New Jersey Automotive December 2017

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

December 2017 $595

Where Will All the Adjusters Go? Tom Slear paints a bleak picture

pg. 50

AASP/NJ Teams up with WMABA for new Educational slate at northeast® 2018

SEMA 2017: Celebrating industry innovation

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4 | New Jersey Automotive | December 2017

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2017 - 2019 OFFICERS PRESIDENT Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net COLLISION CHAIRMAN Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dandmautobody.com MECHANICAL CHAIRMAN Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com TREASURER Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com BOARD Billy Aiello, Lee’s Auto Body 732-634-6161 / repairs@leesautobodyinc.com

Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com

Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com

Sam Mikhail, Prestige Auto Body 908-789-2020 / mikhail@goldcar.com

Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanautobody.com

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

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

Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com PAST PRESIDENT ATTENDING Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com

PUBLISHER Thomas Greco / thomas@grecopublishing.com

SALES DIRECTOR Alicia Figurelli / alicia@grecopublishing.com

EDITORIAL DIRECTOR Joel Gausten / joel@grecopublishing.com

CREATIVE DIRECTOR Lea Velocci / lea@grecopublishing.com

EDITORIAL/CREATIVE COORDINATOR Kristen Dalli / kristen@grecopublishing.com

OFFICE MANAGER Donna Greco / donna@grecopublishing.com

CONTRIBUTING EDITORS

Charles Bryant • Mario DeFilippis • Jeff McDowell • Mitch Portnoi • Ron Ananian Keith Krehel • Jerry McNee • Bob Dirkes

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

www.grecopublishing.com

NEW JERSEY AUTOMOTIVE is published monthly and is sent to AASP/NJ and ARANJ members free of charge. Subscriptions are $24 per year. NEW JERSEY AUTOMOTIVE is published by Thomas Greco Publishing Inc., 244 Chestnut St., Nutley, NJ 07110. The editorial contents of NEW JERSEY AUTOMOTIVE are copyright © 2017 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.

CONTENTS

VOLUME 47, NUMBER 12 | December 2017

OUT OF BODY (AND MECHANICAL) EXPERIENCES 14 PRESIDENT’S MESSAGE 18 EXECUTIVE DIRECTOR’S MESSAGE 20 NEW MEMBERS 10

22 24 64

I-CAR CALENDAR MECHANICAL CHAIRMAN’S MESSAGE NJA ADVERTISERS’ INDEX

50 COVER STORYby Tom Slear Where Will All the Adjusters Go? LEGAL PERSPECTIVE by Mitchell Portnoi 26 Five Things to Do If Involved in A Motor Vehicle Accident NORTHEAST SPOTLIGHT by Kristen Dalli 30 AASP/NJ Teams Up with WMABA for New Educational Slate at NORTHEAST® 2018

NATIONAL NEWS 32 SEMA 2017: Celebrating Industry Innovation

by Kristen Dalli and Joel Gausten

38 John Eagle Verdict Prompts SEMA Discussions

by Joel Gausten

EASY WRITER by Larry Montanez III, CDA 43 Dispelling Information in the Collision Repair Business NO BRAKES by Ron Ananian 59 Going Nowhere Fast AUTOMOTIVE RECYCLERS ASSOCIATION OF NEW JERSEY 64 Wharton Insurance Briefs Joe Amato, Sr. Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Pete Cook Ed Day Dave Demarest Phil Dolcemascolo Tom Elder Bob Everett

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

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

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

Sounds of Christmas Last year at this time, I wrote about our family’s tradition of sending out Christmas music CDs every year. After that article was published, a few people wrote me and asked what songs I put on the CDs. That got me thinking to how my Christmas music obsession started way, way back…

I can remember the moment distinctly. It was probably about a week before Christmas in 1972. I was 11 years old, and after putting up the lights on the house with my dad, I walked into my bedroom, turned on the radio (it was one of those cheap record player/radio/eight track all-in-one tabletop units with speakers that crackled on every high and low note), shut the lights and laid down. Then I heard that voice. “And so this is Christmas…” Was that John Lennon? “And what have you done...” It was John Lennon!

Of course it was. I couldn’t mistake that voice. As the song played, I felt goosebumps. My idol was singing a Christmas song and it wasn’t “White Christmas” or “Jingle Bells.” It was called “Happy Xmas,” and it was great!

(Except for Yoko’s backing vocals.)

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by THOMAS GRECO, PUBLISHER

I ran out of my room and into the kitchen and said to my sister, “Glor, we have to go to the mall. I have to have this record!” She drove me to Sam Goody and there it was.

On green vinyl! I swear I played that record 100 times that night. And probably 1,000 times since then. “Happy Xmas” led me to look for other non-standard Christmas records.

My first “find” was A Christmas Gift for You - aka the Phil Spector Christmas album. I had been a huge fan of Phil Spector’s music ever since I could remember. Songs like “Be My Baby” by the Ronettes and “He’s A Rebel” by the Crystals were already locked into my brain, but I had never heard of the Christmas album until I found it in a bargain bin at Sam Goody.

The album had been re-released on the Beatles’ Apple record label, and it was full of Spector’s famous “Wall of Sound” and his roster of groups turning classics like “Frosty” and “Rudolph” into teenage symphonies. It also included my second-favorite Christmas song: “Christmas (Baby Please Come Home)” by Darlene Love. Now, I don’t

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want to brag, but even though everyone knows that song NOW, back in 1972, NO ONE I knew had ever heard it. I was putting this song on eight tracks for everyone, and it along with “Happy Xmas” - are the only constants on every one of our Christmas CDs. Interestingly, the reason A Christmas Gift for You was a lost classic back in ’72 was because it was originally released on November 22, 1963. Yup. The day President Kennedy was assassinated. At that time, no one was in the right frame of mind for a Christmas album, and so it came and went without much notice. That is, until I got my hands on it nine years later! Coincidentally, the album did gain a new life in 1972 with its re-release, but it really hit its peak in the ’80s with the advent of the CD. Since that time, it’s been pretty much ever-present during the holiday season.

These two records, recorded nine years apart, sent me off on a 46-year hunt for holiday songs. What’s crazy is both are connected in so many ways. Besides being rereleased on Apple, Spector also produced “Happy Xmas!”

(My subconscious is drunk with Beatles data.) To date, I have collected something like 1,000 holiday songs in every format you can imagine. So, to get to the point of all of this, here is a list of my top 10 favorite holiday songs. You can find almost all of them on iTunes, Amazon, Pandora, etc. If you can’t find them, just email me and I will hook you up.

Merry Christmas, everyone!

