New Jersey Automotive July 2016

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)

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2 | New Jersey Automotive | July 2016

New Jersey Automotive | July 2016 | 3

VOLUME 46, NUMBER 7 | July 2016

CONTENTS10 OUT OF BODY (AND MECHANICAL) EXPERIENCES12 PRESIDENTS MESSAGE 16 EXECUTIVE DIRECTORS MESSAGE22 2016 AASP/NJ ANNUAL LOU SCORAS MEMORIAL GOLF OUTING REGISTRATION

24 COLLISION CHAIRMANS MESSAGE25 I-CAR CALENDAR55 IN MEMORIAM: GREG COCCARO, SR.62 NJA ADVERTISERS INDEX

LOCAL NEWS

28 2016 AASP/NJ Race Night Gives Back

LEGAL PERSPECTIVE by Mitchell Portnoi, Esq.

34 What Do I Do and How Can I Help You?

NEWSFLASH

35 Thomas Edison High School Celebrates

$50K Makeover

COVER STORY by Joel Gausten40 Yes They Can: The Evolving Experiences of Women in Todays Industry

VENDOR SPOTLIGHT

49 New Name, Classic Service:

A Look Inside Polyvance

AUTOMOTIVE RECYCLERS

ASSOCIATION OF NEW JERSEY

57 Wharton Insurance Briefs

P.O. Box 734 Neptune, NJ 07753

EXECUTIVE DI REC TORCharles Bryant732-922-8909 / [email protected]

2015 - 2017 OFFICERSPRESIDENTJeff McDowell, Leslies Auto Body732-738-1948 / [email protected]

COLLISION CHAIRMANJerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / [email protected]

MECHANICAL CHAIRMANKeith Krehel, Krehel Automotive Repair, Inc.973-546-2828 / [email protected]

TREASURERTom Elder, Compact Kars, Inc.609-259-6373 / [email protected]

SECRETARYThomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / [email protected]

BOARDDennis Cataldo, Jr., D&M Auto Body732-251-4313 / [email protected]

Dave Laganella, Peters Body and Fender201-337-1200 / [email protected]

Sam Mikhail, Prestige Auto Body908-789-2020 / [email protected]

Ted Rainer, Ocean Bay Auto Body732-899-7900 / [email protected]

Anthony Sauta, East Coast Auto Body732-869-9999 / [email protected]

Randy Scoras, Holmdel Auto Body732-946-8388 / [email protected]

Anthony Trama, Bloomfield Auto Body973-748-2608 / [email protected]

BOARD ALLIEDJoe Amato, The Amato Agency732-530-6740 / [email protected]

Mike Kaufmann, Advantage Dealer Services973-332-7014 / [email protected]

PAST PRESIDENT ATTENDINGTom Elder, Compact Kars609-259-6373 / [email protected]

PUBLISHERThomas Greco ([email protected])

SALES DIRECTORAlicia Figurelli ([email protected])

EDITORIAL DIRECTORJoel Gausten ([email protected])

CREATIVE DIRECTORLea Velocci ([email protected])

EDITORIAL ASSISTANTChloe Durante ([email protected])

OFFICE MANAGERDonna Greco ([email protected])

CONTRIBUTING EDITORSCharles Bryant Tom Greco Jeff McDowellMitch Portnoi Ron Ananian Keith KrehelJerry McNee

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

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 2016 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 Stock Images courtesy of www.istockphoto.com. New Jersey Automotive | July 2016 | 7


OUT OF BODY (AND MECHANICAL) EXPERIENCES

Its hard to believe the things that have happened recently in Orlando. As most of my readers know, Orlando is a special place for my family. It is our favorite place to visit, and we have been there countless times over the last 30 years. To hear of the tragedies that have been taking place this week in June is heartbreaking. What can you possibly say about any of these events? The massacre at the club in Downtown Orlando? I honestly dont want to hear about guns or religion or any other crap politicizing

the acts of a sick, twisted psychopath. People were murdered. Thats what tugs at my heart. Innocent people who were out to have a good time in a city billed as the happiest place on earth (which I still believe it is). Needlessly slaughtered. It could have been any number of places my family visits when we go to Orlando. I guess there is time to ask why this happened, but not now. Now is the time to mourn. And we mourn the death of sing-er Christina Grimmie. This poor girl was having a meet-and-greet after a

concert in Orlando the day before the club shooting when another deranged psycho shot her dead. I just dont get it. I mean, werent guns and weapons more accessible 20 years ago? Why is this happening so often now??? Its a sick world. Finally, theres the news about an alligator attacking and dragging a two-year-old child into the Seven Seas Lagoon at Walt Disney World. That news is particularly nerve-rattling to me, because just three weeks ago, my family was in that very spot where the

NO WORDS by THOMAS GRECO, PUBLISHER


child was attacked. We were also in the lagoon. It chills me to think that months before we arrived, we were discussing plans to go jet skiing in the lagoon. Out of nowhere, my wife declared that she was not going to do it this year. When I asked why, she said, Because there are alligators in that water. I laughed at her. There have never been any alliga-tor attacks in that lake in the 45 years Disney has been there. Still, she refused to join us. When we got to the dock prior

to boarding the jet skis, my son, who tends to take these kinds of things pretty seriously, asked the guide if there were any alligators in the water. The guide replied that there were only five left, but theyre little babies, as he winked at us. My son didnt get the joke. We spent an hour out on the water. My daughter considered diving into the lake to cool off, but decided against it at the last moment. We had a great time, but I didnt know that my son had repeated what the guide said about the alligators to my wife. Later at

dinner, she said, I told you there were alligators in there. My daughter and I laughed at both of them. The guide was kidding, I said. He thought it was a ridiculous question. Tragically, it wasnt ridiculous after all. I wonder if that guide is thinking about my sons question today. Somehow, I was able to write a column about these events. But in actuality, there are no words. No words at all. NJA

I honestly dont want to hear about guns or religion or any other crap politicizing the acts of a sick,

twisted psychopath. People were murdered. Thats what tugs at my heart.


