New Jersey Automotive April 2014

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TM

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)

April 2014 $5.95

NORTHEAST

2014: Inside the

BEST Show Yet Page 28

NORTHEAST速

Education Tackled at

Leadership Meeting

Page 26

www.grecopublishing.com

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278 River St., Hackensack, NJ 07601

SERVING THE NORTH JERSEY AUTOMOTIVE INDUSTRY FOR OVER 30 YEARS

TOLL FREE PARTS HOTLINE:

1-888-PARTS-28 FAX:

201-487-2618

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201-488-5756

k c a s n e Hack Paul Cimillo Parts Manager

Multiple Deliveries Daily We Stock Just About Everything We ll Help You Get More Cars Out the Door Faster!

WWW.TOYOTAOFHACKENSACK.COM Ask us about

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Image©Istockphoto.com/Ibrahim Sari

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Find a Sherwin-Williams Automotive Branch Near You NEW YORK BRANCHES: 799 Nepperhan Ave Yonkers, NY 10703 914-964-8600

304 Merrick Ave Merrick, NY 11566 516-868-0110

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New Jersey Automotive

1605 Lakeland Ave Bohemia, NY 11716 631-563-2124

5 Walker Way Albany, NY 12205 518-452-0104

April 2014

NEW JERSEY BRANCHES: 4486 Stelton Road South Plainfield, NJ 07080 732-752-5400 870 Boulevard - Suite 6&7 Kenilworth, NJ 07003 908-245-4040

1750 Brielle Ave - Building B Unit B Wanamassa, NJ 07712 732-493-4596

1447 Brace Road Cherry Hill, NJ 08034 856-428-2064

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P.O. Box 734 Neptune, NJ 07753 EXECUTIVE DIRECTOR Charles Bryant 732-922-8909 / setlit4u@msn.com 2013 - 2015 OFFICERS PRESIDENT Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com COLLISION CHAIRMAN Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.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

VOLUME 44, NUMBER 4

April 2014

CONTENTS 8 OUT OF BODY (AND MECHANICAL) EXPERIENCES 10 PRESIDENT’S MESSAGE

VENDOR SPOTLIGHT 14

The Future of Customer Service: Introducing FMS Managers LLC

FEATURES

Steering Suit Shines Light on Insurer Abuse The Pressure is On: Insurer-Mandated Parts Procurement Hits Home

SECRETARY Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / tgp22@verizon.net

18 22

BOARD Greg Dwyer, Greg & Sons Auto Service 973-696-2548 / greg2sons@aol.com

NORTHEAST® 2014 COVERAGE

Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net

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

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by Joel Gausten

Education Tackled at NORTHEAST Leadership Meeting

30

NORTHEAST 2014: Inside AASP/NJ’s Best Show Yet

59

10th Annual AASP/NJ Lou Scoras Memorial Golf Outing Registration

62

NJA ADVERTISERS INDEX

Ted Rainer, Ocean Bay Auto Body 732-899-7900 / trainer@verizon.net

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

Randy Scoras, Holmdel Auto Body 732-946-8388 / randy@holmdelautobody.com

Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com

Brian Vesley, Valtek, Inc. 973-278-1444 / bdvesley@valtekinc.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 Tom Elder, Compact Kars 609-259-6373 / compactkars@aol.com

PUBLISHER Thomas Greco (tgp22@verizon.net) MANAGING EDITOR Alicia Figurelli (tgp2@verizon.net)

EDITOR Joel Gausten (tgpjoel@verizon.net) ADVERTISING DIRECTOR Norman Morano (800)991-1995 (tgp5@verizon.net) ART DIRECTOR Lea Velocci (tgp3@verizon.net)

OFFICE MANAGERS Brandi Smith (tgpbrandi@verizon.net) Sofia Cabrera (tgp4@verizon.net)

CONTRIBUTING EDITORS

Charles Bryant • Tom Greco • Jeff McDowell

Mitch Portnoi • Dave Laganella • Ron Ananian

Published by: Thomas Greco Publishing, Inc. 244 Chestnut Street, Suite 202, Nutley, NJ 07110 Corporate: (973) 667-6922 / FAX: (973) 235-1963 Advertising: (800) 991-1995 / FAX: (732) 280-6601

www.grecopublishing.com

The Alliance of Automotive Service Providers/New Jersey

HALL OF FAME Ron Ananian Jim Bowers Charles Bryant Don Chard Guy Citro Ed Day Dave Demarest Tom Elder

Bob Everett Thomas Greco Rich Johnson Wes Kearney Nick Kostakis Jim Kowalak Joe Lubrano

Michael Lovullo 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

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 © 2014 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.

Cover and NORTHEAST 2014 Photo coverage by Jim Kowalak and Joel Gausten.

Image Credit page 18: thinkstockphoto.com/MarioGuti

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OUT OF BODY (AND MECHANICAL) EXPERIENCES

We Now Interrupt this “Out of Body...”

by Thomas Greco, Publisher

My usual post-NORTHEAST® column is filled with thank yous, pats on the back and marvels at what we were able to pull off. And you know what? This one will not be any different. So for one month, we’re going to step away from The Beatles, kids, blackened chicken, records and other silly tales from my very blessed life. But do me a favor: If you enjoy my articles, take five minutes to read the names of the people mentioned in this one. It’s people like them who allow me to do what I do and, in return, hopefully do something entertaining for you and write this little column every month.

You will read of all the great things that took place at NORTHEAST 2014 throughout this issue, and every one of those things are as true as can be. We were lucky enough to enjoy our greatest success so far…and I have to be honest; it was pretty daunting

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(especially considering where were a few short years ago). Through the hard work of several key individuals, we rebuilt the show from the ashes of an out-of-date basketball gym in the middle of nowhere in southern New York, brought it home and turned it into the best damn show this side of SEMA. And yes, that is pat on the back number one.

I have been working on the show since 1985 when I was an editor on the original Fender Bender (which changed its name to New Jersey Automotive in 1987). I have probably seen over 100 men and women come through AASP/NJ in those years, and I am proud to say I have never seen a Board of Directors come together and work so hard to support the show like they did this year. Allow me to stand and say “Bravo” to:

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• Jeff McDowell • Dave Laganella • Keith Krehel • Tom Elder • Jerry McNee • Anthony Sauta • Anthony Trama • Ted Rainer • Joe Amato • Sam Mikhail • Mike Kaufmann • Charlie Bryant

This year’s show would not have been nearly as successful without the help of Tom Smetanka and John Voorhees of Central Paint/ColorSource and BASF, our Platinum Show Sponsor, who got some guy named Chip Foose to tag along. Talk about a pro!

Chip signed everything and anything he was presented with for FIVE straight hours. The guy even refused to take a lunch break because he didn’t want to disappoint anyone who showed up.

Amazing.

Ford stepped up big time this year, not only as our Gold Show Sponsor, but in showcasing one of the coolest booths I have seen, along with a little thing called the F-150 as well. Sponsors Axalta, Harbortouch, Sherwin-Williams and ColorSource all brought their “A-games,” along with over 150 other exhibitors.

Thank you all.

SCRS Executive Director Aaron Schulenberg, WMABA’s Barry Dorn and LIABRA/NYSACTA’s Ed Kizenberger are always there for NORTHEAST, and I’d like to say thank you to our friends from AASP/MA who made the trip into Giantsland once again this year. The Car Doctor Ron Ananian (who got his media start right here in this magazine), Javier Soto, Richie Caruso, Frank Dominici, Mark Smolinsky, Rich Noble, the one and only Jim Kowalak and of course, our longtime loyal supporters from Metropolitan Car-OLiner and Accudraft. The wonderful, talented women at registration. All of our seminar and demo presenters. The hilarious Gary DeLena. I could go on, but if I missed anyone, just take a look through the magazine. You are all represented here.

Lastly, I thank my incredible staff: • Alicia Figurelli • Norman Morano • Lea Velocci • Joel Gausten • Sofia Cabrera

We can’t wait for next year!

Did I ever tell you the story about the t-shirts…

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PRESIDENT’S MESSAGE

Simply the Best Wall-to-wall exhibitors. Industry-leading education. Informative meetings. A virtual painting contest. Classic cars. Record-breaking attendance. The all-new Ford F-150. Live radio. Weekend-long custom

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paint demos. CHIP FOOSE. These are just a few of the countless highlights from AASP/NJ’s 37th annual NORTHEAST 2014 Automotive Services Show at the Meadowlands Exposition

by Jeff McDowell

Center. On paper, this show was by far our most successful to date, from the sold-out show floor to the thousands of attendees who walked it the weekend of March 21 23. But in reality, it was even better. From the minute I walked into the Meadowlands Exposition Center on Friday morning, things felt…different. With a number of changes and updates to our show format and the addition of exciting new exhibitors to our already impressive list of industry-leading supporters, NORTHEAST 2014 was poised for a banner year. And boy, did this year’s show deliver. The events and educational agenda of NORTHEAST 2014 were second to none, and every single one of our exhibitors came out in full force. And closest to my heart, I’m proud to say that AASP/NJ’s Board of Directors was a prominent presence at the show. The level of support and unity displayed throughout the weekend by our officers was nothing short of spectacular.