NJA

The Out of Body Christmas Top Ten

“Happy Xmas” - John Lennon “Christmas (Baby Please Come Home)” - Darlene Love “Merry Christmas Will Do” - Material Issue “All I Want for Christmas is You” Vince Vance & the Valiants “One More Sleep” - Leona Lewis “Blue Christmas” - Elvis Presley

“Little Saint Nick” - Beach Boys

“I Wish It Could Be Christmas Every Day” - Roy Wood “Someday at Christmas” - Stevie Wonder “The Winter Song” - Angel

“Punch Bowl Full of Joy” Sonny Columbus & his Del Fuegos* *Bonus track :)

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PRESIDENT’S MESSAGE

DON’T GIVE YOUR STORE AWAY

by JERRY MCNEE

Imagine if you walked into a supermarket, picked up a bunch of groceries, walked over to the guy working the checkout line and said, “I don’t pay for paper towels and oranges, but leave them in the bag.”

How far do you think you’d get?

Although this is something we’d never dream of doing, stop and consider the fact that we let insurers get away with asinine stuff like that every day.

Not too long ago, I had an insurer come in and tell me, “We don’t pay to blend.” WHAT??? What shop owner out there is not blending these colors?

Who’s actually running the show at these shops? What do shops do to

move forward and address this with customers? What if the vehicle owner says, “Hey, my bumper is two different colors!”? Sure, you might think (especially if you’re a program shop) that you can make up for the loss in volume, but I promise you that this will eventually eat away at your bottom line. Welcome to one of our industry’s latest problems. Actually, I take that back – welcome to the latest version of the same old problem. We’re not helping ourselves become stronger business owners; we’re helping an outside industry save money. It needs to stop.

So how do we fix this? I know the

solutions won’t be easy to achieve, but I know we’re heading nowhere unless we work together. There are over 1200 shops in our state. Just think of the possibilities if they all showed up at an association meeting or training event.

A great place to do that would be our NORTHEAST® Automotive Services Show. The annual event will offer a slew of classes designed to make you a more educated businessperson.

Please make the effort to attend the show in March.

In the meantime, ask yourself this: Are you job costing every car that comes through the door? Do you know exactly how much you’re giving away – or how much you should be fighting for? If not, make a commitment to learn – attend AASP/NJ events, attend NORTHEAST, and let Executive Director Charles Bryant know if you’re getting the runaround when trying to get paid for something sensible. It’s YOUR business; gain the tools necessary to fight back when someone tries to take it away from you.

NJA

December 6 12pm-1pm CST Presented by

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Open to AASP members only.

More information and registration is available at tinyurl.com/y9qv7ffx.

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EXECUTIVE DIRECTOR’S MESSAGE

Here We Go Again

Things Are Different This Time, and This Industry Better Realize It!

Every time something big happens in the collision industry, the word spreads far and wide, and for a few weeks, or even months, it is the talk of the industry. It has happened so many times that members of the collision industry have a tendency to chalk it up to experience, and not pay much attention to a situation that doesn’t involve their shop. For that matter, why would anyone get all worked up about something if it doesn’t involve them? Yes, I am referring to the lawsuit in Texas that resulted in a $31.5 million judgment against the body shop that improperly repaired a vehicle, which ultimately resulted in serious injuries to the occupants of the vehicle.

Because of the monumental decision that came from this nowinfamous court case, it doesn’t seem to be going away as quickly as other issues that have created front-page headlines in the past. The fact is, a $31.5 million judgment against most collision shops across the nation

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would likely put them out of business immediately. Because of this, I want to make sure that I do my part to raise awareness of what this case means for the collision industry.

For starters, this case should serve as a wake-up call. The good old boys that tend to say things like, “I’ve been repairing cars for 25 years and I can repair anything” or, “I don’t need to start training all over again,” had better wake up and realize that statements like that are absolutely a thing of the past.

If those same good old boys attempt to repair the modern vehicles that are on the road today like they have repaired automobiles in the past, I can guarantee that they are not going to be repaired properly.

Who would’ve thought that someday in our lifetime we would be able to get in a car and tell it where we want to go, and have it drive us there instead of us driving it there? Believe me when I tell you, automobiles that can do that cannot be repaired the same way that automobiles have been repaired in the past.

I want to make sure that the collision industry doesn’t attempt to just put this Texas lawsuit behind them and continue, or attempt to continue, on a business as usual basis. I want to make sure that this industry gets it this time. In my opinion, this case should have every collision shop owner thinking carefully about the future. Collision shops need to decide whether they are willing, able and ready to make the investment in the training, certification

by CHARLES BRYANT

and equipment necessary to properly repair modern vehicles – or start planning on how they’re going to exit this industry.

In the past, people have used the phrase “it’s a matter of life or death” as nothing more than an expression.

This time, it really is a matter of life or death. If shop owners don’t start making the investment in the proper training and equipment, or continue to improperly repair cars, people will die in future collisions. I am well aware that certain people will read this article and say, “Hey, I’m not going to close my business because of one lawsuit where the shop didn’t repair the car properly,” and I can understand that. However, a better way to look at it would be to use this information to decide on how one plans to move forward.

I am sure the first thing that will come to mind is the cost of the equipment and training. I will be the first one to admit that there will have to be drastic changes in the collision industry in order for shops to make the necessary investment to repair cars the right way. There will also have to be drastic changes in the way the shops do business with insurance companies. For years, insurance companies have limited the amount they will pay to repair automobiles, which very often doesn’t cover the cost of repairing the vehicle properly. That has got to stop now!

Shop owners have got to draw a line in the sand and stop insurance companies from dictating how vehicles will be repaired. When a

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EXECUTIVE DIRECTOR’S MESSAGE vehicle manufacturer publishes OEM repair specifications, collision shops need to stand up to insurance companies and demand fair compensation for OEM repairs. If a collision shop is incapable of repairing a vehicle in accordance with the OEM repair specifications, he or she should reject the job. Collision shops also need to document the fact that they have repaired the car according to OEM repair specifications,

and make sure that the owner of the vehicle is informed of the repairs.

The time has come for the collision industry to weed out those who are still willing to fix a vehicle any old way. I know this article is going to sound harsh to many, but the truth is, reality is often harsh. One can’t pick up an automotive trade publication without seeing the headlines about another major lawsuit that has been filed against an insurance company for failing to pay what it takes to

accurately repair automobiles. I have no doubt that these lawsuits are going to result in changes that will better the industry. I am also aware that most average to small size shops could never stand up to a major insurance company with unlimited funds in the legal system. However, there are shops out there that have made the decision to either get the problems addressed through the legal system, or get out of the industry. If there ever was a time this industry needs to pull together and support those that are willing to take on the mighty insurance giants, the time is now!

AASP/NJ is working hard to unite the industry and assist our members when issues arise, and provide benefits that can only be achieved by utilizing the power of numbers. For those who are not aware, we have a hotline that members can call for assistance with issues – all day, every day. We have a Labor Pool to assist members in locating workers when the need arises. We have programs to help shops get discounts and dividends back on garage and worker’s compensation, and other benefits like a rental replacement program and so much more. Once again, unity is the answer to the many problems this industry is facing, and one could not find a better time than now to join the effort to unite our industry and face the issues in a united effort.