PRESIDENTS MESSAGE

TAKE ADVANTAGE OF THE SUMMER: BE PROACTIVE! by JEFF MCDOWELL For those of you who dont know - and if not, shame on you - 2016 is an auto body license renewal year. If you own or manage a collision repair facility in New Jersey (and want to continue do-ing so in the future), youd better make sure that your license is renewed by September 30 in order to stay in compli-ance. One of the many ways AASP/NJ serves our members is in helping them with license compliance. In the coming weeks, the association is providing not only an opportunity to help you stay in compliance for 2016, but also the chance to learn something while doing it. In an effort to help our members achieve compliance, Larry Montanez of P&L Consultants is returning for two eye-opening AASP/NJ training meetings near you. By the time this issue hits the

streets, our June 30 Northern training meeting will have already occurred in Totowa. However, our Southern mem-bers and supporters will still have some time to attend the July 7 Toms River meeting. If youve ever been in the com-pany of Larry, you already know that he tells it like it is, and you also know that few industry speakers come close to matching his knowledge and expertise. These must-attend meetings will offer attendees valuable information on re-pairing modern vehicles while also letting the audience come away with a training certificate good towards 2016 auto body license renewal. If you havent done so already, visit aaspnj.org to register for whats sure to be a riveting seminar. If you are reading this after the meetings have occurred (and whether youve received a training certificate or

not), you still have some work to do to make sure you wont have any issues come license renewal time. Now is the time to confirm that all your paperwork is in order while there are still a few months to go before the deadline. I see it every two years: A number of shops scram-bling towards the end of September because theyre either missing informa-tion in their application or what theyve submitted is incorrect. I dont know about you, but Id much rather get my renewal out of the way while theres still ample time for changes and additions, versus doing it at the last minute and risking a headache - or a fine. Take my advice: Be proactive and diligent now. Come September 30, youll be glad you did. NJA

LET US TURN THEM

AROUND!

Contact New Jersey AutomotiveSales Director Alicia Figurelli

[email protected]



Modern vehicles are quite differ-ent. In fact, the technology and elec-tronic driver assistance systems that are now present in many new cars are anything but simple. Here are some of the items that I am referring to:

Adaptive Cruise Control Collision Avoidance System Forward Collision Warning Lane Departure Warning System Lane Change Assistance Advanced Emergency Braking System Tire Pressure Monitoring Driver Drowsiness Detection Predictive Emergency Braking Systems

It was only a few years ago when the average good repair technician (be it mechanical or collision) had never even heard of most of these items, never mind knew how to repair or replace them. These new cars coming into the repair shops are like cars from Mars; they are like nothing the industry has ever seen before. I would almost be willing to bet that the technology found in modern vehicles is more complex than what was required to send the first spacecraft to the moon. For years, people who repaired automobiles were referred to as auto mechanics or body men. Later on, they began to be known as auto

technicians because automobiles had become so much more technical and complicated. I wonder what the phrase would be to describe one with the knowledge to repair an automobile equipped with some of the technology referenced here. To complicate things even more, new automobiles are not made of the traditional metals that vehicles were made from years ago. Convention-al steel is quickly becoming a thing of the past and being replaced with some of the following:

Different variations of High Strength Steels Carbon Fiber Aluminum Magnesium Fibrous Composites

Dealing with these new materials and technology requires all new equip-ment and training. The old equipment and training shops invested in is now basically worthless because of this new technology. The investment in getting (and staying) up to date with

EXECUTIVE DIRECTORS MESSAGE

CARS FROM MARSAND LABOR RATES ANDPROCEDURES FROM THE PAST by CHARLES BRYANT

Remember when the average Joe used to go to the local auto parts store and tune up his own vehicle over the weekend, or put a fender on his vehicle after a minor fender bender to save some money? It really wasnt a big deal just a few years back. Well, I would like to challenge the local backyard mechanic to try the same thing these days. (No disrespect intended.) My point is, it was only a few years ago that most automobiles on the roads were really not that complicated to repair. Boy, has that changed.