There isn’t enough space in this column - or this magazine - to thank all the people who were directly involved in the success of NORTHEAST 2014. But I will try to acknowledge some of the many who helped this year’s NORTHEAST show shine: Platinum Show Sponsor BASF; Gold Show Sponsor Ford; Attendee Prize Sponsor Axalta Coating Systems; “Know Your Numbers” seminar series sponsor Central Paint/ColorSource; General Sponsor Harbortouch; East Coast Resolution Forum luncheon sponsors Caruso Automotive, Lee’s Garage, Concours Autobody, Exclusive Collision and Mercedes-Benz Collision Centers of Freehold; SCRS; WMABA; LIABRA / NYSACTA; AASP National; AASP/MA; MSCRA; Audi of North America; Chip Foose; Gary DeLena; Jim Kowalak; Ron Ananian; the Natural Glass Corvette Association; VRSim; Javier Soto; CollisionHub; the Meadowlands Exposition Center / SMG staff; SmartSource; Michelle; Sofie; Wendy; Nicolette; Danielle; Brandi; Cindy; Allison; Danny; Steve; Mike; Greco Publishing; all seminar continued on pg. 53

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VENDOR SPOTLIGHT

THE FUTURE

OF CUSTOMER

SERVICE: Introducing FMS Managers LLC

For more information on FMS Managers LLC, please visit www.fmsmanagers.com email fmsmanagers@aol.com or call Frank Mariconti Sr. at (551) 579-1123.

How many people get to live their dreams after turning 64?

One of the New Jersey and New York automotive industry’s most recognized figures, Frank Mariconti Sr. has been on the forefront of the automotive community for 42 years. His career includes owning and operating five Bronx-based shops over a 20-year period, founding Mariconti’s Insurance Claim Services (ICS) in 1988 and serving as the I-CAR district chairman for Westchester and Bronx Counties from 1994 to 1998. In November 2013, he gave his interest in ICS to his son Frank Jr. and set off to retire.

Or so he thought.

As November turned to December, Mariconti Sr. decided that his career wasn’t done until he fulfilled his dream of creating a product networking company that services body shops, mechanics, new/used car dealerships and insurance agents. Before long, FMS Managers LLC was created to network with auto service and insurance professionals to increase their financial earning power and provide their client base with unique products that protect their best interest.

“What I want to do is create an extra revenue stream for all of these types of businesses; in this day and age, diversifying the services a business provides is the key to maximizing revenue,” Mariconti Sr. says. “My company offers this opportunity to businesses.”

FMS Managers LLC provides auto body shops an opportunity to sell their customers a variety of special plans and products designed to improve their comfort and satisfaction. One of the company’s most popular plans is a special collision deductible coverage that assists shop customers who are faced with steep costs following a collision.

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“If an insured has a $1,000 deductible, for a one-time use per year, that driver can cover that $1,000 for $100,” he says. “The shop commission on that is $31. We also offer a $500 deductible for $85, and the commission is $19. This enables a repair facility to service their clients and generate another revenue stream for the repair facility.

“The repair shops that get involved [in selling these products] do it from the convenience of their own shop,” he adds. “They don’t have to go out and sell; they already have a marketplace and loyal customers who keep coming back.”

Repairers who work with FMS Managers LLC can also gain new business through the company’s affiliation with the Auto Body Alliance, a popular west coast-based referral system that is quickly expanding into the eastern part of the US. Auto Body Alliance members meet strict criteria including equipment, repair specialization, square footage and ASE and I-CAR training.

“We take all of these things and we list them on the website [www.autobodyalliance.com],” Mariconti Sr. says. “People who are looking for a repair shop because they don’t know of one can go to this website and pick out the most qualified shop in their area.

We also go to insurance companies and advise them that we have reliable shops on this program. If an insurance company wants to look into a possible body shop to approach for a DRP, they can by going to the Auto Body Alliance.”

Additionally, FMS Managers LLC offers a Total Protection Plan through the Auto Knight Motor Club that will enable shops to offer greater customer service than ever before. Previously available only to new and used car dealerships, the Plan is a five-in-one program that offers shops an opportunity to provide: continued on pg. 16

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VENDOR SPOTLIGHT continued from pg. 14 Lockout Service: Auto Knight will send an authorized pre-screened contractor to unlock a customer’s vehicle with vehicle manufactured-approved tools; Flat Tire Service: Auto Knight will dispatch a serviceperson to change the customer’s damaged tire to a usable spare.

Dead Battery Service: Auto Knight’s provider will clean off a customer’s battery cables and jump-start his or her car; Towing Service: A customer’s vehicle will be towed to the nearest qualified repair facility within plan limitations (Please note one tow per disablement); and Gas Service: The customer will be provided three gallons of fuel. (The cost of fuel is the customer’s responsibility.)

Additionally, the Plan covers smart key replacement, something that would cost vehicle owners up to $900 if they had to cover it on their own.

“Repair shops can offer this Plan to their customers and make a substantial profit,” offers Mariconti Sr. Customers also have the option of purchasing coverage for Paintless Dent Repair for those times when they need minor dents on the vertical panels of their vehicles repaired.

Mariconti Sr. was introduced to Auto Knight by his longtime colleague Angelo LaTona, owner of Princeton Dealer Services, which is an affiliate of FMS Managers LLC. Mariconti Sr. introduced the greater automotive industry to FMS Managers LLC’s vast array of services during the most recent NORTHEAST® Automotive Services Show. In his mind, participating in this year’s show allowed him to network with his ideal customer base.

“The body shops that come there are the ones that actually care and do something,” he explains. “They keep themselves updated on equipment and new repair techniques. We’re looking for the people who do this work with their heart and soul.”

With four decades in the business, Frank Mariconti Sr. knows how to provide the right services to the right people. Now, he is ready to share what he knows to help you offer the most memorable service experience your customers will ever have.

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FEATURE

Steering Suit Shines Light on

INSURER ABUSE As this issue of New Jersey Automotive went to press, we received some of the most intense examples of improper steering by insurers ever featured in the pages of this publication.

In two recently filed lawsuits, Pesce Brothers, Inc. (doing business in Staten Island as Car Craft) and Central Jersey Collision Co. (doing business in New Jersey as Elizabeth Truck Center) accuse

the National Independent Truckers Insurance Company (NITIC), the Hudson Insurance Company, Hills Adjustment Bureau and the Cover Me Insurance Agency, Inc. (including Cover Me’s president, Michael J. Poller) of threatening to cancel insureds’ policies or raise their premiums if they used Car Craft or Elizabeth Truck Center instead of a facility on their “preferred list of shops”

Steering: A Transcript (Note that the following appears without typographical changes.)

MR. RODRIGUEZ: I’m going to take it -- drop it already in Elizabeth Truck Center.

PAULETTE: Uh-huh.

MR. RODRIGUEZ: Yeah.

PAULETTE: Yeah. We don’t -- we don’t deal with them. It’s already there?

MR. RODRIGUEZ: Yes. Already there. What do you mean you don’t deal with them?

PAULETTE: No. Yeah. We don’t deal with them. …

PAULETTE: Yeah. They’re not on our preferred list of shops. So just, you know -MR. RODRIGUEZ: But -- but it’s my insurance. I pay -- I sh-- I supposed to prefer, right?

PAULETTE: Yeah.

MR. RODRIGUEZ: It’s my -- it’s my -- it’s my option to pick out my -- my shop, right?

PAULETTE: Uh-huh.

MR. RODRIGUEZ: So, that’s why I drop it there.

PAULETTE: Uh-huh.

MR. RODRIGUEZ: And I let you know that I drop it at Elizabeth Truck Center. So, what that mean that you don’t deal? What’s going to happen? Huh? PAULETTE: Yeah. I -- I have to give it over, I guess, to the -- to the boss over here who writes the policies with them. So -- with this company.

At his insistence, the Insured was transferred to Defendant Michael “Mike” Poller, the President of Cover Me: MR. RODRIGUEZ: Hey, yes. My name is Adrian Rodriguez. How you doing, Mike?

MIKE: Well, good. We don't do business with Elizabeth Truck Center.

MR. RODRIGUEZ: I know. What do you mean you don’t do business with Elizabeth Truck Center? I -I supposed to do business, not you, because actually they told me about you -- to go to you to get insurance and now you told me that you have to -MIKE: It doesn’t matter. We don’t do business with them. They’re not on our approved list.

MR. RODRIGUEZ: Then so what do you want me to do?

MIKE: I want you to bring it to a different -- I don’t

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care where you bring it -- but they’re not on our approved list.

MR. RODRIGUEZ: Okay. So -MIKE: You can bring it anyplace.

MR. RODRIGUEZ: -- where you want me -MIKE: But don’t bring it there.

MR. RODRIGUEZ: -- where you want me to go that -- you’re not supposed to tell me where -- where do I take my truck, right?

MIKE: I just said they’re not on the approved list.

MR. RODRIGUEZ: Oh. It’s not on my approved list? …

MIKE: Well, look. I have a lot of problems with them over the years coming to agreement on prices.

MR. RODRIGUEZ: Oh. MIKE: Okay? I have a lot of problems over the years with them coming to an agreement on prices.

MR. RODRIGUEZ: Perfect.

MIKE: They’re very high compared to other shops in the area.

MR. RODRIGUEZ: Okay. Perfect.

MIKE: You know, that’s -- they’re a lot higher than other shops in the area.

MR. RODRIGUEZ: That’s you problem. It’s not my problem. I’m your customer. And I pay my insurance. That’s you problem, not my problem. My problem is that my truck need to be fixed there. I want today do the job because I know them before, I know how they work and that they do nice job and they fix everything good.

MIKE: But they’re too ex-- they’re -- they’re too-they’re too expensive. We can’t afford to pay their prices. What -- what part of this don’t you understand? I cannot afford to pay their prices.

MR. RODRIGUEZ: Oh my God. MIKE: I -- I don’t have the money to pay their claims. They’re too expensive.

MR. RODRIGUEZ: And what -- but, you know, if -what about my money when I pay my insurance?