NJA

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CALENDAR

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NJA

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MECHANICAL CHAIRMAN’S MESSAGE

Auto Repair – What it Was, What it Is, What it Will be…(I Think)

WHAT IT WAS As some may be aware, I began my career (unknowingly at the time) in auto repair in the ’70s. I worked this job for eight and a half years through high school and college, then afterwards while teaching high school. I started my own business in 1982, and for over 40 years, I have seen great change in this industry.

Working on cars from the ’60s and ’70s was very different from cars today.

In short: We used to change a lot of parts. And often. At around 12,000 miles, we usually replaced a bunch of spark plugs, points (the weak link) and condensers (I still don’t know why they got changed), air filters, fuel filters and PVC valves. Vehicles had trouble running much past this point, so the “tune-up” was needed. As far as trouble shooting, we had the basics.

Vacuum gauge - Checked the mechanicals of the engine, test fuel pumps, etc.

Oscilloscopes – Used to check the ignition system. They varied in size from a medium-sized cart to the size of a small wall on wheels – try bringing that on a test drive! One feature I did like was the cylinder power balance, used to find the cylinder causing a miss. These were usually made by SUN Electrical. Anyone remember them?

Vat 40 - Used to test batteries, charging and starting systems, and were also made by SUN Electrical. We all thought the amp probe that miraculously read amps by clamping over wires was magic. This was high-tech to us at the time.

Brake lathes – Usually made by AMMCO. Originally, they would only machine drums. Later on, we got the high-tech model that would cut rotors found on the new cars of the ’70s. Thank God we didn’t machine asbestos shoes to match the arc of the drum.

Timing Light - It was used daily then.

Now, maybe once a year, if that, when working on a “fossil.”

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Alignment Rack – It usually consisted of a set of ramps, which worked at one low, uncomfortable height, and used projection lighting on the forward “screen-like doors.” Using this machine required skill, experience and some luck to get it right. I suspect “toe and go” prevailed, as it still seems to be with many shops today. To this day, I have never heard any customer ask for half an alignment.

THE WORK WE DID: Oil changes - Life was simple. Straightweight oils were gone, you could choose 10/30 or 10/40 and most cars had grease fittings.

Tires – Almost exclusively bias ply, creating a trifecta as they handled poorly on dry pavement, were terrible in snow and did not last long. They were measured by a letter to denote size, with A as the smallest and L the largest. I have to admit: I struggled with the heavy L 78 15 tires mounted on steel wheels, as I weighed 130 lbs. (I am slightly heavier now.)

Suspension – Ball joints and other suspension work was common. Idler arms were very commonly in need of replacement. OE shocks did not last long, but name brand replacements did.

Exhaust – This was very frequently needed as they rusted quickly, and was probably the worst work you could do. It was certainly my least favorite, and somewhat dangerous as well, as I had to seek medical attention a couple of times from doing exhaust work.

Cooling systems – Water pumps and

by KEITH KREHEL

hoses, especially upper radiator hoses, were problematic and did not last.

Brakes – Four-wheel drum brakes were common, and replacing them was a handful, requiring a lot of parts to assemble. Machining drums properly required matching the two drums on the axle to avoid a pull.

Air Conditioning – There were no recycle or recovery machines, so all the R12 refrigerant we used eventually went into the atmosphere – what a shame. Testing for leakage on AC required a torch flame, which was barbaric and dangerous and created a toxic gas when the leak was found by coming in contact with Freon.

Carburetors – Another Achilles heel of older vehicles. Just changing the fuel filter located in the carburetor (Quadrajet) often caused the float to stick, possibly flooding the vehicle and creating a fire hazard. Reinstalling the fuel line was challenging, and it was often stripped on reassembly. Repairing carburetors often required disassembly and soaking parts in a nasty solvent (quite sure this solvent is now banned) to clean, prior to reassembly. Some shops chose rebuilt carburetors, but they had a very high failure rate.

Batteries – We sold tons of batteries with the lifetime/unconditional warranty. I’m pretty sure this led to the auto center’s demise.

Starter & Alternator – They were commonly replaced by us, and I remember offering upgrades to many customers that allowed replacing their 43 amp with a 67 amp model. Yahoo!

For the most part, cars were much simpler back then, and any “comebacks” we had were usually due to poor workmanship or an occasional part failure.

Hope all of you mechanics reading this article enjoyed reminiscing with me.

Writing this sure brought back a lot of memories, both good and bad.

Next time: “What it is Now, Compared to the Past.”

NJA

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of

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LEGAL PERSPECTIVE

by Mitchell Portnoi

Certified by the Supreme Court of New Jersey as a Civil Trial Attorney

5 Things to Do If Involved in a Motor Vehicle Accident

1. Secure your safety. Don’t compound a bad situation by making it worse. Pull vehicles to a shoulder or out of harm’s way if possible. Do not get out of a vehicle on a busy highway to inspect

damage without first securing yourself and your occupants in a safe area.

2. Call the police immediately and allow them to do their job, which is

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26 | New Jersey Automotive | December 2017

to make a report of the incident.

Allow them to take statements from those involved in the accident. If you are unable to make a statement, you can always supplement a Police Report with a statement later if the report includes inaccurate or incomplete information.

3. If you are injured or feel any pain or discomfort, let a police officer know and have him record it in the report – no matter how insignificant it may be at the time of the accident.

An adrenaline rush after a stressful situation often makes us unable to recognize that we may be injured because we are so consumed by the events that just occurred. If you have an ache or pain, let the officer know.

4. Go to an emergency room if you are having any physical pains or problems so that these issues may be recorded and related to the accident. DON’T be a hero and think that everything will go away.

Insurance companies love to argue that the accident was so

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insignificant that no one even went to the emergency room afterwards.

5. Follow up with your doctor (for any continuing physical complaints) and an attorney as soon thereafter as practical. An attorney can provide you with specific details as to how to proceed and who you should speak with, and more importantly, who you should not speak with (Hint: Potential defendant representatives). Have the police report and a copy of your auto insurance policy available for review by the attorney for any meeting.

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As this issue of New Jersey Automotive went to press, the Second Circuit Court of Appeals deemed a Syracuse, NY body shop’s lawsuit against Progressive suitable to move forward. The Court of Appeals’ stance reverses a lower court’s decision to grant summary judgment in favor of the insurer.

The facility, Nick’s Garage, is suing Progressive on behalf of nearly 40 first-party and third-party customers who elected to assign the shop the benefits of their insurance policies. According to the suit, Progressive refused to pay the shop for some of its charges, namely using OEM parts instead of alternative ones during the repair process.