this fast-changing technology is enor-mous. The mechanical and collision industries have had no choice but to make the investment in the training and equipment required to repair the modern vehicles in order to stay in business. The mechanical industry has ad-justed its Labor Rates to compensate for the cost of the new technology,

training and equipment. The people seeking their services have no choice but to pay what it takes to repair their vehicles. In the mechanical industry, the Labor Rate is allowed to seek its own level (or basically what the market will bear). It appears that the average consumer understands that the vehi-cles are so much more complicated today that repairs are naturally going

to cost more. However, the collision industry has a different type of prob-lem. Unlike the mechanical industry, the collision industry mostly has to rely on the insurance industry for pay-ment. Because the insurance industry is in the business of analyzing risk, one would think that carriers would understand and acknowledge the cost of the new equipment and training and would have adjusted the rates they pay for repairs to compensate shops for these additional costs. Well, if they have figured it out, they sure are keeping it a secret. Collision shops are struggling to pay for the training and equipment needed to repair modern vehicles be-cause they cannot get paid a fair and reasonable Labor Rate from carriers. Insurers have been able to get away with shortchanging collision shops on Labor Rates and picking and choosing what repair procedures they will or will not pay for as long as I can remem-ber. They do this by pitting one shop against the other through Direct Repair programs (DRPs) and aggres-sive steering. Shops are dealing with the high cost of equipment, training and certification while also performing new and necessary procedures (in-cluding pre-scanning for codes before and after a repair) that most insurers refuse to pay for. If these procedures are not done, the vehicle will fail in a future situation once back on the road. Collision shops have finally come to the realization that they simply cannot run the risk that someones life may be in jeopardy because they failed to follow the vehicle manufac-turers recommendations on how the vehicle should be repaired. With the inception of new technology in modern vehicles that requires exten-sive special training, equipment and procedures that must be followed and utilized, even the DRP shops that are reaping the high volume of jobs through those arrangements cant work for the artificially suppressed Labor Rates that insurers want to pay.

EXECUTIVE DIRECTORS MESSAGE


These shops cant afford to do the pro-cedures for free because the cost is just too high to absorb it. As a result, more and more facilities are either turning to the courts for relief or just calling it quits and closing their doors. One would think that some smart insurance rep would figure out that unless these issues get addressed and resolved, eventually enough shops will go out of business to affect the sup-ply and demand. Once the number of collision shops goes below the num-ber required to handle the volume of collision work, the collision industry will be able to set its own Labor Rates and demand payment for the proper repair procedures and stick to them. That time is quickly approaching. Once again, I am suggesting that the insurance industry make the effort to work with the collision industry to address these extremely important matters. AASP/NJ stands ready to openly discuss any possible solutions offered and would be willing to work with anyone willing to make the effort to address these issues. I can be reached on the AASP/NJ Hot Line at (732) 922-8909. NJA

JOINNOW!For immediate information,

contact AASP/NJExecutive Director

Charles Bryantat (732) 922-8909


Almost every day, I hear that there are shops in the area not asking to be paid for certain procedures. You would think it would be other shop owners telling me about this problem, but would you believe that I actually hear this constantly from insurance appraisers? I cant tell you how many times Ive been told by carriers that there is no cohesion in the auto body industry in terms of charging for things that are clearly specified in the P-Pag-es. And guess what? That is not the fault of the insurance industry. There are too many shops out there that dont have systems in place to over-see, question and ensure the strength of the estimates written on the floor. These businesses have no true idea of how much theyre making or losing on each repair job they accept. How are you going to fix a problem if you dont know whats wrong? There was once a shop in my area that was popular enough to bring in around $800,000 a month in sales. You would think that a business of that size would be at the pinnacle of success in this industry, but the sad truth revealed itself when I got to talking with the owner one day. It turned out that he was losing his shirt big time. Why? Because the guy was only pulling in a two-percent profit at most. As impressive as the guys business was on the outside, his busi-ness was crumbling from within all because he didnt take the time to do proper job-costing of the work coming through the door. Based on my experience, I would say that 95 percent of shops in our industry are working off of single-digit profit percentages. What does it take

COLLISION CHAIRMANS MESSAGE

BUSY DOESNTALWAYS MEANSUCCESSFUL by JERRY MCNEE

CALENDAR

July 7Sectioning of Steel Unitized StructuresSomerset Vocational High School, Bridgewater

July 12Steel Unitized Structures Technol-ogies & RepairQuality Auto Body, Rahway

July 13Steel Unitized Structures Technol-ogies &RepairJost Garage, Wall Township

July 21Aluminum Exterior Panel Repair & ReplacementLKQ Corp., Kearny

July 25Adhesive BondingKeystone Automotive, PalmyraCorrosion ProtectionKeystone Automotive, Palmyra

July 26MeasuringKeystone Automotive, PalmyraPlastic & Composite RepairKeystone Automotive, Palmyra

July 27Welded & Adhesively Bonded Panel ReplacementKeystone Automotive, PalmyraHazardous Materials, Personal Safety & Refinish SafetyKeystone Automotive, Palmyra

July 28Full-Frame Partial ReplacementKeystone Automotive, PalmyraStructural Straightening SteelKeystone Automotive, Palmyra

July 29Wheel Alignment & Diagnostic AnglesKeystone Automotive, Palmyra

For more information, visit i-car.com NJA


to make a shop owner wake up and real-ize that something has to change? Look at all the technological advancements in the cars showing up in our shops these days. We need the right equipment to fix these things. How long will it take you to get an ROI on a $45,000 piece of equipment with that kind of margin? If you think Im going off on a tangent without personal experience, let me share something with you. Back in 2003, I had more work than I knew what to do with. It got to the point where I couldnt squeeze another car in my lot if I wanted toand I still ended that year $80,000 in the hole. That was a major turning point for me; Ive been job-costing everything at my shop ever since. It works, and you need to start doing it. At the most recent NORTHEAST Automotive Services Show, I co-presented a course that examined some of the things Im talking about in this message. As an exercise, we asked attendees to write an estimate to fix a panel, to allow us to see what kind of disparity would occur. It was shocking; we had guys who were writing for less than half of what the people next to them were putting on their estimate. Thats what were facing out there. These guys dont know what theyre doing wrong. I guarantee you that nobody who is writing those low estimates is running their personal checkbook the way theyre running their companys checkbook. Its time to stop being busy and start being successful. NJA