MIKE: Okay. Fine. Your price is going to go way up in price because I cannot afford to pay their prices. They’re charging twice -- a lot more than other shops comparable. You could bring it to other

shops and get estimates and see what they come up to compared to them. They’re more expensive than other shops. …

MR. RODRIGUEZ: -- I need to get a quality, too. I know they qual-- they quality, you know? That they know -- do -- do a good job. I don’t know no one - nobody else to do the job that they do. That’s the problem.

MIKE: There’s plenty -- there’s plenty of shops all over the place that do that quality job. There’s plenty of shops. There’s another guy in Elizabeth down the block from there. He does a good job.

There’s a place in Newark.

MR. RODRIGUEZ: Oh. He -MIKE: He does a good job. There’s 20 different shops that do -MR. RODRIGUEZ: -- okay. You let me know where MIKE: -- the same -MR. RODRIGUEZ: -- if you guarantee whatever that is, if you let me know, then -- then we can, maybe we can deal, but that’s if you want -- the job that they’re going to do on my job, you know?

MIKE: You need -MR. RODRIGUEZ: You guarantee.

MIKE: -- you -- you -- okay. You brought it there -you brought it there, already. Fine. But what I’m saying to you is that, I’m going to -- I -- it -- I’ll go look at the claim, see how much the damage is and everything and then evaluate whether the company is going to keep you or not. That’s it.

Because I can’t afford it. I have to raise your prices. …

MIKE: I’m going to have to raise the price on the insurance and that’s it. …

MIKE: But then when your claim’s over there, find another company because I cannot afford to pay their claims. You need to find another insurance company.

MR. RODRIGUEZ: No. That’s where I going to fix it.

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- which the Complaints allege does not exist.

New York and New Jersey law forbids brokers, insurance companies and agents from requiring or pressuring policyholders to have automotive repairs performed at a particular facility.

The plaintiff’s attorney, Joshua S. Bauchner of the law firm of Ansell, Grimm & Aaron, P.C., believes that his clients’ actions against the Defendants will go a long way toward protecting the rights of the motoring public.

“As a result of this unlawful steering activity, my clients were suffering tortious interference with their business relations with their customers for years,” he says.

“Things simply came to a head when loyal customers who wanted to retain them for repair services were told to go somewhere else. These customers wanted to use my clients’ services, recognizing the quality of the repair work, but were being threatened by the Defendants that if they used my clients’ repair services, their premiums would be raised and their policies cancelled.

My clients decided to stand up and fight for their rights, and those of their customers, under the Choice of Shop and Anti-Steering Rules to stop the Defendants from further engaging in this unlawful activity.”

The allegations in the Complaints are supported by audio recordings made between some of the Plaintiffs’ customers and the Defendants. A portion of one of these recorded conversations, featuring customer Adrian Rodriguez of Adash Trucking and “Paulette” and Poller from Cover Me Insurance Agency, in the box on the left.

AASP/NJ Executive Director Charles Bryant was quick to voice his views on the matter.

“I must say that this is the worst and most egregious case of steering that I have even seen,” he says. “However, this is far from the first and it certainly won’t be the last unless members of the collision industry take a united stand, say ‘enough is enough’ and demand that it stop. This should be a wake-up call to the collision industry of where things are headed if the industry doesn’t take a strong stand. The question is, just how much steering is going on, and by whom? I say to the collision industry, you tell us. I would like to hear from every shop in New Jersey when an insurer attempts to steer a damaged vehicle away from a shop after the vehicle owner has

made it clear that they want to have their vehicle repaired at a shop of their choice.”

AASP/NJ and New Jersey Automotive would like to hear from our readers and membership regarding any instances of steering that you have experienced at your business. If you have a story to share,

please contact AASP/NJ Executive Director Charles Bryant at (732) 922-8909 or New Jersey Automotive Editor Joel Gausten at (973) 600-9288.

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FEATURE

THE PRESSURE IS ON: Insurer-Mandated Parts Procurement Hits Home By the time this issue of New Jersey Automotive is in your hands, the PartsTrader online parts procurement system will be available in all 48 continental states. This month, we offer a view into how the realities of this insurer-driven trend are affecting everyone from Information Providers to some of the Garden State’s top part suppliers.

By Joel Gausten

PartsTrader parts injected into the current estimate,” he says.

Moving forward, Select Service repairers who utilize Mitchell UltraMate/RepairCenter will receive training directly from State Farm.

“At this time, this feature is only being used by State Farm body shops,” Poor says. “If it should expand and become available for the general public, we would have a section on that in our training website.”

Additionally, Poor encourages Mitchell users to contact PartsTrader directly if they encounter any issues using the integrated products.

“If they’re having any issues or questions using that solution, the first step is they contact PartsTrader’s tech support,” he explains. “During the course of that investigation, if PartsTrader determines that it’s not an issue with their end and it’s something on our end of the software, then their support staff contacts our support staff.”

Not surprisingly, the decidedly hands-off position taken by CCC and Mitchell on the actual controversy surrounding PartsTrader falls in line with views expressed by Rick Tuuri, vice president of industry relations for AudaExplore (Audatex), in our March issue: “Quite honestly, when I hear the noise, buzz or the emotions around PartsTrader or other issues, I have to put that aside,” he said.

“If that is the result of the relationship you have established with your trading partner, whatever you think of that isn’t all that relevant to my job. My job is to make whatever process our clients decide to use as smooth, easy, quick, streamlined and transparent as possible.”

Where Do the IPs Stand?

As reported in last month’s New Jersey Automotive, we have received numerous calls from AASP/NJ members who are getting their initial taste of working with the PartsTrader parts procurement system through their State Farm Select Service agreements. A considerable amount of these calls continue to pertain to the Information Providers’ involvement in integrating their product with the PartsTrader platform. Based on the feedback we have received, many shops are dismayed to see their IPs taking such an active role in helping PartsTrader succeed in the marketplace.

“The Information Providers play both sides of the fence,” offered one New Jersey Automotive reader. “They tell us how we can make more money with their estimating system, how things are integrated and how so many more things are included in their system than the others. I’m sure they go to the insurance companies and tell them how much could be saved by using their program.”

While the concept of insurer-mandated parts procurement continues to receive suspicion and criticism from certain segments of the industry, representatives for the three major IPs insist that their work with PartsTrader stems from a desire to fulfill the needs of two major customers: The nation’s largest auto insurer and the shops that do business with them.

“Businesses in the auto claims industry use many different PartsTrader in the Northeast: Now What?

With insurer-mandated parts procurement now in New Jersey, technologies in the course of a workday,” offers David Boden, vice president of the Parts Service Group at CCC. “We work with many AASP/NJ used the NORTHEAST 2014 Automotive Services Show of these technology providers when and where it makes sense for in Secaucus, NJ as an opportunity for industry representatives to share their views on the matter with area shops. On March 21, the shared customers. Our work with PartsTrader is foassociation welcomed Past SCRS Chairman Barry cused on making the process a little better for users Dorn, Ed Kizenberger of NYSACTA/LIABRA, Tom who use both CCC ONE and PartsTrader.”

Elder of Auto Body Distributing Co. (ABD) and atCCC has worked extensively with all parties to torneys Mitch Portnoi (Post, Polak, Goodsell, Macmake a smoother and more user-friendly process.

Neill & Strauchler) and Joshua Bauchner (Ansell, “The most recent thing we did was make some enGrimm & Aaron) for an in-depth (and often blunt) hancements that allowed for recycled assembly proconversation on the controversial past and possible cessing to be a little more seamless,” Boden says. future of insurer-mandated parts practices in the “That was one of the things [users] were having trouindustry. ble with on the PartsTrader system.”

Early in the panel discussion, Kizenberger asked Rick Poor, Mitchell’s director of product manthe attendees who were involved in PartsTrader to agement, saw his company work with PartsTrader for raise their hands; about half the room obliged. When at least 18 months to make the transition as easy as possible for their customers.

MS attorney John Eaves Jr. he asked how many in the room liked the program, not a single hand went up. This led to a talk on the “The primary goal was to provide a method offered strong words mandated use of a product that doesn’t appear to offer where the parts substitutions could be applied to the against PartsTrader at the any tangible value to its body shop users.

NORTHEAST 2014 panel estimate automatically, or as automatically as possidiscussion on insurerble, so there would be less mouse clicks or less steps [for] the user to have to go through to get the mandated part procurement.

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Industry representatives gathered at NORTHEAST 2014 to discuss insurer-mandated parts procurement. L to R: Barry Dorn, Ed Kizenberger, Tom Elder, Mitch Portnoi and Joshua Bauchner

“Why is it mandated?” Kizenberger asks. “Why is it that they’re taking you as a repair shop and putting you into a position where now you have to elect or nominate a supplier? The supplier has to be in agreement with this because [that company] doesn’t want to lose your business, so they might get on the program because you’re not the only guy – there are 25 other shops that use [that dealer]. Now, [the dealers are] going to pay a monthly transaction fee to start with…About six months after implementation, there now seem to be marketplaces that have experienced an actual per-transaction fee on top of it all. How can it be that a supplier who was selling you parts last year is now going to pay for the privilege of doing the same thing this year?

“Traditionally, as with all other issues in this industry, the independent shop is going to inherit the bad behavior of a few,” he continued. “What’s the matter with the other OE vendors or the other OE online parts procurement services? Why is this one so special, and why is it mandated? That’s what my problem is [with the system] as an industry representative; they’re forcing this on you and then requiring you to convince your dealers and providers to get on the list or otherwise you can’t do business with them.”

Dorn agreed that there appears to be tremendous pressure being placed on dealers to participate in PartsTrader.

“I’ve heard stories all over the country where if a dealer has a collision repair facility and the parts department elects not to join, they’ve been told that they’re off the program,” he said. “They were very clear that the pressure was on them by both PartsTrader and State Farm.”