Court documents available at repairerdrivennews.com offer insight into the Court of Appeals’ decision:

The district court ruled that [the] insurer was entitled to summary judgment on Labor Rate costs because “[t]he evidence in the record establishes that [the insurer’s] Labor Rate was reasonably calculated and within the prevailing market rate at all relevant times,” and that [Nick’s] Garage did not present sufficient admissible evidence to raise “a material question of fact that [the insurer’s] Labor Rate paid […] was a breach of contract”[…] We disagree.

[The] insurer did not present evidence sufficient to negate Garage’s claim that [the] insurer breached its contractual obligations.”

Extensive coverage of this case will appear in next month’s New Jersey Automotive.

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

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

28 | New Jersey Automotive | December 2017

Subaru of Morristown 175 Ridgedale Avenue Morristown, NJ 07960 Toll Free: 800-541-1127 973-292-0872 wholesale@subaruofmorristown.com

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Toyota of Morristown 169 Ridgedale Ave, Morristown, NJ 08960 Toll Free: 800-541-1127 Fax: 973-292-0872 www.toyotaofmorristown.com

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

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AASP/NJ Teams Up with WMABA For New Educational Slate at

NORTHEAST SPOTLIGHT by Kristen Dalli

On November 14, 2017, the Alliance of Automotive Service Providers of New Jersey (AASP/NJ), hosts of the country’s largest and fastest growing regional automotive trade show, NORTHEAST®, proudly announced a partnership with the Washington Metropolitan Auto Body Association (WMABA), to produce an exciting new educational series at their 2018 show.

Following the 40th anniversary of NORTHEAST in 2017, AASP/NJ is excited to build on the tremendous success of the show in recent years.

NORTHEAST 2018 (March 16-18, 2018 at the Meadowlands Exposition Center in Secaucus) is already on pace to be another historical, record-breaking event, as the association recently announced the expansion to a second level. Now, NORTHEAST is growing even further with AASP/NJ’s commitment to bringing a top of the line educational forum to NORTHEAST

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attendees by collaborating with one of the nation’s most prominent automotive repair associations, WMABA. “Education is so important to what we do every day,” says AASP/NJ President Jerry McNee. “Providing industry members with high-quality education has always been one of our main priorities, and teaming up with an association like WMABA, who has many decades of experience providing a high standard of industry training, is helping us do just that.”

“To keep up with the changes in technology and our industry, associations need to get together to provide relevant education,” states Jordan Hendler, Executive Director for WMABA. “Our association’s 50-year history has shown that we are repairercentric and thrive only when they are successful. The goal of this partnership for us is to provide a quality, lasting educational experience.”

“As a fellow repairer, I know that

repairers need this event, and they need it to be great,” comments WMABA President Mark Schaech, also of Mark’s Body Shop in Baltimore, MD. “It takes a lot of effort and dollars to get techs, managers and owners to an event, and we know what they gain here will be worth it. I’m very excited to have WMABA making these strides.”

“We want everyone at the show to have the opportunity to better themselves and better their businesses, and having WMABA’s energy and expertise at the helm of our seminar offerings will undoubtedly accomplish that goal,” McNee adds.

“We are well on our way to another incredible NORTHEAST show.”

For more information on the NORTHEAST Automotive Services Show, visit aaspnjnortheast.com.

For more information on AASP/NJ, visit aaspnj.org. To learn more about WMABA, visit wmaba.com.

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SEMA 2017:

NATIONAL NEWS by Kristen Dalli and Joel Gausten

Celebrating Industry Innovation As one of the most highly anticipated events in the collision repair industry, the annual SEMA Show draws nearly 200,000 automotive enthusiasts from around the globe to the Las Vegas Convention Center each year. Held this year from October 30-November 3, the 2017 installment of the show lived up to the industry’s incredibly high expectations. Featuring exceptional educational seminars and the most well-known exhibitors in the industry, SEMA continues to offer attendees an inimitable opportunity to network, learn and engage in some of the most pertinent industry conversations.

“The objective is to deliver a really quality experience for attendees who are looking for value to help their small businesses grow and be better,” shared SCRS Executive Director Aaron Schulenburg. “There’s an excitement here – a vibe – that just makes you feel great about being in the automotive industry. We want everybody to leave SEMA saying, ‘Not only was that energizing and exciting and a great time, but it was also really valuable and specific to my business.’”

SEMA also serves as a great opportunity for vendors to interact with their customers on a national scale, and many vendors utilize SEMA’s platform to introduce new products or offer demos to attendees.

“SEMA is without a doubt the most well-attended show that our customers are at, and we have an opportunity to connect with them here, offer them education and – now with outdoor [SEMA Show Collision Repair & Refinish Stage] space – give them hands-on demonstrations with skills they can take right back into their shops and use right away,” noted Stacey Wesselink, I-CAR’s director of marketing. “There’s no other show like it, and it just seems like SEMA keeps raising the bar every year. We’re happy to be a part of it.”

“We’ve probably been at SEMA for the last 15 years,” offered PPG’s Marketing Director Ben Shaw. “It’s the biggest event where we can really position our brand and all of the innovative things that we’re doing, and it’s an extreme chance to interact with customers.”

AASP/NJ Active in National Conversation at AASP National Meeting

By Kristen Dalli

On November 1, representatives from various AASP state affiliates across the country gathered at the Renaissance Hotel in Las Vegas during the SEMA Show for their semi-annual National Board meeting. The meeting serves as a way for affiliates to discuss current industry issues, as well as share reports on their respective associations’ efforts and gain insight into what their peers are doing to improve the industry.

AASP/NJ Executive Director Charles Bryant and Treasurer Tom Elder were in attendance representing New Jersey, and discussed the association’s latest industry initiatives.

“We’ve been working on some issues with mobile auto body shops in New Jersey,” Bryant shared. “We’ve met with the Motor Vehicle Commission twice with a group of our members. We have a licensing law in New Jersey that requires any person that fixes a car as a result of a collision to be licensed. We told them that and their response was: ‘Well, we just don’t agree with you.’ We’re reading it in the law, it’s not an opinion.”

Bryant described another issue where insurance

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When asked about PPG’s Halloween-themed booth design, Shaw gave all the credit to Cristina Fronzaglia-Murray, the company’s manager of marketing communications.

“She just does an awesome job.

She’s already working on next year’s design, which is top secret until it gets unveiled. With this [design], the Show opened on Halloween this year, so that’s why we went in that direction.”

“We’ve been exhibiting at SEMA since the first year they incorporated a collision repair segment. Once they added the Paint and Body section, that started making the show applicable for our segment of the industry,” shared Pro Spot’s Ashley Olsson. “I think a lot of people enjoy coming out to Vegas.

The Show has a lot of draw, but the good thing too is that quality leads come in.”