Congratulations to this years winners:1st Place: Brian Natale (Pace Collision)

2nd Place: Pedro Suares (Maxon)3rd Place: Kyle Bossick (Ocean Bay Auto Body)

2016 AASP/NJ Race NightGIVES BACK

On June 14, Alliance of Automotive Service Providers of New Jersey (AASP/NJ) members and supporters came together for a night of fun and relaxation at the associations Fifth Annual Race Night. Held once again at Pole Position Raceway of Jersey City, the event hosted 50 racers going head-to-head in a three-race series, driving electric go-karts reaching speeds up to 45mph! The competition was intense, with three drivers emerging victorious at the end of the night. Congratulations to Brian Natale, Pedro Suares and Kyle Bossick on their skills around the track. This years Race Night held a special significance to mem-bers and supporters alike, with a portion of the proceeds from the event being contributed by AASP/NJ to the Memorial Sloan Ketering Cancer Center for prostate cancer research. AASP/NJ would like to thank all who participated in this years Race Night and extend congratulations to all of the winners. To participate in a future Race Night, please contact the AASP/NJ Administrative Office at (973) 667-6922. To learn more about AASP/NJ, please visit aaspnj.org.

June 14, 2016

Pole Position Raceway, Jersey City, NJ


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Audi Manhattan800 11th AvenueNew York, NY 10019212.515.8200Wholesale Direct: 212.515.8275www.audimanhattan.com



I have been a member of AASP/NJ for at least 15 years now. In addition to sponsoring your Golf Outings and Board of Directors meetings over the years, I have been a loyal advocate for the association and all of its programs and leg-islative goals. I have been writing articles of topical concern to the AASP/NJ members for the last five years in an effort to educate the readers in a variety of areas of the law. I have been at most (if not all) of the NORTHEAST Automotive Services Shows at the Meadowlands Exposition Center, and I have given seminars at many of them. Of course, many of you know me from my articles here in New Jersey Automotive. In addition to representing your customers in Dimin-ished Value claims, I have also assisted many of you in your business by representing your company directly. I am a partner at a mid-sized (20-attorney) law firm in Roseland, New Jersey. (We also have offices in Princeton and Man-hattan.) My law firm does significant transactional work, commercial litigation and land use work, as well as variety of other specialties. We represent a number of municipalities in North Jersey, including South Orange and Mountainside. We have also represented numerous authorities, including those involved in sewerage and airports, and have significant regulatory experience in the State of New Jersey.

While I concentrate my prac-tice in the personal injury field (representing seriously injured people in auto accidents, slip-and-falls and work-related accidents), my firm does a significant amount of work representing buyers and sellers of businesses, representing employers who have been sued for wrongful termination (and some employees as well), handling commercial disputes and regulatory matters and represent-ing landowners who wish to change the use of their property or obtain variances or permits that their present owner-ship does not allow. Additionally, we represent commercial property owners in tax appeals that seek to significantly reduce the municipal taxes owed by commercial property owners. We have a matrimonial department, which handles all phases of divorce actions including custody, equitable distribution, domestic violence and post-divorce support is-sues such as the cost of college education, visitation issues, etc. We also have an Estate Practice area, in which we assist in the winding down and distribution of the contents of a will (or assets of an estate in the absence of a will).

LEGAL PERSPECTIVE by Mitchell Portnoi, Esq.

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NEWSFLASH

THOMAS EDISON HIGH SCHOOL CELEBRATES $50K MAKEOVER May 18 was an unforgettable day for Thomas Edison Career and Techni-cal Education High School in Jamaica, NY. Representatives from the Collision Repair Education Foundation (CREF) joined industry leaders and students from the schools collision repair and refinishing program for a special ribbon-cutting ceremony to usher in the revamped program made possible thanks to CREFs $50,000 Ultimate Makeover Grant. Awarded in 2014, Thomas Edisons Makeover Grant was used to make dramatic improvements to the tools and equipment used at the school. It was a life-changing experience, offered Thomas Edison Collision Repair and Refinishing Instructor Barry Roopnarine in a May 19 report by NY1 News. I was very shocked. I was very nervous. I was shaking. And I was so excited.

Ed Kizenberger of the Long Island Auto

Body Repairmens Association (LIABRA)

presented an association membership

to Thomas Edisons auto body program.