Representing a network of 40 dealerships and nearly 200 body shops through the ABD, Elder told attendees that he has received numerous complaints from his members regarding State Farm’s growing influence over the parts-ordering process.

“Some members who are not Direct Repair for State Farm have said, ‘I called the dealer up and they said they didn’t have time to service my account because they had to spend so much time figuring out how to work with PartsTrader and get their estimates out in a timely fashion,’” he shared. “It angered me because it is 10 percent of the market now controlling 100 percent of the market.”

Addressing possible legal remedies to insurer-mandated procurement, Mississippi body shop owner and Mississippi Collision Repair Association (MSCRA) member John Mosley (Clinton Body Shop, Inc.) spoke from the audience regarding the much-publicized push from his association (as well as collision repair facility operators, OEM dealers and other parts suppliers) for an injunction against State Farm from bringing PartsTrader into his state.

Currently, State Farm is slated to implement their program in Mississippi in April.

“We wouldn’t be having this conversation, and the dealers wouldn’t be in the position they’re in, if we – the body shop operators – didn’t sign on to the program,” he said, prompting applause and cheers from the crowd.

Mississippi attorney John Eaves, Jr. offered insight into why his clients have taken to the legal system to push back against the nation’s largest auto insurer.

“PartsTrader operates like a virus,” he said. “It affects the shops, and they put pressure on the vendors and the dealerships.

Then, they put pressure on the other shops. It’s a virus that continues to spread; because of that, it affects the entire market whether you are Select Service or not. We believe that is a tortious interference with your business relationship. This is still the United States of America, and you can still do business with anyone you want to.”

Although injunctive relief has been viewed by many in the repair field as a possible weapon against the spread of insurer-mandated programs like PartsTrader, Portnoi cautioned that employing this method could potentially lead to disappointment.

“You file suit and ask for injunctive relief to stop PartsTrader, and you walk in front of a judge…and [he or she] looks at you and says, ‘Your client…what exactly makes him have to contract with XYZ Insurance Co.? Why doesn’t he just opt out?’ Everyone in this room quite potentially has that same opportunity to opt out,” he said. “It may be financially very difficult for you to do so, but you certainly have that opportunity. In order to get injunctive relief here in New Jersey, one of the requirements is that you have to show that there is a reasonable probability of success on the merits. So you’re looking at two adult businesses – obviously one holds a very significant economic advantage – but the other party is a businessperson who is willing, able and capable of opting out of a contract that they don’t want. That could very well be the most significant problem in anybody obtaining injunctive relief.”

Bauchner advised repair professionals who are looking to sway public and legal opinions in their favor on this issue to focus on the consumer piece of the puzzle.

“The insurance [companies] are claiming that they need to implement these programs because it saves costs, reduces premiums and prevents insurance fraud; that’s their spin,” he offered. “But what they can’t claim – and what only you can claim – is respect for safety and quality. They can never suggest that any of their programs promote safety and quality for the consumer, because we all know that they don’t. We need to look at that issue, because that’s the spin we can put on these programs to demonstrate that continued on pg. 53 New Jersey Automotive

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NORTHEAST® 2014 COVERAGE

Education Tackled at

NORTHEAST Leadership Meeting

Drawing the largest crowd in the event’s decades-long history, the 2014 East Coast Resolution Forum & Leadership Meeting kicked off a sold-out NORTHEAST Automotive Services Show with something very different from the norm. Unlike past forums where representatives from different state associations would present updates on their individual state’s activities, this year’s Forum (co-presented by SCRS, AASP/NJ and NYSACTA/LIABRA) was conducted in an informal “roundtable” format where association leaders posed questions that other attendees could answer and discuss.

Not surprisingly, the future of automotive education was a major topic for attendees. Tony Ferraiolo, president of the Auto Body Association of Connecticut (ABAC), got the ball rolling by posing two intriguing questions: “Do you think OEM training is more valuable to your shop and your customers than attaining ICAR Gold Class? Do you think I-CAR Gold Class should be a factor in OEM certification programs?”

Ferraiolo argued that although some OEM manufacturers have identified I-CAR as the training source for their certification programs, some I-CAR programs include classes that are not specific to the required automobile – causing redundancies and needless expenses for techs pursuing OEM certification.

“Why do we have to take all this other training that does not pertain to what the OEM is asking us to do in the repair process?” he asked.

NYSACTA/LIABRA Executive Director Ed Kizenberger echoed Ferraiolo’s concerns.

“I-CAR is not today what it once was,” he said. “I-CAR today is a corporation; it’s a business, quite frankly…Is it reasonable to expect that you have to embrace the whole model completely instead of embracing part of it? If you had no other reason to be ICAR Gold, could you get vehicle specific training you need from some manufacturers without taking all this other stuff?

“Everybody is confronted today by a new technology that was just announced by Ford, although [it has] been in the works for quite some time,” he added. “They didn’t just decide six months ago to come out with an aluminum F-150…What’s going to happen is that these vehicles are going to get into these shops, and the shops are going to be capable or incapable [of doing these repairs].

Certified or not, this is an F-150. There were 645,000 F-Series trucks built last year…The question is, what’s the cost, how quickly [will it come] and what does it mean for me? I understand what shops are asking. The questions are easy; the answers are not.”

Ferraiolo’s question also elicited further inquiry from SCRS Executive Director Aaron Schulenburg.

“Some OEs choose to use I-CAR as the mechanism for delivery; some OEs choose to hold and house their own training programs internally that may carry costs, travel and other requirements,” he said. “Would the preference from a collision repair 26

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Left: Ford's Scott Noel discussed some of the manufacturer's eduction objectives moving forward. Right: Tony Ferraiolo of the Auto Body Association of Connecticut expressed concerns over the quality of current industry training.

business standpoint be to interact only with the OE in their own training environment in lieu of where some OEs have decided to use a third-party training organization to conduct it for them? The concern I’m hearing is redundancy in skill set versus requirement.

If you have a situation where each OE is requiring you to attend their individualized training, but they have redundancy between their requirements that could be offset because you have a third party doing it, which is the better scenario?”

“If you’re going to take on certification programs for a OEM, that particular OE should certify your repair,” Ferraiolo replied.

“That means making an inspection of your shop, [and] inspecting your equipment, credentials, equipment and stuff like that – but based on the actual repair that you’re doing, not on classes that we don’t think are necessary to be able to perform that repair.”

To illustrate the importance of offering a variety of classes under the I-CAR umbrella, I-CAR Field Operations Manager Gene Lopez shared a story of a young technician who used heavy-duty wheel cleaner to remove overspray on a windshield because the cleaner had done such a good job removing paint from a wheel.

Unfortunately, this caused streaks in the windshield that the customer couldn’t remove.

“Had we taught that entry-level technician or introduced him to the I-CAR REF04 Detailing course, he probably would not have done that,” Lopez said. “It may seem redundant to your tenured detailer, bodyman or painter when they go in and take a measuring course or a prep-the-car-for-paint course, [but] we have answered that in some cases through our equivalency tests.”

With concerns over the training that will be available for the upcoming 2015 Ford F-150, Ford Wholesale Zone Manager Scott Noel appeared before Forum attendees to offer insight into the manufacturer’s plans to address the education issues surrounding the new model.

“What we do have right now is a process to become a recognized shop to [work on] aluminum, and there’s also a process to be sponsored by your local Ford dealer as a recognized shop,” he said.

“You can contact the dealer that you’re buying from now and they’ll be able to give the information on that, what the steps required are [and] the equipment that you’ll need to have…We’re not looking to recognize every shop; we’re looking to recognize about 2,000 across the country long-term that will sort of be our ‘go to’ places for that work.”

More information on Ford’s training plans for the 2015 F-150 can be found on page 29.

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NORTHEAST® 2014 COVERAGE

Inside AASP/NJ’s Best Show Yet

It was the greatest weekend in NORTHEAST® history.

March 21-23 saw thousands of automotive professionals gather for the 37th edition of AASP/NJ’s flagship event. While very few things in this world reach their peak after nearly four decades, NORTHEAST 2014 not only saw the greatest attendee figures ever, but filled every available inch of exhibitor space for the very first time. If you were there, you surely felt the excitement throughout the Meadowlands Exposition Center.

Without a doubt, AASP/NJ hit a home run this year.

“We couldn’t be happier with the response to this year’s NORTHEAST,” says AASP/NJ President Jeff McDowell. “We completely sold out of vendor space on the floor, and every special event we held throughout the three days was well attended.

When I walked through the aisles, I didn’t see a single person who wasn’t having a good time. Things definitely moved at an exciting pace this year; if anything, people told me they felt the show went by too quickly! Our preliminary post-show feedback tells us that many vendors are already thinking about expanding their presence at next year’s

NORTHEAST exhibitors enjoyed recordbreaking traffic throughout the weekend.

AASP National Reps Share Views on Mandated Parts Procurement

Considering the escalating controversy surrounding insurer-mandated parts procurement in the auto repair industry, it came as no surprise when PartsTrader and similar companies became the primary topic of conversation during the Collision Report at the March 21 AASP National Board meeting in Secaucus, NJ. Held prior to the start of the NORTHEAST 2014 Automotive Services Show, the meeting allowed a number of AASP state representatives to share their views on the parts procurement dilemma and the effect it is having on the industry.

AASP National Board member Rick Starbard (Massachusetts) 28

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AASP/NJ Treasurer Tom Elder expressed frustration over the spread of State Farm’s mandated parts procurement program in New Jersey through PartsTrader, noting that many shops and suppliers appear to have agreed to use the system out of fear that their competitors would sign on and take their business.