Accudraft’s JB Haydell shared similar sentiments, saying, “This is our third year straight at SEMA. It’s nice to get out there – we look at it almost like advertising in a magazine with all the exposure. We had a good show – a good turnout. A lot of our distributors

companies were delaying claims by not coming out on time or not negotiating fairly, ultimately causing a delay and a rather significant storage bill.

“What we decided to do, rather than it be Charlie Bryant’s opinion or AASP/NJ’s opinion, we went to a big law firm and we bought legal opinions on issues that we’re having, such as the unlicensed mobile shops, and the AASP/NJ Executive Director issue of an insurance company Charles Bryant participates delaying a claim causing storage in the national dialogue at and things like that to be incurred.

AASP National Meeting “The attorneys came back to say, not only is it improper, but it would rise to the level of an improper commercial practice, where it would be bad faith, in other words. We’ve used that once already, and it’s worked very well. The company looked at it, and they decided to just go off on their own.”

Bryant also shared that the association will be meeting with the Motor Vehicle Commission again following the first of the year, and will be presenting this legal opinion there.

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like the display, and they’re happy that we’re here and happy with the way the Show went.”

“We’ve been exhibiting at SEMA for at least the past five years; it’s an amazing show,” commented Rossanna Alvarez, assistant national manager for American Honda Motor Co. “The foot traffic is unparalleled. It’s a great place to not only be seen, but to see the people in the industry. It’s a great opportunity to have everyone in one place. There are an amazing number of meetings that get done on the sidelines; it’s absolutely worth it coming here year after year.”

Away from the exhibitor area, a slew of presenters offered exceptional training via SCRS’ Repairer Driven Education (RDE) Series. One highlight saw Ralph Meichtry and Dave Flockhart of Betag Innovation deliver “Keep It Simple – Focus on Doing the Basic Things Well,” an interactive session featured in the outdoor SEMA Show Collision Repair & Refinish Stage, centering on the importance and benefits of writing an accurate estimate/repair plan and following a commitment to repair quality. The presentation explored all aspects of the estimate and outer panel repair process – from damage analysis to repairing a dent through multiple bodylines on a dog leg or rocker panel.

“Who is the most important person in our world as collision centers? The customer,” offered Flockhart. “Focus on prioritizing customer satisfaction. If you focus on the customer, that’s going to be good for business, right? Customer loyalty and recommendation. We need to be the best guys in town.”

At this year’s Collision Repair Education Foundation (CREF) Awards Reception, Thomas A. Edison Career & Technical Academy in Jamaica, NY received a $1,000 Ultimate Collision Education Makeover Grant, to be used to enhance the school’s educational opportunities.

As easily the biggest event to hit the industry this year, SEMA 2017 gave every sector of the automotive world with an unforgettable time. All signs point to an even greater experience in 2018.

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

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NATIONAL NEWS by Joel Gausten

John Eagle Verdict Prompts SEMA Discussions As discussed in last month’s New Jersey Automotive, an October 2 verdict in Texas found John Eagle Collision Center in Dallas guilty of negligence in the improper repair of a 2010 Honda Fit that led to permanent injuries for the driver in a subsequent collision. The driver, Matthew Seebachan, and his wife, Marcia, were awarded $42 million for their ordeal. Of that amount, John Eagle was found liable for 75 percent, or $31.5 million.

Not surprisingly, the shockwaves of the case were felt all the way in Vegas at last month’s SEMA Show. The plaintiffs’ attorney, Todd Tracy (Tracy Law Firm), was a major presence at this year’s Show, both hosting his own seminar (“The Anatomy of a Lawsuit: The Crucial Details of the $42 Million Dollar Verdict”) and participating in a panel discussion, “The Hidden Dangers of Vehicle Technology,

Improper Repair Methodology and Your Liabilities,” during the Society of Collision Repair Specialists-hosted 2017 OEM Collision Repair Technology Summit.

Throughout both appearances, Tracy made it clear that the days of auto body shops allowing insurers to dictate repair procedures are coming to a swift and litigious end. He noted that John Eagle Collision in Dallas was once a “well-respected billion-dollar company” before they earned headlines by performing an improper repair that nearly cost two people their lives.

“That company chose to get bullied by an insurer and glue a roof on rather than put the 108 welds that the OEM repair specifications said to do,” he said during the OEM Summit. “The jury came back and said, ‘If you’re going to make a business decision to let the insurance companies

During “The Anatomy of a Lawsuit: The Crucial Details of the $42 Million Dollar Verdict,” Todd Tracy presented the following 11 tips for every shop hoping to avoid the punishment that befell John Eagle:

Always follow OEM repair specifications.

Always follow I-CAR. Never forget who your customer is.

If there are no OEM repair specifications, research how to make the repairs, keep records and keep the customer informed.

Never over-promise what you can deliver.

If your shop makes repairs, report the repairs and keep records.

NEVER put profits over your customers’ safety.

NEVER admit you’re letting insurance companies dictate how you repair vehicles.

Tell your customer in writing what the insurance company is doing, that you recommend against it because the vehicle will not be as safe in the event of an accident and that their family or a future owner of the vehicle can be seriously injured or killed. Then, have your customer sign off on your shop performing the insurance company’s repair so that you can CYA (cover your a**).

Be a HERO and STAND UP to the insurance companies and tell them and your customer in writing that the insurance company’s approved repairs violate OEM repair specifications and will cause serious injury or death to your customer or any future owner of this vehicle if an accident occurs in the future, and that you WILL NOT repair the vehicle knowing you are placing someone’s life at risk.

Be a HERO and STAND UP to the insurance companies and tell them and your customer in writing that the insurance company’s approved repairs violate OEM repair specifications and will cause serious injury or death to your customer or any future owner of this vehicle if an accident occurs in the future, and that you WILL perform the work required by the OEM, take what the insurance company pays and then sue the insurance company for the difference.

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dictate safety to you, we’re going to make a business decision for you and award [the plaintiffs] $42 million.’”

No stranger to the potential legal issues surrounding unsafe and improper repairs, Ohio-based industry attorney Erica Eversman (Vehicles Information Services) warned the repairers in attendance of the liability they face by not adhering to OEM-recommended procedures.

“It’s very, very real, and it’s potentially devastating – not just to your business, but to your personal life. The issues of liability come up dramatically in terms of being prepared and being appropriately equipped to make certain you are repairing consumers’ vehicles in a manner in which they will return to the road safely and properly repaired…That is what your obligation is. If you neglect to repair in a manner which is safe and proper, then you will end up potentially in jail someday, or you will end up having lost your business because you destroyed someone – or you will end up with no business at all.”

Above all, Eversman was hopeful that the verdict serves as a genuine wake-up call for the national collision repair community “This cannot be said strongly enough: We have had far too much involvement with non-professional repairers. I am talking largely about the insurer influence in this industry.

Insurers have demanded that in exchange for paying on a contract that they already owe to the insured, you in addition let them substitute their economic judgment of what is best for them [over] your decision as a professional repairer of what is best for the repair. That has to stop now.”