(Photo by MariselRodPhotography)

Left to right: Janet Marczyk (Collision Repair Education Foun-

dation), Russell Thrall (CollisionWeek), Moses Ojeda (principal,

Thomas Edison CTE High School), Barry Roopnarine (collision

and refinishing instructor) and Melissa Marcin (Collision Repair

Education Foundation) (Photo by MariselRodPhotography)

The Long Island Auto Body Repairmens Association (LIABRA) was also on hand to present the program with a special association membership. Founded in 1991, CREF is a not-for-profit organiza-tion dedicated to supporting collision repair educational programs, schools and students to create qualified, entry-level employees and connect them with an array of career opportunities. The Foundation is able to assist the national automotive education community thanks to mil-lions in support by industry donors ranging from individu-als to major corporations. More information is available at collisioneducationfoundation.org. NJA


Part of the benefit of a trade association like AASP/NJ is the ability to know and vet the members of that group, as well as feeling the comfort in utilizing the services of someone you know and who has supported you and your cause(s). As a loyal member of AASP/NJ, I would hope and expect that members will be contacting me to discuss their legal matters, and that we will be assisting and representing them for years to come. Thank you to the Board of AASP/NJ and the publishers of New Jersey Automotive for allow-ing me this space to say thank you to the numerous mem-bers who have utilized our services through the years, and to offer a thank you in advance to those who will ultimately choose our representation. We stand ready, willing and able to serve your legal needs. NJA


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40 | New Jersey Automotive | July 2016By Joel Gausten

The collision repair industry attracts some truly fascinating people. In a profession full of unique op-portunities to shine, women of all ages are finding tremendous success in both management and technical positions. At a time when some industries are experiencing high employee turnover, a number of females in the Garden State auto body field have built long-lasting careers that continue to thrive. Thirty years ago next month, Karyn Breidt was taking business manage-ment courses at a local college. As a way to make ends meet until a career opportunity presented itself, she took a job working for a friend of her moth-ers, Barbara Torsiello, who at the time was the general manager of Auto Body Distributing Co. Inc. (ABD) in Irvington. Although she had no prior experience in the automotive world, Breidt soon re-alized that she had unexpectedly found her true professional calling. Who knew this would be my career? she says with a chuckle. I couldnt believe how many types of sandpaper there were! I just kept growing, moving up and welcoming the challenge of this business, and I grew to love this industry. It certainly helped that Breidt had an inspiring mentor in Torsiello. She was very strong, and I admired her work ethic, she recalls. I

learned to be a strong, driven woman and stand up to every challenge. By the close of her first decade with ABD, Breidt had moved from assistant manager to general manager once Torsiello left the company and moved to Long Island to be with her children. Twenty-one years later, she remains a proud member of a fulfilling field. Its in my blood now, she says. There are really great people in this industry, and I got to be friendly with so many of them. It became a family. I re-spect body shop owners and the hard work that they do. I cant see myself ever leaving this industry. While its rare to find someone in any industry whos been with the same company for 30 years, Breidts career is even more interesting when consid-ering that she has constantly thrived in what is traditionally believed to be a male-dominated industry. In her mind, success is possible for anyone willing to look beyond the obstacles in front of them. Its about not breaking down be-cause its automotive and not saying, I cant do that, she says. Any leader male or female asks, Why not? Why cant I be that? Not surprisingly, Breidt comes from a long line of hardworking people. Her

twin sister, Robyn Tomasso, has built a solid career working with children at Stellar Academy Private Preschool; her older sisters, Susan Corduan and Deb-orah Breidt, have made their livelihoods at Infineum and Eisai Pharmaceuticals, respectively. My mother, Rosemarie, worked for the Linden Board of Education and raised very strong, independent wom-en, she says. So what place do the current generation of strong, independent women entering the workforce have in todays automotive industry? Well, if the rise in female students in auto body vocational school programs and on the floor at SkillsUSA competitions is any indication, the present and future are extremely bright for females looking to be a part of this trade. I definitely believe theres been a change, and its nice to see, Breidt offers. Way back, 30 years ago, it was very rare to have women in this indus-try. Its a mans industry, really; you really have to prove yourself a little bit more, but I think thats true of women in any industry. I feel like Ive done that. Proving yourself in a difficult field is something that Roberta Ferrara knows a thing or two about. Back in 1999, the devoted wife and mother

suddenly found herself having to keep her family going on her own with the passing of her husband, Matthew, second-generation owner of Budds Auto Body in Cedar Grove. Faced with either having to sell the busi-ness and find work elsewhere or step into a completely unfamiliar industry, she took the greatest leap of faith imaginable and decid-ed to take over running the shop. Although her husbands staff stayed on during the transition, Ferrara admits that the change wasnt easy for many of them. They were very taken aback that a woman was here, she says. I knew some of them, but not all of them because I never really came here. Despite an uneasy start, Ferrara stuck to her guns and embraced the industry as hard as she could. Not only did she estab-lish herself in the front office, but she also took collision repair courses at Morris Coun-ty School of Technology. In order for me to teach them or know what they were doing, I had to know what they were doing, she explains. I went to school at night to learn how to weld and do everything that the guys do in the back. Seventeen years later, Ferrara and Budds Auto Body are still going strong. As she explains, a major key to the business success has been its focus on providing a comfortable environment for female clien-tele. They know its a woman-owned shop, and I do the best I can to make them feel comfortable, she says. Women seeing women as not only secretaries, but also as managers makes a big difference, she says. I train my managers to educate our customers, especially if those customers are women. Eighty percent of my female customers are single and they dont know [about collision repair]. We teach them how the process is and what to expect. Five years ago, Roberta was joined in the shop by her daughter, Stephanie, who had enjoyed a career on the trading floor of the New York Stock Exchange before deciding to change direction. Ive been in and out of this body shop for as long as Ive been alive, basically; Ive always felt home here, offers Stephanie, who handles the shops admin duties in addition to estimating. I like the idea of working for a family member and not a generic company and being a number in a huge corporation.