“We don’t even know what PartsTrader is going to do [in New Jersey],” he said. “I can tell you that [after] only one week of it being in New Jersey, the substitution level of parts from new to used is huge.”

AASP National Administrator Judell Anderson agreed that the spread of PartsTrader has placed considerable pressure on dealerships across the country.

“They’re in the same position as the shops,” she opined. “They know if they decline it, somebody else is going to sign it. It’s a no-win situation.

“It’s about insurer control, period,” she added. “It’s about [insurers’] ability to write these one-sided contracts knowing that, because of their market power, you really don’t have a choice but to sign.”

Longtime AASP National Board member Rick Starbard (Massachusetts) reasoned that it

is ultimately up to repair shops to determine the success or failure of insurer-mandated parts procurement in a given market.

“The insurer puts it out there, the shops sign it and the dealer signs it,” he says. “It kind of gives the impression that everybody’s on board with it. In my own opinion, it’s something that an insurer puts in their contract with their repair partners. If that repair partner chooses to sign it, who are we to get in the middle of it? If you don’t like it, don’t sign it.”

As of this writing, only 107 of the 1,600 licensed shops in New Jersey are on the State Farm Select Service program and required to use PartsTrader. Despite this low number, AASP/NJ Executive Director Charles Bryant expressed concern that the insurer could still attempt to use the PartsTrader system to manipulate non-DRP shops.

“Where it becomes our business is [when it] gets rolled out strong,” he said. “They’re going to come into the non-DRP shops and say, ‘This is all we’re paying because this is what we can get it done for. You’re not being competitive. Have a nice day.’ That’s where the problem is going to come in.”

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The 2015 F-150: Inside Ford’s New Auto Revolution

Easily one of the most talked-about vehicles in today’s collision repair industry, the 2015 Ford F-150 made a game-changing appearance at the NORTHEAST 2014 Automotive Services Show, giving thousands of attendees their very first glimpse of the vehicle’s breathtaking structure and design.

In development since 2009, the new F-150 has an improved boxed frame with more high-strength steel than ever before. Next, Ford used highstrength, military-grade, aluminum alloy throughout the body, which improves dent and ding resistance while saving as much as 700 pounds, providing improved towing, payload and better fuel efficiency. In addition, the vehicle comes equipped with a variety of high-tech enhancements including a 360-degree camera and a lane departure warning system. Ford is also implementing an extensive recycling program at its plants, guaranteeing that all scrap aluminum that is taken off a truck is put back into new aluminum – making the 2015 F-150 truck a smart choice for consumers and the environment. A special cutaway of the truck was the centerpiece of Ford’s extensive display on the NORTHEAST show floor throughout the weekend.

Naturally, the introduction of the new vehicle means that the manufacturer is looking to the auto body industry to ensure that Ford drivers receive safe, dependable repairs. Melissa Lester, collision marketing manager for Ford, appeared at NORTHEAST 2014 on March 21 and 22 to present an overview of the manufacturer’s new National Body Shop Program. Facilitated on Ford’s behalf by the Assured Performance Network (APN), the program seeks to promote those facilities that have the right tools, equipment and training to repair Ford vehicles back to manufacturer specifications.

The cost for either independent shops or dealer facilities is $2,950 a year, while dealers will have the ability to sponsor their independent body shop partners for recognition on the program. The arrival of the 2015 F-150 underscores the need for a sustainable national network of body shops that can properly perform aluminum repairs.

“Less than half of our dealerships actually have body shops,” Lester said. “If you are a customer and live in a community with a Ford dealership that doesn’t have a body shop, it will become necessary for you to have

Frank Matullo of Stanhope, NJ (pictured, left, with AASP/NJ Mechanical Chairman Keith Krehel) won “Best in Show” at the first-ever NORTHEAST/ Natural Glass Corvette Association Car Show on March 22.

show. That level of commitment and participation means a lot to the people from our association who worked so hard to make this year’s success possible.”

Above right: Ford Collision Marketing Manager Melissa Lester repairs performed at an independent repair facility…We think it’s very important that during the collision repair process, our customer is educated and knows that they have the right to request the right part and the right body shop.”

More information on the Ford National Body Shop Program is available at www.FordCertifiedShop.com.

In addition to Lester’s presentations, Ford engineers held special “F-150 Repair Information” classes all three days of the show to present attendees with an overview of enhanced service information, repairability methods, available training courses and recommended tools/equipment.

Along the way, Ford Engineer Larry Coan offered interesting insight into how the 2015 F-150 will change – and maintain – the way shops repair aluminum-based vehicles.

“With the upgrade to the aluminum alloy body, we’ll have up to a 700pound weight-save on the truck,” he said. “The great thing about the frame is that you’re going to have the sectioning procedures that you have on the current model. Additionally, we will offer a separately serviceable front lower control arm bracket.”

In related news, I-CAR recently announced the June 1 launch of a new six-credit hour 2015 Ford F-150 Structural Repair course (FOR06) covering vehicle-specific repair information and various topics relating to aluminum.

Boasting hefty support from major paint and vehicle manufacturers, NORTHEAST 2014 presented an intriguing look into the technologies and educational opportunities that will soon redefine the automotive service and repair industries. In anticipation of the arrival of the 2015 F150, Ford used their extensive NORTHEAST floor space to offer attendees a firsthand look into some of the new truck’s structural and technological advancements.

Additionally, the vehicle manufacturer offered special seminars throughout the weekend on proper repairs for these special vehicles once they hit the market later this year. (See story above)

Exhibitors connected with new and old customers alike.

NORTHEAST 2014 also received a healthy dose of celebrity power thanks to a very special appearance by automotive industry legend and Overhaulin’ TV star Chip Foose. (See page 43). For nearly five

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NORTHEAST® 2014 COVERAGE continued from pg. 29

hours on March 22, Foose signed autographs and posed for pictures with NORTHEAST attendees while promoting NORTHEAST Platinum Show Sponsor BASF. For BASF Regional Sales Manager Roy Griep, being a part of NORTHEAST Classic cars were a big hit at this year's show.

2014 was a great way to reach out to the region’s automotive community.

“We look at the NORTHEAST show as addition to checking out the great vendor the foundation of the auto body industry,” displays throughout the venue. he says. “[At the show], we have the ability Considering all the energy at the show, to see all of our customers [and] we get new it comes as no surprise that NORTHEAST ones coming in. We get to see trade schools drew the attention of new and old exhibitors stop in the booth, and we get to talk to them alike. about what BASF has to offer. It’s a great For first-time NORTHEAST exhibitor opportunity to see our customers and show Matthew Bannister, CEO of Ontario, our wares.”

Canada-based Equipment Gateway/MiraWhen not meeting Foose, NORTH- cleSystem, the event provided a perfect balEAST showgoers spent Saturday hitting the ance of flexibility and great ROI. “For a first-ever NORTHEAST / Natural Glass supplier of equipment like ourselves, the Corvette Association (NGCA) Car Show in bottom line is cost: What we will put into it

Unleashing the Power to Profit

In the business of collision repair, big numbers can be very deceptive.

Let’s have a look at a single-location collision repair business that makes $2.4 million in annual sales, has a 22-person staff and writes 200 ROs a month. At first glance, this shop appears to be very successful. (After all, who wouldn’t want to gross $2.4 million a year?) But when some basic math is involved, it becomes clear that this shop is nowhere near an example of knowing your numbers. If you divide $2.4 million by 12 months, you see that the shop made $200,000. Still pretty good, right? But remember, this shop writes 200 ROs a month. That’s right – this seemingly impressive shop has an average RO of only $1,000 a vehicle! Considering that the industry benchmark is $2,200/vehicle and “best in class” shops average $3,300/vehicle, it’s clear that this shop is in need of some serious improvement in how it tracks numbers.

On March 21 and 22, John Niechwiadowicz of Performance Consulting Services and AASP/NJ Board member Jerry McNee (Ultimate Collision Repair, Inc.) presented “Unleashing Your Secret Power,” an eye-opening NORTHEAST seminar created to help attendees increase productivity, reduce cycle time and increase customer satisfaction by focusing on five crucial Key Performance Indicators (KPIs): Total sales, average RO, technician efficiency, total gross profit and touch time. In Niechwiadowicz’s mind, consistently tracking these KPIs could mean the difference between barely staying afloat in today’s business and thriving into the future.

“If you don’t track your KPIs…you really don’t know where you’re at, you don’t know where you could be and you don’t know how fast it will take you to get there,” he said. “Your business truly suffers. What does that mean? Your employees – and their families – suffer as well.”

If an owner wants to improve a specific area of his or her business, Niechwiadowicz says the first step is to measure and track the issue and

versus what we will get out of it,” he explains. “But everything was great about NORTHEAST, from the helpfulness of event and venue management to the high number of quality attendees, to even the complimentary Internet service during the event. As a Canadian resident, that was amazing; not only was I able to do business as usual throughout the weekend, but I saved a ton of money and stress worrying about roaming data usage. And on top of it all, we had a profitable weekend. We are already planning our booth for next year!”

Speaking with New Jersey Automotive from the floor on March 23, fellow firsttime exhibitor Keith Egan (Collision Equipment Company) was especially impressed with the unique networking opportunities available at the show.

“With the way the industry is moving forward, it’s an opportunity to see everything in one location,” offered Egan, whose continued on pg. 35

Left to right: John Niechwiadowicz (Performance Consulting Services) and Jerry McNee (Ultimate Collision Repair, Inc.)

how employees respond to it. For example, if re-dos from a paint booth are a problem for you, start keeping track of why and how often these situations occur. You will be amazed by the results.