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Dispelling Misinformation in the Collision Repair Business EASY WRITER by Larry Montanez III, CDA

Over the past year, we’ve all seen a lot happen in the collision repair industry, and I’ve also seen a lot of misinformation circulated on social media and in articles in trade magazines. I am going to try to verify the information with facts and put an end to this misinformation and (in some cases) lies you have read or heard. The following are some of the main topics I have been asked about.

1. Who is in Charge of the Repair?

This is a simple answer, but very misunderstood and can be split into two parts.

a. For first-party claims, it is the vehicle owner—the insured. Insurance adjusters love to say, “It is in the policy,” which is generally not the case. How many times have you responded with, “Please show me where it says that?” In some states, there are clauses in some policies; for this reason, you must review the policy to educate and inform the vehicle owner. b. For third-party claims, it is again the vehicle owner— the claimant— who is in charge of the repair. However, in this case, the insurer has no say whatsoever because there is no contractual agreement. Once the insurance company accepts liability, they must make the vehicle whole again.

When assisting an insured or claimant, you must have knowledge of your state’s laws, rules and regulations for the Unfair Claims Settlement Practice Act. You must also know who governs your repair facility and the

consumer protection laws that you must abide by.

2. Who Can Authorize You? Authorize what, you ask?

Anything, such as (but not limited to): What parts are used; what to repair or replace; the Labor Rate; judgment labor times; when to begin, halt or stop repairs; and when to disassemble some of the vehicle prior to the initial inspection. The vehicle owner is the only one who can authorize anything to the vehicle, as it is their property.

The insurer can only accept or deny liability, perform an investigation, elect to pay for repairs or pay for the value of the vehicle and limit payment due to policy limits.

3. Who Pays or Owes You for Services Rendered?

The answer is the vehicle owner, insured or claimant – not the insurer.

Even with a direction to pay, the

insurer does not have to honor it and send you the payment. The state laws and regulations require the insurer to reimburse the vehicle owner, the insured or claimant.

4. Who Is Liable for the Repairs to a Vehicle?

The repair facility is solely responsible. This means the shop owner is liable; in some jurisdictions, the facility employees can be held liable. Even if work is sublet to another business, the repair facility is still liable. The insurer is never liable – even in a Direct Repair agreement.

The insurer is only the payer, and they are never the repair professional or the authority on the repair.

5. Does Being Certified Make You Less Liable?

Actually, it is the opposite. You are held more liable for the repairs, because you should know better. The

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EASY WRITER

word “certified” is overused in every industry – and none worse than ours.

There are real OEM-certified programs with restricted parts sales, hands-on education, classroom and online training and welding certification testing performed at labs and under strict ISO guidelines. Additionally, specific equipment and tooling requirements must be met.

Conversely, there are programs out there that are called “certified,” but they fall far short of ensuring training, tooling, equipment and even support.

These rubber-stamped programs will eventually lead to large lawsuits that will cripple not only a certified repair facility, but also an OEM. Their lackadaisical program requirements and training will come back to haunt them.

6. All You Need Is a Third-Party OEM Repair Information Program.

This is one of the more idiotic statements I have seen. I am unsure why this industry gravitates towards anything but the source. Repair facilities will pay third-party OEM information companies or (even sadder) estimating database providers or welding equipment manufacturers for OEM repair information, which many times are missing information. These same repair facilities refuse to use the OEM websites to obtain the proper and most up-to-date information. You should use the OEM websites for preparing your damage reports (estimates) and for all repairs in each department.

7. Industry Standard v. OEM Standard For once and for all: There is no “industry standard.” The OEM is the only standard set forth for a vehicle.

You must stop making up your own procedures or listening to salesmen and insurers. The only way to repair a vehicle correctly is by following the OEM repair procedures and protocols. Additionally, you must use new OEM parts and materials. You

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should never use knockoff, imitation parts or junkyard parts. You must also understand that legally, the word “recommended,” when listed in a repair procedure or document produced by an OEM, means “required.”

8. “I Can Repair it the Best Way I See Fit” I see this all the time on social media posts: a. “I have been doing this for X amount of years.” b. “I can only do what the insurers allow.” c. “I know better than the engineers— real body men figure it out.”

The list goes on and on with these asinine statements. No one cares how long you have been doing it or that you are good at figuring things out.

You must follow what the OEM says to do to their vehicles; if not, you could be held liable, which we have read can be very costly.

9. What is a Right to Appraisal?

The appraisal, right to appraisal or appraisal clause is in the insurance contract and is only available for firstparty claims. If the insured or insured’s representative or insurance company cannot agree on a cost of repairs, procedures, labor or repairversus-replace decision, then the insured or the insured’s insurance company can invoke the appraisal.

The appraisal works as follows: a. The insured and insurance company each choose an independent, uninterested competent appraiser to represent them. If the vehicle is not repaired, both will compile their own damage report of the cost of repairs. If the vehicle repairs have been completed, the insured’s independent appraiser will utilize the repair facility’s final bill and make the proper adjustments and produce documented evidence to support the charges. The insurance company’s independent appraiser

can elect to compile his own cost of repairs or utilize the insurance company’s cost of repairs. b. The two appraisers will discuss their findings and make a good faith effort to reach an amicable resolution. c. If the two appraisers cannot come to an amicable resolution, they will agree to each submit a choice of two to three independent, uninterested and competent referees to each other. d. If the two appraisers cannot agree to one of the submitted referees, then the invoking party will need to submit to a judge in a court of law with jurisdiction to appoint a referee. e. Once the judge has appointed a referee, both adjusters will submit their findings, cost of repairs and corroborating evidence supporting their finding to the referee. The insured and insurer will equally bear the cost of the referee. f. Upon the referee’s decision, one of the two appraisers must accept the terms. This would be binding under the law.

10. Can an Insurer Require a Vehicle Be Moved to Another Shop for Cheaper Labor Rates or Overall Cost?

Yes, they can. They can also request a surf and turf dinner with a crab stuffed shrimp cocktail and a glass of 2013 Sparkman “Holler” Columbia Valley Cabernet Sauvignon, but just because they request it doesn’t mean they will get it. Only the customer can move a vehicle from your shop – not the insurer. You need to educate and inform your clients what their rights – and the laws, rules and regulations – are. Keep this in mind: Just because the insurance company says it doesn’t make it so.

I hope these few tidbits of information will inspire you to do your job and go look up the information to better educate not only yourself, but your consumers as well.

NJA

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Where Will All the Adjusters Go? COVER STORY by Tom Slear

What’s become scarier than a mesh parachute?

Earning a living as a claims adjuster.

According to a recent issue of Bloomberg Businessweek, the probability of technology replacing claims adjusters is nearly 100 percent. Only cashiers, telemarketers and bookkeepers are more at risk.