At a time when some industries are experiencing high employee turnover...

robertA FerrArAOwnerBudds Auto Body17 years in the industry

stephanie FerrArAAdmin/EstimatingBudds Auto Body5 years in the industry

Karyn breidtGeneral ManagerAuto Body Distributing Co., Inc.30 years in the industry

ChArity ritterLead PainterBridgewater Auto Body16 years in the industry

...a number of femAles in the garden state auto body field hAve built long-lAsting cAreers that Continue to thrive.


While Budds Auto Body has built a string niche as a woman-friendly establishment, Stephanie states that she has had her share of encounters with customers with more traditional impressions of what collision repair pros should look like. The older customers tend to only want to speak to a man, she says. They ask, Wheres the guy? With vocational schools wrapping up for the summer as this feature went to press, scores of young women are now looking to build lives in collision repair. What would be Stephanies best advice for these new additions to the industry? You definitely have to have a thick skin, she replies. Be confident and know what youre doing 100 percent when youre writing an estimate or fixing a car. Get the education and training you need so that you can go out there and be confident enough to say, I can do this, and not get intimidated by others who may not think that you have the experience or the wherewithal to do what theyre doing. Charity Ritter, winner of the New Jersey SkillsUSA State Conference in 2000, echoes these words of encour-agement. Be strong and have self-respect for who you are and what youre doing, and you really cant fail, she advises. If people are not treating you right or making life hard for you, then you dont need them. Thats the thing I fall back on when I have a hard time. I know I can do it; as long as Im confident in what Im doing, that gets portrayed to everyone else. For the past 16 years, Ritter has put these words to use at Bridgewater Auto Body, where she currently works as the lead painter. Still an avid supporter of SkillsUSA, she has served as a judge for the last five years and will now join fellow volunteer (and I-CAR mainstay) Mike Bon-santo in taking over the organizing of the state event from longtime volunteer Peter Fryzel (I-CAR). After more than a decade in the industry, Ritter remains confident that she made the right career choice. I liked being proud of being able to accomplish something that a lot of guys cant do, let alone do it as well as Ive been able to do it, she says. Ive come across a few bad eggs, but for the most part, theres a lot of really neat, interesting people in this business. The majority of them would do anything for you. I like having the opportunity to go to new places for training, meet new people and try new equipment. Youll never be bored in this industry; thats for sure. The stories in this feature are just a small sampling of the amazing women currently active in collision repair in New Jersey. It is clear that this this line of work provides great opportunity to professionals of any age and either gender. As Breidt says, Any person can succeed anywhere, as long as they work hard and have the drive. NJA

stephanie FerrArAAdmin/EstimatingBudds Auto Body5 years in the industry


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In order to successfully compete and survive in todays industry, compa-nies of all sizes need to constantly look for new ways to maintain their branding and presence in the marketplace. For longtime NORTHEAST Automotive Services Show exhibitors and plastic repair innovators Polyvance, this re-cently meant completely changing their identity. Earlier this year, Polyvance became the official name for the industry institu-tion formerly known as Urethane Supply Company (USC). Originally named by founder Jim Sparks in 1981 based on the prevalence of urethane in domes-tic vehicles at the time, USC recently became Polyvance based on changing technologies in the industry. If you look at a snapshot of the

different types of plastics that are on bumpers nowadays, 98 percent of them are polypropylene blends, and very few of them are polyurethane, offers Polyvance President Kurt Lammon, who took over the enterprise in 1995. Honestly, the previous name was a little bit of a misnomer; the word urethane kind of dated us back to the 80s. We often got calls from people who wanted to buy urethane foam, thinking that we supplied urethane. We wanted a name that spoke to our main mission, which is advancing the technology of polymer repair. While the name is new, Lammon ensures Polyvances longtime custom-ers that the companys status as the definitive resource for plastic repair remains the same.

We are 100-percent focused on plastic and polymer repair, he says. Thats all weve ever done; thats all we want to do. We feel like theres plenty of oppor-tunity in that space for us to prosper. Advancing Polymer Repair is the official tagline and the inspiration for the name Polyvance. Polyvance will con-tinue to be devoted entirely to helping body shops profit from plastic repair and refinishing through its innovative products and training. The company will continue production of its most well-known staples including the 6059-C Nitrogen Plastic Welder as well as its complete line of plastic repair and

continued on page 57

Kurt Lammon welding a rectangular slot

tab on a Honda Crosstour rear bumper

John Wilburn, Polyvances head trainer, conducting one of the companys PR-01 Intro to