“All of a sudden, the number of re-dos magically starts going down,” he said. “Why? Because everybody’s focused on it all of a sudden. It becomes an area of priority.”

Above all, “Unleashing Your Secret Power” showed that simply being busy isn’t a realistic measure of success in this industry. Your bays might be full, but unless you know your numbers, your bank account could still be empty.

“If you think you know, you don’t know,” offered McNee. “Either you know what you’re doing in each and every job, or you’re flying blind. If you can review the RO detail to see to the penny where you’re at – and know where you’re at – you have all your answers.”

AASP/NJ would like to thank Central Paint/ColorSource for their generous sponsorship of the “Unleashing Your Secret Power” seminar series.

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NORTHEAST® 2014 COVERAGE continued from pg. 33

company performed special product demonstrations on plastic welding and aluminum straightening repair throughout the weekend. “Ford is here, and they have been very open. They’ve allowed us to walk through the booth, and have given us a tour and answered every question. For us to be able to walk over to Ford and the other manufacturers and get a one-on-one view of where those things are going is a great opportunity to interact with everybody who is part of what’s going on in the future of the collision repair business.”

Dave Flockhart of UK-based Eco Repair Systems traveled to Secaucus to join Egan at his booth and connect with US clientele. Although he is a regular presence at the American industry’s larger national shows, he feels that NORTHEAST offers its own unique value.

“You can absorb [information] in a context, detail and way that is much harder at larger shows,” he says. “I think the attention of the buyers at a show like NORTHEAST is not so thinly spread, so you actually get a better-quality conversation.

For me, you feel that rather than having just attended a trade show, you’ve done three days of business.”

“When you have coastal events, it’s really focused on the market segment that is specific to the industry that we’re in, but it also directly brings a lot of the clients who are actually hands-on,” adds Bryan Robaina of Eco Repair Systems North America.

“Maybe they can’t make that trip [to a national show], so it’s really important that this show does develop and grow…I think this show is really critical in enabling people in this local venue to come and learn and get attracted to some of the newer technologies and equipment.”

With his 18-year-old daughter Haley helping out by giving away special “Hackensack Has It!” pins and entertaining the children who walked by, Toyota of Hackensack Parts Manager Paul Cimillo enjoyed a tremendous response throughout the

continued on pg. 39

Tactically Lean, Technologically Innovative

In one of NORTHEAST’s most energetic and engaging presentations, Lee V. Rush (manager of business consulting services for Sherwin-Williams) showed a packed room how they could apply Lean tools to achieve a desired outcome of increased productivity and profit. During “Tactically Lean: Connecting the Dots Between High-Minded Lean Concepts & RealWorld Results,” Rush discussed how shops could formulate a sustainable program to drive process improvements.

“I want to challenge you to continually improve because we’ve not arrived,” offered Rush, who reasoned that some shops ultimately fail to consistently conduct proper damage analyses and blueprints because they neglect to adopt and maintain Lean tools and practices.

“We have to be tactical and strategic about our businesses,” he said. “You just can’t throw this thing back there Lee V. Rush of Sherwin-Williams and think this is going to work.”

With cycle time demands likely to increase in the future, Rush urged the audience to work to standardize damage analysis and blueprinting every single time by creating a stabilized process.

“When we look at processes, we want to standardize everything,” he said. “But we want to start with the low-hanging fruit – the processes that bring us the best results with the least pain, investment and so forth.”

With Rush introducing new ways of thinking from a managerial perspective, Michael Haydell of Haydell Industries was busy on the NORTHEAST floor unveiling his third-generation blended nitrogen technology to the public for the first time. Throughout the weekend, Haydell offered product demos and in-depth discussions on how his process is revolutionizing the automotive paint industry. The presentation included a microscopic video that actually showed what takes place when you use blended nitrogen with ionization and control temperature on the delivery.

“You can actually witness the paint landing frame by frame, and you can see what happens when static electricity is present and when it’s removed,” he said.

Late last year, Honda selected Haydell Industries’ system for use in their paint process.

According to Haydell, this is the first of many car company relationships currently being explored.

“We’ve had a number of breakthroughs with the car companies,” he says. “Right now, we’re being evaluated by Nissan in the UK and in the United States. They have found very similar results as Honda…When the car companies pick it up, body shops will be encouraged to use it as well because it’ll be similar technologies for the repair business.”

Perhaps best of all, Haydell’s system offers users a considerable savings in the long run.

“All of our equipment falls under the 16-month return on investment, and over 85 percent of it is returned within one year,” he says.

Reflecting on his success at this year’s show, Haydell feels that the Northeast region provides strong sales opportunities for equipment manufacturers looking to provide innovations to the industry.

“More than just about anywhere else in the world, [the shop owners] are limited in the square footage of their facilities,” he explains. “In order to get improved throughput and more volume, they have to rely on technology instead of square footage. They just can’t go buy property up here because it’s very expensive and you incur more taxes. It’s a lot more economical to purchase equipment and move more vehicles through.”

More information on Haydell Industries’ blended nitrogen technologies is available at www.haydell.com.

Michael Haydell of Haydell Industries New Jersey Automotive

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NORTHEAST® 2014 COVERAGE continued from pg. 35 weekend.

“All the spots were taken; the whole show was filled,” he offers. “The Corvettes being in the back helped [traffic] out, too.”

Toyota of Hackensack’s success at NORTHEAST was helped along through the support of dealership owner Frank Holtham and Parts and Service Director Nick Latino. Terry Banks, accessory sales

The Future is Now...and I-CAR is Ready

Here’s an interesting tidbit to make your eyes bulge: There are vehicles on the road today that have up to 10 different airbags built into them.

Sure, there’s the airbag for the driver, but also side airbags for both front and rear occupants, side curtain airbags and driver/passenger knee airbags. If you thought properly repairing a vehicle to ensure the operational integrity of one airbag was important, what are you going to do when one of these vehicles rolls into your shop for a repair? And what about all this talk of aluminum you’ve been hearing? Will you and your techs be ready when a customer brings in an aluminum-intensive vehicle for repair?

The future is now, and I-CAR is here to help.

Taking full advantage of the heavy attendee traffic of the NORTHEAST 2014 Automotive Services Show, I-CAR instructors Pete Fryzel and Mike Bonsanto hosted two packed classes on March 22, both designed to give students a running start in adapting to some of the industry’s most crucial developments. The first, “Vehicle Technology & Trends 2014,” was a fourhour presentation on how advanced vehicle technology, lightweight construction vehicles, safety aids and other factors have dramatically changed the world of collision repair. The course offered an “auto show view” of some of the major automotive technologies that will soon be commonplace in repair bays across the country.

I-CAR’s second presentation, “Aluminum-Intensive Vehicle Repairs,” offered students an opportunity to explore a simulated aluminum-intensive vehicle in an interactive setting, exposing them to some of the considerations they could face when dealing with vehicles of this nature in the shop.

Montanez Gives the Real Deal

When you want straightforward repair information without the sugar, go see Larry Montanez.

A longtime contributor to New Jersey Automotive and one of the industry’s most popular speakers, Montanez returned to NORTHEAST to deliver two special classes on March 22 in his trademark no-nonsense style.

Facilitated by Metropolitan Car-O-Liner, Montanez’s early morning “FastTracking Vehicle Repairs” course explored how equipment like the Car-OTronic Vision X3 (a state-of-the-art computerized measuring system) and the PointX (a diagnostic measuring device constructed of lightweight carbon fiber that communicates via wireless Bluetooth and can be easily moved around the vehicle) is changing how measurements are conducted in today’s industry. “[The PointX] is probably one of the least expensive measuring devices out there,” he said. “It’s not a glorified tram gauge; even though it might look like one, it works through Bluetooth – like the Car-O-Liner measuring system does – and gives you a printout.”

Montanez reasoned that using this equipment will help damage assessors identify problems in vehicles with greater speed and accuracy.

“The biggest problem in the collision repair industry now is supplements – I don’t mean supplements for an insurance company; I mean supplements for a body shop,” he offered. “You get a vehicle inside the shop, and there’s some light damage to it. You fix the outer body panels, and then we set it up for a wheel alignment and find that the engine cradle is damaged, the lower control arm’s misaligned or we find something in the back of the car that’s misalignment-damaged.”

Above all, Montanez warned attendees to never judge a repair at first glance.

“If you hit the front of a Chevy Malibu – which is a popular accident in New York City or New Jersey because we’re in constant stop-and-go

project manager for Toyota Motor Sales, even made the trip from California to be a part of the special festivities.

Cimillo views NORTHEAST as an continued on pg. 43

I-CAR's Pete Fryzel (left) and Mike Bonsanto offered attendees a gateway into the future of repair.

For example, Fryzel cautioned the full classroom to avoid galvanic corrosion, an electrochemical process in which one metal corrodes preferentially to another when both metals are in electrical contact.

“If I put bare steel attached to bare aluminum, the bare aluminum is going to cause galvanic corrosion,” he explained. “When we’re doing repairs on aluminum, we have to be very conscious of [introducing] steel particles into the aluminum.”

Here’s another interesting tip courtesy of the I-CAR presentation: If you are having a hard time figuring out the difference between aluminum and magnesium, simply apply some household white vinegar to the bare metal. If the part is aluminum, there will be no reaction; if it is magnesium, the vinegar will bubble on contact.

For information on upcoming I-CAR classes in your area, please visit www.i-car.com.

traffic – we find out that the back [end] of the car is all pushed out and the trunk doesn’t open and close correctly,” he said. “How could this happen even at 10 miles an hour? That’s how the car’s designed or built; if you stop the front real quick, the back of the car is still moving at 10-15 miles an hour.