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The culprit is automated appraising, oftentimes referred to as

touchless estimating, and more robust software will lead to fewer adjusters.

In the process, the time from accident to estimate will compress drastically.

What typically took days has already shortened to hours, sometimes even minutes, and with the advent of artificial intelligence, it will shrink to

seconds. Meanwhile, adjusters will join elevator operators, secretaries, and gas station attendants in the ash

heap of labor history.

Cheap and Convenient The guided photo estimating applications now in place are merely the first step of this evolutionary process. Opinions of how this has worked so far vary widely. Insurance companies see nothing but blue skies, and who can blame them?

According to a Mitchell white paper published last year, photo estimating

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of low severity claims ($1,500 or less, which represent roughly 40 percent of

insurance companies than the savings is how smitten car owners

five. The cost per estimate when compared to the conventional

the most ubiquitous and irreplaceable electronic device of the 21st century?

all claims) increases productivity of adjusters by a factor of as much as

approach of inspecting the car in person drops from $250 to $60, the kind of savings that prompts

insurance executives to salivate.

Allstate has been so taken with the notion of pictures replacing human inspections that earlier this year it announced the impending doom of many of its drive-in stations.

Perhaps more important to

have become with the process. What better way to handle claims than with

“Consumers are doing everything on their smart phones,” says Jack Rozint, Mitchell’s vice president of

repair sales and service. “There’s a feeling that they are in control. That’s the reason why it is gaining so much popularity.”

What About Performance?

The other side of this savings and popularity is performance. Are estimates initiated by photos enhancing accuracy?

Not surprisingly, none of the five insurance companies contacted for this article – State Farm, Allstate, USAA, Liberty Mutual and Travelers – would agree to an interview about photo estimating. Ask any 10 insurance adjusters (or shop owners, for that matter) the estimated cost of repairing a specific vehicle and you’ll hear 10 different numbers. That’s the nature of estimating, with or without photos, and no company in any business relishes talking about one of its inherently imprecise operations.

(Liberty Mutual and Allstate did provide brief comments. Liberty Mutual said it emphasizes with insureds that its Express Estimate produces only an “estimate of damages.” Allstate said that since its QuickFoto is relatively new, the company “wants to collect more data to have a more complete picture of how the process is working.”)

Shop owners aren’t nearly as reticent.

“I know when I take photos and go back to my desk to write a sheet, I

have to go back out and look at the car even though I have photos right

up there on my screen,” says Rick Starbard, owner of Rick’s Auto

Collision in Revere, MA. “Photos just don’t duplicate the personal

inspection.”

Leonardo Rodriguez, owner of

Autoworks Collision Center in Lynn,

MA, recently had a late model foreign car in his shop. The initial estimate from Commerce Insurance consisted of two photos and $800. Rodriguez wasn’t sure whether to laugh or cry.

The damage was substantial, both internal and external, and went way beyond the damaged bumper cover

and other minor replacements in the estimate. The insured had been driving the car blissfully unaware of several obvious safety hazards, the most noticeable of which were an inoperable latch for the hood and damaged headlights. Rodriguez called, and Commerce promptly dispatched an independent appraiser.

The final repair came to $7,200, nearly 10 times the photo estimate.

“No good,” Rodriguez says. “[The customer] shouldn’t have been driving that car. It should have been towed.”

“Photo estimating certainly gets the ball rolling quickly,” says Nick Kostakis, former AASP/NJ president and owner of Angelo’s Auto Body in

Irvington, NJ. “But always in an inaccurate direction. As a general rule, photo generated estimates produce lowball numbers. When a car owner comes in here with a photo estimate, it’s just a starting point.”

The starting point for a Ford Explorer that an owner recently drove into Kostakis’ shop was $4,000 based on photos. It left after $23,000 worth of repairs.

“There are three things wrong with

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COVER STORY photo estimates,” Kostakis says. “They are invariably inaccurate, they are misleading and they create a false sense of security. I can tell the customer, ‘You should not be driving that car.’ The same with the adjuster. That doesn’t happen with a photo estimate.”

It’s tough to say how deep learning will play out with photo estimating. The extreme notion is by-line estimates complete with parts numbers prepared automatically (no man in the loop) by insurance companies.

Rozint foresees a “template” with the lines of the estimate complete, whereupon “the body shop makes The Electricity of the Modern Era adjustments and then is ready to order parts.” Bliss says The present phase of photo estimating is passing, and CCC has already had success with indicating which accuracy should improve. Apps are already incorporating damaged parts need to be repaired and which need to be software that guides car owners more stringently; for replaced, but he doesn’t believe ordering the parts will be example, correcting them in real time if they attempt to part of the scenario anytime soon. take pictures from the wrong angle or in bad light.

“Going touchless isn’t necessarily a great thing in all However, the best hope for photo estimating to reach its situations,” Bliss says. Instead, the goal is to make the full potential of accurate and almost instantaneous human touches that remain “more efficient, more engaging assessments of damages will come from artificial and more digital.” intelligence, which is fast becoming the electricity of the Starbard is skeptical. “Maybe their artificial intelligence modern era. A subset of AI is better than my real called deep learning will be intelligence. If it happens, I will the key component of photo “There are three things wrong with take a peek at it.” estimating. CCC recently Rozint, who was once the photo estimates,” Kostakis says. introduced a sample called general manager of a shop, “They are invariably inaccurate, Smart Total Loss, where the has heard similar sentiments they are misleading and they create repair/total loss decision is from many other shop owners. a false sense of security.

I can tell derived from a picture. On the He understands how surface, the process appears distasteful it can be to have a the customer, ‘You should not be simple—no more complicated machine’s expertise matched driving that car.’ The same with than a board game. with a repairer’s experience. the adjuster. That doesn’t happen “We provide the system But, as he asks, “Would with a photo estimate.” with a bunch of photos, and you rather have to deal with a whether the outcome was human who is not as repair or total loss,” says experienced as you are, not David Bliss, CCC’s senior director for product as skilled, and have him make a judgement he is not so management. “With time, it begins to recognize good at, or a machine that has been trained over similarities, and it gets to the point where it can predict thousands and thousands of claims and millions of photos whether the loss is total or repairable with a high degree of and does it accurately?” accuracy. Of course, the technology behind this is where No matter how perfect, deep learning doesn’t resolve all the sophistication comes in.” the issue of car owners driving unsafe cars, nor does it Deep learning simultaneously performs and learns, diminish the inevitable distrust shop owners have of much in the same way as humans. Every time we ski down systems sprinkled with insurance companies’ fingerprints. a hill or practice a foreign language, we learn, setting us On a scale of concern from one to 10, AASP/NJ’s up to do better next time. This technology learns by Executive Director Charles Bryant ranks photo estimating reviewing mountains of data – whether photos, voices, or in any form a 10. numbers and eventually, patterns are detected and “Nobody wants to stand in the way of progress,” conclusions are drawn. Input is evaluated and it instructs, Bryant says. “But there is a fine line between what works something akin to another run down the ski slope. In this and what doesn’t. This is just a way for insurance way, deep learning stays current. companies to save money on the backs of shop owners.”