Nitrogen Plastic Welding I-CAR Industry Training Alliance courses


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Greg Coccaro, Sr. OnMay31,thenationalcollisionrepairindustrylostoneofitsmostinspiringfigureswiththepassingofGregCoc-caro,Sr.attheageof66.Coccaro,ownerofNorthStateCustominBedfordHills,NY,gainednationalattentionforhishigh-profilelegalbattleagainstProgressive. Theautomotiveindustryhaslostagreatfriend,mentorand[ally],announcedNorthStateCustomontheshopsFacebookpage.GregoryCoccaro,Sr.wasabelovedfather,grandfather,husbandandfriendwhodidwhathecouldtohelpothers.Hiscourage,inspirationanddedicationhasfor-everchangedthecollisionindustry.Youwillbedearlymissed.RIPGregoryCoccaro.Youwillforeverbeinourhearts! AASP/NJPresidentJeffMcDowellsyears-longfriendshipwithCoccarobeganattheNORTHEASTAutomotiveSer-vicesShow,wherethetwoinstantlygotalongthankstotheirsharedexperiencesintheindustry. Wejuststartedchatting,anditwasamazinghowsimilarourlivesinautobodywere,herecalls.Wewereprettymuchparallel;webothstartedaskidsinabodyshop,welovedcarsandwewerebothpassionateaboutwhatwedo.Wetalkedabouttheolddaysandhowwewouldfixcars,andimmediatelytherewasanaffinitybetweenthetwoofus. Likemanyshopowners,McDowellhasnothingbutrespectforCoccaroseffortstoimprovetheindustry. Hewassuchagentle,kind,humbleandgenerousman,hesays.Hewasexactlythekindofpersonyouwouldthinkwouldstandupforwhatsright,buttohavethestrengthtogothedistancewastheamazingthingaboutGreg.Idontknowhowhedidit,buthedidandallofusbenefittedfromit. Hetouchedpeoplenotonlyinthiscountry,butaroundtheworld,headds.Thisbattlehefoughtisonethatweallfighteveryday.Hewastheheadofthespearforus;heleftanawesomelegacyfortheindustry. AASP/NJExecutiveDirectorCharlesBryantalsofeelsthelossofoneoftheindustrysstrongestsupporters. IfirstmetGregwhenhewasgoingthroughthelawsuitswithProgressive,whichwasanobvioustimeofextremestressforhim,hesays.IspoketoGregmanytimesduringthelitigation,andIattendedthetrialtoshowsupportwhenhewasbeingchargedwithfraud.WhenGregwasclearedofthosecharges,itwaslikeaweightbeingliftedfrommyownshouldersbecauseIhadbecomesoclosetohim.AstimewentonandIgottoknowhimevenbetter,Ibegantounderstandwhysomanypeoplearesoheartbrokentohearthathehasleftus. OnceGregbecameyourfriend,hewasafriendforlifeandafriendlikenoother,headds.Gregwasalwaysthereforyouifyouneededhim,andhewasthekindofpersonwhoothersnaturallywantedtobethereforaswell.The

relationshipsandbondsthatGregcreatedwithothersinthecollisionindustrywillberememberedforever.Hewasagoodmanwhostoodstrongforhisbeliefsandwasalwaysreadytolendahelpinghandtoothers.IhavenodoubtthatGregslongbattlewithProgressivetookatollonhim.However,Ialsoknowthatifhehadbeenfacedwiththesamesituationagain,hewoulddoitalloveragain.Gregsstandforwhatisrightwillbeappreciatedbythecollisionindustryforever,andGregwillalwaysberememberedforthewonderfulmanhewas.IamproudthatIgottoknowGreg,andhonoredtobeabletocallhimmyfriend. NewJerseyAutomotiveEditorialDirectorJoelGaustenremembersCoccaroasadedicatedmemberoftheindustryalwayswillingtostandupforwhathebelievedin. GregsbattlecryofEnoughIsEnough!gavestrengthtobodyshopprofessionalsnationwidewhoneededtheencouragementtodowhatisrightwithoutfearandfightbackagainsttheforcesthatstoodbetweenthemandtheircustomers,hesays.Themanneverstoppedfighting,anditwasanhonortohavespentsomanyhoursonthephonewithhim.ItistoohardtoacceptthatGregwillnotenjoytherestfulretirementandgoldenyearsthathedeserved.Per-hapstheonlytruewayfortheindustrytohonorhimistocontinuehisworkbyalwaysstandingupforyourbeliefsanddoingrightbyeverycustomerwhoshowsupatyourbay.Gregbetteredthelivesofshopsaroundthecountry,andhiscontributionsandsacrificeswillneverbeforgotten. WhenindustrymemberslookbackonGregCoccaro,Sr.,theywillrememberamanwhonevergaveupfightingforwhathebelievedinandchangedhisprofessionforever. AsMcDowellsays,Aregularguycanaccomplishgreatthingsifhejuststickstowhatsrightandfair. AASP/NJandNewJerseyAutomotiveofferCoccarosfamily,friendsandcolleaguesourdeepestcondolences.NJA


IN MEMORIAM

refinishing products. Polyvances items will continue to be available through paint, body and equipment distributors across North America. As 2016 carries on, Lammon is excited to provide the industry with unique solutions to common needs. One of Polyvances most pop-ular products, the 3611 Bumper & Cladding Coat Adhesion Primer, offers users the ability to work on bumper covers that come from the factory without a primer. This product allows the shop to refinish that bumper with a minimum of labor and effort, and the paint will stick, Lammon says. Another successful Polyvance offering, the 6066-CG Nitrogen Plastic Welder, boasts a ni-trogen generator that actually creates nitrogen gas from the shops compressed air. Its extremely convenient, Lammon observes. You dont have to worry about your tanks running out and not being able to do a job. Polyvance also manufactures a full line of other products for sanding, filling, priming and everything else a refinishing technician needs to ensure a professional job. In addition to supplying industry-leading tools and equipment, Polyvance offers a world of educational opportunities for those looking to embrace the latest procedures for plastic repair. Instructional videos are available at polyvance.com and on the companys popular YouTube channel (tinyurl.com/gnomxug), while Polyvance currently provides the industrys only I-CAR Industry Training Alliance course on nitrogen plastic welding. Additional hands-on training is regularly offered at the Polyvance factory in Rainsville, AL. (Infor-mation on Polyvances plastic repair training is available at tinyurl.com/h2zv7h7.) From OEMs continued use of plastics to make their vehicles lighter to insurers encour-aging their referral shop partners to use more plastics in their repairs, Polyvance is sure to ex-pand and grow as the industry moves forward. There are more benefits to plastic repair than just a gross profit percent, Lammon says. It can also help drive more business to come into the shop. For more information on Polyvance, visit polyvance.com or call (800) 633-3047. NJA