You’ve got a big overhang beLarry Montanez hind the axle assembly, so the back of the car goes down. This is why it’s so important to look around these things.”

In this day and age, a shop’s damage assessor(s) should know what it takes to identify these problems at the beginning of the repair process.

As Montanez said, “There are catchphrases; people use ‘x-ray,’ ‘triage’ or ‘blueprint.’ I just call it ‘doing your proper job as a damage assessor.’”

Sponsored by VeriFacts and held towards the end of NORTHEAST’s second day, Montanez’s “Best Practices for Welding & Estimating” course offered an eye-opening overview of proper techniques and practices in MIG/MAG welding and brazing. If there was one overriding message that drove this seminar, it is that the old ways of vehicle repair are over.

“Most of the B-pillars on the cars that we deal with nowadays are going to be boron alloy steel and martensitic steel; there is no pulling to those,” he said. “Depending on the manufacturer, you’re going to have to either weld it with MAG welds, rivet it with some kind of adhesive bonding material, squeeze-type resistance spot weld it or have a combination of the three.

That means a lot of different equipment.”

An archive of Montanez’s technical articles is available at www.pnl estimology.com.

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For all we have to offer, visit us at

www.nucarparts.com Scan the QR code for Nucar Wholesale Parts 42

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NORTHEAST® 2014 COVERAGE continued from pg. 39

easy way to connect with his loyal customers while introducing his services to new ones.

“What’s nice about [the show] is that it’s local,” he says. “We’re from North Jersey, and a lot of my shops are members [of AASP/NJ]. It’s nice to be able to support them.”

Chip Foose Adds Star Power to NORTHEAST 2014

On March 22, the NORTHEAST 2014 Automotive Services Show was the place to be to meet industry legend Chip Foose. The award-winning owner of Foose Design and the star of Overhaulin’ on Velocity, Foose joined NORTHEAST Platinum Sponsor BASF at their exhibit for nearly five hours, signing autographs and posing for pictures with hundreds of his biggest fans.

A true auto industry success story, Foose first showed an interest in the automotive world when he was just seven years old. By the time he was 12, he was working alongside his dad at the family business, Project Design, and had already painted his first car, a Porsche 356. While working with his father, he helped design street rods, customs, show cars and studio vehicles for films such as Blade Runner, Gone In 60 Seconds and Robocop.

After an eight-year career with Hot Rods by Boyd, Chip and his wife Lynne started Foose Design, a Huntington Beach, CA-based automotive and product design development company, in 1998.

A documentary on Chip and his staff, Rides, aired on the TLC Network in the spring of 2003. In 2004, Overhaulin’ premiered on the network, where it ran for five seasons. In 2012, the show made a triumphant return to the Velocity Network, adding new viewers to Foose’s huge international fan base.

Away from his popular TV work, Chip continues to work with Lynne in running Foose Design, where he designs and builds automotive masterpieces. Additionally, Foose contributed paint schemes and graphic treatments to certain characters from the hit movie Cars and served as a consultant for the sequel, Cars 2.

In addition to receiving the Good Guys’ Street Rod of the Year Award eight times, Foose’s seemingly endless list of honors and awards includes the “Best in Show” Award from Ford Motor Company at SEMA 2002 (for his re-designed “Speedbird” Thunderbird) and inductions into the Hot Rod Hall of Fame, the Darryl Starbird Rod & Custom Car Museum Hall of Fame, the Grand National Roadster Show Hall of Fame and the San Francisco Rod and Custom Motorcycle Hall of Fame. Throughout his life in the industry, Foose has remained a loyal user of the BASF paint line – first as a painter at his father’s shop, and now as an exclusive user at Foose Design.

Speaking with New Jersey Automotive prior to the signing event, Foose offered some words of advice to NORTHEAST attendees looking to utilize the new technologies on display at the show and make the most out of the major changes coming down the pike.

“Number one – if you want to be the best, use the best,” he said. “Number two, follow your heart. Do what you know is best for the customer and yourself. If you start cutting corners, you’re cutting your own reputation.”

For more information on Chip Foose, please visit www.chipfoose.com.

Longtime NORTHEAST supporters Rick Weber (top picture, center) and Jim Kowalak (bottom picture, center) were honored by Auto Body Distributing Co. (ABD) during the show.

The outpouring of interest on the show floor was not lost on Maxon Hyundai/ Mazda Parts Director Rick Weber.

“I thought it was nice that every single booth was filled,” he says. “That tells you something right there. If there’s no booth space to be found, then that must mean [the show] is a bit of a happening. To have as many customers pass by my booth…I can’t see that many in months and months. On Friday night, there was a traffic jam in front of the booth, with guys standing there talking about business.”

In addition to drawing heavy attention throughout the show through the dealership, Weber received a special Appreciation continued on pg. 49

Industry legend Chip Foose shows his support of BASF and the NORTHEAST community.

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MAXON HYUNDAI 2329 ROUTE 22 WEST UNION, NJ 07083 TOLL FREE: 800-964-7281 FAX: 908-851-5631 LIBERTY HYUNDAI 305 ROUTE 17 NORTH MAHWAH, NJ 07430 201-529-2400 FAX: 201-529-2138

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New Jersey Automotive

SPORT HYUNDAI 6831 BLACK HORSE PIKE EGG HARBOR TOWNSHIP, NJ 08234 TOLL FREE: 877-594-5727 LOCAL DIRECT: 609-646-2189 24 HOUR FAX: 609-484-8983 www.sporthyundaidodge.com shawnm@sporthyundaidodge.com LESTER GLENN HYUNDAI 386 ROUTE 37 EAST TOMS RIVER, NJ 08753 PARTS DIRECT: 732-557-7986 FAX: 732-244-2214 www.tomsriverhyundai.com

April 2014

LESTER GLENN HYUNDAI OF MANAHAWKIN 551 ROUTE 72 MANAHAWKIN, NJ 08050 PARTS DIRECT: 732-557-7898 FAX: 609-597-0437 www.lesterglennmanahawkin.com

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

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NORTHEAST® 2014 COVERAGE continued from pg. 43

Award from Auto Body Distributing Co. (ABD) in recognition of distinguished performance in supporting the ABD Dealer Program. A similar award was also bestowed on longtime NORTHEAST supporter and show photographer Jim Kowalak.

Like many family men exhibiting at NORTHEAST, master painter Javier Soto was able to bring his twin 10-year-old daughters Melanie and Briana to the 6th Annual NORTHEAST Family Day on March 23.

“I think that [Family Day] brings in more people and helps dads justify a trip there in those cases where they can’t get away from home on the weekend,” he says.

The Virtual Spray Tournament and master painter Javier Soto (bottom right) added color to this year's festivities.

How to Gauge Your Business...and When to Sell It continued on pg. 52

On March 22, the NORTHEAST 2014 Automotive Services Show presented two seminars that offered unique takes on life in the automotive repair/service business.

The first, “Business Continuation Planning: Inside Buying or Selling a Business,” saw attorneys Mitchell Portnoi and Douglas Sherman (Law Offices of Post, Polak, Goodsell, MacNeill & Strauchler) provide attendees with a variety of factors to consider when selling a business (including passing it down to the next generation) or purchasing a new one. On the top of Sherman’s suggested to-do list for those looking to sell was to make sure to have a solid team in place before putting their enterprise on the market. This team includes a broker, attorney and accountant/financial planner.

“These are the individuals who are going to help you figure out how much the business you’re buying or selling is really worth, and how you deal with the finances once you buy or sell,” he said.

Sherman cautioned that bringing in your team midstream often causes confusion and problems and could cost the seller more money in the long run.

“The more your attorney is involved at the get-go, the more information he or she has and the better it is for him or her to help you out,” he suggested.

On the subject of transitioning a business to the owner’s children, Portnoi suggested that the parent and child each have their own attorney present to review paperwork, obligations and other issues that could cause conflict. In matters of love and trust, verification is equally important. “It’s no different than pre-marital agreements,” he said.

Of course, a person needs to have an understanding of how to run a successful business before he or she even thinks of purchasing one from someone else. During Jim Saeli of Management Success discusses the power of a profit-and-loss statement.

Attorneys Douglas Sherman (left) and Mitchell Portnoi offered words of advice for today's shop buyers/sellers.

“The ‘Gauges’ of Your Business,” Jim Saeli of Management Success discussed the importance of tracking and monitoring your shop’s sales, profit, quality control, production and marketing to gain valuable insight into your business’ strengths and weaknesses. For example, no business owner should ignore the importance of a profit-and-loss statement.

“It can show you what’s going on, and the health of your business,” he said. “It’s kind of like your scan tool; it gives you information. The profit and loss statement shows what’s going on with the money coming in and going out of the business.”

In terms of marketing, Saeli advised attendees that although things like a proper website and direct mailing go a long way in building clientele, the best marketing is done right in the front office. To illustrate this point, he shared a story of when he got an oil change and left the facility, only to discover a trail of oil following him down the street. Within 500 yards, the “oil” light came on. Then the fun began.

“I go back into the place, and the guy was like, ‘Oh, well. I’m sorry.

Well, we’ll take a look,’” Saeli recalled. “They were looking [at me] like it was my fault. That’s one place I’ll never go back to, because the people up front don’t know how to handle individuals.”