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NJA

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email: douglasparts@douglasautonet.com

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NO BRAKES by Ron Ananian

GOING NOWHERE FAST

What time is closing time? Judging by what I have observed once my shop closes at 5pm, it seems to vary. But the funny thing is, the late ones are always late. I started to wonder…why?

Every month I take some training classes at the VFW Hall in Totowa. Technician Service Training runs the classes, and they’re always great (look them up online: tstseminars.org). However, they are not the topic today.

Instead, it’s what I see on the way to class.

By now I know the route by heart. I pass the same shops about the same time – around 6:30-6:45pm – late in the day. Those same shops are always open, housing a pile of cars by the door and inside. If the pile is any indication, they appear to complete minimum production every day. And I ask myself, why? How can you work late every day and never catch up?

The cars are older – most of them are in various stages of undress and teardown. I thought dirty shops like these were gone a long time ago. To date, I have never seen employees from any of these shops at the classes.

And that’s the rub: They are right down the street from a monthly training program that has national instructors with timely, current topics, but they are no-shows. And they are still in business. (If that’s what you call it.) Why are they working? Why are you?

Going to work every day without a plan is like getting up every morning just to see if the sun has come up.

What’s the point? Trust me, if you are here, so is the sun, and I’m pretty sure it’s coming up EVERY DAY. To the point of boredom: How you face the day and change it is the test. What’s your plan to face the day? If it’s get up, work, go home and repeat – brother (or sister), you need to do a hard reset.

What time do you go home? When does the day end?

It doesn’t matter to me what you do. Notice I don’t ask how long you are at work. Deciding your workday routine does not depend on your location. There are more than a few nights I spend in my home office researching car

problems and just reading about the industry. All time counts, but you need to count your time.

How effective are you? Once you know how much time you are putting in, then and only then, can you decide if it’s worth the effort and outcome. Lifestyle, family, cars, hobbies – however you gauge your place on the planet is up to you. However, working late every night with no plan? That’s just stupid! (Sorry, but it is.)

THE BOTTOM LINE IS...

Someone once told me that to bowl a perfect game you have to do the same thing every frame for 10 frames.

It’s easy, right? There are no variations. Stand in the same spot, feel the weight of the ball, judge where to place your feet, shift your weight and let her go. Do it right and repeat nine more frames and you have a perfect game.

Auto repair is no game. There are so many possible outcomes each day it would be impossible to do the same thing and have a positive result every time. Granted, you are trying to do the impossible: Roll a 300. It’s tough. In our business, we have to be perfect every day. No one – and I mean NO ONE – comes back if we are wrong in so many possible ways. However, the old expression still applies: Learn to work smarter, not harder. And if you feel like you’re stuck and going nowhere, take a breath. Get into manual mode. Hit the reset button. Take a management class online or in person. The Internet alone can bring a great deal to your fingertips. If you need to, GO HOME at quitting time. Try for a day, a week or longer.

Trust me, the world won’t end, and you might actually find the reward of the life you created. Worst case scenario: You might find yourself in a training class with yours truly. Unless I’m stuck late at the shop…

NJA

“This is just me thinking out loud. See you on the radio. And of course: Good mechanics aren’t expensive – they’re priceless.”

Ron Ananian, owner of R\A Automotive in Waldwick, NJ (est. 1978), is heard weekly in 140 markets on his nationally syndicated radio talk show. He is a working technician and former AASP/NJ Board member. Beyond his radio show, Ron writes and speaks for the automotive industry at trade shows and events. Visit The Car Doctor online at www.cardoctorshow.com.

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ARANJ 2017 Officers

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

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

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

3rd Vice President Rodney Krawczyk - Ace Auto Wreckers (732) 254-9816 aceautonj@comcast.net Executive Director Brian Snyder - Auto Recyclers of NJ (609) 714-2339 brian@aranj.org

ARANJ 2017 Board of Directors Mike Ronayne - Tilghmans Auto Parts (609) 723-7469 tilghmans@snip.net Mike Yeager - EL & M Auto (609) 561-2266 elandmauto@aol.com

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

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

ARANJ

The Automotive Recyclers Association of New Jersey

Wharton Insurance Briefs

Providing a strong employee benefit program is still an important part of attracting and retaining valuable employees. Even more crucial is the ability to provide a good employee benefit package at an affordable cost.

Years ago, the employee benefits market evolved from indemnity style plans to managed care plans, commonly referred to as HMOs. As the years went by and prices increased, many employers added deductibles and increased copayments to help offset the continuing premium increases. High Deductible Health Plans (HDHP) also known as Consumer Driven Healthcare plans, mimic the indemnity style plans and are designed to encourage employees to become better consumers of healthcare. Consumer-driven healthcare plans utilize high deductibles to decrease costs, which can be offset with employee-owned or employer-funded bank accounts, also known as Health Savings Accounts (HSA) and Health Reimbursement Accounts (HRA). These options have become very popular with both small companies and corporations as they meet the needs of employees and the budget of employers.

Employers have also initiated reducing costs by utilizing Professional Employer Organizations (PEOs) or creating an employee contribution through payroll deductions.

Lastly, the uncertainty of the Affordable Care Act has created many questions for even the most insurance-savvy clients.

If you would like more information about reducing insurance premiums, or have an interest in learning more about the options, please contact Kim MacQuesten or me.

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

Kimberly MacQuesten Account Manager – Benefits 973-863-2835 kmacquesten@whartoninsurance.com

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Lynnes Nissan East................................................................................22 Maxon Hyundai......................................................................................44 Maxon Mazda........................................................................................41 Mazda Group ........................................................................................55 MINI Group ............................................................................................40 Mopar Group ........................................................................................36 NORTHEAST 2018 ................................................................................31 NUCAR..................................................................................................52-53 Phillipsburg-Easton Honda ....................................................................IBC Polyvance..............................................................................................47 Porsche Group ......................................................................................58 PPG ......................................................................................................3 PPGMS ................................................................................................27 Princeton BMW ....................................................................................65 Sherwin-Williams ..................................................................................19 Subaru Group ........................................................................................28 Subaru of Morristown ............................................................................63 Town Motors..........................................................................................45 Toyota Group ........................................................................................29 Toyota of Hackensack ............................................................................IFC Toyota of Morristown..............................................................................63 Tri-State Luxury Collection......................................................................8-9 Valtek....................................................................................................33 VIP Honda ............................................................................................66 VW Group..............................................................................................56 Westbury Jeep Chrysler Dodge Ram SRT ..............................................45 Wheel Collision Center ..........................................................................33

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