Wharton Insurance BriefsAn ARA Member

Manual material handling is one of the largest causes of lost workday inju-ries in the scrap metal industry. About one out of every five injuries happens because someone lifted, carried, pushed or pulled something the wrong way or lifted beyond his or her capacity. The most useful part of your body in handling materials safely is not your back or legs, but your head. Untrained workers often do the job the hard way and soon get tired, which leads to pos-sible injury. Below are some suggestions you can incorporate into the training of your employees on manually lifting an object:

Size up the load. Seek assistance if you think you need it. Get close to the load, with one foot alongside the load and one foot behind it for balance. Get a firm grip on the object with your palms, not your fingers. Test to see that its not too heavy. Lift by straightening your legs, avoiding quick, jerking motions. Your legs not your back - should provide most of the power to lift. Avoid twisting with a load. Instead, use your feet or shift to change direction with a load. Lifting comfortably is most important. Judge the most comfortable position for yourself.

Workers should be trained on proper and safe material handling techniques, either manually or by using mechanical means. The use of correct handling techniques is one of the ways to help reduce injuries. NJA

Mario DeFilippis, AAI, Vice President(800) 221-0003 (ext. 1320)

(908) 513-8588 (cell)[email protected]

ARANJ 2016Officers

PresidentBob Dirkes

Dirkes Used Auto Parts(609) 625-1718

[email protected]

1st Vice President Ian Szoboszlay

Ocean County Auto (732) 349-0332

[email protected]

2nd Vice President Darryl Carmen

Lentini Auto Salvage (908) 782-6838

[email protected]

3rd Vice President Joe Goodman Leesville Auto (732) 388-0783

[email protected]

Executive Director Brian Snyder

Auto Recyclers of NJ (609) [email protected]

ARANJ 2016Board of DirectorsMike Ronayne

Tilghmans Auto Parts(609) 723-7469

[email protected]

Mike Yeager EL & M Auto

(609) [email protected]

Rodney Krawczyk Ace Auto Wreckers


Mike Caputo Lacey Used Auto Parts, Inc.

(609) 693-0898

[email protected] Witcraft Auto Express

(856) 728-8367

Ed Silipena American II Autos


Harry Shover Porchtown Auto (856) 694-1555

Norm Vachon Port Murray Auto

(908) 689-3152 [email protected]

ARANJThe Automotive Recyclers Association of New Jersey


VENDOR SPOTLIGHTcontinued from page 49

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ADVERTISERS INDEX


Access Commercial Capital ......................... 43

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

Amato Agency ............................................. 20

Audi Group ............................................. 32-33

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

BMW Group ........................................... 26-27

BMW of Springfield ...................................... 31

Bridgewater Acura ....................................... 61

Cadillac of Mahwah ..................................... 17

Classic Audi ................................................. 18

Collision Equipment Company ..................... 23

Clinton Acura ..............................................IBC

Empire Auto Parts ....................................... 19

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

Fenix Parts .................................................. 24

Flemington Group ........................................ 21

Fred Beans Parts ......................................... 58

Grand Prix Subaru ....................................... 53

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

Hyundai Group ............................................ 59

JMK Saab/Fiat of Springfield ....................... 13

Klean Frame ................................................ 62

Levittown Ford ............................................. 53

Maxon Mazda .............................................. 30

Maxon Hyundai ........................................... 36

Mazda Group .............................................. 51

Mike Kaufmann Dealer Group ...................... 12

Mini Group ................................................... 37

Mitsubishi Group ......................................... 47

Mopar Group ............................................... 11

NUCAR .................................................. 14-15

Paul Miller Audi ............................................ 46

Phillipsburg-Easton Honda .........................IBC

Porsche Group ............................................ 56

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

Polyvance .................................................... 48

Post Polak ................................................... 34

Princeton BMW ........................................... 39

Princeton MINI ............................................. 10

Sherwin-Williams ......................................... 38

Subaru Group .............................................. 50

Subaru of Morristown .................................. 60

Town Motors ............................................... 44

Toyota Group ............................................... 45

Toyota of Hackensack ................................ IFC

Toyota of Morristown ................................... 60

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

USI of North America ................................... 43

Valtek .......................................................... 19

VIP Honda ................................................... 61

VW Group ................................................... 54

Westbury Jeep Chrysler Dodge Ram SRT ... 52

Wheel Collision Center ................................. 62

Clinton Acura1756 Route 31 North | Clinton, NJ 08809

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New Jersey Automotive July 2016