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NORTHEAST® 2014 COVERAGE continued from pg. 49 When not taking in some of Soto’s amazing visual creations, attendees were able to show their stuff right next door at the Virtual Spray Tournament courtesy of neighboring exhibitor VRSim. First place winner Victor Benlice of Elizabeth High School took home an HDTV, while Second Place winner Wayne Missimi (Javier’s Auto Designs) and Third Place winner Keith

Ragan (Frank’s Auto Body, Conowingo, MD) each walked away with a Devilbiss Tekna Pro spray gun courtesy of Sherwin-Williams. Other NORTHEAST 2014 highlights include the NORTHEAST 2014 Exhibitor Appreciation After-Party (which featured a hysterical performance by comedian Gary DeLena) and a special live broadcast by Ron Ananian, “The Car Doctor,”

Evolutions in Paint, Marketing

One of the many benefits of attending the annual NORTHEAST Automotive Services Show is gaining insight into how technological trends drive production and marketing. In the case of the latter, it is simply amazing how much society has changed in the last 15 years. Back in 1999, a body shop or auto dealer might have placed an ad in the Yellow Pages to attract new customers. These days, that thick book is most likely used to prop the door open as the flood of customers that found you on the Internet enter your business.

As a way to help attendees better navigate and succeed Thom Roche of Net Driven in the online marketing world, Thom Roche of Net Driven presented “The Traditional Buying Process Turns Digital: Are You Keeping Up with the Changes?” a March 22 seminar that offered considerable insight into why spreading the word about your business over the ’Net is so crucial to the health of your business.

These days, buyers follow what Roche called a “ROBO” philosophy: Research online, buy offline.

Sixty-seven percent of the public is using Google as their primary search engine, while two-thirds of the population are on a smartphone.

“With the way the industry has changed, seven out of 10 people will start their research online,” he explained. “Instead of turning to the back of the phone book, they go online and go to Google. What they want to find is a full and complete website that can answer all their questions and show them exactly why [they] should take their vehicle to you and have you estimate it.”

Beyond Google and websites, Roche acknowledged the tremendous influence of Facebook on the buying habits of the consumer public.

“If Facebook was a country in the entire world, it would rank number three as far as population,” he said. “That’s only because China and Russia don’t use Facebook.”

Once an auto business is fortunate enough to get new business through the door, it needs the best equipment possible to satisfy all those new customers. In the case of paint, one key to improved productivity and decreased cost is working with nitrogen. During “Painting with Nitrogen: Inside the Collision Industry’s Best-Kept Secret,” Frank Burke of Future Cure explained how painting with nitrogen technology can increase booth throughput, reduce boost exhaust filter costs and drastically decrease wet materials usage. This means less material used, increased cycle time and more money in your pocket.

“When you heat the air, you get better atomization,” he explained. “The warmer the air passing through the gun, the warmer the paint. The warmer the paint, the less viscous (it is).”

According to Burke, the nitrogen process leads to cleaner, smoother surfaces and less time compounding and waxing.

“That’s how you get your return on investment at the shop,” he said.

Frank Burke of Future Cure 52

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one of the industry’s most beloved radio personalities.

For more information on NORTHEAST, please visit www.aaspnjnorth east.com. More information on AASP/NJ is available at www.aaspnj.org.

AASP/NJ wishes to thank Platinum Show Sponsor BASF, Gold Show Sponsor Ford, Attendee Prize Sponsor Axalta, “Know Your Numbers” seminar series sponsor Central Paint/ColorSource and General Sponsor Harbortouch for their generous support of NORTHEAST 2014. Special thanks to Caruso Automotive, Lee’s Garage, Concours Autobody, Exclusive Collision and Mercedes-Benz Collision Centers of Freehold for sponsoring the food provided at the East Coast Resolution Forum & Leadership Meeting.

NJA

Mike Lovullo Distributor for

and

Micro-Mix Paint and Materials Calculator in Bergen, Passaic, Essex and Hudson Counties in New Jersey.

Call Office: (973) 696-3176 or Cell: (201) 452-0987

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FEATURE continued from pg. 23

the consumer, safety and quality come first. Then it doesn’t become corporate body shops versus corporate insurance companies; it becomes [a matter of] who’s looking out for the interests of the consumers.”

With insurer-mandated parts procurement (whether through PartsTrader or another company) showing little sign of slowing down, the collision repair and parts industries have some serious soul searching to do about how they will operate their businesses down the road. But for now, scores of shops and suppliers across the country are feeling forced to use a program they don’t want. Speaking with New Jersey Automotive following the NORTHEAST panel, Maxon Hyundai/Mazda Parts Director Rick Weber summed up the frustration felt by many as their freedom of choice is eroded one parts order at a time.

“To have a guy I’ve done business with for 20 years call me up and say, ‘I can’t do business with you anymore unless you get on PartsTrader’ is a tough pill to swallow,” he admits. “I didn’t do anything wrong to deserve business being taken away. But yet here’s somebody who has nothing to do with what I’m doing…dictating that after the free trial is over, I have to incur another monthly expense in order to keep doing business with a guy I’ve cultivated [a relationship] with for over 20 years. How can that sit right with you?” NJA

Thank you from AASP/NJ for attending and exhibiting at ® NORTHEAST 2014!

Save the Dates for 2015!

March 20, 21, 22, 2015

PRESIDENT’S MESSAGE continued from pg. 10

and demo presenters; each and every one of our exhibiting and supporting companies…and, most importantly, YOU! Without you, the repair industry professionals, we wouldn’t have this proud 37-year history to reflect on. Without you, NORTHEAST would be nothing more than a good idea. Every one of you has helped build this event up to be the largest, most well-attended, well-received — and, quite simply, the BEST show of its kind. We do all this for you, and I hope you were as pleased with the end result as we at AASP/NJ are.

And with that, I say bring on NORTHEAST 2015!

NJA

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Superior service starts with superior parts.

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

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Sansone Mazda 90-100 Route 1 North Avenel, NJ 07001 Phone: 800-545-5850 Fax: 732-815-2609 dnash@sansoneauto.com www.sansoneauto.com

Lester Glenn Mazda 1408 Route 9 South Toms River, NJ 08757 Parts Direct Hotline: 732-557-7983 Fax: 732-341-1637 www.lesterglennmazda.com

Action Mazda 180 US Highway 202/31 Flemington, NJ 08822 Phone: 908-782-8250 Fax: 908-237-0036

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10TH ANNUAL 2014 AASP/NJ LOU SCORAS MEMORIAL GOLF OUTING

Monday, May 19, 2014 THE COLONIA COUNTRY CLUB • Colonia, New Jersey 10:00am Registration Begins 11:30am Lunch Served 1:00pm Shotgun Start 5:30pm Cash Bar 6:30pm Dinner PLAYER REGISTRATION

Please list your players, company and phone number below:

Number of players: Dinner only: Hole Sponsorship:

___ x $225.00 = $ ____________________ ___ x $75.00 = $ ____________________ ___ x $400.00 = $ ____________________ Total Amount: $ ____________________

All payments must be received prior to the day of the outing.

Sponsor/Shop Name ______________________________________ Street: ________________________________ City: __________________________________ State: ___________ Zip Code: ______________ Phone: ________________________________ Fax: __________________________________ Email: ________________________________ Contact: ________________________________ ___ Hole Sponsorship ___ Platinum, Gold, Silver or Bronze Sponsorship

Please make checks payable to AASP/NJ Mail to: AASP/NJ, c/o Charles Bryant P.O. Box 734, Neptune, NJ 07753

_____ Check Enclosed OR _____ Bill My Credit Card ___ Visa ___ MasterCard ___ Amex ___ Discover Card #: __________________________________ Name on Card: _____________________________ Exp. Date: _______________________________ Security Code: ______________________________ Billing Address:____________________________________________________________

Ask about our Platinum, Gold, Silver and Bronze Sponsorship Opportunities

This year’s outing is dedicated to the late Lou Scoras of Holmdel Auto Body. Part of the proceeds from this year’s outing will go toward a collision industry scholarship fund.

Contacts: Charles Bryant: (732) 922-8909 Randy Scoras: (732) 946-8388 The Colonia Country Club: (732) 381-9500 www.aaspnj.org for more information or to register New Jersey Automotive

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Acme Nissan ..........................................38 Amato Agency ........................................34 Automotive Art Refinish Products............12

Audi Group ..............................................50

Axalta Coating Systems ..........................IBC

BMW Group ............................................20-21 Bridgewater Acura ..................................45 Brogan GM Parts Center ........................24 Cadillac of Mahwah ................................8

CCC Comp-Est ......................................47 CCC Information Services ......................5

Classic Audi ............................................10 Contemporary Motor Cars ......................32

Crane Chevrolet ......................................47 Crestmont Toyota ....................................56

Crestmont VW ........................................47 Empire Auto Parts ..................................62 Flemington Group ..................................4

FMS Managers LLC ................................15

Future Cure ............................................19

Glen Toyota ............................................OBC Hackettstown Honda ..............................56

Hyundai Group ........................................46 JMK BMW ..............................................17

JMK Saab/JMK Fiat ................................57 Krehel Auto..............................................16 LKQ ........................................................57

Maxon Mazda..........................................25 Maxon Hyundai ......................................12

Mazda Group ..........................................54 Mercedes Benz of Freehold ....................9

Mini Group ..............................................51 Mitsubishi Group ....................................58

Mopar Group ..........................................27 Nissan Group ..........................................48 NU-CAR ..................................................42 Parkway Toyota ......................................11

Paul Miller Audi ......................................40

Porsche Group ........................................61 PPG ........................................................3

Prestige Motors ......................................24 Princeton BMW ......................................13 Princeton Mini ........................................41 Saw Mill Auto Wreckers ..........................60 Sherwin-Williams ....................................6

Subaru Group..........................................48 Town Audi ................................................60

Toyota Group ..........................................44

Toyota of Hackensack ............................IFC Valtek ......................................................16

VIP Honda ..............................................45 VW Group ..............................................55 VW of Freehold ......................................41 Wheel Collision Center............................62

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