relationships and ensure that the business continues to serve the community for years to come. The key is to start early and plan thoroughly. By taking these steps, you can secure the future of your shop, your family and your employees, ensuring that the years of dedication and hard work that you put into your enterprise will continue to pay off long after you have stepped away from the workbench.
Jason E. Marx is a partner in the tax, trusts and estates practice groups at Mandelbaum Barrett PC based in Roseland, NJ. Contact him at jmarx@ mblawfirm.com
You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit. “Volkswagen“
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David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com
Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com
Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com
Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net
ARANJ Officers
President - Rodney Krawczyk Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net
1st Vice President - Daryl Carman Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms
2nd Vice President - Mike Ronayne Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net
Past President - Bob Dirkes Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com
ARANJ
The Automotive Recyclers Association of New Jersey
Wharton Insurance Briefs
How’s
Your Workers’
Compensation Statistical Information?
Workers’ compensation is a major part of every business’ annual expense. The rates are standardized in the state of New Jersey. It is only affected by your own experience modification and risk surcharges, which are all managed by the New Jersey state government and your insurance company. Due to the complexity of the industry’s rating and billing systems, it is common for errors to occur.
What happens when the state gets the wrong information from the insurance companies? How do you correct the errors that could increase your cost of insurance for three years or more? A complete evaluation of your company’s statistical records with both the state and the insurance company can be obtained. In most cases, there is no cost to you.
As always, please call me with any questions you may have on your current insurance program.
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Enhanced Mobility and Shop Safety with RAE Mobile Battery Lifting Table
When repairing sophisticated electric vehicles, proper disassembly and handling of EV batteries is a must. RAE’s Mobile Battery Lifting Table is a game changer, taking the stress out of lifting and storing EV batteries as well as motors and transmissions.
The table’s sturdy build and smooth hydraulic system ensure precise lifting and lowering, allowing repairers to position the battery exactly where it’s needed with the ability to safely handle loads up to 1.5 tons, with a pneumatichydraulic drive powering smooth and reliable lifting.
With adjustable features including a mechanical drop safety device, 3-step handle and slopes on both axes, operators can be confident of precise positioning. An extendable platform (adjusting from 1830mm to 2130mm) fits various battery sizes, but the lifting table’s versatility means it’s not just
limited to batteries; repairers can use this to lift, hold and store many heavy components in the repair process.
With approvals from Ford, Lucid and Rivian, this Mobile Battery Lifting Table is a solid investment, not only cutting down on time spent with manual labor but also making battery handling more efficient to improve overall productivity in the shop.
If you’re looking for a solution that combines safety, ease of use, and durability, this Mobile Battery Lifting Table is exactly what you need. The team at Reliable Automotive Equipment is ready to help with this and any equipment concerns you may have; please contact us today at raeservice. com to learn more about our array of collision repair products, training and support.
The RAE Mobile Battery Lifting Table has a lifting capacity of 3,080 pounds, ensuring safe maintenance procedures
